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40
THE
MUSIC TRADE
REVIEW
shown for the first time. Demonstrations of how
records are made on the graphophones will be
A Very Handsome Display to be Made of the
given, and each visitor will have an opportunity
Various Specialties of This House, Including
of making a record of his own voice and taking
Machines and Records—The
Commercial
it away as a souvenir.
Graphophone Will be Especially Featured.
An important feature will be that section de-
One of the most interesting exhibits at the voted to the commercial graphophone. The ex-
Jamestown (Va.) Exposition will be that of the hibits of the Columbia Phonograph Co. will be
Columbia Phonograph Co., sole sales agents for shown in a magnificent booth, richly furnished
the American Graphophone Co. It will be promi- in mahogany and gold, the great dome of which
nently located in the Manufacturers' and Liberal will be surmounted by a bronze statue of Colum-
Arts Building, and be under the management of
bia, the work of the noted sculptor, Gherardi.
COLUMBIA EXHIBIT AT JAMESTOWN.
of other things. Of course he knows the exact
place where each record can be found, so that
he can hand it out the minute it is asked for.
"To have to run to a desk and consult a price
list not only interrupts your work, but it pro-
duces an impression that business is so bad that
you can't sell many talking machines, or you
would be better posted about them.
"The salesman feels more confidence in him-
self, and he inspires more confidence in his cus-
tomers when he has his facts in his head rather
than in his pocket or in his desk.
"Know what you have on hand so that you
may never miss a sale through an oversight.
Have some system of keeping track of sales and
ordering new stock.
"In Mark Twain's story of the Prince and the
Pauper they finally detect the pauper, who has
usurped the prince's place because he uses the
great seal of state to crack nuts with. The dig-
nitaries of the court argued—and very correctly
—that a boy who was used to courts and their
ways would never use the symbol of authority
so disrespectfully.
"In the same way you can tell the prince
among the salesmen by the way he handles the
stock he sells. It is the poor salesman who
bangs things around and lets them deterioriate
for want of proper care.
"Respect for your stock should begin in your
own mind. The outward care which you give to
the arrangement and preservation of your goods
is the reflection of something inside your brain
—a something which should be carefully culti-
vated by every merchant.
HOUCK OPENS IN CAIRO, ILL.
(Special to The Review.)
COLUMBIA BOOTH AT T H E JAMESTOWN
the Washington, D. C, office. The exhibit, in ad-
dition to showing the evolution in the art of re-
cording and reproducing sound, will contain a
complete line of all up-to-date machines and
records, including the wonderful new Marconi
"velvet tone" disc records, and many other new
inventions and improvements which . will be
SOME TIMELY^ POINTERS.
Recently Put Out by the Victor Talking Ma-
chine Co. and of Interest to Every Dealer and
Salesman Handling Talking Machines.
"Whatever you do, don't be satisfied with the
business that comes to you of its own accord.
That way of doing business was out of fashion
twenty-five years ago.
"However small or however large your busi-
ness may be you can make it bigger by giving
thoughtful attention to pushing it. It isn't al-
ways the farmer with the most land that gets
the biggest crops, and it isn't always the dealer
in the biggest town or the salesman with the
largest territory that makes the largest profits.
The man who applies his labor most diligently
and intelligently is the winner in the long run.
"To be asked something which you ought to
EXl'OSITION,
Cairo, 111., April 8, 1907.
J. W. Walter, representing the O. K. Houck
Piano Co., of St. Louis, has opened a branch store
at 702% Commercial avenue.
This company deal in pianos and are retailers
and jobbers of the Victor talking machines, and
the Edison phonographs and records. They
have branch houses at Memphis, Little Rock,
Nashville and Chattanooga, and are among the
most substantial piano companies in this section
of the country.
Visitors from the talking machine trade are cor-
dially invited to call, and polite attendants will i
extend every courtesy during their stay in James-
VICTOR VS. LEEDS & CATLIN CO. SUIT.
town. The exposition opens April 26. So far as
can be ascertained, the Columbia Co. will be the
In the case of the Victor Talking Machine Co.,
only manufacturer of the "big four" to display Camden, N. J., complainant-appellee, against the
their products.
Leeds & Catlin Co., New York, defendant-appel-
lant, argument was heard in the United States
Circuit Court of Appeals, second district, Tues-
know all about, and which you have had ample day, before Judges Wallace, Hough and Coxe.
opportunity for learning, and to find yourself un- This is an appeal from the decision of Judge La-
prepared with the proper answer is an embar- combe, United States Circuit Court, Southern
rassing experience, whether you are seven years District of New York, rendered January 5, and
old or seventy-five.
in which he held the defendants were liable for
"Nothing is so humiliating to the salesman "an entirely voluntary and intentional case of
who understands the underlying principles of contributory infringement." They were also
his business as to have a customer ask him some "found in contempt and a fine imposed of $1,000."
simple question, like 'How much will it cost me Collection was suspended pending appeal. On
to get a Victor No. 4 with a K horn?' and not the 11th following the court required the de-
fense to make sworn monthly reports of the rec-
be able to answer on the spot.
"And even worse is the kind of man who ords made by them during the stay. The bill
comes in occasionally and actually knows more of complaint charged infringement of claim 35
of the Berliner patent.
about your stock than you do yourself.
"The good salesman will learn his stock thor-
The hearing occupied two hours, and at its
oughly from every point of view; the styles, the conclusion the court reserved decision, which will
prices, the different combinations that can be probably be handed down within -three or four
made with advantage, the points where his stock weeks. Horace Pettit appeared for the Victor
differs from that of his competitors—and a score Co. and Louis Hicks for the Leeds & Catlin Co.
Our Trade Mark looks like the dollar sign. It means dollars in your pocket
if you handle our line of
Talking Machine Supplies
We manufacture all style HORNS, CRANES, STANDS, CARRYING CASES and general supplies
HAWTHORNE & SHEBLE MFG. CO., - Philadelphia, Pa., U. S. A.