Classic Mode

Music Trade Review

Issue: 1921 Vol. 73 N. 1

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
40
JULY 2,
1921
THE CHURCHILL CO.'S SALES MEET
MLLE. BORI VISITS UTICA
VICTROLAS FOR DAYTON, 0., SCHOOLS
Pathe Distributors in Iowa Hold a Most Suc-
cessful Sales Convention in Burlington
Famous Victor Artist Calls on Victor Dealer—
Wins Many Friends and Admirers
John Patterson, Well-known Philanthropist,
Taking a Personal Interest in That Matter
BURLINGTON, IA., June 27.—The Churchill Drug
Co., Pathe distributors in this territory, with
establishments in Cedar Rapids, Peoria'and this
city, held their first general sales convention
here recently. The entire program was a most
elaborate one, with close to seventy-five of the
executives and salesmen of the company in at-
tendance.
F. S. Churchill, head of the company, presided
as chairman and W. N. Churchill delivered the
formal address of welcome at the opening ses-
sion on Thursday. At both sessions on Thurs-
day there were a number of addresses on busi-
ness subjects made by executives of various or-
ganizations and some excellent selling mate-
rial was offered for the consideration of the con-
ventioners.
On Friday the salesmen reported at the com-
pany's headquarters and made a tour of inspec-
tion of the establishment. At the morning ses-
sion H. N. McMenimen, managing director of
the Pathe Freres Phonograph Co., was the prin-
cipal speaker. There were also other addresses.
In the afternoon there was a general discussion
of sales problems, even as far ahead as the holi-
day trade, and the salesmen's question box was
open.
There were several social affairs during the
convention, including an elaborate luncheon
each day and a banquet at the Hotel Burlington
on Thursday evening, with Frank Stockton as
the principal speaker.
Those who attended the convention included
from the Burlington headquarters: W. N.
Churchill, C. S. Hutchins, C. F. Wehmeier, C. E.
Kisler, F. A. Straw, E. R. Jacoby, H. E. Eaton,
J. C. Minton, H. Bouquet, D. C. Hampsher,
A. L. Floden, W. P. Strain, J. A. Hughes, C. W.
Blayney, J. A. Day, C. C. Stoerzbach, W. H.
Hackler, P. F. Fulton, Eno Fimmen, C. W.
Boger, F. W. Lemon, C. W. Schach, W. M.
Barnett, F. R. Buck. From Cedar Rapids: F.
Junkermann, F. S. Churchill, J. C. Coxe, E. T.
Sickel, J. R. Schollenberger, P. E. Colwell, T. H.
Thomas, D. M. Cram, L. C. Munch, W. F. Glass,
R. L. Shambaugh, J. W. McDonald, A. N. John-
son, C. E. True, A. E. Dreier, C. L. Havens,
W. L. Capron, W. S. Bartlett, L. L. Kadavy,
J W. Wray. From Peoria: F. M. Burks, W. K.
Roth, H. H. Coulson, Eno Boyer, F. F. Kneer,
E. M. Scoones, H. R. Pelz, W. B. Munro, C. M.
Miller, F. E. Conway, Arthur Schulz, E. M.
Rutledge, R. R. Ross, D. C. Artz, W. E. Tripe,
E. C. Webster, Elmer Blank, F. E. Hadank,
J. F. Caldwell, J. J. Green, C. C. O'Hara, N. F.
Montross, H. M. Rogers, F. W. Dudley, C. F.
McLean.
UTICA, N. Y., June 27.—Mile. Lucrezia Rori,
famous operatic star and exclusive Victor artist,
was a recent visitor to this city, calling at the
DAYTON, O., June 27.—School children in the Day-
ton public schools stand a good chance of learn-
ing music, harmony and the appreciation of good
music and opera, through the medium of the
Victrola, if the plans of John Patterson, of the
National Cash Register Co , work out.
When Mrs. Frances Elliott Clark, of the edu-
cational department of the Victor Talking Ma-
chine Co., attended the convention of the Ohio
Music Teachers' Association here in April, Mr.
Patterson, who is confined to his home, sent for
her to come to tell of the work she is doing in
education and in what way it might be of profit
to him and his organization. Mr. Patterson
immediately purchased a Victrola, all the books
published on the subject of music appreciation,
and began the selection of more than 100 good
records.
Mr. Patterson, who is one of the best-known
philanthropists in Ohio, is a hobbyist and gives
his undivided attention to any subject which
happens to catch his interest or fancy, and studies
it from every angle. What the National Cash
Register Co.'s educational department tries and
finds efficient and profitable the Dayton public
schools are almost sure to adopt sooner or later.
Educators interested in the public schools have
been in conference with Mr. Patterson, the possi-
bilities of the use of the Victrola in the schools
have been discussed, and courses in appreciation
used in other schools in the State are being in-
vestigated, with the hope that Dayton schools
may soon have music taught with the Victrola
under the course mapped out by Mrs. Clark.
BRANCH MANAGER IN TOWN
' F. L. Scott, Jr., manager of the Indianapolis
branch of the Columbia Graphophone Co., New
York, recently spent considerable time at the
New York headquarters of the company to con-
fer with the retail service department in con-
junction with the Model Grafonola Shop cam-
paign now being carried on, and conferred with
the executive department on several matters
pertinent to the business of the Indianapolis
branch.
ADDS TALKING MACHINE LINES
Nicolas Carries, local novelty dealer of Bea-
con, N. Y., has entered the talking machine field,
having lately added the Victor lines, both Vic-
trolas and records, to his stock. Two sound-
proof demonstration booths have_ been installed
in space heretofore occupied by other goods.
Mile. Bori in Roberts Store
Victor department of the John A. Roberts store.
Mile. Bori was entertained by Manager Stocher
and his staff and won hosts of friends through
her pleasing personality.
The John A. Roberts store is one of the Hen-
derson chain of department stores and handles
Victor products exclusively in its talking machine
department. The store has developed a splendid
clientele for Victrolas and Victor records and
its list of patrons is steadily increasing.
FEATURING COLUMBIA LINE
Illinois Dealers Using Novel Means of Creating
Prospects for Grafonolas
BELVIDERE, I I I . , June 27.—A. J. Tucker, of the
Chicago branch of the Columbia Graphophone
Co., reports that live Columbia dealers in
Marengo and Belvidere, 111., are using many
novel methods to promote sales of Columbia
Grafonolas in their respective communities. A
Grafonola is placed in the several ice cream par-
lors in the town with an appropriate card tell-
ing where the machine has come from, with the
dealer's name neatly printed on the card. Sales
resulting from this publicity have more than paid
for the effort and time in placing these phono-
graphs where the townspeople could see them.
GOOD SALE OF GERMAN RECORDS
The Jewel Music Co., live Columbia dealer in
Marengo, 111., recently made a sale of German
records that is very near a record-breaker. A
German washwoman recently came into the store
to buy some German records and in less than
two hours' time Mr. Jewel had sold her thirty-
six. That same afternoon she returned and.
bought six more, and the best feature of the
sale was the fact that she paid cash for all of
them. This demonstrates without question that
there are people left in the world who will buy
records and that if progressive methods are
used every dealer can achieve the same results.
MISS THROW VISITS NEW YORK
Florence M. Throw, secretary to Manager
Haring, of the Buffalo branch of the Columbia
Graphophone Co., was a visitor at the Columbia
headquarters this week, spending her time in
familiarizing herself with the many details of
Columbia branch office business. Miss Throw
has made an exceptional record with the Colum-
bia Co. and is one of the best-known persons
connected with any of its branch offices.
FRED E. MANN A VISITOR
Manager of Boston Branch of Columbia Co.
Visits New York Headquarters
Fred. E. Mann, the popular manager of the
Boston branch of the Columbia Graphophone
Co., was one of the guests of the Shawmut
National Bank of Boston, which is entertaining
about 600 New England bankers in New York
this week. Mr. Mann is one of the many cor-
respondents of this leading Boston bank and is
playing a prominent part in the general events
planned by the bank for its guests while in
New York. While in New York Mr. Mann spent
considerable time conferring with the executives
of the Columbia Co. at its new headquarters in
the Gotham National Bank Building on matters
pertaining to the Boston branch.
DEAN PREPARING_FOR THE FALL
John M. Dean, the well-known needle manufac-
turer of Putnam, Conn., who manufactures talk-
ing machine needles for the General Phonograph
Co., New York, was a visitor recently at the
offices of that concern. Mr. Dean came to New
York for the purpose of conferring with the of-
ficials of the General Phonograph Co. relative
to making arrangements for the Fall output of
its products. Mr. Dean states that there is much
activity being shown throughout the entire in-
dustry and that he believes the coming Fall will
be one of the most prosperous the talking ma-
chine industry has ever seen.
EDISON STORE IN LAKELAND
The Lakeland Phonograph Co. has opened an
exclusive Edison Shop at Lakeland, Fla. The
establishment has been very handsomely
equipped and is making a strong appeal not only
to the residents of that thriving town, but it will
be a rendezvous tor those musically inclined
when the Winter touring season opens up.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
JULY 2, 1921
THE MUSIC TRADE REVIEW
41
THE RELATIONS OF THE BANKER AND THE MERCHANT
The Importance of Closer Relations of the Merchant With the Banker the Subject of an In-
formative Article Written by E. H. Jennings, Secretary of the Sonora Phonograph Co.
In a recent issue of the Sonora Bell, the house
organ issued monthly by the Sonora Phonograph
Co., there appeared an interesting article en-
titled "The Relations of the Banker and the
Merchant," written by E. H. Jennings, secre-
tary of the company, who is well known in
financial circles. Mr. Jennings' article read as
follows:
"Many merchants, having had no banking con-
nections, except as depositors, in the past, now
regret their lack of foresight in not having in-
sured closer relations with one or more banks.
Merchants who did business with one or more
banks, even in a small way, find less difficulty in
facing tight situations than those doing busi-
ness solely on their own resources.
"It seems strange that, notwithstanding nearly
all self-made capitalists attribute much of their
early success to having been able to secure
good-sized loans from banks, there are still
many merchants laboring under the impression
that it is somewhat of a reflection on their busi-
ness ability, standing or credit to seek a loan.
"If everyone took this view there would be
no banks. It is the business of loaning money
that enables banks to exist and if nobody bor-
rowed money there would be no business for
the banks. Banks cannot pay interest to de-
positors for the use of their money if they in
turn cannot make good use of it by loaning it
and securing interest from borrowers.
"The time to make your acquaintance with a
bank is not when you are on the verge of finan-
cial embarrassment, but before such a stage is
reached, when you can see and convince others
that additional capital will pull you safely
through a crisis. The wisest course is to start
dealing with bankers when business is good and
times are normal. When there is no cloud on
the business horizon bankers are just as anxious
to loan money as the merchant is to borrow it,
but a merchant who has postponed business re-
lations with a bank until general conditions are
unsettled and he is in desperate need of funds
may find it rather difficult to secure the required
assistance from a bank.
"Bankers having known merchants and watch-
ing their progress for many years, knowing their
weak as well as their strong points, having
loaned them money time and again and had it
repaid, will undoubtedly give them the benefit
of doubts that they would withhold from others
of whom they know little or nothing.
"The relations of the banker and the merchant
should be frank and friendly. The man who is
held in high esteem by the community, who plays
fair and honest with everyone and who lets his
banker know that he has nothing to conceal,
will secure greater assistance when in financial
difficulties than one who the bankers think is
concealing something.
Do you realize that you can borrow money
from a bank in order to discount your bills and,
providing you can turn over your stock suffi-
ciently often, you may even make money on the
discount? Furthermore, you are making your
merchandise account one that is sought for by
manufacturers and jobbers and favored above
others.
"The most successful phonograph merchants
go to the bank for money to insure their holi-
day stock by buying during the Summer
months, paying interest to the bank for the use
of the money, but securing the cash discount on
the merchandise—all of which enables them to
do a good business during the holidays, when
everyone is buying phonographs and when many
dealers are losing sales because they did not
look ahead and stock up.
It should be remembered that the bank is
entitled to a fair average balance in return for
the privilege of depositing your money, drawing
of checks and the service rendered by an ex-
pensive clerical force. The payment of interest
for loans, being a fair exchange and a separate
transaction in itself, should be no reason why a
merchant should maintain only a small balance.
So long as a satisfactory balance is maintained,
the banks do not care how many checks you
draw. In fact, most banks prefer an active ac-
count to those for which the checks are large
but few."
COLUMBIA PATRIOTIC ENVELOPE
AN INTERESTING CUSTOMS DECISION
The Dealer Service department of the Colum-
bia Graphophone Co. has just completed an at-
tractive patriotic record envelope that can be
used to advantage by Columbia dealers in con-
Board of General Appraisers Holds That Im-
ported Cabinets Are Assessable at 25 Per Cent
Ad Valorem as "Parts of Phonographs"
Envelope Suitable for Patriotic Occasions
nection with all patriotic holidays. The design
is distinctive and the use of the envelope can-
not fail to furnish excellent publicity for the
dealer using it and for Columbia product as a
whole.
RECORD SALES CO. ORGANIZES
The Record Sales Co. has recently been
formed for the purpose of merchandising rec-
ords. This company is under the management
of A. J. Cryan and has opened New York
offices at 25 West Forty-second street.
The U. S. Board of General Appraisers in a
general decision upheld that imported talking
machines or phonograph cabinets are to be as-
sessed at the rate of 25 per cent ad valorem,
under paragraph 273 referring to "parts of
phonographs," instead of at the rate of 15 per
cent, under paragraph 176, as a manufacture in
chief value of wood.
The decision was handed down in a test case
brought by the Columbia Graphophone Co., who
claimed that the mechanism of the Grafonola is
complete before shipment to cabinet or furniture
factories for installation in the cabinet and
that, therefore, the cabinet should not be con-
sidered in a tariff sense as part of a grapho-
phone or phonograph. Judge Sullivan, of the
Customs Board, however, held that the cabinet
was a necessary part of the Grafonola when
offered for sale, and therefore upheld the Col-
lector's classification of imported cabinets as
"parts of phonographs."
TWO NEW PATHE WHOLESALERS
Two new wholesalers of Pathe products have
been added to the Pathe distributors list. They
are the Superior Manufacturing & Supply Co.,
506 North Third street, St. Louis, Mo., and the
Richmond Phonograph Co., 5 Grosvenor street,
Richmond, Va. Both these houses have effi-
cient distributing organizations which will be
devoted to the development of the prestige of
the products of the Pathe Freres Co.
fa
n
&
TO double
Vour Income
and the proposition could be proved
sound from every angle, you wouldn't
hesitate, would you? Of course not,
but do you realize that a talking machine
department can be made to provide
sufficient revenue to take care of the
overhead on your entire establishment ?
Thousands of other retail music mer-
chants have proved the above made
statement true and thousands of retail
music merchants have looked to The
Talking Machine World for guidance
in the matter of selecting the make of
talking machines they would handle, the
way they would map out their talking
machine department, etc.
The Talking Machine World is the
oldest and largest trade journal in the
world devoted exclusively to the talking
machine industry.
Some book, eh? Yes, and some encyclo-
pedia of the kind of information that
will positively double your income.
Don't miss your chance.
coupon now.
Send in the
TALKING MACHINE WORLD,
373 Fourth Ave., New York City.
Please enter my subscription for one year. I want to
learn how to double my income via a talking machine
department. Bill me $2 at your convenience to cover
cost of same.
Name
Firm
Street
City and State

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