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THE
MUSIC TRADE REVIEW
MARCH 31, 1923
OKLAHOMA DEALER PUTS TELEPHONE TO PROFITABLE USE
SPECIAL VICTOR RECORD RELEASE
The Edgar Music Shoppe, Tulsa, Okla., Installs Private Phone for Use in Soliciting Business—
Plan Has Proved Practical as a Stimulator of Sales
Three Popular New Records From May List to
Be Placed on Sale This Month
An unlisted telephone, installed in one of the
booths used for playing talking machine rec-
ords, is proving a valuable asset to the Edgar
Music Shoppe of Tulsa, Okla., in selling mu-
sical instruments and supplies. This telephone
is used to transact business originating in the
store, leaving the listed telephone for the use
of customers who desire to transact from out-
side.
As compared to railroading, the two tele-
phones give the store a "double track" with
traffic on each line traveling in one direction.
T. J. Edgar, proprietor of the Tulsa concern,
is a believer in the telephone for selling talking
machines and records, as well as other articles
in the music line. He uses the telephone ex-
tensively, as do employes of the store. Fre-
quently a telephone is needed for an hour in
soliciting business from customers, known to
the store, who should be interested in some
particular merchandise which has recently been
added to the stock.
Such use of a telephone proved detrimental
to sales that might originate outside the store,
the telephone being the means of placing the
order. So it was decided to install the other
telephone, the number of which would not be
generally known except to those in the store.
This telephone was placed in the booth
farthest removed from the entrance of the
store. The booth, however, has all the equip-
ment necessary to the playing of records, but
salesmen are instructed never to use it, except
when all others are occupied. This leaves the
telephone free for use within the store.
"It pays for itself several times each month,"
said T. J. Edgar, in discussing this feature of
his business. "I use it for long periods fre-
quently and I have sold hundreds of dollars'
worth of merchandise over it. Employes of
the store find it as valuable as 1 do.
"We believe in the telephone here. We start
sales and close them over it. But we do not
believe in withholding business from the out-
side in our efforts to gain it from inside. The
combination of telephones prevents this.
The fact that this telephone is in a sound-
proof enclosure adds to its value. Like every
other business, the Edgar Music Shoppe has
dealings which are not for the ears of all who
may come and go. Inside this booth a tele-
phone conversation may be secret, so far as
those in the store are concerned.
Being inside the booth gives a talker silence;
something necessary to a satisfactory conversa-
tion. Neither are others bothered with hearing
one-half of a conversation with which they are
not concerned.
Again some customer, unknown in the store,
may offer a check in payment for merchandise.
That is always an embarrassing moment. But
a clerk in the Edgar Music Shoppe, under the
pretext of getting the check approved, can go
into this booth, call the bank and learn of the
value of the check, and thus be safe without
losing the customer's good will.
The Victor Talking Machine Co. has just an-
nounced a special release of three new popular
records from the May record supplement. Ship-
ments of new records began on March 24 and
they will be placed on sale by dealers as soon
as received. Of the three records two are by
Whiteman and his orchestra, one bearing "Way
Down Yonder in New Orleans" and "Dearest,
You're Nearest to My Heart," while the other
record is of "Burning Sands" and "Falling,"
two popular fox-trots. The third record in-
cluded in the special release bears on one side
"You've Got to Sec Mamma Ev'ry Night," sung
by Stanly and Murry, and on the reverse side,
"Runnin' Wild," sung by Miss Patricola, accom-
panied by the Virginians.
W. H. CUMMINGSJOINS M. I. S. STAFF
MRS. CLARK TO BE A DELEGATE
Victor Wholesaler Appoints Traveler for New
England—Well Known in Wholesale Field
Director of Educational Department of Victor
Co., Appointed Member of Conference Com-
mittee of Women's Universal Alliance
C. R. Wagner, vice-president of the Musical
Instrument Sales Co., New York, Victor whole-
saler, announced recently the addition to the
WASHINGTON, D. C, March 27.—Mrs. Frances
E. Clark, director of the educational department
of the Victor Talking Machine Co., Camden,
N. J., has been appointed a member of the con-
ference committee of the Women's Universal
Alliance, which is to hold a conference in this
city from April 30 t9 May 5. It is anticipated
that more than 1,000 delegates will come here
from all parts of the United States and from
many foreign countries. The purpose of the
conference is the study of world problems.
VICTOR SIGN SERVICE POPULAR
N. J., March 27.—Collings & Co., Victor
distributors, of this city, have noted in recent
months a very active response from Victor re-
tailers for the company's sign service. This
indicates not only the high quality and merit
of this publicity material, but also denotes the
desire of Victor dealers to make the most of
their opportunities, especially publicity.
NKWARK,
HEMPEL'S EASTER CONCERT
W. H. Cummings
company's sales force of Wm. H. Cummings,
who will travel through New England terri-
tory. Mr. Cummings thus resumes an old as-
sociation with the M. I. S. Co., having been in
its employ some six years ago, when he also
traveled in this same territory. Mr. Cummings
is well known in the talking machine and mu-
sical fields, having been previously identified
with Thos. A. Edison, Inc., for whom he trav-
eled from Coast to Coast, and subsequently be-
ing associated with the Aeolian Co.
Frieda Hempel, Edison artist, will give her
Jenny Lind concert at the Garden Pier Theatre,
Atlantic City, on Easter Sunday afternoon, April
1. On account of the Easter parade the conceit
will not begin until 4 o'clock. In honor of the
day Miss Hempel will add as a special number
an aria froin one of the oratorios so closely
associated with the Swedish Nightingale.
The Victor Talking Machine Co., Camden,
N. J., has announced that a dividend of $2 a
share on common stock will be made on April
14.
COLUMBIA TENOR SCORES IN TEXAS
Tandy Mackenzie, exclusive Columbia artist,
who has been going through the Middle and
Southwest on a concert tour, has won the en-
thusiastic approval of music critics wherever he
has appeared. This lyric tenor is rapidly be-
coming one of the most popular artists of his
type in the Columbia catalog, and his concerts
arc adding materially to his prestige. The De-
Deman Music Co.'s Tie-up With Artist
man Music Co., of Brownwood, Tex., Columbia
dealer, used effective publicity in connection
with Mr. Mackenzie's recent concert in that
city. Circulars and window cards were the main .
features of the window and were used to excel* m
lent advantage.
LANSING, MICH^FIRM EXPANDING
LANSING, MICH., March 26.—A line of talking
machines, records, pianos and small musical in-
struments will soon be added to the sheet music
and orchestra supplies now handled by the
Strand Music Shop, 204 South Washington ave-
nue, this city, according to Miss Louise Hunt,
proprietor, who recently moved into larger
quarters in the Arcade Building. The move was
made necessary by the rapid growth of the
business.
CLEVER GALLAGHER & SHEAN POSTER
Thomas A. Edison, Inc., recently issued a
very effective window strip featuring the new
Edison record, one of the "Flashes from Broad-
way," entitled "Hoptown Chinatown Hop," by
Gallagher and Shean. At the left is a sketch
of Gallagher, playing a clarinet, from which
emerge the words "Absolutely, Mr. Shean"; and
at the right is a sketch of Shean, playing a
saxophone, which is emitting the words "Posi-
tively, Mr. Gallagher." The poster is mad£ up
in black and red on a white stock.