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THE MUSIC TRADE REVIEW
JUNE 30,
JOIN SALES STAFF_OF BRUNSWICK
COLUMBIAN GOINGS AND COMINGS
CLEVER DIRECT=BY=MAIL CAMPAIGN
H. L. Obert Will Cover Long Island Territory,
and N. R. Mann Becomes Sales Representa-
tive for Connecticut
G. W. Hopkins on Visit to Canada—B. W. Jen-
nings Back From West—Joseph LaCalle in
Cuba—Recent Visitors at New York Office
Wm. H. Nolan, New Proprietor of Carroll's
Music Shop, Gains New Prospects and Pro-
motes Good-will With Patrons of Former
Owners Through Letter and Return Postal
Harry A. Beach, Eastern sales manager of
the phonograph division of the Brunswick-
Balke-Collender Co., has announced two addi-
tions to the Eastern sales staff connected with
the New York Office.
H. L. Obert, who has had extensive experi-
ence in phonograph selling and sales promotion,
is covering the Long Island territory. Mr.
Obert was at one time service manager for the
Columbia Branch in Omaha, Neb., was later
connected with the Des Moines house of Mickel
Bros. Co., Victor distributor, as sales repre-
sentative, from where he went to the Burgess-
Nash Co., of Omaha, as manager of its music
department. Just previous to his connection
with the Brunswick Co. Mr. Obert was in
charge of dealer development work for the
chain stores of the Cable Piano Co. in Chicago.
Ned. R. Mann, who was at one time in the
retail music business in the Southwest, and was
more recently sales representative of the Okla-
homa Talking Machine Co., Victor distributor in
Omaha, has been appointed Connecticut repre-
sentative. He will be connected with the New
York offices of the company and will make his
headquarters in New Haven.
Geo. W. Hopkins, general sales manager of
the Columbia Graphophone Co., returned a few
days ago from a trip to Toronto, where he
conferred with E. A. McMurtry, Canadian
branch manager. Mr. Hopkins found condi-
tions in Canada very satisfactory and the out-
look for the future most promising.
B. W. Jennings, manager of the Columbia
branch service division, returned to his desk
Monday aiiei a visit to Chicago and Cincinnati.
In Chicago Mr. Jennings spent sevcial days with
John Mcivenna, b.ancn manager, whose terri-
tory also comprises Cincinnati and the adjoining
cities.
Joseph LaCalle, musical director of the
Columbia export depaitment, sailed on Saturday,
June 26, for a taree weeks' stay in Cuba, during
which time he will take care of a number of
important matters concerning the Columbia ex-
port catalog.
Among the recent visitors at the executive
offices of the Columbia Graphophone Co. was
D. H. Delzell, of the Columbia Mores Co., Salt
Lake City, Denver and Spokane, who com-
mented optimistically upon the business situa-
tion in these three important territories. W. S.
l'arks, president of tne Columbia Wholesalers,
Inc., Baltimore, Md., accompanied by Messrs.
Swartz and Andeison of his organization, weic
also recent visitors at the Columbia offices.
OAKLAND PHONO^CO. ENLARGES
Addition of Thirty Demonstration Rooms Fol-
lows Taking on of Sonora Line
June 19.—The Oakland Phono-
graph Co., Bernard S. Goldsmith, manager, will
shortly add thirty record audition rooms to its
store. This will treble the capacity of the store.
The recent addition of the Sonora phonograph
to its other lines—the Victor, Edison and Starr
—and the development of the foreign record
business are held responsible. A complete ad-
vertising system in foreign language newspa-
pers and a follow-up letter campaign in accord-
ance with the most modern advertising prin-
ciples is developing this business by leaps and
bounds. Records in twenty-six languages are
now stocked by this firm and a staff of sales-
men who are capable of speaking the more im-
portant ones is maintained.
OAKLAND, CAI..,
SAMUEL KAHN A BENEDICT
Manager of Music Roll and Talking Machine
Departments of Eugene M. Goldman, Inc.,
Philadelphia, Weds Miss Sarah Molliver
PHII.ADKI.PIUA, PA., June 25.—Samuel Kahn
manager of the Q R S music roll department
and the talking machine and record departments
of Eugene M. Goldman, Inc., 623 South street,
this city, was married yesterday to Miss Sarah
Molliver, also of Philadelphia. Immediately
after the ceremony Mr. and Mrs. Kahn left on
an.extended honeymoon trip to Bermuda.
Mr. Kahn has been very successful in the
trade and is particularly well known for his
clever window displays.
DINNER FOR MUS1C_WEEK COMMITTEE
In view of the excellent work performed for
the talking machine industry by the special com-
mittee appointed by President Ku.tz, of the
Talking Macnine Men, Inc., to take care of the
details of the Music Week Campaign in New
IUIK L-ity, tac members of that committee wc.c
tendered a dinner of appreciation by the Asso-
ciation at tne Hotel Pennsylvania on Thursday
evening of this week. The details of the dinnci
will appear in The Review next week.
SON OF W. AJV1LLSON DIES
W. A. Willson, manager of the educational
department of the Columbia Graphophone Co.,
is receiving the sympathy of his many friends
in the trade upon the death of his son, Eugene
Willson, who died at his home in Maplewood
a few weeks ago. Eugene Willson was only
twenty-two years of age at the time of his
death and, although not associated with the
phonograph industry, he was keenly interested
in musical affairs, having played with a well-
known orchestra in his spare time.
G. W. HOPKINSJ*EGIONAL OFFICER
At the recent meeting of the National Asso-
ciation of Sales Managers held in Atlantic City,
N. J., Gco. W. Hopkins, vice-president and gen-
eral sales manager of the Columbia Grapho-
phone Co., New York, was elected regional vice-
president.
An unusually clever direct-by-mail campaign
was inaugurated by Wm. H. Nolan, who re-
cently purchased Carroll's Music Shop, Victor
dealer, 615-17 Oneida street, Appleton, Wis. By
means of the mailing of one letter and a return
postal card Mr. Nolan notified former patrons
of the store that the concern had changed
hands, made an attempt to retain their patronage
and good-will, discovered which of the former
patrons were likely to continue purchases of
records and secured the names of new pros-
pecta.
The letter sent out to former patrons is re-
produced herewith and needs no further expla-
nation:
"YOU WILL RECEIVE FREE EACH MONTH
"A Book about MUSIC—SINGERS—NEW RECORDS.
"These booklets are valuable—so will be mailed each
month ONLY TO YOU WHO RETURN THIS CARD.
You will find the card already stamped for your con-
venience—'just drop it in the box today.
"You may be interested to know the 'Carrolls' whose
business I just purchased, tell me that it waa through the
friendship and patronage of such people as you that this
delightful ntore w;is made possible.
"You will still find the same sincere efforts to continue
the excellent Victrola Service—and my interest in your
Victrola will be just as though I sold it to you personally.
So feel free to call upon me for any help I can give in
aiding ynu to get the greatest amount of happiness from
the musical instrument you possess.
"YOUR PROMPT RETURN OF THIS CARD IS
IMPORTANT
'<-
"And if you will suggest the name or names of Rome
people who do not possess a Victrola—I will indeed ap-
preciate your courtesy. Thanks!
"Cordially yours"
Accompanying this letter was a special postal
card, one side of which contained the name of the
concern and on the other was the following:
"I will be pleased to receive free each month
a book about music, singers, new records." This
was followed by the name and address of the
customer and below this was space for the entry
of names and addresses of friends of the cus-
tomer who did not own a machine and might be
interested, with a heading as follows: "Also,
I am glad to give you the following names of
people who do not have a Victrola. 1 prefer
you do not use my name."
With the exception of the space devoted to
new names the card was filled in at the store
and the customer to whom it was sent signi-
fied his or her desire to receive the record sup-
plements and other literature merely by drop-
ping the card into the mail box. The results
were excellent, both from the standpoint of
cards returned and new names secured. In in-
stances where the cards were not returned the
way was open for an investigation to discover,
if possible, whether the customer had moved
or was lost to the store for various other reasons.
To make a long story short, the campaign placed
the store in a position where it had first-hand
knowledge of inestimable value in future mail-
ing operations and sales promotion work.
Thought before action insures against mis-
takes. More than one concern has failed be-
cause of lack of foresight.
THE BRUNSWICK-BALKE-COLLENDER CO.
CHICAGO
NEW YORK
CINCINNATI