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too far away from the damper lever,
it is too late for contact. Consequently,
the spoon moves but does not move
the damper away from the string. By
the same criterion when the spoon is
too close to the damper lever that may
be resting on it — it would tend to
keep the damper from seating thus
allowing the strings to vibrate con-
tinually. Therefore, a little practice
with an action model could be of
some practical help for solving damper
problems.
Around the vicinity of the damper
lever there is a slot covered with felt
where the spring rests.
Often, and through extreme damp-
ness, the felt gets corroded. As sug-
gested the lead pencil idea is an ex-
cellent lubricant, eradicating scratchy
sounds.
(To be continued)
CHIME SALES
(Cont. from Page 22)
state that this equipment can be pur-
chased for as little as $853.00 and
up, depending entirely on how far
they want to hear it. You point out
that the amplifier is equipped with
many knobs which can be used to con-
trol additional equipment and that this
may be added at any time.
Chimes Can Be Added to Organ
You now take up the subject of
Chimes and how they can be added
to their organ as an added stop. That
these same chimes may be also added
to the Tower Bell Reproducer making
them heard out through the tower
speakers. You now have a combined
automatic bell and manual played
chime system. This will increase the
cost of the instrument $500.00 exclu-
sive of special wiring.
Then you can go on and state that
to this system you can add the ever
popular Westminster-Hour Strike. This
means that every fifteen minutes the
Westminster melody will play; and at
every hour the correct time will e
struck. Naturally this will stop sound-
ing at any time during the evening
and will resume again at any morning
hour. The cost of this additional clock
would be another $550.00 and is a
very acceptable addition to the com-
munity. Your committee is now think-
ing about the various possibilities of
this system and will have to decide
how much money has been given for
the project. Right here you have a
THE MUSIC TRADE REVIEW, FEBRUARY, 1953
right to know and should ask if what
you have presented is within keeping
of their desires. Just how much money
had they in mind for this project?
Making Donors Happy
If the bells are the gift of a single
donor you may be surprised to learn
that other donors with less money
would also like to give toward this
system. In this case you suggest that
the main gift be used to install the
Tower Bell Reproducer and name this
the Tower Bell section of the gift. The
other donors can give the Chimes or
the Westminster Clock. By this method
everyone is happy with their contri-
bution and you have succeeded in
signing a $2,000.00 order which started
out at less than $1,000.
This may sound like wishful think-
ing but I have seen many sales built
up in this manner. You must let your
customer know that you are not try-
ing to "pull" anything over on him
and that you are quoting prices which
are nationally established. Do not be
afraid of quoting higher prices. Many
installations cost from $3,000 to $5,000
and are being sold every day. A few
special installations cost as much as
$35,000.
One very important thing to remem-
ber is to have a contract signed, pre-
ferably with a down payment. This
assures you that some other type com-
petitor does not take it away from
you.
Many times we hear from a dealer
that he has a smart electronics man
in his organization and why shouldn't
he buy some parts and make his
amplifiers, etc. My answer to this is
that when you get all through you
still do not have a completely engin-
eered musical system. You can buy
the same merchandise from any of
the reliable chime manufacturers and
know that you are getting a complete-
ly engineered product.
Many Customers in Church
Congregation
.In closing I would like you to re-
member one very important thing
about Tower Bells and that is that
this type of musical merchandise gives
you a logical reason to discuss music
with any church. You are automatically
afforded the opportunity of becoming
acquainted with their entire personnel,
even though it is a matter of conver-
sation. You are not limited by what
type of organ they have or if you
sold them anything else in the past.
Wurlitzer Sales Increase
Five Million in Nine Months
According to a report issued by R.
C. Rolfing, president, consolidated op-
erations of The Rudolph Wurlitzer Co.
for the third quarter (October, Novem-
ber and December) resulted in a net
profit of $222,848.17, or 27c per share,
after all reserves and taxes, as com-
pared with a profit of $253,710.31, or
30c per share for the same period a
year ago. Sales for the third quarter
were $10,925,949.68 as compared with
$8,692,780,32 for the same period a
year ago.
For the first nine months (April to
December inclusive) net profit was
$587,836.07 (including profit resulting
from the sale of real estate) or 71c per
share, after all reserves and taxes, as
compared with a profit of $566,577.49,
of 68c per share, for the same period
last year. Sales for the first nine
months were $25,877,800.68 as com-
pared with $20,665,133.67 for the same
period a year ago.
At a meeting of the Board of Di-
rectors held January 15, 1953, a divi-
dend of 20c per share was ordered
paid on March 1, 1953, to shareholders
of record at the close of business Feb-
ruary 13, 1953.
The production of pianos, electronic
organs and coin-operated phonographs
continues according to government reg-
ulations, and to date we have had no
difficulty in selling all the civilian
products we are permitted to make.
Sales of the Retail Store Division for
the month of December were 14%
greater than a year ago.
A. J. JACOBSON
Abraham Jay Jacobson, formerly
head of the Concourse Music Co., New
York City, passed away from a heart at-
tack on February 3rd. He was 58
years of age.
He is survived by a widow, Ruth,
two sons, Charles and Howard, and a
daughter, Judith.
Funeral services were held on Feb-
ruary 4th at the Riverside Funeral
Home, 76th St. and Amsterdam Ave.
Interment was private.
FOR SALE
MUSIC-DANCE STUDIOS—Conservatory sell-
ing leading instruments; ballet, ballroom class-
es; net over $10,000 year; competent help;
rent $125—includes 4 rooms, bath-up; 200,000
population area; opportunity for accordion,
reed, dance operator—Price $9,800. APPLE CO.
—Brokers—CLEVELAND, OHIO.