Music Trade Review

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JANUARY 11,
1919
THE MUSIC TRADE REVIEW
ideal dealers' meeting in the ball room of the
Hotel McAlpin. At this meeting there were
present Rosa Ponselle, the operatic soprano who
recently joined the Columbia recording staff,
and Oscar Seagle, operatic baritone, who records
for the Columbia library. Both of these artists
favored the dealers and the visiting managers
with several selections, and during the course
of the afternoon R. W. Knox, advertising man-
ager of the company, gave an address entitled
"Advertising As Co-Operation," and George
W. Hopkins spoke on "Retail Merchandising."
While the branch managers were attending
this meeting the Dictaphone managers were
holding another business conference, at which
the following talks were made: "Dictaphone
Selling Policy," George W. Hopkins; "Hiring
Salesmen," C. K. Woodbridge; "How We Sup-
port Our Salesmen," C. P. Hanson, manager
Dictaphone educational department; "What We
Did in Washington,". J. Milnor Dorey; "How
to Run a Dictaphone School," Mrs. C. K. Car-
michael.
On Wednesday evening a theatre party was
held at the Hudson Theatre, where the visiting
managers thoroughly enjoyed seeing "Friendly
Enemies," the biggest "hit" on Broadway.
On Thursday morning, the branch managers
assembled in the blue room of the Hotel Mc-
Alpin, to continue their business conferences,
and during the course of the morning, the fol-
lowing talks were made: "What the Educational
Department Has Done and Is Doing," W. A.
Willson, manager educational department:
"Records From General Sales Department Point
of View," O. F. Benz; "Lure of Music," Olin
Downes; "Foreign Language Records," R. F.
Bolton, sales manager international record de-
partment; "The Artist That Makes the Records
—Who and Why," Theodore H. Bauer, con-
cert and operatic director; "Intensive Selling,"
Robert E. Roe; "Supremacy," F. K. Penning-
ton.
On Thursday morning the Dictaphone man-
agers also continued their conferences at the
Hotel McAlpin, and the following talks were
made: "Preparation for the Sale," C. K. Wood-
bridge; "Carry and Sell Plan," George W. Hop-
kins; "Demonstration of a Sale," by J. C. But-
ton, manager New York Dictaphone branch, and
C A. Malliet, manager Philadelphia Dictaphone
branch; "Competition Arguments and How to
Meet Them," W. C. Kobin; "Promotion Depart-
ment," C. K. Woodbridge.
On Thursday afternoon the branch managers
reassembled at the blue room of the McAlpin,
and the following talks w r ere made: "How to
Use a Dealer Service Book and the Material
Provided by the Dealer Service Department,"
H. L. Tuers, manager dealer service depart-
ment; "1919 Advertising," W. H. Johns, presi-
dent George Batten Co.; "How to Use Our Ad-
vertising," R. W. Knox, advertising manager;
"Selling Up," H. E. Speare, manager of Fifth
Avenue Shop; "Exporting Under Difficulties,"
E. F. Sause, export manager; "How to Use a
Sample Case," N. V. Smith; "Scientifically
Simple," George W. Ho.pkins.
On Thursday afternoon the Dictaphone man-
agers were also in a business conference at the
McAlpin, at which the following addresses were
made; "1919 Advertising," F. H. Little, vice-
pi esident, George Batten Co.; "How To Use
Our Advertising," R. W. Knox; "The Executive
Office as a Clearing House," J. S. Baker;
"Building Reputation," F. K. Pennington; "In-
tensive Selling," C. K. Woodbridge.
On Thursday evening a banquet to the man-
agers was given by the Columbia executive of-
fice in the ball room of the Hotel McAlpin,
details of which will be published in next week's
Review. The official program called for ad-
dresses to be made by the following: F. S.
Whitten, H. L. Willson, George W. Hopkins,
C. K. Woodbridge, C. W. Woodrop, E. N.
Burns, C. A. Hanson, F. K. Pennington and
Marion Dorian.
MAXWELL CAN'T GO ABROAD
TO POPULARIZE FOREIGN RECORDS
Vice-President of Thos. A. Edison, Inc., Busy
With Plans for the New Year
Columbia Co. Secures the Services of I. Szekely
to Push Sales of Foreign Records
William Maxwell, vice-president of Thomas A.
Edison, Inc., was recently asked by a Govern-
ment official whether he would serve on a com-
mission that the Government proposes to send
abroad in January to study and report on indus-
trial and commercial conditions in Great Britain
and France. Urged by some of his associates
to accept a place on the commission he replied,
"Why, I can't even get down to Newark, five
miles away, to see a prize fight and everybody
knows how I love prize fights. They're hav-
ing some dandy fights in Newark and I've been
trying for a month to see one, but something
always comes up to prevent it."
Mr. Maxwell believes that 1919 is going to
be a banner year in Edison history. "It's the
time I've been waiting for," he remarked.
"Plenty of re-creations, fine quality, everything
right at last. Watch our smoke from now on.
And then there's the Amberola line; big doings
in 1919 on the Amberola line, too. Everything
has to be worked out by February 1. After
waiting all this time, I'm not going away just
as the fun is about to start."
The local wholesale branch of the Columbia
Graphophone Co. announced this week the ad-
dition to its staff of I. Szekely, who is preparing
to give the Columbia dealers in metropolitan ter-
ritory practical advice and suggestions regard-
ing foreign records. Mr. Szekely is also plan-
ning to assist the dealers in the preparation of
advertisements, circulars, follow-up letters, etc.,
in any of the languages in which the Columbia
Graphophone Co. issues records.
This announcement is important in view of
the fact that it reflects the tremendous popu-
larity of the foreign-language records now being
issued by the Columbia Co. The demand for
these records has far exceeded expectations, and
Mr. Szekely will have an opportunity to render
invaluable assistance and co-operation to Co-
lumbia dealers in developing this branch of their
business.
COLUMBIA CO. BRANCH AND DICTAPHONE MANAGERS MEET
Second Annual Joint Convention Held at the Hotel McAlpin This Week—George W. Hopkins Pre-
sides—Visit to Plant at Bridgeport a Feature—Many Interesting Addresses
The second annual joint convention of the
branch managers and Dictaphone managers of
the Columbia Graphophone Co. was held this
week at the Hotel McAlpin, New York. This
conference was held under the direction of
George W. Hop-
kins, general sales
manager of t h e
c o m p a n y , who
acted as chairman
and who was as-
sisted by F. K.
Pennington, assist-
ant general s a l e s
manager, assistant
chairman, a n d C.
K.
Woodbridge,
sales manager of
Geo. W. Hopkins
the Dictaphone.
Mr. Hopkins and Mr. Pennington were re-
sponsible for the preparation of this year's con-
ference program, which was noteworthy for
the practical value of the different conferences.
Every number on the program was calculated to
enhance' the value of the service that will be
offered Columbia dealers this year, and the
managers responded enthusiastically to the var-
ious suggestions offered by Mr. Hopkins.
The conference opened on Monday evening,
when an informal dinner was held at the Hotel
McAlpin, at which the branch managers were
present. The discussions at this dinner were
impromptu, and the managers did the talking
while the executives did the listening.
On Tuesday morning the branch managers
and the Dictaphone managers accompanied by
the executives oi the company left for the
Graphophone factories at Bridgeport, Conn. A
luncheon was held at the Hotel Stratfield, and
during the course of the afternoon some ex-
cellent addresses were made as follows: "Fac-
tory Accomplishments," by C. A. Hanson, gen-
eral works manager; "New Motors and the Non-
set Stop," by R. R. Mead, assistant general
works manager; "Keeping Them Moving," by
R. L. French, traffic manager; "How We
Help Win," by Henry C. Cox, controller; "Or-
dering From Factory Standpoint," by Percy
Brown, general superintendent of record manu-
facture.
At 3 o'clock in the afternoon a demonstration
for the Dictaphone managers was held at the
West plant, when John J. Scully gave an in-
teresting discussion under the heading "Build-
ing a Dictaphone." The party left for New
York on the 5:25 train, and in the evening a
dinner for Dictaphone managers was given at
the Hotel McAlpin.
On Wednesday morning the branch and Dic-
taphone managers assembled in the Green Room
at the Hotel McAlpin for the serious work of
the conference. An unusually interesting pro-
gram had been prepared for this morning's ses-
sion, during the course of which the following
addresses were made: "Another Big Vision,"
Francis S. Whitten, president; "Quality and
Service," H. L. Willson, vice-president and gen-
eral manager; "Organization Chart," A. P.
Anderson; "How To Get 100 Per Cent. From
an Audit," Marion Dorian, chief auditor; "What
the Research Laboratory Means to Us," C. M.
Goldstein; "Handling Kicks in the General
Manager's Office," H. A. Yerkes; "Closer Co-
Operation Between Musical and Dictaphone De-
partments," George W. Hopkins, general sales
manager.
On Wednesday afternoon the branch man-
agers were the guests of Lambert Friedl, man-
age.r of.the New.York branch,..who. staged an
39
INCORPORATED IN NEW JERSEY
The Govenite Co., Point Pleasant, N. J., has
been incorporated with capital stock of $125,000
to manufacture and deal in talking machines,
etc., the incorporators being J. A. Hellings, R.
M. Calyon and C. J. Messinger.
WIN SUCCESS IN PHONOGRAPH FIELD
The F. & S. Phonograph Co., established
about a year ago at 203 North Sixteenth street,
Omaha, Neb., have enjoyed a most substantial
trade and have developed an excellent business
in that section. M. Solomon, formerly of Coun-
cil Bluffs, is general manager of the company,
with S. H. Ferber as sales manager.
Herman O. Eibel & Sons have purchased the
Sonora Music Shop, South Bend, Ind.