Music Trade Review
Issue: 1921 Vol. 73 N. 17 - Page 45
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
OCTOBER 22, 1921
45
THE MUSIC TRADE REVIEW
CONVENTION OF VICTOR DEALERS IN SALT LAKE CITY
Second Annual Meeting of Intermountain Victor Dealers' Association Well Attended and Proves
Interesting and Successful—Some Timely Subjects Discussed at Sessions
SAM LAKK CITY, UTAH, October 15.—The second
annual convention of the Intermountain Victor
Dealers' Association was held at the Hotel Utah,
in this city, last week, and proved a most suc-
cessful event in every particular, especially in
the matter of attendance.
Alvin A. Beesley, president of the association,
opened the first session with an address, in the
course of which he took occasion to welcome
the visiting dealers and to review the general
trend of trade conditions. Mr. Beesley gave it
as his belief that business had come to the
turning of the road and that the improvement
now setting in would be permanent. He de-
clared that the Victor dealers should consider
themselves fortunate in representing a line that
is so staple and which had stood up so well
during the great stress of the past year in com-
parison to many other lines.
The President's Address
Following the president's address the mem-
bers of the association entered into the discus-
sion of various important matters set forth in
the program, including the question of record
approvals, of outfit advertising, of the dollar-
down plan, of the charging of interest, the value
of trade-in instruments, the sale of appliances
and accessories and the commission plan for
employes. The association members went on
record as opposed to the plan of sending out
records on approval, considering that method
unnecessary in creating record business. The
body endorsed the use of high-class advertising
and strongly condemned the blind and mislead-
ing advertising that has appeared in a number
of localities.
During the course of the morning session the
association adopted a resolution in memory of
the late Enrico Caruso testifying to the part
he played in the development of the talking
machine.
Talks on Salesmanship and Sales Helps
In a live talk on the training of employes, T.
J. Holland brought out the importance of the
salesman's individuality and ability to meet and
take care of customers. He also touched on the
importance of keeping the store in order. In
speaking of training of employes, Mr. Holland
says every store is known by the employes it
keeps. This opening statement was followed by
suggestions on how to train the employes so
that they will give the most efficient service.
Fred A. Bain, of the John Elliott Clark Co.,
gave a brief talk on sales helps and store equip-
ment. Mr. Bain discussed the suggestions and
sales helps that have been used by many dealers
through the district and impressed the dealers
with the value of canvassing work.
A splendid paper, prepared by Harry A. Beach,
vice-president of the Unit Construction Co., of
Philadelphia, was read, in which Mr. Beach em-
phasized the importance of proper store equip-
ment.
A paper on "Seeds of the Business Harvest,"
by J. J. Rockwell, advertising counselor for the
Reincke-Ellis Co., of Chicago, 111., was read at
the meeting and offered some timely views on
the business situation.
Merchandising Good Music
A splendid talk was given by Lester Tay-
lor, of Frovo, Utah, on merchandising good
music. Mr. Taylor proved the necessity of edu-
cating the customers to the higher class of music
in order that they may become better customers
for the store and in order that the customers
may get a greater amount of pleasure from
their Victrolas.
The record-selling demonstration given by
Miss Bess Jackson, of Glenn Bros., Roberts
Piano Co., and Miss Beth Ericson, of the John
Elliott Clark Co., of Salt Lake City, was very
interesting and they were highly complimented.
Miss Evangeline Thomas, in her talk on reach-
ing the home through the children, appealed to
the dealers to see the light ahead or, in other
words, to use a broader vision in educational
work. Her points were very well brought out
and no doubt will bear fruit in the future.
Albert Shankey's talk on advertising was ex-
cellent and many helpful hints were given which
dealers will no doubt follow in their future
advertising work.
J. E. Clark Speaks of the Future
The closing address, "What of the Future for
Victor Dealers?" was given by John Elliott
Clark, of the John Elliott Clark Co. He drew
a very good picture of the future for Victor
dealers, provided their policies were sound and
well founded, expressing the belief that those
dealers who really wanted business could get
it by properly planning the whole campaign in
every detail.
The crowning feature of the day was the ban-
quet and entertainment provided by the John
Elliott Clark Co. This was an evening affair
and everybody thoroughly enjoyed the entire
program. The principal address at the banquet
was by Knight B. Owen, representing the Vic-
tor Talking Machine Co., whose remarks were
very much to the point and were very helpful
to the dealers.
New Officers Elected
The annual election of officers was held in
the evening and the following were selected to
head the association for the coming year:
President—Thomas J. Holland, Glenn Bros.,
Roberts Piano Co., Ogden, Utah; vice-president,
Lester Taylor, Taylor Bros. Co., Provo, Utah;
treasurer, Walter Robinson, Robinson Bros.
Music Co., Provo, Utah; secretary, F. A. Bain,
John Elliott Clark Co., Salt Lake City. Execu-
tive committee, T. C. Martin, T. C. Martin Music
Co., Pocatello, Idaho, and L. Hixson, The Music
Shop, Midvale, Utah.
CHANGES IN COLUMBIA STAFF
E. N. Burns and A. R. Harris Resign Posts—
R. F. Bolton in Temporary Charge of Record-
ing Laboratories—Other Changes
H. L. Willson, vice-president and general
manager of the Columbia Graphophone Co., an-
nounced this week that E. N. Burns, formerly
vice-president of the company and in charge of
the Columbia recording laboratories, had sev-
ered his connections with the company. A. R.
Harris, who was also connected with the Co-
lumbia recording laboratories, has resigned from
the company's service.
R. F. Bolton, one of the veterans of the Co-
lumbia organization, who has occupied numer-
ous important executive posts in his many years
of service, has been placed in charge of the
recording laboratories temporarily.
John Brown, formerly comptroller of the
Metropolitan Opera Co., and recognized inter-
nationally as one of the best-posted members of
the musical world, has been placed in charge of
the Columbia operatic and artist departments.
Frank B. Walker, formerly connected with the
Central Concert Co., of Detroit, and well known
in the musical field, is now associated with the
Columbia recording laboratories.
io 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 T h e
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
GEO. W. HOPKINS ON TRIP
Columbia Co. Official Starts on Fall Tour of
Branch Headquarters
Geo. W. Hopkins, vice-president and general
manager of the Columbia Graphophone Co., left
New York Tuesday for his regular Fall trip to
the Columbia branches. Mr. Hopkins' schedule
calls for a visit to practically all of the impor-
tant Columbia branches as far West as Chicago
and includes Boston, Chicago, Minneapolis, New
Orleans, Atlanta, Pittsburgh, Baltimore and
Philadelphia, where he will confer with the man-
agers concerning Fall and Winter business.
TALKING MACHINE WOK LI),
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. Kill me $2 at your convenience to cover cost
of same.
Name
Firm
Street
City and State
OCTOBER 22, 1921
45
THE MUSIC TRADE REVIEW
CONVENTION OF VICTOR DEALERS IN SALT LAKE CITY
Second Annual Meeting of Intermountain Victor Dealers' Association Well Attended and Proves
Interesting and Successful—Some Timely Subjects Discussed at Sessions
SAM LAKK CITY, UTAH, October 15.—The second
annual convention of the Intermountain Victor
Dealers' Association was held at the Hotel Utah,
in this city, last week, and proved a most suc-
cessful event in every particular, especially in
the matter of attendance.
Alvin A. Beesley, president of the association,
opened the first session with an address, in the
course of which he took occasion to welcome
the visiting dealers and to review the general
trend of trade conditions. Mr. Beesley gave it
as his belief that business had come to the
turning of the road and that the improvement
now setting in would be permanent. He de-
clared that the Victor dealers should consider
themselves fortunate in representing a line that
is so staple and which had stood up so well
during the great stress of the past year in com-
parison to many other lines.
The President's Address
Following the president's address the mem-
bers of the association entered into the discus-
sion of various important matters set forth in
the program, including the question of record
approvals, of outfit advertising, of the dollar-
down plan, of the charging of interest, the value
of trade-in instruments, the sale of appliances
and accessories and the commission plan for
employes. The association members went on
record as opposed to the plan of sending out
records on approval, considering that method
unnecessary in creating record business. The
body endorsed the use of high-class advertising
and strongly condemned the blind and mislead-
ing advertising that has appeared in a number
of localities.
During the course of the morning session the
association adopted a resolution in memory of
the late Enrico Caruso testifying to the part
he played in the development of the talking
machine.
Talks on Salesmanship and Sales Helps
In a live talk on the training of employes, T.
J. Holland brought out the importance of the
salesman's individuality and ability to meet and
take care of customers. He also touched on the
importance of keeping the store in order. In
speaking of training of employes, Mr. Holland
says every store is known by the employes it
keeps. This opening statement was followed by
suggestions on how to train the employes so
that they will give the most efficient service.
Fred A. Bain, of the John Elliott Clark Co.,
gave a brief talk on sales helps and store equip-
ment. Mr. Bain discussed the suggestions and
sales helps that have been used by many dealers
through the district and impressed the dealers
with the value of canvassing work.
A splendid paper, prepared by Harry A. Beach,
vice-president of the Unit Construction Co., of
Philadelphia, was read, in which Mr. Beach em-
phasized the importance of proper store equip-
ment.
A paper on "Seeds of the Business Harvest,"
by J. J. Rockwell, advertising counselor for the
Reincke-Ellis Co., of Chicago, 111., was read at
the meeting and offered some timely views on
the business situation.
Merchandising Good Music
A splendid talk was given by Lester Tay-
lor, of Frovo, Utah, on merchandising good
music. Mr. Taylor proved the necessity of edu-
cating the customers to the higher class of music
in order that they may become better customers
for the store and in order that the customers
may get a greater amount of pleasure from
their Victrolas.
The record-selling demonstration given by
Miss Bess Jackson, of Glenn Bros., Roberts
Piano Co., and Miss Beth Ericson, of the John
Elliott Clark Co., of Salt Lake City, was very
interesting and they were highly complimented.
Miss Evangeline Thomas, in her talk on reach-
ing the home through the children, appealed to
the dealers to see the light ahead or, in other
words, to use a broader vision in educational
work. Her points were very well brought out
and no doubt will bear fruit in the future.
Albert Shankey's talk on advertising was ex-
cellent and many helpful hints were given which
dealers will no doubt follow in their future
advertising work.
J. E. Clark Speaks of the Future
The closing address, "What of the Future for
Victor Dealers?" was given by John Elliott
Clark, of the John Elliott Clark Co. He drew
a very good picture of the future for Victor
dealers, provided their policies were sound and
well founded, expressing the belief that those
dealers who really wanted business could get
it by properly planning the whole campaign in
every detail.
The crowning feature of the day was the ban-
quet and entertainment provided by the John
Elliott Clark Co. This was an evening affair
and everybody thoroughly enjoyed the entire
program. The principal address at the banquet
was by Knight B. Owen, representing the Vic-
tor Talking Machine Co., whose remarks were
very much to the point and were very helpful
to the dealers.
New Officers Elected
The annual election of officers was held in
the evening and the following were selected to
head the association for the coming year:
President—Thomas J. Holland, Glenn Bros.,
Roberts Piano Co., Ogden, Utah; vice-president,
Lester Taylor, Taylor Bros. Co., Provo, Utah;
treasurer, Walter Robinson, Robinson Bros.
Music Co., Provo, Utah; secretary, F. A. Bain,
John Elliott Clark Co., Salt Lake City. Execu-
tive committee, T. C. Martin, T. C. Martin Music
Co., Pocatello, Idaho, and L. Hixson, The Music
Shop, Midvale, Utah.
CHANGES IN COLUMBIA STAFF
E. N. Burns and A. R. Harris Resign Posts—
R. F. Bolton in Temporary Charge of Record-
ing Laboratories—Other Changes
H. L. Willson, vice-president and general
manager of the Columbia Graphophone Co., an-
nounced this week that E. N. Burns, formerly
vice-president of the company and in charge of
the Columbia recording laboratories, had sev-
ered his connections with the company. A. R.
Harris, who was also connected with the Co-
lumbia recording laboratories, has resigned from
the company's service.
R. F. Bolton, one of the veterans of the Co-
lumbia organization, who has occupied numer-
ous important executive posts in his many years
of service, has been placed in charge of the
recording laboratories temporarily.
John Brown, formerly comptroller of the
Metropolitan Opera Co., and recognized inter-
nationally as one of the best-posted members of
the musical world, has been placed in charge of
the Columbia operatic and artist departments.
Frank B. Walker, formerly connected with the
Central Concert Co., of Detroit, and well known
in the musical field, is now associated with the
Columbia recording laboratories.
io 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 T h e
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
GEO. W. HOPKINS ON TRIP
Columbia Co. Official Starts on Fall Tour of
Branch Headquarters
Geo. W. Hopkins, vice-president and general
manager of the Columbia Graphophone Co., left
New York Tuesday for his regular Fall trip to
the Columbia branches. Mr. Hopkins' schedule
calls for a visit to practically all of the impor-
tant Columbia branches as far West as Chicago
and includes Boston, Chicago, Minneapolis, New
Orleans, Atlanta, Pittsburgh, Baltimore and
Philadelphia, where he will confer with the man-
agers concerning Fall and Winter business.
TALKING MACHINE WOK LI),
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. Kill me $2 at your convenience to cover cost
of same.
Name
Firm
Street
City and State
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