riHLC h< U KAL NiiVV-YOKKER 
S59 
and 
Tone Control 
Two Victrola characteristics 
The Victrola tone is a wonderful thing. It is the tone of pure reality—throbbing with life 
and power. When you hear the world’s greatest artists on the Victrola, you hear them just as 
truly as though they were singing or playing right before you. 
Besides this true-to-life tone there is incorporated in the Victrola the important feature of 
tone-control the ability to play each individual selection just as you personally want to hear it. 
These two distinguishing features demonstrate the perfection of every detail in the Victrola. 
It not only brings you the world’s best music in all its beauty, but enables you to enjoy it to the 
fullest extent. 
Always use Victrolas with Victor 
Records and Victor Needles — the com¬ 
bination . There is no other way to 
get the unequaled Victor tone. 
There are Victrolas in great variety from $15 
to $250 and any Victor dealer will gladly dem¬ 
onstrate them and play any music you wish to 
hear. Write to us for catalogs. 
The famous Victor trademark is on e 
Victrola. Victor, and Victor Record. 
The patented Victor “goose-neck” tone' 
arm in playing position. 
Victor system of changeable needles— 
a perfect reproduction is possible only with 
a perfect point—therefore a new needle for 
each record is the only positive assurance 
of a perfect point. You also have your 
choice of full tone, half tone or further 
modification with the fibre needle. 
Goose-neck” sound-box tube —the flex¬ 
ible metal connection between the sound¬ 
box and tapering tone arm, which enables 
the Victor Needle to follow the record 
grooves with unerring accuracy. 
Concealed sounding-boards and 
amplifying compartment of wood — 
provide the very limit of area of 
vibrating surface and sound ampli¬ 
fying compartment, so absolutely 
essential to an exact and pure tone 
reproduction. 
Modifying doors —may be opened 
wide thereby giving the tone in its 
fullest ^volume; or doors may be set 
at any degree graduating the vol¬ 
ume of tone to exactly suit every 
requirement. Closed tight the vol¬ 
ume is reduced to the minimum and 
when not in use interior is fully 
protected. 
Victor Talking Machine Co., Camden, N. J., U. S. A, 
Berliner Gramophone Co., Montreal, Canadian Distributors 
Victrola XVI, $200 
Oak or mahogany 
Made in La Salle and 
Peru, III., by Westdox 
—there’s Big Ben 
What if some im¬ 
portant job calls for a 
get-up long before sun¬ 
rise? 
What if the household 
must be astir for a prompt 
breakfast right on the 
scratch? 
—there’s Big Ben. 
Big Ben will get you up 
and out either way you 
tell him—with a straight 
five minute call or ten 
successive taps at half¬ 
minute intervals. 
His pay for service is $2.50 in the 
States—$3.00 in Canada. If your jeweler 
hasn’t him, a money order addressed to 
his makers, Westdox, La Salle, Illinois, 
will put him in your employ. 
Right After the Consumer’s Dollar 
Part IV. 
Mutual Accommodation. —Notwith¬ 
standing the fact that some people do like 
to rub it in a little the proper feeling in 
this line of business is a sort of partner¬ 
ship, seeing that everything delivered is 
going to please the grocer and his cus¬ 
tomers, a working tvith him, not just 
using him. I had good reason to know 
the value of this feeling of mutual in¬ 
terest, and having my customers stand by 
me, before the season was over, and trivial 
as the matter may seem, it was an index 
of what might be expected under other 
conditions also. Toward the last of the 
season when the fancy grade were get¬ 
ting scarce and the demand was begin¬ 
ning to slacken, the canning trade being 
mostly supplied and tomatoes in Roches¬ 
ter as low as six cents per bushel, and 
when put up in the 14-quart handle bas¬ 
kets only eight cents each, the basket 
costing about four cents; one day I had 
a few crates of the No. 2 or canning. 
I was waiting around until one of the 
grocers returned from dinner, to see if 
he could handle what I had left. I was 
passing one of the wholesale stores when 
the manager told me there were three car¬ 
loads of tomatoes in that day from 
Rochester, one car for them and two 
others for the Greek hucksters. Their 
man drove up just then with a load 
from their car, and said to the manager: 
“I can sell this whole load to Copeman,” 
as we will call him, the very man I was 
waiting to see about taking mine, and it 
looked a little as though I might haul 
them back home. We both found Cope- 
man about the same time, but he took 
mine and turned the other fellow down. 
They met about the same reception from 
other grocers whom I had been supply¬ 
ing, and the three cars dumped on that 
market was not a very profitable venture. 
The End of Tiie Season. —Fortun¬ 
ately for us, just about that time, our 
own supply of tomatoes was heavily cut 
into by a sharp frost, saving us the loss 
of handling them for nothing as others 
were doing, at such low prices. Although 
there was still a demand for the fancy 
grade, we could not hold that grade up to 
the standard set earlier, and get sufficient 
to pay to haul that distance. We let the 
neighbors then have the run of the patch 
to get what they wanted for catsup. The 
news spread and they came for miles 
around. The demand was again heavy, 
hut the returns were in the satisfaction 
of seeing others enjoy what we could not 
use. 
Experience Gained. —Our experience 
in handling this crop of tomatoes was a 
source of much satisfaction to us iu that 
we were able to build and hold a good 
trade in the face of such low-priced com¬ 
petition, simply through careful grading 
and handling and giving our customers a 
square deal all around. Our success, if 
such it may be called, was not due to any 
skill on our part, in the production of a 
crop of high quality, for it was our first 
experience in growing tomatoes to any 
extent. It was simply the application of 
a long cherished theory, which was here 
given full swing in grading, handling and 
marketing the crop. 
Selling Apples. —That the same could 
also be applied to our regular business of 
fruit growing, was of special interest, for 
I found the grocers had not forgotten the 
“tomato man,” as they called me, when, 
just before the holidays I took a load of 
McIntosh apples to Ilornell. They were 
put up in Georgia peach carriers, the 
same way as I had delivered the toma¬ 
toes months before. Conditions were 
much the same in the apple market as I 
had found the tomato market on that 
first trip, as ordinary apples were slow 
sale at 30 and 40 cents per bushel, and 
as one grocer said, were rotting on their 
hands; hut they gave me the usual warm 
reception which seemed to melt the dread 
of the 22-mile trip home through drifts 
and flying snow, as the whole load was 
soon taken by the same old round of 
grocer customers, with the same confi¬ 
dence iu the grade, as had been shown in 
the tomatoes, after they once knew what 
they were getting, and at the some price 
they first paid me for the tomatoes, or 
about $1 per bushel. In one of the stores 
1 heard an assistant say to the proprietor 
as he was emptying a carrier of the Mc¬ 
Intosh : “Look! They are better in the 
bottom than on top !” “Oh, that’s noth¬ 
ing,” he said. “I know how he puts up 
stuff. I dealt a lot with him before.” As 
these McIntosh were the only apples 
taken to Ilornell the question may arise 
as to whether they took with the con¬ 
sumer, the mere sale to the grocer not 
being a full test. In this connection I 
can only say that the grocer who bought 
more of them than any of the others, as¬ 
sured me while I was there that they 
would go all right as they had started to 
sell almost immediately after being taken 
into the store; and the next largest pur¬ 
chaser called up later to know when I 
was coming over with another load of 
those apples. I told him they were all 
sold but the No. 2. “Have you anything 
else you can put up in those little bas¬ 
kets?” We had a few Jonathans we 
were saving for our own use but could 
spare a few. “What are they like?” They 
are not as ripe and fine for eating now as 
the McIntosh. “How is the color?” “They 
are prettier than the McIntosh.” “Well, 
send us over all you can spare.” This 
shipment made quite a hole in our home 
supply, as we like to have about 50 bush¬ 
els for our own use for Winter. This all 
may be of little interest to the “commer¬ 
cial orchardist,” for, as a Cornell profes¬ 
sor of horticulture stated in one of his 
lectures, “The commercial orchardist has 
no time to bother with reaching the con¬ 
sumer direct.” However, if come of those 
who have been taking up apple growing 
under this high-sounding title of “com¬ 
mercial orchardist,” during the past few 
years, had been brought face to face with 
the marketing problem such as faces the 
apple growers at present, there would 
have been fewer who had the nerve to 
enter therein. When a man gets too big 
to look after such small matters as mar¬ 
keting to best advantage, there is always 
a job for selling specialist, provided, of 
course, he has anything to sell. i. c. R. 
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