Classic Mode

Music Trade Review

Issue: 1914 Vol. 58 N. 1

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE REVIEW
ADVERTISING THAT DEVELOPED NEW DISTRIBUTION OUTLET.
PLANS OF THE HOLLAND PIANO CO.
(Continued from page 13.)
The Organization Which Succeeds the Seger-
strom Piano Co. Is Composed of Men Who
Intend to Make This Concern a Live One in
the Music Trade Industry—With Ample
Capital and Intelligent Supervision Manufac-
turing and Distribution There Is a Good Fu-
ture in Store for This Company.
ward, before the third week was out, to equal it. other and an esprit de corps sprang up. A prize
The most significant result of this high-grade contest has now been added, and the reports of
advertising was to make a healthier and better this make interesting and stimulating reading in
business than that produced by the bargain ad- The Reveille.
vertising. The minimum first payment accepted
Simultaneous Sales Conventions.
is $5 on some pianos and $25 on some player-
As a further means to the same end we held
pianos, but in the new department advertised only a convention, or, rather, a set of department con-
by the new style of advertising, the first pay- ventions, at the end of the first year. We took
ments ranged almost exclusively from $25 to $50, the idea for this out of a description in Printers'
with only an occasional $5 and $10. This is par- Ink of the Chalmers sales conventions. Instead
tially accounted for, no doubt, by the high char- of bringing all of the salesmen of our different
acter of the store, though only partially, since, departments together in one city and so taking
after the new advertising had 'been running the them off the territory for several days, we held
tw.o or three weeks, similar symptoms began to be a separate convention for each city, but all on the
observable in the other stores.
same night. I had prepared a short message to
We feel, therefore, that we are on the right the salesmen on "The Power of Co-operation,"
track in using this style of copy, and that it re- and had this printed with an illustration of one
mains only to study it more closely and improve of our advertisements. T read this at one of the
it if possible. Its business-building nature will meetings and it was read aloud at the others and
give strong support to our double sales force, also distributed to the men. During the evening
sending new customers to the stores and pre- we sent out telegrams to the different meetings
disposing other prospects to the representations and received responses. The usual sales talk and
free and helpful criticism was indulged in. As
of our visiting salesmen.
With our advertising problem settled for the each meeting was attended by from 25 to 50 men,
present, other departments arranged for and store the idea was undoubtedly a very practical and suc-
practice standardized, we have been able to pay cessful one.
more attention to the organization itself. Start-
We are now working out a plan to organize
ing with a picked force of salesmen, our primary the salesmen in a novel way for their common
need was to draw them all together, awaken the benefit.
spirit of co-operation, imbue them with a sense
All this has happened within little more tha
of identity with the new organization and stimu- a year's time. It came about through the per-
late them to do their part for it. For this pur- ception of a new market, right in the thick of
pose we started almost at the beginning the small the competitive struggle for new business, and
house organ I have referred to, The Reveille. yet completely overlooked by everybody before.
The men and women in the departments in the How many like markets are (being overlooked by
different cities were thus familiarized to each manufacturers in other lines?
ENJOYS REVIEW EDITORIALS.
EDWARD LYMAN BILL, New York City.
Dear Mr. Bill: I assure you that I have great-
ly enjoyed reading your editorials, and I also as-
sure you they are very helpful, both to the dealer
and to the salesman, and there is unquestionably
very good advice in every one of them. Hope
you will keep up your good work, and even in-
crease its value next year.
Yours respectfully,
E. E. FORBES.
(Special to The Review.)
CHICAGO, I I I . , December 29.—The organization
of the Holland Piano Manufacturing Co., which
is the name of the concern to succeed to the busi-
ness of the Segerstrom Piano Co., as reported in
last week's Review, has been followed with inter-
est here. With a capital of $200,000 and a fac-
tory at Menominee that is equaled by few in this
part of the country, the new concern should meet
with an immediate success. The factory will con-
tinue to be in charge of Henry G. Johnson, under
whose efficient management the plant should be
able to put out nearly eighteen pianos a day. This
will include the manufacture of the backs, which,
under the old management, were made in another
factory. George B. Norris, who was one of the
receivers in the bankruptcy proceedings, is a
prominent banker, grain dealer and attorney of
Minneapolis, and will take an active part in the
management of the new corporation.
Henry
Johnson will also be one of the officers, in all
probability. Victor Segerstrom, who was presi-
dent of the old company, is said to have made
arrangements to continue in his present capacity
as salesman for the company.
FEATURINGJTHE McPHAIL.
(Special to The Review.)
MACOMB, I I I . , December 29.—J. E. Moore, who
handles the McPhail piano as his leader in this
city, has handled a record holiday trade as a re-
sult of the energetic manner in which he has
been featuring that and other makes of pianos
in his local advertising. He has found the Mc-
Phail a wonderful trade-maker, by reason of the
satisfaction which it gives purchasers.
Make 1914
a Poole Year
The past year has shown that it is the dealer who sells pianos
of highest grade that builds the greatest business. The superiority
of the Poole piano line as a "leader" is constantly receiving expres-
sions of the highest character for wonderful tone and beautiful case
designs, which are recognized as being of the highest type of piano
construction. You will find that the Poole will strengthen your posi-
tion in your city and we'll tell you if your territory is available. W e
manufacture grands, players and uprights, all of magnificent quality.
Ask for our catalog, which gives you the
Poole story in detail.
The Poole Piano Co.
Sidney Street, Cambridge A Branch, BOSTON
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
OUR FOREIGN CUSTOMERS.
Pianos and Other Musical Instruments Shipped
Abroad from the Port of New York for the
Week Just Ended—An Interesting Array of
Musical Specialties for Foreign Countries.
MILWAUKEE CLOSED A HIGH-CLASS HOLIDAY TRADE.
Demand Among Leading Piano Houses Was for the Better Grade of Instruments at
Satisfactory Sales Terms—Reports of the Leading Dealers on This Subject.
" ' "•
(Special to T h e R e v i e w . )
MILWAUKEE, WIS., December 30.—Milwaukee
(.Special to The Review.)
piano houses seem to have been especially fortunate
WASHINGTON, D. C, December 30.—The follow- this season in having secured a high class holiday
ing were the exports of musical instruments and business. All dealers say that while the holiday
kindred lines from the part of New York for the business did not reach new high mark, except in
week just ended:
some instances, the quality of the sales more than
Arica—3 pkgs. phonographic goods and material, made up for a possible decrease in numbers. The
$403.
J. B. Bradford Piano Co., representing the Mason
Bahia Blanca—9 pkgs. phonographic goods and & Hamlin, Sohmer, Shoninger, Cable and Melville
material, $467.
Clark lines, and the Edmund Gram Music House,
Belfast—8 pkgs. phonographic goods and mate- carrying the Steinway, Everett, Weber, Steck,
rial, $217.
Hardman and Gram-Richtsteig pianos, seem to
Berlin—4 cases pianos and material, $998.
have led the others and each house established a
Bilbao—1 case piano players and material, $354. new high record.
Bradford—7 pkgs. phonographic goods and mate-
"The 1913 holiday business was very satisfac-
rial, $191.
tory," said Edmund Gram. "There have been few
Brussels—3 pkgs. phonographic goods and mate-
seasons when we have disposed of so many Stein-
rial, $142.
way grands and other high grade instruments."
Calcutta—1 case pianos and material, $213; 3
'"The holiday trade transacted by the J. B. Brad-
cases organs and material, $132.
ford Piano Co. climbed to a new high mark this
Callao—27 pkgs. phonographic goods and mate- year," said Hugh W. Randall, manager of the
rial, $1,505.
Bradford piano department. "We were particu-
Christiania—2 cases pianos and material, $285.
larly fortunate in selling many Mason & Hamlin
Copenhagen—22 pkgs. phonographic goods and
grands, many of them with electrically operated
material, $1,218.
players attached. Sales of Melville Clark Apollos
Glasgow—1 case organs and material, $200.
and Cable Company Inner-Players were very large.
Guayaquil—1 case pianos and material, $201.
Emil O. Schmidt, representing the Chickering &
Havana—28 pkgs. phonographic goods and mate-
Sons, Kranich & Bach, Seybold and Berry-Wood
rial, $711; 6 cases pianos and material, $1,331.
lines, reports a brisk holiday trade. "Every grand
Havre—1 case pianos and material, $232; 6 pkgs.
phonographic goods and material, $205.
Newcastle—8 pkgs. phonographic goods and
Huddersfield—6 cases organs and material, $282. material, $287.
Liverpool—23 cases pianos players and material,
Rio de Janeiro—26 cases pianos and material,
$2,195; 1 case pianos and material, $250; 6 cases $3,856; 4 pkgs. phonographic goods and material,
organs and material, $235; 27 pkgs. phonographic $318.
goods and material, $1,833.
San Domingo—1 case pianos and material, $346.
Manchester—7 pkgs. phonographic goods and
Sheffield—4 pkgs. phonographic goods and mate-
material, $465.
rial, $219.
Montevideo—7 pkgs. phonographic goods and
Soerabaja—9 pkgs. phonographic goods and
material, $618; 5 cases pianos and material, $311.
material, $349.
Naples—2 pkgs. phonographic goods and mate-
Stockholm—5 cases organs and material, $378.
rial, $207.
Valparaiso—15 pkgs. phonographic goods and
material, $411 ; 2 cases pianoss and material, $114.
L4UTER
The exceptionally fine
quality of the LAUTER
PIANO provides a claim
upon the attention of the
discrimina i ing pianoman,
and upon the c r i t i c a l
pianist.
If you are not person-
ally f a m i l i a r with the
L A U T E R PIANO, an
interesting expeiience is
in s t o r e for you. To
listen to the tone of the
LAUTER PIANO is to
be delighted, is to have a
new tonal standard.
We invite inquiries.
LAUTER CO.
NEWARK, NEW JERSEY
15
Most
I had in my warerooms was disposed of," said Mr.
Schmidt, "while nearly all the players on hand were
disposed of. Demand seemed to be particularly
strong this year for high class goods."
Eric Hafsoos, of the Flanner-Haf soos Piano
House, representing the A. B. Chase, Christman,
Lauter, Wegman, Estey, Lyon & Healy and
Brinkerhoff pianos, says that business showed con-
siderable gain over a year ago. Good sales of A.
B. Chase grands and A. B. Chase Artistano instru-
ments are reported by the Flanner-Haf soos house.
The Ross, Schefft & Weinman Piano Co., carry-
ing the Knabe, Hazelton, Behning, Kurtzmann and
other pianos, met with an especially fine business.
Charles J. Orth, carrying the Winter & Co. and
Strich & Zeidler pianos, says that the holiday trade
exceeded his expectations. N. W. Mason, man-
ager of the Milwaukee branch store of the W. W.
Kimball Co., says that business was fine. Fred-
erick D. D. Holmes, manager of the Milwaukee
branch store of the F. G. Smith Piano Co., says
that the Christmas trade left his stock in a more
depleted condition than at any time since he has
been representing the F. G. Smith line. Manager
V. R. McCreery, of the Cable-Nelson Piano Co.'s
branch store, says that the holiday trade was bet-
ter than might have been expected, considering the
fact that it had been decided earlier in the season
to close the Milwaukee store, a decision that has
since been reversed.
Piano Co., is still confined to his room from in-
juries received in the Alton Railroad wreck of
three months ago. He has been removed to living
quarters in the new building recently rented by
the firm at 3631 Washington avenue. Doctors
have told him that he will be an invalid a long time
and they will not promise a full return of his
strength. In the meantime, arrangements are being
concluded by the firm to open a South Side branch
near Grand avenue and Arsenal street, which prob-
ably will be in charge of Henry Kemper. The
new Washington avenue store is being put into
shape, but the store at 318 North Grand avenue
will be maintained for the present at least, as
NEWS OF THE ST. LOUIS TRADE.
the lease there has two years to run. Carl Adams,
Charles Adams' father, and Mr. Kemper are ac-
Excellent Holiday Business Materializes—Con-
tively in charge of the business at the present
roy Piano Co.'s Billboard Advertising—In
time.
teresting Personals—Charles Adams Unwell.
Manager. W. H. Alfring returned the last of the
(Special to The Review.)
v/eek to Aeolian Hall, after a Christmas trip into
ST. LOUIS, MO., December 29.—All that was pre- the country.
dicted in The Review regarding holiday trade has
Will Bollman, in charge of the floor sales at the
apparently materialized. Several dealers report Famous & Barr Co., is expected back at his post
being sold out of favored style players and some after a three weeks' absence through illness.
sales were missed, but in most cases instruments
were loaned until delivery of wanted stock could
GODOWSKY AND THE KNABE.
be made. The recent expansion of the piano busi-
ness here has brought some embarrassments. E.
Godowsky, who scored such a tremendous suc-
A. Kieselhorst, of the Kieselhorst Piano Co., is cess with the Knabe piano, is scheduled to appear
one dealers who says that his greatest trouble at with Ysaye, violinist, and Gerardy, 'cellist, in a
present is finding competent piano salesmen. Sev- Beethoven program at Carnegie Hall, Wednesday
eral other dealers say their staffs are not as com- afternoon, January 7. He will play the Knabe
plete as they would like to have them.
piano.
S. C. Campbell, house salesman for the King
Piano Co., is recovering from an operation at the
Missouri Baptist Hospital.
P. E. Conroy, president of the Conroy Piano
Co., calls attention to the new billboard painting
representing the wares of that company. It pic-
tures the William Knabe & Co. product as "The
Dream of the Masters." The Conroy Co. has
lately been setting a fast pace in artistic billboard
advertising, and Secretary Moran, of the company,
has been active in aiding the billboard companies
in defense against legislation that they declare
threatens the existence of the boards in this city.
H. C. Dinmore, of the Dinmore Piano Co., is
Player-Pianos Exclusive in Design
making a sales trip in Illinois.
Unequalled in Efficiency—RIGHT
J. L. Horras, of the Horras Piano Co., departed
We have a tine proposition
after Christmas to round up some country pros-
for GOOD dealers
pects.
Mr. and Mrs. Jesse French are spending the
M. SCHULZ CO.
holidays at Newcastle, Ind., where Mr. French is
711 Milwaukee Avenue
CHICAGO
interested in the Jesse French & Sons Piano Co.
We have a Southern Branch at Atlanta, Ga.
Charles Adams, president of the Walter-Martin
M. SCHULZ CO.
STANDS FOR THE BEST
Pianos of
Established Repute

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