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THE MUSIC TRADE REVIEW
12
CONVENTION OF PIANO MERCHANTS' ASSOCIATION OF OHIO—(Continued from p a g e 1 1 )
chants was the reference of Mayor Davis to the
action against fraudulent advertising and the
distribution of license fees on trucks. "Your
organization is to be complimented on its
activities in attacking fraudulent advertising,"
said Mr. Davis. "What is more to the point, this
administration will do all it possibly can to help
you to stamp out that evil. It is a cause that
is worthy of the support of all high-minded
business men, whatever their position in the
city is."
At the suggestion of Henry Dreher, of the B.
Dreher's Sons Co., a letter of thanks to Mayor
Davis was written by Secretary B. C. Bowen.
Secretary Reports Increased Membership
Close to fifty new members, obtained during
the year and this convention, was the agreeable
surprise. sprung by Secretary Bowen. These
members are from all parts of the State, and
show the results of the membership campaign
conducted during the last six months.
Mr. Bowen, in his report of the activities of
his office during the year, urged upon the mem-
bers to give both moral as well as financial
support to the different problems confronting
the organization. He laid stress upon the fact
that merely joining the association does not make
it a strong body. Numerically it may be large,
he said, but it is what the organization does that
counts.
Some Interesting Papers Presented
The value of advertising to the trade at large
was brought out by O. C. Stone, of Kohler &
Campbell, Inc., New York, in pointing out the
evils and benefits of different methods of adver-
tising.
How many retailers are neglecting the splen-
did opportunities presented in the music roll,
and how they may derive vast benefit in in-
creased sales in all departments by the proper
application of good merchandising methods, was
brought out by W. F. Wallace, of the Universal
^Music Co., who read an interesting paper pre-
pared by Paul J. Stroup.
J. O. Raeder, general manager of the Caldwell
Piano Co., of this city, brought out some sig-
nificant facts pertaining to protective legisla-
tion for the piano merchant, in his address on
collections and credits. Several instances of
loss to the merchants, because of lack of proper
legislation on these two points, were cited.
Mr. Raeder's interesting address was aug-
mented by facts stated by R. C. Wilkins, of the
Wilkins-Redman Co., Columbus.
Most im-
portant points to consider in this connection,
Mr. Wilkins said, were appeal to principle, per-
sonal calls, bringing the dray to the door, send-
ing collect telegrams, and finally putting the case
in the hands of an attorney or collection agency.
Most impressive of these, in Mr. Wilkins' mind,
was the threat to take the piano away, as the
fear of "what the neighbors will think" is some-
thing nearly all persons are addicted to.
A. B. Smith Discusses Profits
Some of the hottest shot of the opening ses-
sion was fired by A. B. Smith, of Akron, 0., one
of the genuine live wires of the Middle West
trade. Most vital of the points brought out by
him was that the merchant must do his mer-
chandising on the multiple of two and one-half
to one to.do more than get by.
His sujjlect was "Profits." "That's what you
are aftef, but how are you going to get there
unless you know where" you are going?" he
asked. "Get set in advance. It's all in your-
selves. Are you going to live down to your
level or up to your possibilities? If you are
going to do the latter, you've got to get on the
selling road to profits. And you can't get to the
profits unless you get away from cheapness.
"One of the first things you ought to do in
making a sale is get 7 to 10 per cent. down.
Parallel your buying and selling terms. Some
of the methods of selling should be quality, one
price, canvassing, contests. There are three
ways of looking at these factors—the legal view,
the commercial view, the moral view. Follow
constructive force. Don't be egotistical. Don't
give warranties. But treat your customer right.
Don't say all the nicest things possible, make
much of his children, receive him in the glad-
hand style and then, after you have closed the
deal, say: 'If you miss a pajaj^Fi't- I'll land you
in
jail.
••• '
R. W. Lawrence's Interesting Remarks
What co-operation is doing for the merchants
of the East was outlined by R. W. Lawrence,
president of the Autopiano Co., New York City,
who was slated to talk on the player-piano. He
wanted to drive home some of the points his
organization has done and proposes to do by
co-operating wit,h outside institutions. The
press of the couHtry came in for a big boost
"The greatescBBPte for welding public opinion
is the JfiflMfJEjf '"Mils country to-day," he said.
"This jHMSPiiirthe dailies, the trade papers and
the classy^ublications. We are the nation we
are because of it. Yet up to the present these
forces have done little toward helping to put
the piano in the home. Yet placing the piano
in the home is the means to our end. Music in
the home is the thing we are striving for. Yet
what have we done? Darwin, claimed to be
the greatest English-speaking thinker of modern
times, is quoted as saying: 'If I had my life to
live over again I'd have music every day.' So
we must not overlook the fundamental fact that
people should have an ever-growing desire for
music."
Mr. Lawrence then told of the progress made
by the Trade Advancement Committee in New
York City. "The first thing we did was to go
after $15,000 to start our campaign," he said.
"As soon as we got it, we immediately changed
the name to the National Bureau for Advance-
ment of Music. This bureau proposes to get
behind and push the piano into the homes. And
anything that does push the piano is to be
approved."
Mr. Lawrence took occasion here to laud the
house of Dreher for bringing Paderewski to
Cleveland at its own expense, to stir up interest
in the pianos it handles.
"I believe it is such movements that do more
than anything else to create a desire for music
in the home," said Mr. Lawrence. "All should
get behind and push in like manner. Of course,
if the scheme fails, you lose, but if it is a success,
see what you win."
He then told of the new musical department
being run in the Evening Mail, New York, its
success in stimulating circulation and how it has
been successful to the paper by bringing busi-
ness into the advertising department. The Mail,
he said, proposes to syndicate its editorial musi-
cal news to all papers in the country, because it
knows the bureau is behind it.
Mr. Lawrence also suggested that a similar
plan might be made possible through co-opera-
tion with the Ladies' Home Journal, which runs
a musical department, and with child publica-
tions. He told also of the co-operation obtained
from electric companies throughout the country,
which have agreed to repair and adjust free to
the customer any elecrical part of player-piano
or talking machine. "These are only a few of
the avenues toward bigger and better business
which have been opened up or will be," he said.
"It all goes to show what our bureau is doing.
Get behind and push it."
Among the points brought out by Mr. Law-
rence in connection with the value of the player-
piano to the merchant as a business-getter, was
that the player is a musical instrument, with the
means to play it, as soon as it is placed in the
home. "It fills a public need and a public de-
mand," he said. "Put your best efforts into it,
and you will be backing a winner."
Nominating Committee Appointed
President Summey appointed Harry J. Wame-
link, F. B. Beinkamp and R. C. Wilkins as the
nominating committee to select officers of the
State association for the coming year.
At the conclusion of the afternoon session
Wade H. Poling, chairman of the entertainment
committee, outlined what the Cleveland organi-
zation had done for the entertainment of the
visitors, after which all adjourned to have the
official photograph taken.
Visitors Entertained at Euclid Beach Park
Big red cars were ready at the hotel, and all
left for a tour of the park system and a trip to
Euclid Beach Park, an amusement park, where
fun was had on the different devices, ending up
with some chicken dinner.
The Session on Wednesday
CLEVELAND, O., September 20.—At the opening
of the Wednesday session, B. C. Bowen, as ad-
vertising censor of the association, read his re-
port, which told in detail, what this branch of
the State body is doing to improve conditions.
Discussion on Piano Contests
Following Mr. Bowen's report, came the first
real argument during the gathering, when A.
B. Smith, of Akron, defended the real contest,
upholding it as a good means for stimulating
business, while he deplored the fact that real
intent to defraud sometimes existed. His con-
tention was that the system should not be
rapped, just because some dealers misuse it.
Harry J. Wamelink said: "Such schemes are
dishonest and misleading. The Government
won't stand for it, and this organization won't
stand for it. W'hen you take your friend, the
customer, and sell him what is said to be a
$450 piano, when it is worth $200, you are not
doing right." Mr. Wamelink got a big hand
for this statement.
During talk Mr. Smith made reference to
pianos constructed with $20 cases, strings at
$1.40 the set, actions worth $12, and the like,
and being sold for $300. Here F. B. Beinkamp
wanted to know just where such pianos could
(Continued on pane 21)
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