Music Trade Review

Issue: 1918 Vol. 67 N. 26

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
DECEMBER 28, 1918
THE MUSIC TRADE REVIEW
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Conditions During the Past Twelve Months Have Given Player Manufac-
turers the Chance to Discover Opportunities for Improvements in Design,
Important Among Which Is the Necessity of Making Players More Responsive
The year has, of course, been so thoroughly
unique in its happenings and conditions that all
ordinary measurements are out of date. We
cannot count 1918 as we should count any other
year, for 1918 stands by itself, with the pres-
sure of the war so heavily lying upon every in-
dustry as to mold it for the time into wholly
new shapes. The manufacture of pneumatic
player mechanism has not escaped the gen-
eral influence, and it is safe to say that many of
the trade are now engaged in catching their
breath and wondering how they ever came out
of it all.
One point, however, must not be overlooked.
The past year has afforded an unrivaled oppor-
tunity for taking stock of our technical position
and for examining with care every detail of our
production methods. While labor and supplies
have been scarce the lessened production has
given superintendents an opportunity to look
into their methods and re-examine their designs.
Many ideas which have been lying dormant for
lack of opportunity to test them out have been
brought forward and found worthy of accept-
ance. We have had a time of house-cleaning
and of general tightening up of the works. No
one can be sorry that this opportunity has come
to us.
Those who have been able to go through the
salutary experience of discovering their own
faults and deficiencies will not in the least ob-
ject to some discussion of the possibilities con-
tained therein. Nor can we find a better subject
wherewith to close up the year.
What might have been learned by an ener-
getic and keen-witted superintendent about the
general principles of his design? It seems that
the technical progress of the player industry is
slow mainly because it has not been to anybody's
special interest to go for anything like serious
research for the special purpose of making im-
provements. We have failed to find an oppor-
tunity, in the rush of production, to keep our
technical thinking up to date. Certainly, then,
any examination of the present facts must cause
us some little uneasiness.
Research
For instance, how many player actions are
now being made in which the proportions of
the bellows areas to the pneumatic stack and
the auxiliary chests are thoroughly worked out?
How many designers have figured out, even ap-
proximately, the normal playing pressure of the
player action or have discovered the relation
between sizes of bellows to action and the ques-
tion of physical effort? These two points alone
are of the utmost importance, yet it is fairly
safe to argue that they are very little understood
and still less appreciated.
The player action of the future must be a bet-
ter player action than ever has been known
hitherto. It must be more expressive arid above
all it must be operable with less physical ef-
fort. How can this be done?
One feels that we may expect the foot-driven
player to remain the prevalent instrument for
a good many years to come. There are many
reasons for this, but these need not be mentioned
in detail now. What is important is that this
foot-driven player needs to be made more re-
sponsive and less laborious to play.
The Norm of Power
The designer who undertakes to accomplish
these two refinements must begin at the begin-
ning. He must find out what are the normal
requirements of the player action in the way of
power, and then he must work out the lightest
and smallest bellows set which will give this
power.
Now it must be remembered that when once
we have designed a bellows which, with a suf-
ficiently small number of foot strokes per min-
ute, will produce the necessary power for the
ordinary requirements, we have also taken care
o: the requirements above this norm, for it is
only a matter of increasing the speed of the foot-
strokes when more power is needed. If the
normal foot-work is effortless, in the sense of
being neither so fast nor so heavy as to give any
sense of undue effort to the normal person, the
remainder will take care of itself.
Reserve Power
But there is another point. Normal playing
is not very colorful. Contrasts of tone in pop-
ular and song music are not very frequent. The
bellows system therefore should be weighted
with sufficient of equalizer space to assume that
variations in the demand on the pneumatic check
.will not have to be met by constant noticeable
changes in the speed of • pumping.
On the
other hand, however, changes must be possible,
without trouble or undue effort and as quickly
as may be required in any circumstances likely
to be met with. This means that the propor-
tion of area of equalizer to that of chests and
pumps must be carefully worked out, while it
also means that a springing system is needed
which will prevent total closing on hard pump-
ing, but will not involve the necessity for hard
pumping merely to get the equalizer to work.
The Chests
This same proportioning is needed, of course,
in the valve chests. In fact, it is necessary to
consider the area of the chests before we can
talk intelligently about the bellows. Now the
question of single as against double valve sys-
tems has been talked over more or less heated-
ly for years without any real decision. But by
this time, surely, it is permissible to point out
that whatever may have been said at one time,
no one can any longer deny that the single sys-
tem has thoroughly and completely demon-
strated its claims. It would no longer be ad-
visable to claim inferiority for it. This being
the case, the designer may to-day look forward
to a smaller chest area and, therefore, to a high-
er available tension, if his bellows are rightly
pioportioned. This again meanssmaller valves
and pneumatics, all of which helps to reduce the
size of the bellows and thus the physical effort
necessary to operate the player rightly.
Proportions
The matter of designing the proportions of the
bellows to those of the chest has to be worked
out as a matter of elementary engineering.
Taking the best bellows we can find, or, better
still, taking as many player actions as we can
find and averaging the pressures obtainable from
them, we shall find probably that the normal
playing pressure on easy pumping is about eight
ounces to the square inch of surface of the pneu-
matic. Now, taking this as a norm, suppose we
also find the normal pressure on the piano ac-
tion needed for normal playing. Then from this
we can deduce the required size of each pneu-
matic. From this again we can deduce the ap-
proximate area of the chest, which is based on
the idea of giving just enough air space to per-
mit the quickest possible discharge of the air
exhausted from the pneumatics, allowing for
the maximum probable number of these engaged
at any one time. From this the proportions of
the bellows can be obtained, for it is only nec-
essary to find the average maximum number of
notes which have to be played simultaneously on
the average piece in chord passages.
This
might be said to be perhaps six at the most.
Then one can find out what area of discharge
space is needed to exhaust six pneumatics with
their chest, on one easy stroke. From this as
a basis the size of equalizer and the possibilities
of any given bellows for obtaining rapid changes
by more rapid pumping can easily be determined.
It is to be hoped that some superintendents
did some figuring like this during last surrtmer.
If any of them did they ought to be able to pre-
pare a greatly improved player for 1919.
BUSINESS BEYOND EXPECTATIONS
Fred Colber, of Wm. Knabe & Co.'s Traveling
Forces, Tells of Increasing Demand for the
Ampico Throughout the Country
Fred Colber, traveling representative for Wm.
Knabe & Co., returned to New York Monday
after a six weeks' trip through the South and
Middle West. During the course of his trip Mr.
Colber visited the Knabe dealers in Tennessee,
Missouri, Illinois, Ohio and Pennsylvania and
the other points in the surrounding territory.
He states that business conditions are excel-
lent and that the majority of Knabe dealers re-
port a demand in excess of the supply of stock.
Ampico business is beyond all expectations, and
judging from the comments of the dealers this
popular reproducing piano will enjoy a remark-
able era of prosperity during the coming year.
While at St. Louis Mr. Colber had the pleasure
of being a witness to two Ampico grand sales,
which were closed in one morning in the warer
rooms of the Conroy Piano Co. in that city.
Greatest ^Annual Output"
3ANDARD PLAYER ACTION
&.
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Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
8
MUSIC TRADE
REVIEW
DECEMBER 28, 1918
exhibit is a New Edison and on the other a
Brunswick phonograph. The window was re-
Holiday Business of Enormous Volume—Many Sales of Knabe Ampicos—Why It Doesn't Pay to splendent with a variety of Christmas decora-
tions.
Knock a Competitor—Expect Increasing Volume of Trade in New Year
Bach Utley, who has been in Uncle Sam's
BUFFALO, N. Y., December 23.—Nineteen hundred fore the great Yuletide holiday and their "day aviation section for some time, was a holiday
visitor.
and eighteen is closing with the establishment and night" trade was highly satisfactory.
In the show window of the Robert L. Loud
of a record-breaking mark in the history of the
When the writer called at J. N. Adam & Co.'s
piano trade in Buffalo.
The signing of the piano department Saturday S. J. Butler, man- Music Co., Inc., is a poster picturing the Col-
armistice and the industrial reconstruction fol- ager, was just concluding the sale of a Knabe lege of Industrial Arts at Denton, Tex. Ac-
lowing it have in no way hampered the holiday Ampico to a Buffalonian who has made a for- companying the picture is the announcement that
business, which the retail piano merchants here tune in the moving picture business. This dis- thirteen Behning pianos have just been bought
declare is "the best ever." The local depart- criminating customer wanted the instrument for by this institution, which is a State college for
It is also stated that this sale of
ment stores handling pianos and talking ma- his son, who is attending a military college. Mr. women.
chines did not keep open any evening before Butler took personal charge of the demonstra- Behning pianos to this college, the largest in
Christmas and hammered constantly on the tion and the sale was handled "without a rip- the Southwest, is a tangible endorsement of
"shop early" theme. Their customers therefore ple." He found time to state that his Christmas the artistic quality of this instrument. A photo-
graph of several hundred young women attend-
had every incentive to make their purchases in trade was "simply great."
November and the first part of December, and
"We had a wonderful holiday trade on play- ing the school is also displayed. This live pub-
many did so. Even with this propaganda the ers and high-class phonographs" was the com- licity attracted wide attention.
"Our holiday trade was the best in our his-
piano trade kept up at high speed until "the ment of Albert Stettenbenz, general manager
eleventh hour" at these stores. The stores han- of the Utley Piano Co., Inc. In this week's tcry," said C. W. Strawn, general manager of
dling pianos and talking machines exclusively window display at this store a Poole piano is the Loud stores in Buffalo and Niagara Falls.
R. C. Schermerhorn, formerly of the Loud
were open for business about ten evenings be- shown as a central feature. On one side of the
staff, is continuing his services as a member of
the Quartermaster's Department at Washing-
tun. He has not omitted sending Christmas
greetings to his former co-workers in the Buf-
falo trade.
"Don't buy a piano at that store or you'll get
stung." This was a statement recently made by
a Buffalo piano salesman to a prospective cus-
tomer. Even if the young man had probably
read in The Music Trade Review and in books
on salesmanship a hundred times that "it doesn't
pay to knock a competitor," he fell into the
trap of not living up to the spirit of this proverb
and as a result he and his firm were the losers.
The firm on which the salesman used his ham-
mer to cast the reflection is a topnotcher, spends
thousands of dollars in newspaper advertising
every year and has maintained the highest repu-
tation for fair dealing. What was the result?
Even though the woman thought so much of
the player which the salesman was trying to
sell that she was nearly ready to have the deal
closed, the statement of the young man proved
repulsive to her. His remark did not create
prejudice against the firm that he tried to
"knock." Instead it called her attention to the
other store and through some mental process
all her own she finally decided in a few minutes
"that she would look around" and perhaps come
back later. But she didn't come back, much to
the discomfort of the salesman, who perhaps
hasn't realized even now that by his bungling
he threw a verbal monkey-wrench into his store's
machinery and straightway lost a gilt-edged
sale. In fact, he "got stung" himself. The
woman went to the store of the competitor and
without much ceremony made a highly satis-
factory purchase because she had implicit faith
in the firm that the youth had tried to discredit.
ments as sales and profit makers can learn
Again the timeworn advice, "Don't knock a
competitor."
"Our business this Christmas is solid and
staple," said A. F. Koenig, of the Koenig Piano
Co. "Our trade is three times that of a year
ago."
This firm handles the Hallet & Davis
line. Mr. Koenig said his holiday trade on
Pathe talking machines was beyond his expec-
tations and that he had made a number of cash
(140,000 of Our Pianos and Player-
sales.
CLOSING GREAT PLAYER-PIANO YEAR IN BUFFALO TRADE
Getting Ready for 1919
Wishing to all the host of our friends in the
trade, as cordially as we can, every good
thing which can come to them, we take
pleasure in saying that we have every reason
to expect that the ever growing demand for
The M. Schulz Company
Player-Piano
will be promptly and adequately cared for
during the coming year.
New and still better methods, new and still
better technical features, new and still better
selling points, may be confidently looked for.
Those who wish to become directly ac-
quainted with the possibilities of our instru-
much good news by writing to us; especially
also by asking for a copy of
THE SCHULZ PLAYER BOOK
Pianos Have Been Made and Sold)
MERCHANTS' EXECUTIVES TO MEET
Wishing to One and All
A Happy and Prosperous New Year
M. SCHULZ COMPANY
Established 1869
General Offices
Schulz Building
3 Factories in
711 Milwaukee Ave.
CHICAGO
CHICAGO
Southern Wholesale Branch
1530 CandlerBldg.
ATLANTA, GA.
Alex McDonald, chairman of the press com-
mittee of the National Association of Piano
Merchants, announced this week that the an-
nual meeting of the officers, executive commit-
tee and State Commissioners of the association
will be held at the Congress Hotel, Chicago, on
Monday, January 20.
WHITMAN
PIANOS — PLAYERS
Thm Greatest Value at Moderate Coat
WHITMAN PIANO MFG. CO., Inc.
40%-410 West 14th Street
NEW YORK

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