Music Trade Review

Issue: 1918 Vol. 67 N. 26

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
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
DECEMBER 28,
THE
1918
MUSIC TRADE
9
REVIEW
uisa
fiRFfiM^fif^^
Start the New Year
with
CONNORIZED
MUSIC ROLLS
Popular Numbers for
January Now Ready
6397 La Marseillaise Hymn—National Hymn of France.
With Bugle, Drums and other Orchestral
Effects
Rouget de Lisle
Arranged and played by S. A. Perry.
6398 Farewell—Ballad—'Cello, Guitar and Ukulele
Efforts
I. L. Weile
Played by S. A. Perry.
6399 Oh! What a Time for the Girlies When the
Boys Come Marching Home—Fox-trot,
Lewis, Young & Ruby
Played by Herbert Claar, assisted by H. S.
6400 Good-Bye France—One-step
Irving Berlin
Played by Claar & Shipman.
6401 Only a Rose in No Man's Land—Song. Ballad.
Ukulele Effects
Lamb & Marr
Played by S. A. Perry.
6402 The Navy Will Bring Them Back—March Song.
Johnson & Schuster
Played by 8. A. Perry, assisted by H. K.
6403 When You Look in the Heart of a Rose—Bal-
lad.
Ukulele Effects
Gillespie & Methven
Played by S. A. Perry.
6404 Mother. Here's Your Boy—One-step. Jazz Ef-
fects
Mitchell. Gottler & Morse
Played by Herbert Claar, assisted by H. S.
6406 Kisses (The Sweetest Kisses of All)—Ballad.
Jazz Effects
Sullivan & Cowan
Played by Claar & Shipman.
6407 Beautiful Ohio—Waltz Song. 'Cello and Uku-
lele Effects
MacDonald & Mary Earl
Played by S. A. Perry.
6414 Have a Smile for Everyone You Meet, and
They Will Have a Smile for You—Fox-trot.
Brennan. Cunningham & Rule
Played by Herbert Claar, assisted by H. S.
6415 When the Sun Goes Down in France—March
and One-step. Orchestral Effects..G. C. Tennant
Played by S. A. Perry, assisted by H. C.
6416 Beautiful Isle of Somewhere
Pounds A. Fearis
Played by C. Herman Kornbau.
Hand-Played Record Rolls
They are different—You will like them
20727 The Rose of No Man's Land—Fox-trot.
Caddigan & Brennan
Played by A. Hyland.
20728 I Want a Doll—Baggy One-step.
Moran, Bryan & Von Tilzer
Played by Herbert Claar.
20729 Tell That to the Marines—A new Al Jolson
"Slnbad H i t " . . .After Id ge, Schwartz & Al Jolson
Played by S. A. Perry, assisted by E. 8.
20730 It's Never Too Late to Be Sorry—Ballad. Uku-
lele and Marimba Effects
Dempsey &. Burke
Played by 8. A. Perry, assisted by E a
20731 Oh! What a Time for the Girlies When the
Boys Come Marching Home—Fox-trot.
Lewis. Young & Ruby
Played by Herbert Claar, assisted by H. 8.
20732 Good -Bye, France—One-step
Irving Berlin
Played by Claar & Shipman.
20733 Mother, Here's Your Boy—One-step. Jazz Ef-
fects
Mitchell. Gottler & Morse
Played by Herbert Claar, assisted by H. 8.
20734 Beautiful Ohio—Waltz Song. 'Cello and Uku-
lele Effects
MacDonald & Mary Earl
Played by 8. A. Perry.
Slff^glff^SiySffffflfffflff^lff^^^
The razzle-dazzle of events since last we wrote
has been so dazzling, not to say razzling, that
one still feels a little breathless. Still, now that
we are at the end of another year, it is worth
while just saying a word or two about some of
the things which have happened to us since said
year began what was destined to be its com-
pletely amazing career.
After all, we came
through with it in better shape than most of us
would have been willing to bet on this time last
Christmas. The player roll business had its
dark days all right, and there were times when
it looked as if, between the shortage of paper
and the terrific cost of everything in the way
of labor and supplies, the whole shooting-match
would shortly blow up with a loud bang. But
the native ingenuity of the men who are making
the game what it is, combined with the oppor-
tune discovery that the material situation would
not be as bad this fall as at first we had reason
to think it would be, kept us going somehow;
and now all of a sudden we find ourselves out
of the war and able to think once more about
normal production and normal profits. True,
neither of these objects of our thought has been
realized just yet; but both are within sight.
Meanwhile we have the satisfaction of knowing
that the demand for all our goods exceeds the
supply by goodness knows what percentage.
The crowds in the retail stores—and there are
really crowds in them—are howling for rolls,
while perplexed dealers rack their brains for ex-
cuses. It is all very different from our an-
ticipations, and we ought to be most grateful.
Another cause for gratitude is that the war
conditions forced us to cut down the excessive
bulk of our monthly publication lists. For a
long time past the mania had been for quantity,
with quality somewhat in the background, as it
were. To-day, however, we are beginning to
approach the end of the quantity-production
epoch and are wondering just how we shall make
the transition to the coming epoch of quality
and refinement. The action taken by manu-
facturers during the present year, which resulted
in cutting down the number of rolls issued each
month, marked a very long step in the right di-
rection. There has been far too much reaching
out for variety and far too little choice between
good and bad. The public, moreover, are rapid-
ly coming to see that the player-piano is capable
of producing quite good music, even in the hands
of men and women who have had no musical
training whatever, given a little good-will and
perseverance. From the moment the owner of
a player-piano finds he can get decent music out
of it he begins to reach out for something bet-
ter and to have a hankering for some of the
lighter classics, the operatic airs and the other
nicer pieces he has heard or heard of. As the
player-piano becomes better known, the taste of
the people in music is bound, even if slowly, to
rise in a fairly steady progress towards the
definitely good. Roll manufacturers are begin-
ning to see, also slowly, but also definitely, that
they must do whatever lies in their power to
cultivate better musical feeling and desire
among the masses of the people. The task will
not be light or easy, but every step taken in
the direction of improving public taste means
a step taken in the direction of cutting down
production costs and increasing profits. When
we are all thoroughly committed to a policy of
small monthly lists of new publications and with
a choice of only the very best and most certainly
permanent popular numbers, together with a
good admixture of the standards, we shall have
accomplished something worth while, and shall
have forever abolished any reproach concerning
the faddy and uncertain nature of the roll busi-
ness.
Whilst we are considering all these matters
there is no reason why we should not begin
to think about getting out a special edition of
the classics of Allied Music, as it might be called.
The small but ever-growing army of player-
pianists who like good music would welcome
with great joy a nice well-arranged edition of
British, French, Italian, Russian and American
high-class music. The French would include
Rameau, Berlioz, Chopin, Massenet, Gounod,
Debussy, Saint-Saens. The Italians might be
Verdi, Rossini, Mascagni, Boito and Scarlatti.
The Russians would number Tschaikowski,
Rachmaninov, Moussourgski, Glinka, Cui and
Rubinstein. The British would certainly have
Arne, Purcell, Handel, Sullivan, Sterndale, Ben-
nett, Elgar, Holbrooke, Coleridge, Taylor, Grain-
ger and Bantock. The Americans would not
(Continued on page 10)
PLAYER--ORGAN--PIANO
Connorized Music Co.
E. 144th St. and Austin PI.
New York
1234 Olive St., St. Louis, Mo.
LEATHERS
A Specialty of Pneumatic Leathers
'
AJUL+JU,*
Hand Played
Rolls
With Words
Hand Played
Rolls
Without Words

Download Page 8: PDF File | Image

Download Page 9 PDF File | Image

Future scanning projects are planned by the International Arcade Museum Library (IAML).

Pro Tip: You can flip pages on the issue easily by using the left and right arrow keys on your keyboard.