Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
SEPTEMBER 4,
1920
THE MUSIC TRADE REVIEW
ST. LOUIS TRADE REPORTS BIG VOLUME OF BUSINESS
Instruments of the Very Best Class in Excellent Demand—Local Dealers Surprised at Sales
Totals for Summer Season—Many Stores Being Remodeled—Personals and Other News
There are but
cording to the information Mr. Kieselhorst has;
received, that Apollo was traded in for a repro-
ducing instrument at a valuation of $1,500. Al-
lowances are getting tighter at the Kieselhorst
store. Excessive allowances, he believes, are
costing piano merchants 20 to 33 per cent of
their profits.
William Jenkins, manager of the music roll
department of the Scruggs, Vandervoort & Bar-
ney Dry Goods Co., is back from the Big Piney
River in the Missouri Ozarks with expansive
tales about the fishing to be enjoyed in that
region.
E. P. Johnson, president of the E. P. Johnson
Piano Co., Elgin, 111., called on St. Louis piano
men last week.
Phil Lehman, president of the Lehman Piano
Co , returned Saturday night from a trip to
Eastern cities to get ideas for the remodeling
of his store.
Two Profits
ST. LOUIS, MO., August 30.—Volume of business
is the thing that has saved the piano situation
this Summer. Sales have not been numerous
but they have been big. Most of the transac-
tions have been in the highest-priced instru-
ments. Kvery sale has contributed substan-
tially to the volume. Heads of firms have been
surprised, in some instances, on casting up the
figures at the end of a month which seemed to
have been dull, to find that in volume that
month has gone ahead of the same month last
year. Some houses have made very handsome
comparisons with the corresponding months of
the year before. It was that way last month
and this with the Conroy Piano Co. July beat
July, 1919, and P. E. Conroy, president of the
company, said Friday that if not another piano
was sold before the end of the month it would
be considerably more than 50 per cent better
than the corresponding month last year. Others
say that business is fair, considering everything.
Included in "everything" is the dull season and,
at most of the houses, alterations which have
made piano selling a rather distracting opera-
tion. Carpenters are making such a din that
salesmen have to shout at customers, which is
not a good way to sell pianos.
Aside from all the usual business drawbacks
there is an unusual one that is arousing the ire
of the Olive street music merchants. Half of
Olive street, east of Twelfth street, is torn up.
It was torn up for the purpose of laying new
tracks, after which the torn-up portion was to
be repaved. But when the street was nicely
turned upside down the pavers struck. The
street has been in that condition' since August
11. The merchants are making strong com-
plaints. They say that automobiles can't stop
in front and the sidewalk is strewn with paving
blocks', causing pedestrians to take other streets,
and the street presents such a dissolute appear-
ance that nobody goes near it who can help it.
Efforts are being made to fill the strikers'
places.
The recent rather noticeable prevalence of
"alteration sales" and other "sales" ,prompted
the Conroy Piano Co. to say something in its
advertising about Barnum's dictum that the
American public likes to be humbugged. It was
admitted that Barnum was a good circus man,
but doubt was expressed whether successful
merchandising concerns are built on the prin-
ciples of circus organizations. "Although main-
taining clean and attractive showrooms," the
advertisement read, "Conroy's do not take advan-
tage by the redecoration of their premises or an
occasional rearrangement of their s-tock in put-
ting on Alteration Sales, Removal Sales, Spe-
cial Sales, etc., or mark-downs that have been
previously marked up. Nor do they engage in
any false or deceptive practices in the represen-
tation of their merchandise."
E. A. Kieselhorst, president of the Kieselhorst
Piano Co., is telling the prize trade-in story lo
illustrate the evil of excessive allowances.
Eight years ago the Kieselhorst firm sold a foot-
power Apollo player for $850. Last week, ac-
Why Relinish?
You can save money on expensive Refinishing
jobs with the use of Campbell's Varnish Repair
Products.
Each Campbell Product is made for a specific
Wood Finish Repair and is perfectly suited to the
use for which intended.
Campbell's Products are composed of the high-
est class materials. Sold on 30 days' trial. If
any Campbell Product fails to give satisfaction,
it is returnable at full purchase price.
Write for booklet, "How to Re-
pair Damage to Varnished Surfaces."
The M. L. Campbell Co.
713 East 19th St.. Kansas City. Mo.
BIG BOOM IN INDIANAPOLIS
Advent of Over Thirty Industrial Plants Will
Mean Excellent Business This Fall—Items of
Interest Concerning the Trade
INDIANAPOLIS, IND., August 31.—With Indian-
apolis enjoying a big industrial boom, local
piano merchants are looking forward to a brisk
business this Fall and Winter. More than
thirty industries have made arrangements to
locate plants here within the last six months.
The National Lamp Works of the General
Electric Co. has just announced its purchase of
a site for a $2,000,000 plant which will employ
1,700 persons.
The Westinghouse Co. has under construc-
tion a large factory for the manufacture of in-
candescent lamps. The new industries will add
a tremendous sum to the present payrolls of
the city's factories and the effect of this is bound
to be felt in the piano and talking machine
business, the dealers point out.
Business this Summer has averaged up fairly
well, the dealers report, although this month did
not come up to previous expectations.
R. E. Wells, general manager of the Middle
West district for Steinway & Sons, visited
Edgar Daab, Indianapolis manager, last week.
All of the salesmen at the Edison Shop are
now married as a result of the two new recruits
joining the ranks of the benedicts, Leonard G.
Carlin and William Grindle. Both returned
fiom their vacations with brides.
The Pearson Piano Co. is opening a new
branch at Muncie, Ind. E. W. Stockdale, man-
ager of the company, was there this week. D.
Reddington, formerly in charge of the branch
at Anderson, Ind., will be manager of the new
store.
C. J. Fuller, of the Fuller-Ryde Music Co.,
said that the small goods business was holding
up unusually well. Mr. Fuller designed an at-
tractive window displaying "everything for the
drummer."
With a continuance of cool weather, George
Lennox, of the Rapp & Lennox Piano Co., looks
for an early start in the Fall business. Mr.
Lennox's mother was taken ill suddenly several
days ago, but Mr. Lennox is hopeful of her
recovery.
The piano and player business is picking up
briskly at the Carlin Music Co., Frank Carlin
reported. Mr. Carlin looks for a brisk Fall
business.
E. L. Lennox, of the E. L. Lennox Piano Co.,
started on a Western trip to the Coast this
week. He expects to be away for two months.
E. G. Hereth, manager of the Baldwin Piano
Co. store, is spending his vacation at his new
Summer home in North Port Point, Mich. Carl
F. Vehling, assistant manager, said that the
Baldwin dealers were reporting better prospects
this Fall than ever before. The demand for
grands continues heavy, Mr. Vehling said.
With P i a n o s and
Player-Pianos com-
pletely made in one
factory when they
are properly mer-
chandised— the
maker's and yours.
The result is a fair
price to the public,
and a s u b s t antial
profit to you.
LESTER
PIANOS
Grand—Upright—Player
Can be handled by
you to your great ad-
vantage b e c a u s e
they always g i v e
lasting satisfaction,
and can be sold at a
price within the av-
erage man's reach.
Yet, there is a large
gain for you in each
sale, and you know
that your customers
are so well served
that they will not
hesitate to recom-
mend their friends
to you.
Your territory may
be open. Write to-
day for full details.
Lester
Pianos
Last a
Lifetime
LESTER PIANO CO.
Philadelphia