Classic Mode

Music Trade Review

Issue: 1920 Vol. 71 N. 20

Page 4 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
RE™
piano selling. Certainly there is a great need for live piano sales-
men just now, and the demand will increase as the necessity for
selling becomes more evident. \\ ith a live organization the income
of the good salesman is limited on.y by his own abiliiy to bring in
business. The work is clean and dignified, ami with the interest that
has been aroused in music generally throughout the country the
opportunities are unlimited. The thi. g to do is to find some mea:.s
of bringing the jobs and worthwhile men together.
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
J. B. Spillane, 373 Fourth Aye., New York; Second Vice-President, Raymond Hill, 373
Fourth Ave., New York; Assistant Treasurer, Wm. A, Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
WILSON D. BUSH. Managing Editor
CARLETON CHACE, Business Manager
L. E. BOWERS, Circulation Manager
Executive and Reportorlal Stall
EDWAKD VAN HARLINGEN, V. D. WALSH, E. B. MUNCH, L. M. ROBINSON, C. A. LEONARD,
EDWARD LYMAN BILL, SCOTT KINGWILL, THUS. W. BRESNAHAN, A. J. NICKLIN.
WESTERN
DIVISION:
BOSTON OFFICE:
Republic Bldg., 209 So. State St., Chicago.
JOHN H. WILSON, 324 Washington St.
Telephone, Wabash 5774.
Telephone, Main 6950.
IiONDON, ENGLAND:
1 Gresham Buildings, Basinghall St., D. C.
NEWS SERVICE I S SUPPLIED WEEKLY BY OUR
CORRESPONDENTS
LOCATED I N T H E LEADING CITIES THROUGHOUT
AMERICA.
Published Every Saturday at 373 Fourth Avenue, New York
Entered as second-class matter September 10, 1892, at the post office at New York, N. Y..
under the Act of March 3, 1879.
SUBSCRIPTION (including postage), United States and Mexico, $2.00 per year;
Canada, $3.50; all other countries, $5.00.
ADVERTISEMENTS, $6.00 per inch, single column, per insertion. On quarterly or
yearly contracts a special discount is allowed. Advertising pages, $150.
REMITTANCES, in other than currency forms, should be made payable to Edward
Lyman Bill, Inc.
Departments conducted by an expert wherein all ques-
tions
of a technical nature relating to the tuning,
S u ' a t i n 8 a n d repairing of pianos and player-pianos
p
dealt
with, will be found in another section of
are
this paper. We also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
Plovoi* PI an A anil
re
Exposition Honors Won by The Review
Grand Prix..
Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1902
Diploma.. ..Pan-American Exposition, 1901
Gold Medal
St. Louis Exposition, 190-1
Gold Medal—Lewis-Clark Exposition, 1905
LONG
DISTANCE
Vol. LXXI
TELEPHONES—NUMBERS
5982—6983
Connecting: all Departments
Cable uddreHo: "iilbill. New York"
MADISON 8Q.
NEW YORK, NOVEMBER 13, 1920
No. 20
THE NEED FOR SALESMEN WHO CAN SELL
S the necessity for reverting to real old-time salesmanship in
order to move stocks of musical instruments, and particularly
pianos, becomes more apparent, there is commented upon with in-
creasing frequency the great lack of competent piano salesmen—
men trained in piano selling who are able to go out into the field and
do business without a lengthy course of coaching. Not that the
men already engaged in the field are not competent, but rather that
there are not enough of them.
In New York, Chicago and other large cities, managers of
piano warerooms and departments have been complaining for some
time of their inability to build up a sales organization because of
the fact that a surprising number of worthwhile salesmen have
deserted the piano trade for other fields, and successful men in
other branches of industry could not be induced to try piano selling.
A well-known piano man who recently returned from a trip
through the Middle West declared that he found erstwhile piano
salesmen selling bonds and stocks, automobiles and practically every-
thing but pianos. In fact, one of the clan was found behind the
counter in a haberdashery. "The average young salesman," de-
clared the piano man, "is evidently more impressed by the fact that
selling bonds and stocks, for instance, means easy work and a
good income than he is by the fact that in another line of business
he might look for permanence and advancement. Wildcat stocks
and bonds mean easy money when the public is flush, but when
there is depression there is no market for such securities, and the
salesman finds himself high and dry.
"Just now the retail piano field offers some real opportunities for
the energetic salesman. If he has any real ability he is practically
assured of an annual income of $5,000, or better, and can make for
himself a permanent position with his house and look forward to
advancement to the position of manager. I know of at least two
concerns who have canceled plans to open several branch stores
because they could not find competent and trained men inside or
outside of their own organizations to manage the branches."
There should be some plan devised for reviving interest in
A
NOVEMBER 13, 1920
THE MUSIC ROLL COMES INTO ITS OWN
T
HE player-piano has long been, and is, one of the most important
factors in the piano trade from the sales standpoint, and as
much of the. permanent success of the player depends upon the
character and general attractiveness of the music rolls which go
with it the various developments in the music roll field may be
accepted as being of prime importance to the music industry as a
whole.
Certainly the production of music rolls has grown to a volume
not dreamed of a few years ago, and at the same time many improve-
ments have been made in the music rolls themselves to provide for
a more accurate and altogether satisfactory reproduction. While
the ordinary music roll has developed rapidly, however, it might be
well for the trade to watch the reproducing roll, for that promises to
be the basis of some interesting trade moves in the near future.
There has just been reported the intention of one big company to
concentrate its roll manufacturing activities in the production of
reproducing rolls recorded by noted pianists, and there are other
things pending in that line that will work for the advancement of
the roll industry and of the trade as a whole.
The standardization of the ordinary music roll, and the fact
that all ordinary rolls can be played on all standard types of players,
has had much to do with the growth of that department of the
industry, and while standardization may never be completely effec-
tive in the case of reproducing rolls, owing to the special types of
instruments for which they are manufactured, there can be, and
for that matter soon will be, reproducing rolls that have been
standardized to the extent at least of providing for quantity pro-
duction and, therefore, economy in production.
Produced and sold in great quantities, music rolls cannot now
be neglected by piano merchants as was the case in many instances
in the past. Then they had the excuse that the music roll depart-
ment offered small returns for the money and effort spent on it.
Under present conditions the only limit to the returns is that fixed by
the merchant himself in the interest he gives and the energy he
devotes to the proper exploitation and sale of the roll.
THE PRESENT NEED FOR ADVERTISING
EPORTS come from Milwaukee to the effect that the Mil-
R
waukee Association of Music Industries is likely to abandon
the plan for carrying on a co-operative advertising campaign this
Fall owing to existing business conditions, though we can but hope
that the report is somewhat premature and that the association will
change its attitude.
For the past three years this co-operative advertising campaign
in Milwaukee has represented a noteworthy achievement. Prac-
tically all the representative houses have participated in presenting
to the public large and impressive advertisements that unquestion-
ably stimulated sales. During the past few years, however, the
demand for musical instruments has been far in excess of available
supplies, and the advertising was to be regarded as valuable chiefly
for promised cumulative effect. W T ith plenty of stock on hand and
the demand falling off this year, the logical move would be to enter
into a co-operative campaign with increased vigor not only for the
results that would be obtained from such a campaign, but for the
purpose of realizing upon the cumulative results of the advertising
run during the past seasons.
It would seem that the Milwaukee merchants have a wonderful
opportunity of presenting to the public through large advertisements
pertinent facts regarding the trade situation in order that the
prospective purchasers might understand the situation and do their
buying now rather than hold off in anticipation of price reductions.
Certainly this is the time to advertise more extensively than ever,
for more sales are needed and retailers are in a position to cash in
upon the direct results of such a campaign.

Page 5 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
NOVEMBER 13,
1920
THE MUSIC TRADE REVIEW
BYRON MAUZY GUARANTEES PRICES TO THE PUBLIC
San Francisco Piano Merchant Maintains That Piano Prices Must Be Stable and Backs Up His
Opinion by Guaranteeing Buyers Against Price Reductions on Certain Lines Before 1822
SCHMOLLER & MUELLER PIANO CO.
SUFFER $250,000 FIRE LOSS
Warehouse Just Occupied by Company De-
stroyed by Fire and Several Hundred Pianos
and Talking Machines Are Burned or Wrecked
in any reduction of the price of materials and
labor as rapidly as it may occur. It must be
noted, though, that in the manufacture of a
OMAHA, NEBR., November 5.—The Schmoller &
piano compilations of costs show that from the Mueller Piano Co. suffered a loss of well over
time when the raw materials are taken from na- $200,000 as a result of .a fire which gutted the
ture until they are turned out as the completed new warehouse of the company at 1108 Douglas
piano 82 per cent of the cost of production is street last Saturday night. This is the third
labor and the only remaining 18 per cent the fire suffered by the Schmoller & Mueller Co.
cost of materials. Hence, the largely controlling within a year, the first fire damaging the rear of
factor in the cost of making a piano is the cost the company's store at 1311 Farnam street, and
of wages.
the second completely gutting the building at
"We, therefore, deem it proper to advise you that address.
that we do not foresee any appreciable lowering
The particularly unfortunate part of the
in our selling prices until wages are reduced or latest fire is that, although the company had
production per man increased.
purchased the warehouse building six months
"In view of the foregoing, which we believe ago, it had only taken complete possession of
to be an honest statement of fact, Byron Mauzy the structure on Saturday morning, when the
will guarantee until January 1, 1922, the former owner, a transfer agent, moved the last
price of the article purchased; any discount in of his stock.
price will be guaranteed to the customer. ' The
At the time of the fire there were stored in
following clause, or rider, may be attached to the the building seven carloads of pianos and sev-
contract. Have the same made in the form of eral hundred talking machines, most of them
a rubber stamp, or printed, so that it can be set aside for the holiday trade. The blaze
attached to each contract:
quickly spread beyond the control of the fire-
" 'Byron Mauzy hereby guarantees that if the men, and before the flames could be extinguished
regular retail selling price of the article of the the roof had fallen, carrying with it the third
same style and finish listed on this contract is floor, and the entire building was nothing but a
reduced before January 1, 1922, a refund' will shell with ruined pianos and talking machines
then be made of that amount in cash, or if the piled high in the center. The falling roof killed
amount is not paid up an equal credit entered.' " one fireman and seriously injured four more.
The origin of the fire has not been deter-
quiry comes. C. A. Bennage, Weaver dealer of mined, although it is believed it was started by
Milton, Pa., secured the first prospect received a lighted cigarette thrown aside by a careless
Growth of This Progressive Piano Manufac- in this campaign and sold a Weaver piano the workman. E. T. Haman, advertising manager
turing Concern the Result of Proper Policies same day he was advised by the company. The of the Schmoller & Mueller Piano Co., is au-
Weaver Co. report that inquiries in response to thority for the statement that the loss would
—Interesting Advertising Campaign
this campaign are coming in in large quantities, amount to close to $250,000.
YORK, PA., November 8.—The year 1920 marks and, considering the numbers of prospects that
the fiftieth anniversary of the founding of the will go direct to the dealers' warerooms in
CAN'T GET ALONG WITHOUT IT
Weaver Piano Co., Inc., of this city by J. O. response to the ad, it would seem that this cam-
Weaver. In retrospection, the growth of the paign is proving successful to a very high de- Even on Vacations Piano Men Read The Re-
Weaver Piano Co. from its humble beginning to gree.
view to Keep in Touch With the Trade
its present size has been remarkable. The
The much-discussed subject of price reduc-
growth of the company has been steady and only tion is treated upon in a recent communication
When the tired business man goes on a vaca-
as fast as consistent with the ideals of the com- by the Weaver Piano Co., Inc., to their dealers. tion he is supposed to leave the worries of his
pany to produce a product of real quality. The "As regards the wholesale prices," it is stated, industry behind him. But, according to the ac-
expansion has not been of the "mushroom" "we can see no sign of a reduction during 1920. companying illustration, this is not the case with
variety but has been along solid lines and the Our present prices were made April 5, 1920, piano manufacturers, dealers and association
company enjoys a stability that is the result and were based on material and labor costs
of this growth.
then ruling. Since then costs increased greatly
One of the most important guiding policies of to about September 1. After that date there
this house from its earliest days has been that has been some decline, but to-day costs are
of making the prices in accordance with the still considerably higher than they were on
cost of producing good instruments rather than April 5."
to try to build the piano according to the selling
price. The firm business policies which have
guided this company in its career and which
were laid down by J. O. Weaver, the founder, Music Dealers Form Important Part of New
are being followed and intensified by the present
Organization to Keep Standards High
executives. The destinies of the company are
now directed by W. S. Bond, president; Charles
DALLAS, TEX., November 8.—Great things are
F. Baer, vice-president; P. G. Mundorf, secre- expected of the recently organized Better Busi-
tary; Walter L. Bond, treasurer, and G. G. Bond, ness Bureau, which is made up of the leading
The Review Is Always Worth Reading
superintendent.
business houses of the city. In the sphere of executives. The photograph also bears evidence
This golden jubilee year also marks the en- musical activity the piano men are united for of the fact that when piano men go on their va-
trance of the Weaver Piano Co., Inc., into the better, cleaner business methods. The reputation cations they make ar r angements to have The
national advertising field on a large scale. Con- which Dallas has won and its high place in the Review follow right along behind them, so that
nections have already been established with the world of music are due to the efforts of these they may keep posted as to what is going on in
large advertising firm of N. W. Ayer & Son dealers who have spared no effort to raise the the trade. This photograph was taken at Stam-
to handle this publicity. A list of farm papers standards of the industry and keep them high. ford, Conn., and shows William Tonk, president
has already been selected, among other me- The music firms which are charter members of of Wm. Tonk & Bro.; A. V. W. Setley, vice-
diums, and the effect of this direct-to-the-con- the Better Business Bureau of Dallas are: The president of the Estey Piano Co.; Jerome W.
sumer advertising is expected to have a favor- Edison Shop, the Field-Lippman Piano Stores, Ackerley, live wire Patchogue, L. I., dealer, and
able effect upon the sales of the Weaver dealers. G. H. Jackson, the Leyhe Piano Co., Sanger Albert Behning, secretary of the National As-
The first of the Weaver advertisements appeared Bros., the Will A. Watkin Co. and the D. L. sociation of Music Merchants and other organ-
September 1 and others are appearing at regu- Whittle Music Co.
izations, who were caught while going over the
lar intervals and will continue to do so until
trade news of the week in The Review.
September 1, 1921. Any inquiries in response
The Theno Music House, Osage, la., recently
to the advertisements that are received by the sold a handsome A. B. Chase piano to Roy Raub,
The Independent Music Stores, Inc., have
Weaver Piano Co. are referred immediately to the manager of the new Colonial Theatre in opened for business in Manchester, N. H., at 127
the dealer in the territory from which the in- that' city.
Hanover street.
SAN FRANCISCO, CAL., November 5.—Byron Mauzy
believes that the piano prices will be stable.
In consequence of this fact he has issued a"
bulletin to all managers and employes, using as
a base the message of one of the large manufac-
turers and further instructing them as to the use
of a nder which is printed and attached to the
contract. The bulletin to the employes reads:
"At this time, when the sensational announce-
ments of price reductions in many lines of trade
are disturbing the minds of your prospective
customers, we feel you should know the true
facts as they relate to our business.
"'When commodity prices began to rise, food,
clothing, etc., went up, up, up, up, from the very
start, and their percentage of increase was sev-
eral times higher than the increase on pianos.
Also increases on our pianos were much slower
in coming, as they were only made by reason
of actual increases in the cost of material and
labor. Our dealers and the public have bene-
fited accordingly. The present shaking out of
excess profits is what you see in these sensa-
tional statements of reductions and should not
divert you from the fact that these very people
still have their normal profits in their new prices.
"With the ever-present desire to make avail-
able to the public every saving possible, our
policy with reference to price reduction will be
to give our customers every possible advantage
WEAVER CO.'S GOLDEN JUBILEE
DALLAS BETTER BUSINESS BUREAU
:
'..
'
*
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