Music Trade Review

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THE
8
THE POINT OF VIEW
(Continued from page 7)
t
steady all around. It is interesting also to
know that two years ago more than a million
dollars' worth of music rolls were produced.
All these figures, of course, refer to numbers
made. But that does not alter the significance
of the facts. The music industries are in a
pretty fair condition and the temporary slump
of this year cannot hurt them very much or
permanently.
Play Softly
MUSIC
TRADE
REVIEW
NEW SEEBURG REPRESENTATIVE
M. Lemonoff to Cover New England for J. P.
Seeburg Piano Co.
CHICAGO, III., June 20.—M. Lemonoff, a traveler
of long experience both in pianos and automatic
instruments, has been appointed Eastern repre-
sentative for the J. P. Seeburg Piano Co. He
will cover New York State, New England, Dela-
ware and part of Pennsylvania. He is very en-
thusiastic regarding his new connection and
has already commenced a vigorous campaign in
his territory.
J. P. Seeburg, president of the J. P. Seeburg
Piano Co., returned this week from a trip to
Detroit and Pittsburgh. In the former city he
called on Grinnell Bros., who have the Michigan
State agency for the Seeburg product; and in
Pittsburgh, on the Selzer Music Co., exclusive
Seeburg distributors. Mr. Seeburg is decidedly
enthusiastic regarding the excellent business be-
ing done on his product by these and other
leading representatives of the company.
Lee S. Jones, sales manager of the J. P. See-
burg Piano Co., returned this week from an
Eastern trip, during which he established half
a dozen strong, new agencies in important
cities. The Seeburg sales campaign, which has
been waged with much success for several
months past, is now being prosecuted with con-
tinued vigor. The sales force consists of six
experienced travelers who not only visit the
dealers but, if required, give them an actual
demonstration of the best way to present the
product and even dig up a prospect or two and
show the dealer how to handle them. The
Seeburg Co., by the way, is taking the positive
stand that dealers who handle the Seeburg
agencies must actually carry stock.
Here is a thought: the secret of all good
demonstration of a foot-pumped player-piano
may be concentrated into the one simple idea
of learning to play softly. It is said that more
flies can be caught with honey than with vine-
gar and the person who made that profound
remark may be credited with a completely prac-
tical knowledge, so far as it goes, of the habits
of musica domestica. A parallel and equally
profound remark is that for every man or
woman who is attracted by noisy music there
are ten who sit up and take notice when some-
thing soft and soothing is brought to their aural
attention. The analogy of the dance hall will
not work in opposition to this aphorism, for
those who go to dance go for the sake of the
rhythm and not for the sake of melody. They
need rhythmic noise, and the jazz band gives it
to them. But that is not music. A man or
woman approaches a player-piano usually with
the idea that it is a noisy affair and nothing else.
Show that man or woman from the start that it
can play music softly and sweetly, if you would
gain the confidence and the interest which are
preliminary to desire. For every ten salesmen
we know who sit on a player beTich and work
away till the sweat rolls down their cheeks and PAYS TRIBUTE TO THE FOTOPLAYER
gets into their eyes we know one who has mas-
tered the art of taking things easy and pro- Circular letters do not always bring the type
ducing sweet, soft music without apparent ef- of returns expected, although in the particular
case of a circular letter which the American
fort. Yet it is very easy, after all!
Photo Player Co. sent to logical prospective
purchasers of the Fotoplayer they received an
unusually satisfactory reply. The circular let-
ROLL COMBINATIONS IMPORTANT
ter was sent with the purpose of interesting
Proper Arranging of Numbers in Automatic motion picture owners in the Fotoplayer. A
Rolls Must Be Observed
postal card was received from the Victory The-
atre, Salisbury, N. C, one of the establish-
CHICAGO, III., June 21.—The importance of ap- ments circularized, which read as follows:
propriate arrangements of hits in automatic
"Gentlemen: We bought a Fotoplayer two
music rolls is a factor too little emphasized. years ago. This instrument has given absolute
Every month there are a certain number of satisfaction. No customer can afford to be
sure-fire hits, along with a number of "also without an American Fotoplayer. It will pay
lands," or songs which achieve a certain amount for itself by increasing business."
of popularity, but never become big sellers.
R. P. Matthews, vice-president and New York
The Automatic Music Roll Co., of Chicago, manager of American Photo Player Co., stated
in arranging its monthly roll lists, endeavors that there was a question in his mind a*s to
to group the selections in a manner which which he preferred—a letter from a prospec-
pleases the ear, while keeping together all num- tive customer or a letter from an old customer
bers of the same nature, claiming that an all- who was well satisfied.
hit review will always makes the best seller,
but that auxiliary arrangements each month can
THE REPRODUCO PIPE=ORGAN
be made much more attractive by the exercise
of taste and selection. Indeed, the problem of
CHICAGO, III., June 20.—The Operators Piano
the automatic roll arranger is a difficult one, Co. has just issued an attractive new circular
and upon the correct selection of monthly on the Reproduco portable pipe-organ, on which
numbers depends, in a large measure, success- it has had a remarkable demand the past two
ful sales.
years. The Reproduco is a self-contained piano
and pipe-organ that anyone can set up and fits
in nicely as a stock proposition for dealers
AN ARTISTIC BULLETIN
and can easily be substituted in smaller places
The July bulletin of the Pianostyle Music for an instrument that would call for specifica-
Co., of Brooklyn, N. Y., giving the July releases tions. The company stresses the fact that this
of the Pianostyle music roll, both word and is a pipe-organ and not a reed organ. It is
instrumental, has been prepared in an attractive provided with 8-foot stopped diapason, flute
and timely manner. Appropriately, the bulletin and violin pipes. The blower, operated by an
is printed in the national colors. The list of electric motor, is installed in a separate, sound-
releases is printed over a reproduction of the proof cabinet. The violin, flute and stopped
well-known painting, "The Spirit of '76." On diapason pipes are combined with such acces-
the reverse side appears a list of Pianostyle sories as swell, tremolo, mandolin, piano and
hits with the picture of a huge modern cannon cutler devices.
and bull's-eye, representing the sure-fire hits
An automatic player mechanism may be in-
of the Pianostyle list.
stalled if desired. Equipped with this mecha-
nism the Reproduco organ will automatically
The Patrick Music Co., Long Beach, Cal., reproduce from the solo rolls the playing of
has moved to new quarters at 334 Pine avenue. master organists.
JUNE 25, 1921
THE WINDOW
SALES FORCE
Clever and Strikingly Arranged Q R S Display
by Arthur Jordan Piano Co., Washington,
D. C, Helps to Win Interest and Sales
The Q R S department of the Arthur Jordan
Piano Co., of Washington, D. C, maintained a
high quota of sales during the past month and
this was in no small part due to the splendid
window display which the -company prepared.
Q R S Display at Jordan Co. Headquarters
Always with an idea to attracting the public's
attention, Mrs. A. G. Hart, manager of the
department, plans and executes clever and ef-
fective window displays with an idea of mak-
ing them attractive to the eye primarily and yet
at the same time putting across a sales idea.
The part of the window display shown here
gives an idea how Mrs. Hart makes up these
attractive displays. It was gotten up to depict
"Ain't We Got Fun?", the name being the title
of a new music roll just released by the Q R S
Music Co.
The effect was obtained by bringing in a
good portion of the Arthur Jordan establish-
ment and then painting a landscape background,
a collection of beach vamps, such as the beach
cops are after, put in position playing about in
sand, a few shovels; in fact, a real picture of
fun. In the corner was a card marking the
name of the new production.
Splendid sales results were obtained from the
effort and the management is to be congratu-
lated on their enterprise thus demonstrated.
BELIEVES IN COOPERATION
Automatic Music Roll Co. Tells of Increased
Demand for Music Rolls for Coin-operated
Pianos, Organs and Orchestrions
CHICAGO, III., June 20.—-The Automatic Music
Roll Co. reports a largely increased business on
music rolls for coin-operated pianos, organs and
orchestrions. The character of the demand
shows not only the largely increased number of
instruments in operation, but an energetic cam-
paign on the part of dealers in pushing the sales
of rolls to places having instruments of this kind
installed.
The Automatic Co. makes a specialty of sup-
plying the trade with the very latest hits and its
bulletins each month not only reflect its enter-
prise, but also show a new and efficient classi-
fication of the selections on the different rolls.
The July bulletin in particular is a model of
selection and arrangement in every respect. The
company keeps very close to its dealers and its
customers and seeks their advice and sugges-
tions as to the composition of the rolls. The
monthly bulletins which the company is issuing
are calculated to meet the demands of every
section and locality.
The company's service department is espe-
cially well organized and it is prepared to help
its customers in every way to push their busi-
ness vigorously and to aid them in the selection
of rolls best adapted to meet the demands of the
trade.
RESIGNS AS MANAGER
O. E. Kellogg recently resigned as manager
of the store of the Mathushek Piano Co., New
Haven,. Conn., to engage in another line of busi-
ness.