Classic Mode

Music Trade Review

Issue: 1921 Vol. 73 N. 7

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE
10
REVIEW
AUGUST 13, 1921
ST. LOUIS DEALERS MAKING GOOD SALES AT NIGHT
SPECIAL BALDWIN GRAND PIANO
Business Transacted at Homes of Prospects During the Evening Proving Very Profitable—Two
Sales That Required Little Effort—Improvements at Wurlitzer Store
Handsome Instrument in White Mahogany Built
Specially for J. J. McClellan, Organist of
the Mormon Tabernacle in Salt Lake City
ST. LOUIS, MO., August 8.—They used to say that
the early bird got the worm. They say now that
it is the late bird that gets the worm in St.
Louis piano circles, meaning that it is the
salesman who stays up late who makes the sales.
It is probable that more night sales are being
made now, in proportion to the total number,
than for years. Night appointments, with a ride
for the family to the store and a pleasant eve-
ning, with selections on the piano and nothing to
distract, have always been favorable for closing
the deals, even when making sales by daylight
was not very difficult. But things are difficult
now and the salesman needs all the advantage
which the quiet evening session gives.
The day of adventitious sales has not departed,
however. Two Steinway grands were sold at
Aeolian Hall last week without night work or
very much of any other kind of work. In one
case a man was walking down Olive street when
he caught sight of a Steinway grand in the
Aeolian window. "That reminds me," he said.
What it reminded him of was that his twentieth
wedding anniversary was only a few days off.
"Dogged if I don't believe I'll get the wife a
grand," he further communed with himself. No
sooner said than done. He dropped in and said
he would like to hear what that good-looking
grand in the window sounded like. S. L. Halli-
nian showed him that it sounded as good as it
looked and inside of twenty minutes it was
bought and paid for and tagged to be sent out
on the wedding anniversary. And that was not
all. A woman came in during the week and said
she would like to send some little thing to her
daughter, who was going to get married down
South. It did not take long to convince her
that a Steinway grand was the identical little
thing that she was looking for. She bought it
and it is on its way South. It is obvious, though,
that these things are mentioned because they are
exceptional. Night-riding is more dependable as
a regular thing
Manager T. B. Moran, of the Wurlitzer Co., has
spent most of the time the past few days stand-
ing out at the curb or across the street admir-
ing that new canopy of copper and brass which
lends the Wurlitzer store a new air of distinc-
tion. It is a handsome canopy, all right, and
Mr. Moran has a right to feel proud of it. His
satisfaction is increased by the fact that it took
time and diplomacy to put it there. When he
first planned it there was opposition on the part
of other piano men who, naturally, dislike any-
thing that obstructs the view of their own stores.
And the Board of Public Improvements told Mr.
Moran he had better not. He waited, and after a
while there was an election and the complexion
of the Board changed somewhat. Mr. Moran
went around when the other piano men were
not looking and got a permit and by quick work
he got the canopy up before anybody had a
chance to object. Now that it is up there is not
much inclination to complain. It admittedly adds
to the architectural splendor of the street.
R. H. Cone, Jr., of the Aeolian Co., says a good
way to spend a vacation is to motor through
Missouri within a radius of ISO miles of St.
Louis. He spent his vacation that way and
liked it.
The Kieselhorst Piano Co. will be represented
at the National Junior Tennis Championships at
Boston, August 21, by Richard Rosebrough, who
won the local elimination.
R. S. Dunn, of the Straube Piano Co., Ham-
mond, Ind., was in St. Louis last week.
W. A. Lippman, secretary and manager of
the Field-Lippman Piano Co., motored to the
State Fair at Sedalia, accompanied by his wife
and son.
M. S. Flegle, of the Field-Lippman Piano Co.,
has sufficiently recovered from an illness to re-
sume his work. Elmer Brady is spending his
vacation at Chicago and the lakes. Andrew Lutz
has returned from the Ozarks.
P. M. Harris, sales manager of Philip Werlein,
Ltd., New Orleans, La., arrived here Saturday
for a week's visit with his brother, G. R. Harris,
sales manager of the Lehman Piano Co. The
next two weeks they will spend together in the
East.
S. E. Secoy, general manager of the Jesse
French Piano Co., New Castle, Ind., was here at
the end of the week, starting on a trip through
the West and South. J. F. Ditzell, manager of
the Famous & Barr Co. music salon, has re-
turned from Chicago, where he spent a week
on business. He will leave September 1 on a
vacation trip.
Valle B. Grossman, of the Famous & Barr Co.
music salon, has returned from a three weeks'
tour to the Pacific Coast.
The
Musician's Small Grand
The Ludwig is not merely a grand piano in appearance, it is also a grand
piano in tone. Not made small enough to fit in a corner, but large enough to
provide for proper string length, and sounding board area, that will produce
real grand piano tone. The
LUDWIG
is 5 feet 3V2 inches long—and we invite its comparison, both as to tona)
quality and appearance—with any other small grand, irrespective of price.
Ludwig & Co.
Willow Avenue and 136th Street
New York
The Ludwig Reproducing Piano
Grands
Uprights
Players
CINCINNATI, O., August 8.—A recent product of
tfye Baldwin Piano Co. factory that aroused
much interest was a specially built Baldwin
Testing the Special Baldwin Grand
grand for J. J. McClellan, organist of the noted
Salt Lake City Tabernacle. The instrument was
cased in white mahogany, in order to blend
with the woodwork in Mr. McClellan's studio
in the School of Music of the Latter Day Saints.
The accompanying illustration shows the final
test of the instrument in the Baldwin factory.
SALES AIDS FOR HARDMAN DEALERS
Hardman, Peck & Co. Issue New Folio of Sales
Letters for Dealers
Hardman, Peck & Co., New York, have pro-
duced another folio of sales stimulants for their
dealers, consisting of a series of five form let-
ters for the dealers' use and a sixth letter from
Hardman, Peck & Co. to the dealers, urging
them to send the form letters over their mail-
ing list. The folio is entitled "How to Increase
Your Piano Sales."
There is no doubt that if the dealer carefully
follows out the instructions accompanying the
letter he will find the results up to the expecta-
tions of Hardman, Peck & Co. The five form
letters are to be used on different classifications.
One is a welcome letter to new people, who have
made their homes in the town of the dealer. The
second is a letter to be used to follow up society
notes and engagement notices in local papers.
The third is a lefter to be sent to young brides,
the prospects to be gleaned from the marriage
notices. The fourth and fifth are general letters
to-send over the general mailing list of the wid-
est latitude, one emphasizing the prestige of the
Hardman instrument, while the other is to be
used as a follow-up to the
first.
:
There is no doubt that such material as this,
which is only an example of the many Hardman
bulletins, will serve to stimulate trade for the
Hardman dealer, if properly used.
I
ANOTHER GERMER MUSIC SHOW
Beardstown, 111., Music Dealer Announces His
Fifth Annual Exhibition
BEARDSTOWN, III., August 8.—Arthur C. Germer,
well-known music dealer, of 118 State street, this
city, has sent out formal invitations to the Fifth
Annual Dealers' Music Show, to be held under
his auspices. The exhibit will be held in Mr.
Germer's store and preparations have been made
to have it of a most elaborate character.
Mr. Germer has already secured trade recog-
nition as the first music dealer to undertake to
hold a regular music show of his own. He
makes a special display of complete lines of
instruments and provides souvenirs for those
who attend. An excellent musical program will
be one of the features of the show, which is.
expected to produce results even more satisfac-
tory than those attained hitherto.
;
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
AUGUST 13,
THE MUSIC TRADE REVIEW
1921
NEW BUILDINGS FOR DREHER AND RANDOLPH CONCERNS
Two Prominent Cleveland Piano Houses to Occupy New Quarters in the Future—Musical Instru-
ments to Be Well Featured at Coming County Fairs—News of the Week
CLEVELAND, O., August 9.—That piano mer-
chants hereabouts are alive to what the Fall
and next Winter hold for the progressive dealer
may be illustrated by the activities of at least
two firms in the trade here. New buildings are
in prospect for the B. Dreher's Sons Co. and the
Randolph House of Good Music. Plans for the
former are being drawn this week, while work
on the latter has started and the early Fall is
expected to see it ready for occupancy. Both
will be unusually handsome structures and
unique in many features for the exclusive use
of piano displays and sales.
The building for the Dreher firm was acquired
some time back and has been occupied by vari-
ous firms pending the expiration of the lease
on the present Dreher location in Euclid avenue.
The new home will be a three-story-and-base-
ment structure, on a plot 70 by 140 feet. An
entirely new front, in Gothic design, to be the
finest of its type in the city, is planned by Frank
I'. Meade, of Meade & Hamilton, architects.
There will be 35,000 square feet of display space
in the building. Silencing devices and most mod-
ern lighting equipment and other appointments
will be included in the development of the
project.
The first floor will be used for player-pianos
and accessories, talking machines and records.
The second floor will have a recital hall contain-
ing a large Aeolian pipe organ. Offices of the
company will be on this floor. The third floor
will contain the principal piano display rooms.
It is expected the improvements will cost
$150,000.
The Dreher firm features the Steinway piano
and other prominent makes and recently has
added the Miessner piano of the Jackson Piano
Co. The company expects to occupy the new
quarters May 1, 1922.
'
New Quarters for Randolph House
Work on the new home of the Randolph
House of Good Music, at St. Clair avenue and
Park Wood Drive, is progressing and another
few months is expected to see this company in
the new quarters. A two-story-and-basement
building, with terra-cotta exterior, is being
erected and contains arrangements especially
adapted to the music business. Plans for a
formal opening are already being made by C. H.
Randolph, head of the house. The company
11
character
makes it
chattels.
herewith,
is the change in the Ohio code which
a felony to remove or sell mortgaged
A production of the section, shown
has been sent to all members:
Section 12476. Whoever, being a mortgagor of personal
property, or being in possession thereof knowing it to be
mortgaged, without the consent of the owner of the claim
secured by mortgage, removes any of the property out of
the county where it was situated at the time it was
mortgaged, or secretes, or converts it to his own use, with
intent to defraud, shall be fined not more than five hundred
dollars or imprisoned not more than three months, or
both.
Section 12476-1. Whoever, being a mortgagor of per-
sonal property, or being in possession thereof knowing it
to be so mortgaged removes such mortgaged property or
any part thereof, or causes the same to be removed with-
out the State, or sells it or any part thereof within the
State, without the consent of the owner of the claim
secured by the mortgage, with intent to defraud the owner
thereof, if the amount of the claim secured by the mort-
gage is thirty-five dollars or more, shall be imprisoned in
the penitentiary not less than one year nor more than five
years, or, if such value is less than thirty-five dollars, shall
be fined not more than five hundred dollars or imprisoned
not more than three months, or both.
Effective July 1, 1921.
features the Bush & Lane and other leading
makes of pianos.
Music lovers and violinists from all over
northern Ohio have been going to the Randolph
House of Good Music this week to see the dis-
play of more than fifty old violins, recently re-
ceived from Germany. These instruments range
in age from 200 to 300 years and are valued at
from $50 all the way up to $500. They have been
used in effective windows displays and have
served to attract much attention to the estab-
lishment.
Much information that is designed to aid the
piano dealer in increasing his business is being
distributed almost weekly from the headquarters
of the Music Merchants' Association of Ohio
by Secretary Rexford C. Hyre. Foremost
among this data may be considered facts and
figures on the status of the farming element
in the State supplied to Secretary Hyre by the
National Stockman and Farmer, of Pittsburgh.
To Exhibit at County Fairs
Many dealers will want to exhibit at the county
fairs in the State this year. The statistics show
there are seventy-five county fairs to be held
throughout the season, the first being at Wells-
ton, starting July 23, and the last being held in
October. The information contains everything
the dealer might want to know in order to be
an exhibitor at any of these events.
Such dealers as will seek directly for the
farmer and rural dweller trade will have valu-
able information in the material showing the
number of farms in the State, the acreage, the
production, the value of the properties and the
value of the products. These figures are com-
piled as to counties and show definitely the
progress being made by the people who grow
things and indirectly the extent of their incomes.
New Law to Protect Merchants
Coming closer to home, the new changes in
laws are being sent out frequently by Secretary
Hyre. Among the latest information of this
Longworth on Excise Taxes
Instructions to member-dealers on what to do
and how to do it in working for a repeal of
the excise taxes on musical instruments has also
been sent out. Information from national head-
quarters to Secretary Hyre indicates that Rep-
resentative Longworth, of Ohio, is the stum-
bling block that piano merchants must remove.
Advice on calling Longworth's attention imme-
diately to this problem, and urging his action
looking to the removal of the tax, has been sent
out.
Preparing for State Association Meet
Finally, there will be few members of the State
Association who will not take advantage of the
opportunity to be present at the State conven-
tion, to be held at Columbus September 12-14.
The year book will be unique in that it will con-
tain biographies of former presidents of the As-
sociation and pictures of the same. A complete
description of the convention has been sent out
to all members, dealers outside the Association
and manufacturers, and there is every indication
that the event this year will exceed in numbers
in attendance any similar gathering in the his-
tory of the Association.
MOTORING IN NEW ENGLAND
E. G. TONK TO VISIT NEWFOUNDLAND
W. S. Weser, vice-president of Weser Bros.,
Inc., New York, is at present on an automobile
tour through the New England States, while
Edward L. Graeffe, secretary of the corpora-
tion, is motoring through the Berkshire hills.
Piano Man Sails for Halifax en Route to
Selected Vacation Headquarters
Edwin G. Tonk, secretary and treasurer of
William Tonk & Bro., sailed on the Red Cross
liner "Rosalind" for Halifax, en route to New-
foundland, where he plans to spend his vaca-
tion. During his sojourn in Newfoundland Mr.
Tonk will combine business with pleasure by
calling on the trade in the various cities.
NEW MUSIC FIRM IN DUNCAN, OKLA.
How This Smaller Piano
Makes New Prospects
of Old Customers
Smith & Edeleman is a new firm which has
been organized to take over the business of the
Duncan Piano House in Duncan, Okla. J. F.
Edeleman, of the new firm, in renewing his sub-
scription for The Review, writes: "We feel that
our store would be hardly complete without it."
FIRE DAMAGES HAMILTON'S STORE
By including the Miessner Piano in your line you need never worry about new "leads." The list
of customers to whom you have sold pianos presents a fertile field for new business. Some will
find use for this instrument in the child's playroom or studio, in the summer home or on board
the family yacht. Many others, in apartments or bungalows where space is limited, will welcome
the opportunity to replace their large, bulky uprights or grands with this smaller piano.
GKKKNCASTLE, INN., August 8.—Considerable dam-
age was suffered recently by the piano store of
James L. Hamilton, of this city, by a fire which
started in a neighboring building. Two pianos
were completely destroyed and the floor of the
establishment was partly burned away.
THE LITTLE PIANO WITH THE BIG TONF
NEW INCORPORATION
—only two-thirds the height of a large upright, lacks all unnecessary bulk. Fits cozily into any nook or corner.
Its full, rich tone rivals that of a grand. Keyboard is full seven octaves; keys standard size.
The Miessner is endorsed by the country's foremost instructors of music. The thousands of these pianos in
America's schools, colleges and conservatories represent a tribute more forceful than any other we know.
Take advantage of the sales opportunities offered by this marvelous instniment-^-cash in on its reasonable price
and recognized reputation. Other dealers have shown big results with the Miessner—-why not you?
The Ideal Piano Co., of Brooklyn, N. Y., was
recently incorporated under the laws of New
York State, with a capital of $24,000.
Perhaps your territory is open. Write or wire
to-day for complete information and dealer proposition
THE JACKSON PIANO CO.
140 Reed Street, Milwaukee, Wis.
The Soward Anderson Co., of Dayton, O., is
planning to open a branch store at Urbana, O.
The concern carries a full line of musical sup-
plies.

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