Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
MARCH 11, 1922
THE MUSIC TRADE REVIEW
pushed one or two, three at the outside, lines of
instruments, and if closely investigated it will de-
Successful Gathering Held Last Month in Salina, Kansas, Has Resulted in Plans for Holding a velop that they really pushed two lines, a quality
piano such as the Packard and a medium-priced
Similar Gathering Annually—Alexis A. Mahan Makes Inspiring Talk—Large Attendance
instrument such as our Bond. In some cases a
convex profile, wants to listen only to bare facts, cheaper may be necessary.'
SALINA, KANS., March 6.—Packard dealers for
Mr. Mahan was followed by Mr. Buenning,
the State of Kansas have decided upon an annual and the stout, good-natured individual who is
get-together meeting as a result of the enthusi- slow going and takes things easy is best inter- who gave a splendid talk on the courtesies the
asm resultant from their meeting in this city on ested by less direct methods, by wonder stories dealers in the territory can show each other. He
of satisfaction based on generalities rather than also talked on the subject of one price and went
February 16.
into detail regarding the Packard and Bond line
The idea of a "get together" was first con- cold facts.
"Remember that your customer is always figur- of instruments.
ceived by Al Buenning, Southwestern representa-
The evening was turned into a round-table
tive for the Packard. He first interested the rep- ing out in his mind the value of the proposition
resentatives of the Packard Co. in the State, then from a selfish standpoint and by appealing to him discussion pertaining to the various retail dealers'
set the meeting, arranged the program, and finally along these lines the prospect is most likely in- problems and a great number of new and instruc-
tive ideas were brought out. There were about
carried it through so successfully as to result in fluenced into saying yes.
"There is a great market for pianos—$250,000,- twenty-five Kansas dealers present.
the recent decision of the dealers to make it an
000 spent for pianos, organs and phonographs in
One of the outstanding features of the session,
annual affair.
The object of the meeting was for the purpose 1919, 336,800 p.anos made in 1919, of wnich rural indicative of a fine spirit of helpfulness, was the
of extending the Packard business policy of har- communities absorbed at least /0 per cent. The offer of Frank Chappell to permit any dealer in
the surrounding territory to bring prospects to
mony and co-operation into the circles of Pack- total number of farms is 6,000,000.
"There are 25,319,443 families in the United Salina, where all styles of Packard pianos are
ard dealers just as it exists in the Packard fac-
tory at Fort Wayne, and to serve as a means of States. Statistics show that the average family carried in stock. Kansas dealers will be permit-
exchanging ideas between dealer, factory man- buys two and one-half pianos in a lifetime, or one ted to sell their customers any Packard pianos
piano for every ten or twelve years. This is the Chappell Music Co. has on its floors or to use
agement and factory personnel.
The meeting was called promptly at 10.30 based on figures for fifty years, the average span the Chappell instruments as samples and order
o'clock and the entire morning was spent in of life. These figures afford a pleasing way of the pianos shipped direct from the factory to the
demonstrating the Packard reproducing instru- arriving at how many pianos should be sold in buyer.
ment. The demonstration was conducted in the any given territory.
Mr. Mahan, as well as other officials of the
'"We find that in almost every case where deal- Packard Co., were extremely well pleased from
warerooms of the Chappell Music Co. by Mr.
ers have made a pronounced success they have every viewpoint with the results of the meeting.
Buenning and Mr. Cumberland.
After a fine luncheon at the Hotel Clayton the
general meeting was opened with Mr. Buenning EASTMAN SCHOOL OF MUSIC OPENED
DEATH OF D. C. HARMON
in the chair.
Alexis A. Mahan, sales manager of the Packard $2,000,000 Gift to Music by Late Geo. Eastman Well-known Piano Man Passes Away in New
Now Available in Part—Equipment Will In-
Co., gave an inspiring talk on the "Relations of
Orleans After a Long Illness
clude Thirty-eight Steinway Pianos
the Factory to the Dealers," and he also gave
some interesting statistics regarding certain deal-
A report from New Orleans announces the
ROCHESTER, N. Y., March 6.—The Eastman School death of D. C. Harmon, a veteran member of the
ers who have been particularly successful in han-
of Music, the $2,000,000 gift of the late George piano trade, who passed away in that city on
dling the Packard line.
In the course of his talk Mr. Mahan reviewed Eastman to the University of Rochester, was Friday, February 24, after a lengthy illness, re-
for the dealers some of the factors that had con- formally opened on last Friday night with a pub- sulting from heart trouble and complications.
tributed to their success, and told of the things lic reception and concert dedicating Kilbourn
Mr. Harmon was for many years manager .for
to be done to insure good business for the future Hall, the small auditorium designed as a memorial the O. K. Houck Piano Co., in Memphis, Tenn.,
under conditions as they exist and promise to to Mr. Eastman's mother, Marie Kilbourn East- and later joined the staff of the wholesale depart-
man. The Eastman Theatre, a large auditorium ment of the Aeolian Co., New York, subsequently
develop.
"Business is good," declared Mr. Mahan. "It seating nearly 4,000, is not yet completed, but taking charge of the branch of Chas. M. Stieff,
Inc., m Richmond, Va.
has always been good, but certain conditions, both will be finished shortly,
An interesting fact is that the Eastman School
general and local, as well as widespread propa-
He was compelled to give up active business
ganda, have caused the buying public to slow of Music, when completed, will be equipped some time ago and submitted to several opera-
throughout with Steinway pianos, an-order for tions, but without beneficial results. He left
up a bit.
"The situation confronting us to-day is different thirty-eight Steinway instruments, twenty-three Richmond some time ago to go to New Orleans
from any we have ever experienced, and if any- of them grands, having been placed through in the belief that the climate there would prove
one were to ask me the solution I would answer J. W. Martin & Bro., Steinway representatives of benefit to him.
it with one word—'work.' Good, clean, hard, un- of this city. Thirty-three pianos have already
Mr. Harmon was about fifty-five years old and
dying, untiring effort with all energy centered been delivered here for use in various sections of is survived by a widow, who was with him at the
will put us on the business-building basis from the school and five concert grands are to be de- time of his death.
which we will secure our actual share of profit livered by Steinway & Sons as soon as the rooms
and satisfaction. This is our problem. It is for them are ready.
ALFRED FOX CO^DAMAGED BY FIRE
yours and it is mine, and we must put forth
more fearless selling effort than ever.
ALTERATIONS AT PEASE WAREROOM Bridgeport, Conn., Piano House Suffers When
Flames Sweep Through Lower Floors of Build-
"We must create new selling ideas and plan and
think twenty-four hours a day to intensify our New York Retail Store of Pease Piano Co. Will
ing—Firemen Save Many Instruments
Be Thoroughly Modernized
selling effort. Work out a plan and stick to it.
We are in the harness together and have to work
BRIDGEPORT, CONN., March 6.—Total destruction
The New York wareroom of the Pease Piano threatened the Studio Building, occupied by the
it out together, for it is our aim through strong
co-operation to make your business stronger than Co., 128 West Forty-second street, New York, is Alfred Fox Piano Co., on Fairfield avenue here
at present undergoing a thorough renovation. on Friday last, when a fire broke out which re-
it has ever been.
"This new era in business will have its com- The entire layout of the wareroom will be re- sulted in a total damage estimated at over $100,-
pensations. It is going to be a time in w r hich we arranged and new modern windows will replace 000. Sixteen fire fighters were overcome.
will be glad to have lived, for it presents more those which have been so well known to passers-
Fortunately for the company firemen were able
real opportunities for business building and for by for so many years.
to check the flames before they reached the upper
Upon completion of these alterations, the ware- floors, where the bulk of the piano stock was
sound business development than ever before.
Now let's stick together, plan together, work room will be among the most attractive and well located. The firemen saved many of the instru-
together and succeed together. Look ahead.
appointed in the city. A new fireproof stairway ments from injury by fire and water by spreading
"The employer has a right to expect loyalty ih being erected to the mezzanine floor in the tarpaulins over them. The damage to the com-
from his employes and, on the other hand, the rear and each wareroom will be artistically deco- pany's stock, which was fully insured, is esti-
mated at about $10,000.
employer has an obligation if he wants loyal em- rated.
ployes and customers. He must treat them with
The concern has opened a temporary store at
courtesy, consideration and fairness. Loyalty
304 Fairfield avenue, one block west of Broad
KIMBERLIN PIANO CO. CHARTERED
can't be pounded or bulldozed into anybody; like
street, and will do business there until the former
love, it must be inspired.
The Kimberlin Piano Co., of New York City, quarters have been made suitable for reoccupancy.
"It is tremendously valuable as well as in- has been granted a charter of incorporation un-
tensely interesting to study types. For instance, der the laws of this State, with a capital of $25,-
The Wendell Music Co., of Idaho Falls, Idaho,
it has been proven that the quick, energetic, nerv- 000. Incorporators are J. and I. M. Kimberlin has been chartered in that State, with a capital
ous man or woman, with sharp, thin features and and L. L'ndtmuth.
stock of $50,000.
PACKARD DEALERS IN KANSAS HOLD ENTHUSIASTIC MEET
THE BEST KNOWN
MUSICAL
NAME
IN THE WOPLD.
THE BEST PROFIT
PRODUCED FOR THE
DEALER IN THE TRADE