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MAY
20, 1922
THE
MUSIC TRADE REVIEW
LANCASTER BRANCH WINS CONTEST
ANNUAL HARDMAN OPERA SALE
Four-month Equity Contest Conducted by Chas.
M. Stieff, Inc., Between Sixteen Branch Stores
Won by Manager O. B. Lank's Branch
Impressive Advertisements in Rotogravure Sec-
tions of New York Papers Herald Opening ol
Sale of Pianos Used by Artists
LANCASTER, PA., May 13.—A four-month equity
contest conducted by Chas. M. Stieff, Inc., be-
tween its sixteen branch stores has just come
to a close with the local branch a decided winner,
One of the most impressive piano advertise-
ments which has appeared in the metropolitan
newspapers in some time was that of Hardman,
Peck & Co. in the rotogravure section of the
New York Times, the Tribune and other New-
York and Brooklyn papers, announcing the an-
nual sale of Hardman instruments used during
the opera season by artists of the Metropolitan
Opera Co.
In addition to a brief description of the instru-
ments, to be sold, the ad, which covered an entire
page, was embellished by pictures of prominent
artists who used the pianos during the season.
These included Gigli, Do Luca, Danise, Muzio,
Chamlee, Easton and others widely known in the
operatic world.
The sale was scheduled for the entire week and
the eagerness of the public to secure these instru-
ments was maniiested on Monday, the opening
clay. Giusseppe Danise, of the Metropolitan
Opera Co., was one of the first buyers. He pur-
chased the Hardman grand which he had used
during the season.
AMPICO AT THE EASTMAN SCHOOL
Appears in Impressive Concert in Which Mme.
Germaine Schnitzer Is the Featured Artist
O. B. Lank
having increased its equity practically 60 per
cent over the previous four months.
' The manager, O. B. Lank, who, after ten
years' service with the Stieff concern in Phila-
delphia, Pa., and Wilmington, Del., took charge
of the Lancaster branch last October, feels
elated over the success accomplished by his
branch. To show his appreciation of the efforts
put forth, Mr. Lank entertained the entire or-
ganization at a dinner at the Hotel Weber last
evening. Those present were: Mr. and Mrs.
O. B. Lank, Mr. and Mrs. A. M. Klugh, Misses
Arlean S. Brown, Aline M. Osborne and Mar-
garet Coleman; Messrs. C. F. Springman, G.
Groff, R. E. Duttenhofer, A. G. McSherry, A. D.
Bickham, W. A. Greiner, A. H. W. Grandemann
and Park Futer.
LANDAU'S TO^PEN NEW STORE
Clever Letter of Invitation Sent Out in Con-
nection With Opening on May 18
WILKES-BARRE, PA., May 14.—A clever and unique
form of invitation was sent out this week by
Hyman Landau and Harry Michlosky, who head
the firm of Landau's Music & Jewelry Store, in
connection with the formal opening of the at-
tractive new Landau establishment, at 34 South
Main street, this city. The letter is written in
the first person and commands attendance at the
opening, which will be held on May 18. The
concern also operates stores in Pittston and
Hazleton, Pa.
BALDWIN AGENCVJN WASHINGTON
WASHINGTON, D. C, May 16.—The Robinson
Music Store, Inc., 1306-1308 G street, this city,
has secured the exclusive agency for the Baldwin
Piano Co.'s line, which includes the Baldwin,
Howard, Ellington and Hamilton pianos. An
extensive campaign will be started to push the
new acquisition.
EXPORTS SHOW DECLINE IN APRIL
"WASHINGTON, D. C, May 15.—America's foreign
trade fell off again in April after its recent
advances, according to reports issued by the
Department of Commerce. Exports for the
month aggregated $321,000,000, compared with
$330,000,000 in March, and imports totaled $217,-
000.000, against $256,000,000 the previous month.
MARSHALL BREEDEN
P/ANO TRAVELER—LOS ANGBLES
THE TOO CAUTIOUS DEALER
A piano dealer, no matter how small the
establishment he maintains, can be too cau-
tious and careful in his buying. In order
to remain in the piano business a man must
have pianos. Some will require large stocks
and others, who are in the great majority,
will require only three or four pianos in
their rooms at a time.
The small dealer usually runs to one or
two extremes. He will overbuy and then
sweat blood to pay the factory, or he will
underbuy and then sweat blood because he
is losing good business for lack of stock.
The piano traveler must learn to help the
small dealer and so conduct his selling ar-
gument that the overbuyer will be content
to order only a very few at a time and the
too cautious buyer will understand that it
is to his advantage to order twice as many
instruments as is his custom.
Selling pianos at wholesale is more than
merely selling the dealer. It requires the
ability to teach the , merchant the middle
way of soft and easy compromise as well,
which ability is ^'rare jewel and should be
treasured with exceeding care.
ROCHESTER, N. Y., May 15.—Mme. Germaine
Schnitzer, the distinguished pianist, appeared in
a rectal of most unusual interest at the magnifi-
cent new Eastman School of Music here last
Wednesday evening in association with Henry
Souvaine, the American pianist, and the Am-
pico reproducing piano, presenting a program of
exceptional merit.
The recital was held in Kilbourn Hall, a beau-
ADVERTISING CONVENTION PROGRAM
tiful little auditorium within the main building,
built in memory of the mother of George East- Publicity Problems of Various Branches of Busi-
ness to Be Thoroughly Discussed at Conven-
man, and the audience was a most distinguished
tion of Associated Advertising Clubs of the
one, made up of prominent members of the
World in Milwaukee Next Month
faculty and local music lovers. Mme. Schnitzer,
iii her first group, included the "Marche Mili-
MILWAUKEE, WIS., May 15.—The annual conven-
taire," by Schubert, which she had previously re-
corded for the Ampico, and created a distinct im- tion of the Associated Advertising Clubs of the
pression when in the middle of a selection she World, which will be held in this city June 11 to
raised her hand from the keyboard and the in- 15, will, in reality, be a group of twenty-five im-
strument continued the selection without the portant advertising conventions in one, for dur-
slightest break. Before the close of the selection ing half the time it will divide itself into sec-
Mme. Schnitzer again resumed her playing, thus tional meetings for the close-up study of the
emphasizing the reproductive qualities of the individual advertising problems of those who at-
tend. The national program committee, which
Ampico.
Mr. Souvaine was engaged at the last moment has charge of the program, feels that it is espe-
to substitute for Sigmund Spaeth, Ph.D., who cially important, this year, that business men
suffered a slight accident in New York City. He, have opportunity to throw their own problems
gave an interesting short address on an artist's into the meetings, and much time will be devoted
viewpoint of "The Romance of Music." Mr. to the sectional gatherings.
One of the most important of these group
Souvaine developed in an interesting manner the
fact that all music has romantic qualities of some meetings will be that at which newspaper ad-
sort and that an appreciation of music is limited vertising will be discussed, both by advertisers
only by the individual's lack of understanding to and newspaper men, and the advertising agents
see or feel these romantic qualities, which must of the country are planning to dismiss their spe-
exist in all music of value. As illustrations of cial group meeting for one half day, at least, to
this point he caused the Ampico to play the attend the meeting on newspaper advertising.
Sessions for retail advertisers will be addressed
"Fantasie-lmpromtu" of Chopin in the recording
of Mme. Schnitzer herself and the "G Minor by the managers of stores whose sales have ma-
Prelude" of Rachmaninoff in the record of Mr. terially increased during the Jast few months
Rachmaninoff. Altogether the evening proved when business generally had been harder to get,
one of distinct novelty to the audience and was and they will tell in detail how they have applied
advertising to their selling problem, creating
greatly appreciated.
new sales and new customers through the power
of the printed word. Such stores have found
M A N S F I E L D ^ T O EXHIBIT
that when sales are harder to make is the time
The Mansfield Piano Co., 135th street, New of all times when they should advertise with the
York, is planning to have an exhibit of its entire most vigor.
line during convention week at the warerooms
In these and all the other divisions of the con-
of the Kimberlin Piano Co., 117 East Thirty- ventions the program committee plans for the
'ourth street, between Park and Lexington ave- 5,000 or 6,000 business men who will attend to go
nues. New York. The company will also have a a little deeper into the problems of business than
complete line ready for inspection at the factory. at previous advertising conventions, and not only
will advertising be studied intensively, but at-
Louis P. Bach, president of Krauich & Bach, tention will be devoted to the many things in
New York City, returned last wek from Ber- business management which must dovetail with
good advertising to make it pay best.
muda, where he enjoyed a short vacation.