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Music Trade Review

Issue: 1922 Vol. 75 N. 11

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
REVIEW
(Registered in the U. S. Patent Office)
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer. C. L. Bill, 373 Fourth Ave., New York; Vice-President,
L B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Secretary, Edward Lyman Bill, 373 Fourth Ave., New York;
Assistant Treasurer, Win. 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 Reportorial Stall
EDWARD VAN HARLINGEN, V. D. WALSH, E. B. MUNCH, LEE ROBINSON, C. R. TIGHE,
EDWARD LYMAN BILL, SCOTT KINGWILL, THOS. W. BRESNAHAN, A. J. NICKLIN
WESTERN DIVISION:
BOSTON OFFICE:
Republic Bldg., 209 So. State St., Chicago.
JOHN II. WILSON, 324 Washington St.
Telephone, Wabash 5242-5243.
Telephone, Main 6950.
LONDON, ENGLAND: 1 Gresham Buildings, Basinghall St., D. C.
NEWS SERVICE IS SUPPLIED WEEKLY BY OUR CORRESPONDENTS
LOCATED IN THE 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-
D
O V A I * ~ridUU
P I o n A aUU
onil
I I ittjCl
tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
p
are dealt with, will be found in another section of
this paper. W« also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
Exposition Honors Won by The Review
Grand Prix
Diploma
Paris Exposition, 1900 Silver Medal. .. . Charleston Exposition, 1902
Pan-American Exposition, 1901 Gold Medal
St. Louis Exposition, 1904
Gold Medal—Lewis-Clark Exposition, 1905
LONG DISTANCE TELEPHONES—NUMBERS 6982—5983 MADISON SQ.
Connecting all Departments
Cable Address: "Elbill, Nevr York"
Vol. LXXV
NEW YORK, SEPTEMBER 9, 1922
No. 11
SOME INTERESTING STATISTICS
OW many music merchants have endeavored to ascertain the
H
relative portion of income received in the respective States or
territories as compared with the gross income of the nation as a
whole, thus gaining some idea of the relative value of their business
prospects? If the attempt is made earnestly the results are likely
to be surprising.
The National Bureau of Economic Research in New York, for
instance, has been compiling some figures along this line and makes
the interesting announcement that three States, New York, New
Jersey and Pennsylvania, with about one-fifth of the country's popu-
lation, receive one-fourth of all incomes in the United States, while
on the other hand a group of twelve Southern States, with more
than twenty-one per cent of the gross population, receive less than
fifteen per cent of the total income. On a per capita basis people
of the Pacific Coast States receive a larger average income than
those of any other regional group.
Some interesting contrasts are reported in the figures repre-
senting the incomes of various States. New York, for instance,
had a gross income in 1919 of $9,047,859,000, or one-eighth of the
income of the country, as compared to Nevada With its State income
of only $65,791,000.'
Statistics may not mean a, great deal to the average business
man, but in cases such as this they serve to reflect the business pos-
sibilities of given territories. If goods are to be sold there must
be available money to buy them and the more money the more pos-
sibilities for successful sales campaigns.
GOOD MUSIC AS AN ATTRACTION
announcing the opening of the new Eastman Theatre, the
I it N is $5,000,000
gift of (jeorge Eastman to the University of Rochester,
stated that an effort will be made to draw the masses to the
theatre for the purpose of hearing good music by offering motion
pictures as the chief attraction.
SEPTEMBER 9,
1922
While any move to spread the gospel of good music is to be
supported, it hardly seems a matter of wisdom to build up musical
appreciation through outside mediums. It has been demonstrated
on all too many occasions that the public will respond to good
music for itself and it does not require outside attractions to insure
the gathering of an audience.
The motion picture theatres, especially the larger ones in such
cities as New York, Chicago and Philadelphia, have played a promi-
nent part in bringing good music close to the public and through
the medium of symphony orchestras and great organs have offered,
and still offer, programs of great worth. A noteworthy fact is,
however, that quite as many apparently go to these big theatres to
hear the music as go to see the films, which proves that music
itself has drawing power.
If it is still found necessary to feature motion pictures and
other attractions for the purpose of getting the masses together
to hear good music, then much of the success of the advancement
of music campaigns that have been carried on for several years
past appears to be overestimated. The Eastman project for the
advancement of music is so colossal that music itself would appear
to be the sole and only attraction required.
THE VALUE OF SALES CONTESTS
contests have been accepted in the piano trade
S ALESMEN'S
at least as one of the most direct means for stimulating business
during a stipulated period and the majority of the contests have
resulted in an increased volume of sales sufficiently large to more
than offset any trouble and expense involved in the contest itself.
There are those who hold that the average contest is calculated
to fool the piano merchant by bringing in within a few weeks and
under great pressure business that would be garnered anyhow within
a reasonable time and that the let-down of the sales force after
the contest more than offsets the stimulated effort.
The fact remains, however, that sales contests actually bring
the business into the store and with it money that keeps the business
going. If the sales can be closed to-day, rather than a month hence,
it makes the effort worth while, for it makes way for a greater
turnover in stock and gives the merchant the use of the money in
the interim.
There are very few salesmen who will not respond more or
less strongly to the contest incentive. They may have been putting
forth really honest efforts before, but the idea of winning over the
other fellow will result in a surprising increase in energy. It may
be that the prize itself is not of sufficient value to impress the
salesman, but the idea of winning it and the spirit of triumph alone
make the effort worth while. The statement has been made that
the average man will do more for a cigar than he will for a dollar,
and the same .idea holds good in the sales contest.
INCREASING FREIGHT TONNAGE
the freight tonnage handled by railroads may be accepted as
I F some
indication of the general condition of the country's busi-
ness, then the industrial and agricultural situation has returned
close to normal. The figures issued by the American Railway As-
sociation indicate that during the last three weeks in July the ton-
nage of commodities other than coal handled by the railroads of
the country was only one-tenth of one per cent less than the maxi-
mum freight volume ever handled, the record being set in October,
1920.
During the last week in July, for instance, the carloading was
859,733, or close to 65,000 cars more than for the corresponding
period last year. This despite the falling off of coal shipments
as a result of the strike.
There is no question but that with the effects of coal and rail
strikes, and with the efforts to overcome coal shortages, the
railroads are being hard put to handle all the freight offered dur-
ing the Fall months, which will mean delays if nothing worse.
There is apparent a strong tendency on the part of merchants lo-
cated at a distance from their sources of supplies to place their
orders as early as possible and specify immediate delivery in order
to offset any transportation delays.
That there is such a vast volume of freight offered to the rail-
roads speaks well for the favorable condition in which the ma-
jority of the industries of the country find themselves to-day.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
9; 1922
THE MUSIC TRADE
REVIEW
TROUP MUSIC HOUSE REMODELING
SEEKS TO LICENSE MUSIC STUDIOS
Well-known Concern of Harrisburg, Pa., Takes
Over Remaining Two Floors of Present
Building and Will Enlarge Departments
Mayor Hylan's New Music Committee to Take
That Method of Driving Fake Music Teachers
Out of the City, It Is Announced
HARRISBURG, PA., September 5.—J. H. Troup,
head of the J. H. Troup Music House, 15 South
Market Square, announces that the entire four
floors of the Troup Building will hereafter
be used for the exploitation of the business.
Heretofore but two floors have been used, but,
as was explained by Mr. Troup, necessity for
more commodious quarters for show and sales-
rooms made the change imperative.
The plan of remodeling will provide record
booths on the first floor, the space of which will
be given over exclusively to the sale of records.
The second floor will be devoted entirely to the
sales and show rooms for Victor and Edison
machines and to the player-roll library, which
latter will have its separate entrance.
A complete piano department will be housed
on the third floor, which, according to the plans
as they are being executed, will be spacious and
commodious in every way. The fourth floor
will be devoted to Ampico Hall, where repro-
ducing pianos will be displayed and which may
be used at any time for recital purposes. This
latter is an innovation in the city, and is quite
certain to contribute much to musical interests
and advancement.
"Thus is outlined," said Mr. Troup, "in the
main first steps in a plan of expansion which
we believe is going to make this house the
finest musical business house within the boun-
daries of central Pennsylvania. We have other
plans in mind," continued Mr. Troup, "and what
we are doing now is but a part of the finished
* plan.
"What we are doing now is to consolidate
our departments and to eliminate the incon-
venience of annoyance which arose when pur-
chasers of different types of instruments were
selecting by virtue of their former proximity."
Ah electrically operated, push-button elevator
is- being installed as a part of the change and
'luxurious lounges at the elevator entrances of
^he second, third and fourth floors will be in-
i'corporated in the plans.
The decorations of the improved building will
be of such a character as to rival the prominent
musical stores of the East and are being de-
signed with a view of providing the richness and
luxury compatible with music.
The firm has branch stores at Carlisle and
Lancaster, Pa.
The Music Committee, recently appointed by
Mayor Hylan, with the City Chamberlain, Philip
Berolzheimer, as chairman, has announced that
steps will be taken to have the New York State
Legislature pass a bill empowering the city to
license music studios with a view to driving
bogus music teachers from the field-
In connection with the announcement'Acting
Corporation Counsel GeorgCN.jeholsoh,"a mem-
ber of the committee, said: ''*•"•,,'*•• '• ' • -
"Numerous complaints have been made to
Chairman Philip Berolzheimer by aspirants for
musical glory who feel that they, have been de*
frauded by fake teachers.^
"It is not the financial loss that causes the
complaints so much as the fact that the victim
may have had real talent whjch was ruined by
the impractical teachings of the fake instructors.
This particularly is true of the vocal fields,
where the situation is. believed to be the worst.
"It is likely that we, shall ask power to license
music studios and thus~ be able to keep these
alleged musical teachers from mulcting the pub-
lic. Legitimate studios wbuld be recommended
bv the commission.^ -
..'••''
\
•-/..,.
W. E. JANSSEN OPTIMISTIC
Home From Several Trips, He Found Dealers
Optimistic—Secured Substantial Orders
. W. E. Janssen, of the Janssen Piano Co.,
82 Brown place, New York, arrived home last
week from a trip which took him through the
Pennsylvania coal district and part of New York
State. Previous to this he had visited the
New England territory.
"I was very much encouraged," he said to a
representative of The Review this week, "be-
cause I found more optimism among the dealers
than I have during the last four years. Not
only were they optimistic regarding the future,
but some of them were already doing a good
business and I was fortunate to secure some
very substantial orders. In fact, I did not ex-
pect to find the optimism that I did throughout
the mining districts. The dealers there, how-
ever, expect that the situation will straighten out
rapidly and they are preparing for a good Fall.
In New England there was a considerably better
feeling than has prevailed for a very long time.
' On both trips I was successful in establishing
Isome new agencies for the Janssen piano and
the Janssen Palestrina."
The Maccoleman Music Store, Raymond,
Wash., was badly damaged by fire recently,
the loss being estimated at about $2,500.
ST. LOUIS TRADE IMPROVING
September Opens Auspiciously, "With Every
Indication of Excellent Fall "to. Come
ST. LOUIS, MO., September*^.—S^etnfter opens
with business somewhat improved.anff expecta-
tions high. Hot weather, however, which has
been a stubborn enemy to. business all Summer,
is still with us. The early part of the" ntoTtth,
is usually hot and this month is no exception.
This and the continuance of the railroad-strike
are active deterrents to trade. However, .it vis
remarked that there is a considerably increased
inquiry. These give warrant "for the high-ex-
pectations that are entertained. ;The settlement
of the coal strike has had a beneficial effect.
A. D. Brbkaw, of- the Srix^Baer & Fuller
piano department, spent la,st wfee%'in the south :
ern Illinois coal belt. He made four towns,
Centralia, Metropolis, Duquoin and Marion and
made a sale in each, which is "going"some" the
first week after the miners'have "gone back'to
work. In Marion he worked 'against the dis-
traction created by the beginning of..-ihe grand
jury inquiry into the.. Herrin'ma^sacre. It will
not be until after-a couple of pa-y days'that
business will return to a conditiOn'e\&e/n*?^pprbx-
imating normal in the. coal fields'.' v> '
The Lehman Piano Co. began a r .saie a •week
ago, and in spite of-.uhfavorable westtheif 1 " con-
ditions it has been quite successful.
*7
J. E. Reger, manager of the P. -A^Starck
Piano Co., was confined to his home by illness
part of last week.
,." •,
E. A. Kieselhorst, president of the ICieselhorst
Piano Co., and his ^faJnil-y have•; returried 'from
Eagle River, Wis. '
- .
•
, •' :• v-.
Gerald Harris, for'the ! past year.safes nian-
ager of the Lehman Piano Co., has resigned and
has gone to New York, where he expects, to
take a position with a leading piano house.
Mark Mayer, formerly with the Lehman
Piano Co., will travel for the Hadddrff Piano
:
Co., Rockford, 111.
BALTIMORE MUSIC CO. CHARTERED
The Baltimore Music Co., 1030 West Baltimore
street, Baltimore, Md., has just been granted a
charter of incorporation in that State, with a
capital stock of $75,000. The concern will en-
gage in the manufacture and sale of musical
instruments. Incorporators are Joseph P. Joseph
and M. and Mary V. Jordan.
W. L. Branson, of Sebree, Ky. Fr »>£jl opening
an up-to-date music Store at Providence, Ky.
USE SAND SOAP
- # ITsSCOURSDEEP # =
8.—DIRECT APPLICATION
BY MARSHALL BREEDEN
LOSANCELES
To go drrectly after a business proposi-
tion is to win. It is true that the ultimate
reward of a piano sale is money, but the
thrill, the feeling of accomplishment, is
almost as great a reward. When a piano
man goes after his business with the de-
sire to do good to the buyer, he is apply-
ing the theory of direct application. When
a salesman (and there are lots of them)
goes after a buyer, with the intention of
doing him up right and proper, he is
applying the devilish practice of "Bunk-
um," and there is no after-glow of
pleasure.
Direct action, for the piano man, means
to apply himself to his business. Absorb
some of the romance of it and glory in
the fragrance of it. It means further that
the piano man will become a much better
citizen than if he looks only to the dollars.
And, surprising though it may be, he will
have more dollars. It would seem, there-
fore, that the more altruistic a salesman
is the more money he will make. That
is true and, if you give it a chance, you
will prove it's the truth and not just
hookum.
Take a Chance
No one ever got into jail without taking
a chance. Neither did anyone ever get
anywhere in life unless he took many
-.chances. To take the right sort of chance
,iis the work of a real man. To take the
crooked chance of doing something off
color and not being found out is abhorrent.
When a piano salesman decides to take
a chance, for instance, and try out the
idea and theories in this series of Sand
Soap articles, he soon scours off the rough
stuff and emerges a much finer and better
man.
Take a chance and read the trade jour-
nals. Take a chance and study the cata-
logs. Take a chance and find the romance
b^JgyiKl every piano.
£
don't take a chance and slip some-
hing over on the boss.
' E . A. BENSON BUYS A CELCO
Famous Chicago Orchestra Organizer and
' Leader Purchases A. B. Chase Piano
E. A. Benson, organizer and leader of the
famous Benson's Orchestra, recently purchased
an A. B. Chase piano equipped with the Celco
reproducing medium. The sale was consum-
mated by the Grosvenor & Lapham Co., who
handle the A. B. Chase line in Chicago. Al-
though Mr. Benson has been in possession of
the instrument but a short time the following
unsolicited testimonial received by the United
Piano Corp. is an indication of his satisfaction
over the purchase:
"I have just purchased, .for my own use an
A. B. Chase piano equipped with the Celco re-
producing medium, which was delivered to my
home last week, and I am more than pleased
with it.
"I have always been an admirer of the A. B.
Chase and in purchasing an A. B. Chase, in-
cluding the Celco, I feel I have the very best on
the market. I have also used the A. B. Chase
piano a number of times with our different or-
chestras and have always found it a very satis-
factory instrument and from now on you may
consider me a booster for it."
'
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