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OCTOBER 14,
1922
THE
MUSIC
TRADE
REVIEW
STARR EXHIBIT AT STATE FAIR
BIG SUPPLEMENTS MARK OPENING
Anderson Piano Co., Distributor of Starr Prod-
ucts, Makes Fine Showing at New York State
Fair Recently Held at Syracuse, N. Y.
Dallas Newspapers Run Sixteen-page Supple-
ments to Mark Opening of Remodeled Bush
Temple of Music in That City
N. Y., October 9.—The Anderson
Piano Co., wholesale distributor of the Starr
Piano Co.'s products, had a very effective dis-
play at the New York State Fair at Syracuse
late in September.
Many Starr pianos as well as Starr phono-
graphs, in addition to Gennett records, made a
October 9.—The Bush & Gerts
Piano Co., of Texas, occupied a prominent posi-
tion in the columns of the local newspapers on
Saturday last on the occasion of the formal
reopening of the Bush Temple of Music here
following a fire some months ago which caused
serious damage to that structure and its con-
tents.
The opening, which occurred on the official
Music Day in Dallas, was made the occasion of
the issuance of a sixteen-page supplement by
the Dallas Dispatch, containing views of the
Bush Temple of Music, advertisements of the
company and of the various manufacturers
whose products it handles, announcements oi
the various teachers who have studios in the
Temple and other matter of general musical
interest.
On the same day the Dallas Daily Times-
Herald issued a fourteen-page supplement along
similar lines and the citizens of Dallas who
did not know that something unusual was hap-
pening at the Bush Temple of Music were cer-
tainly not included among those who read the
daily papers.
SYRACUSE,
Anderson Co.'s Exhibit of Starr Co. Line
very attractive showing and were commented
upon by hundreds of the Fair visitors. Volume
of tone capable through the use of the new
Starr Concert Amplifier was demonstrated with
the Starr Style X phonograph and the latest
Gennett records were heard continuously
throughout the great exhibition building.
The accompanying illustration shows John
Anderson, of the Anderson Piano Co., and A.
M. Sweetland, traveling representative of the
Starr Piano Co. for the district of New York,
at the Anderson Co.'s display.
REGAN WITH HOMER L. KITT CO.
Made Sales Manager of New Concern—Widely
Experienced in the Trade
WASHINGTON, D. C, October 9.—Francis X.
Regan, formerly connected with the firm of
Thomas Goggan & Bros., Houston and Gal-
veston, Tex., and more recently connected for
several years with Knabe Warerooms, Inc., this
city, has been appointed sales manager of the
newly formed firm of the Homer L. Kitt Co.,
which features the Knabe pianos and Victor
talking machines.
The Homer L. Kitt Co. had a very successful
sale during the month of September in closing
out the stock of the Knabe Warerooms, Inc.,
that they had purchased. Mr. Kitt, head of the
concern, looks forward to a very successful
and prosperous year.
CHANGES IN PAULUS BROS. FIRM
MANITOWOC, WIS., October 9.—Following the
departure of Walter Paulus for California re-
cently announcement was made of a change in
the firm of Paulus Bros., music merchants here,
the interest of Walter Paulus having been taken
over by Herman A. Paulus" who has been a
co-partner in the firm. The name of the com-
pany will be changed to the Paulus Music Co.
The old firm was founded twenty-two years
ago when Walter and Herman Paulus took over
the business established by their father, the late
Carl Paulus, and William G. Esch.
BAKER MUSIC HOUSE REMODELING
ALBANY, N. Y., October 9.—The Baker Music
House, Inc., 52 North Pearl street, this city,
and one of the largest music concerns in the
State, is making extensive improvements to its
four-story headquarters here. The concern
operates branches in various nearby cities.
DALLAS, TEX.,
MAURICE D. MANNING IN NEW POST
Made Manager of E. E. Forbes & Sons Piano
Co., Birmingham, Ala.
BIRMINGHAM, ALA., October 9.—Maurice D.
Manning, widely known to the piano trade of
the South and connected with Charles M. Stieff,
Inc., Baltimore, Md., for a number of years,
has been made manager of the E. E. Forbes &
Sons Piano Co., this city.
Mr. Manning has formed a strong connection
in Birmingham as the E. E. Forbes & Sons
Piano Co. ranks among the best-known dealers
in the country, handling such high-grade in-
struments as the Kranich & Bach, Stultz &
Bauer, Mehlin, Steger & Sons, Forbes and sev-
eral others, while carrying in stock nearly every-
thing in the musical line.
It is announced that Mr. Manning will have
eight or ten salesmen under his supervision,
and with the prestige of the Forbes house and
several well-known makes of pianos he expects
the last quarter of 1922 to be the best in the
history of the store. He will carry forward
the policy of the Forbes store of combining co-
operation and system.
WILEY B. ALLEN CO.'S NEW HOME
FRESNO, CAL., October 9.—Closing a lease here
recently for ten years on the property located
at 919, 921, 923 J street, it has been announced
that the Wiley B. Allen Co. will move into part
of the property about October IS, assuming
the rest at the expiration of present leases July
1, next year. The building is being remodeled.
Installation of a new lighting system, front,
furniture and fixtures, at an estimated cost of
about $35,000, is under way.
NEWACH PIANO CO. OPENS
MINNEAPOLIS, MINN., October 9.—The Newach
Piano Co. opened for business at 825 Hennepin
avenue, this city, on October 4. The new com-
pany has exclusive agency for Baldwin pianos
and also will carry a line of talking machines,
R. C. Newach, president of the company, said
to-day. Mr. Newach has had fifteen years of
experience in the piano business in Minneapolis.
His latest position was that of sales manager
of one of the leading local music houses.
USE SAND SOAP
= # IT^SCOURSDEEP 9r
13—HOURS
BT MARSHALL BREEDEN
LOSANCELES
Some piano men are governed by the
eight-hour law.- This law, of course, does
not apply to salesmen, but lots of us take
advantage and make it apply. The eight-
hour law is right and proper for a man
or woman who works steadily at some
task at a bench or desk. The eight-hour
law is worse than useless for the sales-
man. The real sure-enough salesman has
no hours. A real piano man has no hours
at all, that is, no hours except those he
makes for himself. And it's true that an
hour gone is gone forever.
The writer once had a piano man ask
him where he could get a better job. The
reason was that he was obliged to report
at the store at 8 a. m. He wanted to get
a place where reporting came at nine. He
was told to get a job in a bank. He did
so. And now he will not speak to this
writer any more, because the bank work
frequently keeps him until late into the
night. We all look at the other fellow
and think that he has a better lay-out
than we have. A bad thought. The other
fellow is, no doubt, looking at us and
thinking the same thing. Salesmanship
properly done is one of the very highest
professions in the business world. The
sooner we piano men realize that the bet-
ter it will be.
Not a Real Salesman
A piano man may secure very frequent
orders and yet that same man may not
be a real salesman. Securing orders—
making sales—is vital. Almost any man
can succeed in stampeding customers into
signing. He can employ many tricks of
the trade to that end, but in the long run
he will find himself in the ditch. The
piano man who makes his sales as they
should be made will eventually scale the
heights.
This writer makes his living by selling
pianos wholesale, but he is far and away
from being a real salesman. He gets a
good many orders and disposes of lots
of pianos, but fundamentally he is an
order taker and not a salesman. One
reason is that he is prone to agree with
the customer against the house. This is
his worst weakness. It is one of the very
worst weaknesses possible to have, and
yet countless other travelers and retail
men are afflicted with the same weakness.
To be a real piano salesman a man
must, first of all, know the piano business.
This includes a working knowledge of the
construction of the instrument—why it
will suit the customer better than some
other style—a scattering knowledge of
other makes and their points of superior-
ity, if any, over his instrument, and a de-
sire to serve the customer, to advise him
and to see that he does not unwittingly
harm himself by making a purchase which
he cannot carry through.
MCLAUGHLIN CO. OPENS BRANCH
HOPKINSVILLE, KY., October 9.—The McLaughlin
Music Co., of Paducah, Ky., has opened a music
The Hawkins Piano Co., Columbus, Ga., has store here with Paul W. Smiley in charge. The
moved into its new home on the corner of company features the Steinway and Francis
Broad and Thirteenth streets. The new store Bacon pianos and the Branson player-pianos.
A full line of sheet music is also on display.
is very attractive.