Music Trade Review

Issue: 1923 Vol. 76 N. 15

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
APRIL 14,
THE MUSIC TRADE REVIEW
1923
2AN0
49
TMENT
DEMONSTRATION IN SELLING THE PLAYER-PIANO RIGHT
AMPICO SELECTED BY POPE PIUS XI
A Salesman Outlines the Method of Getting the Prospect Seated at the Instrument and Talks
of the Way in Which This Leads Directly to Closing the Sale
Knabe Grand With the Ampico Placed in Pri-
vate Apartments of His Holiness at the Vati-
can—Fact Announced in Rich Window Dis-
play by Knabe Warerooms, New York
"I have found that my greatest success in
selling the player-piano," said an old-time player
salesman the other day, "has come from get-
ting the prospect to put his feet on the treadles
of the instrument. You can talk to doomsday,
but you won't get as far by words as you will
just by getting the prospect to perform this
simple little act. Almost invariably it is a thing
which brings home the bacon.
"Anyhow, there are too many salesmen who
talk themselves out of a player sale. The in-
strument itself can talk better than any sales-
man who ever lived. The whole selling point
in a player deal, in my mind, is the fact that it
permits a prospect to play the piano who has
never had any technical training, to whom the
keyboard is a mystery. You would think that
every salesman would realize this from the
start, but it is surprising how many of them
there are who never seem to take this simple
point into consideration.
"I think I am a pretty fair demonstrator at
the player. I ought to be, for I have been dem-
onstrating it twenty-five years. But my dem-
onstration isn't the thing that sells them. The
prospect, when he or she hears it, is likely to
get the idea that they are going to get the same
result immediately, and you know as well as I
do that that is something which takes time. I
always tell them that the old slogan, 'Anyone
can play the player,' is only the part of the
truth; they need a little practice before they
can play it well. And I find, because I do that,
my sales stay sold, and that is a whole lot in
the player business.
"The foot-power player can be sold to-day as
well as it ever was. In fact, there are a greater
number of people interested in creating music
for themselves, at the present time than there
ever has been in the history of the industry.
But, unfortunately, this interest doesn't seem
to me to be capitalized properly, especially so
far as the player is concerned. Too many deal-
ers and too many salesmen have forgotten that
part of the story, and as a result their sales
of foot-power players have not been what they
ought to be.
"Five years ago I sold a player to a certain
customer who purchased the instrument because
he was a regular attendant at orchestral con-
WHITE, SON CO.
Manufacturer* of
ORGAN AND PLAYER-PIANO
LEATHERS
530-540 Atlantic Ave., BOSTON, MASS.
VBSSLBSS
certs and wanted the instrument to study the
compositions he heard played there. It was a
new angle on the entire proposition to me, but
since that time I have found quite a few people
who were in the same position and who re-
sponded to a selling talk and demonstration
from that angle. Then there are the old folks
who have been left at home and who want mu-
sic which the player alone could give them. I
could go on almost indefinitely outlining classes
of prospects of this type, every one of which
can be reached with the straight musical ap-
peal and for whom the foot-power player fills
a long-felt want.
"But, above all, when you are trying to sell a
player-piano get the prospect seated before the
instrument. The first results he or she gets
from it won't be much, but they, at least, feel
that they are making music themselves and that
is the most direct appeal I know of in creating
and holding their interest.
"Those who say the day of the foot-power
player is done make a big mistake. The trouble
with them is that they do not realize that the
quality of the salesmanship put behind this
instrument is not as good to-day as it used to
be and the appeal to the possible buyer is not
nearly as strong. The salesman or the dealer
who sells players properly to-day will find the
instrument as popular as it ever was and its
sales as easy to make as when the instrument
was a novelty to the average prospect."
469-485 E.it 133rd Street
New York
FOOT=POWER PLAYERS STRONG
Reports from every section of the country
show that the foot-power player piano is in
steady demand from the public. In fact, some
dealers state that a preponderating proportion
of their sales is in this form of instrument and
that the demand shows no sign of abatement.
This is a striking refutation to those in the
trade who predicted only a short time ago that
the day of the foot player was done so far as
big sales were concerned and that the future
rested with other instruments.
AMPICO RECITAL IN WASHINGTON
Arthur Jordan Piano Co. Sponsors Excellent
Comparison Concert at National Capital
WASHINGTON, D. C, April 10.—Special musicalcs
conducted by the Arthur Jordan Piano Co.,
Thirteenth and G streets, Northwest, are at-
tracting large numbers of music lovers. The
events are proving especially interesting in view
of the fact that the music season in Washing-
ton is practically at an end, and there will be
few artists visit the Capital before next Fall.
At one of these "hours of music," held in the
company's concert rooms on April IS, two "first
appearances" of world-famous pianists were
staged, the works of Luba d'Alexandrowska and
Benno Moiseiwitsch being reproduced on the
Chickering with the Ampico. Marian Reed, in
a lecture preliminary to the recital, gave some
highly illuminating touches to the music, dwell-
ing also on some of the mysteries that have
evolved the pianoforte.
In person, Gertrude Henneman, pianist of
Washington and an Ampico artist, gave an in-
teresting part of the program, with a recital
including Brahms and McDowell, and also gave
a selection that was afterward reproduced by
her Ampico recording.
Songs by Frances
Scherer, soprano, were also given, the Ampico
being used as accompanist.
So excellent was the program and so interest-
ing the event that it was given in the local news-
papers the same sort of a review which is ac-
corded visiting artists of national fame.
Consult the universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.
A Single Valve Action
Simplified to the Point of Perfection
Now Being Used by Leading Manufacturers
Write for Full Particulars
PEERLESS PNEUMATIC ACTION CO
Much attention was attracted to the window
of the Wm. Knabe & Co. warerooms on Fifth
avenue this week by the announcement that
Pope Pius XI had selected an Ampico for in-
stallation in his private apartments at the Vati-
can. A particularly interesting feature of the
window was a showing of a duplicate of the in-
strument selected by the Pope, a handsome
Knabe small grand with the Ampico, together
with a large picture of His Holiness and a re-
production of his order for the installation of
the Ampico.
The piano, the photograph and the warrant
were all arranged against a very attractive back-
ground and the whole effect was distinctly im-
posing.
I Worcester Wind Motor Co.
M
§§
WORCESTER. M A S S .
Makers of Absolutely Satisfactory
1
WIND MOTORS for PLAYER-PIANOS
Alao all kind* of Pneumatics and Supplies
iillllllilllll!
Ullllllllllllllllllllllllllllllllllllllllllllll
Jewel Word
Rolls
$1.25 Value at
75c Retail
50% Dealer
Discount
24 Hour
Shipments
Write for Cata-
log To-day!
PLAZA MUSIC CO
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
so
THE MUSIC TRADE REVIEW
APRIL 14,
1923
VICTOR CO. WILL OPEN PACIFIC COAST RECORD PLANT
LEV1TZK1 NEW COLUMBIA ARTIST
Proposed Plant Will Be a Complete Unit for the Production of Victor Records—Will Improve
Western and Coast Service—Rapid Progress Being Made in New Camden Addition
Noted Young Pianist to Record Exclusively for
Columbia Co.—Among Leading Masters of
the Keyboard To-day
CAMDEN, N. J., April 5-—At the general offices
of the Victor Talking Machine Co. here to-day
the report of the company's intention to estab-
lish an auxiliary record manufacturing plant on
the Pacific Coast was confirmed. The rumor
has prevailed in the trade on the West Coast
for some time, and was substantiated to a large
degree by statements made by Eldridge R. John-
son, president of the company, in the course of
various addresses.
It was stated at the factory that the proposed
new plant would be a complete unit for the
production of Victor records, including record-
ing studio, matrix department and special ma-
chinery for actual manufacture of records. No
details as to the location or extent of the Pa-
cific Coast plant are available at this time.
The new venture is calculated to improve the
Victor Co.'s service as to the delivery of its
products to the trade and public in the Western
section of the country far removed from the
main factory. It is not expected that the move
will result in economies of production, but will
undoubtedly overcome the many present diffi-
culties of transportation and facilitate distribu-
tion. No changes whatever in the general poli-
cies of the Victor Co. are involved.
Incidentally, substantial progress is beinjj
made in the construction of the mammoth new
addition to the Victor plant here, which, it is
planned, will increase production materially
when put in actual operation. The new building
is located directly on the Delaware river and
is an eight-story structure of steel, concrete and
glass, 436 feet long and 91 feet deep. Plans call
for the completion of the building by July 1
and the consequent rearrangement of depart-
ments in other buildings will give the company
badly needed additional production capacity.
Those who have seen the architect's drawings,
showing the details of the new building as it
will appear when completed, have received an
excellent idea of its immense size. It will be
a fitting addition to the great Victor plant,
which even now is little short of a city in itself
within Camden.
PLAN LIVE MUSIC WEEK PROGRAM
TRADE VISITORS IN LOS ANGELES
Talking Machine Trade of New York to Carry
on Strong Co-operative Advertising Campaign
in New York Dailies During the Week
Several Prominent Talking Machine Men From
the East Visiting Concerns in That City
The members of the talking machine trade
in New York and vicinity have made prepara-
tions for an energetic participation in the Fourth
Annual Music Week Celebration to be held in
this city during the week of April 29 to May 5,
and are raising by subscription among manu-
facturers, wholesalers and dealers a fund of
approximately $15,000, a part of which will go
to the support of the New York Music Week
Association and the balance devoted to a co-
operative advertising campaign which will pro-
vide for two full-page advertisements, featuring
the musical possibilities of talking machines and
records, appearing in two daily papers each day
throughout the week.
Otto Heineman, president of the General
Phonograph Corp., is chairman of the committee
in charge of the campaign and a sub-committee
consisting of L. L. Spencer, of the Silas E.
Pearsall Co., and Maurice Landay, of the
Greater New York Phonograph Co., has been
appointed to raise the necessary funds.
Some very attractive newspaper copy of gen-
eral character has been prepared by a prominent
agency and streamers and posters will be pro-
vided for the use of dealers during the week in
tying up with the newspaper campaign. The
public will be invited to visit talking machine
stores during the week and hear the records.
CORLEY CO. PLANS FORMAL OPENING
Los ANGELES, CAL., April 5.—Professor Forrest
Cheney is expected to reach Los Angeles on
April 22, according to R. L. Rayner, of the
Munson, Rayner Corp., California Cheney dis-
tributors. Mr. Cheney will visit Cheney dealers
and lecture before a number of organizations.
W. C. Fuhri, of the General Phonograph
Corp., visited Los Angeles last week, accom-
panying W. E. Henry, who has been appointed
Western manager of distribution of Okeh
records.
P. L. Dcutsch, of the Brunswick-Balke-Col-
lcnder Co., has been spending a few days in
Los Angeles recently.
Two carloads of the new Edison baby con-
soles reached here last week and were allotted
among Edison dealers by whom they are in
strong demand.
R. P. Hamilton, Western representative of
the Victor Talking Machine Co., has returned
from attending a conference in Camden, N. J.,
to which he was summoned. Mr. Hamilton
enjoys a great popularity among Victor dealers
in this territory.
Dorothy Jardon, of the Chicago Grand Opera
Co., Brunswick artist, is singing this week at
Loew's State Theatre. Miss Jardon, who enjoys
the unique distinction of holding a captaincy of
police, was met at the station upon her arrival
by Chief of Police Oaks. Brunswick dealers
are planning a reception in her honor. Miss
Jardon has made a distinct hit in the act which
she is presenting.
Victor Wholesaler and Music Merchant of
Richmond, Va., Again in Permanent Home
COLUMBIA HOLDS ANNUAL MEETING
RICHMOND, VA., April 9.—The Corley Co., the
prominent Victor wholesaler and piano and
music merchant of this city, whose building at
213 Broad street was badly damaged by fire last
November, has had the old quarters entirely
repaired and redecorated and is now busily
engaged in moving the various departments into
the permanent building. It is planned to hold
the formal' opening of the remodeled ware-
rooms on May 1. Incidentally, new equipment
has been installed and the quarters brought
strictly up to date in every particular. A large
stock of new instruments is being received.
The annual meeting of the stockholders of the
Columbia Graphophone Mfg. Co. was held Mon-
day, April 9, at Bridgeport, Conn., and resulted
in the re-election of all of the directors who
have held office the past twelve months. These
directors comprise M. N. Buckner, G. L. Burr,
C. W. Cox, W. C. Dickerman, Van Horn Ely,
H. J. Fuller, G. H. Kinnicutt, F. W. Shibley,
E. E. Thompson, T. F. McClelland, Douglas
Parmentier and H. L. Willson. The directors
will probably meet within the next week or ten
days and at this meeting will elect the officers
for the coming year.
The Columbia Graphophone Co. announced
this week that arrangements had been com-
pleted whereby Mischa Levitzki, one of the
world's foremost pianists, would record exclu-
sively for the Columbia library. This will be
welcome news to Columbia dealers and their
clientele everywhere, for, although Mischa
Levitzki is comparatively young in point of
years, he has already attained international fame
and renown.
Mr. Levitzki returned to the American conceit
stage for the season of 1922-1923 after a year's
absence, during which he circled the globe, play-
ing a series of forty-two concerts in Australia
and New Zealand, where he achieved a success
little short of phenomenal. In the city of Syd-
ney he gave nine consecutive recitals within
three weeks and at the ninth recital there were
present 3,500 people. In Melbourne, Brisbane,
Adelaide and the principal cities in New Zea-
land he was received with similar favor by
Australian audiences.
During the six seasons that he has been be-
fore the American public Mr. Levitzki has
played with practically every orchestra of im-
portance in the country, including the Boston
Symphony, New York Symphony, the New
York Philharmonic and the Chicago, Detroit,
Minneapolis, St. Louis, Cincinnati, Toronto and
Russian Symphony Orchestras. All of these
noted organizations engaged him for return ap-
pearances, and wherever he has played the
newspaper critics have referred to him in terms
of exceptional praise.
Mr. Levitzki is recognized throughout the
world as a pianist who has perfected his tech-
nique to a remarkably high degree, and one
prominent musical critic has referred to his
playing as follows: "There is no pianist living
lo-day who can draw from the instrument tone
more infinitely caressing and exquisite, or phras-
ing more polished and inspired." Another critic
lias stated: "He stands in the first rank with
few equals and no superiors." Mr. Levitzki's
first records for the Columbia library will be
ready in the near future and, needless to say, the
Columbia Co.'s acquisition of this famous artist
will be given wide publicity through all of the
mediums utilized in the extensive Columbia ad-
vertising program.
E. R. JOHNSON HOME FROM COAST
President of Victor Talking Machine Co. Re-
turns From Transcontinental Trip
Eldridge R. Johnson, president of the Victor
Talking Machine Co., returned to the headquar-
ters of the company in Camden on Monday,
April 2, after a transcontinental trip, in the
course of which he spent considerable time on
the Pacific Coast and also made a general sur-
vey of the business situation throughout the
country.
JEWETT PURCHASES DE FOREST CO.
DETROIT, MICH., April 5.—The Jewctt Radio &
Phonograph Co., of this city, has purchased the
business, good will and patents of the De Forest
Radio & Telegraph Co. As a result the Jewett
firm comes into possession of 181 radio patents.
The purchase also includes the new Jersey City
plant of the De Forest Co. According to a
statement by Edward Jewett Dr. De Forest
will continue in the capacity of consulting
engineer.

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