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Music Trade Review

Issue: 1923 Vol. 76 N. 21

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC
TRADE
KLVHW
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PUBLISHED BY EDWARD LYMAN BILL, Inc.
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{ . ourth
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Assistant Treasurer. Wm. A. Low.
J. B. SPILLANE, Editor
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Vol. LXXVI
NEW YORK, MAY 26, 1923
No. 21
MAKING PIANO SELLING WORTH WHILE
T
H E R E is still to be heard in a number of sections the cry that
there is a serious shortage of piano salesmen to take care of the
business that is already presenting itself to the dealers, but investi-
gation proves that in many of the sections from which such com-
plaints come there are piano houses that are operating well-organ-
ized sales staffs with considerable success.
The answer seems to be in handling the sales organization, not
simply getting men trained in piano selling or in taking them from
other fields, but in making the piano selling proposition sufficiently
interesting from a monetary standpoint to keep the men satisfied
and energetic. To accomplish this requires competent sales man-
agement and the ability on the part of the manager to co-operate
with the salesman not alone in giving him the goods to sell and
backing him up with advertising, but in paving the way for him so
far as possible in making his approach to the prospect.
The greatest factor in keeping salesmen satisfied is the ability
of the house to offer them a proposition that will enable them to
make money and to put forth the proper effort. Neither large com-
missions nor yet substantial salaries will accomplish that result
unless there is real co-operation from the management.
OVERCOMING TRADITIONAL SUMMER SLUMPS
F
ROM time immemorial piano dealers located in the city have
explained the Summer lull in part by pointing to the large pro-
portion of the piano-buying population that goes away to Summer
resorts for the heated period. They have accepted the condition
as a natural one and not to be remedied. There are dealers, how-
ever, who even in Summer stick to the policy of going after the
trade where it is in a strictly literal sense.
Among the latter class, for instance, is to be included Hahne
& Co., Newark, N. J., who operate a very successful piano depart-
ment in that city. The Hahne department for several years has
offset the Summer slump in piano and talking machine sales by
opening branch stores for the season in various resorts in con-
tiguous territory and has found that the venture is decidedly
successful.
There is no question but that the same plan can be worked in
REVIEW
M A Y 26, 1923
maiiv other sections ot the country, particularly in view ol the
growing number of people who own Summer homes in mountain
and seashore resorts and furnish them themselves. It is hardly fair
to expect that these individuals are going to buy the finest of repro-
ducing pianos for Summer cottages, for such instruments have been
sold for the more elaborate homes, but there is a big field for the
medium-grade piano, for the talking machine and, particularly, for
used instruments.
In most cases the normal population of resort towns is hardly
large enough to support a very active piano and music store,
although even in cases where local stores are operated there is
found to be a sufficient overplus of Summer business to make a
temporary venture prove profitable, particularly where an appeal is
made to the transient residents coming from the city in which the
main store is located.
Even where dealers do not feel free to go to the trouble and
expense of operating a branch store in a Summer resort it has
been found profitable where the distance is not loo great to keep
sales crews in such towns for several weeks during the Summer.
In fact, this practice is followed by a great number of houses in the
East and is particularly in evidence in the shore sections of Long
Island. It simply means carrying out the general idea of going
after the business where it is to be found.
ECONOMIC AND BUSINESS CONDITIONS HEALTHY
B
USINESS reports from various sections of the country indi-
cate that, although retail trade in certain sections has shown a
slight lull during the past few weeks, the situation as a whole is
healthy and sales, taken on an average, continue to be better than
for the corresponding period last year. In certain of the larger
cities, particularly in the East, the increased wage demands in the
building trades have served to put a check on new construction, and
although as a result business is likely to be hurt, in a certain
measure, the probabilities are that the difficulties will be smoothed
out within a reasonable time and building activity resumed.
In most sections the farming element is more than holding its
own, with an anticipated acreage as large as that of last year and
with an increase in the demand for foodstuffs at substantial prices.
This fact in itself is likely to keep the situation stabilized.
In manufacturing industries activity continues at a high level
and the consumption of raw materials still taxes available supplies.
Judging from unfilled orders on hand and the volume of orders that
continues to come in, there is not likely to be any curtailment of
industry for some time. To a large degree this fact holds true in
the piano trade, as well as in other industries.
National business surveys made by qualified agencies seem to
indicate that where there is a slump in business it is generally to be
credited to local conditions and may be expected to be only tem-
porary in character. That simply means that the piano man must
work a little harder to get maximum results.
THE BETTER HOMES DEMONSTRATION WEEK
I
T is an interesting and pleasing coincidence that the Better Homes
in America Demonstration Week will be celebrated in something
over a thousand cities and towns in the country during the same
week that the Prosperity Convention of the allied music trades will
be held in Chicago. The possibilities of an effective tie-up between
the two movements this year at least are almost limitless.
The music industry has been fortunate within the last few
years in tying up with a number of movements which, through
increasing music appreciation or appreciation of musical instruments
themselves, have been calculated to help business directly. None of
these movements, however, has any greater possibilities for good than
that for better homes, for that is non-commercial in character and
presents musical instruments, not simply as something to be sold,
but as a very necessary part of home equipment.
In arranging for a home music contest in connection with the
Demonstration Week the Trade Service Bureau of the Chamber
of Commerce has accomplished something that is worthy of earnest
consideration by trade members. The tie-up with the contest and
with the Demonstration Week itself can be accomplished by the
individual dealer so easily and so cheaply that it is difficult to see
how music merchants in cities where better homes displays have
been arranged can fail to realize upon the opportunity and use
it as a stimulus to business.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
MAY
26, 1923
THE
MUSIC TRADE
REVIEW
Programs of the Convention Sessions
Details of the Meetings of the Chamber of Commerce, Music Merchants, Piano Manufacturers, Piano
Travelers, Musical Supply, Musical Merchandise, Band Instrument Manufacturers, Organ Builders,
Sheet Music Dealers, and Music Publishers' Associations and of the Ampico Art Society
The programs for the meetings of the Music
Industries Chamber of Commerce and of the
various associations affiliated with it, which
have now been put into final shape, promise
some interesting discussions of the various
questions that are to the fore in the trade at
the present time, many of which, in one way
or another, serve to affect several divisions of
the industry.
One of the chief matters to be considered is
that of the proper handling of trade-in instru-
ments, upon which problem a committee rep-
resenting the Chamber has been working for
some months past and which will be discussed
not only at the Chamber meeting, but at the
sessions of the Manufacturers' and Merchants'
Associations.
The convention headquarters will, for the sec-
ond time, be located at the Drake Hotel, which
has facilities for handling all the association
meetings as well as for taking care of dele-
gates and housing a large number of exhibits.
Reports from various sessions indicate that the
attendance at the meetings is likely to exceed
all previous records, which may be ascribed in a
large measure to the attractiveness of the con-
vention program and also in a degree to the
desire of many retailers to visit the great cen-
tral market for the purpose of keeping in touch
with the new things offered to the trade.
In order to keep the convention delegates
together between the morning and afternoon
sessions, and to make it unnecessary for them
to travel down to the Loop for a noon repast,
arrangements have been made for an interest-
ing series of daily luncheons, at the first of
which Mayor Dever, of Chicago, will make an
address of welcome. Each day several promi-
nent entertainers will appear for the benefit of
the music men and the affairs will be of the
same general character as the luncheons inau-
gurated for the first time in Chicago two years
ago. The Monday luncheon will really mark
the opening of the convention, for the first ses-
sion of the Chamber will be held immediately
thereafter.
The entertainment program is a most elabo-
rate one in every respect, for, in addition to the
Merchants' banquet on Wednesday evening, at
which prominent speakers and artists will ap-
pear, and the Chicago Piano Club "Frolic" on
Thursday evening, winding up the festivities,
there are already a score or more private en-
tertainments scheduled, many of them on Tues-
day evening, which has been left free for that
purpose through the action of the Manufac-
turers' Association in eliminating its annual
banquet.
Chamber of Commerce Meeting
June 4-7
Of particular interest, of course, is the an-
nual meeting of the Music Industries Chamber
of Commerce, which is scheduled to follow im-
mediately after luncheon on Monday, at which
its officers, directors and members will be pres-
ent. At the first meeting Richard W. Law-
rence, president, will review briefly the Cham-
ber's activities for the year, the various offi-
cers and committee chairmen will make their
reports and George E. Roberts, president of
the National City Rank, of New York, will de-
liver a comprehensive address on business con-
ditions.
'
The past year has seen a number of changes
in the Chamber, all likely to improve the effec-
tiveness of its operation. There have been sev-
eral movements of direct value to the trade or-
ganized and carried out and other movements
put under way that promise to be very success-
ful.
The Chamber, through its committees and
bureaus, has given particular attention to the
problems of the retailer which is reflected in the
preparation of a depreciation schedule for used
pianos, an accounting system for retail music
stores, a retail advertising contest and other
features of similar importance. Nor has the
manufacturer and supply man been overlooked,
for in their interests has been carried on the
work of the Standardization Committee and
Credit Bureau, which will present the results of
their efforts at the Chicago meeting.
The second and final session of the Chamber
of Commerce will be held on Thursday after-
noon, June 7, at 2 p. m., when delegates will
meet and elect directors for the ensuing year.
Following the general session the new Board of
Directors will organize and hold its first meet-
ing. In this last session of the Chamber there
will be considered the accomplishments of the
various associations in their conventions and a
program decided on as far as possible for the
new year.
Music Merchants' Convention
June 5-6
The twenty-second annual convention of the
National Association of Music Merchants, of
which J. Edwin Butler, of Marion, Ind., is pres-
ident, will be held at the Drake on Tuesday and
Wednesday, June 5 and 6, the registration of
delegates taking place on Monday.
At the first session on Tuesday morning the
various officers and committee chairmen will
present their reports and routine business will
be considered. At this session, also, there will
be announced the prize awards in the member-
ship campaign, after which C. Alfred Wagner,,
general manager of the American Piano Co.
and chairman of the Chamber's committee
charged with the compilation of the deprecia-
tion schedule of used-piano values, will address
the merchants and tell them what has already
been accomplished and how the schedule is
likely to benefit them in handling trade-ins.
At the Tuesday afternoon session R. W.
Lyon, secretary manager of the American
Homes Bureau, Chicago, will deliver an ad-
dress on "Directing the Public Mind Toward
Music in the Home." Martha Scott and the
Hull House Chorus will also appear at this
meeting and give an illustrated answer to the'
question "Music—Why?"
At the Wednesday morning session will be
announced the awards in the Retail Advertis-
ing Contest, which has brought forth a large
number of exceptionally fine entries and which
should prove one of the outstanding features
of the Merchants' convention. Thomas H.
Pietcher, chairman of the special committee of
the Chamber in charge of the contest, will pre-
sent the awards.
At the same session Charles E. Byrne, secre-
tary and treasurer of the Steger & Sons Piano
Mfg. Co., will deliver an address on "Advertis-
ing and Selling." Other papers read at the ses-
sion will include "Radio From a Retail Stand-
point," by J. E. Boothe, of Barker Bros., Los
Angeles; "Accounting for Retail Music Stores,"
by Prof. Archie M. Peisch, of the Amos Tuck
School at Dartmouth College; "Service in Sell-
ing," by J. T. Lange, of the A. W. Shaw Co.,
publishers of System, and N. H. Fegen, of Chi-
cago Radio Laboratory, on "Radio From Manu-
facturers' Viewpoint."
At the final session on Wednesday afternoon
Prof. Peter W. Dykema, of the Playground and
Recreation Association of America, will read a
paper on "Promotion of Music, Coupled With
the Playground and Recreation Idea."
Following Professor Dykema's paper various
resolutions will be presented for the considera-
tion of the Association and new officers will be
elected for the ensuing year.
The Merchants' convention will be brought to
a close with the big social event of the week,
namely, the annual banquet on Wednesday eve-
ning at the Drake. President J. Edwin Butler
will preside as toastmaster, Prof. Peter W. Dy-
kema will lead the gathering in song and Cy-
rena Van Gordon, contralto, of the Chicago
Civic Opera Co., will sing. Dancing will fol-
low the banquet, the music bemg supplied by
Frank Westphal and His Rainbo Orchestra.
Piano
Manufacturers' Association
June 5
According to present schedule the convention
of the National Piano Manufacturers' Associa-
tion, of which C. C. Chickering, of Chicago, is
president, will be confined to a single day. The
first meeting will be held Tuesday morning,
June 5, at which will be presented reports of
the officers and of the heads of the Credit Com-
mittee, the Credit Bureau of the Chamber
and of the Standardization Committee.
On Tuesday afternoon there will be a dis-
cussion of the relationship of the manufacturer
and dealer in retail merchandising, conducted
by Carle C. Conway, chairman of the Advisory
Committee of the Trade Service Bureau of the
Chamber, who is scheduled to deliver an inter-
esting address.
At the same meeting C. Alfred Wagner will
present for the benefit of the manufacturers the
piano depreciation schedule and James F. Bow-
ers, of Chicago, will talk on "The Problem of
Skilled Piano Labor."
The reports of miscellaneous committees, the
presentation of resolutions and the election of
officers for the new year will bring the con-
vention to a close.
The Nominating Committee of the Manu-
facturers' Association has presented the follow-
ing nominations to be acted upon at the con-
vention:
For secretary, A. G. Gulbransen.
For treasurer, Charles Jacob.
For Membership Committee, George B. Nor-.
ris, Columbus Healy, G. L. Miller, Walter C.
Hepperla and John J. Clark.
Piano Travelers' Association
June 7
The annual meeting of the National Piano
Travelers' Association, of which George H.
Bliss is president, will be held at the Drake on
Thursday evening in connection with the an-
nual dinner of travelers, the plan of combining
the dinner and meeting having been decided
upon last year in the belief that it would bring
together a greater number of travelers for the
discussion of various association matters.
Musical Supply Association
June 5
The annual convention of the Musical Supply
Association of America, of which James T.
Rose is president, will be held at the Drake on
Tuesday, June 5, with sessions both morning
(Continued on page 9)

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