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JUNE il\
THE
1923
MUSIC
TRADE
REVIEW
Cultivating Trade in Summer Months
How the Knabe Warerooms, New York, in Its Advertising, Meets the Competition oi the Automobile, by
Showing That the Reproducing Piano Is a Real Part of the Enjoyment oi the Motor Car—
The Influence of the Automobile in Keeping People in Their Own Homes
Every year with the coming of the Summer pose of "keeping up with the Joneses," the great
season and the outdoor pleasures associated majority of automobile owners, particularly
therewith, particularly motoring, piano mer- those who have cars of the better grade, are
chants have been prone to prepare for a dull quite able to purchase musical instruments if
season and accept the Summer lull as one of they are approached in a proper manner.
The Knabe Warerooms, in its copy, has made
the permanent features of the business. In all
too few cases have there been earnest attempts music a part of the enjoyment of the motor
to combat through advertising and other means car, but there are other avenues by which the
competing Summer attractions and thus en- dealer can make his appeal. The big thought
deavor to swing some of the money spent into is that business in the Summertime can be had
providing the retailer does not accept the situa-
the music merchants' pockets.
The automobile particularly has been the bug- tion at its face value and uses some measures
bear of the music man. He reads in the news- of original effort in going after trade.
The motor car may have had some effect on
papers of the tremendous demand for cars of
all kinds, of the fact that one factory alone
makes over four times as many cars as there
AN EXCELLENT HOUSE ORGAN
Latest Issue of the Baldwin Keynote Is a Vol-
ume of Unusual Attractiveness and Interest—
Copies Distributed at the Conventions
AFTER the swift exhilaration o f a run through the
XX. country, one Teacts to the beauties of music
with a keen enjoyment that is indescribable.
Every Motorist Should Possess
®he A M PI C O
The Most Magnificent Instrument of AH Time
"Re-enacting all the music you love best, exactly as
great artists record, the Ampieo is an essential part
of every fine home.
It will gjve us pleasure to have jou
heat cfvf Ampieo m out Studios
lh the KNABE. HAINES BROS, and FRANKLIN
UPRIGHTS FROM »985
GRANPS FROM ' 1 9 7 5
CONVENIENT TERMS
PIANOS IN EXCHANQE
Inabe
WE.
ytDartrooms
nfttittoeiraf at Ihhrtyninfli 01
331
Linking Music With the Motor Car
are pianos produced each year, and that while
in certain sections one in seven of the popula-
tion owns automobiles, in 1921, for instance,
pianos were sold to only one of every thou-
sand inhabitants of the country.
The re-
sult of all this is that he figures that he can
only expect to get a fair share of the money
that is left after the automobiles are bought,
and he works accordingly,
There seem to be many opportunities for the
music merchant to carry a special message to
the public that will appeal to some of them at
least as strongly as does the advertising of the
automobile man who long ago forsook talking
of the mechanical features of his cars in favor
of emphasizing the charms of the great out-
doors.
That such copy can be written and be made
effective is proven in the accompanying repro-
duction of an advertisement run in the New
York newspapers recently by Knabe Ware-
rooms in whjch motoring and music are delib-
erately hooked up in presenting the arguments
as to why the reader should buy an Ampieo to
supply a fitting finale to the motor ride.
Although there are some misguided individuals
who put all their available cash into automobiles
and, in fact, mortgage their houses for the pur-
The Baldwin Keynote, the official house or-
gan of the Baldwin Piano Co., Cincinnati, has
already atti acted much attention in the trade
through the excellent character of the material
offered in it and the high-class manner in which
it is produced, but the latest issue, in many re-
spects, surpasses any previous number. This
issue was distributed at the convention in Chi-
cago and made a strong impression upon visit-
ing merchants who received it.
As usual, the Keynote is replete with cuts and
articles illustrative of Baldwin progress. One
series shows the elaborate inspection methods at
the Baldwin factory; another shows a group of
hotels which have recently bought and installed
Baldwin pianos, among them being the Hotel
Charlotte? Charlotte, N. C ; the O. Henry Ho-
tel, Greensboro, N. C ; the George Washington
Hotel, Washington, Pa., and the Francis Marion
Hotel, Charleston, S. C. In addition the Hotel
Henry Watterson, Louisville, Ky., has pur-
chased three Hamilton pianos for the use of its
guests. The fact that Baldwin pianos have been
installed in the WOAW radio broadcasting sta-
tion in Omaha, Neb., is made the subject of
a special article.
There are a number of illustrations of dealers'
stores and of buildings in which Baldwin pianos
have been installed. The backbone of the pub-
lication is given over to portraits of a number
of artists who will use the Baldwin in concert
next season, among whom are included Vladi-
mir DePachmann, Marie Carreras, Claudio Ar-
rau, Cecile DeHorvath, Norma Drury and
Bachaus. In all respects the volume is a worthy
achievement and reflects credit on the house.
PEARL SPAULDING SINGS FOR RADIO
Editor of the Aeolian Sings Several Soprano
Solos at Broadcasting Station WJZ
Miss Pearl Spaulding, editor of the Aeolian,
the house organ of the Aeolian Co., and a so-
prano of recognized ability, sang before a radio
audience for the first time from broadcasting
siation WJZ, on the roof of Aeolian Hall, on the
evening of June 15. Miss Spaulding, who was
accompanied on the piano by Robert Armbrus-
ter, sang five numbers in all, including Mendels-
sohn's "On Wings of Song," Tour's "Littlest of
All," Cadman's "Land of the Sky Blue Water,"
Nevin's "Mighty Lak a Rose" and the Berceuse
from "Jocelyn." Her voice carried over the
radio so well that the director has booked her
for another concert in July. Miss Spaulding, in-
cidentally, is soloist at the Park Avenue Meth^
odist Episcopal Church, New York.
piano sales, but at the same time it has had
the advantage of keeping many people at home
during the Summer who previously found it
necessary to go to the mountains or the sea-
shore. The family with a well located and com-
fortable permanent home and a motor car finds
little reason for taking up temporary quarters
that may prove uncomfortable during the hot
months. The car takes them on short or long
tours and brings them back to their home where
the piano is an accepted part of the equipment.
Properly approached, there is no reason why
these people should not buy their instruments in
the Summer as well as in the Winter.
BOOK ON ACCOUNTING NOW READY
"Accounting for Retail Music Stores" Now
Available to Trade Members
The Trade Service Bureau of the Music In-
dustries Chamber of Commerce has just issued
a bulletin to the trade calling attention to the
book on "Accounting for Retail Music Stores,"
which was presented so prominently at the Chi-
cago convention and made a distinct impression
on retailers.
The book, which is now ready for delivery,
was compiled by Prof. Archie M. Peisch, of
the Amos Tuck School of Dartmouth College,
as a result of investigations of over 100 retail
music establishments made by M. W. Newcomb
and E. D. Smith, of the Dartmouth College stu-
dent body. The various accounting methods
and forms included in the book have been suc-
cessfully installed by Prof. Peisch in a number
of music stores. The book is offered to asso-
ciation members for $2 a copy and to non-mem-
bers for $3.
BRACING TRADE IN DULL MONTHS
Trade Service Bureau Calls Attention to Valu-
able Information on That Subject That Is
Available to Retail Music Merchants
The Trade Service Bureau of the Music In-
dustries Chamber of Commerce has again called
the attention of the trade to the excellent ma-
terial gathered by that Bureau some time ago
relative to ways and means for bracing up busi-
ness during the dull months of the year. This
information, together with the accompanying
charts, was published in The Review in full at
the time it was issued and a repetition thereof
is well worth while, for the suggestions made
as a result of a careful survey of the trade are
calculated to prove of genuine value to those
retailers who are not content to accept the Sum-
mer slump as a part of their business, but are
inclined to make efforts to overcome it and keep
business moving. A copy of the bulletin, to-
gether with the charts, may be obtained upon
application to the Trade Service Bureau of the
Chamber.
MEYER MUSIC CO. OPENS
KALAMAZOO, MICH., June 15.—The Meyer Music
Co., 316 West Main street, has opened for busi-
ness in its up-to-date quarters in the Henderson-
Ames building. A complete line of musical in-
struments, including Victrolas, pianos, sheet
music, records and small goods will be handled.
Harris Meyer, the proprietor, is still a young
man, but is thoroughly acquainted with the
music business. In addition to being a com-
petent organist, he has had many years' ex-
perience with his father's business.