Music Trade Review

Issue: 1924 Vol. 79 N. 18

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
Nyiregyhazi With the Ampico Featured
in Concert Series by Kohler & Chase
Large Audiences Attracted by Presentations of This Instrument—Mark P. Campbell of the Bram-
bach Piano Co. Expected to Visit Local Trade—Exhibits at California Industries
0 AN FRANCISCO, CAL., October 20.—Cali-
^ fornians, Inc., is making a drive for $400,000
to provide sinews of war to tell the world of
San Francisco, northern California and central
California by advertising. The committee from
the music trades, which will aid in this cam-
paign, consists of Shirley Walker, Sherman,
'Clay & Co., chairman; James J. Black, Wiley
B. Allen Co., and Beeman P. Sibley, Coast rep-
resentative of the Kohler Industries, with head-
quarters in the Phelan Building here.
Two Recitals for Ampico Owners
1 Kohler & Chase announced two special re-
citals for to-day by the gifted Hungarian pianist,
IJyiregyhazi. They were given in Ampico Hall,
JKohler & Chase Building, and were especially
for owners of Ampicos and their friends.
Tickets were in great demand, both for the
afternoon and evening recitals, the usual enthu-
siasm evoked by this pianist being much in
evideneet" No tickets are purchasable during
the present tour of the pianist, his comparison
recitals, using the Ampico in the Knabe, being
the only chance to hear him.
Returned in Time for Recitals
H. L. Stoner, manager of the Ampico depart-
ment, Kohler & Chase, was back from an ex-
tended tour in time for the Nyiregyhazi recitals.
With Mrs. Stoner and their two sons they left
San Francisco on June 20 by auto. They
reached the Atlantic Coast on July 4, having
made three one-day stops at Sacramento, Tahoe
Pratt Read
Products
Piano Ivory
P i a n o Keys
Piano Actions
Player Actions
Established in
1806
at Deep River, Conn.
Still There
Standard Service and Highest Quality
Special Repair Departments
Maintained for Convenience
of Dealers
PRATT, READ & CO.
PRATT READ PLAYER ACTION CO.
Oldest and Best
and Ogden. A number of the piano factories
were visited, from Baltimore to Boston, as
well as many other points of interest. They
returned home via the Yellowstone Park and
the Columbia highway. During their Summer
in the open Mr. Stoner and his family traveled
11,000 miles, had only two punctures and no
motor trouble.
Music on the Air To-night
There is much local and long-distance interest
in a concert on the air to-night, broadcast from
KPO. The Family Club is presenting the music
of its 1924 "farm" play, "Who Dines With
Robin Hood?" The air production of the play
is being given under the direction of Harald
Pracht, of the Wiley B. Allen Co., who is also
singing one of the leading roles. George Mad-
ison, of the Wiley B. Allen Co., is the baritone
and all the other roles are being taken by those
who created them when the Family Club's 1924
play was given at Woodside, the country home
of this famous San Francisco Club. The music,
which is said to be extremely melodious, was
composed by George P. Hulton, with Sherman,
Clay & Co. Mr. Hulton is at the piano, on the
air. Ben Purrington is reading the lines of his
libretto.
McManus, well-known pianist who has just
returned from an Australian concert tour with
the 'cellist, Jean Gerardy, is at the piano for
some of the numbers, and Rudy Seiger has
his orchestra there. The participants are all
well known in San Francisco musical and club
life.
Mark P. Campbell Is Expected
There is a good deal of interest in the an-
nouncement made by Beeman P. Sibley that
Mark P. Campbell, president of the Brambach
Piano Co., will be here in a few days on his
annual visit to the Pacific Coast. Mr. Sibley
himself has just returned from a business trip
through the Pacific Northwest, where he found
conditions satisfactory.
Representatives of Haddorff Visit Trade
A. E. Johnson, treasurer of the Haddorff
Piano Co., is in the city for the first time in two
and a half years. Mr. Johnson is accompanied
by Charles Dundore, who is a regular visitor
for the Haddorff piano interests, which he rep-
resents on the Pacific Coast. Mr. Dundore
states that he considers business conditions
good at present.
Instruments Shown at California Industries
A booth that is quite a compendium of a well-
equipped music store is attracting a great deal
of attention at the California Industries Exposi-
tion. It is the Sherman, Clay & Co.'s booth
and carries many of that firm's well-known lines.
The Steinway and the Duo-Art in the Steinway
are causing many demands for demonstrations,
which are freely given, when the municipal band
is not performing. The Victrolas come in for a
large share of attention and there is a very full
display of King band instruments, saxophones,
Bacon banjos, Ludwig drums, violins and many
other small goods that attract the young folks.
Sheet music and music books also form part of
the booth, which is most attractively arranged.
Baldwin Piano Co. Makes Display
The Baldwin Piano Co. has a booth near
the entrance at the California Industries Exposi-
tion, where the Baldwin pianos are displayed.
Goelzlin in the South for Vocalstyle
An extended tour through his Southern terri-
tory is being taken by F. Goelzlin, of the Pacific
Music Co., the new headquarters of which are at
137 Turk street. Mr. Goelzlin has a very large
territory which extends from Alaska on the
North to Arizona in the South and includes
New Zealand and Australia. In this great terri-
tory he jobs the Vocalstyle rolls, and, according
to E. O. Gardner, retail sales manager of the
NOVEMBER 1,
1924
Pacific Music Co., there is a constantly increas-
ing demand for Vocalstyle rolls. Australia and
New Zealand are very frequently receiving roll
shipments.
Advertises the Brunswick Radiola
In connection with the radio concert being
j^iven to-night, under the direction of Harald
Pracht, of the Wiley B. Allen Co., that firm is
advertising, under the heading "radio," the
Brunswick Radiola as especially fitted for re-
ceiving concerts on the air: "Or, at a turn of
the lever, play your favorite record."
Sturdevent Returns From Northwest
L. W. Sturdevent, manager of the radio depart-
ment of Sherman, Clay & Co., has returned from
the Northwest and reports a great interest in
radio goods there. He has been attending to
the installation of radio departments in the vari-
ous branches of Sherman, Clay & Co. in that
territory.
"Johnny" Johnson Making
DeLuxe Reproducing Rolls
Popular Pianist and Orchestra Leader Con-
trolling Many Organizations Now Recording
for the Welte-Mignon (Licensee)
The latest addition to the popular music
artists playing for the Welte-Mignon (Licensee)
is Malcolm "Johnny" Johnson, who is a well-
known figure in New York and furnishes the
dance music at the Supper Club, the Mirador
and also at Sherry's between periods of record-
ing for DeLuxe reproducing rolls.
Mr. Johnson hails from Indiana and at the
age of eleven began to study for a concert
career in the Indianapolis Conservatory of
Music, traveling from his home in Washington,
Ind., to Indianapolis each Saturday for lessons,
and spending his time while waiting for the
return train in the Alhambra Theatre, where a
pair of expert ragtime pianists played.
For a time after leaving high school Johnson
engaged in newspaper work, but could not resist
the temptation to fill engagements with various
musical organizations, and finally after two
years in vaudeville became associated witn
Yerke's Happy Six and other orchestras as
pianist and arranger. He started his own or-
chestra in 1923 at Murray's, Philadelphia, anS
now has a number of orchestras under his con-
trol in Asbury Park, Palm Beach, near ana
about New York. It can be said for him that
he records a mean roll.
British Honor A. J. Mason
TORONTO, ONT., October 27.—Word has been re-
ceived on this side of the water that a singular
honor has been conferred upon A. J. Mason,
president of Mason & Risch, Ltd., this city, by
the Federation of British Music Industries when
that important body adopted a resolution ap-
pointing him an honorary vice-president of- the
Federation. This resolution arose from the de-
sire of the Federation's Grand Council to accord
Mr. Mason their appreciation of the most val-
uable service he had rendered the Federation
during its formation and conduct up to the time
of his leaving England to return to Canada.
Mr. Mason was one of the founders of the Fed-
eration and in its first years he had contributed
much to making that organization become the
fine success the music industry in Canada knows
it to be.
Opens New Store
ASHLAND, KY., October 25.—A branch of the
Summers & Son Music Co., which operates a
number of music stores through this state, has
been opened here recently. This is the sixth
branch store of the company.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
NOVEMBER 1, 1924
THE MUSIC TRADE REVIEW
9
Retail Dealers' Commission Problems
Calvin T. Purdy, Retail Manager of Hardman, Peck & Co., New York, Sums Up the Vexed Question of the
Retail Dealer's Relations With the Music Teacher in Sale of Pianos—Checking the Work of
the "Commission Hound" Without Losing Good Will and Ultimately Sales
N A period, such as the present, when the
retail piano industry is endeavoring to
register its progressiveness at every turn
with movements for cleaner advertising, cleaner
selling and a more efficient management of ac-
counts, it seems entirely fitting to consider an-
other important item, which cuts into the mer-
chant's profit: viz., the payment of unneces-
sary commissions. The evil of paying rebates
to piano teachers and professional musicians for
"introducing" to the piano dealer prospects who
would have doubtless found their way to his
store eventually probably began with the open-
ing of the first piano store, wherever it was.
The annual loss to the dealer under this custom
has been considerable.
To many of the large houses such a practice
is no longer an evil. They have seen fit to
organize themselves to meet the proposition
consistently and have stood their ground. Such
houses have recognized the fact that there is
such a thing as a just recompense for the per-
son who works for their establishment exclu-
sively, but they have closed their doors on the
nomadic lead-getter who shops everywhere with
the customer only to anchor where the sale,
which means his own commission, is the most
satisfactory.
It is obvious that the music teacher or musi-
cian who visits piano stores indiscriminately
with a prospect is performing no economic value
to the house by his presence or introduction.
He is a mere spectator of the transaction, and
can by no twist of logic make it clear that he
is entitled to any of the money which the quality
of the piano and the arguments of the floor
salesman have secured.
An extreme case was cited recently by Calvin
T. Purdy, manager of the Fifth avenue ware-
rooms of Hardman, Peck & Co., New York,
in which a piano teacher claimed her commis-
sion a week or two after the sale had been
made, without any previous communication.
The teacher had simply advised her pupil to
call at the Hardman establishment. The floor
salesman waiting on the customer had no diffi-
culty finding the exact piano to suit her and
the deal was made.
Mr. Purdy, meeting the music teacher in the
store some time after the piano had been deliv-
ered, explained that the young woman had made
no reference to being directed to the Hardman
store. He further stated that he had no record
of any agreement with the music teacher to indi-
cate that she was entitled to a commission. For
this reason, on behalf of a strict policy of the
Hardman house, he refused to allow any com-
mission on the sale.
The music teacher then began to get in a few
"licks" and advised the customer to return the
piano, as it was not, in her opinion, in a satis-
factory condition. A special repairman was sent
to the customer's home, which happened to be
an hour's ride from the store, and he consumed
half a day in determining that the piano was
in the same perfect condition it had been when
leaving the store and did not even need tuning.
The music teacher, who had doubtless counted
on a new hat with the commission she was so
sure of getting, was not of this opinion, and
within another month the customer was request-
ing a piano of different case design. The matter
was finally adjusted and no commission was
paid to the teacher, but not without much in-
convenience and expense.
"Hardman, Peck & Co. are by no means an-
tagonistic to music teachers who consistently
work for the Hardman piano and for it alone,"
said Mr. Purdy. "For years we have had satis-
I
factory relationships with many music teachers
in Greater New York who are influential in
bringing prospects into our store. These indi-
viduals generally have Hardman grands in their
studios and their admiration for our instruments
has a distinct influence on the pupil intending
to buy. When such influence paves the way to
a sale, it is only fair that the teacher be re-
warded."
This attitude represents the practice of most
of the large piano houses in the larger cities.
Frequently it is extended to grant a commission
to any employe of the establishment, whether
bookkeeper, stenographer or elevator operator,
when their personal friends are brought into the
store to buy and are sold. Department stores
with piano departments,'such as the John Wana-
maker Store in New York, have a working ar-
rangement with the entire personnel of the
establishment for such a service.
This practice is a commendable one, as is any
practice which widens the contact of a business
house. The house of John Wanamaker with its
3,000 employes has a connecting link, through
their families with practically every neighborhood
of the five boroughs of Greater New York and its
suburbs. If each employe were to bring in
one real piano prospect per year, one can imagine
the great benefit to be gained by the piano de-
partment. This is, of course, more than can
be expected, but there is no doubt that much
good business is obtained by this arrangement.
The house of Hardman, Peck & Co. goes still
further in the matter of allowing commissions
to employes for new business brought into the
store, extending the practice to include its re-
pair business. No direct commissions are paid
to the individual securing the repair work, but
a small percentage of the cost of the job is set
Court Refuses to Restrain
Prosecution of Suits
aside on all new service jobs amounting to more
than $30. Every three months the commission-
money thus accumulated is divided equally
among the twenty or twenty-five members of
the repair staff. The plan operates like a bonus
system, and serves well as an incentive to secur-
ing new business.
When to Pay
The question of when to pay and when not
to pay commissions for new business in con-
ducting a music store ought to solve itself most
of the time. The problem involved is to main-
tain the dignity of the house and to make
money, and paying fair rewards for service is
entirely within the bounds of these ideas. The
modern music merchant ought to be enterpris-
ing enough, however, to make the major part
of his sales unassisted from the outside. It is
a loss of both dignity and money to be com-
pelled to chop off a percentage of his list price
on every transaction.
Perhaps the most dignified thing about the
insurance business is the unflinching refusal of
solicitors and agents to grant rebates to their
friends for securing new business for them. A
statute has even been provided in the insurance
laws making granting such rebates a misde-
meanor. One would hate to see a similar law
passed with reference to the piano business, but
nevertheless it would be gratifying to see piano
merchants make a few strict rules of their own.
The easiest way to establish the fixed-price idea
in the piano business is to try to eliminate most
of the exceptions.
LAUTER
HUMANA
Player Piano
Federal Judge Winslow Denies Injunction
Asked by Westinghouse Electric Mfg. Co.
Against the De Forest Radio Co.
Judge Winslow in the United States District
Court last week denied an injunction sought by
the Westinghouse Electric Mfg. Co. to restrain
the De Forest Radio Co. from prosecuting filed
suits to cancel patents on the alleged infring-
ing Armstrong circuit controlled and manufac-
tured by the plaintiff corporation.
The District of Columbia Court of Appeals
recently held that the De Forest regenerative
transmitter was the original invention of this
device, reversing the Commissioner of Patents in
his contention that the Armstrong patent held
priority. As a result, actions were later filed
by the De Forest Co. against the Westinghouse
interests for cancellation of their Armstrong
patents and will be shortly tried in the Federal
Court, Eastern Pennsylvania District. A num-
ber of other suits are also pending.
If you are going after the
best business in town, you
need the Lauter-Humana.
A dozen distinctive fea-
tures make it different
from any other player
piano.
Buys Out Merz Music Store
MARYSVILLE, O., October 27.—The entire music
stock of the Merz Music Store has been pur-
chased by the Holycross Music Store and has
been transferred to the warerooms of the latter
concern. Harry Merz, who owned the Merz
Music Store, purchased the Penhorwood store
some time ago and operated it under the
changed name in addition to his music store in
Columbus.
LAUTER GO.
Newark, N. J.
62nd Year

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