Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
AUGUST 16,
1924
THE
MUSIC TRADE
Permanent Player Popularity Depends
Upon Its Owners' Operating Ability
A. F. Olsen, Eastern Sales Manager of the Q R S Music Co., Points Out the Growing Apprecia-
tion Among Music Merchants of Proper Player Instruction Work With Customers
I ''HAT the permanent success of the player-
piano in the home rests chiefly upon the
ability of the owner to operate the instrument
properly and in a way that brings results sat-
isfactory to himself and to his friends has long
been realized, although in all too few cases have
retailers been sufficiently alive to future busi-
ness prospects to see to it that the purchaser
was instructed in the correct operation of the
player as soon as the sale was made, so that
the instrument would develop an appeal for
more sales rather than a prejudice against
"mechanical" music.
In this connection, A. F. Olsen, Eastern sales
manager of the Q R S Music Co., recently stated
there was a growing realization among dealers
of the necessity for instruction in player opera-
tion. It was this desire that resulted in the
development and marketing of the Q R S player-
piano instruction roll which has met with grati-
fying success. "This success is not at all sur-
prising," declared Mr. Olsen, "because the pur-
pose of the roll is to teach in an interesting and
easily understood manner the fundamentals of
proper player manipulation
It goes further,
however, in that it furnishes the necessary im-
petus for the understanding of better music and
makes it possible for the player owner to enjoy
his instrument to the fullest extent.
"Improper playing of the player-piano pre-
sents one of the serious evils with which the
industry has to contend. It is true that during
the process of selling and at times even after
the sale" is consummated the dealer teaches
to the best of his ability just how the player
should be operated because of the average cus-
tomer's lack of knowledge with respect to this
important point. However, after the instrument
is in his home the owner within a very short
time finds himself making no headway and if he
is at all musically inclined becomes his own
most severe critic., except possibly his next door
neighbors or those within hearing. It is then
but a matter of short time when the new player
owner not only becomes dissatisfied with his
investment but proves conclusively to his friends
who might otherwise be prospective player
owners that an investment in such an instru-
ment would not be an act of wisdom on their
part. This condition constitutes a double-edged
sword, hurting both the dealer from whom the
instrument was purchased and the player owner
as well. In addition, lack of interest in the
player-piano adds to the burden of the collection
department, where the instrument is sold on
the 'payment plan.'
"There can be no successful argument against
thorough instructions as to proper manipulation
of the player and the time to give these instruc-
tions is when the sale is made, or at least before
the operator has contracted habits in the manner
of playing his instrument that render him an
indifferent performer and are difficult to over-
come.
Q R S Instruction Roll
"It is for these reasons that an ever-increasing
number of dealers are including one of the
Q R S player-piano instruction rolls with the
first lot of rolls going out with the instrument.
"Of course," continued Mr. Olsen, "such a roll
cannot furnish musical intelligence, nor is it in-
tended to do so, but it does meet a well-defined
need in that it instructs the player operator how
to obtain good musical results through the
mechanical media incorporated in the instru-
ment. When this is accomplished the applica-
tion of such knowledge will make it possible
for one to obtain the results that are dictated
by his conception of what he is playing.
"After all, player-piano performance to the
average owner not versed in musical lore is
largely a matter of imitation of what he has
13
REVIEW
heard, which without an intelligent use of the
mechanical means at his command cannot com-
pare favorably with the original.
"A fifteen-page pamphlet in which are. to be
found illustrations and thirty-three different sub-
jects intimately related to player-piano operation
and care accompanies each roll. This pam-
phlet," concluded Mr. Olsen, "has been much
sought after by player salesmen for the purpose
of impressing prospects with the importance of
the subject as a whole as well as the ability to
supply an authentic guide for the achievement
of what every player prospect has in mind,
which is, to play the instrument well. If he
makes the purchase, and because he can play
his instrument well an intelligent interest is
established. This interest naturally will result in
the recommendation of the instrument to friends,
which is obviously to the direct advantage of
the dealer and also means the continual purchase
of new player rolls and, as a net result, a ful-
fillment of the real intent of the player-piano—
to give pleasure to all within its sound."
Fire in Wiley Piano House
HUNTINGTON, W. VA., August 11.—A gasoline
explosion started a fierce blaze in the workshop
of the Alfred Wiley Piano House, 1018 Fourth
avenue, which caused several hundred dollars'
worth of damage before it was extingiushed.
George R. Heilmann, piano repairman, was
cleaning a motor of a player-piano in gasoline.
He struck a part of the motor with a hammer
and a spark ignited the gasoline. He was slightly
injured by the explosion.
Pianist Gives Strong
Endorsement to Mehlin
Alberto Sciarretti, Well-known Italian Artist,
Calls University Grand of That Make a Gem
Among the recent letters received by Paul
G. Mehlin & Sons, West New York, N. J., was
one from Alberto Sciarretti, which follows:
"It will be three weeks to-morrow that the
Style 24 University model grand piano was
brought to the house. I should have written
Two Photographs of Alberto Sciarretti
to you then and there and I did wrong not to
follow my first impulse. But I feel relieved
about the three weeks that followed as I am
entirely justified in loading all the responsibility
for my silence on you.
"You sent me a gem in that piano. It is to
me an inducement, a spur and an inspiration.
An inducement to work with one who has so
materialized ideals of perfection; a spur because
with it I sought to win a crowded race; an
inspiration because it seems to live what I
desire before I think it. Work has never been
such a pleasure before to me and I owe it all
to the wonderful Mehlin piano."
Signor Sciarretti is spending the Summer at
Nantucket, Mass., and in the accompanying
photograph is shown seated at the Mehlin grand
about which he writes above and also with
"Chin-Chin," his prize chow.
This is the famous Overtoil
dust and moisture-proof car-
ton.
Legs are in separate
compartment of c a r t o n ;
bench top protected by spe-
cial felted wood frame—nc
mars or scratches. And re-
member, it's "Only Two
Minutes From Carton to
Customer".
No. 24 Overton K. I).
Duet Bench with large
music compartment ant!
player lift. Top IS" x
36", double crossbanded
and edge v e n e e r e d—
rubbed and polished.
Why Not Save 3/5 of Your Bench Freight?
You can do just that on every Overton K. D. Bench shipment.
It's worth considering, isn't it?
For instance, our sturdy No. 24 K. D. packed weighs only 30 pounds, is one-fourth the
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average saving of 60c on every dollar of freight.
Then you save an additional 50c a bench every time you order six or more benches.
Besides, you can carry four times an many K. D. Benches as Set-Up in the same space.
That means a complete assortment of benches always ready to help you close a piano sale.
And the beauty and careful workmanship of Overton Benches really reduce selling re-
sistance on pianos.
Order an assortment of these handsome K. D. Benches today. The price is right and
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E.
COMPANY
MICHIGAN
S
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