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THE MUSIC TRADE REVIEW
Cleveland Music Trades Association
Holds Its Seventeenth Annual Meeting
Among the Speakers Were President Maresh, Dan J. Nolan, Judge Joseph F. Sawicki, C. D.
MacKinnon and Alden Smith—Harry Valentine Toastmaster—Tribute Paid Henry Dreher
/ C L E V E L A N D , O., February 16.—The seven-
tcenth annual meeting and banquet of the
Cleveland Music Trades Association took place
in the Lattice room of the Hotel Statler on
Tuesday evening, February 9. There were
eighty-five present, the largest number at any
meeting of the Association. The toastmaster
was Harry Valentine, of the Dreher Piano Co.,
who did his part most ably. Following the
banquet the first number on the program was
singing and dancing by entertainers from the
Follies Bergeres, who were heartily applauded.
Charles Yahrling, of Youngstown, sang a bari-
tone solo in which all joined in the chorus.
Mr. Yahrling said that it was called McDougal's
Farm.
Trade Must Meet Its Problems
President Maresh was the first speaker and
his subject was "Our Future." He received
tumultuous applause. He said:
"This yearly event stands out to me as one
of the brightest and at the same time one of
the most important in the career of our As-
sociation. With the smoke of recent dissen-
sions among ourselves cleared away, we are to-
day a greater, a better and a united Association
of piano men, dedicated to the benefit of the
Music Trades in the community.
"There is so much more good we can ac-
complish for our individual selves, our patrons
and our industry, by building up a solid As-
sociation with the ideal: for more and better
business, than by permitting our feelings of
strife with one another to tear down such an
institution.
"I now want to touch on a great problem,
as it is one of the most important the piano
trade has encountered in many years. And
this is—the slow, but sure dwindling of the
piano industry. I feel it—you feel it—we all
feel it.
"I can recall when, each year, the records
of pianos built in this country showed a steady
increase. To us, as dealers, it meant a steadily
increasing volume of business with hope and
optimism for the new year. We had the cour-
age of success and planned accordingly. But
look at the records of the past three years—a
steady decline, and in alarming proportions. And
this at a time when the country is in a seem-
ingly prosperous condition.
"Are we becoming a nation devoid of love
for music?—Are our parents taking no interest
in the musical education of our children?—Or
is the piano losing its proper place in the
home?. Are these the reasons,—or—have we
permitted other recreations to encroach upon
our industry and wean away the affections of
our people from the music we sell? What is
the real answer to the present condition of
the piano industry?
"My friends, this is the work for the com-
ing year. We must put our minds together,
and in solving the problems of our trade, we
help ourselves, not only as an Association—
but as individuals—and you will then realize
that not only do you put something into this
Music Trades Association, but you will take
out a great deal more."
The next speaker was Otto Muehlhauser, pres-
ident of the Music Merchants Association of
Ohio, who gave a short talk on "Our State
Association." He received a great ovation when
introduced by Toastmaster Valentine.
Nolan Talks on the Trade-in
Dan J. Nolan, of the Wurlitzer Co., then
made a few remarks on "The Trade-in Prob-
lem." He went on to say that he had a cold
and did not intend to say a great deal. He
started his talk off with a funny story which
aroused much mirth and his entire remarks were
punctuated by humorous anecdotes. He com-
pared the piano trade-in problem to the auto-
mobile one, much to the former's disadvantage.
He said he had no trade-in problem, and was
shipping carloads of used pianos in to take care
of the demand. He blamed each music dealer
who had a problem, because he allowed entirely
too much for the used instruments.
Mr. Nolan was followed by Rex C. Hyre,
secretary of the Music Merchants Association
of Ohio, who spoke extemporaneously on "Hate
Not Thy Competitor." He was cheered so
much that it brought a blush to his cheeks. His
talk was brief and to the point and he showed
his hearers how foolish it was to indulge in
business hatreds and how much more profitable
it would be for each man to become better ac-
quainted with his competitor, when he would
find him in all probability a fine fellow.
Judge Sawicki Discourses on Paderewski
Mr. Valentine in introducing Judge Joseph F.
Sawicki referred to him as not only a personal
friend of Paderewski, but a man who had done
much to forward the cause of music. Judge
Sawicki received a tremendous ovation and gave
a lengthy and interesting talk on the life and
career of Paderewski.
The next item on the program was a short
talk by C. D. MacKinnon, of the Brunswick-
Balke-Collender Co. of Chicago, who explained
the new method developed by his company of
recording by means of light waves. Hie was
listened to with close attention and at the end
of his talk gave a demonstration of the Pana-
trope. He was warmly applauded.
Alden Smith Defends Piano Business
Alden Smith, of the A. B. Smith Piano Co.,
gave a splendid talk. He was greeted with
cheers, and Mr. Valentine in introducing him
said that he looked forward to great things
from him:
"Fourteen years ago the Music Trades Asso-
ciation of Cleveland was organized with the
idea of creating interest in music, creating
friendship between competitors and improving
selling conditions. This Association is a monu-
ment to the men of brains, character and ac-
tion who made it. Some of them are here—
the rest of us are students of this organiza-
tion. It is up to us to learn and profit by the
experiences of the founders. We should go
one better, and instead of asking how big a
job a certain task is, and all about it, ask when
do we begin?
"This Association is one of unselfish useful-
ness, each contributor to the cause has given
freely of the information, experience and knowl-
edge he has had, to make the Association big-
ger and better, and to help the other members.
"A parasite of the music trade once remarked,
'Let's all go and get drunk and sit down and
brag.' He was anxious to enlarge on his won-
derful tricks, his keen sense of humor and his
great ability. No doubt after telling of the
thousands of clever stunts he pulled in the good
old days, he would end up with, 'Well, that's
before the radio ruined the business.' Some-
thing has always ruined the business in the
minds of some dealers, either the phonograph,
the tax collector, or the moving picture theatre,
electric carpet sweeper or washing machine, and
now we're down to the radio. One by one the
competitive products come, a few stay, many
go. It seems now that every few mornings
when I pick up the morning paper there is an-
other million or billion dollars' worth of radios
now complete with tubes and batteries at one-
half off. The example started by one of the
talking machine companies has sure spread like
wildfire. And isn't it a relief that we have the
pianos to fall back on!
"Perpetual motion was discovered years ago
when the first million black-cased upright pi-
FEBRUARY 20,
1926
anos were sold. When I walk up in our shop
and shake hands with a new crop of black
beauties that have been traded in and I know
that they will most likely be tuned, cleaned,
fixed and resold, I know that the piano busi-
ness has any other game skinned a mile. Of
course those poor instruments that can't stand
being sold as new again have to be sold as
shopworn or thrown away, but that's not so
bad, is it?
"The man that will do the business in the
next ten years will not be the man that goes
and gets drunk and sits down to brag, but
will be the man that stands up and tells them
that the finest thing he knows about a radio
is that you can turn it off, and that they should
buy a new piano. The fields to be developed,
I believe, are, first, the moderately priced grand
field, that is, grands ranging in price from $625
to $975. Second, the high-grade upright piano
field. Third, the phonograph, I suppose.
"The piano business is like a good old big-
hearted honest Newfoundland dog trotting
along down the street, with steen little dogs
ahollerin' and abarkin' after him. He wouldn't
harm them for the world, but everything they
can get away from him, all right for him. Let's
follow that example and get our share, and not
worry about anything else. After all, isn't the
piano business SOME business after all?"
Tribute to Henry Dreher
A fine tribute to Henry Dreher, past presi-
dent of the organization, was paid him in his
absence, which was caused through illness. It
was a large beautiful card and inscribed as
follows:
"To our friend and pal Henry Dreher. We
are all for you, Henry."
"Your friendship we cherish
"Your presence we miss,
"To let you know we're pulling for you
"We tho't we would send you this."
Charles Yahrling and Dan Nolan and other
speakers all paid a high tribute to Mr. Dreher,
and every person present at the meeting signed
the card, which was later sent to Mr. Dreher.
More dancing and singing by the entertainers
brought the program to a close. The Associa-
tion is in excellent shape and it is felt that it
will see a substantial growth the coming year.
Use Radio to Fight
"Bait" Advertising
(Continued from page 3)
to seek out a dependable merchant before pur-
chasing a piano. Probably you can identify him
first by his advertising—it will be accurate,
helpful and interesting. And you can classify
him by the conduct of his salesmen—they will
be courteous and considerate of your interests
and will not use high pressure to get you to
buy or to swing your choice to a particular
instrument.
"Blatant, boastful claims which deal in ex-
travagant self-praise and overstatement usually
earmark the store you should avoid.
"Should your suspicion be aroused through
experience with any dealer, or if you are in se-
rious doubt about any merchant from whom you
contemplate buying a piano, you may be able
to get facts about his practices by writing to
the Better Business Bureau (at 280 Broadway).
"The Bureau will at least tender you what-
ever protective information it can, and do so
without charge. It has nothing to sell. It is
maintained by the legitimate business men of
Greater New York to encourage accuracy in
advertising and integrity in selling and to act
against unfair and deceptive practices in
business."
John Schadler Visits West
John Schadler, head of the piano hardware
division of Hammacher, Schlemmer & Co., New
York, returned recently from an extensive trip
through the piano manufacturing trade in the
Middle West.