Music Trade Review

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The Music Trade Review
OCTOBER 15, 1927
H. H. Fleer, President of the Illinois Merchants
(Continued from page 7)
of C. J. Roberts, president of the association,
who was unable to be present and sent his re-
grets. Mr. Dennis outlined what had already
been accomplished in group instruction, and
the steps that had been taken by the national
association to encourage and aid in the work.
Last evening was given over to a lively meet-
ing of the Ancient and Honorable Order of
Cheese Hounds at the Palmer House, with
Charles Burtzloff presiding as chairman.
executive secretary of the Sales Promotion
Committee of the National Piano Manufac-
turers' Association, who outlined what had al-
ready been accomplished in the matter of pro-
motional work by the manufacturers and
stressed the need for full co-operation on the
Thursday Morning Session
Parnham Discusses Period Styles
The convention session this morning opened
with an able address by John H. Parnham,
president of the Everett Piano Co., on period
models of pianos along the lines of the ad-
dress he delivered at the Pacific Coast con-
vention in July. He stated that there had been
a steady increase in the interest shown by both
manufacturers and dealers in period models, but
still felt that there is much to be done by the
trade in getting behind the promotion of that
particular type of instrument. It is style and
beauty that rules in practically every com-
modity of life to-day, said Mr. Parnham, and
he called attention to a recent magazine adver-
tisement which pointed out that the horsehair
sofa had been relegated to the attic and said
an effort should be made by the trade to bring
home the same idea in connection with the old
style piano. He called attention to what the
furniture manufacturers and the automobile
men had been and are doing in the creation
of new and attractive styles and declared that
the piano men should do likewise.
"We- are in a luxurious age," said Mr. Parn-
ham, "and people are not interested in anything
that is ugly or out of style. It is up to the
trade to get the people, and the women particu-
larly, to feel that a beautiful piano will add to
the attractiveness of the home, and it is in the
homes of the great middle class that the appeal
is not only music, but also beauty and style."
In closing Mr. Parnham suggested that piano
manufacturers study what manufacturers in
other lines are doing in developing the eye ap-
peal.
Boykin Outlines Promotional Work
The next speaker was Edward C. Boykin,
H. H. Fleer
part of the individual merchant if the campaign
designed to bring the piano back into public
favor is to meet with success. Mr. Boykin
stated that an analysis of the industry would
be forthcoming shortly and also stated that the
list of magazines carrying the national adver-
tising of the piano would be enlarged to in-
clude the Ladies' Home Journal and other
prominent publications with a combined circula-
tion of 9,000,000. In the course of his talk, Mr.
Boykin called attention to the amount of mate-
rial issued by the committee for the use of re-
tailers in local campaigns, and referred to the
preparation of a new self-instructor for the
piano which will soon be ready for distribution.
Value of Piano Tournaments
Charles E. Byrne, vice-president of the Steger
& Sons Piano Mfg. Co., discussed the question
of piano playing tournaments and outlined
briefly the success that had attended the Chi-
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cago tournament this year in which some
15,000 boys and girls enrolled with the finals
held during the national convention. He paid
tribute to what had been done in Detroit and
declared that the tournament had proven a most
acceptable method for increasing piano sales.
W. Otto Miessner followed Mr. Byrne and out-
lined the rapid development of the Melody Way
Idea, and the successful manner in which it
had been put over in many cities of the country.
He pointed out the importance of incorporating
piano instruction in the curriculum of public
schools and declared that while some 400
schools now gave group piano instruction regu-
larly it would require a tremendous amount of
hard work to bring about the general adoption
of the plan in the schools.
Thursday Luncheon
The Chicago Piano & Organ Association was
the host at the luncheon to-day with Frank P.
Whitmorc, president of the association, presid-
ing. The speakers included H. H. Fleer, gen-
eral chairman of the Convention Committee,
who outlined the high points of the program;
followed by J. P. Lacey, Charles C. Adams, E.
E. Hanger and others. The principal address
was made by Louis A. Crittenden, of the W. W.
Kimball Co., who was introduced as "A man
who makes piano sales that don't bounce back,"
and who in the course of his talk emphasized
the fact that an individual cannot get out of
any business more than he puts into it. Suc-
cess in piano salesmanship, he said, depended
upon intelligent enthusiasm and an accurate ap-
preciation of the advantages of the piano, and
cited a number of new arguments showing how
both young men and old, if awake to their op-
portunities, cannot only make a success of the
piano business but can confer real benefits on
the communities in which they live. Entertain-
ment at the luncheon was furnished by Donald
Swengel, of Lyon & Healy, acenrdeon virtuoso.
Herman H. Fleer Elected President
The first business at the final session was
the election of officers as follows: President,
Herman H. Fleer, Chicago; first vice-president,
Charles W. Wiler, Quincy; second vice-presi-
dent, A. L. Bruner, Rock Island; secretary,
George Wiswell, Joliet; treasurer, Lloyd Parker,
Harrisburg.
Following the election W. W. Kerr, of The
Cable Company, delivered a talk on State legis-
lation and its effect on the piano business, and
pointed out to the association the advantage of
maintaining a representative at the State Capi-
tal to watch all impending bills with a view to
checking those inimical to the industry and en-
dorsing those measures calculated to benefit it.
The next speaker was Matt J. Kennedy, of Chi-
cago, who talked on direct mail advertising.
Next Convention in Chicago
The association adopted the new constitution
presented by the committee at Springfield last
year, endorsed group instruction in the public
schools, and appointed a committee consisting
of Charles Adams, J. D. Lacey, and George
Wiswell to draw up resolutions thanking the
Piano Club and the Piano & Organ Association
for their hospitality. Chicago was decided upon
for the 1928 convention with the suggestion
that the meetings be held at an earlier date.
The Annual Banquet
The convention ended with the traditional
banquet at the Palmer House this evening, the
principal address being made by H. H. Fleer
the newly elected president, who made a strong
plea for co-operation by music merchants
throughout the State. An interesting entertain-
ment was provided for the guests.
The Rice Piano Co. of Aurora, Ind., has
opened a new branch store in the Schneider
Building on High street, Lawrenceburg, Ind.,
and will be conducted by D. G. Rice and his
son, Horace.