Classic Mode

Music Trade Review

Issue: 1928 Vol. 86 N. 5

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
Gulbransen Go. Sales Meetin
Held in Chicago
Middle Western Gulbransen Dealers Hear Plans of Company for
Present Year Including February Salon Campaign—Gul-
bransen's Analysis of Selling Conditions
HICAGO, 111., January 28.—It was the consensus of opinion of some fourscore piano mer-
chants who attended the regional sales meeting conducted by the Gulbransen Co. here on
Wednesday and Thursday, of this week, that the public, when properly approached, will
buy pianos, but various factors must be considered in making that approach. It was conceded
that prospects must be created, and that the dealer cannot depend upon the visits of those al-
ready in the market for a piano; that the style trend has an influence on business; that close con-
centration on the part of sales people is essential —
•
and that at the present time the retail piano because it is undermanned. Salesmen have been
business is undermanned, which in itself has an attracted away from piano business to other
effect on sales volume.
lines or to other divisions of the music business.
The officials of the Gulbransen Co. gave to The retailer has not fully realized that piano
the dealers their analysis of the piano situation selling is a specialty, and that if a man is to be
and the need for many more salesmen. It was successful at it, he must put his undivided
also recommended that dealers get together energy into this field alone.
"In too many cases piano men are inclined
with their fellow-piano merchants in the drive
C
Gulbransen Dealers and Representatives Gathered Before the Gulbransen Co.
Factory in Chicago
for business, and that they use their endeavors to to sell pianos on the wrong side of the rail-
bring manufacturers generally into line with road tracks. They are concentrating their at-
a view to modernizing and standardizing piano tention on the poor districts, overlooking the
sales systems.
appeal that the new, modern and splendid-ap-
The principal address at the meeting was pearing pianos hold for the person of means.
made by A. G. Gulbransen, president of the
"The public has been educated to a point
company, who said:
where it rejects all obsolete merchandise except
"The public properly approached will buy the piano. Piano relics are still the rule in
pianos. There is too much evidence of the too many homes. Public consciousness has not
public's acceptance of the piano wherever an in- been aroused to the fact that tremendous de-
telligent effort has been .made to create piano velopments have been made in modernizing the
sales for there to be any question about that. piano to make it fit in with other modern home
The piano business is fighting for lost position furnishings."
The sales meetings were in charge of John
S. Gorman, sales manager of the company, who
made a strong plea for the proper use of man
power in piano selling, and particularly for the
national pricing of instruments with a view to
establishing public confidence. "The fight is
from without rather than from within," said
Mr. Gorman. "Practice concentration in your
piano departments and adopt modern practices
in the handling of trade-ins, in charging for
accessories and in service." Mr. Gorman also
outlined the selling plans of the company for
the year, and called attention to the fact that
during the past eighteen months fifteen new
models of Gulbransen pianos have been de-
veloped in order to establish a complete line of
recognized quality and modern character, which
has been the ambition of Mr. Gulbransen.
Another speaker was L. W. Petersen, credit
manager, who emphasized the point that every
dealer is a credit man and should never relax
vigilance in the matter of sales and collections.
He particularly stressed the fact that the dealer
should hold down the size of the stock with
which he does business and concentrate on
quick-moving merchandise bought on short time
and sold on as short time as possible.
Walter Kiehn, advertising manager, brought
to the dealers a complete outline of two new
developments in the company's 1928 plan; the
February Nation-Wide Salon campaign and the
use of "Artistic Interiors," an authoritative new
book on home decoration, bearing particularly
on the piano.
The February Salon will be a nation-wide ex-
hibit of special Gulbransen models by the deal-
ers. Having its start in Gulbransen national ad-
vertising in the February magazines, the salon
has further tie-up in the dealers' retail advertis-
ing, in store window, store display and in his
mailing.
In hundreds of cases special art merchandise
will be displayed by Gulbransen dealers, such
as the art model Minuet, period grand, fancy
walnut grands, the remarkable new combination
registering and reproducing piano and other of
the latest types of Gulbransen instruments.
"Artistic Interiors" is an outstanding piece of
literature. In its compilation and illustration
the services of authorities in the matter of
period designs have been put to use. The book
in every sense is a de luxe volume—in its make-
up, picturization and text matter. It deals par-
ticularly with the part of the piano in the very
finest furnished homes, and gives examples of
correctly equipped Spanish, early American, Em-
pire, French Eighteenth Century and Italian
homes. In the first three months of 1928 this
book is being advertised in a group of maga-
zines having circulation in excess of 11,000,000
copies, including Literary Digest, Better Homes
and Gardens, Household Magazine, Delineator,
Woman's World, People's Popular Monthly and
Christian Herald.
Another novelty shown to the visiting dealers
was a completely decorated and lighted show
window in the company's showroom. This, Mr.
(Continued on page 19)
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
The Music Trade Review
Brambach Piano Co., New York, Opens
New Display Warerooms in Its Factory
Entire Line of Brambach Grands, Including Period Models, Given Adequate Display
Facilities for the Benefit of Visiting Brambach Dealers
'T^HE Brambach Piano Co., New York, is to-
-*• day using to good advantage the entrance
to its offices in the factory by turning this space
ment. The wareroom is most artistically de-
signed, and affords a splendid opportunity for
the display of these instruments as may be seen
New Factory Warerooms Brambach Piano Co.
into a very effective showroom where dealers in the accompanying illustration, it immediately
visiting the plant may inspect the entire line of adjoins the private offices of Mark P. Camp-
Brambach grands, including the period models bell, president and Gordon Campbell, vice-presi-
which are now being produced by this company dent of the company.
and which have created much favorable com-
Albert A. Barnes, of
Udell Works, Is Dead
President of Indianapolis Cabinet Manufactur-
ing Firm Dies at the Age of Eighty-eight
January 28.—Albert A.
Barnes, president of the Udell Works of this
city for forty-six years, died at his home, 1704
North Meridian street, Wednesday, January 25.
Funeral services were held at 3 o'clock Thurs-
day, January 26, with burial at Crown Hill ceme-
tery. He was eighty-eight years old.
The following officers and employes of the
Udell Works served as pallbearers: Howard
Phillips, R. M. Madden, J. 15. Peterseim, Samuel
Doll, J. U. Myers, C. E. Stanlnaker, C. A. Carl!
and H. P. Griffith.
Mr. Barnes came to Indianapolis from Beloit
in 1864 and established a photograph studio,
INDIANAPOLIS,
IND.,
but after four years abandoned photography to
become a commission merchant. In 1882 he
purchased the Udell Works, and has since given
his chief attention to this organization, which
has continued to grow under his direction.
The company manufactures cabinets, benches
and furniture specialties, and does a large busi-
ness with the music trade. Mr. Barnes was ac-
tive president of the organization until the time
of his death, although illness forced him to re-
main at home the last year or so.
Mr. Barnes was a leader in the organization
of the Y. M. C. A. and, although deprived of the
opportunity to attend school in his early life,
he was an enthusiastic supporter of Franklin
College. Ha was instrumental in the re-estab-
lishment and construction of the school, a Bap-
tist institution, which is now one of the leading
educational institutions in the state. He also
took an active part in the organization of the
Union Trust Co. and old Columbia Bank.
George W. BraunsdorS, Inc.
Old
Style
Punching!
Washers
BRIDLE STRAPS
5814-37th Ave.
Direct
Manufacturers
of
Also-Foltt
and
Cloths, Furnished
in Any Quantity
TUNERS' TRADE SOLICITED
WoodsMe, L. I., N. f.
Fixes SCRATCHES, MARS, HOLES, Etc.
CAMPBELL'S Stick Shellac
The quickest, easiest way to perma-
nently repair damaged finishes. Melt-
ed in hole, dent or scratch, then
rubbed down and polished. Will not
shrink nor check and is extremely
tough. The easiest, quickest, most
economical and only permanently
satisfactory method to repair serious
injury to any finish.
Stick Shellac color card and booklet "How
to Repair Varnished Surfaces" will be
sent you free upon request.
THE M. L. CAMPBELL COMPANY
1008 West Eighth Street
Kansas City, Mo.
A full line of Period Benches in stock.
Can match any finish.
Write for new catalogue.
THE ART NOVELTY CO.
Goshen, Ind.
FEBRUARY 4, 1928
Rebuilding Work Started
by Aeolian Co. of Missouri
i
Plans Completed for Reconstruction of Burned
Building on Elaborate Scale—Extra Story
to Be Added—Closing Out Stock
ST. LOUIS, MO., January 31.—Construction of
what will be some of the most elaborate music
salons in the Middle West, if not in the country.
are embraced in tentative plans for the recon-
struction of the Aeolian Co. of Missouri build-
ing at 1004 Olive street here, which was de-
stroyed early last month by fire.
The salons, it was said by officials of the com-
pany, will be one of the many new features
that will be included in the remodeled build-
ing, final plans for which are now being drafted.
The compartments will be ultra-modern in every
respect, they added, and will be equipped with
the latest and most approved facilities.
Present plans also contemplate the addition of
another story, making the building seven stories
instead of six as at present. The additional
floor would be used to amplify present facilities,
and will enable the company to provide ade-
quately for any further expansion in their busi-
ness.
Although the final plans for the building have
not yet been completed, the work of remodeling
the structure has been started. The necessary
brick work is being installed, and other repair
work is being done with a view r toward complet-
ing it as soon as possible.
Meanwhile, the Aeolian Co., ensconced in its
temporary quarters in the Lucks-Orwig, Leroi
Building on Locust street, has begun the dis-
position of instruments damaged in the fire. Vir-
tually all of them have been reconditioned and
are being offered to the public at greatly re-
duced prices.
Although the Aeolian Co.'s business during
the early part of the month was retarded due to
the fire, the company reports that, due to the
brisk business during the latter part of the
month superinduced by the reduction in prices,
January should show a satisfactory volume of
trade.
First Poole Piano Again
Goes to House of Winter
First Instrument Shipped From New Factory
of Poole Piano Co. Goes to E. Winter's Sons,
Whose Founder Bought First Poole Piano
BOSTON, MASS., January 30.—An interesting coin-
cidence came to light with the shipment of the
first piano from the new factory of the Poole
Piano Co., to which the company moved on
January 1 of this year. The first instrument
from the new plant went to E. Winter's Sons,
Inc., Kingston, N. Y., who also purchased the
first Poole piano made by the company when it
was established nearly forty years ago by the
late William H. Poole. The company has been
handling Poole pianos steadily since that time,
which represents something of a record in con-
tinued relationship between a piano manufac-
turer and a dealer.
E. Winter's Sons was established in 1850 by
Edward Winter, whose father before him had
been engaged in the business. Following the
death of the founder, his successor incorporated!
the business in 1912, continuing the policies
which had previously won success. The inter-
esting coincidence concerning the Poole piano
was discovered by Ava W. Poole, president of
the company, in looking over some old records
recently.
PIANO TECHNICIANS SCHOOL
{Under Y. M. C. A. Auspices)
Practical Shop School Tuning, General Repairs.
Rebuilding
GRANDS—UPRIGHTS—PLATERS
Send for catalog
The T. M. C. A. Ptano Technicians School
52nd and Sansom Streets.
Philadelphia. Pa.

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