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THE
MUSIC
TRADE
REVIEW,
September,
MARK P. CAMPBELL'S ENTHUSIASM OVER
PIANO TRADE IS REVIVED BY TRIP
T
HOSE who are inclined to believe that
enthusiasm has completely died out in
piano men are urged to get in touch with
Mark P. Campbell, president of the Kohler-
Brambach Piano Co., and have their ideas
on the subject changed pronto. Not that Mr.
Campbell has ever lost his great love for the
business in which he has spent his life;
simply that his enthusiasm has been much
stimulated as a result of an extended tour
of the mid-West trade which he made ea-rly
last month.
Mr. Campbell had just returned to his
desk when THE REVIEW called, with his
pleasant experiences fresh in his mind.
"Throughout the large territory I covered,"
he said, "I found a greatly increased interest
in piano selling and its possibilities. Dealers
and thair salesmen were showing the old-time
spirit and it was distinctly refreshing for they
are doing better selling and consequent!}
getting better results. No chances are being
overlooked and I got great joy out of an
opportunity to go with a dealer to call on
a customer and do my part in putting the
sale across.
"Particularly significant is the newly de-
veloped attitude of the public toward the
piano. Where formerly it was often bought
as a gesture to culture and as an indication
that the family had reached a higher social
position we now find that most instruments
are being purchased out of appreciation for
their educational value and with the idea of
training children in the personal performance
of music. This, to my mind, is most signifi-
cant. Being the direct result of all the effort
that has been put into the propaganda for
child training in piano playing it points the
way to a constantly growing and healthy
business.
"During my trip I addressed retail sales
forces on several occasions and emphasized
the fact that we should all be ashamed of
the job we are doing for not only are we
selling fewer pianos but we are not selling
those as well as we should. Even during
these times there are sales to be had but it
requires plenty of earnest personal contact
with a spirit that atouses enthusiasm in the
TUNERS' ASSOCIATION HOLDS
ANNUAL CONVENTION
The twenty-second annual convention of
the National Association of Piano Tuners,
Inc., was held in Minneapolis on August 3,
4 and 5, and although not the largest in point
of attendance, proved a very resultful gather-
ing due in no small measure to the excellent
arrangements made by the division.
Nels C. Boe, president of the National body,
presided and made an interesting report re-
garding the activities of the Association for
the past year. Annual reports were also sub-
mitted by Miss Mary C. Gubbins, the secre-
tary; and E. A. Wise, the treasurer.
During the course of the sessions a num-
ber of important addresses were made by
those outside Association ranks, including C.
D. Bond, superintendent of the Weaver Piano
Co.; Charles Frederick Stein, well-known
Chicago piano manufacturer, and Henry B.
II
1931
prospect. Slipshod methods and spineless
effort will not do.
"I do not agree with those who blame all
the poor business on the buying, or rather
non-buying, public for much of the fault lies
•with the salesmen who either lack the proper
spirit or who are trying to take care of out-
side interests instead of confining themselves
the Mathushek announcement of the new
Spinet Grand together with the new seven
foot grand, both shown first at the Chicago
convention, has aroused much interest in the
complete line. Some nice orders have been
secured and a number of dealers are interest-
ed themselves in the Mathushek franchise.
"I have looked for the Fall business to be
greatly improved in the piano industry, as
stocks of pianos have been low in the deal-
er's store and most of them contemplate plac-
ing their orders shortly, expecting a good
demand for fine pianos in the future.
"The Spinet Grand, added to the various
other styles manufactured by the Mathushek
Co., rounds out a very complete line for the
dealer and retailers in California have been
finding owners of fine homes very much in-
terested in the Spinet Grand both because of
its tone and its unique case design."
QUALITY
and
SERVICE
That Satisfy
MARK P. CAMPBELL
to piano selling. I have in mind the story
regarding Henry Ward Beecher's advice to
a minister who complained that many of the
men of his congregation went to sleep during
his sermons and sought a remedy. 'In our
church we have a committee to handle such
matters,' said Beecher, 'and when the men go
to sleep the committee wakes up the minister.'
Perhaps some customers would show more in-
terest in buying if the piano men woke up.
"So far as I am concerned, I have never
lost faith in the piano business and still be-
lieve that it has great possibilities for the
real salesman. It was a great joy to observe
numerous dealers, holding those same views,
doing real business. It seemed like old
times."
Herman, director of the Detroit Music Study
Foundation.
Salesmanship classes were conducted by J.
W. Bethune, of Detroit, in the course of
which H. M. Schramm delivered an address
on the use of direct mail.
The new officers elected are A. V. Minifie,
Pontiac, Mich., president; Nels C. Boe, Chi-
cago, vice-president; Miss Mary Gubbins,
Chicago, secretary, and R. Kemperman,
Grand Rapids; Russell Oak, Detroit; H. M.
Schramm, Rochester, N. Y.; C. K. Backus,
Minneapolis, and A. H. Miller, Cleveland,
directors. The 1932 convention will be in
Detroit.
MATHUSHEK PIANO LINE
POPULAR ON PACIFIC COAST
Louis F. Goelzlin, Pacific Coast representa-
tive of the Mathushek & Sons Piano Co., with
headquarters in San Francisco, reports that
are found i in
PRATT READ
PRODUCTS
which include
PIANO KEYS
ORGAN KEYS
PIANO ACTIONS
IVORY and SHARPS
Expert workmanship and prompt
shipments guaranteed.
PRATT, READ & CO.
Established 1806
DEEP RIVER, CONN.
•1