Music Trade Review

Issue: 1952 Vol. 111 N. 4

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
"Handbook For Teaching Piano Classes"
An Excellent Aid to Music Educators
It was almost six years ago that the
movement of promoting piano lessons
in the schools was given earnest con-
sideration and Dr. Raymond Burrows
was appointed as chairman of the Piano
Instruction Committee of the Music Ed-
ucators National Conference. At that
time, efforts had to be made to interest
music educators throughout the country
to inaugurate piano lessons in the
schools.
Teacher Opposition Overcome
Efforts made in the last five years have
resulted in overcoming most of the op-
position to the idea of teaching piano in
groups, but there has remained a very
important problem of supplying a
source for information on just how to
go about this. Many class piano work-
shops have been held where teachers
could find what the system meant, and
could learn how to direct it. but it has
been found impossible to conduct
enough of these workshops to help all
the teachers who are now interested. In
view of this, under the guidance of Dr.
Burrows, a booklet has now been pub-
lished called "Handbook for Teaching
Piano Classes" which has been pre-
pared by the Piano Instruction Commit-
tee of the Music Educators National
Conference.
Profusely Illustrated
Cleverly illustrated by the reproduc-
tion of photographs of piano instruc-
tion in many schools, both public and
parochial, the book points out "Why
basic piano instruction is necessary in
every school" and contains a very
lengthy article on "The Preparation of
the Teacher" by Polly Gibbs, Vice-
Chairman of the Piano Instruction Com-
mittee, and gives a list of institutions
which offer group piano instruction
and piano pedagogy.lt points out "The
Relation of the Piano Class to the En-
tire School Program" by Marjorie M.
Keller, "The Valuation of Teaching
Materials" by Leah Curnutt, a treatise
on "The Care of the Piano" by Chaun-
cey D. Bond, past president of the Na-
tional Piano Manufacturers Association
and an ardent worker toward piano les-
sons in the schools, a chapter on "Class-
room Equipment" by Dr. Raymond Bur-
rows, a chapter on "Expected Achieve-
ments and Illustrated Lesson Outlines"
by Leslie T. Clauson, Charlotte DuBois
and Mrs. Fay Templeton Frisch, broken
down into elementary, junior high
24
school and college, during which ex-
amples from various elementary and
high schools are printed. There is also
a chapter on "University Activities" in-
cluding an example from Teachers Col-
lege, Columbia University, New York.
On the last two pages there is a partial
list of publications, issued by the Piano
Instruction Committee, which include
"Piano Instructions in the Schools" by
William R. Sur. "Piano in School" by
Dr. Raymond Burrows, "Calling All
Piano Teachers" by Mrs. Fay Temple-
ton Frisch, "Piano Teachers Down to
Earth" by Dr. Burrows. "Mass Piano
Class" by Dr. Burrows, "Simplification
of Piano Study" by John Crowder.
"Riding the Circuit with Piano Classes"
which was edited by Dr. Burrows.
On the last page, there is printed a
creed for music educators, headed
"More Music in Education, More Edu-
cation Through Music for our Children,
our Teachers, our Schools and our Na-
tion".
Harlan Johnson Appointed
Wurlifzer District Manager
The Rudolph Wurlitzer Co.. DeKalb
Division, announces that Harlan John-
son, recently appointed District Sales
Manager for the States of Nebraska,
Colorado, Utah, Wyoming. South Da-
kota and Iowa, will make his head-
quarters in Lincoln, Neb., where he and
Mrs. Johnson are now settled in a new
home.
Before being promoted to the posi-
tion of District Sales Manager, January
1. 1952. Harlan was progressively as-
sociated with many of the factory and
office departments of the Wurlitzer
Company at DeKalb.
A few days ago, when speaking about
Harlan Johnson, Hugh Stewart, Wur-
litzer Vice-President and Sales Manager
of the DeKalb Division said:
"There is no doubt but that Wur-
litzer dealers and their associates will
find Harland a highly cooperative and
conscientious young man. He will rep-
resent their interests capably, faithfully
and effectively for that is the spirit
which he has consistently displayed in
our DeKalb organization during the
many years in which he has advanced
from one department to another. He
is a fine young man of excellent char-
acter: a credit to both himself and to
Wurlitzer."
Hot Spray Lacquer New
Monroe Sander Piano Finish
One of the most recent and important
developments in the industrial finishing
industry has been the manufacture of
a hot spray lacquer for pianos by The
Monroe Sander Corp., Long Island
City, according to vice-president, Mor-
ris Dauber who at one time was a piano
manufacturer himself.
Personal Tests
Mr. Dauber, who was long associated
with the piano industry before joining
The Monroe Sander Corp., said that the
new finish produced by his company
has many advantages over conventional
lacquers, and this has been repeatedly
demonstrated through tests which he
personally conducted in piano plants.
Mr. Dauber pointed out that in hot
lacquers, heat used as a viscosity re-
ducing agent, makes thinners (solvents)
unnecessary, thereby eliminating one
cost factor. He emphasized, too, the fol-
lowing features of the finish which was
developed after considerable scientific
research in the Monroe-Sander labora-
tories. (1) The finishes are adjusted to
give the right viscosity because of the
heat. (2) Uniformity is assured at all
times. (3) Fewer coats of hot spray
lacquers are required than conventional
lacquers, thus reducing cost of mater-
ials and labor. (4) Coverage is in-
creased per gallon. (5) Rubbing of
finished products is easier. (6) Blush-
ing of lacquer on humid days is over-
come due to the controlled temperature.
(7) A coat of hot lacquer has more
solids than a coat of conventional lac-
quer.
Cold Tests
Mr. Dauber also emphasized that re-
peated so called "cold tests" on the new
hot spray lacquers show that these fin-
ishes are crack resistant after they are
applied to furniture and other wood
products. Thus, he said, these products
can be safely shipped from one climate
to another without damage to the finish,
a factor of inestimable importance.
The hot spray lacquer, which is made
of the finest solvents", said Mr. Dauber,
"assures manufacturers of a piano fin-
ish that is unparalleled in the history of
the industry."
Steinways Used at
MENC Convention
During the concerts at the annual
convention of the Music Education Na-
tional Conference in Philadelphia re-
cently several Steinway grand pianos
were used furnished by N. Stetson &
Co.,
Steinway's Philadelphia repre-
sentatives.
THE MUSIC TRADE REVIEW. APRIL, 1952
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
Manufacturers Should Aid in Eliminating
Trade Practice Abuses Says Emert Rice
TN his address at the Southeastern Re-
•*- gional meeting of the NAMM which
took place recently in Atlanta, Ga.,
Emert S. Rice, chairman of the NAMM
Trade Practice Committee, after point-
ing out how little dealer, salesman,
tuner or customer knew about piano
construction said:
"It is perhaps in the selling of pianos
that some of the most flagrant trade
practice abuses have been promoted.
"Recently I had the pleasure of talk-
ing with a gentleman who was prob-
ably among the country's most able
piano salesmen about 35 or 40 years
ago. In discussing many of the interest-
ing, as well as humorous salesmen's
tactics, he mentioned one used in a
prominent retail sales room of that
time. The technique was as follows:
"As the store's star salesman watched
the other salesman serve prospective
customers, he would slip into a show-
room where he noted a man having
some difficulty closing a sale. Aro-und
his neck would be dangling a typical
medical stethoscope which he would ad-
just and carefully begin to listen at
various parts of one of the pianos in
that room. Of course the story was that
he was checking the vibrations of the
piano to see, as he might explain to
the prospect, that the piano was prop-
erly seasoned. The prospect would be
all eyes. At this point he would un-
obtrusively take charge of the buyer
and it would become known that there
was a certain piano just checked that
was perfect and ready for sale. There
is no need to finish the story!
Bell Metal Plate Stunt
"Then there was the "bell metal
plate" stunt. The salesman would prove
the qualities of the bell metal plate by
taking a 50c piece out of his pocket,
raise the lid of a piano, and tap on the
cast iron plate. By comparison he
could go to the particular piano with
the special "bell metal plate", raise the
lid and at the same time slip his foot
over on the sustaining pedal and then
strike the plate with the 50c piece. Of
course the "bell metal plate" very evi-
dently made it a better piano due to the
sustained sound when he struck the
plate.
"All kinds of stories have been told
about pianos—pianos that have self-
tuning devices, pianos that never need
tuning and all manner of ridiculous
misinformation has been used by sales-
THE MUSIC TRADE REVIEW, APRIL, 1952
men to sell. And we may also add that
every conceivable scheme has been de-
vised to find a piano buyer.
Use of Fake Ads
"For many years probably one of the
most used unethical schemes to locate
a piano prospect is the fake ad claim-
ing that a repossessed piano is avail-
able in a community. This has been
and is now being used either by small
dealers in towns nearby them or by
larger organizations who have spread
the plan into several states. As we know,
the blind ad is usually placed in a
small town paper. When the customer
replies, a truck bringing one or more
usually new pianos will arrive at the
door one day and a clever talking sales-
man may even admit that he docs not
have the repossessed piano but happens
to have a "fine bargain". I was recently
told that one large operator was even
showing fake contracts to prove that
the instrument offered had been repos-
sessed. Usually a very substantial sav-
ing is offered. The customer often winds
up buying a piano "valued" at $800.00
for $600.00, which if he had taken the
precaution to check, could probably
have been purchased at the nearest le-
gitimate dealer's store for $550.00.
"Today with a more widespread
knowledge, together with a broader in-
terest in stamping out fake advertising,
most local newspapers will not accept
blind ads and welcome information
about dishonest layouts. They are in-
terested in protecting the local dealers
as well as the people of their commun-
ities.
Price Cutting
"Of all of the various complaints
that are heard today with regard to
trade practices, most of them can be
traced to what is commonly termed
price cutting. Just what does a price
cutter do? He may give a direct dis-
count. He may call it a cash discount.
He may offer an overvalued trade-in
allowance. Perhaps it comes under the
term of a loss leader. Then there is the
"anonymous friend" who will make a
gift and occasionally it is a "personal
gift" used to cover the discount offered
in a competitive sale. I am not referring
to the disposal of bonafide shopworn
merchandise.
The question is, what can be done
about this problem called price cutting.
The Federal Trade Commission plainly
states that nothing directly can be done
legally. Any merchant can legally sell
his wares at any price he pleases al-
though the fair trade practices rules do
state that it is unethical to sell below
cost with the intent of injuring a com-
petitor.
Literally, then, nothing legally can be
done about any particular dealer who
advertises or tags merchandise at one
price and then under the pressure of a
competitive sale, or for any reason, will
change the price.
We might approach the subject of
price from the angle of value. Just what
is the value of an instrument? Is it the
value of the materials plus the cost of
the labor to make it? In my opinion, it
is rare that the equal cost of two pro-
ducts can make the products equal in
value. I agree with the government that
an individual, whether it be the manu-
facturer, a dealer, or the person making
the final purchase, may value a product
as lie chooses. When one manufacturer
produces a useful article which the pub-
lic finds to be more efficient or useful
than another manufacturer's article,
then we can logically say that it will be
worth more and public competition in
the sale of the two articles will level the
price of one in proportion to it's value
to the other, regardless of production
costs or the cost to the dealer.
"An illustration of public reaction to
a variable nonstandard price is a recent
instance in which one of our service
departments was given a contract to
service an institution's pianos. We
found that one of the reasons that we
were approached was the fact that the
preceding year another firm's service
department had made a certain price to
do the work and then had gone to a
neighboring institution where they had
offered to do their work at a lower
price.
"In* describing the price cutter then,
I would say that he not only causes
some confusion when his neighboring
competitor is a one price operator, but
he is unfair to the public whom he
charges all manner of prices for the
same product. The dealer who deter-
mines by means of the manufacturer's
cost, together with his own needs, a
certain standard price for merchandise,
does not dare to inflate this price be-
cause he would then defeat his objec-
tive to sell competitively.
"In contrast, the price cutter must in-
flate his prices to make allowance for
the discounts, overvalued trade-ins, or
25

Download Page 24: PDF File | Image

Download Page 25 PDF File | Image

Future scanning projects are planned by the International Arcade Museum Library (IAML).

Pro Tip: You can flip pages on the issue easily by using the left and right arrow keys on your keyboard.