Classic Mode

Presto

Issue: 1920 1750

Page 12 Text:

PRESTO
12
forms another important part of this moving picture
film. In this section is shown clearly the detail
processes by which the various parts of the player
action are made. To present this technical infor-
mation so that it would be interesting was difficult
but by weaving in human interest in the factory
scenes occasionally the various operations were ex-
Visitors to Music Show at Grand Central plained so that the spectator is kept interested as
the story unfolds.
Palace See Instructive Screen Picture
The operation of the player action—of the pneu-
Which Is a Triumph in High
matic, the valves and of the system of vacuum is
Grade Publicity.
cleverly presented in the film. This, however, pre-
sented a real problem. The operation of the player
Many of those attending the national Music Show is a dark mystery to most people and had to be
in New York this week saw the industrial moving made unmistakably clear. The method used in the
picture built around the Standard Player Action. Standard film was chosen from several plans of
But it is very doubtful whether those spectators presentation as being most concise and most easily
fully appreciated the amount of study and research understood.
necessary in the production of the original negative.
Those attending the Music Show have found the
When the Standard Player Company, New York,
Standard Moving Picture film a real education in
planned this moving picture reel as the feature of
the Music Show it little realized the amount of prep- piano history. It has met with immense success,
aration necessary before it would be completed. Ap- due perhaps to the care in its preparation and will
parently the moving picture is a simple thing. In its without a doubt teach thousands of people much of
execution it presents many problems that the ordi- the history of music, showing them at the same
time how a playerpiano gives the satisfaction which
nary person would not realize.
has made it the musical instrument of today.
All who have seen this reel pronounce it a work
of art from the picture standpoint. It goes back
beautifully into piano history presenting various
stages in the evolution of piano music. It is in fact
an interesting picture story of the piano from the
days of the harpsichord to the playerpiano up to
date.
Picture the scene of the harpsichord with its old The DuBarry Piano Company Plans Better Service
for Trade in Wide Section.
Colonial setting; the old lady sitting before the in-
strument rendering a dainty minuet on the plucked
The
DuBarry
Piano Co., Seattle, Wash., has
string instrument while the young couple execute
opened
another
branch
store in North Yakima,
the pleasing movements of that old dance. The
preparations for this scene were elaborate. The Wash., under the management of an experienced
harpsichord which was used is one of the few in road salesman of the firm, J. W. Major. Mr. Major
existence today which are in first class condition. has worked through that territory for years and
The scenery for this setting had to be especially knows all the requirements of' the trade there.
built and the details of the decorations and cos- The business of the company is in excellent shape,
a fact eloquently verified last week by G. H. Du-
tumes carefully watched.
Barry, the president and general manager, who said:
The Spinet Era.
"We see wonderful opportunity ahead, in nature-
The spinet marked the next step- in the evolu- blessed Washington. The lumber industry is the
tion of the piano. For the scene with this instru- pulse of conditions in the state and the lumber men
ment an original spinet was obtained from Wil- report huge orders, at unprecedented high prices
liam Tonk & Bro., piano manufacturers of New and running into years ahead. Labor has become
York City.
contented and resigned to productive conduct. There
This quaint instrument was used with an interest- is work for all at fair wages, in a wonderful climate
ing setting, a simple colonial scene. The quaint and with the diversified farmer always to be de-
window with its hangings, the lady with Colonial pended upon. Really the future is very bright."
costume seated in front of the instrument, the old
cedar chest and the high backed chairs, had to be
EXPLAINING THE SHORTAGE.
discovered and brought into use so that this scene
might truly picture our old Colonial days.
In an interview by a reporter of the Kansas City
Then the advance to the grand piano. To picture Journal, Christian Bissel, manager for the Starr
this scene correctly, Liszt, the old master of the Piano Co., in that city, states that "there is an out-
piano was featured. He is shown seated at his standing back order of 7,000 instruments to go to
grand piano in a setting which was very carefully rural and town trade in this territory that have been
thought out in every detail as to costume and char- pigeonholed since last July." Mr. Bissel explained
acter. The great doors leading into his chamber are the several reasons for a piano shortage which he
open, letting in a flood of golden sunlight. Liszt said was in no way attributable to the piano manu-
meditates and plays one of his wonderful composi- facturers. Many circumstances outside the indus-
tions. His inspiration—the Gypsy Dance—is brought try, matters relating to materials and supplies, are
into the picture by the use of double negatives, two conducive to the condition.
little figures of the gypsies suddenly appearing on
the desk of the grand piano doing their weird dance.
J. H. Brousman is closing out his stock in Bowling
The character of Liszt is carried out in every minute Green, Ky.
detail of his dress, character and his personal appear-
ance and his actions as they must have been before
the piano were exceedingly well planned and exe-
cuted. The smile of satisfaction as he composes his
masterpiece had to carry with it the touch of deep
temperament Liszt was known to express.
Another Phase of History.
STANDARD ACTION
COMPANY'S FILM
February 5, 1920.
ELECTION OF OFFICERS
OF SHERMAN, CLAY & CO.
Music House in San Francisco Introduces New
Plans in Already Strong Organization.
At the annual meeting of the Board of Directors
of Sherman, Clay & Co., San Francisco, on January
22, the following officers were elected:
L. S. Sherman, Chairman of the Board of Direc-
tors; Philip T. Clay, President; Frederic R. Sher-
man, Vice President; Ferdinand W. Stephenson,
SEATTLE HOUSE OPENS
BRANCH IN NORTH YAKIMA
PHILIP T. CLAY.
Secretary; Andrew G. McCarthy, Treasurer; Mrs.
C. C. Clay and Harden L. Crawford complete the
Board.
The new position of "Chairman of the Board" was
created because it was felt that the rapidly growing
business could be better handled by creating this
new office and a consequent revision of the official
heads.
L. S. Sherman, who suggested the plan, felt that
it would not be complete without the promotion of
Philip T. Clay to the presidency, and it was upon
his motion that that nomination was made. Fred
R. Sherman was raised to the vice-presidency. Mr.
Stephenson and Mr. McCarthy were continued in
their respective positions of secretary and treasurer.
These same officers, backed by an efficient or-
ganization, have been responsible for the great ad-
vancement of Sherman, Clay & Co. in the past
decade. With them in their new positions it is safe
to look forward to continued progress and pros-
perity.
"THE MORAL RISK"
The scene of Beethoven and his inspiration for
the "Moonlight Sonata" offered the possibility of a
work of art. Beethoven is shown seated in his
rather bare room with its Gothic windows through
which he watched this moonlight dance fantastically
on the sea. Temperamentally he continues his medi-
tation, finally turning to the piano with the theme
of his world known selection.
The scene showing the latest phase of piano con-
struction—the playerpiano—was of course most
easily acquired. Still careful preparations were made
to make the scene truly characteristic of the great
American home. The fact that the playerpiano lends
a wonderful influence is shown in this scene. In the
action the couple of older folks are found seated
in the foreground while the younger people, approxi-
mately eight in number, are entertaining themselves
in various ways in an adjoining room. Suddenly one
of them suggests music, chooses a roll and places it
in the playerpiano. The effect of the music is mag-
ical and instantly the younger people start to dance
while the older folks in the foreground portray the
effect of the music with smiling faces and the time-
tapping feet. The effect of music and the dominant
part it plays in home recreation is admirably brought
out in this scene.
Making Standard Player Action.
The manufacture of the Standard Player Action
Chas. S. Norris Points Out to Convention that a High Business Character
Is a Necessary Part of a Man's Assets.
"The Moral Risk" was the title of a paper by
Chas. S. Norris, Boston, read at Wednesday's ses-
sion of the convention of the National Association
of Music Merchants. The subject was credit, and
Mr. Norris made his theme particularly interesting
from the start by drawing upon his valuable fund of
business experiences. He said a good moral risk
meant "an unsullied business reputation, a high busi-
ness character in which the personality of the man
is the dominating feature. Credit is a necessary .part
of business capital, often the greater part, and what
an asset it is!"
"Credit and character should go together," said
Mr. Norris, who explained that many business men
go to their downfall "through slovenly business
methods, careless credits and not watching that lia-
bility column. The assets may decrease, the lia-
bilities never do."
Mr. Norris said in part:
"Now, I maintain that almost all business failures
could have been avoided had there been a good
moral risk. No man is a good moral risk who bor-
rows money or purchases goods unless he is rea-
sonably sure of his ability to pay in full. No man
is a good moral risk who does not concentrate his
mind and activities on the successful prosecution of
his business. Every effort must be bent to that end.
"A man's word is now held more sacred than it
was forty years ago. It used to be said, 'Get money,
honestly if you can, but get money.' I have not
heard this wretched doctrine preached for a long
time. The mere possession of money does not al-
ways bring honor or esteem.
"Now what is a man to be to deserve the remark,
'He is a good moral risk'? First, last and always,
he must be a man of honor. He must live a decent
life. He must be in good physical condition and
have a mind to work. He must merchandise goods
with a guarantee to the purchaser and see that the
guarantee is carried out. He must fulfill to the letter
all obligations and contracts. He must never stoop
to a mean or dishonest act, and when mistakes are
made he must act on the principle that mistakes
are always subject to rectification.
"By thrift and careful management he must see
to it that his financial condition is strengthened each
year. Thus may be established a good moral risk.
Business success and public confidence will naturally
follow."
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/

Page 13 Text:

13
f»RESXO
February 5, 1920.
"BEST BASIS OF EMPLOYMENT"
Piano Merchants at Wednesday's Session of Annual Convention Hear This
Topic Discussed in More or Less Formal Manner
THE PHILADELPHIA PLAN
The provision for readjusting salaries every four
"The Philadelphia Plan" was set forth by Florence
,T. Heppe, Philadelphia, when he read his paper on months eliminates all controversies about salaries;
"The Best Basis to Employ Salesmen." The pay- they must go up or down—hence there is constant
ment of salesmen, branch managers and collection diligence.
clerks was treated as different problems and clearly
Paying Collection Clerks.
worked out by the Philadelphia man.
In the Philadelphia plan of paying collection
When the amount of total sales expected each clerks all accounts are arranged and grouped accord-
month is 150 times the weekly salary, the Victor ing to the kind of merchandise purchased. On each
floor salesman receives $35 per week, plus a month- group a certain percentage of the lease balances is
ly bonus of 2 per cent on the amount of records expected monthly. For example, you may demand
sold—paid only if the total monthly sales of ma- 5 per cent on players, 6 per cent on pianos, 12 per
chines and records exceeds $5,250. Under the same cent on Victrolas. If the clerk collects this per-
sales requirements another salesman receives $32 centage during the month on the accounts under his
per week, plus a monthly bonus of 2 per cent on supervision, he receives a bonus of $12. If he col-
the amount of records sold-—paid only if the total lects a total of 1 per cent more on the total of his
monthly sales of machines and records exceeds accounts, his bonus is $20, or whatever you choose
to set.
$4,800.
Where the amount of sales expected each month
Paying Managers.
is 100 times the weekly salary, the outside salesman
In the plan of paying branch managers, a man-
receives $45 per week, plus 1 per cent weekly on ager is first given an adequate salary. He also re-
net weekly sales, plus a monthly bonus of 1 per ceives an annual bonus calculated on the relation of
cent on monthly sales if they exceed $4,500. Another the total cost of the merchandise and expenses to
receives $38 per week, plus 1 per cent weekly on net the volume of sales. As an example the following
weekly sales, plus a monthly bonus of 1 per cent on bonus might be arranged:
monthly sales if they exceed $3,800, and another
Two-tenths of 1 per cent if cost of merchandise
receives $32 per week, plus 1 per cent weekly on net and expense equal 82 per cent or less.
weekly sales, plus a monthly bonus of 1 per cent
Three-tenths of 1 per cent if cost of merchandise
on monthly sales if they exceed $3,200.
and expense equal 81 per cent or less.
Adjusting Salaries.
Four-tenths of 1 per cent if cost of merchandise
Salary is adjusted every four months. On Jan. 1, and expense equal 80 per cent or less.
May 1, and Sept. 1 the salary is revised to equal
A deduction should be made from the "bonus"
1 per cent of the average monthly sales for the pre- equal to four-tenths of 1 per cent of all amounts in
ceding 12 months. This is the most important arrears on collection accounts.
feature.
This plan makes it necessary for a manager to
"Net sales" are the net amount less all trade keep down his expenses, keep up his sales and have
credits and repossessions.
his collections up to the minute at all times. It
The store supplies the majority of prospects, pays restrains him from making excessive allowances for
transportation and hotel expenses and gives each instruments in exchange and induces him to sell
salesman a specified district in city or country.
them at the highest possible prices.
MR. DREHER'S VIEWS
Henry Dreher, of the B. Dreher & Sons' company,
Cleveland, O., provided the business session on
Wednesday with one of his short and pithy con-
tributions to the discussion of "The Best Basis Upon
Which to Employ Salesmen." It sparkled with the
aphorisms which characterize the Cleveland piano
man's convention talks. Mr. Dreher spoke in part
as follows:
"The best basis upon which to employ salesmen"
is a problem answered before it is given. An aphor-
ism old as the hills says, "The laborer is worthy of
his hire." Another says, "Honor to whom honor is
due." Many others but emphasize the theory that
the best plan for employing men is to pay them
what they are actually worth and this can be the
only answer to the problem.
No Room for Drones.
The salesman who expects to share in the financial
success of his employer without "making good"
might better apply for some other position where
"brawn" and not "brain" seems to be the only re-
quirement. The up-to-date piano establishment has
no room for drones. The man who joins the sales
force of a piano store enters a school from which
he never graduates. There is always something to
learn, even for the oldest of us.
The university of hard knocks has a very large
class in the piano trade and wise is the student in
this school who, profiting by the frequent knocks
and bumps, finds himself gradually lifted to the
smooth plane of salesmanship where his experience
tells him just what to do; just when and just how
to do it. Salesmanship calls for a high standard
of fine qualities absolutely necessary to success:
personality, tact, diplomacy, aggressiveness, stick-
to-it-iveness and withal the power somehow to in-
spire that confidence which ultimately brings the
signature to the contract.
There is such a diversity of individual character,
initiative or talent, if you please, in a given number
of salesmen, that it is not always possible at a
glance to distinguish the "sheep" from the "goats"
and only in the test of time will it develop as to
which men will pull down the plums in the way of
sales that are the measure of the salesman's suc-
cess.
You know there are salesmen who, for instance,
;f sent out after a prospect arrive at their destina-
tion, find the customer has recently purchased else-
where and immediately look around for the next
train back home; while the live wire with his eyes
wide open looks around for new material and often
comes home with "wool in his teeth" in the form
of another sale instead of the discouraging report
"sale lost: bought elsewhere."
So getting down to the "gist" of the matter, we
are sure that with a good line to talk about and a
good house to represent, the enthusiastic salesman
who works with a vim and vigor upon a sound and
satisfactory working basis will make good while
the "sloth" will surely be a dismal failure. But the
basis of employment must be equitable and fair for
both the employer and the employee. Each sales-
man should receive a weekly salary that will enable
him to live comfortably; to dress in keeping with
his dignified calling and to provide him with some
of the pleasurable enjoyments in life so that he may
keep pace with influences tending to broaden his
acquaintanceship and to enlarge his field of opera-
tions.
Furnishing Incentives.
Add to this salary a percentage or commission on
sales made and you furnish the incentive to bring
out the best that is in the man and to cause him
to stick to a sale as long as there is a ray of hope
for closing the deal. This percentage might be
made payable at the end of each year as a bonus
and I believe that with the plan properly worked
out, no better solution of the problem could pos-
sibly be devised. Therefore, if you will accept my
suggestion, it is that the salary and commission ar-
rangement properly systematized for mutual benefit
is in my opinion the best basis upon which to em-
ploy salesmen.
WEST AFRICAN IVORY COAST.
During the year 1918 the foreign or over-sea trade
of the Ivory Coast, French West Africa, amounted
in value to $5,586,685. as against $4,987,086 for 1917,
$4,031,922 for 1916, and $6,700,956 for 1913. The
volume of trade in 1918. therefore, shows an increase
over 1917 amounting to $599,599, and over 1916
amounting to $1,554,763; but a decrease amounting
to $1,114,271, as compared with 1913. On the whole
the colony has greater reason to be satisfied with
the year's record than has French Guinea. The in-
creases over 1916 and 1917. however, are due almost
entirely to the war.
NEW YORK GIVES
THOUGHT TO MUSIC
City-Wide Scheme of the National Bureau for
the Advancement of Music Crowned with
Wonderful Success in Metropolis
This Week.
"Give a thought to music." This is the slogan of
New York music week, which opened Tuesday. At
work and at play, in the theatres, schools and
churches, in the libraries, settlement houses and
public institutions and in the great industrial plants
music played a prominent part this week.
Music week was the idea of the National Bureau
for the Advancement of Music. It was intended to
give the public an idea of the musical activities that
are being carried on in industrial plants and in pub-
lic and private institutions.
In five hundred churches in and near New York
the first musical activities began on Sunday. Ser-
mons were preached on the effect of music on re-
ligion. Ninety per cent of the churches in Greater
New York are giving special musical programmes
this week. In Sunday schools special attention is
being paid to singing.
Music week has the indorsement of the National
Association of the Motion Picture industry, and the
motion picture theatres devoted more time to mu-
sical programmes than in other weeks.
Schools Respond.
In the public schools nearly a million school chil-
dren celebrated the opening of music week Mon-
day morning with a song. In many schools
there were daily musical entertainments. George
Gartlan, director of music in the New York schools,
is actively associated with the music week move-
ment. Glee clubs gave concerts, school orches-
tras were heard frequently and soloists of talent
among the pupils appeared.
Among the important musical events in the col-
leges was a performance of a Bach oratorio by the
Columbia University chorus.
Free Entertainments.
Numerous free musical entertainments were
scheduled for the week. Four festival concerts were
held by the Aeolian company in Aeolian Hall, tak-
ing place Monday, Tuesday and Wednesday at noon
and one tomorrow (Friday) at three o'clock in the
afternoon. Among the artists who appeared are
Percy Grainger, Guiomar Novaes, Alfred Cortot,
Serge Prokofieff, Mine. Marie Sundelius and
Maurice Dambois.
In Carnegie Hall a comparison piano recital was
held by William Knabe & Company Tuesday after-
noon. Mischa Levitzki, Leo Ornstein, Beno
Moiselwitsch and Arthur Rubinstein appeared in
person in Ampico recordings.
Many of the regular musical organizations were
exceptionally active during the week. The Metro-
politan Opera Company gave a special matinee per-
formance of "Madam Butterfly" on Thursday. The
Philharmonic Society gave five concerts, including a
special evening of light music in Aeolian Hall for
this evening (Thursday) for members only.
Singing at Plants.
Many industrial plants held sings. At least
twenty large factories opened Monday morning's
work with singing. Several hundred concerns that
heretofore have paid little attention to music agreed
to start choruses among their employes. This sort
of singing has long been going on in department
stores and other businesses where large numbers
of employes were available. Lord & Taylor's and
Wanamaker's have done much to popularize music,
and they will continue their work during music
week.
And so we see how the metropolis responded to C.
M. Tremaine and the Bureau for the Advancement
of Music, and other cities, remote from the Atlantic
Coast, caught the same inspiration and there has
been music everywhere.
OPENS NEW BRANCH.
J. A. McNabb and L. A. Bedard of Mt. Vernon,
111., have leased rooms in the Dorris building, Frank-
fort, 111., where they will open an up-to-date music
store this week. They will handle a full line of
pianos, playerpianos, phonographs, records, player
rolls, musical instruments and a full line of up-to-
date sheet music. The building has been remodeled
and demonstration rooms provided. Mr. Bedard
and L. W. Stern will remain in management of the
new store.
L. E. Detrick, for many years connected with the
Cable Piano Company, Cincinnati, is now in charge
of the music rolls and records department of the
Starr Piano Company in the same city.
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/

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