PRESTO
WHY "BARGAIN PRICES" ON MUSIC ROLLS?
Pertinent Question Is Put to Trade by Louis M. Kesselman, Milwaukee
Merchant, Who Sees a Menace in Practice.
A grave danger confronts the music dealers of
the United States in the development of player roll
business becavtse of the inclination of some stores to
feature cut-price bargain sales when such merchan-
dising methods are entirely unnecessary, in the opin-
ion of Louis M. Kesselman, president of the Kes-
selman-Q'Driscoll Co., 107 Grand avenue, Mil-
waukee.
If cut-price merchandising procedure is continued,
music roll business eventually will degenerate be-
cause the public will expect to buy its rolls at bar-
gain prices, in the opinion of Mr. Kesselman. He
regards with considerable apprehension the grow-
ing tendency of dealers to conduct bargain sales,
which are becoming more and more frequent in
Milwaukee as well as other cities. As Mr. Kessel-
man is one of the most progressive members of the
Milwaukee trade, and is at the head of a $250,000 re-
tail music corporation, his views are of decided in-
terest and deep importance.
lie draws an interesting parallel between phono-
graph records and player rolls and shows that it is
absolutely unnecessary for dealers to slash values of
either commodity because manufacturers and job-
bers have surrounded the retailer with safeguards
against cut-out numbers. At the same time he
points out that the phonograph record customer
has been taught not to expect bargains, and it is
high time to prevent the customer from learning to
buy player rolls at cut prices.
Mr. Kesselman believes the subject requires wide
agitation in order to overcome unfavorable ten-
dencies which are creeping into the methods of
merchandising player rolls, thereby threatening the
future welfare of an industry that promises to be-
come one of the greatest of all connected with the
music business of the United States. Here is what
he has to say:
PRESENTING THE CASE.
When the family is seated around the fireside lis-
tening to the phonograph and looking over the list
of new records, it seldom enters their minds as to
where they can buy new records at bargain prices.
They do think, "Where can we buy the quality rec-
ords that we like, and get the service we desire?"
This condition is a big asset to every phonograph
manufacturer, wholesaler, and retailer. It is the
foundation of the present and future of the phon-
ograph and record business, and we owe it to the
parent companies of the talking machine industry.
What do we gain by advertising bargains on
player rolls? Is it necessary to do this to stimulate
business? Positively no. The effect of bargain ad-
vertising, whether running frequently or occasion-
ally, is very serious on the trade in general; mostly
of course in the locality where the advertising runs
frequently. It has a tendency to encourage dealer
after dealer to start this bargain advertising (which
is only human nature), and if that continues for any
length of time it will undoubtedly affect seriously
the present and more so the bright future of the
player roll business.
WHY CUT-RATES?
Why must a player roll department have bargain
prices? Does a dealer make money at reduced
values? Absolutely not. Does he build up a steady
clientele that will eventually be profitable? Posi-
tively no. Does he have to do it to move his slow-
selling stock? Absolutely not, for the leading
manufacturers have adopted a policy similar to that
of makers of phonograph records, some of whom
use a cut-out list every six months, and take back
all cut-out rolls, while others allow you to return a
certain percentage of your previous month's pur-
chases. Then why jeopardize the player roll de-
partment's present and future success with bargain
advertisements, the purpose of which apparently is
to merely show a large volume of business during a
certain week or a certain month, with the balance
on the wrong side of the ledger sheet?
Can a retailer, with a newly opened player roll
department, build up a profitable business without
featuring cut-price bargains? I, for one, will say
an emphatic "Yes." Our own player roll depart-
ment, only four months old, will answer the ques-
tion affirmatively. Give the people quality prod-
ucts; the best of service; a large and complete stock
to select from; individual demonstration rooms (like
you use with records) with electrically-operated
playerpianos in each room; quick service counter;
efficient sales people; legitimate one-price, high-
grade advertising, and watch it grow!
SHOULD SHOW INTEREST.
Every reader of this trade paper, every manufac-
turer of player rolls, every wholesaler, jobber and
retailer, should be heard in this matter and use the
combined mighty influence to discourage cut-price
player roll advertising.
Let's hear from progressive retailers like C. C.
Baker, of Columbus, O., from the wholesalers, and
from the parent manufacturers. I would like to
suggest that C. C. Baker take the lead in a national
organization with some kind of an interchange bu-
reau, so that dealers may interchange surplus stock
through the bureau and buy from each other. Let
it be a sort of clearing house. Let us all, too, in-
terchange ideas and get together to avoid the bar-
gaining expectation on the part of the customer
when it comes to buying player rolls.
Tell the trade papers what you think, and let's
get together to protect the future of the player roll
business.
JOBS FOR VETERANS.
Former soldiers, sailors and marines who will
have an opportunity to learn the manufacture of
phonograph records with a Connecticut concern
left last week from the Longacre Hut of the
Knights of Columbus, Forty-sixth street and Broad-
way. Officials of the concern recently told James
F. Drum, head secretary of the employment service,
to pick "as many men as he thought could qualify"
to be taught the business. The applicants will be
schooled for three weeks at the factory and paid
while learning. After they have mastered the trade
they will be paid for piece work and are guaranteed
a minimum salary of $40 a week at this rate. An-
other group of men is being picked for the same
work.
WESER BROS. BUSY.
The ability and general desire of Newark, N. J.,
people to buy music goods is warmly attested by
Max Levian of Weser Bros., Inc., New York, who
has recently returned to his office at the factory,
520-528 West Forty-third street, New York, from an
observation trip. The country generally is in a buy-
ing mood, but it was the New Jersey city Mr. Levian
particularly noticed in a prolonged stay at the
branch of Weser Bros., Inc., there. Weser Bros,
upright and grand piano, the Marveola playerpiano
and Weser Bros, talking machines were all favored
by the appreciated customers in busy Newark was
the report of Mr. Levian on his return.
FASHION ON PIANO ROW.
"Fashion Week" in .New York is to begin on
April 5. The Fifth Avenue Association has chris-
tened Fifth avenue "Golden Way" for that week.
High school pupils will write essays on "The Most
Beautiful Window I Saw." The Good Taste Com-
mittee of the Fifth Avenue Association announces
that the avenue "will be harmoniously decorated for
the first time in history." Inasmuch as Piano Row
is a part of that wonderful avenue, the stores that
sell the instruments of harmony will do their best
to contribute to the harmonious decoration of their
section of it.
STARR CHICAGO BRANCH MOVES.
The Starr Piano Co.'s branch at 1228 K. 63rd
street, Chicago, is holding a removal sale prepar-
atory to moving to a new location on W'abash ave-
nue, when alterations there are completed. This an-
nouncement was made in the Chicago papers this
week: "For the next few days we shall offer as-
tonishing reductions on every piano, playerpiano
and talking machine which we have on our floors.
These instruments comprise both new and used
pianos and talking machines—every machine in per-
fect condition."
MILWAUKEE MAN HONORED.
Fred A. Kunz, of the Lange & Kunz Piano Co.,
1401 Fond du Lac avenue, Milwaukee, was elected
secretary of the Fond du Lac Avenue Business
Men's Association at the annual meeting on March
10. This is one of the most progressive of about
a dozen energetic associations of neighborhood
business men in as many business communities in
the outlying sections of Milwaukee.
March 18, 1920.
GEO. W. POUND HELPS
ADVANCEMENT OF MUSIC
General Counsel of Music Industries Chamber of
Commerce Much Sought by Organizations.
George W. Pound, general counsel of the Music
Industries Chamber of Commerce, will speak on
music at a great mass meeting at York, Pa., on the
evening of Friday, March 19, and in the forenoon
will address the school teachers and students of
York.
Mr. Pound's services are much sought by organ-
izations of a cultural nature in all parts of the
country. His knowledge of the subject makes his
addresses highly interesting to his audiences.
Mr. Pound addressed the Ladies of Ridgefield
Park, N. J., last week on "Music in the Home."
SHIPPING CONDITIONS
BETTER IN NEW YORK CITY
Autopiano Company Announces That Transporta-
tion Impediments Have Been Removed.
The Autopiano Co., New York City, announces
that transportation conditions in the near vicinity
of their factory have so improved that the company
again has been able to resume the normal shipping
of Autopianos. Transportation facilities for the
past four weeks have seriously hampered these
shipments. Since the storm early in February the
side streets on the west side of New York, which
afford the only means of egress from the Auto-
piano factory, were almost completely obstructed.
The tremendous task of cleaning the highways of
New York City progressed slowly. The earlier
work permitted the opening of the main avenues.
The side streets leading to the Hudson River and
the Autopiano factory remained untouched until
very recently.
The Autopiano Company is also very steadily
reaching the normal mark of production. During
the recent strike, of course, production almost
stopped and it was found necessary, even after the
strike was settled, to break in many hundreds of
new employes. These new employes, however,
have grasped the work to be done and in conse-
quence the daily output of the Autopiano factory
nearly equals that of last summer and may be ex-
pected to surpass it this year.
*
With the better shipping facilities and the in-
creased production in the plant, officials of the
Autopiano Company hope, in the near future, to
be able to come nearer supplying the immense de-
mand which the Autopiano has created for itself
throughout the country.
OLD PARSONS, KANS., STORE
HAS CHANGE OF OWNERS
Johnson Music House, Established Thirty Years
Ago, Bought by Smith, Barnes & Strohber Co.
The Johnson Music House of Parsons, Kans.,
has been bought by the Smith, Barnes & Strohber
Company, Chicago. The deal was closed by W. J.
Simonson, general manager of the Kansas City
branch of the company. The Johnson Music House
had been known to the buyers of music goods in
that section for the past thirty years. The John-
son family has been in active control of the busi-
ness for that period.
L. D. Noll, who has been connected with the
Kansas City branch of the Smith, Barnes & Stroh-
ber Company, has inaugurated the new owners'
possession of the business by a rousing special sale
to clean up odds and ends of stock. The Parsons
store is another important link in the chain of
stores of Smith, Barnes & Strohber Company is
establishing throughout the Southwest.
F. E. JONES DIES.
Frank E. Jones, a prominent piano man of St.
Louis, Mo., who died recently, had been connected
in his time with prominent houses in the East and
the West. He was associated at one time or an-
other with Jacob Doll & Sons, New York; Lord &
Taylor, New York; Kohler & Chase, San Francisco,
and other firms of prominence.
CHANGE IN WALLA WALLA, WASH.
OPENS PIANO DEPARTMENT.
The name of the Baird Music Co., Walla Walla,
Wash., has been changed to the Baird-Ross Music
Co. Floyd A. Ross has purchased an interest in
the linn. The firm will soon move to 27 West
Main street, where the building is being remodeled
and generally prepared for the purposes of a pro-
gressive music house.
Clark F. Gross is now manager of the piano de-
partment of the E. B. Colwell Co., Monmouth, 111.
Tin- company is a new piano department with mod-
ern demonstration booths and other facilities for
pleasant piano purchasing. L^p to a few weeks ago
Mr. Gross was a partner in the Ryder Music Co.,
Pawhuska, Okla.
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