Presto

Issue: 1920 1768

PRESTO
PRESTO
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Iraftrument trades and Industries in all parts of the world, and reach completely arid
•ftMtuilly all the houses handling musical instruments of both the Eastern and West-
•nTTifpUspheres.
The Presto Buyeis' Guide is the only reliable Index to the American Musical
Instruments; it analyzes all Pianos and Player-Pianos, gives accurate estimates «t
tltW. values and contains a directory of their manufacturers.
items of news, photographs and other matter of general Interest to the must*
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SATURDAY, JUNE 12, 1920.
.
TO CORRESPONDENTS.
PRESTO IS ALWAYS GLAD TO RECEIVE NEWS OF THE
TRADE—ALL KINDS OF NEWS EXCEPT PERSONAL SLANDER
AND STORIES OF PETTY MISDEEDS BY INDIVIDUALS. PRESTO
WILL PRINT THE NAMES OF CORRESPONDENTS WHO SEND IN
"GOOD STUFF" OR ARE ON THE REGULAR STAFF. DON'T SEND
ANY PRETTY SKETCHES, LITERARY ARTICLES OR "PEN-PIC-
TURES." JUST PLAIN NEWS ABOUT THE TRADE—NOT ABOUT
CONCERTS OR AMATEUR MUSICAL ENTERTAINMENTS, BUT
ABOUT THE MEN WHO MAKE MUSICAL INSTRUMENTS AND
THOSE WHO SELL THEM. REPORTS OF NEW STORES AND
THE MEN WHO MAKE RECORDS AS SALESMEN ARE GOOD. OF-
TEN THE PIANO SALESMEN ARE THE BEST CORRESPONDENTS
BECAUSE THEY KNOW WHAT THEY LIKE TO READ AND HAVE
THE OPPORTUNITIES FOR FINDING OUT WHAT IS "DOING" IN
THE TRADE IN THEIR VICINITY. SEND IN THE N E W S -
ALL YOU CAN GET OF IT—ESPECIALLY ABOUT YOUR OWN
BUSINESS.
BUYER'S STATE OF MIND
Advertising men are asking: "Is there an ideal state of mind to
advertise to?" Undoubtedly there must be else why advertise at all?
A man convinced against his will is of the same opinion still. When
a woman will, she will; and when she won't, she won't. Those are
famous maxims of distinguished wiseacres, and they must be true.
The buyer who has made up his mind that he wants something
is practically sold before he starts for the store. His state of mind
is ideal to advertise to, provided the ad-man is not such a boob as to
overdo it and disgust the man in advance, just as many a green
salesman loses a sale by talking too much or by assuming to know
what the customer wants better than the customer himself knows.
It is hard for a garrulous salesman to be impasse when customers
begin to show their peculiarities by asking irrelevant questions; or
when a man and his wife are the piano customers and the pair differ
in their views about the purchase. Under such conditions, the diplo-
matic salesman usually gains by remaining discreetly silent. He
would be a fool piano salesman who would jump to a conclusion that
either the husband or the wife was "boss," and act upon his "hunch."
Usually the wife's preferences govern the choice of a piano, to be
sure, but just as often the husband would as soon the salesman
didn't know it.
The buyer's state of mind may be advertised to. He has as good
a right to have a state of mind as the advertising man. Any customer
in the U. S. A. has as good a right to have business sense as any
ad-man in the same country. All any ad-man can do is appeal; he
dare not dictate. Having a state of mind of his own, he may appeal
successfully to men in that state of mind, and thereby cause them to
desire his pianos a little more than they otherwise would.
At a time when nearly every writer who has access to the news-
paper columns, from the scribbling parson to the sporting editor, is
giving advice concerning the only secret of success as a salesman, this
subject is a seasonable one. Luckily for the piano men the theoret-
June 12, 1920.
ically cocksure guides to selling do not make a specialty of musical
instruments. Nevertheless one of them recently surprised his read-
ers by saying the right thing, specifically about pianos, thus: Don't
tell your customer that he can play Beethoven better than the great
composer himself could, merely because you yourself think your play-
erpiano is a perfect interpreter. Not all people have the same musical
instinct you may possess.
Don't tell the lady buyer that the piano is peculiarly suitable because it
matches the shade of her gown and is becoming to her style of beauty.
Don't try to influence the head of a school of learning by playing a jazz
tune. And never begin by assuring the customer that, no matter how little
spare cash he may have ready, your house is prepared to accommodate his
purse. He may be a worker in the steel mills."
Of course to a seasoned piano man that sort of advice seems a
little stagnant. It is of the kind we like to term obsolete. Neverthe-
less the same advice seems to form the backbone of most of the pro-
fundity of the industrial philosophers whose meanderings appear in
the wisdom columns of many newspapers and trade journals. And,
even if it does seem familiar to the large proportion of piano men
who read and inwardly digest, it is the very stuff that most young
men need and many older ones have overlooked.
A salesman is one of nature's handicraft whose strength doesn't
come from books nor from physical culture schools. He is a sales-
man because he can't be anything else, and because he prefers to
deliver the punch by which things are accomplished in every walk
of life's activities. If he happens to fall into the ways of the piano
trade so much the better for a good business, and for the house
that is so fortunate as to employ him. The best school of salesman-
ship in the piano business is in the actual work of selling pianos. And
the successful ad-man is the one who has a good share of the in-
stinctive wisdom of the real piano salesman.
HOW BETTER PRICES HELP.
If there is any good in the great advance in the cost of things
that has marked this period, it is seen in the increase in the cost
of pianos. Before the great war piano prices had become so far de-
preciated, and methods of their sale so lax and hazardous, as to
threaten the stability of the industry. The price-betterment may
not help either the manufacturer or dealer in the sum of his profits;
it probably will not. It may not increase the sales and it may retard
the growth of the commercial piano industry. But, as an offset, the
higher cost, and consequently better selling-prices, very largely re-
stores the piano's self respect. The advance in values has a ten-
dency to better the piano quality. It doesn't pay to produce the
cheapest pianos, because the cost of raw materials is so great that
the saving in other respects is not enough to justify the risk and the
investment for the sake of cheap trade.
No one will deny the wisdom of the supply men who advocate
the adoption of uniformity of parts in piano making. And should
the manufacturers agree to thus standardize the material features of
their industries, the public will be the gainer. The dealers will
continue to do business as if pianos were articles of quick consump-
tion and rapid repeats in their distribution. The trade will not profit
much either way. The dealers can make more money with the
manufacturers' prices where they are, because the retailer almost
invariably predicates his profits by the wholesale figures. When he
paid "even money" for a cheap piano he was satisfied to sacrifice his
legitimate opportunities for a $50 profit, or less. When he must pay
three times as much for the same piano, or better, he will expect a
proportionate profit. And so the uniformity of parts will not mean
so much to him. But if it will relieve the supply men, and ease
the way for the piano manufacturers, it is one of the consummations
to be devoutly wished for.
STANDARDIZED SUPPLIES
The supply manufacturers have almost unanimously declared in
favor of a system of standardization by which all pianos would be
identical in most of their material parts. In other lines of manufac-
ture this kind of uniformity has been accomplished. The architects
and builders no longer give much time to consideration of such de-
tails as window and door dimensions for example. If some special
splendor is desired, the effects are obtained by a system of multiples.
Exclusive effects are subject to proportionate increase in expense, and
exclusiveness is the exception instead of the rule, as in years long
past.
And so it is proposed to have piano manufacture reduced to a
system of assembling the parts made to fit interchangeably, and with
the convenience that may render shortage of supplies unheard of. If
one of the sources of supply can not fill the order, his neighbor can,
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/
PRESTO
June 12, 1920.
and the law of accommodation and compensation would obviate dis-
appointment.
But, to so far simplify the problem by which the plate maker, the
action maker and the case maker are confronted as to create absolute
standardization, may not meet the requirements of the higher ambi-
tions among the piano manufacturers. It may not seem possible to
furnish the plate makers with changeless, or uniform, patterns from
which to cast innumerable metal frames suited to the demands of all
piano industries alike. Nor can the actions be made to so closely
coincide in cost and details, that they may be adapted to all makes
of instruments. Unlike windows in a house, the parts of the piano
can not well be just alike in all grades of instruments. The scale that
is perfected by some acoustician, with infinite care and pride, can not
be applicable to the piano whose maker aims solely to produce a
finished instrument for as little money as possible.
It is easy to understand that for the greater number of pianos
a system of standardization in sizes and styles may be possible, and
certainly advisable. But there will still be the exclusive and ambi-
tious piano which will disregard the rules and present differences, in
essential features, from the less distinguished majority. It is so with
everything that borders the domain of art. And it is not difficult to
call to mind the pianos which will be thus individualistic and inde-
pendent.
POET OF THE ORGAN
An impressive ceremony in honor of John G. Saxe, the poet who
wrote "The Nightingale and the Organ," was held at Highgate, Vt.,
on June 2. A huge boulder from the shore of Lake Champlain,
erected by the state on the site of the old Saxe homestead near the
Canadian border, was dedicated that day as a memorial to the poet-
humorist. Gov. Clement, Lieut.-Gov. Mason S. Stone and other state
officials took part in the ceremony, which was held on the anniversary
of the birth of the poet, who died in 1887 at the age of 71 years. The
monument was unveiled by Miss Mary Saxe, a niece of the poet.
John G. Saxe immortalized the organ—in his day the chief in-
strument of music—in his poem, "The Nightingale and the Organ,"
as follows:
A nightingale who chanced to hear
An organ's deep and swelling tone,
Was wont to lend a careful ear,
That so she might improve her own.
One evening while the organ's note
Thrilled through the wood, and Philomel
Sat tuning her melodious throat
To imitate the wondrous swell,
A twittering sparrow, hopping near,
Said, "Prithee, now, be pleased to state
What from those wooden pipes you hear
That you can wish to imitate?
I do not hesitate to say,
Whatever the stupid thing can do
To please you in a vocal way,
That very organ learned from you
Of all sweet singers, none is greater
Than Philomel; but on my word,
To imitate one's imitator—
Can aught on earth be more absurd?"
"Nay," said the nightingale, "if aught
From me the organ ever learned,
By him, no less, have I been taught,
And thus the favor is returned
Thus to my singing, don't you see?
Some needed culture I impart;
For nature's gifts, as all agree,
Are finest when improved by art."
In referring to Orpheus, in his poem, "Orpheus and Eurydice," Mr.
Saxe wrote:
For historians tell he played on his shell
From morning to night so remarkably well
That his music created a regular spell
On trees and stones in forest and dell.
What sort of an instrument his could be
Is really more than is known to me.
And it's clear Sir Orpheus never could own a
Shell like those they make in Cremona.
His wife died and went to Hades-; so Orpheus went down there
to fiddle her out. Having played the three-headed dog, on guard at
the entrance, to sleep, Orpheus—
Went groping around among the ladies
Who throng the dismal halls of Hades,
Calling aloud
To the shady crowd,
In a voice as shrill as a martial fife,
"Oh, tell me where in hell is my wife."
He had got her almost out, when he turned around to look at her
and she had gone back—at least she was invisible,
Just when it was that Saxe made the organ the subject of his
song we do not know. But it was at a time when no one could have
prophesied that within the century the organ, as it was then known
to most of the people—the home organ—would become almost ex-
tinct.
At the time, the reed organ was in its beginning, its "new
fangled" improvements startling the music dealers and keeping the
salesmen busy knocking one another's lines. The octave-coupler, the
celestine and diapason stops, the harp attachments and the "full six
octaves, with three sets of reeds" were astonishing the natives. Of
course the poet had the pipe organ in mind, and that was even then
an ancient instrument—the oldest in the world.
Today the pipe organ has lost none of its glories, but the fanciful
parlor organ is almost "out of the running." There are more pipe
organ industries today than ever—small ones in number as many as
there were reed organ concerns when Saxe wrote his verses that live.
There are several direct connections between the automobile
business and the piano business. The automobile auto-delivery
truck for carting pianos within the limits of a city as well as for in-
terurban cartage is certainly a connecting link. And both lines of
business are interested in oil; and oil has a wonderful story. The
story of the petroleum industry in the United States dates back to
1859 when on August 28 oil was struck in the Drake well near Titus-
ville in northwestern Pennsylvania. When the pumping began, the
oil flowed in a tiny stream of 40, and later only 15 barrels a day.
Five million barrels were produced in the United States in 1870;
26,000,000 in 1880; 45,000,000 in 1890; 63,000,000 in 1900; 209,000,000
in 1910, and 356,000,000 in 1918. The output last year is perhaps, 30,-
000,000 barrels in excess of the 1918 record.
:|:
*
V
An illustration of the way opportunities are overlooked is seen in
the story of Paderewski's piano in North Topeka. The yarn is spun
on another page in this issue of Presto. It doesn't seem like a true
story, though it may be just as it is told. The doubt arises when it is
considered that Paderewski played the Steinway piano, and no Stein-
way piano is so old as to be without quite a large value. And
especially a piano that had been habitually used by the great Polish
artist could not escape bringing a good price anywhere. What's the
matter with the Topeka piano men? And how hard it is to pass up
that hoary-headed old joke about the facility with which firemen
usually play upon pianos when duty calls.
*
*
In times just succeeding the stone age it was customary to
charge some piano salesmen with "chewing the rag." And, after wait-
ing all these years, the original "Chew" piano is being discussed in
London. It is said, by a correspondent of the London Music Trades
Review to have been a "magnificent piano for tone" and "of the most
expensive kind," with "double iron frame with heavy iron plank cast
in one piece. It could only be tuned with a special ratchet hammer."
Evidently the Chew piano could not be made upon any uniform
standardization basis of supplies.
* * *
Since January 1, according to the Journal of Commerce, New
York, new incorporations in this country have reached the tremen-
dous sum of $7,586,994,900, an increase of 209 per cent over 1919, and
515 per cent as compared with the corresponding period of 1918. In
May there were 979 companies incorporated in the principal states,
representing $1,417,613,900. The percentage of musical instrument in-
dustries in these vast totals was not given, but it is a safe guess that
it was not very significant.
* * *
The music trade is given the opportunity to choose the time of
the annual conventions. Shall it be in blizzardy midwinter, in lovely
spring, or in the out-of-door delights of midsummer? We can already
guess the answer. But if the piano merchants and others affiliated
with the Music Industries Chamber of Commerce will express their
preference, it is safe to rely upon their decision. Anyway, display an
interest in a matter of so much importance.
* * *
Strange how few good books on music come from the American
publishers. We have few Geo. P. Uptons left, and but for Jas. Hu-
naker there would be a dearth of bright musical new literature on
musical topics in this country. On the other hand, the English writ-
ers are putting forth good books on musical subjects with remarkable
fecundity.
* * *
Don't ever be tempted to talk phonographs to a piano prospect
until after the musical instrument has been selected and the sale
closed.
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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