Classic Mode

Presto

Issue: 1920 1774

July 24, 1920.
Enthusiasm—filled with the assurance that music is essential
and that pianos are the best means of its expression.
Manliness—no other than a gentleman can hope to be a successful
piano salesman, for people who buy pianos are refined, or are fast
in the way of becoming so.
Honesty—never hesitating about telling the customer the exact
truth about the instrument. It is a fallacy to suppose that to sell a
cheap piano for a fine one is salesmanship. It is trickery.
Industrious—never satisfied with what has been done, but always
on the alert to follow up the last sale with another.
Musical—in the sense that he can distinguish tone and can tell
positively why his instrument is what it is. In this day of the player-
piano it is not so essential to be able to actually play the piano.
Persistent—without being offensive. Without the elements of
persistency and positiveness few piano salesmen are successful.
Versatile—in the ability to do more than one thing, and say the
right thing at the right time. Versatility applies as forcefully to the
mental attribute as to the manual, and the versatile piano salesman
is the successful one.
These are the first essentials to piano salesmanship. They are
largely matters of development, and most intelligent young men
have, in themselves the capacity to win if they happen to like the
friction that accompanies competition, and piano selling is largely a
matter of overcoming competition and doing it with the kind of skill
that makes no enemies but rather fosters personal popularity.
How the "old boys" are going! With the death of Fred Lohr
there passed about the last of a group of genial youngsters "on the
road" in the piano trade a quarter century back. Among the few
remaining—and he is a little young yet to name in this connection—
FRED LOHR'S DEATH
DEEPLY DEPLORED
Late Secretary of Hardman, Peck & Co. Had
As Many Friends in the Trade As Any
in the Ranks of the Industry
in This Country.
Just after Presto went to press last week, word
came of the death of Fred W. Lohr, secretary of
Hardman, Peck & Company, New York. It is cer-
tain that no other announcement of the passing of
is genial Reinhard Kochmann now with the Sterling Company. And
they were fine enthusiastic workers, whose energies went very far to
make the piano industry what it is today.
* * #
In Mr. Hugh W. Randall's interesting communication from Mil-
waukee this week that gentleman makes a mistake when he says
Presto has no correspondent in his city. We have had a very live
correspondent in Milwaukee for something' like twenty years past.
He has done more, perhaps, to make the Wisconsin metropolis a
real piano center than any other single influence.
Mr. Bishop, expert tuner, says something in this issue. You'll
find it in the batch of interesting letters on another page. And we
assure Mr. Bishop that he is wrong about what we don't know of
piano tuning. Presto has at least one practical tuner on its editorial
staff—and one who has had the same experience with which Mr.
Bishop is grappling at this time.
* * *
When Manager C. B. Lewis, of the Jesse French & Sons Piano
Co., hit upon the idea of making the advertising seem like personal
letters to the trade, he did something. The typewriten addresses
to the dealers are effective, and this week's is especially to the point.
Of course you've read it—before you opened the paper.
* * *
Don't miss the Gulbransen adv. this week. "An Excuse for
Living" is good reading. The late Elbert Hubbard used to call
reading that was instructive "good stuff." The Gulbransen adver-
tising is of that kind.
* * *
Are you handling a good line of phonographs? Well, even so,
you will be interested in the story of the Stratford which appears in
this week's Phonograph Department.
Mr. Lohr died at his late home, 445 Riverside
Drive, New York, on Thursday, July 15, after a
comparatively brief illness, though he had not been
in the best of health for some time before. 1'he
funeral took place on Saturday, at 1 p. m., and the
interment was private. Had it not been so, there
would, without doubt, have been a very large attend-
ance of piano men, for Mr. Lohr was highly esteemed
and universally liked by his contemporaries in the
New York industry as well as elsewhere.
Fred W. Lohr was born in Speyer, Germany in
1854.
The year following his parents came to this
country and settled in New York City, and the late
piano man had resided there ever since, though his
travels kept him away from the metropolis fully
one-half of the time since he entered the business.
In 1883 he joined Hardman, Peck & Co., taking
charge of the wholesale branch of the business. He
has remained in that important capacity for all of
the thirty-seven years, aiding very largely in creat-
ing for the Hardman piano the high position it has
earned with public and the trade.
Was Widely Popular.
It has often been said that no other piano traveler
so long sustained a place of peculiar popularity
throughout the entire country as Mr. Lohr. He was
so conversant with all phases of the piano business,
and so uniformly enthusiastic and sincere in what
he said and did, that his friends steadily increased
and his word was accepted everywhere as authorita-
tive.
The industry of Hardman, Peck & Co. has lost a
valuable member in Mr. Lohr's death, and the rep-
resentatives of that house will share in the regret
that will be long in lifting. Especially will Mr.
Dalliba Dutton, treasurer of Hardman, Peck & Co.,
find it difficult to become reconciled to the going
of his long-time associate. Mr. Dutton, perhaps
next to Mr. Lohr, represents the longest association
with the famous house of Hardman, Peck & Co. of
all now active in its affairs. He entered the house
only one year after Mr. Lohr, and naturally so
long an association has cemented a tie impossible
of severance without genuine sorrow.
TRADE NEWS FROM
PORTLAND, ORE., FIELD
Shortage of Gasoline Considered a Grave
Handicap to Salesmen on the Outside
in That Section.
The shortage of gasoline is a handicap to outside
piano salesmen of Portland, Ore., who are unable
to get out in the country among prospective buyers.
C. F. Townsend, of Soule Bros., was obliged to cut
short a very successful trip throughout Eastern Ore-
gon on account of the shortage. Other salesmen
have had the same experience.
Any one looking at J. F. Matthews of the G. F.
Johnson Piano Co., would think he had been in
all the battles of the war. He has recovered suffi-
ciently from the effects of the automobile accident,
which so nearly cost him his life several weeks ago,
to resume his activities in the store.
Prescott, Arionza, may be a gretty good town for
some people, but Miss Meighen, of the Reed-French
Piano Co., who is visiting her brother down in that
tropical country^ is returning to her home in Port-
land, having had quite enough of the torrid zone.
Philip Hicks has resigned his position in the G.
F. Johnson Piano Co.'s small goods department.
This department is doing a big business
Louis Mack, of Mack's Music Store, was hurt in
an automobile accident last week. He was cut
about the face and hands and considerably bruised.
"Whistle a Song," Sweet September," "Just Like
a Gipsy," and "On the Road to Home, Sweet Home"
are the popular songs at Oregon Eilers Music
House.
"I'm in Love With a Mystic Shriner." by Henry
Murtagh of Portland, was a big hit during the re-
cent Shrine convention, 22,000 copies being sold dur-
ing the week.
"Hiawatha's Melody of Love" and "Hold Me" are
specially featured at Remick's Song Shop this month
and are big sellers.
FUED W. LOHR.
FREIGHT CONDITIONS MUCH BETTER
CUSTOMER FROM NEW ZEALAND.
a piano man could carry more wide-spread regret,
even sorrow. For there is none in all the list whose
activities have taken wider scope, or whose personal
friends are more numerous wherever pianos are
sold. Nor has there ever been a more genial, warm-
hearted worker in the industry than the man whose
name is known in every piano house, from Maine to
California. It is a deep sorrow to Presto, and its
representatives, to know that Fred Lohr will never
again be seen in the activities in which he was so
conspicuous, and in which he found a delight that
was as genuine as it was tireless.
In conversation with Frank F. Story, vice-presi-
dent and treasurer of the Story & Clark Piano Com-
pany, Chicago, on Saturday, a representative of
Presto learned that freight embargoes on ship-
ments eastward were not interfering with business
now to any appreciable extent. Mr. Story said that
only about a dozen Story & Clark pianos were now
bein between 300 and 400 Story & Clark instruments
were not moving for the same reason. There seemed
to be no trouble in getting carload lots through
just now, Mr. Story said.
H. W. Clarke, musical instrument dealer from
Wellington, New Zealand, was in Chicago on Mon-
day of this week and called at the Gulbransen-Dick-
inson Company's plant, which he took pleasure in
going through. Mr. Clarke is on his way around
the world. He came to Chicago from San Fran-
cisco. From Chicago he goes to Cincinnati, where
he will visit the Rudolph Wurlitzer Manufacturing-
Company's plant. Then he will go to New York
and New England. From there he will go to Eng-
land and Scotland. It is a buying trip for him at
all manufacturing points.
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m T o
TRAFFIC TROUBLE
GROWS NO LESS
Edward A. Leveille, Traffic Manager at Chi-
cago of the Piano Manufacturers' Asso-
ciation Advises Shippers to Anticipate
Their Fall Requirements at Once.
"Traffic congestion in July! Think of it!" said
Edward A. Leveille, traffic manager for the Chicago
Piano Manufacturers' Association to a Presto repre-
sentative on Wednesday of this week. "Why, when
I worked for the Michigan Central Railroad Com-
pany we used to put our feet on the table in July—
there was so little to do in that month. But now—
why, it required from three to four months to get
piano supplies through from Deep River, Conn., to
Chicago!"
Mr. Leveille sent out the following letter this
week:
Mr. Leveille's Letter.
Chicago, July 19, 1920.
To Members:
There can no longer be any question but that the
demand for transportation this fall will be far in ex-
cess of the supply.
The present congested condition of the carriers,
at a time of the year when the demand is normally
lightest, the slow movement of freight, the depleted
fuel reserves, the serious consideration being given
the extension of the permit system, and the action
of the Interstate Commerce Commission in assum-
ing control over the distribution of cars, and the as-
signment by the Commission of all open top equip-
ment for the movement of fuel and large numbers
of box cars for grain, are unmistakable evidences
of the difficulties with which we will have to con-
tend this fall.
It is suggested in the interest of uninterrupted
operations, that manufacturers give immediate and
careful attention to the question of materials and
supplies, and anticipate their fall and winter require-
ments to the utmost extent that it is practicable to
do so.
EDW. A. LEVEILLE,
Traffic Dircetor.
An Emergency Exists.
Mr. Leveille then called the attention of the re-
porter to service order No. 9, which resulted from a
session of the Interstate Commerce Commission,
Division 5. held at its office in Washington, D. C,
on the 13th day of July, 1920. This order states:
It appearing in the opinion of the Commission
that because of a shortage of equipment and conges-
tion of traffic aggravated by unfavorable labor con-
ditions which continue to exist upon the lines of
each and all the common carriers by railroad sub-
ject to the Interstate Commerce Act within the ter-
ritory east of the Mississippi River, and because of
the inability of the said common carriers properly
and completely to serve the public in the transporta-
tion of coal, an emergency exists which requires im-
mediate action.
The Interstate Commerce Commission has, there-
fore, ordered that there be no interference with coal
shipments.
NOTABLE STEINWAY PIANO
SALES IN MILWAUKEE
Four of the Famous Instruments Recently Placed
in Auditorium; Prominent Citizens Purchasers.
Notable sales of the Steinway Style B parlor
grand have been made by the Gram house in Mil-
waukee. One is for the auditorium of the new $4,-
000,000 home office building of the Northwestern
Mutual Life Insurance Co. and was purchased by
P. R. Sanborn, first vice-president. Another Stein-
way was purchased by the Women's Club of Eau
Claire, Wis., for its new quarters. The third, and
one of the most prized of all, is that of a Steinway
parlor grand by Milwaukee-Downer College, one of
the most noted educational institutions exclusively
for women in the United States.
The Milwaukee Elks' Club recently purchased
a Steinway style B, mahogany grand. Other pur-
chasers of Steinway grands include: J. Frederick
Palmer, Frank I. Comey, Mrs. A. L. Wirth, B. Lew-
enauer, Leo Goldman, Mrs. B. Barrett, Peter Mc-
Bride, David Cohen, J. H. Lawton, all of Milwau-
kee; and C. W. Collier and Clarence F. Straubel, of
Green Bay, Wis.
A. B. SMITH INCORPORATES.
The A. B. Smith Piano Co., Akron, O., has been
incorporated for $1,000,000. A. B. Smith is one of
the widely known piano men of the Middle West.
He has built a great business and has branch houses
in several cities throughout Ohio. As a distributor
of pianos Mr. Smith has assumed a large place in
the trade and his increased capitalization suggests
still greater things than ever.
CHASE=HACKLEY MANAGER
WINS HIS VACATION
H. D. BRADLEY AT WORK.
Manager H. D. Bradley, of the Chase-Hackley
Piano Co., Muskegon, Mich., is away on a month's
vacation on Bermuda Island. Mr. Bradley has
proved his right to the rest by the steady and en-
thusiastic manner with which he has sustained the
responsibilities of the offices of the active piano in-
dustry which was so long in care of the late
Braton S. Chase. Mr. Bradley assumed the work of
Mr. Chase when that gentleman died, and he had
added to the already extensive business of the com-
pany, as well as supervising the addition to the fac-
tory by which the output has been considerably
increased.
H. D. Bradley is one of the younger clement in
the piano industry who had "arrived" some time
ago. He and his brother, Ff. H. Bradley, manager
of the Chicago offices of the Chase-Hackley Piano
Co., make what may properly be referred to as a
"team," and a mighty good one, of the kind the
late Hobart M. Cable liked to refer to as "wheel-
horses, 11 Mr. Bradley will be back in Muskegon
again in August.
July 24, 1920.
COURT DECISION
IN EILERS CASE
Judge Bean, at Portland, Ore., in the Now;
Famous Contention, Upholds the Petition
of Master as to Unity and Identity of
the Different Eilers Interests.
The Smith, Barnes & Strohber Company, and
other creditors of Hy Eilers, of the Pacific Coast,
scored a point in their litigation this week. A
Presto representative, hearing of the decision of
Judge Bean at Portland, Ore., was referred to Law-
yer John Taylor Booz, First National Bank Build-
ing, for the particulars. Mr. Booz made the follow-
ing statement:
Mr. Booz Explains It.
The Trustees in Bankruptcy of Eilers Music
House about a year ago filed a petition in the U.
S. District Court at Portland, Oregon, which was
referred to the Referee as special Master; in this
petition asking that Oregon Eilers Music House be
declared to be a part of Eilers Music House.
Three or four months ago the special Master's
report stated that the assets of Oregon Eilers Music
House were a part of the Eilers Music House, bank-
rupt, and recommended that a decree be entered by
the Court turning over these assets to the Trustee
in Bankruptcy of Eilers Music House.
A telegram dated July 19th states that Judge
Bean of the United States District Court has ap-
proved the special Master's recommendations and
ordered the Trustee of Eilers Music House to take
full charge of Oregon Eilers Music House at once.
A telegram dated July 20th states that Judge Bean
has granted a stay of five days for Oregon Eilers
Music House to file a $75,000 bond, but has warned
the parties against any dissipation of assets either
at Portland or Spokane.
The Trustee in bankruptcy of Eilers Music House
and Oregon Eilers Music House own the entire
capital stock of Spokane Eilers Music House, and
if this decision is sustained it will carry with it the
assets of Spokane Eilers Music House as well as
Eilers Music House.
However, doubtless, the separate creditors of the
Oregon Eilers Music House and of Spokane Eilers
Music House will be paid their claims and only the
surplus go to the creditors of the Eilers Music
House. This, however, should materially increase
the assets.
The reporter further learned that Judge Bean, of
the United States District Court of the District of
Oregon, in upholding this week the decision of A.
M. Cannon, master in chancery handed down in
1918. has smoothed the way for the creditors to col-
lect their claims.
In part, the Master in Chancery said, when mak-
ing his report in 1918 "In short, for anything that
appeared on the surface, there was discernible there
luit one business, and, mere corporate title aside,
that is all there was in fact.
"Parts of Same Enterprise."
"There were many indubitable corporations, it is
true, but they were parts and parcels of the same
enterprise, and nothing else whatever can be made
of it.
"And so it seems anachronistic to say that the
officers and chief stockholders of the Eilers Music
I louse, a failing and insolvent corporation, may
lawfully transfer to Oregon Eilers, of which they
are likewise the officers and chief stockholders, a
laige amount of music house property for some-
thing of no substantial value; may take from the
former one of its principal branches of business and
sources of income; may lead its creditors by their
contracts, representations and engagements to be-
lieve that whatever was done was done and per-
formed in furtherance of the determination success-
fully to liquidate the debts and put upon a sound
foundation the Eilers business; may in fact for al-
most two years combine, handfe and operate the
several corporations for that purpose and with that
design; yet are at liberty when the reversion in for-
tune actually comes to segregate from the various
companies that portion which seems to have value,
upon the grounds solely that it is a distinct cor-
poration, entirely individual, in which they hold the
stock.
"The persons involved are estopped to do this by
every consideration which the court of equity may
draw upon."
MOVES INTO NEW STORE.
F. W. Eberhard, piano dealer at Pierce City, Neb.,
w r as in Chicago this week ordering goods. He said
he was stocking up for his new store, into which he
will move right away. It is a large new building,
and Mr. Eberhard is justified in the pride with which
he speaks of his business. He has been an enthusi-
astic dealer in good pianos and he is entitled to his
success.
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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