Classic Mode

Presto

Issue: 1920 1778

Page 5 Text:

PRESTO
August 21, 1920.
that instrument was one of the few thus far prominent in the trade.
The name was more largely advertised than any other. Of course it
was a good instrument, so that all the requisites to distinction were
represented in its promotion And soon the music-loving world was
calling for the Pianola. Other players came in, bearing equally good
names. Many of them also, applied the terminal "ola," until the own-
ers of the name "Pianola" made an attempt in law to estop its use.
"Ola" became a byword and a joke in the trade, and that only helped
to spread public familiarity with the name.
After awhile, along came the "Victrola." It had the same experi-
ence as the "Pianola." The world gradually came to recognize all
phonographs as "Victrolas." A few—a very few, thank heaven—of
the newer talking machine makers encouraged the mild deception by
permitting their representatives to refer to their machines as "vic-
trolas" tut qualifying the term by adding, as a prefix, the maker's
names. Thus it might have been the "Jones Victrola" or the "Sque-
dunk Victrola," or anything else by which the public might be led,
by the association of names, to think that all phonographs were "vic-
trolas," which, of course, in»the basic sense, they are.
And so the names owned by individual instruments gradually
grew into the misunderstanding of the public until the manufacturers
of the origirials became annoyed and their trade suffered by it. It is
on record that a popular trade export publication in Spanish appeared
in which the word "pianola," was employed in a generic sense,
throughout the entire book. And upon investigation it was disclosed
that in the South American countries no other word was known in
connection with the player-piano. In other words, the Spanish speak-
ing people had adopted the word "pianola" as the generic definition
of the American descriptive term.
But it is still more strange that, in the United States, there are
still many small piano dealers who seem to be ignorant of the true
meaning of the trade names which have been used in this article to
illustrate the subject. In the local advertising of those dealers the
word "pianola" is still used in a generic sense; and the word "vic-
trola" is similarly employed. We have seen the term "Kimball Vic-
trola" used in several instances, and no doubt other well-known piano
names have been similarly coupled with the talking machine made
famous by "his master's voice." The world sometimes learns slowly.
And even the wide awake piano merchants sometimes do not learn
any too quickly.
NO LOWER PRICES
There seems to be a strong argument in what Mr. Mark Camp-
bell, of the Brambach Piano Co., has to say in his letter to the trade
which is reproduced in this paper this week. Everywhere the big
department stores are large advertisers. They exert a distinct influ-
ence upon the mind of the buying public, and the average person
seldom stops to think back of the printed figures consequently when
the department store secures a "bargain" in some minor article and
TO DEVELOP EXPORT
TRADE IN MUSIC GOODS
Commercial Conditions Abroad Engage Ad-
visory Committee of the Music Indus-
tries Chamber of Commerce.
Since assuming his duties August 1, A. M. Law-
rence, manager of the newly created Export Bureau
of the Music Industries Chamber of Commerce, has
been busy making plans for the development of
the Bureau's work.
It is expected that shortly communications will
be sent to all manufacturers in the industry making
products of a type which may be sold abroad, ex-
plaining in detail the purpose of the Export Bureau
and which the Chamber will keep on tile in order
intelligently to co-operate in the development of the
music export trade.
Arrangements are also being made to gather and
keep up to date a complete file of foreign tariffs
and various regulations affecting the importation of
musical instruments.
, Mr. Lawrence already has had conferences with
officials of the Chamber of Commerce of the United
States, the National Association of Manufacturers,
the Bureau of Foreign and Domestic Commerce,
five of the big banks doing extensive foreign busi-
ness, the National Association of Credit Men and
other associations in a position to co-operate, par-
ticularly by supplying information concerning pos-
"plays up" that article in big type, in the local newspapers, the public
concludes that prices are tumbling and that the H. C. of L. is on the
run.
What Mr. Campbell says was illustrated in the Chicago news-
papers last Sunday. A department store had secured a large quantity
of shoes, bearing the manufacturer's name which is a name widely
known because largely advertised. The shoes, no doubt, were good
ones, and why they were sacrificed only shoe men can tell. Probably
they were back numbers with respect to style. Perhaps the toes were
too sharply pointed, or vice versa, or they may have been an overstock
hard for the traveling salesmen to "unload." In any event, the public
probably bought eagerly and concluded that shoes had been subject
to "profiteering."
So with other things of relatively small cost and quick produc-
tion—the so-called essentials. The bargain counters are heavy adver-
tisers, and the newspaper type, if big enough, leaves the very impres-
sion the manufacturers feel is hurtful, and upon which the financial
men look with something like alarm. Whatever the cut prices may
mean, as a rule they are not the result of normal, healthy processes
in business. What Mr. Campbell says is absolutely right. It has been
said over and over again in this paper.
Authorities for the statements that piano prices can not come
down have been given. The reasons why piano prices may go still
higher have also been given. Dealers themselves are the ones who
are often most misled. Dealers from distant cities have called at
Presto offices and given expression to the very thought to which Mr.
Campbell draws attention. They have declared that in their opinion
prices will soon drop, and for that reason they would not place orders
for future shipments, contenting themselves with buying as small as
possible for present purposes. A prominent gentleman from Australia
recently made that statement, as did also another from Scotland. So
it is clear that what Mr. Campbell says is based upon actual condi-
tions.
It is equally clear that the proposition of his company to insure
the dealers against any possibility of loss, in the event of a drop this
year, is equally an adroit move. It seems to be just what many deal-
ers have been waiting for. And it at once proves with what confi-
dence the Brambach Piano Co. regards as almost certain a still
further increase in cost of production.
There can be no drop in piano prices for a long time to come.
All the evidence is against it. But there are also evidences enough
in the abounding harvests that trade will be good—that the dealers
will need more instruments than they can get the coming fall and
winter. Therefore the dealer who places his orders early will later
prove to be the one who can deliver to his customers, and make the
profit without which no business can prosper.
Read what Mr. Campbell has to say, read it more than once, and
profit by it, by applying what is said to your own source of supplies.
For the manufacturers generally will agree in the proposition as Mr.
Campbell puts it.
sible foreign agents, commercial conditions abroad
and transportation conditions.
The most- important task immediately before the
Export Bureau is the complication of a complete
list of importers and dealers in foreign countries
handling or in a position to handle musical instru-
ments of all kinds, with information concerning their
past experience in importing both American and
European instruments, foreign credits, and other
essential information.
The Advisory Committee of the Export Bureau
will be appointed shortly, and its first task will be
that of considering the plan of an export campaign,
and a recommendation to the Directors of the
Chamber of a definite policy with respect to de-
veloping the export business of the industry.
WHOLE DEPARTMENT TRAVELS.
"Be careful of your party.'' admonished the gen-
eral manager of the May department store, Cleve-
land, Ohio, addressing the piano department man-
ager of the store, who was starting for Chicago
with the entire piano sales force, including his tun-
er, Mr. Mack. "For if anything serious should hap-
pen to your party we would be minus a sales force
in your department." The general manager saw
them all on board a train on Saturday. It was
possible for all to leave at once for the two days'
trip, owing to the custom of the house to keep
closed all day Mondays during the hot weather.
The party of Cleveland piano men and women visit-
ed various piano factories in Chicago on Monday,
greatly to their delight and instruction.
SHIPS ATWOOD LOADER
TO MELBOURNE, AUSTRALIA
Best Acknowledgement of the Merits of Device Is in
Great Number of Re-orders.
Last week the Atwood Piano Loader Co., Cedar
Rapids, Iowa, shipped an Atwood Loader to E.
Wyatt Warren, Melbourne, Australia. It is another
mark of appreciation for this most desirable aid
to piano deliveries. Other Atwood Loaders have
been shipped to the country named before this and
it is a matter of pride to the Atwood Piano Loader
Co., that dealers in every country where there are.
progressive piano men, know and admit the valu-
able services of the device.
Merit plus wise and generous advertising make
sales for the Atwood Loader. The now well-known
cut of the company showing a piano loader on an
automobile is an argument to the eye of the dealer.
It is an obvious statement of purposes. But the
company is free in the .circulation of testimonials
of piano dealers from every state in the Union and
from many places abroad, in which the irrefutable
fact of the loader's services to sales are plainly
stated.
NOW A. B. CHASE AGENTS.
N. J. Hahne & Co., Newark. X. J.; the Clyde
Music Co., Clyde, O.. and H. G. Perry, Canajohara,
N. Y., have recently been appointed representatives
of the A. B. Chase Piano Co., Inc., New York.
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 6 Text:

August 21, 1920.
UNFAIR PRACTICES
ARE DEFINED
The Extent of Them and the Infinite Variety
of the Offenses Against Good Business
Told in Plain Language
by Federal Official.
Time and again the piano trade with tortured
spirit has confessed to unfair trade practices and
each time it has shriven itself. Time after time
came relapses to the sinfulness of the contest and
the guessfest and the misleading ad. The intervals
between periods of gracelessness became longer.
The trade was remaking itself. It is remade. It is
safe to say there are few trades today so free
from what are called unfair trade practices.
But the unfair practices are quite common in
the field of commerce. What constitutes the prac-
tices grouped under the head of offensive was the
theme of a recent address of William B. Colver,
member Federal Trade Commission, before the
Advertising Convention. Here are some:
Gives Them a Name.
Misbranding of articles as regards the materials
or ingredients of which they are composed, their
quality or their origin or source.
Bribery of buyers or other employees of cus-
tomers, with money, valuable presents, etc., to se-
cure new customers or induce continuation of pat-
ronage. The payment of specified percentages of
the purchase price of commodities to employees of
customers who practically control the purchases
through their recommendations, has been and still
is deplorably prevalent in some industries. The
total amount of these commissions runs into enor-
mous sums. If the practice can be prevented, it
will save much money to the sellers of the goods,
making price reductions possible or rendering
further increases in prices unnecessary, and tend to
better business morals.
The payment of bonuses by manufacturers to the
salesmen of jobbers and retailers, with or without
the knowledge of their employers, to procure their
special services to push the good's of the manufac-
turer has likewise been condemned. This practice
has long been in disfavor among the jobbers and
retailers and the commission has been assisting in
ridding the trade of it. Akin to this practice is that
of making very large contributions of money to
conventions or associations of customers, though
this practice has been prohibited only when as-
sociated with other practices all tending unduly to
restrict competitive advantage.
Stealing Trade Secrets.
Procuring the business or trade secrets of com-
petitors by espionage on their plants, by bribing
their employees, or by similar means.
Enticing away of valuable employees of competi-
tors in such numbers as to disorganize, hamper or
embarrass them in business.
Making of false or disparaging statements re-
specting competitor's products, his business, finan-
cial credit, etc.
False or misleading advertising. There are ob-
viously many varieties of this practice. A few of
the statements condemned have been those re-
specting prices at which goods are sold, methods
employed in the advertiser's business, which if true,
would give it advantages over competitors in the
matter of prices; misrepresentation that goods are
sold at cost; false claims to Government endorse-
ments of products; and advertising special cut-
price sales at which goods are sold at the usual or
ordinary prices.
Widespread threats to the trade of suits of patent
infringement for selling or using alleged infringing
products of competitors, such threats not being
made in good faith but for the purpose of intimidat-
ing the trade.
Tampering with and misadjusting the machines
sold by competitors for the purpose of discrediting
them with purchasers.
The Boycott.
Trade boycotts or combinations of traders to
prevent certain wholesale or retail dealers or certain
classes of such dealers from procuring goods
through the usual channels.
Passing off of the products of one manufacturer
for those of another by imitation of product, dress
of goods, or by simulation of advertising or of
corporate or trade names.
• Misrepresenting the materials of which competi-
tors products are composed, and the financial stand-
ing of competitors; preventing competitors from
procuring advertising space in newspapers or per-
iodicals bv misrepresentation respecting their finan-
cial standing or other misrepresentation calculated
to prejudice the advertising medium against them.
Sales of goods at or below cost, as "leaders,"
coupled with statements misleading the public into
the belief that they were sold at a profit by reason
of the sellers superior facilities for manufacturing,
purchasing, etc.
Bidding up the prices of raw materials to a point
where the business is unprofitable for the purpose
of driving out financially weaker competitors.
Intentional appropriation or converting to one's
own use of raw materials of competitors by divert-
ing shipments, etc.
Giving and offering to give premiums of unequal
value, the particular premium received to be de-
termined by lot or chance, thus in effect setting up
a lottery.
Any and all schemes for compelling wholesalers
and retailers to maintain resale prices on products
fixed by the manufacturer. The Commission has
urged upon Congress a law that will recognize and
protect with proper safeguards, the good-will prop-
erty right which a maker of identified goods may
have after he has parted title to the goods them-
selves.
WAREROOM WARBLES
(A New One Every Week.)
By The Presto Poick.
0. K. HOUCK MUSIC CO.
ELECTS NEW OFFICERS
At Meeting in Memphis, Tenn., David Durham and
L. U. Pitts Are Elected to Directorate.
At a recent meeting of the stockholders of the O.
K. Houck Piano Co., Memphis, Tenn., J. F. Houck
was elected president, W. S. Christian vice-pres-
ident and treasurer, and J. C. McConnell, secretary.
Two new directors were elected—David Dunham and
L. U. Pitts.
J. V. Day, sales manager and a director of the O.
K. Houck Piano Co., Memphis, Tenn., has tendered
his resignation, effective Aug. 15.
Coming with the company in 1903, he has, with
the exception of 1908-09, been continuously identified
with the piano sales department, serving in the ca-
pacity of road salesman, city salesman, and city sales
manager, until Aug. 1, 1918, when he was appointed
sales manager of the piano department and made a
director of the company.
He was in the fight in the days when the "One-
price, No-commission" system was established by
the company, and is a firm and consistent believer in
these principles.
HEADS ADVERTISING CLUBS.
At a meeting of the executive committee of the
Associated Advertising Clubs of the World, held in
the rooms of the Cleveland Advertising Club in the
Hotel Statler, Cleveland, O., last week, Rowe Stew-
art, advertising manager of the Philadelphia Record,
was unanimously elected president of the organiza-
tion, to succeed Charles A. Otis, of Cleveland. The
committee set the date for the next international
convention of the Associated Advertising Clubs* for
the week of June 12th at Atlanta, Ga. The appoint-
ment of several sub-committees was authorized and
the next meeting of the executive committee was
called for Chicago for September 22, to be held in
conjunction with that of the National Advertising
Commission.
PIANO CASH IS COMING.
According to A. W. Douglas, chairman of the
committee on statistics and standards of the Cham-
ber of Commerce of the United States, the winter
wheat crop-will be about 535,000,000 bushels, and
the spring wheat crop will be not less than 275,000,-
000 bushels. With a few more timely rains, there
will be 3,000,000,000 bushels of corn, of which the
southern states will furnish about one-third. There
is a present promise of 12,300,000 bales of cotton.
These are good pointers for piano men in the regions
where the different valuable crops are raised.
KOHLER & CAMPBELL GRAND.
The Kohler & Campbell baby grand, made by
Kohler & Campbell, Inc., New York, is strongly
featured this week by the M. B. Armstrong Music
Co., Oklahoma City, Okla. This is said about the
piano: "Nothing ever attained by the piano-build-
er's craft can exceed in dainty grace and exquisite
tone, this masterpiece of the musical profession.
Built by a house that has years of distinguished his-
tory and a national reputation back of it, this instru-
ment represents all that long experience and pains-
taking effort can put into a piano."
FUTURE RAIL RATES.
The demand of the Interstate Commerce Com-
mission for quarterly labor reports from the rail-
roads is understood to be the first step in a policy
to secure the most minute and exact information
on which to base future rates. Both the Commis-
sion and the roads are particularly apprehensive
about the increased passenger rates, which, it is
.feared, may so cut down travel as to curtail the
gross return. The general opinion is that high
passenger rates will not last very long.
WHEN YOU GET BACK.
When you're back from your vacation,
To the good old store again,
Don't it seem that all creation
Ne'er could woo you off again?
And you wondered why you wandered
Far away from scenes you like—
Why your good old pelf you squandered
Just to loaf, and golf and hike.
Now you're back, the things about you
Seem to welcome you with joy,
Just as if they'd die without you—
Greet you like a long lost boy;
The pianos seem to kiss you
Reaching out with warm embrace,
Telling how they sadly miss you,
And how lonely was the place!
And the shining cases, gleaming,
Seem to mirror your delight,
When you think of hot sun streaming
Where the fish refuse to bite;
Here 'tis cool, while there 'twas torrid,
Here there's music, there no sound
Save the frogs and hum so horrid
Of mosquitos buzzing 'round!
A YEAR OF EXPORT.
The fiscal year which ended June 30 last was the
banner year for American trade, at least as regards
values. As compared with the previous fiscal year,
the largest increase in exports was in manufac-
tures ready for consumption. According to the
official figures of the U. S. bureau of foreign and
domestic, commerce, $8,111,000,000 represents the
total value of all export shipments from this coun-
try during the year ending June 30, 1920. It is an
increase of $879,000,000 over the corresponding
period in 1919. The excess of exports over imports
for the year is $2,872,000,000, a decidedly favorable
trade balance.
PACKARD MEETING AUG. 30-31.
A meeting of the Packard Piano Company's office
force, traveling salesmen and advertising force is
set for August 30 and 31 at the factory offices in
Fort Wayne, Ind. At this meeting the men, whose
work is mutual and on a broad basis of fairness, will
discuss plans for the government of their activities
during the coming harvest period of marketing.
They will give one another the benefit of their sev-
eral experiences in the different lines of the work,
and there will probably be some pleasures as side
lines toward the close of the sessions.
MUNITIONS MARKED "PIANOS."
In accordance with the plans of European labor to
cause a labor blockade to prevent war, 4,000 dock
workers at Antwerp this week dropped the work of
loading two vessels when they learned that the cases
marked "Pianos" and "Canned Goods" were actually
cases of munitions intended for use on the Polish
front.
ACTION COMPANY EXPANDS.
The Auto Pneumatic Action Company, New York,
has purchased the adjoining property to its plant at
Nos. 626 to 630 West Fifty-first street, extending
through to Nos. 631-635 West Fiftieth street, com-
prising a six-story factory and three-story stables.
The sale was made by the Farmers Loan & Trust
Company.
Over 60 per cent of the total cargo carried in ves-
sels entering and leaving United States ports during
the first six months of 1920 was in American bot-
toms, according to a survey issued this week by the
shipping board.
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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