Classic Mode

Presto

Issue: 1920 1784

PRESXO
October 2, 1920.
detail, the piano manufacturers have advanced greatly. And in the
beauty of the veneers and finish there could be nothing finer or more
satisfying to the artistic eye.
material wealth, thus aiding the economic progress of a country."
erally, but if he had written of pianos specifically, he could not have
This man was dealing with beautifying manufactured articles gen-
hit the nail on the head any truer.
PANAMA PIANOS
H=
A piano man in Panama has sent to Presto specimens of various
native woods which he thinks are superior to anything commonly
used by American manufacturers, especially for the climate of his
country. The purpose of the gentleman in submitting the samples is
to secure an opinion on the probability of success in a piano venture
in his part of the Canal Zone. For he has under consideration a
plan of assembling pianos, the skeletons of which may be made in
New York and the cases in Panama. He believes that the result
would be not only instruments better suited to the climatic condi-
tions, but of considerably smaller cost than finished American
pianos.
The samples of woods sent from Panama are four in variety.
One is of a species of palm, and closely resembles our weathered
oak; another is laurel which closely resembles rosewood; another is
cocobolo of a beautiful golden shade. The fourth is known as "Naza-
rene" and is purple in color and, of course, unlike anything employed
in piano manufacture. The Panama piano man wants to begin by
securing one thousand caseless pianos from some American industry.
He believes that he can make the cases, and so inaugurate what, he
has confidence, will develop quickly into a large business throughout
Central America. And the gentleman asks this paper for advice as
to where he may be able to secure the skeleton instruments with
which to start his enterprise.
Without having made any investigation, the project of the piano
man in Panama seems to have some attractive features. But, on the
other hand, and just now especially, the proposition may meet with
a rather chilly reception, by the piano manufacturers, because of
conditions nearer home. Most of the piano industries are working
to capacity in anticipation of a brisk winter's demand. Others are
short of essential supplies, and still more of them reject the thought
of sending forth their products denuded of the names which often are
a prized asset of the completed piano.
Nevertheless, the plan of the Panama piano man has interest.
More than that, the gentleman is one of the persistent brotherhood,
and he has decided to embark in piano making and to employ the
palm and Nazarene woods in his cases. When he gets well started
we hope that his enterprise may spread afar and that some of the
strangely beautiful woods, of which samples are in Presto's office,
may find their way northward. They would lend a rich variety to
the lines already so varied as to have no competitors the world over.
A contributor to a well-known art magazine writes: "The art
element introduced into manufactured products can increase their
value indefinitely, and is, therefore, a possible boundless source of
*
*
Pianos were about the last of manufactured things to increase
in price. The piano manufacturers fought against their own com-
mon sense in the effort to retain the old prices. And pianos will be
among the last to come down in price, because everything that goes
into their manufacture, from lumber to labor, seems to conspire to
make it hard for the manufacturers to realize a fair margin of real*
profit.
* * *
If Mr. Henry Ford had been making pianos he could not have
cut the wholesale price thirty-one per cent. If a piano manufacturer
could make that kind of a reduction in selling pianos the industry
would be filled with multi-millionaires long ago, whereas, in all the
history of the instrument, there have never been more than a dozen
modern Croesuses.
* * *
It promises to be a good winter for the piano trade. The retail-
ers will have their opportunity. It will be only a matter of hovi
much energy they put into it and the kind of instruments they pro-
mote and the way they make their collections. For "time payments"
are coming back, notwithstanding that spot cash sales are more fre-
quent than formerly.
* * *
It doesn't take long for a live industry to win distinction for a
trade name. The Lyon & Healy "Apartment Grand" is a good illus-
tration. The eastern manager of the big Chicago house says that
there is scarcely a dealer in, his territory who is not familiar with
the description of the little grand, even if they have not all seen it.
* * *
The Baldwin piano is the latest to apply Saturday Evening Post
circulation to the field of its publicity. It has become a habit and,|
we hope, a good one. The piano is no longer a matter of provincial-
ism. It has become an object of the larger promotion, and with the
great industries there is no limit to the cumulative ambitions.
The increase in the "house organs" in the piano trade is notable.
Scarcely a month passes that doesn't bring a new one, and often the
new ones bear very old-fashioned names, borne by publications long
extinct. But a very live subject may bear a very old name.
* * *
A live man is far more interested in who's who now than in
who jwas who in the dim and echoing past. The best piano pros-
pects are living who's who's.
NEW CHICKERING HOUSE
AND ITS MANAGER
cant and far-reaching musical achievement of the
age, will also be sold and may b"e had in the famous
Chickering, as well as in pianos of a more moderate
price."
SYRACUSE, N. Y., DEALERS
HELP SUCCESS OP FAIR
Milwaukee Branch of Chicago Firm Has Dis-
tinguished Musician in Charge
of Its Business.
PITTSBURGHERS ACT.
The possibility of a state-wide piano trade organ-
ization for Pennsylvania lies with the Pittsburgh
Piano Dealers' Association, which will hold the first
of its fall monthly meetings this week. It is ex-
pected that local organizations elsewhere will fol-
low the example of the Pittsburgh association in
favoring a state-wide body. W. C. Dierks, of the
C. C. Mellor Co., is head of a special committee pro-
moting action for a state organization.
Efforts of Piano Houses There Agreeably Aided the
Advancement of Music and Growth of Sales.
The announcement in this issue of Presto of the
Bissell-Weisert Piano Co. Milwaukee branch, with
Frederick W. Carberry as local representative, with
headquarters at 420 Jackson street, is of special in-
terest.
Mr. Carberry is one of the well known musicians
and music teachers in Milwaukee, and in the last
three years gained a national reputation as a com-
munity sing leader, having filled engagements in the
largest theaters of the United States. He also has
appeared in all parts of the country as a baritone
soloist. For many years he conducted a studio of
vocal instruction in Milwaukee. Additional interest
is lent by the fact that the Chickering & Sons re-
gain? direct representation in the Milwaukee market
after an interruption of nearly a year. Mr. Car-
berry's announcement is as follows:
• "Mr. Frederick W. Carberry announces the open-
ing of the Chickering Studios at 420 Jackson street.
He will represent in Milwaukee the Bissell-Weisert
Piano Co., of Chicago, general distributors of the
celebrated piano-fortes of Chickering & Sons, Bos-
ton, who for ninety-eight years have occupied the
leading position among American piano makers.
The Ampico Reproducing piano, the most signifi-
PIANO DEPARTMENT GROWS.
The piano department of the big Bloomington,
111., hrm of E. A. Ensenberger & Sons will have the
exclusive use of a new 47-foot show window now
being installed in the store front. "The firm recog-
nizes the wonderful growth of the piano department
and a significant mark of that recognition is the op-
portunities allowed for piano display," said Otto F.
Mueller, manager of the department, this week.
NOW VICTORY ROLL CO.
The name of the Altoona Music Roll Co., with
roll factories at Altoona and Lansdale, Pa., has been
changed to the Victory Music Roll Co., of Lans-
dale, Pa. The factory at Altoona will no longer be
used for making rolls. These will be produced in
the Lansdale factory. Boxes for rolls and other
supplies will be made in the Altoona plant.
The Syracuse, N. Y., piano houses added to the
musical gayety of things during the recent State
Fair held in that city. The Clark Music Co., God-
dard's Music House and the Bolway Co. provided
delightful concerts in front of theii stores and
greatly aided in imparting the old-time spirit to the
events of the week. In the great parade through
the streets preceding the official opening, the God-
dard Music House was represented by one of the
most attractive floats in the parade.
The Clark Music Co. had one of the notable ex-
hibits in the industrial section of the fair. It occu-
pied a space measuring 100 by 150 feet, which was
divided into sections for the display of its different
lines. The first Chickering piano made was one of
the interesting things shown in the Clark Music
Co.'s exhibit.
Another big exhibit was that of the C. F. How-
ard Piano Co., which showed the extensive line of
the Hallet & Davis Piano Company to excellent ad-
vantage. Clever demonstrations of the pianos and
players shown led to many good sales.
Frank C. Nicholson, who for several years has
been a conspicuous figure as a salesman of musical
instruments in Kokomo, Ind., and throughout
Howard county, joined the sales department of the
Pearson Piano Company.
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).
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PRESTO
SAYS GOOD WORD FOR
THE PIANO LOADER
Big Player Industry of Chicago Tells Why the
Help to Sales and Deliveries Is Really
Essential.
We favor the self-loader truck says the Gulbran-
sen Bulletin.
Because it is (1) convenient; (2) economical, (3)
logical.
Convenient, because it permits the Player to be
lowered, displayed and demonstrated without re-
moving it from the truck.
Economical, because only one man—the Sales-
man—is needed on the truck.
Logical, because it enables you to show and
demonstrate the actual thing you are trying to sell,
and not a mere picture of it. Logical, because it is
good diplomacy and good sense to go to the pros-
pect if the prospect won't come to you!
The Player is a thing to be heard. You can^t
fully describe a player with pictures and type. Nor
verbally. The prospect may read every word of
the catalog, and listen attentively to all yoir say,
without fully understanding what a player is, or
how the Gulbransen differs from other players.
The tone must be heard, and the pedal-touch felt,
before there can be a complete understanding.
Therefore, we favor the self-loader, which pro-
vides a means of taking the demonstration to the
customer.
"WoohofT!" exclaims somebody, "that isn't dig-
nified!"
Well, it may be dignified to sit still and say, "If
that mountain won't come to me, damme if I'll go
to it!" but it isn't scientific.
We have noticed that some of the dealers who are
very long on "dignity"' are also long in paying their
bills! Any honest and logical selling method can
be dignified. Much depends upon the men who
apply the method.
About half the people in your territory who
ought to buy a player won't come to your store.
They don't realize what a player is and what it
would do for them; else they are "not quite ready."
A goodly percentage of the people who do come
voluntarily to your store shouldn't buy a player.
Aren't financially able.
The dealer who is too dignified to go after those
who should but won't come, is apt to be tempted to
take the business of those who will but shouldn't.
So the self-loader also provides a means of pick-
ing your trade.
Earlier this year we suggested the self-loader idea
to several Gulbransen Distributors in the East.
Some of them were politely shocked, if you know
what that means. "O, no, we couldn't do that—not
here," they said; "you fellows out West can get
away with such methods, but the East is conserva-
tive, you know!'' But we urged and they tried it,
and it worked! One of these Eastern distributors
tells us the best business he got last month came
from his "loader crew"—a number of all-cash sales
and good cash payments on every sale!
Speaking of conservatism, the more conservative
a buyer is, the more likely is he to postpone buyim;
until he sees the actual thing that's being offered.
So why won't the loader help sell Players in the
East? Answer: It will.
By the way, we have just heard that certain
dealers are using self-loaders for city deliveries, 'n
a pinch!
Many questions of extremely vital importance to
you and your business, and the trade, of which you
are a part, come up frequently, such as legislation,
public policy, trade abuses, conditions, etc. Through
co-operation these matters can be dealt with to
your advantage but don't let the other fellow at-
tempt to do the co-operating for you.
The firsit regular monthly meeting of your as-
sociation will be held at the Chicago Automobile
Club on Thursday, September 30, at 12:30 p. m.
Luncheon, $1.25 cash.
Mr. Alfred L. Smith, manager of the Music In-
dustries Chamber of Commerce, will be your guest
and has an important message for you.
Yours truly,
J. T. BRISTOL,
ADAM SCHNEIDER,
Secretary.
President.
Call J. T. Bristol, Harrison 2308, before the 30th.
He will reserve a place for you. Please don't put
this off.
HELP SELL TUNING.
"What are you doing to help sell tuning?," asks
the Gulbansen Bulletin. "'You might run the line,
'P. S. Is your Piano in tune?' in every newspaper
ad, if nothing more. The well-tuned player, like the
well-played player, helps sell other players, you
know.
TWENTY=ONE BALDWINS
FOR INDIANAPOLIS SCHOOL
Foremost Music Teaching Institution of City Pur-
chases Full Equipment.
What is regarded as one of the most important
sales to be made by an Indianapolis, Ind., music
house recently is the purchase by the Metropolitan
School of Music of Indianapolis of twenty-one
pianos from the local branch of the Baldwin Piano
Company.
Although the Metropolitan school, which is con-
sidered one of the foremost in the state, has been
conducted for over twenty years,-pianos used have
always been rented.
Decision to purchase instruments sufficient to
equip the entire school was made by the board of
directors at a meeting held at the beginning of the
present year.
The twenty-one pianos, grands and uprights, are
all of the Baldwin Piano Company's own manufac-
ture.
Two new men on the sales force of the Stein-
way & Son store in Louisville, Ky., are H. E.
Webster and R. J. McCloy.
BILL GREEN'S LETTER
In this, the third of Bill Green's Sales Letters,
Gray "comes across" with an idea:
Dear Jim: I'll wager $10 that our salesmen made
more direct sales in the eight days starting with
July 17th than your men have made in twice that
period, during the summer months. And I'll let
you be the judge.
This sounds like a pretty broad statement. But
before hastily snapping up my bet, I would suggest
that you get the details of the idea that our Mr.
Gray exploded on Friday morning, two weeks ago.
Friday, July 16th, was a sizzling, hot day. One
of those oppressive days that keeps everj r thing low
except the thermometer. There wasn't a customer
in the store. The clerks were idly talking when
young Gray, who had been casually glancing over
the pages of a magazine, piped up: "Say, fellows,
punch to our summer sales, instead of waiting for
the fall business to start again.
'"There are a lot of people in the city who plan on
buying a playerpiano next fall. These same people
may be influenced to buy an instrument for the en-
tertainment of their summer guests if we present
our story in the proper way. And if we clinch
some of these sales now, it will give us time to go
after some of the harder propositions next fall."
Rest assured that Gray's remarks did start a fire
of comments. We decided to work up a display for
the following day, Saturday. The display was sim-
ple, but very attractive.
The window was designed to represent the cor-
ner of a living-room. An electric fan was installed
to make it appear cool and inviting. (The display
is illustrated in the accompanying sketch.) Our
THIS SUGGESTION W A S THE RESULT.
I've been following the advertisements of the large
national advertisers, and it certainly is interesting to
see how these manufacturers change their selling
appeal to fit the seasons. For example, take any
cold cream manufacturer. In the winter, he ad-
vertises his cold cream to prevent chapping; in the
summer, he advocates the use of the same cream to
prevent sunburn. In other words, by finding new
Officers Describe This as the "Open Season for uses for his product, he is able to keep up a constant
Perplexities."
demand so that business will not fall off during
certain
seasons of the year.
The following letter was received by every mem-
"Then
there is our old friend, the phonograph
ber of the Chicago Piano & Organ Association this
manufacturer. When summer rolls around, he sug-
week:
gests taking the phonograph on vacation and camp-
Chicago, September 25, 1920.
ing trips. In this way, he keeps up a constant de-
My Dear Sir:
The 1920-21 season is about to open. From present mand for his product.
"But the piano dealer has been a little backward.
indications it is going to be "open season" for per-
plexities. These can be more advantageously han- He hasn't done much to show the owner and pros-
dled by co-operation than single handed. You have pective owner of a playerpiano the many uses that
noticed how independent some people get when he may find for the playerpiano during the summer
the world's goods are coming their way without months.
"Now, for example—more people visit each other
much effort on their part, but how helpless they
in
the summertime than at any other time during
appear when the tide turns.
the year. We should advertise the playerpiano as
The object of the association is to cultivate a the ideal musical instrument for the entertainment
more intimate social and business acquaintance of the summer guests. Folks are proud of their
among the members of the piano and organ trade, homes, and like to have them appear at their best
but that cannot be done unless each member takes to visitors. Knowing this, the advertising man for
an interest in the association.
the piano store has a very powerful selling appeal.
The association can and ought to be made the He may suggest that the playerpiano makes the
vehicle through which many benefits to-its mem- home a most congenial place.ta visit. . .
bers can be realized. There is where you come in.
"I think that we need something like this to give
CHICAGO ASSOCIATION HOLDS
FIRST MEETING OF SEASON
October 2, 1920.
window dresser cut a streamer, and attached this
to the front of the fan. The following words were
lettered on the streamer: "Let the playerpiano en-
tertain your summer guests."
This hand-lettered card completed the display:
Music
to entertain the
Summer Guests
A selected list of Music Rolls:
Barefoot Trail.
Little Gray Home in the West.
Lullaby Land.
Oh! By Jingo—One-Step.
Drifting—Waltz.
Kismet—Oriental Fox-Trot.
Let the Playerpiano help,
Judging from the amount of business that we did
during the week of July 17th to 24th, a lot of people
in our town must be having visitors this summer.
If you think that the idea is good, go ahead and
use it.
Very truly yours,
BILL GREEN,
Piano Salesman.
P. S.—Have you placed you order for a supply of
the Dealer "Direct-by Mail" Advertising Service is-
sued by the Standard Pneumatic Action Co., to help
dealers with their fall sales? I understand that the
suppb r of this advertising material is limited, and if
you haven't placed your order, I would suggest that
you do so at once.
B. G.
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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