Presto

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PRESTO
December 2, 1922.
It is practical support of the men who devote their energies and skill
to the upbuilding of a great piano industry. The Gulbransen, Dickin-
son Co. is realizing the dream of noted industrial economists in the
hope of seeing just such righteous and liberal contributions to human
happiness as the plan of free insurance provides.
Throwing in a lot of music rolls with the playerpiano is a habit
much indulged in by retailers. It's not a good plan, for it has a ten-
dency to restrict the regular sales of rolls. A single roll is enough.
The music roll trade is not what it should be and by throwing in an
assortment the retailers rob themselves of a considerable source of
profit.
* * *
Next year is certain to prove a great one for the small Grands.
And the very small uprights will continue in favor. When the giant
cases may come back again no one can tell. There are piano men
who believe that they have "gone forever"—but probably not.
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Only piano dealers who can't shake a bad habit persist in talking
about adverse trade conditions at this time. The piano business is
good almost everywhere. By going after it salesmen may get it. The
demand upon the manufacturers is growing steadily. Get your 1923
orders in early.
* * *
The old year has brought some disasters. At least two of the
piano factory failures caused surprise, while as many others had
CALLS FOR KURTZMANN GRANDS
AND REPRODUCING PIANOS
Big Orders from Dealers and Roadmen Keep Buffalo
Factories Working Overtime.
Reports of dealers and travelers to C. Kurtzmann
& Co., Buffalo, N. Y., are in agreement in one pleas-
ant fact. That is that business is steadily improving
and that the fact is plain to even the most unobserv-
ant. It is no mere happy statement with either deal-
ers or travelers but is backed up with the irrefutable
evidence of orders. H. J. Hackenheimer, president
of C. Kurtzmann & Co., said this week that the size
and number of the orders were dependable basis for
a cheerful estimate of the winter business.
A lively holiday business is suggested in the gen-
erous orders for pianos marked for immediate de-
livery, according to Mr. Hackenheimer. The busi-
ness makes an overtime schedule in the factory obli-
gatory. And what pleases him most is the big de-
mand for reproducing pianos and for Grands. The
handsome orders for these instruments are not lim-
ited to any particular section but come from all over.
SOUTH AFRICAN FARMERS
LIKE ORNAMENTAL ORGANS
Musical Instruments on the Veldt, Where Cheap
Pianos and Phonographs Are Very Popular.
South Africa is a good market for American or-
gans, according to a report to the Department of
Commerce from Consul Charles J. Pisar, Capetown.
The farmers buy the organs for use in their homes
and demand a rather low-priced instrument, prefer-
ably very ornamental and always with a mirror in the
back. In many instances the ornaments have more
to do in effecting a sale than the tone quality. Or-
gans retail at £35 to £45.
The English piano is lower in price than the aver-
age American piano and is very much in demand. It
is exceedingly important that the cases of the pianos
should be well finished. In this particular both the
German and the English pianos excel American in-
struments. America has lost some of the market in
South Africa because of the high prices of pianos,
but reductions in prices of American pianos during
the last year, together with lower ocean freight rates,
should make it possible for America to compete suc-
cessfully. It is believed a good medium grade piano
selling for about $135 f.o.b. New York, with a mahog-
any veneer finish, 4 feet 2 inches high iron frame,
check action over strung, 7% octaves, with ivory
keys, would sell readily.
Piano players are enjoying a good market. Prac-
tically all of them come from the United States.
Phonographs are in great demand. American ma-
chines enjoy considerable prestige. The German ma-
chines are cheaper but inferior in tone, quality, finish,
and workmanship.
been expected. And death has chosen some shining marks, leaving
gaps in the ranks hard to fill.
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The last quarter of the year closing has been more productive in
the piano business than all of its first half. And the promise is that
the new year will prove one of the best thus far of the new century.
Let's go in to make it so.
* * *
Now that you've given thanks, and feel better for it, give your-
self cause for more thanks by making collections so that you can also
win the thanks of the manufacturers by making clean settlements at
the year's end.
* * *
There will not be so many important changes in the industry
and trade this month as has been customary at the year's end. As a
rule the piano men are pretty well satisfied with the outlook for the
New Year.
* * *
The Mason & Hamlin piano is playing a large part in the con-
cert world this season. Some of the greatest pianists are placing the
seal of their approval upon the really artistic instrument from Boston.
* * *
Go over your books thoroughly, and make a stiff push for delin-
quent collections. Don't let any of them jump over into the New
Year if you can help it.
TECHNIQUE OF EXPORTING.
A new book for exporters is "Export Merchandising"
by Walter F. Wyman, published by the McGraw-Hill
Book Co., New York. This is a book on the tech-
nique of export trade by an export manager with a
national reputation. Judging from the style and gen-
eral make-up, it is obviously intended primarily for
the practical exporter; and it is quite clear that the
contents are the result of actual experience rather
than theory or second-hand information. The follow-
ing partial list of subjects covered by the book will
indicate its eminently practical nature: The export
department, the export manager securing and train-
ing export salesmen, developing export trade by cor-
respondence, how advertising gets foreign trade, the
export catalogue as a salesman-, the place of the
house organ in export selling, the motion picture in
export, samples in export selling, planning an export
sales campaign, typical export sales campaigns, the
fundamentals of export credits, fraudulent export
schemes.
NEW SHONINGER RECEIVER.
Judge Edwin S. Thomas, in the United States
Court, New Haven, Conn., has removed Walter C.
Mallory as receiver for the B. Shoninger Co., piano
manufacturers, and has named as permanent receiver
Attorney Louis'Strouse, of New York. The decision
came as a surprise to the heads of several local banks
and to New Haven lawyers active in the case, as
they had asked the retention of Mallory, and that
J. C. Lomas be named to act with him. The liabili-
ties of the Shoninger company have been given as
approximately $100,000.
TRYING TO GIVE SERVICE.
The M. Schulz Piano Co., Chicago, is making ef-
forts to keep up its superior service to the dealers,
under the heavy strain of orders which have been
coming in. Although the supply of workmen has
been low, the work at the factory has been speeded
up, an official of the company stated. The trying
labor situation is very unfortunate, coming at the
time that the piano business is so rushing.
NEW. GRINNELL STORE.
The new building for the Pontiac, Mich., branch of
Grinnell Bros., Detroit, is now in course of construc-
tion. It will cost upwards of $100,000 and will be
the last word in retail music house construction. The
company now operates thirty stores in the state of
Michigan alone and every store is a prosperous unit
in a great retail business.
PACIFIC ORDERS GOOD.
Conditions on the Pacific coast are now at a higher
stage than they have been for several years, is the
word brought by R. K. Maynard, Pacific representa-
tive of the M. Schulz Piano Co., Chicago, who spent
several days in the Chicago office last week. From
the list of orders brought in by Mr. Maynard, one
judges that he has excellent foundation for his as-
sertion.
ANOTHER PETITION
FILED AGAINST EILERS
Six Creditors of Oregon Eilers Music House
Take Action in Federal Court in Port-
land and Ask Receiver.
The Oregon Eilers Music House again came into
the limelight when, November 15 the doors of the
firm were closed by the sheriff of Multnomah county
who served a writ of attachment filed in the circuit
court by certain creditors. Following this, six credi-
tors on Saturday, November 18, in the federal court
filed a petition of involuntary bankruptcy contending
that the firm "is insolvent and should be taken over
by the federal court immediately to insure the maxi-
mum, returns to all creditors."
The creditors who filed in the federal court, did so
through Sidney Teiser, attorney of Portland, and
the amount of their claims are as follows: A. J.
Stasny Music company of New York, $100.53; Otto
Zimmerman & Son of Ohio, $65.05; M. Welte & Sons
of New York, $50; Bosworth & Co. of New York,
$85.03; Sidney H. Horner, $106.57, and the Crown
Music Company of New York, $148.08.
They alleged that the firm of which Hy J. Eilers
is president committed an act of bankruptcy August
20, 1922, at which time it placed two creditors on
the preferred list by returning to them four pianos
when payment was demanded. "The alleged preferred
creditors are given as E. F. Wood Music House and
Chappel Harms company."
T h t judicial troubles of Eilers has been churning
for several years and started when the Eilers Music
House became involved in bankruptcy proceedings.
Eilers was charged in the federal court with trans-
ferring the assets of the Eilers Music House to its
successor the Oregon Eilers Music House. This
affair was finally settled to the satisfaction of
Federal Judge Bean, but not until he had compelled
Eilers to produce duplicates of certain records, but
not until Eilers was technically in jail, in charge of
a United States marshal.
The court will probably order an investigation of
the petition by Referee A. M. Cannon, if it is not
contested in court. The petitioning creditors in
order to protect their interests secured the appoint-
ment of a receiver, S. J. Bishoff under $2,000 bond.
J. L. SWEENY A VISITOR.
J. L. Sweeny, of the Sweeny Music store of Fond
du Lac, Wis., made a brief call on wholesalers in
Chicago last week. The orders left by Mr. Sweeny
indicate that Fond du Lac is having as great a pick
up in business as is being noticed in other parts of
the country.
BOOM IN GERMAN PIANOS.
German manufacturers of pianos at the present
time are booked for a considerable period in the
future, and the piano companies are sold out for the
next five months, according to a report from Vice
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