PRESTO
December 16, 1922.
the world has the means by which to own fine pianos, what is there
that suggests any other way of talking the piano trade than up?
Let's get rid of this talking about dull trade, slow collections and
other depressing aspects of the best business in the world. Let's talk
it up—every phase of it. And then we will see how quickly things
with us, as individuals, will change, and how much better we will feel
when we talk things up instead of talking them down.
fensive. The fragrant cigar is not subject to the charge to anything
like the same extent. And, inasmuch as the pipe is now the favorite
pastime with very many men in the trade, it may be a help to throw
out this warning, lest, as Cowper also says, "the pipe with solemn
interposing puff, make half a sentence at a time enough."
And possibly—though Cowper didn't mean it so—"enough" to
foil a sale for which the piper may have worked many days.
PIPES AND PIANOS
Long-time settlements in the piano industry have returned. And
the custom is being strongly discouraged by some of the foremost
manufacturers. But if a few will sell on abnormally long time it must
be difficult to stem the current. The retailers who understand the
value of money will try to buy on as short time as their resources
will permit. There is more trouble than money in long-drawn-out
settlements in the piano business.
* * *
Only about a week more in which to make old '22 do its duty in
the records of your business. Often the hesitating kind of prospects
can be brought to a decision at this season. The special adaptability
of pianos, for the whole family, appeals strongly to parents. Don't
fail to see all of the "hold-overs" before the last hour for this year's
deliveries comes.
* * *
A piano salesman who thinks that there is no selling power but
price is not a profitable employee. Low price is almost always
synonymous of low quality. High price is always an indication of
fine quality, if the seller is at all fair. The popular notion that pianos
are "all alike" can only be corrected by the understanding of price-
Little things and large ones. One of them too small to consider,
some will say. But it is admitted that the little things are often more
troublesome than the larger ones. And if a trade paper is for any-
thing, it is to help along the results of the trade it represents, and to
make it more profitable and better for the ones engaged in it.
Just now the young men's habit is to puff at the little black pipe.
The cigarette seems to have for the time been laid aside for the
colorful bowl. Many of the older people see in the change a hopeful
sign. The cigarette had become a nuisance and, often, it may have
seemed to suggest something unbecoming in the youth who indulged
it to excess. Perhaps, because the girls took kindly to the habit, the
boys felt that there was some aroma of femininity in it. Anyway,
the pipe has become the thing with the young men, and in that a very
ancient custom has come back. But what has it to do with pianos ?
Within a week, a representative of this trade paper as usual vis-
ited some of the piano factories. In one. of them, just inside the big
room filled with pianos in construction, with men busily at work and
things stirring generally, a good-sized sign read: "No Smoking." And
a look along the long line of "benches" disclosed at least three men
diligently puffing at pipes. The aroma filled the room,above the agree-
able smell of new varnish. The discipline was bad and the danger
apparent.
But, even worse, as a habit, is the pipe-smoking of piano salesmen
who do not realize that the flavor of the "weed" rises thick from their
garments. The agile Voliva, chief crank of Zion City, 111., stigmatizes
smokers as "stink-pots." The term is inelegant, and perhaps not
justifiable, but it sometimes seems to fit the pipers who, in the piano
business, certainly, must in some way pay for it. For it must happen
that the rank-smelling pipe offends the sensitive nostrils of the fair
prospects whose parlors may be invaded by the salesman with pipe
in pocket and his entire person smelling' with the fumes of what Cow-
per calls "the pernicious weed whose scent the fair annoys."
And the loss of many a sale may easily be charged to the uncon-
scious offense of the salesman who cannot smell himself as others
smell him. A case of this kind came to the writer of this article a
few days back. And it was in a store where "smoking is not allowed."
The smoker had brought the offensive scent with him from home, or
from the club. The pipe is an old offender—the older the more of-
FLOYD PIANO COMPANY TO
OCCUPY LARGER QUARTERS
Bush & Gerts Representation in Memphis with
Floyd Piano Company in New Location.
The Floyd Piano Company, Memphis, Tenn., is
completing preparations to move the store to a
larger location in the principal business section of
Memphis. This move attests a prosperity which is
claimed for the city of Memphis and especially for
the Floyd Piano Co.
The company is under the management of C. M.
Bishop, a piano dealer of long experience, having
been with the Bush & Gerts Piano Company's Mem-
phis branch twenty years ago. When the new store
is opened, the Bush & Gerts line of pianos, which are
manufactured in Chicago will be featured. For sev-
eral years this piano has been without an official
branch representation in Memphis.
BUSINESS IS GOING TO BE
VERY MUCH BETTER NOW
Adopting the slogan of the florists, a finely displayed advertise-
ment appeared in last Sunday's Chicago newspapers headed, "Say it
with a Piano from Adam Schaaf. " The Orpheus Colonial "Art Grand"
was the object of the suggestion for a suitable Christmas present.
* * *
The end of December is the best of all times to get in delinquent
collections. The post office, the 'phone and personal calls, should re-
suit in an influx of the past-due money at the close of the year. The
account collected in full makes a fine Christmas present.
*
In nearly all lines of industry and trade, the opinion is that the
top of the hill has been reached, and that business will be better from
this time forward. Certainly the observing piano men believe this
to be true.
* * *
The Merry Christmas numbers of the New York trade papers
are very fine. They display creditable enterprise and no little mone-
tary sacrifice on the publishers' part. We are proud of them.
About 150 sales executives, representing all sec-
tions of the United States, answered the question-
naire. Of these, 54 per cent said that they look for
a big holiday trade, while 23 per cent anticipate only
a fair holiday business. In the opinions of the sales
managers canvassed, the principal obstacles to busi-
ness improvement, in the order of their importance,
are low purchasing power of farmers, inadequate
sales effort on the part of retail merchants, and tax-
ation and unstable conditions in Europe.
What the sales executives say may as well apply
to pianos and other things musical as elsewhere. In
fact many of the experts say that the semi-luxury
class of products are especially in line for a great
revival.
H. C. SPAIN IS HOST.
H. C. Spain of the Hallet & Davis Piano Co., Bos-
ton, was the chief actor in a pleasant social ev^nt
this week when he entertained the entire staff and
corps of officials of the W. L. Nutting store, Nashua,
N. H. The chief guest was Mr. Nutting, who is presi-
dent of the New England Music Trades Association.
A cheery drive to Boston, a tour of the big Hallet &
Davis factory at Neponset, a dinner at the Hotel
Touraine and a theater party were details in the
affair.
Sales Executives Say Time of Depression is Past
and Good Things Are Ahead.
CHANGE IN FIRM TITLE.
Better business during the next six months is pre-
dicted by 90 per cent of the leading sales executives
of the country, according to a canvass of sales man-
agers in practically all lines of industry conducted
by William Maxwell, President of the William Max-
well Institute, Orange, N. J., and former First Vice-
President of Thomas A. Edison, Inc.
The Curtis-Proseus Co., San Jose, Calif., is the suc-
cessor to the Curtis & Henkle Talking Machine Co.,
which has been in the talking machine business in
that city for the past nine years. With the change in
the firm title a line of pianos was added. The
Curtis-Proseus Co., is widely advertising the Hallet
& Davis pianos and players.
MAKE AMBITIOUS PLANS
FOR TOLEDO, 0 . STORE
The J. W. Greene Co., With Added Floor Space to
Provide More Selling Advantages.
The remodeling plans for the store of the J. W.
Green Co., Toledo, O., are big and when realized will
present the ambitions a long time possessed by the
company. The plans include not only additional
wareroom space, but also an auditorium capable of
seating 500 persons. Another entire floor of Pythian
Castle, where the company already occupies two
floors, has been secured.
Among the improvements made possible by the
additional space and which are included in the
plans, are: More Ampico studios, a larger Grand
piano room, special demonstrating rooms for repro-
ducing pianos and players in addition to those al-
ready provided, and rooms for demonstrating talk-
ing machines.
In the store of the J. W. Greene Co., the music
roll department has always been a notable feature
in the trade of the Ohio city. The remodeling plans
aim at greater triumphs for this phase of the busi-
ness. The new player music roll department will be
bigger and will possess all the latest devices and
methods for properly stocking and showing the im-
portant line. In short, according to W. W. Smith,
president of the company, the remodeled store of the
J. W. Greene Co. will be a good example of the
truly modern music store.
The piano supply business of Hammacher, Schlem-
mer & Co., New York, dates back to 1848.
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