Presto Buyers' Guide
Analyzes and Classifies
All American Pianos
and in Detail Tells of
Their Makers.
PRESTO
Presto Trade Lists
Three Uniform Book-
lets, the Only Complete
Directories of the Music
Industries.
THE AMERICAN MUSIC TRADE WEEKLY
CHICAGO, SATURDAY, APRIL 28, 1923
STIMULATING MUSIC INTEREST
Events of Annual Music Week in New York Directly and Indirectly
Advantageous to Sales of Music Goods
By C. M. TREMAINE
Director, National Bureau for the Advancement of Music
I have watched with the greatest interest the un-
folding of the plans for New York's Fourth Annual
Music Week under the direction of Miss Isabel Low-
den. They represent unquestionably a splendid de-
velopment of the work done in the previous ob-
servances and more than meet my expectations and
hopes for the plan with which I was so intimately
connected from its beginning and with the progress
of which I am of course deeply concerned.
Music Week this year will include all the wide-
, spread general participation of organizations, groups
and individuals which lends the event its representa-
tive, democratic character, and which to my mind is
essential to this movement. It is this which dis-
tinguishes a Music Week from the also beneficial but
somewhat different music festival, and it is what im-
presses official and citizen, church, woman's club and
press, and stimulates conscious thought on the value
of music among hundreds of thousands of men and
women.
Special Features.
In addition, it is desirable that there be certain
"high lights" and special features in an observance of
this kind, and here, too. New York's present Music
Week is successfully tilling its purpose. In fact, in
the contests among music students which Miss Low-
den has organized as one of the outstanding activities
she has opened up a new path and one which offers
alluring possibilities of adoption in other cities
throughout the country. I anticipate important re-
sults from these contests, especially in the years to
come when the full plan will be in operation and con-
tests held in all the musical branches for which pro-
vision will ultimately be made. The plan has the
multiple merit of giving the community an excellent
opportunity to enjoy and to help its musical talent,
to discover ofttimes hidden ability and to consider the
importance of the services rendered by music and
musicians in the cause of the common welfare.
Appreciates Co-operation.
I am glad to know that the trade is co-operating
so actively as it is in Music W r eek. There can now
be but few who do not realize the direct as well as
the indirect advantage of the observance to their
business. The trade are now getting the picture of
the hundreds, perhaps thousands, of disinterested
and influential organizations expressing in some form
or other their belief in the need for music, and reach-
ing among them millions of the people.
Spread of Movement.
This outside assistance in selling music to the
American people is one of the distinguishing features
of Music Week, and one on which the music mer-
chant can legitimately cash in both today and tomor-
"HOW TO SELL THE GOODS"
IS PIANO CLUB THEME
Fundamentals of Sales Success Set Forth at Lunch-
eon by Capt. John W. Gorby.
The membership drive is on for the Piano Club of
Chicago. Nineteen new members in the first week
is the precedent members are required to excel.
Team competition is already in evidence. Members
who are not on teams are looming up as possible
individual prize winners. The slogan is "500 Mem-
bers by June First."
Last week's talk on advertising was worth a whole
lot of money to many members, a fact which directed,
attention to the talk at the luncheon this week when
Capt. John W. Gorby, publicity manager of the Cy-
clone Fence Company, Chicago, spoke on "How to
Sell Your Goods."
Captain Gorby has proved that he knows how to
row and continue to cash in to a steadily increasing
degree.It is of equal interest to all professionally con-
nected with music.
The fact that Music Weeks have already been held
in 125 cities scattered throughout most of the states,
and that many new cities are planning them for next
year is ample proof that these observances are doing
much for the cause of music and doing it in a way
that meets the favor of all.
The highest tribute is due Miss Lowden for the
permanent organization she is building up and the
efficient way she is carrying out the Music Week
idea in this great city of over six million people.
At the recent meeting of Talking Machine Men,
Inc., the advertising campaign which is being in-
augurated by the Committee of Manufacturers, Job-
bers and Dealers of Talking Machines, Records and
Supplies to be carried on during Music Week, April
29 to May 5, was explained in detail. This commit-
tee agreed to run a full page advertisement every
day beginning with April 29 to May 4 in the New
York papers.
To this end, the committee will send to all of the
dealers reprints of these advertisements together with
window strips for display purposes. In addition,
dealers are instructed to secure from the New York
Music Week Association, 299 Madison avenue, New
York City, inserts for mail, stickers for envelopes and
a beautiful window card for display purpose. The as-
sociation is also supplying a complete program of the
week, which contains much useful information and
will be of much interest to customers. This program
will sell on newstands for 25c. Dealers can buy
them at wholesale for 15c.
The Talking Machine Committee announced at the
meeting that they would increase the number of ap-
pearances of their advertisements if the individual
dealers would subscribe to the fund sufficiently.
Speaking at the banquet last week of the New Eng-
land Music Trade Association at the Hotel Somerset,
Boston, B. Loring Young, speaker of the House of
Representatives, and endorsed Vice-President Calvin
Coolidge's policy of "more music in the everyday
life of Americans." While advocating the cultivation
of a greater appreciation of music by all classes of the
people, the Speaker gave a hint of possible luke-
warmness toward community singing, by remarking
with a tinge of humor that he understands the Bar
Association intends to propose another amendment to
the Federal Constitution, prohibiting that form of
singing, in order that posterity may look back and
say that it was in the first quarter of the twentieth
century that "the National Government deprived man-
kind of its three chief joys—wine, women and song."
sell the Cyclone Fence. The success of the Cyclone
Fence Company Sales organization is a high spot in
the history of merchandising. The fundamentals
underlying that success can be applied to our work
of selling musical instruments. Captain Gorby told
what those fundamentals are, and how they may be
applied. This talk was not only instructive but ex-
ceptionally interesting, for Captain Gorby is one of
the brightest speakers ever heard by the Club.
The announcement was made at the meeting that
T. M. Fletcher, president of the Q R S Music Co.,
will talk on a topic he knows something about—
VOTEWWELYMWHB
TRADE ASSOCIATIONS
Referendum No. 41, Covering Business Organ-
izations and Their Usefulness and Purposes
Wins by Large Majority.
The Music Industries Chamber of Commerce has
announced that a report has been received from the
Chamber of Commerce of the United States, as to the
result of the vote on Referendum No. 41, on the
Report of the Committee on Trade Associations. The
vote on the different questions submitted was as
follows:
1. Because of numerous useful and important
functions of obvious propriety trade associations
should exist for each important branch of industry
and commerce. Votes in favor, 1,692. Votes op-
posed, 6.
2. A trade association should have such a mem-
bership that it can be representative of the industry
in connection with problems affecting the general
advance of the industry. Votes in favor, 1,675. Votes
opposed, 5.
3. A trade association should be prepared to con-
sider all problems affecting the general advance of
its industry or branch of commerce. Votes in favor,
1,666. Votes opposed, 14.
4. Trade associations should continue free from
special forms of governmental control. Votes in
favor, 1,596. Votes opposed, 86.
5. Statistics of capacity, production, stocks, and
sales should be collected by a trade association for
its industry or branch of commerce. Votes in favor,
l,653y 2 . Votes opposed, 20%.
6. Statistics of actual prices in closed transactions
should be collected by a trade association for its
industry or branch of commerce. Votes in favor,
1,520%. Votes opposed, 133^.
7. Any interpretation of statistics or other com-
ment which could induce or facilitate concerted action
on the part of members should be omitted by a trade
association. Votes in favor, 1,487%.. Votes op-
posed, 130 y 2 .
8. Statistics of capacity, production, stocks, sales,
and prices a trade association should make as avail-
able to the public and to government agencies inter-
ested in following the course of industry and com-
merce as to members. Votes in favor, 1,334. Votes
opposed, 282.
The Board of Directors of the Music Industries
Chamber of Commerce voted in favor of all of the
propositions presented.
STORY & CLARK REMODELING
PLANS IN PHILADELPHIA
Important Aids to Efficiency in Sales in Scheme for
Busy Eastern Branch.
A widely advertised special sale of pianos and
playerpianos is now keeping everybody in the sales
department of the Story & Clark Piano Co., Phila-
delphia, busy from the opening to the closing hour.
It is an "Alteration Sale," and at its conclusion work
on the remodeling plans for the building will be
carried out, which when completed will make the
store one of the model music houses in equipment
on Chestnut street.
An item in the remodeling scheme is the electric
elevator of the most modern kind to serve every
floor. A new mezzanine floor will provide ample
space for a suite of offices and new demonstration
rooms for grand and reproducing pianos will give
admirable aid to sales of these instruments. The
greater number of remodeling items are for the first
and second floors, but improvements will be carried
out all through the building.
'"Music Rolls."
GREENFIELD DEALER DIES.
Charles Dunklee, 77 years old, of 24 Silver street,
Greenfield, Mass., died following an operation re-
cently at Franklin County Hospital. He was a native
of Halifax, Vt., and taught school in Northfield be-
fore going to Brattleboro, Vt., where he conducted a
piano store. Burial was in West Brattleboro, Vt.
SELL EILERS STOCK.
The stock of the bankrupt Eilers Music House on
hand on the third floor of the Hamilton Building,
131 Third street, Portland, Ore., has been ordered
sold by S. J. Bischoff, trustee, because a settlement
at an early date is required by the court. Pianos,
phonographs and musical merchandise are included
in the stock.
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