Classic Mode

Presto

Issue: 1923 1920

PRESTO
The American Music Trade Weekly
PUBLISHED EVERY SATURDAY AT 407 SOUTH DEAR-
BORN STREET, OLD COLONY BUILDING, CHICAGO, ILL.
Editors
C. A. DAN I ELL and FRANK D. ABBOTT
Telephones, Local and Long Distance, Harrison 234. Private Phones to all De-
partments. Cable Address (Commercial Cable Co.'s Code), "PRESTO," Chicago.
Bntered as second-class matter Jan. 29, 1896, at the Post Office, Chicago, Illinois,
under Act of March 3, 1879.
Subscription, $2 a year; 6 months, $1; Foreign, $4. Payable In advance. No extra
charge in United States possessions, Cuba and Mexico.
Address all communications for the editorial or business departments to PRESTO
PUBLISHING CO., 407 So. Dearborn Street, Chicago, III.
Advertising Rates:—Five dollars per Inch (13 ems pica) for single insertions.
Complete schedule of rates for standing cards and special displays will be furnished
on request. The Presto does not sell its editorial space. Payment Is not accepted for
articles of descriptive character or other matter appearing In the news columns. Busi-
ness notices will be Indicated by the word "advertisement" In accordance with the
Act of August 24, 1912.
Photographs of general trade interest are always welcome, and when used, if of
special concern, a charge will be made to cover cost of the engravings.
., -.
Rates for advertising in Presto Year Book Issue and Export Supplements of
Presto will be made known upon application. Presto Year Book and Export issues
have the most extensive circulation of any periodicals devoted to the musical in-
strument trades and industries in all parts of the world, and reach completely and
effectually all the houses handling musical instruments of both the Eastern and West-
ern hemispheres.
Presto Buyers' Guide is the only reliable index to the American Pianos and
Player-Pianos, it analyzes all instruments, classifies them, gives accurate estimates
of their value and contains a directory of their manufacturers.
Items of news and other matter of general interest to the music trades are in-
cited and when accepted will be paid for. All communications should be addressed to
Presto Publishing Co., 407 So. Dearborn Street. Chicago, III.
SATURDAY, MAY 12, 1923
PRESTO CORRESPONDENCE
IT IS NOT CUSTOMARY WITH THIS PAPER TO PUBLISH REGU-
LAR CORRESPONDENCE FROM ANY POINTS. WE, HOWEVER,
HAVE RESIDENT REPRESENTATIVES IN NEW YORK, BOSTON,
SAN FRANCISCO, PORTLAND, CINCINNATI, INDIANAPOLIS, MIL-
WAUKEE AND OTHER LEADING MUSIC TRADE CENTERS, WHO
KEEP THIS PAPER INFORMED OF TRADE EVENTS AS THEY HAP-
PEN. AND PRESTO IS ALWAYS GLAD TO RECEIVE REAL NEWS
OF THE TRADE FROM WHATEVER SOURCES ANYWHERE AND
MATTER FROM SPECIAL CORRESPONDENTS, IF USED, WILL BE
PAID FOR AT SPACE RATES. USUALLY PJANO MERCHANTS OR
SALESMEN IN THE SMALLER CITIES, ARE THE BEST OCCA-
SIONAL CORRESPONDENTS. AND THEIR ASSISTANCE IS INVITED.
ADVERTISING INFORMATION
Forms close promptly at noon every Thursday. News matter for
publication should be in not later than eleven o'clock on the same
day. Advertising copy should be in hand before Tuesday, five p. m.,
to insure preferred position. Full page display copy should be in
hand by Monday noon preceding publication day. Want advs. for cur-
rent week, to insure classification, must be at office of publication not
later than Wednesday noon.
PIANO PROMOTION
The little local piano dealer is the real publicity man of the aver-
age piano that is worth selling. The little local piano man makes
his living by promoting the pianos he represents. This is an item
which not all piano manufacturers seem to understand or fully realize.
Only the man, whether a piano manufacturer, piano editor or
piano salesman, who has been in the field in a small city, or in the
country town, can know just how far the little local piano dealer goes
to advertise the instruments in which he is interested because from
its sale he makes his living, and sometimes a little more.
There are piano manufacturers who will invest $7,000 in a single
page display in a publication of wide circulation, and who will so
treat the little local dealer as to lose his good will on the slightest
pretext. The paper of wide circulation probably has no piano adver-
tising influence to more than one-half-of-one-per cent of its readers.
The little local dealer has direct, and very forceful, influence upon
every possible piano buyer within a radius of fifty miles of his home
town. Figure it out.
If the costly advertising is—as it often certainly is—designed
to start a campaign of broadcast fame for a really exceptional piano,
it is good and a wise investment. If it is designed to sell pianos at
retail, it is an expensive experiment. The little local dealer will sell
more pianos than the costly story paper advertising. The little local
dealer wears out his shoe leather going around among the people of
his vicinity, telling enthusiastically of the matchless merits of the
May 12, 1923
particular piano he is trying to sell. He is never too tired to tell the
story and to explain why. no other instrument has such tone, or. is
constructed upon principles so absolutely perfect. It would require
every page and every line in the great story paper to tell what the
little local dealer knows about that particular piano, and then it
would not be half told, because the personality of the dealer and the
faith his friends have in him and his piano knowledge would still be
lacking.
The little local dealer is more of a power as an advertiser than he
is credited with being. It is because of his work that there are towns
and communities in which some particular piano is prized above all
others, whereas in most other places the same piano may not be
known at all. The piano with the live representatives scattered about
over the country, are the best advertised pianos. And this applies,
with a few notable exceptions, to the piano business the world over.
How can a piano win the kind of promotion to which reference
has been made? In only one way, and that is by liberal use of the
established and well read trade papers. No question about it, as there
are a number of living, thriving examples. And that certain means
to piano success is not expensive. It doesn't cost seven thousand a
page—not quite !
>*••-•
A BETTER DAY
A notable change may be seen in the style of retail piano adver-
tising. It is not often that we find big display lines in the newspapers
telling about cut prices; and even the "dollar down" has seemingly
disappeared. The old-time printed attacks upon local competitors
have entirely disappeared. As a rule, the retail piano advertising is
clean. It would surprise anyone today to be confronted by a strange,
ugly head, urging that the beholder "find the faces." It would be
cause for a police call to find a portrait of Washington, or Lincoln,
with several warts on their noses, designed to depict other faces.
Those things have passed away, with the coupon and the near-check,
the gold watch and the string of imitation pearls, to be given to the
bringer-in of a live "prospect."
In the place of such atrocities, the piano advertising in the news-
papers is of almost inspiring kind. It has a tendency to help the pos-
sible buyer, and to encourage the thought that pianos are really
worth having, and paying fair prices for. The investment side of it is
again presented, and the better pianos are promoted. Such happy
and suggestive ideas as the "instrument of the immortals" as applied
to the Steinway, is often used to give strength to the retailers' ad-
vertisements. And the high-toned Mason & Hamlin publicity is equal-
ly self-sustaining—"just as the connoisseur of precious stones finds
deepest satisfaction in a flawless jewel, so the lover of music finds his
keenest contentment in a Mason & Hamlin."
"No little stuff" there. Only direct and forceful word pictures
of a great instrument. And the Lyon & Healy methods, too, in mak-
ing the Apartment Grand known for just what it is. There is equally
the dignified style of advertising that leaves desire with readers for
fine instruments. No suggestion that other pianos are poorer, and no
least intimation of the desire to build up by pulling down. It is high-
class advertising, perfectly befitting a high-class business.
And even the second-hands are treated right in these better
days. The old "was and now" has faded out. There is a new day
for the piano trade. And it promises to be a big day and a fair one.
A FRENCH MUSIC SHOW
The French National Federation of Music Industries, correspond-
ing to our own Music Industries Chamber of Commerce, has just
closed a great music trade exposition in Paris. The card of invita-
tion which came to Presto says that "all instruments of music, music
publications, talking machines and radiophones" were to be displayed,
and that the exposition was to be confined exclusively to articles
manufactured in France. And this fine stipulation, or arrangement,
is made : Admission by card only, no entrance charge being made, the
cards being supplied only to visitors interested in the things on exhi-
bition, who may inspect them without the annoyance of a rabble of
curiosity seekers, with no special concern beyond being entertained.
It is thus exclusively the enterprise of the Federation, and of direct
interest to the French industries and trades.
The mistake of the American music expositions has been in the
effort to interest the general public. Pianos are no longer objects of
public curiosity. They do not attract the amusement loving public
in great numbers as to justify the thought that admission receipts
may pay any considerable share of the expenses. The music shows
in this country have been devised and promoted by interests outside
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/
May 12, 1923
PRESTO
of the industry and trade. And, in consequence, they have not made
strong appeals to the music dealers by whose special interest the
shows might be made to pay the exhibitors. This fact was illustrated
at the time of the last Coliseum music show in Chicago.
At that time, while most of the exhibitors made their consider-
able investments without profit, a few of them reaped direct rewards
by reason of some special plan for attracting the retail merchants. A
notable instance was that of the Packard Piano Co., which, under the
astute direction of Mr. A. S. Bond conducted an exclusive dealers'
plan which resulted in the actual sales of more than two hundred
pianos, involving the establishing of scores of new agencies for the
instruments from Fort Wayne, Indiana. That was substantial proof
that the expositions can be made to pay. But the average showman,
however expert in promoting the average entertainments of popular
kind, can not direct a musical instrument exposition to success.
The French plan seems to be a good one. As the invitation sug-
gests, it insures visitors against the distractions of great crowds, and
enables them to "examine and compare the articles in which they are
interested, without the embarrassment of noise and confusion." It is
notable, too, that the list of exhibitors includes no fewer than 101
names, many of them of world-wide fame, and embracing all branches
of the industry. The only one of American origin is that of the
Aeolian Company, which has also a French factory, thus making it
eligible to the plan of the exposition in Paris.
We have seen no report of the .operations of the various depart-
ments of the Music Industries Chamber of Commerce, but it is under-
stood that the income of that organization from the sale of stamps
has been very large. The stamps are sold to the manufacturers, to
be placed on pianos as they leave the factories. As a rule the dealers
find no fault with the stamps, only one of the large concerns having,
so far as we know, made any protest against their use.
* * *
The old Oslerism that a man should shuffle off at 60 is again
a topic of newspaper discussion. How many piano salesmen are
there that at 60 can outsell most of the youngsters, with both hands
tied behind them? First-class young piano salesmen—under 40, say
—are scarce. The 50 to 60-year-old youngsters are selling the pianos.
* * *
What would the older members of the piano trade have said
twenty years or more ago, had they been told that it would be pos-
sible to float bonds to the extent of four millions on a music house?
But the music business of today has grown into the million security
class.
* * *
A new popular baby grand is being promoted by the Story &
Clark Piano Co. It is the Tyler. A very good, common sense trade
name. And the piano is characteristically attractive, and of Story &
Clark thoroughness.
The crowded condition of the Drake has already forced some im-
portant industries to find display quarters at other hotels. The
SALES OF MIESSNER PIANO
GROW STEADILY IN VOLUME
Cheering Condition of Business of Miessner Piano
Co. Expressed in Words of President This Week.
"It is a pleasure to report that we are making prog-
ress steadily," said W. Otto Miessner, president of
the Miessner Piano Co., Milwaukee, Wis., this week.
The company is the maker of the Miessner, the
"Little Piano with the Big Tone," and the progress
alluded to by Mr. Miessner is the steady growth of
favor for the instrument by schools and homes and
other buyers.
"We do not even suggest any limitation in the uses
of the Miessner in impressing its character of little-
ness. Its very dimensions, three feet seven inches
high, four feet six inches wide and two feet in depth,
become suggestion to buy to a large percentage
among prospective piano buyers who realize the ad-
vantages of a small piano," continued Mr. Miessner.
Children love the Miessner because its small size
makes it so comfortable for practice. The keys lie
under the hands; the action, responsive to the slight-
est touch, does not tire tiny fingers.
"The advantages of the Miessner in the schoolroom
are obvious.
The teacher's greatest asset is the
power of personality. With a Miessner the teacher
can face the pupils directly across the top of the in-
strument while playing.
The teacher's personality
Waltham Piano Co., of Milwaukee, has show-room at the Drake,
but has also engaged a room at the Great Northern, and thus will
have two exhibits during the convention.
The Cable Company's advertising department found a new line
for last Sunday's newspaper display, and a good one. "The Gift That
Makes Fond Memories Last"—isn't that a suggestion to make people
want music? And new catch-lines are mighty hard to coin these days.
* * *
The playerpiano for the home will remain a power for music
love, and a medium of almost matchless entertainment. As a public
concert attraction it can not attract after the novelty wears off.
And it has about worn off.
* * *
Some of the strong men of the piano industry are deserting.
Mr. R. M. Lawrence has gone into finance—president of the Com-
mercial Security Co.,—and Mr. Paul Klugh has gone into radio. The
piano is the poorer for it.
It will be impossible to give any advance announcement of the
location of the various displays at the Drake. The rooms can not
be allotted until just before the convention opens. But it will be
easy enough to find your favorite pianos when you get here.
* * *
A sure sign of returning piano activity is seen in several new in-
dustries in this line. One of them is to have lodgment at Bluffton,
Ind., where the Settergren baby grand and enterprise is to be es-
tablished.
* * *
A descriptive circular explains that prizes aggregating $60,000
will be divided during the competitive high-school band tournament.
Quite a liberal contribution to the convention side show, whatever
the source.
* * *
Take advantage of the demand for small grands, which is now at
its height. If you don't know what particular grands may meet your
trade with profit to yourself, let us advise you.
* * *
Good thing that this year's convention was fixed for June in-
stead of the customary May. It snowed in Chicago on the anni-
versary of the meeting of two years ago.
* * *
New York piano factories are more active now than before in
years. The factories are busy and the promise is that the inspiring
condition will continue indefinitely.
* * *
If you haven't made your plans for next month, get busy now.
Less than three weeks to convention—June 4-7. It will pay you
to come.
* * *
There is marked activity in the pipe organ demand. Presto has
had three requests for advice in this branch of the business within
a week.
has full play. Then the Miessner solves the problem
of availability. It weighs only 375 pounds, about half
the weight of an old-fashioned upright. Two small
children can easily move it from room to room."
"It is easy to understand why we progress steadily.
A knowledge of the Miessner by school heads any-
where results in immediate inquiries which invariably
are followed by sales."
HONOR FOR R. W. LAWRENCE.
Richard W. Lawrence, president of the Music In-
dustries Chamber of Commerce, has been elected as
president of the Bankers-Commercial Security Co.,
Inc., New York, to succeed George G. Foster, who
has retired. Mr. Lawrence, who is one of the prin-
cipal stockholders in the company, began his new
duties on May 1. While retiring as president, Mr.
F"oster will retain active connection with the com-
pany as a member of the board of directors.
TRAFFIC VOLUME INCREASES
All seasonal records in traffic volume continue to
be smashed by railroads, the car service division of
the American Railway Association said this week,
announcing that during the week ending April 21 the
carriers actually loaded 957,743 cars with revenue
freight. This was 251,606 cars greater than the num-
ber loaded during the corresponding week of 1922
and 253,111 cars more than during the same week
of 1921.
FORMAL OPENING OF
NEW PORTLAND, ME., FIRM
The Miller & Hunt Company Receive Cordial Greet-
ings from Many Friends.
The Miller & Hunt Company, 21 and 23 Forest
avenue, Portland, Me., held its formal opening, and
Portland was cordially invited to inspect the beauti-
ful new stock of Chickering & Sons, Henry F. Miller,
Haines Bros., Janssen, Marshall & Wendell and other
pianos, Ampico reproducing pianos, Victor talking
machines and records and other musical merchandise.
The president of the new Portland firm is Ralph
W. E. Hunt, formerly director of Henry F. Miller &
Sons Piano Company, Boston, and manager of its
Portland house. Burton R. Miller, formerly presi-
dent, treasurer and director of Henry F. Miller &
Sons Piano Company, is treasurer of the Miller &
Hunt Company.
In honor of the Jonas Chickering Centennial a re-
cital on the Chickering piano by the world-renowned
pianist, Mme. Germainc Schnitzer, assisted by the
Ampico, was held in Frye Hall, Wednesday, May 9,
under the auspices of the Miller & Hunt Company.
Mortimer J. Reynolds, a partner with his brother
Stephen H. Reynolds in Reynold's Music Agency,
Milford, Mass., died recently while visiting Ber-
muda.
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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