Presto

PRESTO
THE FIRST PLAYER
AND THE DUO=ART
Remarkable Publication of The Aeolian Com-
pany, in Which Appears H. B. Tremaine's
Sketch of the Development of Perforated-
Roll Played Instruments.
A very unusual contribution to trade literature was
put forth by The Aeolian Company, New York, in
the "International Tribute Week Edition" of that
industry's magazine. It was in commemoration of
the Duo-Art Week and the recent celebration of H.
B. Tremaine's twenty-fifth anniversary as president
of The Aeolian Company. The publication was pro-
duced in the highest style of the printer's art, and it
was illustrated with some remarkable photographs,
showing the immensity of the industry to which the
world is indebted for the Pianola, and other instru-
ments of universay favor.
One of the pictures presented a composite of the
many Aeolian structures, the entire group making a
veritable city of towering business structures and
wide spreading factories. The illustrations of the
Aeolian, as it has been developed from the little hand-
played organ to the present day splendor are of his-
toric interest. And the illustrations of the magnifi-
cent interiors of Aeolian Hall, and other places
equally beautiful, add greatly to the interest of the
publication'.
But the most interesting chapter in the book is
that wherein Mr. Tremaine himself tells the story of
the beginning and development of the playerpiano.
From this chapter the following extracts are made.
But it is necessary to have the publication complete
in order to understand and appreciate the beauty and
historic value of "The International Duo-Art and An-
niversary Number" of the Aeolian.
First Instruments.
My own. connection with this industry covers a
period of over thirty years and dates back of the
time when these instruments received or were worthy
of, serious consideration on the part of musicians or
serious music-lovers.
The earlier instruments were toys, pure and sim-
ple, and it was not until 1885 that the first instru-
ment that could make a just claim to serious musical
consideration was produced. This was called the
Aeolian Organ. It was made with organ reeds and
could be played either by means of an ordinary key-
board or a perforated music sheet.
Early Difficulties.
These were days when the industry was subjected
to constant and varied viccissitudes. Musically and
mechanically the Aeolian Organ was still in the
early stages of its development, and the Company
producing it was beset with many difficulties. There
were problems of manufacturing and selling that
constantly taxed our small and inexperienced organi-
zation, and there was the handicap of insufficient
capital that nearly wrecked us on more than one oc-
casion.
The music trade, as a whole, had little or no con-
fidence in our instruments, and our wholesale busi-
ness as a result was very small. Of our retail busi-
ness in New York, perhaps an idea can be obtained
from the fact that my father, at that time general
manager of the company, told me that if we could
sell one Aeolian Organ a week, he would consider it
a very good business. During my first year with
the company our retail sales amounted to $12,000. At
the present time we consider we have had a poor
day unless our sales at retail exceed this amount.
Encouragement from. William Steinway.
The first man of prominence in the music indus-
try who, as far as I know, foresaw the possibilities
of musical instruments played by means of a per-
forated music sheet was William Steinway, the head
of the famous house of Steinway & Sons. I re-
member taking a letter from my father to Mr. Stein-
way, at Steinway Hall on 14th street, shortly after
I first went with the company. After reading the
letter he wrote a reply which he handed to me,'
asking, as he did so, if I were connected with The
Aeolian Company. On being told I was, he said,
"I am greatly interested in your instruments. Of
course, they are at present crude and undeveloped,
but they possess great possibilities and in my judg-
ment have a great future." This was the only time
I ever saw Mr. William Steinway. He was a re-
markable man—a born leader, with vision, courage
and great executive ability.
Aeolian-Steinway Alliance.
The late Charles Steinway, who succeeded William
Steinway as President of Steinway & Sons, was an-
other remarkable man. Under his leadership the
great business was developed, and the prestige of the
piano increased until today the name of "Steinway"
has become a synonym of superlative excellence
throughout the world. It was during the adminis-
tration of Mr. Charles Steinway that the alliance be-
tween Steinway & Sons and The Aeolian Company
was entered into. Under the terms of this alliance
the Pianola—now the Duo-Art—was incorporated in
the Steinway piano and The Aeolian Company was
June 23, 1923
SALESMAN DEFIES ELEMENTS
Even a Freak Snow Storm in May Couldn't Chill Ardor of Chase=
Hackley Piano Co's Sales Hustler
The real piano sales-
man is an enthusiastic
one and efficiency is his
distinguishing mark. He
prepares in advance for
the circumventing tactics
of unethical competitors,
nullifies the slings and
arrows of outrageous ad-
vertising by plain and
frank statements of the
truth about his own re-
liable piano and every
hour of every day is a
working one when the
occasion requires it. And
for the worst t h e ele-
ments may do he snaps
his fingers.
The accompanying pic-
ture is not a "still" to il-
lustrate an incident in a
film drama of the frigid
north. It is an unusual
CHASE BROS. SALES ENTHUSIASTS.
picture of a May snow-
storm in Michigan and the camera man in Grand Rap- Chase Bros, piano no eccentricities of climate can de-
ids effectually placed the star cast of the Chase- ter Mr. Chase from setting forth.
For good measure the picture man added the other
Hackley Piano Co.'s sale staff in a convincing row
gentlemen to the grouping. They are L. N. Buckley,
down stage.
Paul Bauscher and William Fitt, able sales openers
Henry Chase is the second man from the right
and the photograph shows his automobile just as he and closers in the staff of the Chase-Hackley Piano
arrived from a successful sortee after a piano pros- Co,, Grand Rapids. Mr. Fitt is the manager and
pect. Where there is a chance of closing a sale of a lives up to his name.
given the selling rights of this instrument throughout
the world.
I cannot leave this subject without paying tribute
to this great house—its executives and their associates
—for the part they have played, not only in the de-
velopment of the piano as an instrument, but for the
beneficial influence they have exerted on the great
art with which their business has allied them.
Attitude of the Music Trade.
Unfortunately, men with the vision of Mr. William
Steinway were very few in the music trade. A ma-
jority of the dealers felt about our instruments as
did the head of a large concern which I visited on
my first trip as a salesman for our company.
I had gotten only partly through my story when
he placed his hand on my shoulder in a kindly, almost
paternal way, and said: "Young man, you seem like
a nice, clever sort of boy, so I am going to give you
a piece of advice. It comes from a man who has
grown gray in the piano business. Go back to New
York and get into another line of business. There
is not and never will be any demand for an instru-
ment like yours." It is interesting to know that
within a few years this same concern became our
largest agents and have purchased and sold many
thousands of these instruments "for which there was
and never would be any demand."
REPAIRS FOR DEALERS.
A number of piano retailers maintain properly or-
ganized repair departments, but the larger number of
houses do not keep a regular staff of repair men.
The equipment of a repair shop is expensive and the
wages of the mechanics a big consideration. But the
piano dealer in the latter category should worry. The
problem of repairs has been solved for him. The
Piano Repair Shop is the name of an establishment
at 425 South Wabash avenue, Chicago, which takes
over the repairing and remodeling troubles of the
dealer. At this place pianos and phonographs are
rebuilt by expert workmen. The accumulation of
trade-ins no longer has any worries for the piano and
talking machine dealer familiar with the opportunities
offered by the Piano Repair Shop. There piano ac-
tions are installed, actions and keys repaired and in-
struments finished and remodeled generally by men
who know how.
TRADE WITH NEW ZEALAND.
America's world trade balance has suffered to the
extent of about $5,000,000 through the decline in
volume of trade between the United States and New
Zealand, according to the Department of Commerce.
Various reasons contribute to this marked decrease,
experts of the Department of Commerce declare.
Chiefly it is due to the difference in the economic
conditions of New Zealand during the two periods;
the operation on imports of the new preferential tariff
enacted by New Zealand, and the decrease in the
shipments of gold bullion to the United States.
NEWS OF THE TRADE
FROM PORTLAND, ORE.
Live Section of the West Coast Contributes
Its Usual Collection of Piano
Items.
The trade of Portland, Ore., was visited last week
by Maurice E. Walsh, of Chicago, representing the
Steger & Sons Piano Manufacturing Company. Mr.
Walsh is making an extended trip of the Pacific
Coast, establishing relations and reports finding con-
ditions very favorable at all points visited.
Forty-seven years ago Wellington Gardner started
in the music business in Portland, Ore., at First and
Morrison streets, and it was there that Wiley B.
Allen first got his start. Mr. Wellington is now a
resident of Los Angeles and last week he visited
Portland and was shown around the city by Harold
S. Gilbert, of the Harold S. Gilbert Piano Co. It is
several years since Mr. Gardner has been in Portland
and he was much surprised at the great progress
made within that time.
A recent visitor to Portland was Omer N. Kruschke
of the Kruschke Sales Co. of San Francisco. Mr.
Kruschke was a Pathe jobber for eight years but re-
cently decided to open up business for himself and
organized the company to handle the Shonniger, and
Weser Bros, pianos. He is at present making a tour
of the Pacific Coast locating agencies for the lines.
Harold S. Gilbert of the Harold S. Gilbert Piano
Co., has received a large shipment of Howard and
Behr pianos via Panama Canal. The instruments ar-
rived in splendid shape, acording to Mr. Gilbert, who
says that while the time taken to make the trip is
longer this is more than compensated by the saving
in freight rates and by anticipating his needs he is not
inconvenienced by the delay.
Last week the G. F. Johnson Piano company re-
ported the biggest day in their history and this week
E. J. Meyers in charge of the musical merchandise
department of the Bush & Lane Piano company says
that Monday, June 11, was the biggest day they have
had since the department has been operating.
USEFUL TO TUNERS.
Hammacher, Schlemmer & Co., Inc., 4th avenue
and 13th street, New York City, has issued Circular
No. 578, which is one of prime importance to piano
tuners, repairmen, dealers and of course to piano
factory workers. It is a complete list of piano mate-
rials and tools. But it is specially compiled for tuners
and repairmen and in it are set forth the well-
arranged list of the items most in use and demand
by them.
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