Presto

23
PRESTO
June 30, 1923
the demonstrating records with greater assurance.
But it is significant that this experienced salesman
finds that good music is the most effective for demon-
On Choice of Records for Demonstrating Largely strating. The most ignorant people like it, although
they could not tell you why if you were to ask them.
Depends Success of Event.
The good music creates the mood for the sales talk.
There is one dealer who has a method in selling The jazzy stuff and even the light popular are dis-
talking machines. He believes the choice of the rec- tracting. The salesman spoken of invariably keeps
ords used in demonstrating may effect or kill a sale. the jazz numbers until someone particularly asks for
The majority of sales made by this dealer are them.
made in the homes of the prospects. Most of these
prospects have no knowledge of the man or the
WOOL PRICES UNSETTLED.
machine until he lands at the door. It is a case of
Wools appear to be becoming more unsettled and
creating interest at once and keeping it warm until some reports state that manufacturers and dealers
the close of the sale. Every successful talking ma- are, in some instances, almost 10c a pound apart in
chine salesman knows how much depends on the their views. There is a marked tendency on the part
right choice of record in achieving this.
of some of the smaller handlers to make a turnover
The dealer alluded to has a selection of demon- at the best prices obtainable. Sales in the East are
stration records which tits every sale to a surprised comparatively small. The general asking price on
family. If he succeeds in storming the approaches good original bag territory wool of a year's growth
and gets his machine into the house he does not go is about $1.45, with occasional sales at about $1.40 for
through the polite form of the salesroom and ask fairly good wools. The situation in the Northwest is
the prospects if they have any preferences. It is slow, as dealers say they cannot afford to pay more
up to him to guess what they like and guess right. than 34c to 35c a pound for fair lots of wool in the
Sale or not sale is really to be decided on the merits interior. On the other hand most holders talk 40c
of the records rather than on the musical qualities to 45c a pound, but sellers state it is impossible to get
of the machine on which he plays them and which over 40c a pound, delivered, Boston, for carload lots,
he is selling.
and with freight, handling and other charges, they
He never employs anything larger than a ten-inch could not well pay over 35c, and even then they are
record. The shorter the better for the snappy operating on a close margin.
demonstration. For general potency a band record
of a stirring march is his first choice. But whatever
FEATURES MUSIC GOODS.
he uses the selection has a broad melody, easily
The music goods department of Landay Bros.,
understood. Perhaps he is able at once to gauge the
musical status of the prospects and then he puts on Newark, N. J., is now considered one of the most
important departments by Manager Meyer Price,
who is free with advertising and featuring helps for
the department. Mr. Price hal allotted large show
window space to show the diversity of music goods
handled by the store. A big display of accordions
was an attraction last week.
METHOD IN PHONOGRAPH SALE
LEATHER
FOR
PLAYERS
ORGANS
PIANOS
PNEUMATIC LEATHERS A SPECIALTY
Packing, Valves, All Special Tanned
Bellows Leather
T. L. LUTKINS, Inc.
40 Spruce Street
NEW YORK
Ralph C. Nelson, who recently opened a music
store at 21 Prospect street, Bristol, Conn., is equipped
with both experience and marked ability in the music
business. He is widely known by the trade of that
section of the country.
NEW YORK
•33 Fifth Ave.
LAST BIG PINE FOREST
Virgin Tract of Timber in Oregon Offered for Sale
by Government.
The last great tract of untouched pine lumber in
the United States has been thrown open to settle-
ment. Behind the conservatively worded and brief
announcement of the service regarding the proposed
sale of timber in the Malheur National Forest, Ore-
gon, says a statement by the National Lumber Manu-
facturers' Association, lumbermen see the last op-
portunity for their trade to deal initially with a virgin
pine forest of great extent.
The opening sale of the lumber of the Bear Valley
unit of the Malheur national forest affects 890,000,000
feet of the great Blue Mountains forests now and
means the beginning of the lumbering of the entire
forest with its more than 7,000,000,000 feet of timber.
To begin the lumbering operations it will be neces-
sary to build about eighty miles of main line railway,
besides tap lines, which will incidentally open for
settlement an agricultural country with area of 10,000
square miles, or about twice that of Massachusetts.
BANJO BUSINESS GOOD.
The demand for banjos keeps up and is likely to
continue while the desire for dance music remains
in evidence. The banjo is now considered a promi-
nent part in dance orchestras and in playing the most
desirable music for the dance no other instrument
can take its place. For vaudeville features, for song
accompaniments and for other purposes, the banjo
has a vogue which means more sales and good profits
for the ambitious dealer.
RADIO IN CRIME FIGHT.
The plan of Chief Collins of the Chicago police, for
flashing immediate reports of crime by radio to the
police departments of every city and village in the
state was the principal topic taken up at the annual
convention of the Illinois Police Association at De-
catur thus week. Downstate and country police
chiefs are said to be in favor of the plan.
CHICAGO
HARDMAN, PECK & CO. Cstf
Republic Bldtf.
Manufacturers of the
HARDMAN PIANO
The Official Piano of the Metropolitan Opera Co.
Owning and Operating the Autotone Co. makers of the
Owning and Operating E.G. Harrington & Co.,Est, 1871,makers of the
AUTOTONE (Bs£ffi2)
The Hardman Autotone
The Harrington Autotone
The Autotone The Playotone The Standard Player-Piano
HARRINGTON
PIANO
(Suprtmt A mong Moderately Pric*d Instruments)
The Hensel Piano
The Standard Piano
DEALERS AND TUNERS!
Big Cut in Prices Piano Key Repairing
Celluloid, Complete Tops, Set Keys
$7.00
Ivorine (grained), Complete Tops, Set Keys 8.00
Composition, Complete Tops, Set Keys... 10.00
Sole manufacturers and distributors of H. P.
& O. K. Co. famous Ivory White Glue. Needs
no Heating. Applied Cold. Sent anywhere in
U. S. P. P. $1.00 can.
THE KOHLER INDUSTRIES
of NEW YORK
AFFILIATED
HARLEM PIANO & ORGAN KEY CO.
121-123 E. 126th St.
COMPANIES
anufactoring for the trade
New York City, N. Y.
Upright and Grand Pianos
Player Pianos
Reproducing Pianos
Auto De Luxe Player Actions
Standard Player A&ions
Art De Luxe Reproducing Actions
Parts and Accessories
MAG0SY & BUSCHER
First Class
OVAL AND ROUND METAL
SPINNERS
Makers of high-grade hammered Cym-,
bals in Brass and German Silver, from 2
to 18 inches; Brass Mutes for Cornets,
Trombones, French Horns.
Our Hammered Cymbals are as Good as Turk-
ish Cymbals in Sound, and they don't cost as
much.
Drum Major Batons in Wood and Metal.
Makers of the BESTONE Banjo Reso-
nators
We Can Manufacture Any Specialty in
Our Line to Order.
Wholesale Chicago Office and Service "Departments
KOHLER INDUSTRIES
San Francisco Office
462 cphelan ^Building
1222 KIMBALL B U I L D I N G
CHICAGO
232 Canal St. and 118 Walker St., NEW YORK
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