Classic Mode

Presto

Issue: 1923 1946

24
PHESTO
SELLING BY SUGGESTION
The Most Effective Means for Increasing the
Number of Rolls or Records Is Naturally
I
the Greatest in Results.
With every good roll salesman or saleswoman the
effort is to sell more than the roll asked for. The
same rule refers to selling records. Whether the
end is gained by suggestion, or any other form of
sales ability, selling as much of the goods as possible
is the aim. Of course the instinct of the good sales
person will attain this desirable end without giving
offense or making the customer "department shy."
A lot of things are calculated to change the regular
roll or record customer into a shy and periodic one.
Crudity in forcing a bigger purchase is one thing.
The necessity for good judgment is required by the
salesman at all times. Restraint in urging may pre-
serve a good regular customer. Customers are liable
to go elsewhere when those in attendance in roll
and record departments become too insistent in
urging the customers to buy other numbers than
those asked for.
But that shou4d be no deterrent to the earnest pur-
pose to make the sales as big as possible. In order
to turn over the record or the roll stock the people in
charge of the selling must be on the job all the time.
But when the sales force strives to increase the size
of every bill, tact must be used on every occasion.
The direct sales attack is crude and impossible. Few
customers will stand for it; therefore the desire for
additional numbers must be created through sugges-
tion.
But the power of suggestion is made plain in ad-
vertising results, and in the desires created by good
window displays as well as in the work of the sales
people. Selling rolls and records with the desirable
speed is a fine art when the attractive character of the
department is preserved and the customers remain
friendly to the store.
Good work is performed by the roll or record de-
MAGOSY & 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 i Brass Mutes for Cornets,
Trombones, Fretish 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.
232 Canal St. and 118 Walker St., NEW YORK
DEALERS AND TUNERS!
Big Cut in Prices Piano Key Repairing
Celluloid, Complete Top*, 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.
HARLEM PIANO & ORGAN KEY CO.
121-123 E. 126th St.
New York Citr, N. Y.
partment where a new phase of suggestion is em-
ployed. One way which proves effective in the rec-
ord department in a Dallas, Tex., store is offering
collections. They come in albums and the line of
collections is varied in a clever way. There are col-
lections by operatic artists and albums filled with
popular vocal numbers, band music, orchestra music,
violin, dances, etc.
Selling records in groups in albums is an effective
way to work off numbers that stick. When the album
collection plan is well carried out the results are
usually very satisfactory. There is a possibility of
winning by the plan and nothing to be lost by trying
it. But this special way of selling by suggestion must
be advertised in a manner that will arouse the interest
of the buyers in the collections.
Selling by suggestion is also performed by means of
grouped lists sent by mail. This means is more effective
if care is taken to send the lists with consideration of
the relation of the numbers to the prospects to whom
they are sent. The well-managed department will
have some data to tell the kind of music the customer
bought in the past. This kind of information will
enable the dealer to plan special albums to interest
individuals.
November 10, 1923
COINOLAS
FOR
RESTAURANTS, CAFES and
AMUSEMENT CENTERS
BUESCHER SNAP=ON=PAD
Results of Tour of Investigation in New York Highly
Important as Trade Facts.
F. A. Buescher, head of the Buescher Band Instru-
ment Co., Elkhart, Ind., had a very interesting time
recently in learning at first hand just what com-
petitors' dealers are doing to meet the handicap they
are placed under by the invention of the Snap-On-
Pad and its application to all Buescher saxophones.
He called, strictly incognito, on several distributors in
New York, and he was highly amused at the varied
and various reasons given by salesmen to explain the
absence of Snap-On-Pads from their saxophones and
to account for pads stuck on with glue, paste, shellac,
cement, etc.
The Snap-On-Pad is the personal invention of F. A.
Buescher. It makes the Buescher saxophone the
only saxophone not put together with glue or cement.
Naturally the storekeepers Mr. Buescher visited in-
cog, did a lot of spread-eagle talking when asked
pointed questions as to virtues of cement, glue, etc.
All in all, Mr. Buescher was quite pleased with the
result of his little tour of investigation, feeling that
competitor dealers had nothing by way of talking
points to bolster up their line or to verbally damage
or belittle the benefits of the patented Snap-On-Pad.
In only one store did Mr. Buescher divulge his
identity. In this particular store the salesman went
a little further than the ethics of good business would
countenance, really making libelous statements as to
why the Buescher Company had adopted the Snap-
On-Pad and why his own supplier had not. The
salesman's statements roused Mr. Buescher's ire and
to the great discomfiture of the salesman in question
he made himself known by presenting his card.
Needless to say the salesman adopted a conciliatory
tack. Contenting himself with informing the offend-
ing salesman just wherein his sales talk was highly
defective, Mr. Buescher left the store—and very
promptly took the matter up with the manufacturer
of the Saxophones sold in this particular store.
Style C-2
FROM THE BIGGEST
ORCHESTRION
U. S. ROLL HIT.
"Sweetheart's Honeymoon," composed by John S.
Caldwell of Austin, Tex., a sheet music good seller
is also selling in a music roll issued by the U. S.
Music Co., Chicago. The United States Music Co.,
some time ago closed a contract with Mr. Caldwell
for the player roll rights to his song. Mr. Caldwell
is a composer of note whose songs become hits at
their appearance in all the Texas cities.
LOOKS FORWARD TO HOLIDAY TRADE.
The Schroeder Piano Co., Pittsburgh, Pa., has ex-
panded the talking machine departments in its
branches in Somerset, Newcastle, Butler, Charleroi,
and Reynoldsville. A big business in talking ma-
chines is anticipated for the holidays and suitable
preparations have been made in accordance with the
expectations.
Tiny Coinola
C. G. CONN, Ltd., Elkhart, Ind.
C. D. GREENLEAF, Pres.
J. E. BOYER, See'y
WorleVs largest msiiufaijsw—• of High Grade Band and Orchestra Instruments. Employs l,0M
expert workmen.
All of the most celebrated Avtists use and endorse Conn Instruments.
Famous Bandmasters and Orchestra Directors highly endorse and recommend the use of tke
Conn Instruments in their organizations.
Conn Instruments are noted for their ease of playing, light and reliable ralre or hey aetfoni
quick response, rich tonal quality, perfect intonation, tone carrying quality, artisticness of 4eeign,
beautiful finish and reliable constraetkm.
Conn Instruments are sent to aay point in th - U. S. subject to ten «5ays free trial. Bvanoh store
or agencies will he found in all large eities. Writ e for catalogues, prices, etc.
C G . CONN, Ltd.
DEPT. MS.
ELKHART, IND.
THE SMALLEST
KEYLESS
Manufactured by
The Operators Piano Co.
16 to 22 South Peoria St.
CHICAGO
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/
25
PRESTO
November 10, 1923
SHEET MUSIC TRADE
TO PUBLISHERS
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
THE COMBINED CIRCULATION
OF PRESTO (EST. 1884), AND MUS-
ICAL TIMES (EST. 1881), IS BY FAR
THE LARGEST IN THE FIELD OF
THE MUSIC TRADE. COMBINA-
TION RATES OF SPECIAL AT-
TRACTIVENESS FOR ADVERTIS-
ING SPACE IN BOTH PAPERS
WILL BE MADE TO MUSIC PUB-
LISHERS.
This department is designed to advance the sales
of sheet music, and give any current information in
the Sheet Music Trade.
This publication believes that Sheet Music will
pay the dealer, just as any other commodity pays
those who merchandise it properly.
The conductor of this department will review
any numbers that are sent in for the purpose. It is
not the intent to criticise, but to review these offer-
ings, giving particular information of the theme and
a description of the musical setting of the number
discussed.
Address all communications to Conductor Sheet
Music Dept., Presto. 407 S. Dearborn, Chicago, 111.
HEARST NUMBERS ON STAGE
Big List of Vodvil Artists Feature Winning Songs in
Prominent Houses.
Bobbie Lowe of Youth and Melody, featuring
"Home, My Lovin' Dixie Home" and "Some Day
You'll Cry Over Somebody Else," the two popular
Hearst Music Publishers numbers, will play in the
near future the Poli Circuit theaters in Hartford, New
Haven, Bridgeport, Meriden, Wilkes-Barre, Scran-
ton, Waterbury, Springfield and Worcester, beginning
November 3rd; to follow in the Royal, Riverside,
Palace and other Keith houses.
Ethel La Rue, with John Grabler's Revue, opens at
the Strand Theater in Shamokin, Pa., with other
houses to follow, using "Some Day You'll Cry Over
Somebody Else"; and states it is one of the best
numbers she has had for a long time. Her winning
personality, splendid voice and a smile that won't
wear off contribute greatly to her artistic rendition of
this ballad.
Jess Libonati, the famous xylophonist, now touring
the Pantages Time, is using "Some Day You'll Cry
NEW WALTZ ATTRACTS BUYERS
Attractive Number in the Geo. W. Thomas Music
Co.'s List Has Winning Characteristics.
Every sheet music dealer can find a quick and ready
seller in "At Sundown," the sensational waltz success
of the Geo. W. Thomas Music Co., 423 Bowen ave-
nue, Chicago. The waltz provides an attractive num-
ber for the counter kept abreast of the times.
Good waltzes are scarce notwithstanding the ex-
pressed desires for more waltzes by the orchestra
leaders and the sheet music trade, agencies that can
accurately gauge the requirements and musical long-
ings of the sheet music buyers. The new waltz num-
ber of the Geo. W. Thomas Music Co. has the merits
to appeal to the sheet music dealer keen to attract
tasteful customers to his counter.
"Houston Blues," "Muscle Shoals Blues," "Up the
Country Blues" and "Shorty George Blues," com-
prise a quartet of winning numbers from the list of
the Geo. W. Thomas Music Co. Other successful
numbers from the Thomas list are: "Mammy's 7
Little Brown Rose," "I've Found a Sweetheart,'
"You Have a Home Somewhere," "I've Got a Man of
My Own," and "I Ain't No Sheik."
Over Somebody Else" on his way to the coast
through Winnipeg, Saskatoon, Edmonton, Calgary
and Vancouver; then over to Portland, Spokane,
Seattle, Tacoma, San Francisco, Los Angeles, Oak-
land; and then east until July 1, 1924, making a
special feature of "Cry."
Hoffman and Clifton of the Emerald Revue will
make a special feature of "Some Day You'll Cry Over
Somebody Else" on their tour through the New Eng-
land cities, this style of ballad suiting them wonder-
fully.
Al. Kilgour, the well-known balladist, is now tour-
ing western Canada featuring Hearst Music Pub-
lishers in the leading theaters, co-operating with the
dealers in exploiting the Hearst numbers.
Farrell and Hatch, the Colored Aristocrats of Song
and Melody, are singing "Some Day You'll Cry Over
Somebody Else" over the Pantages Time, booked
solid until next July throughout Canada, the Coast
and the Middle States back to New York.
Breitner's Famous Dance Orchestra, of Minne-
apolis, is playing nightly the Hearst songs "If I Had
You" and "Ginny" and made a big hit with them at
the West Broadway Street Carnival recently.
GALLAGHER AND SHEAN STARS
Appellate Division of Supreme Court in New York
Denies Contention Team Is "Ordinary."
"Oh, Mr. Gallagher." "Yes, Mr. Shean."
"Four judges think our stuff is art, I ween."
" 'Tis soitinly a slam,
We're not the hams what am,
But actors of the finest, Mr. Shean."
The appellate division of the Supreme Court in
New York last week added another jinx to the parade
of glooms in the theatrical life of Edward Gallagher
and Al Shean when it decided that Mr. Gallagher and
Mr. Shean were not mere hams.
In the injunction proceedings of the Shuberts re-
straining the team from performing for any one else,
it was decided in the lower courts that Gallagher and
Shean were "absolutely ordinary," as they contended.
But in the appellate division of the Supreme. Court
last week four justices ruled the pair were "irreplace-
able actors," as claimed by the Shuberts. Only one
justice voted nay. The ruling means that the con-
tract binds them to the Shuberts.
William McDermott, Buffalo, representative for
Jerome H. Remick & Co., music publishers; New
York, says the most favored numbers in the Remick
list in that city are "Dreamy Melody," "Lou'siana,"
"Somebody's Wrong" and "First, Last and Always."
SHEET MUSIC TRADE NOTES
A Few Items Interesting to People in Sheet Music
Department Are Printed.
The new professional rooms of the Hearst Music
Publishers, Ltd., are in the Roseland Building, 1658
Broadway, New York.
"War Whoop" is the name of a song of the Okla-
homa delegation to the American Legion convention
in San Francisco recently. It was written by H. E.
Snow, director of the Oklahoma State Band, and won
first prize as best legion song at the legion meeting
at Lawton, Okla.
McCoys, Inc., Hartford, Conn., recently purchased
the sheet music stock of the Eastern Music Publish-
ing Co., which has gone out of business in that city.
"My Sweetheart of Paradise" is a new song by
Charles Wakefield Cadman, published by Sherman,
Clay & Co., San Francisco.
A sheet music department has been added by Brin-
ton & Walker, 2041 South Eleventh street, East,
Salt Lake City, Utah.
Charles Norton has moved his music business to
the Oddfellows Building, Farmingtun, Me.
Glen Cadwell has opened a sheet music business at
218 West Irvington avenue, Irvington Park, Cal.
E. A. Sayre has opened a new music business in,
Elgin, 111.
John Stanzcola, has opened a music business on
East Dinmore avenue, Hazelton, Pa.
Mrs. Blanche Larson recently purchased the Song
Shop at 8 East Third street, Jamestown, N. Y. Mrs.
Larson is widely known as an accomplished musician
and is conductor of a popular dance orchestra.
Someone has said that "Silver Threads
m ^ l ^^
Among the Gold" is still yielding an income
of $10,000 a year to the composer's widow
from royalties. Absurd.
EEP YOUR CASH REGISTER
VNG/NG
HEARST MUSIC
and make your own conditions Instead of being
at the mercy of them.
100% PROFIT-
THE BIGGEST CASH REGISTER CATALOGUE
YOU CAN HANDLE
Rings the bell like a bill collector
BIG PROFITS — QUICK SALES — BIGGER BUSINESS
There is no loss on any HEARST Song. All
unsold copies fully returnable
STANDA
POPULAR
INSTRUMENTAL
Prices F. O. B, Nearest Offices
100 of one Song,
100 Assorted 14 Kc
Less than 100 15c
Write for Catalogue
Featuring HEARST Music is like making love to
Widow—You can't overdo it!
your Jobber or any of the follow-
ORDER NOW from
ing Offices
HEARST
1658 Broadway, NEW YORK
MUSIC
PUBLISHERS
OF CANADA. LTD.
Phoenix Bid?., WINNIPEG
199 Yong« St., TORONTO
HOME OF "BLUES"
Melrose Bros., Chicago, Enlarge Wholesale
Department and Have a New Blues Hit.
Melrose Bros., music publishers, "Home
of the Blues," have moved their wholesale
department to the Cohan Grand Opera
House Building, Randolph and Clark streets,
Chicago. They occupy four spacious rooms
on the sixth floor of this building. Their re-
tail store is at 63rd street and Cottage Grove
avenue, where they have been established
for over five years and where this progres-
sive house has built up a fine clientele. The
down town office will be in charge of Walter
Melrose.
"Sobbin' Blues," "Wolverine" and "Tin
Roof Blues," will be released on Victor,^
Okey, Gennett, and Paramount records for
the month of December, also by the Con-
norized Music Roll Co. Eighteen other big,
hits are about ready for release.
Fred Morton, noted jazz pianist, who com- x
posed the jazz hit, is in Chicago after an ab-i
sence of seven years and new numbers by
this jazz artist will be released by the Mel-
rose Co., in the very near future. Mr. Mor-:
ton's latest hit, "Wolverine Blues," h now inf
great demand throughout the-country and is-,
considered a noteworthy contribution to.
jnusic and from all indications will soon be
classed as one of the few standard "blues"
numbers now on the market.
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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