Classic Mode

Presto

Issue: 1924 1962

PRESTO
FINE OLD INDUSTRY
MORE ACTIVE THAN EVER
appears. It is exploited in advance by movie films,
colored posters and strips for window displays and
si^ns announcing the U. S. rolls played by- Mr. Chris-
tcnseii in his sketch.
.
" ;,
March 1, 1924.
MORE KRAKAUER PIANOS
FOR PITTSBURGH SCHOOLS
C. C. Mellor Co. Adds to Long List of Krakauer
Bros., Instrument in Pennsylvania Institutions.
The C. C. Mellor Co., Pittsburgh, Pa., recently sold
two Krakauer Bros, pianos to the Board of Educa-
tion, an addition to the long list of instruments of
A a recent meeting of the board of directors of the And This Is E. S. Royer's Third Venture with the Krakauer Bros., New York, already placed in teach-
Chase-Hackley Piano Co. at Muskegon, Mich., it
Baldwin Pianos and Players.
ing institutions by the C. C. Mellor Co. H. H. Fleer,
was decided to take care of the popular demand
manager of the Mellor Co., said last week that in
E.
S.
Rover,
the
Kirkwood,
Mo.,
jeweler
and
op-
which has developed for Chase Brothers' pianos and
tician, has the Baldwin habit and as it is a good one addition to the public schools of Pittsburgh, the Penn-
playerpianos.
he says he makes no effort to break himself of it. The sylvania College for Women and Seaton College in
Sixty years of fine piano building have created an Kirkwood merchant has ventured into the piano sell- Greensburg have been supplied with Krakauer pianos.
almost unexampled value to dealers in the instruments ing field and last week opened his new department In all, 125 Krakauer pianos are found in colleges and
from the Muskegon industry. Their quality in the with a formal exhibit of the winning line of Baldwin schools in and about Pittsburgh.
music world is unquestioned.
Success in selling the Krakauer piano to the schools
pianos and players.
The high character and financial standing of the
Mr. Rover is an old-timer with the Baldwin line, and colleges is only a part o£ the C. C. Mellor Co.'s
men back of the industry always guarantees that the this being the third time in his life to handle these triumphs in distributing the fine Krakauer instru-
dealer can expect something unusual and to their instruments. The first time was in 1893 to 1898 in ments to the homes of musically cultured people who
immediate interest.
Iowa. Next was 1904 to 1907 at Bismarck, Mo., and appreciate real merits in a piano. The grands of
Krakauer Bros, are praised by many prominent mu-
To sell the Chase Brothers' Grand, made in one now again in Kirkwood.
"This is the first time in years that a real good sicians for their artistic tone quality. The C. C.
style only, one style of "straight" piano and one style
playerpiano, is an attractive and profitable proposition line of pianos has been offered or displayed in our Mellor Co. find -a strong argument in the statement
for any dealer. Read the advertisement of these city, and we congratulate Mr. Royer for bringing that the manufacturers of the Krakauer piano are
this worthy and high-class business to our city," runs all practical musicians and piano makers.
pianos on another page of this paper.
The displays of designs suggest the unusually high the comment on the news item by the editor of the
Ben O. Talleson, of Russelville, Ark., has opened
quality of the instruments, and the sixty years of con- Kirkwood Monitor.
a music store in Harrison, Ark.
sistent adherence to the principle of the finest piano
produced under economic conditions enables the
Muskegon industry to produce in quantities and sell
to the trade at attractive prices.
Chase-Hackley Piano Co. of Muskegon, Michigan,
Urged by Public Demand to a Greater Produc-
tiveness.
JEWELER ADDS PIANO TO
LINE IN KIRKWOOD, MO.
STRAUBE PLAYERPIANO'S
PART IN HAPPY HOME
AXEL CHRISTENSEN'S TOUR
HELPS LOCAL DEALERS
Association of Player with Domestic Happiness Ef-
fectively Made in National Advertising.
The association of home with the Straube player-
piano is the thought suggested by the excellent ad-
United States Music Co.'s Roll Sales Stimulated by vertisement in the Straube Piano Co., Hammond,
Tnd., in the Saturday Evening Post of last week.
Interesting Syncopation Act.
The display is one of the series planned for the na-
The tour of Axel Christensen, the entertaining tional publicity of the company for 1924. Following
syncopator featuring the rolls of the United States the statement under the suggestive interior scene,
Music Co., Chicago, has great educational possibilities. "Home Life Just Naturally Centers About the
Mr. Christensen's act, already given in many theaters Straube," this is printed:
and yet to be made an attraction in others through-
Mother loves it for the hours it brightens, the
out the country, makes the audiences admit that syn- dreams it brings back. Dad, though he doesn't "know
copated music as interpreted by him, has a charm a note," gets a thrill in playing this wonderful instru-
all its own. He shows the lovers of syncopation the ment. And the young folks—well, for them, the
importance of classical music, not merely in the ab- Straube is always "the life of the party."
Because it gives to each one the music he or she
stract but as a source of the basic material so essen-
best—always ready—always dependable—the
tial in composing popular airs. In this way Mr. likes
is the instrument for all the family. Never
Christensen enlivens the interest of the auditors, who, a Straube
lack of entertainment, never the need to be lonely,
before seeing the act, perhaps have little or no knowl- for in the Straube there is music, good music, an in-
edge of classical pieces or what they stand for.
exhaustible supply of it!
Anyone can play it well. Insert the roll. Begin
Mr. Christensen informs his audiences about the
how easily. The Artronome Action
history of some of the best known classics and points pedalling—note
responds on the instant. In a moment you are ex-
out the fundamental beauties that make them ad- pressing
yourself in the music, getting more joy than
mired throughout the years. Then he shows how the you dreamed. Hear the Straube at your dealer's.
material for some of the biggest popular hits was Ask him to demonstrate the Melo-Harp, an exclusive
found in the classics and interestingly explains that Straube feature, which gives a soft, sweet tone color
syncopated music, when derived from the fine old to be used at will. Notice the beautiful tone quality,
standards, goes straight to the heart of the public the handsome case designs, and remember that the
because the original material possessed the enliven- Straube player may be instantly adapted for hand
playing.
ing "pep."
The United States Music Co., with its reputation
for co-operation with the music dealers, ties up with
the trade in every city in which the Christensen act
THE
W. P. HAINES & COMPANY
PIANOS
THE PIANOS OF QUALITY
Three Generations of Piano Makers
All Styles—Ready Sellers
Attractive Prices
GRANDS
REPRODUCING GRANDS
UPRIGHTS and PLAYERS
AVAILABLE TERRITORY OPEN
W. P. HAINES & CO., Inc.
138th St. and Walton Ave.
New York City
WESER
Pianos and Players
Sell readily—Stay sold
Great profit possibilities
Style E (shown below) our latest 4'6"
Order a sample to-day.
Liberal advertising and
cooperative arrangements
<:^f.
Write for catalogue
and price list
A GREAT PIANO LINE.
The Wiley B. Allen Co. branch at Portland, Ore.,
have enlarged their store at 148 Fifth street, taking
over another floor, in order to care for the increase
in their piano trade. They feature the Mason & Ham-
lin, along with the Ludwig, Milton, Conover and
Wellington pianos. Cliff Nelson, manager of the
piano department, says that there has been a great
demand for medium priced pianos and the Welling-
ton filling this requirement, the sales of this instru-
ment having been especially good for the past two
months.
Weser Bros., Inc.
Manufacturers
520 to 528 West 43rd St.
New York
CHAS. DOLD NOW IN RETAIL.
Charles Dold, who for many years was president
of the piano and organ workers' union, is now head
of the Art Piano Company, which conducts a store
at 1424 Milwaukee avenue, Chicago. This store car-
ries a stock of phonographs, pianos, small musical in-
struments, music rolls and all the 'accessories. Mr.
Dold was engaged in demonstrating a classy music
box to a lady customer when a Presto representative
called on him.
J. O. TWICHELL'S NEW STORE.
J. O. Twichell, who gave up his office at the store
on Wabash avenue, Chicago, in December last, is
now conducting a store of his own in Roseland, a
southern section of Chicago, just west of Pullman,
and Murray M. Harrison, who was with Mr. Twichell
and last January joined The Cable Company's retail
forces, is now doing very well in his new work.
Mr. Twichell is reported to have an active trade at
Roseland.
The Lyon & Healy
Reproducing Piano
A moderate priced reproducing piano,
beautiful in design and rich in tone.
Write for our new explanatory Chart,
the most complete and simple treat-
ment of the reproducing action.
Wabash at Jackson - - - 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/
PRESTO
March 1. 1024.
CHRISTMAN
"The First Touch Tells' 9
Two Types of Artistic
Successes
TWO SCHOOLS OF
SALESMANSHIP
Futility of the Doctrine of "Forcefulness" Ap-
plied to Daily Job of Inside or Outside
Salesman Is Shown by Manager
of Retail Store.
DIFFERENCE IN METHODS
Mentality, Not a Strong Jaw, the Most Essential
Quality in the Man Who Would Persuade
Prospects and Close Deals.
CHRISTMAN
Studio Grand
Only 5 Feet Long
Has No Superior in
the High Class Trade
In any Store or Stock it Stands Forth
in Beauty, and in Tone Power and
Quality it presents the Highest Claims
to Popularity with discriminating
buyers.
And No Less Are The
CHRISTMAN
Reproducing
Grands and Uprights
Favorites with Dealers
who sell fine instruments. They are
as Perfect in Operation as can be
made, and they are the True Christman
in Tone and Construction.
We Will be Glad to Send Particulars, Prices
and Terms to Live Piano Merchants
"The First Touch
Tells"
Reg. U S. Pat. Off.
Christman Piano Co.
597 East 137th St.
New York
One thing all the schools and individual teachers
of salesmanship dwell upon is the importance of
"strength of character" and "force of appeal." And
a few define "force" as something a little short of
manhandling, the necessity of staying with the pros-
pect until his endurance is worn out, or until some-
body is called to bounce the forceful salesman.
The meaning of a good deal of the instruction is
that a man should be equipped with a good "front.'
That is, be impervious to the invective of the an-
noyed prospect whose "no" is not taken for an an-
swer. . If you have the nerve to butt into the pres-
ence of a prospect and then the gift of the gab to
talk him, or her, to a fare-you-well r you are up to
standard as a salesman, according to some of the
make-you-by-mail professors. It is wrong doctrine,
and does not work worth a cent in the piano busi-
ness.
Real Force.
Any self-respecting man will have the proper
"front" for selling pianos. And a piano salesman can
be forceful while at the same time he is suave. His
best persuasions are by arguments willingly listened
to. Getting the ear of a person is not always a first
step towards closing a sale. The graduate of the
forceful school of piano selling considers all man-
kind his prospects whereas the most of them are only
his victims.
Successful piano salesmanship is largely a matter
of intelligence. And the intelligent salesman realizes
that the winning sales method is one of suggestion.
The real piano salesman, the one with a record for
sales, is loth to assert in the manner prescribed by
the school of bulldozing. He realizes that people are
far more likely to accept incidental and apparently
disinterested evidence than assertions from the loud
partisan. The suggestion to buy a certain piano is
often more effective than the straight-out verbal ad-
vice to do so.
Intelligent Methods.
The intelligent piano salesman naturally knows the
wisdom of saying as little as possible, and of limit-
ing his words to a proper and effective vocabulary.
A gabby salesman may create a feeling in a prospect
hurtful to his chances of making a sale by the fatal
use of the wrong word. The wise salesman, for in-
stance will never use the word "cheap" in relation to
his own line. Not even when he is alluding to a used
piano. He is a believer in the psychological phases
of the selling job, the necessity for creating the
friendly, not the wary, state of mind in the pros-
pect.
Even when the word "cheap" is used in a compara-
tive way, applied to price it has a bad mental effect,
and a connection of the word with the quality of
the piano is unconsciously made. Of course the
phrase "second-hand," should never be used. That
kind of piano is always "used," or "reconditioned" or
"rebuilt," and it is of "moderate price," not cheap.
Other Objectionable Words.
Even the word "contract" is never used by some
dealers particular about the effects of suggestion.
They prefer "agreement," which has a pleasanter
shade of meaning. To customers unversed in the
technicalities of business the word "contract" has a
terrifying sound.
The power to suggest in a salesman involves the
possession of the quality commonly known as mag-
netism, which is something vastly different from the
forcefulness preached by the mistaken doctrinaires.
The magnetic salesman does not bully, truckle or
palaver. But he makes the prospect feel his ability
because he gets in tune with his nature. He sug-
gests confidence, and in that lies his ability as a good
salesman.
Personality Sticks Out.
Another thing the false doctrinaires insist upon is
the development of what they call the salesman's
"personality." Indeed, they have dwelt upon it so
much in their teaching that the novice endeavors
to develop his personality as he would his voice or
his muscle.
It doesn't work out right. In the interviews with
prospects his personality expands until it obscures
everything, whereas it should be made to take modest
proportions. What chance has the piano if the sales-
man's personality fills the foreground and occupies
nearly all the space in the vicinity. Instead of do-
ing an incisive job of suggesting in a modest man-
ner, his rambunctious ego does a shimmy all over
the room.
Dealing with Skeptics.
An argument for the suggestive method of dealing
with prospects is the fact that most people are skep-
tics. And where the skeptic is fortified against the
flat and maybe forceful statement, the apparently un-
conscious remark creeps into his mind unawares and
scores its impression. The wise piano salesman does
not "know too much," nor does he ever obtrude his
all-embracing knowledge on the skeptical customer.
Instead he lets the skeptic sense his wisdom.
It is true that many customers purchase their pi-
anos on the suggestive effects of the pianos on them-
selves. But the fact is that the best effects are the
results of the suggestion of the wise salesmen who
wait on them.
MARVIN J. LAKE.
HELPS ORGANIZE LOCAL
TRADE ASSOCIATIONS
Trade Service Bureau of the Music Industries Cham-
ber of Commerce Organizes Active Campaign.
Music dealers in all towns where local trade asso-
ciations have not been formed are being urged to ef-
fect that purpose by special propaganda of the Trade
Service Bureau of the Music Industries Chamber of
Commerce. C. L. Dennis, manager of the bureau, is
giving special attention to the work.
A good deal of the preliminary work has been done
by correspondence according to the program out-
lined at the midyear meeting of the advisory board
and executive committee of the National Music Mer-
chants' Association. The aims of local bodies are
outlined in one of the earlier letters sent out:
"The local association has its part in our national
work, but its own function is to interpret this work
in terms of local activity, such as correcting unfair
competition or promoting music. In addition, there
are local problems having to do with deliveries, em-
ployment, closing hours, city ordinances and state
laws such as cannot be covered effectively by na-
tional organization work. We are always ready to
help solve local problems if possible for us to do so,
and frequently our observations of difficulties in other
parts of the country are helpful in solving purely
local affairs."
CHAUTAUQUA LECTURER
ADDRESSES PIANO CLUB
Edyth Baker, Star in "Innocent Eyes," Played the
Piano for Luncheons.
At the noon luncheon of the Piano Club of Chicago
Monday, February 25, Otto Schulz made it possible
for the members to hear Dr. S. P. Long, eminent
divine and Chautauqua lecturer.
Pat Henry provided the musical number, Edyth
Baker, starring in "Innocent Eyes," the big New
York Winter Garden spectacle, now playing at the
Apollo theater.
John McKenna, president, said that all but about
ten tickets of the entire allotment were sold for the
piano club, theater party February 25th at the Gar-
rick Theater.
BILLY SUNDAY'S BALDWINS.
Dealers representing Baldwin pianos in North and
South Carolina and Virginia met recently iii Char-
lotte, N. C, and on several occasions attended Billy
Sunday meetings in a body. The famous revivalist
has always made use of two concert grands of Bald-
win make for the past nine years, and he says it's
Baldwin for him so long as the company wants him
to use the goods. These pianos cost $2,600 each and
it takes six instruments to keep him in two. Two
in the shop, two on way to next meetings, and two
at current services.
PORTLAND STORE CHANGES.
There have been several changes in the personnel
of the piano force of the Wiley B. Allen Company
at the Portland, Ore., store. Dolph Taylor has been
transferred from the tuning department to the piano
sales department, anfl I. G. Pitts from the collection
department to the phonograph department. C.
Freeze, a field representative of the Portland branch,
has come in with a large number of country orders
for both pianos and phonographs and says the coun-
try business is good if you will go after it.
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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