Presto

PRESTO
20
fact and be satisfied with less business." Continuing
Mr. Greenleaf said:
"Whether or not our business continues to increase
depends of course on the demand for our product and
this in turn depends largely on ourselves. If our
entire efforts are to be absorbed in competition for
the business which now exists we may be sure not
only that the business will not increase materially but
that general demoralization is only a question of
time."
The Saxophone.
In considering the combined sales figures Mr.
Greenleaf called attention to the "dangerously large
proportion of saxophones," and continuing said:
"What the saturation point for saxophones is and
when it will be reached has for some years been a
matter of interesting speculation. The same question
has been of interest in the automobile business. In
each industry the time of reaching the saturation
point has seemed to recede into the future. There
are now indications, however, that in each case pres-
ent manufacturing capacity is ample to take care
of existing demand. This does not mean that the
sales of saxophones will not eventually increase.
"The sales in this country last year were probably
not much in excess of one for each two thousand peo-
ple. There seems to be no reason to believe that this
volume of business may not be continued indefinitely
and even increased. Nevertheless the proportion of
saxophones to other instruments is unduly large and
the industry would be better stabilized if the propor-
tion of other instruments sold could be increased."
In connecting the condition Mr. Greenleaf saw
value in the school band movement favored by the
National Association of Music Supervisors. "It
seems worth while to note that it will be advisable in
any other way possible to place the emphasis on the
sale of other instruments than saxophones," he said.
Foreign Competition.
The competition of foreign made band instruments
has not been a factor in the trade for some years but
there are indications that this may not be the case
DEALERS and TUNERS!
Keys Recovered and Rebushed
All work is done by expert workmen
and modern machinery and you are
assured of correct spacing which is so
important. When keys are replaced they
will appear exactly as when the instru-
ment left the factory.
PRICES FOR PYRALIN IVORY
52 heads and tails
$8.00
52 fronts
2.50
88 keys rebushed
4.00
Express or Parcel Post to
much longer, he pointed out, and compared the
conditions of production in Europe and here:
"'So far as our product is concerned it is well estab-
lished and favorably known. Its quality is generally
speaking above that of the foreign product but the
price is higher. With many buyers price is con-
sidered rather than quality and the greater the dif-
ference in price the greater will be the sales re-
sistance Therefore we must be prepared to make the
difference between our prices and those of our for-
eign competitors as little as possible."
Need for Standardization.
One factor in the higher cost of our instruments is
the multiplicity of models we are called upon to sup-
ply. Many of these are made in very small numbers
and are unduly expensive. We should make more
attempt to standardize our production. If we make
special instruments and those only occasionally
bought at all we should charge more for them. This
in itself will discourage the demand and tend to con-
centrate it upon those instruments for which a pre-
mium is not charged.
Last year after much discussion and considerable
hesitation we adopted a so-called "Code of Ethics"
which was an attempt to remove certain of these
abuses. It is too much to say that we have achieved
a one hundred per cent success. There is no doubt
that conditions have greatly improved. All that is
needed for complete success is the willingness on the
part of manufacturer and dealer to lose an occasional
sale rather than to violate good business principles,
and a greater confidence in each other rather than in
those who claim that special concessions have been
offered.
This is no doubt the explanation of the formation
of local associations of band instrument dealers in a
number of cities including New York. Chicago, Bos-
ton, San Francisco, and Los Angeles. At these meet-
ings competitors become acquainted.
They find
that they are all trying to do the same thing and that
most of the reports which have been circulated re-
garding each other are not true. This all tends to
increase the confidence in each other.
Our Code of Ethics has been informally approved
by the Federal Trade Commission. The commission
recognizes the evils which have prevailed, and their
unfairness to the legitimate buyer of musical instru-
ments and approved our efforts to eliminate them.
WINS LYON & HEALY VIOLIN.
Lyon & Healy's gift to the Chicago Musical Col-
lege of a fine Italian violin valued at $500 was won
by a remarkable student, Joseph Harding. Leopold
Auer was one of the judges. Mr. Auer made a spe-
cial trip from New York to be present on this occa-
sion.
OTTO R. TREFZ, Jr.
PIANO BASS STRINGS
PIANO REPAIR SUPPLIES
2110 Fairmount Ave.
PHILADELPHIA, PA.
June 7, 1924.
CONN PARTY GREAT SUCCESS
Great Affair at Trianon Ball Room Organized by
President J. D. Henderson.
The Conn-Chicago Co.'s party at the Trianon in
Chicago last week was attended by over five thou-
sand people, it is computed by the management of
the Conn-Chicago Co. It was distinctive in that it
was for music makers and the sellers of music goods.
The dancing music was provided by every orchestra
in Chicago. It was above all things illustrative of
the good feeling for the Conn instruments and the
Conn industry that exists with musicians.
J. D. Henderson, president of the Conn-Chicago
Co., was the organizer whose geniality and cleverness
contributed to the success of the notable party.
Everybody gave hearty response to his invitation.
Music dealers, tuners, teachers, musicians in theaters
and motion picture houses, and everybody engaged
in work associated with music gladly availed them-
selves of the opportunity to meet music folk.
THE WOOL MARKET.
The wool market in Portland, Ore., this section
remains quiet at a time of year when in previous
seasons the dealers were anxious to accumulate sup-
plies. There is nothing in the general situation now
to promote speculative buying, though the trade
would probably take on wool around 35 cents for
good average if growers would consider such a price.
Buyers are hoping the light weight season will open
with promise, but have nothing to base their hopes
on except the fact that there have been two un-
successful openings and the third should be more
favorable. Some of the Oregon growers have de-
clared their willingness to accept the market when
the wool comes off, but on the whole it looks l'kc a
slow and dragging season.
LEATHER
FOR
PLAYERS
ORGANS
PIANOS
PNEUMATIC LEATHERS A SPECIALTY
Packing, Valves, AH Special Tanned
Bellows Leather
T. L. LUTKINS,Inc.
40 Spruce Street
NEW YORK
FRIELD MILLER & CO.
112 W. 30th Street
INDIANAPOLIS, INDIANA
HOW TO SEND
Remove from frame, number plainly near Capstan,
wrap or box securely, and ship Parcel Post or Express.
Please do not remove the old ivories as
there is danger of the wood being broken.
Ivories will be returned if desired.
FAIRBANKS
THE FAIRBANKS CO., Springfield, Ohio
TAKE IT TO THE PROSPECT'S HOME AND SELL IT
With a BOWEN LOADER it's as easy as any other pleasure trip into the country, and a sale is J almost sure to result—and it
will advertise your store while doing it.
\
Shipped on approval to responsible dealers.
Price $110.00 for the Loader complete, including springs and rover. *
BOWEN PIANO LOADER CO.,
Winston-Salem, N. C.
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