Classic Mode

Presto

Issue: 1924 1984

Presto Buyers' Guide
Analyzes and Classifies
All American P i a n o s
and in Detail Tells of
Their Makers.
PRESTO
E,tabu.h*d 1884. THE'AMERICAN MUSIC TRADE WEEKLY
Presto Year Book
The Only Complete
Annual Review of the
American Music In-
dustries and Trades.
to cent.; $2.00 « j>«r
CHICAGO, SATURDAY, AUGUST 2, 1924
IN NEW YORK'S
NEW PIANO ROW
Remarkable Transformations in the Retail
Warerooms and Displays in the Fast-
Changing Trade of Manhattan's
Fifth Avenue.
UP IN THE BRONX
Some Glimpses at the Handsome Interiors and the
Men Whose Responsibility It Is to Look
After Them.
Go where you may in the New. York trade, you
will hear the same song in the same key. It is that
sales are scarce. But if the song starts in a minor
key, it changes when the talk reaches ahead into the
fall season.
''We're going to have business then,'' the piano men
of New York say cheerfully enough.
And so they will.
* * *
New York's new and really splendid Piano Row,
on 57th street, is already the pride of the local trade.
The piano palaces of lower Fifth avenue years ago
and later of Forty-second street have faded into drab
commonplace by comparison.
* * *
The new Chickering Hall causes memories of the
handsome building which adorned Fifth avenue at
17th street in days long past to pale before the struc-
ture now nearing completion. New York is already
beginning to point to the latest Chickering Hall, on
57th street, as one of the wonders of modern archi-
tecture.
* * *
The stately new Steinway Hall, a short distance
west of the building dedicated to the Boston piano,
will be an even more magnificent contribution to the
art-of "frozen music." It is well under way and will
put the final word to piano enterprise and progress.
Fifty-ninth street will soon be the greatest cen-
ter of music in the world.
* * *
Isn't it a delight in the jostling and rumbling of
this great, noisy world to find men of large affairs
who maintain the Chesterneldian calm and dignity of
other years?
When a caller—even a casual visitor—enters the
sumptuous reception rooms of the American Piano
Co., in the old Knabe Building, and asks for W. B.
Armstrong, he meets with no wicker window cere-
mony.
* * *
l't is all open. A girl whispers the caller's name
into the phone and is told to "step right on in." Or
"Mr. Armstrong is in an important conference. Won't
j'ou call again, or will you wait?"
And First Vice-President W. B. Armstrong looks
as buoyant and chipper as he did when he was "on
the road," hitting the tank towns, selling pianos from
Rochester.
sj;
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New York is—well, it's New York, and there's
nothing else just like it. You can see more strange
sights there than anywhere else on earth.
And some of the sights are in the music business.
Others have more or less to do with music.
* * *
There has been a lot printed about the noises of
Tin Pan Alley. But even Theodore Rogers Lyons,
maker of live "copy" and the "Imps," would be lone-
some in Tin Pan Alley just now.
You can walk a block there and not hear a sound
of jazz, or a yellow-song yawp. Perhaps the deni-
zens of syncopated delirium are r'l away in the
nountains, or doing their stunts by ihe seaside.
It's silent in Tin Pan Alley, anyway, just now.
* * *
On 135th street, in the center of the smoky sec-
tion, there is a colored music store. And whether by
design or accident, the show window had, in the
midst of its decorations, a little wooden negro dancer
gyrating upon a small black phonograph.
And a half-dozen song titles presented the por-
traits of colored composers and singers.
It's a real sure's-you're-born colored music store.
And its owners are colored, too, and writers of coon
songs.
* * *
Up in New York's "black belt" there hangs a large
black sign on the front of a big black building, by
which the public is notified that the "Colored Per-
formers' Social Club" is quartered there. And that's
a noisy corner, even in dog days.
* * *
On Tuesday of last week a funeral procession
passed along 135th street, and every carriage was
horse-drawn—not an automobile. It was just as the
mourners used to go cemetary-ward twenty years
ago. In what other city could you witness such a
sight?
* * *
Out on Southern boulevard, where two streets
come to a point is a piano factory on the front of
which arc nearly as many names as there were colors
in Joseph's coat.
And one of the names is "Lincoln Piano Co." That
name used to be in use by a western piano concern.
But Lincoln is always a good name, whether for an
avenue or a cheap piano.
* * *
Most piano men can recall the time when the work-
ing hours in a piano factory could scarcely be said to
have a beginning or an end.
Nowadays the working hours are short.
On the outer doors of a piano factory on Southern
boulevard the announcement is made clear that the
"hours are from 7:30 a. m. to 4 p. m."
* * *
The new Story & Clark Piano Co. warerooms, on
57th street, present some unique features. The hand-
some building was originally the palatial home of
some wealthy Knickerbocker. When it was re-
arranged the first floor was so designed as to present
the appearance of a second exterior within the big
front doors.
The effect is that of a quaint balcony such as is
arranged for the favorite love-making scene in
"Romeo and Juliet." Upon looking up at the bal-
cony it is impossible not to imagine beautiful, golden-
haired Juliet leaning over, listening to the ardent
wailing of the amorous Romeo.
And the entire arrangement of the Story & Clark
warerooms is unique and beautiful, even to the pose
of Wholesale Manager Beverly in his snug little office
on the third floor front.
* * *
Right next to the Story & Clark Building is the
equally handsome Sohmer structure. It, too, is im-
posing, though just now the main wareroom is some-
what torn up by preparation for another improve-
ment.
Alex McDonald is in 'Frisco, attending the Pacific
Coast dealers' convention. But it's a delight to be
entertained by Retail Manager Mann.
PRACTICAL WISDOM
AT THE CONVENTION
Points of Permanent Value Presented by Ex-
perienced Piano Men at the San Francisco
Meeting of Western Members of the
Trade.
USEFUL SUGGESTIONS
Eastern Men Exchange Views on Selling and Store
Conduct with Their Far-West Con-
temporaries.
A report of the recent convention of the W'estern
Music Trades Association appeared in last week's
Presto. But there were so many good things said
at the meeting, and the affair was of such general
trade importance that the following resume will be
of permanent value to dealers who study trade doings
for their own good and gain.
There were about two hundred members of the
music trades in attendance at the opening of the
Western Music Trades at the St. Francis Hotel on
July 22nd in San Francisco.
Philip T. Clay, of Sherman, Clay & Co., opened
the proceedings with a tribute to the late George R.
Hughes, original general chairman of the convention,
and of the late George S. Marigold, president of the
Southern California Music Trades Association.
Speaking of the national conventions, etc., Mr.
Clay said: "I do know that many of the ideas which
were exchanged there (in the East) have been of lit-
tle benefit to us on the Pacific Coast. Our condi-
tions are so different from those existing anywhere
else. Our distance to the base of supplies means an
entirely different system of financing. The cost of
do : ng business on the Pacific Coast is greater."
For these and for other reasons enumerated, Mr.
Clay proposed to confine the deliberations of the con-
vention to those things which would be of advantage
to the Western music merchants.
For Closer Co-operation.
"Local Associations" was a subject on which sev-
eral speakers were to have given views. E. A.
Geissley, vice president of the George J. Birkel Co.,
Los Angeles, made the opening address on the sub-
ject. Mr. Geissler said, in part:
"Look about you where you will, and talk with
the men who do things in any line of business en-
deavor, no matter whether it is in the selling of mer-
chandise, the selling of fire insurance, manufacturing;
no matter what its interest, and you will find these
businesses, professions and industries that are best
*
=F
*
Frank C. Decker—it seems as if we had known him founded are those that co-operate more closely with
always, though he is still a comparatively young association ideas and are free to dwell upon the
man—is up in the Adirondacks enjoying himself, as value of the association. in the upbuilding of their
he deserves. The Decker & Sons factory, on 135th respective lines."
street, doesn't seem natural without him. But they
Conventions, the speaker said, are the outgrowth of
are shipping fine pianos there right along, though it associations. "Associations develop many new ideas
is the summer season.
and correct, by personal contact trade abuses and
bring about better understanding, making it pos-
sible to meet on common ground, engendering a bet-
OBJECT TO PHONOGRAPH.
Charles Roupf of the Roupf Piarfo Company, ter and kindlier relationship and gradually causing
Dayton, Ohio, who is defendant in a suit to restrain us to meet with open minds for the discussion of
him from operating a phonograph and amplifier in those things that lead to trade betterment."
Price Maintenance.
front of his place of 1) iness, thinks that art is on the
decline in the city of s pride. The seventeen mer-
In the portion of the address devoted to "Legisla-
chants who brought
suit say the continuous play- tion," Mr. Geissler said: "We are now facing a most
ing of one record for urs is undermining the morale important national legislation in trade regulation for-
of their employes.
jre is something for the Cruel- merly discussed as Price Maintenance, a subject upon
ty to Music Lovers . ciety to investigate.
which there is a wide difference of opinion. The
music trades proper, as a whole, is in favor of the
bill, while the department stores, dry goods associa-
WILLIAM S TRAUCH A GUEST.
William Strauch, )f Strauch Bros., New York tions and other interests are lined up against it.
The speaker advised dealers, in localities where as-
piano and playerpiano action industry, is a Chicago
visitor this week. He was the guest of friends at sociations have not been formed, to keep in touch
the Chicago Piano Club luncheon on Monday noon. with their congressmen and senators, urging the pass-
The Strauch action is one of the unfailing signs of a ing of this bill. He instanced some of the benefits
piano's excellence and Mr. Strauch is as good and conferred on the trade, by associations, and said that
dependable as the action in the creation of which a most important part of the work of Mr. Farquhar-
he has been largely instrumental.
v
(Continued on Page 4.)
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
(Continued from page 3 )
son, secretary of the Southern California association,
is the reading of all bills which are, in turn brought
before the executive committee of the association for
consideration. A number of obnoxious bills were
killed, at the state capital at Sacramento, as the re-
sult of association activities. The California trade is
enjoying the benefit of this work.
First California Association.
The speaker described the uphill work of first
founding the Southern California Association. Frank
Anrys, visiting Los Angeles, on one occasion found
the members of the music trades fighting one another
and trusting no one. "That was in the days of 'dog-
eat-dog,' when rotten advertising, guessing contests,
and lottery schemes of all kinds occupied our atten-
tion and the pages of the daily newspapers."
Mr. Anrys at that first meeting invited the trade to
a dinner at the (then) best hotel. Only a few at-
tended, but the seed was sown which finally grew
into the present flourishing Association of Southern
California. The plan of operation of the Southern
California Music Trade Association was described.
They thrash out ideas, speak right out in meeting,
but end by being unanimous.
"We have uniform terms, at least so far as the
minimum first payment and length of contract and
interest is concerned. For your benefit, I will state
that on pianos and players, thirty months is the maxi-
mum time; talking machines, fifteen months; small
goods, twenty per cent cash and the balance in eight
months."
There are four divisions to the Association: Gen-
eral; Merchandise; Sheet Music and Radio.
The Association has been recognized in civic
matters, in many ways and it is the principal factor in
Music Week. Charity donations are given, when
considered right, in the name of the music trades.
There are regular days of meeting and the rule is—
MEET.
Talk on Commissions.
A. G. Farquharson, secretary Music Trades Asso-
ciation of Southern California, read a paper on "Com-
missions," by H. S. Hutchinson of the Fitzgerald
Music Co., which was listened to with much interest.
Frank Anrys, general manager of the Wiley B. Allen
Co., was induced to say a few words regarding the
growth of the Association idea, in Southern Califor-
nia.
Ed. H. Uhl, chairman of the luncheon, who sat
with Mr. Clay throughout the day, which was Cali-
fornia Day, spoke briefly of the need for organization.
Mr. Uhl asked those present, residing in communi-
ties where there are several dealers, to stand up,
which about a dozen did. Practically without ex-
ception, they agreed to take the convention idea
home with them and try to organize locally.
The convention went on record as favoring perma-
nent organization and the following were nominated
a committee on organization work: Ed. H. Uhl,
chairman; E. E. Trower, Sacramento; W. H. Gra-
ham, Seattle; Lester Ebe, Spokane; Earl Shepherd,
Klamath Falls, Ore.; A. W. White, Berkeley, Cal.,
Taylor C. White, Eugene, Ore. During the after-
noon session, the general chairman appointed the
following nominating committee: H. L. Nolder, of
the Starr Piano Co., Los Angeles; Ben Platt of the
Ben Platt Music Co., Los Angeles, and Sharley
Walker, of Sherman, Clay & Co.
Trade-Ins and Overhead.
In an address on "Overhead," G. B. Epstein, vice
president of the Platt Music Co., Los Angeles, said
that one may regard overhead as a reef, extending
into the sea which threatens dangerously, if not char-
tered. "Lack of intimate knowledge of every item of
cost leaves the dealer helpless. Overhead is the
most vital part of his business, the cost of doing
business."
"Credits-Collections-Terms," was discussed by J.
J. Grimsey, of the Walter S. Gray Co. Mr. Grimsey
said, in part:
The subject of Trade-ins was treated by C.
E. Gorham, American Piano Co., J. E. Robbins of
Hockett-Cowan Co., and George W. Chase, president
of Kohler & Chase. Mr. Gorham considered Trade-
ins the most important subject a dealer has to con-
tend with. Mr. Robbins told of the difficulties experi-
enced in handling Trade-Ins in the piano business,
saying: "The reason we offer too much for a piano
is because we think we'll get it before the other fel-
low does. It is the same as automobile selling."
George Q. Chase, president of Kohler & Chase,
said in part: "The trade-in problem is bigger and
more important than most of us have realized. The
term 'trade-in' seems to have acquired, in the piano
business, great potency as a pain-killer. We com-
placently accept losses labeled 'trade-in losses' that
would startle us under any other name. This rose,
by another name, would not smell so sweet."
Turnover and Publicity.
"Advertising" was talked of by Sherley Walker, of
Sherman, Clay & Co., and by George H. Barnes, of
the Barnes Music Co., Mr. Walker expressed grati-
fication that the rough stuff which used to prevail in
the newspapers fifteen years or so ago has been dis-
continued, but unfortunately the custom still prevails,
in some music houses, of "giving away" music stools,
lamps, etc., which, of course, the consumer has to
pay for.
H. T. Nolder, Pacific Coast manager of the Starr
Piano Co., spoke on "Turnover" as a sound business
principle, but there is a grave lack of consideration
of this subject in the music trade. In the modern
department store it is considered ojne of the most
important features of the business. Carrying unsal-
able or obsolete merchandise, and the question of
stock reduction were discussed by Mr. Nolder as
parts of the turnover subject, adding that those who
are running their business without a turnover system
are going blind.
Ed. H. Uhl, president of the Southern California
Music Co., also spoke on turnover, treating the sub-
ject from the standpoint of the West, where many
things conspire to prevent such quick turnover as is
possible in the East.
Installments and Credits.
"Credit is the Foundation of Commerce." If busi-
ness had been confined to barter, we would still be
using tallow candles for light and following ox teams,
instead of riding in automobiles. A cash business
must necessarily be limited. We might sleep more
soundly and not worry so much, but we wouldn't
make so much money and we would miss the pleas-
ure of playing the game.
"Your own credit is the most valuable thing you
possess and it should be cultivated and safeguarded
in every way. To safeguard it, you must be very
critical and careful in your own extension of credit.
Carelessness in granting it and carelessness regarding
insisting on prompt payment, on both installment and
open accounts, but particularly installment accounts
is as expensive as over-buying or buying the wrong
merchandise, and sometimes even more disastrous.
"I have seen many installment leases that are really
jokes on the dealer. A man buys something, makes
a first payment, leaving a balance of $75 to $250 and
all the dealer knows about him is that he works for
someone and he doesn't even know that, at times,
for he takes the buyer's word for it.
Know Your Customers.
The speaker went on to recommend to those who
have found installment business a difficult prob-
lem the absolute necessity for obtaining adequate in-
itial payments, holding customers to the terms al-
lowed, and cutting down the number of poor risks.
"Obtain the customer's name and address and
learn the length of time that he has lived at that ad-
dress, and if it is less than one year, obtain also the
former address and the length of time that he resided
there. Get his occupation and business address and
ask how long he has held that position, and if it is
less than one year, get the former place of employ-
ment. Get the names of two relatives and their ad-
dresses, even if it is in another country.
"There may come a time when your customer
will remember that you have these names and ad-
dresses and you may help him to remain honest, be-
cause of that remembering. Get the names of three
'friends' who have known him for over a year and
don't take, for business references, the name of the
grocer or the landlord or any other installment
chance-taker. You will not have the least trouble'
in getting all this information from the man who is
really entitled to credit, if you ask for it firmly and
courteously."
Some Fine Exhibits.
Much interest was shown in the exhibitions held
in various rooms and suites of the St. Francis dur-
ing the Convention. Kohler & Campbell had a very
interesting exhibition in Suite 210, under the man-
agement of Beeman P. Sibley, Coast representative of
the Kohler & Campbell Industries, Fred C. Buel,
mechanical expert for the Welte-Mignon and E. P.
Coxhead. In an adjoining room there was a Welte-
Mignon Standard Action model which attracted much
attention. In a portion of the same suite, Ben Platt
had a display of Blue Bird Benches.
James A. Stitt, western representative of the Hallet
& Davis Piano Co., on the second floor of the hotel,
had a large display of the firm's players and uprights.
H. T. McLallon, Pacific Coast representative of
Winter & Co., New York, had a room of sample
pianos.
The Brunswick-Balke-Collender Co. had a suite on
the twelfth floor where Brunswick Radiolas were
shown in action. J. Coltart, San Francisco manager,
was in charge.
W. E. Henry had an exhibit, the new Reflecto-
phone, and also a good showing of the Wolf Manu-
facturing Industries and the Music Master Corpora-
tion's products. Mr. Henry is in business for himself
in Los Angeles.
The Cheney display of the Munson-Rayner Cor-
poration was under the management of E. R. Dar-
ville, Coast director of sales for the Cheney.
The Sonora phonograph display was in charge of
O. N. Rothlin, newly appointed to have charge of the
sales.
August 2, 1924.
CHICAGO DEALER FINDS
POOLE PIANO POPULAR
Schultz Piano Company Active in Informing Public
of Merits of Boston Instrument.
The Schultz Piano Co., 2255 West Madison street,
Chicago, has long been active in the distribution of
pianos and is firm in its belief that a good line of
instruments is the greatest asset to the business of
selling pianos.
The Schultz company, founded by Wm. J. Schultz,
president, in 1894, has thrived from a small concern
to a large, progressive music establishment with elab-
orate and spacious warerooms, and its success is
partly attributed to excellent line of merchandise it
presents to its customers.
The most conspicuous instrument in the Schultz
warerooms is the Poole piano, which was the first
line chosen by Mr. Schultz when he started his piano
business thirty years ago. Mr. Schultz has found in
the Poole an instrument in which he can place confi-
dence, and one that has brought satisfaction to his
patrons.
The Schultz Company has placed many Poole in-
struments in the homes in its immediate and sur-
rounding localities, and the exploitation of the Boston
line has been instrumental in commanding a steady
trade to the Chicago firm.
BACK TO BIZ.
Let's stop talking politics and get back to business.
It doesn't really make any difference who is elected.
This country will continue to do business at the same
old stand in the same old way. Instead of sitting
around and talking politics, let's start work on that
fall campaign to educate and inspire your dealers.—
Will Howell.
STR1CH & ZEIDLER, Inc.
GRAND, UPRIGHT and PLAYER
AND
HOMER PIANOS
740-742 East 136th Street
NEW YORK
Special Announcement
On Piano Loaders
Here is a SPECIAL OFFER.
A RARE CHANCE to get
your piano mover at a
bargain price. Money
back offer.
While our surplus stock
of loaders lasts your
check for
$6O-S1XTY DOLLARS-$60
GETS ONE
The "BILGER" Loader
Satisfaction, or Money Back
Address
Piano Movers Supply Co.
Manufacturers
Lancaster, Penna.
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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