Presto

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
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