Classic Mode

Presto

Issue: 1924 1989

'September 6, 1924.
PRESTO
CHRISTMAN
"The First Touch Tells 9 t
SALES TALKS FOR RE-
PRODUCING PIANOS
Getting the Ear of Parents of Promising
Daughters Taking Lessons on the Old
Family Piano Sometimes Hard, But
Often Productive of Good Effects.
FAMOUS ONES TEACH
Artistic Interpretation of Great Pianists, a Feature
of Reproducing Piano Rolls, Strangely Un-
familiar to Many.
PIANO
DEALERS
who are posted in their business know that
The Famous
Studio Grand
(only 5 ft. long)
has won its fame by its unique chal-
lenge of all larger Grands in tone vol-
ume, richness of quality and beauty
of case outline.
No Other Small Grand
has attained to equal distinction or
won better demand by dealers who
value permanency above temporary
profit.
The
CHRISTMAN
Reproducing Grand
has attained to a place preeminent be-
cause of its absolute dependability,
precise reproduction of the playing of
the world's artists and beauty of con-
struction.
If you have sold this instrument you
prefer to sell it to all others. And you
know, too, that
No ambitious Piano Merchant can
be sure that he has the best, most
profitable and satisfactory Line until
he has examined the Christman and
compared it with whatever competitor
may be winning local trade.
((
The First Touch Tells"
Reg. U S. P»t. Off.
Christman Piano Co.
597 East 137th St.
New York
There are a great many piano salesmen-on-the-out-
side who will not take "no" for an answer. On the
other hand there are lots of the doorbell ringers
who are easily bluffed at the negative answers to
stereotyped questions. When the salesman politely
lifts his hat and says: "Pardon me; I'm from the
New Day Music Company and wish to tell you about
our wonderful reproducing piano," there is an in-
variable answer:
"I don't believe I'd care to hear about your player-
piano. You see our daughters are taking piano les-
sons and our piano serves our purposes," or words
to that effect. Sometimes the ladies with daughters
taking piano lessons are amiable and polite, but very
often they are curt and their air of finality very dis-
couraging to the timid doorbell ringer.
Won't Be Bluffed.
But the salesman who does not take "No" for an
answer and is unwilling to let the lady's first words
be the last, finds his most appropriate cue in the
statement of the hopeful lady with the daughters
getting along so fine with their music lessons with
the old family piano as the vehicle of instruction, or
at least of practice.
"But, madarae, the girls learning how to play the
piano are the very ones who most need the reproduc-
ing piano. Indeed, if your daughters or sons are
taking vocal lessons or violin lessons the reproducing
piano will be found most helpful," is the comeback
that reopens the incident peremptorily closed by the
positive ladies or mildly closed by the polite ones.
The Instrument's Claims.
"There is something more than the element of en-
joyment in the reproducing piano," the wily salesman
proceeds. "In itself the reproducing, piano is a
teacher."
"Yes, but we don't want our children to learn to
p!ay like, machines," the loving mother may reply.
"Certainly not," the salesman agrees, "and that's
why I want to tell you about the peculiar merits of
the reproducing piano arrd why its help develops the
talent of the music student and for the piano pupil
provides the best examples of playing."
Mother Interested.
In nine cases out of ten the salesman is permitted
to recite the claims of the reproducing piano after
this preamble, and where he does not actually make
a sale he renders the mother of the piano pupils less
obdurate; in fact, places her in the list of possibilities
in his prospect book.
It is surprising how many people are unaware of
the nature of the reproducing piano and of the quali-
ties that distinguishes it from the ordinary player
about which they may be familiar. And before the
salesman can make any impression on the doorbell
prospect he must first inform her of the functions of
the reproducing instrument. To the mother of the
daughters laboriously learning to play on the old
family piano he adds something to the story of the
reproducing piano's amazing merits for reproducing
the actual keyboard artistry of the greatest pianists,
who, of course, are the best teachers for the pupil
with ambition.
Salesman's Opportunity.
When the salesman gets the ear of the loving
mother who believes in the musical genius of her
children, he enlarges on his subject and makes clear
that the prime object of all piano performers is the
interpretation of the composer's thought and motive.
Perhaps love of her children makes clear to her the
mediocrity of their piano playing. The loving and
sensible parent is never blind. What do the children
interpret when they practice? Nothing, she admits.
The children's teacher may be clever, but interpret-
ing the piece like teacher is seemingly difficult. Per-
haps teacher is not much of an interpreter herself,
is the doubting thought.
Parents with daughters taking piano lessons can
easily realize how widely the ideas of teacher and
pupil differ on the interpretation of a composer's
thought. One daughter may be more adept with her
fingers than the other, but her style may be less ad-
mirable than the more stiff-fingered lass.
The Salesman Suggests.
"Why not make the interpretations standard?" the
salesman suggests. "There is no guess work about
the interpretations available with the reproducing
piano. One great problem that confronts your
daughters and most other piano pupils is what not to
do. They may learn to play in the shortest possible
time, but learn to play wrong. The piano pounder
is inexcusable in this day of the reproducing piano
as a guide to proper style. Great artists in reproduc-
ing piano rolls teach the restraint and clarity of style
that characterizes the work of the true artist. Why
l;e satisfied to have your daughters merely learn to
use their hands on the keyboard? Why not, just as
easy, learn to use their fingers right by hearing great
artists play and hearing them as frequently as they
desire?"
The hypothetical instance is to show the line of
argument that should impress piano owners with the
greater advantages of the reproducing piano. A
point of great importance the salesman should make
is that the piano student really needs the reproduc-
ing piano as a supplementary aid to the teacher. The
intelligent parent readily sees the great help of the
reproducing piano in a musical education. The
parents should be dissuaded from the thought that
the reproducing piano is only for people who do not
play.
SOLO=CONCERTO LEADER
FOR NEW ILLINOIS FIRM
Gunter & Morris, Eldorado, See Big Sales Possi-
bilities for H. C. Bay Co.'s Player.
The H. C. Bay Solo-Concerto, made by the H. C.
Bay Co., Chicago, with factories at Bluffton, Ind.,
will be featured by Gunter & Morris, a new com-
pany recently organized in Eldorado, 111. The com-
pany occupies the I. O. O. F. hall as a temporary
quarters, but will occupy the Purcell Building later.
The two men composing the new firm are Ray
Cunter, who has been associated with Lloyd L.
Parker in the music business for the past thirteen
years, and Lee Morris, who has had seven years' ex-
perience in this particular line, and comes to El-
dorado from the W. W. Kimball Co.'s factory at
Chicago.
The company will handle a full line of pianos, play-
ers and reproducing pianos, but will make special
efforts for the sale of the Solo-Concerto player,
which has attained a strong place in the estimation
of buyers in that section of the country. Mr. Gun-
ter points with satisfaction to the simplicity and
ease of operation of the Solo-Concerto and will
frame the advertising arguments of the company
along this line while impressing prospective buyers
with the admirable tone of the instrument.
PERLMAN PIANOS INCORPORATES.
A recent New York incorporation is that of "Perl-
man Pianos," Manhatton; $100,000. The incorpora-
tors are N. F. Haas, E. Y. Perlman, M. Friedberg.
Attorney, H. G. Cook, 38 Park row. The Perlman
warerooms, at 360 Grand avenue, New York. The
building also has sufficient room for the making of
pianos and Mr. Perlman, Sr., said to a Presto repre-
sentative that his house has been manufacturing in-
struments for a great many years. He said that he
would produce only good pianos and that he hoped
to see his old industry grow much faster in the
future than it had in the past.
U. S. MUSIC CO. IN NEW YORK.
Donald C. Fendler and L. J. McAllister, of the
sales staff of the U. S. Music Co., New York City,
and S. L. Lucas, press manager, recently returned
from a vacation spent in Canada. The New York
branch was recently houseclcaned and is now pre-
pared for fall business. Various alterations were
made in the company's quarters and the stock was
rearranged with a view to increasing efficiency. Busi-
ness is reported unusually good for this season of
the year and there is every prospect for a roll de-
mand this fall greater than the manufacturers have
experienced for several years.
CANADIAN DEALER DIES.
Thomas C. Mason, aged eighty-nine, of Mason &
Risch, Ltd., Toronto, Ont., died recently. Mr.
Mason, who was born in Devonshire, England, passed
away at his home in Morton Park on Lake Simcoe.
He entered into partnership with V. M. Risch in 1871
and the firm was incorporated as Mason & Risch,
Ltd., piano manufacturers, in 1900.
John F. Law, piano dealer of New Haven, Conn.,
has moved from 208 Meadow street to 113 Crown
street. Increased business necessitated the change.
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/
September 6, 1924/
PRESTO
INTERESTING BIT OF
GRAND PIANO HISTORY
It Concerns the Part of Florey Bros., Wash-
ington, N. J., in Developing an Important
Phase of the Piano Industry.
In the development of the grand piano industry in
the United States the historian of the piano indus-
try must not neglect to give the firm of Florey Bros.,
Washington, N. J., its proper due. The house is a
pioneer in grand piano production, its first ambitious
efforts being made in 1909, and, although the in-
struments have not been advertised as they de-
served, they have achieved a place in the trade as
instruments of unusual value.
Year after year, for fifteen years, the number of
observant dealers presenting Florey Bros. Grands to
a discriminating clientele has grown in a notable way.
There is a personal character about every instru-
ment produced by the clever craftsmen in the Florey
Bros, workshop. The dealers who buy them claim
the pianos are stamped with the personality of the
master mechanics of Florey Bros., who have ele-
vated their work into an art. The continuance of the
Florey Bros, industry without the essential stimulat-
ing publicity is a proof of the fact that the pianos
possess the essentials for fine instruments.
Two decades ago the manufacture of fine grand
pianos was practically confined to a few old-time
makes of undoubted name value built up by the asso-
ciation of the instruments with the musical art of
the concert stage. At that time and even in later
years, seemingly no effort was made to reach the
people desiring grands, but deterred by the high
prices that were necessarily involved in their con-
struction. In short, no effort was then made to de-
velop a trade in grands that would increase the pro-
duction to the degree permitting prices to come with-
in the reach of ambitious musical folk of limited
means.
During those early days the production of grands
was about ten per cent of the production of up-
rights and only a small proportion of manufacturers
made grands. So that when Florey Bros, in 1909
began the production of grands exclusively it was
considered by many manufacturers that the scheme
was an attempt at the impossible.
But Florey Bros, felt from the start that there was
a field for the grand piano of a wider kind than that
ever conceived by the older manufacturers and that
by devoting a factory exclusively to their production,
a business of satisfactory dimensions would result.
The Best Yet
Graceful lines, rugged construc-
tion, moderately priced. It's the
very best commercial piano from
every standpoint.
The firm of Florey Bros, was soon justified in its
beliefs. Of course, it took the work of enthusiasts
to introduce the instruments built according to an
ambitious standard.
"Make good instruments of pure tone and high
quality and they will find their way into the homes
of the people on their own qualifications as musical
instruments," was a statement in an announcement
made by Alvin E. Florey, of Florey Bros, at the
time. It was in the nature of a prediction. The
business of Florey Bros, grands has grown.
Of course the Florey Bros, grands of today are
superior to those produced fifteen years ago and the
demands for grands by the public has grown amaz-
ingly. The facts naturally suggest big possibilities
for the line of Florey Bros, grands for the ensuing
seasons. That its grand is "greater value for the
money than any other kind of its size, no matter
what the name or reputation of the instrument used
for comparison" is the belief of Florey Bros. The
pianos are sent on trial and the makers are convinced
the Florey Grand will prove their claims for it.
VALUE OF QUICK TURNOVER
IN THE PIANO BUSINESS
Daily Newspaper Uses Piano Store Stock to Illus-
trate How "Money at Work" Multiplies.
The "Money at Work" feature of the Chicago
Evening Post of this week Tuesday presented what
is probably the first application of the piano business
to illustrate how turnover measures prove efficient in
the use of capital invested in stock in stores. Here
is the copyrighted article from the Post:
"Suppose you owned a piano store and your stock
consisted of one piano for which you paid $500.
The number of times you used that $500 to buy a
new piano to replace one sold is your stock turnover.
If you had two such pianos and sold the same num-
ber of pianos your turnover would be just half as
much.
"Money is worth at least 6 per cent in the way of
interest, so what you lose in interest by having your
money tied up in pianos or what you pay as interest
in borrowing is a cost of doing business. If you can
increase your turnover by having only $500 instead
$1,000 in stock you increase your income because
you can invest the other $500 in some outside se-
curity.
"Stores watch turnover very carefully, for increased
turnover reduces expenses and increases profits and
at the same time gives customers fresher mer-
chandise."
FAMOUS OLD PNEUMATIC
ORGAN TO BE SCRAPPED
Instrument Which Has Delighted Guests of Great
Northern Hotel, Chicago, Is Doomed.
The fine old organ which for thirty years has de-
lighted guests of the Great Northern Hotel, Chicago,
is to be wrecked and will be heard no more forever.
The instrument has helped largely to bring popu-
larity to the hotel. For years daily concerts were
given upon it by means of the automatic action. It
was made and installed by the old Farrand & Votey
Company and contained one of the first of the great
pneumatic actions which later gained world-wide
fame for the Aeolian-Vocalion companies.
Lee Herrwagen, at the time conspicuous as the rep-
resentative of the Farrand & Votey Co., then located
in Detroit, supervised the erection of the organ, and
he was very proud of his part in it.
A Chicago daily newspaper in announcing the de-
termination of the hotel management to destroy the
big organ told a fairy tale about the instrument hav-
ing been brought from Berlin to the Columbian Ex-
position in Jackson Park in 1893, where it "won first
prize at our World's Fair."
As is here stated, the famous Great Northern
organ is of American manufacture and its makers
did play a large part in the famous Section I of the
wonder exhibition at the White City of 1893. The
great organ will be missed from the popular Chi-
cago hotel lobby.
FORMAL OPENING IN GLENDALE.
The formal opening of the new store of the Glen-
dale Music Co., at 118 South Brand boulevard, Glen-
dale, Cal., was held recently. Three floors in the new
building are devoted to pianos, phonographs and
sheet music and the top story has been set aside as
a recital hall for the use of local musicians.
Al Waltamath has opened a store in Salem, Ohio.
A limited stock of pianos and a few talking machines
have been installed in a Main street location, and, ac-
cording to Mr. Waltamath, sales have been very
satisfactory in the short time the store has been in
operation.
• J | | | Onduring'-' .
HENRY F. MILLER STORES
CO. FORMED IN BOSTON
Newly Incorporated Company to Handle the Retail
Business of the Continental Piano Co.
The Henry F. Miller Stores Co. is a new Massa-
chusetts corporation formed to transact the retail
business of the Continental Piano Co. in six stores,
five of which were originally conducted by the Smith,
Barnes & Strohber Co., of Chicago, now merged with
the Henry F. Miller Piano Co. as the Continental
Piano Co.
The sales promotion manager of the Henry F.
Miller Stores Co. is A. C. Clausen, former manager
of the Smith, Barnes & Strohber Co.'s retail branch
in Detroit. His headquarters are in the Boston store
of Henry F. Miller Stores Co. The purpose of the
company is to make the Boston store a general music
store by the addition of musical merchandise and
sheet music to the pianos and phonographs. C. A.
Hewitt is the new manager of the talking machine
department.
THE
The Yardman £ine
is a complete line
It comprises a range of artisti-
cally worthy instruments to
please practically every purse:
The Hardman, official piano of
the Metropolitan Opera House;
the Harrington and the Hensel
Pianos in which is found that in-
builtdurabilitythatcharacterizes
all Hardman-made instruments;
the wonderful Hardman Repro-
ducing Piano; the Hardman
Autotone (the perfect player-
piano); and the popular Playo-
tone.
MADE GRAND MANAGER.
Style 32—4 ft. 4 in.
WESER
Pianos and Players
S. B. Moats, an experienced piano merchant, has
been appointed manager of the grand piano depart-
ment of the A. P. Griggs Piano Company at Daven-
port, Iowa. Mr. Moats is well known to the music
trades in that vicinity, having been in charge of the
sale of pianos there for several years. The Griggs
Piano Co. claims to show the largest stock of grand
pianos in that section of Iowa.
EXPANDS IN SHARON, PA.
Sell Readily—Stay Sold
Send to-day for catalogue, prices and
details of our liberal financing plan
Weser Bros., Inc.
520 to 528 W . 43rd St., New York
The remodeling plans which have interrupted busi-
ness occasionally for several weeks in the store of
the Curran-Wooster Music Co., Sharon, Pa., will be
completed this week when the partners, R. A. Curran
and Guy B. Wooster, will show the invited public the
extent of the new facilities for doing a bigger
business.
^Hardman
c
Clarence A. Gilbert and Arthur R. Prettyman re-
cently opened the Baldwin Music Store in Morgan-
town, W. Va.
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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