Classic Mode

Presto

Issue: 1925 2021

April 18, 1925.
PRESTO
POLICIES, RIGID
AND CHANGEABLE
List of Existing Ones Contain Many Readily
Adaptable to Music Trade Today While
Some Need Remodeling to Fit Exi-
gencies of New Conditions.
EVOLUTION INEVITABLE
Processes of Change in Music Business Convert
Conservative Man of Today Into the Progres-
sive or Radical of Tomorrow.
By Howard J. Carr.
The successful dealer is both a conservative and
a progressive. Conservatism and progressiveness
both are virtues, but a virtue may be carried to ex-
cess until it becomes a vice. The conservative may
become hidebound, be unwilling to change a policy
to meet a new condition and the progressive dealer
may scatter his energies by going into alluring side-
lines that offer tempting profits that prove temporary.
The music merchant who preserves the happy mean
is the one who invites success. Both conservatism
and progressiveness, equipped with brakes, should
be numbered among the policies of the ambitious
music house.
Another policy of great importance is concentra-
tion of effort. It is fundamental to any business
which hopes to grow in size and stability. It may
be concentration on the means to sales, with the de-
sirable results—actual distribution of the goods to
the customer; or concentration of effort on a particu-
lar line or lines. Concentration of effort in the music
merchant is weakened when he divides his energies
between music goods and something else.
Policies of Service.
Another policy is service in its broadest sense.
That also is fundamental. It means more than
prompt delivery although that is a great essential of
a service policy. Primarily it is service the music
merchant is selling rather than music goods. If, for
instance, the service for playerpianos and reproduc-
ing pianos failed, in time no one would buy the
instruments.
Service involves the energetic featuring of player
music rolls, as continuation of the owners' joy in
their players and reproducing pianos is dependent on
the renewal of the rolls as well as the care by the
tuner and repairman. But the actual prompt and
safe delivery of the goods, commonly considered to
be the main thought in service, is very important.
The Consistent Dealer.
A story told at one of the business sessions during
the annual convention in New York, last year, was
considered humorous.
A certain Ohio dealer, to carry out his rigid prompt
delivery policy, sent out one player music roll by a
five-ton truck. The customer, a leader in women's
club affairs, was entertaining a group of her club
associates and asked the dealer to make immediate
delivery of the roll so as to make the particular num-
ber a part of the function.
When the order was received there was no delivery
boy available and two small delivery automobiles
belonging to the service were out on deliveries. But
that didn't faze the consistent dealer who saw his big
truck just about to set out for the freight station for
some pianos. He dropped the lone music roll on the
floor of the gaswagon and bawled directions to the
driver, with special instructions to "make it snappy."
A Thrilling Delivery.
The sight of the truck careening along the quiet
street and coming to a honking stop at the house of
the customer, surprised the guests. Surprise was
turned into amusement when the husky driver alight-
ed and unloaded his wee bit of freight, which he de-
livered to the customer with a Chesterfieldian bow.
But when the circumstances were explained they did
not seem ridiculous. Anyway, the dealer tells that
the next time the truck went to that house, only a
month later, it carried a reproducing grand piano.
And that was not all. Three of the guests when
the roll was delivered by truck, were so impressed
with the consistency of the dealer that they became
•his customers, three for music rolls and one for a
reproducing grand, as well.
Keeping Overhead Down.
Another desirable policy is keeping the overhead
down. And in doing this the virtue of economy
should not be turned into the vice of parsimony.
Starving a business in any shape is disastrous. In-
sufficient help, inefficient help, cutting stocks too low,
letting up on advertising, poor equipment, cramped
space in show rooms, parsimonious neglect of the
appearance of the store inside and outside are possible
mistakes of the dealer in keeping down the overhead.
All these things are as necessary to the sensible oper-
ation of the store as gas and oil for keeping the deliv-
ery car running.
Every action in the operation of the business may
be made amenable to a policy. Policies may be made
to cover every condition and problem. Trade-ins,
credits, collections, commissions or no commissions,
publicity, the important matters as well as the minor
contingencies may be fitted out with a policy designed
to help the processes.
The Super-Policy.
But the music merchant should not forget the
super policy—expediency. No sensible music mer-
chant works for today alone. He must keep the
future of his business in mind; be a jump or two
ahead of the needs of a growing business. That is
why he should not consider any policy sacred. A
good policy is a flexible one. Tradition has held
many a business back, and it is the old houses that
usually suffer from hampering tradition. The true
wisdom is to consider yesterday as experience.
There is no music business, retail or wholesale, but
has experienced evolution and sometimes circum-
stances required the trampling under foot of hoary
policies. In the business ably directed the inevitable
evolution is guided. Changes are not made too soon,
before the business is ready for them but at the right
time. Changes made too soon are as bad as changes
made too late.
The Corroboration.
In fact the wise head of a music business must, in
the necessities at times play the part of conservative,
progressive and radical. There is something good in
all the attitudes when they properly fit the occasion.
The function of the conservative thought is to pre-
vent the sound ideas of the progressive and radical
kind being put into use too soon. The radical idea
of today may be the progressive one of tomorrow
and the conservative one of next month. And there
is one thing more dangerous than giving the radical
promptings full play in a business and that is giving
all the say to conservatism without the progressive
push behind it.
New Policy.
Perhaps a helpful finish would be to invent a new
policy about swatting the delusions, snatching the
grinning mask off self-satisfaction, the great trouble-
starter. "Business is great," "Everything is fine,"
"We are the salt of the earth," "Sales! Watch us!"
often express hope and purpose but as often they
voice dangerous delusions. The idea that everything
is all right can do more harm than actual mistakes.
INDIANAPOLIS TRADE
BRIGHTENS UP FAST
Travelers Dropping in and Cable Midget Wins
in Interesting School Sale
Competition.
Mr. Harlow, representing the Vose & Sons Piano
Company, was one of the visitors in Indianapolis dur-
ing the past week and spent several days with the
Christena-Teague Co.
The Carlin Music Company is elated over the sale
of a Cable Midget to the Crooked Creek Community
Association, to be used in one of the rural schools
on the Michigan road near this city. After a lengthy
debate the committee decided on the Cable Midget.
The sale was made at the Home Complete Exposi-
tion. Another sale of which they are equally proud
is that of one of the Super-Zenith radio models (9)
also made at the Home Complete Exposition and to
one of the best families in the city.
The Carlin Company looks for the continuance of
a fair business through the entire summer, and the
prospects indicate good line of trade. There seems
to be an increasing demand for the better make of
pianos, and people are commencing to realize the
high grade instrument is the cheapest in the long run.
Mr. Krause, of The Cable Company of Chicago,
was one of the visitors in the past week.
DISTRIBUTION CENSUS PROPOSED.
Representatives of the various industries will
shortly be asked by Secretary of Commerce Hoover
to state their views regarding the abvisability of tak-
ing a census of distribution, recommended at a meet-
ing held in January under the auspices of the United
States Chamber of Commerce for the purpose of dis-
cussing distribution problems and costs. The pro-
posed census would include a survey of stocks of
various commodities held by retailers and jobbers.
TELLS OF THE LAST
DE PACHMANN TRIUMPH
Great Pianist Made Final Appearance in New
York on Wednesday Evening Before an
Immense Gathering of the Critical.
A telegram received by President Geo. W. Arm-
strong, of the Baldwin Piano Co., Cincinnati, on
Wednesday morning from the great pianist, Vladimir
de Pachmann, as a result of his overwhelming pian-
istic triumph last evening in Carnegie Hall, New
York, has very special interest. It is the last note
of what is said to be the last concert by the great
artist in America.
The final American appearance of De Pachmann
took place on Wednesday evening, so that no account
reached Presto in time for publication in this issue.
\
VLADIMIR DE PACHMANN.
But the telegraph from the master himself tells of
the triumphant finale of a season of wonderful re-
sults and suggests also the affection in which the
artist is held by the American people. The telegram,
transmitted to Presto from Cincinnati, is as follows:
"New York, 11 P. M., April 14, 1925.
"Geo. Armstrong, Jr.,
"Queen City Club, Cincinnati, Ohio.
"My farewell concert in Carnegie Hall last night
was sold out. I feel it was the greatest triumph of
my life. I want to thank you for the most beautiful
piano. I am very happy that I shall have the Bald-
win in Europe once again. My thanks and my
heartiest greetings.
"VLADIMIR DE PACHMANN."
Inasmuch as that Vladimir De Pachmann has so
firmly established himself, both as artist and man, in
the admiration of the American musical people, and
in view of the fact that often other great pianists
have made what they themselves believed to have
been their "farewell" performances, there will exist
still the hope of a De Pachmann return. As he inti-
mates in the telegram it is his purpose to continue
his concerts in Europe.
JOHN CHURCH CO. OPENS
NEW CHICAGO STORE
New Building at 421 South Wabash Avenue Is Spa-
cious and Elaborately Decorated.
The John Church Co. occupied its new store at 421
South Wabash avenue this week and is making
preparations for a busy summer season. Final touches
are being applied to the interior which, when com-
pleted, will make one of the most elaborate ware-
rooms on Chicago's piano row. The arrangement of
instruments in the wareroom is effective. A single
row of grands extending the entire length of the store,
with floor lamps and luxurious chairs, gives the new
store a dignified appearance.
From the street the store is conspicuous, having a
blue marble front that may be seen from a good dis-
tance and a large show window. During the first
week of the occupancy a beautiful grant was selected
from the wareroom and placed in the window, which
attracted much notice. The store is managed by
L. G. Becker.
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
April 18, 1925.
CHRISTMAN
"The First Touch Tells
SEEING HUMAN
SIDE OF THINGS
9 9
Veteran Traveler Tells How Social and
Sociable Elements in Relation of Roadman
and Dealer Tend Towards Perpetuat-
ing the Joys of His Job.
PROVIDES USUAL STORY
Certain Marks of Heredity in Dealer's Son, While
Distressing to Mother, Leave Father
Unaffected.
The Famous
Studio Grand
(only 5 ft. long)
Continues to be in greater demand
than any other with discriminating
dealers.
In Tone, Quality and Beauty, these in-
struments excel, and Christman Up-
right Pianos are standards wherever
fine instruments are sold—and that is
practically everywhere.
pony, a litter of pups and other boy belongings and
started west.
Destiny Works Out.
Mere accident landed him in the town in which he
is such a prominent citizen today. It was a raw
town but growing, and necessity in the finding of a
job, not admiration of the civic beauties of the place,
was accountable for his tarrying there. But when
his first offer of a job was presented he discovered
that fate was a grim humorist. It was a boy's job in
a piano store, close to the things he had learned to
hate.
From a boy at six dollars a week, he in time ar-
rived at a young man's job at a salary and commis-
sions. Then he found that the ability to play the
piano which had been pounded into him was an aid
to his advancement. And the thing that surprised
him most was that he soon found joy in playing the
piano.
The Plot Thickens.
As he grew in success as a salesman he conceived
the happy idea of resuming the piano lessons. Soon
he looked forward to the day and hour of his lessons
with joyful eagerness. But the happenings may be a
consideration for the heart specialist rather than the
psychologist. The teacher had a marvelously pretty
daughter. Now I'll give you one guess as to the
identity of my friend's wife.
When he married he opened a music store in the
town, in a necessarily modest way. The manufac-
turers are aware of his success, but why go into that
phase of the history? The predominant interest in
this story is of the human rather than the business
kind.
Back Home and Rich. .
In a year or so he took his wife back east for a
visit to the old home town to the great joy of his
mother. The cup of her pleasure was filled to over-
flowing, when, at the conclusion of the welcoming
feast, after the scraps of the fatted calf had been clear
away and the family group was gathered in the par-
lor, the returned prodigal seated himself at the piano
and played and played to the delight of everybody
and the amazement of his mother.
There was a look of understanding between mother
and son, and in the mother's eyes was the light of
love and victory. Her boy had become not only a
successful business man, but a perfectly wonderful
pianist as well.
M. D. S.
In printing my articles it is usual for the editor to
allude to me in the headings as a "veteran traveler,"
possibly to suggest a degree of experience to make
the incidents narrated more interesting. But, while
the title veteran today may be applied to a chap who
is little more than a boy, he may have lived a life-
time in six months in the tranches in Flanders. The
title veteran the Presto editor gives me is a distinc-
tion one may claim after thirty-five years at the front
in the piano field.
So what I now think is the accumulation of the
mental processes of that long stretch of piano selling.
Piano styles, methods of making them, processes of
selling them, have interested me, but, after all, my
greatest pleasures have been in knowing and study-
ing the men to whom I have sold pianos. Every day
I encounter piano dealers and manufacturers, too,
who may be counted among the rich, and for whom
I prophesied success when they were poor. On the
other hand, here and there in a store I come across
an old-timer futilely striving to make good at sales,
for whom I prophesied such a career when he was
rolling in riches, as the saying is. The best study of
mankind is man and certainly the most interesting.
The Sociable Side.
The most pleasurable thing in my life as a piano
traveler has been and still is my closeness to the
dealers and their families. There has always been a
sociable element in it that has endeared the life to
me. Perhaps something in my own personality
evoked a sympathetic feeling in my customers and
their families. Anyway they are frank to unload
their family problems which often really have a close
relation to the purely business crises. Sometimes the
situations have nothing problematical in them and are
merely the incidents of life in the passing.
New York Swindler Accused of Trying to Get
While making my usual informal call at the home
$800 by Posing as C. F. Netzow, Mil-
of one of my dealer friends last week, his wife in-
waukee Piano Manufacturer.
terrupted our chat with a recital of one of her griev-
ances. What she had to tell is rather a common
John Olsen, 23 years old, no permanent home, was
thing with fond mothers of lively boys. It was that held
$10,000 bail in New York on Tuesday of this
the male hope of the family, aged ten, had balked at week in by
Magistrate Richard F. McKiniry in the
the daily piano lesson and had escaped with defiant Jefferson Market
Court on a charge of attempted
yells to a nearby park, where a skating contest was grand larceny. Olsen
arrested on Monday when
in progress. It was a repetition of a similar re- he called at a telegraph was
for $800, which, it was
bellious act earlier in the week. Then he escaped alleged, he had expected office
to receive from Charles F.
the lesson in order to join a gang of his playmates Netzow, founder of the Waltham
Piano Co., in Mil-
who had constructed a radio receiving set in the hay- waukee.
loft over the barn. To scorn the piano for radio was
It was charged that Olsen sent a a telegram for the
rank apostasy in a piano man's son, the irate mother
money several days ago to Mr. Netzow, using the
thought.
name of the manufacturer's son, Carl, 34 years old,
"But it is a good serviceable radio set, even is it is who is the vice-president and general manager of the
constructed from scraps, found in the alley, bought Milwaukee Piano Manufacturing Co. The younger
from the junk dealer, and some, I fear, stolen from Netzow left his home in Milwaukee two weeks ago
their unsuspecting parents," the boy's father mildly for New York City to sail for Europe on the Conte
protested. But friend wife only saw the act of a Verde of the Italian Line. The elder Netzow be-
renegade in the radio exploit.
came suspicious on receipt of the telegram because
The good lady did not see the interchange of an his son had taken $3,000 with him when he left
amused look between my dealer friend and myself. Milwaukee.
It was suggested by the mutual memory of a bit of
Netzow was reported to have expressed fears
his history with which his wife was not acquainted. to Mr.
the
in Milwaukee for the safety of his son.
And here is where I drop into my old habit of telling It was police
understood
that friends of the father had sent
a story within a story.
wireless messages to the Conte Verde to learn
Looking Backwards.
whether the younger member of the piano house in
When my sedate dealer friend was a boy in an Milwaukee was on board.
eastern city his mother's dearest hope was to make
him proficient at the piano. But, like his own son
INGENIOUS WINDOW DISPLAY.
today, he showed a distaste for the practise grind
The Hub Piano Co., Baltimore, Md., recently cre-
laid out for him. See the workings of heredity!
When he arrived at the age of fifteen he had not ated an ingenuous method of attracting public atten-
developed the taste for the piano desired by his tion to the display windows. Stars on the windows
mother. On the contrary the very sight of a piano indicated the different stations that had recently been
aroused a desire to make ivory hash of the keyboard reached on a Brunswick Radiola No. 160. An arch
over the instrument was finished in color scheme that
with the woodshed axe.
But disappointment only increased the mother's possessed great attention-getting qualities. The direct
desire to make a piano artist of her son. It became results produced by this singular display proves con-
an obsession with her. The end of the boy's gram- clusively that a development of unusual ideas in win-
mar school course brought no let-up to the lessons. dow trimming fully justifies the effort spent hi
With the high school course, she told him, would arrangement.
begin a more rigorous drilling in the keyboard funda-
mentals. The prospect was a dreaded one and proved
Miss Josephine Gunther, Dansville, N. Y., has pur-
the end of his patience. He hastily disposed of a chased the local business of the Koskie Music Co.,
shot gun, a hutch full of pet rabbits, a pet sheep, a with which she was formerly connected as manager.
ATTEMPT TO ROB BY
USING FAKE TELEGRAM
CHRISTMAN
Reproducing Grand
Equipped with
Action
Has advantages for any Dealer or
Salesman. It is a marvel of expressive
interpretation of all classes of compo-
sition, reproducing perfectly the per-
formances of the world's greatest
pianists.
"The First Touch Tells"
Rag. U. I. Pat. Off.
Christman Piano Co.
597 East 137th St.
New York
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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