14
April 25, 1925.
PRESTO
PRICE MAINTENANCE
AND PIANO SELLING
The Subject Bids Fair to Be the Next Impor-
tant One to Stir the Industry
and Trade to Its
Center.
NOW AGAINST THE LAW
The Late Calvin Whitney, of the A. B. Chase Piano,
Strove Hard to Bring About the Ends Now
Sought.
The piano trade is as much interested in the pro-
posed attempt to secure legislation on the subject of
fair price maintenance as any. It is more concerned
than many other lines of trade, whether the piano
dealers realize it fully or not.
For many years the piano trade has been suffering
from the habit of price-cutting and price baiting. In
numberless instances dealers have cut prices to such
a point that their business has meant loss instead of
profit. That too, in some cases, has meant loss even-
tually to the piano manufacturers.
Calvin Whitney's Fight.
In the days of the late Calvin Whitney's activities,
in behalf of the A. B. Chase piano, that resourceful
manufacturer tried hard to maintain prices, fixed by
himself, at which his pianos should be retailed. He
found that it could not be done, because of the law
which forbids such a plan of sale.
Today friends of the standard price principle are
drawing lines of battle, and intend to bring the ques-
tion to a settlement. It will resolve itself into
whether the manufacturer of a fine piano can fix the
retail selling price, or not, and exact that no price
cutting shall be done without permission.
The American Fair Trade League has been notified
by C. C. Ousley, Secretary of the Associated Indus-
tries of Kentucky, that a referendum taken by the
Kentucky organization showed that its members were
overwhelmingly in favor of Federal legislation con-
firming the right of resale price control. The ques-
tion presented to the members of the Associated In-
dustries of Kentucky was:
"Do you favor passage of Federal legislation legal-
izing contracts between producers and distributors
of branded merchandise, to prevent use of such ar-
ticles as cut-price advertising bait?"
Majority In Favor.
Of the ballots cast on this question, eighty per cent
were in the affirmative, and twenty per cent in the
negative. In a circular letter to members submitting
the referendum, Secretary Ousley says:
"The Kelly-Stephens, the Merritt, the Wyant and
the Williams Bills, legalizing control of resale prices
by producers of branded goods, have the united back-
ing of more than six hundred commercial organiza-
tions. It is expected that the militant support of or-
ganizations like the American Fair Trade League, the
United States Chamber of Commerce, and other com-
mercial associations, will bring about an early hear-
ing before the Committee on Interstate and Foreign
Commerce, to which they have been referred.
"Under the present law, as interpreted by the Miles
decision handed down by the Supreme Court, pro-
ducers and distributors of branded merchandise are
not permitted to make contracts, establishing stand-
ard resale prices. While the producer may refuse to
sell to a distributor who refuses to charge the retail
price prescribed by the producer, if he enters an
agreement covering such price standardization or
arranged with any other distributor, or even with
his own salesmen, to obtain information showing that
a retailer is selling his goods at cut prices, he is
guilty of conspiracy in restraint of trade and violation
of the Sherman Act.
Purpose of Fight.
"The purpose of the proposed legislation is to per-
mit producers to control the resale price of their trade
marked goods as they were able to do prior to the
interpretation of the Sherman Act by the Miles deci-
sion."
There is an understanding that the issue is to be
fought to a finish in the next Congress. We are in-
formed that this prediction was inspired by sugges-
tion from official sources. It entirely accords with
the opinion of veteran observers of conditions at the
national capital. Friends of the standard price
principle will, however, be glad to have unsolicited
expression from disinterested and reliable sources.
We believe that the the interval of the congressional
recess must be utilized for educational work on mem-
bers of the new Congress, with individual co-opera-
tion and personal contact supplementing the League
literary and correspondence campaign.
Presto's Standpoint.
So far as Presto is concerned the only concern is
to have done anything that may benefit the piano in-
dustry and trade. It seems to be largely a matter
of what may best conserve both manufacturer and
dealer. Nothing that would put the brakes upon the
business can be desired, but anything that may sus-
tain the dignity of the piano and its sale should help,
and never hinder the prosperity of the merchants en-
gaged in its sale.
SCHOOL DIRECTOR'S ADVICE.
Dr. Charles H. Hoban, assistant educational direc-
tor in the State Department of Public Instruction,
Harrisburg, Pa., in an address at the closing session
of the thirtieth annual convention of the Pennsylvania
State School Directors' Association at Technical High
School Auditorium, declared that the study of music
has been found to be of valuable aid to pupils in the
pursuit of other courses. "Teach music, organize
bands and musical clubs and orchestras in your
schools," Doctor Hoban told the directors. "Stu-
dents in music do better work in their other studies."
The speaker urged small school districts to co-operate
in the choosing of music supervisors. He suggested
that two or three districts employ the same super-
visor so as to get good instructors and so as to aid
in the organization of bands and orchestras.
CHANGE IN IOWA FIRM.
A. O. Drake has sold his interest in the Dodge City
Music Co., Dodge City, Kan., to R. M. Rath and
John Meyers, and the business has been moved to 603
Second avenue. Mr. Meyers, who has been in the
company's employ for some time, has been appointed
manager of the concern.
GULBRANSEN CO'S.
AIDS FOR DEALERS
Comprehensive Methods of Providing Effective
Publicity for Firms Representing Its
Line Used to Advantage.
The accompanying cut shows a fine sample of the
national advertising of the Gulbransen Co., Chicago,
for April, appearing in the Saturday Evening Post of
the 18th. The company considers this Registering
Grand announcement the most important ad of the
year.
Some indication of how complete are Gulbransen
selling helps relating to Registering Grands and
Straight Grands is given in the following list:
Suggestions for Grand form letter of invitation,
Grand form letters complete, Grand window strips,
24-sheet Registering Grand poster (in work), "Just
One City "(Phoenix, Arizona, testimonials), early
comment (dealers' testimonials), Grand floor patterns.
Saturday Evening Post April 18th Grand ad, to-
gether with tie-up envelope enclosures, tie-up slides,
tie-up newspaper mats, tie-up newspaper electros, and
tie-up four-color ad enlargements.
Registering Grand newspaper mat No. 2, straight
Grand newspaper mat No. 1, "The Finishing Touch"
brochure, Registering Grand leaflet, straight Grand
leaflet, specification sheet.
ADDS NEW DEPARTMENT.
G. C. Barrier, who for the past two years has been
manager of the Brook Mays & Co. branch in Shreve-
port, La., has returned to Lubbock, Tex., where he is
preparing to open a complete music department in the
store of Barrier Bros, there. The new department
will handle pianos, phonographs and small goods.
CHARLES S. MAUZY'S CHANGE.
EXPANDING ZANESVILLE BUSINESS.
Charles S. Mauzy, for the past three years manager
of the phonograph and radio department of the Em-
porium, San Francisco, has resigned to take charge
of the music department of the John Breuner Co.,
Oakland, Cal , where pianos are handled in addition
to phonographs and radio.
The Spence Music Co., North Fourth street, Zanes-
ville, Ohio, carrying out extensive plans for providing
more space for all departments. The house has ob-
tained a lease on quarters in the rear of the store,
which will be remodeled to suit the needs of the
growing business of the concern. O. E. Callander is
manager of the store.
Richard W. Lawrence is president of the Bankers'
Commercial Security Co., Inc., New York City, which
moved on April 13 from 20 West Forty-fifth street to
new quarters at 270 Madison avenue at Thirty-ninth
street.
SECURITY COMPANY MOVES.
THE BOWEN LOADER
makes of the Ford Roadster the Ideal piano truck,—most Convenient, most Economical and most Efficient.—Goes anywhere, over any
kind of roads, and distance makes no difference.
It will greatly assist any energetic Salesman, City or Country, but is indispensable for successful country work.
It's the best outfit for making collections and repossessions.
Our latest model is fool-proof and indestructible, and the price has been reduced to $95.00 including an extra good water-proof
moving cover. Satisfaction guaranteed or money refunded.
BOWEN PIANO LOADER CO.,
Winston-Salem, N. C.
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