10
December 5, 1925.
PRESTO
W. C. HEATON TELLS
ABOUT TRIP IN WEST
In Series of Talks to Dealers About Welte-
Mignon, President of Auto-Pneumatic
Action Company Further Stimulates Trade.
William C. Heaton, president of the Auto-Pneu-
matic Action Co., New York, who recently returned
from a trip to the Pacific Coast, says he found gen-
eral business conditions excellent, and believes that
every indication points to unusual activity in the
piano industry next year.
"I did not try to sell a single Welte-Mignon," said
Mr. Heaton. "That was not the purpose of my trip.
Day, September 7, and went first to Chicago, thence
to Omaha, Denver, Salt Lake City, Butte, Spokane,
Seattle, Vancouver, Portland, San Francisco, Oak-
land, Fresno, Sacramento, Los Angeles, San Diego,
Santa Barbara, Kansas City, St. Louis and Indian-
apolis. From these centers he touched at several
smaller towns.
"I made a special effort to drive home the possi-
bilities of the Welte, to show how it is marketed, and
to give the boys a selling canvass that would help
them sell Weltes on the floor," Mr. Heaton con-
tinued. "I showed them how to demonstrate the
Welte in the salesrooms, reenforced my talks by play-
ing a number of rolls, and explained the workings
of the mechanism. All of my audiences were shown
just why the Welte reproduces the playing of any
pianist with such remarkable accuracy.
"As part of my talks on selling, I went into the
matter of advertising thoroughly, for advertising, you
know, is nothing more than written salesmanship,
whether it is on a direct price appeal or an effort to
create an atmosphere about a thing that will lead to
desire to possess it. Advertising does with pictures,
beautiful artwork, fine typography and good balance
in layout what the dealer does when he furnishes a
beautiful and costly demonstration salon. You can-
not sell a Welte in a barn, and you cannot advertise
it successfully in a homely, slapstick advertisement."
When asked what reaction he thought resulted
from his trip, Mr. Heaton said he was well pleased
with the high interest he found everywhere, and
expressed his appreciation of the many courtesies
shown him. He said that the co-operation that was
given him by manufacturers and dealers was far be-
yond anything he had anticipated.
NEW STORE OPENINGS
SHOW TRADE PROGRESS
New Piano Ventures, Ownership Transfers
and Location Changes Are Items
of Interest.
D. A. Holmes and his wife are owners of the
Holmes Music Co., a new firm in Paris, 111., which
recently purchased the interest, stock and fixtures in
the music store of A. C. Landis in that city.
The A. B. Smith Piano Co., Akron, O., has opened
W. C. HEATON.
a branch store in Uhrichville, O., under the manage-
It was primarily an effort to disseminate information ment of M. Shoemaker.
The Bush & Lane Piano Co., Holland, Mich., will
on what the Welte actually is, to stimulate interest in
open
a branch at 29 Jefferson avenue, Battle Creek,
it through knowledge of its background, its develop-
ment into a mechanism of remarkable powers, and its Mich., according to an announcement.
The Silverstone Co., 1016 Olive street, St. Louis, is
high place in the field of musical production."
preparing to open a branch at 412 North Twelfth
"No salesman can successfully sell a product like street.
the Welte unless he believes in it and understands it
Hunt Bros. Furniture Co. at 284 South Main street,
well enough to know what he is talking about/' he Memphis, Tenn., has opened a new store, carrying
continued, "and if I did any selling on my trip, it music goods, on Beale avenue.
was to sell the worth of the Welte to the men who
Owen Bros, of Kearney, Neb., recently opened a
sell it on the floor in the many excellent pianos that music store at North Platte, Neb.
are being equipped with it today."
The Brooks Piano Co., Boston, has leased space
"I addressed many gatherings of salesmen who for warerooms on the second floor of the building at
were brought together by manufacturers and dealers 119 Summer street.
in the towns I visited. At every one of these meet-
Fred C. Emery has leased a store in the new Rior-
ings I gave the men opportunity to ask questions dan Block on Pleasant street, Gardner, Mass., where
when I finished my talk. This proved not only ex- a line of pianos, playerpianos, talking machines, small
ceedingly helpful to the men, but it was illuminating goods and sheet music will be carried.
to me, as it showed me the points to stress in my
A music store was opened in Piqua, Ohio, recently
talks as J went along."
by J. B. Thompson and G. F. Atter.
During the ten weeks of Mr. Heaton's trip, he ad-
The Bruce Co., with headquarters in Springfield,
dressed no less than one hundred and fifty-two major 111., has opened a branch in Lincoln, 111.
meetings. Particular interest in the Welte-Mignon
Davis, Burkham & Tyler recently opened a branch
was manifested on the Coast, where a couple of the on Factory street, Dover, Ohio.
meetings were held in halls with exceptionally large
The Welton Music Studio & Art Shop will be
attendance. Mr. Heaton left New York on Labor opened this week in Steamboat Springs, Colo.
Albert Beck has opened a music business at 822
Fair Oaks avenue, Pasadena, Cal.
KURTZMANN
Grands—Players
IOWA STORE CHANGES HANDS.
William Lappe has acquired the business of Ed-
ward Lucas, known as the Dyersville Music House,
Flammang Building, Dyersville, Iowa. Mr. Lucas,
purchased the business of Mr. Flammang last year.
Manufactured by
W. P. Haines & Co,
C KURTZMANN & CO.
Manufacturers of
BRADBURY, WEBSTER
and
W. P. HAINES & CO.
Grand, Upright and Reproducing
Pianos
138th Street and Walton Avenue
NEW YORK
Factories and General Offices
526-536 Niagara Street
BUFFALO, N. Y.
HONORS FOR OLD
WASHINGTON HOUSE
E. F. Droop & Sons Co. Celebrates Sixty-
eighth Anniversary of Its Founding and Re-
ceives Congratulations from Host of Friends.
The acknowledged success of the E. F. Droop &
Sons Co., Washington, D. C, is as much a tribute to
the founder, the late Edward F. Droop, as to his sons,
E. H. and Carl A., the present owners, who have so
ably and consistently carried out the policies and
principles which comprise the basic strength of the
notable Washington institution. Washington was
reminded of the founder and the early days of the
company during the recent celebration of the sixty-
eighth anniversary of the founding of the house.
The prominent position of the E. F. Droop & Sons
Co. in the commerce of the capital was made clear
by the felicitations by neighbors and competitors in
the business life of the city and by congratulations
from men and firms in every phase of the music trade
in all parts of the country. The anniversary event
again recalled the interesting history of the house
from 1857, when it had its small but ambitious be-
ginning on Pennsylvania avenue and Ninth street, to
the present time when it shows the achievements of
success in the modern building erected for its own
use at Thirteenth and G streets.
The E. F. Droop & Sons Co. is one of the oldest
representatives of the Steinway piano and the charac-
ter of the fine piano line is represented in goods of
high quality in other departments of the house. The
Droop store is associated with the finest in every-
thing in music in the mind of the Washington cus-
tomer. The house not only wins confidence but holds
it through admirable methods of selling and helpful
service.
The Stout Music House, Kirksville, Mo., will move
to larger quarters next week.
The LEADING LINE
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WEAVER PIANO CO, Inc.
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Established 1S70
Schumann
PIANOS and PLAYER PIANOS
GRANDS and UPRIGHTS
Have no superiors in appearance, tone
power or other essentials of strictly
leaders in the trade.
Warning to Infringers
This Trade Mark la oast
In the plate and also ap-
pears upon the fall board
of all genuine Schumann
Pianos, and all Infringers
will be prosecuted. Beware
of Imitations suoh as Schu-
mann & Company, Schu-
mann A Bon, and also
Shuman. as all atencll
shops, dealers and users of
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New Catalogue on Bequest.
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W. N. VAN MATRE, President
Rockford, I1L
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