Presto

Issue: 1927 2118

March 5, 1927.
PRESTO-TIMES
Quality, value and beauty,
plus ti workable plan ofsell-
ing, are the weans by which
these two brothers hare fur-
thered the good uaiiii of their
Sf> year ulJ. house
•f
t
1
Don F. Smith (L)
IV. Howard Smith (K)
View of second floor of Smith & Phillips' store
located at 409 Washington Street. Note the spe-
cial parlor in rear for displaying grands
Stocking the complete line
tripled our sales"
With the wisdom of 56 years' leadership
Smith & Phillips back this successful sales plan
The Smith & Phillips Music Company of East
Liverpool, Ohio, founded in 1870, is the oldest
and largest music house in the eastern part of
the state.
East Liverpool, as the country's leading pot-
tery center, has a population of some 22,000—
about 4,800 families. Here trade conditions are
pretty much the same as you will find them in
any other typically American community.
"We have put Gulbransens into nearly 900
homes," says Don Smith, who with his brother
Howard, is in active charge of the business. "We
have been successful, we believe, because we our-
selves are thoroughly sold on the Gulbransen
and think that it's the finest piano any dealer
can feature.
Carry EVERY model in stock!
"You'll find 50 Gulbransen Pianos on our floor—
every model made. Here a customer can pick out
any one of 36 different pianos—14 styles, all fin-
ishes, in a wide variety of prices to meet any
pocketbook. Why do we carry so many regularly?
"Because by stocking the complete line, we have
tripled our sales. Ten years ago when we began
featuring the Gulbransen, we found that it was
by far the easiest selling piano. Howard and I
figured out that if we stocked the entire line we
would greatly increase our chances of getting
more business. Knowing that in ninety-nine out
of a hundred sales, a woman makes the final de-
cision, our reasoning was something like this:
"Did you ever watch a woman buy a hat? 'I'd
take that one if you had it in a little different
shape.' 'I'd buy that if you had it in a different
color.' Well, piano selling meets much the same
problem. But remove the 'if part and you've
cut down the last lingering resistance to a sale
for a woman who is sincerely interested and not
merely bluffing.
"With our piano stocks fully complete, we
offer no opportunity for the slightest honest 'if.
We replace a piano as quickly as it is sold and
get immediate deliveries from the factory.
Go out after the business
"Howard is outside selling all the time. Last
year about one-third of our sales were closed out-
side the store. When we have lined up a live
prospect, we load a piano on one of our fast
trucks and take it out to the home. This is not
'high pressure work', for no reputable dealer can
afford that. This is merely an unexpected service
that in nine cases our of ten clinches the sale.
"When people come into the store, they are
won over by the Gulbransen's beauty of tone and
ease of playing. Both Howard and I play by
hand a little, and we always show how easily
the action works with the Registering feature
released.
' 'This is a strong talking point to parents with
children taking lessons Here they appreciate
the Gulbransen's double service in the home,
learn how they themselves can get all the thrill
of actually playing without knowing a single
note.
Recognized as music headquarters
"From our own advertising in the daily papers,
business men's bulletins, local trade papers and
circulars, people know where to come when they
want to buy. They have already read the Gul-
bransen advertising in their magazines and they
check its statements with our own and the in-
struments we display.
"We consider this advertising support an in-
valuable part of the Gulbransen sales plan. We
have found that the Gulbransen way of doing
business fits to a 'T' our ideas of conducting
business on a square deal basis. We talk qual-
ity, beauty, the Gulbransen's enduring worth,
and the pleasure of having music in the home.
"Steadily increasing sales prove that we're
working along the right line. During the com-
ing months we intend more than ever to apply
the Gulbransen plan of selling."
Do YOU know what this plan is?
Hundreds of other successful dealers like Smith
& Phillips in every part of the country are using
the definite sales plan developed by the Gulbran-
sen Company. Actually it is more than a plan.
It is a complete method of doing business. No
theory! You are furnished a working outline
and given the material itself with which to carry
out every step to successful completion.
You owe it to yourself to find out just what
this plan embraces. If you are not satisfied with
your present business, if you are not getting the
success you think your efforts deserve, write for
full details about this tried and proven way of
selling.
Without any obligation on your part, we shall
be glad to send you complete information. Tiic<
ust -
mail in the coupon today.
Gulbransen Company, Dept. P . T. M .
3232 West Chicago Avenue, Chicago, III.
Please send me complete information about your sales plan.
Miss Elizabeth Hamill, prominent East
Liverpool teacher and concert player, uses the
Gulbransen Grand in her studio
Cry.
. State
All set and ready to go! One truck and a Gul-
bransen is the formula that Howard Smith pre-
scribes for closing outside sales
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/
MUSICAL
TIMES
PRESTO
Established
1884
Established
1881
THE AMERICAN MUSIC TRADE WEEKLY
10 Cents a Copy
$2 The Year
CHICAGO, SATURDAY, MARCH 5, 1927
END OF LONG=DRAWN
NAME LITIGATION
Supreme Court of District of Columbia De-
crees That Injunction Restraining Use of
"Howard" on Pianos by Others Than the
Baldwin Company Be Made Permanent.
CASE PENDING SINCE 1913
Suggestion That Music Industries Chamber of Com-
merce Form Board of Arbitration for Adjust-
ment of Misunderstandings of the Kind.
Word has been received from Washington of the
issuance on February 24, 1927, by the Supreme Court
of the District of Columbia, of a final decree making
permanent the temporary injunction issued by that
Court, on the sixteenth day of June, 1922, restraining
the Commissioner of Patents from cancelling the
trade-mark registrations 31,400 and 46,993 covering
the word "Howard" for pianos, etc., the property of
The Baldwin Company of Cincinnati. This final
decree marks the end of proceedings brought by the
R. S. Howard Co. of New York against The Baldwin
Company of Cincinnati, in the U. S. Patent Office in
1914, for the cancellation of the above mentioned
trade-marks, "Howard."
Settled by Arbitration.
It is authoritatively reported that, in connection
with the granting of the final decree in the Supreme
Court of the District of Columbia, the parties at
interest, to-wit: The Baldwin Company, the R. S.
Howard Company, and the Howard-Stowers Com-
pany (successors in business to the R. S. Howard
Co.), and certain individuals, officers of the respec-
tive companies, have entered into agreements provid-
ing among other things that the trade mark "How-
ard," without prefix or suffix, is the exclusive prop-
erty of The Baldwin Company of Cincinnati, and the
trade-marks "R. S. Howard Co." and "Howard-
Stowers Co." are the exclusive property of the R. S.
Howard Co. and its successors, Howard-Stowers Co.,
both of New York.
The long litigated Howard-Baldwin Piano Co. case,
which has' been before the U. S. Courts for 13 years,
has been settled out of court through arbitration and
to the entire satisfaction of all concerned.
Both Sides Right.
Never has a Court of Arbitration scored a greater
victory. Firm in the belief that they were right, both
The Baldwin Piano Co. and the R. S. Howard Co.
fought this case for many years at a very large cost.
Through the good offices of Ben H. Janssen a meet-
ing of the present officers of both companies was
arranged and in a short space of time a satisfactory
agreement was reached and signed and the case
closed. All this without legal assistance and in the
most friendly and amicable manner.
Here is an opportunity for the Musical Industries
Chamber of Commerce to form a Board of Arbitra-
tion, the same as exists today in other industries and
through this board, recognized by law in New York
state, adjust any misunderstandings that may develop
between members of the music industry. Think of
the time and money that could be saved and, fur-
thermore, the feeling of bitterness that would be
averted if any matter of dispute was decided by men
in the trade who would be recognized by both con-
tending parties as friends and who they know
would give a fair and just decision. If litigants
would get together and see each other before placing
in legal hands their matters of dispute, for a better
acquaintance and understanding, it is certain that
such litigation would be averted.
Peaceful Plans Best.
Arbitration is daily growing in favor and those in-
dustries that have approved it, notably the moving
picture industry, have found it a most practical and
inexpensive method of promptly settling disputes
that otherwise, like the Baldwin-R. S. Howard case,
would drag along in the courts for years. How can
a judge or jury satisfactorily and justly settle a com-
mercial dispute involving technical questions of engi-
neering, construction, accounting, quality, quantity
of merchandise, commercial and trade practices—de-
void as they must be of specialized knowledge on the
main points of issue, and as laymen most apt to be
confounded by court proceedings always more or less
intricate and especially so in the matter of technical
rules of evidence.
The trades will congratulate the Baldwin Piano Co.
and the Howard-Stowers Co. on the successful out-
come of an outstanding case in which "arbitration"
again proved its worth.
DEDICATION OF THE
NEW AEOLIAN BUILDING
Splendid Structure, Called Message of Good-
Will and Inspiration to Country, Won
Gold Medal for Beauty.
The new Aeolian Building. Fifth avenue and Fifty-
fourth street, New York, was dedicated last week
with notable ceremony.
Whitney Warren of Warren & Wetmore, archi-
tects of the building, presented the golden key of the
new building to Arthur J. W. Hilly, Assistant Cor-
poration Counsel, representing the city. Air. Hilly
returned it to F. L. Yotey, vice president of the
Aeolian Company.
"Our inspiration lay everywhere, difficult to fix,"
said Mr. Warren in presenting the key. "The Aeo-
lian Building contains all that modern musical de-
mands may require. With all that it represents, I am
empowered to offer this key to the people of the city
of New York. I now tender you, representative of
the people, a golden key to the Aeolian Building.
This edifice has risen out of the lives of millions of
people. In a real sense this building is dedicated
to them.
Colonel Michael Friedsam, president of B. Aliman
& Co., extended to the owners of the Aeolian Build-
ing the congratulation of the Fifth Avenue Associa-
tion, of which he is president. The Fifth Avenue
Association awarded to the Aeolian Company re-
cently its gold medal for the construction of the
most beautiful building in the Fifth avenue district
in 1926.
"This splendid building is a Fifth Avenue-New
York message of inspiration and good-will to the
country," said Colonel Friedsam. "Such beautiful
structures as this insure to our common country the
commerc : al leadership of the world."
The building, occupying a plot facing 50 feet on
Fifth avenue and 125 feet on Fifty-fourth street, is
designed with setbacks at the tenth, twelfth and four-
teenth floors, and has a penthouse tower surmounted
by a sloping roof terminated with a lantern finial.
Its formal musical inauguration will be held in a
few weeks. The old quarters at 29 West Forty-second
street will be vacated in April.
ACTIVE IN MUSIC WEEK.
James J. Black, of the Wiley B. Allen Co., San
Francisco, has been named chairman of the important
finance committee in the seventh annual celebration
of Mus : c Week in that city. Shirley Walker of Sher-
man, Clay & Co., is head of the committee on pro-
grams, and Charles Sommers Young has charge of
the piano contest.
A. G. GULBRANSEN ON TOUR.
A. G. GulLransen, president of the Gulbransen
Company, Chicago, left for New York February 22
for a four weeks' cruise to the West Indies in 'the
steamship Columbus. The points touched include
San Juan, St. Thomas, Fort de France, Bridgetown,
Brighton, Port of Spain, La Guayra, Wiiemstad,
Panama and the Canal, Jamaica, Havana and Nassau.
SCHILLERS IN CHICAGO SCHOOLS.
The Schiller Piano Company, through its Chicago
offices in the Republic Building, has received an
order for pianos for the Chicago public schools and
an installment of these instruments is expected to
be ready for delivery to the School Board in the
very near future.
INDIANAPOLIS TO HAVE
PIANO PLAYING CONTEST
Local Music Merchants' Association, Headed
by Harry Wert, Fully Organized, Are
Pushing for Still Greater Activties.
The annual election of officers of the Indianapolis
Music Merchants' Association took place on Monday
at the Columbia Club. Harry Wert, manager of the
Pearson Piano Company, was elected president; Ira
Williams of the Pettis Dry Goods Company and man-
ager of the phonograph section, first vice-president;
H. G. Hook, manager of the Starr Piano Company,
second vice-president; Albert Sering of the Carlin
Music Company was re-elected secretary, and Her-
bert Teague, treasurer. The executive committee
were elected as follows: William Christena of the
HAItRY WEKT.
Christena-Teague Piano Company, O. C. McRay of
the L. S. Ayers Company, and C. P. Herdman of
the Baldwin Company.
Harry Wert, the newly leected president, has in
mind a very progressive program and one of the
things he expects to accomplish during the coming
summer is the piano playing contest for Indianapolis.
Mr. Wert is very enthusiastic over the playing con-
test and every possible effort will be made to bring
it about. There has been some talk of making the
event statewide, but at present that project will not
be taken seriously. The newly elected president will
try Indianapolis first and if the feature proves suc-
cessful it will naturally become a statewide affair.
More attention will be given to the phonograph
and radio in the future, as most of the music houses
are now entering that field and, since it becomes part
of the music industry, Mr. Wert believes there should
be some attention given to these commodities; in fact,
they should have a part in the association, and con-
siderable time and attention will be given t'.iem. Mr.
Wert was very active during the organization of the
state association, and gave much time in perfecting
the affair.
O. K. HOUCK CO. REMODEL STORE.
The Nashville, Tenn., store of the O. K. Houck
Piano Co. is to be remodeled according to ambitious
plans. The work, to be supervised by C. E. Furner,
manager, will effect a rearrangement of the depart-
ment and enlargements for some of them. The piano
line includes the Steinway, Steck, Weber, Krakauer,
Ludwig, Vose & Sons, Miessner, Brambach, Behr
Bros., and the Duo-Art.
George E. Mickel, of the Mickel Music House,
Omaha, Neb., was recently named state commis-
sioner for Nebraska by President E. H. Uhl, of the
National Association of Music Merchants.
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/

Download Page 2: PDF File | Image

Download Page 3 PDF File | Image

Future scanning projects are planned by the International Arcade Museum Library (IAML).

Pro Tip: You can flip pages on the issue easily by using the left and right arrow keys on your keyboard.