Presto

June 11, 1927.
PRESTO-TIMES
WEEK OPENS WITH PIANO CLUB LUNCH
(Continued from page 3.)
lations effective where the basis of tax returns are
stone in the history of the Music Industries Cham- changed from an accrual to an installment basis are
ber of Commerce. It is a good and proper custom to not satisfactory, but we are hopeful for either a
pause for at least a moment on the occasion of any change in regulations or remedial legislation during
anniversary to review what has gone before, to study the coming session of Congress. The copyright bill
will also come up for consideration during the next
the immediate present and plan for the future.
session of Congress and will require the close atten-
Nature of the Competition.
tion on the part of the Chamber for the protection of
"In a broad sense the competition for business is
not between business institutions on the same line, its constituents."
Sales Promotion.
but it is rather competition between industries as a
whole. During the war and post-war periods when
The Chamber being interested in sales promotion,
activity in all lines was at the peak, this competition
Mr. Jacobson said he took pleasure in introducing
was not felt. But with the passing of the boom era, "the daddy of the piano promotional plan, who is also
and the world-wide adjustments which have been the president of the National Piano Manufacturers'
under way for several years, and which have not as Association, Mr. Max J. de Rochemont."
yet completed their necessary cycle, competition for
Max de Rochemont Speaks.
sales became keener, costs of marketing advanced,
Max
de
Rochemont,
president of the National piano
with a resultant narrowing of margins, and in many
manufacturers association, told of the development of
cases reducing them to the vanishing point.
an idea which he first voiced at a session of the
"In order to get the proper perspective, it is essen- annual convention in New York last year—the pro-
tial that we investigate what is happening in other motion of piano sales by a systematized method. As
lines that we may see what is tending to affect our the originator of the Sales Promotion Plan adopted
own businesses. For many years pianos and kin- by the National Piano Manufacturers Association Mr.
dred lines were, with a few notable exceptions, such
de Rochemont with a spirit characteristic of attitude
as homes and agricultural implements, practically the of the Sales Promotion Committee which he selected.
only lines sold on installment terms, and this with
Every member he had picked, he said, was an assur-
conspicuous success. Now, with the coming of the ance of success for a scheme designed to reshape
keener business conditions, other industries took up the entire course of the piano industry.
the installment plan of doing business, and so where
Mr. de Rochemont pointed to the beliefs of piano
as an industry we formerly had but few competitors,
we suddenly found other things too numerous to men- manufacturers and dealers as to the soundness of the
tion were being sold on the well-known "easy pay- program of the Sales Promotion Plan and showed the
dealers present who were not already aware of its
ment" plan which attracted and still attracts many of
the dollars that should go into the coffers of the purposes, to study the advantages of potent service
offered without charge.
members of our trade.
"The success of all co-operative movements of this
Music Is Basic.
kind depends upon the full-hearted support morally
"Music is essential and it is basic, but we have been and financially of the industry," said Mr. de Roche-
lulled into a feeling of security, due perhaps to the mont. "It is the duty of every man, manufacturer,
thought that music being essential, people would
dealer and salesman, to acquire a true conception of
without any special urging buy musical instruments
the scope and operation of this plan, and to fall in
for the home before buying any of the other mer- line with it, for it is an organized effort, and is the
chandise to which we have referred. But this security piano industry's reply to the mass attack of the in-
was a false security. The other industries, through
dustries that have edged the piano out of its place in
comprehensive national advertising, well directed and the home. It is the first constructive step taken by
well managed publicity and propaganda, and with
the industry as a whole to implant in the public mind
intensive marketing campaigns, have induced the buy-
a fundamental need for a piano in the American
ing of their merchandise first, which by the very
home.
nature of 'things has deferred the buying of things
"Nor should this campaign be altered to meet the
musical, much to our chagrin.
whims of the contributor, provided the conduct of the
"Our course of action seems clear and well denned. campaign is in the hands of a competent committee.
The desire for music is here. Let us to the utmost
"All suggestions submitted, however, are given
back up our various trade groups in their efforts careful consideration by the committee and put to the
along promotional lines, not only by moral and
test of possibility.
word-of-mouth support, but by financial help.
"Spending a lot of money in promotional work is
"The various organizations within the Chamber
not a hard matter, but spending it profitably is, par-
are in good condition. The mention of it merely em- ticularly in the case of initial expenditures. We are
phasizes the fact that we are alive to the needs of the actually building a machine that will voice the am-
situation. Support the Chamber in its activities for
bitions of the piano industry to the American public;
the trade at large, and support in an unstinting man-
but it cannot be built over night. Thus far our ma-
ner your various associations in their endeavor to chine is fairly well set up and not yet complete; but
magnify and enlarge the importance of our industry. as far as it is complete, every bolt is in its right
Our industry has had a glorious past, and by taking place. To date 9,000,000 messages on the piano have
advantage of our opportunities for development, we appeared in the magazines we are using. Nine mil-
can look with confidence to even greater things in the
lion more will appear in the next six months."
future.
Need of More Salesmen.
Question of Credits
President Jacobson introduced A. J. Kendrick,
Mr. Jacobson pointed to the Credit Bureau of the vice-president of the Brunswick Phonograph Com-
Chamber as a feature of real worth. "Our trade is pany, who told of the come-back of the phonograph.
very largely on a credit basis, the easy payment
"The fact that other industries are working harder
plan, and in the last analysis we are dependent to a for sales is having its direct influence on the music
very large degree on the source—viz., the banks—for
industry," he said. "The consumer has only so much
credit, the very life stream of business," he said. money to spend. After having both food, shelter
"Credits are always very sensitive, responding in a and clothing, and then becoming interested in auto-
favorable or unfavorable manner to the varying con-
mobiles and home appliances, there is not much left
ditions of business, and our banker friends rightfully
with which to buy phonographs and pianos or what
always have 'their ears to the ground to sense the
have you. Consequently, if we are to get our share
trend of affairs, not only in the case of the individual
of this consumer's dollar, we must apply these ener-
enterprise, but as to the entire industry as well.
getic methods and these energetic ideas which other
"This comes to us in the nature of a challenge to industries, our competitors, are taking away from us.
keep our house in order, and any agency which has
One of the things most needed in that respect is more
for its purpose the bringing about of this happy con- outside salesmen."
dition is of distinct value, an indispensable asset, and
President Jacobson introduced C. D. Greenleaf,
should have continued and enthusiastic support.
president of C. G. Conn, Ltd., vice-president of the
Bankruptcies among the factories are not often
Music Industries Chamber of Commerce, and presi-
heard of. This is so because when the occasion
dent of the Band Instruments Manufacturers' Asso-
arises, the committee from the association within the
ciation, who told of the progress of the band instru-
Chamber to which the merchandise creditors belong,
ment industry.
together with a member of the Chamber staff, by and
"Some of you who were here at the convention
with the consent of the concern in trouble, take over
its affairs, and proceed quietly, without any of the four years ago may remember a band contest which
was held out on the lake front. There were some
damaging publicity usually accompanying such diffi-
fifteen or twenty bands from this immedia'te vicinity
sulties, to administer the affairs for the benefit of
at that contest. There was held last week in Council
all concerned. Many are the successes of these com-
Bluffs, Iowa, the National School Band Contest in
mittees during the past few years. The favorable
which
twenty-three bands participated. These bands
effect to the whole industry of this service cannot be
came from all over the United States. Two of them
measured in dollars and cents.
came from California. The contest was won by the
Legislative Matters
band from Joliet, 111., and you will have the privilege
of hearing this band on Thursday.
"The legislative matters have not been numerous
"This movement is not the result of accident. This
during the past year. The revenue department regu-
KOHLER INDUSTRIES
BUYS SIMPLEX ACTION
Entire Capital Stock of Simplex Player Action
Company, Worcester, Mass., Included in
Purchase From the Conway Company.
Herbert Simpson, general manager of the Kohler
Industries, New York, has just announced the pur-
chase of the entire capital stock of the Simplex Player
Action Company of Worcester, Mass. The deal was
consummated and the stock transfer made on Thurs-
day afternoon, June 2. The business was purchased
from The Conway Company.
This new addition brings to the Kohler Industries,
one of the oldest player action companies in the coun-
try. Several hundred thousand Simplex foot-power
and electric expression actions, both upright and
grand, have been manufactured and sold during a
period of thirty years. The quality of the product is
known around the world.
Mr. Simpson's Statement.
When making the announcement, Mr. Simpson said
that for the present at least, the Worcester factory
and the entire productive manufacturing organiza-
tion would be retained. The individuality of the com-
pany will be continued as a separate and distinct unit
of the Kohler Industries and actively and aggressively
promoted as in the past.
With the conclusion of the deal, Theodore Brown,
one of the most widely known and respected figures
in the piano industry, tendered his resignation as
president and director of the Simplex Player Action
Company along with the other officers and directors
of the company.
New Officers.
Immediately following the election of new directors,
a meeting was held to elect new officers who are as
follows: W. A. Mennie, president; H. E. Lawrence,
vice-president and treasurer; A. K. Gutsohn, clerk.
Under the management of the Kohler Industries,
the Simplex Player Action Company will be pro-
moted aggressively in the future. Special attention
will be given to developing the electric expression up-
right and grand action end of the business. The serv-
ice and sales promotion program of the Simplex
will be greatly broadened and extended under the di-
rection of the Kohler Industries.
In the short interval between the time the deal
was consummated, and the hour that this issue went
to press, many congratulatory expressions of approval
have been received from manufacturers and dealers
who have used simplex actions for a period of many
years. It seems to be the consensus of opinion that
under the direction of the Kohler organization, the
Simplex will become a greater, more useful and help-
ful force to the player action needs of the piano in-
dustry.
BAPTISTS CHOSE GULBRANSEN.
For the modern Sunday School room, the Northern
Baptists' Convention meeting in Chicago last week
chose a Gulbransen Minuet Model, which was placed
on display in the model room at the Coliseum, Chi-
cago. The Northern Baptists' Convention opened
on May 31 and continued for a week. At least 20,000
persons interested in the activities of the Baptist or-
ganization had an opportunity to see the Gulbransen
Minuet Model. Literature regarding the Minuet
Model was distributed, and a twelve-color sign helps
call attention to this Gulbransen Small Upright.
C. L. BEACH WRITES VIEWS.
In a recent reorganization of the Bush & Lane
Piano Company, Holland, Mich., C. L. Beach, the
former secretary, was made treasurer and general
manager of the company. Mr. Beach's contribution
to the steady progress of the company has been out-
standing by virtue of his policies and tenacity to all
convictions tending toward the development of high-
class business. His views can be most clearly seen
in a recent article which conveys to the trade a keen
understanding of the constructive fundamentals and
ramifications of the piano business.
movement is growing because it is fundamentally
sound, and you can do a great deal toward increasing
the knowledge of the principles which are causing
this grow'th in your own community."
C. D. Greenleaf, president of the Band Instrument
Manufacturers Association and the active head of C.
G. Conn, Ltd., band instrument makers of Elkhart,
Ind., told the amazing story of the fast growth of the
band instrument business. It was an achievement
Mr. Greenleaf said was due to the work of the na-
tional association and the individual performances of
ambitious and keenly observant music dealers. It
was a speech filled with helpful suggestions to guests
interested in other phases of the music business and
glowed with the joy of great things accomplished.
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