Presto

PRESTO-TIMES
July 9, 1927.
and it is found that the chronic ethicless ad-
In an article in Presto-Times this week Mr. vertiser is usually a hard-boiled person not
Mark P. Campbell analyzes the incidents of a amenable to the friendly advances of his com-
The American Mtuic Trade Weekly
trade convention with the ability of the keen petitors who play the game squarely.
That suggests the conclusion that the best
Published Every Saturday at 417 South Dearborn
observer of causes and their natural results.
Street, Chicago, Illinois.
way
to cure the "bait" or any other evil in the
His article gives his original viewpoints, the
Editor*
C. A. DANIELL and FRANK D. ABBOTT
music
trade is to extend the membership of
truth of which every deliberative dealer and
the
local,
state and national trade associations.
Telephones, Local and Long Distance, Harrison 234-
manufacturer will readily see.
Private Phones to all Departments. Cable Address (Com-
Selfishness
is blinding in business. The piano
merclal Cable Co.'s Code), "PRESTO," Chloago.
He does not consider a record attendance by
dealer,
for
instance, who thinks only of his
Entered as Becond-cjaga matter Jan. 29, 1896. at t i e
dealers at the business sessions a requirement
Post Office, Chicago, Illinois, under Act of March S, 1879.
own
deals
is
unconcerned about the effects of
of success for a convention. Of course, at-
Subscription, 92 a year; 6 months, f 1 ; Foreign, 94.
his
methods
on
the piano business of others.
tendance thereat is an evidence of interest in
Payable, In advance. No extra charge in United States
possessions, Cuba and Mexico. Rates for advertising on
His
salvation
may
be accomplished by mak-
the proceedings and a fact conducive to the
application.
ing
him
more
human;
more prideful in per-
better understanding of the trade problems
Items of news and other matter are solicited and if
forming
a
clean
part
in
the
trade. Sign him up!
of general interest to the music trade will be paid for which embarrass the trade, increases dissatis-
at space rates. Usually piano merchants or salesmen faction and decreases profits.
in the smaller cities are the best occasional corre-
Every convention is successful even when
spondents, and their assistance is invited.
SAN FRANCISCO NEXT WEEK
attendance at the business sessions is slim,
Payment is not accepted for matter printed in the
Next week the fourth annual convention of
according to Mr. Campbell, because the gath-
editorial or news columns of Presto-Times.
Where half-tones are made the actual cost of pro- erings give the manufacturer and dealer the the Western Music Trades Association will be
duction will be charged if of commercial character, delightful opportunity of meeting face to face. held at the St. Francis Hotel, San Francisco,
or other than strictly news interest.
and the usual anticipations suggest themselves
When electrotypes are sent for publication it is In these convenient meetings two is a quorum
in connection therewith.
requested that their subjects and senders be carefully and business may start without formalities.
indicated.
Given a delightful location, a congenial
The opportunities provided by the conven-
crowd,
an array of motives, any gathering of
tion
for
the
meeting
of
dealer
and
dealer,
man-
Forms close at noon every Thursday. News mat-
ter should be in not later than eleven o'clock on the ufacturer and dealer, manufacturer and manu- men of the music trade is bound to be well
same day. Advertising copy should be in hand before
attended and successful in its outcome. As the
Tuesday, five p. m., to insure preferred position. Full facturer and piano traveler with any or all of
page display copy should be in hand by Monday noon them, provide the incidents which make every meeting in San Francisco has all the require-
preceding publication day. Want advs. for current
ments mentioned it is safe to anticipate that
week, to insure classification, must not be later than convention a success.
Wednesday noon.
a cheerful and profitable time will be the re-
Address all communications for the editorial or business
sult.
departments to PRESTO PUBLISHING CO., 417 South
A SIGNIFICANT SIGN
Dearborn Street, Chicago t III.
The music dealers of the west take their
One of the most pride-inspiring exhibits at
membership
in the trade associations seriously.
SATURDAY, JULY 9, 1927.
conventions of the music trade is the display
Attendance at the conventions is performed
of piano advertisements submitted by music
as a duty and participation in the deliberations
houses. It is a revealing mark of the adver-
there considered a rite. In pointing to the
tising status of the trade and in taste and the
indifference to the business sessions of the
MR. C. A. DANIELL
power to convince suggests a high degree of
Mr. C. A. Daniell, whose death is reported progressiveness. The advertisements, for in- members of the National Association of Music
on the opposite page, had been co-editor of stance, shown at the recent convention at the Merchants at the Chicago convention, Edward
this paper for a good many years, during which Stevens Hotel, Chicago, were conspicuous in H. Uhl, held up the western trade organiza-
he keenly enjoyed his work and extended the their high character generally and their sen- tions as shining examples to be followed.
ever-growing circle of his friends in the trade. sible appeal to the kind of people able to ap-
He was a man who considered his friendships preciate good pianos.
The spirit of the Jesse French & Sons Piano
the highest privileges and although he was of
Co.,
New Castle, Ind., was expressed in the
There was no element of "give away" meth-
the reserved kind, the number of his friends ods in the fine examples shown at the conven- cover page advertisement of Presto-Times last
r
grew with the passing of the years.
tion; they constituted salesmanship, not show- w eek. It was the announcement of the one
Men in every phase of the trade sought his manship, and in the least degree did not sug- hundred thousandth Jesse French & Sons
advice in the crises of their business lives. It gest the "something for nothing" stunt of the piano and what the words conveyed was the
was freely given and highly appreciated, be- carnival lot. Music trade advertising has spirit of performance. The hundred thousand
cause each one was confident the advice was grown away from that, despite the occasional calls for Jesse French pianos completed in the
based on the observation, keen judgment and show of moral obliquity on the part of a few shipment of that high-numbered instrument,
experiences of a life practically devoted to the houses. Indeed, it may be claimed that piano was each one a proof that "the public is de-
interests of the music trade.
merchants, as a rule, present their instruments manding good pianos." The quoted statement
In his experiences it had been proven to on their merits and that those who employ the was the opening line in the ad and it stood as
him that every important occurrence in the "give-away" appeal for customers are regret- the reason for the production of the Jesse
French piano numbered 100,000.
music business influences subsequent history able exceptions.
* * *
in a greater or lesser degree. So in speech
or writing, his ideas were rendered more
A display advertisement of R. G. Lawrie,
CURE FOR TRADE EVILS
Ltd., Glasgow, Scotland, in the newspapers
illuminative by the memories of past events.
"Bait advertising" and the bid practice of
and magazines is an optimistic suggestion to
His mind recalled the spirit and feelings of
filling the windows of a store with "bait"
the public to say it vociferously. The com-
the music trade through successive years and
which cannot be purchased inside has long
pany manufactures far-famed bagpipes which
it provided a valuable means of comparison
been discredited but unfortunately it still per-
are offered on the installment plan at "thirty-
with the tendencies and procedures of the
sists in some quarters, according to the Bet- three shillings down and the balance in small
present time. This ability to analyze motives
ter Business Bureau of New York City which monthly payments.
and incidents as they occurred assured an im-
believes, however, that the ranks of the win-
* * *
pulse for progressiveness which added to the
dow baiters are becoming thinned. Practically
value of his judgment.
Salesmen are finding indisputable arguments
the same report is made by bureaus elsewhere.
in
the article by W. H. Doyle in a recent issue
Mr. Daniell was blessed by nature with
"Bait advertising," the offering of some-
varied abilities, all conducive to his success in thing for nothing, by piano dealers is not un- of Presto-Times. "Imagine," says Mr. Doyle,
the music trade paper work in which he found common and the practice was condemned at something happening that would leave the
his greatest joy. In his philosophy, success the recent convention of the music trades in world without a single piano."
in life is the measure of the working joys it Chicago. Local associations of piano mer-
* * *
affords.
It
is
certain
that
the
period models are serv-
chants occasionally have to tackle a "bait ad-
ing
to
stimulate
the
industry
and trade. The
The keenest regrets at his passing are felt vertising" problem and they usually succeed
new
business
from
them
helps
to enliven the
by his fellow-workers on Presto-Times, a few in elminating it by personal appeal of mem-
warerooms
and
they
have
brought
an added
of whom look back at long years of pleasant bers to the delinquent dealer. If a "bait" ad-
association with him.
zest
to
the
piano
business,
the
effects
of which
vertiser can be made to join the local associ-
ation of music merchants his cure is assured are widespread.
SUCCESSFUL CONVENTIONS
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