Presto

P R E S T 0-T I M E S
The American Music Trade Weekly
Published Every Saturday at 417 South Dearborn
Street, Chicago, Illinois.
PRESTO P U B L I S H I N G CO., Publishers.
F R A N K D. A B B O T T - - - - - - - - - -
Editor
(C. A. DAN I ELL—1904-1927.)
J. FERGUS O'RYAN
_ _ _ _ _ Managing Editor
Telephones, Local and Long Distance, Harrison 0234.
Private Phones to all Departments. Cable Address (Com-
mercial Cable Co.'s Code), "PRESTO," Chicago.
Entered as second-class matter Jan. 29, 1896, at the
Post Office, Chicago, 111., under Act of March 3, 1879.
Subscription, $2 a year; 6 months, $1.25; Foreign, $4.
Payable in advance. No extra charge in United States
possessions, Cuba and Mexico. Rates for advertising on
application.
Items of news and other matter are solicited and if of
general interest to the music trade will be paid for at
space rates. Usually piano merchants or salesmen in the
smaller cities are the best occasional correspondents, and
their assistance is invited.
Payment is not accepted for matter printed in the edi-
torial or news columns of Presto-Times.
Where half-tones are made the actual cost of produc-
tion will be charged if of commercial character or other
than strictly news interest.
When electrotypes are sent for publication it is re-
quested that their subjects and senders be carefully indi-
cated.
Forms close at noon on Thursday. Late news matter
should be in not later than 11 o'clock on that day. Ad-
vertising copy should be in hand before Tuesday, 5 p. m.,
to insure preferred position. Full page display copy
should be in hand by Tuesday noon preceding publication
day. Want advertisements for current week, to insure
classification, should be in by Wednesday noon.
Address all communications for the editorial or business
departments to PRESTO PUBLISHING CO., 417 South
Dearborn Street, Chicago, III.
SATURDAY, MARCH 17, 1928.
The last form of Presto-Times goes to press
at 11 a. m. Thursday. Any news transpiring
after that hour cannot be expected in the cur-
rent issue. Nothing received at the office that
is not strictly news of importance can have
attention after 9 a. m. on Thursday. If they
concern the interests of manufacturers or
dealers such items will appear the week follow-
ing. Copy for advertising designed for the
current issue must reach the office not later
than Wednesday noon of each week.
LOYALTY
What a great attribute is loyalty in the
make-up of man ; what a royal quality in man-
kind. Loyalty to truth and to ideals; loyalty
to friends, to family and famity ties; to busi-
ness associates and business connections. The
terms "necessity," "expediency," "self-inter-
est" may sometimes be supposed to take its
place with men of superficial thought and low
limited appreciation, when loyalty itself,
would be more suitable to the purpose.
Probably no line of trade and commerce to-
day depends more on loyalty to the persons
engaged therein than the music business and
more especially the piano branch of that trade
and industry. Consistent loyalty to an ideal
on the part of piano workmen and piano man-
ufacturer creates a fine product and the exer-
cise of this virtue in the manufacturer's rela-
tions to the dealer goes very far toward mak-
ing easy the sales of a choice piano in the
hands of an appreciative and reciprocative
dealer, and is a great factor in the dealer's aid
toward building up that reputable name which
every maker of good instruments desires for
his goods.
When a piano merchant takes on a certain
line of pianos of quality, right away is sold
on the proposition that he is connected with a
house from which, in taking its product as his
leader, he depends for that moral support
which is to aid him through the subsequent
years in which he is to give the promotion;
to building up and creating that momentum
necessary to the proper representation of a
high-grade, high-class piano. The dealer's
enthusiasm for his "pet" piano becomes con-
tagious and an influence in sales and prospects,
as he becomes more and more attached to his
new-found money maker. But let an evidence
of disloyalty on the part of his manufacturer
or source of supply appear and his sales ability
wanes; enthusiasm vanishes and the entire
fabric of his business is impaired.
March 17. 1928
pitious weather continues to increase the buy-
ing power of the farmer. The condition has
a bearing on the activities of piano salesmen
throughout a wide section.
The facts that are energizing the music
dealers and filling the manufacturers with op-
timistic anticipations are in reports of the un-
emotional statisticians of the agricultural bu-
Jn the long years of the piano industry not reaus of the states and the federal govern-
many cases of downright disloyalty have ap- ment. The Northwest and Texas seem likely
peared in connection with the manufacturers to have excellent grain crops, although the
of our great pianos. Some of our pianos have weather is still a determining factor. The cot-
been represented by the same dealer for one, ton growers are optimistic as to prices, pro-
two, even three generations and in recipro- vided acreage is held down. Although shear-
cation for the dealers' years of work in build- ing has only been begun in the Southwest,
ing the piano's name, it has been the policy of money for the wool crop is beginning to pep
those manufacturers to continue business re- up music goods sales. The yield, too, is re-
lations with those dealers and agencies so long ported to be satisfactory. Live stock growers
as fairness and honesty was manifested by and feeders have done well and seem likely to
them. The mere matter of policy alone ; the do well for many months to come.
possible advantage of more sales by another
house in a change of agency has not out-
SALESMENS' REMUNERATION
weighed the debt of gratitude for faithful and
In this issue the discussion on remuneration
loyal representation ; a reciprocation which in of piano salesmen is resumed by Mr. Elmon
most cases results in increased trade; is al- Armstrong, whose letters on the subject have
ways appreciated by the dealer and in most deepened interest in this important factor in
cases is followed by increased sales of the increasing sales. Mr. Armstrong being a piano
loyal manufacturer's goods.
traveler, has the constant opportunity of elicit-
When cases arise where manufacturers do ing the views of dealers and salesmen on
break this inspiring rule and depart from for- what is just in the payment of the men who
mer traditions of a house toward customers, seek the prospects and close the sales.
Dealers and salesmen, he says, will talk
whether it be a written or an unwritten code,
such events generally sink deep into the con- freely on the subject, but seldom are inclined
sciousness of other dealers not yet affected and to put their views on paper. Mr. Armstrong's
often skepticism arises as to their own posi- ability to get their views from many, makes
tion with their manufacturers. To such it his letters of particular value and interest to
must be said, the exception proves the rule. the trade and industry.
The anonymous correspondent, the party of
Were it not for examples of the exception now
and then one would not appreciate the rule. the second part in this controversy, says he
The writer is fairly well acquainted with most will resume his side of the argument, so read-
of the great piano men of this country and ers may look for the prolongation of the dis-
practically each and every one of them is en- cussion.
Presto-Times invites an expression of views
dowed with the sense of loyalty and practices
on
the sales suggestions of the experienced
it in his business and sees that it is carried out
piano
man. Whether they agree or disagree
in his organization. Changes sometimes occur
with
those
of the writer, or propose entirely
in organizations that tend to break up tradi-
new
practical
courses, their publication should
tions, but these are not general, not many,
aid
in
the
discussion
of vital topics.
and are usually brought about by changes,
*
* *
forced or otherwise, in the personnel of or-
ganizations.
A common aim in building- up an overwhelm-
ing ideal of a united business, taking a com-*
mon pride in the achievements of all, some-
FARMER A BETTER BUYER
thing beyond individual rivalry is actuating the
One of the accepted economic facts is that piano men lately. They are trying hard to do
the farmer's frame of mind causes sure and away with the gentle art of making enemies
quick reaction on commerce and industry. In of those in their own trade. A most potent
the piano business and the music business gen- means to creating and increasing friendships
erally a good year for crops and prices in- that discourage unethical rivalry is that pro-
variably has proved a satisfactory one for vided by local clubs of men of the music trade.
sales and collections. Now the farmer is show-
* * *
ing increased purchasing power, according to
While the advertising piano dealer is mak-
the trade analysts and the fact is having a ing a successful effort to sell the pianos he may
reactive effect on the music business as well not be putting enough emphasis on selling the
as others.
store as a store. That is, he may be putting
Now that the farmer, who is the country's practically all his advertising energy into the
largest retail customer, shows the desire and selling of the goods alone. But he will find it
the ability to buy, the remainder of the in- profitable to capitalize the aspect of the house
dustrial and commercial world is losing some as an institution—its history, aims, policies
of its pessimism and the more the reasons and advantages. The good store has a good
for the farmer's change of attitude becomes storv worthy of newspaper advertising.
apparent, the more cheerful and optimistic the
* * *
rest of the country's population becomes.
As the young man's fancy turns to thoughts
Observant credit men in the music industry of new clothes at the approach of spring, so
know the close relation of the weather reports does the alert piano dealer give a fresh ap-
to good, bad or indifferent business. While cli- pearance to his warerooms at this inspiring
matic tricks may have local bad effects, if
time. That natural impulse is quite notice-
the weather is propitious for the farmer over able in the New York metropolitan district
a large section, the music dealers in the mass iust now, according to the correspondent of
will have increased possibilities for sales. Pro- Presto-Times there.
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