Presto

PRESTO-TIMES
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.
Editor
F R A N K D. A B B O T T
- - - - - - - -
(C. A. DAN I ELL—1904-1927.)
Managing Editor
J. FERGUS O'RYAN
Telephones, Local and Long Distance, Harrison 0234.
Private Phones to all Departments. Cable Address (Com-
mercial Cable Co.'s Code), " P R E S T O , " Chicago.
Entered as second-class matter Jan. 29, 1896, at the
Post Office, Chicago, III., under Act of March 3, 1879.
well. From the advance accounts it will be a
display of manufactured commodities that
would make any industry proud.
In getting ready for the annual convention
of 1928 the various committees have displayed
a great deal of originality in their plans and
great persuasiveness in pleas for as big at-
tendance, all of which Presto-Times has been
pleased to feature as they were presented.
Our issue of June 9 will carry the completion
of the story of an interesting music trade
event.
June 2, 1928
have no monopoly on the evidences of mod-
ernity. All over the country are little stores
where everything shows the carrying out of
an admirable plan which recognizes no favored
season for the purchase of musical goods. The
places are always conducive to the buying* de-
sire. The professional and amateur are at
home in these stores and feel encouraged by
the methods of showing the goods.
A CHAMBER VICTORY
Another inspiring instance of the helpful-
Subscription, $2 a year; 6 months, $1.25; Foreign, $4.
ness
of the Music Industries Chamber of Com-
Payable in advance. No extra charge in United States
BANKER ON INSTALMENT PLAN merce in matters relating to the music trade
possessions, Cuba and Mexico. Rates for advertising on
application.
In an address by Mr. J. Edward Maas, vice- and industry in all their phases, is shown in
Items of news and other matter are solicited and if of
president
of the Illinois Merchants' Trust the virtual winning of the fight against double
general interest to the music trade will be paid for at
space rates. Usually piano merchants or salesmen in the
Company,
Chicago,
delivered to a convention taxation under the instalment regulations. An
smaller cities are the best occasional correspondents, and
their assistance is invited.
of jewelers and reprinted in another page of amendment entirely favorable to the music mer-
Payment Is not accepted for matter printed in the edi- this paper, the old custom of instalment sell-
chants has been placed in the new revenue act
torial or news columns of Presto-Times.
Where half-tones are made the actual cost of produc-
ing
is
discussed
from
the
point
of
view
of
the
just
passed by the Senate. Under this new
tion will be charged if of commercial character or other
than strictly news interest.
banker. The instalment plan is such a familiar provision, the Government cannot recover ad-
When electrotypes are sent for publication it is r e -
quested that their subjects and senders be carefully indi-
part of music goods selling that the observant ditional taxes in respect of income reported
cated.
banker's talk to the jewelers is obviously per- in the instalment basis.
Forms close at noon on Thursday. Late news matter
tinent for presentation to our readers.
should be in not later than 11 o'clock on that day. Ad-
The bill, which has been returned to the
vertising copy should be in hand before Tuesday, 5 p. m.,
Any expression of views on a custom as old
to insure preferred position. Pull page display copy
House again where it will probably be passed
should be in hand by Tuesday noon preceding publication
as commerce itself, should interest people in
day. Want advertisements for current week, to insure
sometime this week. At least it is expected by
classification, should be in by Wednesday noon.
a trade where instalment selling- is generally
officials of the Chamber to be passed by both
Address all communications for the editorial or business
considered good economic practice. Finan-
departments to PRESTO PUBLISHING CO., 417 South
House and Senate within the time stated.
Dearborn Street, Chicago, III.
ciers vary in their opinions, some view it with
The splendid co-operation of the merchants
alarm and others believe it does not lead to
SATURDAY, JUNE 2, 1928.
has been responsible in a large degree for the
any dangerous situation. Piano manufactur-
favorable action of the Senate, according to
The last form of Presto-Times goes to press ers say that by increasing" quantity produc- the officials of the Chamber. The Chamber
at 11 a. m. Thursday. Any news transpiring tion, the instalment plan decreases the cost has been campaigning vigorously against the
after that hour cannot be expected in the cur- of goods to the consumer. Observant dealers
rent issue. Nothing received at the office that say the duty to keep up the instalments on a double taxation provision of the present rev-
is not strictly news of importance can have piano or anything else causes a family to adopt enue act since the first hearings of the House
Ways and Means Committee last November.
attention after 9 a. m. on Thursday. If they
concern the interests of manufacturers or a budget and stimulates thrift. Considering It is gratifying that the amendment was passed
dealers such items will appear the week follow- its close relation to the music trade, Mr. Maas' by the Senate Finance Committee without a
ing. Copy for advertising designed for the address should be read with interest.
dissenting voice.
current issue must reach the office not later
'han Wednesday noon of each week.
LESSON AT CONVENTION
Does the piano dealer who thinks business is
One lesson made clear to the dealer at every poor ever reflect that it is his own attitude
SIGNIFICANCE OF CONVENTION convention is that there is business all the time
largely that makes or unmakes his condition?
On Monday of next week, the looked for- if he can induce it to come his way. It is broad-
He may be following a line of thinking that is
ward to June 4, a large proportion of the men ening to hear prominent men in national life
permanently narrowing. How much better it
who make pianos and other musical instru- or those successful in other phases of trade,
would be for him to think thoughts that in
ments and those who sell them to the public speak at the business sessions, but the man-
themselves would not be far from deeds. To
will start annual convention proceeding's that to-man talks of fellow dealers are more potent
see new possibilities in human nature all
are expected to inaugurate a new era in the for direct influence on selling thought and
around him. To tell his neighbors that a piano
music trade. It may not be the largest con- action.
in the home purifies and enlarges the sym-
vention gathering since the first of the series
Of very beneficial effect are the talks by pathies. That a piano indicates culture. These
thirty-one years ago, but there is no doubt it music merchants who cite their own experi-
are success-bringing thoughts. The piano
will compare with any meeting of the series ences in support of their theories. The sched-
represents the fixing of standards of perfec-
in that respect.
ule of the business sessions of the convention tion that are real. That the ownership of a
That the convention at the Hotel Commo- in the Hotel Commodore, New York, begin- piano indicates distinction from the multitude,
ore. New York, should be a good one in the ning June 4, promises much in this respect. which is largely ignorant and thoughtless.
most essential particulars, is suggested in Inducing customers to come his way is the
many ways. For one thing, dealers every- continuous effort of this ambitious and suc-
The piano properly presented is the piano
where are more than ever interested in the cessful dealer. He does it in a variety of ways,
purposes of the annual meetings. The observ- the most important being attractiveness in the truthfully presented. There is no power in
ant ones see the source of inspiration and store. And he impressed the fact that all at- selling goods equal to the plain simple truth,
stimulation in the co-operative character of tractiveness is a requisite quality outside as quietly and earnestly told. What often is
the Chamber and tfie various associations.
well as inside the store. An attractive ar- called "high powered salesmanship" and "dip-
This is a time when there is a larger pro- rangement of goods in the show window as lomatic salesmanship," can be summed up as
portion of pessimists in the trade than ever well as inside are necessities for creating bus- misrepresentation and deception. Every sales-
man should be energetic and give the piano
before. In cheerful contradiction there is a iness every day.
merchant his entire time and thought.
growing group of manufacturers and dealers
The alert dealer who does business in a
* * *
who are enthusiastically confident that the small town realizes the advantages of such
Paradoxically as it may sound, the way of
turn has come in the tide of music goods af- selling aids as attractive interiors and show
fairs and that we are at the beginning of a windows. A visit to a big city like New York some upright pianos is along a crooked path.
* * *
new' era of prosperity. The events of next gives him many opportunities for observing
week will go far to establish a sanguine, hope- effective music goods displays. The show win-
The piano man who drops money occasion-
ful and co-operative attitude that will make dow, like the newspaper advertisement, cre- ally picks up experience at the same time.
good the pleasant anticipations of the op- ates the buying thought which salesmen on the
* * *
timists.
inside change to realization. The prospect
When a man loses his money he is lucky if
The earnestness of the manufacturers is must first be made interested in the thing he he keeps his credit.
shown in the size of their displays and not eventually buys and the show window provides
* * *
only are they bigger than ever before, but the most potent means to sales.
The pianos that are thrown at the public sel-
they are of a more interesting- character as
But all the same, the big stores in the cities dom make a hit.
n*
^P
*!"*
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