Presto

PRESTO-TIMES
The American Music Trade Weekly
Published Every Saturday at 417 South Dearborn
Street, Chicago, Illinois.
the home, of piano playing, of the social and
cultural value of the ability to play the piano
and of easy and quick means to acquire the
piano playing accomplishment. The strength
of the piano appeal is its merit as a musical
instrument.
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
THE NEW PIANO DAY
June 30, 1928
nois Company. The plans regrettably arrived
too late for review this week, but will receive
attention in next issue.
It is heartening to the piano trade to know
that active houses after results are getting
them. The methods of bright sales managers
in other industries should suggest new sales
processes to those of the piano trade. What
Gulbransen and Chrysler are doing to enliven
sales will get attention in the feature columns
in next issue.
Every business, even that whose commod-
Telephones, Local and Long Distance, Harrison 0234.
ities have the greatest allurements to pur-
Private Phones to all Departments. Cable Address (Com-
mercial Cable Co.'s Code), "PRESTO," Chicago.
chasers, in time is confronted with a selling
Entered as second-class matter Jan. 29, 1896, at the
problem. Nobody doubts the interest of the
Post Office, Chicago, 111., under Act of March 3, 1879.
The dance craze, not radio, is the greatest
Subscription, $2 a year; 6 months, $1.25; Foreign, $4. public in the automobile. But even while that
Payable in advance. No extra charge in United States
cause for decrease in piano sales in England,
possessions, Cuba and Mexico. Kates for advertising on interest continues to grow, the necessity for
application.
new selling schemes is acknowledged by the according to S. E. Moon, chairman of the Fed-
Items of news and other matter are solicited and if of
general interest to the music trade will be paid for at most successful makers. The whole world eration of British Music Industries, who gave
space rates. Usually piano merchants or salesmen in the seemingly is a listener-in on radio, but the the opening address at the recent convention
smaller cities are the best occasional correspondents, and
their assistance is invited.
radio trade and the music dealers handling of that body. The reporter for the Music
Payment Is not accepted for matter printed In the edi- radios are aware of the existence of a radio Trades Review of London saw corroborative
torial or news columns of Presto-Times.
Where half-tones are made the actual cost of produc-
facts at the trade meeting: "There was danc-
tion will be charged if of commercial character or other sales problem.
thnn strictly news interest.
ing
every night in the ballroom, dancing till
The
piano
business
has
been
confronted
with
When electrotypes are sent for publication it is re-
quested that their subjects and senders be carefully indi- an acute sales problem for several recent the small hours. We never saw any member
cated.
Forms close at noon on Thursday. Late news matter years; an entirely different set of circum- of the convention touch a piano, but we saw
should be in not later than 11 o'clock on that day. Ad- stances from those which used to harass deal- very few who were not fox-trotting, waltzing
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 ers and salesmen heretofore comprise that and even whirling through the polka."
day. Want advertisements for current week, to insure problem. Like all problems, the piano selling
classification, should be in by Wednesday noon.
Address all communications for the editorial or business problem requires understanding for its solu-
'WAY BACK IN PRESTO
departments to PRESTO PUBLISHING CO., 417 South tion. But too many piano men do not look for
Dearborn Street, Chicago, III.
causes even while they fret over effects. In a
(From Presto, June 26, 1890.)
SATURDAY, JUNE 30, 1928.
valuable article in Presto-Times of last week,
The Music Trade Review informs its readers that
Mr. A. G. Gulbransen set down the necessities "Mr. N. M. Crosby is now representing the New
The last form of Presto-Times goes to press when he said: "The men in the retail piano England Organ Co., as traveler," which prompts
to ask what that good looking, untiring
at 11 a. m. Thursday. Any news transpiring business must realize that they are in a new PRESTO
and systematic little man was doing six, nine, or
after that hour cannot be expected in the cur- business. They must realize that the methods twelve months ago; a year ago, two, three, four, five
rent issue. Nothing received at the office that
years ago, for that matter, if he wasn't "representing
is not strictly news of importance can have that so many merchants have been going along the New England Organ Co., as traveler." Mr.
attention after 9 a. m. on Thursday. If they on are not swift enough; not productive Crosby has been with the New England Organ Co.
these many years and traveling thousands and thou-
concern the interests of manufacturers or enough for the present age.''
sands of miles for Mr. McLaughlin.
dealers such items will appear the week follow-
Our bright (red) contemporary, The Indicator,
ing. Copy for advertising designed for the In the automobile and radio industries and
current issue must reach the office not later other industries making commodities with an has been doing some good work; it has been arising
undoubted appeal to buyers, the scientific and from bed and preparing its toilet before breakfast.
'han Wednesday noon of each week.
In ether words, it says it has done its duty by get-
mechanical experts only provide a part of the ting out regularly on the day of publication.
essentials for the success of the companies.
The London and Provincial Music Trades Review
PIANO AS A MEANS TO MUSIC
Other essentials are in the publicity, the meth- of June 15, says that Mr. Wm. Steinway is expected
The piano promotional plans which have ods of approach to the prospects and the finan- in London shortly and will remain there about a
their basis'in the teaching- of music, the en- cial expedients that popularize the deals. And week, afterwards visiting his branch establishment
at Hamburg.
couragement of piano classes anywhere and a highly important essential is the persistent
Snce the recent incorporation of the business of
everywhere, are proceeding according to true activity of the dealers and salesmen, a phase the large firm of Mathushek & Son, New York, into
principles. These are founded on the need of coming under the head of approach. Without a stock company and the addition of increased capi-
as well as business ability, the business of the
music as an incentive to the musical instru- this activity the selling problem which these tal
establishment has taken a sudden revival; past unfilled
ment buying thought. The application of the industries admit would be more acute.
orders are being shipped, and fresh orders are com-
ing in satisfactorily.
principles in a most admirable way is seen in
A letter from Richmond, Ind., dated June 24th,
Piano manufacturers have been commend-
the piano playing tournaments which mark the
1890, to Mr. Frank D. Abbott, Editor of the Presto,
ably
alert
in
improving
the
instruments
and
in
progressiveness of local groups of dealers
Chicago, says: "Dear Sir:—Replying to yours of
anticipating the possible requirements in their June 17th, written from Cincinnati, asking about the
throughout the country.
to our factory, will say that we have been
The aim of the piano trade frankly is to form and finish. Publicity aids of acknowl- addition
working this entire year on additions; for instance,
edge
potency
have
been
provided
by
alert
man-
sell pianos. Advertising induces the prospects
we have just completed the dry house that holds a
to select certain pianos from the stocks of cer- ufacturers who also have prepared sales cam- vast quantity of lumber, putting in more extensive
boilers, 125 horse-power, putting in a large tank
tain dealers and so its purposes are affected. paign plans free for the asking. These things ent'rely
under the ground to collect all the con-
are
their
contributions
to
the
intensive
meth-
Pianos, piano music and piano playing already
densed water from steam through the factory, and
are features of life so that the purposes of ods required for the solution of the piano sell- we have a large force of laborers and masons build-
ing an addition to our main factory, 42 ft. by 60 ft.,
pianos do not have to be. explained in the man- ing problem. The progressive manufacturers and
four stories high.
wisely
have
acknowledged
the
existence
of
a
ner that other nationally advertised things
The
W. W. Kimball prize, a diamond medal for
have to be explained to readers. But the gen- selling problem and look to the dealers as the best pianist in the graduating class of the Chi-
eral knowledge of the piano's uses is not of partners in the job of solving that problem. cago Musical College, was awarded to Miss Mathilde
B. Stumpp, Tuesday night.
itself potent to prompt piano sales. Pianos are Dealers who realize, the necessities of the new
D. H. Ealdwin & Co., Cincinnati, is one of the
day
in
the
piano
trade
are
keen
to
see
the
ad-
bought because they are the means to making-
greatest music houses in this country—in some re-
music and their sales appeal most strongly in- vantages the manufacturers provide towards spects they are unrivalled. Their interests are far-
reaching and their trade very extensive. We shall
fluences those who are able to make use of the making sales.
have something special to say of this house later on.
means.
Carl Hoffman, of Leavenworth, has composed and
published a transcription for piano, on Welling's
INTENSIVE
SALES
METHODS
It is clear that the consideration of music is
song, "Some Day," which he has dedicated to Mr.
Intensive sales methods are now employed P. J. Gildemeester, of Chickering & Sons, of New
the strongest argument in the appeal for piano
sales. The moment that music disappears all the year round by ambitious houses in every York.
Mr. Achille Tomasi, musical director of the Emma
from the argument all real need for the mu- trade. The vigorous pursuit of the prospect Abbott
Opera Company, has recently given his en-
is
no
longer
limited
to
offsetting
the
so-called
sical instrument disappears likewise. The
dorsement of the B. Shoninger Company piano.
Mathew Griswold, president of the Shaw Piano Co.,
principle is plain that all desires for the pur- summer slump but is employed all the time by
Erie,
Pa., has beeen nominated by the Republicans
enthusiastic
sales
departments.
chase of a musical instrument rests upon the
of his (the 26th) district, to represent them in Con-
By
a
coincidence
the
detailed
plans
for
a
ability and desire to play. The course that the
gress.
The annual convention of the Board of Music
piano manufacturers and groups of piano deal- sales campaign reached Presto-Times this
Trade, met at the Gilsey House, New York, last
ers now are following is obviously the wise week from the Gulbransen Company and an- week,
Wednesday. The meeting was pleasant and
—the spreading of the gospel of music in other active sales pursuer—the Chrysler Illi- satisfactory. Jno. C. Haynes was elected president,
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