Presto

PRESTO-TIMES
The American Music Trade Weekly
Published Every Saturday at 417 South
Street, Chicago, Illinois.
Dearborn
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.)
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), " P R E S T O , " Chicago.
and easily discernible. To properly present
the piano the dealer himself must have the
character for dependability in the retailing of
the instruments as well as the means to exhibit
and demonstrate them in the most effective
way. And the salesman's fitness to properly
present the piano is measured by the degree
of his knowledge of the piano and his enthusi-
asm for its merits as much as by his acquaint-
ance with the mechanics of his profession as
salesman.
Entered as second-class matter Jan. 29, 1896, at the
Post Office, Chicago, 111., under Act or 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.
THE CLEVELAND LAPSE
A report of the first fall meeting of the
Cleveland Music Trades Association reveals a
Items of news and other matter are solicited and if of
general interest to the music trade will be paid for at condition in piano and playerpiano advertising
space rates. Usually piano merchants or salesmen in the
that has a reminiscently familiar ring. It was
smaller cities are the best occasional correspondents, and
their assistance is invited.
charged that Cleveland was one of the worst
Payment is not accepted for matter printed In the edi-
offenders
in the state in the use of the sensa-
torial or news columns of Presto-Times.
Where half-tones are made the actual cost of produc-
tional
type
of advertising. The danger to the
tion will be charged if of commercial character or other
than strictly news interest.
trade
generally
from the influences of the bad
When electrotypes are sent for publication it is re-
quested that their subjects and senders be carefully indi- advertising was pointed out by prominent
cated.
members of the trade.
Forms close at noon on Thursday. Late news matter
should be In not later than 11 o'clock on that day. Ad-
The condition is surprising Avhen it is point-
vertising copy should be in hand before Tuesday, 5 p. m.,
to insure preferred position. Full page display copy
ed out that music house advertising in most
should be in hand by Tuesday noon preceding publication
day. Want advertisements for current week, to insure
American cities is remarkably free from the
classification, should be in by Wednesday noon.
features objected to by the Cleveland men.
Address all communications for the editorial or business
departments to PRESTO PUBLISHING CO., 417 South
Any lapse in advertising ethics anywhere is a
Dearborn Street, Chicago, III.
disagreeable reminder of other days in which
SATURDAY, NOVEMBER 3, 1928.
a whole lot of piano publicity was written with
The last form of Presto-Times goes to press the acid of malevolent untruthfulness or mean
at 11 a. m. Thursday. Any news transpiring evasion.
after that hour cannot be expected in the cur-
It is regrettable that the trade of a fine city
rent issue. Nothing received at the office that like Cleveland should provide an advertising
is not strictly news of importance can have lapse from grace, but there is an assurance of
attention after 9 a. m. on Thursday. If they
concern the interests of manufacturers or a quick return of the offenders to the ethical
dealers such items will appear the week follow- wav. In the prompt efforts of President A. L.
ing. Copy for advertising designed for the Maresh, who has appointed a committee to-
current issue must reach the office not later make a personal appeal to the delinquents to
than Wednesday noon of each week.
conform to the advertising essential of a new-
day, the trade anticipates a satisfactory result.
THE SALES PROBLEM
The problem of more sales admittedly is the
most insistent in the piano industry. And the
means to its solution being at the hands of
everybody connected with the sale of the in-
strument, the ability, energy and character of
dealers and salesmen are foremost consider-
ations.
But now as always the merits of pianos have
a considerable bearing on results in sales. In
any period of slackening sales it has been
noted that the pianos of fine character, con-
sistently well presented to the trade and the
public, have been the last to exhibit a diminu-
tion in sales and the first to respond to quick-
ening action by the trade. The admirable
range of artistic pianos now presented to buy-
ers is a recognition of the necessity for the
proper means to attract the attention of the
public. Never before has the outward ap-
pearance of the fine instruments been given so
much attention by manufacturers.
It is fortunate for the makers of fine pianos
if their interests are served in the desirable
manner by the dealers and salesmen. Retail
houses representing the finest pianos usually
have faith in a sales force of a permanent
character. Salesmen in such houses are made
effective in their work by a thorough knowl-
edge of the pianos presented and the enthusi-
asm created by faith in the merits of the
pianos. "Proper presentation" of pianos by
the trade involves several requirements, in pro-
viding which the manufacturer, the dealer and
salesman are called upon to supply something.
The piano cannot be properly presented unless
its claims on the piano prospect are strong
Does the piano dealer who thinks business is
poor ever reflect that it is his own attitude
largely that makes or unmakes his condition ?
He may be following a line of thinking that is
permanently narrowing. How much better it
would be for him to think thoughts that in
themselves would not be far from deeds. To
see new possibilities in human nature all
around him. To tell his neighbors that a piano
in the home purifies and enlarges the sym-
pathies. That a piano indicates culture. These
are success-bringing thoughts. The piano
represents the fixing of standards of perfec-
tion that are real. That the ownership of a
piano indicates distinction from the multitude,
which is largely ignorant and thoughtless.
* * *
The piano properly presented is the piano
truthfully presented. There is no power in
selling goods equal to the plain simple truth,
quietly and earnestly told. What often is
called "high powered salesmanship" and "dip-
lomatic salesmanship," can be summed up as
misrepresentation and deception. Every sales-
man should be energetic and give the piano
merchant his entire time and thought.
* * *
Paradoxically as it may sound, the way of
some upright pianos is along a crooked path.
The piano man who drops money occasion-
ally picks up experience at the same time.
*
>K
*
When a man loses his money he is lucky if
he keeps his credit.
November 3, 1928
THIRTY W:ARS AGO
(From Presto November 3, 1898.)
Among the eastern members of the music industries
in Chicago this week is Mr. Herman Giese, the Amer-
ican representative of the great steel wire factories
of J. H. Rud. Giese of Westig, Germany.
Mrs. Frank Mattison of Baldwin avenue has pre-
sented each of her daughters with an elegant new up-
right Clough & Warren piano from the warerooms
of Pontiac Music Co.
Miss Minnie Carpenter has been presented with a
splendid $600 Chickering piano by her father.—
Kirksville (N. Y.) Post.
We have already referred to Carl Bronson's facility
as a composer. One of his recent compositions is a
dashing march in which are celebrated in rhythmical
movement the valiant deeds of our heroes in the
blue—Pontiac (Mich.) Gazette.
Elsewhere this week The Presto refers to the pres-
ence in Chicago of Mr. Herman Giese, American rep-
resentative of the celebrated wire manufacturer, J. H.
Rud. Giese of Westig, Germany. Mr. Herman Giese
is a son of the founder of the great piano-wire indus-
try, an illustration of whose factory appears herewith.
It is rumored in New York that Krakauer Bros,
may take the old Haines Bros, factory. The Kra-
kauers need more room and better facilities, conse-
quently it is natural that they should turn an eye
toward the big empty building on Southern Boule-
vard.
Was it a quotation, or was it but the inspiration of
the moment—that beautiful expression of poetry
which Pres : dent McKinley let fall in his recent In-
dianapolis speech, when he said of the Stars and
Stripes:
"In many a battle's tempest
It shed the crimson rain,
And what God has woven in his loom
No man can break in twain."
Arguments almost without end have been brought
to bear upon the cheap pianos. It has been shown,
not only that a poor piano is worthless as an invest-'
ment, but that it is a jarring element in both busi-
ness and domestic circles. The cheap piano is a
delusion, and its t r nny tones are more to be dreaded
than the howl of a western cyclone, the shriek of the
hungry wolf, or the cry of an infant in a sleeping car.
With the new Vose & Sons Co warerooms at 218
Wabash avenue, Chicago will add one more to the
list of piano palaces.
One of the things that impresses itself upon the
casual traveler in the trade ia the manner in which
the "Singer" piano is spreading over the country.
In a recent eastern trip THE PRESTO was both
surprised and pleased to find the "Singer" pianos in
the warerooms of live dealers in both large and
small cities.
The following item, from the Wabash, Ind., "Star,"
last Saturday, is of interest: "A leading firm of piano
manufacturers of Chicago is negotiating with the
Board of Trade at Huntington, with a view of remov-
ing their works to the latter place. They have sub-
mitted a proposition for a factory site and a large
bonus in cash, and the board is now investigating
the offer, which if it proves as represented, will be
accepted. The concern is said to employ several hun-
dred men."
One of America's strongest claims to supremacy in
piano production is found in the "Estey" piano,
manufactured by the Estey Piano Co., New York.
In all the history of the American musical industries
no house stands higher than that of Estey.
For a
full half century the name of "EsteyV has been
familiar to the musical world, and always as repre-
senting the highest order of merit and the best-
drected ambition. Today the "Estey" piano fully
sustains the record of the past, and has lifted still
higher the honor of the name.
Seven octave organs in cases closely resembling
the upright piano have taken a firm hold upon trade
and music loving public. Among the most salable
and attractive of these piano organs are those of H.
Lehr & Co., Easton, Pa.
The house of Hallet & Davis Co. is one of the
o'dest in the piano trade both in years and honor.
The business was begun in 1839 by Mr. George H.
Davis, and was carried on by him for forty years,
at which time (1870) he died.
T. J. Miller, of Dixon, 111., carries a fine stock of
pianos, including the A. B. Chase, Pease and Kings-
bury; also organs of the well-known make of Chase,
Story & Clark and the Cottage Organ Company.
Mr. Calvin Whitney was in Chicago on Monday
and said to a PRESTO writer that last month was
the largest August, in point of orders, in the history
of the A. B. Chase Co.
Mr. V. W. O'Brien, traveler for Kranich & Bach,
is making quite an extended trip through the west,
visiting the trade in Iowa, Illinois, and West Mis-
souri. The Kranich & Bach pianos were never so
good as now and the dealers find unfailing satisfac-
tion in handling them.
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