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.
F R A N K D. A B B O T T - - - - - - - - - -
(C. A . D A N I ELL—1904-1927.)
J. FERGUS O'RYAN
_ _ _ _ _ Managing
Editor
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.
Entered as second-class matter Jan. 29, 1896, at the
Post Office, Chicago, III., 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. Pull 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. DECEMBER 22. 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
f han Wednesday noon of each week.
BRIGHT LOOKOUT FOR 1929
The anticipations of observant men in both
the manufacturing" and retail phases of the
piano trade are that the year 1929 will be a
good one. Xot merely good in comparison
to the year just closing, but a year which will
create a revival in piano selling that will be
satisfactory. The trade papers will neces-
sarily do their share in the realization of the
broadcast advertising plan. To make the
campaign complete the manufacturers realize
that the trade papers can not be left out of
the scheme. And aside from any question of
individuals who, for any reason may fail to
sustain the co-operative effort the results must
prove adequate to the money invested and
non-subscribers must alike profit by it.
The campaign to put the piano classes in
schools together with the efforts of piano
dealers in starting group piano classes in their
stores is showing excellent results, both in
enthusiasm for the work and in an actual
stimulation in piano selling. The broadcast-
ing of the idea to "buy more pianos" by means
of liberal slogans or convincing indirect ways
of promotion has developed initiative in the
trade.
The manufacturers use the advertising
pages of the trade papers with which to keep
the dealers in close touch. And the trade
papers are always prepared to tell their ad-
vertisers what the manufacturers are doing,
and to "feature" the appearance of new styles
or other matters which help to induce sales.
The dealers naturally prefer to sell instru-.
ments with which they are familiar, because
they find them exploited in the trade papers.
And he must be a dull salesman who can not
employ the trade paper as an influence in
closing sales.
So that the tie-up, as between the general
publicity and the trade press, must be the
most powerful sales stimulant. And the man-
ufacturers who take advantage of the tie-up
will profit by the increased activitv of the
dealers who take advantage of the special op-
portunities suggested.
December 22, 1928
THIRTY=FIVEJVEARS AGO
(From Presto, December 21, 1893.)
The purchase of the finished Anderson pianos by
Mr. M. A. Paulsen of the Century Piano Co., Min-
neapolis, Minn., has already been chronicled in these
columns. It was not known last week, though, that
the intention was to purchase the entire stock and
plant of the Anderson Piano Co. and remove it from
Rockford to Minneapolis, securing, as well, Mr. John
Anderson to run the business in the latter city.
Messrs. Lyon & Healy are to the fore as usual
with very elaborate decorations for Christmas. Their
State street windows attract great crowds. The win-
dows are very handsomely dressed, and have in them
a multitude of instruments of all kinds, sorts, shapes
and sizes.
The Wilcox & White self-playing symphony organs
are in steady demand, so much so that the factory is
working ten hours a day for six days a week.
SIGN 'EM UP
Mr. E. H. Story, president of the Story & Clark
"Rait advertising" seemingly is being prac- Organ
Co., left New York yesterday by the steam-
ticed in nearly every city in the country, and ship City of Paris for Europe. Mr. Story is going
it is alleged that the piano trade is doing a abroad for the purpose of looking after the European
factory, but it must be remembered that Mr. Story
share of it. "Bait advertising" and the old has
never yet seen that factory in full running opera-
practice of filling the windows of a store with tion, having returned to America before it was com-
"bait" which cannot be purchased inside, has pleted.
The following letters addressed to music or music
long been discredited but, unfortunately, it
trade interests have recently been advertised at the
still persists in some quarters, according to Chicago pest office: Burdette Co.; "Camp & Co."
the Better Business Bureaus of several cities ; (Camp & Co. p:'ancs, Estey & Camp, State and Jack-
but many believe, however, that the ranks of son streets), Jacob Bros., Wurlitzer, Rudolph & Co.
(Rudolph Wurlitzer & Bro. are at Cincinnati).
the window baiters are becoming thinned.
Messrs. Phil Starck, Caldwell and Rockwell, travel-
"Bait advertising," the offering of some- ing representatives cf the Story & Clark Organ Co.,
thing for nothing, by piano dealers is not un- came in to Chicago last week to see Mr. E. H. Story
common and the practice has been condemned before his departure for Europe. Mr. Starck, in
speaking cf the general cry of "hard times," said that
at the conventions of the music trades for for his part he had found trade remarkably good in
several years. Local associations of piano the South, where he has been for some time past, and
merchants occasionally have to tackle a "bait that the cry was not echoed down there.
Notice has been previously made of the dinner
advertising" problem and they usually succeed
given by the society of musical instrument manufac-
in eliminating it by personal appeal of mem- turers of Paris to M. Thibcuville Lamy, president of
bers to the delinquent dealer, if a "bait" ad- the society, and his ; confreres, who were in attendance
vertiser can be made to join the local associ- at the World's Fa r. There were 65 present. The
meeting was opened by a few remarks from the vice-
ation of music merchants his cure is assured, president of the association, Mr. Gustav Lyon, who
and it is found that the chronic ethidess ad- was also the promoter of this dinner. He thanked
M. Lamy and the others, MM. Herrburger, Monte
vertiser is usually a hard-boiled person not and
Chevrel, who did not hesitate to go to America
amenable to the friendly advances of his com- in attendance on the World's Fair, representing France
and her people, taking with them the urbanity and
petitors who play the game squarely.
courtesy of the French, and how, he was happy to
That suggests the conclusion that the best say,
brought back with them much of the brightness
way to cure the "bait" or any other evil in the and energy of the American.
music trade is to extend the membership of
The Music Trades says that Mr. La Grassa, super-
the local, state and national trade associations. intendent of the Hardman factory, has left his posi-
Selfishness is blinding in business. The piano tion and will manufacture pianos on his own account.
Mr. Chas. H. McDonald, western manager of the
dealer, for instance, who thinks only of his Pease
Piano Co., is pretty generally known as having
own deals is unconcerned about the effects of a heart extraordinarily large. I dropped in there the
his methods on the piano business of others. ether day and found him cutting cancelled stamps
envelopes. I naturally inquired why he was doing
His salvation may be accomplished by mak- it off for
the stamps were not especially valuable, not
ing him more human; more prideful in per- coming from foreign countries, and after a little hesi-
forming a clean part in the trade. Sign him itp! tation he told me he was doing it for the sake of a
little girl who was trying to collect a great number of
stamps, for which she was to receive the sum of $50.
The activity of the association of "93ers" in
It appears that the Chase Bros, charges against the
Chicago provides a suggestion for men of the musical judges at the World's Fair will not down.
Echoes of the fight are heard every week, and while
music trade. The "93ers" association com- there is nothing that may be called new to be said,
prises most of the men who had one thing or I heard murmurs that Chase Bros, have a lot of new
another to do with the World's Fair in Chi- evidence to substantiate their charges.
There may be seen at the warerooms of the Mason
cago. Harry Edward Freund, widely known
& Hamlin Organ & Piano Co. a portion of a piano
in the music trade, is an active member of the that went through a cyclone July 6 at Pomeroy, Iowa.
committee. The success of this association It was found two miles from the home of Mrs. F. F.
suggests the question.. Why not a grouping of Ackerly, the owner. Although badly battered, it is
not useless and its present condition shows the re-
the music trade men who had connection with markable strength of the materials used in the con-
the exhibits of pianos and other musical in- struction of the Mason & Hamlin pianos.
Mr. Leo Herrwagon, Chicago manager for the Far-
struments during the period of the World's
& Votey Organ Co., left yesterday for his home
Fair? There are quite a few in the city and rand
in Little Rock, Ark., for a short vacation. He has
thev could have as reminiscently joyous a been attending strictly to business for a long time
past and his duties in connection with the World's
partv as the "93ers."
Fair were very heavy, and he richly deserves a holi-
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day. He will be away for about two weeks.
You cannot start the youngsters too soon
Haines Bros, are making good capital out of the
at learning to play the piano. The value of exclusive use of the Haines Bros, piano by Adelina
They have gotten out large circulars announc-
earlv lessons as told in radio talks by (leorge Patti.
ing the fact and are distributing them among their
E. Weber. Civic Opera conductor, is else- representatives.
where printed in this issue. Mr. Weber also
Mr. William E. Wheelock is considerably improved
took the opportunity of commending the new in health and pays short visits to the Wheelock
methods of making the study of the piano factory.
Mr. Chas. Jacob, who has been in Chicago for some
more alluring to the boys and girls.
time past, returned to New York last week.
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