Classic Mode

Presto

Issue: 1930 2249

August, 1930
P R E S T 0-T I M E S
ing pianos, the basic instrument of that training
which so noted an authority as William J. Bogan
says "is more important than the study of mathe-
matics."
Let's apply an entirely new approach to the piano
selling problem—let's organize our selling arguments
and use them instead of depending upon our own
personalities. Let's adopt the selling methods of
our competition! And in this connection let's recog-
nize just who is our competition. It is the automo-
bile, the radio, the refrigerator, etc.
Remember also, that piano dealers are the origina-
tors and pioneers of house-to-house specialty selling.
Piano dealers are the founders of the self-same meth-
ods that are being used successfully by our competing
industries. Piano dealers also originated and pio-
neered the time-payment plan. The only "come
back" the piano industry needs is by having piano
dealers come back into their own original selling
methods, coupled with modern selling arguments.
Let's all go back to WORK!
PIANOS EXCLUSIVELY
AT KOHLER & CHASE'S
An important stand is being taken by Kohler &
Chase, of San Francisco, in their announcement that
they have decided to discontinue handling radio and
will devote their efforts and energies hereafter to the
sale of pianos exclusively.
This step places the house of Kohler & Chase as
the most important of the music houses of the coun-
try to become an exclusive retail piano establishment.
In fact, this claim is made in their advertisements,
and who can dispute it? What other music firm
can lay claim to being the largest house dealing
exclusively in pianos?
Reading between the lines, one comes to the con-
clusion that the piano trade is back to stay—not on
the way, but here. Kohler & Chase are among the
leaders who realize that the piano is the bone and
sinew v of the music trade, the dependable and familiar
music maker that no home worthy of the name should
do without.
STRESS QUALITY INSTEAD OF PRICE.
In a chat with \N. C. Hess, of the R. K. Setter-
gren Co., Bluffton, Ind., last week that alert piano
man expressed the opinion that piano advertising was
running too much to price and too little was said
about the quality of the goods. "It would be much
wiser," he said, "were dealers not to put so much
stress on the matter of price. Frankly, there is too
much regarding price in the ads one sees all over the
country, and in all dealings in pianos, rather than the
more important details about quality, tone and con-
struction. It is true, merchandise must be reason-
ably priced nowadays in order to interest the buying
public, but advertising must also stress the quality
and other things that enter into real value."
CONTACTING THE MUSIC TEACHER.
Investigation shows that where piano dealers are
working hand in hand with the music teachers in
their cities, piano sales will increase. And investi-
gation also shows that four out of five sales of high-
grade pianos are influenced directly by some mu-
sically-trained person. Now comes Baldwin Piano
Co. with a revolutionary plan. It consists of a book or
portfolio which can be set up on the teacher's desk.
In the book are more than 20 pages of material the
teacher needs in her business—circulars, pupil get-
ting plans, programs, prize cups, letter-heads. Any
salesman now maV call on a teacher and be welcome,
for he has a score of things to talk about that interest
her intenselv.
POINTS FOR CHOOSING PIANO.
"In selecting a piano," says the Knight-Campbell
Co., at Casper, Wyo., "it is advisable to select an in-
strument of long-established reputation, one that has
stood the test of time. Pianos meeting all these re-
quirements are carried by the Knight-Campbell Music
Co. Here you will find the incomparable Steinway;
the George Steck, one of three outstanding pianos of
international repute; the Brambach and the Rich-
mond, also outstanding in their class, are to be had
here."
WARNS OF FAKE PIANO TUNER.
Fred C. Osier, manager of the Amreihn Music Co.,
Youngstown, Ohio, has issued a warning to piano
owners in Youngstown and vicinity to be on the look-
out for a piano tuner claiming to represent his com-
pany. He has been receiving complaints that the
work done by this man—at half price—was far from
satisfactorv.
P. J. Cunningham, president of the Cunningham
Piano Co., Philadelphia, is on a trip to Europe. He
said that architects are preparing plans for improve-
ments and extensions in his manufacturing plants.
The
M. SCHULZ
CO.
Piano enjoys a
Popularity That
is Unfailing.
Graceful in Style, Rich
in Tone, Reasonable in
Price, and Every Instru-
ment Made with a Final
Touch of Quality.
When you see This
Piano you will Want
the Agency for it. Every
Instrument Made in the
Reliable M. Schulz Co.
way.
Address the
M. Schul Z
Company
711 Milwaukee
Avenue
Chicago, 111.
MUSIC MERCHANTS'
LEGISLATIVE COMMITTEE
List of State Chairmen Appointed by President Otto
B. Heaton of National Body.
Otto B. Heaton. of Columbus, Ohio, president of
the National Association of Music Merchants, in
announcing the appointment of state chairmen of the
legislative committee of the association, chose them
carefully, he says, because he is hoping that the
various states will enact school laws permitting or
commanding the teaching of instrumental as well as
vocal music in the public schools. The list of chair-
men of the legislative committee, as he appointed
them, follows:
Alabama, E. E. Forbes, Birmingham; Arizona,
George T. Fisher, Tucson; Arkansas, H. V. Beasley,
Texarkana; California, Philip T. Clay, San Francisco;
Canada, A. P. Willis, Montreal, Quebec; Colorado,
C. G. Campbell, Denver; Connecticut, Alvia P. Mc-
Coy. Hartford; Cuba, J. Giralt, Havana; Delaware,
Ralph L. Salter, Wilmington; District of Columbia,
Homer L. Kitt, Washington; Florida, Marshall S.
Philpitt, Miami; Georgia, H. T. Phillips, Atlanta;
Idaho, Aubrey O. Andeliu, Idaho Falls; Illinois, C. H.
DeAcres, Chicago; Indiana, John S. Pearson, Indian-
apolis.
Iowa, E G. Stacker, Des Moines; Kansas, J. A.
Campbell, Wichita; Kentucky, Carl Shackleton, Lou-
isville; Louisiana, Parham Werlein, New Orleans;
Maine, George F. Cressey, Portland; Maryland, Fred-
erick Philip Stieff, Baltimore; Massachusetts, Alex-
ander Steinert, Boston; Michigan, Jay Grinnell, De-
troit; Minnesota, R. O. Foster, Minneapolis; Missis-
sippi, J. B. Gressett, Meridian; Missouri, E. A. Kiesel-
horst, St. Louis; Montana, Charles J. Kops, Great
Falls.
Nebraska—Ross P. Curtice, Lincoln; New Hamp-
shire, W. H. Avery. Concord; New Jersey, Parker
O. Griffith, Newark; New York, W. H. Lewis,
Albany; North Carolina, C. S. Andrews, Charlotte;
North Dakota, J. A. Poppler, Grand Forks; Ohio,
Rudolph H. Wurlitzer, Cincinnati; Oklahoma,
Thomas J. Edgar, Tulsa; Oregon, Frank L. Youse,
Portland; Pennsylvania, J. H. Troup, Harrisburg;
Rhode Island, Andrew Meiklejohn, Providence.
South Carolina, Rudolph Siegling, Charleston;
South Dakota, A. E. Godfrey, Sioux Falls; Tennes-
see, J. F. Houck, Memphis; Texas, Thomas S. Gog-
gan, San Antonio; Utah, George S. Glen, Ogden;
Vermont, Abraham Noveck, Bennington; Virginia, R.
C. Bristow, Petersburg; Washington, O. H. Spin-
dler, Seattle; West Virginia, Simon H. Galperin,
Charleston; Wisconsin, Edmund Gram, Milwaukee;
Wyoming, E. C. Hayden, Sheridan.
EVERYBODY IS MUSICAL
DECLARES JOHN HARDEN
President of Sheet Music Dealers Gives a Few Perti-
nent Words on This Subject.
John Harden, president of the National Association
of Sheet Music Dealers, in a circular letter to his
fellow members and to piano, radio and phonograph
men, just sent out, says:
"There is no such thing as a separate and distinct
musical public. All of the public is musical. Radio
and other modern factors have brought music to the
public as in no other period in history. Should it not
then be possible to profit by this new state of musical
affairs? Everybody's musical. Try and find a per-
son who is not if you want to convince yourself.
"The only thing that most of the public lacks is
the art of self-expression. To get the public to ex-
press itself musically means they must play or sing.
This can only be accomplished by co-operation.
Starting with the teachers and going on down through
every branch of our industry, we must help one
another.
"The teachers in your locality will only be too glad
if they can get more pupils—how best can they do it?
Make suggestions to them as to how the public's
interest can be aroused to the point of studying some
form of music. Then is when you have started the
ball rolling.
"This message is specifically addressed to sheet
music dealers, but it refers just as much to you gen-
tlemen in other branches, viz.. piano, radio, phono-
graph, small instruments and accessories, etc. You
all need the co-operation of the teachers, then why
not help them? For, after all, you are just doing
vourself a favor."
PREPARE
FOR OHIO
CONVENTION.
The Music and Radio Merchants' Association of
Ohio is set for September 9 and 10. to meet in Cin-
cinnati, and the convention committee is busy making
preparations for it. The members of the committee
are:
Otto Grau, chairman; Earle P. Hagemeyer,
George P. Gross, Dan F. Summey, Howard L. Chubb,
Louis A. Noelcke, and W. M. Purnell.
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
P R E S T O-T I M E S
August,
IMPORTANT ALLOTMENTS
OF TERRITORY BY THE
AMERICAN PIANO CORP.
Sherman, Clay & Co., San Francisco, Secure
Knabe Agency; Chickering Goes to
Clark Music Co., Syracuse.
The interest that some of the largest and most
prosperous and aggressive music houses of the coun-
try are taking by securing agencies and territory from
the American Piano Corp. bodes for the rapid rise of
the reorganized corporation in farrlung fields. With
its present management and plans the corporation is
moving forward with precision and dispatch.
Two important new agencies for their major pianos
have just been announced by the American Piano
Corp. The valuable Knabe agency for San Francisco
has been placed with the Sherman, Clay Co., of that
city, and the Chickering, with its more than a century
of distinguished achievement, is to be amongst the
leaders with the Clark Music Co. of Syracuse.
Announcement of these important affiliations is a
matter of mutual satisfaction both to these long es-
tablished retail merchants and the makers of the
Knabe and Chickering.
Other important agencies are to be announced
later.
Two additional important agencies, made since the
above list got as far as Presto-Times, proof-sheets,
are:
The Lauter Piano Co., 519 Broad street, New-
ark, N. J.
Yahrling-Rayner Music Co., Youngstown, Ohio.
Both these houses write enthusiastically to the
American Piano Corp. of the acquisition of the Knabe,
and naturally, it is very gratifying and pleasing to
the American Piano Corp. to be represented by these
line houses.
Characterized by its Fine Tone
The
MATHUHSEK
Piano has given Pleas-
ure to Several Gener-
a t i o n s of M u s i c
Lovers, and is Known
and designated as
"The most Durable Piano
in the World."
SEEING TRADE THROUGH
REVERSED FIELD GLASSES
Now for a sidelong glance at the trade tendencies
through the eyes of a somewhat caustic critic in New
York—a man who has made and sold pianos for many
years. He says:
"I expect better piano business in the last half of
1930 than was experienced in 1929. And I hope so.
And my reason for this hope and this belief is that
my trade contacts tell me that a lot of piano dealers
have 'gone broke' selling radio sets to customers who
came in and bought. And having learned the financial
folly of following this line of least resistance, Mr.
Piano Dealer is nearly ready to put on his hat and
go out looking for piano customers, whose trade in
past years earned him substantial profits. In other
words, Mr. Piano Dealer is beginning (slowly) to get
wise to himself.
"In sum, it is my idea that when the piano trade
begins to give less attention to radio and concen-
trates more upon the problem of making better and
more salable pianos, thereafter devoting more effort
to the sale of these articles, there will be a substan-
tial revival in (and. of) the piano business. But it
is a truth that 'only the game fish swims up stream,'
and thus far, all of the tendency of the piano trade
has been to go with the tide and current. Myself, I
have been helping make and sell pianos since 1893,
and I admit to being a trifle set in my ways."
EPWORTH YOUNG FOLKS
DELIGHTED WITH THE CONOVER
The Conover Grand piano which was used at the
concerts and daily assemblages of the William Nast
Epworth League Institute, held at the Berger Camp
Grounds, Dolton, 111., recently met with reception of
the hgihest approval, both by the artist who used the
instrument and by the public who listened. The
pianist and accompanist at these meetings and during
the entire convention, praised the quality and re-
sponsiveness of the Conover grand, and says she con-
siders it an instrument of distinctive qualities.
No Concern is Better
Equipped to Meet
the Requirements of
Dealers and no Piano
is More Adaptable to
the Climate of any
Country; Due to its
Unique Features of
Construction.
VON ELSNER IN LIFE INSURANCE.
Byron Von Eisner, who was known as a piano man
for many years—the Cable Co. being one of the prin-
cipal houses he served for a long time—is now with
the Mutual Life and is located at No. 1 North La
Salle street, one of Chicago's latest skyscrapers. Mr.
Von Eisner makes calls on former acquaintances in
the piano trade. He has a good word for the piano
business and believes that it is retrieving lost ground.
Robert A. Buescher has opened a new store in
Lakewood, Ohio, a Cleveland suburb, and will handle
General Motors radio.
For Particulars, Write to
MATHUSHEK PIANO MFG. CO.
BACKGROUND OF RADIO MAY
INCREASE PIANO CONTACTS
This Thought Was Ably Brought Out by D. L.
Loomis at the Atwater Kent Distributors'
Convention.
At the invitation of the Atwater Kent Manufac-
turing Co., Delbert L. Loomis, executive secretary
of the National Association of Music Merchants, at-
tended the 7th annual Atwater Kent distributors' con-
vention at the Ambassador Hotel. Atlantic City, N. J.,
July 29, 30 and 31, and delivered a talk upon activities
of the National Association at the Wednesday morn-
ing business session. There were about live hundred
men in attendance at the convention, including dis-
tributors of Atwater Kent radio sets located through-
out the United States, Cuba, Canada and Hawaii.
The meetings were addressed by Mr. Kent, F. K.
Basler, general sales manager; F'. A. Ware, sales pro-
motion manager; Robert A. Stroud and other execu-
tives of the organization. An extraordinarily interest-
ing address was given Wednesday afternoon by Bruce
Barton, the distinguished author and publicist of Bat-
ten, Barton, Durstine and Osborn, the advertising
agents who handle the Atwater Kent account.
The social side of the convention was given prom-
inence at luncheons and dinners each day. A special
program with a long list of distinguished entertainers,
brought from New York especially for the occasion,
was presented after the Wednesday dinner. Details
of arrangements for these events were in charge of
Mr. Stroud.
The new Atwater Kent set, "The Golden Voice
Radio," was shown for the first time and attracted the
most favorable comment from distributors and others
present.
In course of his remarks Mr. Loomis styled Mr.
Kent a pioneer in the broadcasting of world-famous
artists and traced the reaction of this and other note-
worthy activities of a similar nature upon the artists
and the musical profession, as well as upon the trade,
the music merchants particularly, and spoke of the
manner in which this background may be used to
increase contacts and business with the music mer-
chants. He pointed out that the music merchants are
unusually receptive to propaganda of this nature, hav-
ing for years been in a position to take advantage of
the concertizing of great artists as a result of activi-
ties of leading piano manufacturers. He called atten-
tion to the extent to which radio was featured at the
Open Forum of the Merchants' Association at the last
convention, and of the fact that retiring President
Werlein stressed the desirability of merchants han-
dling only two or three lines of radio sets, concen-
trating on those which are best advertised, such as
the Atwater Kent.
An interesting discussion of the credit situation as
regards dealers was presented by W. Lee White of
the Bankers' Commercial Security Co. of New York.
Eli Dyson, credit manager of the Atwater Kent com-
pany, outlined the credit policy for the coming year.
Thomas R. Shipp of Washington, publicity repre-
sentative for the company, made an interesting talk.
COMPLIMENTS WILLIAM
THOMSON.
The Scottish representative of the Music Trades
Review, London, A. Hunter Clapperton, writing from
Glasgow, says under the caption, "A Chiel in Can-
ada": "I was pleased to notice in the Music Trades
Review that happy snapshot of Mr. William Thomson,
Sr., at the microphone at Toronto. I can visualize
how clearly his splendid voice carried his message
of 'Home Rule for Scotland' to countless listeners. I
doubt if any living Scotsman has crossed the 'Her-
ring Pond' more frequently than Mr. Thomson. He
has often told me that he feels as much at home in
Canada and the States as in the Homeland."
MUSICIANS FROM SMALL TOWNS.
Kauffman's Music Stores at Lewistown and Mif-
flintown. Pa., advocate schooling children now to
play a grand piano in the future. In one of their well-
worded ads this month Kauffman's publish these
opinions: "'Future musicians must come from small
towns, declares a noted musical authority. 'We
must look to the small towns for those who are to
be musically prominent in the future,' states this
authority, 'not to the cities where modern living con-
ditions so reduce the child's opportunities for early
study under the favorable environments of a real
home.' Frank words, positively spoken, and an opin-
ion shared by a host of others prominent in musical
circles. City children, raised in flats or apartments,
don't have the opportunities for instrumental study
at home such as their smaller town cousins enjoy
during childhood."
Alexander Ave. and 132nd St.
DIVIDEND FOR PIANO CREDITORS.
NEW YORK, N. Y.
Judge Coxe in the New York Federal Court has
authorized receivers of the American Piano Co. to
disburse a 50 per cent dividend on the claims of all
general creditors of the corporation.
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/

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