Music Trade Review
Issue: 1914 Vol. 59 N. 4 - Page 6
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THE MUSIC TRADE REVIEW
6
THE POINT OF VIEW.
(Continued from page b.)
sale, for the reason that the impression gained l>y
the customer in the salesroom is not entirely dis-
sipated.
"I do not believe that these record-rolls have yet
been brought to their highest perfection and there
are many suggestions as to changes that the manu-
facturers of such rolls might take up with profit.
Yet there is no question but that they are filling a
long-felt want to all dealers, if properly used, and
that they have gained a place in the trade from
which it will be hard to dislodge them. There is
no experienced salesman in the trade who has not
heard from the customer the threadbare question:
'You play that beautifully, but can I ever hope to
accomplish the same result?' The great clinching
argument, then, for the record-roll comes down tp
the one which is nearest and dearest to the deal-
er's heart and makes it possible for the salesman
to say to the customer: 'Why, yes, you can even
play as I have done.' That is all.
"That is why I say, as a practical man and one
who has been on both sides of the game, that the
professional player artist must in time go, although
we shall have him with us for some time yet. And
the agency that will be responsible for his going
will be the record-roll."
BUY ADDITIONAL LAND.
Standard Music Roll Co. Now Possesses About
10 Acres of Ground—To Erect New Factory.
The Standard Music Roll Co., Orange, N. J.,
has purchased the balance of land surrounding
the plant, running 261 feet frontage on Central
avenue up to Jefferson, now giving,an acreage of
practically ten acres of ground. Plans are under
way for an additional factory building, but they
are not at present in shape for definite action. G.
Howlett Davis, president, reports a strong demand
for the products of this house, stating that the
hand-played rolls are securing an interest beyond
his expectations:
SOME SUGGESTIONS FROM AN INDIANA DEALER.
E. F. Routh, of Salem, Ind., Presents Several Matters of Importance for the Consideration of
Manufacturers Concerning the Player-Piano, Advertising and Territorial Control.
In the course of an interesting letter to The Re-
view, which, by the way, he compliments highly
fo,r its constructive policy, E. F. Routh, who
handles pianos, players and Victrolas in Salem,
Ind., says:
"I like the stand you are taking in the matter
of exploiting the player-piano, and believe if you
will keep it up it will materially assist the small
dealer.
"This town is a case in point. Some years ago,
when the old outside player was introduced, they
were bought here by saloonkeepeers who placed
them in their residences and would grind out mu-
sic day and night with their doors standing open,
so that their neighbors were very much annoyed.
Since that time people living in Salem do not want
player-pianos. They say they do not want music
of that kind, and you cannot blame them.
"It seems to me that the manufacturer of the
player-piano could assist me in overcoming this
objection by sending men and players in the ter-
ritory to demonstrate the fact that player-piano
music can be made very artistic. The small dealer
cannot do this because he is not, as a rule, a player
demonstrator and, in addition, cannot afford to
carry enough instruments to place them on trial in
the several homes necessary.
"Further, I believe, like you, that a lot of na-
tional advertising goes to waste.
"Another case in point. While it is a fact that
lots of national magazines come to this county, I
think I will not be disputed in the assertion that
very few People are readers of the advertising
pages of these magazines. The percentage is so
very small that it does no good. It seems to me
that if the manufacturer would spend some of his
advertising appropriation with the local newspa-
pers published in the dealer's territory there would
be better returns from the money expended.
'"True, the manufacturer will furnish cuts and
copy free, but these only boost his trade-marked
article at the expense of the dealer, and then if
the manufacturer takes a notion to give the line
to a big city store (which has happened, in my
case, when the city store wanted the territory), the
dealer loses out all around. If the manufacturer
wants his goods exploited by the dealer, he should
be willing to bear his part of the local advertis-
ing.
"Another matter that is .bothering the small dealer
is the way that the manufacturers of the real stand-
ard makes of pianos succeed in keeping their prod-
uct out of the small dealer's hands. Some large
city store will control territory in which are lo-
cated some good, live dealers who want to handle,
say, the Steinway, but—nothing doing. Last year
I could have sold four or five Steinways in this
territory, but could not get them, and had to sub-
stitute something else. Is this good business for
the Steinways? They evidently think so.
"There are a lot of injustices practised in the
piano business that are too numerous to mention,
and they are not all practised by the dealer."
MANY SALES OF_DUO=ART PIANOLAS
At Sherman, Clay & Co.'s Player Department—
F. L. Grannis Enthusiastic Over Trip.
(.Special to The Review.)
SAN FRACISCO, CAL., July 18.—As a result of
F. L. Grannis' trip to New York the player-piano
department of Sherman Clay & Co. has re-
ceived a new impetus for business with the
Aeolian products. Mr. Grannis made an extensive
study of the Aeolian manufacturing system, with
a result that he was very favorably impressed
with all its instruments, and the Duo-Art Pianola
in particular. He has explained its merits to his
salesmen, and reports that he sells Duo-Art
Pianolas as fast as he can secure them.
Xhe "Cremona Orchestral"
Is the Latest, Biggest, Best
Feature of this, the Pioneer
Automatic Manufacturer
The beauty of the case is shown, but
only in part, by the illustration made from
a photograph of the instrument. The in-
struments represented include the Flute,
Violin, Mandolin, Bass and Snare Drums,
Cymbals, Tympani, Triangle, and our own
"Unaphone" Bell Attachment. Not to be
had elsewhere and of exceeding beauty of
tone.
Ask for our proposition on the "Cremona
Orchestral."
We also make the Marquette Piano-
Player, admittedly of the very best.
We invite your
inquiries.
Marquette Piano Co.
1216 S. Canal Street
CHICAGO
THE MUSIC TRADE REVIEW
6
THE POINT OF VIEW.
(Continued from page b.)
sale, for the reason that the impression gained l>y
the customer in the salesroom is not entirely dis-
sipated.
"I do not believe that these record-rolls have yet
been brought to their highest perfection and there
are many suggestions as to changes that the manu-
facturers of such rolls might take up with profit.
Yet there is no question but that they are filling a
long-felt want to all dealers, if properly used, and
that they have gained a place in the trade from
which it will be hard to dislodge them. There is
no experienced salesman in the trade who has not
heard from the customer the threadbare question:
'You play that beautifully, but can I ever hope to
accomplish the same result?' The great clinching
argument, then, for the record-roll comes down tp
the one which is nearest and dearest to the deal-
er's heart and makes it possible for the salesman
to say to the customer: 'Why, yes, you can even
play as I have done.' That is all.
"That is why I say, as a practical man and one
who has been on both sides of the game, that the
professional player artist must in time go, although
we shall have him with us for some time yet. And
the agency that will be responsible for his going
will be the record-roll."
BUY ADDITIONAL LAND.
Standard Music Roll Co. Now Possesses About
10 Acres of Ground—To Erect New Factory.
The Standard Music Roll Co., Orange, N. J.,
has purchased the balance of land surrounding
the plant, running 261 feet frontage on Central
avenue up to Jefferson, now giving,an acreage of
practically ten acres of ground. Plans are under
way for an additional factory building, but they
are not at present in shape for definite action. G.
Howlett Davis, president, reports a strong demand
for the products of this house, stating that the
hand-played rolls are securing an interest beyond
his expectations:
SOME SUGGESTIONS FROM AN INDIANA DEALER.
E. F. Routh, of Salem, Ind., Presents Several Matters of Importance for the Consideration of
Manufacturers Concerning the Player-Piano, Advertising and Territorial Control.
In the course of an interesting letter to The Re-
view, which, by the way, he compliments highly
fo,r its constructive policy, E. F. Routh, who
handles pianos, players and Victrolas in Salem,
Ind., says:
"I like the stand you are taking in the matter
of exploiting the player-piano, and believe if you
will keep it up it will materially assist the small
dealer.
"This town is a case in point. Some years ago,
when the old outside player was introduced, they
were bought here by saloonkeepeers who placed
them in their residences and would grind out mu-
sic day and night with their doors standing open,
so that their neighbors were very much annoyed.
Since that time people living in Salem do not want
player-pianos. They say they do not want music
of that kind, and you cannot blame them.
"It seems to me that the manufacturer of the
player-piano could assist me in overcoming this
objection by sending men and players in the ter-
ritory to demonstrate the fact that player-piano
music can be made very artistic. The small dealer
cannot do this because he is not, as a rule, a player
demonstrator and, in addition, cannot afford to
carry enough instruments to place them on trial in
the several homes necessary.
"Further, I believe, like you, that a lot of na-
tional advertising goes to waste.
"Another case in point. While it is a fact that
lots of national magazines come to this county, I
think I will not be disputed in the assertion that
very few People are readers of the advertising
pages of these magazines. The percentage is so
very small that it does no good. It seems to me
that if the manufacturer would spend some of his
advertising appropriation with the local newspa-
pers published in the dealer's territory there would
be better returns from the money expended.
'"True, the manufacturer will furnish cuts and
copy free, but these only boost his trade-marked
article at the expense of the dealer, and then if
the manufacturer takes a notion to give the line
to a big city store (which has happened, in my
case, when the city store wanted the territory), the
dealer loses out all around. If the manufacturer
wants his goods exploited by the dealer, he should
be willing to bear his part of the local advertis-
ing.
"Another matter that is .bothering the small dealer
is the way that the manufacturers of the real stand-
ard makes of pianos succeed in keeping their prod-
uct out of the small dealer's hands. Some large
city store will control territory in which are lo-
cated some good, live dealers who want to handle,
say, the Steinway, but—nothing doing. Last year
I could have sold four or five Steinways in this
territory, but could not get them, and had to sub-
stitute something else. Is this good business for
the Steinways? They evidently think so.
"There are a lot of injustices practised in the
piano business that are too numerous to mention,
and they are not all practised by the dealer."
MANY SALES OF_DUO=ART PIANOLAS
At Sherman, Clay & Co.'s Player Department—
F. L. Grannis Enthusiastic Over Trip.
(.Special to The Review.)
SAN FRACISCO, CAL., July 18.—As a result of
F. L. Grannis' trip to New York the player-piano
department of Sherman Clay & Co. has re-
ceived a new impetus for business with the
Aeolian products. Mr. Grannis made an extensive
study of the Aeolian manufacturing system, with
a result that he was very favorably impressed
with all its instruments, and the Duo-Art Pianola
in particular. He has explained its merits to his
salesmen, and reports that he sells Duo-Art
Pianolas as fast as he can secure them.
Xhe "Cremona Orchestral"
Is the Latest, Biggest, Best
Feature of this, the Pioneer
Automatic Manufacturer
The beauty of the case is shown, but
only in part, by the illustration made from
a photograph of the instrument. The in-
struments represented include the Flute,
Violin, Mandolin, Bass and Snare Drums,
Cymbals, Tympani, Triangle, and our own
"Unaphone" Bell Attachment. Not to be
had elsewhere and of exceeding beauty of
tone.
Ask for our proposition on the "Cremona
Orchestral."
We also make the Marquette Piano-
Player, admittedly of the very best.
We invite your
inquiries.
Marquette Piano Co.
1216 S. Canal Street
CHICAGO
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