Music Trade Review

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THE MUSIC TRADE REVIEW
6
PROFITS THAT LIEJN MUSIC ROLLS
Set Forth Interestingly in Article in the Cur-
rent Issue of the National Co. Monthly
"The Arrow"—Opportunities for the Dealer
—Player-Piano Owners Want Music Rolls.
That there are opportunities for profits in the
handing of music rolls in connection with player-
pianos, provided they are handled properly, is em-
phasized in an interesting manner in the current
issue of The Arrow, the bright little monthly pub-
lished by the National Piano Co., Boston, Mass.,
under the caption "Why Bar the Door?" It reads:
It is often said, "Opportunity knocks but once
on any man's door."
This belief, if it is a belief, has without question
Jone much harm, for how often do we hear men
complain of their hard luck, saying that they had
waited so long for opportunity and she had not
come, while, as a matter of fact, when she had
come they were out just around the corner, and,
as opportunity did not leave any card, the'r chance
was gone.
These kind of people are right in saying that that
chance is gone, for they never gave opportunity an
opening—they would not know her if they were to
meet her. She is not going to dynamite their
houses to get in the door, neither does she often
go around ringing a bell, saying, "Here am I,
embrace me."
However, opportunity is never asleep; she is
jternally knocking on doors, and, best of all, she
is hard to discourage, but keeps coming back again
and again.
Sometimes her rap is gentle, and we must have
keen ears to hear her, but often it is like the blow
of a sandbag. It hits us so hard we do not recog-
nize it.
An example of that which comes immediately to
PROGRESSIVE PIANO
BENCH BUILDING
Involves a sense of the prac-
tical as well as originality.
Martin benches are beautiful and
also practical in both price
and use.
THE PONY GRAND COMBINATION
THE PONY GRAND—
An adjustable bench suited to
Piano, Player and Children's
height, in mahogany, walnut
and oak.
STYLE A COMBINATION. Piano
and Player Bench and Music
Roll Cabinet. Holds 40 rolls.
Mahogany, Walnut and Oak.
MARTIN £&' COMPANY
730 N. Franklin St.
Chicago
mind is the attitude of the average piano dealer
to his player roll sale. About the quickest way to
become unpopular with this gentleman is to men-
tion player music rolls to him.
What is the reason for this? Why is it that he
A Two-Shelf Action
Our SINGLE VALVE WIPPEN ACTION for Manu-
facturers' use in Player Cases is small, strong, well
finished, best material, wind tight. Price reasonable.
I
N
E
A Three-Shelf Action
O Our DOUBLE VALVE WIPPEN ACTION for Manu-
facturers' use in Player Cases is absolutely unique, com-
pact, differs from any Double Valve action on the market
and is made of the best material, being exceptionally
tight, wind joints are eliminated.
Something altogether different. Ask us about it.
E
R
C
T
I
O
N
Our ADAPTABLE ACTION that can be put into any
piano without extending the case is the one Action in the
world of its type. Strictly speaking it can be truthfully
said is the only adaptable action that can be installed in
any ordinary piano without extending case.
STYLE A CABINET COMBINATION BENCH
makes no appreciable profit on music rolls, and
why is he so apparently indifferent to the possi-
bilities of a lucrative source of income from roll
sales ?
This same dealer, in his talking machine depart-
ment not only figures as his real profit his imme-
diate profit on the sale of the machine itself, but
also his eventual profit on the sales of records to
his various kinds of customers.
The man selling a player looks on rolls as a
sort of necessary evil, and something to be for-
gotten as soon as the sale, is over.
Here is opportunity actually pounding on the
door. The player buyer wants music—otherwise the
sale would never have been made. He will buy
what he likes and a great dear of it if it is brought
to his attention in the proper manner. Especially
is this true in the early stages of his ownership.
As rolls go, there seems to be no regular price
for them; many dealers have not come to the
proper realization of the case. There should be
a process of education iby the roll makers jointly
or severally, and a one-price plan established, so
that everyoae would have an equal chance in that
respect. Then dealers should every month write
their player customers, telling of the new numbers,
the same as they do with their talking machine
customers.
An added reason which in itself ought to keep
the dealer on the job is the way in which the ma-
jority of players are sold. When a customer buys
a player on the instalment plan he will only pay
promptly as long as he is really enjoying it. How
can he thoroughly enjoy his player if he only has a
dozen or two of rolls, and can't conveniently get
more of the kind he wants?
Keep your customers interested via the roll
route, and you have welcomed' Miss Opportunity
with open arms. Best of all, she will reciprocate.
AUTOMATIC THROTTLING MACHINE.
(Special to The Review.)
Hence the most complete line of Player Actions in
the world.
Sigler Piano Player Co.
..,, ,
HARRISBURG, PENNA.
WASHINGTON, D. C, May 21.—Patent No. 1,139,-
478 was last week granted to Gustav Rudolf
Borner, Leipzig-Eutrizsch, Germany, which he has
assigned to the firm of Ludwig Hupfeld Aktien-
Gessllschaft, same place, and which relates to an
automatic throttling mechanism, and especially to
mechanism fo'r automatically operating the throt-
tle valve or slide in pneumatic, key-operated mu-
sical instruments for varying the intensity of tone,
said mechanism being controlled by the note sheet
whereby said slide can be positioned within greater
limits and held in position for time desired.