Music Trade Review

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THE MUSIC TRADE
10
REVIEW
AUGUST 13, 1921
ST. LOUIS DEALERS MAKING GOOD SALES AT NIGHT
SPECIAL BALDWIN GRAND PIANO
Business Transacted at Homes of Prospects During the Evening Proving Very Profitable—Two
Sales That Required Little Effort—Improvements at Wurlitzer Store
Handsome Instrument in White Mahogany Built
Specially for J. J. McClellan, Organist of
the Mormon Tabernacle in Salt Lake City
ST. LOUIS, MO., August 8.—They used to say that
the early bird got the worm. They say now that
it is the late bird that gets the worm in St.
Louis piano circles, meaning that it is the
salesman who stays up late who makes the sales.
It is probable that more night sales are being
made now, in proportion to the total number,
than for years. Night appointments, with a ride
for the family to the store and a pleasant eve-
ning, with selections on the piano and nothing to
distract, have always been favorable for closing
the deals, even when making sales by daylight
was not very difficult. But things are difficult
now and the salesman needs all the advantage
which the quiet evening session gives.
The day of adventitious sales has not departed,
however. Two Steinway grands were sold at
Aeolian Hall last week without night work or
very much of any other kind of work. In one
case a man was walking down Olive street when
he caught sight of a Steinway grand in the
Aeolian window. "That reminds me," he said.
What it reminded him of was that his twentieth
wedding anniversary was only a few days off.
"Dogged if I don't believe I'll get the wife a
grand," he further communed with himself. No
sooner said than done. He dropped in and said
he would like to hear what that good-looking
grand in the window sounded like. S. L. Halli-
nian showed him that it sounded as good as it
looked and inside of twenty minutes it was
bought and paid for and tagged to be sent out
on the wedding anniversary. And that was not
all. A woman came in during the week and said
she would like to send some little thing to her
daughter, who was going to get married down
South. It did not take long to convince her
that a Steinway grand was the identical little
thing that she was looking for. She bought it
and it is on its way South. It is obvious, though,
that these things are mentioned because they are
exceptional. Night-riding is more dependable as
a regular thing
Manager T. B. Moran, of the Wurlitzer Co., has
spent most of the time the past few days stand-
ing out at the curb or across the street admir-
ing that new canopy of copper and brass which
lends the Wurlitzer store a new air of distinc-
tion. It is a handsome canopy, all right, and
Mr. Moran has a right to feel proud of it. His
satisfaction is increased by the fact that it took
time and diplomacy to put it there. When he
first planned it there was opposition on the part
of other piano men who, naturally, dislike any-
thing that obstructs the view of their own stores.
And the Board of Public Improvements told Mr.
Moran he had better not. He waited, and after a
while there was an election and the complexion
of the Board changed somewhat. Mr. Moran
went around when the other piano men were
not looking and got a permit and by quick work
he got the canopy up before anybody had a
chance to object. Now that it is up there is not
much inclination to complain. It admittedly adds
to the architectural splendor of the street.
R. H. Cone, Jr., of the Aeolian Co., says a good
way to spend a vacation is to motor through
Missouri within a radius of ISO miles of St.
Louis. He spent his vacation that way and
liked it.
The Kieselhorst Piano Co. will be represented
at the National Junior Tennis Championships at
Boston, August 21, by Richard Rosebrough, who
won the local elimination.
R. S. Dunn, of the Straube Piano Co., Ham-
mond, Ind., was in St. Louis last week.
W. A. Lippman, secretary and manager of
the Field-Lippman Piano Co., motored to the
State Fair at Sedalia, accompanied by his wife
and son.
M. S. Flegle, of the Field-Lippman Piano Co.,
has sufficiently recovered from an illness to re-
sume his work. Elmer Brady is spending his
vacation at Chicago and the lakes. Andrew Lutz
has returned from the Ozarks.
P. M. Harris, sales manager of Philip Werlein,
Ltd., New Orleans, La., arrived here Saturday
for a week's visit with his brother, G. R. Harris,
sales manager of the Lehman Piano Co. The
next two weeks they will spend together in the
East.
S. E. Secoy, general manager of the Jesse
French Piano Co., New Castle, Ind., was here at
the end of the week, starting on a trip through
the West and South. J. F. Ditzell, manager of
the Famous & Barr Co. music salon, has re-
turned from Chicago, where he spent a week
on business. He will leave September 1 on a
vacation trip.
Valle B. Grossman, of the Famous & Barr Co.
music salon, has returned from a three weeks'
tour to the Pacific Coast.
The
Musician's Small Grand
The Ludwig is not merely a grand piano in appearance, it is also a grand
piano in tone. Not made small enough to fit in a corner, but large enough to
provide for proper string length, and sounding board area, that will produce
real grand piano tone. The
LUDWIG
is 5 feet 3V2 inches long—and we invite its comparison, both as to tona)
quality and appearance—with any other small grand, irrespective of price.
Ludwig & Co.
Willow Avenue and 136th Street
New York
The Ludwig Reproducing Piano
Grands
Uprights
Players
CINCINNATI, O., August 8.—A recent product of
tfye Baldwin Piano Co. factory that aroused
much interest was a specially built Baldwin
Testing the Special Baldwin Grand
grand for J. J. McClellan, organist of the noted
Salt Lake City Tabernacle. The instrument was
cased in white mahogany, in order to blend
with the woodwork in Mr. McClellan's studio
in the School of Music of the Latter Day Saints.
The accompanying illustration shows the final
test of the instrument in the Baldwin factory.
SALES AIDS FOR HARDMAN DEALERS
Hardman, Peck & Co. Issue New Folio of Sales
Letters for Dealers
Hardman, Peck & Co., New York, have pro-
duced another folio of sales stimulants for their
dealers, consisting of a series of five form let-
ters for the dealers' use and a sixth letter from
Hardman, Peck & Co. to the dealers, urging
them to send the form letters over their mail-
ing list. The folio is entitled "How to Increase
Your Piano Sales."
There is no doubt that if the dealer carefully
follows out the instructions accompanying the
letter he will find the results up to the expecta-
tions of Hardman, Peck & Co. The five form
letters are to be used on different classifications.
One is a welcome letter to new people, who have
made their homes in the town of the dealer. The
second is a letter to be used to follow up society
notes and engagement notices in local papers.
The third is a lefter to be sent to young brides,
the prospects to be gleaned from the marriage
notices. The fourth and fifth are general letters
to-send over the general mailing list of the wid-
est latitude, one emphasizing the prestige of the
Hardman instrument, while the other is to be
used as a follow-up to the
first.
:
There is no doubt that such material as this,
which is only an example of the many Hardman
bulletins, will serve to stimulate trade for the
Hardman dealer, if properly used.
I
ANOTHER GERMER MUSIC SHOW
Beardstown, 111., Music Dealer Announces His
Fifth Annual Exhibition
BEARDSTOWN, III., August 8.—Arthur C. Germer,
well-known music dealer, of 118 State street, this
city, has sent out formal invitations to the Fifth
Annual Dealers' Music Show, to be held under
his auspices. The exhibit will be held in Mr.
Germer's store and preparations have been made
to have it of a most elaborate character.
Mr. Germer has already secured trade recog-
nition as the first music dealer to undertake to
hold a regular music show of his own. He
makes a special display of complete lines of
instruments and provides souvenirs for those
who attend. An excellent musical program will
be one of the features of the show, which is.
expected to produce results even more satisfac-
tory than those attained hitherto.
;