Music Trade Review
Issue: 1925 Vol. 81 N. 16 - Page 5
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
OCTOBER 17,
THE MUSIC TRADE
1925
REVIEW
Proper Service an Outstanding Factor in Reproducing Selling—(Continued from page 4)
tract but who are listed, receive regular letters
and calls, which are productive of enough work
to prove profitable. By keeping the instrument
in proper shape constantly, good feeling on the
part of the owner is developed, with the results
that they give the repairman on request, and
often without solicitation, the names of friends
Date
Nairn
A
PurduaeDate
Upright |
Grand 1
Tune
Regulate
Aaapieo AficeaKnt
Pljno Agreement
App< >intment
Player
Bep.lT
Loan
Ampico
Poli.h
Ettimat*
Srrnct Contract
Tnning Contract
EL'?"::
Charge
CoUeet
Taken by
Shop Order for Repair Work
who are interested in instruments of the same
type.
The service man turns in these prospects to
his department where they are entered on dupli-
cate slips. One of these slips is sent to the
warerooms from where the service order orig-
inated, and the other is kept on file. The ware-
rooms check the name with their prospect file
and, if not previously listed, it is placed to the
credit of the service man. When a sale is
eventually made the service man is entitled
to a commission of 5 per. cent.
It is quite conceivable with this commission
as an incentive, the service men make energetic
efforts to corral prospects, and turn in several
scores during the course of the year. They
also report wherever possible the number of
Ampico records owned by the customer, which
affords a guide as to the possibilities for mak-
ing additional record sales. This is a part of
the regular work and no commission is paid on
such roll sales as are made as a result of the
information. Nor is a commission paid for the
renewal of service contracts, for the men are
taught that the regularity of their work de-
pends upon the volume of regular contracts
that are held by the department. This point
is easily driven home for the reason that, al-
though repair and service work naturally fluc-
tuates during the year and is at a low point
during July and August when people close their
homes and go to vacation resorts, not a man
is laid off. This regularity of employment in-
sures an efficient organization.
No man is sent out on service work until he
has had a thorough course of training in the
repair shop, of which more will be told later.
Here he is grounded in all the principles of
piano construction and also gets some new
ideas on tuning and regulating. No expense is
spared in connection with this training in order
to promote the efficiency of the department.
A number of the forms used by the American
Piano Co. service department are reproduced
and practically all of them can be utilized suc-
cessfully in the small department, together with
the system which they govern.
A prominent official of the company declared
recently that careful investigation had shown
that 86 per cent of the reproducing pianos sold
last year were sold to those who had heard
How the Player-Piano Fits in the
Modern Age of Both Speed and Progress
A. G. Gulbransen, President of the Gulbransen Co., Chicago, Analyzes What the Player-Piano
Contributes to Musical Culture and Education Under Modern Conditions
T N no period in the country's history has the
progress in educational methods been made
that can be credited to the past decade. Those
who attended school only a few short years ago
did not have the advantages which the chil-
dren of to-day possess. The tools they are
given to work with in this modern age teach
faster and better. There are lessons which
youngsters pored over for hours and days which
are concentrated in a few feet of film thrown on
a screen, giving the child a more vivid and im-
pressionable picture than any text-book ever
could give.
Manual and practical training is gained in
school, machine shops, modernly equipped,
where students do things that formerly were
learned only in actual apprenticeship. They
have gained just that much through the modern
way—slow, tedious processes have had to step
to one side.
I would like to be able to say that slow,
tedious processes of music study have been dis-
placed by more modern methods, but that has
been accomplished to only a limited degree.
Good progress has been and is being made,
however.
The registering piano fits, in with the modern
dictum for speed and thoroughness. It hastens
mastery of the piano whether by hand or by
roll. The actual playing of pieces of music
projects a picture of an orderly and interesting
musical composition on the aural mind of the
pupil. It sets a standard of perfection. In an
aural way, it presents as vivid an impression as
the moving picture does to the visual senses.
In education, in social diversion, in industry,
in business—slow processes have had to go. It
is the day of speed. It is the day of inventions
that permit the maximum personal convenience
Highest
Quality
and dominance. The human factor has not been
lost. The automobile, as an invention, is a great
piece of machinery, but man wants to drive and
dominate it. The man who drives it, and where
he drives it, are more interesting than the
machine itself.
The person who plays a musical composition,
what he plays and how he plays it, are the more
interesting things about music. The human ele-
ment has not been submerged. The registering
piano and the roll are merely the mediums of
personal self-expression. The person playing
has the inborn sense of music expression, he
absorbs new ideas of composition and interpre-
tation and quickly broadens in an understanding
of music, through contact with the registering
piano and good music rolls.
Any child or adult progresses more quickly
in music study and understanding through the
help of the foot-played registering piano. Yet
it does not in any way subordinate the personal-
ity or talent of the one playing it. It merely
speeds them up, in a modern, interesting way.
As this fact becomes more widely understood,
greater attention will be paid to the teaching of
interpretation through the medium of the regis-
tering piano. It is a lucrative opportunity for
music teachers to teach music of a more ad-
vanced nature, and not only to children but to
grown-ups as well.
I have noticed that even staid music journals
are beginning to write about speeding up music
study. Considerable propaganda of that nature
has already been spread through the daily press.
It is bound to grow—because it is progressive.
Our job—and the job of everyone in the piano
industry and business—is to have the fullest
confidence in the product that we are sponsor-
ing so that it may have its maximum develop-
similar instruments in the homes of friends.
This in itself constitutes the best argument in
favor of an efficient service department and
PROSPECT
Dale
. . .
N _
Street or A r e .
Or.
Stale
Make and kind o< uMtnimeat
Reaarb
RapreM—T*
PLEASE
ACKNOWLEDGE
AT
ONCE
Service Drraion-2
A. P. CO.
Repairman's Prospect Report
regular service to customers whether under
contract or not. Instruments that are out of
order or prove unsatisfactory to their owners
for one reason or" another do not represent a
strong enough endorsement to influence new
prospects to buy. It is the instrument that is
properly serviced and operates efficiently at all
times that represents the best advertisement.
Any service that can develop 86 per cent
of new sales in a given year is well worth
studying and cultivating. Regardless of the cash
income of the service department, even if it
represents a cash loss, it proves a most prof-
itable factor in the development of the business.
This is the way and the only way in which
to regard service.
ment as the modern musical instrument and
medium for teaching. It is also our duty to see
to it that music rolls are made more and more
interesting and musical, so that expression, the
basis of all good music, is within the bounds
of possibility, and the human factor may thus
remain dominant, as in hand-playing.
Make Additional Payment
CINCINNATI, O., October 10.—Creditors of L. B.
Eichholz & Co., 2111 West Eighth street, bank-
rupt musical instrument dealers, have been given
an additional payment of 8 per cent at their
final meeting in the office of Charles T. Greve,
referee in bankruptcy. Two previous dividends
were for 5 per cent each, making the total
amount paid to creditors approximately $2,750.
Wilson-Stewart Chartered
INDIANAPOLIS, IND., October 12.—Papers of in-
corporation have been filed recently for the
Wilson-Stewart Music Co., of this city, which
will deal in all kinds of musical instruments.
The proprietors of the business are Walter G.
and Lillian Wilson, George E. and Faye H.
Stewart. The company will have a capital stock
of $10,000.
New Music Master Jobbers
DENVER, COLO., October 14.—The Rocky Moun-
tain Radio Corp. announces that it has secured
the exclusive distributor's franchise for the
Western territory on the products of the Music
Master Corp., of Philadelphia. Paul B. Lanius
is president and Orval Peterson is vice-presi-
dent of the Rocky Mountain company, which
also handles the products of Grebe, Crosley,
Gilfillan, Exide, Belden, Eveready, Frost-Radio,
Remler and other well-known manufacturers.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.
Highest
Quality
OCTOBER 17,
THE MUSIC TRADE
1925
REVIEW
Proper Service an Outstanding Factor in Reproducing Selling—(Continued from page 4)
tract but who are listed, receive regular letters
and calls, which are productive of enough work
to prove profitable. By keeping the instrument
in proper shape constantly, good feeling on the
part of the owner is developed, with the results
that they give the repairman on request, and
often without solicitation, the names of friends
Date
Nairn
A
PurduaeDate
Upright |
Grand 1
Tune
Regulate
Aaapieo AficeaKnt
Pljno Agreement
App< >intment
Player
Bep.lT
Loan
Ampico
Poli.h
Ettimat*
Srrnct Contract
Tnning Contract
EL'?"::
Charge
CoUeet
Taken by
Shop Order for Repair Work
who are interested in instruments of the same
type.
The service man turns in these prospects to
his department where they are entered on dupli-
cate slips. One of these slips is sent to the
warerooms from where the service order orig-
inated, and the other is kept on file. The ware-
rooms check the name with their prospect file
and, if not previously listed, it is placed to the
credit of the service man. When a sale is
eventually made the service man is entitled
to a commission of 5 per. cent.
It is quite conceivable with this commission
as an incentive, the service men make energetic
efforts to corral prospects, and turn in several
scores during the course of the year. They
also report wherever possible the number of
Ampico records owned by the customer, which
affords a guide as to the possibilities for mak-
ing additional record sales. This is a part of
the regular work and no commission is paid on
such roll sales as are made as a result of the
information. Nor is a commission paid for the
renewal of service contracts, for the men are
taught that the regularity of their work de-
pends upon the volume of regular contracts
that are held by the department. This point
is easily driven home for the reason that, al-
though repair and service work naturally fluc-
tuates during the year and is at a low point
during July and August when people close their
homes and go to vacation resorts, not a man
is laid off. This regularity of employment in-
sures an efficient organization.
No man is sent out on service work until he
has had a thorough course of training in the
repair shop, of which more will be told later.
Here he is grounded in all the principles of
piano construction and also gets some new
ideas on tuning and regulating. No expense is
spared in connection with this training in order
to promote the efficiency of the department.
A number of the forms used by the American
Piano Co. service department are reproduced
and practically all of them can be utilized suc-
cessfully in the small department, together with
the system which they govern.
A prominent official of the company declared
recently that careful investigation had shown
that 86 per cent of the reproducing pianos sold
last year were sold to those who had heard
How the Player-Piano Fits in the
Modern Age of Both Speed and Progress
A. G. Gulbransen, President of the Gulbransen Co., Chicago, Analyzes What the Player-Piano
Contributes to Musical Culture and Education Under Modern Conditions
T N no period in the country's history has the
progress in educational methods been made
that can be credited to the past decade. Those
who attended school only a few short years ago
did not have the advantages which the chil-
dren of to-day possess. The tools they are
given to work with in this modern age teach
faster and better. There are lessons which
youngsters pored over for hours and days which
are concentrated in a few feet of film thrown on
a screen, giving the child a more vivid and im-
pressionable picture than any text-book ever
could give.
Manual and practical training is gained in
school, machine shops, modernly equipped,
where students do things that formerly were
learned only in actual apprenticeship. They
have gained just that much through the modern
way—slow, tedious processes have had to step
to one side.
I would like to be able to say that slow,
tedious processes of music study have been dis-
placed by more modern methods, but that has
been accomplished to only a limited degree.
Good progress has been and is being made,
however.
The registering piano fits, in with the modern
dictum for speed and thoroughness. It hastens
mastery of the piano whether by hand or by
roll. The actual playing of pieces of music
projects a picture of an orderly and interesting
musical composition on the aural mind of the
pupil. It sets a standard of perfection. In an
aural way, it presents as vivid an impression as
the moving picture does to the visual senses.
In education, in social diversion, in industry,
in business—slow processes have had to go. It
is the day of speed. It is the day of inventions
that permit the maximum personal convenience
Highest
Quality
and dominance. The human factor has not been
lost. The automobile, as an invention, is a great
piece of machinery, but man wants to drive and
dominate it. The man who drives it, and where
he drives it, are more interesting than the
machine itself.
The person who plays a musical composition,
what he plays and how he plays it, are the more
interesting things about music. The human ele-
ment has not been submerged. The registering
piano and the roll are merely the mediums of
personal self-expression. The person playing
has the inborn sense of music expression, he
absorbs new ideas of composition and interpre-
tation and quickly broadens in an understanding
of music, through contact with the registering
piano and good music rolls.
Any child or adult progresses more quickly
in music study and understanding through the
help of the foot-played registering piano. Yet
it does not in any way subordinate the personal-
ity or talent of the one playing it. It merely
speeds them up, in a modern, interesting way.
As this fact becomes more widely understood,
greater attention will be paid to the teaching of
interpretation through the medium of the regis-
tering piano. It is a lucrative opportunity for
music teachers to teach music of a more ad-
vanced nature, and not only to children but to
grown-ups as well.
I have noticed that even staid music journals
are beginning to write about speeding up music
study. Considerable propaganda of that nature
has already been spread through the daily press.
It is bound to grow—because it is progressive.
Our job—and the job of everyone in the piano
industry and business—is to have the fullest
confidence in the product that we are sponsor-
ing so that it may have its maximum develop-
similar instruments in the homes of friends.
This in itself constitutes the best argument in
favor of an efficient service department and
PROSPECT
Dale
. . .
N _
Street or A r e .
Or.
Stale
Make and kind o< uMtnimeat
Reaarb
RapreM—T*
PLEASE
ACKNOWLEDGE
AT
ONCE
Service Drraion-2
A. P. CO.
Repairman's Prospect Report
regular service to customers whether under
contract or not. Instruments that are out of
order or prove unsatisfactory to their owners
for one reason or" another do not represent a
strong enough endorsement to influence new
prospects to buy. It is the instrument that is
properly serviced and operates efficiently at all
times that represents the best advertisement.
Any service that can develop 86 per cent
of new sales in a given year is well worth
studying and cultivating. Regardless of the cash
income of the service department, even if it
represents a cash loss, it proves a most prof-
itable factor in the development of the business.
This is the way and the only way in which
to regard service.
ment as the modern musical instrument and
medium for teaching. It is also our duty to see
to it that music rolls are made more and more
interesting and musical, so that expression, the
basis of all good music, is within the bounds
of possibility, and the human factor may thus
remain dominant, as in hand-playing.
Make Additional Payment
CINCINNATI, O., October 10.—Creditors of L. B.
Eichholz & Co., 2111 West Eighth street, bank-
rupt musical instrument dealers, have been given
an additional payment of 8 per cent at their
final meeting in the office of Charles T. Greve,
referee in bankruptcy. Two previous dividends
were for 5 per cent each, making the total
amount paid to creditors approximately $2,750.
Wilson-Stewart Chartered
INDIANAPOLIS, IND., October 12.—Papers of in-
corporation have been filed recently for the
Wilson-Stewart Music Co., of this city, which
will deal in all kinds of musical instruments.
The proprietors of the business are Walter G.
and Lillian Wilson, George E. and Faye H.
Stewart. The company will have a capital stock
of $10,000.
New Music Master Jobbers
DENVER, COLO., October 14.—The Rocky Moun-
tain Radio Corp. announces that it has secured
the exclusive distributor's franchise for the
Western territory on the products of the Music
Master Corp., of Philadelphia. Paul B. Lanius
is president and Orval Peterson is vice-presi-
dent of the Rocky Mountain company, which
also handles the products of Grebe, Crosley,
Gilfillan, Exide, Belden, Eveready, Frost-Radio,
Remler and other well-known manufacturers.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.
Highest
Quality
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