Presto
Issue: 1920 1760 - Page 25
*•
25
PRESTO
April 17, 1920.
THE
TALKING MACHINE
Mr. Dealer—
This Syndicate is a cure for dis-
advantages under which Music
Merchants have struggled, without
recourse, for years. It offers ad-
vantages in the way of purchasing
power, quick delivery of worth-
while merchandise, service, mer-
chandising counsel, financing of in-
stallment paper, etc.
Never before has so comprehen-
sive an organization for the mutual
benefit of Music Merchants been
proposed. The Syndicate is far
reaching, sound in plan and purpose,
and backed by men who know the
business from every angle of manu-
facturing and selling. For further
information write.
News of the Week in the Phonograph Field
THE WAY OF TODAY
The most important thing in the talking ma-
chine salesman is a proper mental attitude.
Too many salesmen have the idea that every-
body wants something cheap in a machine and
even that the price of a record is always the
determining factor in purchases. The idea
continues to influence those suffering under
that delusion although the evidences of free
spending are all about them. The dry goods,
shoe, millinery, furniture and other stores
every day encounter customers with more
money than they ever had before who demand
things "different, better, more exclusive."
They have the money and the storekeepers
hate to disoblige them.
But talking machine stores miss many sales
of the higher priced goods because some sales-
men do not realize the possibilities that lie
in the business of today. "He lost a good
quarter of an hour talking up a $45 machine to
a customer who had bought and paid for a
$2,800 automobile a little while ago," said a
dealer this week in a town considered a suburb
of Chicago. The faulty earlier training in sales
he had elsewhere had induced a lack of confi-
dence in his ability to sell better things or the
best things. "Of course I had him urgently
called to another part of the building and then
jumped in and saved the situation. I sold the
customer the highest priced machine in our
regular standard line and did so from a cata-
logue," added the dealer.
It is certain there are many opportunities
like that described in the foregoing, where
salesmen sometimes do not measure up to them
in mental attitude, confidence and ability.
There are some salesmen who fashion their
thoughts after the fashion of five years ago
when they chirped "cheap, cheap, cheap," like
birds.
Times have changed. The talking machine
customers are in a different buying mood.
There is money to be had from people who
have it and will spend it for the better ma-
chines and the best machines and the special,
distinctive machines where price is no object.
The majority of dealers never use the word
"cheap" in their advertising and if it is used
in the store it is qualified by something that
follows or was said before. The hardest thing
to sell today is that which is labeled "cheap."
Of course the talking machine store is not
free from the four-flushing customer. In any
day the four-flusher is in equal ratio to the
spender with the real money. But ordinary in-
tuition will enable the man in the store to dis-
tinguish between the four-flushers and the
people with the means to pay for good things
they buy. Intuition in the salesman involves a
realization of present time standards of promo-
tion and sales talk.
DECLARE CRAFTS DIVIDEND.
A quarterly dividend of 2 per cent was declared
at the monthly meeting of the A. J. Crafts Piano
Co., Richmond, Va. The dividend is payable April
1. At the same meeting the following officers were
elected to fill vacancies: R. A. Garber, treasurer to
fill the place of A. E. Roeber, resigned; F. M. Wil-
son, vice president, Richard Riley, resigned. Rapid
progress is being made in the building of the new
plant cf the A. J. Crafts Piano Co.
T. A. DAVIES IS NEW PRESIDENT
Department Chief of Cleveland Elected Head of
Talking Machine Dealers' Association.
T. A. Davies, the new president of the Talking
Machine Dealers' Association of Northern Ohio, is
manager of the talking machine department of the
William Taylor & Son Co., one of the largest de-
partment stores in Cleveland. The section in the
charge of Mr. Davies occupies an entire floor, and
from its size, number of phonographs sold and gen-
eral equipment, it ranks among the most important
departments of the kind in the city
The other officers of the association are: First
vice-president, Daniel E. Bambaugh, manager of the
talking machine department of the May Co.; second
vice-president, Phil H. Dorn, of the Collister &
Sayle Co.; treasurer, N. E. Shaw, Elyria, O.; secre-
>ary, E. B. Lyons, sales manager of the Eclipse Co.
The new officers were formally installed at a dinner
recently at the Hotel Winton.
PHONOGRAPH INCORPORATIONS
THE AMALGAMATED PHONOGRAPH
SYNDICATE of AMERICA
Growth of Trade and Industry Is Shown By
Newcomers in Field.
Acme Phonograph Motors Corp., Manhattan.
$100,000. F. H. Hedinger, C. P. Evans, M. San.-
rels, 6 East 16th street.
The Walters & Barry Corporation, Buffalo, N. Y.
To make phonographs, capital stock $20,000. B.
Walters, E. H. Barry, W. E. Houpt.
Lee S. Roberts, Manhattan, musical and theatri-
cal publishers, $150,000; J. L. Broadwin and M. and
L. S. Roberts, White Plains, N. J.
Bain Bros. & Freidberg, Brooklyn, phonographs,
has increased its capital from $60,000 to $130,000.
Grand Rapids, Mich.
"Hear That Tone"
A MOTTO JUSTIFIED BY
ACHIEVEMENT
The remarkable clarity of tone re-
production which characterizes all
FUEHR & STEMMER
PHONOGRAPHS
is due to the PERFECTED TONE
CHAMBER which, with the in-
genious TONE MODIFIER lifts
these instruments far above other
talking machines.
Write for particulars.
BEAUTIFUL ORIGINAL CABI-
NETS WITH PIANO FINISH.
Make your Talking Machine De-
partment pay.
TO CELEBRATE JUBILEE.
Beginning April 21 the William Taylor & Son Co.,
Cleveland, a large department store with an active
talking machine department, will devote ten days
to the celebration of its golden jubilee. T. A.
Davies, manager of the talking machine department,
has been given perfect freedom to work out plans
for the jubilee celebration on his floor. The history
of the talking machine department in the store does
not go back very far, but its achievements have been
in keeping with the spirit of the fifty-year-old house.
Over 2,000 people are employed in the various de-
partments of the Taylor store.
EDISON IN PORTLAND, ORE.
The Edison Phonograph company of Orange, N.
J., has leased the quarter block at the southwest
corner of Thirteenth and Everett streets, Portland,
Ore., from the owner for a long term. The aggre-
gate rental is reported as $48,000. The Edison com-
pany proposes to erect a warehouse and office build-
ing on the site. Plans are being prepared and the
estimated cost of the building is $60,000. With the
completion of the building, Portland will become the
distributing center of the Pacific Coast for the Edi-
son company.
THAT BALTIMORE PLANT.
The first unit of the Baltimore, Md., plant of the
Columbia Graphophone Mfg. Co., to be erected will
consist of a six-story cabinet factory of reinforced
concrete with a total floor space of 525,000 square
feet. Adjacent to the main building will be a power
house 85x100 feet, and a dry kiln. The factory will
have track connections to the Baltimore & Ohio
and Pennsylvania railroads. The entire work under
contract will cost approximately $2,500,000. In its
entirety it requires 100 acres.
MEET IN MILWAUKEE.
"The Grafonola in the Schools and What It
Means to You in Sales," was the subject of a clever
address made recently by Miss Genevieve Quealy to
the Columbia dealers of Milwaukee and adjoining
counties of Wisconsin. Miss Quealy came as the
special representative of the New York office of the
company. Other active workers of the Columbia
Graphophone Co. addressed the meeting, which was
held at the Hotel Wisconsin. J. Kamp, H. B. Smith
and Kenneth Mills, all of the Chicago wholesale
branch of the company, made interesting talks.
FUEHR & STEMMER PIANO CO.
Chicago, III.
"
Guesswork Won't Do"
—The ACME allows test with
the drag of the needle throughout
the length of the
record.
Acme Speed Indicator
—is precision made,
—clears the tone arm.
—1 o c a t e s
motor
troubles.
—registers 78 and 80
revolutions.
Made by
The Acme Engineering & Mfe. Co.
1622 Fulton St.
CHICAGO
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/
25
PRESTO
April 17, 1920.
THE
TALKING MACHINE
Mr. Dealer—
This Syndicate is a cure for dis-
advantages under which Music
Merchants have struggled, without
recourse, for years. It offers ad-
vantages in the way of purchasing
power, quick delivery of worth-
while merchandise, service, mer-
chandising counsel, financing of in-
stallment paper, etc.
Never before has so comprehen-
sive an organization for the mutual
benefit of Music Merchants been
proposed. The Syndicate is far
reaching, sound in plan and purpose,
and backed by men who know the
business from every angle of manu-
facturing and selling. For further
information write.
News of the Week in the Phonograph Field
THE WAY OF TODAY
The most important thing in the talking ma-
chine salesman is a proper mental attitude.
Too many salesmen have the idea that every-
body wants something cheap in a machine and
even that the price of a record is always the
determining factor in purchases. The idea
continues to influence those suffering under
that delusion although the evidences of free
spending are all about them. The dry goods,
shoe, millinery, furniture and other stores
every day encounter customers with more
money than they ever had before who demand
things "different, better, more exclusive."
They have the money and the storekeepers
hate to disoblige them.
But talking machine stores miss many sales
of the higher priced goods because some sales-
men do not realize the possibilities that lie
in the business of today. "He lost a good
quarter of an hour talking up a $45 machine to
a customer who had bought and paid for a
$2,800 automobile a little while ago," said a
dealer this week in a town considered a suburb
of Chicago. The faulty earlier training in sales
he had elsewhere had induced a lack of confi-
dence in his ability to sell better things or the
best things. "Of course I had him urgently
called to another part of the building and then
jumped in and saved the situation. I sold the
customer the highest priced machine in our
regular standard line and did so from a cata-
logue," added the dealer.
It is certain there are many opportunities
like that described in the foregoing, where
salesmen sometimes do not measure up to them
in mental attitude, confidence and ability.
There are some salesmen who fashion their
thoughts after the fashion of five years ago
when they chirped "cheap, cheap, cheap," like
birds.
Times have changed. The talking machine
customers are in a different buying mood.
There is money to be had from people who
have it and will spend it for the better ma-
chines and the best machines and the special,
distinctive machines where price is no object.
The majority of dealers never use the word
"cheap" in their advertising and if it is used
in the store it is qualified by something that
follows or was said before. The hardest thing
to sell today is that which is labeled "cheap."
Of course the talking machine store is not
free from the four-flushing customer. In any
day the four-flusher is in equal ratio to the
spender with the real money. But ordinary in-
tuition will enable the man in the store to dis-
tinguish between the four-flushers and the
people with the means to pay for good things
they buy. Intuition in the salesman involves a
realization of present time standards of promo-
tion and sales talk.
DECLARE CRAFTS DIVIDEND.
A quarterly dividend of 2 per cent was declared
at the monthly meeting of the A. J. Crafts Piano
Co., Richmond, Va. The dividend is payable April
1. At the same meeting the following officers were
elected to fill vacancies: R. A. Garber, treasurer to
fill the place of A. E. Roeber, resigned; F. M. Wil-
son, vice president, Richard Riley, resigned. Rapid
progress is being made in the building of the new
plant cf the A. J. Crafts Piano Co.
T. A. DAVIES IS NEW PRESIDENT
Department Chief of Cleveland Elected Head of
Talking Machine Dealers' Association.
T. A. Davies, the new president of the Talking
Machine Dealers' Association of Northern Ohio, is
manager of the talking machine department of the
William Taylor & Son Co., one of the largest de-
partment stores in Cleveland. The section in the
charge of Mr. Davies occupies an entire floor, and
from its size, number of phonographs sold and gen-
eral equipment, it ranks among the most important
departments of the kind in the city
The other officers of the association are: First
vice-president, Daniel E. Bambaugh, manager of the
talking machine department of the May Co.; second
vice-president, Phil H. Dorn, of the Collister &
Sayle Co.; treasurer, N. E. Shaw, Elyria, O.; secre-
>ary, E. B. Lyons, sales manager of the Eclipse Co.
The new officers were formally installed at a dinner
recently at the Hotel Winton.
PHONOGRAPH INCORPORATIONS
THE AMALGAMATED PHONOGRAPH
SYNDICATE of AMERICA
Growth of Trade and Industry Is Shown By
Newcomers in Field.
Acme Phonograph Motors Corp., Manhattan.
$100,000. F. H. Hedinger, C. P. Evans, M. San.-
rels, 6 East 16th street.
The Walters & Barry Corporation, Buffalo, N. Y.
To make phonographs, capital stock $20,000. B.
Walters, E. H. Barry, W. E. Houpt.
Lee S. Roberts, Manhattan, musical and theatri-
cal publishers, $150,000; J. L. Broadwin and M. and
L. S. Roberts, White Plains, N. J.
Bain Bros. & Freidberg, Brooklyn, phonographs,
has increased its capital from $60,000 to $130,000.
Grand Rapids, Mich.
"Hear That Tone"
A MOTTO JUSTIFIED BY
ACHIEVEMENT
The remarkable clarity of tone re-
production which characterizes all
FUEHR & STEMMER
PHONOGRAPHS
is due to the PERFECTED TONE
CHAMBER which, with the in-
genious TONE MODIFIER lifts
these instruments far above other
talking machines.
Write for particulars.
BEAUTIFUL ORIGINAL CABI-
NETS WITH PIANO FINISH.
Make your Talking Machine De-
partment pay.
TO CELEBRATE JUBILEE.
Beginning April 21 the William Taylor & Son Co.,
Cleveland, a large department store with an active
talking machine department, will devote ten days
to the celebration of its golden jubilee. T. A.
Davies, manager of the talking machine department,
has been given perfect freedom to work out plans
for the jubilee celebration on his floor. The history
of the talking machine department in the store does
not go back very far, but its achievements have been
in keeping with the spirit of the fifty-year-old house.
Over 2,000 people are employed in the various de-
partments of the Taylor store.
EDISON IN PORTLAND, ORE.
The Edison Phonograph company of Orange, N.
J., has leased the quarter block at the southwest
corner of Thirteenth and Everett streets, Portland,
Ore., from the owner for a long term. The aggre-
gate rental is reported as $48,000. The Edison com-
pany proposes to erect a warehouse and office build-
ing on the site. Plans are being prepared and the
estimated cost of the building is $60,000. With the
completion of the building, Portland will become the
distributing center of the Pacific Coast for the Edi-
son company.
THAT BALTIMORE PLANT.
The first unit of the Baltimore, Md., plant of the
Columbia Graphophone Mfg. Co., to be erected will
consist of a six-story cabinet factory of reinforced
concrete with a total floor space of 525,000 square
feet. Adjacent to the main building will be a power
house 85x100 feet, and a dry kiln. The factory will
have track connections to the Baltimore & Ohio
and Pennsylvania railroads. The entire work under
contract will cost approximately $2,500,000. In its
entirety it requires 100 acres.
MEET IN MILWAUKEE.
"The Grafonola in the Schools and What It
Means to You in Sales," was the subject of a clever
address made recently by Miss Genevieve Quealy to
the Columbia dealers of Milwaukee and adjoining
counties of Wisconsin. Miss Quealy came as the
special representative of the New York office of the
company. Other active workers of the Columbia
Graphophone Co. addressed the meeting, which was
held at the Hotel Wisconsin. J. Kamp, H. B. Smith
and Kenneth Mills, all of the Chicago wholesale
branch of the company, made interesting talks.
FUEHR & STEMMER PIANO CO.
Chicago, III.
"
Guesswork Won't Do"
—The ACME allows test with
the drag of the needle throughout
the length of the
record.
Acme Speed Indicator
—is precision made,
—clears the tone arm.
—1 o c a t e s
motor
troubles.
—registers 78 and 80
revolutions.
Made by
The Acme Engineering & Mfe. Co.
1622 Fulton St.
CHICAGO
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/
Future scanning projects are planned by the International Arcade Museum Library (IAML).