Presto
Issue: 1923 1902 - Page 3
Presto Buyers' Guide
Analyzes and Classifies
All American Pianos
and in Detail Tells of
Their Makers.
PRESTO
Presto Trade Lists
Three Uniform Book-
lets, the Only Complete
Directories of the Music
Industries.
THE AMERICAN MUSIC TRADE WEEKLY
CHICAGO, SATURDAY, JANUARY 6, 1923
THE PROBLEM OF ROLL DISTRIBUTION
The Question of "Throwing In" the Ammunition by which Music is Made to Resound
in the Homes, as Discussed by Experts in the Manufacturing
THE NEW OKK
End of the Business
p i j m T T TRp 4
67i430A
must be admitted that in these days of strenuous after he has had his player a while, he expects to pay
V
P
competition there is no piano maker that will take
the same price that he has seen on the labels at home,
the agency away from a first class dealer just be- and, as he has played only superior rolls he won't
cause he gave a few rolls with their particular be satisfied with a poorly arranged roll. He'll "know"
player. A piano man will smile at such a thought— the difference.
but he won't give records free of charge with his
His reaction towards you is most unfavorable if
phonograph leader. He knows he stands equal on
he finds a higher price on "desirable" rolls when he
Vocalstyle Advertising Man Puts Up a Good that ground. He has no competition in record-giv- comes to buy than he has seen on the rolls you
ing and he won't take a chance of losing a profitable
sent out with player.
Story in the Discussion of the Throwing
phonograph agency. Those that do give records on
That's why so many people buy their rolls from
In Habit, Based Upon Observation
the Q. T. are few and far between.
Jones to use in the player they bought from Smith.
He
does
not
stand
"equal"
on
the
roll-giving
propo-
of the Dealers.
Chances are they tell Jones about their neighbor
sition. The rolls for players are not made by the in- that wants a player, too.
"Throwing In" music rolls with Players is a
strument makers generally. The big profit in a
A. E. McELROY,
question that should be handled with asbestos gloves phonograph, which ranges in price from $15.00 up, is
by the roll-maker. He doesn't want to "singe" his
Ad. Mgr. Vocalstyle Music Co.,
in the sale of records. Manufacturers and dealers
own business whiskers—neither does he want to be recognize this and both work hard developing record
Cincinnati.
considered mercenary by the dealer, should he sug- business.
gest giving a few—thus being on the receiving end
The big profit in a Playerpiano is in the instrument
of said dealer's "burning" remarks—if dealer doesn't
sale only, the price being much higher than phono-
happen to agree with him.
graphs. The dealers have not, as yet, generally
It's natural, when this subject is up for discus- awakened to the possibilities of roll profits but are President of the Q R S Music Co. Has Cure for
sion, for roll makers to say, that he "agrees" with gradually doing so.
"Throwing In" Habit.
anything that dealers decide on, and that he is will-
The trend is toward better things, and the sale
ing to "abide by their decision so the best interests of good rolls is bound to grow, even though phono-
Editor Presto:
of the trade may be conserved," etc., etc. This, he graphs outnumber playerpianos many times, which
I am having sent to you with our compliments, one
figures, leaves him on "safe" ground with dealer. He accounts for the slower development of appreciation
of our $15.00 Sets of Educator Rolls which consti-
doesn't commit himself one way or the other.
of the possibilities of profit in the roll business.
tute 132 lessons. I am enclosing herewith a synopsis
Nice in its way, but it doesn't weigh much.
Many dealers give a half dozen rolls, some a showing the different subjects treated in this Set of
The Vocalstyle Company doesn't want to disagree dozen, some ten, twenty, rarely more. The number
Instruction, or Educator Rolls.
with anyone, and we do not mix in useless contro- of rolls given with players is growing smaller all
I sincerely believe that every dealer should "throw
versies, but will say that we don't believe there can the time.
in" as you call it, one of these Educator Sets, rather
be any rule made, or any code of ethics adopted in
As long as retail competition is so intense and a
the retailing of Playerpianos in the U. S. A., that
player deal means a satisfactory profit and there are than rolls, because this will keep the people inter-
ested in their player, will actually teach them to play
will successfully control or regulate the number of
no set customs to govern "throwing in" of rolls, you
rolls to be "thrown in" with each Playerpiano sold. will not be able to find a live dealer anywhere who the piano by hand, but will not interfere any with the
This is not guesswork on our part, as many in our
won't be willing to "throw in" a few extra rolls if he sale of music rolls. Then let them buy what rolls
they should have, at the time they buy their player-
organization are former player men who have been
has to in order to land a playerpiano deal.
piano (and these rolls should be of the better class
in the field in all branches of the player business.
A Big Mistake.
of music), then the player owner will be equipped
Would Co-operation Work?
As a general rule (there are exceptions to general
to get the most possible enjoyment out of his in-
Maybe a strong local dealers' association, embrace rules as well as others) we find, from observation all strument, and can from time to time add to his
ing all dealers in the town, could put it over not to over the country, that a majority of dealers, big town library by buying the popular music.
and little town, convention attenders and those that
"throw in" any rolls, if they would all stick.
T. M. PLETCHER,
attend them not, carload lotters and the twenty-five
But would they all stick?
President.
a year boys, make a serious mistake in their work of
Answer—No!
making sales of, and creating a desire for, player-
Why?
Because a good player deal means too much to a pianos and music—good music—in the home.
When a playerpiano goes into a home a musical
dealer. He is not going to let a competitor in next
*
country or town, or his own town either, or some appetite is being served.
De Luxe Reproducing Roll Corporation Sees No
Served what?
traveling piano man from the big department store
Good substantial food that will nourish and satisfy
sixty-five miles away, get the order away from him
Reason for Free Music Rolls.
and create a desire for more? (More means money
on account of a few rolls.
for the dealer.)
Editor Presto:
Not on your life!
No!
He has worked on that "deal" a long, long time.
As to our views on the subject of giving music
Mr. Dealer sells a playerpiano after a hard tussle rolls with the playerpiano, or "throwing them in," as
The customer's brothers and married sisters are
ready with their orders for the same piano "John" with his local competitor and, after the deal is it is generally termed, beg to say that the writer is
buys. You see, "John" took a few lessons and plays "closed" he makes delivery and sends out a bunch of
very much opposed to this, and sees absolutely no
musical "fodder," (cheap poorly arranged rolls) and
a little and "knows a good tone when he hears it."
reason why a person buying a playerpiano can ex-
Isn't Mr. Dealer going to "throw in" as many rolls dust-covered shelf-warmers that have been hanging pect to have music rolls given with the instrument
round for years. He hangs on to the late shipment free, any more so than if he would buy a Victrola
as his "outside" competitor or maybe go him a few
better? Don't selling "John" mean some extra player of new. attractively arranged rolls, and figures he's and expect to have the dealer give free records. To
saving a dollar or two there anyhow.
sales in John's family circle? It certainly does.
me, this is a very harmful practice, for anything that
But is he?
Does Mr. Dealer think of his membership in local
. is considered as free is so treated, and while, of
He is not and, it's easy to figure out upon analysis. course, it is desirable that the customer have a large
association that gives a monthly luncheon at eighty-
A playerpiano regardless of price is no better than
five cents per head, for twenty minutes of eat and
library of music rolls, the best solution would be to
two hours of talk, when those few real "deals" are the roll that plays it.
make a price on the piano and sell it at that price,
Paderewski can make a cheap piano sound beauti- "and then insist that the customers buy a quantity of
right there for him ripe and ready to pick?
ful.
Again the answer is, No!
music rolls so that they could, in turn, get some-
Some pianists (?) can make the finest concert
The argument is often advanced that the big pho-
thing out of their investment. And only by having
nograph companies control the giving of records with grand sound like a circus sideshow band.
a good large library of music rolls can they hope
machines, and "by heck! why can't we control the
to get anything out of their investment of a Welte
There's just that same difference in rolls.
giving of rolls with players? If they can, we can!"
Mignon Reproducing Piano.
Good Rolls or None.
The Manufacturers' Viewpoint.
As long as the business demands "throwing in" of
The writer induced one of the retail merchants to
It has been said that the phonograph and automo- rolls that dealer is wise who "throws in" only the change the method of giving music rolls with pianos,
finest and most harmoniously arranged rolls.
some thirteen years ago, and while some of the com-
bile businesses are the only ones in the country that
The customer's "appetite" musically is then culti- petitors were doing so, I do not recall losing any
are run right. Of course, there are others that are
(Continued on page 6.)
vated and when he comes in for some "new music,"
run right, including many piano businesses, but it
NO FASTLRUl£i
MUSIC RDCLSECL NG
PRESENT "EDUCATOR" SET
MORE ATTENTION TO ROLLS
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/
Analyzes and Classifies
All American Pianos
and in Detail Tells of
Their Makers.
PRESTO
Presto Trade Lists
Three Uniform Book-
lets, the Only Complete
Directories of the Music
Industries.
THE AMERICAN MUSIC TRADE WEEKLY
CHICAGO, SATURDAY, JANUARY 6, 1923
THE PROBLEM OF ROLL DISTRIBUTION
The Question of "Throwing In" the Ammunition by which Music is Made to Resound
in the Homes, as Discussed by Experts in the Manufacturing
THE NEW OKK
End of the Business
p i j m T T TRp 4
67i430A
must be admitted that in these days of strenuous after he has had his player a while, he expects to pay
V
P
competition there is no piano maker that will take
the same price that he has seen on the labels at home,
the agency away from a first class dealer just be- and, as he has played only superior rolls he won't
cause he gave a few rolls with their particular be satisfied with a poorly arranged roll. He'll "know"
player. A piano man will smile at such a thought— the difference.
but he won't give records free of charge with his
His reaction towards you is most unfavorable if
phonograph leader. He knows he stands equal on
he finds a higher price on "desirable" rolls when he
Vocalstyle Advertising Man Puts Up a Good that ground. He has no competition in record-giv- comes to buy than he has seen on the rolls you
ing and he won't take a chance of losing a profitable
sent out with player.
Story in the Discussion of the Throwing
phonograph agency. Those that do give records on
That's why so many people buy their rolls from
In Habit, Based Upon Observation
the Q. T. are few and far between.
Jones to use in the player they bought from Smith.
He
does
not
stand
"equal"
on
the
roll-giving
propo-
of the Dealers.
Chances are they tell Jones about their neighbor
sition. The rolls for players are not made by the in- that wants a player, too.
"Throwing In" music rolls with Players is a
strument makers generally. The big profit in a
A. E. McELROY,
question that should be handled with asbestos gloves phonograph, which ranges in price from $15.00 up, is
by the roll-maker. He doesn't want to "singe" his
Ad. Mgr. Vocalstyle Music Co.,
in the sale of records. Manufacturers and dealers
own business whiskers—neither does he want to be recognize this and both work hard developing record
Cincinnati.
considered mercenary by the dealer, should he sug- business.
gest giving a few—thus being on the receiving end
The big profit in a Playerpiano is in the instrument
of said dealer's "burning" remarks—if dealer doesn't
sale only, the price being much higher than phono-
happen to agree with him.
graphs. The dealers have not, as yet, generally
It's natural, when this subject is up for discus- awakened to the possibilities of roll profits but are President of the Q R S Music Co. Has Cure for
sion, for roll makers to say, that he "agrees" with gradually doing so.
"Throwing In" Habit.
anything that dealers decide on, and that he is will-
The trend is toward better things, and the sale
ing to "abide by their decision so the best interests of good rolls is bound to grow, even though phono-
Editor Presto:
of the trade may be conserved," etc., etc. This, he graphs outnumber playerpianos many times, which
I am having sent to you with our compliments, one
figures, leaves him on "safe" ground with dealer. He accounts for the slower development of appreciation
of our $15.00 Sets of Educator Rolls which consti-
doesn't commit himself one way or the other.
of the possibilities of profit in the roll business.
tute 132 lessons. I am enclosing herewith a synopsis
Nice in its way, but it doesn't weigh much.
Many dealers give a half dozen rolls, some a showing the different subjects treated in this Set of
The Vocalstyle Company doesn't want to disagree dozen, some ten, twenty, rarely more. The number
Instruction, or Educator Rolls.
with anyone, and we do not mix in useless contro- of rolls given with players is growing smaller all
I sincerely believe that every dealer should "throw
versies, but will say that we don't believe there can the time.
in" as you call it, one of these Educator Sets, rather
be any rule made, or any code of ethics adopted in
As long as retail competition is so intense and a
the retailing of Playerpianos in the U. S. A., that
player deal means a satisfactory profit and there are than rolls, because this will keep the people inter-
ested in their player, will actually teach them to play
will successfully control or regulate the number of
no set customs to govern "throwing in" of rolls, you
rolls to be "thrown in" with each Playerpiano sold. will not be able to find a live dealer anywhere who the piano by hand, but will not interfere any with the
This is not guesswork on our part, as many in our
won't be willing to "throw in" a few extra rolls if he sale of music rolls. Then let them buy what rolls
they should have, at the time they buy their player-
organization are former player men who have been
has to in order to land a playerpiano deal.
piano (and these rolls should be of the better class
in the field in all branches of the player business.
A Big Mistake.
of music), then the player owner will be equipped
Would Co-operation Work?
As a general rule (there are exceptions to general
to get the most possible enjoyment out of his in-
Maybe a strong local dealers' association, embrace rules as well as others) we find, from observation all strument, and can from time to time add to his
ing all dealers in the town, could put it over not to over the country, that a majority of dealers, big town library by buying the popular music.
and little town, convention attenders and those that
"throw in" any rolls, if they would all stick.
T. M. PLETCHER,
attend them not, carload lotters and the twenty-five
But would they all stick?
President.
a year boys, make a serious mistake in their work of
Answer—No!
making sales of, and creating a desire for, player-
Why?
Because a good player deal means too much to a pianos and music—good music—in the home.
When a playerpiano goes into a home a musical
dealer. He is not going to let a competitor in next
*
country or town, or his own town either, or some appetite is being served.
De Luxe Reproducing Roll Corporation Sees No
Served what?
traveling piano man from the big department store
Good substantial food that will nourish and satisfy
sixty-five miles away, get the order away from him
Reason for Free Music Rolls.
and create a desire for more? (More means money
on account of a few rolls.
for the dealer.)
Editor Presto:
Not on your life!
No!
He has worked on that "deal" a long, long time.
As to our views on the subject of giving music
Mr. Dealer sells a playerpiano after a hard tussle rolls with the playerpiano, or "throwing them in," as
The customer's brothers and married sisters are
ready with their orders for the same piano "John" with his local competitor and, after the deal is it is generally termed, beg to say that the writer is
buys. You see, "John" took a few lessons and plays "closed" he makes delivery and sends out a bunch of
very much opposed to this, and sees absolutely no
musical "fodder," (cheap poorly arranged rolls) and
a little and "knows a good tone when he hears it."
reason why a person buying a playerpiano can ex-
Isn't Mr. Dealer going to "throw in" as many rolls dust-covered shelf-warmers that have been hanging pect to have music rolls given with the instrument
round for years. He hangs on to the late shipment free, any more so than if he would buy a Victrola
as his "outside" competitor or maybe go him a few
better? Don't selling "John" mean some extra player of new. attractively arranged rolls, and figures he's and expect to have the dealer give free records. To
saving a dollar or two there anyhow.
sales in John's family circle? It certainly does.
me, this is a very harmful practice, for anything that
But is he?
Does Mr. Dealer think of his membership in local
. is considered as free is so treated, and while, of
He is not and, it's easy to figure out upon analysis. course, it is desirable that the customer have a large
association that gives a monthly luncheon at eighty-
A playerpiano regardless of price is no better than
five cents per head, for twenty minutes of eat and
library of music rolls, the best solution would be to
two hours of talk, when those few real "deals" are the roll that plays it.
make a price on the piano and sell it at that price,
Paderewski can make a cheap piano sound beauti- "and then insist that the customers buy a quantity of
right there for him ripe and ready to pick?
ful.
Again the answer is, No!
music rolls so that they could, in turn, get some-
Some pianists (?) can make the finest concert
The argument is often advanced that the big pho-
thing out of their investment. And only by having
nograph companies control the giving of records with grand sound like a circus sideshow band.
a good large library of music rolls can they hope
machines, and "by heck! why can't we control the
to get anything out of their investment of a Welte
There's just that same difference in rolls.
giving of rolls with players? If they can, we can!"
Mignon Reproducing Piano.
Good Rolls or None.
The Manufacturers' Viewpoint.
As long as the business demands "throwing in" of
The writer induced one of the retail merchants to
It has been said that the phonograph and automo- rolls that dealer is wise who "throws in" only the change the method of giving music rolls with pianos,
finest and most harmoniously arranged rolls.
some thirteen years ago, and while some of the com-
bile businesses are the only ones in the country that
The customer's "appetite" musically is then culti- petitors were doing so, I do not recall losing any
are run right. Of course, there are others that are
(Continued on page 6.)
vated and when he comes in for some "new music,"
run right, including many piano businesses, but it
NO FASTLRUl£i
MUSIC RDCLSECL NG
PRESENT "EDUCATOR" SET
MORE ATTENTION TO ROLLS
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).