Presto
Issue: 1923 1943 - Page 4
PRESTO
PERMANENCE IN
PIANO DEALING
Value of Qualities That Make for Permanence
in the Trade of a Store and Certain Marks
of Desirable Characteristics
Pointed Out.
SOME EXAMPLES CITED
Men with Desire to Create Permanent Conditions in
Everything Relating to Business, There
to Stay and Grow.
The characteristics of permanence in a piano store
are among the most valuable assets. The ability to
create permanence in the business is the mark of
genius in the piano dealer. The good type of piano
man forms connections instinctively. He does not
stop at ordinary relations with customers and em-
ployes, but seeks permanence in his friendships. He
enjoys good relations with his customers because he
forms them with everybody else. The faculty of get-
ting close to his customers is his surest aid to build-
ing his business and making it permanent.
A certain piano man on Wabash avenue, Chicago,
walks a block out of his way each evening to buy a
newspaper from the same boy. Boy is only a generic
term, for the "boy" is the father of two boys in high
school and one in a technical school. The piano
man has been buying his evening paper from the
mature newsboy since he bought the stand and mar-
ried. A great many papers in the stacks delivered at
intervals during the clay to that particular stand arc
purchased by regular customers not a few of whom
go out of their way to do so.
A Good Illustration.
The fact is only stated to illustrate a characteristic
that the newsstand owner shares with the successful
piano man alluded to, the instinct, or faculty, or habit,
whatever you might call it, of forming permanent
business relations. It would surprise a great many
readers to hear the figure the newsstand is valued at.
Not the fixture, for that is the same battered thing
that went with the trade eighteen years ago.
The great asset is in the permanent customers
whom the "boy's" business genius has anchored to
his stand. Nor is the humble newsboy an umvorthy
illustration to present in an article of this kind. He
was among the first three depositors in a certain
bank on the northwest side of Chicago. His lodg-
ment was $5 in a savings account. The bank has
grown to be one of the four most important banks
outside of the loop, and the loop newsboy is a fortu-
nate owner of a lot of stock.
It is possible you know r men in your town with the
qualities that make for permanence. You may be
one of the naturally endowed kind yourself. The
man with the qualities for permanence is not "set in
his ways." He will not stick to unprogressive
methods, nor tie to an undesirable association in
business. In dofng that he is prompted by his desire
to seek and make only permanent relations. You
might set him down as a conservative hater of change
without reason.
• Believes in Permanence.
"I'd rather work three times as hard to hang on to
an old customer than to sell a piano to a new one,"
was the characteristic remark of a certain St. Louis
dealer some time ago. He is one of the strong be-
lievers in the value of permanent relations, and his
business is a monument to his beliefs.
At the trade convention in Chicago last June, a
piano traveler good-naturedly commenting on the St.
Louis man's ways told the group he was one of the
kind who if he lunches twice at the same restaurant
goes to the same table so the waiter at once accepts
him as an old customer. Or if he puts up at a hotel
in a strange city he gets acquainted with the manager
and assures him he will stop there when he comes
again.
"He will, too, if he ever does," said the
traveler.
This popular St. Louis dealer has the same desire
for permanent relations as those exhibited by the
Chicago piano man alluded to. He shows it in every
incident in his work. He has an organization de-
pendable and loyal. In the selection of employes he
always had the faculty of picking people his instinct
assured him would stay with the business, grow with
it and be loyal.
Confidence follows the faculty of making perma-
nent connections and business confidence is a species
of capital. Manufacturers know that the man with
the desire to create permanent conditions in every-
thing relating to his business is not only "there to
stay," but there to grow. The character for perma-
nence in a retail piano house coins public confidence.
Confidence, too, accumulates like savings. In any
town the piano buyers' confidence will be on deposit
in a house with the character for permanency and all
that it entails. The word describes the desire of a
house to put principle before profit; to give the cus-
tomer the square deal; to tie to him and to make the
piano sold a permanent proof of right dealing.
And the beauty of it is that the dealer does not
have to shut up this asset in his office safe. The
public feeling of confidence in the retail house is de-
posited with the manufacturers, and it automatically
earns interest among the piano buying public. It is
valuable because it rests on the solidity of permanent
relations and is as powerful a buying force as cash.
It represents outlets for pianos very often created by
more than one generation of fair dealing and satis-
factory service.
American business today is peculiarly one in which
reserves of confidence are being put behind a square
business through attention to the making and main-
taining of permanent relations. The policy maker of
the up-to-date business loses no opportunity to foster
the understanding and open dealing that makes for
permanent connection and enduring trust between
buyer and seller.
SCHAFF BROS. TW0=T0NE
FINISH PIANOS FAVORED
October 20, 1923
THE
W. P. HAINES & COMPANY
PIANOS
THE PIANOS OF QUALITY
Three Generations of Piano Makers
All Styles—Ready Sellers
Attractive Prices
GRANDS
REPRODUCING GRANDS
UPRIGHTS and PLAYERS
AVAILABLE TERRITORY OPEN
W. P. HAINES & CO., Inc.
138th St. and Walton Ave.
New York City
First Anniversary of Introduction of Style Finds It
Secure in the Favor of Trade.
A year ago this month the Schaff Bros. Co.,
Huntington, Ind., introduced its two-tone style of
piano case finishing and it is now recalled that some
of the most enthusiastic admirers of the two-tone fin-
ish today were doubtful about its possibilities for
favor at the beginning. The two-tone finish has been
accepted by the trade generally and the orders for
the three-style in two-tone put out by the company
continue to arrive in satisfactory volume.
The Schaff Bros. Co. is congratulating itself on the
warm acceptance of its departure in case finishing.
Many representative piano houses throughout the
country arc now featuring the two-tone instruments
from the Huntington factory. The dealers too say
the styles are easy to sell and that the beauty of the
finish appeals strongly to most piano .prospects. The
Schaff Bros. Co. make three styles in the two-tone
finish: the Venetian model in walnut: Monticello
model in mahogany and the Avon model in oak.
WESER
Pianos and Players
Sell readily—Stay sold
Great profit possibilities
Style E (shown below) our latest 4'6"
HAPPY CALIFORNIA DEALER
IS H. B. CLUBB OF RODONDO
Points Back to Good Work on the First Anniversary
of His Opening.
Harry II. Clubb, of Rodondo, Cal., was congratu-
lated last week upon his reaching the first anniversary
of starting in business. He took over the business of
a phonograph concern a year ago, named the store
the Sunset Music House and started in to get ac-
quainted.
Then he proceeded to expand the business. He
organized a boys' band and in other ways did his part
in the social and music life of the community.
Last week in a crowd of several hundred persons
in attendance at the banquet of the Southern Cali-
fornia Music Trades Association held at the Hotel
Virginia, Long Beach, Mr. Clubb was one of seven
asked to stand up and be recognized by the audience.
He was one of the first, if not the first, to sell phono-
graphs on the Coast, and there was an Eastern piano
manufacturer present who well remembered his old
salesman.
Order a sample to-day.
Liberal advertising and
cooperative arrangements
Write for catalogue
and price list
Weser Bros., Inc.
Manufacturers
520 to 528 West 43rd St.
New York
WILEY B. ALLEN CO. CHANGES.
The Wiley B. Allen Co., of Portland, Ore., have
added A. L. Freeze to their piano sales~ force. Mr.
Freeze comes to Portland from Saskatchewan, where
he was connected with the Scythes & Co. music
house of that city. Charles Couch, formerly collector
for the firm, has been transferred to the sales depart-
ment, while several new salesladies have been added
to the record department, among them Gertrude Lee
and Kathryn McCarthy, who will assist Miss Erma
Ewart, manager of the department.
MADE IT AN EVENT.
George C. Wilson, C. W. Brown and H. B. Wy-
nian, of the Baldwin Piano Company of Cincinnati,
arrived in Portsmouth, O., last week to attend the
opening of Floyd E. Stcarnes' new piano house on
Chillicothe street. Mr. Stearnes has for a number of
years successfully conducted the Baldwin agency in
that city, and his handsome new music store at 818
Chillicothe street was thrown open to the public from
8 a. m. until 10 p. m.
The Lyon & Healy
Reproducing Piano
A moderate priced reproducing piano,
beautiful in design and rich in tone.
Write for our new explanatory Chart,
the most complete and simple treat-
ment of the reproducing action.
Wabash at Jackson - - - 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/
PERMANENCE IN
PIANO DEALING
Value of Qualities That Make for Permanence
in the Trade of a Store and Certain Marks
of Desirable Characteristics
Pointed Out.
SOME EXAMPLES CITED
Men with Desire to Create Permanent Conditions in
Everything Relating to Business, There
to Stay and Grow.
The characteristics of permanence in a piano store
are among the most valuable assets. The ability to
create permanence in the business is the mark of
genius in the piano dealer. The good type of piano
man forms connections instinctively. He does not
stop at ordinary relations with customers and em-
ployes, but seeks permanence in his friendships. He
enjoys good relations with his customers because he
forms them with everybody else. The faculty of get-
ting close to his customers is his surest aid to build-
ing his business and making it permanent.
A certain piano man on Wabash avenue, Chicago,
walks a block out of his way each evening to buy a
newspaper from the same boy. Boy is only a generic
term, for the "boy" is the father of two boys in high
school and one in a technical school. The piano
man has been buying his evening paper from the
mature newsboy since he bought the stand and mar-
ried. A great many papers in the stacks delivered at
intervals during the clay to that particular stand arc
purchased by regular customers not a few of whom
go out of their way to do so.
A Good Illustration.
The fact is only stated to illustrate a characteristic
that the newsstand owner shares with the successful
piano man alluded to, the instinct, or faculty, or habit,
whatever you might call it, of forming permanent
business relations. It would surprise a great many
readers to hear the figure the newsstand is valued at.
Not the fixture, for that is the same battered thing
that went with the trade eighteen years ago.
The great asset is in the permanent customers
whom the "boy's" business genius has anchored to
his stand. Nor is the humble newsboy an umvorthy
illustration to present in an article of this kind. He
was among the first three depositors in a certain
bank on the northwest side of Chicago. His lodg-
ment was $5 in a savings account. The bank has
grown to be one of the four most important banks
outside of the loop, and the loop newsboy is a fortu-
nate owner of a lot of stock.
It is possible you know r men in your town with the
qualities that make for permanence. You may be
one of the naturally endowed kind yourself. The
man with the qualities for permanence is not "set in
his ways." He will not stick to unprogressive
methods, nor tie to an undesirable association in
business. In dofng that he is prompted by his desire
to seek and make only permanent relations. You
might set him down as a conservative hater of change
without reason.
• Believes in Permanence.
"I'd rather work three times as hard to hang on to
an old customer than to sell a piano to a new one,"
was the characteristic remark of a certain St. Louis
dealer some time ago. He is one of the strong be-
lievers in the value of permanent relations, and his
business is a monument to his beliefs.
At the trade convention in Chicago last June, a
piano traveler good-naturedly commenting on the St.
Louis man's ways told the group he was one of the
kind who if he lunches twice at the same restaurant
goes to the same table so the waiter at once accepts
him as an old customer. Or if he puts up at a hotel
in a strange city he gets acquainted with the manager
and assures him he will stop there when he comes
again.
"He will, too, if he ever does," said the
traveler.
This popular St. Louis dealer has the same desire
for permanent relations as those exhibited by the
Chicago piano man alluded to. He shows it in every
incident in his work. He has an organization de-
pendable and loyal. In the selection of employes he
always had the faculty of picking people his instinct
assured him would stay with the business, grow with
it and be loyal.
Confidence follows the faculty of making perma-
nent connections and business confidence is a species
of capital. Manufacturers know that the man with
the desire to create permanent conditions in every-
thing relating to his business is not only "there to
stay," but there to grow. The character for perma-
nence in a retail piano house coins public confidence.
Confidence, too, accumulates like savings. In any
town the piano buyers' confidence will be on deposit
in a house with the character for permanency and all
that it entails. The word describes the desire of a
house to put principle before profit; to give the cus-
tomer the square deal; to tie to him and to make the
piano sold a permanent proof of right dealing.
And the beauty of it is that the dealer does not
have to shut up this asset in his office safe. The
public feeling of confidence in the retail house is de-
posited with the manufacturers, and it automatically
earns interest among the piano buying public. It is
valuable because it rests on the solidity of permanent
relations and is as powerful a buying force as cash.
It represents outlets for pianos very often created by
more than one generation of fair dealing and satis-
factory service.
American business today is peculiarly one in which
reserves of confidence are being put behind a square
business through attention to the making and main-
taining of permanent relations. The policy maker of
the up-to-date business loses no opportunity to foster
the understanding and open dealing that makes for
permanent connection and enduring trust between
buyer and seller.
SCHAFF BROS. TW0=T0NE
FINISH PIANOS FAVORED
October 20, 1923
THE
W. P. HAINES & COMPANY
PIANOS
THE PIANOS OF QUALITY
Three Generations of Piano Makers
All Styles—Ready Sellers
Attractive Prices
GRANDS
REPRODUCING GRANDS
UPRIGHTS and PLAYERS
AVAILABLE TERRITORY OPEN
W. P. HAINES & CO., Inc.
138th St. and Walton Ave.
New York City
First Anniversary of Introduction of Style Finds It
Secure in the Favor of Trade.
A year ago this month the Schaff Bros. Co.,
Huntington, Ind., introduced its two-tone style of
piano case finishing and it is now recalled that some
of the most enthusiastic admirers of the two-tone fin-
ish today were doubtful about its possibilities for
favor at the beginning. The two-tone finish has been
accepted by the trade generally and the orders for
the three-style in two-tone put out by the company
continue to arrive in satisfactory volume.
The Schaff Bros. Co. is congratulating itself on the
warm acceptance of its departure in case finishing.
Many representative piano houses throughout the
country arc now featuring the two-tone instruments
from the Huntington factory. The dealers too say
the styles are easy to sell and that the beauty of the
finish appeals strongly to most piano .prospects. The
Schaff Bros. Co. make three styles in the two-tone
finish: the Venetian model in walnut: Monticello
model in mahogany and the Avon model in oak.
WESER
Pianos and Players
Sell readily—Stay sold
Great profit possibilities
Style E (shown below) our latest 4'6"
HAPPY CALIFORNIA DEALER
IS H. B. CLUBB OF RODONDO
Points Back to Good Work on the First Anniversary
of His Opening.
Harry II. Clubb, of Rodondo, Cal., was congratu-
lated last week upon his reaching the first anniversary
of starting in business. He took over the business of
a phonograph concern a year ago, named the store
the Sunset Music House and started in to get ac-
quainted.
Then he proceeded to expand the business. He
organized a boys' band and in other ways did his part
in the social and music life of the community.
Last week in a crowd of several hundred persons
in attendance at the banquet of the Southern Cali-
fornia Music Trades Association held at the Hotel
Virginia, Long Beach, Mr. Clubb was one of seven
asked to stand up and be recognized by the audience.
He was one of the first, if not the first, to sell phono-
graphs on the Coast, and there was an Eastern piano
manufacturer present who well remembered his old
salesman.
Order a sample to-day.
Liberal advertising and
cooperative arrangements
Write for catalogue
and price list
Weser Bros., Inc.
Manufacturers
520 to 528 West 43rd St.
New York
WILEY B. ALLEN CO. CHANGES.
The Wiley B. Allen Co., of Portland, Ore., have
added A. L. Freeze to their piano sales~ force. Mr.
Freeze comes to Portland from Saskatchewan, where
he was connected with the Scythes & Co. music
house of that city. Charles Couch, formerly collector
for the firm, has been transferred to the sales depart-
ment, while several new salesladies have been added
to the record department, among them Gertrude Lee
and Kathryn McCarthy, who will assist Miss Erma
Ewart, manager of the department.
MADE IT AN EVENT.
George C. Wilson, C. W. Brown and H. B. Wy-
nian, of the Baldwin Piano Company of Cincinnati,
arrived in Portsmouth, O., last week to attend the
opening of Floyd E. Stcarnes' new piano house on
Chillicothe street. Mr. Stearnes has for a number of
years successfully conducted the Baldwin agency in
that city, and his handsome new music store at 818
Chillicothe street was thrown open to the public from
8 a. m. until 10 p. m.
The Lyon & Healy
Reproducing Piano
A moderate priced reproducing piano,
beautiful in design and rich in tone.
Write for our new explanatory Chart,
the most complete and simple treat-
ment of the reproducing action.
Wabash at Jackson - - - 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).