Presto

September 12, 1925.
CHRISTMAN
"The First Touch Tells"
It Will Pay You to Feature
the Famous
Studio Grand
(only 5 ft. long)
This little Grand has no superior and it
presents the very qualities that win the
prospect and makes the sale.
If you have a trade for Reproducing
Grands we ask your particular
notice to the
CHRISTMAN
Reproducing Grand
PRESTO
STORY & CLARK CO.'S
FACTS FOR THE PUBLIC
The House with the Goods of Dependable
Character Gets Confidence of Prospects
Is Company's Belief.
"Our sixty-eight years of continuous experience in
the piano business has taught us many valuable
things, one of them is that successful selling is based
upon absolute knowledge and requirements of the
goods sold," says the Story & Clark Piano Co., Chi-
cago, in the September Story Book. The company
shows its belief that knowledge begets confidence by
its comprehensive methods of instructing the public
through advertising and demonstration. The Story
Book says:
We say that men who know every factory proc-
ess, from raw material to the shipping platform, have
the right foundation. Customers quickly appraise
the extent and accuracy of this knowledge. And if a
salesman, their confidence in his conversation is gov-
erned, to a great extent, by this impression.
The salesman of course does not need to air his
technical knowledge on all occasions, but positive
and thorough knowledge of the goods furnishes the
background that puts the punch into his canvass.
Since the correspondence schools put in public
speaking, there are plenty of orators. The demand,
however, is for the man who "says something" be-
cause he knows.
When you "have the goods," your customer knows
it almost instantly and sub-consciously feels that you
are the fellow he wants to do business with—because
he has confidence in you and the firm you represent.
SNAPPY MUSIC FOR
ELECTRIC PIANO TRADE
Properly Recorded Rolls Admitted to Be Powerful
Stimulation for Sales of Automatic Instruments.
The business in electric pianos, orchestrions and
organs grows in an amazing degree and every day
adds to the number of dealers who realize the im-
portance of the instruments in the pursuit of profits.
The help provided for the stimulation of this phase
of the music business includes the rolls issued every
month by alert roll manufacturers.
The September bulletin of Seeburg Specials for
electric pianos, orchestrions and organs is a remark-
ably large one. The Automatic Music Roll Co. of
Chicago, which produces the Seeburg music, presents
one of the best lists that industry has ever put forth.
It embraces new standard 65-note music, for coin
operated instruments, pianos, motion picture players,
pipe organs, orchestra, hand-played organ rolls,
everything in the automatic instrument roll line.
This advice is given owners:
Automatic music rolls are being used by all live
and up-to-date electric piano owners.
Music rolls should be changed often to obtain the
best financial results from your piano.
Are you keeping your piano alive? Are you get-
ting big returns from your instrument or have you
neglected to get new music as needed? Neglect is
an expensive habit.
Many owners of electric pianos have a standing-
order with us for one or more new rolls each week
or month. Our roll department is up on this service.
You might as well have the benefit of it, too.
Equipped with
LATE FACTS GATHERED
IN THE MUSIC TRADE
Brief Items of Activities in the Business Collected
in Many States.
A marvel of tone and expressive
interpretation of all classes of com-
position, reproducing perfectly the
performances of the world's great-
est pianists.
"The Fint Touch Tells"
1U«. U. I . Pat. Off.
Christman Piano Co.
597 East 137th St.
New York
A music store was opened recently in Walnut
Ridge, Ark , by W. J. Veard.
A piano department is being added to the business
of J. H. Malbin & Sons, 74-76 Macomb street, Mount
Clemens, Mich.
The Corley Company, Richmond, Va., has opened
a branch in Greensboro, N. C.
The Eugene Music Shop, of Eugene, Ore., has
added a piano department.
Davis, Burkham & Tyler Company has opened a
ned store at 8 North Central avenue, Cannonsburg,
Pa. The Cannonsburg branch will be up to their
usual standard, and a full supply of pianos and musi-
cal supplies will be kept on hand.
C. M. Ott, of the Ott Piano Co , Nineteenth and
Euclid avenue, Cleveland, Ohio, has the distinction
of being a piano dealer there who does not handle
radio.
George McLeilan, music dealer, of Frederick, Okla.,
has leased a new store for his business.
A music store was opened in Greenwich, Ohio, re-
cently by the Mansfield Music Company, and under
the management of H. H. Chesrown, who is assisted
by Mr. McQuillen. Mr. Chesrown was located in
Mansfield, Ohio, for a number of years before mov-
ing to Greenwich.
A new branch of the Burton Music Store was
opened recently in the Ingram Arcade, Hollywood,
Fla.
The National Music Co. is a new enterprise in
Hartford, Conn. The business was recently opened
at 1065 Main street, with J. Keinblum as manager.
Mrs. Mabel Prescott has opened a music store at
Gooding, Idaho.
The J. R. Minton Music Company was opened re-
cently at 220 North Fourteenth street, Herrin, 111., by
J. R. Minton.
9 Baldwin piano, Style H, has been installed in
the oldest church in North Carolina, the Mount Zion
Presbyterian Church of Rose Hill, built more than
seventy-five years ago.
Louis Gore, who has been conducting a music
store at Richmond, Mo., has closed his business for
the present.
R. C. McCauley Music Co., of Taylorville, III., is
advertising a special sale with "free delivery within
SO miles to first 10 buyers and 12 musical rolls of
your choice."
Krakauer Bros., New York, recently issued a most
interesting and instructive little book for distribu-
tion by dealers entitled "The Story of the Piano," and
setting forth the development of musical instruments
from the ancient Chinese "Ke" to the modern grand
piano of today.
MAKING FOREIGN BUSINESS
SAFE FOR EXPORTERS
Important Bureau of Chamber Gives Aid to Piano
Manufacturers Building Up Trade Abroad.
A feature of the work of the Export Bureau of
the Music Industries Chamber of Commerce which
has proved of value to its users is the Foreign Credit
Service, operated on a system similar to that of the
Chamber's regular Credit Service, but restricted to
members of the industry who do business with for-
eign dealers, and who would have information bear-
ing on their credit standing. Up to the present date
this service has issued nearly 500 reports, and it is
anticipated that it will become more valuable to its
users with the expected increase in activity in the
export field during the coming year.
The export bureau of the Chamber is used by about
one hundred members of the musical industry inter-
ested in foreign trade, and maintains a monthly serv-
ice of reports based on information received from the
United States Department of Commerce showing
shipments of pianos, phonographs and parts to prac-
tically all of the countries in the world. The bureau
also issues special bulletins from time to time when-
ever it receives information on foreign conditions or
on markets for musical instruments in foreign
countries.
RULE OF BRITISH TRADE.
The British Music Trade Federation at its recent
annual convention advised dealers to disclose to the
piano customer that a commission has been paid to
somebody aiding in the sale, if such were the fact.
The method suggested was the marking of the cus-
tomer's invoice to the effect that a certain percentage
on the amount has been paid on the transaction for
professional services. There is an established trade
custom to pay the "commission fiends" five per cent,
but the officials of the Music Trade Federation have
discovered that the consent of the trade does not
make an unlawful action legal. Hence the convention
advice.
SHOWS CABLE CO.'S LINE.
The Corley Company, Richmond, Va, recently
opened a new branch store at Greensboro, N. C
showing the entire line of instruments manufactured
by The Cable Company, of Chicago. This new store
is well located on one of the principal streets, and
will give Greensboro a very attractive general music
store.
THE "WESER" IN FLORIDA.
B. A. Scaglione & Co., Tampa, Florida, say that of
the many models of Weser Bros, pianos sold by them
every one has given perfect satisfaction. A "Weser
Bros, once sold never comes back," is their slogan.
The Weser Bros, piano is their leader.
ADDS TO LINE.
The Hefling Piano Co., 138 North Broadway. New
Philadelphia, O., has been appointed representative
in that district for the Steinway Duo-Art Reproduc-
ing pianos. The company has ambitious plans for
expansion in order to take care of the new line.
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