Presto

May 28, 1927.
PRESTO-TIMES
The American Music Trade Weeklj
Published Every Saturday at 417 South Dearborn
Street, Chicago, Illinois.
kind of resourcefulness by which an}' business
may be stimulated anywhere and at any time.
The working out of the plan created a chain
of effort in which many elements contributed
to results.
There was, and we believe the prime spirit,
was the zest of conquest. Each retail house
Telephones, Local and Long Distance, Harrison 234
that entered the contest felt a pride of accom-
Private Phones to all Departments. Cable Address (Com-
plishment. Every salesman was stimulated to
mercial Cable Co.'s Code), "PRESTO," Chicago.
do his utmost because he had more than a
Entered as second-class matter Jan. 29. 1896, at tiie
Post Office, Chicago, Illinois, under Act of March 3, 1875.
money prize at stake. He was striving for
Subscription, $2 a year; 6 months, $1; Foreign, 94.
the goal of a winner.
In advance. No extra charge in United States
possessions. Cuba and Mexico. Rates for advertising: on
application.
Then, of course, the monetary reward could
not
help but stiffen the desire to attain suc-
Items of news and other matter are solicited and if
of general interest to the music trade will be paid for cess. And not least in the salesmen's minds
at space rates. Usually piano merchants or salesmen
in the smaller cities are the best occasional corre- was the ambition to place the name of his em-
spondents, and their assistance is invited.
ployer well up toward the top in the honor
roll
of the contestants.
Payment is not accepted for matter printed in the
C. A. DANIELL and FRANK D. ABBOTT •
• Editors
editorial or news columns of Presto-Times.
We believe the story of the Chickering sell-
Where half-tones are made the actual cost of pro- ing contest is one that will prove, not merely
duction will be charged if of commercial character,
interesting, but instructive also to every man
or other than strictly news interest.
When electrotypes are sent for publication it is associated with the trade.
requested that their subjects and senders be carefully
indicated.
Forms close at noon every Thursday. News mat-
ter should be in not later than eleven o'clock on the
same day. Advertising copy should be in hand before
Tuesday, five p. m., to insure preferred position. Full
page display copy should be in hand by Monday noon
preceding publication day. Want advs. for current
week, to insure classification, must not be later than
Wednesday noon.
Address all communications for the editorial or business
departments to PRESTO PUBLISHING CO., 417 South
Dearborn Street, Chicago, III.
SATURDAY, MAY 28, 1927.
NEXT WEEK'S PAPER
In this week's presentation of the plans and
promises of the combined convention of the
several branches of the music industries and
trades, which will begin one week from next
Monday, June 6th, some of the more essential
points of interest in this issue of Presto-Times
are in effect at least, repetition of what may
have already appeared. The same comment
may be made in advance of some items which
will appear in the Convention Issue proper
which will be next week's number of this pa-
per. In that issue the plan will be to present
a complete, even if succinct, advance story
and guide to the events prepared for the edifi-
cation, instruction and promotive results, of
the forthcoming proceedings at the Stevens
Hotel.
One of the special features of next week's
Presto-Times will be an unusually striking
series of groups of modern and very decorative
period styles of pianos. Manufacturers who
may want special service in next week's
Presto-Times may still provide for it if they
act promptly. It will not be a "fat" trade
paper, but it will be a good one and circulated
with special thoroughness.
UNIQUE PIANO CONTEST
Because of its wide-spread interest to all
piano dealers and their salesmen, no less than
to piano manufacturers as well, Presto-Times
this week devotes an unusual amount of space
to a detailed account of the recent competitive
sales contest which served to celebrate the
104th anniversary of the industry of Chicker-
ing & Sons. The event affords a fine illus-
tration of the fact that there is really some-
thing new, all the time, in this old world of
ours, the familiar saw to the contrary not-
withstanding".
And in the contest of the Chickering repre--
sentatives we have a fine object lesson in how
to sell pianos, in which novelty suggests the
CORES OF THE CONVENTIONS
It has often happened that the annual con-
ventions of the National Piano Manufacturers'
Association, as it was originally named, have
had for their purposes the discussion and re-
adjustment of some special problems or evils
of the trade.
At one of the older meetings it was to at-
tempt a correction of what was termed the
"'stencil racket." At that time a booklet was
published in which prominent leaders in the
piano industry protested against the evil and
suggested remedies.
But nothing came of it beyond a vigorous
trade paper skirmish and violent denunciations
of the practice which, it was proclaimed,
threatened the ruin of the dignity of the
noblest of all musical instruments.
At another convention it was bad advertis-
ing that stirred most profoundly the spirit of
the meetings. The debasing puzzle pictures,
the "find-the-faces" monstrosities and the
near-check inanities were the targets of indig-
nant leaders in the industry, and the results
of the denunciations proved set effective that
the practices subsided.
The subject of credits was another of the
special convention topics. At that time a set
of rules for the protection of the manufac-
turers was fixed up and a secret code was de-
vised by which the tricky and irresponsible re-
tailers might be located and reports made to
members of the association in time to protect
manufacturers from bad accounts.
And there were other star topics of discus-
sion formulated for the special attention of
the conventions. Some of these bore special
relation to conditions of national character
and importance. There was the meeting dur-
ing the world war at which all present were
weighted with heavy solicitude concerning
events in France. It was, in fact, a war con-
vention and everything associated with it bore
evidences of the spirit of the times. Even the
banquet program bore the shape of a cannon
and the dinner courses were given names sug-
gestive of the battlefield. It was. of course, a
patriotic event and not much was done that
seemed to belong to the instruments of peace.
One of the conventions that created deep
interest, mixed with much speculation and
some curiosity, was the one at Atlantic City.
It was the meeting at which it was announced
that a large number of old pianos would be
destroyed by fire. The actual conflagration
was not impressive. But ever since that event
the proposition of burning the harmonious
reminiscences has been discussed with vary-
ing intensity.
The convention at the Stevens Hotel week
after next week will have for its central in-
terest the piano playing contest. It will, as
the earlier conventions, have special interest
also because of the piano exhibits. This latter
feature is somewhat different from earlier dis-
plays at the conventions because of the incom-
ing of the period model pianos of which the
exhibits will largely consist. Special attention
to this important feature of the 1927 conven-
tion will be given in next week's Presto-
Times. In the opinion of many veteran con-
vention attendants this year's meeting will
compare in interest with anv that has gone
before.
SEEING THINGS
Does the piano dealer who thinks business
is poor ever reflect that it is his own attitude
largely that makes or unmakes his condition?
He may be following a line of thinking that
is permanently narrowing.
How much better it would be for him to
think thoughts that in themselves would not
be far from deeds. To see new possibilities
in human nature all around him. To tell his
neighbors that a piano in the home purifies
and enlarges the sympathies. That a piano in-
dicates culture, and that culture has a passion
for sweetness and light.
These are success-bringing" thoughts. The.
piano represents the fixing of standards of
perfection that are real. That the ownership
of a piano indicates distinction from the mul-
titude, which is largely ignorant and thought-
less.
Men see things in a new light and do not
know whether it is sunset or dawn. They
cringe at the shadow of a shade and whisper
that business is beginning to decline. A super-
stitious approach to business is too much in
the cat-like movements of a burglar wearing
sneak-shoes. And like the burglar, that sort
of trade is very apt to get "all shot to pieces."
A music store covering a floor space of fif-
teen square feet is the boast of Evansville,
Ind. It contains everything but pianos, and if
the "basic instrument" continues the process
of compression it won't be long before they
may be added without increasing the floor
area. Evansville's midget is called the "small-
est music store in the world."
* * *
A potent restorative for low spirits in the
piano store in spring is to sally forth and close
a deal. The animated cucumber of the staff is
more likely to pull oft a good sale than the
three veterans who sit with their feet propped
up on the steam-heat radiator until 10 a. in.
Good sales are born of enthusiasm.
* * *
An added sign of the place occupied by the
piano as an "essential" may be seen in the
p'an of some great modern hotels of placing
a grand in every guest room. The instrument
of music is becoming as necessary to comfort
as the writing desk or lounge.
* * *
If the farmers' homes contain nearly two
millions of radio sets, it would be interesting
to know what proportion of them have also
pianos. Perhaps the broadcasters could help
sell the farmers more pianos—if they would.
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