Presto

August 13, 1927.
P R E S T 0-TIMES
QULBRANSEN DISPLAY
AT CLEVELAND MEET
Four Rooms in Choice Location in Hotel Win-
ton Already Secured for Special Showing
of New Models.
THINGS SAID OR SUGGESTED
THE CRITIC.
'Tis very cunning to criticize methods of others
who sell; question their ways of moving the goods,
just righteously givemhell. Or with doubting shrugs
the lie implies, and bland Pecksniffian smile, to hurt
the trade of competitors in the cunning critics' style.
He with the deprecatory smile will cavil at those
who meet at convention time, free to discuss and
brothers in trade to greet. 'Tis just as well the
critic's disposed to keep his name from the list, and
coddle his kill-joy grouch at home; His face will
never be missed.
'Tis pleasant to fill an easy chair, with the water
cooler nigh, and give to the sales department fits;
to question "in thunder why, collections show such
lack of pep in getting installment dough." 'Tis safe
to stay right at home and brag, while others a-sell-
ing go.
* * *
THE WORKS GETS MAD
When it was decided to establish a retail branch of
the Excello Piano Company in Smokeliegh, George
Jr. presented himself as the logical candidate for
manager. George was the son of The Works, as the
boys flippantly called George Sr., the Excello Piano
Company's president, founder and dynamic booster.
Young George had left college six mouths previ-
ously and had come into the office filled with book-
ology and ambition. The Works believed it was
ambition, too, but the rank and file in office and fac-
tory irreverently called it gall.
The Works took young George at his own valua-
tion, however, and sent him to rip things up in
Smokeliegh with the Excello line and to make the
piano business of the houses there look like a brick
of ice cream in Hades. But the ripping up was slow
in commencing in Smokeliegh and The Works waited
in vain for the annihilation of all Excello competitors.
When the statement of the Smokeliegh branch was
presented the Excello Piano Company's president at
the end of the third month, The Works determined to
have a plain talk with the Smokeleigh manager over
the long distance telephone. One side of it was some-
thing like this:
"Hello! long distance? Yes. Ah, that you George?
Yes, this is your dad. I want to talk to you and I
wish I could talk plainer than the telephone rules
permit.
"Your letters? Sure I got 'era. What do I think?
I think you ought to be soothsayer at an amusement
park. That's what I think. Eh! Haven't got started
good and proper yet. What the
!! **
!*?
"Yes, young lady, I know. But consider my feel-
ings, too. Yes, I'll be calm.
"Hello! Hello! that you, George? Yes, somebody
cut me off. As I was saying—why haven't you got
started? What? Got to build up an organization
first. What the—. Say, what are you trying to
start—a political party? Why, blank you! Ahem!
Lookee here, I didn't send you to build up organiza-
tions. I sent you to sell Excello pianos. To sell
pianos, d'ye hear? S-e-1-1, get that?
"What! You can't go after business until—wha-at?
Until you've established a system in the branch first.
Well, of all the—why, d—n you, say, say, hello! why
** pp ji
****
~* *
"Yes, yes, my dear young lady, I know, but I am
extremely agitated—and my feelings—yes, I'm per-
fectly aware of the rules. Yes, thanks, I will indeed
be calmer.
"Hello! Hello! that you, George? Yes, got cut off
again. Say, about those systematization plans of
yours. Well, I don't like 'em a little bit. What?
Necessary?
Fudge! We've paid for fifty-seven
varieties of pretty little dinky booklets, eight hundred
dollars' worth of fancy furniture and for an autotruck
that up to the present has hauled only two pianos.
What? Four pianos? Yes, but according to your
statement for last month, two of the four were hauled
back to your precious branch again.
"Now look here, my boy, I took you at your own
estimate, hoping you would make good. For three
months you've been losing time and wasting money.
To hell—ahem! I mean to Jericho with your sys-
tems. You know you've been nursing fool theories
instead of hustling for customers for pianos.
"That's all right, my boy. I know you meant well,
but you've based your system on the idea that the
town of Smokeliegh w T as going to present you with
a business to fit it, and all on a silver platter. You've
simply perched too high and you've got to come
down and scratch. Hello! What's that?
"Want to make the right front from the start?
Eh! Want to start with right appearance. Say, boy,
you're dead wrong. When you get your business up
to where you can see it, you can make your system
to fit it. No, George, you've got the ambition all
right, but what you want is logic to go with it.
"Now, listen. Hello! Hello! Are you listening?
Remember you haven't any money to spend on ap-
pearances. You've got to earn it in your branch.
Build up the business first. Afterwards you can do
some fancy architecture on your system and organ-
ization.
"What's that! Guess you can get business all
right? That's the talk! Sure you can. Now you
talk like a bully boy. The thing is to go out and
do it. Today, mind you. And George, say, quit
thinking of yourself as George the Branch Manager
and heir apparent to The Works, and get down to
plain hustling. Good bye."
* * *
PEN SHY
That the pen is more treacherous than the sword,
bowie knife, near-synthetic gin, derringer or rifle is
the belief of many an Indian, according to H. C.
McRay of Tulsa, Okla., who sold pianos and organs
through the Creek nation when it was known as part
of Indian Territory.
Many of the Cherokees with whom Mr. McRay
had dealings from time to time were able and willing
to pay cash for pianos for the daughters brought up
in Indian government schools. Once, when he made
a sale to a Cherokee family the money available did
not cover the price. The old chief, now one of the
richest Indians there, was even then reputed w r ea!thy.
His money was well invested in big herds of cattle
and horses.
"The balance will be all right. I'll take your
notes," said Mr. McRay, producing his blanks and
fountain pen.
''Me no sign," grunted the chief.
"Why not?" asked the dealer persuasively. "To
me it will be as good as cash."
The Indian spoke a few words in his own language
to his daughter, who turned to Mr. McRay and
translated:
"Father says he will not sign, because every time
he has touched a pen he has lost something."
* * *
HEAR COMPLETE
REPORT
A personal opinion of the state of business was
recently stated by a pessimistic citizen of Chicago
in the presence of Max Widner, a piano salesman
on the outside for the Shea Music Company, 5114
West Madison. It was an honest, impromptu one,
but the circumstances didn't call for it.
Mr. Widner is prominent in Thirty-fourth Ward
politics, which may perhaps account for his success
at installing many good pianos in the thrifty homes
of the foreign born residents there.
Recently a dozen aliens wanted to be naturalized
and Mr. Widnes went to court in the interests of the
organization and to cinch a solid twelve votes for
the "gran' ol' party." They were required to fill
out blanks, the first three lines of which had the
following questions: "Name?" "Born?" and '"Busi-
ness?"
The first future voter filled his blank without the
Widner aid and answered:
Name—Isador Kadeshowitz."
"Born—Yes."
"Business—Rotten."
* * *
There is many a piano scheme so smooth that the
schemer slips up on it.
* * *
A line is the shortest way between two points; a
lawyer the longest,
* * *
Sometimes optimism is only a substitute for hard
work.
Last year the Gulbransen Company, Chicago, had
almost 100 per cent attendance of its dealers in the
state at the convention of the Music Merchants'
Association of Ohio. The company is looking for-
ward to a duplication of that record at this year's
convention, and has again engaged the very choicest
space in the Winton Hotel, Cleveland, parlors eleven,
twelve, thirteen and fourteen.
Included in the display will be the sensational new
Combination Registering and Reproducing Piano,
which made a stir at the Chicago and San Francisco
conventions.
This instrument may be used as a straight repro-
ducer, or as a registering piano, played by foot,
pedals and rolls. When played by foot pedals, it has
the spool propelled electrically. Regular piano
pedals, not player pedals, are used for striking the
notes and putting in the expression. This is one of
the biggest steps forward in the industry, since the
invention of the playerpiano itself. .
Another striking design to be exhibited will be
the Art Model Minuet in deep verde green, with
dainty decorations and fancy scroll back. Another
new product exhibited will be the 4 ft. 6 in. repro-
ducing Grand, and some of the smaller sized instru-
ments in the Gulbransen line which have recently
been turned out in registering and upright pianos.
Clark F. Gross will again be in charge of the com-
pany's display, and promises unusual features that
will make it worth the while for every Gulbransen
dealer and salesman in the state to be present.
PIANO PLAYING CONTEST
PROPOSED FOR CLEVELAND
Plan Outlined at Meeting of Dealers This Week
May Be Carried Out in Fall.
It begins to look as though there would be a piano
playing contest staged in Cleveland this fall. This
was revealed at a meeting of the Cleveland Music
Trades Association held on Tuesday evening when
two veteran newspapermen, C. S. Gregg and C. H.
Ashcraft, addressed the meeting and outlined a plan
for holding such a contest. It is proposed to hold
the contest either late in September or in early
October. Newspaper sponsorship of the contest
has been obtained and prizes amounting approxi-
mately $5,000 will be awarded.
There will be six classifications or divisions of the
contest, these being governed by age limitations.
The judges will be nationally known pianists.
Another feature will be a popular music division in
which anyone excepting professionals will be eligible
to compete. Only those dealers who underwrite
the contest will get full credit. President A. L.
Maresh of the Cleveland Music Trades' Association
is in hearty accord with the plan and the majority
of the piano dealers of the city have also given it
their approval.
William Bowie of the Dreher Piano Co. will have
charge of transportation arrangements in connection
with the convention of the Music Merchants' Asso-
ciation of Ohio from September 12 to 14. President
Maresh of the Cleveland Music Trades' Association
appointed Mr. Bowie to preside, as Richard White,
chairman of this committee, will not be able to return
from California for at least three weeks.
GOOD SALES PROPAGANDA
A pamphlet of the Bureau for the Advancement
of Music, "Musical Quotations," is being widely
used by the trade in America for distribution and
for advertising copy. A prominent English firm,
Rushworth & Draper, of Liverpool, has applied to
the Bureau for copies not only of that pamphlet but
of others of its new publications.
LANDAU BROS. FORMED.
Leo Landau, formerly identified with the Landau
Music Store, Hazleton, Pa., has resigned to form 3
new company called Landau Bros. The concern
will occupy the new three-story and basement build-
ing being erected at 17 West Broad street and will
handle musical instruments, radio, as well as jewelry
and furniture.
TIPS FOR SALESMEN.
"Twelve Tips for Traveling Salesmen" is the title
cf a folder issued by the Baldwin Piano Co., Cincin-
nati. It is by Herbert N. Casson and is reprinted
from the December 1, 1926, issue of Forbes Maga-
zine.
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