Presto
Issue: 1928 2199 - Page 8
PRESTO-TIMES
The American Music Trade Weekly
Published Every Saturday at 417 South Dearborn
Street, Chicago, Illinois.
PRESTO P U B L I S H I N G CO., Publishers.
Editor
F R A N K D. A B B O T T
- - - - - - - -
(C. A. DAN I ELL—1904-1927.)
Managing Editor
J. FERGUS O'RYAN
Telephones, Local and Long Distance, Harrison 0234.
Private Phones to all Departments. Cable Address (Com-
mercial Cable Co.'s Code), " P R E S T O , " Chicago.
Entered as second-class matter Jan. 29, 1896, at the
Post Office, Chicago, 111., under Act of March 3, 1879.
Subscription, $2 a year; 6 months, $1.25; Foreign, $4.
Payable in advance. No extra charge in United States
possessions, Cuba and Mexico. Rates for advertising on
application.
Items of news and other matter are solicited and if of
general interest to the music trade will be paid for at
space rates. Usually piano merchants or salesmen in the
smaller cities are the best occasional correspondents, and
their assistance is invited.
Payment is not accepted for matter printed in the edi-
torial or news columns of Presto-Times.
Where half-tones are made the actual cost of produc-
tion will be charged if of commercial character or other
than strictly news interest.
When electrotypes are sent for publication it is re-
quested that their subjects and senders be carefully indi-
cated.
Forms close at noon on Thursday. Late news matter
should be in not later than 11 o'clock on that day. Ad-
vertising copy should be in hand before Tuesday, 5 p. m.,
to Insure preferred position. Full page display copy
should be in hand by Tuesday noon preceding publication
day. Want advertisements for current week, to insure
classification, should be in by Wednesday noon.
Address all communications for the editorial or business
departments to PRESTO PUBLISHING CO., 417 South
Dearborn Street. Chicago, III. ,
;
' 1
SATURDAY, SEPTEMBER 22, 1928.
The last form of Presto-Times goes to press
at 11 a. m. Thursday. Any news transpiring
after that hour cannot be expected in the cur-
rent issue. Nothing received at the office that
is not strictly news of importance can have
attention after 9 a. m. on Thursday. If they
concern the interests of manufacturers or
dealers such items will appear the week follow-
ing. Copy for advertising designed for the
current issue must reach the office not later
The keen interest of President Herman H.
Fleer in the Illinois Music Merchants' Asso-
ciation was displayed in the result this week.
The association held its annual convention at
the Palmer House, Chicago, and the element
of time was an important consideration there-
at. Mr. Fleer deserves credit for prompting
many admirable features in the program, but
he modestly admits that his greatest satisfac-
tion was in originating the one-day trade con-
vention idea.
Of course, a second day was devoted to the
annual golf tournament, but all the business
was cleared up on Wednesday, leaving Thurs-
day free for play. The convention had all the
features of similar trade gatherings, with the
difference that the program at the Palmer
House was run on schedule, which guaranteed
a sensible speeding up of the proceedings. The
action of the Illinois Music Merchants' Asso-
ciation in establishing a stop-watch process
for conventions is worthy of emulation by
other organizations.
THE INDEPENDENT DEALER
September 22, 1928
by the Commerce Department it is pointed out 3,000 of the 80,000 dealers in the United States
that "the resourcefulness and freedom of ac- show that 50 to 100 per cent of all radio sales
tion of the individual will always go far toward are made on the instalment plan. The 10 per
offsetting the advantage of large-scale opera- cent return is regarded as a fairly accurate
tions of the more complicated organizations." index of the retailing situation throughout the
However, the fact is emphasized that in this country. The condition does not surprise the
era of changing business methods the mer- piano man, who considers it inevitable. The
chant who refuses to consider the new order source of the returns showed that the largest
of things must give ground to his more effi- percentage of deferred payment sales is in the
cient competitor. According to Dr. Julius Pacific group of states—Washington, Oregon
Klein, Director of the Bureau of Foreign and and California. The smallest percentage of
Domestic Commerce, the independent business sales on this basis was reported from the rural
man with reasonable capital willing to utilize belt embracing the states of Minnesota, Iowa,
new methods and take advantage of new con- Missouri, North Dakota, South Dakota, Ne-
ditions has a greater opportunity today than braska and Kansas.
ever before.
The independent merchant who functions
intelligently as purchasing agent, he points
out, has a distinct opportunity to render a real
(From Spanish Section of the Export Edition of
service to his community. The principal inno-
Presto, September 15, 1898.)
vation introduced by the large corporation is
Es indudable que para gran numero de personas,
the newer type of management and the recog- sera un enigma el escudo y casco que aparecen en
nized value of large-scale economies; but big los anemcios de la casa de pianos Steinway & Sons.
business has no copyright on profitable meth- El casco es la insignia peculiar, del trono de Ingla-
terra. Cuando el estado de Gales fue conquistado
ods and mere bulk is by no means necessarily por Eudardo de Inglaterra, el pueblo de Welsh
synonymous with efficiency.
deseaba tener un principe de nativo nacimiento.
THIRTY YEARS AQ0
PIANO SELLING REQUIREMENTS
In formal addresses at the business meet-
ings and impromptu conversations in the ex-
hibit rooms during the convention of the Mu-
sic Dealers' Association of Ohio, in the Com-
modore Perry Hotel, Toledo, last week, the
problem of sales was a foremost topic. The
topic, of course, involved the discussion of the
piano salesman, his ability to understand the
new conditions and his attitude towards the
dealer.
It was generally admitted that there, was a
scarcity of piano salesmen. It was also ad-
mitted that many of those recently added to
piano house sales staffs lacked a proper under-
standing of conditions governing sales. Of
course, the same may be said of salesmen in
other lines, but that does not minimize the
difficulties of the piano retailer.
"The piano trade has too many obsolete cus-
toms and worn-out ideas to forget," was the
suggestive remark of one veteran dealer dur-
ing a conversation in the lobby of the hotel.
Forgetting stale old sales methods is a ne-
cessity for the proper presentation of the piano
today. In the good old days of easy piano
selling the motives of the prospect's resist-
ance were readily located. Piano sales resist-
ance now is a more complex affair. Defining
it calls for understanding of the series of cir-
cumstances resulting in the conditions in the
piano business at this time.
Energy, honesty, optimism are necessary
traits in the piano salesman but they must be
accompanied by an accurate conception of the
piano's claims to particular people. So that
the ability to locate prospective buyers with
the least expenditure of time and work is a
most valuable asset. The power to present
the piano in the most potent way is admit-
tedly a prime essential in the salesman. Its
value is increased in equal ratio to the sales-
man's sense in finding listeners susceptible to
his pleas. It is a gift but there's nothing un-
canny about it. When the veteran dealer
quoted above was asked to define the piano
selling gift he laconically replied: "Horse
sense and continuous alertness."
In these days of chain stores the economists
and students of business problems are busy
tracing their effects on the small independent
merchant. The position of the small independ-
ent music merchant in the commercial struc-
ture is not specifically treated but the infer-
ence is that he is a sharer in the advantages
and disadvantages of the small independent
merchant in other lines.
Returns to the electrical equipment division
His independence may be an advantage of a
marked kind. In a pamphlet issued this week of the department of commerce from about
Justamente al poco tiempo, la Riena que acompa-
naba en esta campana a su esposo, daba a luz en
el Castillo de Carvaruon, un nino, el primero del
matrimonio. Entonces el Rey Eduardo tomando al
nino en sus brazos, dyo a los nobles de Welsh, ya
teneis lo que deseabais, este sera el principe de nativo
nacimiento para vosotros.
Desde aquella fecha el Lyo mayor de todos los
monarcas que han reinado en Inglaterra han recibido
enombre de Principi de Gales.
El piano Vose ocupa este ano una posicion mas
favorable que nunca en el comercio, a causa de que
sus meritos han sido reconocidos en alto grado,
como asi lo indica su immensa popularidad.
En el anemico ilustrado que aparece esta semana,
puede verse la elegancia y finura de su construccion.
En una palabra la Compania Vose de Boston, la
presentado un instrumento que podemos asegurar ser
el mas reputado de los Estados Unidos.
El "Wonder," maquina parlante, la sido ya de-
scripto en el Presto. Es una de las porprendentes
maravillas de miestra epoca, y el fabricante, Sr. C. G.
Conn, esta llevandolo a una altura proeminente en el
comercio. No es menester relatar el echo que el Sr.
C. G. Conn es el mas hatil de los anunciadores.
Algurios de sus Anuncios han sido verdaderos
modelos, y tanto por su originalidad como por su
atrevimiento, nunco han sido adelantados.
Seria muy deficil escribir mejor anuncio que eso.
Es una historia veridica y completo. La combina-
cion de retrato es tambien muy fuerte como se
apareja el nueva "Wonder" con el identificador, y la
personalidad del Sr. Conn es desde hace muchos anos
un factor importante en el comercio.
Los pianos de D. H. Baldwin y Co., de Cincinnati,
O., son muy populares por todas partes, y uno de
los productos de Baldwin, es, el "Valley Gem Piano."
Ademass de la magnifica apariencia del instrumento,
tiene un tono claro conteniendo tambien pedales de
mandolina y arpa. Con simplemente tocar el pedal
con el pie, se pueden producir efectos de pura imi-
tacion del arpa y mandolina, 6 ambros si se desea.
Este piano es decididamente sin iqual, siendo pre-
ferido por los musicos y todos aquellos que lo hayan
oido.
Los magnificos pianos hechos por Kranich y Bach,
tienen grau salida en Mejico. La casa de E. Heuer
y Ca., de la Ciudad de Mejico, negocia muy venta-
josamente en los pianos de Kranich y Bach, como
tambien mucho ostros traficantes mejicanos. No
lay parte del memdo civilizado, donde no se vendan
los pianos de Kranich y Bach, hasta en Alemania su
comrrcio es bastante extenso.
Senores Wessell, Nickel & Gross figuran entre los
mas grandes fabricantes de mecanismos de piano
en el mundo. Los companeros de la casa han sido
asociados despues 1874. Ellos son un trio de genios
y espertos mecanicos, lo que es la causa de la pre-
eminencia de su meconismo. Cuando el cambio de
pianos cuadrados a rectos fue hecho, esta casa fue
una de las primeras a ponera sa disposicion de los
fabricantes un mecanismo conveniente. La calidad
de sus mercaderias s la mas alta, y la casa tiene una
reputacion de honestidad verdaderamente envidiable.
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/
The American Music Trade Weekly
Published Every Saturday at 417 South Dearborn
Street, Chicago, Illinois.
PRESTO P U B L I S H I N G CO., Publishers.
Editor
F R A N K D. A B B O T T
- - - - - - - -
(C. A. DAN I ELL—1904-1927.)
Managing Editor
J. FERGUS O'RYAN
Telephones, Local and Long Distance, Harrison 0234.
Private Phones to all Departments. Cable Address (Com-
mercial Cable Co.'s Code), " P R E S T O , " Chicago.
Entered as second-class matter Jan. 29, 1896, at the
Post Office, Chicago, 111., under Act of March 3, 1879.
Subscription, $2 a year; 6 months, $1.25; Foreign, $4.
Payable in advance. No extra charge in United States
possessions, Cuba and Mexico. Rates for advertising on
application.
Items of news and other matter are solicited and if of
general interest to the music trade will be paid for at
space rates. Usually piano merchants or salesmen in the
smaller cities are the best occasional correspondents, and
their assistance is invited.
Payment is not accepted for matter printed in the edi-
torial or news columns of Presto-Times.
Where half-tones are made the actual cost of produc-
tion will be charged if of commercial character or other
than strictly news interest.
When electrotypes are sent for publication it is re-
quested that their subjects and senders be carefully indi-
cated.
Forms close at noon on Thursday. Late news matter
should be in not later than 11 o'clock on that day. Ad-
vertising copy should be in hand before Tuesday, 5 p. m.,
to Insure preferred position. Full page display copy
should be in hand by Tuesday noon preceding publication
day. Want advertisements for current week, to insure
classification, should be in by Wednesday noon.
Address all communications for the editorial or business
departments to PRESTO PUBLISHING CO., 417 South
Dearborn Street. Chicago, III. ,
;
' 1
SATURDAY, SEPTEMBER 22, 1928.
The last form of Presto-Times goes to press
at 11 a. m. Thursday. Any news transpiring
after that hour cannot be expected in the cur-
rent issue. Nothing received at the office that
is not strictly news of importance can have
attention after 9 a. m. on Thursday. If they
concern the interests of manufacturers or
dealers such items will appear the week follow-
ing. Copy for advertising designed for the
current issue must reach the office not later
The keen interest of President Herman H.
Fleer in the Illinois Music Merchants' Asso-
ciation was displayed in the result this week.
The association held its annual convention at
the Palmer House, Chicago, and the element
of time was an important consideration there-
at. Mr. Fleer deserves credit for prompting
many admirable features in the program, but
he modestly admits that his greatest satisfac-
tion was in originating the one-day trade con-
vention idea.
Of course, a second day was devoted to the
annual golf tournament, but all the business
was cleared up on Wednesday, leaving Thurs-
day free for play. The convention had all the
features of similar trade gatherings, with the
difference that the program at the Palmer
House was run on schedule, which guaranteed
a sensible speeding up of the proceedings. The
action of the Illinois Music Merchants' Asso-
ciation in establishing a stop-watch process
for conventions is worthy of emulation by
other organizations.
THE INDEPENDENT DEALER
September 22, 1928
by the Commerce Department it is pointed out 3,000 of the 80,000 dealers in the United States
that "the resourcefulness and freedom of ac- show that 50 to 100 per cent of all radio sales
tion of the individual will always go far toward are made on the instalment plan. The 10 per
offsetting the advantage of large-scale opera- cent return is regarded as a fairly accurate
tions of the more complicated organizations." index of the retailing situation throughout the
However, the fact is emphasized that in this country. The condition does not surprise the
era of changing business methods the mer- piano man, who considers it inevitable. The
chant who refuses to consider the new order source of the returns showed that the largest
of things must give ground to his more effi- percentage of deferred payment sales is in the
cient competitor. According to Dr. Julius Pacific group of states—Washington, Oregon
Klein, Director of the Bureau of Foreign and and California. The smallest percentage of
Domestic Commerce, the independent business sales on this basis was reported from the rural
man with reasonable capital willing to utilize belt embracing the states of Minnesota, Iowa,
new methods and take advantage of new con- Missouri, North Dakota, South Dakota, Ne-
ditions has a greater opportunity today than braska and Kansas.
ever before.
The independent merchant who functions
intelligently as purchasing agent, he points
out, has a distinct opportunity to render a real
(From Spanish Section of the Export Edition of
service to his community. The principal inno-
Presto, September 15, 1898.)
vation introduced by the large corporation is
Es indudable que para gran numero de personas,
the newer type of management and the recog- sera un enigma el escudo y casco que aparecen en
nized value of large-scale economies; but big los anemcios de la casa de pianos Steinway & Sons.
business has no copyright on profitable meth- El casco es la insignia peculiar, del trono de Ingla-
terra. Cuando el estado de Gales fue conquistado
ods and mere bulk is by no means necessarily por Eudardo de Inglaterra, el pueblo de Welsh
synonymous with efficiency.
deseaba tener un principe de nativo nacimiento.
THIRTY YEARS AQ0
PIANO SELLING REQUIREMENTS
In formal addresses at the business meet-
ings and impromptu conversations in the ex-
hibit rooms during the convention of the Mu-
sic Dealers' Association of Ohio, in the Com-
modore Perry Hotel, Toledo, last week, the
problem of sales was a foremost topic. The
topic, of course, involved the discussion of the
piano salesman, his ability to understand the
new conditions and his attitude towards the
dealer.
It was generally admitted that there, was a
scarcity of piano salesmen. It was also ad-
mitted that many of those recently added to
piano house sales staffs lacked a proper under-
standing of conditions governing sales. Of
course, the same may be said of salesmen in
other lines, but that does not minimize the
difficulties of the piano retailer.
"The piano trade has too many obsolete cus-
toms and worn-out ideas to forget," was the
suggestive remark of one veteran dealer dur-
ing a conversation in the lobby of the hotel.
Forgetting stale old sales methods is a ne-
cessity for the proper presentation of the piano
today. In the good old days of easy piano
selling the motives of the prospect's resist-
ance were readily located. Piano sales resist-
ance now is a more complex affair. Defining
it calls for understanding of the series of cir-
cumstances resulting in the conditions in the
piano business at this time.
Energy, honesty, optimism are necessary
traits in the piano salesman but they must be
accompanied by an accurate conception of the
piano's claims to particular people. So that
the ability to locate prospective buyers with
the least expenditure of time and work is a
most valuable asset. The power to present
the piano in the most potent way is admit-
tedly a prime essential in the salesman. Its
value is increased in equal ratio to the sales-
man's sense in finding listeners susceptible to
his pleas. It is a gift but there's nothing un-
canny about it. When the veteran dealer
quoted above was asked to define the piano
selling gift he laconically replied: "Horse
sense and continuous alertness."
In these days of chain stores the economists
and students of business problems are busy
tracing their effects on the small independent
merchant. The position of the small independ-
ent music merchant in the commercial struc-
ture is not specifically treated but the infer-
ence is that he is a sharer in the advantages
and disadvantages of the small independent
merchant in other lines.
Returns to the electrical equipment division
His independence may be an advantage of a
marked kind. In a pamphlet issued this week of the department of commerce from about
Justamente al poco tiempo, la Riena que acompa-
naba en esta campana a su esposo, daba a luz en
el Castillo de Carvaruon, un nino, el primero del
matrimonio. Entonces el Rey Eduardo tomando al
nino en sus brazos, dyo a los nobles de Welsh, ya
teneis lo que deseabais, este sera el principe de nativo
nacimiento para vosotros.
Desde aquella fecha el Lyo mayor de todos los
monarcas que han reinado en Inglaterra han recibido
enombre de Principi de Gales.
El piano Vose ocupa este ano una posicion mas
favorable que nunca en el comercio, a causa de que
sus meritos han sido reconocidos en alto grado,
como asi lo indica su immensa popularidad.
En el anemico ilustrado que aparece esta semana,
puede verse la elegancia y finura de su construccion.
En una palabra la Compania Vose de Boston, la
presentado un instrumento que podemos asegurar ser
el mas reputado de los Estados Unidos.
El "Wonder," maquina parlante, la sido ya de-
scripto en el Presto. Es una de las porprendentes
maravillas de miestra epoca, y el fabricante, Sr. C. G.
Conn, esta llevandolo a una altura proeminente en el
comercio. No es menester relatar el echo que el Sr.
C. G. Conn es el mas hatil de los anunciadores.
Algurios de sus Anuncios han sido verdaderos
modelos, y tanto por su originalidad como por su
atrevimiento, nunco han sido adelantados.
Seria muy deficil escribir mejor anuncio que eso.
Es una historia veridica y completo. La combina-
cion de retrato es tambien muy fuerte como se
apareja el nueva "Wonder" con el identificador, y la
personalidad del Sr. Conn es desde hace muchos anos
un factor importante en el comercio.
Los pianos de D. H. Baldwin y Co., de Cincinnati,
O., son muy populares por todas partes, y uno de
los productos de Baldwin, es, el "Valley Gem Piano."
Ademass de la magnifica apariencia del instrumento,
tiene un tono claro conteniendo tambien pedales de
mandolina y arpa. Con simplemente tocar el pedal
con el pie, se pueden producir efectos de pura imi-
tacion del arpa y mandolina, 6 ambros si se desea.
Este piano es decididamente sin iqual, siendo pre-
ferido por los musicos y todos aquellos que lo hayan
oido.
Los magnificos pianos hechos por Kranich y Bach,
tienen grau salida en Mejico. La casa de E. Heuer
y Ca., de la Ciudad de Mejico, negocia muy venta-
josamente en los pianos de Kranich y Bach, como
tambien mucho ostros traficantes mejicanos. No
lay parte del memdo civilizado, donde no se vendan
los pianos de Kranich y Bach, hasta en Alemania su
comrrcio es bastante extenso.
Senores Wessell, Nickel & Gross figuran entre los
mas grandes fabricantes de mecanismos de piano
en el mundo. Los companeros de la casa han sido
asociados despues 1874. Ellos son un trio de genios
y espertos mecanicos, lo que es la causa de la pre-
eminencia de su meconismo. Cuando el cambio de
pianos cuadrados a rectos fue hecho, esta casa fue
una de las primeras a ponera sa disposicion de los
fabricantes un mecanismo conveniente. La calidad
de sus mercaderias s la mas alta, y la casa tiene una
reputacion de honestidad verdaderamente envidiable.
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).