Presto
Issue: 1941 2299 - Page 6
^jrotn ^Jhe C^dit ord
MUSIC MERCHANTS!
BE WISE! ORDER NOW!
A new situation is rapidly taking place which is, as experience
teaches, a repetition of an important fact in the business history
of America.
The price of materials is soaring, the scale of wages is rising,
the cost of operation is climbing, and taxes are constantly mount-
ing. These are all extra expenses that the manufacturer cannot
possibly escape. Consequently it is costing him a great deal more
to produce the same article today than it did a year ago, or even
six months ago ; and no doubt these extraordinary items of ex-
pense will continue to increase so that the manufacturing costs will
go even higher.
In the musical instrument field here are some of the problems
with which the manufacturer has to contend.
First: There is the great defense program in which the manu-
lacturer has to compete so to speak with the government, and in
this situation the government can establish priority rights so the
independent manufacturer is handicapped. There are certain ma-
terials, such as all of the metals, which the government needs
badly; hence there is an increase in the price of wires and plates
for pianos, etc.; in nickel and other items used in manufacturing
band instruments ; and in many things used in the radio industry.
Second : Uncle Sam is requisitioning many skilled mechanics.
Here again the individual manufacturer is in competition with
the defense program of his country. Then to, the draft is taking
a number of men. All of this means a labor turn-over which is
always expensive. The heavy industries are paying "big" wages
which are sometimes an attraction for men to leave other indus-
tries. But it is gratifying to know that nearly all of the manu-
facturers of musical instruments are maintaining their own against
this particular competition and are holding their men.
Third: The problem of taxes is one about which nobody can
make a definite prophecy beyond the statement that they are cer-
tain to increase on account of the Defense Program.
Now, by realizing all these things we come to the definite con-
clusion that it costs the manufacturer much more to produce bis
article today than formerly. The significance of this matter for
the music merchant is this; to get together every cent he can and
buy as many goods as he possibly can and thus protect himself
against raises in price, and against scarcity of commodity.
Some manufacturers are not guaranteeing prices after April 1st,
and are not accepting any orders now for shipment later than
May 1st, 1941.
RETAIL PIANO SALES CLINIC, A GREAT SUCCESS
Lawrence H. Selz, publicity counsel for the National Piano
Manufacturers Association is to be highly congratulated for the
able manner in which he directed the clinic on March 7th, at the
Stevens Hotel, Chicago. It was exceptionally well attended by
piano men who were enthusiastic about the program. The address
of welcome was given by Mr. Roy Waite, editor of Piano Trade
Magazine. The program started at 9:45 A. M. when Mr. Selz
presented the consenses of opinion of forty leading music dealers
throughout the nation on three of the most important subjects
music dealers are facing today, namely:
A GOOD ACCOUNTING SYSTEM—what it is and why you
need it.
ALLOWANCES AND TRADE-INS—how to determine what
is a fair allowance.
SERVICE DEPARTMENTS—how to make money on your
service department.
COLLECT/NC WITHOUT LOSING FRIENDS
At 10:45 the perplexing problem of influencing people to pay
without losing friends was discussed by J. D. KEMPER of Man-
del Brothers. He took for his subject: "The Right Way to Make
Collections."
The time Irom 11:15 until noon was devoted to the presenta-
tion of new ideas.
At 2:00 P. M. WALTER SCHWIMMER, president of
Schvvimmer and Scott, spoke on "The Ideal Piano Ad." He was
followed at 2:30 P. M. by EMMONS CARLSON, promotion
manager for the central division of the National Broadcasting Com-
pany, who used as his subject, "Air Waves Can Move Pianos."
D. E. WEBB of the Libby-Owens-Eord Glass Company spoke on
"Good Windows" at 3:00 o'clock. At 3:30 he was followed by
\V. L. STP:NSGAARD, president of W. L. Stensgaard and Asso-
ciates. Mr. Stensgaard, who is one of the leading experts on how
to dress a window talked on "Stopping Traffic." At 4:00 P. M.
RALPH G. RAYMOND, sales promotion manager in the light-
ing sales department of the Commonwealth Edison Company talked
on "The Light That Leads to Sales."
A fine dinner was served at 6 :30 o'clock.
PROSPECTING: A SLIDE PRESENTATION
A slide film, "Prospecting." revealed to the group many reasons
for the sales they have been missing. Tt showed how to transform
prospects into customers. This film was presented by ELMER J.
GRANDSON and J. M. DELLERT and gave the audience very
vivid instructions in the best selling methods. At 8:00 o'clock
HOMER BUCKLEY, president of Buckley Dement and Com-
pany, gave a talk on "Selling by Mail." The concluding speech
of the clinic was made by JOHN H. SIMPSON, sales analyst
for the Illinois Bell Telephone Company, who explained "How to
Get Prospects Over the Telephone."
This clinic was one of a group being sponsored during this sea-
son by the National Piano Manufacturers Association and direct-
ed by the Selz Organization of which "Larry" Selz is the head.
The Association and Mr. Selz are entitled to great credit for the
splendid service given by these clinics.
I'AGK SJX
MUSIC MERCHANTS!
BE WISE! ORDER NOW!
I'RESTO MUSIC TIMES 62 VliAHS OLD
The history of Presto, later joined bv Musical Times, is an in-
teresting spectacle in music trade affairs. Three generations of
persons prominent in music have paraded through the pages of
Presto Music Times.
MUSICAL TIMES FOUNDED IN 1879
When Musical Times was established in 187^ by Mr. W. C.
Xickerson, in New York, the American piano manufacturing in-
dustry had gained a good start. When Presto came into existence
f-\v^ years later, in 1884, there were more than 100 piano manu-
facturing establishments in the United States. A large number of
the pianos of that day were exhibited at the World's Columbian
Exposition at Chicago in 1893. By this time the music business
in all its branches had progressed rapidly.
Presto, which had located in Chicago after its establishment in
Iowa, shared abundantly in these activities. The magazine was not
long in becoming a prominent factor, highly regarded in profes-
sional, artist, and amateur circles as well as in the commercial
field of music.
PRESTO BUYS MUSICAL TIMES
In the early part of 1893 Musical Times was purchased by Mr.
C. B. Harger, who had been the editor of the "Chicago Indicator,"
owned by O. L. Eox. From that time on, until the publication
was purchased by Presto Publishing Company in 1922, it was a
strong competitor as well as noteworthy contemporary of Presto.
'RliSTO MUSIC T1MKS
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/
MUSIC MERCHANTS!
BE WISE! ORDER NOW!
A new situation is rapidly taking place which is, as experience
teaches, a repetition of an important fact in the business history
of America.
The price of materials is soaring, the scale of wages is rising,
the cost of operation is climbing, and taxes are constantly mount-
ing. These are all extra expenses that the manufacturer cannot
possibly escape. Consequently it is costing him a great deal more
to produce the same article today than it did a year ago, or even
six months ago ; and no doubt these extraordinary items of ex-
pense will continue to increase so that the manufacturing costs will
go even higher.
In the musical instrument field here are some of the problems
with which the manufacturer has to contend.
First: There is the great defense program in which the manu-
lacturer has to compete so to speak with the government, and in
this situation the government can establish priority rights so the
independent manufacturer is handicapped. There are certain ma-
terials, such as all of the metals, which the government needs
badly; hence there is an increase in the price of wires and plates
for pianos, etc.; in nickel and other items used in manufacturing
band instruments ; and in many things used in the radio industry.
Second : Uncle Sam is requisitioning many skilled mechanics.
Here again the individual manufacturer is in competition with
the defense program of his country. Then to, the draft is taking
a number of men. All of this means a labor turn-over which is
always expensive. The heavy industries are paying "big" wages
which are sometimes an attraction for men to leave other indus-
tries. But it is gratifying to know that nearly all of the manu-
facturers of musical instruments are maintaining their own against
this particular competition and are holding their men.
Third: The problem of taxes is one about which nobody can
make a definite prophecy beyond the statement that they are cer-
tain to increase on account of the Defense Program.
Now, by realizing all these things we come to the definite con-
clusion that it costs the manufacturer much more to produce bis
article today than formerly. The significance of this matter for
the music merchant is this; to get together every cent he can and
buy as many goods as he possibly can and thus protect himself
against raises in price, and against scarcity of commodity.
Some manufacturers are not guaranteeing prices after April 1st,
and are not accepting any orders now for shipment later than
May 1st, 1941.
RETAIL PIANO SALES CLINIC, A GREAT SUCCESS
Lawrence H. Selz, publicity counsel for the National Piano
Manufacturers Association is to be highly congratulated for the
able manner in which he directed the clinic on March 7th, at the
Stevens Hotel, Chicago. It was exceptionally well attended by
piano men who were enthusiastic about the program. The address
of welcome was given by Mr. Roy Waite, editor of Piano Trade
Magazine. The program started at 9:45 A. M. when Mr. Selz
presented the consenses of opinion of forty leading music dealers
throughout the nation on three of the most important subjects
music dealers are facing today, namely:
A GOOD ACCOUNTING SYSTEM—what it is and why you
need it.
ALLOWANCES AND TRADE-INS—how to determine what
is a fair allowance.
SERVICE DEPARTMENTS—how to make money on your
service department.
COLLECT/NC WITHOUT LOSING FRIENDS
At 10:45 the perplexing problem of influencing people to pay
without losing friends was discussed by J. D. KEMPER of Man-
del Brothers. He took for his subject: "The Right Way to Make
Collections."
The time Irom 11:15 until noon was devoted to the presenta-
tion of new ideas.
At 2:00 P. M. WALTER SCHWIMMER, president of
Schvvimmer and Scott, spoke on "The Ideal Piano Ad." He was
followed at 2:30 P. M. by EMMONS CARLSON, promotion
manager for the central division of the National Broadcasting Com-
pany, who used as his subject, "Air Waves Can Move Pianos."
D. E. WEBB of the Libby-Owens-Eord Glass Company spoke on
"Good Windows" at 3:00 o'clock. At 3:30 he was followed by
\V. L. STP:NSGAARD, president of W. L. Stensgaard and Asso-
ciates. Mr. Stensgaard, who is one of the leading experts on how
to dress a window talked on "Stopping Traffic." At 4:00 P. M.
RALPH G. RAYMOND, sales promotion manager in the light-
ing sales department of the Commonwealth Edison Company talked
on "The Light That Leads to Sales."
A fine dinner was served at 6 :30 o'clock.
PROSPECTING: A SLIDE PRESENTATION
A slide film, "Prospecting." revealed to the group many reasons
for the sales they have been missing. Tt showed how to transform
prospects into customers. This film was presented by ELMER J.
GRANDSON and J. M. DELLERT and gave the audience very
vivid instructions in the best selling methods. At 8:00 o'clock
HOMER BUCKLEY, president of Buckley Dement and Com-
pany, gave a talk on "Selling by Mail." The concluding speech
of the clinic was made by JOHN H. SIMPSON, sales analyst
for the Illinois Bell Telephone Company, who explained "How to
Get Prospects Over the Telephone."
This clinic was one of a group being sponsored during this sea-
son by the National Piano Manufacturers Association and direct-
ed by the Selz Organization of which "Larry" Selz is the head.
The Association and Mr. Selz are entitled to great credit for the
splendid service given by these clinics.
I'AGK SJX
MUSIC MERCHANTS!
BE WISE! ORDER NOW!
I'RESTO MUSIC TIMES 62 VliAHS OLD
The history of Presto, later joined bv Musical Times, is an in-
teresting spectacle in music trade affairs. Three generations of
persons prominent in music have paraded through the pages of
Presto Music Times.
MUSICAL TIMES FOUNDED IN 1879
When Musical Times was established in 187^ by Mr. W. C.
Xickerson, in New York, the American piano manufacturing in-
dustry had gained a good start. When Presto came into existence
f-\v^ years later, in 1884, there were more than 100 piano manu-
facturing establishments in the United States. A large number of
the pianos of that day were exhibited at the World's Columbian
Exposition at Chicago in 1893. By this time the music business
in all its branches had progressed rapidly.
Presto, which had located in Chicago after its establishment in
Iowa, shared abundantly in these activities. The magazine was not
long in becoming a prominent factor, highly regarded in profes-
sional, artist, and amateur circles as well as in the commercial
field of music.
PRESTO BUYS MUSICAL TIMES
In the early part of 1893 Musical Times was purchased by Mr.
C. B. Harger, who had been the editor of the "Chicago Indicator,"
owned by O. L. Eox. From that time on, until the publication
was purchased by Presto Publishing Company in 1922, it was a
strong competitor as well as noteworthy contemporary of Presto.
'RliSTO MUSIC T1MKS
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).