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._---~.- .. ,. --~ifiJlI/IIIJ"""'''''''''~ .. "_. 0_.-" .-.----.-~

,

..

Benjamin M. StrubWho Represents the Standard

in the Middle West

THERE'S something about having one's picture takenthat's mighty sobering. Perhaps that accounts for"Ben" not wearing his usual cheerful smile, when thisphotograph was made.

Ben has been representing the Standard in Chicagoand the middle west for nearly five years now. Pianomen say he's responsible for a heap of the good cheer andsunshine they have out that way. If you haven'tmet him, you've got a treat in store.

Some folks call Ben "A walking encyclopedia of playeraction information." He surely does know his business-from Z to A. He'll cheerfully help you with yourtechnical and sales problems. .

Vol. 8, No.4 APRIL

Contents Copyrighted 1923 by Standard Pneumatic Action Company

1923

THE BUSIEST TIME

N ATURE is throwing things into "high!"In a thousand mysterious ways, her thrifty

miracles are being performed. The warmbreast of Mother Earth throbs with new respon­sibility. Softly delicate and green, Youth makesits first appearance along the edges of runningbrooks and in the feathery ghosts of winter­stripped trees. Clods are overturned by theplow and against the afternoon sky we see sil­houetted the alert figure of the farmer, as heshouts to his horses. Since Time began, it hasbeen a period of strange, irresistible fascination.The blood leaps in weary veins-and once againfeathery throats pour forth an ecstasy of tri­umphant song. It's good to be alive!

* * *THE CHICAGO CONVENTION

OH, that we had the gabby powers of amodern Bill Shakespeare! What an in­

spiration it would be to hold the power to fire thehearts of men and to sway their destinies! If wepossessed this power, every ounce of it would bedirected towards urging you to attend the Chi­cago Music Trades Convention.

It will be a wonderful affair! It will be, un­doubtedly, the greatest convention that theMusic Trades have ever known. Convenientlytimed, in June, it will probably be a most op­portune time to get away. You'll be there, ofcourse, but how about your lieutenants? Whynot try to have one or two of them in attendance,with you? They'll come back with renewedenthusiasm, and a desire tucked away in theirheads to achieve new store records in your be­half. Write to the Standard, with a promiseyou'll attend if it is humanly possible. TheConvention, in your business, is a great Dynamoof ideas.

• * *THE INCOME TAX BUGABOO!

M ARCH brought a reminder that the In­come Tax Bugaboo is on the frontier of

business, baying at the moon, and saying to

most of us;-"So you had forgotten, eh! Wellhere's where I put a torch under your memory."But there is nothing more futile than to grouchand growl over this Tax thing-it's here andunchangeable. Who knows ?-perhaps civili­zation itself would have tottered had not a reasonfor it developed. The best thing to do is tobuckle and knuckle down, work like blazes andaccept the inevitabJe:o:;-with ,a grin.

* *

THE HUMAN TREND

D OWN in a small but picturesque touristtown, against which the tides of time have

been washing since Ponce de Leon's day, wemet and talked with a bandmaster, who, withhis men, have concerts in the Plaza twice a day.The one thing that interested him most andabout which he was most willing to talk, was thehuman trend in the direction of MUSIC. Andhe was surely in a position to watch it in opera­tion. He coula look out, on these occasions, andWATCH FACES. People came to the Plazafor so ma'!y significant reasons.

Here was a face of sorrow. And music wasacting as a great heart-felt relief. Here wasChildhood, looking wistfully up at the instru­ments, although not quite understanding what itall meant-yet conscious of the almost divinebenediction of music. Some came because theywere happy, while others came because they weredowntrodden by grief.

And this bandmaster said:-"America is growing more enamored of music

of all kinds every hour. There is greater RE­SPECT for music. It is accomplishing moreGOOD in the world. But of all music, the old­time melodies remain the most popular. Timefails to shake the gold and glitter of attractionfrom their dim pages. For every request toplay jazz, there are hundreds of notes sent up tome to play 'Home, Sweet Home,' or the familiarsongs and compositions of generations ago.Does this mean something to you?" It mostassuredly DID!

Standard Player Monthly

Erer Ik Thelltre&:~-'8'!HIMMERING lights-a thrill in the air~

watch them come out! What a happycrowd! Almost everybody is whistling or

humming the musical "hit" of the show. In New York, "CrinolineDays" is the tune they whistle after seeing "The Music Box Revue."From the "Lady in Ermine" comes that tantalizing melody "WhenHearts are Young." "A Kiss in the Dark" from "Orange Blossoms" isanother great hit.

Tomorrow-and the day after, and the-day after THAT, these elusivethemes will be running through the minds of the great audiences of themetropolitan theatres. And, think of it-a vast new audience EVERYnight, and at matinees! Stop to consider what the Playerpiano meansto the man or woman who enjoys the theatre. After the play, they maycarry home a player roll of the music that has most pleased them. Thenit is always "on tap," to be played for their own entertainment, or fortheir guests.

And if your customers are located hundreds of miles distant from thelarge cities where these great musical productions may be seen-andheard--the Playerpiano will bring into their homes, the sparkle and lifeof all Broadway!

Have you ever pointed out this great field of enjoyment to your Player­piano owners? It is sure to increase their interest in their Playerpianos.

NOTE-This is the first of a series of suggestions on "Keeping YourCustomer 'sold' on His Playerpiano." The greater pleasure and happinesshe gets from the instrument, the more he will boost it to his friends-whichmeans more business for YO u.

btandard Player Monthly 5

'~teJnftk'Playerpiano"

When you have a prospect who is unusually hardto sell, try the follGuing sales approach-it hashelped to get s1'gnatures on many dotted lines

T HE Standard Player Action Player­piano will give you a certain degree

of ability that is not even possessed bythe world-renowned pianist-who thrillsyou with the sublimity of his Art.

The repertoire of the talented musi­cian is very limited. The difficult finger­ing exercises prohibit his masteringmany compositions at a time. Perhapshis repertoire consists of a score or twoof selections-possibly a hundred.

On the world-famous Standard PlayerAction, you may play with the skill of agreat artist-not a limited number ofcompositions-nor a hundred nor a thou­sand-but MANY THOUSANDS!

The Standard Player Action opens toyou the great libraries of music master­pieces of ALL TIMES! ,...'

_' \J

The VALVE SYSTEM of The Stand­ard Player Action enables you to playthe difficult, as well as the simple com­positions of music, with the skill of aGreat Artist!

It gives you a degree of skill that isNOT HIS!

If the great pianist stops practicing,he soon loses much of his technique anddexterity.

Human fingers FORGET!

But the Standard Player ActionNEVER FORGETS!

The Valve System of the StandardPlayer Action never loses its ability tointerpret the music correctly. It en­ables you to get a full measur~ of har­mony from YQur: Playerpiano!

6 Standard Player MontbJ:y

FriendtIu: PlajerPiano!ff

~

T HAT the Playerpiano is beingrecognized as a highly importantfactor in Progress, human happi­

ness-civilization itself, is every dayevidenced by the spirit· of its loyalsupporters and their ever-increasingnumber. We take great pleasure-andmuch pride this month, in reproducingcertain pertinent extracts from a won­derfully illuminating article by Ethel R.Peyser, in the March issue of The Pic­torial Review-a magazine of highstanding and with an impressive circu­lation. This writer looks upon herPlayerpiano as something almost human-something which has grown to be aliving part of her own daily life. Thestory is far too lengthy to be reproducedin full and we must be content with afew sparkling observations, selected atrandom:-

"I walked into the drawing room ofThe Vassar College Club one afternoonand asked the girls who were having tea,if they would object if I played a fewtunes. Several murmured through theircomforting tea cups, 'Oh, no,' but with

little enthusiasm. However, thirstingfor music after a racking day of work, Iswiftly chose some music rolls andstarted to play. For a few moments,remnants of conversation - clothes,ribbons, matinees and pastry, floatedover my shoulders to my talk-tired ears,but rapidly, as the 'Cavalleria' potpourriadvanced, the crowd scattered, and,separating from its original grouping,formed a semi-circle about the player­piano. When I had stopped, my audi­ence gasped its appreciation. 'Oh, whatemotional power you get out of thatinstrument!' exclaimed one of the girls.'I always knew they were interesting,but-'

"'What an individual touch you have­not like any other player-pianist I everheard!' came from another."

The writer proceeds to explain howstudy of the instrument,a profound respect forits possibilities and ex­plorations into what todo and how to do it,

(Continued on page 17)

Standat'd Player Monthly 7

6JiJken is the time "10 stop selling a Player?

J\ S far as we can make out, there is but ONE answer to this question. "Naturally,n the time to stop selling a Playerpiano is when the prospect's name is on thedotted line, and the first installment is tucked away in the cash drawer." But, onsecond thought, IS this the last of the transaction? Suppose we see.

A friend of ours up in New England claims otherwise. He asserts that when thePlayerpiano is actually in the customer's home is the time to start selling the in­strument!

"You know," he chuckled, "If I can just keep my prospect's interest in his Player­piano, alive and growing, the first thing I know, he is trotting in his relatives andfriends to buy an instrument 'just like mine.' So, you see-instead of making ONEsale, I have often made TWO-and sometimes as many as three and four."

Yes, indeed-there IS an idea. To what extent have you worked it, followed itup-developed it, until it bears real fruit? Keeping the Playerpiano the center ofinterest in the home determines whether or not it is working to create MORE busi­ness for you. Get the head of the house boasting to his friends at the shop, or theoffice, of the great instrument he has just bought the wife and kids, and you can oilup your cash register for more intensive action. Influence Mrs. Housewife to useher Playerpiano to help entertain at social affairs, and when the Jonses or theSmiths buy, you'll be pretty apt to get the business. And then there's Bobby, andSister Betty! They are ardent little advertisers, if you can get them on your side.You can aid, too, by keeping up the family interest in the Playerpiano.

A Playerpiano is like a great album of music masterpieces. Get someone turning.the pages-and interest in the instrument is never permitted to wane. What isthat Playerpiano you sold to Mr. Brown doing in his home THIS EVENING? Is

it neglected-forgotten-or is it the center of family interestand happiness?

WHICH? The answer determines whether or notit is working to create more business for you.

8 Standard Player MontbJ¥

Prices, Terms, 'n Such-...

Clem Hemingway hits the bull'seye with some common-sense

"First Payment" talk

"FOLKS are peculiar," mused Clem Heming­way. "Nowthere'sasalesmanoveryonder-"and Clem slyly pointed to an aggressive­

looking clerk across the store."What about HIM?" demanded the cigar­

store man."That critter," explained Clem, "will work

like a Trojan to make a sale. He'll batter downall kinds of sales objections-then, when hisprospect is convinced that he must have musicin his home, whatever the cost, that chap willget a sudden stroke of 'PAYITIS!'"

"Whut's THAT?" inquired the cigar storeman.

, "I'll explain," returned Hemingway. "At thevery thought of asking the prospect for money­the down payment-he'll start to shiver andshake. He will turn seven shades of red, whiteand green, all at once. 'Will $25.00 down be

roullld iIu..C.-ac1{evBarrel~Piano St~le

too much?' he'll ask, apologetically, whenhe MIGHT be saying:-'Of course you'llwant to get the instrument paid for soon-suppose we make the down paymentabout $250.oo--is that satisfactory?' "

"What if the customer hasn't got themoney?"

"Then he'll tell you what he CAN pay,"explained Clem, "but by flattering him tothe extent of making him-think that YOUthink he has money, he'll fix the amountat the maximum, rather than the mini­mum. You can flatter a man more lbymaking him feel that YOU think he hasmoney, than by telling him that his 1916flivver runs as evenly and smoothly as anew Pierce-Arrow."

"Then I calci'late it's purty much of a stateof MIND," ventured the Cigar Store Man.

"Right you are!" agreed Hemingway. "I onceknew a salesman who used as: his principal talk­ing point, the installment plan of buying aPlayer. He used to tell the prospect :-'Pur­chasing the instrument in this way, your husbandand yourself will acquire a very valuable businesstraining. It will come from requiring yourselvesto meet the monthly payments for the Player­piano each month, covering a period of a coupleof years. This business training cultivates ahabit of thrift that is worth more than the priceof the instrument.

" 'After you have paid for the Playerpiano,you will have greater confidence in your abilityto finance other investments. You will feelencouraged to acquire other property and payfor it in a manner similar to the way you paidfor the Player. I assure you that this willmean a long step forward towards your ultimateprosperity.' "

"Sounds like good stuff," nodded the CigarStore Man.

"You bet it does-and it IS!" exclaimedHemingway, as he lighted a fresh cigar.

\

Standard Player ..Monthly

Overture ofWILLIAM TELL

§; l\.ossini

TiHE Overture opens with a majestic, sustained theme, giving us a pictuerof the grandeur and isolation of the mighty Swiss Alps. It was whileliving there that Rossini became fascinated with the glorious scenery and

with the legends concerning the Revolution and terrific struggle for freedom fromthe oppressive German rule, that made the brave little Swiss cantons fight inthe year 1207. These legends all centered around the name of William Tell,making him the national hero.

NOT only does Rossini show us the magnificence of the great mountains, but hegives us a picture of the people themselves-sober, industrious, generous andvery religious-burning with a fervor of deep feeling, and of patriotism for their

beloved country; and with an intensity of purpose to become a free, united people.The music-picture changes-now the tremulous tone of the composition suggests

the marvelous setting of an Alpine storm. At first, it is faint and distant, but itgradually approaches nearer and nearer. The rain begins to fall. A furious windcomes! Crashes of thunder and brilliant flashes of lightning rage tempestuouslyover the lake and mountains! The music carries us breathlessly along!

In the Opera, this is one of the most stirring events, for it is here that William Tellhimself rows a fugitive across the storm-swept lake and helps him to safety-notonly incurring the greatest danger to his life, but precipitating the crisis in politicalaffairs by thus helping a Swiss brother to escape from German hands. This stormscene is made emblematic of the troublous times. Rossini gave it a deep meaning asif he wanted to picture to the fullest extent, the fearful power against which thishandful of fishermen had pitted their frugal strength. As the storm subsides, thethunder becomes faint-the rain falls in crystal drops-the commotion ceases as thevalley is flooded with sunshine again.

Faintly, at first-then gradually louder-the music suggests the shepherd's Alpinehorn. The lovely tune he plays is known as the "Ranz des Naches." It is one ofthe most popular songs of Switzerland. The picture before us now is a smilingmountain landscape, fresh and sweet after the rain. Sunlight illumines the snow­covered mountain tops, and they glisten against the blue sky. Further down thevalley, the little streams in countless cascades hurl themselves madly over precipicesto the river below. The inhabitants open their doors and windows and venture outinto the perfumed air. Hay carts continue on th,eir slow journey; goats appear fromtheir hiding places, and browse on the verdant hillsides; and everywhere, life begins

(Continued on page 15)

9

12 Standard Player Month1y

6dilorialThe S TAN DAR DPlayer Monthly

Published Monthly by

THE STANDARD PNEUMATIC ACTION Co.

Planting Time-Opportunity TimeSpring had been prodding us for days.

We finally closed our desk and hikedinto the open spaces where farmers werepreparing the soil for the seed. It wasthe world-old urge!

On adjoining land, two men were atwork, plowing, Both had the sameequipment-the same quality of soil.Both will inevitably have the sameamount of sunshine and of rain. But atHarvest time, one farmer will get justso many more bushels per acre than theother. WHY?

One farmer realizes that the surestway to grow bigger crops is to increasethe fertility of the soil. By bringing tothe soil the vital ingredients of growth,and by increasing and maintaining them,he very naturally stimulates yield.There is no mystery to it.

The second farmer believes in fertili­zation, but he also thinks that he can'tafford it. He forgets that money spentto fertilize his soil multiplies itself in

NEW YORK CITY638 W. 52D ST.

Editorial Board:

A. W. JOHNSTON

H. E. LAWRENCE

President.- Editor

the harvest. That when his corn orbeans or hav are ready for market, hisharvest will'be in proportion to the rich­ness and the fertility of the earth whichreared them and gave them birth.

We never can quite forget our par­ticular job, and there seemed to be acomparison-yes, a very strong com­parison. After all, the job of growing afield of corn, or oats, or barley, is not sowidely separated from developing afield of music prospects.

The farmer enrichens his soil by fer­tilizing it. Results show in the in­creased yield. The music merchantenrichens his soil by fertilizing it withnewspaper advertising, sales folders, etc.And when the Harvest Time comesaround, the sales yield is assuredly de­termined by the AMOUNT of this salesfertilization that has been done.

We can learn a great deal from thefarmer and his methods. Life seems tobe constructed on a certain, familiarfoundation, when all is said and done.

* * *The Great Sinecure

(From Collier's)

We wish more of our public executiveshad Tom Marshall's enjoyable frank­ness. Here's the latest from his philo­sophical pen:

"None of us likes to work. I hate

Standard Phwer Montb1¥ 13

...

to work. I wouldn't work if Ididn't have to. I hate work somuch I'd like to be vice-presidentagain."Very human. Yes, and we get a

laugh out of it. But, after all, what apity that this can be said about a greatoffice!

* * *No Man Is Ever Lost on a

Straight Road

Many years ago, perhaps in KingTutankhamen's day, a knowing Arabseer said:-"No man is ever lost on astraight road."

Although we do not possess all thefacts, it would appear that even in thatday, folks were tempted to take an oc­casional adventurous "short cut" toSuccess. Sometimes the broad, hard,straight highways were left for theshaded, narrow, bu t hazardous by­ways.

While there weren't flying machinesthat didn't fly, and oil wells that gave nooil-to invest in-there must have beenplenty of good "salted" gold mines anddiamond fields. Hence the precautionarysaying by the wise Arab.

The Standard Player Action has oftenbeen termed the broad, straight highwayto the successful music store. "TheMerits of the Action," writes one of thelargest dealers in the country, "itsdurable quality and dependable con­struction-which does not get out oforder easily-are qualities which winsatisfied customers. And this, to ourmind, means success and buyer-confi­dence in the store."

There you have it. Even if theStandard Action should cost a fewdollars more, doesn't it pay to travel onthe broad highway which leads to satis­fied customers and store confidence?

Do We Despise What We DoNot Understand?

Years ago, men despised Galileo, whosaid that the earth went around the sun,and they tortured him until he was co~­pelled to deny his own theory. Folks·called Columbus a "nut," because hesaid that the earth was round. Theyridiculed him when he demonstrated aplan to make geography twice as large­as significant.

Watt was laughed at as· a crazy man,because he had a plan to make steam dothe work of men and beasts. Fultonwith his steamboat was in the sameclass---so was Stephenson with his dreamabout railroads.

Today, there are many people whodespise the Playerpiano because theydo not understand it. "Own one ofthose tin-pan instruments!" they exclaim,"Well, I guess NOT!"

Some· day they are certain to dis­cover what a marvelous expression­instrument the Playerpiano really is,just as scoffers of the steamboat and thesteam engine, railroad and other inven­tions have been compelled to climbdown from their exalted positions ofdoubt and mistrust. But until thatday, they're out of the class of possibleprospects.

There are three types of advertising.First, the style that causes people to"KNOW;" second, to "REMEMBER;"third, to "ACT." Until that prospectyou hope to sell really KNOWS theplayer, you are wasting money tryingto sell him. The finest and most con­vincing "REMEMBER" and "ACT"advertising in the world will not makehim budge an inch if you do not firstput the "KNOW" idea in his head.

14 Standard Player Monthly

U£STlONS~kedaJUL<Answered.

M. W.-I am having trouble with aplayer. It doesn't play the roll right. Thetrouble is in the tracking device. I took arubber tube and blew through the holes inthe side of the tracker bar, and also removedthe blocks on the side and top where it issaid to clean out and removed all the dirtand it didn't seem to make any change.

Answer: After cleaning thoroughlyall the tubes and sieves of your trackerdevice it does not function, I would ad­vise taking it apart by removing allscrews and then putting it togetheragain, being very careful to get all jointstight. Sometimes, through certain cli­matic changes, the wood and packingwill swell and shrink, and in so doing,causes leaks which will be overcome ifyou follow these instructions.

R. A. H.-A m working on a playercontaining your action. Could you tellme what might cause chain to jump andjerk, upon re-rotl? Motor and shaft seemO. K. Works O. K. when ptaying.

Answer: Most likely the idler is onthe wrong side of the chain, or the chainis too loose, trying to jump off on re-roll.You have a heavier pull on the motorand music roll, therefore having more ofa strain on motor chain. Examine eachlink of the chain. Make sure they arenot too close together. As a rule, thistrouble does not show up on playingforward, but only on re-roll.

J. I. C.-Am writing to ask about thesustaining pedal. Put the roll in andstop on the blank end of the roll, just liketesting for leaks. The treadle is O. K.but when we press the button in the key­rail, then the pedal is on all the time, evenafter we release the button. So long as wekeep pumping, it is the same. When theroll is used, and the first opening comes inthe roll, then it will stay on the remainderof the roll. This is not a lea k in the tub­ing. The trouble is in the valve, I think,of the sustaining pedal.

Answer: The only cause that wouldmake this pneumatic stay down whenyou press the button or open the per­foration in the music sheet is that thevalve is either sticking or binding on theinside or the bleed is clogged up, makingthe opening too small to let out atmos­pheric air fast enough to open pneumaticin proper time. I would advise remov­ing this pneumatic, getting into theinside where the bleed and valves arelocated and examine these parts. Ifyour tubing is not leaking in any wayfrom the tracker bar down and also key­bed, then it cannot be in that place, butinside of the valve box.

* * *Have you written for your copy of

"Principles of Player Action Operation,"described on page I6? No tuner norplayer action repairman can afford to bewithout a copy of this valuable book.

Standard~Montb1y 15

~

at do '")6u~{

CONGRATULATIONS are ex­tended to the following reader~ of

the Standard Player Monthly who an­swered the February questions correctly:

B. H. Peterson, Neillsville, Wis.W. H. Schaeffer, Dayton, Ohio.Wm. F. Heller, Lincoln, Neb.A. ]. Bonnette, Leominster, Mass.T. Solberg, Stamford, Conn.A. W. Rafnell, Auburn, Maine.H. E. Clingenpeel, Frankford, Ind.Manuel]. F. Corrar, Brooklyn, N. Y.Robert Gerecht, New York City.

Here are the answers to lastmonth's questions:Question No. I. If the collar on the

exhaust side of the secondary valveshould become loose, how would thisaffect the operation of the valve?

Answer: I t would block the channel tothe pneumatic which would cause thepneumatic to operate sluggishly.

Question NO.2. What would be thecause if the secondary valve openedproperly, but did not return to itsnormal position?

Answer: Binding of the guides thathold the valve in place.

Question N8. 3. Hbw many parts (in­cluding the button) has a standardsecondary valve?

Answer: Nine.Question NO.4. Why are wide buttons

used on secondary valve stems?Answer: So that the valve will have a

greater surface exposed to the pres­sure of the pouch-thus makihg thepneumatic collapse more forcefully.

Question No. S. If the primary valvehad too much motion, how would this

affect the operation of the secondarypouch?

Answer: It would cause the valve· toopen too quickly, causing the valve tomake a pounding noise.

April Questions

Question No. I. What is the averagepound pressure given to a governorspring?

Question NO.2. Why is a knife valveused in a governor pneumatic?

Question NO.3. What is the object ofthe "check" screw on the governorpneumatic?

Question NO.4. When the "reroll"valve is closed, in what direction doesthe air travel?

Question No. S. (a) When is it neces­sary to strengthen the spring on thegovernor pneumatic?(b) To weaken it?

* * *Overture of William Tell

(Continued from page 9)

to move again, and to enjoy the sunlight.The tone character of the picture changes

again. Now it assumes a military aspect. Thetrumpets sound-it is the cal1 to freedom, andleads us to a thril1ing Victory March, and thegrand finale of the Overture. We hear thetrumpet cans of the different companies of sol­diers, each leaving his canton and hurrying awayto fight with his brothers. The little vil1ages al1send forth their young and stalwart men. Thisglowing movement gives us a tone picture of thehurry and confusion of the Can to Arms! Thequick movements of the men-the tramp ofhorses-the jingling of equipment-the tearfulbut hopeful "Good-Byes" and last cans to be­loved ones.

The music masterpiece closes with a sweep ofemotion that seems to portray the feelings of thepeople-torn by the fears and anxieties of foreignoppression. With a background of peacefulrural mountain life, the stirring finale makes aremarkable emotional impressicn of the causeand effects of the entire Opera.

(The first performance of William Tell was givenin Paris in 1829 and Rossini became a nationalidol at once, signing a contract to write five operasfor Charles V. But the Revolution of 1830 com­pelled Rossini to leave France.)

A GOLD MINE OF1PLAYER ACTION INFORMATION"Principles of Player Action 0i:teration" will seem like aflash of sunlight to the dealer,

salesman or tuner who has been groping in the dark for a better understanding of thePlayerpiano. The book contains '48 pages of valuable player action facts.

The opening chapters describe and jl[ustrate how the air passes through every channel. of the'action-how every valve,pouch, pneumatic, striking finger, etc., operates. Then,there is a series of articles on Regulating and Repairing the player-action. . .

No person who would know more about the player action can afford not to own thisbook. Write today for your copy. It will be sent, free of charge.

Standard Player Monthly 17

My Friend the Playerpiano(Continued from page 6)

achieved the desired result. Here areother extracts:-

"Every player can play the rolls hisown way, even if the composer or theartist edited them or played his ownversion of them. No two good playerson any instrument play them the sameway. Music would be a dead thing ifthis were not so. Here again the Play­erpiano has the artistic essence."

"The Playerpiano has really NO limi­tations. The piano has. For example,the symphony. How could two handsever reach the heights of orchestral colorthat is possible on the playerpiano, notonly with its four-hand arrangements butwith its colorful orchestral rolls directfrom the scores and edited by great edi­tors? Here is where the player is soeducative as it gives the listener and theperformer a general feeling for largeamounts of music and a real familiaritywith it. You get, as I have, from usinga player, a great AUDITORY REPER­TOIRE, which can be whistled andhummed to the soul's release."

"The glory of the Player is that youcan have the symphonies, concertos,quartets of Beethoven, Brahms, andMozart, or all the wealth of other music-at personal command."

"Before I go to a real concert, or anyopera, I always play over the things thatI have on the playerpiano, and when Igo I am more thrilled than ever becauseI know the music so intimately. I oftenget the scores, too, for the music booksand follow them while I play on theplayer, and of course, in this way, I geta double musical intimacy."

There are many points in this ~torywhich it will do well for you to set downas mental notes. They will help youin selling both Playerpianos and musicrolls. It is a very wonderful tribute.

A Business Offerto Tuners

Tuners who aren't sellingKleernote Suction Pumps arepassing by many good dollarsthat should be intheirpockets.Every Playerpiano owner mayeasily be sold a Kleernote.You make a profit of $1.25on every Kleernote you sell.

It's a mistake to think that by sell­ing Kleemotes you will be decreas­ing the demand for your services.Every piano should be adjusted andtuned at least every six months,regardless of whether a Kleernoteis in the home or not. A Kleernotemerely enables the piano owner tokeep the instrument free from dustduring the intervals between yourcalls.

The price of Kleemote (advertisedin the Saturday Evening Post) is$3.00. The Standard has obtained aspecial discount from the manu­facturer and can supply the Kleer­note pump to you for $1.75. Takeadvantage ofthis opportunity to in­crease your income. Write todayfor a stock of Kleernotes.

Price $1.7S to you

18 Standaro Player MontbJ¥

To Tuners!The Perkins Emergency Bridle Strap has

been brought to our attention. This strapmay be attached without glue or tacking.A set can be installed in an hour. ThePerkins Bridle Strap has been in use for20 years. The first sets installed are stillgiving satisfactory service. Write to Mr.G. F. Perkins, 472 Westminster Street,Providence, R. I., for further information.

WANTED ,•

Let's get together! Youth (23), health, ambitionand five years' active experience in the retailadvertising and selling of pianos, are myqualifications. The job I'm after is in theadvertising department of some piano manu­facturer. I can give a wealth of good ideas andhard work to the right organization. Salarydoesn't count as much as a good future. WantColumn No. ~6q.

Tuner and Playerman would like to hear fromDealer in territory where first class workwould be appreciated. Territory must bemusical. Wish to locate on an independentbasis. Good references. Want Column No.370 .

These Want Ads. are Printed Free of ChargeIMPORTANT NOTICE: Send in your ad­vertisements befon the fifteenth of the monthto insure insertion in the edition of the firstmonth following. Want ads. received afterthe fifteenth will have to appear in the editionof the second month following.

POSITIONS WANTED

Young man, first class tuner and salesman hav­ing some knowledge of players, desires positionwith firm in New York State. Have workedindependently in small locality for 5 years withremarkable results. Would like to work withan older man who knows players and reproduc­ing pianos thoroughly. Am after experience,not money. Want C,.,lumn N0..,61.

Thoroughly experienced Tuner and Repairmandesires permanent position. Credentials fur­nished on demand. Want Column No. 362.

By expert Tuner and P\ayerman with some goodHouse in Texas or Colo. Small town of about10,000 population preferred. 25 years' ex­perience. 40 years of age. Want Column No.363.

By first-class Tuner and Repairman. Under­stand polishing, burning-in and case work.Familiar with all makes of Players and Phono­graphs. 25 years' experience. Want Col­umn No. 364.

Piano Tuner and Repairman; also experiencedon Players, wishes position in the vicinity ofNew York City. References. Want ColumnNo. 365.

By competent Tuner and Playerman. Wouldlike to connect with some reliable Firm orMusic House having a permanent position tooffer. Prefer to locate in Indiana or Kentucky.Want Column No. 366.

As Salesman and Tuner in Musical MerchandiseBusiness. Can furnish A-I references. Anylocation considered. Want Column No. 367.

By first-class Tuner and Player Repairman. Age25 years. Best of references. Prefer tolocate in western Penn. or Ohio, but will goanywhere. Want Column No. 368.

By EXPERT Ampico and Artecho service man.Excellent references. Want Column No. 371.

Competent piano Tuner and Repairman wantsposition with retail Store in City under50,000 population, preferably in the South.Write to J. C. Aker, 1631 W. Superior Street,Duluth, Minn.

By first-class Tuner and Player Repairman. 20years' experience. Married. Would like totake charge of Repair Department. Also alive wire salesman. Now employed, butwould like to change for a warmer climate.Want Column No. 372.

By competent Tuner and Repairman. Pianos,Players, Phonographs and Violins repaired.All work guaranteed throughout. 20 years'experience. Want Column No. 373.

By A-I Tuner and Player Mechanic. Under­stand grinding and hand-polishing. Wish tolocate in Mo., Neb. or Kansas. Want ColumnNo. 374.

First class Tuner and Repairman. Do burningin. Some experience on refinishing and handpolishing. Play Violin and Trumpet. A-IOrchestra and Band Leader. Very fine largelibrary of Music for Concerts, Dances, Or­chestras, Bands and Moving Picture Theatres.Want to locate where I can lead an Orchestraand will direct and instruct Band. WantColumn No. 375.

By a "go-get-em" Salesman of 14 years' expe­rience, conversant with all departments. Ex­perienced as Store Manager. Prefer to locatein South or East. Want Column No. 376.

Experienced Piano man wishes position in South.18 years' experience (12 years in factory and6 years in Repair Department). Fair knowl­edge of burning-in and varnishing. 3 years'foreman in Repair Department. Sober andsteady. References. Want Column No. 377.

Thoroughly competent Mechanic in all brancheswould like to connect with large Piano House,specializing in remodeling "Trade-ins" and"Buys," to assume superintendency of all workalong the lines of Factory Repair Shop on alarge scale. Remuneration adequate to po-

Standard Phwer Monthly 19

sltion with an interest in production. WantColumn No. 378.

As Salesman or Manager with Piano or TalkingMachine House in South or in California.Highest references from one of the largestMusic concerns in the trade with which I havebeen connected for the past 10 years. Ex­perienced in every branch of the music busi­ness. Can make as many clean, high-classsales as any man in the business. WantColumn No. 392.

HELP WANTED

We are in need of one or two piano salesmen,who are looking for work on a commissionbasis. This is the oldest music house in south­west Virginia, situated ina city of 60,000 people,and a prosperous community. Want ColumnNo. 379.

A good Outside Salesman or Canvasser wantedby firm located in Conn. Want Column No.380.

A life-time opportunity for an experienced fac­tory man, in a position to invest in an oldestablished piano industry. Want ColumnNo. 381.

A First-Class Tuner and Repairman. Perma­nent position to right man. Address Bolton &J ones, Santa Barbara, Calif.

We have a very attractive proposition to offer afirst class Salesman. Address Kelley &Cowles, Inc., 98 Pratt St., Hartford, Conn.

A good Tuner. Prefer one who knows somethingabout re-finishing. State references, age, ex­perience and salary expected. Address A.Hospe Co., Council Bluffs, Iowa.

Two Tuners and Regulators wanted to work onsmall theatre Organs for New York Branch of alarge Musical Instrument Company. WantColumn No. 382.

An old established House is looking for a Tunerand Repairman. Must understand regulatingPlayers and Reproducing Pianos. In an­swering state experience, references, salarydesired, etc. Want Column No. 383.

Experienced Tuner and Player Repairman, hav­ing some knowledge of refinishing and selling.Location-easte~n shore of Md. Town ofabout 9,000 inhabitants. Good opportunityforthe right man. Give full particulars. WantColumn No. 384.

Combination Salesman and Tuner wanted.Young man to work on salary or salary andcommission basis. Good proposition to rightman. Want Column No. 38S.

First-Class. Piano Salesman who can go againststrong competition wanted. One who under­stands tuning Playerpianos and AutomaticInstruments preferred. A permanent posi-

tion assured. Southern City of about IS,OOO.Give full details in first letter. Want ColumnNo. 386.

BARGAIN: Tuner having a large clientele(Dealers and Piano Owners) in New York,wiIllease trade and Good Will for period of oneyear beginning May I, 1923. Business guar­'anteed to bring in around $so,oo a week. Willsacrifice to whole trade while in Europe onimportant business.' Price $200. P. Smith,800 Jennings Street, Bronx, N. Y.

WANT TO BUY-Playerpianos of well knownmake from Manufacturer or Wholesale Dis­tributor in Chicago or elsewhere, on a goodtime basis. Also big advertisers. Piano busi­ness is what we are pushing. Want ColumnNo. 387.

WANTED: MUSIC STORE in town of 10,000or less population. One in combination withstationery or job printing side-line preferred.Must include real estate. E. B. Maurey,Ligonier, Pa.

Am looking for all kinds of 6s-note player rolls.Have you any that you would like to let go?Want Column No. 388.

FOR SALE

PIANO IVORIES: For second-hand Ivorieswrite to Mr. Chas. Felmeden, 333 Henry ClayAve., New Orleans, La. He will gladly fur­nish you with any amount desired at a nominalcharge.

A well known Piano House recently gave up theirSheet Music Dept., and will sell the entire loton hand, Schirmer Library, Schmidt, etc., atone half of what it sells for wholesale at pres­ent, and any obsolete sheets will be thrown in.Want Column No. 389.

Have in stock 72 Dance and Classic Music Rollsfor 6s-note Players, as good as new. Will sellvery reasonably. P. C. Skupke, 1239 WebsterAve., Bronx, N. Y.

Two French Glass Music Booths; 8 x 8 ft., with2 doors. Each Booth has 6 sections easilytaken down or put up. Good chance forMusic Store. For information write GertrudeDuVall, St. Charles, Mo.

MUSIC BUSINESS-Established nearly Syears. Only exclusive Music Store in grow­ing town of 8 to 10 thousand in richest coppercenter of Arizona. With rising copper marketbusiness showing big increase monthly. Goodreason for selling. Want Column No. 390.

MUSIC STORE-An exclusive Music Store in athriving Wisconsin town established over 20years. Inventory about $3,SOO. A splendidchance for a Piano Tuner to locate in the rich­est State in the Union. Want Column No.391.

..l.. H'ERR is a ,new a~d interestin~ feat~re ..

l\~ ! ., for, your magazme, and one m WhICh,1 '~', "'~'·i·~we trust you will find genuine en-

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>~ t~' 'tertai~lnep:tand educational value.

';', Every motih{:our magazine starts on a remote journey',t~, ~Qme remote corner'of the globe. The S. P. M. is'~eat;1:!ly w~comed by piano men all over the civilizedeaJ.¢h?wl1o have come to know and to like the Standard

" '< ',f / .Pl;~y~r~ction. .

On this page each month, we are going to make a visitto' a few of the foreign countries where the Standard is

,sold and praised.

You will enjoy visiting foreign" iands-and, betterstill, you' will be glad to know more intimately thepiano men in other parts of the world. Next month, weare to visit London. Then Paris, Rome, Cairo, Bombay,Tokyo, Melbourne, ana Wellington. It will be awonderfully interesting world-tour.

Standard Player Actions Are Known'and Praised in e'JIery ci'JIil;zed country

on the Globe!

STANDARD PNEUMATIC ACTION CO.A. W. Johnston, President

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<;;38 West 52nd Street New York City

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