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News Number
THE
VOL. 87. No. 8
REVIEW
Published Weekly.
Federated Business Publications, Inc., 420 Lexington Ave., New York, N. Y. Aug. 2 5 , 1 9 2 8
""•JS.STffi? year entB
The Work of the Piano Tuner
and Replacement Sales
A Paper by John H. Parnham, President of the Everett Piano Co.,
Read by George E. Mansfield Before the Annual Meeting
of the National Piano Tuners Association
HE piano tuner can do more to help the piano industry and himself, by helping to edu-
cate the public as to the true value of pianos, than any of us realize.
The piano tuner is one man connected with the piano business who has had to study tone.
His business is dealing with musical tone, and I therefore say he is in a position to help the
entire trade by helping to educate the public to know and appreciate the real value of the
eight million pianos now in use in American homes; and to realize that two million of these
are worthless, three million should be ex-
seem that the trouble lies in any lack of musi-
changed and five million badly need tuning.
The piano business has shown a steady de- cal appreciation.
There are many reasons advanced for the
cline in sales volume during the past fifteen to
twenty years. Twenty years ago there were tremendous loss in pianos purchased each year,
close to 400,000 pianos manufactured annually all of which may be contributing causes, but
in America. This year we will produce a little the fact remains that the good piano is not
over one-half that amount, or a loss of 200,000 properly appreciated. In other words the pub-
sales and at lease five hundred thousand lic does not know a quality piano as it does a
quality automobile and does not therefore, dis-
tunings.
Does this loss effect the piano tuner? It tinguish the good piano from the poor piano.
This condition is largely the fault of those
does in exactly the same way that a shrinkage
of 50% of population in a country town would engaged in the piano business, both manufac-
turers and retailers and no amount of subter-
effect the doctor located there.
During the last four years the figures as fuge can alter this fact.
The piano manufacturer has not employed
given out by our National Association are as
the best methods of manufacturing or mer-
follows:
In 1924, we produced 355,554 pianos; in 1925, chandising as have his competitors in other
330,804, a loss of 24,753; in 1926, 303,684 a loss lines. Neither has there been the proper co-
of 26,117; in 1927, 240,126 a loss of 63,458, and operation between piano manufacturer and the
piano dealer.
in 1928 we estimate about 200,000 sales.
The piano manufacturer has shown very little
What are the reasons for the loss of 50% of
our business in a period of twenty years, during improvement in either the piano or its manu-
which time America has enjoyed a period of facturing methods in the last 100 years. Most
development and prosperity equaled by no of the so-called improvements are merely "talk-
country in the world? Is it a lack of musical ing points," or a lot of "hokum" started by
appreciation? No. There was never a time in some maker to stimulate sales, and passed
our history when music was more appreciated along by the retailer, and enlarged upon by
the retail salesmen who have for years been
and enjoyed than at the present time.
Nearly every big. city has its Symphony filling the minds of bewildered prospects with
orchestra. Practically all universities offering a lot of bunk.
Nearly all construction talk by piano sales-
musical courses are showing an increase each
year in enrollment. High schools are now offer- men is nonsense, while a great deal is either
ing courses in music, while High School plain or fancy lying. May I cite to you a few?
Bell metal plates that produce a finer quality
orchestras are springing up all over America.
State High School contests are attracting of tone.
Bushed tuning pins that keep the tone from
thousands of contestants. During the past year
nearly 100,000 music students were in the city becoming metallic.
Compensating rods that keep the plate from
of New York alone, studying music; and most
of them will return to home towns to teach breaking.
Patented methods of controlling crowns of
music to the next generation. So it does not
T
3
John H. Parnham
sounding boards after the piano is in a cus-
tomer's home.
Tone chambers and air chest that gives
greater volume. Is it any wonder purchasers
have been confused and that the industry has
suffered? And then 90% of salesmen have,
when a piano is sold, been very careful to ex-
plain to the purchasers that this particular
piano seldom needs tuning and like the famous
"one-ihorse shay," should never wear cut, but
may be passed from generation to generation
and become a cherished heirloom.
If pianos like automobiles had a limited life,
there would be a better piano business and
more room for manufacturer, dealer, salesman
and tuner.
If the piano business is to go ahead instead
of slipping each year, we must adopt more
business-like methods of merchandising and
cease serving hokum to each purchaser at the
time of sale.
j
"Tell the Truth" about the piano. Tell the
customer that it will need four tunings each