Presto

October 23, 1920.
FIXED SALARY MAN
A GOOD PROSPECT
Mark P. Campbell, Reviewing the Industrial
Conditions in the United States, Offers
Excellent Suggestions to Dealers and
Salesmen.
PRESTO
is my sincere belief that the small grand piano in-
dustry is going to ride the depression in sales as
though no exterior forces were at work. It is a
known fact that a new industry continues to expand
regardless of other economic conditions until the
source of supply is able to fill the demand at its
peak. The unfilled orders on the books of steel
companies are an indication of general business con-
ditions, because if conditions are good their orders
are large. If business is quiet, their orders decline.
There is an immediate and direct re'ation between
the two.
However, with the orders for grand pianos there is
no connection. The demand for grand pianos is so
far in excess of the supply that the business will
continue to be big so long as the supply continues
inadequate.
A well-known economist, who has achieved a
powerful reputation as a business forecaster, was
questioned concerning the grand pianos and their
probable sa 1 e during a depression. This question
was asked in November of 1918, immediately follow-
ing the armistice, and this is the reply:
A Good Pointer.
"The class of prospects which should be the be^t
for your salesmen during the coming period (which
he assumed was to be du'l and prices were to fall
immediately) will be those who are employed at a
fixed salary. For the most part these prospects
have suffered during the recent period of rising
prices, but as soon as prices turn downward their
condition will begin to improve, because they arc
not so subject as wage-earners to unemployment.''
The salaried worker has been most handicapped
since the war started, and it has been with consid-
erable effort that the salaried man's wages have been
increased. In fact, they have not been increased in
proportion to the workingman's or the unskilled
mechanic's, by any means, but their present level is
considerably more permanent, and any stories in
circulation concerning the discharging of workers in
Akron, Detroit, Chicago Kansas City and New York
will mean a very quick adjustment to a new scale
of wages.
Therefore, my advice to salesmen the country over
during the present temporary cessation of selling is
to devote greater attention to the main prospect.
For their business will be the best business in the
months to come.
WARER00M WARBLES
(A New One Every Week.)
By The Presto Poick.
•In the following article Mark P. Campbell, pres-
ident of the Brambach Piano Co., New York, re-
views the conditions governing certain industries
and in an enlightening way points out the desirability
in the months to come of the fixed salary man as «
piano customer.
There has been a good deal of flurry in the gen-
eral business life throughout the United States with-
in the last 30 to 60 days, beginning with the an-
nouncement by a large automobile concern that
prices were going back to pre-war levels in its prod-
uct. Attempting to put into effect the old saying
which developed regarding specie payment, "The
way to resume is to resume!" Other automobile
manufacturers follewed suit and reduced their prices
from 10 to IS per cent, while others maintained that
they had no water in their prices that could be
squeezed out. In fact, one automobile manufacturer,
who did not reduce his price, told me that those who
THE LUCKY TUNER MAN.
lowered their prices in a large percentage of cases,
reduced them to the same level above pre-war prices
Among the simple, joyous lives
that was in effect by those who did not reduce their
That fall to human kind,
prices. In other words, some manufacturers ad-
There's one whose boundless pleasure thrives
vanced their prices 40 per cent and some 60 per
With not a care behind.
cent; those who advanced them 60 per cent have
Each devotee is gay and bright—
reduced their prices to 40 per cent, over 1916 prices,
No worries in his plan—
putting all automobile values today on a level.
Of course, you've guessed it—yes, you're right!
Not Parallel Cases.
The happy tuner-man!
This action in the automobile industry has no
He saunters forth each morning 1 fair
bearing whatever on the piano industry per se. Now,
To make the people glad,
I do not mean to imply that if the dollar becomes
And then returns with his large share
more valuab'e than it has been in the last year or
Of what the people had!
two, that prices of pianos will not come down in
He
hasn't one darn thing to do
r?tio to the increase in value of the dollar, for they
But work hard as he can,
will. But I do maintain that there is no connection
And make the awful discords true—
between the piano industry and the automobile in-
The lucky tuner-man!
dustry.
On investigatin of the automobile industry some-
His every day is filled with joy
startling facts have developed. In the last five years
From dewy morn till night.
the production of automobiles has jumped from 600,-
His happiness knows no alloy
000 to nearly 2,000,000 cars. The value has jumped
To lessen his delight;
from over 400 million to about 2 billion dollars.
He harmonizes all he meets,
The demand of some of the supplies for automobiles Nashville Piano Co, Nashville, Provides Further
From piano to tin-pan,
has cleaned the market out entirely, and so it is
Aid for Music Lovers.
And everything he starts completes—
nearly impossible, for example, to obtain plate glass,
The faithful tuner-man.
The progressiveness of the Nashville Piano Co.,
automobile manufacturers having required such a
Nashville, Tenn., is continuous and every day makes It doesn't matter how he feels,
vast amount for wind-shields.
Five million men are dependent today on the auto- itstelf evident in an effective way. And for player-
Or what his aches or pains,
mobile industry for their livelihood. It is now the piano and piano owners has long since been provided He only has to make his spiels—
third largest industry in the country. The growth by a corps of competent tuners and repair men and
What if it snows or rains?
has been of a mushroom character. Too vast for now the violin needing treatment may find ready It's all the same in a day's work,
its own good, or the country's good. The automobile relief in the big store at 140 Eighth avenue, North,
And he'll do all he can
industry's development is necessary for progress,
John Rook, an expert violin maker, is established
a thought to dodge or shirk—
but we have exceeded our requirements for prog- in a roomy workshop in the Nashville Piano Co.'s Without
The jolly tuner-man!
ress, for it to keep in line with the progress of the store and the public has been made aware of his
rest of the world.
abilities to make and repair violins. A well patron- And so I say, of all the toil
ized violin class is also conducted by Mr. Rook.
Other Quick Growths.
That blesses us below.
W. H. Beach, treasurer of the Bush & Lane Piano The best outrageous fate to foil
Take other industries that have grown very rapid-
ly. From 1884 to 1893 there was a tremendous Co., Holland, Mich,, is president of the Nashville
Is this one, that I know!
spreading out of railroads in every direction, to Piano Co., which was formerly known as the Lamb It drives the hook worm from your frame,
Piano
Co.
Thos.
W.
Rains,
formerly
associated
And, glad that you began,
every little town. The country seemed bent on in-
the Castner-Knott Co., is general manager, and You end your days with honored name—
creasing the rai'road network of our country. 1893 with
Alberta MacClanahan is treasurer. The com-
A fine old tuner-man.
was a very bad year and railroad expansion was Miss
pany recently occupied new quarters at 136-138
halted.
Eighth avenue, North, where many of the prominent
From the beginning of the steel industry up until teachers have their studios.
H. H. BRADLEY ON COAST.
1903 unheard of things were accomplished in the
H. H. Bradley, Chicago manager for the Chase-
development of plants. Financial growth, boom
SEND-OFF FOR MOVERS.
Hackley Piano Company, is out on a trip to the
towns, etc. 1903 was not a good year for business,
Jones & White, Inc., Brooklyn, N. Y., is a firm Pacific Coast. His trip, which is a business one,
and the steel industry was curtailed to its proper
of movers which makes the transporting of pianos will include points in Washington, Oregon and Cali-
place in the development of the country.
Banking through a steady rise began suddenly to hither and yon, upstairs or downstairs, a fine art, fornia. He stopped at Spokane. This trip is a de-
branch out in every direction, chain banks were the according to the Brooklyn Daily Times, which says: lightful one at this time of year. The scenery be-
order of the day. Tremendous loans and high financ- "That the firm that can manage the precarious job tween Wenatchee and Seattle is gorgeous, and there
ing was being done everywhere until the Knicker- of moving pianos efficiently and safely is a firm that are many other delightful views from the train win-
bocker Trust failed. 1907 was a bad year for bus- deserves commendation, seems to be the opinion of dows among the foothills and in the mountain re-
iness. At that point, legislation was brought into most people. Jones & White, Inc., are such a firm gions. The Chase-Hackley Company has many
effect, which developed into the Federal Reserve and one of the leading firms of piano movers in the loyal dealers in the Pacific Coast states, and they
system some years later, and kept the banks in their Borough of Brooklyn. The company has two offices, are planning big selling campaigns this fall. They
one at 74 Ashland place and the second at 788 Ful- are giving Mr. Bradley a glad welcome wherever
proper position in the commercial world.
he goes.
The automobile industry is curtailing very fast its ton street."
product. Long staple cotton, which was monopolized
by tire manufacturers, is again on the market at a
AN EXPERIENCED ADVISOR.
FEATURING APOLLOPHONE.
very reasonable price. The cost of glass has been
Dan J. Sullivan, Boston, composer of past musical
The
store of the J. L. Hudson Company,
reduced. Many of the commodities that are coming hits, such as "You're as Welcome as the Flowers in Detroit, music
Mich., made demonstrations of the Apollo-
down in price have automobile concerns as their May," and "Yogiland," after more than twenty-five phone special attractions for the anniversary sale
chief source of outlet.
years' experience in the retail piano business in recently carried out by the company. This was the
The Piano Business.
Boston, has become associated with the sales force suggestion printed: "Try it yourself as a piano.
All of these things, as I have said before, are in- of the C. C. Harvey Piano Company. 144 Bolyston Then have a roll played. Next listen to your favor-
dependent of the piano business and are separate ami street. In his new position, Mr. Sullivan will not ite Caruso or Kriesler record. And finally enjoy the
apart. Their coming and their going at this time be limited to the demonstration of pianos and play- novel treat of hearing the player piano and phono-
have no relation whatever to our industry. Regard- erpianos, but will also serve patrons who desire ad- graph played in unison. You will be delighted with
the performance in each instance."
less of the coming and going of other industries it vice in the selection of phonographs.
PROGRESSIVE TENNESSEE FIRM
ADDS NEW DEPARTMENT
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