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PRESTO
February 24, 1923
statement in the earlier editorial. And we said then, and repeat now,
that it is in "commercializing" the business that the harm is done. It
is,as possible to spoil the medium-priced piano, by cutting it below
the margin of profit, as it is to rob the high-grade piano of both profit
and local standing by the same process. In other words, the custom
of many piano dealers of at once announcing to customers that his
pianos are "cheap," and that his prices are below all others in crea-
tion, is the business evil to which we have drawn attention.
Our idea is that the successful dealer must make it clear that
there is a wide margin of difference in piano values. And that dif-
ference in values must be equalized in the prices of pianos of the
different grades.
We did not mean to suggest that the low-priced pianos should be
kicked out of any store. They are as legitimate and respectable as
any, if they are sold at prices which belong to them. The idea of our
correspondent is the right one. He must have on hand instruments
with which to meet the kind of competition to which he refers. But
it is folly to cheapen the comparatively "cheap" instruments, for rea-
sons stated in the earlier article to which Mr. Loyd draws attention.
The better way, as most piano dealers w r ill admit, is to sell the
piano in its class. Try to sell the best instrument in the line. If that
is out of the customer's reach, sell the next best. If that can't be
done, direct attention to the facts pertaining to the piano that has
stirred competition on the basis of price, and sell it. It is not rea-
sonable to suppose that any live dealer will permit of a lost sale if
there is any profit in it. But it is folly to set a precedent by cutting
to cost, or below, merely to prevent a foolhardy competitor from
selling at a loss.
A list of good commercial pianos has been sent to Mr. Loyd and
he may depend upon it that should he buy any of them, to sell again,
he can meet competition without missing his profits, and at no loss of
his local standing so long as he sells his lines within the range of
prices to which they belong. And this, we believe, he will do.
beautifully printed and embracing 41 pages of handsomely displayed
advertising.
The editorial departments are in keeping, and the fact that the
French musical instrument activities are sufficient to sustain such a
journal is proof enough of the prosperity of what we have been call-
ing "bleeding France."
And, by the way, they are advertising metal playerpiano actions
in Paris, orchestrions of remarkable beauty, and styles of the famous
Erard pianos which, in case design, come very near to a return to
the models of the artistic, if ancient, clavichord. The fine old piano
action industry of J. Herrburger has the "preferred position" on-the
back cover—coveted by all good advertisers.
To "accept an offer" is not salesmanship. If the customer knows
all about pianos he may be justified in fixing the price. If there's
anything he doesn't know it is the margin of profit he is asked to
pay. And no fair merchant will ask too much profit, and no honest
buyer should want to get something for nothing.
*
*
*
The only possible unhappiness in connection with the approaching
June convention of piano men promises to be a riot because of the
delay in the publication of Mr. Geo. P. >Bent's book of experiences.
But writing a book has proved a bigger task than Mr. Bent had sUp^'
posed. It will repay well the ivaiting-, however.
Someone has said that it is a great mistake to talk about big
business at times when things really may be dull. But isn't it better
to call a little order big than to say that small trade is "dead." Better
a little "ca passe" to dull trade than a groan, if a cure is needed.
MUSIQUE & INSTRUMENTS
It's old, but true, that a piano sale without profit is worse than
two sales missed. The dealer who delivers rrlerely to sell is losing
a prospect, and the one who misses the sale is saving money. Which
is the better?
Our Paris contemporary, which bears the foregoing comprehen-
sive title, presents conclusive evidence of the pluck and progressive-
ness of the French musical instrument manufacturers. The last issue
of 1922 is a remarkably beautiful publication, to which none
of our American music trade papers is at all comparable. Better still,
the proof of prosperity is stamped upon every one of the 66 pages—
There are signs of a disintegration of the sheet music trust, or
combination. It is said that Hit Alley is shaking and shrieking.
* * *
Only the regulation four-months' time till the annual piano con-
vention at the Drake in Chicago. Are you packing your grip?
A. P. PLUMB ASSISTANT
TO C. ALFRED WAGNER
Man of Wide and Valuable Experience in the Trade
Succeeds C. A. Gorham.
Last week A. P. Plumb, entered upon his new
duties as assistant to C. Alfred Wagner, general man-
ager of the American Piano Co., New York. Mr.
Plumb is familiar with all the phases of the music
business, and his varied experiences cover the whole-
sale and retail fields. His wide knowledge of trade
matters .includes the important one of rolls. At one
time Mr. Plumb was manager of the music roll
division of the American Piano Co.
In one position held by him he was closely asso-
ciated with Mr. Wagner. It was that of general man-
ager of the Musical Instrument Sales Co., 673 Eighth
avenue, New York, of which Mr. Wagner is presi-
dent. In his new position Mr. Plumb succeeds C. E.
Gorham who was recently appointed to the manage-
ment of the American Piano Co.'s interests on the
Pacific Coast.
WINTER PIANO COMPANY'S
REMARKABLE PROGRESS
Opening of New Branch Store in Ashtabula, O.,
Another Evidence of Growth.
The Winter Piano Company, Erie, Pa., has opened
a permanent branch in Ashtabula,, O., at 148 and 150
Main street. A full line of pianos and playerpianos
is now on display at this location. The store also ex-
pects to put in a line of phonographs, records and
music rolls, and operate a general music store. The
concern is not new in Ashtabula, as it has been sell-
ing pianos there for the past 15 years; the former
address for the past two years .has. been. 26 Kinsman
street.
The Ashtabula branch carries in stock the same
line of instruments handled in the other stores of
the company, which include the Ampico, Wm. Knabe
& Co., Checkering, J. & C. Fischer, Francis Bacon,
Marshall & Wendell, Foster & Co., C. Kurtzmann &
Co. and others.
The new branch in Ashtabula is another evidence
of the progressive character of this fine old house,
which was established in 1883 by H. L. Winter, Sr.,
lather of the present owners. Mr. Winter was not
only a fine musician but an expert piano maker and
tunes as well. Musicians and others who had bene-
fited by his knowledge of piano merits induced him
to enter the piano business. In the year stated he
opened in a small way in his home.
Within a very short time he had outgrown the
space in his home, and immediately^ built a show
room around the corner, where the business con-
tinued to grow so rapidly that he then took his sons
in with him and formed the company of H. L. Win-
ter & Sons. The company grew rapidly from then
on, and in 1908~Mr. Winter, Sr., withdrew from the
firm and turned the business over to his three sons,
William, George J. and Henry L., who formed what
is now The Winter Piano Company.
START ON VOSE PLANT.
Foundations were started last week for the new
piano factory to be erected on School, Arsenal and
Beacon streets, Watertown, Mass., for the Vose &
Sons Piano Company of Boston, from plans by
Densmore & LeClear, which were described at length
in a recent issue of Presto. The building will cost
upwards of $300,000. It will be built of reinforced
concrete, steel and brick, with stone floors, and will
be five stories high and 220 by 80 feet in size, with
tower.
ITS FIRST SALE ANNOUNCED.
Owing to the inability of Martin's Music Store,
Dayto.ii, O., to renew the lease on its premises at
Fourth and Jefferson streets, the company announces
a special sale for the quick moving of its music
goods stock. The remarkable thing about the pro-
posed sale is that it will be the first in the history
of the house which was established forty years ago
by J. C. Martin.
SHONINQER PIANO CO.
INCORPORATES IN NEW YORK
Newly Incorporated Company Controlled by Lane
Interests Continues Manufacture of Instrument.
The Shoninger Piano Company, 749-751 East 135th
street, New York, has been incorporated by the Lane
interests, which recently acquired all rights to the
name, good will, etc., of the B. Shoninger Co., New
Haven, Conn.
The Shoninger Piano Company is
now one of the divisions of the Lane interests.
The results of the election just announced are
Allan B. Lane, president; C. F. Swanberg, vice-presi-
dent; and Alexander Lane, secretary and treasurer.
The policy of the Shoninger Piano Company will
be to maintain the high standard of quality and to
co-operate with all Shoninger dealers in every way
possible, President Allan B. Lane told a Presto rep-
resentative this week. Mr. Lane also stated that the
improved Shoninger pianos were already in process
of manufacture and that he would start making de-
liveries of the orders on hand some time in May.
Both Allan B. and Alexander L. Lane are well and
favorably known in the piano industry, and Mr.
Swanberg, the vice-president, has in the past been
the general factory manager for the Lane interests
and will continue in that capacity. Mr. Swanberg is
thoroughly versed in piano construction, having de-
voted his entire life to this art, and his personal at-
tention will be given to the manufacture of Shoninger
pianos.
Although the Lane interests will control the
Shoninger Piano Company, President Lane stated
that it will be conducted as a distinct and separate
business from any of the other interests, and in that
way he can guarantee the individuality of the Shon-
inger pianos will be maintained in every respect.
E. D. ALLINGTON A VISITOR.
Edward D. Allington, of Freeport, 111., was a wel-
come caller in Chicago last week, having visited piano
factories to make arrangements for replenishing his
stock of pianos. Mr. Allington is a leading retailer of
musical instruments in the well known Illinois city.
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