Classic Mode

Presto

Issue: 1924 1979

Page 5 Text:

PRESTO
June 28, 1924.
CHRISTMAN
The First Touch Tells 9 t
C(
WHEN DOES THE
TRADE=IN HURT?
While Resale of Used Pianos Naturally Affects
Sales of New Instruments, Business in
Former May Be Made Profitable
to Dealer.
VETERAN TRAVELER'S VIEWS
While Eager to Sell New Ones, He Gives Safe
Advice to Dealers to Make Sane Appraisals
in All Trade-in Deals.
The Famous
Studio Grand
(only 5 ft. long)
has won the foremost place among the
small pianos of artistic character. Its
remarkable volume and quality of
Tone has added to the fame of
CHRISTMAN
It is recognized as the most salable
Small Grand in the field, and dealers
profit by its sale to discriminating
buyers. In the words of a prominent
music dealer the
CHRISTMAN
Studio Grand
is "exquisite"
No ambitious Piano Merchant can
be sure that he has the best, most
profitable and satisfactory Line until
he has examined the Christman and
compared with whatever competitor
may be winning local trade.
INQUIRIES INVITED
((
The First Touch Tells"
Reg. U S. Pat. Off.
Christman Piano Co.
597 East 137th St.
New York
The disturbances caused by the takeil-in-trade
piano are most keenly felt by the firms that do not
control their salesmen. Where the salesmen are
amenable to well-defined rules about the appraising
of trade-ins, the used piano never arises to the dig-
nity of a problem. The used pianos become sources
of loss when responsible salesmen are permitted to
fix the exchange allowance. Salesmen are human and
the desire to close an exchange sale is often greater
than the care to make the terms profitable.
In several houses, in the management of which I
am familiar, the used piano department shows a
profit. To ensure this of course the salesmen work
with the spirit of the sales department—to make a
profit on every sale. In carrying out the methods,
every piano proposed for a trade is looked over by
an expert repairman who views the piano coldly and
estimates its real exchange value without any opti-
mistic influence on the part of the blithe salesman
negotiating the deal.
The Alluring Thought.
Of course there is pride in the straight sale, but
the trade-in accompaniment to sales never causes a
no-profit feature nor even a poor profit one. Pros-
pects are interested in the new pianos by the allur-
ing thought that their old instruments will serve to
cut down the price of the new ones. The salesmen
are free to use that temptation in opening the deal,
but the responsibility of fixing trade-in value is only
given to the expert.
Where there is a sane law like that for the sales-
men to observe there are no trade-in deals of the
profitless kind nor unbusinesslike elements hurtful to
the business of square and ethical-minded com-
petitors. And it is not necessary to write a treatise
on the logic of it to show the sensible piano man that
what hurts the business of his competitor hurts the
offending piano dealer as well. If irresponsible piano
salesmen, perhaps without conscience, are left free
to set the exchange value on the taken-in-trade
pianos, the reaction will affect the business of other
houses besides the one employing them.
Must Consider Old Ones.
It is not possible to eliminate all consideration of
the old pianos in the hands of the prospective buyers
of new pianos or reproducing pianos. The old in-
struments have a sentimental value and a money
value that the eager salesman cannot ignore. Some-
times the sentimental value expressed in dollars by
the owners is ridiculously high and therein the neces-
sity for the repairman's opinion and the persuasive
reasoning of the salesman who believes every piano
deal should be a profitable one. The salesman with
the easy conscience who sees only a commission in
the trade-in deal is apt to be free in accepting the
estimate of the owner of even an antique calling for
too great an expenditure of materials and time to
profitably make it over for sale.
There are many well conducted music houses
where the trade-in piano is not considered a prob-
lem at all. The house of Wm. C. De Foreest &
Son, Sharon, Pa., is a good example of the kind.
In the ordinary course of selling new instruments
the trade-in deal is frequent. It is unavoidable, but
the Sharon firm is assured of profit on the trade-in
deal and the used pianos and playerpianos acquired
in that way are made sources of profit in themselves.
The made-over used piano when sold is very fre-
quently again taken in a trade for a new instrument.
In the De Foreest house and all its branches every
taken-in-trade piano can be sold quickly and with
profit. Talking on the subject last week, M. V. De
Foreest said his house recently sold two carloads of
used and repaired pianos in two months, every one
sold with a satisfactory profit.
Used Piano Accumulation.
In their accumulation the trade-in pianos would
naturally provide a problem. No matter how justly
and carefully the trade-in figure may have been set,
any accumulation of Used pianos represents tied-up
money. Too many used pianos, many of them ex-
cellent ones and all put into resale shape, naturally
interfere with the sales of the new instruments. For
that reason many prominent houses have segregated
the used instruments, placing them for sale in a
different store from the new instruments. But all
the firms adopting this plan take care that the used
piano prospect is led to the used stock only after
being shown the new instruments. If they are
thriftily set on saving on the price of a piano, they
possibly will select one from the used stock. But
if the thought of saving is secondary to the desire for
musical worth, then it is possible they will ask to be
led back to the new stock.
John J. Glynn's Suggestion.
In an interesting talk on the-trade-in subject at
the recent convention, John J. Glynn, secretary of
the James & Holmstrom Piano Co., Inc., New York,
voiced a suggestion that is feasible. "My thoughts
on the trade may be carrying you twenty-three years
hence," began Mr. Glynn. "My cure for a trade-in
problem would be to incorporate the piano merchants
in every big city; capitalize the organization for
enough to conduct a successful business; sell the
shares to piano dealers in blocks of one to ten shares,
no dealer to have more than ten; locate in a suitable
building; appoint a board of directors from the stock-
holders and an appraisers' committee that will put a
true value on all trade-ins sent to the store by the
dealer members. Then conduct a used piano busi-
ness to which the prospect would naturally turn
when in the market for a used piano, just as he goes
to the dealer for a new one."
M. D. S.
LARGER QUARTERS FOR
LEBANON, IND., FIRM
Akers & Son, Carrying Line of Starr Piano Co.,
Acquires More Wareroom Space.
Akers & Son, Lebanon, Ind., representing the
Starr Piano Co., Richmond, Ind., is moving the shop
from South Meridian street to more commodious
quarters on North Lebanon street.
The new location affords the owners the opportu-
nity of enlarging the stock and accommodating cus-
tomers in a more efficient manner. The room has
been partly redecorated and cleaned and a new sound-
proof booth for demonstrating the Starr phonographs
has been built.
The proprietors will increase their stock of Starr
pianos and phonographs and will also carry a com-
plete line of musical instruments and sheet music.
They will continue to carry the Gennett phonograph
records.
NEW CALIFORNIA STORE.
Elliott & Youmans is the name of a new music
business recently opened at Huntington Park, Calif.
As part of the opening program, John Martin, of
the Martin Music Co., Los Angeles, gave several
selections on the Gulbransen Registering piano, for
which the Martin Music Co. is the distributor in
southern California. Both the exterior and interior
of the store are artistic. There is good window dis-
play space. The ground floor is well arranged with
the sheet music department and pianos on the left
and phonographs on the right. The demonstration
rooms toward the back of the floor are effectively
designed to imitate a rose-colored stucco dwelling.
The radio department is reached by an elaborate
staircase and balcony, giving a very impressive finish
to the whole ground floor arrangement.
SAYS OUTLOOK IS GOOD.
Miss Benedict of the Benedict Music Store, Gales-
burg. 111., was in Lyon & Healy's wholesale in Chi-
cago this week and reported that business was fully
equal to a year ago. However, she said there were
not as many customers, but better purchases. Piano
sales have been good and record sales have been
exceptionally good. They were successful in a drive
to sell saxophones. Collections have been very fair.
Miss Benedict thinks the outlook is good for the
fall.
A GULBRANSEN VISITOR.
A recent visitor in Chicago was B. A. Strauch,
who has just taken over the F. M. Leslie music busi-
ness at Urbana, 111. While in Chicago Mr. Strauch
spent considerable time at the Gulbransen factory,
and he is enthusiastic over the musical and sales pos-
sibilities of the instrument. The house is planning a
vigorous campaign for business in Urbana and
Champaign.
MRS. WATKIN BADLY HURT.
Mrs. Robert N. Watkin, wife of Robert N. Wat-
kin, of the Will A. Watkin Music Co., of Dallas,
Texas, recently suffered a broken collar bone and
painful bruises when she was thrown through the
windshield of her car upon colliding with another car
on Lakeside drive, Dallas.
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/

Page 6 Text:

PRESTO
June 28, 1924.
WHERE DOUBTS ARE DISPELLED
CHANGE IN MANAGEMENT
OF CHICAGO STARR STORE
Under This Head Presto Will Answer Any Question Pertaining to Pianos, or
Other Subjects o! Direct Interest to the Trade and Musical Public
F. S. Wiggins Goes to Headquarters in Richmond,
and C. B. Hunt Supersedes Him.
Inquiries must bear the signature and address of
writer in order to receive attention. Answers thought
to be of general trade interest will be published. If an
answer is not of general interest it will be mailed pro-
vided stamp is inclosed.
STANDARD PIANO GUIDES.
Wellington, Texas, June 17, 1924.
Editor Presto: Find enclosed $1.00, for which
please send me Presto Buyers' Guides. Please send
me the address of some New York concern's buyers'
guide, something that is standard as well as yours.
In other words I want something that will give me
the address of piano companies that are standard
and also the address of those stenciled. In other
words something for genuine reference.
BYRON B. PARRISH.
We do not know of any other publication than
Presto Buyers' Guide that gives complete record of
all the pianos manufactured together with the names
of the so-called "stencils"" and "trade marks." There
is a "Guide" put forth by Music Trades Co., New
York, but it does not have any record of names ex-
cept those of actual manufacturers.
* * *
PIANOS ON CONSIGNMENT.
Lamoni, Iowa, June 12, 1924.
Editor Presto: Is there any other piano company
that puts out pianos on consignment like the * * *
Piano Co., and if there is, who?
B. D. FLEET, JR.
There are not many piano industries consigning
pianos at this time. Some of them, however, have
special plans which seem to be working well. We
send you names of a few by mail. We suggest that
you write advertisers in Presto stating your wants
and so try them out.
* * *
MUSIC TRADE LISTS.
Cambridge, Mass., June 17, 1924.
Editor Presto: Do you not publish a list of the
names and addresses of all dealers, jobbers and dis-
tributors of talking machines? If so what is its
price? Also do you publish any other list that might
be of interest to us in the compilation of a mailing
list covering the entire trade of the United States.
DARBY BROWN.
We are not now publishing a live list of talking
machine jobbers or dealers. A few years ago we put
forth a booklet of the kind, copy of which we are
sending you with our compliments.
Of course it is out of date and may not be of any
great use to you. We have in contemplation the
compilation of an entirely new edition of this
pamphlet next fall.
* * *
ORGAN MANUFACTURERS.
Zumbrota, Minn., June 21, 1924.
Editor Presto: Please let me know the address of
a good organ company that is making organs at
present. I know all about the Estey. Let me know
of any other makes.
JOHN A. BORAAS.
While there' are a great many good organ indus-
tries in this country, we believe any of the following
would meet your requirements—we assume that you
mean pipe organs:
Coburn Organ Co., 220 N. Washtenaw avenue, Chi-
cago; Hillgreen, Lane & Co., Alliance, Ohio; Geo.
Kilgen & Son, 3817 Laclede avenue, St. Louis, Mo.;
W. W. Kimball Co., 300 S. Wabash avenue, Chicago;
Schuelke Organ Co., 522 16th street, Milwaukee,
Wis.; Skinner Organ Co., Boston, Mass.
If you have reference to reed organs, there are, as
you probably know, very few such industries now in
existence. S. N. Swan & Sons, Freeport, 111., are
still making some good ones, and the Shipman Organ
Co., High Point, N. C, produces a great many of
them. A very good small reed organ is made by the
A. L. White Mfg. Co., 215 Englewood avenue,
Chicago.
* * *
PIANO REBUILDERS.
Salina, Kansas, June 23, 1924.
Editor Presto: I am in need of a new plate for a
Tryber piano, and notice in Presto Buyers' Guide
that the name belongs to a factory superintendent of
a famous Boston industry. I would thank you very
much for this gentleman's name and address or any
other information you might give me regarding a
new plate for a Tryber piano.
Please give me also the names of any. piano re-
builders in or out of Chicago.
JNO. B. ODEN.
The old Tryber name and patterns are owned by
John C. Gossman, superintendent of Hallet & Davis
Piano Co. factories at Boston, Mass. No doubt Mr.
Gossman will be glad to help you in the matter about
which you write.
Among the reliable piano rebuilders is E. Leins, 304
W. 42nd street, New York City. Mr. Leins has made
a business of repairing and rebuilding fine old in-
struments for a good many years, besides building,
in his own factory, a -very good line of instruments.
The Newman Bros. Co., Dix and Chicago avenue,
Chicago, also have a rebuilding department. That
reliable old industry would suit your wants if they can
find the time to take on special rebuilding work at
this time.
* * *
PIANO PRICE TAGS.
Milwaukee, June 20, 1924.
Editor Presto: Would appreciate very much if
you would send us a list of tag companies who fur-
nish tags to piano dealers.
JNO. J. STENGER.
Price tags may probably be found in many places
in your city. In Chicago the trades buy them of a
number of concerns, among which are the following:
Dennison Mfg. Co., 62 E. Randolph street; Acme
Tag Co., 190 N. State street; American Tag Co.,
6133 S. State street; International Tag Co., 319 N.
Whipple street.
We believe you can get what you want nearer
home, but if not any of the concerns named will be
glad no doubt to supply you.
* * *
THE PERPLEXED PIANO BUYER.
Aberdeen, S. D., June 16, 1924.
Editor Presto: I am writing to you for informa-
tion in regard to pianos. We are in the market for
a new piano, and one dealer here features the Cable-
Nelson, but also has a Schumann, which we like
very much. It is the model C, and I think the tone
of this piano is wonderful, but in another store the
salesman tried to tell me the Schumann is not a very
good piano, and that the warranty of the Schumann
people was nothing like as good as some others.
We have an uncle in the piano business in the east,
and we wrote to him for advice. He recommended
Baldwin, Ludwig, and Schumann, as three of his best
sellers, and the Needham as his popular-priced instru-
ment.
Also tell me if the Fayette S. Cable is a good buy.
We are not looking for a cheap piano, but want the
best for our money and want a high grade. Also
tell me if there is anything to this man's story about
the Schumann's warranty. Of course I want a piano
that the manufacturers will stand behind, is the
model C the cheapest piano the Schumann people
make, or do they make only one grade of piano?
MRS. S. L. WINN.
It is not customary to make discriminating com-
parisons of reputable pianos in these columns. But
it is fair to say that there is no truth in the state-
ment which seems to have been made to you detri-
mental to the warrauty of the Schumann Piano Co.,
of Rockford, 111. The Schumann warranty is a per-
fectly good one and the Schumann piano is an artistic
instrument.
It is never necessary to "knock" one good piano in
order to sell another good piano. The fact that the
Schumann is a good one does not in any way detract
from the qualities of the several other instruments
named by you, and we can say confidently that the
Baldwin piano is also a fine one. The Fayette S.
Cable is a much less expensive piano and is not in-
tended to compete with the others. The Ludwig
is a good instrument, and the others named by you
are in the class of what are called "commercial"
pianos.
CHARLESTON ASSN. TO EXPAND.
The Music Dealers' Association of Charleston,
S. C, which was organized about a month ago, is
making plans to make the organization of state-wide
interests in which case the name would be changed.
R. W. McKee, the energetic president, has taken
action to that effect and in his ambitious scheme is
ably backed by A. T. Sims, vice-president, and S. H.
Galperin, the secretary-treasurer.
BRANCH STORE BUSY.
The new branch of the Davis-Burnham-Tyler Co.,
in the Kistler Building, Newcomerstown, O., is oper-
rated by the Cambridge, O., store of the company.
It is the largest music store in the city and carries
a general line of music goods and sheet music. The
store, which is well located on main street, has been
successful in making piano sales since it was opened
a few months ago.
A change has been made in the management of the
Chicago branch of the Starr Piano Co., at 423 South
Wabash avenue. F. B. Wiggins has been transferred
to the home offices, in Richmond, Ind., where he will
have charge of the Gennett record department and
will also be manager of manufacturing and sales de-
partment.
Mr. Wiggins has been with Starr Company, at the
Chicago store, for two years and six months, and with
the company for twenty-five years, except for a
brief time when he was with another Urge Chicago
piano industry. He is a native of Richmond and is
happy to return to that beautiful little city.
C. R. Hunt, formerly of the Kansas City Starr
Store, will take charge of the Chicago store July 1.
He also is an experienced piano man, whose capacity
has been tried, and he will without doubt continue to
do as good work for the Starr in Chicago as he did
in Kansas City.
AN ACTIVE SALES MANAGER.
G. D. Giles, the new manager of the retail depart-
ment of the Schiller Piano Co., Oregon, 111., reports
excellent results "in sales of Schiller pianos during
June. Mr. Giles is known as a successful sales cam-
paign manager, a reputation he earned on the Pacific
Coast, where he was associated with one of the
branch stores of Sherman, Clay & Co., San Francisco.
CABLE LINE IN OMAHA.
The fine line of The Cable Company, Chicago, is
ably handled and effectively featured by the Ed.
Patton Music Co., Omaha, Neb. By able advertising
and clever wareroom demonstrations the merits of
the Kingsbury, Wellington and Cable Midget pianos
arc made known to prospective buyers.
The J. H. Huffine Piano Co., Guthrie, Okla.', was
recently purchased by Chestnut Bros., whose plan
is to consolidate the two stores as part of the scheme
of expansion.
The ^Hardman £ine
is a complete line
It comprises a range of artisti-
cally worthy instruments to
please practically every purse:
The Hardman, official piano of
the Metropolitan Opera House;
the Harrington and the Hensel
Pianos in which is found that in-
builtdurabilitythatcharacterizes
all Hardman-made instruments;
the wonderful Hardman Repro-
ducing Piano; the Hardman
Autotone (the perfect player-
piano); and the popular Playo-
tone.
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/

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