Classic Mode

Presto

Issue: 1925 2032

July 4, 1925.
PRESTO
FIGHT FOR LIFE
OF BRITISH PIANO
EEBURG
Unfair German Competition for Fifty Years
Before the Great War Force English Manu-
facturers to Sheer Competitive Necessity
of Producing Cheap Instruments.
DUTIES GIVE RESPITE
TYLE"L"
The KEY to
OSITIVE
ROFITS
MANUFACTURED ONLY BY
J. P. Seeburg
Piano Co.
"Leaders in the
Automatic Field"
1510 Dayton St.
Chicago
Address Department "E"
McKenna Measures Gave Protection But German
Piano Importation Never Was Completely
Prevented at Any Time.
The fight of the British piano manufacturing indus-
try for its life in competition with the German pianos
was ably presented to the British Industries Con-
vention recently by Gerald Forty in his paper, "The
Case for British Pianos." Alluding to the McKenna
Duties he said:
I am sure that the manufacturers are not so mis-
guided as to think that a duty on imported pianos is
going to shield them from the chilly blast of foreign
competition for the rest of all time. They would do
well to regard this duty as affording them a respite—
possibly of brief duration, during which they may
secure their defences—in the only sound and effectual
way, namely, by so improving their product that, on
its merits as a musical instrument—and not by the
handicapping of its competitors, the British piano will
hold its own and establish for itself throughout the
world the proved and unchallenged reputation of
being second to none.
This is the position that the British piano held
fifty years ago, but whether it holds it now or not,
there is no gainsaying that its reputation has been
menaced and undermined by German competition
during the last fifty years, and duty or no duty, the
same determined attack will have to be reckoned with
—only in an intensified form—in the future.
German Royal Aid.
For fifty years before the war the British piano
industry suffered from utterly unfair German compe-
tition. The German Court influence of the Victorian
era fostered pro-German prejudice, the German com-
mission system warped the artistic discrimination of
the profession, and caused them to recommend Ger-
man pianos in preference to British. The most astute
and far-seeing trade development policy of the Ger-
man Government by means of subsidies, credits, rail-
way and shipping concessions, aided by our lamb-
like policy of so-called "free trade," combined to
admit such a flood of German pianos into this coun-
try at such unapproachable prices that British manu-
facturers—with the exception of the very few whose
famous names could withstand this devastating at-
tack—were forced by sheer necessity to make stuff
which was so cheap that it could just undersell the
worst class of German piano.
But at what a cost! The cost of our national repu-
tation as piano manufacturers. I am not blaming
them. They had no alternative short of ruin. The
dice were loaded and they hadn't a fair chance.
The War Time Piano.
Then the war came, and the whole condition of
things was changed, and as soon as that nightmare
was over and the powers, in their wisdom, introduced
the McKenna duties—which gave the crippled indus-
try a chance to get on its feet—it is a matter of pride
to us all that the British manufacturer made use of
the opportunity to endeavor to express his ideals,
and—speaking especially of the manufacturer of what
is known as the commercial piano—he made a better
piano than he had ever made before. He was in a
position to ask a fair but moderate price—a price
which would enable him to spend money on research
and finish and art, and he spent it on his product and
made it something that we can look upon with pride.
The manufacturers rose to the occasion and used
their improved circumstances—not only to get rich',
but to raise the quality and the prestige of the British
piano to a higher level than it had occupied for half
a century.
German Competition Continues.
In this recovery they were unquestionably aided by
the McKenna duties, and also by chaotic industrial
and economic conditions in Germany; but even those
factors did not prevent the importation during 1920
of 5,800 foreign pianos; or in 1921 of 9,000; or in
1922 of 16,000; or in 1923 of 13,000—practically all of
which came from Germany. During those years we
were still protected by the McKenna Duties, and
admittedly Germany was not yet on her legs; but
the Germany of today and next year and the year
after will be an increasingly formidable opponent,
and that is why I feel that I am justified in rallying
the retail side of the trade to the more active co-op-
eration in the counter-offensive which the manufac-
turers will have to put up. if the advantage which we
have won during the last few years is to be retained
and further consolidated.
For Improved Pianos.
The business of the manufacturers is to improve
their product, to make pianos that will withstand
both fierce competition and relentless criticism, and
then to back up their product with the most effective
publicity—both at home and abroad. This question
of propaganda is one which deserves serious consid-
eration. It is of no use to be "too proud to fight."
It is fatuous to pretend that the goods, no matter
how excellent, will speak for themselves. We learned
during the war—when it was almost too late—that
even the reputation of the British Empire had to be
defended by propaganda, and we had to oppose Ger-
many's insidious penetrative methods for forming-
public opinion by something similar—only better.
The British piano manufacturer cannot ignore the
effects of half a century of German propaganda, the
roots of which are so deep in as to have withstood
the shock of the four and one-quarter years of war.
Ask Retailers' Help.
Nothing is gained by a lack of frankness in con-
sidering this very important aspect of our industry,
for it constitutes a joint in our armour through which
can be reached a very vital part of our anatomy, and
I believe that I voice the views of the retail side of
the industry, when I say that it would help dealers
substantially in their efforts to combat foreign com-
petition if there were a strong and co-operative policy
on the part of our leading manufacturers, to replace
on the platforms of this country foreign concert
grands by equally good instruments of British manu-
facture. It would be to the interest of them all, and
they might profitably consider in what way they
might help one another to man this breach in our
defences.
Unless the British piano is prepared to compete
with the German piano, on its merits as a musical
instrument, we must not be surprised if the British
public—or, at any rate, that section of the public
which possesses sufficient money and discrimination to
be in a position to choose one or the other—decides
that art knows no frontiers, and that patriotism should
not be called into question where the means for musi-
cal expression is concerned; for that is what a piano
is to them—a means of musical expression—nothing-
less, and nothing more.
BURGLARS OPEN SAFE OF
WILLIAM TONK & BRO.
Loss in Money Inconsiderable, But Safe Was
Ruined and Papers Scattered in Mix-up
all Over Floor.
When William Tonk, head of William Tonk &
Bro., Inc., New York, entered his office Friday morn-
ing of last week, he had a very sharp surprise. Bur-
glars had entered the place and had broken into the
safe, scattering all the papers from it and all the
filing cases all over the floor. The safe was not
dynamited, nor were the locks manipulated, but the
door was forced open by chisels and other tools that
the burglars were able to obtain in the factory.
Luckily the greatest damage was to the safe. The
money they got consisted of petty cash and was
inconsiderable, amounting to about $25.00.
The damage to the safe will amount to consider-
able, however, and a new one may have to be pur-
chased in its place, as the repairing of the wrecked
"strong box" would possibly amount to as much as
the price of a new one.
"The worst job was the straightening out of the
papers emptied from the safe, desks and filing cabi-
nets and strewn all over the office. However, we are
fairly well over it now, except, of course, that the
replacing of the safe will require a few days. Where-
as, I am not glad, I am taking the loss philosophic-
ally," said Mr. Tonk this week.
ADVISE INSTALLMENT PLAN.
Frequently, foreign representatives of American
manufacturers write long communications to their
home offices complaining of losing business because
more favorable terms of payment than they were able
to extend were granted by foreign competitors. On
a recent trip to Mexico this same complaint was
heard by R. A. Lundquist of the Bureau of Com-
merce, and several recent instances were cited to him.
He points out the extent of the installment business
here and adds: "Looking at the subject from a man-
ufacturer's standpoint, it would seem that as foreign
manufacturers can sell goods in this manner where
good business judgment warrants such transactions,
American manufacturers with their greater resources,
should be able to meet competition."
NEW MUSIC TRADE DIRECTORY.
The French publishers of the Universal Music
Trades Directory report that the work is now near-
ing completion, and they promise a reliable guide to
the music trade of the world. This volume will con-
tain the addresses of music traders in all countries
without exception.
ADDS MUSIC GOODS.
A department carrying a line of general musical
merchandise has been announced by Barrier Bros.'
big department store of Lubbock, Texas, of which
C. G. Barrier is proprietor and manager. Until space
in the main building can be provided the new music
section will be housed in temporary quarters outside.
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).
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PRESTO
presto
THE AMERICAN MUSIC TRADE WEEKLY.
Published Every Saturday at 417 South Dearborn
Street, Chicago, Illinois.
C. A. DANIELL and FRANK D. ABBOTT -
• Editors
Telephones, Local and Long Distance, Harrison 234
Private Phones to all Departments. Cable Address (Com-
merclal Cable Co.'s Code), "PRESTO," Chicago.
Entered as second-class matter Jan. 29, 1896, at the
Post Office, Chicago, Illinois, under Act of March 3, 1879.
Subscription, $2 a year; 6 months, $1; Foreign, $4.
Payable In advance. No extra charge in United States
possessions, Cuba and Mexico, Rates for advertising on
application.
Items of news and other matter are solicited and if
of general interest to the music trade will be paid for
at space rates. Usually piano merchants or salesmen
in the smaller cities are the best occasional corre-
spondents, and their assistance is invited.
Forms close at noon every Thursday. News mat-
ter should be in not later than eleven o'clock on the
same day. Advertising copy should be in hand before
Tuesday, five p. m., to insure preferred position. Full
page display copy should be in hand by Monday noon
preceding publication day. Want advs. for current
week, to insure classification, must not be later than
Wednesday noon.
Address all communications for the editorial or business
departments to PRESTO PUBLISHING CO., 417 South
Dearborn Street, Chicago, III.
SATURDAY, JULY 4. 1925.
LET THEM SELL PIANOS
It is folly to set up a hue-and-cry about
"bait advertising" in the piano business unless
the conditions, character and policy of the ad-
vertisers are understood and weighed against
any seeming disregard of the ethics of busi-
ness. No man, or body of men, whatever they
may call themselves, are competent to criti-
cize the purposes of a piano house merely
upon a reading of the printed word. It re-
quires an under-the-skin knowledge of the
piano business, and its varying difficulties, to
fully measure the right or wrong of an adver-
tisement in the local newspaper.
When a critical onlooker sees what seems
like a very astounding offer of "fine" pianos
for little money, he is apt to conclude that
there must be something wrong about the
advertiser. It looks to him almost as if he
had discovered a "fence," where something
like stolen goods are concealed, or where
paste diamonds are being offered for the genu-
ine thing.
But it is more likely that the environment
of the advertiser is such that his public has
been taught to believe that pianos are cheap
things and that the price is of little conse-
quence and the time-payments even of still
smaller importance. It is competition run
wild, and the merchant who wants to do busi-
ness must for the time, realize that he, too,
is in Rome where the Romans are doing
things in their own way.
The piano dealer must sell pianos or he must
close up his shop. That much is certainly ob-
vious. If he is a fair-minded man he will sell
pianos that are as good as he can afford for
the price. And he must "meet competition."
But he must sell pianos. And the piano manu-
facturer, who may prefer that his represen-
tatives get large prices for the instruments he
makes, nevertheless wants his representatives
to sell pianos. All the talk about "bait" and
such things is well enough, but it must have
reason behind it. It must not take on the
complexion of the Volstead act. The dealer
July 4, 1925.
who indulges in startling advertising to catch expect to get. That is the something the spe-
trade must not be classed with criminals, or cial sale offers and, in communities where
threatened with arrest. He is selling his own pianos have sold very slowly, we have known
goods and is trying to make an honest profit. of special sales which have resulted in more
If his advertisements catch more attention deliveries in two weeks than might, under or-
than some other kind, then don't let us charge dinary circumstances, have been made in six
him with casting imitation flies to lure the months' time.
innocent minnows. Usually the minnows are
When times are dull, and stagnation seems
more likely to turn out sharks, anyway, and to threaten, it is not a bad idea to apply the
will swallow the bait, hook and sinker, leav- stimulation of a well conducted special sale.
ing the fisherman with the freight and cart- But don't do it too often.
age to pay.
Don't let us worry too much just now. So
Radio manufacturers and dealers seem to
long as the very foremost music houses per- agree that a slump has overtaken the newest
sist in advertising grand pianos for $300, and industry. As a rule the music dealers do not
at "nothing down, three years to pay," don't seem to be excited in the matter, because most
let us convict the smaller dealers with de- of them have had no share in radio selling.
scending to "bait" advertising, to the ruination The manufacturers of receiving sets have not
of the big fellows. Let them all sell all the been alert in locating their trade representa-
pianos they can legitimately and at a profit. tives.
* * *
The "bait" won't hurt the pianos any. They
will be just as "fine" as ever, and last even
If every retail piano dealer would start a
longer.
special selling campaign, determined to sell
a fixed number of instruments between now
and, say, September first, this summer would
SPECIAL SALES
be
a good one.
In most lines of business the retailers,
* * *
while they may stimulate sales by local adver-
There is marked activity in the demand for
tising in which the "bait" is cut prices, have
organs
of all kinds for public places. The organ
no such opportunity or advantage as the piano
department
is no longer a sideline with a large
trade possesses in the special sale. Properly
number
of
houses.
conducted, with every fairness to the public
* :;: *
and the merchant and manufacturer, the spe-
The
piano
action
manufacturers report a
cial sale serves as a sort of cleaning up, or
marked
increase
in
orders
and output. Nothing
renewing process.
could
more
positively
tell
of
a general advance in
It is a kind of laxative by which clogging of
the
piano
itself.
the commercial system may be remedied or
* * *
prevented. And while, unless conducted with
To
find
cause
of
complaint in the loss of a
judgment and good business effort, the special
sale
is
to
be
like
the
man who refuses to earn
piano sale may be harmful, when well done
a
living
because
he
failed to fall heir to a
it is in every sense legitimate and as beneficial
fortune.
to the public as to the store.
When the average store in most lines of
business becomes overstocked the merchant
may find himself, as a result, short of money
with which to meet his current obligations.
From the Files of Presto
This is bound to be so if business drops below
normal or proves disappointing to expecta-
(July 4, 1695.)
We are glad to hear, and likewise glad to announce,
tions. And, as a rule, there is no other way
the Weaver Organ & Piano Co. has decided to
out of it, at once speedy and satisfactorily that
run their works thirteen hours each working day,
until further notice.
profitable.
Mr. E. V. Church returned from the Northwest
In the piano business, the special sale is yesterday.
Mr. Church and Mr. Northrup, manager
easily applied by way of relief. There are of the Emerson Co., expect to go on a fishing trip
Wisconsin within a day or two.
men of experience, and expert in piano selling, to About
$4,000 is to be expended in the erection of
who make the special sale their particular the new addition to the Ann Arbor Organ Co.'s plant.
New dry-kiln and a new seventy-five horse-power
study. They will "put on" the sale, from start engine
are to be put in. The company has decided
to finish, without a minute's help or a word of to increase its capital stock to $50,000.
A report comes to us that an organ factory is to
suggestion from the merchant, and guarantee
be established at Columbus, Indiana.
results. Nor does the special sale necessarily
Mein Herr Ludocio Cavalli has been holding a
mean any sacrifice of the fair profits of busi- reception this week. Among those who have called
upon him were Thos. F. G. Foisy and T. Nadean,
ness. It more properly means a clearing out of Montreal; H. R. Moore, of the A. B. Chase Co.,
of the "store keepers," and getting rid of the of Norwalk, Ohio; Mr. Paulsen, of the Century Piano
Co., Minneapolis; Mr. R. J. Mason, of the Sterling
accumulation of trade-ins and repossessions Co., Derby, Conn., and Mr. Geo. P. Bent, of Chicago.
that often clutter up the warerooms where
floor space might better be given over to new
stock and better sellers.
20 YEARS AGO THIS WEEK
Every piano dealer has a list of prospects.
Often most of the prospects who will not lis-
(From Presto, July 6, 1905.)
ten seriously to the local salesman, will con-
The Fourth is over and we are again convinced
sider the proposition of a new-comer who puts the constitution guarantees every piano man liberty
the pursuit of prospects.
his message in different terms and from a in The
Kalamazoo (Mich.) Telegram offers a piano
fresh angle.
to the winner of a contest in counting that paper's
subscribers in the United States. Another fly-speck
Quick sales are often made to very slow puzzle.
people. Many a dealer's neighbors, who have
It is a mistake for the trade papers to discuss the
question. Not one of them has more
for a year or more been "thinking about" buy- circulation
than half the circulation even of Ladies' Home Jour-
ing will buy at once of a special sales pro- nal, which only claims a million.
As showing one side of the influence of the late
moter who puts his proposition with the un-
W. W. Kimball it is interesting to note that several
derstanding that his work in the community of the "Governor's" good stories are still going the
ends within a week or two. Most of us are rounds of the press. A Michigan newspaper recently
contained one of them in the form of an advertise-
looking for something more than we really ment by a local piano dealer.
30 YEARS AGO IN THE TRADE
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).
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