PRESTO
LATEST ABOUT THE
ROCKFORD CONVENTION
About Some of the Exhibits and the "Jiggs
Dinner and Frolic," with Good News
of the Fall Trade.
The Monday night luncheon and entertainment of
the music merchants of Illinois at Rockford is to be
called the "Jiggs Dinner and Frolic." The luncheon
will be given at the Hotel Nelson. Later, at 9 o'clock,
the party will be taken to the local theater to witness
a vaudeville show.
L. I. Johnson, the entertainment chairman, says
also that the Tuesday night banquet, at the Hotel
Nelson, like the Monday affair, will be strictly in-
formal.
Of course the Haddorff display during the con-
vention will prove an effective feature, for no exhibit
could be more interesting to a piano man than a
great factory in full operation.
The same may be said of the Schumann Piano Co.,
whose factory in Rockford will be the center of in-
terest to a great many dealers.
The Schumann business is good. They are making
up a great stock of instruments in anticipation of a
great autumn trade, which it seems is sure to come.
In fact all of the industries mentioned here are pre-
paring for a big business and the men in charge agree
that a great fall trade is assured.
The Schiller Piano Co. also will have an exhibit at
the Hotel Nelson, Rockford, next week. Two or
three truckloads of uprights and grands will go over
this week.
The Schiller Piano Co. is having a remarkably
good business and is behind on orders with the fac-
tory booming.
SELLING CHEAP PIANOS
IN SEATTLE, WASHINGTON
But the Count Errs In Charging Presto with
Lack of Appreciation of Any Other
Good House.
Seattle, Wash., September 18, 1925.
Editor Presto: We beg to ask of you to send two
Presto Buyers Guides, latest edition.
Business is wonderful out our way, we, for one,
having sold over twice as many pianos this year so
far as any other single year in the fifteen years that
we have been in business in United States and Can-
ada.
Our efforts are concentrated on selling moderate-
priced new pianos, of which we have sold over four
hundred so far this year and hope to sell one thou-
sand pianos e'er the year is done.
Dad and I single-handed have sold more pianos
this year, so far, than any other two houses in
Seattle. The day of canvassers and piano salesmen
is over. Advertising brings the buyer to our door
as fifteen salesmen could do, hustling for all their
might outside. We have had that many salesmen,
and have tried both systems. Sixty per cent of the
people never can be found home on a canvass during
the day, but all read the papers sometime during the
day or night. And, for a house like ours, who spe-
cialize on city biz., persistent advertising brings the
September 26, 1925.
buyers to our store to see the goods so familiar to
them in the news.
We would like to see more pianos sold by other
dealers, and for this reason quote our own discov-
ery. Large dealers have undoubtedly known this
fact, as they are the advertisers, but so rarely give us
smaller fellows the right dope on piano selling in the How President Harry Gennett Views Trade
Conditions, and a Clear-Sighted Forecast
trade papers, that one has to find things out for one's
self.
of the Piano's Future.
Lightning turnover, of course, calls for unap-
It was mere chance that put a Presto representa-
proached values—which is not hard for the store
with no salesman's commissions, or high salaried tive on the same Pullman with President Henry Gen-
salesmen and managers, and all the things that make nett, of the Starr Piano Company on Saturday last.
overhead so high that small first payments and easy Mr. Gennett was on the way from Richmond, In-
terms cannot be given. For such houses are in need diana, to Chicago, and further north. If you know
him, it's an even thing that you did not put to him
of too much cash to meet overhead.
Most such piano dealers ought to get out of their any "leading" questions. And if you did it's almost
fancy stores into common places, and common prices equally safe to say that you received a courteous
will get turnover that will give them the surprise of reply in which the information was as pellucid as
their lives when the people get to know about it, a kite in a cyclone. But whatever else you may
and no better medium to tell them exists than the have asked, in search of general information, you
profited by the interview.
newspaper.
"In my opinion the piano presents a fine study in
People, we have found, do not come to our store to
look because of the prestige which we might have. elimination," Mr. Gennett remarked. "It is certain
They come to save. Value in a piano is what they that the pianos of distinction, as well as those of
are searching for, and only a low price proves inter- lesser fame but substantial financial and commercial
esting. Terms of smaller money are valued most foundation, will remain and grow stronger. For the
in this age. Our values come within their reach and, piano industry is sustained by a natural love of
since they are not looking for expensive pianos any- music, plus acquired taste and good judgment as to
way, we make the sales and treat the people well what music really is, and how best to -produce or
after they have bought, and they bring us many more interpret it. But, as with other things of every day
sale, the piano will eventually prove again the funda-
customers.
mental law of the survival of the fittest.
Most folks here even want second-hand pianos and
"And just now we really haven't many more piano
we have bought up a hundred of them at private sale industries than we really need. Fewer would take
this year in Seattle, and sell every one we can buy away the essential competition, without which there
right and in good condition, as we have no shop to would be less stimulation. So far as the Starr
add to the piano's expense.
Piano Co. is concerned," continued Mr. Gennett,
Buyers do not want the pianos worked over. They "we have nothing to complain of. We have grown,
want them cheap. A shop cost would completely and we expect to continue to grow. But from now
spoil the bargain. And the chance is that they may on we expect to do a wholesale business almost
shortly tire of the sight of the old piano and be ripe exclusively, and to relinquish most of our retail
for a better one. They become used to pianos in stores."
the homes and then feel they want nice new ones.
Asked about the phonograph, a branch of the
For ten years now we have sold the "Wick," which Richmond industry which was for several years
is an instrument of melody you fail to speak highly very extensive, Mr. Gennett said that, while the in-
and fairly enough about in your paper of men's great dustry had been very profitable, it had dropped off
deeds. We have recently been appointed the "Wur- to such a degree that most of the factory space
litzer" agency in Seattle, and it is disgusting to us to required for it would be devoted to pianos in their
see your reference to such fine work of man as goes various forms—players, reproducers and grands.
into the instruments of this time-honored and tradi-
"But," said Mr. Gennett, "we have no idea of
tionally inspired house, as compared with what you abandoning phonograph manufacture just yet. We
say in telling about houses of very inferior products. will make as many as our trade requires, filling all
With these two pianos we take care of ourselves, orders as they come, but otherwise reducing the
and add to the glory of the music love in man, who output. Our records, however, have gained so strong
immediately becomes a booster for music in general a hold upon public favor that we are busy in that
upon the possession of either one, and arouses many department."
What Mr. Gennett said about the retail stores ex-
a neighbor to have a piano also.
plains why the Chicago house was discontinued. The
In deep esteem, your friend,
wholesale business has become so extensive, with the
G. H. DU BARRY.
steadily increasing fame of the Starr line, that to
supply the wholesale trade demands complete atten-
A GULBRANSEN DEMONSTRATION. tion, and the supervision of a large chain of branch
The C. J. Kramer Music Co., Gary, Ind., last week stores does not seem, in Mr. Gennett's opinion, to
received a carload of Gulbransen Registering Pianos conform to the best interests of the manufacturer.
and vigorous means to interest customers are being
It is probable that there is nowhere a more ex-
employed by the progressive firm. A continuous tensive, or more completely equipped piano plant
demonstration of the Gulbransen instrument is pro- than that of the Starr Piano Company at Richmond.
vided for prospects at the handsome warerooms at It is a liberal education in the business of any piano
540 Broadway.
dealer to visit the Starr plant and to gather the in-
spiration of energy and progress there to be found.
Jay Machol, Beach street, Mattapoisett, Mass., is
proprietor of the Home Radio Co., opened recently
Winthrop A. Harvey, of the C. C. Harvey Piano
at 718 Pleasant street, New Bedford, Mass.
Company, Boston, now on a European trip.
CHANCE TALK WITH HEAD
OF HOUSE OF STARR
THE BEST PIANO SEASON
is with us. Dealers and salesmen who take advantage of it—and most agree that this season will be a good one—
must have the proper facilities for displaying and delivering the instruments. The only complete equipment is the
latest fool-proof Loader. It may now be had for only $95. Satisfaction guaranteed.
BOWEN PIANO LOADER CO.,
Winston-Salem, N. C.
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