Classic Mode

Presto

Issue: 1927 2110

10
January 8, 1927.
PRESTO-TIMES
SOME STORIES OF
BEST PIANO SALES
fied with the piano. I asked him what I had better
do about it.
"Well," he said, "I wouldn't advise you to do much
driving, and the best way I can think of is to take
your mare out and shoot her!"
How Do Your Own Successes Measure Up
with These as Told by Veterans in
the Field of Prospect Seekers
and Closers?
A LUCKY NAME.
SOME RARE EXAMPLES
From the Rape of the Bed-Tick to the Story of the
Moon-Eyed Mare All Are
Good Ones.
THE POT OF GOLD.
Story of the Seemingly Hopeless Piano Pros-
pect that Turned Out a Cash Buyer.
BILLY T.
Coincidence That Appealed to the Bride's
Family Settled Preference.
My easiest piano sale was so very unusual that it
may create doubt, but I am ready to prove it on
special request.
I was working for a Milwaukee dealer, a good
many years ago. We had a request for prices from
a nearby stage town. (Did you know that travel was
made by stage from Milwaukee not so many years
ago?)
I found that the piano was wanted for a bridal
present. There had been many salesmen trying to
close the order and there were three instruments in
the house for sale when I arrived. I had only a lot
of catalogues.
After the preliminary talk, I had about concluded
that it was a hopeless case. For the wedding day
was near and prices already given in competition had
been pretty closely shaved. But I passed out my
catalogues and had but one more left to show.
I pulled out my winner. It was a Smith & Barnes
booklet. At once the two ladies present—the pros-
pective bride and her mother—cried out in evident
delight. My piano was "just the thing," aside from
any price or other consideration. And the why of
it, do you ask?
The groom's name was Smith, and the bride's name
was Barnes. Just a coincidence, but it won.
SAMMY H.
My most remarkable sale was made at Sedalia, Mo.,
a long time ago. I was traveling for the old Chase
Piano Co. and a Miss Irene De Willis was our agent
in the town named.
After the customary discussion, Miss De Willis said
she had too many pianos in stock, but challenged me
to close just one sale for her and she would give me
an order. She furnished the names of three pros-
pects and I got busy.
I drove far into the country to find that my first
prospect had died since he visited the store. My
second prospect had concluded to wait till after har-
vest and I couldn't budge him. My third prospect
had moved away.
I was a stranger and lost as to what to do. 1
started back to town and, as often happens, I stum-
bled into what I had searched far for, when I had
PIANO FOR GAMBLER'S DEBT.
about reached the end of my journey.
As I passed a cottage at the edge of the town I
Poker Player's Winnings Proved a Good
spied an elderl}' woman at the door bidding good bye
Sale for a Strict Church Member.
to a young man who had an open piano catalogue in
My father kept a music store in a city of less than
his hand, and had evidently been talking piano to
the woman. I slowed down and soon was at 'the ten thousand population. Two doors away was a rival
store, and the two competitors fought hard for busi-
cottage door. The woman asked me in and I led up
ness. Sales were not frequent, at that.
to the piano talk and found a willing listener.
I was only about fifteen years of age, but large
My prospect had a fixed notion of what she
wanted, but her rooms were far too small for the enough to "keep store" when Senior was out after
old-fashioned square piano which was still in vogue prospects.
Right across the street was a club at which—
in the South, and had been discussed by 'the sales-
man who had just left. I saw the condition at once though I didn't know it—a good deal of poker was
played. My father was a strict churchman and, of
and began to talk uprights. It fitted perfectly and
course, did not frequent the club, and that fact gives
within an hour I had a conditional order to deliver
point to my story.
a piano.
One afternoon, while I was alone in the store, a
When I returned to the store I was discouraged by
being told that the old lady was not financially fixed "sporty" individual blew in.
"Where's the old man?" he asked. I didn't know.
to buy a piano; that she had two daughters who were
expected home soon from boarding school. That "Well, you just tell him I want that piano I won
statement satisfied me that the prospect was a good of him last week! Tell him to send it out!"
My blood ran cold. I had made a terrible discov-
one and I took a piano to the cottage. Certainly
ery. I couldn't sleep that night. My father a gam-
things didn't look affluent, but the lady was intelligent
bler! I could hardly understand it. But I said noth-
and a good listener.
I made the sale, expecting a fair cash payment. ing to my shattered idol. A few days later, to make
What was my surprise when the old lady up-ended it worse, a piano was actually delivered from our
the "sofa," which turned out to be a bed-lounge, and store to a house at the edge of the town and I went
lifted out a yellow vessel with blue stripes and took with the truck. I saw my sporty caller open the
therefrom a long stocking. The stocking unrolled, front door and he patted my shoulder, as if an old
there fell from it a lot of gold coin. She counted out friend. I was horrified.
the piano's price in the coin and passing it to me A week later, to my utter amazement, the rival
asked for a receipted bill, which I was happy to piano dealer entered "our" store and talked, in low
voice, to my father. At the end he counted out the
give her.
Miss De Willis kept her word, and I sent home an price of the piano we had delivered, "less the dis-
count."
order for three more of our latest pianos.
And then I learned that the "sport" had won the
JULIUS W.
piano from the rival; the sport had called at our store
and, mistaking my father's store for that of his poker
THE MOON-EYED MARE.
victim, had ordered the piano delivered, as if an
cash purchase. And the real poker victim,
Lesson That Teaches the Wisdom of Inspect- ordinary
having finally been fully informed, had concluded
ing the Trade-in Horse's Eyes in Advance.
that the better way to settle his gambling debt,
I was doing business in a fair-sized city in Ohio. without fear of a scandal, had called and proposed to
A farmer called at the store to look at pianos. He buy the instrument from my father, as it stood—in
found what he wanted and proposed to buy if I the gambler's house.
would take a fine horse in part payment. It hap-
HENRY B.
pened that I wanted a horse and the trade was
made.
PIANO IN HAUNTED HUT.
When the handsome black mare drove up, the next
day, I was delighted and the farmer paid "the bal-
ance" in cash.
How Stingy Old Hubby Bought Instrument
I had asked carefully if the horse was all right.
to Save Himself from Musical Ghosts.
To be sure of her age, I had looked at her teeth
A
mile from Centerville, Ind., there is a settlement
by way of proof, and had examined her hoofs and
called Pin Hook. I was selling pianos for a Cincin-
tail to my perfect satisfaction. The next day I
hitched her to my cutter—it was dreary winter— nati house when, on a Pennsylvania train, the late
Ben Custer, famous dancing master and song-writer,
and started on a trial spin.
She was speedy—very speedy. But she didn't keep tipped me off to a prospect living near the settle-
to the road, however much I sawed on the bits. Fin- ment.
I found an old man, plainly in his dotage and
ally I lost control and was landed in a snow drift.
Then, after catching the run-a-way, it occurred to me feeble-minded, with a very young and somewhat giddy
that I had forgotten to inspect the "critter's" eyes. wife. The old man was rich but penurious. His wife
She was moon-eyed.
wanted a piano badly. But a full day's "interview"
I called on my customer and asked him what he would not modify his declaration that he would
(Continued on Page 12)
would do about it. He said he was perfectly satis-
Grand and
Reproducing
Grand Pianos
are the last word In
muaical perfection.
Lester Piano Co.
1806 Chestnut St.
Philadelphia
For a
Bigger and Better
Business
There is nothing to compare
with the complete line of
M. SCHULZ CO.
The Players are RIGHT in
everything t h a t means
money to the dealers and
satisfaction to the public
You will never do anything better
than when you get in touch with
M. SCHULZ CO,,
711 Milwaukee Avenue
CHICAGO
SOUTHERN BRANCH: 730 Candler Bldg., ATLANTA, GA.
tbt Heppe, Marcelius and Edouard julea PUo>
manufactured by the
HEPPE PIANO COMPANY
are tbe only pianos in the world with
Three Sounding Boards.
-iWnted In the United States, Great Britain*
France, Germany and Canada.
Liberal arrangements to responsible agents only*
Main Office, 1117 Chestsmt St.
PHILADELPHIA, &&.
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/
January 8, 1927.
11
PRESTO-TIMES
DETROIT TRADE IS
IN BEST GOODS
Leaders Assert That More Than 75 Per Cent
of November and December Sales in the
Motor City Were Grands and Re-
producing Grands.
WORKMEN FEAR TO BUY
Result of Some of the Larger Motor Concerns Run-
ning on Part Time or Shutting Down
for Inventory.
By HENRY
Chicag
The New
Period
TONKBENCHES
Are Ready
X^EEPING steadily in step with
-*-^- the march of progress in the
Piano Industry, we now announce a
new line of TONKBENCHES in
Authentic Period Styles.
In design and workmanship these new
TONKBENCHES again demonstrate
our ability to meet every changing
condition and supply you with Qual-
ity Benches to successfully meet each
and every existing demand.
Write today for full detailed informal
tion regarding this latest achievement
in TONKBENCH construction.
TONK TOPICS
Tonk Topics is a little magazine we
publish regularly in order to pass on,
to those interested, some thoughts
for the betterment of their business,
based on the many interesting
things our many friends in the
Piano Industry tell us.
Its popularity is well estab'
lished and if you are not re-
ceiving it regularly and would
like to have it, we'll be glad to
send it, if you request it.
It's Free.
inng
ny
1912 Lewis St.
CHICAGO
MacMULLAN.
Detroit—the greatest dynamo of human manufac-
turing industry in the world—annually chugs over a
static culvert about the last week of November or
first week in December, and while the zoom of the
shock resounds throughout all modern and progres-
sive lands, it only makes the drivers laugh because
they know why they did it.
For this is the week of closing down for inven-
tory, for checking up, for laying off several thousands
of mechanics and laborers pro tern. It is the week
when changes in styles of motor cars are decided
upon, or against, as the case may be, when quantity
of output and purchasing plans are determined, and
when the men who are laid off, if they have any
money for travel, may run out of the city for a few
days to visit their friends.
Swayed by Auto Activity.
The shock to those who are dealing in cheaper
pianos, second-hands, etc., is as if it occurred in
their stores, right under the managers' desks. The
Ford Motor Company's gigantic plants were closed
only one week for inventory, but some of the work-
men are saying that Henry Ford's plan of six days'
pay for five days' work is really five days' pay for
five days' work per week. The majority, however,
are much better pleased with the five-day plan.
Music Trade Boom Ahead.
There are other big concerns that are said by the
Detroit piano men to be running at about fifty per
cent steam; one manager who has several canvassers
out mentioned the Fisher Body Works, Hudson mo-
tors and Dodge Brothers as among those running
with reduced early winter forces. But this piano
retail manager generously added:
"Business with our field workers is bound to pick
up at the middle of January when all these giants of
industry resume operations in full. There are two
elements that work in the mind of the factory em-
ploye who has been laid off, even for only one week.
These are economy and fear. He is bound to cut
down on expenses from a sense of economy; he is
fearful of the hard winter ahead, of doctors' bills, of
the cost of coal and food, and so he just hedges
when he sees the piano man at his door."
Grands Go Like Hot Cakes.
The piano trade in Detroit during November and
December was mostly in grands and reproducing
grands. This was claimed by all the dealers in high-
grade goods and practically admitted by dealers
whose runs in normal conditions are made in the
cheaper makes and in used instruments.
Jay Grinnell, sales manager at Grinnell Bros.,
Michigan's largest retail music house, said to a
Presto-Times representative last week:
"Collections are very good, and the quality of con-
tracts are above the average. Grinnell Bros., as you
know, handle the Steinway, the Grinnell Bros., our
own make; the Sohmer, •the Vose, the Duo-Art and
the Premier Grand. Trade in ordinary playerpianos
has fallen off, but grand and reproducing grand
pianos are selling very well. I am speaking now of
general conditions throughout Detroit and the other
Michigan cities where our stores are located, and
other dealers here tell me that their trade has been
like ours—mostly in high-priced instruments."
"What is the trade outlook for 1927, Mr. Grinnell?"
"Very bright. In the Victor line the same as we
have been having lately. In pianos, trade will grow
livelier as soon as the great factories resume their
livelier activities."
Clayton A. Grinnell, head of the house, was in
California at the time Presto-Times' Detroit corre-
spondent got this interview.
Starck Held Holiday Sale.
At the P. A. Starck Piano Company's new store,
1546 Woodward avenue, I had a chat with H. Hous-
ton, who has been with the company for four years.
Found a Christmas sale of new pianos in full blast.
The company moved recently from Grand Circus
Park, corner of Woodward avenue, and on the spot
vacated is now being erected the 34-story Eaton
Tower Building. But the move was only some four
or six doors south on the same side of the street, so
it is easy for those familiar with Starck's old stand to
find the new one.
Mr. Houston looks for a boom in piano trade about
the middle of January and first of February, when,
according to annual custom, automobile factories go
at it hammer and tongs with full steam up, full
quotas of men, day and night shifts, producing auto-
mobiles by the million for an auto-hungry world.
Bush & Lane's Big November.
At the Bush & Lane store, fifth floor of 1514 Wood-
ward avenue, A. A. Morris and others have been
handling a fine trade. "Our lines are complete," said
one of the men. "But we are not selling anything to
speak of except grands and reproducing grands, and
in those lines trade is very good.
"November was the best month of the year with
us," he added, "both in volume and number of sales,
and the indications are that December will roll up a
still higher total."
Moneyed People Do Buying.
Calls made at other stores indicated that two-thirds
of the trade in Detroit is in grands and reproducing
grands—in other words, selling to the people who
have money. One dealer said:
"I don't see how the fellows who are selling cheap
stuff are going to figure out a balance in their favor
at the end of the year, for the few cheap instruments
we have in our store are not moving at all." This
remark was made in Christmas week.
Mason & Hamlin and Ampico.
The Mason & Hamlin is the official piano of the
Detroit Symphony Society. The Detroit representa-
tive of this piano is the Cable Piano Company, 1264
Library avenue, at Grand River avenue.
The Knabe Ampico is sold in Detroit by Janney-
Bowman, Inc., Janney-Bowman Building, corner of
Park place at Elizabeth street. Josef Lhevinne, who
has recorded a great many of his performances for
the Ampico, says he likes the term, "re-enacting" be-
cause it describes precisely what the Ampico does
with the playing of the artists who have recorded for
it; that he can detect in the playing of the Ampico
those minute details which individualize and make
personal the great pianists' interpretations, and the
same is true of his own recordings for the Ampico.
Detroit Kimball House.
The Kimball Piano Company, 1436 Broadway, is
local to Detroit and George W. Bourke is its presi-
dent. Mr. Bourke partakes of many civic activities,
and is a man of the widest intelligence and outlook.
Mr. Bourke is also president of the newly started
Piano Club of Detroit which meets for luncheon and
conference every Monday at 12:15 p. m. Walter A.
Elfstrom, the vice-president of the club, is with the
Cable Piano Co. Roy Langs, secretary, is with Weil
& Co.; A. H. Howes, treasurer.
"Our trade has been almost equal to that of last
year," said Mr. Bourke. "At the first of October we
were three per cent ahead of last year at that corre-
sponding period. Our collections right up to date
have been exceptionally good.
New Year Gives Big Promise.
"I believe that the new year will be a phenomenal
one. Of course we must allow a lot of conservatism
with that statement, too. A good sales personnel and
personal contact with customers counts more than
advertising locally. I have a larger force out than
ever. Among them are some high-powered men; you
know, men who want 1o make something of them-
selves, men who do more than a mere day's work for
a day's pay. I pity the poor, deluded merchants who
have depended on local advertising; they're getting
practically nothing.
"Now, 1927 is going to be a good year, because not
a manufacturer among the big fellows of Detroit has
anything much on hand manufactured ahead; they
are not carrying stuff on inventory; orders are in the
offices before the goods are made."
CHICAGO DEALER MOVES.
Jos. F. Budrik, Chicago, recently moved to his
new store at 3417-3421 South Halsted street, from
3343 South Halsted street, which will be retained as
a warehouse. The store has a frontage of sixty feet
and affords opportunity for a splendid display of the
stock. Mr. Budrik's success has been quite notable
in the sixteen years that he has been established on
the south side of Chicago. Gulbransen pianos,
phonographs, radios, sheet music, small goods and
furniture are on hand.
WHAT SCHERMERHORN CAN DO.
L. C. Schermerhorn, a tuner of Chattanooga, Tenn ,
admits there are liniinations to his usefulness in a
neat little blotter, on which he says: "I do not repair
watches, autos or bicycles. But I do repair and tune
all makes of pianos, players and grands."
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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