Presto

January 8, 1927.
PRESTO-TIMES
UPPERMOST TOPICS
OF THE NEW YEAR
Six of the Important Problems of the Piano
Trade as Viewed by Some of the Active
and Successful Retail Houses in Dif-
ferent Sections.
QUESTIONS BRIEFLY ANSWERED
Relative Interest of Buyers in the Grand, the Foot
Player, the Advertising Propaganda, and the
Organ, with Future Forecast.
The number of topics of large concern to the
piano trade is so great and diversified that it would
not be easy to say just which one is the most vital,
and proportionately difficult to name as many as six
of them. But as a start for the new year, Presto-
Times formulated that number of questions covering
important subjects and submitted them to a group of
prominent retail houses with the understanding that
their views would be published. The questions were
as follows:
THE SIX QUESTIONS.
1. Do you believe that the grand piano will, to
any noticeable degree, crowd out the upright? And,
if so, to what extent?
2. How do you view the proposition to push the
foot-power player back to leadership in the trade, as
some manufacturers think probable in the immediate
future ?
3. How do you stand with respect to the promo-
tion plan, and will you do your utmost to advertise
the piano in your vicinity? In other words, does the
proposition of piano publicity "enthuse" you?
4. What is your view of the piano-in-class propo-
sition, and has it been tried in your city—in schools,
stores or other public manner?
5. Do you believe that there is any reed organ
trade in sight, or will there be in the near future?
6. What is the promise of business in 1927, judged
by past and present conditions with you?
THE ANSWERS.
The replies received had direct reference to the
topics already quoted, and both questions and an-
swers are carefully numbered so that the replies may
readily be comprehended as pertaining to the ques-
tions bearing corresponding figures. The answers
follow, and we believe that they will serve a useful
purpose in predicting the possibilities of the twelve
months in business just begun.
The Florida Viewpoint.
1. The grand is rapidly replacing the upright and,
in my opinion, will continue to do so. We welcome
this change, as it is of material worth in the develop-
ment of greater volume in sales, in order to keep
pace with ever increasing overhead cost.
2. No chance whatever; the foot-power has a place
only in cases where no power is available; also,
where price is sole factor in sales. We have put all
pressure on reproducing piano for three years and
sold to the idea and convinced of results.
3. We are, and have for entire life of our business,
been sold 100% to promotional plan. We present
artists in Florida in seven cities, to extent of two hun-
dred thousand dollars cost, annually; also organize
band orchestras without cost and teach, when pos-
sible, those instruments free; also subscribe to all
activities of association.
4. Very little experience, but willing to be shown,
and welcome all reasonable tie-ups.
5. Very little. We, however, carry in stock two
or more styles of reed organs and sell annually quite
a few; also do a large reproducing residence pipe
organ biz.
6. We look for fair business in 1927, and improve-
ment in fall of 1927, and good increase beginning
1928.
As Florida exclusive distributors for Steinway,
Aeolian, Frances Bacon and Premier, we have only
•the highest of praise for these respective lines. Our
efforts are, for most part, centered upon the Victrola
in all its many styles, and combinations; our output
is controlled largely by amount of goods available.
We have lost over $50,000 Victrola business, Novem-
ber and December, due to shortage of most-asked-for
models, mainly Borgia No. 2, selling at $1,000.
Steinway, our leader, is holding ks own in spite of
effects of hurricane and real estate. The Steinway,
and other Duo-Art Reproducing Grands, are moving
nicely and, all in all, we have enjoyed good business
(of course not up to 1925, as that was in height of
real estate boom and may never be duplicated). We
are expending more this year in advertising, concerts,
billboard (also free concerts), and tie-up with musi-
cal organization, than any previous season, and feel
justified by results.
When business is good, all are very aDt to become
careless; when 'tis bad it behooves us to go after it
from every angle. There is always some business,
and if we continue our efforts we are bound to
stumble over a few sales, at least. It's here, it's every
where, if we will but go after it.
S. ERNEST P H I L P I T T , Miami, Florida.
More Work, More Business.
1. The general increase in grand piano production,
as against the general decrease in upright production,
makes the situation obvious. Period designed cases
in grands will be a bigger factor than ever before and
help to increase production sales of grand pianos.
2. A good record makes a reproducing instrument
attractive. By the same token, a good hand played
roll, without embellishment, will make the player-
piano desirable and go a long way to bring the player
back. There is nothing undesirable, nor ever was,
about a player. I maintain that "it has been the
music."
3. The matter of publicity and promotion is not
original with the piano industry. The Sunkist rai-
sins and oranges, the automobile and good roads
movements, etc., helped make these industries and
will surely go a long way in putting pianos into
musicless homes, bring to parents the necessity of
musical culture and training for the children. We
are for promotion one hundred per cent.
4. It has not been tried in our city but believe this
coming year will see something started along these
lines. Philadelphia has no local organization, which
makes concerted action difficult, but certain plans
now under way may bring some changes, as well as
promotion work.
5. No.
6. There should be more business. Not a much
bigger year, as compared to 1926, but with the real-
ization that harder work and more of it makes sales
the piano man is going to produce more volume. Our
records show more cash business than ever over a
period of years, which proves there is money for
pianos. The thousands of homes that bought radios
when what they really wanted was pianos are realiz-
ing that the piano is so fundamental and so necessary
to the training of a child, that there will be a swing-
ing around to the piano.
Frankly, I am convinced that a considerable
amount of piano business has been and is dammed
up and eventually will get loose.
There isn't anything very wrong with the piano
business. Work—don't worry!
DAVID JACOBS, Mgr., Philadelphia, Pa.
Will Push Player.
1. The grand has, during the past few years,
become very popular and, while it is the ambition of
many to own a grand, we do not think that the grand
will crowd out the upright. Prices and size have
been reduced, but lack of room in the average home,
and also price, will be deciding factors in keeping the
grand from crowding out the upright.
2. We view with favor the proposition to push the
foot-power player back to leadership in the trade.
We see no reason why the foot-power player should
not regain its popularity and, if the proper effort is
put back of the proposition, we feel that the foot-
power player can regain its leadership.
3. Something must be done to create more interest
in music, and for that reason we are more than en-
thused with the piano publicity promotion plan. It
is the duty of every dealer to advertise to the utmost
the piano in his vicinity, and we expect to cooperate
in every way.
4. Piano-in-class has never been tried in Fort
Wayne, but an effort is now being made through the
Fort Wayne Music Dealers' Association to introduce
piano-in-class in the schools.
5. We do not believe that there is any reed organ
trade in sight, but some trade in reed organs may be
developed in the future.
6. Trade for most of the year has been satisfac-
tory, and better than last year. Prospects for 1927
are good.
Our house represents the following fine makes:
Steinway, Weber, Steck, Kranich & Bach, Krakauer,
Schiller, Cable-Nelson, Miessner and Duo-Art.
JACOBS MUSIC HOUSE, by Geo. Jacobs, Jr..
Fort Wayne, Ind.
Likes Piano Classes.
1. No. The grand will probably increase in popu-
larity, but we believe that the moderate-priced up-
right will always have a demand.
2. We would like to see more high-class publicity
and merchandising put behind the foot-player piano.
The Gulbransen idea of teaching the customer how to
play prettily, and enjoy his player, should be univer-
sally adopted.
3. The piano publicity plan will receive our fullest
DENVER TRADE WAS
GOOD DURING 1926
All Local Music Houses Report Perfect Sat-
isfaction with What the Old Year Did for
Them and Believe This Year's Out-
look Is Favorable.
NOTHING THE MATTER AT ALL
Presto-Times Representative Found Only Smiles
in the Stores, Except Things to Sell and
Genial Men Who Sell Them.
By J. B. DILLON.
Have made the rounds and asked all of 'em how
was business during 1926? Are you satisfied? What
do you think of the outward sign based upon the
inward emoluments? And say, tell me something.
Mr. Darrow, of the Darrow Music Company, not
only admitted that business was good. It was very
good. Pianos and playerpianos eagerly gobbled up
and, pointing to his library of 18,000 rolls, his en-
thusiasm led me to believe that he would soon have
to restock it. But, restock it he does, and that fre-
quently because if the musical folks want it, Dar-
row must not disappoint.
Denver Music Co.
The Denver Music Company acted as if they had
just left a meal at the Optimist Club, agreeing that
1926 was a good old year. The success has been due
to their having a complete line of any and all kinds
of musical goods, and their show windows always a
lure.
Knight-Campbell Co.
Knight-Campbell Music Company had a cracker-
jack year, but say that 1927 will beat 1926. That's
the spirit that wins, and while they say that the Stein-
way is the greatest piano that was ever built and
their pride and joy, they believe that the grand piano
and period styles of high grade instruments, both in
upright and grand, will be eagerly purchased during
the year.
Clarence G. Campbell, president of the Knight-
Campbell Music Company, has been named chair-
man of the Denver Chamber of Commerce, Publicity
Committee, the major problem confronting the com-
mittee to arrange for a celebration befitting the open-
ing of the Moffat tunnel, expected some time in Feb-
ruary.
McKammon Piano Co.
McKammon Piano Company said: "Tell the world
we did a good business and are not only pleased with
1926, but we are going to beat it in 1927." Atta
boy! I'm doing that very thing.
I omit Baldwin only because the local house says
that all statements must come from Cincinnati.
Wells Music Co.
Chas. E. Wells Music Company said that all is
well; and from the cheer in which Mr. Wells dis-
cussed things I got the impression that a lot of the
business was WELLS, and he says that he is going
to beat his top-notch record of 1926 during 1927 and,
if courtesy and optimism are factors, you can lay a
bet on Wells right now.
Concerning Sheet Music.
Practically all admitted that "Valencia" was their
best seller, but asked that we tread gently upon this
topic because there are instances where such state-
ments, credited to individuals, have worked harm.
And in accord with their expressed wishes we have
omitted names, but render credit to that which
proved of merit, generally speaking. Now that's that,
and to all who were so kind, Presto-Times corre-
spondent wishes a very prosperous and contented
New Year, all through the year.
cooperation, for we believe it very necessary to save
the music business from the rocks.
4. The piano class-instruction method is bound to
increase interest in pianos, and to stimulate a greater
demand for the "fundamental" instrument.
5. There probably is a reed-organ trade in the
rural section, but no demand except where it is cre-
ated; and this is becoming too expensive to be profi-
table.
6. We are looking and planning for a decrease in
sales of fifteen per cent from our 1926 total, as our
local buying power has been greatly reduced on
account of local short cotton crop and reduced prices.
(Continued on page 7)
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