Presto

P R E S T 0-T I M E S
TRADE RESEARCH
OF GULBRANSEN'S
Putting a Whole City in the Hands of the
Research Laboratory Is the Method
Employed by Great Manu-
facturing Concern.
By A. G. GULBRANSEN,
•President Gulbransen Company, Chicago.
In business, years ago, problems worked them-
selves out. Commerce went along in rather an even
tenor and the perplexing questions that came up
somehow or other found their own solution Doing
business, competing in the market, was comparatively
a simple matter. Some men worked hard and made
a success. Some men worked hard and intelligently
and made a big success. Others less hard work and
less intelligent, had to drop out of the race.
Today the scene has changed. Science plays a
leading part in business. Not that the business world
particularly desired scientific research, but the prob-
lems became so confusing, competition became so
acute, that business had to turn to more accurate,
more dependable ways and means of working out its
problems that had been in vogue theretofore.
Careful Analysis Needed.
Progressive industries have adopted careful analysis,
not only in their manufacturing division, but in the
retailing as well. The question is not whether com-
petition is keenest in the manufacturing or in the
sales end, but the fact to be faced is that it is keener
than it has ever been in both ends of business.
Our company for a period of upwards of five years
has maintained a research department in the manu-
facturing end. Here materials have been measured
and weighed and tested in various ways, so that their
behavior in actual use in Gulbransen instruments
might be determined in advance. Thousands of dol-
lars in trouble and delay and ill will of customers
have been saved through this work.
Tone, Research a Great Work.
Another important bit of research work has been
in connection with tone analysis and development.
At the present time this is one of the outstanding
bits of work going on in the Gulbransen institution.
Well-paid men of ability and experience are employed
in this department to conduct the work of improving
and developing Gulbransen tone. Piano tone will
probably never reach perfection and will always offer
a field for further research work.
In the merchandising end of the business, research
work is going on that is possibly more spectacular,
more dramatic than factory research work. With the
exception of a few instruments sent about the coun-
try to meet varying condit-ons of use and climate,
factory research work is carried on within the four
walls of the institution itself.
Whole Towns Studied.
But the merchandising research work is far spread.
Whole towns are analyzed, scientifically and thor-
oughly. Recently the Gulbransen research depart-
ment has taken, cities in various parts of the country,
and called on each and every home in those cities
to learn the true facts of the piano situation and how
the dealer may overcome the problems that he daily
faces. Entire crews of research workers have been
thrown into such towns in a vast cooperative move-
ment to learn the facts.
With no greater knowledge of a city than a map
spread before them these research workers have cut
the map into sections, sent out workers in each district
to conduct their investigations and have then waited
for the results.
It is as the chemist in the laboratory who knows
not what are the constituents of a product and who
gets his measuring, weighing and analyzing instru-
ments into play and quickly determines the exact
substances of which the product is composed. He
knows not and cares not what the world tells him
of its qualities, he puts it to the test and finds the
exact ratio of each and every chemical of which it is
made up.
Practical Tests Give Answer.
In our merchandising research work, the facts have
been gathered by the investigators in the field; careful
analysis is next. The problem which it has been un-
dertaken to solve, is analyzed from the standpoint
of what have been found to be the facts, not any
one or two or three men's opinions in the matter.
The solution is worked out as nearly as it can be,
and then again the merchandising research depart-
ment goes to work to carry out selling, based on a
plan evolved in the laboratory.
As this test goes on the reports come in daily as
to results being produced. Changes are made and the
new plans evolved from day to clay are given a thor-
ough trial. Finally the most resultful way seems to
have been found and word of it is passed along for
the benefit of the entire Gulbransen organization of
dealers.
It requires but little imagination to realize that this
is intensely interesting and very resultful work. It
is in the new order of things. An industry must
have great resources to do work of this sort, but
once done it represents real service to the retailer.
Merchandise placed on the dealer's floor profits the
manufacturer not at all. Progressive industries in all
lines have found it necessary to work out scientific
and practical ways and means of putting their prod-
ucts into the hands of the public.
September 1, 1928
CHEERFUL REPORTS
FROM NORTHWEST
Harry L. Nolder, Starr Piano Co.'s Manager in
Pacific Coast Section, F i n d s Optimism
Among Dealers — Frank Lucas' Death
Grieves Many—Other News of Trade.
The Anderson-Soward Company has its main piano
store at 114 North Main street, Dayton, Ohio,
and maintains in addition a branch store at North
Main street and Santa Clara avenue, Dayton, in the
Riverdale Theater Building. Chester Anderson is
president of the company; Charles W. Lohman has
charge of the branch store. Steinway pianos, Victor
Orthophonics, Brunswick Panatropes, radiolas. Zenith
and Kolster radio sets are handled in both these
stores.
Harry L. Nolder of Los Angeles, Calif , Pacific
coast manager of the Starr Piano Company, Rich-
mond, Ind., spent severay days in Portland, Ore.,
during the past week, having returned from a three
weeks' visit to the Pacific Northwest agencies of the
company in company with Charles Soule, Pacific
Northwest manager.
Mr. Nolder said that lie ran across more optimism
among the dealers during his three weeks' trip than
he had experienced during the past three years. He
said that this was largely due to the splendid crop
conditions which were in evidence on every side.
The new Starr small grand, style 40, has been re-
ceived by the dealers as a good seller and the new
four-foot upright has a strong appeal to the buyer,
as is evidenced by the sales recorded.
Mr. Nolder stated that there ,\vas an increased
demand for the Starr silent keyboard, and he pre-
dicted that not far in the future music would be part
of the curr:culum of every school in the country, and
he said the silent keyboard is one of the features that
is helping to bring this about.
The Pacific Northwest headquarters of the Starr
Piano Company, Charles Soule, manager, has been
moved from 521 Kearnet street to 166 Tenth street,
Portland, Ore.
Frank Lucas Regretted.
Frank Lucas, pioneer music merchant of the firm
of Seiberling-Lucas Music Company of Portland,
Ore., who died August 4 and was buried Monday with
military honors, is missed by a wide circle of friends.
Mr. Lucas was identified with Portland business and
musical circles extending over a period of 22 years and
was a Buescher and Conn booster. He was widely
known as a band director and trumpet player, and
on a number of occasions bands directed by him won
national prizes. During the past few years he had
been director of the 186th Infantry Band of the Ore-
gon National Guard and he held the rank of warrant
officer in the guard.
New Bush & Lane Offices.
The Bush & Lane Piano Company has disposed
of the remaining stock of pianos, phonographs, radios
and small goods which it had in stock Offices have
been opened in room 335 American Bank building,
and E. D. Perry of Seattle, Wash., has been placed
in charge. S. M. McCoy of the Bush & Lane factory
was in Portland to assist in the final closing of the
retail store.
W. L. Beyer of the Interstate Sales Company of
Portland, Ore., has been appointed distributor for the
Bush & Lane rad : o, which lias just reached Port-
land The principal dealer of tin- new Bush & Lane
product is B. H. Barber, according to announcement
by Mr. Beyer.
Walter White Placed.
Walter White, who for the past 10 years has been
identified with the music industry in Portland, Ore.,
has moved to Grants Pass, Ore., and has joined the
force of the Music Photo House, owned and op-
erated by Stanton Rowell. Mr. White while in Port-
land was with various music houses as piano sales-
man and Ampico technician. Latterly he was with
the Wiley B. Allen Company as Ampico technician
and when it closed its doors went over to the Hyatt
Music Company with whom he has been associated
up to the present time.
ACTIVE ILLINOIS FIRM.
PRESENTING CHICAGO TRUTHFULLY
WURLITZER PLANT IS
AN INDUSTRIAL CITY
Extent of Building at North Tonawanda, N. Y., and
Variety of Their Purposes Amazing.
A veritable city in itself, and one of the show places
of American industry is the huge Wurlitzer Mfg.
Co.'s plant at North Tonawanda, N. Y. In reality
this magnificent Wurlitzer accomplishment is an
aggregation of factories spreading over acres of
ground. There are separate units for the production
of organs, radio receivers, harps, pianos, player pianos
and various other musical instruments.
All the factory buildings are architecturally beauti-
ful and of the most modern type. Manufacturing
facilities are in keeping with the advanced quality of
the musical instruments produced. Intricate ma-
chines and devices, especially designed to meet the
requirements of the highest type of musical instru-
ment craftsmanship, may be seen in great abundance.
Further, in accord with enlightened policies in indus-
trial relationship, the Wurlitzer company carries on a
most liberal and thoroughgoing welfare plan for the
benefit of the workers. Medical and dental dis-
pensaries as well as many other facilities and privil-
eges are provided.
ORGAN PLANT TO MOVE.
The Louisville Pipe Organ Company has completed
arrangements for the removal of its business from
its present location in Louisville, Ky., to Terre Haute,
Ind., and will start shipping its movable machinery
and other equipment to Terre Haute within the next
two weeks, according to A. H. Todd, president of
the company. The location of Terre Haute's newest
industry is the old Standard wheel works plant on
North 13th street, which is being remodeled and will
be ready for occupancy within the next ten days.
PROGRESSIVE SYRAGU'SE FIRM.
The Godard Music House, Syracuse, New York,
has leased the Duguid Building, 428 South Warren
street, which will be occupied by the company after
necessary alterations have been made. These : nclude
a most attractive front, a commodious store, together
with a number of studios for teachers, an artists'
studio for the use of visiting artists, and an audi-
torium. The new building comprises about 30,000
square feet of floor space and the music store section
will be opened on November 1.
A LIVELY DAYTON COMPANY.
The Militzer Music House at Arlington Heights,
111., which is widely known through the surrounding
territory, is putting into the field as a personal rep-
resentative Henry J. Gearman of Cary, who is a piano
salesman of 25 years' experience. He will travel over
the territory in the interest of the Militzer Piano
House. Mr. Militzer feels that he is securing the
services of a man who will be a great help to his
firm.
H. C. DICKINSON IN NEW YORK.
H. C. Dickinson, vice-chairman of the board of
directors of the Baldwin Piano Company, who has
been at New York for three months and recently
returned for a few days to Chicago, left the latter
city on Monday of this week for another stay in
New York, this time for about three weeks. Mr.
Dickinson while in New York sticks pretty closely
to the Baldwin headquarters there. He is very happy
over the better piano trade that is beginning to set in.
Publicity work for the Chicago World's Fair Cen-
tennial celebration in 1933 is lively. At the British
Group meeting last week, held on the twentieth floor
of the Peoples Gas Building, Chicago, Samuel Insull,
temporary chairman, said: "The exposition of 1893
is responsible for much of Chicago's wonderful
growth, which again will be stimulated by the 1933
celebration, and, in addition, the centennial will pre-
sent to the world a picture of our city as she really is,
thus refuting the picture of Chicago that the world
has been given."'
TEXAS STATE FAIR OCTOBER 6 TO 21.
The estimated attendance at the Texas State Fair
in 1927 was over a million. The state fair this year
is to be held at Dallas, the dates being October 6 to
21, and here will be a chance to exhibit pianos to
the assembled people from the largest state in the
Union as well as to many thousands from other
states and from Europe. For information, address
Roy Rupard, Fair Park, Dallas, Tex.
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