June 1, 1929
PRESTO-TIMES
14
another fifty plunks and tossed in a bench, a scarf
and thirty-six monthly payments to boot.
When this display of congenial convivality failed
to convince the patron into buying the big fellow,
Indications point to considerable expansion at the
the store owner declared he would sell him that piano plant of the Kreiter Piano Company, at Marinette,
for as low as three hundred fifty dollars, at $5 down Wis. The company, whicn has been manufacturing
and $2 per week, and no interest, by gum.
radio cabinets expects to go into that line of produc-
Active Dealers in All Sections of the Country
While the customer was recovering his mental tion more extensively. Conrad Kreiter, Milwaukee,
poise the sheriff walked in. Without as much as president of the company, was in Marinette recently
Order Book and Material in Large
saying howdy he placed a plaster upon that business, accompanied by the representatives of several radio
Quantities for Use in Augment-
and both the customer and Strong Jim went away manufacturing companies. For the present only the
ing Efforts for Sales.
hither, from thence.
radio chassis will be built at Marinette, but later the
Well, I've been in the business for a long time entire radio will be assembled at the plant, according
A satisfactory fact in the trade is the increasing
interest in the Fifty Prospect Plan, prepared by the and I've heard many a piano salesman do exactly to present plans.
National Piano Manufacturers' Association. The as this store owner did, so I wasn't much surprised.
Steinway in Wisconsin.
object of the plan is to show how to sell pianos, Profit is profit and commissions are larger on higher-
The
Ward-Brodt
Music Company, Madison, Wis.,
where to look for prospects, such as in the telephone priced sales. But be that as it may, I am sorry the formerly located at 328 State street, has moved its
sheriff
arrived
just
when
he
did.
I
am
sorry
because
directory, or to look after the pupils in the schools,
business into the newly acquired quarters formerly
the owners of houses, newly married couples, or peo- that ex-piano man was going to tell me the answer occupied by the Hook Brothers Piano Company,
to "why so many men fail in the piano business," and
ple who are taking piano lessons.
which the Ward-Brodt company recently took over.
now I guess I'll never know his reason.
Many Dealers Ordering the "Plan."
The new store is the most completely equipped musi-
Hundreds of dealers are writing in every week to
cal merchandise center in Madison. The company
the headquarters of the National Piano Manufac-
has also announced its appointment as Steinway rep-
turers' Association, 247 Park avenue, New York city,
resentatives in Madison and Rock, Green, Dane,
asking for copies of the Fifty Prospect Plan. Many
Iowa, Columbia, Sauk and Richland counties,
of these orders are really for wholesale lots. Tht
Will A. Watkin Music House of Dallas, Tex., has
just ordered one thousand; the Charles M. Stieff, Inc ,
Figures Printed by U. S. Department of Com-
of Baltimore; the J. G Corley House of Richmond,
Va.; O. K. Houck of Memphis; the Knight-Campbell
merce Journal Substantial Growth—Inter-
of Denver are among those who have given large
esting Facts Are Quoted.
orders during the last week. The Baldwin Company,
from its store in San Francisco, has just ordered one
The Canadian musical-instrument industry pro-
hundred copies, and Sherman, Clay & Co. of San duced over $11,000,000 worth of instruments in 1927,
Francisco are getting copies of it to give to all their according to a recent report issued by the Canadian
salesmen at all of their branches and main stores on
Census of Industry. The industry as a whole has
the Pecinc Coast.
shown a substantial growth in recent years.
The Wurlitzer advertising manager, Mr. Reister,
The number of establishments engaged in manufac-
has just ordered fifty copies, which will be distrib- turing each class of products in 1927 was as follows:
uted among his salesmen and dealers. And the Pack- Pianos, organs, etc., 28; phonographs, gramaphones,
ard Piano Company of Fort Wayne, Ind., has sent in and records, 5; phonographs, radios, etc., and parts, 3;
an order for fifty copies, to be distributed to their musical-instrument materials, etc., 10; and musical-
dealers throughout the entire retail industry.
instrument materials and radios and parts, 1.
This plan, according to Mr. Vila of the main office
Piano production during 1927 showed a slight de-
of the manufacturers, is working wonders. It is not crease in both quantity and value. There were 17,236
only creating an interest, but is actually producing pianos produced during 1927, valued at $4,053,269,
many, many sales in all parts of the country. It is compared with 17,392 pianos, valued at $4,080,409, in
the sort of stimuli that lethargic dealers have been
1926. The production of the upright standard piano
in need of for a long time. It is producing a real decreased from 13,601 valued at $2,754,804 in 1926
revival and it is clearing the air of the stupidity and to 12,880 valued at $2,547,847 in 1927. Production of
dullness which burdened it, and filling men up with grand pianos increased from 560 valued at $299,826 in
"pep," so that they have ceased to complain and are 1926 to 702 valued at $367,775 in 1927. There were
now living up to the profession that the shingle, hung slight increases made in uprights with player attach-
on the outside of ttieir door, proclaims them to be in. ments and the "all other" group, while decreases were
recorded in grands with player attachments, concert,
and electric pianos.
Organs showed a decided drop in production, both
as to quantity and value. There were 584 organs pro-
duced, valued at $855,601 in 1926, and 532 valued at
$740,703 in 1927.
Phonographs and records showed substantial in-
both in quantity and value, 35,410 phono-
Not a Humorous Story Unless You Get a Kick creases
graphs and gramaphones valued at $1,747,226, were
Out of Humiliation and Want to
produced in 1926 and 55,936 valued at $2,945,754, in
1927. Phonograph records amounted to 4,102,055 val-
Know a Few Reasons.
ued at $1,380,528 in 1926 and to 4,731,932 valued at
By MARSHALL BREEDEN
$1,776,456 in 1927. The production of phonograph
The other day I visited another piano dealer. We parts and accessories, valued at $151,537 during 1927,
are friends despite our business differences. Occa- was only one-third of the output of 1926, when the
sionally we talked things over, and this other man value of this group was $476,098.
always had an answer to any question I might ask.
Although Canada's exports of musical instruments
On this visit I said to him: "Can you tell me why increased substantially, they did not exceed the total
so many men fail at selling pianos and at running imports, so that an unfavorable trade balance is re-
a piano business?"
ported.
"Absolutely," he declared, tossing half a dozen un-
The value of the various classes of musical instru-
opened letters aside, "I can tell you 100 per cent. ments and parts thereof imported for consumption in
I know why men fail in the piano business."
Canada fell from $2,468,459 in 1926 to $2,449,485 in
1927, a decrease of $18,974. Imports from the United
That sounded interesting. I was all set to hear
the reason, but at that moment a gentleman entered Kingdom decreased $32,884 and from all other coun-
the store. The other piano man went forward to tries $123,303, but those from the United States in-
creased $3,714.
greet the customer.
I listened to the subsequent conversation, and as
The total value of Canadian musical-instrument ex-
I listened I think I learned a thing or two.
ports increased from $1,275,701 in 1926 to $1,678,484
"I am interested in a small upright piano," the in 1927, a gain of $402,783. Exports of organs of all
customer said. "Our home is small and there is no kinds had a total value of $301,833 in 1927, compared
room for a large instrument."
with $265,731 in 1926. Piano exports increased from
"Ah, yes, of course," said the store owner. "I $203,567 in 1926 to $218,450 for 1927. All other musi-
know exactly what you want. Corne this way."
cal instruments and parts also showed an increase in
The customer followed and was led past three or exports, the value being $406,403 in 1926 and $2,041,-
four bungalow uprights until he arrived beside a 558 in 1927.
full grown upright of doubtful parentage. He tried
to protest but never a word did he get in even edge-
SUPERIOR, WIS., BALDWIN DEALER.
ways, but he looked at the monster with considerable
scorn.
H. M. Brown, of the Broadway Pia'no Co., Supe-
The piano dealer started to spout. He shouted rior, Wis., was a visitor to the wholesale headquarters
and he yelled, he whispered and he talked. He of the Baldwin Piano Co., 323 South Wabash avenue,
shook his fist and pounded the top and slapped the Chicago, last week. Mr. Brown, who conducts the
sides of the big fellow and said not a single word progressive music establishment in the Wisconsin
about its merits over the little fellow. The customer city, was especially pleased with the small Baldwin
looked prosperous and the piano man was out for upright, a late model which has made rapid strides in
the larger sale. He quoted a price of $700 and almost the trade. "Business in my section is in good shape,"
the same breath dropped it to $550. Before the cus- said Mr. Brown, and proved his statement by placing
tomer could bat an astonished eye he dropped it a liberal order.
50 PROSPECT PLAN
GROWS IN FAVOR
WISCONSIN
CANADIAN MUSICAL
INSTRUMENT INDUSTRY
IF
We Make
Over One-half the
GRAND PLATES
STRONG JIM,
THE PIANO MAN
Made by Plate
Manufacturers
There
Must Be
A Reason!
The
0. S. Kelly Co.
Springfield, Ohio, U. S. A.
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