Presto

12
January, 1932
P R E S T 0-T I M E S
for from ten dollars up—sometimes even for less.
Dealers can buy pianos from bankrupt stocks at
much less than half what they would cost to pro-
duce if they are willing to take their chances on
pianos that are made up of odds and ends of mate-
rial that are left over in a plant and sometimes are
misfits and cause trouble even though the materials
and supplies are actually of good quality. They can
In a special issue of Presto-Times, a few buy pianos for less than they are worth from other
years ago, were published several replies to manufacturers that are not bankrupt but are liqui-
an inquiry sent to some leading men of the dating their business provided they feel they can sell
Every day leading
pianos profitably which come from that source
trade under the caption, "Wisdom in Short, the Some
established manufacturers have an excess
music merchants are in-
Crisp Sentences." Those replies dealt with number of certain styles of pianos which were in
quiring
about SCHULZ
trade conditions at that time. Some of them stock when the slump in piano sales first occurred.
Some of them were also in process of construction
COLONY G R A N D S
were prophetic, as time since then has shown, at that time. This surplus would not have occurred
and nearly every one applies to conditions that if the sale of pianos had continued at the regular
and a s k i n g us to
pace but they constitute a very decided surplus under
have followed since they were written.
PROVE
that they are
the present lighter demand for pianos. This surplus
Following up this scheme of inquiries in the of
certain styles of pianos is being offered by some
the best constructed
trade, Presto-Times recently made the follow- established manufacturers at reduced prices and con-
and
e a s i e s t selling
stitute a good purchase for the dealer who feels he
ing three inquiries :
can sell them profitably.
small grands on the
1. Would an entire new line of models increase
Dealers can buy the most desirable pianos from
sales?
market.
established manufacturers who sell their pianos at a
2. What will bring about—or what can be done narrow margin above the present cost of producing
to bring about—better conditions and business in the them under the most economical circumstances.
We'll be glad to tell
music trades and industries?
With this confused market, it will be seen that
you
why.
3. Would lowering of prices from manufacturer
there is no real standard of manufacturers' prices
to dealer bring about or help to make more sales?
at this time, so that a reasonable reduction of prices
A considerable number of replies were received by established manufacturers would not have any
giving interesting answers to the questionnaire and very material effect on the market.
several letters stating that they would prefer not to
4. Constructive work on the value of piano training
commit themselves at this time and of those who for children and a higher regard for the importance
711 Milwaukee Ave.,
did offer replies or suggestions about half of them and the value of the piano on the part of manufac-
requested that their names shall not appear in print. turers, dealers and salesmen everywhere.
Chicaero. 111.
This in-
We therefore give herewith a few of the replies re- volves a higher regard for the value of the piano on
ceived, omitting names of writers entirely.
the part of collectors also. No collection policy is
The first reply came from a well-known piano man- successful that does not include a fair number of
ufacturer, head of one of Chicago's largest piano repossessions under present conditions after making
manufacturing houses, who replied as follows:
every possible effort to save the sale in each case
by collecting on the account to avoid the necessity
1. Do not think so.
2. Prices of pianos should be based on manufac- of repossessing. To assume the attitude not to re-
possess pianos from delinquent customers because
turing costs with a reasonable profit added.
the pianos are not worth it is a defeatist attitude
3. To my mind the most important need under
that not only reduces the returns from delinquent
present conditions is more intensive effort on the accounts but also encourages the public in its failure
part of the dealer.
to appreciate the value of the piano as a basic musical
Then came another reply from an official of a instrument and of the value ot piano instruction for
prominent Boston piano manufacturing concern, one children. We have found out by actual experience
of America's leading piano industries:
that a certain number of accounts will yield more
1. If the manufacturer's "styling" of his product money in collections with a repossessing policy than
has been up to date and changed in accordance with the same accounts previously yielded without re-
possessing.
fashion's trend, I should say it was doubtful.
2. It would seem as if it should, provided retail
We are successfully selling pianos at retail in what
prices are made accordingly. However, price is only we term our Retail Piano Selling Laboratory.
Including Uprights, Grands and
one factor and, in the case of high grade sales, not
Here
Is
the
Plan
necessarily the determining factor.
Reproducing Instruments
We select the homes where there are children from
3. That is what everyone in every line of business 5 to 15 years of age and no piano. We persuade the
is asking himself today. An improvement in general parents to let their children come in for free test
.
MANY EXCLUSIVE
conditions is a pre-requisite. I am skeptical of any lessons and in the first lesson we teach the children
panacea. The industry and the ability of those en- to sing and play their own accompaniment to the old
SELLING
POINTS
gaged in this industry form the best basis for its song "Long, Long Ago." We then teach them to
success in the future as in the past.
in the Starck representation
sing and play "Jingle Bells" and other songs and then
And this one from the head of another great Bos- give a group recital with parents present. We have
interest alert dealers
ton music house:
the parents join in a community sing with their own
children accompanying on a group of pianos and
1. No.
Write Today for Catalog
before the day of the recital a number of the parents
2. No.
and Proposition
have already purchased pianos in order that their
3. Curb over-production. Simple enough.
The head of a New York piano manufacturing con- children may play better at the recital. After the
cern which manufactures a high grade instrument recital, we sell to as many as possible of those who
recognized as one of the leading pianos of the day have not previously purchased. Then we promptly
start preparation for the next recital and keep on
offers the following replies:
STARCK BUILDING
1. No. We have a complete new line and do not repeating this operation.
228-230 South Wabash Avenue
Other replies are very interesting and contain much
find it a solution of the problem of decreased piano
CHICAGO, ILLINOIS, U. S. A.
valuable information which we intend to make use
sales.
New York Warerooms: 112-114 W. 42nd St.
2. Yes, I think it would, but only providing the of later on for the enlightenment and profit of Presto-
Times readers.
quality could be maintained. A lowering of quality
as well as prices would not be effective. Cheap pianos
are a great temptation for over-production.
3. I believe that when general economic condi-
tions improve the piano business will improve simul-
taneously and when that time comes will forge ahead
quickly, because the younger generation is taking
The Famous
to the playing of the piano more than ever, due to the
easier methods of learning and the return to the home
life.
Then came a reply and quite an elaborate disser-
tation on the questions from a well-known authority
in piano manufacture, piano construction, piano sell-
Established 1863
ing, wholesale and retail, and the music business in
general. An ex-official of national music trade or-
The distinctive features of Mathushek construc-
ganizations :
tion furnish selling points not found in other
1. No, unless it would be a change from midgets
to fuller sizes that give better results musically. This
makes of pianos.
pertains particularly to pianos above the lower grades.
Write for catalogue
3. Prices must gradually work lower, but this is
not the obstacle to successful piano selling now.
MATHUSHEK
PIANO MFG. CO.
There is no present standard of manufacturers' prices
to dealers. They can buy pianos at any price. They
132nd Street and Alexander Avenue
NEW YORK
can pick up pianos from private homes where the
people are in financial distress or where they do not
have the intelligence to appreciate the real value of
the piano with the family. They can get these pianos
Interesting
Replies
Are You
Satisfied?
M. SCHULZ CO.
A Most Attractive
Proposition for
Dealers—the
STARCK
Line of Pianos
P. A. STARCK PIANO CO.
a tfju-sfjefe
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