PRESTO
MUSICAL
TIMES
Established
1881
I Year. . . .$1.00.
Established
1884
THE AMERICAN MUSIC TRADE JOURNAL
6 M o n t h s . . . . 60 cents
CHICAGO, ILL., APRIL-MAY, 1934
STEINWAY STRENGTH SUSTAINS
PIANO PRICES
INCENTIVE FOR INCREASED SALES
Piano business is better, that goes without saying. Oftentimes we hear of things that bring it
about, but what is the evidence of it?
PRESTO-TIMES has received many reports of improved conditions, and this journal has there-
fore taken the opportunity of arriving at definite facts and in this instance is reminded of a state-
ment made by an experienced piano man. some years ago, and who was regarded as an authority,
in which he said: "As goes the Steinway so goes the piano business."
Therefore, on that basis, PRESTO-TIMES takes that saying as a cue for the indication of bet-
ter conditions now prevailing in the piano business, for this axiomatic saying seems to be verified
by the present situation.
PRESTO-TIMES has taken this as the barometer of the piano business, not that any one house
creates the situation, but is evidence of it, and is as stated before, a barometer.
It is therefore logical to take an outstanding piano manufacturer and secure from the repre-
sentatives of this house all over the country the latest statements possible as to the present status
of their Steinway business and incidentally concerning their business in general.
Herewith are given extracts from letters or letters complete as fits the occasion from representa-
tive Steinway dealers. And it is to be understood that most of these letters are from Steinway
headquarters agencies and really represent through their branches and sub-agencies many different
localities and Steinway sales units.
Grinnell Bros., Detroit, Mich.—"We are very
optimistic for the future piano outlook, so much so
that we are carrying about the largest stock of Stein-
ways we have ever carried.
"Our business generally has shown a very sub-
stantial increase in the past few months. Steinway
business in units is not comparable with the lower
priced pianos, but the demand is more or less steady.
We are very optimistic for the future piano outlook,
so much so that we are carrying- about the largest
stock of Steinways we have ever carried, consisting
of large sizes and a wide variety of art and period
cases."
George J. Birkel, President, Birkel Music Company,
Los Angeles, Calif.—"Our sales of Steinway pianos
are far in excess of a year ago, and we expect 1934
Steinway sales will be over fifty per cent ahead of
last year.
"You are quite right in your statement that 'as
goes Steinway, so goes the piano business.'
"There are so many pianos made, good, bad and
indifferent, that the Steinway is in a class by itself."
(It is an interesting fact and a matter of record,
as the music trade press has chronicled from time to
time that George J. Birkel has been a Steinway rep-
resentative in Southern California for many years,
sixteen years of this time in San Diego and the bal-
ance in Los Angeles. During Mr. Birkel's period in
San Diego, before Mr. Birkel entered the Los Angeles
trade, there had been several changes of the local
agency, as the story goes; certain dealers were using
the Steinway name and prestige to draw customers
into their stores, and then selling them "something
just as good." Finally, Nahum Stetson, who was
visiting the Pacific Coast w T ith his family, called on
Mr. Birkel, and when he observed the beauty of the
San Diego warerooms, exclaimed in an emphatic
manner: "Mr. Birkel, what are you doing down here?
Go to Los Angeles. If you cannot make proper ar-
rangements for the Steinway piano through the
Pacific Coast representative, we will see that you get
direct connection." The result was that Mr. Birkel
soon found himself well located in Los Angeles with
a record of upwards of three score Steinway pianos.—
Editor PRESTO-TIMES).
Pearson Piano Company, Indianapolis, Ind.—
"Regarding our future prospects for Steinway sales
we are very enthusiastic.
"We are very enthusiastic, regarding our future
prospects for Steinway sales, believing that many
more Steinways can be sold this year than in 1933.
"For your information, might say that Steinway
sales during 1933 with our house were almost three
times that of 1932.
"Consequently, we are much elated over future
prospects, for a healthy business."
E. F. Droop & Sons Co., Washington, D. C.—"Our
Steinway business for the year 1933 was ahead of
1932. Piano business in 1934 is approximately ahead
of 1933.
"Our entire piano business for the year 1933 was
ahead of 1932, the increase becoming apparent during
the latter three months of the year.
"Piano business so far in 1934 is approximately
forty per cent ahead of same period of 1933."
Aeolian Company of Missouri, St. Louis, Mo.—
"For the first three months of this year (1934) Stein-
way business shows a twenty per cent increase over
corresponding period of 1933.
"For the year. 1933 our new Steinway sales in dol-
lars and cents were thirty-nine per cent ahead of total
of year 1932.
"For the first three months of 1934, over cor-
responding period of 1933, our Steinway business
shows an increase of twenty per cent.
"Our total piano business for 1933 was sixteen per
cent over 1932 and our total piano business so far
this year over last year shows an increase of over ten
per cent."
Schmoller & Mueller Piano Co., Omaha, Neb.—
"Our piano business has shown a steady increase in
the last three or four months, including Steinway,
Chickering & Sons, Steck and others.
"We are glad to say, we feel piano business will
continue to get better right along for the reason there
ieems to be more people interested in buying pianos
now than there has been in a long time."
S. Ernest Philpitt & Son, Miami, Fla.—"It looks
now as though we have about reached the bottom
and from now on, at least we are hopeful and have
reason to believe that there will be a gradual im-
provement."
Lyon & Healy, Chicago, 111.—"Our Steinway sales
have been running to the most expensive models.
"One significant feature of the Steinway has been
the demand for instruments of the $1,800 to $3,000
class. This is considered significant of better condi-
tions; an indication that better instruments and that
the very \ow priced and cheaper grades will have to
suffer."
(Continued on page 4)
Fifteenth of Publication Mont*
MUSIC INDUSTRIES NOW
CLEANING HOUSE UNDER
CODE SUPPLEMENTS
Unanimous Endorsement of Code by Piano
Manufacturing Industry.
Presto-Times in summing up the report furnished
by the National Piano Manufacturers Association of
America presents the following tabulation; the first
table showing shipments of grand and upright pianos
for the month of March over a period of four years,
from 1931 to 1934, with the percentages which up-
rights and grands bore to these totals:
Month of March
Uprights
Grands
Total
1934
1.812 (467^) 2.118(54%) 3,930(100%)
1933
649 (37%) 1,097 (63%) 1.746 (100%)
1932
827 (33%) 1,651 (67% ) 2,478 (100%)
1931
1,962(36%) 3,458(64%.) 5,420(100%')
The increase of March, 1934, shipments shows 58%
over March, 1932.
Bulletins already supplied show that shipments of
Upright pianos are increasing in a greater proportion
than Grands, which shows that the same condition
prevailed in March.
Herewith is a summary of shipments for the first
three months of 1934. and each month shows a con-
siderable improvement:
Uprights
Grands
Total
January
1,423
1,953
3,376
February
1,506
1,928
3,434
March
1,812
2,118
3,930
On a percentage basis, 1934 shipments of 10,740 is
greater than the 1933 total of 5,347 by 100%; 1932
total of 8,008 by 34%; and only 25%, less than the
total 14.345 in 1931.
Presto-Times presents, in condensed form, the sup-
plements to the Code of Fair Competition as deter-
mined by the Executive Committee on April 19.
There are seven of these supplements, dealing with
Inaccurate Advertising; Bait Advertising; False Bill-
ing; Inaccurate Reference to Competitors; Bribing
Employees; Sales Terms for Supply Division; and
Sales Terms for Piano Division.
Paragraph No. 1: "No member of the Industry
shall use advertising (whether printed, radio, display
or of any other nature) or other representation which
is inaccurate in any material particular or in any way
misrepresents any product of this Industry."
No. 2: "No member of the Industry shall use ad-
vertising or selling methods or credit terms which
tend to deceive or mislead a customer or prospective
customer."
No. 3: "No member of the Industry shall know-
ingly withhold from or insert in any quotation or
invoice any statement that makes it inaccurate in
any material particular."
No. 4: "No member of the Industry shall publish
advertising or other representation which refers in-
accurately or in a derogatory manner in any material
particular to any competitors or their commodities,
prices, values, credit terms, policies or services."
No. 5: Prohibits bribery in any form, and is sweep-
ing in its provisions.
No. 6: Relates to limitation on discounts, adding
that "It shall be an unfair practice for any member of
the Industry to extend credit beyond these maximum
terms, such as extension or renewal of notes."
No. 7: Contains four divisions relating to terms,
discounts, limitations, specifies as to consignment ac-
counts, customers' contracts and practically lays down
rules and regulations for the conduct of business in
the Industry.
It is implied in these Supplements to Code Regula-
tions that "members of the Industry shall on request
file with the Code Authority information regarding
their customers who fail to comply with the terms,
and the Code Authority shall supply to members of
the Industry summaries thereof, without reference to
the sources from which such summaries were ob-
tained."
Presumably both manufacturers and dealers are
supplied with the complete reports which come from
the Code Authority of the Piano Manufacturing In-
dustry, of which Harry Meixell is Secretary as well
as Secretary of National Piano Manufacturers Asso-
ciation of America.
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