Music Trade Review

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THE MUSIC TRADE REVIEW
9
The Standing of the Small Grand Piano in the Trade
Actual Views of Prominent Piano Merchants Regarding Its Present Status and Future
Possibilities Gathered by the Review—General Opinion of Retailers Most Favorable
the small grand during the past couple of years has grown from an incidental to an important factor in the
T HAT
piano trade is a fact beyond question. One has only to visit the factories making small grand pianos, and especially
those specializing in that product, to realize that the demand is real and of proportions that tax the present facilities
of a number of manufacturers. There have been numerous reasons offered for this sudden popularity of the small
grand, the most logical perhaps being that it has been made possible to retail that type of instrument at a price com-
paring favorably with the cost of a good upright, and thereby appealing to the public's appreciation of the artistic
atmosphere that surrounds any sort of a grand piano. Then again it is claimed that the prosperity of the country has
created a demand for the small grand. Another explanation is that this type of instrument has been subject to so
many improvements that it offers more to the purchaser than ever before.
In an effort to secure the views of the retailers regarding the present status of the small grand, whether it was pop-
ular in all sections, and if popular why, The Review communicated with a number of prominent piano merchants in
widely separated parts of the country, asking, among other things, whether the small grand demand was due to the
moderate price, or to the improvements incorporated in such instruments; whether the grands are being sold to pros-
pects originally inclined to buy an upright, and whether the increasing number of small grands sold has had the effect
of shortening terms and increasing the number of cash sales. The replies to the inquiries have been most interesting
and show that retailers are not as one in their opinion of the small grand and its possibilities, although the majority
favor that type of instrument. However, we will let the merchants speak for themselves. Their opinions are pre-
sented herewith:
E. H. DROOP, E. F. Droop & Sons Co., Wash-
ington, D. C.
"Within the last few years, there has been a
most healthful and decided growth in grand
piano business, and this may be due in a great
measure to the fact that the public is becoming
more and more musical and therefore demand-
ing the very best tone qualities it can obtain for
the money.
"It has been astonishing to me to note how
many people have come in to look at upright
pianos and then have 'switched' over to the
purchase of a small grand. Our house has al-
ways been a strong believer in the grand piano
as the ideal home instrument, and consequently
we have 'pushed' the grand to the best of our
ability.
"Of course, there will always be a demand
for upright pianos—not only because of the dif-
ference in price—but because a large majority
of the modern day homes are not large enough
to contain a grand. A good small grand piano
at a moderate price is an ideal proposition for
the dealer to 'push,' because it enables him to
get much better terms than he would ordinarily
get on an upright piano. In my personal judg-
ment, the next few years will see some remark-
able developments in the tonal qualities of the
small grand."
J A. TURNER, President, Turner Music Co.,
Tampa, Fla.
"With the advent of the perfected player-
piano and the small grand, the piano merchant
has had the wheel turn once more and has to
adapt himself to the changed conditions. The
small grand has come to stay—is a thing of
beauty—which was its original excuse for ex-
istence, and in many cases still is.
"A great deal can be said for it, and also a
good deal might be added that would not be
called for it—but—the main thing is that the
public like the size, tone color and beauty of
the little fellow and for that reason are willing
to pay for it. The element of the exchange has
many times to be considered in selling the grand
and the merchant has to cut these exchange
prices to the quick in order to get a net profit
from some of his grand sales.
"The maintaining of a stock of grands is
vastly greater than a stock of uprights—is
harder to dispose of in quantities—that is in the
territory immediately around Tampa. The terms
offered of course are much higher than on up-
rights and the buyer 'is willing to pay the dif-
ference—provided he wants the grand.
"I have heard it said that the small grand
would eventually supplant the higher priced
uprights, but I cannot agree with this for the
reason that many splendid homes have not
the setting for even a small grand, and cannot
consider them. The trouble and expense of
handling them must be considered, besides the
delicacy of the instrument, as compared with
an upright, especially in regard to being af-
fected by climatic changes.
"I like the small grand for the distinction it
gives to the business and for the beauty it
lends to the home, but for the actual sales, so
far, they do not begin to make an impression
on the total business and it would seem that it
will be some time before they do in this terri-
tory.
"For actual merit of tone, taking into con-
sideration the service and durability to be ex-
pected—I feel quite certain that the average
salesman will have less trouble in selling the
upright of merit, than the small grand, which
is still more or less in a state of evolution,
and believe that the average performer will get
more satisfactory results from this same upright
than from the small grand.
"If kept on the highest selling plane, with the
element of exchanges reduced to the minimum,
and the small terms entirely eliminated, there
is no reason why the small grand should not pay
a good net profit—and be sold in quantities in
proportion to the amount of energy and ability
placed behind them.
"Given the element of exchange handled care-
lessly and the terms reduced as well as the
selling plane and it is my opinion that the mer-
chant is making a mistake to take on much of
this kind of grand business.
"The selling policy of my firm in regard to
small grands is one price, very short terms—
and as near no exchanges as possible."
J. C. MINTON, Sales Manager, Guest Piano
Co., Burlington, la.
"The growing demand which we notice in
our bailiwick for small grand pianos, we feel
is due very largely to the wonderful improve-
ments which have been made in these small
grands and which has enhanced their musical
worth four-fold, making them much more de-
sirable than any upright.
"We are not selling many grands to pros-
pects who come in originally to purchase up-
rights. Our trade in grands consists largely of
people who have already made up their minds
to have a grand and let their desire be known
and we lose no time in gathering them in.
"We do not know that the sales of small
grands has had any appreciable effect toward
better terms in this locality. We do know, how-
ever, that the percentage of grand sales on
monthly payments is exceedingly small. We
have had an exceptional trade in Chickering
small grands since the first of January, due
undoubtedly to the increase in prices which took
effect with us on the 12th of February, because
we pointed out the advantage of purchasing
before the 12th, and we have quite a number of
grands now that are sold but not to be delivered
before March and April.
"The status of the small grand piano, as we
see it in our territory, is to the effect that people
are waking up to the distinct advantage of the
small grand, that it evidences increased knowl-
edge and greater refinement and culture in the
realm of music in the home."
J W. J E N K I N S , J. W. Jenkins' Sons Music
Co., Kansas City, Mo.
"As to our opinion regarding the reason for
the increased demand for small grand pianos
during- the last few years, would state that we
do not figure that this increase has come because
of the lower price on a superior small grand
piano, but because dealers are paying more at-
tention to the grand business, the piano students
are more numerous and better educated and
have, therefore, more appreciation for the grand.
And again, in our growing cities the new home
looks better furnished with a grand than with
an upright. Then again, the large num'ber of
musical evenings wherein the piano plays a
prominent part and the fact that the teachers or
artists are demanding a grand piano, both are
teaching the people that there is something
superior in this type of instrument. As you
see, in our mind, there are a number of in-
fluences at work to popularize the grand piano
for it is evident there is an increased demand
and interest in this style of instrument, and we
believe that this interest will grow.
"Many people are forced to buy a smaller and
even inferior grand piano than they would if
their living apartments were larger. In our ad-
vertising we rarely use the cut of an upright
piano. Even though we may be quoting upright
pianos we use the cut of a grand. We believe
the manufacturers and dealers further their own
interests in making a special effort to sell grand
pianos."
C. B. NOON, Manager Piano Department, The
Hub, Baltimore, Md.
"While the demand for small grands is gradu-
ally increasing we do not have a very big call
for them on account of the parlors and living
rooms in the Baltimore houses being very small
in most cases. A very large percentage of our
business is players. My opinion is that the very
large increase in the grand piano business is
due to the introduction of the small grand at
a moderate price."
EDMUND GRAM, Milwaukee, Wis.
"I cannot help but frankly state that too
small a grand is only an excuse for a grand and
a disappointment to musical people who buy this
piano for the purpose of getting a 'grand'
quality of tone. There is a happy medium, but
to go beyond that is not safe.
"We are more inclined, and feel it our duty,
to tell the people the truth and the disappoint-
ment they will experience from too small a
grand, and in most cases, can easily convince
(Continued on page 11)