Presto

PRESTO
12
ELOQUENT PLEA FOR
AMERICAN SUPPLIES
Edmund C. Johnson, of the Schaff Piano String Co., Chicago, in Convention
Address Explains the Inherited Character of the
Preference for Imported Parts
The i n fl u ence
the word "import-
ed" has had on
piano preferences
of t h e ultimate
consumer in Am-
erica was pointed
out by Mr. Ed-
mund C. Johnson,
of
the
Schaff
Piano String Co.,
Chicago, at the
recent convention
of t h e Musical
Supply A s s ocia-
t i o n in N e w
York. The deal-
er's c u s t o m e r
EDMUND C. JOHNSON.
w a s merely in-
spired by the expressed opinions of the dealer in re-
gard to the character of the imported parts of the
piano he offered for sale. But the dealer was only
repeating what the manufacturer's catalogue said
when great stress was laid on the advantages of the
imported supplies in the piano. Up to a few years
ago the influence of the word "imported" was an
evidence of a marked inherited preference
Fixed Predilections.
In discussing the genesis of the predilection for
imported supplies Mr. Johnson said there was a
reason. He assumed that early in the history of the
industry the piano maker arrived in this country
to engage in the manufacture of pianos. "In his
native land, he had used or seen used certain felts,
wire, tuning pins, etc. He knew how to use them
and assumed they were the best. They could be
bought as cheaply as supplies manufactured here
and besides, he still had a strong feeling for his old
home. As new connections were made, he sang the
praises of imported goods and spoke with contempt
of supplies manufactured here. He preached it to
the men in his employ, and as they left to work in
other factories, or were promoted to higher posi-
tions, they, in turn, praised the imported goods, in
many instances, without ever trying the domestic."
The Magic in the Word.
In time manufacturer, dealer, adman, and sales-
man came to believe in the magic of the word "im-
ported." The foreign origin of the supplies in the
piano was an important fact in the talking points
in wareroom and on the road. That the ultimate
consumer should in turn be influenced was only
natural. But the results are best told in the words
of Mr. Johnson:
"All this time, the American supply man was
struggling along, fighting against tremendous odds.
His only talking point was Price, and here he was
at a decided disadvantage. Now, we all know that
volume in a large measure, determines price; with-
out quantity, production, the last word in efficiency,
is not obtainable. Since we did not have volume,
we could not afford to spend the necessary money
in research, experiment, and the development of
new methods and improved machinery. Men of
the right caliber were not looking for the limited
opportunities offered by our trade. Our foreign
competitors, however, with the aid of their cheap
labor and our manufacturers were able to do any
or all of these things with the result that they not
only undersold us, but still showed a good return
on the investment.
Effects of War.
"Then came the war. For the first time, our sup-
ply manufacturers found a ready market for their
goods. We could not immediately take care of the
great volume thrust our way as we did not have
the organizations or the machinery. These things
take time. But now, after six years, we have both.
At the start, the insistent demands of the manu-
facturer could only be met with occasional sacri-
fices in quality. We may not at all times turn out
the most uniform product. But we made progress.
Today, in most lines, we are equalling and in many
lines, bettering the quality of imported goods.
"If the manufacturers will continue to give us
their patronage, we will, in a short time, be able
to give them 100 per cent quality, and also the re-
sultant price reduction. Most of the manufacturers
appreciate the position of the supply house. This
is not altogether true of the dealer and salesman.
Export Situation.
"The piano manufacturers desire to increase their
scope of operations. They want to compete for ex-
port trade. It is generally conceded that 25 per cent
export is essential to the stabilizing of business. In
fact, it is absolutely essential if factories are to be
kept running the year around. In the past, one country,
whose supply business we developed by out patron-
age, made 80 per cent of the pianos that found their
way into foreign markets. Yet during this same
period, we manufactured more pianos than all the
rest of the world combined. This competitor had a
practical monopoly on supplies and that flexible
market we now so desire and need. Because of the
meager wage paid, the production of pianos for
domestic use was small, still their supply business
was the largest in the world. It is obvious then,
without the help of our manufacturers, their sup-
ply costs would have been much higher.
The Traveler's Troubles.
"When our traveling man went into other coun-
tries in search of business, he had three conditions
to combat: First, his own piano, made in part from
supplies of his competitor; second, his competitors'
cheap price, made possible in a measure, to the sale
of these same supplies, and third, terms of payment
made practicable by the co-operation of his com-
petitors' government. I can see the salesman ap-
proach his man now with open catalogue, and the
word 'imported' standing out in heavy type. And
I can see the customer looking over said catalogue,
and saying, 'Why purchase from you when the
piano you sell is made in part from the supplies
manufactured by your competitor?"
" 'This, in itself is an admission that you appre-
ciate the quality of your competitors' goods.' Right
away, the salesman is on the defensive, and once a
salesman is on the defensive, he is playing a losing
game. In business, as in the prize ring, the man
who maintains the offensive is the man who wins.
Let us all get together and give our salesman the
necessary support. If the industry from manufac-
turer to salesman, will co-operate with us, we, in
turn, can work to develop that flexible market so
essential to the prosperity of all."
APPEALS TO MEN.
The Bowen Piano Co., Winston-Salem, N. C, a
widely known house established in 1894 by R. J.
Bowen, is rigidly consistent in its one-price princi-
ples. The house has built up a splendid business in
playerpianos which it advertises in unique and clever
ways. The player's appeal to men was printed last
week. This was said: "Because men generally
haven't the time or the inclination to study and
master the technical details of the world's best music
does not mean that they do not enjoy it. Select
music that appeals to you and give it your own ex-
pression, and it will soothe your tired nerves, re-
fresh your fagged body and brain, increase the
pleasure of your home-life, kindle new enthusiasm
and impart new happiness, animate new hopes and
new life. One night's practice on a player piano
will do the trick. It will open a new world to you."
SHIPPING MANY CABLE-NELSONS.
The Cable-Nelson Piano Company, Chicago and
South Haven, has been peculiarly fortunate in regard
to shipments, according to its president, T. L.
Powell. Mr. Powell said to a Presto representative
"on Friday last that the company had shipped out a
very large number of completed instruments during
the last month. The factory had large supplies of
plates and other supplies when the stringency in
deliveries came with the railroad men's strike, so
manufacturing was continued right along. Of course,
he was glad to see that prospects for improved trans-
portation were brightening.
NEW TENNESSEE FIRM.
The Wright Music Co. has opened a store in
Johnson City, Tenn. Johnson City is the busiest
place in Washington County and shows a wonderful
growth in population within the last decade. In ad-
dition to being in a rich farming section it is also
an important manufacturing point.
May 29, 1920.
INCREASED REVENUE
FOR ASSOCIATION
By Important Changes in the Constitution
Milwaukee Trade Organization Mem-
bership Fees Are Doubled.
Important changes in the constitution and by-
laws of the Milwaukee Association of Music In-
dustries were effected at the meeting held Thursday
noon, May 20, in the Hotel Blatz, by which the
organization is assured a considerably increased
fixed revenue.
By amendment, the annual dues of members were
increased from $5.00 per annum to $10.00 a year,
and what has heretofore been the single member-
ship class was defined as active membership; a new
class, known as associate members, being created,
these to pay dues of $5.00 a year and consist of
such members of store forces outside of the pro-
prietor or manager who are engaged in selling and
merchandising.
Under the original constitution adopted when the
present association was organized as the outgrowth
of the old Milwaukee Piano Dealers' Association on
Feb. 15, 1917, membership was limited to a single
classification. In explaining the advisability of a
change, President Paul F. Netzow said:
"With the changing trend of relations in business,
it is felt that this association should open the way
for a more active participation in its affairs by the
employes of members of the music industries, so
that the organization may grow to greater influence
toward improving the business, and the men who do
the actual selling for the manufacturers and mer-
chants receive adequate recognition.
"As at present constituted, this is an association
of the heads of factories, wholesale houses and re-
tail stores. It is desired that our workers be
brought into closer touch with our activities. There
is perhaps none among us who is not grooming
some employe to sometime, sooner or later assume
his responsibilities, or the greater part of them, and
it is not only fitting but just that such men be en-
abled to receive an insight into our affairs, so that
when they may be called upon to take our places as
executives, they will have the benefit of association
with us and our aims and ideals. All of us look for-
ward to the day when we shall be privileged to re-
tire from active duties and throw the responsibilities
of the conduct of our business on men whom we
are now training. By inviting such men to partici-
pate in our work at this time, the continuity of our
participation in association affairs will be assured."
The association approved of the appointment of
members of standing committees for the new year,
as announced by President Netzow. These are as
follows:
Membership: Clarence C. Warner, Oscar C.
Schefft, Louis M. Kesselman. Advertising: Henry
M. Steussy, Leonard E. Meyer, H. M. Hahn. Griev-
ance: Edmund Gram, Richard H. Zinke, George
Schneider. Phonograph Dealers: Leslie C. Park-
er, A. G. Kunde, Herman Niss. Piano Dealers:
William R. Winter, Charles J. Orth, Robert E. Lauer.
It was intended to devote the major part of the
May meeting to hearing an address on "Music Roll
Merchandising," by Earl Holland of the Q R S
Music Co., Chicago, but Mr. Holland was detained
in Iowa and could not reach Milwaukee in time.
However, Earl R. Billings, vice-president and treas-
urer of the Billings Player Roll Co. of Milwaukee,
was present and at the invitation of President
Netzow delivered a brief talk.
PRINTER'S INK ON PACKARD AD.
Printer's Ink noticed the latest double-page dis-
play advertisement of the Packard Piano Company
in the Saturday Evening Post by reproducing the
picture, with the following comment beneath it:
"In this illustration of a recent advertisement of the
Packard Piano Company, there is not only beauty
and exact composition from the standpoint of art,
but also there is sensed a friendly invitation to try
the piano's tone and action, both of which qualities
are stressed in the advertising text. Double-page
pictures are used."
G. E. MANSFIELD ILL IN CHICAGO.
G. E. Mansfield, general manager of Ludwig &
Company, New York, was taken ill at Chicago last
Saturday. He was obliged to take to bed at the
Congress Hotel, being severely afflicted with inflam-
matory rheumatism. His friends in the trade rallied
to his aid, including Henry P. Veatch, of the Pack-
ard Piano Company. Mr. Mansfield is known
throughout the length and breadth of the country.
For years he gave exhibits of goods at piano trade
conventions, and his travels in selling have been as
extensive as anybody in the piano line.
Clarence Kienle is the new owner of the Stanton
Rowell Music Store, Grant's Pass, Ore.
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