Presto
Issue: 1924 1999 - Page 9
November IS, 1924.
HAND=TO=MOUTH
BUYING CONDEMNED
Veteran Traveler Deprecates a Practice
Among Dealers of Timidly Keeping Their
Stocks of Pianos Too Low and Points
Out the Inevitable Results.
UNFAIR TO INDUSTRY
Manufacturer Is Hampered by Hand-to-Mouth
Dealer in Organizing His Factory Force Which
Means Higher Production Costs.
The first sign of the success of the dealer who
starts with a progressive policy is a departure from
the practice of hand-to-mouth buying. Close buy-
ing with him may have been as much the result of
necessity as of shrewdness at his start in the piano
business, but the successful dealer in every instance
I have known had the determination at the beginning
to carry a reserve stock.
The successful piano dealer today had from the
beginning, from the humble start deserved to be char-
acterized as successful inasmuch as that his succes-
sive steps in business were along the path laid out
by a wise policy. The purpose not to remain a mere
hand-to-mouth retailer of pianos influenced his efforts
not only to provide the most varied line for his cus-
tomers, but an adequate reserve stock to anticipate
possible lively calls for the lines.
Difference in Methods.
But the successful dealer distinguishes the differ-
ence between generous buying and overstocking.
The man who overbuys and the one who buys from
Iiand-to-mouth are both menacing to the piano in-
dustry. The dealer who does not properly estimate
(he possibilities of sales in a coming season may be
tempted to overbuy. And the dealer who lets caution
cramp his determination to achieve good sales during
an approaching period may be timidly moved to cur-
tail his orders.
Deprecates Pinched Buying.
All wise buying is safe buying, but it does not fol-
low that it is pinched buying. One thing that every'
dealer with a glimmer of business sense can realize
is that the practice of hand-to-mouth buying is a
menace both to the retailer and the manufacturer.
The practice is plainly unfair to the manufacturer and
its natural result is to react on the retailer. It makes
it impossible for the piano manufacturer to make a
proper gauge of production requirements in advance.
In the midst of the holiday rush every year the
factories are deluged with frantic appeals for supplies
from close-buying dealers. In their false reckoning
they approach the beginning of the holiday trade with
minimum stocks of instruments of all styles. They
are not the kind who buy generously, who, spurred
by a good supply of pianos, attempt greater selling
efforts and the quick turnover. They are the kind
that arc as surprised at the unusual demand for the
goods as they are unprepared to deliver them to the
customers. Therefore the wires are kept hot with
their telegraphic appeals for the needed pianos.
These frantic calls for instruments to save the dealers'
PRESTO
embarrassment and save their profits disrupt the fac-
tories in the particularly busy seasons.
Unfair to Manufacturers.
But the hand-to-mouth practice is vitally harmful
all the year round. With fixed orders on file the
manufacturer is so placed that he can organize his
factory force so that he may operate in an advan-
tageous way for some time ahead. In this way things
run smoothly in the factory; there are no periods of
inaction and the work of the plant is not disorganized
by a flood of frantic appeals for pianos in the height
of a busy season.
Consideration of the hand-to-mouth custom of
buying naturally involves consideration of the ques-
tion of piano production in connection with the
lowering of manufacturing costs and decreased prices
of pianos to dealers. The manufacturer who can go
ahead uninterruptedly with his well-organized force
of contented workmen is in a better position to con-
sider lowering the prices than the distressed manu-
facturer who is harassed by the piano demands of
hand-to-mouth dealers at the busy periods and dis-
tressed by the paucity of their orders when sensible,
forehanded dealers are providing for the demands of
the future hand-to-mouth buying by dealers means
bigger selling expense for the manufacturer, unneces-
sary trips by travelers and other profit-eating inci-
dents that are unfair to him. The timidity of dealers
in placing orders for future delivery entails uncer-
tainty in the factory, waste in production and keeps
manufacturing costs at a high level and makes the
lowering of prices impossible.
M. D. S.
ORCHESTRA LEADER PAYS
TRIBUTE TO CABLE MIDGET
Walter Ford, Elated Over Performance of Piano,
Cites Severe Usage as Durability Test.
The Cable "Midget," which is called a "piano for
unusual places," has proven an ideal instrument for
orchestras and bands. It has the volume of tone
that is necessary in an orchestra and can ably stand
the strain of moving and constant playing.
In a testimonial sent to the Cable Piano Co., Chi-
cago, by Walter Ford, widely known as a leader of
orchestras and entertainment features, this was said
about the little instrument:
"I want to tell you how well pleased I am with
the Cable Midget I purchased. In rehearsing my
orchestra I gave it constant and severe usage but,
even under these unusual conditions, the little in-
strument has ably demonstrated its exceptional dura-
bility and permanence of tone."
In connection with the letter from Mr. Ford, which
is set in a large frame, the Cable Piano Co. is show-
ing a beautiful Cable Midget piano finished in oak
with a piano stool of the same finish and a well
appointed background.
AMERICAN PIANO CO.
MAY SPLIT SHARES
Big New York Combination Said to Be Get-
ting Ready to Extend Its Line of Share-
holders.
According to a report in New York financial cir-
cles early this week, the American Piano Company
would split its shares in the ratio of four to one,
and would apply for listing them on the New York
Stock Exchange.
The company is the holding and operating com-
pany which controls the Knabe, Chickering, Ampico,
and a half dozen other companies. The stock was
quoted around 120 bid and 130 asked. The report
was not confirmed nor has it been denied at the
offices of the American Piano Co. in New York.
Stockholders in the American Piano Co. who in-
vested at the outset have realized large profits and
even those who bought stock in the open market a
year, or less, ago have cleared a good many points
as the present price indicates. It is the first piano
stock that has been largely dealt in and its place as
an investment is due to good management.
ANOTHER STRONG "PREMIER"
AD IN MID=WEEK PICTORIAL
Around-the-World Fliers Made Basis of Dramatic
Display in Widely Read Magazine.
The New York Times Mid-Week Pictorial, Novem-
ber 6th issue, contains another of the striking Premier
Baby Grand National advertisements being featured
in this national weekly periodical.
The striking tie-up of the Premier Small Grand
with the recent 'round the world aviation flight is at
once apparent in the advertisement, and arrests at-
tention because of its dramatic message. The thirty-
six representative Premier dealers listed in this adver-
tisement again secure the dealer co-operation which
each one of these Premier messages emphasizes,
without exception.
This latest expression of the Premier National
advertising campaign conducted in the New York
Times Mid-Week Pictorial, forms a strong tie-up be-
tween the dealers and the public which must prove
of great value to both the Premier representatives
and manufacturers.
ATLANTA PIANO MAN'S VISIT.
F. B. Fisher, manager of the Atlanta, Ga., branch
of the M. Schulz Co., accompanied by his bride of a
few months, has been visiting the Chicago headquar-
ters and enjoying the hospitality of friends. Mr. and
PIANO SALES IN PORTLAND.
Mrs. Fisher have now gone to Michigan, the former
The Thompson Piano Co., doing business in the home of Mr. Fisher, for a few days' visit with his
establishment of Seiberling, Lucas Music Co., at 151 mother before returning south.
Fourth street, Portland, Ore., was visited recently
by Mr. Grebe, factory representative of Kranich
& Bach of New York, who is making an extensive
ACTIVE IN MILWAUKEE.
tour of the country. H. H. Thompson, proprietor of
Story & Clark pianos and the Repro-Phraso are
the company, says they are having a good volume being featured by the George H. Eucker Music Co.,
of sales of the Gulbransen pianos. Last week a 596 Mitchell Street, Milwaukee. Walter H. Eucker,
Kranich & Bach grand was placed in the new home who is managing the new store, was with the Story
of W. D. Fenton, manager of Seiberling, Lucas. Mr. & Clark company for several years and was for-
Fenton is a pianist of local note and his wife has an merly manager of the retail end of the business in
excellent voice.
Chicago.
INDISPENSABLE TO PIANO DEALERS AND SALESMEN
We are now making shipments of our latest model, which is Foolproof and indestructible.
Price reduced to $95.00 including extra good moving cover.
Shipped to responsible dealers on approval.
Try one. If you don't like it send it back.
BO WEN PIANO LOADER CO.,
Winston-Salem, N. C.
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
HAND=TO=MOUTH
BUYING CONDEMNED
Veteran Traveler Deprecates a Practice
Among Dealers of Timidly Keeping Their
Stocks of Pianos Too Low and Points
Out the Inevitable Results.
UNFAIR TO INDUSTRY
Manufacturer Is Hampered by Hand-to-Mouth
Dealer in Organizing His Factory Force Which
Means Higher Production Costs.
The first sign of the success of the dealer who
starts with a progressive policy is a departure from
the practice of hand-to-mouth buying. Close buy-
ing with him may have been as much the result of
necessity as of shrewdness at his start in the piano
business, but the successful dealer in every instance
I have known had the determination at the beginning
to carry a reserve stock.
The successful piano dealer today had from the
beginning, from the humble start deserved to be char-
acterized as successful inasmuch as that his succes-
sive steps in business were along the path laid out
by a wise policy. The purpose not to remain a mere
hand-to-mouth retailer of pianos influenced his efforts
not only to provide the most varied line for his cus-
tomers, but an adequate reserve stock to anticipate
possible lively calls for the lines.
Difference in Methods.
But the successful dealer distinguishes the differ-
ence between generous buying and overstocking.
The man who overbuys and the one who buys from
Iiand-to-mouth are both menacing to the piano in-
dustry. The dealer who does not properly estimate
(he possibilities of sales in a coming season may be
tempted to overbuy. And the dealer who lets caution
cramp his determination to achieve good sales during
an approaching period may be timidly moved to cur-
tail his orders.
Deprecates Pinched Buying.
All wise buying is safe buying, but it does not fol-
low that it is pinched buying. One thing that every'
dealer with a glimmer of business sense can realize
is that the practice of hand-to-mouth buying is a
menace both to the retailer and the manufacturer.
The practice is plainly unfair to the manufacturer and
its natural result is to react on the retailer. It makes
it impossible for the piano manufacturer to make a
proper gauge of production requirements in advance.
In the midst of the holiday rush every year the
factories are deluged with frantic appeals for supplies
from close-buying dealers. In their false reckoning
they approach the beginning of the holiday trade with
minimum stocks of instruments of all styles. They
are not the kind who buy generously, who, spurred
by a good supply of pianos, attempt greater selling
efforts and the quick turnover. They are the kind
that arc as surprised at the unusual demand for the
goods as they are unprepared to deliver them to the
customers. Therefore the wires are kept hot with
their telegraphic appeals for the needed pianos.
These frantic calls for instruments to save the dealers'
PRESTO
embarrassment and save their profits disrupt the fac-
tories in the particularly busy seasons.
Unfair to Manufacturers.
But the hand-to-mouth practice is vitally harmful
all the year round. With fixed orders on file the
manufacturer is so placed that he can organize his
factory force so that he may operate in an advan-
tageous way for some time ahead. In this way things
run smoothly in the factory; there are no periods of
inaction and the work of the plant is not disorganized
by a flood of frantic appeals for pianos in the height
of a busy season.
Consideration of the hand-to-mouth custom of
buying naturally involves consideration of the ques-
tion of piano production in connection with the
lowering of manufacturing costs and decreased prices
of pianos to dealers. The manufacturer who can go
ahead uninterruptedly with his well-organized force
of contented workmen is in a better position to con-
sider lowering the prices than the distressed manu-
facturer who is harassed by the piano demands of
hand-to-mouth dealers at the busy periods and dis-
tressed by the paucity of their orders when sensible,
forehanded dealers are providing for the demands of
the future hand-to-mouth buying by dealers means
bigger selling expense for the manufacturer, unneces-
sary trips by travelers and other profit-eating inci-
dents that are unfair to him. The timidity of dealers
in placing orders for future delivery entails uncer-
tainty in the factory, waste in production and keeps
manufacturing costs at a high level and makes the
lowering of prices impossible.
M. D. S.
ORCHESTRA LEADER PAYS
TRIBUTE TO CABLE MIDGET
Walter Ford, Elated Over Performance of Piano,
Cites Severe Usage as Durability Test.
The Cable "Midget," which is called a "piano for
unusual places," has proven an ideal instrument for
orchestras and bands. It has the volume of tone
that is necessary in an orchestra and can ably stand
the strain of moving and constant playing.
In a testimonial sent to the Cable Piano Co., Chi-
cago, by Walter Ford, widely known as a leader of
orchestras and entertainment features, this was said
about the little instrument:
"I want to tell you how well pleased I am with
the Cable Midget I purchased. In rehearsing my
orchestra I gave it constant and severe usage but,
even under these unusual conditions, the little in-
strument has ably demonstrated its exceptional dura-
bility and permanence of tone."
In connection with the letter from Mr. Ford, which
is set in a large frame, the Cable Piano Co. is show-
ing a beautiful Cable Midget piano finished in oak
with a piano stool of the same finish and a well
appointed background.
AMERICAN PIANO CO.
MAY SPLIT SHARES
Big New York Combination Said to Be Get-
ting Ready to Extend Its Line of Share-
holders.
According to a report in New York financial cir-
cles early this week, the American Piano Company
would split its shares in the ratio of four to one,
and would apply for listing them on the New York
Stock Exchange.
The company is the holding and operating com-
pany which controls the Knabe, Chickering, Ampico,
and a half dozen other companies. The stock was
quoted around 120 bid and 130 asked. The report
was not confirmed nor has it been denied at the
offices of the American Piano Co. in New York.
Stockholders in the American Piano Co. who in-
vested at the outset have realized large profits and
even those who bought stock in the open market a
year, or less, ago have cleared a good many points
as the present price indicates. It is the first piano
stock that has been largely dealt in and its place as
an investment is due to good management.
ANOTHER STRONG "PREMIER"
AD IN MID=WEEK PICTORIAL
Around-the-World Fliers Made Basis of Dramatic
Display in Widely Read Magazine.
The New York Times Mid-Week Pictorial, Novem-
ber 6th issue, contains another of the striking Premier
Baby Grand National advertisements being featured
in this national weekly periodical.
The striking tie-up of the Premier Small Grand
with the recent 'round the world aviation flight is at
once apparent in the advertisement, and arrests at-
tention because of its dramatic message. The thirty-
six representative Premier dealers listed in this adver-
tisement again secure the dealer co-operation which
each one of these Premier messages emphasizes,
without exception.
This latest expression of the Premier National
advertising campaign conducted in the New York
Times Mid-Week Pictorial, forms a strong tie-up be-
tween the dealers and the public which must prove
of great value to both the Premier representatives
and manufacturers.
ATLANTA PIANO MAN'S VISIT.
F. B. Fisher, manager of the Atlanta, Ga., branch
of the M. Schulz Co., accompanied by his bride of a
few months, has been visiting the Chicago headquar-
ters and enjoying the hospitality of friends. Mr. and
PIANO SALES IN PORTLAND.
Mrs. Fisher have now gone to Michigan, the former
The Thompson Piano Co., doing business in the home of Mr. Fisher, for a few days' visit with his
establishment of Seiberling, Lucas Music Co., at 151 mother before returning south.
Fourth street, Portland, Ore., was visited recently
by Mr. Grebe, factory representative of Kranich
& Bach of New York, who is making an extensive
ACTIVE IN MILWAUKEE.
tour of the country. H. H. Thompson, proprietor of
Story & Clark pianos and the Repro-Phraso are
the company, says they are having a good volume being featured by the George H. Eucker Music Co.,
of sales of the Gulbransen pianos. Last week a 596 Mitchell Street, Milwaukee. Walter H. Eucker,
Kranich & Bach grand was placed in the new home who is managing the new store, was with the Story
of W. D. Fenton, manager of Seiberling, Lucas. Mr. & Clark company for several years and was for-
Fenton is a pianist of local note and his wife has an merly manager of the retail end of the business in
excellent voice.
Chicago.
INDISPENSABLE TO PIANO DEALERS AND SALESMEN
We are now making shipments of our latest model, which is Foolproof and indestructible.
Price reduced to $95.00 including extra good moving cover.
Shipped to responsible dealers on approval.
Try one. If you don't like it send it back.
BO WEN PIANO LOADER CO.,
Winston-Salem, N. C.
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
Future scanning projects are planned by the International Arcade Museum Library (IAML).