Presto
Issue: 1924 2004 - Page 16
16
December 20, 1924.
PRESTO
INTERESTING PIANO
PARLOR GAME SUGGESTED
Dealer Can Add to Analytical Facts by Asking
Customers' Judgments of the Value
of Pianos.
How many customers coming into the piano store
can make a good guess at the value of an instru-
ment? That is a question the piano dealer can
answer after an interesting series of sales incidents.
Some of the answers may be embarrassing to the
customers who think they have good piano judgment.
Some of the poorest pianos look as nice as the finest
ones. The judging by looks may also make the
dealer who puts the question appear foolish. When,
for instance, the guesser puts a "stencil valuation" on
the firm's fine leader, encased in a plain, simple case
of dull mahogany.
These are possibilities concerning the average cus-
tomer who enters a piano store. The out-of-the-
ordinary customer is a person who judges a piano
by its tone. It is hard to fool the enthusiastic pian-
ist with the fine aural sense of distinguishing and
analyzing sounds. The suggestion for the interesting
test is made in the December number of Tonk Topics,
the clever little periodical of the Tonk Manufactur-
ing Co., Chicago, which says "the public has little
conception of dollars and cents value in musical mer-
chandise. They know absolutely nothing of the costs
of material and manufacture." Continuing, the article
says:
"How can they arrive at a fair estimate of what the
price should be? Only by comparison, through re-
calling previous experiences, are they able to judge
value of goods. And with the constant change of
costs no one out of touch with the industry is able
to estimate values correctly. It requires an experi-
enced technician to pass on tonal capacity.
"When the main selling effort therefore is on price,
the store is at a handicap with every other store sell-
ing similar goods at a lower price. How frequently
docs it happen that a customer, after shopping in
WEBSTER PIANOS
Noted for Their Musical Beauty
of Tone and Artistic Style
ATTRACTIVE
Factory
Leominster,
Mast.
PRICES
Executive Office*
138th St. and Walton Ave.
New York
Division W. P. HAINES * CO., Inc.
various stores ultimately buys the lowest priced
goods, though they are obviously of inferior worth, in
terms of service and genuine value.
"Should the main selling emphasis not be placed
on other features than price? Arouse a genuine de-
sire through a demonstration of its service or enjoy-
ment, or by dwelling on its beauty. People will buy
what they want and can afford irrespective of price.
"Whatever you may say about beauty and quality
and convenience is only half heard and heeded, when
you raise the specter of price in the customer's mind
first."
S9|
AN
ARTISTIC
FOLDER SHOW GREAT
"SUBURBAN" SALABILITY
Gulbransen Registering Piano Model Is Proved Big
Winner in Cities Everywhere.
A folder picturing and describing the "Suburban"
model of the Gulbransen Registering Piano, has been
distributed to dealers by the Gulbransen Co., Chi-
cago. It is handsomely printed in two colors and in
addition to telling of the wonderful selling successes
of the model, also gives the dealer information about
"Special Suburban Helps" to facilitate sales.
"With the average purchaser it is no more a mat-
ter of the cheapest than of the highest-priced. It is
a matter of the finest instrument purchasable at a
price within reason," says the folder, addressing the
music merchant.
"And that is where the Suburban Model fits in.
The Suburban Model, over a period of years, has
been the dealers' best seller. In the aggregate, it
has made more money for merchants than any other
instrument. It has headed our production record!
"There are four models of Gulbransen Registering
Pianos, but the Suburban Model receives, practic-
ally everywhere in the country, much more than its
pro-rata of sales. Look at the record! From A to
Z, chosen at random from towns large and small:
Amsterdam, N. Y., 78 per cent; Bay City, Mich., 61
per cent; Camden, N. J., 57 per cent; Decatur, 111.,
70 per cent; East Liverpool, Ohio, 57 per cent; Fos-
toria, Ohio, 90 per cent; Grand Rapids, Mich., 55
per cent; Houston, Texas, 57 per cent; Independence,
Kans., 100 per cent; Jacksonville, 111., 70 per cent;
Kewanee, 111, 77 per cent; Lansing, Mich., 64 per
cent; Milwaukee, Wis., 65 per cent; New Orleans,
La., 66 per cent; Omaha, Neb., 54 per cent; Peoria,
111., 74 per cent; Quakertown, Pa., 90 per cent;
Rochester, N. Y. ? 64 per cent; Salt Lake City, Utah,
80 per cent; Trenton, N. J., 75 per cent; Urbana, 111.,
50 per cent; Van Wert, Ohio, 60 per cent; Wilkes-
Barre, Pa., 55 per cent; York, Pa., 57 per cent;
Zelienople, Pa., 60 per cent.
RETURNS TO BOSTON.
Mr. Stanwood Miller has returned to the Boston
offices after a trip through Maine in the interests of
the Continental Piano Company.
IN EVERY
DETAIL
HADDORFF V1ANO CO.
ROCKFORD,ILL.
Wholesale Office*:
TufcCfe
.IMS'
HQS.
AT*.
Schaff Bros.
Players • nd Pianos have won their stand-
ing with trade and public by 54 years of
steadfast striving to excel. They repre-
sent the
LARGEST COMPETITIVE VALUE
because <
to sell and satisfactory when sold.
Brighten Your Line with th«
SCHAFF BROS.
The Schaff Bros. Co.
For a
Bigger and Better
Business
There is nothing to compare
with the complete line of
M. SCHULZ CO.
The Players are RIGHT in
everything t h a t means
money to the dealers and
satisfaction to the public
You will never do anything better
than when you get in touch with
M. SCHULZ CO.
711 Milwaukee Avenue
CHICAGO
OUTHERN BRANCH: 730 Gandler Bldg., ATLANTA, GA
There's Money
for the Dealer in
Automatic Pianos
Established 1868
Huntington, Ind.
Fine Electric Self-Players of eye-
catching design and perfect perform-
ance. Also
GRAND PIANOS
EXCLUSIVELY
COIN OPERATED
One Style—One Quality
for places of entertainment, Theatres,
Movies, Ice Cream Parlors, Etc., Etc.
The best line including the famous
giving you the
"PIAN-O-GRAND"
"BANJ-O-GRAND"
and "HARP-O-GRAND"
Wide-awake Piano D e a l e r s find
them easy sellers in every community.
Send for illustrated
descriptive circulars.
Nelson -Wiggen Piano Co.
1731 Belmont Ave.,
CHICAGO
Unequaled Grand
Unequaled Price
at
Already being sold by leading dealers
throughout the country
Write today—tell us your next year's re-
quirements and we will meet your demands
with prompt and efficient service.
Columbian Grand Piano Mfg. Co.
400 W. Erie St.
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/
CHICAGO
December 20, 1924.
PRESTO
INTERESTING PIANO
PARLOR GAME SUGGESTED
Dealer Can Add to Analytical Facts by Asking
Customers' Judgments of the Value
of Pianos.
How many customers coming into the piano store
can make a good guess at the value of an instru-
ment? That is a question the piano dealer can
answer after an interesting series of sales incidents.
Some of the answers may be embarrassing to the
customers who think they have good piano judgment.
Some of the poorest pianos look as nice as the finest
ones. The judging by looks may also make the
dealer who puts the question appear foolish. When,
for instance, the guesser puts a "stencil valuation" on
the firm's fine leader, encased in a plain, simple case
of dull mahogany.
These are possibilities concerning the average cus-
tomer who enters a piano store. The out-of-the-
ordinary customer is a person who judges a piano
by its tone. It is hard to fool the enthusiastic pian-
ist with the fine aural sense of distinguishing and
analyzing sounds. The suggestion for the interesting
test is made in the December number of Tonk Topics,
the clever little periodical of the Tonk Manufactur-
ing Co., Chicago, which says "the public has little
conception of dollars and cents value in musical mer-
chandise. They know absolutely nothing of the costs
of material and manufacture." Continuing, the article
says:
"How can they arrive at a fair estimate of what the
price should be? Only by comparison, through re-
calling previous experiences, are they able to judge
value of goods. And with the constant change of
costs no one out of touch with the industry is able
to estimate values correctly. It requires an experi-
enced technician to pass on tonal capacity.
"When the main selling effort therefore is on price,
the store is at a handicap with every other store sell-
ing similar goods at a lower price. How frequently
docs it happen that a customer, after shopping in
WEBSTER PIANOS
Noted for Their Musical Beauty
of Tone and Artistic Style
ATTRACTIVE
Factory
Leominster,
Mast.
PRICES
Executive Office*
138th St. and Walton Ave.
New York
Division W. P. HAINES * CO., Inc.
various stores ultimately buys the lowest priced
goods, though they are obviously of inferior worth, in
terms of service and genuine value.
"Should the main selling emphasis not be placed
on other features than price? Arouse a genuine de-
sire through a demonstration of its service or enjoy-
ment, or by dwelling on its beauty. People will buy
what they want and can afford irrespective of price.
"Whatever you may say about beauty and quality
and convenience is only half heard and heeded, when
you raise the specter of price in the customer's mind
first."
S9|
AN
ARTISTIC
FOLDER SHOW GREAT
"SUBURBAN" SALABILITY
Gulbransen Registering Piano Model Is Proved Big
Winner in Cities Everywhere.
A folder picturing and describing the "Suburban"
model of the Gulbransen Registering Piano, has been
distributed to dealers by the Gulbransen Co., Chi-
cago. It is handsomely printed in two colors and in
addition to telling of the wonderful selling successes
of the model, also gives the dealer information about
"Special Suburban Helps" to facilitate sales.
"With the average purchaser it is no more a mat-
ter of the cheapest than of the highest-priced. It is
a matter of the finest instrument purchasable at a
price within reason," says the folder, addressing the
music merchant.
"And that is where the Suburban Model fits in.
The Suburban Model, over a period of years, has
been the dealers' best seller. In the aggregate, it
has made more money for merchants than any other
instrument. It has headed our production record!
"There are four models of Gulbransen Registering
Pianos, but the Suburban Model receives, practic-
ally everywhere in the country, much more than its
pro-rata of sales. Look at the record! From A to
Z, chosen at random from towns large and small:
Amsterdam, N. Y., 78 per cent; Bay City, Mich., 61
per cent; Camden, N. J., 57 per cent; Decatur, 111.,
70 per cent; East Liverpool, Ohio, 57 per cent; Fos-
toria, Ohio, 90 per cent; Grand Rapids, Mich., 55
per cent; Houston, Texas, 57 per cent; Independence,
Kans., 100 per cent; Jacksonville, 111., 70 per cent;
Kewanee, 111, 77 per cent; Lansing, Mich., 64 per
cent; Milwaukee, Wis., 65 per cent; New Orleans,
La., 66 per cent; Omaha, Neb., 54 per cent; Peoria,
111., 74 per cent; Quakertown, Pa., 90 per cent;
Rochester, N. Y. ? 64 per cent; Salt Lake City, Utah,
80 per cent; Trenton, N. J., 75 per cent; Urbana, 111.,
50 per cent; Van Wert, Ohio, 60 per cent; Wilkes-
Barre, Pa., 55 per cent; York, Pa., 57 per cent;
Zelienople, Pa., 60 per cent.
RETURNS TO BOSTON.
Mr. Stanwood Miller has returned to the Boston
offices after a trip through Maine in the interests of
the Continental Piano Company.
IN EVERY
DETAIL
HADDORFF V1ANO CO.
ROCKFORD,ILL.
Wholesale Office*:
TufcCfe
.IMS'
HQS.
AT*.
Schaff Bros.
Players • nd Pianos have won their stand-
ing with trade and public by 54 years of
steadfast striving to excel. They repre-
sent the
LARGEST COMPETITIVE VALUE
because <
to sell and satisfactory when sold.
Brighten Your Line with th«
SCHAFF BROS.
The Schaff Bros. Co.
For a
Bigger and Better
Business
There is nothing to compare
with the complete line of
M. SCHULZ CO.
The Players are RIGHT in
everything t h a t means
money to the dealers and
satisfaction to the public
You will never do anything better
than when you get in touch with
M. SCHULZ CO.
711 Milwaukee Avenue
CHICAGO
OUTHERN BRANCH: 730 Gandler Bldg., ATLANTA, GA
There's Money
for the Dealer in
Automatic Pianos
Established 1868
Huntington, Ind.
Fine Electric Self-Players of eye-
catching design and perfect perform-
ance. Also
GRAND PIANOS
EXCLUSIVELY
COIN OPERATED
One Style—One Quality
for places of entertainment, Theatres,
Movies, Ice Cream Parlors, Etc., Etc.
The best line including the famous
giving you the
"PIAN-O-GRAND"
"BANJ-O-GRAND"
and "HARP-O-GRAND"
Wide-awake Piano D e a l e r s find
them easy sellers in every community.
Send for illustrated
descriptive circulars.
Nelson -Wiggen Piano Co.
1731 Belmont Ave.,
CHICAGO
Unequaled Grand
Unequaled Price
at
Already being sold by leading dealers
throughout the country
Write today—tell us your next year's re-
quirements and we will meet your demands
with prompt and efficient service.
Columbian Grand Piano Mfg. Co.
400 W. Erie St.
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/
CHICAGO
Future scanning projects are planned by the International Arcade Museum Library (IAML).