Presto
Issue: 1925 2016 - Page 16
16
March 14, 1925.
P R E S T O
turnover in one grade of instrument is counteracted
by the expenses of selling the slower moving ones.
It suggests a source of danger for the firm with
limited capital.
Large concerns capable of buying for cash and in
quantities and selling on a quantity basis with the
turnover as the chief objective may do this business
Relation of One to the Other in the Scheme of with profit. They have the advantage over the small
dealers who fail of success because they cannot dis-
Sales Is Fully Realized by the Piano
pose of sufficient instruments on a small profit mar-
Dealer Who Understands Modern
gin to make the venture worth while.
The Rapid Turnover.
Methods of Trading.
In distribution, the expensive pianos, players and
reproducing pianos are not considered from a quan-
tity standpoint, but with many ambitious houses their
wider distribution among a selected class of prospects
The Main Purposes of the Music Merchant Depend is a noticeable and admirable effort. The question of
overhead therefore hinges on the rapid turnover of
on Conditions That Vary in the
the great mass of instruments found between the very
Different Stores.
cheap and the very expensive ones. The manager
Every dealer admits that the most important con- quoted before said:
"The medium-priced piano is the dealer's best bet
sideration in the trade is that of sales. And at first
glance it will not be seen that overhead of a store has when he strives to increase his turnover by more
a close relation to the distribution of the goods. In energetic methods of selling. The man dependent on
many stores where the overhead is admittedly too the cheap piano is so busy figuring on quantity turn-
high money and energy are directed away from the over that he disregards the smaller sales of the higher
main purpose of the stores—to sell more goods. The priced pianos with legitimately better profits. On the
conservation of profits has a direct bearing on the other hand, the man who features the high-priced re-
means to stimulate sales, and if money is unneces- producing piano is enamored of the higher profit per
sarily spent in one way, the apportionment of money instrument and gets into the habit of figuring on a
unit basis."
to necessary purposes is curtailed.
The New System.
Energetic selling work is the first requirement for
The
situation
set
forth has evidently developed a
increasing the turnover. But there are many things
in the methods of a store that discourage system whereby certain phases of the business are
bigger sales and they all have to do with the isolated. Several stores of a firm are made to carry
question of overhead.
Incompetent
salesmen lines calculated to appeal to certain types of pros-
on salary naturally fall down on the expectation pects. The lines there never conflict one with the
of the manager and their remuneration, little or big, other. The unco thrifty finds his piano in one place;
adds to the sum of the overhead. A service force, the man who wants something better than the cheap
perhaps, may be insufficiently employed through piano, but does not consider himself in the high-
weak publicity for the department, and in a way be- priced class finds his wants in another.
The display of a $3,000 reproducing piano scares
comes a liability. The advertising may be badly
placed or the copy prepared with poor judgment and away a man from one type of store while a $250
so fail to effect the complete purposes of music store player with a whole flock of free accessories shoos
him from another. But there's a place where his
publicity.
$1,000 will meet a player of good value for his money.
Importance of Overhead.
PRICE, TURNOVER
AND OVERHEAD
(Zae
PROFITS AND DISTRIBUTION
The size of the overhead may be made to govern
prices and here is something that has a close bearing
on sales—the turnover. The turnover plainly has to
do with the system of marking the goods. Prices too
high v/ill discourage the sum of sales; prices too low,
fixed without considering a too large overhead, will
naturally result in an annual profit of low visibility.
The marked prices certainly have a close relation to
the adjustment of the piano and playerpiano lines and
to a net fair return.
The Well-Balanced Line.
The adjustment of the piano lines is a very impor-
tant consideration. It is possible for pianos to con-
flict one with the other. As a manager said recently:
"A badly assorted line is like a family divided
amongst itself." A well balanced line is a continual
source of satisfaction. It insures an even ratio of dis-
tribution with a just division in the expenses of
selling.
The distribution of the instruments of low or me-
dium price is being accomplished by many houses by
widespread advertising based chiefly on the price
appeal. But the advantages of large sales in this
way are counteracted by the disadvantages of the
slower moving better pianos. The profitable quick
The Good Old
SMITH & NIXON
Pianos and Player Pianos
Better than ever, with the tame
"Grand Tone In Upright Case."
Grands and Players that every deal-
er likes to sell, for Satisfaction and
Profit.
STANDARDIZATION URGED IN
BULLETIN JUST ISSUED
Manufacturers in all Lines Addressed by Chamber
of Commerce and Means to Economies Suggested.
The department of manufacture of the Chamber
of Commerce of the United States has mailed a let-
ter to manufacturers including piano, talking ma-
chine and radio manufacturers pointing out the vital
necessity of eliminating waste in the production of
their goods. And while the progressive manufactur-
ers in all the lines have developed simplified systems
in their plants there are many plants wherein econo-
mies could be effected. Standardization is one of the
means towards economy pointed out in the letter,
and bulletin.
"Notwithstanding the very evident gains and econo-
mies which are certain to accrue from a reasonable
application of simplified practice, it is most surpris-
ing that numerous lines have as yet taken no very
definite steps in this direction," says the bulletin,
which adds that the Department of Commerce, the
American Engineering Standards Committee and the
National chamber are working hard to arouse all
lines to determine a course of action and follow it.
GULBRANSEN VISITORS.
George Burbeck, progressive music merchant of
Buffalo, N. Y., and C. O. Knight, energetic Gulbran-
sen dealer of Willston, N. Dak., were recent visitors
to the factory of the Gulbransen Co., Chicago and
Kedzie avenues, Chicago. Both gentlemen are opti-
mistic of the trade conditions of the immediate future,
and visited Chicago for the instruments for the spring
and summer trade.
OHIO FIRM REMODELS STORE.
The Spence Music Co., Zanesville, O., is now com-
pleting work on a remodeled building adjoining its
store in the rear and which will give double the floor
space formerly available. The additional floor space
will be utilized as a salesroom for pianos. The sales-
rooms now in use are inadequate to display the large
stocks advantageously.
ADDS PLAYERPIANOS TO LINE.
Smith & Nixon Piano Co.
1229 Miller St., Chicago
Cohan & Hughes, Baltimore, Md., widely known in
the talking machine and radio trade, has added
playerpianos to its line. The new department will
be operated in a wholesale way, in the manner of the
phonograph and radio stocks. I. S. Cohan, who has
had long experiences in the piano business, is man-
ager of the new department.
ARTISTIC
IN EVERY
DETAIL
HADDORFF PIANO CO.
ROCKFORD,ILL.
Wholemal* Office*;
N»w T
GUM
M(S. Mhtibaa Av*.
SM hwtMi
Ill CMBlMifeSi,
II
Schaff Bros.
Players a ad 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 of their beauty, reliability, tone
and moderate price. They are profitable
to sell and satisfactory when sold.
Brighten Your Line with the
SCHAFF BROS.
The Schaff Bros. Co.
Established 1868
Huntington, Ind.
GRAND PIANOS
EXCLUSIVELY
One Style—One Quality
giving you the
Unequaled Grand
Unequaled Price
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.
Nordlund Grand Piano Co.
400 W. Erie S t
CHICAGO
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/
March 14, 1925.
P R E S T O
turnover in one grade of instrument is counteracted
by the expenses of selling the slower moving ones.
It suggests a source of danger for the firm with
limited capital.
Large concerns capable of buying for cash and in
quantities and selling on a quantity basis with the
turnover as the chief objective may do this business
Relation of One to the Other in the Scheme of with profit. They have the advantage over the small
dealers who fail of success because they cannot dis-
Sales Is Fully Realized by the Piano
pose of sufficient instruments on a small profit mar-
Dealer Who Understands Modern
gin to make the venture worth while.
The Rapid Turnover.
Methods of Trading.
In distribution, the expensive pianos, players and
reproducing pianos are not considered from a quan-
tity standpoint, but with many ambitious houses their
wider distribution among a selected class of prospects
The Main Purposes of the Music Merchant Depend is a noticeable and admirable effort. The question of
overhead therefore hinges on the rapid turnover of
on Conditions That Vary in the
the great mass of instruments found between the very
Different Stores.
cheap and the very expensive ones. The manager
Every dealer admits that the most important con- quoted before said:
"The medium-priced piano is the dealer's best bet
sideration in the trade is that of sales. And at first
glance it will not be seen that overhead of a store has when he strives to increase his turnover by more
a close relation to the distribution of the goods. In energetic methods of selling. The man dependent on
many stores where the overhead is admittedly too the cheap piano is so busy figuring on quantity turn-
high money and energy are directed away from the over that he disregards the smaller sales of the higher
main purpose of the stores—to sell more goods. The priced pianos with legitimately better profits. On the
conservation of profits has a direct bearing on the other hand, the man who features the high-priced re-
means to stimulate sales, and if money is unneces- producing piano is enamored of the higher profit per
sarily spent in one way, the apportionment of money instrument and gets into the habit of figuring on a
unit basis."
to necessary purposes is curtailed.
The New System.
Energetic selling work is the first requirement for
The
situation
set
forth has evidently developed a
increasing the turnover. But there are many things
in the methods of a store that discourage system whereby certain phases of the business are
bigger sales and they all have to do with the isolated. Several stores of a firm are made to carry
question of overhead.
Incompetent
salesmen lines calculated to appeal to certain types of pros-
on salary naturally fall down on the expectation pects. The lines there never conflict one with the
of the manager and their remuneration, little or big, other. The unco thrifty finds his piano in one place;
adds to the sum of the overhead. A service force, the man who wants something better than the cheap
perhaps, may be insufficiently employed through piano, but does not consider himself in the high-
weak publicity for the department, and in a way be- priced class finds his wants in another.
The display of a $3,000 reproducing piano scares
comes a liability. The advertising may be badly
placed or the copy prepared with poor judgment and away a man from one type of store while a $250
so fail to effect the complete purposes of music store player with a whole flock of free accessories shoos
him from another. But there's a place where his
publicity.
$1,000 will meet a player of good value for his money.
Importance of Overhead.
PRICE, TURNOVER
AND OVERHEAD
(Zae
PROFITS AND DISTRIBUTION
The size of the overhead may be made to govern
prices and here is something that has a close bearing
on sales—the turnover. The turnover plainly has to
do with the system of marking the goods. Prices too
high v/ill discourage the sum of sales; prices too low,
fixed without considering a too large overhead, will
naturally result in an annual profit of low visibility.
The marked prices certainly have a close relation to
the adjustment of the piano and playerpiano lines and
to a net fair return.
The Well-Balanced Line.
The adjustment of the piano lines is a very impor-
tant consideration. It is possible for pianos to con-
flict one with the other. As a manager said recently:
"A badly assorted line is like a family divided
amongst itself." A well balanced line is a continual
source of satisfaction. It insures an even ratio of dis-
tribution with a just division in the expenses of
selling.
The distribution of the instruments of low or me-
dium price is being accomplished by many houses by
widespread advertising based chiefly on the price
appeal. But the advantages of large sales in this
way are counteracted by the disadvantages of the
slower moving better pianos. The profitable quick
The Good Old
SMITH & NIXON
Pianos and Player Pianos
Better than ever, with the tame
"Grand Tone In Upright Case."
Grands and Players that every deal-
er likes to sell, for Satisfaction and
Profit.
STANDARDIZATION URGED IN
BULLETIN JUST ISSUED
Manufacturers in all Lines Addressed by Chamber
of Commerce and Means to Economies Suggested.
The department of manufacture of the Chamber
of Commerce of the United States has mailed a let-
ter to manufacturers including piano, talking ma-
chine and radio manufacturers pointing out the vital
necessity of eliminating waste in the production of
their goods. And while the progressive manufactur-
ers in all the lines have developed simplified systems
in their plants there are many plants wherein econo-
mies could be effected. Standardization is one of the
means towards economy pointed out in the letter,
and bulletin.
"Notwithstanding the very evident gains and econo-
mies which are certain to accrue from a reasonable
application of simplified practice, it is most surpris-
ing that numerous lines have as yet taken no very
definite steps in this direction," says the bulletin,
which adds that the Department of Commerce, the
American Engineering Standards Committee and the
National chamber are working hard to arouse all
lines to determine a course of action and follow it.
GULBRANSEN VISITORS.
George Burbeck, progressive music merchant of
Buffalo, N. Y., and C. O. Knight, energetic Gulbran-
sen dealer of Willston, N. Dak., were recent visitors
to the factory of the Gulbransen Co., Chicago and
Kedzie avenues, Chicago. Both gentlemen are opti-
mistic of the trade conditions of the immediate future,
and visited Chicago for the instruments for the spring
and summer trade.
OHIO FIRM REMODELS STORE.
The Spence Music Co., Zanesville, O., is now com-
pleting work on a remodeled building adjoining its
store in the rear and which will give double the floor
space formerly available. The additional floor space
will be utilized as a salesroom for pianos. The sales-
rooms now in use are inadequate to display the large
stocks advantageously.
ADDS PLAYERPIANOS TO LINE.
Smith & Nixon Piano Co.
1229 Miller St., Chicago
Cohan & Hughes, Baltimore, Md., widely known in
the talking machine and radio trade, has added
playerpianos to its line. The new department will
be operated in a wholesale way, in the manner of the
phonograph and radio stocks. I. S. Cohan, who has
had long experiences in the piano business, is man-
ager of the new department.
ARTISTIC
IN EVERY
DETAIL
HADDORFF PIANO CO.
ROCKFORD,ILL.
Wholemal* Office*;
N»w T
GUM
M(S. Mhtibaa Av*.
SM hwtMi
Ill CMBlMifeSi,
II
Schaff Bros.
Players a ad 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 of their beauty, reliability, tone
and moderate price. They are profitable
to sell and satisfactory when sold.
Brighten Your Line with the
SCHAFF BROS.
The Schaff Bros. Co.
Established 1868
Huntington, Ind.
GRAND PIANOS
EXCLUSIVELY
One Style—One Quality
giving you the
Unequaled Grand
Unequaled Price
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.
Nordlund Grand Piano Co.
400 W. Erie S t
CHICAGO
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).