Presto
Issue: 1927 2132 - Page 11
June 11, 1927.
11
PRESTO-TIMES
CHURCH BUYS BALDWIN
PRICE VERSUS MERIT
IN THE PIANO APPEAL
Reaction of Public in Its Attitude on the
"Price" Claim Should Be Noted
by Dealer.
By C. L. BEACH,
General Manager, Bush & Lane Piano Co.
Of particular interest and significance to the piano
industry is the tendency on the part of the buying
public, which has become noticeably apparent in the
country at large, to demand bona fide quality mer-
chandise in return for wages and income that are now
being spent for furnishings for the home and for mod-
ern articles of convenience and enjoyment. The
public has quite definitely emerged from the era of
indiscriminate buying.
In piano merchandise the reaction now evident in
the attitude of the public toward the "low-price-re-
gardless-of-quality" piano is a factor that is being al-
most tragically realized by many dealers. The ad-
vent of the so-called "price" grand that lacks dis-
tinction in design and is without tonal merit, for in-
stance, was accompanied by such violent exploitation
in the way of merchandising effort that piano pur-
chasers were virtually swept off their feet by price
appeal without time to realize that anything in the
shape of a grand piano did not mean the quality that
should rightly be expected of a piano in grand form.
The enthusiasm of the trade in the fertile new pas-
ture of exploitation carried away even conservative
retail piano establishments in a veritable frenzy of
desire to take advantage of opportunities that the new
field opened.
Difficulty in Collections.
Time, however, is demonstrating that it is not only
difficult to collect on contracts covering the sale of
inferior grands that were made to people of musical
discrimination, but that the people have awakened to
a realization of the fact that a good grand costs
money and that the price piano purchased was not
what they wanted and that they could never be satis-
fied with an inferior instrument in their home. Many
of these discriminating purchasers are now demand-
ing good piano merchandise in exchange for thc.r
original purchase and many dealers are faced with a
genuine problem in this connection.
The retail trade has matter for real consideration
in this connection and that the manufacturer should
encourage his dealer connections to a program of
quality piano merchandising both for the good of the
trade at large and for the particular good of the
retailer and the permanent prestige of the trade in
the eyes of the retail customer.
Protest of Discriminating Customer.
One very important element in a retailing program
should now be 'to never attempt to sell to a musically
discriminating customer an instrument of poor tone
and construction. Such tactics must inevitably react
unfavorably to a dealer's standing in the community.
It could furthermore be suggested that the retail
trade comprehensively set out to develop more genu-
ine salesmanship in their selling force as regards in-
teresting prospects in quality pianos. It has been al-
leged that piano salesmanship has depreciated from
•the old-time standards and this may be true to quite
an extent. It would seem there could be no mistake
now, as a business proposition to piano salesmen, to
be, themselves, more appreciative of high grade
PItESBYTKRIAN CHURCH, GRAND FORKS, N. DAK.
INSERT—DR. F. HALSEY, PASTOR.
First Presbyterian Church of Grand Forks, N. D ,
which enjoys a membership of over 1,400 or better
than one-sixth of all families in the city, recently
bought a Baldwin Grand. The church stands tenth
in membership growth during the past year among
more than 10,000 Presbyterian churches and is recog-
nized as one of the very prominent churches of the
Northwest.
It was but natural and simply a continuation of its
progressive and enlightened policy for the First Pres-
byterian Church of Grand Forks, N. D., to demand
the highest possible quality when selecting a musical
acquisition. A Style H Baldwin Grand was chosen
for the beautiful auditorium of this house of wor-
ship, and it is noteworthy that Dr. F. Halsey Am-
brose, the popular and energetic pastor, purchased at
the same time a Style 315 Ellington for his home.
pianos
which
on in
higher
EXCERPT FROM THE VOSE
BULLETIN TO THE TRADE
in order that they may have the enthusiasm
can be turned to profitable account from now
the merchandising of a larger percentage of
standard instruments.
The Dealers' Allegiance.
In regard to asking exclusive allegiance of a
dealer to a high grade line, it must be recognized that
no retail business can operate on high grade goods
alone. The few exceptions there may be but prove
the rule. It is, however, our viewpoint that the man-
ufacturer of high grade instruments can very well
provide his dealer clientele with moderate priced
models, which will give an entree piano, which will
meet to a practical degree the matter of price com-
petition.
The large class of buyers who have some apprecia-
tion for quality yet who simply are not financially
able to buy high-priced instruments must welcome
the opportunity to get real quality at reasonable price.
This kind of a set-up in fact offers a real bargain
proposition that can be termed reputable. In other
words, even for his lower priced trade the dealer, we
believe, ought to handle substantial merchandise and
the manufacturer should be in a position to supply it.
The development of a larger public musical intelli-
gence indicates golden opportunities for the high-
grade piano 'merchandiser and the handling of sub-
stantial piano merchandise, while even now pre-emi-
nently profitable, will prove to be more and more
satisfactory from every standpoint.
Reminder to Dealer That the Vose Has an Ideal
Historical Background to Point To.
The Vose Bulletin, issued to the trade by the Vose
& Sons Piano Co., Boston, has this to say in the cur-
rent number:
"Vose pianos are more in demand today than ever
because the name 'Vose' has color and an historical
background behind it, the story of which salesmen
delight in imparting to prospective purchasers.
"Vose cases have eye appeal and this factor is one
of the potent powers in selling pianos today. Vose
value is far more than the price for which the Vose
is sold. This is another strong argument in the sales-
man's friendly battle for trade. Salesmen know that
the Vose is a piano upon which they can build up a
trade and also enhance their own standing and repu-
tation in their community. The Vose is the sales-
man's friend and we are proud to write that the
salesman is proving to be a friend of the Vose."
,
The Flanner-Hafsoos Music House, Inc., Milwau-
kee, has purchased the music goods stock of the
Schefft Music House, 96 Mason street.
BOWEN PIANO LOADER HELPS SALESMEN
Outside Salesmen must be equipped so as to "show the goods." The season for country piano selling is approaching. Help your sales-
men by furnishing them with the New Bowen Piano Loader, which serves as a wareroom far from the store. It is the only safe
delivery system for dealers, either in city or country. It costs little. Write for particulars.
BOWEN PIANO LOADER CO.,
Winston-Saletn, 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/
11
PRESTO-TIMES
CHURCH BUYS BALDWIN
PRICE VERSUS MERIT
IN THE PIANO APPEAL
Reaction of Public in Its Attitude on the
"Price" Claim Should Be Noted
by Dealer.
By C. L. BEACH,
General Manager, Bush & Lane Piano Co.
Of particular interest and significance to the piano
industry is the tendency on the part of the buying
public, which has become noticeably apparent in the
country at large, to demand bona fide quality mer-
chandise in return for wages and income that are now
being spent for furnishings for the home and for mod-
ern articles of convenience and enjoyment. The
public has quite definitely emerged from the era of
indiscriminate buying.
In piano merchandise the reaction now evident in
the attitude of the public toward the "low-price-re-
gardless-of-quality" piano is a factor that is being al-
most tragically realized by many dealers. The ad-
vent of the so-called "price" grand that lacks dis-
tinction in design and is without tonal merit, for in-
stance, was accompanied by such violent exploitation
in the way of merchandising effort that piano pur-
chasers were virtually swept off their feet by price
appeal without time to realize that anything in the
shape of a grand piano did not mean the quality that
should rightly be expected of a piano in grand form.
The enthusiasm of the trade in the fertile new pas-
ture of exploitation carried away even conservative
retail piano establishments in a veritable frenzy of
desire to take advantage of opportunities that the new
field opened.
Difficulty in Collections.
Time, however, is demonstrating that it is not only
difficult to collect on contracts covering the sale of
inferior grands that were made to people of musical
discrimination, but that the people have awakened to
a realization of the fact that a good grand costs
money and that the price piano purchased was not
what they wanted and that they could never be satis-
fied with an inferior instrument in their home. Many
of these discriminating purchasers are now demand-
ing good piano merchandise in exchange for thc.r
original purchase and many dealers are faced with a
genuine problem in this connection.
The retail trade has matter for real consideration
in this connection and that the manufacturer should
encourage his dealer connections to a program of
quality piano merchandising both for the good of the
trade at large and for the particular good of the
retailer and the permanent prestige of the trade in
the eyes of the retail customer.
Protest of Discriminating Customer.
One very important element in a retailing program
should now be 'to never attempt to sell to a musically
discriminating customer an instrument of poor tone
and construction. Such tactics must inevitably react
unfavorably to a dealer's standing in the community.
It could furthermore be suggested that the retail
trade comprehensively set out to develop more genu-
ine salesmanship in their selling force as regards in-
teresting prospects in quality pianos. It has been al-
leged that piano salesmanship has depreciated from
•the old-time standards and this may be true to quite
an extent. It would seem there could be no mistake
now, as a business proposition to piano salesmen, to
be, themselves, more appreciative of high grade
PItESBYTKRIAN CHURCH, GRAND FORKS, N. DAK.
INSERT—DR. F. HALSEY, PASTOR.
First Presbyterian Church of Grand Forks, N. D ,
which enjoys a membership of over 1,400 or better
than one-sixth of all families in the city, recently
bought a Baldwin Grand. The church stands tenth
in membership growth during the past year among
more than 10,000 Presbyterian churches and is recog-
nized as one of the very prominent churches of the
Northwest.
It was but natural and simply a continuation of its
progressive and enlightened policy for the First Pres-
byterian Church of Grand Forks, N. D., to demand
the highest possible quality when selecting a musical
acquisition. A Style H Baldwin Grand was chosen
for the beautiful auditorium of this house of wor-
ship, and it is noteworthy that Dr. F. Halsey Am-
brose, the popular and energetic pastor, purchased at
the same time a Style 315 Ellington for his home.
pianos
which
on in
higher
EXCERPT FROM THE VOSE
BULLETIN TO THE TRADE
in order that they may have the enthusiasm
can be turned to profitable account from now
the merchandising of a larger percentage of
standard instruments.
The Dealers' Allegiance.
In regard to asking exclusive allegiance of a
dealer to a high grade line, it must be recognized that
no retail business can operate on high grade goods
alone. The few exceptions there may be but prove
the rule. It is, however, our viewpoint that the man-
ufacturer of high grade instruments can very well
provide his dealer clientele with moderate priced
models, which will give an entree piano, which will
meet to a practical degree the matter of price com-
petition.
The large class of buyers who have some apprecia-
tion for quality yet who simply are not financially
able to buy high-priced instruments must welcome
the opportunity to get real quality at reasonable price.
This kind of a set-up in fact offers a real bargain
proposition that can be termed reputable. In other
words, even for his lower priced trade the dealer, we
believe, ought to handle substantial merchandise and
the manufacturer should be in a position to supply it.
The development of a larger public musical intelli-
gence indicates golden opportunities for the high-
grade piano 'merchandiser and the handling of sub-
stantial piano merchandise, while even now pre-emi-
nently profitable, will prove to be more and more
satisfactory from every standpoint.
Reminder to Dealer That the Vose Has an Ideal
Historical Background to Point To.
The Vose Bulletin, issued to the trade by the Vose
& Sons Piano Co., Boston, has this to say in the cur-
rent number:
"Vose pianos are more in demand today than ever
because the name 'Vose' has color and an historical
background behind it, the story of which salesmen
delight in imparting to prospective purchasers.
"Vose cases have eye appeal and this factor is one
of the potent powers in selling pianos today. Vose
value is far more than the price for which the Vose
is sold. This is another strong argument in the sales-
man's friendly battle for trade. Salesmen know that
the Vose is a piano upon which they can build up a
trade and also enhance their own standing and repu-
tation in their community. The Vose is the sales-
man's friend and we are proud to write that the
salesman is proving to be a friend of the Vose."
,
The Flanner-Hafsoos Music House, Inc., Milwau-
kee, has purchased the music goods stock of the
Schefft Music House, 96 Mason street.
BOWEN PIANO LOADER HELPS SALESMEN
Outside Salesmen must be equipped so as to "show the goods." The season for country piano selling is approaching. Help your sales-
men by furnishing them with the New Bowen Piano Loader, which serves as a wareroom far from the store. It is the only safe
delivery system for dealers, either in city or country. It costs little. Write for particulars.
BOWEN PIANO LOADER CO.,
Winston-Saletn, 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).