Presto

P R E S T 0-T I M E S
12
MEN AND CONDITIONS NOTED
Observations Evoke Plain Statement and Comment and the Study of Facts
Encourages Interesting Surmises as to Results
Farmer Buys a Straube.
A farmer motoring homeward through Hammond,
Ind., after visiting the International Stock Show in
Chicago recently, noticed the big sign of the Straube
Piano Company on the water tank on top of the
Straube factory. This particular farmer had been
at the outs with the piano dealer in his home town,
so his thoughts ran something like this as he gazed
at the giant sign in the sky: "Why not go in there
and buy a piano from the factory, direct? Perhaps
T could see a piano in the making." So he drew up
to the curb and got out.
A few moments later he found himself in the spaci-
ous and comfortable offices of the Straube Piano
Company in conversation with H. A. Stewart, sales
manager. Mr. Stewart, whose business heretofore
has been with dealers at wholesale, as a matter of
course thought of his caller as a dealer and as there
was a shortage of samples in the factory shipping
room, conducted him to the Straube retail store at
631 Hohman avenue, Hammond, and showed him
the design he had indicated.
On the way over the customer revealed that he
was an agriculturist with his home a good many
miles away and that he wanted this particularly nice
instrument as a Christmas present for his daughter
who was a musician. A sale was soon made to him
on a cash basis and all parties to the transaction were
pleased. "This goes to show that one can never be
sure of his customer's mind at a glance; not until
he tells something about himself," said Mr. Stewart.
By the way, the Hammond store of Straube is
under the management of the third and youngest of
the Jacobson brothers, and E. R. Jacobson, president
of the Straube Piano Company, is proud of the way
this retail establishment is being handled. It is a
handsome store, with instruments well displayed, and
its business includes Zenith Radio.
* * *
J. Breckwoldt Predicts.
Julius Breckwoldt, of Julius Breckwoldt & Son,
Inc., Dolgeville, N. Y., says he has held to the line
of conservatism during the year. While he is not
sufficiently optimistic to guarantee a sudden return
of good times, he declares the piano will always
exist, piano music will always be with us and much
better times will roll around; if not early in the new
year at least when the presidential questions are
more definitely shaped.
* * *
Steinway Business Builders.
A consistent work running through many years
and still in active continuance is the bringing out of
great artists in connection with calling direct atten-
tion to certain makes of pianos. Most notable in
this regard stands the house of Steinway & Sons.
The heads of this great concern have been instru-
mental during several decades of bringing over from
foreign lands many pianists of renown, who have
brought fame to themselves as well as to the instru-
ments.
They have not only given solid backing to the
world's great artists abroad, but from our own United
States as well have been brought into prominent
places by Steinway encouragement and recognition.
From Mexico, from Russia, Germany or France, it
made no difference to Steinway & Sons, the artist
was recognized for what he was regardless of na-
tionality or previous condition of servitude. These
thoughts came to mind apropos the forthcoming
bringing of Horowitz to this country, beginning in
January.
Without yielding to the pessimism that some short-
sighted persons have been trying to inject into the
present situation, Steinway & Sons have gone right
on in the former way, showing stamina, faith, pur-
pose and plan, backing up artists and prospecting
for a continuance of the business clown the line into
a new generation.
For National Conservatory.
A bill has been introduced in Congress to estab-
lish a national conservatory of music. If such an
institution were set agoing and competent instruc-
tors employed, it ought to be another influence that
would contribute indirectly to the sale of more good
pianos.
* * *
Sorrow and Gladness.
As trade paper men looking on and yet indirectly
concerned, we have often noted how the losses of
one firm become the profits of another. How one
firm, disintegrating in some department of its former
effectiveness, helplessly plays into the hands of a
newer or more alert-to-the-day concern which takes
away much ,of the business. Conceding that it is
the fault of the management of the department which
has been slipping does not make the news that this
thought is leading to. Upon whom to lay the blame
is "neither heren or there." The startling thing is
that it is so; the more startling thing that it is so in
so many instances that a casual observer can recall.
It seems to hammer home the thought that we live
in a world that is perpetually changing. Taking
away wholesale business by drumming and advertis-
ing is merely rivalry; but building up a live business
out of the corpses of dead, unsold instruments of a
sleepy piano factory is something entirely different.
Full of gladness the new concern goes out with
these plums in its pockets, figuratively speaking, and
finds ready markets, while those who have parted
from them are sorrowing and trying to find out new
reasons for calling this a dull season.
* * *
Changes Beyond Control.
Even the farmer has much to complain about at
present concerning the loss of markets for his stand-
ard crops. Special writer Harper Leech says, "the
greater biological efficiency of the farmer has con-
tracted his market for grain, at the same time the
mechanical and combustion achievements of automo-
tive engineers have taken millions of horses out of
the grain market."
Such changes follow laws of the evolution of the
human race and are far beyond the control of indi-
viduals, associations, politicians or the press; they
belong to "what can't be cured must be endured."
* * *
Sell a New One, Regardless.
Multiple ownership of pianos in the same family is
hardly to be expected even if desired. If the family
could be induced to buy a new piano and keep the
old one it would save the dealer the trouble and
expense of taking the old one as a trade-in. With
the automobile dealers the ownership of two or more
machines in one family is encouraged rather than dis-
couraged. There are 2,700,000 families in the United
States that already own two or more automobiles
and there is every indication of a continued increases
in multiple car ownership; so automobile manufac-
turers are regarding this fast-increasing "second car"
market with significance. More than ten per cent of
all families in America own more than one car and
18 per cent of all car-owning families in the United
States have two cars or more. Here is subject mat-
ter for the piano men to think about. Why say any-
thing about the old piano having a trade-in value
when canvassing a family about buying a new one?
Why talk about the old piano at all?
* * *
A Promotional Period.
All piano men should realize that their line is not
the only article of merchandise that has any right
to make faces at a condition of going that suggests
to their minds John Bunyan's slough of despond.
Pracitcally every branch of merchandising has slack-
ened somewhat during the fall, and price-cutting has
been a common practice among merchants in the
pre-Christmas period. Merchants had gone to great
expense in fitting up warerooms and stores; pushed
on by manufacturers they had done extensive adver-
tising without drawing the multitudes they expected.
Just how effective the many schemes of promotion
will be remains to be seen. Certainly if promotional
activities could sell things there would be no end of
trade this season, for everybody is asked and often
compelled to join organizations for the "furtherance
of their interests." Even the laundry men have a
national association and a code of ethics governing
members.
* * *
For Trade Museum.
New York City has voted a site in the Jerome
Reservoir tract upon which to erect a trade museum
something like those of Munich, Vienna, Paris and
London. If present plans materialize, the trustees
will start their fund with $3,000,000 bequeathed by
the late Henry R. Towne. It is estimated that the
equivalent of about $20,000,000 in money, labor and
materials will be needed. The scientific methods
showing how pianos are built would be part of the
exhibitions.
* * *
Piano Trade Not Lottery.
It is a slur on the piano business to classify it as
a lottery, or to say to a man who proposes to engage
in it there is an entire absence of all opportunity of
calculating results. The reckless man will not suc-
ceed, of course, hut the calculating man who lays
his foundations carefully has as good a chance to
sell pianos as to sell anything else.
December 31, 1927
VLADIMIR HOROWITZ
TO PLAY STEINWAY
Great Pianist Who Has Scored Amazing
Triumphs in Europe Begins American
Tour on January 12.
Vladimir Horowitz appeared on the horizon only as
late as January, 1926, and immediately made for him-
self a position in the stellar firmament. Since then
he has been playing to sold-out houses throughout
Europe. He arrives in New York on January 9 and
makes an extensive tour throughout the United
States. He is only 24 years of age.
Vladimir Horowitz is another great artist who is
associated with the Steinway piano. Music lovers
VLADIMIR HOROWITZ (LEFT) AND ERNEST URCHS.
(From picture taken abroad last summer)
in a great many cities will have an opportunity of
hearing him play. Here is his itinerary for three
months:
January 12, 1.3 and IS, Xew York City; January 16,
Philadelphia; January 23, Lincoln, Xeb.; January 26.
27 and 28. St. Louis, Mo.
February 1, Washington, D. C.; February 3, Balti-
more, Md.; February 9, 10 and 11, Philadelphia;
February 14, Washington, D. C.; February 20 and
21, New York City.
March 1, 2 E.nd 3, Cincinnati, Ohio; March 7, St.
Paul, Minn.; March 8, 9 and 10, Chicago; March 15,
16 and 17, Boston, Mass.; March 20, Richmond, Va.
TO PRESTO TIMES
Friend, Presto-Times, we're mighty PROUD of
you!
And each week your pages we eagerly scan;
You come to our stores like a "pal," and we love you;
You've served us as only a GOOD journal can!
You've shone like a beacon in days that were dreary,
And brought to us happiness, courage and cheer;
You've given us STRENGTH, when our bodies
were weary—-
And increased our business, and banished our fear!
Our meetings, conventions, have all been recorded
Upon your fair pages, in days that have passed;
Our speeches and "findings" have all been accorded
A place in your annals—Oh, long may you last!
Our movings, expansions, and financial "doings,"
Our festivals, gatherings, parties, picnics,
Our sales "get-togethers," "store news," and "home-
brewings,"
New merchandise methods, and TIME-SAVING
tricks!
Always in your pages, you're fearless, plain-spoken,
And deal with the TRUTH, and don't quibble with
FACTS!
You take for your motto, the time-honored token,
"A SQUARE DEAL for all"—which you "back
up" by ACTS!
You strive to reflect all that's fine, in your pages,
And stand for whatever is decent and right;
When wrong would creep in, then your fearless voice
rages,
And always our Friend—you WIN in the fight!
—By James Edward Hungerford.
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