Presto
Issue: 1928 2165 - Page 5
PRESTO-TIMES
January 28, 1928
Announcing a New Grand
-%ams
Heppelwhite
The New Packard Grand—
Heppelwhite Model, Style R
4 ft. 7 in. long. Mahogany-
Bench, to match.
..Hacked by a 7{ealSale$Vlan!
1928 is the year of opportunity for Packard dealers. The Packard organization, old
in reputation but youthful in spirit, has kept in contact with dealers' problems in a
way that is enabling Packard to produce new designs in Packard instruments that
will sell most readily and to supply the selling assistance dealers need.
The Heppelwhite Grand shown at the right is the newest Packard value—a splendid
instrument in an exquisite case at a surprisingly low price. It's true Packard quality
in every line with the rich full rounded tone Packard Grands are noted for. Get the
Packard plan behind you—get Packard values on your floors. Write us now!
THE PACKARD PIANO COMPANY
3335 Packard Avenue
WILL A. WATKIN ON
TRADE=IN PROBLEM
In Commenting on "Suggestions to Help the
Trade" Previously Printed, Observant
Texas Dealer Adds Some Valuable
Observances for Profitable Sales.
A USEFUL SCHEDULE
Dallas Music Merchant Draws Attention to Separate
Section in Book Issued by Chamber and Ably
Points Out Its Efficiency.
A "List of Suggestions to Help the Trade," printed
in Presto-Times of January 14 and submitted by a
music dealer of prominence and long experience, has
evoked considerable interest in the trade. The writer
pointed out the "extreme gravity" of the music trade
situation and his suggestions specifically the lim-
iting of trade-in allowances. They also alluded to
the circumstances that make a sale a par or below par
affair, as well as other incidents that make for prof-
its or losses in sales of pianos and other music
goods.
In an interesting and instructive comment on the
"suggestions," Robert N. Watkin, secretary of the
Will A. Watkin Company, Dallas, Tex., called the
article a good one and agreed that the trade-in prob-
lem was "one of the worst to deal with from the
standpoint of profits."
A valuable set of suggestions for the solution of
the trade-in problem by Will A. Watkin, president
of the Dallas firm and a music merchant of experi-
ence whose opinion is highly valued by the trade,
are herewith reproduced:
SUGGESTIONS BY WILL A. WATKIN.
As a solution of the "trade-in" problem I suggest:
1. That a book of "Piano Retail Prices" be issued
by the National Music Industries Chamber of Com-
merce, showing the retail prices for which all various
makes of piano sell.
These retail prices to be determined by procuring
from not less than ten leading and most responsible
music merchants in various sections of the United
States, from New York to California, north and south,
the retail prices for which they sell the same style
and make of piano; and an average to be taken from
these prices which will determine the prices for the
respective pianos.
A Useful Schedule.
IT. That in a separate section of the book of
"Piano Retail Prices" a schedule be provided,
showing in periods of not more than five years, the
year in which each separate piano was made. This
schedule is to be similar to the schedule used in the
Ampico Art Society depreciation schedule.
III. That the dealer use the prices in the book of
"Piano Retail Prices" and the "Schedule" showing the
Fort Wayne, Indiana
year in which the piano was built, as the basis for
"resale" prices; and that the dealer is earnestly
advised and requested when fixing the exchange
value of the piano, to take into consideration the
number of years in use, the present condition, etc.,
and to fix a fair resale price for the piano after it is
placed in selling condition; and that from such fair
resale price, the dealer shall deduct forty per cent to
cover his overhead expenses and resale profit; and
after deducting forty per cent, shall also deduct a
further amount, representing an estimate for the real
cost of p'acing the piano in condition for resale.
Notice to Public.
IV. That prominently displayed in the book of
"Piano Retail Prices" will be inserted a "Notice to
the Public," that piano merchants selling pianos for
fair prices, cannot accept in exchange and sell old
instruments without a fair profit for the sale of the
o!d instrument, because the dealer must expend
money to put them in a resale condition and other-
wise incur additional expense for reselling them.
Observations and Notes
Note A. The above method for determining retail
price is of course not without objections, but with the
added provision that these prices are at factory points
and that extras and freights from factory should be
added, they will determine a very liberal retail price
as a basis for value.
B. It is doubtful if now any hard and fast ex-
change value could be suggested that will control
dealers. The first step toward a final goal will be
to encourage and advise the dealers, first for their
own advantage and profit, to accept the old instru-
ments in exchange for only such exchange values as
will permit them to make a profit in the resale of the
old instruments.
The Minimum Profit.
Forty per cent of retail prices is considered as mini-
mum profit for the dealer by the various phonograph
manufacturers. Piano manufacturers in general con-
sider that forty per cent or something more is fair
retail profit for the dealers. The retail dealer should
provide for himself at least forty per cent profit in his
resale of an exchanged instrument, and this forty
per cent he should provide for, plus the cost of
placing the old instrument in resale condition.
Illustration, Section I I I . Piano to be exchanged
sold new, retail price, $450.00, will resell in good con-
dition for $285.00. Deduct forty per cent, $114.00.
leaving $171.00. Deduct cost of repairs, etc., $45 00,
leaving $126.00, as proper exchange allowance.
In my judgment, the above offers a start toward
the final goal which some day will doubtless be
reached by some such exchange allowance schedule
as the typewriter companies provide their dealers and
salesmen.
W I L L A. WATKIN.
FARNY WURLITZER VISITS CHICAGO.
M. SCHULZ CO. SHOWS
NEW DIMINUTIVE GRAND
The Marionette Model of Aria Divina Repro-
ducing Grand Has Great Volume and
Brilliance of Tone.
The first of the diminutive Aria Divina grands
made by the M. Schulz Co., Chicago, is now on dis-
play in the retail sales rooms, 711 Milwaukee avenue,
and has already drawn considerable attention. A
claim to honors for building the smallest reproducing
grand in the world is made by the company, in its
new "Marionette" grand. This tiny piano is only
three feet eight inches long and forty-six inches
wide. It has a seventy-three note scale cleverly
worked out to provide volume and brilliance of tone.
The reproducing action is the Schulz Aria Divina,
a duplication of the action used in the larger Schulz
grands, but re-designed for the limited space provided
in the "Marionette" case.
It plays all standard 88-note reproducing rolls,
including the Q R S records and U. S. Auto-Art
Libraries as we'l as the specially made Aria Divina
Rolls.
The pump is a ball bearing crank unit to which the
expression box is fitted. The latter is cast aluminum
with a spill valve machined of the same metal. The
use of metal is a guarantee of even pressure and pre-
vents change in expression volume.
The "Marionette" case is a modified Louis XVI
design in hi-lite mahogany or walnut, with a lacquer
hand rubbed finish. There is a one-piece folding fall-
board, six turned mahogany trusses, and a shaped
music rack.
The M. Schulz Co. factories have resumed full
operation and are working hard to fill orders on this
newest product as well as the familiar Schulz Colony
grands, and Schulz players.
Business is considerably better than January, 1927,
according to Schulz officials, and they are confidently
expecting a record-breaking year.
R. A. BURKE ON BIG TRIP.
R. A. Rurke, of the Story & Clark Piano Company,
173 North Michigan avenue, Chicago, starts next
week for a trip into the Southwest, calling on the
trade in Texas, Oklahoma, Arkansas and adjacent
states. F. F. Story, vice-president and treasurer of
the company, is expected back in Chicago on Febru-
ary 2 from his Pacific Coast trip, and about this
time E. H. Story, president of the company, is ex-
pected at the main office also.
ATTENDS CONVENTION.
Gordon Laughead, general sales manager of the
Farny Wurlitzer, president of the Wurlitzer Man-
Wurlitzer Grand Piano Company, of DeKalb, 111.,
ufacturing Company and of the Wurlitzer Grand
left his office at 329 South Wabash avenue, Chicago,
Piano Company, whose headquarters are at the great on Monday of this week for a look-in at the factory
Wur'itzer plant, North Tonawanda, N. Y., was a at DeKalb, and on Tuesday he started east to attend
Chicago visitor last week in conference with the the conventions in New York on Thursday and Fri-
Wurlitzer officials here and at the Wurlitzer factory
day of this week. He made a call or two on his way
at DeKalb, 111.
eastward.
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/
January 28, 1928
Announcing a New Grand
-%ams
Heppelwhite
The New Packard Grand—
Heppelwhite Model, Style R
4 ft. 7 in. long. Mahogany-
Bench, to match.
..Hacked by a 7{ealSale$Vlan!
1928 is the year of opportunity for Packard dealers. The Packard organization, old
in reputation but youthful in spirit, has kept in contact with dealers' problems in a
way that is enabling Packard to produce new designs in Packard instruments that
will sell most readily and to supply the selling assistance dealers need.
The Heppelwhite Grand shown at the right is the newest Packard value—a splendid
instrument in an exquisite case at a surprisingly low price. It's true Packard quality
in every line with the rich full rounded tone Packard Grands are noted for. Get the
Packard plan behind you—get Packard values on your floors. Write us now!
THE PACKARD PIANO COMPANY
3335 Packard Avenue
WILL A. WATKIN ON
TRADE=IN PROBLEM
In Commenting on "Suggestions to Help the
Trade" Previously Printed, Observant
Texas Dealer Adds Some Valuable
Observances for Profitable Sales.
A USEFUL SCHEDULE
Dallas Music Merchant Draws Attention to Separate
Section in Book Issued by Chamber and Ably
Points Out Its Efficiency.
A "List of Suggestions to Help the Trade," printed
in Presto-Times of January 14 and submitted by a
music dealer of prominence and long experience, has
evoked considerable interest in the trade. The writer
pointed out the "extreme gravity" of the music trade
situation and his suggestions specifically the lim-
iting of trade-in allowances. They also alluded to
the circumstances that make a sale a par or below par
affair, as well as other incidents that make for prof-
its or losses in sales of pianos and other music
goods.
In an interesting and instructive comment on the
"suggestions," Robert N. Watkin, secretary of the
Will A. Watkin Company, Dallas, Tex., called the
article a good one and agreed that the trade-in prob-
lem was "one of the worst to deal with from the
standpoint of profits."
A valuable set of suggestions for the solution of
the trade-in problem by Will A. Watkin, president
of the Dallas firm and a music merchant of experi-
ence whose opinion is highly valued by the trade,
are herewith reproduced:
SUGGESTIONS BY WILL A. WATKIN.
As a solution of the "trade-in" problem I suggest:
1. That a book of "Piano Retail Prices" be issued
by the National Music Industries Chamber of Com-
merce, showing the retail prices for which all various
makes of piano sell.
These retail prices to be determined by procuring
from not less than ten leading and most responsible
music merchants in various sections of the United
States, from New York to California, north and south,
the retail prices for which they sell the same style
and make of piano; and an average to be taken from
these prices which will determine the prices for the
respective pianos.
A Useful Schedule.
IT. That in a separate section of the book of
"Piano Retail Prices" a schedule be provided,
showing in periods of not more than five years, the
year in which each separate piano was made. This
schedule is to be similar to the schedule used in the
Ampico Art Society depreciation schedule.
III. That the dealer use the prices in the book of
"Piano Retail Prices" and the "Schedule" showing the
Fort Wayne, Indiana
year in which the piano was built, as the basis for
"resale" prices; and that the dealer is earnestly
advised and requested when fixing the exchange
value of the piano, to take into consideration the
number of years in use, the present condition, etc.,
and to fix a fair resale price for the piano after it is
placed in selling condition; and that from such fair
resale price, the dealer shall deduct forty per cent to
cover his overhead expenses and resale profit; and
after deducting forty per cent, shall also deduct a
further amount, representing an estimate for the real
cost of p'acing the piano in condition for resale.
Notice to Public.
IV. That prominently displayed in the book of
"Piano Retail Prices" will be inserted a "Notice to
the Public," that piano merchants selling pianos for
fair prices, cannot accept in exchange and sell old
instruments without a fair profit for the sale of the
o!d instrument, because the dealer must expend
money to put them in a resale condition and other-
wise incur additional expense for reselling them.
Observations and Notes
Note A. The above method for determining retail
price is of course not without objections, but with the
added provision that these prices are at factory points
and that extras and freights from factory should be
added, they will determine a very liberal retail price
as a basis for value.
B. It is doubtful if now any hard and fast ex-
change value could be suggested that will control
dealers. The first step toward a final goal will be
to encourage and advise the dealers, first for their
own advantage and profit, to accept the old instru-
ments in exchange for only such exchange values as
will permit them to make a profit in the resale of the
old instruments.
The Minimum Profit.
Forty per cent of retail prices is considered as mini-
mum profit for the dealer by the various phonograph
manufacturers. Piano manufacturers in general con-
sider that forty per cent or something more is fair
retail profit for the dealers. The retail dealer should
provide for himself at least forty per cent profit in his
resale of an exchanged instrument, and this forty
per cent he should provide for, plus the cost of
placing the old instrument in resale condition.
Illustration, Section I I I . Piano to be exchanged
sold new, retail price, $450.00, will resell in good con-
dition for $285.00. Deduct forty per cent, $114.00.
leaving $171.00. Deduct cost of repairs, etc., $45 00,
leaving $126.00, as proper exchange allowance.
In my judgment, the above offers a start toward
the final goal which some day will doubtless be
reached by some such exchange allowance schedule
as the typewriter companies provide their dealers and
salesmen.
W I L L A. WATKIN.
FARNY WURLITZER VISITS CHICAGO.
M. SCHULZ CO. SHOWS
NEW DIMINUTIVE GRAND
The Marionette Model of Aria Divina Repro-
ducing Grand Has Great Volume and
Brilliance of Tone.
The first of the diminutive Aria Divina grands
made by the M. Schulz Co., Chicago, is now on dis-
play in the retail sales rooms, 711 Milwaukee avenue,
and has already drawn considerable attention. A
claim to honors for building the smallest reproducing
grand in the world is made by the company, in its
new "Marionette" grand. This tiny piano is only
three feet eight inches long and forty-six inches
wide. It has a seventy-three note scale cleverly
worked out to provide volume and brilliance of tone.
The reproducing action is the Schulz Aria Divina,
a duplication of the action used in the larger Schulz
grands, but re-designed for the limited space provided
in the "Marionette" case.
It plays all standard 88-note reproducing rolls,
including the Q R S records and U. S. Auto-Art
Libraries as we'l as the specially made Aria Divina
Rolls.
The pump is a ball bearing crank unit to which the
expression box is fitted. The latter is cast aluminum
with a spill valve machined of the same metal. The
use of metal is a guarantee of even pressure and pre-
vents change in expression volume.
The "Marionette" case is a modified Louis XVI
design in hi-lite mahogany or walnut, with a lacquer
hand rubbed finish. There is a one-piece folding fall-
board, six turned mahogany trusses, and a shaped
music rack.
The M. Schulz Co. factories have resumed full
operation and are working hard to fill orders on this
newest product as well as the familiar Schulz Colony
grands, and Schulz players.
Business is considerably better than January, 1927,
according to Schulz officials, and they are confidently
expecting a record-breaking year.
R. A. BURKE ON BIG TRIP.
R. A. Rurke, of the Story & Clark Piano Company,
173 North Michigan avenue, Chicago, starts next
week for a trip into the Southwest, calling on the
trade in Texas, Oklahoma, Arkansas and adjacent
states. F. F. Story, vice-president and treasurer of
the company, is expected back in Chicago on Febru-
ary 2 from his Pacific Coast trip, and about this
time E. H. Story, president of the company, is ex-
pected at the main office also.
ATTENDS CONVENTION.
Gordon Laughead, general sales manager of the
Farny Wurlitzer, president of the Wurlitzer Man-
Wurlitzer Grand Piano Company, of DeKalb, 111.,
ufacturing Company and of the Wurlitzer Grand
left his office at 329 South Wabash avenue, Chicago,
Piano Company, whose headquarters are at the great on Monday of this week for a look-in at the factory
Wur'itzer plant, North Tonawanda, N. Y., was a at DeKalb, and on Tuesday he started east to attend
Chicago visitor last week in conference with the the conventions in New York on Thursday and Fri-
Wurlitzer officials here and at the Wurlitzer factory
day of this week. He made a call or two on his way
at DeKalb, 111.
eastward.
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).