Music Trade Review

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THE MUSIC TRADE REVIEW
. . CONTRIBUTIONS TO THE PRIZE CONTEST. . .
An Interesting Essay by Frank L Blanchard, Showing the Accomplishments Necessary for the Young
Piano Salesman to Achieve Success—Should be Ifcad by Everyone Engaged in This Calling.
oped in others. It is the governor of action.
It guides a man in the right direction and
prevents him from wearing out the pros-
pective customer by foolish gibberings. In
other words, it is a valuable aid in directing
him in handling his customers.
The piano salesman must know the in-
strument he sells from pedal to cover—its
strong points and its weak points. He
What are the Necessary Requirements of a Modern Piano
ought to understand its construction so that
Salesman?
he
may be able to answer all questions that
By Frank L. Blanchard, New York.
If one man wants to buy a piano and an- may be asked. This knowledge will be a
other has one to sell, the actual time con- bulwark of strength to him when he is called
sumed in making the exchange of cash and upon to meet the criticisms which rival sales-
piano is indeed brief, and the amount of men are sure to pour into the ears of the
ability required to close the transaction is buyer.
Ability to play a few compositions is es-
very small. On the other hand, if there are
sential,
although not absolutely necessary,
150 dealers, with pianos to sell, who desire
to secure this man as a customer, the one especially in large warerooms where a mu-
who is successful in closing the trade must sician is employed for the purpose of show-
possess superior ability or a better instru- ing off the instrument. As a rule, however,
ment. What are the qualifications, the pos- a salesman should be a fair musician. If,
after explaining the construction and good
session of which makes a good salesman ?
Piano makers and dealers are agreed that points of the instrument, he can sit down
great changes have been made in the meth- and, by a skillful manipulation of the keys,
ods of selling instruments in the last twenty- illustrate its tone quality, he is bound, all
five years. When the number turned out was things being equal, to make a good impres-
small there was little difficulty in disposing sion upon his customers.
Tact and perseverance are two other val-
of them, because the entire country was
obliged to apply to the very few makers uable and reliable qualities in a salesman.
for the pianos they desired. The salesman Piano sales are not as easily or as frequently
did not have to know very much about the made as the sale of stoves, or refrigerators,
piano business. If he could play a tune or because of the large amount of money in-
so—the more popular the better—that was volved in the transaction. Competition is
all that was necessary. But the times have keen and the methods used to force custom-
greatly changed since then. There are hun- ers to buy are not always honest. Those
dreds of manufacturers in the field, all com- who are easily disturbed by obstacles should
peting for business. The quality of their steer clear of the piano business. It fre-
product is as varied as it is possible to imag- quently takes a long time to make people
ine. Instruments are made to suit the de- believe that the piano you have to sell meets
mands of all pocket-books. The cheap com- their requirements better than all the others
pete with the costly. Handsome cases often offered. The seed must be planted, watered
and encouraged to grow. Advertisements,
enclose, veritable "thump-boxes."
With these facts in mind, it is at once ap- circulars and personal calls are the usual
parent that the modern salesman to be suc- means employed for starting a customer in
cessful must possess peculiar and unusual the right direction. These must be followed
ability. Undoubtedly, the foundation is a up, week in and week out, with bull-dog
good education. Without it a man may pos- pertinacity, until the end sought for is
sibly be able to sell pianos, but his efficiency gained.
Lack of tact has spoiled many sales. The
is greatly increased by a broad knowledge
of human affairs. Pianos are generally sold prospective purchaser should be allowed to
to the better class of people—those of cul- have some ideas of his own as to the kind
ture, -refinement and some degree, at least, of an instrument he desires to purchase.
of wealth. Ignorance of the ordinary ac- Don't belittle his opinions. If you think he
complishments of life is a serious handicap is wrong, say so, but do it in a considerate
to the salesman's success. He must be able way, explaining carefully wherein he is at
to talk easily, grammatically and intelligent- fault. If he is open to conviction he will
ly, and have a knowledge of conventional listen to your arguments respectfully and
probably be convinced. Don't throw mud
matters indicative of good breeding.
Common sense is a most desirable quality. at your competitors. Use all your force
It is born in most men and may be devel- and energy in advocating the merits and
Recently we presented the essay that
won the prize upon the subject, "What
are the Necessary Requirements of the Mod-
ern Piano Salesman?" We give with this
issue the fifth of a series of interesting
essays which were contributed during this
prize contest. They should be read with
interest by every piano salesman in the coun-
try, for by their perusal many points of ad-
vantage can be gained.
desirable qualities of the piano you are sell-
ing. If you can see no merit in the instru-
ment sold by your rivals, the chances are
that the customer will conclude that you
may be mistaken about the merits of your
own. There are some people who seek to
buy a piano who cannot afford it, and you
know it. These must be handled gently, so
as not to offend them, as the time may come
when they will be in a position to buy and
then will remember you. A man who is pru-:
dent, even though his salary is small, is a
good risk in a piano sale.
The successful salesman must know his
field thoroughly. He should prepare a list
of those who own pianos, in order that none
of his efforts may be wasted on them. He
should keep a list of the music teachers and
their pupils, and watch the obituary column
for legacies left to people who may become
instrument buyers. He should keep posted
on the new arrivals in town, especially those
who take up their permanent residence in
the community. He should read the papers
carefully, attend the concerts and know what
is going on in the world of music.
These are, to my mind, the most essential
qualifications for piano salesmen. I have
said nothing about honesty, because no man
can long succeed in any line of work if he
is dishonest. The man who lies to affect
the sale of a piano makes a great mistake,
because his customer is bound to find it out
some time and tell his friends about it. Con-
fidence in the salesman is thus destroyed,
and he will lose many future sales in con-
sequence.
TRADE AT ANN ARBOR.
Organ
Factory Busy — Manufacturer
Leaves for California.
Henderson
[Special te The Review.]
Ann Arbor, Mich., Sept. 23, 1901.
The successful growth of the Ann Arbor
Organ Co.'s business under the able admin-
istration of J. Compton Henderson, is well
known and 1901 promises to be the banner
year in the history of this concern. The
Ann Arbor product has a firm footing in
the old world as well as the new. Mr. Hen-
derson left a few days ago on a trip West
as far as the Pacific Coast.
Whenever he goes to Europe, or on an
extended journey in this country, there is
an immediate brightening up of Ann Arbor
trade in localities visited.
CALL FOR SMITH & BARNES PIANOS.
The fall demand for Smith & Barnes pia-
nos is now evidently in full swing. Onfc
morning last week the Smith & Barnes
Piano Co. received fifty-nine orders before
eleven o'clock. The call for the instruments
made by this firm speaks volumes for their
selling and musical qualities. There has
been no let-up in the demand during the sum-
mer, and, as noted above, the fall trade has
opened up with what might be characterized
"a rush."