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THE
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7VTUSIC TRKDE
. . CONTRIBUTIONS TO THE PRIZE CONTEST. . .
Interesting Essays by Henry Dreher and " One Who Knows," Showing the Accomplishments Necessary
for the Young Piano Salesman to Achieve Success.
A
NEW
PLANT
-
Extensive Additions to Their Manufacturing Quarters.
[Special to The Review.]
Ft. Wayne, Ind., Nov. 4, 1901.
The Packard Co., one of the most pro-
gressive music trade institutions in America,
have found the demand so great upon their
resources that the erection of additional fac-
tory space facilities was decided upon. Thurs-
day ground was broken for a new factory ad-
dition which will be 50 feet wide, 175 feet
long and four stories high. This added to
the already vast plant of the Packard Co.
will make it one of the most imposing manu-
facturing institutions of the trade.
The Packard pianos have been prime fav-
orites since they were first manufactured.
The growth of the Packard business reflects
the highest credit upon the business ability
of Albert S. Bond and his associates.
are, and not how bad the other dealers are.
Close up your sale on the spot soon as they
are pleased with piano, price and terms.
The piano never sounds as well as the
moment they buy it in the wareroom, and
select their stool, cover, and new piano. Af-
ter you deliver the piano call on the party and
see that all is satisfactory and this same
party will send you a new customer and will
continue to recommend you personally, and
these are all necessary requirements of a
modern
piano salesman who can command a
What are the Nece»»ary Requirements of a Modern Piano
Salesman?
good trade and a good salary and be of great
By Henry Dreher, Cleveland.
value
to any piano concern.
Be polite to your customers from the very
start, don't antagonize them, don't try to The more piano salesmen we can get in
show every grade of piano at once, but go to the United States to attend and join The Na- SCHMIDT & SON CO. INCORPORATE.
The H. Schmidt.& Son Co. has been or-
the nearest piano, play it, then wait for your tional Association of Piano Dealers, the more
ganized
in Muscatine, la., succeeding the old
customer to tell you just what you want to elevated will be their competition and respect
established
house of G. Schmidt & Bro. The
and must know to make a sale; don't tell them for each other.
officers
are:
President, Herman Schmidt;
What are the Necessary Requirements of a Modern Piano
what they want, let them tell you.
Salesman?
secretary and treasurer, Julius A. Schmidt,
By "One Who Knows," New York.
What price piano do they want? How
both of whom were connected with the old
Having
read with considerable interest concern. The capital stock of the new house
much money can they pay down ? How
much monthly payments, or is it cash? your various articles on trade ethics (as ap- is $25,000, with a paid-up capital of $15,000.
What color piano do they want? You may plied to the piano department), I desire to
"THE IDEAL STANDARD."
like an oak case piano; they may want ma- contribute my mite "for the good of the
It is interesting to note how specialties
hogany. Do they want a good tone piano in cause," as to what I consider are some of figure in salesmen's arguments in selling vari-
a plain case? Of course they do—everybody the necessary requirements of a modern ous pianos to-day. And it is interesting as
does, or they may want a fancy carved case. piano salesman: First—confidence and an well to note how the general taste has been cul-
tivated in knowledge of specialties, and how
But after quietly getting a reply from all honest belief in the instrument he is offering well informed the public has become regard-
ing certain parts of piano make-up. Recent-
the above necessary questions, you knozv for sale.
ly we overheard a salesman making quite an
Second—He
must
be
manly,
persevering
zvhere you are at. The above information
exhaustive argument in favor of a certain
and courteous in manner, and appreciate the piano; after he had concluded, the lady
is necessary to the modern piano salesman.
commercial
value of cordiality.
whom he thought he had converted by his
Then comes judgment and experience; will
Third—He should carry himself with ease eloquence turned and said: "Yes, but you
you ask the card price and drop a hundred if
said nothing about the action. That is the
necessary? or, give your time price and cash and dignity and thus make a favorable im- important part of piano make-up, I believe,
pression with the prospective customers.
and is there a Strauch action in this piano?
price and independently await results ?
Fourth—He must be careful in details If so, I shall be perfectly satisfied, for I
There are many peculiarities to the piano
learn that is the ideal standard."
business. Almost invariably your customer and original in his methods, and above all,
is a new one; that is, you don't sell a man a possess a way of stating facts which mean
piano to-day, and because he is pleased something.
Fifth—He should think deeply and speak
(same as with a pair of shoes or suit of clothes)
last
and concisely.
he comes and buys of you again. You must
Sixth—Straightforward and frank argu-
get his views, sell everything at a living-
ments
in favor of the instrument he is sell-
profit and never over-charge any one. Some
parties having confidence in your establish- ing will go a long way to gain confidence
ment will pay more than some shrewd busi- and exert an influence for good that will
ness man; put your profit on your goods legi- live after him.
Manufactured by
timately and never sell for cost or $10.00
Seventh—When circumstances make it
Che Pianophone Company,
profit to beat your competitor.
necessary for him to speak of a competitor
ORANGE, N . T.
Don't tell your employer your profit on he should do so in a delicate and diplomatic
every sale, he knows better than you the ex- way, which could not be construed as being
pense connected with running the establish- derogatory to the "other fellow" or the line
ment; and never make promises, such as free of instruments he handles.
J\ Superior Quality
movings, tunings, extra stool, new cover in
of
Eighth—He must always recollect that
six months or you can get your money back modesty and meekness are cardinal virtues.
Perforated music
Also
in five years; or a music teacher goes with the
Ninth—He should be systematic, as well Manufacturers
Rolls for the Piano-
Of
piano, etc. etc., unless you write it on the as methodical, in all his undertakings, and
phone n«d
copy of bill of sale handed in to the office never lose sight of the fact that by devoting
Other Self-playing
the day of sale. Don't make any promises all his energies to the doing of one thing
unless you know they will be fulfilled.
Attachments.
well, success must invariably crown his ef-
Tell every customer how good your pianos forts.
Few subjects have commanded more con-
sideration or excited greater interest than
the question: "What are the Necessary Re-
quirements of the Modern Piano Salesman ?"
—the fourth of the contesting series of es-
says for the $100 in prizes offered by The
Review. Since the essay that won the prize
was presented many contributions, abounding
in valuable ideas, have appeared in these col-
umns. The two herewith should be read
with interest by every piano salesman in the
country, for by their perusal many points
of advantage can be gained.
Che Pianophone
"Vow Don't Ijaee to Pumpir