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PUBL
REVIEW
THE
MIWIC TIRADE
VOL.
LIV. N o . .6
Published Every Saturday by Edward Lyman Bill at 1 Madison Ave M New York, Feb. 10,1912
The Difference Between "Kicking and "Knocking" ,
j
LEADING piano merchant of the West recently remarked to me while discussing business con-
ditions and comparing the methods adopted at present in piano-selling with those of the past:
"When any information reaches me that one of my salesmen has used knocking methods to effect
a sale orders are issued for his instant dismissal. I consider that a salesman who has to resort to
such methods is not a good one to have in my employ.''
A
I am quoting these words because I believe that there are many salesmen who have not yet fully ap-
preciated what a serious disadvantage "knocking" is to them and to the interests of their employer.
People as a rule dislike a "knocker," and if a salesman strikes at a particular piano and speaks of it in
abusive terms he is pretty apt to arouse some curiosity on the part of his caller to investigate the special
instrument against which he employs such denunciatory terms.
"Knocking" means business disintegration, for it comes back with destructive force upon the very in-
stitution following a knocking policy.
There is a good deal of difference between kicking and knocking.
The kicker kicks at his house to keep everything up to date, but the knocker has a general grouch
against humanity, and a change of firm does not change his disposition, for he is sour against everybody
with whom he comes in contact.
Knocking impedes the progress of the world, while kicking has the tendency to cause investigation—
to look into things; and while the kicker may not always exercise good judgment he wants to see things
correct, and when he kicks he does so because he feels they are wrong.
But, the knocker is always the man with a grouch! . . . . . .
. .
And knocking invariably wins its own reward, for go in any.town that you may in this broad land of
ours and you will invariably find that local establishments which have earned the reputation for knocking
competitors' wares never reach a very high position.
Their very attitude creates distrust on the part of the public, and in the end, instead of gaining the
point which they desire, they have lost very materially in standing and in patronage; and, furthermore, the
business house which has lost the esteem and respect of its constituency faces a difficult situation; for,
while it is very easy to lose reputation and position, it is exceedingly difficult to regain it.
So, purely from a monetary standpoint, it. pays to. avoid: unkind and abusive criticism of competing
wares, which i§ colloquially designated as knocking, i^x knocking ofttim.es means a boost for the other man!