Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
7
ACHIEVING SUCCESS IN SELLING PIANOS IN THE COUNTRY
Depends Largely Upon Patience and Luck, Says One Piano Man—Prospects Easy to Get but
Hard to Close—Too Many Pianos Offered on Trial—Some Interesting Remarks.
offers to put in the pianos on trial. In a majority
DETROIT, MICH., September 29.—"Success in sell- of the cases the trial is not a matter of selection
ing pianos in the country depends either upon pa- of musical merit in a piano, but is a case of get-
tience or luck, according to my experience," said ting ready to buy. When the prospect gets good
a Detroit piano merchant who studies his trade and ready to buy he will buy the piano that is in
closely, estimates the value of the time spent land- his house at that time. This is a matter of luck
ing a prospect and employs every means to deter- if the dealer 'has not studied the case any. He
mine whether it is profitable to angle for a certain happens to be the man on the inside track when
kind of trade.
the time is ripe, and gets the sale. .
"Country prospects are the easiest kind to get,
"With a dealer who has the patience to spend
in Michigan at least. I can pick up a dozen in a lot of time investigating and calculating it be-
stopping over in a village, all seemingly fine ones, comes a matter of discrimination. He will learn
too. But when I go after them I find that they how many pianos the prospect already has had on
all want a piano sent on trial. The country agents trial, how long he kept them, whether he is in
accommodate them in this way. The prospects are debt, whether his this year's crops are good and
very frank about it. Some have told me that therefore is likely to have some cash in the fall,
they have had a piano for upward of a year, then and whether he needs said cash for other pur-
decided they,did not like it, and then have had poses, and so on. If these inquiries seem to favor
another one for a good many months. Such a his making a purchase within a few months he
thing is very common. I suppose they could keep puts in the piano, and generally gets the sale. I
themselves provided for years if they tried.
don't cater to the country business very much be-
"But in spite of the bad appearance this gives, cause of these conditions. But I know one firm,
nearly every one of them actually is a good pros- at least, which makes most of its profits from its
pect. The country agents themselves made the country business."
(Special to The Keview.)
FORESEES END OF DEPRESSION.
Optimism, John Wanamaker Says, Is
Need in the United States Now.
Great
(Special to The Review.)
PHILADELPHIA, PA., September 28.—John Wana-
maker expressed his firm belief that the present
business depression is only temporary in an address
at a luncheon at the St. James to-day, attended by
members of the Walnut Street Business Associa-
tion, Rotary Club and Merchants and Manufac-
turers' Association.
"Business is in a condition of unpleasantness, un-
healthfulness and fear," he said. "Our present
need is to discover the best way to get business on
to the double track of safety, out of the darkness
into light, to find a way for courageous feet and to
see a vision of returning good times.
"My great hope, indeed I may say my firm belief
to-day, is that this condition is only temporary. We
can shorten it, and it is our duty not to talk down
but to talk up. We must first get ourselves in an
optimistic frame of mind, for the man who is dis-
couraged can discourage the man who is next to
him. If a man has health and strength he has no
right going about with a long face, as he only
makes things harder for himself and for those
about him.
"We have gone through a hard time, but condi-
tions that exist are here, and are not simply the
result of politics or of war in Europe. The tariff
has had a great deal to do with the unrest, the
mills closing because capital cannot be had as
usual.
"As for the income tax, it is good, sound sense
to make the rich men bring out their money, but it
touches all such as ourselves, for there is just that
much money less in circulation. I have no fault to
find. We elected splendid people who notified us
in advance what they would do. We are talking
now not of cause, but of effect.
"In all cities business men have been affected by
the present condition of banking capital. The Fed-
eral reserve act will work out great good. Money,
however, is like merchandise—the highest bidder
gets it."
ILL OF TYPHOID FEVER.
The many friends of E. E. Vidaud, traveling
ambassador for the Lindeman & Sons Piano Co.,
New York, will regret to learn of his illness of
typhoid fever. He recently left on his annual
fall trip, but was out only two weeks when he
was stricken. The doctors believe that he will
have speedy recovery, as far as quick convalesence
can be had in typhoid cases.
A CONCORD OF SWEET SOUNDS.
'
13
CONCORD
PLAYERS
STEINWAY SALESJN MILWAUKEE.
Edmund Gram Piano House, Local Steinway
Representative, Places Instruments of That
Make in Many Prominent Homes Recently
—Edmund Gram Sees Turn in Trade Tide.
(Special to The Review.)
MILWAUKEE, W I S V September '29.—The Edmund
Gram Piano House, 414-416 Milwaukee street, is
meeting with an encouraging run of business, par-
ticularly on Steinways. While complaint is gen-
eral that business is dull and stocks are moving
slowly, Mr. Gram said to-day that he believes the
tide has turned and business is in a very fair way
of returning to normal conditions within a short
time. Mr. Gram admits that the process of read-
justment is slow, but the improvement he ha.s
noted in general business during the last week or
more is such that business men should have no
hesitancy in building up confidence.
Among the best Steinway sales made by the
Gram thouse during the week are: Steinway
grand to Frederic Hall, proprietor of The Beau-
mont, the leading hotel in Green Bay, Wis.;
Steinway miniature grand to F. C. Bostwick,
Waukesha, Wis.; Steinway to August Frey, treas-
urer of the Geuder-Paeschke-Frey Co., Milwau-
kee, a large tinware and enameling industry;
Steinway upright to H. B. Gregory, Milwaukee.
In addition to these sales, Mr. Gram reports a
business in his other lines that may be called brisk
in comparison to the tenor of trade during the
last few months. The Edmund Gram piano, for-
merly the Gram-Richtsteig, is building up a home
trade that exceeds even the splendid run of trade
enjoyed by the former Gram-Richtsteig. In the
Steck, Everett and Weber lines numerous sales
are registered and during the week Mr. Gram has
moved a lot of Pianola goods and a good many
electric pianos.
Albert E. Goodell, sales manager for Mr. Gram,
said: "It is merely a matter of gomg out after
the business nowadays. All of us will have to
admit that the frightful competition offered us by
the cut-rate and fly-by-night piano houses is some-
thing that is mighty discouraging at times, but we
find that these people are catering to the poorer
class of trade, and the instruments that have the
reputation are demanded just as much as for-
merly."
DEATH OF R^V. CARTER.
R. V. Carter, superintendent of agencies for the
Nordheimer Piano and Music Co., the prominent
Canadian house, died recently in Medicine Hat
while on a visit to the various Nordheimer
branches in the West. Mr. Carter was about
The E. H. Knauss Music House, Guthrie, Okla., forty years old and has been connected with the
has leased new quarters in the Billingsley Block, Nordheimer Co. for about ten years. His re-
that city, to which the company will remove at an mains were brought East and interred in Simcoe,
Ont., his home.
early date.
Style "K" Concord Piano
The Player actions used in
Concord Player-pianos are,
first of all, up to date and de-
pendable. They will produce
the desired results in a highly
satisfactory manner and are
very durable. In addition, we
have taken the time to install
them right and regulate them
perfectly before shipping. No
Piano or Player-piano is
ever Rushed Through our
Factory. Sufficient time and
attention is given each little
detail to insure its being in the
best possible shape.
Yes, this care and attention
cost money, but it is money
well spent, for when you place
a Concord Player with a cus-
tomer you are confident
It will play easily and prop-
erly.
It will require minimum at-
tention.
It will give permanent
satisfaction.
It will mean future ftales
for you.
For further
particular;
prices and terms, write
Geo.P.Bent Co.
MANUFACTURERS OF
CROWN & CONCORD PMNOS
2ff£/6 SoutAWbboshAve.
Chicago.
U.S.A.