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THE MUSIC TRADE
REVIEW
WHY PIANO DEALERS SHOULD SELL MUSICAL MERCHANDISE
47
GEORGE B. STONE PASSES AWAY
Drum Manufacturer of Boston, Mass., Succumbs
to an Attack of Pneumonia
Some Convincing Arguments in Favor of a Small Goods Department in Every Piano Store, Ad-
vanced by Henry Stadlmair, of C. Bruno & Son, Inc.—New Ways of Doing Business
The importance and value of a musical mer- the space and the manager is concerned. The
EVERETT, MASS., January 29.—George Burt Stone,
chandise department in the store of the modern next thing to do, is to get a proper stock of manufacturer of drums and musical instruments
piano merchant is a subject of exceeding inter- good merchandise, and by this I mean a stock at 67 Hanover street, Boston, Mass., passed
est, and at the request of several of our readers that is fairly representative of the industry and away at his home here last week, following a
we are reproducing herewith some substantial constituting a display that would enable a cus- severe attack of pneumonia. Mr. Stone was
arguments in this connection, which were pre- tomer to secure about any kind of instrument well known in military circles, having been at
sented for consideration by Henry Stadlmair, of that he or she wishes. Here are some that one time drum major of the First Regiment
C. Bruno & Son, Inc., New York, sometime ago should be exhibited or carried in every depart- Band, as well as leader of Stone's Military Band,
in The Review. They are well worth a rehear- ment: Accordeons, brass band instruments, a member of the Drum Corps of Yarmouth,
ing. He said:
altos, artillery trumpets, autoharps, banjos, Me., one of the oldest organizations of its kind
"The question, Why should dealers sell mu- banjo-mandolins, baritones, bass, bassoon, bass in the East, and a member of Reeves' Band of
sical merchandise? can be likened to the ques- drum, batons, bones, cornets, guitars, mandolins, Providence. During recent years he had retired
tion, Why should dealers want to make more trombones, clarionets, bugles, violins, cases, from active participation in musical circles and
profits? Long before the piano business was castanets, concertinas, cymbals, double basses, devoted his entire time to his business. He was
ever thought of the musical instrument business drums, fifes, flageolets, flutes, French horns, har- sixty years of age, and is survived by a widow
was progressing, so by right of priority there is monicas, harps, hautbeis, Jew's harp, mandolas, and a son.
a big position for these goods, taking the first metronomes, music books, music boxes, music
step before proceeding with the answer to the stands, orchestra bells, ocarinas, piccolos, pitch-
ELKHORN SECURES FACTORY
foregoing question.
pipes, tambourines, saxophones, strings for all Frank Holt on Band Instrument Co. to Erect
"Now a piano dealer has the same rent and so- kinds of instruments, talking machines, triangles,
New Plant, Following Raising of Bonus
called 'fixed charges' whether he sells ten pianos tympani, bugles, violas, violoncellos, xylophones,
ELKHOKN, WIS., January 29.—The Frank Holton
a week or eight, or twelve, for the sake of com- zithers, etc., together with a complete line of
parison. Practically every wareroom has more supplies of all kinds. By the proper arrange- Band Instrument Co., of Chicago, will shortly
space than it really uses, so it would be easy to ments of counters and wall cases, these goods begin the erection of a modern plant for the
create room for this department without adding can be displayed artistically, and in eight times manufacture of musical instruments, the forty
a dollar to the rent charge. This department out of ten it is having the goods and showing thousand dollar bonus for the factory, to which
should be placed near to the door and should them that prompts a customer to buy on the reference was made in a recent issue of The Re-
be seen from the window, in order that the spot. It is the delay from the time that your view, having been fully subscribed. Over three
passersby, and also the visitors to the store, can customer places the order till he receives the hundred citizens of this town have subscribed
see the display of instruments. Of course, the goods—no matter how slight—that spoils sales, the necessary amount, and the close of the cam-
window should have a rational display of these and it works in exactly ,the opposite direction paign was marked with a celebration—-church
goods, which should be frequently changed.
when you do have the goods, for the customer bells, fire bells, whistles and a large bonfire cele-
"A department of this kind should be manned sees something that he or she wouldn't other- brating the securing of the last pledge necessary
to make up the bonus.
by a bright, snappy young fellow who knows the wise think of.
line and is qualified in the art of salesmanship
"The old-time methods that prevailed in the
BENCH MEN FORM ASSOCIATION
to a certain extent. Why some stores do not do musical instrument field can no longer pick up
more business with musical instruments is be- the profits, and to create a demand for musical
The National Piano Bench Association, com-
cause the department is not in charge of a com- instruments only needs the proper presentation posed of twenty manufacturers of piano benches
petent clerk. It is impossible to make a profit of facts by those dealers who know how to sell and stools, was organized in Chicago last week,
in any line with the same lack of attention. goods. New viewpoints and new methods of several prominent Chicago manufacturers being
This young fellow can increase the business to selling are constantly revolutionizing the trade members of the organization. The association
respectable proportions, gradually getting peo- and inasmuch as salesmanship is pretty much the will endeavor to work out practical suggestions
ple to visit the store, and making musical mer- same in all lines, dealers have no difficulty in which will be of benefit to the members, and it
chandise customers out of piano customers, and making a good profit in this line—perhaps a is expected that the number of firms holding
piano customers out of musical merchandise buy- larger percentage—if the proper attention is de- membership will be greatly increased.
ers. It is a poor rule that doesn't work both voted to it. We are constantly starting new
ways, and I know from experience, that properly dealers, the majority of whom are making
managed musical merchandise departments pay money and are growing larger all the time. Mu-
a good'profit on the small investment required. sical merchandise also enables a man to turn his
"We have covered several of the important money over many times during the year.
phases of this department, particularly as far as
"Taking it all and all, where can one start in
business with such a small investment as he can
in this field, and make a similar ratio of profit?
T H E OLDEST AND
And if this is true as an entire business, is there
LARGEST
MUSICAL
any doubt as to the value of a musical merchan-
MERCHANDISE HOUSE
dise department for the piano merchant?"
RUNG
DURRO
AND
IN AMERICA
STEWART
Largest Wholesale
Musical Merchandise
House in America
Buegeleisen & Jacobson
113 University Place
NEW YORK
OLIVER DITSON CO.
BOSTON, MASS.
35I-53FWRTHAVE.NEWYORKCITY
Manufacturer*
Importers and Jobber* ol
MUSICAL
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Attractive Specialties
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ESTABLISHED 1834
MUSICAL
Merchandise
WEYMANN
Superior Quality MUSICAL INSTRUMENTS
Chicago
1108 Chestnut Street, Philadelphia, Pa.
Cincinnati
Exclusively Wholesale
Victor Distributor*
Established over half m. century
Vic tor Dis tri'hu fors
Black Diamond
Strings
THE WORLD'S BEST
National Musical String Co.
New Brunswick, N. J.