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THE MUSIC TRADE REVIEW
NOVEMBER 30, 1018
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NOW IS THE TIME TO FEATURE THE "ALLIED" MUSIC ROLL
vice versa. This exchange of melody will have
its effect on the people of the Allied countries
Music Roll Dealers Will Find That the Songs of our Allies, Most of Which Are Already Available and will sooner or later create a demand which
must be met. Our musicians now at the front
for the Player-Piano, Will Be in Great Demand if They Are Properly Featured
have learned these songs and are playing them.
They will bring back all this music. Our re-
From time to time this Section of The Re- tion, so to speak? Why not also help the dealer
turned boys are already whistling it. It won't
make money by giving him something he can
view has been preaching about the use of bet-
take long for the owners of player-pianos to be-
push at all times?
ter music rolls. It has been repeatedly pointed
It can be done, and in this way: We and our gin asking for it. This music consists of stand-
out that manufacturers as well as the general
Allies are now "all little pals together."
Most ard numbers which won't be sold one day and
public are really beginning to take the repro-
forgotten the next. Some of the roll manufac-
of the songs the Allies are using are standard
ducing piano seriously. Reasons for this grow-
turers have lists, ancient ones, including all
numbers, or will be soon.
Let us mention a
ing seriousness have been pointed out. In case
few: The "Marseillaise," "Sambre et Meuse," these numbers. The trouble then was they did
any one has forgotten them, let me briefly sum
not sell; there was no demand, and the rolls
"Marche Lorraine," "Tipperary," "The British
them up again. Three words will do it: "Hand-
That's what they tell us. The
Grenadiers," "The Maple Leaf Forever," etc. were junked.
Played Rolls!"
real trouble was they weren't pushed, and years
Then there are the Belgian, the Italian national
It is generally admitted that the hand-played
airs and distinctive patriotic songs—all too ago there were no up-to-date methods of pushing
roll saved the player-piano, because, to the vast
used by either the roll maker or the dealer.
numerous to mention.
Each of the Allies has
mass of the musically uninstructed public, the
Times have changed. The war has made a de-
hand-played roll presents the only possible, uni- brought forth its own war song. Some of them
are merely "revived" and date back a hundred
mand.
That demand is coming soon, and it's
versally applicable and entirely simple means of
But regardless of nationality, going to last. Push the "Allied" music roll, and
giving, with the player-piano, a tolerable repro- years or more.
one Ally is singing the other Allies' songs, and
push it hard!
duction of "good" music, no matter how badly
the player-piano may be operated.
The roll manufacturers have seen the point,
and have taken advantage of it. Whenever the
Pacific Coast Manager of the Autopiano Co. Writes a Comprehensive Little Volume Embodying
"music mills" have ground out a new "popular"
song the roll men have "rolled" it out into the
Many Common-Sense Suggestions Which Will Prove of Much Benefit to the Player Salesman
market.
When the United States entered the
A little booklet entitled "Some Suggestions on
war countless new "writers" of music were
Are Spending Their Money for Automobiles,"
Selling the Autopiano" has just been published
"discovered."
Some of their stuff was very
"People Are Investing Their Money in Real
by Walter S. Gannon, Pacific Coast representa-
good; some, but not much.
Estate," "There Is No Summer Business," "De-
tive for the Autopiano Co., New York.
As a
structive Advertising," "My Competitor Charges
And then what happened? The roll manufac-
foreword Mr. Gannon states: "The first draft
No Interest," "I Will Not Buy Until I Can Pay
turers nearly broke their necks trying to
for these selling suggestions was made at a
Cash," "My Competitor Is Cutting Terms." On
"scoop" their competitors and be the first to
time when I had charge of a large number of
all these questions very sound arguments are
place their "latest popular numbers" on the
salesmen selling the Autopiano.
There is no
presented, and, as the questions imply, it is
market. The "fever" spread to the dealer, and
claim for originality.
The best ideas from all
plainly manifested that they can be applied to
he, likewise, didn't want to let the other fellow
sources have been freely appropriated.
The almost any business.
get ahead of him. So he'd order a bunch, sell
a few, and then put the rest in his stockroom. salesman knows and craves for suggestions that
The other subjects taken up are: "Building
will help him in his work.
If what is here
Why? Simply because the demand for a new
the Foundation," "Educational Work," "Luxury
submitted will add a little help to the large
number would begin before he even had time to
or Necessity," "Playing versus Appreciating,"
number of salesmen engaged in the work of
make deliveries of those he had just sold.
"Learning to Appreciate Music," "Choice of Ex-
selling the Autopiano, I will feel amply repaid
perts," "Selling the Autopiano," "The Autopiano
Which leads us to believe that the whole pro-
for having written it."
Is One Instrument," "Proofs of Durability,"
cedure has been wrong.
The dealer has had
It may be said in all fairness that the booklet
"Quality That Endures."
stock on his hands which couldn't begin to be
has been written in such a spirit that not only
pushed after a few days.
In a word, he has
Several pages are devoted to the distinctive
may Autopiano salesmen be benefited by the
been getting stuck on a whole lot of unsalable
features of the Autopiano, explaining in detail
suggestions therein, but any salesman who is
stock. This is the sort of thing to discourage
from a salesman's standpoint the automatic
fortunate enough to secure one of these booklets
the dealer and cause him to lose all interest in
tracker, patent flexible fingers, metal tubing and
will find many valuable suggestions therein.
the roll business. When he's losing money and
other important devices. The simplicity of con-
The booklet comprises forty-two pages and is
knows it, how can you blame him?
struction is also discussed, and such questions as
uniquely illustrated by line drawings, each draw-
"No Interference With Piano Tone" and "The
But, you may ask, what can the dealer do?
ing harmonizing with the subject discussed.
Construction of the Piano Itself" are dwelt on
The owners of player-pianos want war songs,
Various subjects which are taken up are: "The at length.
don't they?
Right Mental Attitude" and "Peculiar Condi-
True, but why not give them what they want
Another subject which is of vital importance
and then at the same time give them an educa- tions," under which are the sub-titles "People
to a player-piano salesman is one under the title
of "Demonstrating the Autopiano," while under
the title of "Selling Terms" Mr. Gannon says:
"There is no surer test of the business acumen
of the piano dealer or salesman than the terms
upon which he sells his goods.
For several
years it has been part of the writer's work to
pass upon dealers' credits. The surest test, even
more important than assets or volume of busi-
ness, is the terms on which the dealer sells. A
The valve unit that made the player famous"
dealer with capital will eventually dissipate this
capital if he sells on extended terms, but a dealer
with limited resources will gradually become
stronger if his selling terms are short."
W. S. GANNON WRITES BOOKLET ON PLAYER SALESMANSHIP
The highest class player
actions in the world
The new "Amphion Accessible Action" is the last word in scientific player
achievement. It has the complete valve action assembled in a "Demountable
Unit" giving instant accessibility.
AMPHIONfmCTIONS
SYRACUSE
f
—Your Guarantee
^
NEW YORK
(
1
"The importance of follow-up work" is an-
other interesting subject found in this booklet,
as well as the matter of one price. The last
two reminders for the salesman 'w- this very
comprehensive educational booklets are "Per-
sonal Appearance and Conduct" and "A Square
Deal." "Every customer," says Mr. Gannon, "is
entitled to a square deal. No salesman can af-
ford to give his customer less. The salesman
who resorts to misrepresentation or impossible
promises to effect a sate is hurting no one so
much as himself, and soon destroys his value as
a salesman.
"Whatever may be said of other player-pianos
at least this may be said of the Autopiano, that
there is so much that can conscientiously be said
in its favor that there is no excuse for ever mak-
ing one misrepresentation about it."
Excerpts from Mr. Gannon's booklet will be
published in the Salesmanship Department qjf
The Review next month.
"
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