AUGUST 18, 1923
THE
MUSIC
TRADE
7
REVIEW
MAKE ALL YOUR EMPLOYES SALESMEN - (Continued from page 5)
May 27 a piano was sold for $1,425, less the
li o ll w ith a stran ge r. ,\n e mplo y e may put on a
worth sendin g a sales man to call or is ju s t a
credit from an old piano accepted in trade for
na lIle. Thi s h e lp s us to ke e p the perc e nt age of
card th e n:lme OJ· so m e friend or acquaintan ce 's
$125, leaving the net sal e $1 ,300. The commis
li ve prospects to a high mark. ,\ s I have m e n
[ri e n (l who is abollt to be marri ed, to graduat e
sion of 5 per cent would amount to $65, which
tion ed before, we se ll about 20 per cent of th e
or lo ce le brate a birthday. Perhaps s Ollle fam
would be due on or before June 15, as this was
prosp ec ts receiv ed in this wa y .
ily kno w n to an emplo ye is about to move into
a cash sale.
"Som e times prosp ec ts come fal· in ad vance of
a ll apartm e nt o r flat wh e r e the upright piano of
"On term sales, as soon as 25 per cent of the
the dat e the eJllploye g ive s as the pr o ba ble buy
t he o ld t y p e will be too la r ge . In clubs, lod g es,
net s ale has been paid the commission of 5
ing date, s u c h as a birthday, a weddin g , or grad
chu r c h circles a nd olher circl e s our employes
per cent is paid to th e e mploye turning in the ' ua tion dat e vVe s et th e m in the file s t o come
h•. ve always b ee n hearing o f prospect s--· our
prospe c t card that led to the sale.
t o attention "bo ut a week a h ead of the d ate the
lilli e ,· Sales Di v i, ion is en coura g ing them to
No Duplication of Prospects
emplo ye sets.
!;Iak e profitable li se o f th e ir 'tip s .'
"Defore a card is turned over to the s a les de
"Employes ar c in viled to ca ll at the In ne r
"l.ast y ea r, durin g the month of Ivfa y, as a
partment-such as pianos, phonographs and so
S a le s D ivision at all Y time to inv es tigate th e
,p ccial inducement to th e employ es we offered
on-a search is made to learn whether or not a
situati o n ill re gard t o a ny cases th ey are inter
lhree pri zes that s timul a ted pros p ec t-getting I
pro s pect card has been turned in previously
ested in,
.\ s the first pri ze a two w ee k s ' vacation on full
covering the same pro s pect by another salesman
helps th e lll t o help th e s alesmen on the job .
pay was award e d to the e mpl o ye having the
or non-selling empl o ye. If the prospect has
Sometime s th e emplo yes tP c mselve s , o n their
I'i g il es t aillollnt o r sales ; a s the second, one
already b een handed in the card IS returned to
w ee k 's ,·acation, a nd the third, four days' vac a
own tillle, foll o w lip the prospects. Some times
the Inner Sales Division and the employe who
th ey ~"flucll ce the prospects to come to the
tion. 111 order to pa rticipate a n e llJploye had
stor e . Probabl y o n e third of the iJrospects wh o
turned it in is told imm ediately that the name
to file at lea s t fi ve b o na fide prosp e ct cards.
com e to u s in this way ask to see the parti e s
is already on fil e. This forestaiis any feeling
The lll e mb ers o f Oll'· tllnin g d epartlJl e nt had to
who ga ve us their nam es. That fac t indicate s
of unfairness and gives early opportunity for
s ell twi ce a s !'lllch as an e !l1ploye of any other
d e partmcnt.
O ur sa les c hart for that May
any adjustment of the matter.
that th e .e mployes have b ee n doin g so me talking
"If no record is found of the name as a pro s
for the st o r e.
s Low ed a sub s tantial in c rease in sale s and the
"Experience Meetings"
pect it is given to th e sales department inter
ero rt ~nd p.·i "cs w er" j'.iStifi ed."
"When th e 'ex perience m eetings' of til e ·C III
ested and followed tip as closely as th e e xample
pl ~' e s be g in t o bring out the m e thods that ha v e
mentioned previously.
REMODELING SAN DIEGO STORE
produ ce d COIl1Jni s;: io n s for th e successful, all o f
Aid in Closing
the e mployes can sec that th e y come in co n
Branch of Wiley B. A~len Co. in That City
"Sometimes the salesman following th e cas e
Undergoing Extensive Alterations
suggests that th e employe turning in the n a m e ~ ta c t with live pro s pe c ts almost dail y .
"For in s tance, a fri e nd with an o ld piano tll a t
can be of help in c losing the sal e , and in s u c h a
S AN Dw(;O, C Ar,. , \l1gu st 10. The local h,.;\Ild,
has outli ve d it s usefuln ess can get a credit for it
case the employe is s o advised a nd his or h e r
to appl y on the purcha s e o f a new 0 11(' . "ut
',t o r e of the vViley B. Allen Co. is under g oin g
aid solicited. Th c sill es lllan may r e port that the
un t il the id ea is ;, u gge s ted th e friend of til e elll
l \.lc l\ s i\' e "Iterati o n s and remod e lin g and" .' Ulli
prospect is not intere s t e d and ad v ise that the
pl oye intere s ted n e ver gives the matter se riou s
o f b e tw e en $2S,(IJ O a nd $30,000 is being e x
card be put in the 'd ea d' file.
In that case
thou g h t.
pended on these improvements whi c h should
the employe turning in th e card is so notified
""vV e 'v e g ot a fine piano,' a llI a tron told on e o f
\\lake thi s lfIu si c st o r e a il e of the handsome s t
and asked to co-operate with the sales depart
ou ,· \I·o lllen c lIlploy es , 'but we s eld o nl play it.'
in San Die g o. Elevator s ar c being in s ta lled and
ment, a plan that ha s r e ,ult ed in man,· 'd ead'
" 'VVh y do you n o t s e Cllre a play e r-piano ?· our
a v e ry h eautiful ornam e nt a l staircas e built , as
pro s pects bein g r ev ive d by emplo y es.
e illplo ),c s Ug·l.;"e ., ted. 'Y ou can se c ur e credit lor
well as artisti c general d ecorations.
.I. H.
"Ea c h da y th e r e c omes to th e Inner Sales
y our piano·--th e n y ou can have a rian o thl' ·,Iny
C o o ky, San Di ego branch m a n~ g-er, i s super
Division a list of the sa le s made in each depart
o f you can pla y, and pay fo r it on easy t CrJns.'
v is in g the work in collaboration with E. 1)"llIl n
ment and a young man in this office compares
"Tilat s tart cd ,lnother pro s pec t end th at ga ve
Tuck er, ge neral m a nager for S o uthern Cali
lhe names on these li s t s w ith the pro s pect card
tb e out s ide sal es lll a n a chan c e to fini s h a s;li e .
fornia, whose headqu a rters are in Lo s A n g ci c.' .
file, in 01 der to pick out the sales that a re the
"A b o y in th e CO Jl lIllUllily m ay b e askin g so
re s ult of th ese Inner Sale s Division pro s pect
·.tron g ly for a s<. ' :o phone that hi s father is
card s . Jr, each ca se thus found the young llla:'
UNIVERSITV MUSIC STORE MOVES
;Ilinkin g o f bu y ing on e for him- -il nd if one o f
mak es a notation on the reve r s e side of th e
t l,e I YOll &. H ealy empl oyes happen s to hear of
S r: .~ ·,· ru:,
AS H ., August 11 .- A change () f lo ca
pro s pect card and pla ce s it in th e sales fil e .
t io n h a s jus t be e n made by the Universit y Mu s ic
il th"t lIl ean s another pro s p ect. A pian o s ales
The flo o r captain is th e n notified th a l a s ale ha s
St o r e, which ha s o utgro w n the space at 43 12
Illan llIay learn that ther e is no phono g r a ph in
been mad e ·for one of his Jllemb e rs .
l,T lli ve r s ity Vvay. Ne d Douglass, th e proprietor,
th e hO\lle wh e r e h e bas ju s t so ld a piano . :Man)'
",\t th e end of the month the y oun g man de
obtain e d S OIl1(, \: dll a bl ~ publicit y by paintin~
t : l lI C:; a sheet Jl ~ u s i c SaleSt11an o r a SalC::itllall ill
livers the cards to the a ccounting d e partmenl
our Slll il il g ood s de pa rtment wililc a rn of a hom e
hUf!.·e qu es ti o n mark s o n the w indows of th e
wh e re the number of pa y m e nts made on ea c h
new locat iOll , 4511 Unive rs it y 'IVay.
that la c k s a piano through the counter con ver sa ··
account during that ElOnth are li s ted. Thu s this
offi ce learns when 25 per cent of tbe net sal e s
amount is reached. vVe do not as k the e m
ploye to call at the cashier's desk to ask for
his commiss ion, nor is h e compelled t o put up
any argum e nt with us as to what is du e him.
.\s soon as the re quired 2S p e r cent is r e a c hed
we bring the 1110ney to hi111. This practice has
earned for us a great amollnt of g ood w ill
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among the employes.
"
The valve unit that made the player famous"
Helps in Selling Employes
"Runuing back to the early part o f 1921 many
firms doubtless will r eca ll that wh e n s alaries
were nece ss aril y reduced it became difficult to
retain the loyalty of emplo y es. It wa s th e n
th a t the first of our Inner Sales Division pl a n s
wa s launched.
Now our employes ar e v e ry
much interested in this work. O wing to th e
fact that the y ar e removed front se lling activi
ties we h a d s ome diffi c ulty in s e llin g the plan
to our fa c tory employ es, but b y holdin g monthl y
meetings to show them that the house is willing
to pay them commissions for simply handin g in
the names of friend s interested III our good s we
The new IfAmPh£on Accessible Action" is the last word in SCle1ltific playa
achievement. It has the complete valve action assembled in a Demountable
have enlisted their co-operation .
Vltit" giving znsta1t..t accessibility.
"To keep the interest at a hi g h point 'Ne hold
floor meetings about tw ic e a year. These meet
ings are addressed b y Mr. Healy and by em
ployes whose succes s in securing pro s pects'
names has b ee n very mark ed. Recitals of these
e mployes as to how they handl e the work s t imu
NEW YORK
SYRACUSE
lates others who might drift into indiffer e nce.
"On e of the duti es of the floor captains is to
Cluestio n the employe filling out the card with
the idea of ascertaining whether or not it is
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V"
l1he highest class player
actions in the world
N
AMPHION~ACTIONS
I