Classic Mode

Music Trade Review

Issue: 1924 Vol. 79 N. 1

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUt,
JULY 5, 1924
TRADE
REVIEW
Bringing Delinquent Debtors to Book
System of Personal Letters Used by N. Goosman, President of the Goosman Piano Co., Toledo, Ohio, in
Dealing With Overdue Instalment Accounts Which Brought Satisfactory Results—Per-
sonal Letters Make Collections Where All Other Means Have Failed
S has been stated so many times—no sale
is completed until the cash is in the bank
account. Realizing the importance of that
assertion and being desirous of getting all past
due accounts into more liquid form, Fred. N.
Goosman, president of the Goosman Piano Co.,
Toledo, O., undertook recently through a series
of personal letters to close all delinquent ac-
counts.
While the house has often used collection
forms and letters of the fill-in variety, it was
believed that customers soon get to look upon
that type as meaningless. Hence a personal
letter to fit each individual case was dictated.
These, to be sure, were as varied as the people
to whom they were addressed, for Mr. Goos-
man is personally acquainted with most of his
debtors and has a card full of information about
each one. Therefore, he was able to write let-
ters which drew money from its hiding places,
or, at least, brought delinquents to the store,
which was their purpose.
The following is a sample letter which
brought the debtor in:
"May 1, 1924.
"Dear Mr. Bouch: Enclosed is statement of
your account showing $76.80 all past due.
"We must how insist upon your calling and
taking care of this at once as it will be impos-
sible for us to continue with the account in its
present condition.
"During the past, Mr. Bouch, on account of
your long friendship and our acquaintance with
your wife's family we have been patient with
you, hoping from month to month that an effort
would be made to take up some of the past due
amount. Instead you have allowed it to get
worse, and while you have made a few payments
they have not helped the account much.
"If you expect us to continue carrying this
account it will be necessary for you to make a
big payment no later than the sixth and then
see the writer regarding the balance. It is
mighty important that you take care of this
without delay."
That letter brought Mr. Bouch in with a $30
payment and an explanation that his wife was
visiting her people and his daughter needed
some party things, so he had become short of
cash. He also arranged for taking care of the
balance.
But unfortunately all delinquents do not re-
spond so promptly. Here is a series of three
letters written to Mr. Doyer, a transportation
man, who was not moved to pay until he had
been literally smoked out:
"May 6, 1924.
"Dear Sir: On the first we called your at-
tention to your past due account of $94.20. We
made a distinct request that you call at the
store. This you failed to do, so we must now
insist that you send check for the entire amount
by return mail so that we can cancel the chattel
mortgage which we hold against the player-
piano.
"We had expected all along that you would
get the past due amount caught up before the
entire amount became due, but you have made
no effort to do this. Therefore, inasmuch as
our creditors want their accounts it becomes
necessary in order for us to pay them to collect
all our past due accounts.
"Yours is a very old one, therefore we must
again insist upon immediate payment. So see
A
Highest
Quality
the writer as soon as you receive this letter."
That letter did not move him, so another was
sent.
"May 11, 1924.
"Dear Sir: We are disappointed in your not
taking better care of your account and feel that,
in neglecting our requests for you to call, you
have not the proper interest in protecting your
agreement.
"Now, Mr. Doyer, we are not going to carry
your account any longer in its present condition
and unless you call with a payment and arrange
for future payments by Saturday we are going
to resort to other means to get this account
closed. We want to be reasonable in this affair,
but if you won't take care of your end we must
protect ourselves. So please see the writer by
Saturday if you expect further consideration
from us."
Still he failed to respond, thereupon a clincher
was dispatched.
"May 16, 1924.
"Dear Sir: Our recent letters have received
no attention from you, so this is to notify you
that unless payment is received at this office by
the twenty-second we will close the account and
send for the piano.
"We have given you every opportunity to
take care of your account. Your neglect causes
us to believe that yo do not care about your
obligations."
The last letter in the series scarcely had time
to reach Doyer when he came rushing to the
store. He was defiant and boldly asserted he
would pay when he got ready. However, a few
hot shots straight from the shoulder soon made
him change his attitude. He offered a compro-
mise and was told the only proposition the
store would entertain was cash or a note, with
interest at 6 per cent, covering the entire ac-
count, plus a 10 per cent addition to the amount,
the carrying charge made on all delinquent
accounts. This proposal again set him off, so
he was told to borrow the money from a bank
at 6 per cent and pay up. He hotly declared
he would do this and left. In the course of a
couple of hours, however, he returned, after
having visited three or four banks and receiving
courteous turndowns. He was now in an ap-
proachable mood, he paid $20 and signed the
note for the balance of the amount, plus the 10
per cent charge.
It will be noted that the letters were written
five days apart and, while not severe, did not
mince words.
Every past due account on the books of the
Goosman Co. received a letter similar in tone to
one of the above and few failed to respond.
Some came with knees shaking, others with
tears in their eyes. Others took the dun in a
good-natured manner. To all, however, the pro-
posal that cash must be paid at once or the 10
per cent carrying charge would be added to the
amount was made. Most of the debtors ac-
cepted the terms. Many realized that the penalty
was deserved. Practically every one of the lot
desired to keep his piano.
Each to be sure had his or her excuse story to
offer. In the majority of cases carelessness, ex-
travagance and wastefulness were at the bottom
of their troubles. Thrift has no part in the lives
of most persons who are continually.in debt.
From the standpoint of the house this series
with the kickback of 10 per cent carrying charge
T
ONKRENCH
is the most successful collection effort ever
attempted by the company. More money was
collected and a greater opportunity to foster the
policies of the house presented than ever before.
Most persons are fair and are willing to admit
their faults. Indeed, several declared they had
spent the money intended for payment on the
piano because no collector had called to get it.
The unusual plan points a remedy for the collec-
tion ills of music merchants generally.
Death of John S. Spring
ALLIANCE, O., June 30.—John S. Spring, head
of the Spring, Holzwarth Co., operating depart-
ment stores here and in Salem, died at his home
in this city recently at the age of sixty-seven,
following an illness of two years. The local
store of the company maintains one of the larg-
est piano departments here.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.
Pratt Read
Products
Piano Ivory
P i a n o Keys
Piano Actions
Player Actions
Established in
1806
at Deep River, Conn.
Still There
Standard Service and Highest Quality
Special Repair Departments
Maintained for Convenience
of Dealers
PRATT, READ & CO.
PRATT READ PLAYER ACTION CO.
Oldest and Best
Highest
Quality
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
Business Showing Improvement in All
Lines Say Milwaukee Music Merchants
Dealers in City Generally Express Themselves as Being Satisfied with the Volume of Sales Made
During the Past Six Months—Planning Radio Exposition
X/flLWAUKEE, WIS., July 1.—Business in
*•**• general is showing some improvement in
Milwaukee music stores. Although the increase
in any one department is slight, the improve-
ment is spread over the whole field rather than
being confined to one or two departments. With
the coming of vacation days portable phono-
graphs are going very well in local stores, and
they are being featured in a number of window
displays for the Summer months. Pianos con-
tinue to show improvement, especially player-
pianos and grands. Smaller departments report
an increase in proportion with the others.
Looking back over the past six months, local
dealers seem fairly well satisfied with the re-
sults. Business has shown a good increase in
the majority of stores, while others who had a
record year in 1923 report that they are keeping
up with that record and at times showing an
increase.
"Business is picking up in all lines," stated
Hugh M. Holmes, manager of the J. B. Brad-
ford Piano Co., which features the Duo-Art in
the Steinway, Weber and Steck pianos. "Duo-
Arts, records and even phonographs are improv-
ing in our downtown store and the South Side
store of the company is doing a very fine busi-
ness." Mr. Holmes stated that Bradford's were
from 20 to 25 per cent ahead of last year's busi-
ness from January to June. It is now fol-
lowing its usual Summer policy of sending
salesmen through the surrounding country,
visiting the small towns in the vicinity of Mil-
waukee.
"Business is picking up in all lines except
radio," said R. J. Gierach, advertising manager
of the Kesselman-O'Driscoll Co., home of the
Ampico in the Knabe, Haines Bros., and Mar-
shall-Wendell, "and a seasonal drop in radio
sales was expected. The Kesselman-O'Driscoll
Co. is far ahead of last year for the past six
months."
Window Displays Sell Sheet Music
This store has been doing a wonderful sheet
music business, attracted by the very complete
stock which is carried. In commenting on the
sheet music business, Mr. Gierach said that the
Kesselman-O'Driscoll Co. did no newspaper ad-
vertising for this department, but attracted con-
siderable attention through window displays. He
said that they planned ahead to tie up with
various theatre programs by featuring the mu-
sical number in their window. This policy, to-
gether with the complete and up-to-date stock,
were the factors which brought the large busi-
ness to the sheet music department, according
to Mr. Gierach.
Bands Progress Rapidly
The bands being trained at the band school of
the Kesselman-O-Driscoll Co. are progressing
rapidly, according to Mr. Gierach, and should
be ready for public performance by next Fall.
In addition to bands for men and for women,
the company is also instructing a saxophone
band, banjo band, string orchestra and a uku-
lele club. Many new prospects are discovered
through this school.
The school band of Hartland, Wis., which
was instructed and directed by Oscar Kluck,
head of the Kesselman-O'Driscoll band school,
won third place in the contest of the Wisconsin
Boys' Band Association held at Lake Geneva,
Wis. This band is equipped with Holton instru-
ments.
New Udell Catalog
Contains Many
Good Numbers
Here's a Player Roll Cabinet that
shows what UDELL can do in pro-
ducing attractive furniture at prices
everybody likes!
Look at the attractive straight line design
of No. 603—then think of its superb value
at $12.50 net to dealers ! Finished in imita-
tion mahogany of imitation walnut; quar-
tered oak front; capacity 63 rolls. Height
38 in.; width 18 in.; depth 14 in. Beautiful
grilled door. Even in this low priced cabi-
net, we put in the exclusive UDELL metal
shelve supports. Push button catch on door,
and other features that distinguish UDELL
quality everywhere.
Player Roll
Cabinet No. 603
There is a comprehensive line of
UDELL Record and Player Roll Cab-
inets. All numbers justly famed for
quality as well as price. The range
takes care of every pocketbook.
Write for your copy of catalog No.
81 today.
The UDELL WORKS, Inc.
28th Street at Barnes Avenue
INDIANAPOLIS, IND.
JULY 5,
1924
A very successful June clearance sale of
pianos was held by the Kesselman-O'Driscoll
Co. and a new plan of interesting prospects was
used. Letters announcing the sale were sent
out with the personal signature of the solicitor
who had been calling on the prospect. The per-
sonal touch brought very satisfactory results,
Mr. Gierach stated.
"Business is holding up very well," declared
Paul E. Mueller, manager of the William A.
Kaun Music Co., which features a sheet music
department. "The vacation season has also
brought a demand for Sonora portables."
Edward Herzog, sales manager of Edmund
Gram, Inc., home of the Steinway, and A. B.
Chase, with the Celco reproducing medium, re-
ported a good business, showing up especially
well in player-pianos and grands. He stated
that the work of this store during the month
of June was devoted to overcoming the sales
record set during the exceptionally good month
of June, 1923. Up to the latter part of the
month sales for 1924 were about even, with those
of June, last year, and, at times, were a little
better.
Edmund Gram, of Edmund Gram, Inc., is im-
proving in health, but will continue his stay at
Cambridge Springs, Pa., until his strength is
recovered, according to word received in Mil-
waukee. No date for his return to this city has
been set.
Miss Birdie Solomon a Bride
Miss Birdie Solomon, who has been in charge
of the office of Flanners-Hafsoos for a number
of years, was married June 28 to Theo. Ake-
mann, of the Sentinel Co. Miss Solomon is
well known to many Milwaukee music dealers,
having been connected with Edmund Gram,
Inc., Emil O. Schmidt and Steussy-Schulz, all
Milwaukee music houses, before accepting the
position with Flanner-Hafsoos. The couple left
for an extended trip, after which Mrs. Akemann
will return to her work for a time. Their home
address will be 695 Fifty-eighth street.
Frederick Sunderman, head of the Mel-O-Dee
Music Co., was a Milwaukee visitor during the
latter part of June.
Jerome Murphy on Visit
Jerome Murphy, of M. Steinert & Sons, of
Boston, made a short visit in Milwaukee while
on a trip through this part of the country.
Fred E. Yahr, of Yahr & Lange, distributors
for Sonora phonographs in Wisconsin and
Michigan, returned to Milwaukee to-day after
making a trip through part of the Michigan
territory with their representative, R. A. Wal-
ley. Mr. Yahr will complete his trip through
that territory after July 7. He is visiting all
accounts of the company and reports good
prospects.
Planning for Annual Radio Exposition
Plans are being developed for the second an-
nual radio exposition of the Wisconsin Radio
Association which will be held in the Milwau-
kee Auditorium beginning November 11. As the
crowds at the first exposition could not be ac-
commodated in the portion of the auditorium
used for the exhibits last Spring, the entire
building will be used in the fall. All plans for
the exposition are being patterned after the first
annual event, but they are being developed on a
more extensive scale. Where the musical pro-
grams last Spring were broadcasted through
KYW the Chicago Westinghouse station, the
November programs will be. broadcasted
through this station and, in addition, through
WIAO, the Milwaukee School of Engineering,
and WCAY, the new Civic Broadcasting station
of this city.
G. T. Ruez, president of the Badger Talking
Machine Co., Victor jobber, has been traveling
in the East on a business trip. Among the
places he visited during the trip were New York,
Philadelphia and Camden.
George Jeffrey, representative of the General
Manufacturing Co. was in the Wisconsin terri-
tory for about fifteen days traveling with sales-
men of Yahr & Lange, distributors of Sonora
phonographs.

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