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THE MUSIC TRADE REVIEW
SEPTEMBER 5,
1925
Salesmen May Be Born But Training Makes Them Increase Sales — (Gont. from page 3)
These papers were all carefully checked and to light which indicated that the salesmen took give proper attention to the dissemination of
marked, and at the end of the course the sales- an active, and not merely a routine, interest in detailed information regarding those same prod-
men were required to fill in a general examina- the course of study. It is believed that the ef- ucts, information to fortify the salesmen for
fects of the course will be felt directly and in- meeting the arguments of prospects.
tion paper covering the entire course.
It is interesting to note that over 1,800 dealers directly lor years to come by the dealers co-
It is gratifying for the trade to learn that in
and salesmen enrolled in the course and that of operating therewith.
the exhaustive direct survey of selling methods
that number some 60 per cent completed it and
made as a preliminary to the development of
The Manufacturer's Job
were awarded certificates, while the majority of
One of the executives of the organization that the Ampico course, the salesmanship was found
the remaining 40 per cent followed the course compiled and put into shape the information by experts to be considerably above the average
through to a sufficient extent to make it prove gathered for the course emphasized particularly in quality, and despite the fact that these ex-
really beneficial to them. When it is considered the fact that to be successful the training of perts regard all salesmanship as bad and sub-
that the average mail order course of sales- salesmen must be done by the manufacturer, ject to improvement.
manship distributed to the general public is com- for it is impossible for the average dealer to
A year or two ago the Music Industries
pleted by an average of only 10 per cent of gather together the proper quantity or variety Chamber of Commerce outlined a plan for a
those enrolled, with 15 per cent considered a of sound information upon which to base such course in salesmanship by mail to be conducted
very high return, the success of the Ampico a course or to stand the expense of it. The by the Chamber and in co-operation with the
course is most strongly emphasized.
great trouble, declared the executive, was that National Association of Music Merchants. The
all too many manufacturers were content to American Piano Co. having demonstrated that
Veterans Followed It Through
Were the younger salesmen alone interested confine their sales helps for dealers to plain such a course was practical, it might be well for
in the course at the solicitation of their em- catalogs and circulars containing flamboyant the trade organization to give thought again to
ployers the results would have been worth statements regarding their products and did not the possibilities of such a project.
while, but as a matter of fact veterans of from
twenty-five to thirty years' active experience in
New York, has resigned, and it was announced
the trade took occasion to write in of the great
this week by H. C. Cox, president of the com-
fund of fresh knowledge they had obtained
pany, that the work of the general credit de-
through the medium of the instruction and of
partment will be carried on through the treas-
the profitable use to which they had put that Federal District Court Upholds Findings of urers' offices under the direction of F. J. Ames.
information. The results were not simply theo-
Master in Action Against Piano Motors
S. S. Larmon, manager of the Cleveland
retical, for practically in every instance dealers
Corp.
branch of the Columbia Phonograph Co., Inc.,
wrote in of a direct improvement in the volume
has resigned to enter another line of business
CHICAGO, IDL., September 1.—An important de- and has been succeeded by R. J. Mueller, as-
of sales due to the better salesmanship, and
the effect was noticed even by those outside cision to the trade has just been handed down sistant manager of that branch, it was an-
of the piano field, who were in contact with by the United States court for the Northern nounced by W. C. Fuhri, general sales manager.
other departments of music stores. In fact as a Division of the District of Illinois which sus-
result of the Ampico course in selling a promi- tains the contention of the Motor Player Corp.
nent phonograph company has arranged for a of Chicago in the litigation long pending be-
similar course for its dealers and their sales- tween the Chicago company and the Piano
men.
Motors Corp. and Stanley S. Cramer, its presi-
W. C. Fuhri, General Sales Manager of Com-
Naturally, the details of the course cannot dent, both of Camden, N. J.
In the April 11 issue of The Review an
pany, Issues Statements as to Stability of
be published in full inasmuch as they apply di-
rectly to the Ampico, but the fact has been account of this litigation was given and publi-
Present Phonograph Prices
amply demonstrated that group training of cation was made that the report of the master
salesmen, even by mail, when given proper sup- to whom the matter had been referred for hear-
In order to forestall any uncertainty in the
port by dealers, is practical to the degree that ing was strongly in favor of the Motor Player minds of Columbia dealers as to the stability
American Piano Co. officials are quoted as de- Corp. of Chicago. To the master's report, the of present phonograph prices, W. C. Fuhri,
claring that it was the cheapest and most ef- Camden concern made an appeal and it is on general sales manager of the company, recently
fective piece of sales exploitation work done this appeal that the decision of Judge Lindley made the following statement: "There may be
sustains the contention of the Motor Player uncertainty in the minds of dealers as to the
by the company in its career.
Corp., which has just been handed down. The stability of our present phonograph prices and
The Dealers' Attitude
we therefore authorize you to give assurance
At the close of the course questionnaires were text of the decision is as follows:
"This cause was submitted upon the evidence taken
to those dealers who purchase phonographs
sent to each one of the dealers asking for a before
the master, master's report, exceptions thereto,
argument and written briefs. At the conclusion of
now that, should the dealer's price in your ter-
report of its success and providing special space oral
the oral arguments the Court was of the opinion that the
for criticism. In several hundred questionnaires master's report should be approved and the bill of complaint ritory on any present Columbia models be re-
as recommended, but plaintiff's counsel so ear
duced below our present prices, we will give
inspected by the writer, there was absolutely dismissed,
nestly contended that the master had committed serious
error
that
the
felt impelled to reserve decision until
a full rebate in Columbia merchandise covering
nothing but enthusiastic comment and not one the record could Court
be read and the written briefs considered.
word of criticism was offered, which in itself Now that the evidence has been closely scrutinized and the any Columbia instruments which the dealer has
propositions of respective counsel carefully examined, tin.'
purchased from this date, irrespective of
is a distinct tribute.
Court is inclined more strongly than ever to its original
Not only is the suggestion that the master s
whether he has sold them or not. We advise
In order that the dealers might take a proper position.
consideration of the evidence was superficial unwarranted,
further that we have no intention of quoting to
any conclusion other than the one at which he arrived
interest in seeing that their salesmen followed but
would, in the opinion of the Court, be wholly untenable in
the public a lower list price on Columbia phon-
the course through in order to get the proper view of the evidence submitted.
ographs than is now shown in our current
"In view of the master's findings and conclusions
benefit, they were required to pay a fee of $10
serve no good purpose to elaborate upon the facts
phonograph
catalog."
for each salesman enrolled, the American Piano it or would
the law. The only practical result would be to furnish
opinion for the book publishers, to be presented as
Co. standing the additional expense. The vari- another
a precedent before some court which would give to it scant
ous wareroom enrollments ranged from three attention. However, the Court believes that the record
the contention of defendant's counsel that
salesmen to over seventy, the latter being in substantiates
Cramer and Garman after the latter had disposed of his
prior patent deliberately joined hands in an effort to defeat
the case of the Fitzgerald Music Co., Los An- Garman's
patent and filed application for one which under-
geles, and as a result of the staff meetings held took to adopt all the inventive features of Garman's with-
out adding anything in the way of invention. The prior
monthly, or oftener, in connection with the art as outlined by the master and borne out by the record President of Lane Interests, New York, Re-
anticipates the patent in suit. The mere in-
course, the majority of dealers have announced completely
ports That He is Combining Business With
version of parts was mere mechanical skill. The Court
that they plan to continue the plan of get-to- believes the evidence sustains the master's report in every
Pleasure on Tour
particular.
gether sales meetings at least once a month.
"Let a decree be prepared approving the master's re-
port, overruling all exceptions thereto, and dismissing
Results From Conferences
A cable from Vienna was received recently
plaintiff's bill at its cost for want of equity."
from Alexander Lane, president of the Lane
The gatherings of salesmen at regular inter-
Interests, New York, by Allan B. Lane, his
vals and the general discussion in connection
son, stating that he is enjoying his trip through
therewith brought about a number of develop-
Central Europe immensely and that he has con-
ments not anticipated in the course. One sales-
summated considerable business as well. Mr.
man, for instance, was particularly impressed
with the value of the Ampico library as a sales E. O. Rockwood Resigns as Credit Manager of Lane left this country with Mrs. Lane in the
argument, and sold his chief the idea of install-
Company—S. S. Larmon Succeeded by R. J. early part of July, on the "Republic," going di-
rectly to England. In London he was fortunate
ing a cabinet containing a sample of every
Mueller in Cleveland
in meeting the proprietor of a large Australian
Ampico recording as a part of the sales equip-
ment and distinct from the regular record stock.
E. O. Rockwood, who has been general credit music house, which buys yearly a large quantity
Numerous other suggestions were also brought manager of the Columbia Phonograph Co., Inc., of the pianos made by the Lane Interests.
New Court Decision in
Motor Player Corp. Suit
Columbia Co. to Protect
Dealers on Machine Prices
Alexander Lane Enjoying
Present European Trip
Changes in Personnel of
Columbia Co. Announced
Highest
Quality
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Highest
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