Music Trade Review

Issue: 1926 Vol. 83 N. 23

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
The Music Trade Review
DECEMBER 4, 1926
Glen Bros,-Roberts Hold Piano Playing Contest
(Continued from page 3)
the applicants until about thirty days before the
contest is actually to be decided. We are
naturally quite anxious to know just how many
of our'teachers expect to enter students in the
contest, and we will appreciate it very much if
you will let us know by return mail whether
or not you contemplate entering a student.
"Another question has arisen: As to whether
there are going to be any further changes in the
numbers or selections to be played during the
contest. We have answered this question in a
previous letter but wish to repeat that all the
numbers have been definitely selected, and there
will positively be no further changes in these
numbers.
"The numbers to be played are: (a)—Bee-
thoven sonata, Opus 53; (b) 'Perpetual Mo-
tion,' rondo from Sonata Op. 54—Von Weber,
and (c) 'Liebestraum,' nocturne No. 3—Liszt.
"The above are the three selections that the
contest will be decided upon, and we urge you
to immediately encourage your best students to
begin preparation now. Don't allow them to
delay. Every teacher in the State is entitled
and urged to enter one student in this contest.
"We have rather a perplexing problem in the
matter of the selection of judges for the con-
test. Some of our most important teachers
have suggested that we get in touch with one of
the big artists who may be on tour this Fall,
and the writer expects to take this matter up
during June, at which time he will be in New
York City and will be able to learn definitely
whether any of the artists will be in the vicinity
of Salt Lake City at about the time we expect
to hold the contest.
"We feel, as do a good many of our teachers,
that if we could figure on the services of one
of the big outstanding artists to act as a judge
in the contest that it will be much more satis-
factory to teachers entering students than it
will be to depend entirely upon local talent in
the selection of the winner. We will advise
you, by letter, just as soon as we learn which,
if any, of the artists can be relied upon to help
us in this matter, and this letter will probably
be in your hands sometime late in June or early
in July.
"We are delighted with the interest being
taken by so many of our music teacher friends,
and feel that our motive for conducting this
contest is understood and appreciated.
"We also feel that instead of making this a
three-year contest, or in other words offering
a piano each year for three years, that we will
probably decide to make it an annual event ex-
lending over a period of from seven to ten
years. This has not as yet been definitely de-
cided. We have, however, decided to hold the
contest annually for the next three years.
"We wish to announce that we now have one
of the contest pianos in both our Salt Lake
City and Ogden stores, and we will consider it
a pleasure and a privilege to have you call with
any of your students and let us show you what
a truly wonderful piano this $1,750 Chickering
is. You will find our salespeople willing and
anxious to show you all the points about this
new instrument, and we believe that you will go
away convinced that the Chickering is abso-
lutely the finest piano that money, brains and
experience can produce. We feel sure at any
rate that if any student who is not wholly en-
thusiastic at present will come in and play this
instrument for a few minutes, that student will
have a greater determination to qualify and is
going to make a sincere effort to be the suc-
cessful contestant and happy owner of this
splendid instrument.
"Will you please reply, letting us know
whether or not you contemplate entering a
student? We will consider this a genuine favor,
and, of course, the more teachers who enter
students, the more encouraged we will feel.
"Assuring you of our sincere desire to do all
in our power to make Utah more musical, we
remain,
Respectfully yours;
"GLEN BROS.-ROBERTS PIANO CO.,
"GEORGE S. GLEN, president."
The interest among the music teachers
throughout the State was most gratifying, as
was shown by their many letters containing
commendations and suggestions, as well as
those making inquiry, received by the sponsors.
A very substantial proportion of the teachers
immediately announced that they would enter
students for the elimination finals and, on Sep-
tember 30, the formal application blanks were
distributed. Through the means of letters and
newspaper announcements both the public and
music teachers were kept advised of the prog-
ress of the contest and the company itself was
alive to the publicity value of the move, not
only for the Chickering piano but for the
Ampico installed in it.
Early in March, for instance, it was an-
nounced, in a letter to the teachers, that "as an
aid to teachers and students, we have ordered
a number of sets of Ampico recordings of the
Grieg concerto, and invite all teachers and stu-
dents to our stores either in Salt Lake City or
Ogden, where we will be very glad to play all
three movements as often as you wish to hear
them. The recordings are as played by Mar-
guerite Volavy, the distinguished Bohemian
pianist. Her touch has that virile quality that
women pianists seldom acquire. Endowed with
a brilliant technique and an exquisite musical
sense, her playing of the Grieg Concerto will
delight and inspire you."
Arrangements were made by the Glen Bros.-
Roberts Piano Co. to hold the final contest in
the auditorium of the McCune School of Music
and Art in Salt Lake City on November 6, but
so great was the interest taken in the contest
that arrangements were made finally for the use
of the West Side High School Auditorium in
Salt Lake City, with a seating capacity of 1,500.
On the night of the contest the auditorium
was well filled with teachers, students, and the
relatives and friends of the entrants. The final
decision was a difficult matter. The number of
contestants eligible to the prize were finally
reduced to fifteen, and of these all but three
were eventually eliminated, they being Wade
Stevens, of Ogden, Miss Helen Budge, of Salt
Lake City and Miss Lilas Johnson. The final
award on points was made to Miss Budge to
whom the Chickering grand was awarded.
In selecting the judges the Glen Bros.-
Roberts Piano Co. showed great wisdom in
securing men and women with wide musical
knowledge, and unquestioned standing. The
judges were Tracy Cannon, Director of the Mc-
Cune School of Music and;. Art, Salt Lake City;
Prof. Thomas Giles, Professor of Music, Uni-
versity of Utah, Salt Lake City; Sterling Fogcl-
berg, teacher of piano, Salt Lake City; Frank-
lin Madsen, Professor of Music, Brigham
Young University, Provo; J. Spencer Cornwall,
Supervisor of Music, Granite School District,
Salt Lake City; A. C. Lund, Director of Taber-
nacle Choir, Salt Lake City; Miss Lyle Brad-
ford, Director of Music, East Side High
School, Salt Lake City; Frank Jagger, Teacher
of Piano, Ogden; Dr. J. E. Carver, Ogden, and
Mrs. R. B. Porter, Ogden.
In commenting on the contest Mr. Glen said:
"We feel that a tremendous amount of good
was the result of this competition, even to the
students who did not compete.
One of the
most important teachers in Utah told me: 'Mr.
Glen, you have accomplished something in your
contest here greater than you realize.' Another
said: 'This is the greatest thing that has ever
been done for the promotion of music in the
State of Utah.' Another teacher was generous
enough to tell me that his students had accom-
plished in six months what it would ordinarily
take a student two years to accomplish and
many other similar remarks, which gave us a
real satisfaction and encourage us to go ahead
with the contests in the future."
It is the intention of the Glen Bros.-Roberts
Piano Co., as set forth in the first announce-
ment of the contest, to award a Chickering
grand as prize under similar conditions for three
consecutive years, and in view of the success
that has attended the initial competition, it is
firmly believed that next year and the year fol-
lowing, the co-operation of the teachers will be
even more noteworthy, and that the number of
contestants will show, it is hoped, a marked
increase.
The most remarkable feature of the whole
thing is that one retail piano house of high
standing in its community had the foresight and
courage to stage and carry through such a
notable undertaking. The company itself bore
the entire expense, which included the mail
campaign, the advertising, the hiring of the
auditorium, and the numerous other incidentals.
The direct result, however, has been to estab-
lish the name of the Glen Bros.-Roberts Piano
Co. firmly on the minds of close to 300 repre-
sentative music teachers throughout the State
of Utah—publicity that through other channels
could not be bought at many times the cost.
What has been possible for the Glen Bros.-
Roberts Piano Co. to accomplish in Utah, is
possible for music merchants in every other
section of the country. It might not be feasible,
of course, for the single dealer in the more-
thickly populated States in the East to attempt
a State-wide contest, but it is entirely feasible
for him to attempt a contest on the Utah plan
to cover his own city and environs on the sev-
eral counties in which he most directly oper-
ates.
Special Sale Bynamite That Blew a
Player Price From $295 to $475
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
The Piano Saleswoman in Dealing
With the Feminine Buyer
Outstanding Success in Selling Pianos at Retail Achieved by Miss Minnie Rector of the Knabe Studios,
Chicago—Why the Woman Canvasser Gets Past the Housewife's Door More Frequently Than the
Salesman—Winning the Feminine Prospect's Confidence—The Why of Her Success
T
H E success that Miss Minnie Rector has
made in her ten years of retail piano sell-
ing may be attributed, in a degree, to the
statement recently made in these columns that
90 per cent of the piano buyers in metropolitan
stores are women.
Miss Rector, who now holds an important
Miss Minnie Rector
position with the retail sales force of the Knabe
Studios, Chicago, has been selling pianos to
prospects of her own sex as well as the opposite
for the past ten years with marked success and
her experiences, taking in all branches of retail
piano canvassing and selling, emphasize the
importance, if not necessity in some instances,
of having a capable young woman attached to
the piano department.
There are, no doubt, many capable young
women now selling other lines of merchandis-
ing or doing office work who are not particu-
larly fitted for their positions. They, just as
Miss Rector was when she first began selling
music, would no doubt make a success in sell-
ing pianos, for granting that they would have
a natural love of music, they would also have
a good understanding or, according to the mod-
ern phrase, comprehension of the psychology
of 90 per cent of their prospects.
Particularly does the saleslady have an ad-
vantage over the salesman, according to Miss
Rector, in canvassing. The salesman in many
instances is not admitted into the house, but
that same housewife will open the door to one
of her Own sex'. Canvassers in all lines arc
finding it more difficult to get into the home
so they can deliver their sales talk, it is said,
especially in the larger cities. In many in-
stances they are forced to shout their message
through barred doors. Again, many times they
have to make several repeat calls in order to get
into the house, which takes up a great deal of
time. Miss Rector, however, when canvassing
has not confronted sales resistance by barred
doors to any great extent.
She has sold as high as eight grands a day
on the floor and her sales for some months
have equaled the star salesman's of her organ-
ization. That she loses no time in making
the sale is shown in one evening's work when
she handled six customers and sold four of
them. These and other interesting facts are
among Miss Rector's experiences which she
tells as follows:
"Although I had little knowledge of music, I
always enjoyed good music and thought I
would like to sell musical instruments, so I ap-
plied for a position in the music department in
une of the department stores in Omaha.
As
it was Saturday and the department was busy, I,
after a few instructions, immediately began
selling records and phonographs at a salary of
$9 a week. I was only in the department two
hours when I sold a high-priced machine for
cash and, as this was considered an excep-
tionally good start, I was encouraged to work
harder.
"After a few days of experience inside I was
transferred to the outside work and within ten
days had sold $600 worth of phonographs. My
salary was then increased and I stayed with this
house for six months until another house sent
for me and gave me an opportunity to sell
pianos. I was there for seven months when I
went with the Hospe Co., of Omaha, where I
sold pianos for three and a half years and then
came to Chicago, joining one of the large piano
firms and later the Knabe Studios.
"When I first began outside work I went
with one of the salesmen, who showed me how
to drive the car. We would each take certain
houses to canvass and immediately I noticed
that I would invariably get into the house when
he would fail again and again to be admitted.
"I can almost always secure an interview and
when the lady of the house admits me she often
remarks: 'If you had been a man I wouldn't
have let you in.' In many instances I can see
where the prospect cannot admit a man, but
does not hesitate to let a woman come in.
"Women say they feel more at ease when
buying a piano if a saleswoman takes care of
them. Many have often said that they have
more confidence in a saleswoman. Just the
other day a lady came into the store and after I
had taken care of her she said: 'I certainly en-
joyed this visit and I have obtained just the in-
formation that I wanted. 1 These and other ex-
pressions have convinced me that there are
opportunities for the saleswoman in selling
pianos.
"This is also shown by the heart-to-heart
talks I have with my prospects and customers
about music, about a musical education for
their children and their various problems. In
fact I enjoy and take such an interest in work-
ing up sales that it does not seem like work.
"Although the wife often consults her hus-
band when buying a piano, he usually says he
doesn't know anything about pianos and sug-
gests that she use her own judgment, to a cer-
tain extent relying on the sales person to help
her in making a decision. I therefore have al-
ways believed that it pays to be on the square
and have found that honesty will sell more
pianos than misrepresentation. I don't make
conflicting statements. Honesty and service are
broadcast as I have discovered in many in-
stances. I like to please people and will go out
of my way to help or serve the customer, for I
find that courtesy is an important factor in
making the sale."
The music store of Henry P. Leis, located at
3-5 Bloomingdale avenue, Saranac Lake, N. Y.,
which was gutted by fire on September 3, has
resumed business, extensive repairs and alter-
ations having been completed.
The New Grand Piano Display Room
in the Baldwin Cincinnati Retail Store
Recently Remodeled and Redecorated, It Provides a Handsome Background for the Display of
the Grand Line of Pianos Made by the Baldwin Piano Co.

Download Page 4: PDF File | Image

Download Page 5 PDF File | Image

Future scanning projects are planned by the International Arcade Museum Library (IAML).

Pro Tip: You can flip pages on the issue easily by using the left and right arrow keys on your keyboard.