Music Trade Review

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JUNE 25, 1927
The Music Trade Review
Ampico in Chickering Concerts Are
Featured in Salt Lake City With Gordon
Series Given Under Auspices of Glen Bros.-Roberts Co.—Granite Furniture Co.
Handles Brunswick—Boise Firm to Open Music Department
home and reciting how well the citizens have
appreciated the Packard pianos in their home
town, is interesting as one feature of the new
selling policy of the Packard Piano Co., which
hereafter is to be counted as a national factor
in the sale of fine pianos. The wholesale ad-
vertising of the company strikes a note different
from the conventional argument for dealers, and
it institutes a new campaign of sales promotion
along unusual lines.
Sales Manager W. B. Marshall, of the Pack-
ard Piano Co., believes there is nothing inher-
ently wrong with the piano business and that
the right kind of intensive sales effort when put
behind a good piano will bring adequately
profitable results. He concentrates his efforts
on helping the dealer make more sales and the
definite selling plan his company has now
worked out with effective sales helps and per-
sonal effort on the part of Packard promotion
men will undoubtedly add impetus to the cam-
paign, particularly as that company is now de-
veloping a retail financing plan as well.
Back of all this is the record of the Packard
Piano Co. for making only fine pianos and its
half century of progress along this line is shown
in the respect of the trade for these instru-
ments. The newest Packard Louis XVI art
grand is a fine example of what the company's
latest efforts are, and it has won enthusiastic
endorsement from musicians.
C A L T LAKE CITY, UTAH, June 15.—The
*** music business continues fair for the time
of year. Some of the firms report one thing
as selling well and some another. The portable
phonograph is not moving as well as it was
thought it would by this time, due to the un-
settled weather conditions. So far there has
been very little really warm and sunshiny
weather in Utah this year. The sheet music
business is in excellent shape and so is the
record business. The general talking machine
business is quite up to normal for the season,
if not above; some report the piano business
as "quiet," while others say it is one of the
bright spots in their own business just now.
Band and orchestra instruments are about fair.
All of the music stores of the city donated
musical instruments of some sort in connection
with the big window display carnival which
took place in Salt Lake City the other night
under the auspices of the retail merchants'
bureau of the Chamber of Commerce. It was
the second annual Summer window display
event of the city and many thousands of peo-
ple indulged in "window shopping" that night.
Sam F. Palmer, manager of the piano de-
partment of the Glen Bros.-Roberts Piano Co.
for some years and holding a similar position
with the Consolidated Music Co. of late, is
recovering from a major operation performed
at the Holy Cross Hospital, this city, the other
day.
Philip Gordon, artist for Chickering & Sons,
has been giving a series of concerts here which
extended over one week and which were well
attended. They were arranged by Thomas J.
Holland, manager of the Salt Lake City store
of the Glen Bros.-Roberts Piano Co. and proved
a big success.
Byron W. Daynes, son of Col. Jos. J. Daynes,
president and general manager of the Daynes-
Beebe Music Co. and a member of the indoor
sales staff of the company, will leave for Germany
in the course of a week or two, where he will
act as a missionary for the Latter-day Saint
or Mormon Church. Mr. Daynes will be away
indefinitely and will serve without pay.
The Granite Furniture Co., in the Sugar
House district of Salt Lake City, has opened
up a phonograph department and will carry the
Brunswick line. R. J. Thomas, formerly assistant
manager of the Browning Bros. Co., of Ogden,
and in charge of its Brunswick department for
four years, has been appointed manager of the
new phonograph department of the furniture
store.
The Falk Mercantile Co., of Boise, Idaho,
is building a three-story addition to its de-
partment store and anno.unces plans for an
elaborate music department which will be
located on the second floor of the new addition.
Phonographs, pianos and radios will be carried.
The Chesbro Music Co., of Idaho Falls,
Idaho, has added a new addition which will
make possible large showrooms for their
pianos and phonographs.
Marcellus Smith, sales manager for the past
year for the Ogden store of the Glen Bros.-
Roberts Piano Co., is no longer with the com-
pany and is understood to have entered the
tea! estate business. He is succeeded by R. D.
Harriger, who has been on the company's sales
staff for some time and who, prior to that, was
in the repair department.
A Collection System That
Keeps Down Past Due
as not to indicate that the letters are from you.
When the day following is a Sunday or a
holiday the billing clerk should send out the
bills and letters for the two days. Care should
be taken that the credits and debits are posted
to date before starting the day's billing, etc.
KEYS
ACTIONS
PLAYERS
Offers Lessons With the
Purchase of a Piano
of the
(Continued from page 4)
billing, etc., but it is best to string the con-
tracts along throughout the month.
When a letter is returned have your dray-
man look into the matter at once. Get the
correct address. It is well to get the names
and addresses of two relatives living outside
the purchasers' households at the time of
drawing up the contract. In this way any
truant mover can be readily traced. When
customers move out of the State or to a dis-
tance, you may require a form to be signed
by two property owners in the town to which
they are moving, guaranteeing that the cus-
tomer will not move the instrument from the
new location without your written permission.
Tell the customer your financial department
or banker requires this non-removal guarantee.
Mail Enclosures
Enclose no advertising matter in your collec-
tion mail. You want customers' undivided
attention on your bill. Use printed bill forms
with amounts filled in by typewriter and insert
in envelope folded face out. Always enclose
a self-addressed, white envelope of good quality
with your bill. Do not enclose return envelope
with the form letters. Fold the return en-
velope face out—this will stare the customer
in the face and serve as a reminder. The
quality of the paper and the printing has a
certain good effect upon the customer and im-
presses him with the character of your firm.
A transparent window envelope may be used
for bills, but typewritten envelopes should be
used for the form letters. Should a customer
not open his bills or letters, it is a good idea
to have a private mail box at the post office
and have only the number of the box printed
on the back flap of the billing envelope so
Packard Music House, Ft. Wayne, Links Up
Closely With the Music Teachers of That
City
FT. WAYNE, IND., June 18.—The Ft. Wayne
Journal-Gazette is devoting much space and in-
telligent news matter to music in the home and
school. In a page of news matter containing
pictures of the leading instructors of all
branches of music in Ft. Wayne, as well as a
number of the most prominent pupils, the Pack-
ard Music House recently made a special an-
nouncement that it had made arrangements with
the music teachers of Ft. Wayne by which, for
a definite period, private music lessons would
be given to all purchasers of a Packard or a
Bond piano, or any new or used piano in stock.
To quote from the advertisement:
"These lessons may be arranged for with any
teacher featured on this page and the Packard
Music House will pay for them as a special con-
tribution to the development of music in our
community. You select the teacher and we pay
for the lessons.
"There are over 5,000 satisfied owners of
Packard and Bond pianos in Ft. Wayne, a num-
ber far in excess of all other makes of pianos of
equal quality were they combined."
This announcement from its local retail head-
quarters, while showing the appreciation of the
Packard Piano Co. of the value of music in the
J. S. McClurg has purchased control of the
business of the Marion Piano Co., Marion, Ind.,
from Saul Karantz, who was proprietor of the
concern for several years.
The Kurtzmann Piano Co., Buffalo, N. Y., has
opened a retail branch in the Masonic Temple
Building on East Elm street, Penn Yan, N. Y.
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