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Vol. 90
T H E Wilking Music Co. has been
selling pianos instead of talking hard
times and depression during the last
few years with the result that sales for
1930 were eighteen per cent in excess
of those for 1929 and thus far this
year the sales totals show a nine per
cent increase over last year. How did
this happen? Simply because the sales
organization of the company had been
trained and encouraged to go right
ahead selling pianos without worrying
about depression or poor business. As
President F. O. Wilking says, "If any
man talks depression he has no place
in the Wilking organization and he
knows it." That's part of the answer
and the rest of it is told on page 13
Music
Industry
No. 9
SEPTEMBER, 1931
MUSICAL
MERCHANDISE
SHEET MUSIC
ACCESSORIES
TABLE OF CONTENTS
How Amateur Bands Lead the Way to Instrument Sales
Editorially Speaking
6
Depression Is a Stranger to the Wilking Co
9
Mark P. Campbell's Enthusiasm Over Piano Trade is Revived
by Trip
of THE REVIEW this month.
INVESTIGATE the methods of any
concern making a success of the sale
of band and orchestra instruments at
retail and it will be found that those
methods have principally to do with
the organization of amateur groups of
players both in and out of the schools.
In short the first effort is to teach the
amateur to play and if this is done
successfully the sales of new instru-
ments take care of themselves as is
indicated by the experiences of the An-
derson-Soward Co., of Dayton, O., on
page four of this issue.
IkilARK P. CAMPBELL, president of
' " ' the Kohler-Brambach Piano Co.,
recently went out into the field himself
to get first-hand information regarding
retail conditions, and on his return de-
clared that his faith in the piano busi-
ness and its possibilities had been great-
ly stimulated as a result. Perhaps if
some other big executives would contact
the retail trade they would gain a
more optimistic view of the situation.
4
by Truman Mills
II
Tuners Association Holds Annual Convention
How the Weaver Piano Co. Contacts Prospective Piano
Purchasers
v
II
13
REGULAR DEPARTMENTS
The World of Radio
22
Chicago and the Middle West
25
Piano Factory and Piano Servicing
27
(Dr. Wm. Braid White, Technical Editor]
Sheet Music and Books
30
Musical Merchandise
33
B. BRITTAIN WILSON, Editor
EDWARD LYMAN BILL, Publisher
RAY BILL, Associate Editor
P. F. SIEBER, Circulation Manager
WESTERN DIVISION: PRANK W. KIRK, Manager
333 No. Michigan Ave., Chicago
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