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He Mnsicirade Review
P I A N O S
R A D I O S
ORGANS
SUPPLIES
Music
Industry
Serving
the National
Vol. 91
I T is a recognized fact that when the
prospect is once in the store much
of the sales resistance vanishes, and
the advantage lies with the salesman.
For that reason the Anderson-Soward
Co., Dayton, O., has found it profitable
to pay a poll tax to have prospective
customers visit its headquarters. How
this demonstration plan has been con-
ceived and worked out by the com-
pany is described elsewhere in this
issue of T H E REVIEW. It is just an-
other live angle on present-day mer-
chandising.
E L S E W H E R E in T H E REVIEW this
month appears an announcement
of tremendous importance to every divi-
sion of the piano trade, namely, the
presentation of the new line of Baldwin
pianos. Its importance lies in the fact
that the aid of science has been en-
listed, as never before, for the purpose
of obtaining tonal qualities of absolute
accuracy. The many structural im-
provements are outstanding, it is true,
but the development of tone according
to scientific measurement represents a
great forward step that should have a
marked influence on the future of the
American piano.
IN a great majority of cases, recently,
where retail music houses have gotten
into trouble, the schedules indicate that
the face value of the instalment ac-
counts receivable is in excess of the
total liabilities. In short, the trouble
is due to frozen assets in the form of
paper. Such cases offer strong argu-
ments for short terms and extra care
in credit granting, even at the cost of
lowered volume. It makes the dealer's
problem not alone one of selling, but
of getting as much cash as possible.
No. 6
JUNE-JULY, 1932
MUSICAL
MERCHANDISE
SHEET MUSIC
ACCESSORIES
TABLE OF CONTENTS
Annual Meeting of National Association of Music Merchants
4
Editorially Speaking
6
A Demonstration Plan That Makes Sales
7
By Truman Mills
Piano Manufacturers Hold Annual Meeting
8
Meeting of Music Industries Chamber of Commerce
9
Convention of National Association of Piano Tuners
10
New Baldwin "Mastertone Models" Introduced
I I
R.M.A. Convention and Trade Show
17
Convention of National Association of Sheet Music Dealers
20
Convention of Music Publishers Association
21
Urges School Band Parades to Improve Public Morale
22
REGULAR DEPARTMENTS
In the Field of Radio
17
Piano Factory and Piano Servicing
18
(Dr. Wm. Braid White, Technical Editor)
Sheet Music and Books
20
Musical Merchandise
22
B. BRITTAIN WILSON, Editor
EDWARD LYMAN BILL, Publisher
RAY BILL, Associate Editor
WESTERN DIVISION: FRANK W. KIRK, Manager
333 No. Michigan Ave., Chicago
M. L. WULFROST, Circulation Manager
Published on the First of the Month by Federated Business Publications, Inc.
at 420 Lexington Avenue, New York
President, Raymond Bill; Vice-presidents, J. B. Spillane, Randolph Brown; Secretary and Treasurer, Edward Lyman Bill; Comptroller, T. J.
Kelly; Assistant Treasurer, Wm. A. Low.
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