Classic Mode

Music Trade Review

Issue: 1941 Vol. 100 N. 12

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
MUSIC TRADE REVIEW, PIANOS ONLY, DECEMBER, 1U1
31
and Pianos in the Middle West
Wurlitzer Employees Buy $331/800
in National Defense Bonds
On October 28th R. C. Rolfing, presi-
dent of the Rudolph Wurlitzer Co., whose
headquarters are now in Chicago, sent a
letter to the employees of the company in
which was included a plan providing a
convenient way for them to purchase de-
fense bonds and stamps. In his letter Mr.
Rolfing stated: "In order to give you an
opportunity to do your part and at the
same time help you save, we have estab-
lished a plan of payroll allotment in 'which
you authorize us to deduct an amount of
money regularly from your pay. The
amount deducted will be invested in De-
fense Stamps or Defense Savings Bonds."
Two plans are offered. Plan A provides
that the amount stipulated by the em-
ployee to be deducted, will be paid in
Defense Savings Stamps. Plan B pro-
vides that the money deducted will be
credited to the account of the employee
until the amount accumulated is sufficient
to purchase a Defense Savings Bond of
the denomination to which the employee
has subscribed. Privilege is given the em-
ployee, however, to withdraw the amount
to his credit at any time desired. Authori-
zation of the allotment plan is absolutely
voluntary.
Although this plan has been in force but
a short time over 85' i of the employees
of all divisions have already purchased
Defense Bonds.
President Rolfing dispatched the follow-
ing telegram to the Hon. Henry Morgen-
thau, Jr., Secretary of the Treasury on
November 21st:
"Three hundred thirty one thousand
five hundred dollars defense Savings
Bonds subscribed for by Wurlitzer em-
ployees based on Maturity value annual
basis. Number employees subscribing,
two thousand six hundred forty two repre-
senting eighty five percent of total em-
ployees. Campaign still under way. We
pledge our continued cooperation and
support."
One minute transcriptions of back-
ground music played on the Solovox with
dialogue and provision for local dealer
mention have been prepared.
Each skit has been dramatized with a
man, a girl and a musician with Solovox
demonstrating typical Solovox approxi-
mations of musical instruments.
Morticians Praise
New Magnatone
The increasing popularity of Gulbran-
sen Magnatone organs among morticians
was evidenced by the large number of
New Spinet Type Magnatone
delegates who visited -the Gulbransen ex-
hibit at the National Funeral Directors
Convention in St. Louis recently.
S. K. Ketterman, inventor and designer
of the Magnatone Organ, was in charge
of the display and demonstrated the qual-
ities and remarkable performance of this
instrument. He also introduced the newly
developed Spinet Organ which is elec-
trically operated with or without amplifi-
cation. This new Spinet Organ, was en-
thusiastically received by many morticians
who seek a smaller type of organ eco-
nomical to operate.
Solovox Spot Announcements
Four New French
Models Announced
A cooperative radio spot announce-
ment advertising campaign for Hammond
Solovox dealers throughout the country
has been launched by the Hammond In-
strument Co.
Four striking new spinet models are
now included in the line produced by the
Jesse French division of H. and A. Selmer, Inc.
In these spinet models the designers
have combined popular period motifs
with new cases of notable simplicity. The
resulting designs are strikingly attractive
and are not of the type apt to be "dated."
The names of the four pianos indicate
their motifs—The Norfolk Spinet, The
Sheraton Spinet, The Louis XVI Spinet
and The Regency Spinet.
Dealers who have received shipment of
the new spinet models have praised these
highly. These new spinets round out a
complete Jesse French & Sons line of
pianos including grands, consoles and
studio uprights.
Gulbransen
Now on the Air
A new program four days of every
week has been inaugurated over radio
station WMAQ, Chicago, 111., Tuesdays,
Thursdays, and Fridays at 5.30 P. M. and
over station WJJD on Sundays at 10.45
A. M. in which Walter Flandorf well
known pianist plays the Gulbransen Con-
cert grand piano.
That this broadcast is proving effective
has been manifested in the many letters
being received by the Gulbransen Co.,
Chicago, one of which recently stated:
"It is a new departure for me to go to
the trouble of writing a letter to radio spon-
sors regarding their programs. However,
I have so thoroughly enjoyed your pro-
gram which, I believe, just recently
started that I just can't help making it
known to you. By all means continue it in
its present form—it is a pleasant relief
from the raucous noises handed radio
listeners in the guise of music. I believe
this would be the general opinion of any
lover of good music."
Wurlitzer for Battleship Wyoming
Charles C. Campbell of Norfolk, Va..
recently sold a Wurlitzer Spinette finished
in Plastic Fabric to the United States Navy
for use on the battleship, "Wyoming."
The piano is to be used for chapel service
and all recreation. Shortly after this out-
standing sale, Mr. Campbell sold another
Wurlitzer piano for use in the recreation
room of the Marine Barracks at the Nor-
folk Navy Yard.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
32
MUSIC TRADE REVIEW, PIANOS ONLY, DECEMBER, 19J>1
Follow up oi Christinas Buyers
Developes New Year Sales
By Daniel Webster
I
N the midst of the Christmas rush in
their record departments, piano
dealers have an excellent opportunity
oi laying the foundation for continued
steady business throughout the Winter.
Every record sold in December, and even
every package of needles, should be
primed to bring back customers in Janu-
ary and February. Those piano dealers
who have an experienced record manager
in charge of this department recognize his
skill in developing follow-up business. To
those who have recently added phono-
graphs, the following suggestions are
valuable because they have already
proved their worth in many stores.
GET NAMES AND ADDRESSES
Beginning with the sale of phonographs
and combinations, it is only routine to get
the names and addresses of purchasers.
In December, however, a large proportion
of this merchandise is bought as gifts,
hence the dealer should dig out the name
and address of the recipient. When a
parent buys his son a table model combi-
nation, it is obvious that the follow-up
work for record business should bt
directed at the son, not the purchaser. The
boy's taste in music should be discoverd
and keyed for future mailings. Even when
a customer buys a combination apparently
for himself, it is wise to discover who will
use it most. Perhaps he is buying it to
listen to symphonic music, but it may bo
that it is really because his wife wants
to hear more opera. Future sales of
records depends on knowing who actually
plays the music.
OFFER SOMETHING FREE
Most certain results will come if you
offer something free. And make it FREE
is big capitals. It may be something as
a subscription to a manufacturer's record
magazine, or regular mailing of record
release information, but convince your
gift seeker that the information he is giv-
ing you will be a second gift to the re*
cipient.
Without giving away profits, there are
many "free" offers a record department
can make. For instance, the recipient's
initials can be lettered on albums and
table combinations, or metal initials fur-
nished for consoles. If the sale warrants,
the customer may be allowed to make a
personal recording to go with his gift of
records or player. In some cases, the
dealer can arrange to make deliveries on
Christmas morning.
ONE WAY TO GET NEW NAMES
All of this pre-Christmas activity will
give the dealer an excellent list of new
names on which he can go to work after
the first of the year. If possible, these
names should be checked as soon as pos-
sible, by telephone or mail. This per-
sonal contact will not only create good-
will, but will also indicate leads for im-
mediate follow-up. There is a lot of gift
money to be spent right after Christmas
and many a prospect wants a new com-
bination.
Finally, this work brings the store as a
whole into closer touch with more people,
increases traffic and permits the piano
salesmen to uncover new customers.
Celebrates Quarter of Century of Success
by Opening New Modern Store
No good phonograph salesman delivers
a combination without including in tho
transaction as many records as possible.
For Christmas, an adaptation of this idea
is the gift certificate which permits tho
recipient to pick his own records. Printed
gilt forms are available to the dealer at
a low cost.
GET EXTRA FOR RECORDS
When the combination is to be paid for
by installments, the customer will fre-
quently agree to pay something extra reg-
ularly for records. If the contract calls for
ten dolars a month, it can easily be in-
creased to twelve, the two extra dollars
for records at each payment date. This
assures that the dealer will hold his custo-
mer's record business and keeps his in-
terest at peak.
As the sale of each combination is thus
tagged to create the greatest possible
amount of future record business, the
corollary should also be exploited. Christ-
mas record sales should lead to new
phonographs sales later. Get the name
and muscal tastes of the person who is
going to receive the records. Push the
record gift check idea for all it's worth.
Interior and Exterior View of the Kenney Music Co., Huntington, W. Va.
The Kenney Music Co.. Huntington, W.
Va. rounded out 25 years of progress by
opening a new, enlarged store. The new
location occupies 14,000 square feet of
floor space—just twenty times the space
in the original store. There is a sheet
music department, one for a complete line
of small goods as well as individual piano
display rooms, displaying Winter, Story &
Clark Pianos and Everett organs.
The adjacent building houses the Ken-
ney School of Music which has been an
important factor in promoting the ad-
vancement of Music in Huntington and
has paved the way for many a sale of
all types of musical instruments.
John N. Kenney, head of the house
stated recently:
"This marvelous store which has taken
twenty-five years to build, is not mere
brick and mortar. Kenney's is erected on
two decades of unfailing service and un-
stinted values to generations who come
here year after year. The name of Ken-
ney's in all future years as in the past will
be the synonym for quality, value and
service."
Piano lines handled by this company
include Story & Clark and Winter & Co.
and the Everett Orgatron.

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