Music Trade Review

Issue: 1941 Vol. 100 N. 9

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW, SEPTEMBER, 1W
Chicago &
Midwest
Wurlitzer Moves
to Chicago
Jack Henderson
with Gulbransen
The executive offices of the Rudolph
Wurlitzer Co., were moved from Cincin-
nati where they had been located since
the founding of the company in 185G, to
the 34th floor of the Bankers Building,
105 West Adams St., Chicago, 111., on
September 1st.
Approximately forty of the staff which
has been employed in the Cincinnati
office will now make their headquarters
in Chicago. Rudolph H. Wurlitzer Chair-
man of the Board of Directors will remain
in Cincinnati. Other officials including
President R. C. Rolf ing -will make their
headquarters in the new offices in Chi-
cago.
S. E. Zack president of the Gulbransen
Co., Chicago, 111., has announced the ap-
pointment of Jack Henderson as traveling
Miss Laughead Wed to
Marquette Football Star
Miss Mary Frances Laughead, a senior
in the School of Speech, Northwestern
University, Evanston, Illinois, eloped fol-
lowing the recent music trade convention
with M. Dick Kahlow, a well known foot-
ball player and college athlete from
Marquette University. The 21 year old
bride is the daughter of Gordon Laug-
head, sales manager of Story & Clark.
The young couple reside in New Jersey.
Mr. Kahlow is an engineer in a New
Jersey submarine parts factory engaged
in defense work.
Creditors of Henry G. Johnson
Piano Manufacturing Co.
formerly of BELLEVUE, IOWA,
communicate with W. A. MENNIE,
45 West 45th St., N.Y.C., before
Oct. 15, 1941. Subject: Additional
dividend available.
Jack Henderson with his lather J. C. Henderson
representative for part of the southeast,
Texas, Oklahoma, Arkansas and Ken-
tucky.
Jack is the son of J. C. Henderson who
has represented Gulbransen for several
years in the southeast. He has never
traveled before, but has been in the re-
tail piano business since boyhood, his
last venture being at Tampa, Florida in
partnership with J. A. Turner, prior to
which he was in the employ of the Grif-
fith Piano Co., Newark, N. J.
Said E. P. Williams, sales manager for
the company: "This retail experience will
no doubt be of great value to Jack in his
forthcoming wholesale activities. We, of
course, do not need to dwell on the long
and active part J. C. Henderson has taken
in the industry.
17
Building Pianos
for 5 5 Years
When Charles H. Bartholomee started
to apprentice at the age of 13 in the
Steinway <& Sons factory and later in the
Weber plant he hoped that someday he
would become a superintendent and
either own or become a partner in a
piano manufacturing business. This hope
was realized last year when he became
vice president of Straube Pianos Inc. as
weli as superintendent.
He is the third generation of piano
builders in his family. His grandfather
had a factory in Germany, his father one
is New York.
Mr. Bartholomee worked as action
finisher and regulator at the Newcombe
Piano Co. of Toronto, Canada when his
father was superintendent. Later he had
charge of fine regulating and grand
action work at D. W. Karn Piano Co. of
Woodstock, Canada. He was also with
the Thomas Organ and Piano Co. of
Woodstock. Coming west to Chicago in
1896, his first job was with the Steger
Piano Co. at Steger, 111.. He left there to
take a position as assistant superintend-
ent to Walter Lane of the Russell Piano
Co., Chicago. His next position was with
G. P. Bent where for ten years he was in
charge of fine regulating, tone regulating
and the repair department. After that he
became superintendent of the Werner
Piano Co. of Chicago and later was super-
intendent of Smith & Barnes, Chicago.
Then he joined P. A. Starck and formed
the P. A. Starck Piano Co. After 20 years
he and his sons went into business. In
1926 he returned to the P. A. Starck
Piano Co. as superintendent until the
crash of 1929 when the factory closed.
Shortly thereafter he made connection
with the Straube Piano Co. then of Ham-
mond, Ind. (now of Chicago Heights, 111.)
as superintendent and later on was also
made vice-president.
The scales now being used in Straube
pianos were created by Mr. Bartolomee.
WANTED:
Expert fine tuner, tone
regulator and action regulator for per-
manent position with large retail piano
dealer in western New York. State ex-
perience, ability, references, age, salary
expected. Address—Reliable, % THE
MUSIC TRADE REVIEW, 1270 Sixth
Ave., (Radio City) New York.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
18
THE MUSIC TRADE REVIEW, SEPTEMBER, 1H1
Telephone
Prospecting
fundamental with respect to soliciting
orders and canvassing prospects directly
over the telephone.
7. Provides a highly effective supple-
ment to salesmen's visits.
8. Enables salesmen to make appoint-
ments before visits to out-of-the-way
(Continued from, Page 13)
ADVANTAGES
places, thus avoiding wasteful trips and
ble, clear and convincing answers to them
Now let us look at the other side of permitting better planning of route.
before picking up the telephone. These the picture. Why should we consider
9. Helps increase market coverage.
objections—should be looked upon as op- the telephone as a medium for develop-
10. Obtains immediate coverage of
portunities to explain and clarify. We ing prospects? What advantage has it to
have called them objections, but very offer? Let us see what some of these bene- market for price changes—special offers
—to sell odd lots or surplus stock.
often they take the form of questions. By fits might be.
Of course, the telephone is only one
answering them properly, points which
We have found that use of the tele-
medium in the development of prospec-
bar the way to a sale can be cleared up phone:
in the prospect's mind. In this respect,
1. Provides frequent voice-to-voice con- tive customers. Others are your personal
sales objections are really sales opportun- tacts with customers and prospects at visits and direct mail and other advertis-
ing. Serious thought should be given to
ities.
low cost.
2. Weeds out poor prospects and qual- which of these will produce the best re-
sults for your particular field.
SUMMARY
ifies good prospects promptly.
3. Saves time for buyer and seller.
All we have said can be summarized
4. Permits low cost checking of "space"
into the following five principles.
and "direct mail' advertising.
1. The firm calling should be well and
JESSE FRENCH & SONS PIANOS
5. Is a more personal medium than ad-
favorably known.
vertising.
2. The customer or prospect should not
6. Places the sales person in a position
be surprised when he receives a call.
to answer questions and meet objections.
3. The call must have a definite ap-
peal.
4. The presentation must be short.
• * • * • * •
because t h e y
5. The person calling must have a
give your customers both
fine-furniture features and
thorough knowledge of the business and
A Musical Masterpiece
honest musical quality.
be well trained in the technique of tele-
• • GET THE FACTS!
phone selling.
E L K H A RT
Weaver
Piano
Co.,
York.
Pa.
Write Dept. 19FA
Observations over a long period of
INDIANA
time have emphasied that these rules are
ARE EASY TO SELL
WEAVER PIANO
Sdm er
SHONINGER
KRANICH
*X BACH
PIANOS • ESTABLISHED 1850
The quality old time
Shoninger dealers
expect . . . in new
consoles of great
beauty.
ijP'ANOS
j / Since 1864
^Varif only in dige
yye'manufacture one
(jiialitij -the finest. -
Jfrom the new -Mnall
console to the nine foot
J\ ran ich&Bach piano ib
perfect in every detail.
237EAST23RD.STREET,N.Y
Tone volume control from a
mere whisper to that even
greater then in a concert
grand piano.
Consult your piano manufacturer
MIESSNER INVENTIONS. Inc.
18 MAIN ST.
MILLBURN, N. I.
We Invite Inquiry
STARR PIANO COMPANY.
Richmond, Indiana
National Piano Corp.
1200 Broadway
New York
McvuUnan,
Master Piano Craftsmen for 99 Years
HARDMAN PIANOS • MINIPIANOS . HARRINGTON PIANOS
33 West 57th St., New York
^T M. Ret. lor Eivestiff Piinitti
tarr
CONSOLE and GRAND PIANOS
offer dealers and purchasers
alike, the ultimate in fine pianos—
truly "star" value in design and
construction.
Directblow action.
BRAMBACH GRANDS
Original Scales
Modern Designs
KOHLER & CAMPBELL
*yr
Grands — Consoles
Studio Uprights
A wide variety of modern designs — Lowest Prices —
— Write for Details —
KOHLER & CAMPBELL, INC.
629 WEST 50th STREET
NEW YORK

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