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was sent to York with a half carload.
He was successful in disposing of these
within a reasonable time and became
acquainted with M. B. Gibson, then
president of the Weaver Organ &
Piano Co. It was through this acquaint-
ance that he met the retail manager
of the company and was asked to join
the organization. That was 37 years
ago.
Regarding his long experience with
Weaver, Mr. Sanner says:
Rules to Follow
"To express my opinion as to what
constitutes a successful piano selling
career, I would say:
1. Complete faith and confidence in
the merits of the instruments to be
sold and the firm back of them.
2. Honesty in all dealings, never
mis-representing quality, never abus-
ing the confidence of the buyer, who in
later years becomes your greatest asset.
Never making unjust and unwarranted
criticism of competitors or his goods,
but rather be proficient in the ability
to quote the quality and superiority
of my own line.
3. Courtesy and politeness even un-
der pressure, if necessary, and at the
same time, sincerest frankness.
4. Add to this, determination, per-
sistence, and alert and constant con-
tactiveness.
"My own apparent success must be
attributed, in some measure to the
hosit of satisfied buyers, who now have
mounted into the thousands, and who,
thru the passing years, have supplied
prospects even to the 3rd generation.
I can even now recall having made 7
sales in one or more families and 6 in
another and 4 in many more.
"I have never been obliged to canvas
from door to door for prospects, but
can, even now, rely on leads given me
by friends and pleased buyers. As a
Past-President of the Lions Club, even
tho I have never commercialized my
membership, I have sold more than
30 of the members new instruments.
"Pianos are not hurriedly bought.
They must be sold. As a rule, buyers
are not so likely to seek you. Even
if interested, they must be urged and
re-assured by the salesman.
"Finally, to be a successful and a
conscientious salesman, one must know
piano, think piano, talk piano, dream
piano, know the psychological moment
for closing any deal, and never relax-
ing until the prospective buyer has
placed the necessary signature on the
dotted line and made arrangements for
payment."
Forty Years of Success
Then there is Owen H. Cox, of the
Wurlitzer Detroit store who has been
selling t>ianos ever since he became
affiliated with a music house in Indian-
apolis forty years ago.
"I selected the piano business" says
Mr. Cox, "because I believed every child
should have a musical training and
that a piano should be in every home.
In my opinion, music is the sunlight of
civilization, and the piano is the wide
portal to higher muscal joy and un-
derstanding. I am certain, music study
exalts life. Not
only does it ex-
alt but it also
adds to life a
pleasure and a
joy that make
living
worth
more, and that
can be attained
in no o t h e r
way. Thus there
becomes an ur-
ge n t
reason,
•Why
Every
C h i l d Should
O. H. COX
Have a Musi-
cal Training.' Music is essential in
these critical times. Let us all do
our alloted task with added zest, keep-
ing a smile on our lips and music in
our hearts.
"The piano salesman, who produces,
always receives just compensation for
the efforts put forth."
Although young in experience com-
pared with some others W. R. Trembly
manager of the piano department of
the Wurlitzer, Detroit store has found
that his twenty-five years of selling
pianos has proved substantial and prof-
itable. Rated as one of the most ethical
salesmen in the business he has built
up a splendid following being respect-
ed by both customer and fellow em-
ployees.
Profied Financially
The success which these two men
have enjoyed is best expressed in the
words of George R. Callahan, manager
of the Wurlitzer, Detroit store who
said: "Both these gentlemen have prof-
ited financially in the piano business
and have not only performed their
work well and have been successful in
this manner, but have made for them-
selves hosts of friends in Detroit and
in the industry."
In Boston, Mass, a man who started
as a cost clerk is now manager of the
Chickering & Sons store on Boylston
St. It was in 1913 that E. J. Newby
started in that capacity with this old
New England house. In two years he
was in charge of the service depart-
ment. He joined the army in 1917 and
upon his return decided that selling
pianos was more fascinating and re-
munerative. That this proved itself
was manifested in his appointment as
sales manager in 1936 and assistant
treasurer of the American Piano Corp.
in 1943. Says Mr. Newby: "In view
of my experience in the music industry
and considering the manifold advan-
tages pertinent to it, I cannot foresee
any great difficulty in attracting young
men to join us, provided we instill in
them the same faith and confidence
which we should possess."
Associated with Mr. Newby, are men
like E. C. Carr who began as a tuner
some fifty years ago while at the same
time he played a cornet in a theatre
orchestra. He learned his trade in the
Emerson plant, later joined the Ivres
& Pond Piano Co. as head tuner in the
factory, later became a floor salesman
with the Champlin Piano Co. and also
became New England manager for
Charles M. Stieff Inc., of Baltimore.
After twenty years with that organiza-
tion he was appointed Director of
Public Celebrations for the City of
Boston but returned to the piano busi-
ness in 1927 as floor salesman for
Mason & Hamlin and when this store
was merged with Chickering & Sons,
he continued in what he says "a posi-
tion I am priviledged to hold at the
present time."
First Sale in 1903
Not far behind him in length of ex-
perience is A. A. Krebs of the same
organization. "I recall my first piano
sale in 1903" says Mr. Krebs, "and
the thrill it gave me."
"Then came the period prior to the
first World War when mother and
fathers took a great pride in the mu-
sical education of their children, and
the piano played such an important
part in it.
"Then the great period of prosperity
prior to the financial crash in 1929.
They were the good old days when
people bought reproducing pianos . . .
the Ampico, by name. Then came the
crash, and how we in the piano busi-
ness suffered! Thanks to perseverence
and a process of re-education, the piano
came back to its own. Yankee ingen-
uity showed itself, and as a result the
spinet type of piano was born and we
were sailing along in high gear when
World War Two came, and this time
no pianos as production ceased.
"Now that the second war is over
and the industry gets back into pro-
duction once more, I am looking for-
ward with the greatest of pleasure
to the future which is so rip« for our
industry.
Public Spirit-Minded
"The public is spinet and baby grand-
minded, and my 32 years with the
House of Chickering & Sons have pre-
pared me for this day. I only hope
that all men connected with our glor-
ious industry will not fall down but
take advantage of the harvest which
is ripe."
Another Chickering & Sons salesman
who started as a tuner in 1905 is Harry
R. Rogers. After a few months at the
Hallet & Davis factory he had the
opportunity to change to the Chicker-
fTurn to page 81
THE MUSIC TRADE REVIEW, FEBRUARY, 1946