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The Jiusic jfiaJ
REVIEW
Established 1879
CARLETON CHACE, Editor
Alex H. Kolbe, Publisher
V. T. Costello
NATIONAL
ASSOCIATION
OF MUSIC
MERCHANTS
ernment agencies, the personnel is made up of people
who have an entirely foreign viewpoint on the very
industries that they are supposed to create directives
for, and unless they are continuously reminded of
the importance of a product, what it means from the
educational standpoint as well as the cultural effect
upon society, it is just classed with many other things
which are considerably less important. The piano
industry is very fortunate to have an Advisory Com-
mittee which has been able to present such forceful
arguments that the members of the NPA have recog-
nized that the piano is more essential than they
thought in the beginning. Another meeting with NPA
officials is scheduled for February 27th. Here's hop-
ing for more good news.
Honesty in Salesmanship
Alexander Hart
E
VERY once in a while someone calls us on the
phone to ask our opinion about a piano. Some-
times they will name a half-dozen makes, all of
which are very well-made, well-known and worth-
while instruments. The person at the other end of
Mary Louise Kauffman
the
wire will state that they have been so confused
Circulation Manager
because a salesman in one wareroom runs down the
Published monthly at 510 RKO Building, Radio
product of one displayed in another wareroom. In
City, 1270 Sixth Avenue, New York 20, N. Y.
our opinion, this is trying to sell a piano with methods
Telephone: Circle 7-5842-5843-5844
which became obsolete many years ago, and although
Vol. I l l
FEBRUARY 1952
No. 2 we have no statistics we would wager that where
there are conflicting and disparaging remarks about
various instruments, the one salesman who would win
Business; - As We See It
out would be the one who would say, "Yes, the piano
T is very gratifying to find that the members of you mention is a good piano but we feel that we have
the National Production Authority took an open- some features in our instrument that make our prod-
minded viewpoint of the protests brought uct somewhat superior." We believe that a remark
before them by the Piano Industry Advisory Com- similar to this will instill more confidence in the
mittee, and some relief has been forthcoming giving prospect's mind, than as if the salesman had turned
the piano manufacturers some- around and run down his competitors' product. The
what greater leeway in the use of public knows very little about piano construction.
copper during the first and second Name value plays an important part and also the
quarters of this year. Evidently character of the dealer or salesman who is selling the
the members of the National Pro- product. So, when a prospect tells you that she has
duction Authority did not take in- been looking at other pianos and asks your opinion,
to consideration some of the im- don't start knocking. It will certainly do you more
portant information which was harm than good, because although your prospect may
placed before them by the execu- not know much about the construction of a piano,
tive committee of the National how it's made, etc., most people are bright enough to
Piano Manufacturers Association realize that a bad knock is just a boost for the other
and the Piano Industry Advisory fellow.
Committee in the beginning. Hav-
ing at one time been connected with a government
agency, that is, during the last war and having seen
how some of these agencies operate, it is not surprising
to us that such a thing happened. In many of these gov-
EDITOR
Associate Editor
Technical Editor
I
10
THE MUSIC TRADE REVIEW. FEBRUARY, 1952