Presto

Issue: 1920 1767

29
PRESTO
June 5, 1920.
NOTED AUTHOR TELLS
SALESMANSHIP SECRETS
Truth Is First Requisite, with Imagination
and Courage Almost Equally Essential
to Success in Getting Ahead.
While in some of its details the business of selling
pianos is not precisely like selling other things, the
fundamental principles are identical. Piano sales-
men will find much of advice and encouragement in
the remarks of Dr. Frank Crane, writer and busi-
ness philosopher, who addressed the Chicago Asso-
ciation of Commerce one day last week. His sub-
ject was "The Ten Commandments of Salesman-
ship." The speaker introduced himself with the
remark that he was not a salesman, but that he had
during his life managed to buy more things that he
didn't want than any man his size.
"From my experience as a persistent buyer," said
Dr. Crane, "I have derived my philosophy of sales-
manship. I have observed, as carefully as I could
what kind of salesmen sell me things and why they
sell them to me and have evolved ten command-
ments of salesmanship as a result.
"Here they are:
"1. Be agreeable. Disagreeable people never sell
me anything.
"2. Know your business. Salesmen who know
their business usually can sell. Too many business
men don't study their own business, don't read
about it and use the library for reference on it.
About every business there are details of the pic-
turesque and interesting. If a salesman knows them
and can communicate his knowledge or enthusiasm
to the buyer he is a success.
"3. Tell the truth. Not necessarily for moral
reasons, but as a gamble. None of us is smart
enough to lie. It's a clean business gamble—telling
the truth—and sells more than telling a lie will. I
have found that out as a buyer.
"4. Don't argue. Buyers don't like to be argued
with. They like to have things suggested to them,
and if it is necessary to win an argument to sell
something the .buyer, in a defeated mood, is more or
less disinclined to buy.
"5. Make it plain. Business men must know ex-
actly what they're talking about and tell it exactly.
"6. Use your imagination. This is the secret ot
all successful dealing. People who use their imagi-
nation don't hurt others. The cat plays with the
mouse because it has no imagination and doesn't
realize that the mouse is being hurt.
"7. Should remember names. Remember names
and faces. Keep a little book if necessary.
"8. Beware of egotism. Egotism makes enemies
more than anything else.
"9. Think success. Don't be a piker in your
thought. Reality is only the flowering of thought,
Don't think in terms of 50 cents. It's just as cheap
to think in terms of millions. Seeming successful
is four-fifths of the game.
"10. Be human. Many business men are not.
They conduct themselves like catalogues. If cata-
logues were the thing through which to sell, then
catalogues should be sent. It's cheaper to mail a
catalogue than employ a salesman.''
QUALITY FIRST
AND
FIRST QUALITY
Jesse French & Sons Piano Co.
FACTORIES at New Castle, Ind.
AUSTRALIAN OFFICE:
94 Pitt St., Sydney, N. S. W.
"A Name Well Known Since 1875"
NEW INCORPORATIONS
IN MUSIC GOODS TRADE
6 7 Years of Improved Effort Are
Behind Every Piano Turned Out by
CABLE&SONS
THE OLD RELIABLE
ESTABLISHED 1852
Factory and Offices:
550-552 West 38th Street
NEW YORK
EVERY MAN. WHETHER
Directly or Indirectly Interested in
P'ianos, Phonographs or the General
Music Trade
Should have the three booklets compris-
PRESTO TRADE LISTS
No. 1—Directory of the Music Trades—
the Dealers List.
No. 2—The Phonograph Directory—the
Talking Machine List.
No. 3—Directory of the Music Industries
(Manufacturers, Supplies, etc., of
all kinds).
Price, each book, 25 cents.
The three books combined contain the
only complete addresses and classified
lists of all the various depart-
ments of the music indus-
tries and trades.
Choice of these books and also a copy of
the indispensable "Presto Buyer's Guide,"
will be sent free of charge to new sub-
scribers to Presto, the American Music
Trade Weekly, at $2 a year.
You want Presto; you want the Presto
Trade Lists. They cost little and return
much. Why not have them?
Published by
Presto Publishing Co.
407 So. Dearborn St.,
CHICAGO, ILL.
New and Old Concerns Secure Charters in Various
Places.
Floyd Piano Co., Shelby County, Tenri.; capital
stock, $125,000; incorporators, L. H. Floyd, O. R.
Bowman, W. H. Dilathus, Myrtle Davis and John R.
Poston.
Walters Piano Co., Manhattan, has increased its
capital stock from $30,000 to $50,000.
Victory Phonograph Co., Worthington, Ind., filed
preliminary certificate of dissolution.
R. W. Olsen & Co., Brooklyn, phonographs, $75,-
000; A. E. Aitken, W. A. Campbell, R. W. Olsen, 32
Fifth ave., Brooklyn.
Alch Silverman, Inc., Dover, Del., music pub-
lishing, capital stock $100,000.
Sound Products, Inc., Newark, N. J., to manufac-
ture musical instruments, $200,000.
DUPLICATE EXPRESS RECEIPTS.
On and after July* 1, the American Railway Ex-
press Co. will keep a duplicate copy of every receipt
it issues when receiving business from shippers.
The duplicates will be retained by the express com-
pany for the purposes of record and reference, and
will be held at the shipping office. Shippers who
have been accustomed to prepare their own receipts
or who have their own forms have been requested
to make provision for supplying duplicates of such
receipts to the express driver or receiving clerk who
signs them. As a matter of convenience to shippers,
the regular receipt forms of the express carrier will
be revised to permit their use in duplicate form. In
cases where prepaid receipts are now being issued
in duplicate, the extra copy being used as a record
of charges paid, a third copy will be required under
the new system, and in such instances prepaid re-
ceipts will be issued in triplicate. One of the ob-
jects of the new system is to bring about better pro-
tection for and methods of recording the movement
of express packages in transit.
DO IT NOW.
Hutchinson Brothers, Baton Rouge, La., print
a column of "thrift advice" to the prospective piano
or playerpiano buyer. Buy it now and buy at home
are two principal points in the printed wisdom:
''Every day the prices of pianos are advancing.
If you will place your order without delay we can
save you a neat sum. Buy at home. Our prices are
as reasonable as any in the United States. Our
terms arc made to suit your income. We are here
to look after the piano after it is sold. Let us give
you many other reasons why you should buy at
home."
STIMULATING GRAND SALES.
The interest in grand pianos in Cleveland, O., is
continuously augmented by the strong publicity
methods of the B. Dreher's Sons Co., which points to
results in an important grand piano business. The
advertising of the house arouses interest in the in-
struments. The fine range of grand pianos in the
warerooms is an alluring one for the piano prospect.
STEGER
Steger & Sons
Leads
Others Follow
STEGER BUILDING
Jackson and Wabash
The Piano Center of America
CHICAGO, ILLINOIS
AMERICAN
PIANO SUPPLY
COMPANY
Felts, Cloths, Hammers,
Punchings, Music Wire, Tun-
ing Pins, Player Parts, Hinges,
Casters.
A Full Line of Materials for Pianos and
Organs
When in Need of Supplies
Communicate with Us.
American Piano Supply Co.
110-112 E. 13th St.
New York
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
PRESTO
30
June 5, 1920.
THE PRESTO'S WANT ADVS.
PLAYER MEN W A N T E D .
Assemblers and testers, who know thejr business, for
employment in modern player action factory. Apply
in writing, stating the salary expected, age, experi-
ence, and whether married or single. Scott Player
Action Co., Racine, Wis.
TUNER A N D SALESMEN.
W A N T E D — T u n e r familiar with player-pianos; also piano
salesmen. Cable Piano Co., 604 S. Saginaw St., Flint,
Mich.
SALESMAN'S O P P O R T U N I T Y .
We need a man who can go unaided and close the deal.
Hundreds of good leads—all new. We will consider
only high-class closer who knows the game, and for
this man we have an attractive offer and permanent
place In city of 30,000. State age and experience. Ad-
dress " T . , " care PRESTO.
TRAVELER WANTED.
W A N T E D — H i g h grade traveling representative in each
state, to sell one of the best known lines of player-
pianos, on a commission basis. Give full information
with first letter. None but men of high standing and
exceptional ability will be considered. Apply "Ability,"
care PRESTO.
PLAYER SALESMAN A N D T R O U B L E M A N .
W A N T E D — Well known manufacturer of high grade
player-pianos desires services of young man thor-
oughly familiar with player-piano mechanics who
can do everything in repairing, tuning and regulating
and has the personality and business qualities neces-
sary for wholesale salesman. Good opportunity. Ad-
dress "Trouble Man," care PRESTO, Chicago.
TO PHONOGRAPH I N D U S T R I E S .
Buyer for Australian house, now in this country, desires
to get in touch with phonograph manufacturers and
supply industries who are prepared to accept orders
for prompt shipment. Address "Buyer," care of
PRESTO Chicago.
T U N E R A N D PLAYER M A N .
T ^ - _
WANTED—Experienced tuner and player man with some
salesmanship ability. We are located in a Wisconsin
city of 40,000. State salary wanted, experience and
reference in first letter. Address "Oshkosh," care
PRESTO Publishing Co., Chicago.
FACTORY S U P E R I N T E N D E N T .
WANTED—Position as superintendent; one who has had
25 years' experience and has worked at most all
branches of the business. Is now employed, but
wishes to make a change. Am not an office man, but
spend all my time in the factory looking after things.
Address "Factory Man," care PRESTO, Chicago.
F I F T Y - F I F T Y SALESMAN.
Can you go to the farmer and sell him a piano? Are you
willing to work. I have a live store, thoroughly es-
tablished, in central Wisconsin, selling jewelry, pianos
and phonographs. I am willing to split profits with a
hustler who can take over the managing and selling
of the music end of the business. I can finance all
you can sell. Answer "Box 15," care PRESTO, Chi-
cago.
SALES R E P R E S E N T A T I V E
Wanted in each state by old established manufacturer to
handle high grade talking machines as a side line on
a liberal commission basis. Address Box 28, care
PRESTO Publishing Co., 407 S. Dearborn St., Chi-
cago.
SALESMAN W A N T E D .
Can you go to the farmer and sell him a piano? Are you
willing to work? I have a live store, thoroughly es-
tablished, in central Wisconsin, selling jewelry, pianos
and phonographs. I am willing to split profits with
a hustler who can take over the managing and sell-
ing of the music end of the business. I can finance
all you can sell. Answer "Box 15," PRESTO Pub-
lishing Co., Chicago.
"REPRODUCO" FOR S A L E .
Reproduco, electric driven, combination player piano and
pipe organ, two manuals, made by The Operators'
Piano Co. This instrument has had only a little use
and is as good as new. Plays regular 88-note rolls.
Will sell for $1,000. Address Holley Music House, Car-
roll, Iowa.
STOCK FOR S A L E .
FOR SALE—Common stock in the S. W . Miller Piano Co.,
Sheboygan, Wis. For particulars address R. H. Rob-
erts, Box 616, Berwyn, III.
RETAIL MANAGER WANTED.
WANTED—Experienced retail sales manager for a lead-
ing piano and music store in Denver, Colo. Splendid
opportunity in one of America's finest localities. A
boon to man requiring mountain climate for health
of self or family. Give past experience fully in first,
letter. Address "Experienced M.," care PRESTO,
Chicago.
ASSISTANT SALES MANAGER.
W A N T E D — A middle-western Steinway house desires the
services of a young man who is now employed as
salesman but wants a connection wherein he has a
chance to broaden, to act as assistant to sales man-
ager. Must have initiative, good moral habits and
some floor experience is advantageous. Give three
references and salary expected. Address "Mld-West,"
Care PRESTO, Chicago.
VARNISH FOREMAN W A N T E D .
WANTED—First-class varnish foreman. One who under-
stands coloring. Good wages. Apply to "Coloring,"
care PRESTO, Chicago.
T U N E R A N D REPAIR M A N .
W A N T E D — A competent tuner and repair man. Must
be sober and reliable as well as a first-class work-
man. Must be able to refinish pianos by quick method.
Well equipped shop and position should be worth
$250 per month to the right man. References in first
letter required. Address Southwestern Music Co.,
Corsicana, Tex.
MILL MAN W A N T E D .
W A N T E D — F i r s t class mill man. One with executive
ability and capable of taking charge of mill and piano
case shop in one of the largest piano factories. Apply
"Mill Man," care PRESTO.
FACTORY T U N E R S , A T T E N T I O N !
Attention, factory tuners who want to learn player con-
struction.
Paid while learning.
Apply "Player-
Tuner," care PRESTO.
TUNER AND PLAYER REPAIRER.
W A N T E D — T u n e r capable of handling player-piano re-
pairs and adjustments, for work in our Illinois branch-
es. One preferred who is willing to live in Central
Illinois. Give reference and salary expected. Ad-
dress " R . J. C , " Cable Piano Co., 301 S. Wabash
Ave., Chicago.
POSITION W A N T E D .
Young man, married, 30 years of age, wants position as
piano salesman. Seven years' experience. Best of
references furnished as to ability. Prefer position In
California or some other western state. Am at pres-
ent employed in Kentucky, but want to make a
change. Address K. Y., care of PRESTO.
TUNER AND PLAYER EXPERT.
POSITION W A N T E D — T u n e r and player expert of 15
years' experience wants to connect with a live dealer.
Address E. E. Brown, Nappanee, Indiana.
REGULAR S H I P M E N T S W A N T E D .
A successful "factory to home" piano house in the mid-
dle-east wants to make connection with some In-
dustry that can make regular shipments on terms of
absolute security. Must be good instruments, both
players and pianos. Business will be steady and sat-
isfactory. Address Distributors, care PRESTO, Chi-
cago.
TUNER A N D PLAYER MAN.
An opening for a man who can tune and understands
player action work. This is an exceptional oppor-
tunity for a good live man. We carry the Aeolian
line of pianos, players and reproducing pianos. Ad-
dress " E . B.," care of PRESTO Publishing Company,
Chicago.
DULL FINISHER WANTED.
WANTED—Experienced dull finisher capable of taking
charge of organization turning out nothing but dull
finished work. Good wages and plenty of chance for
advancement. Apply "Finisher," care PRESTO.
RETAIL SALESMAN W A N T E D .
Salesman wanted to sell pianos at retail in South Da*
kota. State experience, references and salary ex-
pected. B. E. Lovejoy, Redfield, S. D.
PLAYER EXPERT A N D TUNER.
Position wanted by mechanic of exceptional ability in all
branches of the player and automatic work. Fine
tuner and thorough action man. Years of the finest
experience. West preferred. Address "Player Me-
chanic," care of PRESTO, 407 S. Dearborn St., Chi-
cago, III.
Will D. Wood, traveler on the Pacific Coast for
the Price & Teeple Piano Company, is now making
a trip through California for that enterprising Chi-
cago manufacturing house.
PLAYER ACTION FOR SALE.
C O M P L E T E P L A Y E R - P I A N O A C T I O N , with patents.
This is absolutely one of the easiest pumping player
action on the market. Investigate and let us give
you a demonstration. Address "Investigate," care
PRESTO, Chicago.
VENEER HAND WANTED.
WANTED—Veneer hand. A good man to work as fore-
man in our veneer department. Write, giving experi-
ence, references and wages wanted. Address " V e -
neer Expert," care PRESTO.
P L A Y E R ACTION E X P E R T .
POSITION WANTED—Thoroughly competent and experi-
enced player action maker, now employed, would
make change if conditions are suitable. Can satisfy
most exacting and has his own action of special ad*
vantages. Address "Player Expert," care PRESTO,
Chicago.
SALESMAN'S O P P O R T U N I T Y .
S A L E S M A N - M A N A G E R — I am looking for a live, honest,
capable piano salesman to help me run my piano store.
It has grown too big for me. I am located in a
wealthy city with a half a million population In the
middle west. A working partnership will be arranged
for the right man. No additional capital will be re-
quired. This is a real opportunity for a live hustler.
Address "Live Hustler," care PRESTO.
VENEER MAN
Veneer hand. A good man to
veneer department. Write,
ences and wages wanted.
care PRESTO, Chicago.
WANTED.
work as foreman in our
giving experience, refer-
Address "Veneer Hand,"
POSITION FOR P L A Y E R E X P E R T .
Good location wanted by a real player and automatic
man; fine tuner and action repairer; west preferred.
Address "Pneumatic Expert," care PRESTO, Chi-
cago.
P R E F E R S MISSOURI.
POSITION W A N T E D in Missouri or near St. Louis by
a thorough piano man, salesman, tuner or capable
of managing store. Will start on any reasonable
basis. Want to settle permanently. Am now em-
ployed. Write " J , " care of PRESTO.
SALESMAN W A N T E D .
W A N T E D — L i v e - w i r e piano salesman. To such a man
we will furnish car and the highest grade of pianos
and player pianos; pay him good commission with
drawing account. Address "Live Wire," care PRES-
TO, Chicago.
If you are not handling the
McKINLEY EDITION OF
10c MUSIC
Comprising Standard,
Classic and Teaching Music
you are losing an opportunity to make money
Dealers Realize
150%
PROFIT
On Sales of McKinley Music
It is the most popular library of 10c music
on the market. Selections contained in this
Edition are used by the most prominent
teachers in the country — Students, Accom-
plished Musicians, and the Music Loving
Public in general.
It is conveniently handled; arranged in
compact form, and is labor saving in serving
the customers.
The dealer is supplied with catalogs bear-
ing the business imprint which serves to
bring more customers to the store than any
other advertising medium that could be em-
ployed.
WRITE US FOR SAMPLES AND PAR-
TICULARS TODAY
Our Jobbing Department is the largest and
most complete in the country. We can sup-
ply you with every want in the sheet music
line. We fill all orders the day they are
received.
McKinley Music Company
The Largest Sheet Music House
in the World
Established 1867
Strauch Bros.
CHICAGO
1501-13 E. 55th St.
NEW YORK
145 W. 45th St.
All Well-posted Piano
Dealers and Salesmen
Won't You Come Back
to Me, Dear?
recognize the value of this name on a
Piano Action,
A WONDERFUL WALTZ SONG
For more than 50 years it has been associ-
ated with the best products of the Piano
industry. It has always represented
Quality and Merit
When a Piano Action bears the name of
Strauch Bros, it is an additional guarantee
of the quality of the instrument containing it.
STRAUCH BROS.
Piano Actions, Hammers and Repairs
22 to 30 Tenth Avenue
New York
Send 2c for Professional Copy
Orchestration, 25c—Regular Copy for Piano, 15c
Dealers ask for quantity price
D. LACOUR
210 Porter St.
DETROIT, MICH.
L. YOSCO MfG. (0., Inc.
204 West 34th Street
NEW YORK
Sole Makert of the New and Wonderful Model
"Yosco" Double Rim Banjos
Write for details, interesting to Jazz Instrument
Dealers and the trade in general.
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/

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