Classic Mode

Presto

Issue: 1920 1779

28
PRESTO
August 28, 1920.
he makes the tuner the "goat." It is expediency,
and the Janesville man says the tuner should be
magnanimous and bear no grudge for the closer.
"Third, the service department is, in modern busi-
ness, a part of the selling force. The prospective
purchasers are today attracted to the store where Guthrie, Okla., Firm Cleverly Shows Pleasure Pos-
sibilities of the Haines Bros. Ampico.
A. H. McKen^ie, One of the Craft from Janes- service is a part of the sales force. The service
unit of a selling organization is worthless without
ville, Wis., Distinguishes the Various
In a handsome display in the Guthrie, Okla.,
the second unit, the closer, for the goods must
newspapers this week, the Williams Piano Co., cites
Units in Deals.
be sold before service can be given."
very convincing arguments for the Haines Bros,
But sales depend upon the proper functioning of pianos with the Ampico. "Silver Threads Among
The part of the tuner in the scheme of piano sales
the units, and a foremost unit is the tuner. He the Gold" is the caption to an illustration that
is an important one, according to A. H. McKenzie, all
supplies an important part of the service. The
the Janesville, Wis., tuner. In distinguishing the house may include a 'tuning in the price of the cleverly suggests the uses of the playerpiano to
units composing every sale, Mr. McKenzie points piano, but the customer pays for it just the same, an aged and devoted married pair.
"Music, the eternal solace for the old folks left
out the methods which gained contact vvitli the and it is up to the tuner to see that he gets his
alone
by sons and daughters who have married and,
prospective customer.
money's worth. The service is the one item of the living elsewhere, are busy with their own homes
transaction
where
the
customer
thinks
he
knows
"This may he accomplished by canvasser, or by
and affairs, cheer many a lonely hour,'' is the
an adequate advertising department, which consists, about what he is getting. When he bought the statement. This is hopefully added: "For them
of course, of a properly thought out window dis- piano he did it through confidence either in the Haines Bros, piano with the Ampico or the Marque
play," said Mr. McKenzie. "Under the heading of house or the individual salesman and trusted them Ampico, the foot-power model, brings a musical
canvasser we usually think of a regular door-bell to do the right thing by him, and the tuner is the solace in a wealth of lovely music. Old songs,
waltzes, ballads of a by-gone day, bringing a flood
ringer, but any member of the organization who in one on whom the entire responsibility depends.
If the tuner is wide-awake he will realize that he of tender memories and renewing the days of their
any way comes in direct contact with the purchas-
ing public is in the broader sense a canvasser, and had excellent opportunity to get prospects. He is youth, making happy the twilight of their life to-
in direct contact with the purchasing public in all of gether. For this wonderful instrument brings with
his opportunities should not be overlooked.
his work. Perhaps he is called in to tune antiquated it the playing of all the great pianists. It is more
"Second, comes the clo.ser, who is in a class by squares. There is a mighty good prospect for a than a piano, it is music itself. Godowsky, Carreno,
himself. He is logical, a quick judge of human new piano. Of course, one may advise a $50 to $100 Copeland, Levitzki, Ornstein, and the great Rus-
nature, and his business is to know the proper time repair bill, but in 80 per cent of cases that would sian composer-pianist Sergei Rachmaninoff—these
to extract the coin."
be an abuse of confidence. When the tuner advises and a hundred other master pianists are at your
Because of the great usefulness of the sales closer, the purchase of a new instrument he has performed command, waiting to play for you in your own home
whenever you wish."
Mr. McKenzie forgives him for the ease with which his function in the scheme of sales.
PART OF THE TUNER IN
THE SCHEME OF SALES
CALM JOYS FOR THE
OLD FOLKS AT HOME
THE
FINDLAY PIANO TRUCK
Nothing Else Like It
HAVE MONEY IN THEM FOR ANY RESPONSIBLE DEALER
They bear critical comparison with any others, They are beautiful
instruments with the winning tone-cjuality. The new Kreiter Faotxwy m
one of the largest and best equipped in the world, Let Us Hear From y #•»„
KREITER MFG. CO.. Inc
Factory:
Marinette. Wis.
The Findlay Truck
is a two-piece-end
truck with lifting
handles and is Self-
Lifting; no lifting
to truck the piano.
You get more
than full value
for every dollar
invested in this
truck.
175*79 THIRD ST.. MILWAUKEE.
Place that Want Ad in Presto
m|ntt!Nty*
Manufacturers of
PIANOS
PLAYER PIANOS
Tbe merits and high value of these trucks are intensely interest-
ing, ask us to tell more about them. You can pay more, but
you can't get as good a one anywhere else for the money.
15he TTlanuolo
The Playe r Piano that it all but human
Your Money Back If You Want It
FINDLAY PIANO TRUCK CO.
FINDLAY, OHIO
MANUFACTURERS OP
FACTORIES:
Piano-Forte
Bass Strings
19.2021 CLYBOIRN
AVENUE
Corner Lewis Street
CHICAGO
CINCINNATI CHICAGO
E offer exceptional ad-
vantages to those who
wish to push the Piano busi-
ness on sound and progres-
sive lines. For all informa-
tion apply to
W
114 W. Fourth St. $23 S. Wabash Jive.
CINCINNATI
CHICAGO
KRAKAUER BROS.
ADAM SCHAAF
Established 1873
AMNUFACTURER OP
dRANB, UPRIGHT and PLAYER-PIANOS
Factory
fftml Park Ave.and FillmoreSt.
and B. & O. C. T. R. R.
c/fie frestJcnoW/i
Office and Salesrooms
700-702 West Madison Stro*
321 Wabash Avenu*
PIANOS
Ta« Hcppe, Marcellus and Edouard Jules Piaao
manufactured by the
HEPPE PIANO COMPANY
are the only pianos in the world with
Three Sounding Boards.
Patented in the United States, Great Brltatttt
France, Germany and Canada.
Liberal arrangements to responsible agents n i p *
Main Office, 1117 Cheitnut i t .
PHILADELPHIA. PA.
ORGANS
E 5 T E Y PIANO COMPANY • NEW YORK CITY
Presto Want Ads
Bring Quick Returns
Zffie fort profit
producer for the
dealer in the Jfnae.
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/
29
ESXO
August 28, 1920.
APOLLO
9t»? Master Player Piano
Suppose APOLL
does cost us bot
a little
Tk£APOLLO P M N O C O M B 4 N Y
HIGH G R A D E
Folding Organs
School Organs
Practice Keyboards
Dealers' Attention Solicited.
A. L. WHITE MFG. CO.
215 West 6Xi Place, CHICAOO, ILL.
6 7 Years of Improved Effort Are
Behind Ever|y Piano Turned Out by
CABLE&SONS
THE OLD RELIABLE
ESTABLISHED 1852
Factory and Offices i
550-552 Weit 38th Street
NEW YORK
EVERY MAN. WHETHER
Directly or Indirectly Interested in
Pianos, Phonographs or the General
Music Trade
Should have the three booklets compris-
ing-
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
DON'TS FOR MANAGERS
OF SALES DEPARTMENTS
Promotion Man Points Out the Advantages of
the Individual Talk Over the
Formal Conference.
How not to hold a salesmen's conference was
pointed out recently by a promotion man.
'"Too often," said the sales executive, "I have seen
a new selling plan put up to the salesmen in confer-
ence and forgotten once they left the meeting. The
trouble is that the average conference is regarded by
many salesmen with the same distaste as the small
boy shows toward Sunday school, a place he has to
go to and pretend to listen.
"The trouble with the average conference is that
usually the proceedings are of a very dull character,
and anything worth while brought up is apt to be
smothered in the barrage of advice and other sales
counsel the salesmen are so accustomed to hear.
Every one of them has his own idea of what is good
and what is of no consequence. They bring a cyni-
cal veneer to the conference, as a rule, that is hard
to scratch.
"Wher. I worked out my plan and started in to
"put it over" I steered clear of conferences, because
in a scheme of this sort I knew that there was not
only passive oppposition but actual stubbornness to
be encountered from the sales force. The large
city is the choicest field of the successful salesman,
and he generally keeps his eyes on that goal even
if he has the jerk-water towns for territory. Rut
we proposed not only to cultivate the jerk-water
customers we already had, but to go after mer-
chants in even smaller towns. So it can be imag-
ined that the scheme was not enthusiastically wel-
comed by the men who were trying to graduate
from the small towns to the large cities.
"So T introduced my plan very briefly at a meet-
ing, and it was the only conference we had. After
that I met the salesmen at restaurants, at clubs, on
the golf course and every other unconventional meet-
ing place. Then, with all formality stripped off our
relations, I proceeded to dig into this scheme. I
made a point of personally putting the plan up to
every salesman and, when I got through the rounds,
there wasn't a man jack of them who wasn't con-
vinced we had something big in the way of an idea.
"Having answered every question there was to
answer on the merits of the plan, the results we got
were not surprising to me. Behind the perfunctory
explanation of the conference I had put some real
sales arguments that each man considered would
overcome the objections of his customers. And it
is a strange thing that the objections the salesman
puts up are usually the ones he has to answer. Un-
consciously, he puts these objections in the mind of
his customer, and one of the best methods of sell-
ing is to hint at an objection that the customer
thinks is his own, let him say it and then answer it.
"We got splendid results from our plan and I
chalked them up largely to the credit of the indi-
vidual conference, and that is the method that will
have my vote from now on."
PP1CE & TEEPLE PIANO CO
Price & Teeple Piano Co.
218 South Wabash Avenue
CHICAGO
Your Prospective Customers
•re listed in our Catalog of 99% guaranteed Mailing
Lists. It also contains vital suggestions how to ad-
vertise and sell profitably by mail. Counts and
prices given on 9000 different national Lists, cover-
ing all classes; for instance. Farmers, Noodle Mfrs.,
Hardware Dealers, Zinc Mines, etc. This valuabl*
refennce booh free. Write for it.
Send Them Sales Letters
You can produce sales or inquiries with per-
sonal letters. Many concerns all over U. S,
are profitably using Sales Letters ( we write.
Send for free instructive booklet, "Valut of
es Ltnert."
Ross-Gould
Mid iling
L.iS't'S
S*. Louis
WILLIAMS
PIANOS
The poSlcy of the Williams House is and always
has been to depend upon excellence of product
instead of alluring price. Such a policy does not
attract bargain hunters. It does, however, win the
hearty approval and support of a very desirable
an.d substantial patronage.
WII
I IAMS
WILLIAMS
M
«k«« o f p William.
Pianoi,
,
organs
Epworth
Uno and
A LIVE LINE FOR LIVE DEALERS
WEBSTER
PIANOS AND PLAYERS
Fulfill Every Promise of
Profit to the Dealer
and Satisfaction to
His Customers.
Presto Publishing Co.
NOTHING BETTER FOR YOUR TRADE
Manufactured by
407 So. Dearborn St.,
CHICAGO, ILL.
THE WEBSTER PIANO CO.
450 Fifth Ave., NEW YORK CITY
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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