Presto

24
PHESTO
SELLING BY SUGGESTION
The Most Effective Means for Increasing the
Number of Rolls or Records Is Naturally
I
the Greatest in Results.
With every good roll salesman or saleswoman the
effort is to sell more than the roll asked for. The
same rule refers to selling records. Whether the
end is gained by suggestion, or any other form of
sales ability, selling as much of the goods as possible
is the aim. Of course the instinct of the good sales
person will attain this desirable end without giving
offense or making the customer "department shy."
A lot of things are calculated to change the regular
roll or record customer into a shy and periodic one.
Crudity in forcing a bigger purchase is one thing.
The necessity for good judgment is required by the
salesman at all times. Restraint in urging may pre-
serve a good regular customer. Customers are liable
to go elsewhere when those in attendance in roll
and record departments become too insistent in
urging the customers to buy other numbers than
those asked for.
But that shou4d be no deterrent to the earnest pur-
pose to make the sales as big as possible. In order
to turn over the record or the roll stock the people in
charge of the selling must be on the job all the time.
But when the sales force strives to increase the size
of every bill, tact must be used on every occasion.
The direct sales attack is crude and impossible. Few
customers will stand for it; therefore the desire for
additional numbers must be created through sugges-
tion.
But the power of suggestion is made plain in ad-
vertising results, and in the desires created by good
window displays as well as in the work of the sales
people. Selling rolls and records with the desirable
speed is a fine art when the attractive character of the
department is preserved and the customers remain
friendly to the store.
Good work is performed by the roll or record de-
MAGOSY & BUSCHER
First Class
OVAL AND ROUND METAL
SPINNERS
Makers of high-grade hammered Cym-«
bals in Brass and German Silver, from 2
to 18 inches i Brass Mutes for Cornets,
Trombones, Fretish Horns.
Our Hammered Cymbals are as Good as Turk-
ish Cymbals in Sound, and they don't cost as
much.
Drum Major Batons in Wood and Metal.
Makers of the BESTONE Banjo Reso-
nators
We Can Manufacture Any Specialty in
Our Line to Order.
232 Canal St. and 118 Walker St., NEW YORK
DEALERS AND TUNERS!
Big Cut in Prices Piano Key Repairing
Celluloid, Complete Top*, Set Keys.
$7.00
Ivorine (grained), Complete Tops, Set Keys 8.00
Composition, Complete Tops, Set Keys... 10.00
Sole manufacturers and distributors of H. P.
& O. K. Co. famous Ivory White Glue. Needs
no Heating. Applied Cold. Sent anywhere in
U. S. P. P. $1.00 can.
HARLEM PIANO & ORGAN KEY CO.
121-123 E. 126th St.
New York Citr, N. Y.
partment where a new phase of suggestion is em-
ployed. One way which proves effective in the rec-
ord department in a Dallas, Tex., store is offering
collections. They come in albums and the line of
collections is varied in a clever way. There are col-
lections by operatic artists and albums filled with
popular vocal numbers, band music, orchestra music,
violin, dances, etc.
Selling records in groups in albums is an effective
way to work off numbers that stick. When the album
collection plan is well carried out the results are
usually very satisfactory. There is a possibility of
winning by the plan and nothing to be lost by trying
it. But this special way of selling by suggestion must
be advertised in a manner that will arouse the interest
of the buyers in the collections.
Selling by suggestion is also performed by means of
grouped lists sent by mail. This means is more effective
if care is taken to send the lists with consideration of
the relation of the numbers to the prospects to whom
they are sent. The well-managed department will
have some data to tell the kind of music the customer
bought in the past. This kind of information will
enable the dealer to plan special albums to interest
individuals.
November 10, 1923
COINOLAS
FOR
RESTAURANTS, CAFES and
AMUSEMENT CENTERS
BUESCHER SNAP=ON=PAD
Results of Tour of Investigation in New York Highly
Important as Trade Facts.
F. A. Buescher, head of the Buescher Band Instru-
ment Co., Elkhart, Ind., had a very interesting time
recently in learning at first hand just what com-
petitors' dealers are doing to meet the handicap they
are placed under by the invention of the Snap-On-
Pad and its application to all Buescher saxophones.
He called, strictly incognito, on several distributors in
New York, and he was highly amused at the varied
and various reasons given by salesmen to explain the
absence of Snap-On-Pads from their saxophones and
to account for pads stuck on with glue, paste, shellac,
cement, etc.
The Snap-On-Pad is the personal invention of F. A.
Buescher. It makes the Buescher saxophone the
only saxophone not put together with glue or cement.
Naturally the storekeepers Mr. Buescher visited in-
cog, did a lot of spread-eagle talking when asked
pointed questions as to virtues of cement, glue, etc.
All in all, Mr. Buescher was quite pleased with the
result of his little tour of investigation, feeling that
competitor dealers had nothing by way of talking
points to bolster up their line or to verbally damage
or belittle the benefits of the patented Snap-On-Pad.
In only one store did Mr. Buescher divulge his
identity. In this particular store the salesman went
a little further than the ethics of good business would
countenance, really making libelous statements as to
why the Buescher Company had adopted the Snap-
On-Pad and why his own supplier had not. The
salesman's statements roused Mr. Buescher's ire and
to the great discomfiture of the salesman in question
he made himself known by presenting his card.
Needless to say the salesman adopted a conciliatory
tack. Contenting himself with informing the offend-
ing salesman just wherein his sales talk was highly
defective, Mr. Buescher left the store—and very
promptly took the matter up with the manufacturer
of the Saxophones sold in this particular store.
Style C-2
FROM THE BIGGEST
ORCHESTRION
U. S. ROLL HIT.
"Sweetheart's Honeymoon," composed by John S.
Caldwell of Austin, Tex., a sheet music good seller
is also selling in a music roll issued by the U. S.
Music Co., Chicago. The United States Music Co.,
some time ago closed a contract with Mr. Caldwell
for the player roll rights to his song. Mr. Caldwell
is a composer of note whose songs become hits at
their appearance in all the Texas cities.
LOOKS FORWARD TO HOLIDAY TRADE.
The Schroeder Piano Co., Pittsburgh, Pa., has ex-
panded the talking machine departments in its
branches in Somerset, Newcastle, Butler, Charleroi,
and Reynoldsville. A big business in talking ma-
chines is anticipated for the holidays and suitable
preparations have been made in accordance with the
expectations.
Tiny Coinola
C. G. CONN, Ltd., Elkhart, Ind.
C. D. GREENLEAF, Pres.
J. E. BOYER, See'y
WorleVs largest msiiufaijsw—• of High Grade Band and Orchestra Instruments. Employs l,0M
expert workmen.
All of the most celebrated Avtists use and endorse Conn Instruments.
Famous Bandmasters and Orchestra Directors highly endorse and recommend the use of tke
Conn Instruments in their organizations.
Conn Instruments are noted for their ease of playing, light and reliable ralre or hey aetfoni
quick response, rich tonal quality, perfect intonation, tone carrying quality, artisticness of 4eeign,
beautiful finish and reliable constraetkm.
Conn Instruments are sent to aay point in th - U. S. subject to ten «5ays free trial. Bvanoh store
or agencies will he found in all large eities. Writ e for catalogues, prices, etc.
C G . CONN, Ltd.
DEPT. MS.
ELKHART, IND.
THE SMALLEST
KEYLESS
Manufactured by
The Operators Piano Co.
16 to 22 South Peoria St.
CHICAGO
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