Presto

12
PRESTO
December 29, 1923.
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
Wise Dealers Consider the Most Effective
grouped lists sent by mail. This means is more effec-
Means for Increasing the Number of
tive if care is taken to send the lists with considera-
Rolls Sold.
tion of the relation of the numbers
to the prospects
T
Every experienced piano man knows the impor- to whom they are sent. The w ell-managed depart-
tance of the roll department in creating desire for ment will have some data to tell the kind of music
playerpianos. It is an accepted fact by piano men the customer bought in the past. This kind of in-
who do not claim to be veterans in the business. In formation will enable the dealer to plan special albums
a great many stores where the player trade is sought to interest individuals.
with the proper vigor the ways to roll sales are given
the greatest consideration. The wise managers know
that the silent player is the greatest detriment to
sales of other players. So that stimulation of roll
sales is really stimulation of player sales.
With every good roll salesman or saleswoman the
effort is to sell more than the roll asked for. The Fine Line of Dealer's Equipment Made by Self-Lift-
same rule refers to selling records. Whether the
ing Piano Truck Co., Findlay, O.
end is gained by suggestion, or any other form of
That its trucks are labor-savers is one of the strong-
sales ability, selling as much of the goods as possible
is the aim. Of course the instinct of the good sales est claims for patronage made by the Self-Lifting
person will attain this desirable end without giving Piano Truck Co., Findlay, O. The element of labor-
saving of course appeals to every piano dealer keen to
offense or making the customer "department shy."
A lot of things are calculated to change the regular recognize the relation of equipment to profits. Labor
roll or record customer into a shy and periodic one. saving is allied to time saving, so that the ability to
Crudity in forcing a bigger purchase is one thing. perform a job in the shortest space of time means
The necessity for good judgment is required by the more profits in the annual results.
The piano and talking machine dealer makes his
salesman at all times. Restraint in urging may pre-
serve a good regular customer. Customers are liable equipment more effective by adding a service of
to go elsewhere when those in attendance in roll and trucks made by the Self-Lifting Piano Truck Co. The
record departments become too insistent in urging line includes sill trucks and end trucks for pianos, the
the customers to buy other numbers than those asked helpful nature of which is borne out by thousands of
pleased users in the trade.
for.
Work in the talking machine department is also
But that should be no deterrent to the earnest pur-
pose to make the sales as big as possible. In order made more profitable by the use of Lea talking
to turn over the record or the roll stock the people in machine trucks made by the Self-Lifting Piano Truck
charge of the selling must be on the job all the time. Co. With the Lea talking machine truck one man
But when the sales force strives to increase the size can handle the largest make of machine from show-
of every bill, tact must be used on every occasion.. room to any apartment floor.
The direct sadles attack is crude and impossible. Few
customers will stand for it; therefore, the desire for
THE LODGE MISBRANDING BILL.
additional numbers must be created through sugges-
A bill to prohibit the sale or transportation of mis-
tion.
branded or falsely advertised merchandise has been
But the power of suggestion is made plain in ad- introduced in the Senate by Senator Henry Cabot
vertising results, and in the desires created by good
Lodge of Massachusetts. The bill is called "The
window displays as well as in the work of the sales Honest Merchandise Act of 1924" and the senator
people. Selling rolls and records with the desirable means to push its enactment both in committee and
speed is a fine art when the attractive character of the on the floor of the Senate. The bill also prohibits
department is preserved and the customers remain
the importation of foreign misbranded or misrepre-
friendly to the store.
sented goods.
Good work is performed by the roll or record de-
partment where a new phase of suggestion is em-
PROMINENT IN MUSIC FIELD.
ployed. One way which proves effective in the rec-
ord department in a Dallas, Tex., store is offering
Almon J. Fairbanks, owner of the Fairbanks Piano
collections. They come in albums and the line of
Co., Attleboro, Mass., is prominent in the musical life
collections is varied in a clever way. There are col- of his town. In addition to being an active and suc-
lections by operatic artists and albums filled with cessful piano dealer Mr. Fairbanks is a clever musi-
popular vpcal numbers, band music, orchestra music, cian. He is organist of the Newton Highlands Con-
violin, dances, etc.
gregational Church and usually takes an active part
Selling records in groups in albums is an effective in the musical events of the town. The new location
way to work off numbers that stick. When the album of the Fairbanks Piano Co. is at 31 South Main street.
AIDING PLAYER TRADE
BY BETTER ROLL SALES
PIANO DEALERS FIND
PROFIT IN USING TRUCKS
QUALITY
NEW BUILDING FOR EDWARD
J. WALT, LINCOLN, NEB.
Four-Story Modern Structure Planned to House
Growing Business.
Edward J. Walt, Lincoln, Neb., prominent music
merchant, has announced plans for the erection of a
three or four-story building on a site on the south
side of N street near Twelfth, which he recently pur-
chased at an expenditure of $47,500. It is another
mark of the progressiveness of Mr. Walt, who is
known all through that section as "The Music Man."
The building, which will be constructed to accom-
modate a constantly growing business, will probably
cost from $75,000 to $100,000. It is planned to
occupy the ground floor with the music store, and to
fit up the top floors as music studies.
Walt's music store has changed its location several
tion several times since its establishment in 1907
tion, a three-story building, having been destroyed
by fire some time ago. Mr. Walt plans to make the
projected building a permanent home.
EXCEPTIONALLY ORIGINAL
BUSINESS HOLIDAY GREETING
President of Gulbransen-Dickinson Co. Presents Good
Suggestion with Wreath of Holly.
There are a great many bright messages of good
will this holiday season. Some of them are also orig-
inal in either form or manner of expression. A few
of them are unique in both respects. Among the
latter is the following from the president of the great
Chicago playerpiano industry which manufactures the
"nationally advertised' line of famous instruments:
"In the chain of our business structure there must
be no weak link. Those who serve us must be as
strong, as loyal, as those whom we serve.
"We hope you share with us a vision of more effi-
cient service and greater progress during the year to
come, and that you will accept our best wishes for a
very Merry Christmas and a Bright and Prosperous
Nineteen-twenty-four.
"A. G. GULBRANSEN,
"President Gulbransen-Dickinson Co."
"Chicago, December 25, 1923."
DEMONSTRATES COLOR ORGAN.
Thomas Wilfred, inventor of the Clavilux, or color
organ, demonstrated the wonders of his invention
last week before a gathering of artists and musicians
in the Plankinton Hotel, Milwaukee. The demon-
stration was arranged through Dudley Crafts Watson,
director of the Milwaukee Art Institute.. The
Clavilux throws on a screen fluid color that appeals
to the eye as music appeals to the ear. It is consid-
ered interesting by men dealing especially with color,
who say it will teach one to appreciate the beauty of
color combinations and enable him to derive mental
relaxation and recreation through the eye.
QUALITY with QUANTITY
in Name and in Fact
TONE, MATERIALS, CONSTRUCTION, WORKMANSHIP,
DESlQN—aJJ in accord with the broadest experience—are the
elements wtilch give character to Bush & Lane Products.
BUSH & LANE PIANOS
BUSH & LANE CECILIAN PLAYER PIANO6
take high place, therefore, in any comparison of high erode
pianos because of the individuality of character which distin-
guishes them in all essentials of merit and value.
BUSH 4. LANE PIANO CO.
Holland, Mich.
GOLDSMITH
Maximum Value in
PLAYERS, REPRODUCERS and GRANDS
Players and Pianos
Have Every Advantage in Quality and Results
to the Dealers
An Investigation Will Prove It
GOLDSMITH
PIANO
Offices: 802-4 Republic Bldg.
CHICAGO, ILL.
COMPANY
1223-1227 Miller Street, CHICAGO
When in doubt refer to Presto Buyers' Gudie
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