February 2, 1924.
PRESTO
ADDS TO CORPS OF
STEQER ROADMEN
Sales Manager Givler Augments Sales Forces
of Old Chicago Industry in Launching Cam-
paign for Still Bigger Business.
you fail to secure the
agency for the See-
burg O r c h e s t r i o n s
and coin-operated pi-
anos you miss an all-
year-round source of
profit—a maximum of
results for a minimum
of effort.
They appeal to the
very best class of trade
because of their real
musical efficiency and
artistic appearance.
They represent the
acme of durability and
simplicity of construc-
tion. "The sales stick."
Write for catalogs
and full information.
J. P. SEEBURG
PIANO CO.
Factory
Offices
1508-16 Dayton St.
1510 Dayton St.
CHICAGO, ILL.
The Stcger & Sons Piano Mfg. Co., has added sev-
eral salesmen to its sales force. It is the plan of the
company to reach all parts of the country through its
traveling representatives, who will establish new deal-
ers and give aid to those already selling the Chicago
line.
The new salesmen employed by the Steger Com-
pany are C. W. Reed, W. A. Floyd, S. L. Davis and
H. B. Schroeder. All of these gentlemen are experi-
enced salesmen, but before going on the road, they
were given intensive training at headquarters.
The course of instructions included for four days at
the Steger factory at Steger, 111., where salesmen
dressed in overalls, inspected the entire factory and
studied the processes of construction of the Steger
instruments.
The unique policy of acquainting salesmen with the
product they are to sell is considered of great value
by Sales Manager Givler. He believes it is the best
equipment they can carry into the field and that it
enables them to discuss their line in an intelligent and
interesting manner.
The territories have been re-arranged. Mr. Davis
will have Illinois, except Chicago, and will also take
care of the St. Louis trade. Mr. Floyd will be the
Southern traveler, having Arkansas, Louisiana, Mis-
sissippi and Oklahoma. Mr. Reed has been assigned
Iowa, Nebraska, Kansas and Missouri, except St.
Louis. Mr. Schroeder will travel Michigan and West-
ern Ohio.
Of the older salesmen, E. J. Duffey will represent
the Steger line in Pennsylvania, New York, except
New York City, and New Jersey except Newark. J.
A. Bryan, Jr., will travel western Ohio and Indiana,
and M. E. Walsh will be the Northwest traveler,
having Minnesota, Wisconsin, North and South Da-
kota. H. T. McCallon is the Pacific Coast wholesale
traveler.
FIELD=LIPPMAN STORE AT
SEDALIA HAS NEW MANAGER
Brother of W. A. Lippman Goes to Sedalia From
St. Louis to Manage Music House.
Chas. F. Lippman, a brother of W. A. Lippman
of the Field-Lippman Piano Store, St. Louis, has
succeeded to. the management of the Field-Lippman
branch at Sedalia, Mo. Mr. Lippman has been asso-
ciated with his brother in the piano business in St.
Louis, holding a place as sales manager. He is
widely experienced in the middle west piano trade.
W. A. Lippman, who was in Sedalia to introduce
his brother, believes that conditions just now justify
extra efforts in the piano business, and he is sure that
the plans he has under way to promote and build
the Sedalia store will reinstate and provide an added
service that this store has been accustomed to giving
the people of this section in years past.
J. F. Bloom will continue with the Field-Lippman
stores in the districts occupied by the chain of stores
this St. Louis firm owns.
STRENGTH OF THE LINE
OF C. KURZMANN & CO.
Company's Excellent Co-operative Methods Add to
Sales Successes of the Dealers.
The C. Kurtzmann Co., Buffalo, N. Y., gives ex-
cellent advice to its dealers in the "Kurtzmann Ad
Book" and the sensible suggestions plainly have been
followed by them. This is said:
"'You need to advertise, primarily to keep your
name before your people as their leading piano house.
"You need to advertise to reduce overhead and
accelerate the turnover of the money invested in your
piano stock.
"You need to crystallize that universal desire for
the purchase of a good piano into a definite buying
frame of mind, when the prospect will come to your
store first.
"You need to point out, directly or inferentially,
that the purchase of a worthy piano should precede
the spending of money for other less permanent
pleasures. Even in the best of times, people only
have a certain amount of money to spend and they
are prone to spend it in the direction in which they
receive the most urging.
"And when you carry a piano as fine as the Kurtz-
mann you surely want ot tell your prospective cus-
tomers about it.
"The advertisements contained in this book have
been purposely prepared to include a wide variety of
human appeals. For that reason they merit your
earnest reading. If you will do that, you will want
to see them in your newspapers."
The statement in a Kurtzmann ad in this paper,
"Why Kurtzmann Dealers Sell Kurtzmann Pianos,"
is explained when the aid in selling given by the com-
pany to its dealers is understood. This is said, and
every Kurtzmann dealer can verify its truth:
"The piano dealer who seeks to erect an enduring
business structure in his community cannot choose a
more trustworthy corner-stone than the Kurtzmann.
It is as much of a friend-maker as it is of a money-
maker—a piano that has as warm an appeal for the
uninstructed as it has for the music master."'
PRESIDENT ILLINOIS MUSIC
MERCHANTS GOES SOUTH
Fred P. Watson, of Mt. Vernon, Will Visit Panama
Canal, Cuba and Costa Rica.
Mt. Vernon. 111., January 24, 1924.
Editor Presto: I want to thank you for the pub-
licity given the Illinois Music Merchants' Association
work. Allow me to say that the officers and mem-
bers of the association are under obligations to the
trade press for splendid cooperation and assistance.
I want to take this occasion to thank you personally
for this assistance.
I had the pleasure of being a guest of President
John McKenna at the Piano Club luncheon last Mon-
day. 1 had hoped to call at your office and get a
little better acquainted, but the weather and being a
delegate to the United States Chamber of Commerce
divisional meeting and also a director in the Illinois
Chamber of Commerce, which body held a meeting
on Tuesday evening, my time was pretty well occu-
pied, and as far as the weather was concerned, I
have never been in Chicago when it was so cold.
Mrs. Watson and I are hoping to leave on the 13th
of February for a trip down the Caribbean Sea way,
down to Havana, then down to the Panama Canal and
over to Costa Rica, to be gone three or four weeks,
stopping a day or two on our return trip at New
Orleans for the Mardi Gras, and we hope by the time
we get back not only southern Illinois, but Chicago
will be taking on spring airs.
Thanking you again for the kindness to the asso-
ciation, and with personal regards, I remain,
Yours very truly,
FRED P. WATSON,
President Illinois Music Merchants' Association.
AMONG THE LATE VISITORS
TO GULBRANSEN=DICKINSON CO.
Piano Dealers and Other Trade Visitors at Kedzie
and Chicago Avenues, Chicago.
Recent visitors to the Gulbransen-Dickinson Co.,
Chicago and Kedzie avenues, Chicago, were W. R.
Schutes, manager of the El Paso Piano Co., El Paso,
Texas. Mr. Schutes had been visiting the trade in
New York previous to his arrival in Chicago, and,
while in the latter city, he called at the Gulbransen-
Dickinson factory. He left last Friday evening for
his home in El Paso.
J. N. Nixon, music dealer, of Pleeble, Ohio, stopped
over a day while on his way to Martinsvillc, Ind.
Mr. Nixon is a frequent visitor to the headth springs
at that city.
Another caller last week was Mr. Hubble, of the
Hubble Talking Machine Company, of Monroe, Mich.
BIT OF TRADE HISTORY.
In a circular letter issued to the public of Reading,
Pa., Raymond B. Brown, proprietor of Brown's Music
House, 21-23 N. Eighth street, tells about the Lichty
Music House, which Brown's Music House suc-
ceeded. The Lichty Music House was established by
the late Charles Lichty in 1876, and was conducted
by the late Mr. Lichty and his sons until six years
ago, when Mr. Brown became associated with the
Lichty store. Four years ago Mr. Brown took over
the business under his own management, but did not
change the store's name until recently.
HARTFORD FIRM CELEBRATES.
Watkins Bros., Inc., of Hartford, Conn., recently
held its semi-annual banquet at the Hotel Bond,
in that city. Over eighty salesmen and man-
agers, including those from the firm's Bristol and
Manchester stores, attended the dinner, at which
$2,000 in cash prizes were distributed to the winners
of the recent sales contest conducted by the man-
agement. William Rush, manager of the Hartford
branch, presided.
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