Presto

22
PRESTO
ART AND CRUDITY
Differences in Selling Methods in Player Music
Roll Department Are Well Defined and
Results Equally Observable.
UJhere Supply
ahuaijs meets
the Demand j
Hardware, Felts, Cloths, Hammers, etc
for Pianos, Organs, Players. Talking
Machines, Special Stampings, Turn-
ings, etc., when you order from us.
The American Piano Supply Co., Inc.
No. 112 East 13th Street
NEW YORK CITY
SCHAFF
Piano String Co.
Manufacturers of
Piano Bass Strings
The effort of the enthusiastic music roll salesman or
saleswoman is to sell more than the roll or rolls re-
quired by the customer. Whether the end is effected
through suggestion or other forms of sales ability,
selling as many rolls as possible is the aim. Of course
the instinct of the good salesman or saleswoman will
attain the desirable end without giving offense or
making the customer "department shy."
Many a customer to the roll department is bored by
the insistent sales person lacking the essential in-
genuity in sales. A lot of things are calculated to
change the regular roll customer into a "department
shy" and periodic one. Crudity in the methods of
forcing a bigger purchase than that intended is one.
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 bolt when those in attendance in roll departments
are crudely insistent in urging the purchase of more
numbers than those asked for.
But to the salesman or saleswoman of judgment
that should be no deterrent to the earnest purpose to
make the sales as big as possible. In order to turn
over the roll stock profitably, the people in charge of
selling must be on the job all the time. But tact
must be observed. The direct attack is usually crude,
and few customers will stand for it. Therefore the
desire for additional numbers must be created through
suggestion.
The power of suggestion is made plain in the work
of the advertising department, of that of the window
dresser as well as that of the sales force in the roll
department. Selling rolls with the desired speed in
turnover is a fine art when the attractiveness of the
department is preserved and the customers remain
friendly to the store.
Selling by suggestion is also performed by grouped
lists sent by mail. This means is rendered the more
effective if care is taken to send the lists with con-
sideration of the suitability of the numbers to the
prospects. Making a selective list takes time but it
pays. The well-managed department will have some
data to tell the kind of music the customer bought in
the past. That kind of information will enable the
roll department to arrange special lists to interest
particular individuals.
2009-2021 CLYBOURN AVENUE
Cor er Lewis Street
CHICAGO
SITUATION IN SUPPLIES
Pacts in Various Lines of Commodities Which Enter
Into Musical Instrument Manufacture.
PERFECT PUNCHINQS
AT
C F GOEPEL* CO
137 E A S T I3 T -* ST.
N E.W YORK
A meeting of the creditors of the Felt Specialties
Co., Inc., New York, will be held in the office of
Trustee Seaman Miller, February 25, when the affairs
of the bankrupt firm will be wound up.
A plan for reafforestation was submitted and
adopted by the Humboldt Redwood Reafforestation
Association.
Frank A. and William T. Merriam have been ap-
pointed executors of the estate of the late Asaph
Merriam, manufacturers of piano benches at South
Acton, Mass. The estate is estimated at $120,000.
Edward H. Rogers, lumber man, Tonawanda, N.
Y., who supplied stock to many piano industries,
died recently.
A new revised edition of the sales code of the
Hardwood Manufacturers' Institute, will be ready
for distribution not later than the annual meeting at
Louisville, Ky., in May.
James T. Rose, formerly president of the Musical
Supply Association, has resigned as secretary and
March 1, 1924.
assistant general manager of the Cornwall & Patter-
son Mfg. Co., Bridgeport, Conn.
G. M. Florey recently held a formal opening of his
new music store at 213 North Douty street, Hanford,
Cal.
A music section has been added to the business of
Marion Sullivan, Douds, Iowa.
Charles G. Herr will open a music store this week
in the St. Charles Building, Wilkes-Barre, Pa.
The McCord Music Co. recently opened a store in
Bend, Ore.
PROMPT Q R S SERVICE
Two Special Notices from Music Roll Manufacturers
Reminds Dealers of Opportunities.
A special notice to dealers from the Q. R. S. Music
Co., Chicago, says: Q. R. S. Roll No. 2604— So This
Is Venice—Fox Trot is ready for immediate delivery.
Another notice dated Feb. 26 says: "We will ship
standing orders on the numbers listed below at once.
Orders from our customers not on the standing order
list will be filled promptly on receipt—2542, Mean
Blues, Fox Trot; 2548, There Are Some Things You
Never Forget (from "One Kiss'), Fox Trot; 2584,
Cielito Lindo (Beautiful Heaven or Heavenly Lover),
Waltz; 2585, That Cozy Little Cottage Home Our
Own, Marimba Waltz; 2587, Old New England
Waltz, Mariamba Waltz; 2601, London Bridge Is
Falling Down on the Isle of Childhood Dreams,
Waltz.
HARDWOODS STANDARDIZED.
In a recent speech President McClure, of the Na-
tional Hardwood Lumber Association, challenged the
action of the government on its standardization activ-
ities and on the government's action in ignoring the
suggestions of the association, which, he said, in its
twenty-six years of efforts has reached a point in the
standardization of nomenclature, in the simplification
of grades and sizes and in adequate guarantees of
measure and quality, far in advance of any other
organized effort in the lumber trade. "Today," he
said, "we have one standard of inspection applying to
all markets and governing all of the twenty-eight or
more varieties of hardwoods. This standard includes
specifications, nomenclature and grading rules gener-
ally accepted as fitting satisfactorily the practical
necessities of the trade."
W. H. Fuhri was made vice-president of the Colum-
bia Phonograph Co. last week to succeed George W.
Hopkins, resigned. Mr. Fuhri was formerly general
sales manager of the General Phonograph Corp., but
resigned to accept the vice-presidency of the Manu-
facturers' Phonograph Co., New York.
Paragon Foundries
Company
Manufacturers of
Paragon Piano Plates
Oregon, Illinois
HAMMACHER, SCHLEMMER & CO.
PIANO and PLAYER
HARDWARE, FELTS, TOOLS,
RUBBERIZED PLAYER FABRICS
New York, Since 1848
4th AVC. 311(1 13th St.
PRACTICAL PIANO MOVING SUPPLIES
INCREASE SELLING POWER
One-Man Steel Cable Hoist; Two-in-On*)
Loaders, Trucks, Corers, etc.
Gat Our N«w Circular* and Prioa*
PIANO MOVERS SUPPLY COMPANY
LANCASTER, PA.
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