Classic Mode

Presto

Issue: 1924 1968

PRESTO
APPOINT JUDGES
IN AD CONTEST
R. W. Lawrence, President of the Music In-
dustries Chamber of Commerce, Names
Piano Men to Serve on Committee
of Awards in Competition.
ADVERTISING CLUBS TO AID
Secretary Jesse H. Neal, of Associated Advertising
Clubs of the World, and Associates to Co-
operate with Music Merchants.
The following committee on awards has been ap-
pointed by President R. W. Lawrence of the Music
Industries Chamber of Commerce to judge the news-
paper advertising entries submitted by active mem-
bers of the National Association of Music Merchants
in competition for the retail advertising exhibit to be
shown at the 1924 convention headquarters in the
Waldorf-Astoria Hotel, New York City, the first
week in June:
Thos. H. Fletcher, chairman, Wanamakers, New
York; J. Edwin Butler, Butler Music Co., Marion,
Ind.; J. J. Davin, Musical Instrument Sales Co., New
York; F. J. Heppe, C. J. Heppe & Son, Philadelphia;
Fred Cone, Story & Clark Piano Co., New York;
H. E. Lawrence, Kohler Industries, New York; R. O.
Ainslie, Hallet & Davis, Boston; Herbert T. Proudfit,
Aeolian Company, New York; A. L. Walsh, Thomas
A. Edison, Inc., Orange, N. J.; T. J. Mercer, Gul-
bransen Company, Chicago.
Ad Clubs Will Assist.
The same committee of the Associated Advertising
Clubs of the World that was appointed last year by
President Lou E. Holland with the co-operation of
Manager Carl Hunt, has again been designated by
that organization, and the members have agreed to
serve, although they are tremendously busy with the
affairs of the forthcoming convention in London,
which all of them expect to attend. They are: Jesse
H. Neal, secretary-treasurer of A. A. C. of W. and
executive secretary of Associated Business Papers,
Inc.; John Clyde Oswald, publisher of the American
Printer, and Earle Pearson, educational director, A.
A. C. of W.
Letter from J. H. Neal.
The cordial attitude of the Associated Advertising
Clubs is indicated in the following letter from Mr.
Neal to C. L. Dennis, manager of the Chamber's
Trade Service Bureau:
"Dear Mr. Dennis: I am pleased to accept your
invitation to serve on the committee of awards in
connection with your 1924 advertising exhibit.
"While I fully appreciate that copy is not all there
is to advertising, it must be admitted that it is all
there is to an advertisement. Any movement which
has for its purpose the improvement of advertising
copy in the music trades cannot help but be beneficial
to the entire industry.
"One's first impression of a store is gained from its
advertising copy, its store front, its windows—the
April 12, 1924.
tangible, material things that the eye can take hold
of, and when any of these factors are not fairly rep-
resentative of the business, it suffers from a serious
handicap.
"I congratulate the Music Industries Chamber of
Commerce upon the progress it has already made
toward promoting better advertising copy, and am
glad to hear that it is following its excellent work of
the past year."
Two Classes of Entries.
The Chamber is planning the judging of the ad-
vertising along the same lines as last year, except
that the new classification of entries is so arranged
that committee members will not pass on advertising
in the class to which their own firms might be eligible
as advertisers. The Class A entries are independent
individual music merchants and the Class B entries
are group store organization or factory warerooms.
Entries are already coming in to the Chamber, as
well as notices from various advertisers who are get-
ting their advertising in shape to submit.
The rules call for the advertising to be forw r arded
by May 1st, in order to permit the entries to be
judged and awards made during May, in time for the
convention exhibit. .
BUSH & GERTS COMPANY
STANDARDIZED STYLES
To
Comply with Repeated Requests Point
Changed in Construction of Players.
The Bush & Gerts Piano Co., Weed and Dayton
streets, Chicago, has confined its production chiefly
to three styles—new player models K and 19 and the
Bush & Gerts Midgette Grand.
There has been a considerable demand for these
three styles, particularly the Midgette Grand, accord-
ing to the report made to a Presto reporter early this
week.
The company formerly used the open pin block in
player construction, but, in order to comply with re-
peated requests on the part of its many customers, the
company is now producing the full plate "bushed"
pined instruments.
is assured the dealer who takes advantage of
THE BALDWIN CO-OPERATION PLAN
which offers every opportunity to represent
under the most favorable conditions a com-
plete line of high grade pianos, players and
reproducers.
For Information write
CINCINNATI
INDIANAPOLIS
LOUISVILLE
Incorporated
CHICAGO
ST. LOUIS
DALLAS
Company
N « * YORK
DENVBB
SAN FRANCISCO
The Cable Piano Co., S. Wabash avenue, Chicago,
is featuring in a beautiful window display this week
its new Midget upright.
The Cable Company, in realizing the necessity of a
small piano, built along strictly quality lines, has
made in the Cable Midget a piano to meet those ex-
acting needs. The small instrument is 44 inches high
and weighs 390 lbs. and is easily moved from place to
place. It is particularly suitable for small apart-
ments, schools, yachts and clubs.
The child gets more out of the small upright than
a larger instrument under ordinary circumstances.
It has a special appeal to the small boy or girl and
that fact alone makes it popular in the home.
The picture in the display brings out this point
most effectively. It shows a charming little girl
standing near her Cable Midget upright holding some
music in her hands. There is an expression of joy
on her face as she looks up at her father.
The William V. Crowe Piano Co., Columbus, O.,
moved last week to its new store in the Whitsit-
Davisson Building at High and Cherry streets.
The Heppe, Marcellus and Edouard Jules Piano
manufactured by the
HEPPE PIANO COMPANY
E. A. LEVE1LLE ANNOUNCES A
CONVENTION SPECIAL TRAIN
Contingent of Western Members Leaving Chicago
Provided with Luxurious Accommodation.
The Chicago contingent for the convention of the
music trade and industry will be provided with a
convention special train which will leave via the
Pennsylvania on Saturday noon, May 31. It will
arrive in Atlantic City on Sunday morning, and will
lay over until about midnight Sunday, arriving in
New York early Monday morning, June 2.
The train will be one of the finest ever equipped
by the Pennsylvania system, having a radio and every
other modern convenience as part of the equipment.
E. A. Leveille, Marquette Building, Chicago, is in
charge of all reservations, and detailed information
can be secured from him.
Meeting Discussed May Convention and Plans for
Massed Piano Concert During Music Week.
SUCCESS
Large Picture Carries Excellent Thought and Appeals
to the Most Particular Music Lover.
Is
ALBERT PRICE ADDRESS
THE DALLAS ASSOCIATION
Cincinnati Factories of The Baldwin Piano Company
CABLE MIDGET FEATURED
IN WINDOW DISPLAY
Albert Price, of Price & Teeple Piano Co., Chicago,
is back from a three weeks' trip in the South, one
week of which was, as he says, "basking in the
Florida sunshine." After leaving Florida Mr. Price
went as far west as Texas, where he addressed a
meeting of the Dallas music dealers at the Oriental
j0ftite\~m*that city.
Mr. Price discussed the growing preference of the
public for walnut and mahogany woods in pianos, due
to educational advertising campaigns in place of oak,
which was formerly very popular.
Plans for the convention of Texas Music merchants
which will be held in Galveston May 22 and 23 were
also discussed by William Howard Beasley, president
of the association.
Robert N. Watkin, president of the National Asso-
ciation of Music Merchants, also made suggestions
as to how architects could be interested in planning
houses so that space might be given in the plans for a
piano. A committee consisting of Mr. Watkin, Mr.
Beasley and Lester Gunst, president of the industries
association, to solicit the co-operation of the public
school authorities in the proposed children's matinees
by the ten artists who will give the massed piano
concert during National Music Week in May.
are the only pianos In the world with
Three Sounding Boards.
gfccented In the United States, Great Britain,
France, Germany and Canada.
Liberal arrangements to responsible agents only.
Main Office, 1117 Chestnut St.
l..ADET,PHXA. PA.
Grand and
Reproducing
Grand Pianos
are the last word in
musical perfection.
Lester Piano Co.
1306 Chestnut St.
Philadelphia
When in doubt refer to
PRESTO BUYERS GUIDE
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/
PRESTO
April 12, 1924.
PACKARD IN KANSAS
HOLDS HOLIDAY
IT IS A FACT
That SEEBURG ELECTRIC
PIANOS can always be
relied upon.
IT IS A FACT
(Continued from page 3.)
quaintancc with practically all of the dealers in the
state makes him the man for that occasion and the re-
sults of his work proved that he had the arrange-
ments well in hand.
A Representative Gathering.
There was a good showing of the active piano men
of Kansas present and the enthusiasm was charac-
teristic of Packard representatives wherever that may
happen to be located. R. E. W. Sperry, who was
years ago prominently associated with the Packard
that SEEBURG ELECTRIC
PIANOS are dependable.
IT IS A FACT
that SEEBURG ELECTRIC
PIANOS are durable.
IT IS A FACT
that SEEBURG ELECTRIC
PIANOS when sold on in-
stallments bring back the
money quicker than any
other piano sale.
IT IS A FACT
that SEEBURG ELECTRIC
PIANOS are real pianos,
built to stand the hard
usage a c o i n - o p e r a t e d
piano gets.
IT IS A FACT
that your stock is incom-
plete without SEEBURG
ELECTRICS.
IT IS A FACT
that you ought to write
to-day for catalogue and
particulars.
Do it!
J. P. SEEBURG
PIANO CO.
CHICAGO
ILLINOIS
AL. BUENNING.
selling forces, and whose return to that work was
noted in the trade papers last December, was one of
the speakers at the Salina meeting.
Mr. Sperry discussed the Packard piano from the
creative point of view, and presented a fund of knowl-
edge which must prove of value to the dealers. It
was practical information, designed to help Packard
dealers with the very kind of facts that sell fine in-
struments—the arguments to be used in impressing
prospects and bringing the sales talk to practical
results.
In earlier meetings of the Kansas Packard dealers
President A. S. Bond delivered the chief addresses.
This year Alexis Mahan, sales and advertising man-
ager, gave a good talk which was enjoyed by every-
one present. Lively extracts from what Mr. Achen-
bach said follow. They will be found to contain many
points of practical value to any piano salesman, wher-
ever located or whatever instruments they sell.
Some Good Talks.
It takes a long time to explain what one doesn't
know. A man can't sail a boat in a straight line un-
less he picks out some particular object to point at,
and a salesman can't talk with any effect unless his
mind is fixed on definite, specific ideas.
You have all found that it isn't good policy to talk
to a prospective customer in terms they do not under-
stand, and to carry a customer into a description of
the mechanical make-up of a piano won't get you very
far, for very few would understand what you were
talking about.
At the same time you will occasionally come in con-
tact with the man or woman who is thoroughly posted
on piano construction, and about the worst thing that
could happen would be to let such a prospect get you
cornered on your own proposition.
Pianos Not All Alike.
We find that there are many piano salesmen, and
even some dealers, to whom all pianos look very
much alike. A piano to them is something to sell,
and beyond knowing its price and name, they know
nothing about that piano that makes it different to
them than any other piano. With this mental atti-
tude it is impossible to get the true sales viewpoint,
which is based on the reverse, a thorough knowledge
of and love for the line you are offering, immediately
tunes in on the heart or emotions of the man you are
talking to, which is the first step toward closing the
deal.
Perhaps to some of you here Packard does not
mean as much as it means to Al Buenning, Sperry and
myself, who are constantly in touch with the spirit
of the Packard organization.
But there is one thing that you can see, or will
see when you begin building your Packard business,
and that is the intense loyalty and friendliness of
those people to whom you have sold Packard pianos.
My saying Packard is better does not make it so.
But there is something not new to any of you that is
responsible for the making of Packard a better piano.
That something is the Packard business policy, or
the Packard system.
That policy is written word for word in the Pack-
ard catalogue and I am going to ask everyone here
to read it.
The Packard Policy.
It is the Packard policy as placed before each Pack-
ard employee by our president, Mr. A. S. Bond, that
has made possible the conditions existing inside the
walls of the Packard factory, and, even deeper, inside
the hearts of that group of skilled craftsmen, who
have learned to give to their work the best of their
ability and skill, the fullest amount of their experi-
ence, the most of their thoughts, to make their prod-
uct, the Packard piano, the outstanding fine piano
value in the world.
The big thing that the Packard business policy has
done is to give us a keen sales viewpoint of our job,
and this should be extended all along the line, as it is
a great factor in selling.
The sales viewpoint deals with the spirit of selling.
That elusive something which is the motive power
and driving force of business is yet very intangible.
It is your mental attitude toward the marketing prob-
lem of your job.
Some people call it vision, some imagination, others
terms it native sales ability.
It means working in accordance with the funda-
mental law of cause and effect.
The sales viewpoint is the ability to appreciate
what is good business and what is not good business.
You, as piano dealers, must possess it. If you
didn't already have a certain amount of sales view-
point, you wouldn't be in business today.
Overcoming Objective.
Most salesmen consider an objection raised by the
prospective buyer as a negative sign, when in reality
it is a positive proof of interest and an indication of
desire.
Only the prospect who takes no interest in what
you are offering refrains from objections.
Correctly viewed, an objection appears to the sales-
man an encouragement rather than a discouragement.
R. E. W. SPERRY.
N
An objection should be handled, therefore, as a
help to the salesman and not a hindrance, and should
not be disregarded, but met in the proper way and
disposed of.
1. Try to anticipate the objections which a cus-
tomer will raise and prepare replies which will fit the
case.
2. Try to dodge rather than to answer excuses.
3. Forestall possible objections if you can antici-
pate the raising of such objections.
4. Be sure that the prospect understands your
proposition. Many objections are due to ignorance.
5. Be ready with cold facts to answer the objec-
tions of the hard-headed prospect.
6. An objection may be due to the struggle be-
tween the heart and the mind of the prospect. Go to
the aid of the heart and help the prospect. Satisfy
his mind that he should have a piano.
7. Pass objections that the prospect doesn't expect
answered.
8. Suggestion is often as powerful an ally as rea-
son in making sales.
9. Cultivate the ability to understand and appre-
ciate the prospect's point of view.
10. Go to the interview equipped with appropriate
answers to the most common objections.
A Successful Meeting.
Short talks were also made by Packard represen-
tatives throughout Kansas, and the meeting was voted
one of the best of the series thus far. The Packard
piano has attained to a place in the Sunflower State
which creates for the famous instruments from Fort
Wayne a dealer-value not surpassed by any line
wherever produced.
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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