PRESTO
ACUTE CONDITION
IN PIANO TRADE
That of Scarcity of Real Salesmen Not New,
But Its Gravity Grows with the Passing
of the Old-Timers with Enthusiasm
and Experience.
REMEDY PRESCRIBED
School of Salesmanship Promoted by National Asso-
ciation of Music Merchants and Supported by
That Body Is Suggested.
The local dealers' association, the state and national
organization, the periodic meeting of the salesmen of
the house and the trade journal are all parts of a busi-
ness enterprise—that of selling pianos. Topics arise
in the trade and the dealers at home and in convention
discuss them, sometimes talk them into affairs of no
consequence, very often settle them gravely and ef-
fectively, but the problem of selling the goods is ever-
present. Paradoxically, too, it is settled every time
a piano, playerpiano or reproducing piano is sold.
Selling the instruments was involved in every prob-
lem that ever provided a topic for the conventions.
The stencil, the commission fiend, the pirating com-
petitor, the outrageous ballyhoo, freight questions,
standardization, all concerned the way the instrument
should be sold, the terms of paying for it, and the
size of the profits. The speeches to be made at the
next convention, the resolutions, the exhibits, the ad-
vertising and window dressing contests, all will bear
on the evergreen motive—how to sell the goods.
Down to Brass Tacks.
And after all is said and done the piano dealer and
the piano salesmen must supply the action suggested
by the ever-present motive—how to quickly and
profitably sell the* pianos, players and reproducing
pianos, and no matter how high-minded the dealer
may be and no matter how artistic is the piano, sell-
ing it is strictly a matter of business, not an ethical
gesture. So the best motive of good business is how
to increase the sales while assuring a just profit in
every sale.
No piano house progresses of itself. It progresses
on the work of the individuals in the staff. The work
of individual salesmen develops the business, and in
their quality of individuality is strength. A futile
thing is telling a real salesman how to do it. He
is a law unto himself. His winning individuality in-
volves vision, idealism, hard work and patience. He
insists on that prime factor towards success—the good
quality of the instrument, commensurate with the
price. The good salesman knows that the strongest
element of strength is the giving of full value for the
money. With these aids he makes his opportunities.
Salesman's Efficiency.
As selling the instruments is the main purpose of
the musical instrument dealer, everything that would
add to the salesman's efficiency should be considered.
Even if the good salesman is a law unto himself there
are certain fundamentals of piano selling that he
should be made aware of and never forget. The ques-
tion of training retail piano salesmen may be an im-
portant topic at the convention of the National Asso-
ciation of Music Merchants next month. It has al-
ready been discussed at executive meetings and a
committee has been appointed to set forth the neces-
sity and practicability of a correspondence course in
retail piano salesmanship.
Problem Discussed.
At a meeting of the executive of the national asso-
ciation, when the education of the salesman was dis-
cussed, it was declared by E. Paul Hamilton that
much of the value of music advancement work was
lost through incompetence in selling. Other promi-
nent and experienced piano men like M. V. De
Foreest, E. H. Droop and John A. Turner agreed that
the trouble, where it was visible, was traceable to the
fact that not enough recruits of the right kind were
entering the field, although the old-timers were pass-
ing away.
The condition was ascribed to the fact that young
men did not realize the opportunities in the piano
field and the possibilities of'big incomes for those who
understand the work and put the proper effort into it.
The problem of the scarcity in salesmen only pointed
to the important purpose of the piano dealer—selling
the goods.
MUSIC SURVEY FIGURES
SURPRISE COLUMBIA, MO.
May 10, 1924.
STANDARD PNEUMATIC
ACTIONS FOR CHINA
New York Industry Gets Many Orders from
Foreign Countries, Including
Far East.
The fame of the Standard Player Action spreads
farther and farther. England, France, Spain, Bel-
gium, Germany, Australia, Canada, and other coun-
tries are all receiving quantities of this popular player
action, and now there comes a demand from China
for a number of the Standard Player Actions.
The language of music is understood the world over,
and the playerpiano can speak that language as well,
if not better, than any other instrument of music.
The fact that the Standard Pneumatic Action Com-
pany's sales field is widening so rapidly speaks well
for the company's business "push" and for the quality
of the player actions they make.
PETERS BROS. MUSIC CO.,
\
ILLINOIS FIRM, DISSOLVES
Frank G. Peters Takes Over Store in Lanark, John
Peters Retains Freeport Business.
The owners of Peters Bros. Music Co., with stores
at Lanark and Freeport, 111., have dissolved partner-
ship, Frank G. Peters, the senior member of the firm
taking over the Lanark store, while John W. Peters
takes over the Freeport store, each taking immediate
possession.
In future, the store at Lanark will be operated
under the name of the F. G. Peters Music Co.
Frank G. Peters, who is well known all over the
county, has not been active in the business for nearly
two years on account of ill health, but has improved
sufficiently in the last three months, to warrant his
getting back into the business again.
In a notice published last week he extended "thanks
to the patrons of the old firm of Peters Bros. Music
Co. for all past favors and very cordially solicits
future patronage, when in need of anything in the
musical merchandise line."
'•
A. D. Rollins, Greenfield, 111., has again entered the
piano business and has chosen the pianos made by
The Cable Co., Chicago, as his leaders.
-
Citizens Amazed That Only Fifteen per Cent School
Pupils Take Music Lessons.
Tbe Heppe. Marcelius and Edouard Jules Plaao
manufactured by the
HEPPE PIANO COMPANY
•re the only pianos In the world with
Three Sounding Boards.
Patented In the United States, Great Britain,
Prance, Germany and Canada.
Liberal arrangements to responsible agents only.
Main Office, 1117 Chestnut St.
PHILADELPHIA. PA.
An interesting survey of musical instruments in
Columbia, Mo., made by the Music Census Bureau of
Springfield, 111., shows that more than $400,000 has
been spent for instruments by parents of school
children above the third grade. There are 1,175
musical instruments of all kinds in the homes of the
1,451 grade and high school pupils of the city, 853 of
these being pianos. It was further shown that only
15 per cent of the entire enrollment is taking music
lessons.
The figures are disappointing to the citizens of
Columbia, who have pointed with pride to the cultural
advantages of the city, which is the seat of the Mis-
souri State University, the Christian Female College,
the Stephens Female College, arid other institutions
encouraging to higher education. That the music
courses in the university and the other colleges do not
create a spirited emulation among the pupils in the
grade and high schools of the city is disappointing.
Fifteen per cent of the entire school enrollment tak-
ing music lessons is considered very small for a city
with so many music educational privileges in such
a prosperous county as Boone.
Grand and
Reproducing
Grand Pianos
are the last word in
musical perfection.
Lester Piano Co.
1306 Chestnut St.
Philadelphia
ROLL SALES GROW.
Cincinnati Factories of The Baldwin Piano Company
SUCCESS
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
,
Ft information lerllt
Palbtom
$iano Company
Incorporate*
CINCINNATI
INDIANAPOLIS
LOUISVILLE
CHICAGO
ST. LOUIS
DALLAS
NEW YORX
DENVER
SAN FRANCISCO
The music roll department of Sherman, Clay &
Co,, San Francisco, continues to make a steady gain
in business, according to Manager A. D. Duclos of
this department. This house is increasing the manu-
facturing facilities of the roll department, the making
of rolls to order having become quite a feature of the
business. A new cutting machine, purchased from the
Filmusic Co. has been installed. A marking machine
is also used for individual recordings, the rolls being
cut later bv hand.
MOVES IN DAYTON, O.
The Hunter Music Co., 8 East Fifth street, Day-
ton, O., recently occupied the Schantz Building, at
121 South Ludlow street. The new quarters are 110
by 17 feet and will afford much additional space over
that of the former store. The Hunter store carries
pianos, players and the Brunswick, Columbia and
Edison lines of phonographs.
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/