Presto

ptember 6, 1924.
19
PRESTO
PERSONAL CONTACT
HELPS BUSINESS
Effect of Loss of Old-Time Close Association
of Manufacturer and Merchant Is to
Lessen Interest in the Goods
to Be Sold.
APPLIES TO PIANOS
Understanding Between Source of Supplies and
Store-Manager Aids in Avoiding Causes of
Irritation Between Producer and Retailer.
In these days of great combinations and mergers
in industry—the piano industry no less than others
—anything that may help to retain the best condi-
tions in business—in the relations between manu-
facturer and merchant, must seem desirable. The
subject of a lessening of the close contact which
long existed between producer and retailer is an
important one. It is awakening the discussion of
thinking men in all lines of business. And, espe-
cially in the piano business, which was so long con-
ducted along the lines of protected "territory," and
"exclusive agency" systems, the matter is one of deep
importance.
A discussion of the subject recently appeared one
day this.week in the New York Times. That paper
quoted a prominent distributor as saying that "closer
personal contact with the retail trade by executives
of manufacturing and distributing establishments
-vould go a long way toward eliminating many of
he causes of irritation and ill-feeling now existing."
The business man interviewed by the New York
newspaper is Iser P. Cohen, president of Distributors'
Association and head of Cohen Bros, manufacturing
company. Of recent years, he pointed out, execu-
tives of responsible wholesale houses, both manufac-
turing and jobbing, have centered their activities on
studying production costs, overhead and other mat-
ters that smack too much of the impersonal.
To Adjust Differences.
"Much has been said of late," Mr. Cohen went on,
"of the need of a national tribunal that would under-
take, to arbitrate differences between the parties con-
cerned, eliminate dissatisfaction and, in general, be
the panacea for all real or fancied commercial ills.
Such a body might accomplish some good, but to my
mind its chances of success would be considerably
lessened by the vagaries of the human equation.
"It cannot be gainsaid that the retailer is in com-
plete control of the final distribution of merchandise,
yet in many manufacturing and wholesale houses the
retailer is unconsciously regarded as a kind of auto-
maton, and any troubles arising from contact with
him are to be treated largely as a matter of
mechanics.
"A full realization of the fact that the retailer is a
human being just as much as the man who sells
goods to him, and that each has his weaknesses,
would be a far more potent factor in improving busi-
ness relations than would the solemn adoption of
codes of ethics, boards of arbitration, etc., by any
conclave, however representative.
Knowing the Retailer.
"I do not want to infer that it is the business of a
distributing house executive to start out on the road
and endure a 'glad handing" ordeal in every center
in which his merchandise is sold, but I do think that
more study should be given to the problems that
confront the individual customer. We should know
more of his location, the size of his business, the
peculiar conditions under which he does business in
his particular field, and something about the person-
ality and character of the retailer himself. It is im-
possible to lay down hard and fast rules for the
treatment of customers as a whole.
"Many large corporations of today were founded
on the success attained by individuals who built up
prosperous enterprises by the happy personal con-
tacts that had been established throughout the coun-
try. The conversion of these enterprises into cor-
porate bodies has lessened, if not altogether elimi-
nated, this personal contact.
"The result is that corporation executives often
grumble at the difficulties of doing business on a
satisfactory basis, and are prone to hark back to the
'good old days' when things were conducted better.
They fail to realize that the very personal contact
which characterized successful business of a genera-
tion ago no longer exists, and that they might find
the reason for its passing coincident with the passing
of personal contact.
The Personal Contact.
"If we examine the principal causes of criticism by
retailers of manufacturer-distributors and vice versa,
it is easily discerned that the re-establishment of per-
sonal contact would go a long way towards eradicat-
ing many of them. Some of these criticisms of re-
tailers include the practice of unjust returns and can-
cellations, hand-to-mouth buying, taking of unearned
discounts and demands for unreasonable concessions.
"To my mind a reputable retailer would hesitate
considerably before returning or canceling merchan-
dise unjustly to a manufacturer whom he knew per-
sonally and with whom he had conferred on a friendly
basis on many occasions. On the other hand, he
would have no qualms of conscience in so dealing
with a corporation that he regards in an impersonal
way as a soulless institution. The same parallel holds
true of other practices complained of.
"Probably the two principal criticisms of manufac-
turers and distributors by retailers have reference to
failure to deliver merchandise at the specified time
and substitution af patterns, numbers, sizes and col-
ors. Other criticisms include alleged misrepresenta-
tion by salesmen and the salesmen's efforts to over-
sell the retailer. Again personal contact would serve
to correct these abuses where they exist, for the ex-
ecutive of a responsible selling organization with
knowledge of the retailer's environment, problems,
etc., would realize that it was not to the benefit of
his organization to permit such practices.
"With a vivid picture always before him of the
problems that confront the retailer, the sales execu-
tive is going to have the right basis on which to build
his selling policies.
Selling Costs Increase.
"Selling costs have risen sharply, due to the fact
that the retailer is not anticipating his requirements
as far ahead as he used to. This has also resulted
in the buyer coming to market more often, which is
another argument why the manufacturer should be
fully conversant with the retailer as an individual, in
order that he might tie his customers, real and pros-
pective, closer to him to such an extent that they will
naturall yturn to him for advice as to style, business
tendencies, etc.
"We have tried about every method of modern
times but still we have dissatisfaction and irritation
PROGRESSIVE AKRON FIRM
ENCOURAGES CONCERT EVENTS
The Earle G. Poling Co., Prominent Music House
in Ohio City, Makes Ambitious Plans.
The Earle G. Poling Co., Toledo, O., has completed
plans for a series of concerts the coming season
which will be equal if not superior in character to
the series last year.
Earle G. Poling, head of the company, says the
first event of the popular music course this year will
include Sousa and his band. This possibly will be in
October. Others not previously heard in Akron are
on the program for this season.
Among other concert celebrities scheduled for ap-
pearance in Akron is Paul Whiteman, who will ap-
pea rwith his orchestra of thirty pieces, which will
give a concert dance in the armory here Wednesday
night, November 5. It will be the first personal
appearance in Akron of the famed band leader and
his orchestra.
A complete program of the season's concert course
will be forthcoming next week.
IMPROVES MILWAUKEE STORE.
Irving Zuelke, the Milwaukee dealer, is in the build-
ing at College avenue and Oneida street, recently
purchased by him for a music store. Mr. Zuelke
believes the store should be ready for occupancy by
the first of October. Display windows have been in-
stalled on the two sides of the building which face
the street, stairways leading to the basement on the
Oneida street side of the building have been removed
and a railing on the other street has been taken away.
TEACHERS OPEN STORE.
The Morgan Music Co., Herrin, 111., has been taken
over by Grace Moroni and Rose Quaglia, two well-
known music teachers, and last week was moved to
new quarters at 218 W r est Monroe street. The part-
ners have already shown their ability to make music
goods sales.
NEW FULTON, N. Y. COMPANY.
The William J. 1 Bogus Co., Fulton, N. Y., was re-
cently incorporated to deal in pianos and sewing ma-
chines. The company gives its capital stock as $50,-
000. The company is composed of William J. Bogus,
Anna Bogus Hotchkiss and Fred L. Eames.
RE-OPENS IN TOLEDO.
The Witt Music Co., Toledo, O., whose store at
625 Broadway was destroyed in the tornado which
struck this city recently, opened last week in new
quarters at 728 Broadway with a complete new stock
of music goods.
The Landon-Gleckner Music Company, Williams-
port, Pa., has been organized and will open for
business about September 15 in its building which is
now being constructed at 437 Market street.
with us. It seems to me, however, that a reversion
to the methods of 'the good old days' might give us
the solution we have vainly sought so far.
"It certainly would provide us with a background
in which the executive would feel at home when the
retailer conies to market and seeks his advice. He
would no longer have to draw upon his imagination
for his facts about retail conditions, but would be
fortified with first-hand knowledge.
"That knowledge would play a large part in estab-
lishing relations with the retailer that would auto-
matically eliminate many of the trials and tribula-
tions we now complain about."
The True Test
Compare the new Jesse French & Sons Piano
Cincinnati Factories of The Baldwin Piano Company
SUCCESS
with any other strictly high grade piano in tone,
touch and general construction, and you will be
convinced at once that t h e y offer the most
exceptional v a l u e s to be found anywhere.
is assured the dealer who takes advantage o?
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 wrttt
Palbtom iptano Company
CINCINNATI
INDIANAPOLIS
LOUISVILLE
/ncorporatea
CHICAGO
ST. LOUIS
DALLAS
NKW YORK
DENVER
BAN FRANCISCO
Jesse French & Sons Style BB
Write today (a catalog and prices
"They are the one best buy on the market"
JESSE FRENCH & SONS PIANO CO.
NEW CASTLE
INDIANA
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