12
February 14, 1925.
P R E S T O
years. That is the consideration of the prospective
customers of the future when selling to the customer
of today. In selling rolls and records, for instance,
the general idea was to consider only the immediate
purchaser, the one paying for the goods. Only the
original dealers and salesmen thought about those
for whom the father or mother buys. The keen
That Desirable Quality in the Piano Dealer original ones gave a thought to the prospective cus-
tomers of five years hence or even more remote
Enters Into the Action of All the
days to come. The growing children were left out
Methods in Every Phase of
of consideration by the thoughtless ones who had
His Business.
no understanding of Shakespeare's expression, "The
child is father to the man."
Otherwise Seen.
Originality in the music dealer is in keeping him-
self informed on music ideals, principles and prac-
It Means an Understanding of the Requirements of
tices and in keeping in touch with the musical move-
ments in his community. His greatest interest, of
the Present on the Part of the
course, is in the selling of his instruments, but with
Dealer.
a keen regard for the manner in which they are sold.
And no matter how new and modern his methods
By H U L B E R T T. JONES.
may be, he realizes there is nothing original in
In this day of keen competition, the first essential honesty.
to success in the piano business is originality. There
But a dealer may be original even when he is
are other requisite qualities of course, such as hard
work, tenacity and an aggressiveness that never confronted with the complex problems of overhead
decreases in the dull periods. But originality covers and mark-up. As his object is to expand not curtail
a multitude of requirements and enters into every his business, he is careful to make his piano prices
phase of the piano dealer's work. One, infers the just. A dealer may be original in adopting a better
ability to work hard and to stick to it day in and accounting system. It is a fact that better account-
day out in the man who would succeed, but the ing systems are needed by many dealers who think
quality that makes a man superior to his competitors they are quite up-to-date. Until that is done the
is originality. It is the power that makes him ignore problem of prices cannot be wisely solved. It re-
quires more capital to run even a small retail busi-
precedents when their effects are of doubtful value.
ness than it ever did before; all the expenses are
A new plan of store building, a fresh scheme of
higher and the profits of the pianos, relatively speak-
wareroom decoration and furnishing, an artistically ing, have remained the same. In a great number of
novel method of displaying the pianos, a new trick in
cases a proper system of accounting which correctly
advertising may give the happy possessor of the points out the true condition of the overhead may
new ideas a temporary advantage over his fellows lead the dealer away from failure. The desire to
in the trade that is worth so many dollars in business
know where you're at is one of the oldest; taking
and so many degrees in prestige.
] a way to find it out is original.
Its Value.
The valuable, original idea just now is a proof of
an understanding of the times. Its utilization shows
the ability to move with and keep pace with an
energetic but changeful era. That seems obvious,
but the fact is strangely ignored. The usual thing
Former Prominent Piano Man and President of Na-
is to continue along the ruts of least resistance,
doing today what was done last year and five years
tional Association Made Cleveland Manager.
ago utterly regardless of the lessening influence of
Dan
J. Nolan has returned to the serenities of the
the acts in the scheme of success.
Originality is in sensing the changing tastes and in music business, after several years of excitement sell-
acting accordingly. By the time his competitors have ing Cadillac cars. Mr. Nolan is glad of the change
caught up the original dealer has achieved success and frankly admits he missed the genialities of the
from his novel methods. He has accumulated a new piano folk during his association with the gaswagon
asset—a higher estimation in the minds of his cus- crowd. Last week he began his new duties as gen-
tomers and prospective customers. It is understood eral manager of the Cleveland branch of the Rudolph
Wurlitzer Co , a position which gives him charge of
of course that the original thoughts must be rational
to have any potency for beneficial and lasting effects. the northern part of Ohio. W. J. Ennis, whom he
Originality should be part of the valiant effort to rise succeeds, has been transferred to the Syracuse, N. Y.,
branch.
to higher levels of business.
Six years ago, while manager of the May Co.,
Applied Originality.
Cleveland, and at the same time president of the
It is to the credit of the music trade that an orig- National Association of Music Merchants Mr. Nolan
inal sales thought has been put in force for several was made manager of the Cleveland Cadillac Co.
He now looks forward with pleasure to resuming
activities with the local, state and national associa-
tions of the music trade.
TRADE VALUE
OF ORIGINALITY
ITS ADVANTAGE
DAN J. NOLAN AGAIN
ACTIVE IN MUSIC TRADE
There's Money
for the Dealer in
Automatic Pianos
Fine Electric Self-Players of eye-
catching design and perfect perform-
ance. Also
-
COIN OPERATED
for places of entertainment, Theatres,
Movies, Ice Cream Parlors, Etc., Etc.
The best line including the famous
"PIAN-O-GRAND"
"BANJ-O-GRAND"
and "HARP-O-GRAND"
Wide-awake Piano D e a l e r s find
them easy sellers in every community.
Send for illustrated
descriptive circulars.
Nelson-Wiggen Piano Co.
1731 Beimont Ave.,
CHICAGO
CHANGE IN BELOIT, WIS.
J. C. Hook has purchased the Beloit, Wis., store
formerly .known* as Hook Brothers Piano Co., and
formerly part of the Hook Brothers organization of
Madison and Beloit, Wis. Mr. Hook is now sole
owner of the Beloit store, which is under his per-
sonal management. It will be known as Hook's
Music Store and will carry a complete stock of
pianos, musical merchandise, sheet music, phono-
graphs and records.
THE
W. P. HAINES & COMPANY
PIANOS
THE PIANOS OF QUALITY
Three Generations of Piano Makers
All Styles—Ready Sellers
Attractive Prices
GRANDS
REPRODUCING GRANDS
UPRIGHTS and PLAYERS
AVAILABLE TERRITORY OPEN
W. P. HAINES & CO., Inc.
138th St. and Walton Ave.
New York City
E. Leins Piano Co.
Makers of Pianos and
Player Pianos That Are
Established L e a d e r s
Correspondence from Reliable
Dealers Invited
Facfory and Offices, 304 W. 42nd Si
NEW YORK
KREITER
The Leading and Most Popular
Pianos and Players
Grands, Players, Uprights and
Reproducing Pianos
The Results of Over Forty Years'
of Experience.
Kreiter Pianos Cover the Entire Line
and no Piano Dealer who tries these in-
struments would supplant them by any
others. A trial will convince.
Kreiter Mfg. Co,, Inc.
310-312 W. Water St., Milwaukee, Wis.
Factory: Marinette, Wis.
CANVASSES THEATER TRADE.
The Frank R. Davis Piano Co., Alton, 111., actively
pursues the prospective buyers of automatic pianos,
orchestrions and organs, at the same time keen to
observe the opportunity for the sale of grand pianos.
Last week the firm sold two grand pianos to W. M.
Sauvage for the Hippodrome and for the Grand
theater.
MAKING WESTERN TRIP.
W. R. McAllister, who is making a western trip
in the interests of the Premier Grand Piano Corpora-
tion, of New York, was a Chicago visitor the early
part of this week. He was the guest of Matt Ken-
nedy, Chicago representative, at the Piano Club noon-
day luncheon last Monday.
ADVERTISES SERVICE DEPARTMENT.
C. C. Christensen, the Niles, Mich., dealer, adver-
tises his service department and guarantees expert
repair work on pianos, players and phonographs.
Mr. Christensen employs an efficient tuner and is
building up a profitable tuning connection over a
wide territory.
The Lyon & Healy
Reproducing Piano
A moderate priced reproducing piano,
beautiful in design and rich in tone.
Write for our new explanatory Chart,
the most complete and simple treat-
ment of the reproducing action.
Wabash at Jackson - - - Chicago
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