Classic Mode

Presto

Issue: 1925 2021

April 18, 1925.
TREATMENT OF OUTSIDE
SALESMEN STIRS LEAGUE
New York Trade Association Starts Unique
Campaign Designed to Save Business
from the Tired Stenographer.
It may seem almost incredible that business men
permit themselves or their employes to be discour-
teous or even indifferent to salesmen who call in the
regular pursuit of their profession. But there are
many instances of daily occurrence in which salesmen
and advertising solicitors are treated discourteously
by employees of even well conducted firms.
As a rule, such occurrences are due to the puffed-
up inability of thoughtless employes, stenographers
or "information clerks." And to show how important
such breaches of courtesy may be, it is interesting to
know that a New York trade association is carrying
on a campaign for the purpose of obtaining for its
members better treatment of salesmen. It is a novel
arrangement of a kind of business mistake which has
often hurt houses which in other respects are above
reproach.
Tn speaking of this movement, which is the reverse
of what is usually expected of a trade organization,
the executive chairman of the New York Trade
League emphasized his conviction that only by con-
sidering both sides of the questions that arise be-
tween the several branches of trade can effective work
be done. "This is no less true of the small aggrava-
tions," he said, "than it is of those larger issues
which cause dissension.
"Any observer of the business world knows that it
is these small things, when taken in the aggregate,
which frequently clog the flow of good feeling. This
apparently simple matter of the way in which sales-
men are treated, unimportant as it may to some seem,
is one of those things that can prevent the pleasant
relations which should exist between the manufac-
turer and the retail houses."
Letters have been sent houses from whom manu-
facturers buy asking for suggestions for betterment
along these lines. The letters which have been re-
ceived in reply show a strong interest in the subject
and an appreciation of the league's attitude toward it.
One speaks of complaints leveled against the treat-
ment accorded salesmen at the information window.
This letter, which is from a large firm, speaks of the
disadvantages of having a telephone operator or
stenographer at this window tell a salesman that
nothing, is needed, without taking his card to the
firm's buyer. While it may be true that the girl at
the window may know that nothing is needed that
day, the comparatively easy formality of presenting
the salesman's card to some one in authority and its
return with a message would make it seem worth
his while to have called. Apparently such a process
is not vital to business relations. In effect, however,
it reassures the salesman who may have some special
SPENCER
The Intrinsic Qualities of This
Piano Command Attention
17
PRESTO
proposition to present, and yet never gets past the
information window with it.
"Another writer," continued the trade league ex-
ecutive, "says that their salesmen frequently avoid
making calls on those who do not accord them cour-
teous consideration, in order to avoid wasting time.
In some instances the manufacturers so listed may
miss exceptional opportunities. Still another writer,
who acknowledges that salesmen may occasionally
take advantage of privileges, stresses the fact that a
'stand-offish' attitude on the part of the manufacturer
may result in loss to himself.
"The general tenor of the replies, of which there
are many, is the same, and they show a unanimity of
feeling that proves the necessity of following up the
suggestion. When there is complete agreement about
some trade abuse there must be some basis for it."
HARDMAN ON RADIO.
The official broadcasting programs from the Hard-
man, Peck & Co. studio, 433 Fifth avenue, New York,
include many celebrated artists who use the Hardman
exclusively. Marguerite Namara, operatic soprano;
Michael Barile; Diomed P. Avlontis, violin virtuoso;
Fernanda Villa, operatic tenor, and the Hazimir Sing-
ing Society, of Newark, N. J., composed of 100 voices
under the personal direction of Zavel Zilberts, leader
of the Cantor's Association of America, were recently
featured. The concerts are relayed from the Hard-
man warerooms by special wire to Station WMCA,
Hotel McAlpin. Stephen Czukor, manager of the
concert department of Hardman, Peck & Co. is the
official announcer.
STARR IN NORTHWEST.
Charles Soule, Pacific Northwest manager of the
Starr Piano Co., Richmond, Ind., recently established
several new agencies. Among the new dealers are
Guy S. Brown, of the Melody Shop of Bellingham,
Wash., and the Emerson Music Store of Walla Walla,
Wash. These firms have put in a complete line of
Starr pianos. Starr phonographs and Gennett rec-
ords were already carried by the Melody Shop. The
Starr pianos are featured by the new Portland Music
Company at 227 Sixth street, as well as the Starr
phonographs and Gennett records.
Charles W. Hickmann has entered the music busi-
ness at 611 Main street, Lafayette, Ind., as the suc-
cessor to George W. Switzer.
J | j | Onduring"
1
™tHardman
It comprises a range of artisti-
cally w o r t h y instruments to
please practically every purse:
The Hardman, official piano of
the Metropolitan Opera House;
the Harrington and the Hensel
Pianos in which is found that in-
built durability thatcharacterizes
all Hardman-made instruments;
the wonderful Hardman Repro-
ducing Piano; the Hardman
Autotone (the perfect player-
piano); and the popular Playo-
tone.
Manufacturers of
BRADBURY, WEBSTER
and
W. P. HAINES & CO.
Grand, Upright and Reproducing
Pianos
138th Street and Walton Avenue
NEW YORK
A HARRISBURG EVENT.
Pomeroy's, Inc., Harrisburg, Pa., featured in their
piano department, during a recent "Playerpiano
Week," in which the Bush & Lane Cecilian players,
Bush & Lane Welte-Miguon reprodlcing players, Vic-
tor Cecilian players, Farrand Cecilian players were on
exhibition and were demonstrated by a series of
largely attended concerts.
The LEADING LINE
WEAVER PIANOS
Qrandt, Uprights and Players
Finest and most artistic
piano in design, tone and
construction that can be
made.
YORK PIANOS
A high grade piano of great
vaiue and with charming tone quality.
Livingston Pianos— Uprights and Player Pianos
A popular piano at a popular price.
WEAVER PIANO CO., Inc.
Factory: YORK, PA.
Established 1870
First Class Factory and Equipment
Ample Production and Service
W. P. Haines & Co.
The achievement of the Gulbransen Registering
Piano in the farm field has been notable and, in view
of that fact the Agricultural Publishers' Association,
Chicago, chose the instrument as the basis on an ad
which appeared in Printer's Ink Magazine.
The ad pictured the Gulbransen instrument in the
midst of a happy group in the farm home, under
which the caption "How Farmers Respond to Music's
Appeal," appears and depicts the value of the Gul-
bransen in the household of the farmer. The follow-
ing was said about the Gulbransen product:
"Long farm evenings demand recreation and music
has the call in many a farm home. Gulbransen Com-
pany sensed this demand, in 1917, when it started ad-
vertising the Gulbransen Registering piano.
"The company today has a production of 100 Regis-
tering pianos a day. The majority of these are sold
through dealers in the rural field—where farmers
dominate a dealer's trade."
Over 70,000 instruments made by this company are sing-
Ing their own praises in all parts of the civilised world.
Write tor catalogues and state on what terms you would
like to deal, and we will make you a proposition if you are
located in open" territory.
The ^htardman dZine
FACTORY: Thirty-First St. and First Ave.
OFFICES: 338 East 31st Street, New York, N. Y.
Agricultural Publishers' Association Picks Gul-
bransen as the Basis of an Ad in the
Printers' Ink Magazine.
Uprights and Player Pianos
A High Grade Instrument at a
Moderate Price
SPENCER PIANO COMPANY, Inc.
APPEAL TO FARMERS
IS THEME OF AN AD
is a complete line
c J{ardman,Veck &Co.
For a
Bigger and Better
Business
There is nothing to compare
with the complete line of
M. SCHULZ CO.
The Players are RIGHT in
everything t h a t means
money to the dealers and
satisfaction to the public
You will never do anything better
than when you get in touch with
M. SCHULZ CO.
711 Milwaukee Avenue
CHICAGO
OUTHRRN BRANCH: 790 Gandler Bid*, ATLANTA, GA
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/
18
P R £ S T C
H. H. COOK, TELLS HOW
TO STIMULATE SALES
Manager of Story & Clark Piano Co.'s Store
Believes Enthusiasm Greatest Power in
Getting Signatures on Dotted Line.
H. H. Cook, manager of the Story & Clark Co.'s
retail store at 315 South Wabash avenue, Chicago,
has an interesting article on "How to Stimulate
Sales" in the March number of the "Story Book."
In it Mr. Cook says:
My opinion has often been asked as to the possi-
bilities connected with the getting of business
through the outside canvassers, and I am firmly of
the opinion that this medium of securing sales is not
only one that will insure volume, but also a good
class of trade.
Of course it is taken into consideration that the
results depend entirely upon the manner in which
the men are educated to work, in addition to keep-
ing them 100 per cent enthusiastic and full of pep
at all times.
This can be done by the giving of prizes each
month for a specific amount of delivered sales. Dur-
ing the summer months I put up a cash prize of $25
each month for five delivered sales, averaging $565
apiece. This is to be given only on deals secured
through canvassing. It worked wonders. As an ex-
ample of the enthusiasm that it caused, the mother
of one of our canvassers called me on the phone one
evening to complain that her son had been working
constantly every night and asked if there wasn't
some position that 1 could give him whereby he
would be through at six o'clock. This man collected
prize money every month, having from seven to
nine delivered sales.
Another effective method of securing business is
to call a special meeting about twice a month on a
Wednesday evening offering $10 bonus over all on
all snles brought in Thursday, Friday or Saturday.
BRINKERHOFF
Grands - Reproducing Grands
Player-Pianos
and Pianos
The Line That Sells Easily
and Satisfies Always
BRINKERHOFF PIANO CO.
These and similar offers have a tendency to keep a
man enthusiastic and "on his toes" at all times.
"After all," conceded Mr. Cook, "it is the mental
attitude that counts on the outside as well as within
and as soon as we reach the state that is equivocal
with that existing on the inside, we are forming a
combination of thought that will go hand in hand
with success.
"There is only one reason for success on the out-
side, enthusiasm. Without this one quality we are
hopeless. With it our success is assured. It is a
quality hard for some to acquire, hut once within our
system, it is impossible to lose. It is the true mean-
ing of success. It is a known fact that no matter
how good a man may be or how hard he will work,
without enthusiasm he is worthless. Enthusiasm is
everything, life, hope and finally success.
CARD TO TRADE FROM
BECKER BROS., NEW YORK
Announcement of Company Expresses Profound Sor-
row at Death of President, Jacob Becker.
WHAT IT MEANS TO
HANDLE A CONVENTION
Chamber of Commerce of the United States
Issues Folder in Which the Subject
Is Treated.
The Chamber of Commerce of the IT. S. issues a
series of folders in which arc discussed the various
problems of industry and trade. On a subject of
special interest to the music trade just now, one of
the chapters speaks as follows. The subject is
"Handling Conventions":
Handling a convention of a trade, professional or
other type of organization, is given the aspect of a
science in a pamphlet on the subject prepared by
John N. Van der Vries and issued by the Chamber of
Commerce of the United States.
To the lay mind conventions might appear to be
agglomerations of delegates wearing badges of many
hues, but to the manager, who is rapidly developing
into a professional expert, like the efficiency engineer
and the publicity adviser, they are a serious business.
Mr. Van der Vries under thirteen headings lists 161
items which must be taken into account in preparing
for, holding and summing up the results of conven-
tions. He points out the particular wheels in the in-
volved mechanism upon which a successful conven-
tion depends. His outline, "The Handling of Con-
ventions" may be obtained from the Organization
Service Bureau of the National Chamber at Wash-
ington.
The following announcement from Becker Bros.,
Inc., 52nd street and 10th avenue, New York City,
has been mailed to the trade:
"We announce with profound sorrow the death of
Mr. Jacob H. Becker, our president and general man-
ager, on Tuesday, March the twenty-fourth, nineteen
hundred and twenty-five.—Becker Bros."
Mr. Becker, announcement of whose death ap-
peared in Presto, of March 28, had reached his fifty-
eighth year, and seemingly was in good health up to
two weeks of the end. He was a thorough piano
PRAISES STORY & CLARK GRAND.
maker and the instruments from the factory which he
The Milliken Conservatory of Music, Decatur, 111.,
founded in 1902 have proved reliable, attractive and is equipped with Story & Clark pianos and the opinion
of a kind that wins and retains trade.
of Lowell L. Townsend, director, of the grand is ex-
pressed in the following letter to the Story & Clark
Piano Co.: "Permit me to express my appreciation
BALDWIN FOR OLDEST CHURCH.
of your new grand piano. I was much pleased with
A Baldwin piano. Style H, has been installed in the beauty and depth of its tone. These qualities
the oldest church in North Carolina, the Mount Zion combined with an evenness of scale and a responsive
Presbyterian Church of Rose Hill, a place of wor- action make it a piano of exceptional merit."
ship built more than seventy-five years ago. The
piano was sold to the congregation by N. B. Sellars,
OPENS IN MONTPELIER, IND.
local representative of the Baldwin Grand. E. McN.
Grover Griffith is proprietor of a new music store
Carr, clerk of the session, apprised the company this
way: "After a great number of competitive efforts opened last week at Montpelier, Ind. The title of
on the part of the agents of several other piano manu- the firm is the Reliable Music Store, which will han-
facturers your local agent here, N. B. Sellars, was dle a line of pianos, players, talking machines, rolls,
awarded the contract for supplying our church with records and sheet music. Other lines will be added
later.
your Style H Baby Grand piano."
UNIVERSAL
MUSIC TRADE
OFFICES, REPUBLIC BLDG f
209 State Street
April 18, 1925.
CHICAGO
DI R ECTO RV
To be published
in 1925
MUSIQUE ADRESSES UNIVERSEL
2,500 Pages in a single volume.
55,000 Firms of the Music Trades.
Musical Instruments — Gramophones
Sheet Music
Manufacturers
— Dealers
— Publishers
Classified to meet all requirements.
1st—In Alphabetical Order.
2nd—According to Special Branches of the Trade.
Che fieppc, Marcellus and Edouard Jules PtaB9
manufactured by the
HEPPE PIANO COMPANY
MANUFACTURERS — PUBLISHERS — JOBBERS
this Directory will enable you to bring your goods to
the notice of the dealers all over the world.
are the only pianos In the world with
Three Sounding Boards.
Patented In the United States, Great Britatifc
France. Germany and Canada.
U-bera! arrangements to responsible agents only*
Main Office, J 517 Chestnut St,
PHILADELPHIA, PA.
Published by L'Office general de la Musique. Established 1910. Paris, 15 rue de Madrid
ADAM SCHAAF, Inc.
REP
p?^ U oi NG GRANDS AND UPRIGHTS
Established
Reputation
FACTORY
1020 So. Central Park Ave.,
Corner Fill more Street
ft*™*
and Quality Since 1873
OFFICES AND SALESROOMS
319-321 So. Wabash Ave.,
CHICAGO, ILL.
New Adam Schaaf Building,
RADLE TONE The Musician's Delight
Whenever you hear the name RADLE you immediately
think of a wonderful tone quality, dtirabili y and design.
Musicians insist on RADLE
F. RADLE, Inc. Est. 1850.
609-11 W. 36th St., New York City
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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