September 26, 1925.
PRESTO
22
DEALERS AND TEACHERS
Antagonism of Other Days Between the Two Great
. Selling Forces Now a Matter of Rare Occurence.
Much of the development of public interest in
musical instruments may be credited to the increased
co-operation between the two big factors in musical
instrument selling—the teacher and the dealer. To-
gether they form the contact between the manufac-
turer and the player. Each one does his part in stim-
ulating interest in music and musical instruments.
Many progressive music houses today not only
show the instruments but also stimulate the public to
play. And with the aid of teachers, provide instruc-
tion. This is a teacher-dealer combination that is
proving powerful in results.
The teachers, with a close contact with the public,
has a strong influence with the public. His classes,
recitals and knowledge of possible pupils give him an
advantages in creating sales. The wise dealers—that
is to say, the successful ones—do not try to com-
bine selling with teaching. A good teacher has no
time to operate as a dealer and do a good job of it.
At one time there existed an antagonism between
the dealer and the teacher, based on the desire for
profits. The teacher with growing classes saw an op-
portunity to increase his income by making a profit
on sales of instruments to his pupils. While admit-
ting his right to do so, the dealer considered the
teacher was making a commercial mistake. The
teacher, often ignorant of the economics of busi-
ness, did not recognize the law of distribution which
requires the keeping of a stock to meet the public's
demand when it comes. He thought that he could sell
one instrument at a time, carrying no stock, with no
overhead, and honestly make the profit the dealer did.
Many a teacher has learned that to get the advan-
tageous terms and discounts, he should stock a com-
prehensive line which called for efforts to move the
merchandise to realzc on his investment. That, in
turn, called for means for showing, rent, advertising
and other overhead items. In short, he found that
in becoming a dealer he had no time to be a teacher.
So it has come about that the dealer stocks the goods
and sells them to the teacher's pupils and the teacher
finds his natural occupation is teaching. But they
have learned to co-operate.
Dealers recognize the fact that teachers can send
them a good many customers. Thus the teachers
become salesmen for the dealer and are entitled to a
commission. There are dealers who reciprocate by
sending pupils to the teacher. Some co-operate with
one teacher exclusively, even allowing him the use
cf the store for class instruction in return for rec-
ommending instruments to all pupils. Dealers also
co-operate with the teachers by displaying their cards
in the store. But the happy condition is that the
dealers and the teachers are mutually helpful.
NEW BANDS STIMULATE TRADE
Musical Organizations in Many Places Suggest Op-
portunities for Energetic Dealers.
About thirty-five boys assembled Monday night at
State Hank Hall, Toulon, 111., to discuss plans for
the organization of a band. Mr. Jordan, representa-
tive of a musical instrument company of Peoria, was
present and arrangements were made with him to
send a large number of instruments for two weeks'
approval.
An attempt is being made in Virden, 111., by the
Virden Legion Post to organize a drum and bugle
corps.
A drum and bugle corps has been organized among
American Legion members at Belvidere, 111., and
$600 has been expended on instruments for the corps.
The officials of the Boy Scouts in Brookville, O.,
have been quietly working the proposition for a boy's
band in this community, and have secured the appli-
cation of thirty boys who wish to join the organiza-
tion.
Harlan D. Darling, instructor in science at the
Arthur High school, Arthur, 111., is also a musician,
and is organizing a school orchestra. Later he ex-
pects to have a school band.
The Drum Corps of Helvetia Lodge No. 480, I. O.
O. F., .East St. Louis, 111., was recently organized.
NEW DISTRICT HEADQUARTERS.
District headquarters for the Mills Novelty Co.,
Chicago, was recently opened at the Randolph Hotel
in El Dorado, Ark., by G. M. Hardwick. This com-
pany has been installing several violano virtuoso elec-
tric violins in the vicinity.
HIGH GRADE
DEMAND FOR SMALL GOODS
Chicago Wholesalers Report Big Improvement
in Trade and Find Orders from Music Mer-
chants Coming in In Increasing Volume.
The fall outlook in the small goods field is very
promising, according to the report of wholesale dis-
tributors of small goods in Chicago and vicinity.
Large orders for band instruments have been coming
into Chicago from all parts of the country, which is
indicative of increased activity of retailers every-
where.
One of the best pointers, however, to a good fall
season, lies in the fact that dealers who usually wait
for suggestions and much coaxing are ordering freely
and are getting an earlier start with their frill sales
campaign than customary.
The field for small goods is unlimited, and there
are many successful methods in which the dealer
may stir up interest of his customers. High school,
college and boy scout bands are forming in many
localities, and in many instances the responsibility of
outfitting these organizations with high grade instru-
ments falls to the lot of the music merchant.
Another source in which dealers may realize profits
in the small goods department is by taking advan-
tage of special holidays with a lne of instruments
best suited for the occasion. Special sales conducted
in advance of holidays have been worth while, and
in most cases little effort is expended in putting the
dea over.
Ukuleles, banjos and guitars are favorites at hal-
lowe'en time and special window displays and other
forms of advertising are helpful in carrying the
thought to the public. These stringed instruments if
arranged with corn stalks, pumpkins and brown
leaves make a decided impression upon the passers-
by and are a strong pul'.er in special sales.
TENOR BANJOS SELL.
Tenor banjos are showing great activity in the line
of the Slingerland Banjo Co., Chicago, which reports
that the company has been kept particularly busy dur-
ing recent weeks supplying a steadily growing de-
mand from the trade for the popular numbers on the
list, the demand coming from all sections.
SLINGERLAND
Folding Organs
School Organs
May Bell
Practice Keyboards
Dealers' Attention Solicited
A. L. WHITE MFG. CO.
215 Englewood Ave.. CHICAGO. ILL.
Slingerland Banjos
VIOLIN, CELLO AND DOUBLE
BASS WOUND STRINGS
OF SUPERIOR QUALITY
Guaranteed for thirty days after they are sold
SEND FOR CATALOG
S. SIMON
8106 Chappell Avenue,
CHICAGO, ILLS.
are sold the country over because
they are Highest quality and sold
at a reasonable price.
Over 40 Styles of Banjos, Banjo Mandolins, Tenor Banjos
and Banjo Ukuleles, to select from.
Write for Catalogue
SLINGERLAND BANJO CO.
1815 Orchard Street
CHICAGO
The Piano Repair Shop
Pianos and Phonographs Rebuilt by
Expert Workmen
Player-actions installed. Instruments
refinished or remodeled and actions and
keys repaired. Work guaranteed. Prices
reasonable.
Our-of-town dealers' repair work solic-
ited. Write for details and terms.
THE PIANO REPAIR SHOP
C. D. GREENLEAF, Pres.
J- F. BOYER, Sec'y
World's largest manufacturers of High Grade Band and Orchestra Instruments. Employs 1,000
expert workmen.
All of the mo it celebrated Artists use and endorse Conn Instruments.
Famous Bandmasters and Orchestra Directors highly endorse and recommend the use of the
Conn Instruments in their organizations.
Conn Instruments are noted for their ease of playing, light and reliable valve or key action;
quick response, rich tonal quality, perfect intonation, tone carrying quality, artisticness of design,
beautiful finish and reliable construction.
Conn Instruments are sent to any point in th U. S. subject to ten days free trial. Branch store
or agencies will be found in all large cities. Write for catalogues, prices, etc.
339 South Wabash Ave.
C. G. CONN, Ltd.
Chicago
C. G. CONN, Ltd., Elkhart, Ind.
DEPT. MS.
ELKHART, IND.
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/