Presto

PRESTO
SELLING METHODS
UNDER DISCUSSION
Leaders in Merchandising Say That Systems
of Selling Are More Far-Reaching in
Results Than Any Changes from Hand
to Machine Production.
HOW PIANOS ARE AFFECTED
In No Other Trade Are the Influences for Betterment
More Apparent Than in Sale of the Instru-
ments of Music.
Changes in merchandising methods even more far-
reaching than the shift from hand to machine produc-
tion were predicted recently by Ernest T. Trigg, one
of Philadelphia's most important business men, who
said that if American industry is to continue to
advance as it has advanced during the last two dec-
ades, it must unite on a platform of constructive
co-operation.
Briefly outlining the manner in which the principle
of constructive co-operation has been applied to the
paint and varnish industry in a campaign in which he
has been prominent for the last seven years, Mr.
Trigg cited the fact that financially the industry has
benefited tremendously, figures given out by the
Bureau of the Census showing that during the last
three and a half years the volume of business has
practically doubled.
"It is not only because of this unequaled perform-
ance in the annals of American business history that
I am led to predict radical changes, but also because
of sign posts which are appearing with increasing fre-
quency along the ways of commerce," he said.
Not only will constructive co-operation have to be
applied to other lines of endeavor, as it has been to
the paint and varnish trade, but selling methods also
will have to undergo a complete revolution, according
to Mr. Trigg, who said:
"Firms that sanction sales policies which are detri-
mental to the best interests of their industries are
headed for trouble. Executives who regard their
competitors as enemies have a lesson to learn. Man-
ufacturers in the same industry will soon be forced
to lay aside the axe of destructive competition and
take up the hammer and nails of broader vision and
better understanding."
Less Friction in Operation.
Less friction in operation and better service to the
consumer will be features of the new development,
he said. "Destructive competition—shady methods,
'knocking/ suspicion—is opposed to economic law.
Constructive co-operation—unity of effort and joint
action by all the firms in an industry, looking toward
the solving of the problems which are common to
them all—that is in accord with economic law. This
law automatically provides a square deal for the
maker, the seller and the buyer. Anything that tries
to thwart it will be crushed."
Cited by Mr. Trigg as an evidence of activity
which is contrary to economic law were the efforts
being made by retail merchants to have prohibitive
tax rates placed upon those merchandisers who load
goods into motor trucks and sell under the slogan:
"The store at your door." The efforts of retailers to
legislate the house-to-house canvasser out of existence
he characterized as falling into the same category.
On the other hand, said Mr. Trigg, the fact that
Attorney General Sargent recently notified all trade
associations in the United States that he will be glad
to help them organize so that they will be sure to be
within the law was a clear evidence of the recogni-
tion for the need of constructive co-operation.
Co-operative Progress.
While co-operation is coming to the fore in agri-
culture, the agriculturists have merely made a start,
compared with the paint and varnish industry, said
Mr. Trigg, who added that when the Save the Sur-
face campaign began it was estimated that less than
one building in four was adequately painted, the
market of the paint manufacturers being, therefore,
more than 75 per cent potential. An effort was made
to turn 1922 into the greatest paint and varnish year
and to double the industry by 1926.
Figures quoted by Mr. Trigg showed that in 1921
the paint industry sold 1,294,759,450 pounds. During
the first six months of 1925 the production was 1,285,-
798,000 pounds, a volume lacking only 4,380 tons of
what constituted production of the entire twelve
months of 1921. The objective had been practically
reached eighteen months ahead of schedule.
Every industry in time must come to work of a
nature somewhat similar to that outlining the Unfair
Competition Bureau, established in Washington six
years ago, to co-operate with the Federal Trade
Commission in the suppression of graft, misrepresen-
tation and "all forms of business practice that are
unfair to competitors or to the public."
In the Piano Trade.
It is, of course, possible that other lines of busi-
ness need reformation and an increase in the spirit of
co-operation, more than the piano trade does. There
was a time when retail piano selling was a sort of
battleground, where the smaller dealers made a prac-
tice of a system of competition which would put to
shame the old-time methods of the "Baxter street
clothiers." But that is all past. Today the average
piano salesman is as clean, and as fair in his methods,
as the best representatives of any other line of mer-
chandising.
Today the problems of the piano business are the
trade-ins, and the system of employing salesmen. The
trade-in problem rests largely with the dealers them-
selves, who must handle it from so many angles that
a fixed rule seems impossible. The New York asso-
ciation formulated a set of prices on old instruments,
as a basis of exchange. The salesmen's problem
seems to hinge upon the commission compensation.
In the automobile trade most salesmen sell on com-
mission. And they are not allowed the accommoda-
tions, or even the opportunities, that are accorded to
piano men of ability.
There is no problem in the opposition to outside
solicitors, and perhaps as many pianos are sold in
that way now as ever before. It is always a matter
of the degree of energy that is put into the selling
end of any business that tells the story of success.
And some of the best kinds of salesmanship depend
upon the outside man who meets the prospects and
brings them gradually to the spirit of buying.
The changes in merchandising must affect all busi-
ness. But perhaps least of all the retail piano trade,
after the unfair competition is obliterated and the
local association idea spreads thoroughly.
STRICTLY PERSONAL
TO TRADE PUSHERS
What Some Members of Trade Are Doing, Where
They Are Doing It, and With the When and Why.
C. Killums, piano dealer of Quincy, 111., was in Chi-
cago this week and bought instruments to restock his
store.
Mr. Heybor, of the Hager Musical Instrument
Company, Grand Rapids, Mich., was in Chicago on a
buying trip on Monday of this week.
W. P. Geissler, of the Geissler Music Company,
Evansville, Ind., was another Chicago visitor who
was welcomed at some of the piano and small
goods departments this week.
Joseph Smith, of LaPorte, Ind., visited Chicago
this week, also, and gave orders for the replenishment
of his fast diminishing stock.
"Our business is the biggest ever," said Thomas
M. Pletcher, president of the Q R S Music Company,
to a Presto representative on Saturday. "This is
true of both the music rolls and of the radio tubes."
E. W. Furbush, Chicago manager of the Haddorff
and Bush & Gerts piano headquarters at the Fine
Arts Building, Chicago, was at St. Louis, Mo., for
Thanksgiving Day and the week-end last week. He
has relatives living there, and incidentally he trans-
acted some business while in the Missouri metropolis.
Floyd Johnson, formerly with the Will A. Watkin
Co., has joined the music department of Sanger
Bros., Dallas.
Homer Longshore has been appointed "manager
of the Kurtzmann Piano Co.'s store on West State
street, Olean, N. Y., succeeding John Raisor.
GREAT YEAR'S CLOSE
FOR REGISTERING PIANO
October and November Proved Record-Breaking
Months for the Gulbransen Company.
The success of the Registering Piano is such that
two monthly production records have been broken, in
succession, at the Gulbransen Company plant,
Chicago. October was the biggest production month
in the history of the company, and when the figures
for November were in they showed it to have been
the biggest November in the Gulbransen records,
the second largest month in the history of the com-
pany.
.November would easily have topped October, for
the orders were in hand, were it not for the fact
that there were five Sundays and a holiday in the
month.
An analysis has-just been made of Gulbransen
production in comparison with the latest government
figures of the market possibilities in each state. It
is surprising how closely the two figures—Gulbran-
sen sales and the market possibilities—parallel each
other. Business analysts who have experience in
many lines of industry, state that 95 per cent of the
big companies in America have not as uniform dis-
tribution.
December 5, 1925.
STIL HARCOURT EXPLAINS
REPRO-PHRASO VOLUME
Dealers Find It Easy to Convince Public of
Merits of Instrument Which Is
Different from Others.
Story & Clark dealers have found the buying pub-
lic susceptible to good player music and accordingly
have reported an unusual volume of sales for the
Repro-Phraso instrument during fall and pre-holiday
sales. The Repro-Phraso gives personal touch to
the player and eliminates the mechanical music.
Still, Harcourt, inventor of the Repro-Phraso, in
giving his reasons for the successful exploitation of
the instrument by dealers everywhere, and the grow-
ing demand throughout the country, says:
"The Repro-Phraso is different from the line of
standardized players, and whenever progressive deal-
ers explain this fact intelligently a demand is in-
stantly created. For everyone loves good music,
especially piano music where personal playing can be
enacted. The merits of the Repro-Phraso have sold
it, and this explaints the ever-growing demand ac-
corded it by the music loving public."
TEXAS PIANO TUNERS
HONOR NATIONAL SECRETARY
Plan of "Tuning Week" Is Proposed to Acquaint
Public with Need of Harmony.
The Dallas and Fort Worth division of the Na-
tional Piano Tuners' Association entertained with
a dinner at the Jefferson Hotel Monday evening
complimentary to W. F. McClellan of Chicago, na-
tional secretary of the organization. After the din-
ner was served ways and means for an educational
campaign to create a greater demand for piano tuning
were discussed.
Howard Beasley and Mr. McClellan were the prin-
cipal speakers. A resolution proposing a Tuning
Week to acquaint the public with the need of pianc
tuning and to stimulate a greater interest in the care
of the piano was adopted.
Among those present were Mr. McClellan, Mr
Beasley, R. P. Patterson, Chris Kiker, T. H. Rhodes
Robert McDonald of Fort Worth and J. S. Townes
A. F. Hickes, June Spaugh, A. M. Tyson, F. C
Giebed, B. F. Embry and others.
NEW TEXAS MUSIC HOUSE
STIMULATES XMAS TRADE
Stapleton Company of Antonio Reminds Its Custom
ers of Best Kind of Gifts.
The Stapleton Music Co., Inc., of San Antonic
Tex., has sent the following, in letter form, to it
customers and friends, and it is proving effective i:
winning sales for the holidays:
"You are going to be buying musical instrument
for Christmas, no doubt, and this letter is to as
you to bear in mind the fact that the Stapleton Hous
sells only standard, high grade pianos, phonograph
band instruments and every conceivable kind c
musical merchandise, which are priced to give yo
full value for every dollar invested.
"Our reputation for the above is firmly establishe
in San Antonio.
"I personally urge you to see what we have
offer before buying anything musical. Cordial
yours,
"STAPLETON MUSIC CO., INC.,
"By O. W. Stapleton."
SIX HENRY F. MILLER
PIANOS FOR SMITH COLLEO
Lyric Grand Is Also Chosen for Assembly Hall
Medfield State Hospital.
Henry F. Miller pianos were chosen by the mu
department of Smith College at Northampton, Ma ,
when six new instruments recently were placed
Sage Hall at the college.
Smith College has for many years been usi
Henry F. Miller pianos in its music department, a
it is especially gratifying to the Henry F. Mil
Store to be able to place these additional pianos
service at the college.
A beautiful new Henry F. Miller Lyric Grand
recently sold to the Medfield State Hospital. T
piano will be placed in the assembly hall and
be used for concerts for the patients and by
nurses for their entertainments.
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