April 23, 1927.
PRESTO-TIMES
sale of pianos constantly. It has driven good sales-
men out'of the music area into other fields.
Salesmen's Side of It.
The employment of salesmen in the piano field
on a bare commission basis is the height of folly.
Salesmen have to be supported in many ways. It is
Problem of Best System of Payment for Serv- the duty of the piano merchant to furnish the sales-
man prospects, to furnish that salesman a drawing
ices Rendered Is Discussed by One of
account weekly for his efforts, whether he makes a
the Craft Who Has Had Experi-
sale or not. The salesmen's time is worth something.
His influence is worth something. His contact with
ence in All Branches.
the public has a tangible advertising helpful vaLie,
and that should call for a check at the close of each
week, or each month, from the piano merchant.
Then, in addition to that, a "bonus," or a compen-
sation based upon the volume of business done.
Does the Former Plan Keep Men Out of Piano
If that policy was carried out by all the piano
Business and Do Steady Payments
stores of this nation, or a great majority of them, that
Stimulate Business?
are not now doing it but are trying to work their
salesmen on a starvation commission arrangement,
By ELMON ARMSTRONG.
there would be a wonderful increase in piano sales.
There is the foundation for a sermon in the fol- There would be a corresponding increase in orders
lowing, taken from an editorial in the Presto-Times, to the factories. There would be an increase in the
shipment of pianos and in the advertising by the man-
which says:
"It isn't the fault of the public, nor any lack of ufacturers.
public interest that causes complaint by the piano
More Salesmen Needed
dealers. Usually it is the lack of the right kind of
Mr.
Bond,
of
the Weaver Piano Company, of York,
selling capacity."
Pa., gave to the piano trade in this country a sugges-
The foregoing certainly sets out the real fact. tion in an article he wro-te proposing that every piano
The man who travels over this broad country and merchant in the country put on one extra salesman
calls on the piano merchants, has no difficulty in this year and it would increase the business. In the
determining that herein lies one of the fundamental foregoing I have shown how that one extra salesman
things that is contributing to the slackness of busi- should be put on. The plan of vitalizing the other
ness in pianos. It is a fact that piano merchants are salesmen that are at work has already been offered.
not altogether to blame for the slackness.
Were we to gather statistical data throughout the
There are fundamental things that touch on busi-
country
it would show' that in the last fourteen
ness, and that are bringing about a quiet condition,
months not less than 33 per cent of the salesmen
the main one of which is the benumbed condition of
trade due to the agricultural situation. But, aside in the piano business have left it because of the unfair
from that and a few minor contributory facts, the and often disastrous commission evil. I mean the
greatest trouble with the piano business today, bare commission, the plan that turns the salesman
throughout the entire country, is the fact that the loose, wandering about looking for prospects with no
dealer, or the piano merchant, is not aiding the sales- certainty that he is going to get any money, no mat-
man and cooperating with him. By aid I mean that ter how much he works or how much he does for
he is not financing and paying the salesman suffi- the piano merchant, until he stumbles on to a pros-
ciently for 'the service that he renders, or the service pect and closes it.
the employer expects to get.
THE SALESMAN AND
HIS COMPENSATION
COMMISSION OR SALARY?
Requires Tireless Effort.
The piano business was always a work requiring
tireless effort. It was never a business that permitted
the retailer to anticipate a rush of orders, or a steady
stream of prospects at any particular period. In
common parlance the "starvation contract," or the
commission arrangement that the dealers are offering
to the salesmen, is one of the greatest curses, and is
impeding the progress of the piano merchant more
than all other things.
The music stores are numerous that haven't any
prospects worth while to offer a commission sales-
man, and the stores are many that make no effort
to get prospects other than to say to the salesman:
"I will give you a certain commission. If you are a
salesman get out and sell the goods." Then the mer-
chant sits down and feels that he has actually given
that salesman a "job."
Don't mis-take it. This fallacious idea is in the
minds of the majority of the piano merchants. It has
been there for several years. It has retarded the
DINNER TO EX-MAYOR DEVER.
PASSING OF ALTERMAN
BILL PLEASES TRADE
Piano Club of New York Active in Urging
Enactment of Measure Which Minimizes
Absconder Problem in Trade.
Governor Smith of New York has signed the Alter-
man Bill, Assembly No. 497, Int. No. 490, a measure
introduced by Assemblyman Meyer Alterman at the
request of the Piano Club of New York and the Talk-
ing Machine and Radio Men, Inc. It further amends
Section 72 of the Municipal Court Act of the City
of New York, which was amended last year by re-
quiring five days' personal notice to be given before
any attachment could be made in any action to fore-
close a lien on a chattel except in the case of motor
vehicles.
The Alterman amendment expressly exempts from
the provision of the section radio receiving sets,
phonographs, pianos or any other musical instrument,
and will take effect on September 1, 1927. The
thanks of the music trade are due Assemblyman
Meyer Alterman, Judge Leopold Prince, Albert H.
Behning, secretary of the Piano Club. Richard W.
Lawrence, Senator Seabury Mastick and Senator
John Knight, for their efforts on behalf of the
measure.
The law as it stands today was working havoc
with the industry, as by decision of Judge Lauer per-
sonal notice had to be given io the defendant at least
five days' in advance of the signing of the attach-
ment that the attachment would be asked for on a
given date and time and the result was that in a
large number of cases the instrument disappeared by
the time the sheriff came with the attachment.
HARRY SIPE'S GREAT LOSS.
Harry T. Sipe, general traveler for Adam Schaaf,
Inc , is at his home at Ridgeville, lnd., called there
by the death of his mother, which occurred at 'the
family home on the morning of the 11th, at the age of
81 years. Mr. Sipe's mother had always been very
dear and close in her son's companionship. She was
personally known to many of Mr. Sipe's friends in
the trade. These friends and all others who know
Mr, Sipe will sympathize with him in his loss.
Many of ex-Mayor Dever's friends in the Chicago
music trade have received this week invitations to
attend a testimonial dinner to be tendered that gen-
tleman at the Gold room, Congress Hotel, Wednes-
"STEVENS'" FORMAL OPENING.
day evening of next week. The reception is at 6:30
Cards of invitation for the formal opening of the
o'clock and the affair formal. Harry A. Wheeler, new Stevens Hotel, the world's greatest, are out this
410 North Michigan avenue, is the chairman of the week. The event will take place Monday evening,
committee on arrangements.
May 2. The plates are $10 each and it is requested
that guests designate the hour of service desired—
7, 9 or 11 o'clock. This item will interest travelers
and t'.ie trade because the Stevens is headquarters
for the June convention of the men of music.
The LEADING LINE
WEAVER PIANOS
Qrand*. Uprights and Players
Finest and most artistic
piano in design, tone and
construction that can be
made.
YORK PIANOS
Uprights ard Player Pianos
A high grade piano of great
value and with charming tone quality.
Livingston Pianos— Uprights and Player Pianos
A popular piano at a popular price.
•THE HOUSE OF GRANDS"
Concert, Parlor and Small Grands
Period and Modern Designs
Over 70,000 instruments made by tbii company are sing-
Ing their own praises in all parts of the civilised world.
Write (or 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.
WEAVER PIANO CO., Inc.
Factory: YORK, PA.
Established 1870
Manufacturers of the
Grand in Upright Form
Grand toije and quality in the Upright Piano
is exclusively Bush td Lane
(Pattnt.d)
Reproducing and Player Pianos—
Weltc-Mignon (License*) and Cecilian
Writ* for our Art Catalog
Busk & Lane
Piano Co.
Holland. Michigan
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
Factory and Offices, 304 W. 42nd St.
NEW YORK
Tto* Heppe, Marcellus and Edouard Jules Plu»
manufactured by tUe
HEPPE PIANO COMPANY
are tbe only pianos In the world with
Three Sounding Boards.
(Patented In th^ United States, Great Britalfti
France, Germany and Canada.
Liberal arrangements to responsible agents onlf.
Main Office, 1117 Chestnut St.
P*i ILADELPHIA, FA.
Becker Bros.
Manufacturers ot
HIGH GRADE PIANOS
and PLAYER PIANOS
Factory and Wareroomfa
767-769 Tenth Avenue, New York
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