Presto

PRESTO-TIMES
velop within the body, or are suggested from
outside.
On the front of the pamphlet it says, "Sug-
The American Music Trade Weekly
gested Carrying Charge Schedule Furnished
Published Every Saturday at 417 South Dearborn to Members by New York State Music Mer-
Street, Chicago, Illinois.
chants Association, Affiliated with the Nation-
al Association of Music Merchants." That is
C. A. DANIELL and FRANK D. ABBOTT • - Editors
put on there with the thought that when a cus-
Telephones, Local and Long Distance, Harrison 234
tomer possibly and quite likely objects to the
Private Phones to all Departments. Cable Address (Com-
mercial Cable Co.'s Code), "PRESTO," Chicago.
carrying charge, it will show him that it is not
anything particular or peculiar to the house
Entered as second-c)a,ss matter Jan. 29, 1896, at tjie
Post Office, Chicago, Illinois, under Act of March 3, 1879.
with whom he is then dealing. It is some-
Subscription, $2 a year; 6 months, $1; Foreign, »4.
thing promoted by the whole state association,
Payable In advance. No extra charge In United States
and the state is affiliated with the nation. It
possessions. Cuba and Mexico. Rates for advertising on
application.
shows that it is a national agreement. It is a
Items of news and other matter are solicited and if thought put there for influencing the cus-
of general interest to the music trade will be paid for
at space rates. Usually piano merchants or salesmen tomer.
June 18, 1927.
hirers in the music industry today have de-
veloped these direct-by-mail campaigns for
the dealer's use, and they have proved effec-
tive.
The carrying charge is a topic which inter-
ests music merchants in all sections of the
country and no meeting of piano merchants
closes without an address on the subject and
a discussion evoked by its statements. Inter-
est on the carrying charge is further en-
hanced by the keen competition for the install-
ment dollar. This competition grows more in-
tense as new forms of merchandise come into
the field as rivals to the piano sale on the de-
ferred payment plan. It is the belief with
many piano merchants that the music mer-
in the smaller cities are the best occasional corre-
chant who does not secure a reasonable profit
spondents, and their assistance is invited.
on his installment business is needlessly han-
STATE ASSOCIATIONS
dicapping himself in meeting present day com-
Payment is not accepted for matter printed in the
The
annual
meetings
of
the
national
associ-
petition
from other industries The address,
editorial or news columns of Presto-Times.
ation
of
the
music
trade
are
excellent
occa-
on
the
subject
by Mr. W. Lee White, printed
Where half-tones are made the actual cost of pro-
duction will be charged if of commercial character, sions for recording progress and clearing in part in this issue, is filled with enlighten-
or other than strictly news interest.
houses for ideas and for the expression of the ment for the installment dealer.
When electrotypes are sent for publication it is enthusiasm which creates new spirit. But it
* * *
requested that their subjects and senders be carefully
is on the state and local associations the music
indicated.
Novelty, admittedly is a powerful factor in
trade must put dependence for preserving the
Forms close at noon every Thursday. News mat- created spirit and for evoking the continuous impressing publicity facts. It was proved at
ter should be in not later than eleven o'clock on the
the convention last week when a very in-
same day. Advertising copy should be in hand before interest in the trade's problems.
genious
system of illumination was used in the
Tuesday, five p. m., to insure preferred position. Full
The greatest assurances for perfect co-oper- Gulbransen display rooms. Instead of depend-
page display copy should be in hand by Monday noon
preceding publication day. Want advs. for current ation in the music trade are the state and local
ing on the hotel illumination, each of the in-
week, to insure classification, must not be later than
organizations which keep the attention of the struments was spot lighted, amber, pink and
Wednesday noon.
trade on its problems all the time. If the other colored lenses being used according to
Address all communications for the editorial or business
departments to PRESTO PUBLISHING CO., 417 South
problems
are purely local the local organiza- the finish of the instrument on which it was
Dearborn Street, Chicago. III.
tion can best find a solution. The problems focused. This made each of them stand out
with which the members of the state associa- individually and gave the dealer opportunity
SATURDAY, JUNE 18, 1927.
tions are confronted are invariably similar to to study the finish and beauty of lines of any
The last form of Presto-Times goes to press those whose solution is the object of the na- particular piano.
at 11 a. m. Thursday. Any news transpiring tional organization. And the creation and
* * *
after that hour cannot be expected in the cur- building up of the state and local bodies in
A simple but sensible way of celebrating its
rent issue. Nothing received at the office that
is not strictly news of importance can have numbers and their improvement in personnel 116th anniversary of its founding is planned
attention after 9 a. m. on Thursday. If they has a natural reaction on the national body.
by H. R. Eisenbrandt & Sons, Baltimore,
concern the interests of manufacturers or
which will move to new quarters at 216 West
dealers such items will appear the week follow-
Franklin street about the middle of October.
THE OUTSIDE SALESMAN
ing. Copy for advertising designed for the
Of course, associated with the processes of
current issue must reach the office not later
The local newspaper ad is good for the piano
moving the oldest music house in the United
than Wednesday noon of each week.
dealer and the follow-up schemes by mail are
States, there will be other events to fitting! v
not without their important possibilties. But celebrate the historic incident which took
with many dealers in the large cities, small place the year before the War of 1812 was
INSTRUCTION FOR MEMBERS
towns
and rural communities the outside fought.
The carrying' charge is a subject which in-
salesman
is the dependable reliance for dis-
terests dealers everywhere. Tt is something
* * *
covering
the
prospects and closing the sales.
which so clearly invites investigation and
An incident of general interest reported in
study that help thereto by trade associations The trained prospect finder and sales closer the news pages in this issue is the sale re-
is plainly suggested. The Xew York State is a valuable personage and the training of cently of a dickering Ampico for $19,500. It
Association of the Music Trade quite recently men and women for this phase of selling is was an achievement of Mr. Lee S. Roberts of
established at a convention in Syracuse, shows very important.
the Lee S. Roberts, Inc., San Francisco, who
its understanding of a trade association's
Many floor salesmen are perfectly good in said his salesman's joy was outweighed by his
functions by providing necessary instructions that role, but if they are called upon to use piano man's pride in being associated with the
for its members and the trade generally.
their initiative and go out into the field to sale of such a remarkably beautiful instru-
get
the interest of outside prospects, they find ment.
With a view to being of assistance to the
themselves
in need of very much better selling-
members the secretary of the association
* * •
work.
Some
floor salesmen are equipped to
named compiled a set of figures that will en-
The management of the Hobart M. Cable
able anyone to determine the carrying charge do this, but the piano sales promotion would Co., La Porte, Ind., showed a realization of
on any given account at a glance. He also be better encouraged if new and active out- the value of words properly applied when it
had these figures put into pamphlet form, a side people were added to the sales organiza- made "Blue Ribbon" the distinctive title of a
copy of which has been mailed to all music tions.
line of pianos. The term blue ribbon usually
merchants in the state. The pamphlet has also
Supervision of outside salesmen also is im- marks the attainment of ambition and every
been sent to dealers who are not yet members portant. It is not really a very wise thing to model in the Hobart M. Cable Co.'s line is
of the association, with the thought of encour- send a salesman out into the field without represented as possessing admirable merit.
aging them to get together in their several some definite job to do, some particular per-
* * *
localities and with the idea of increasing the son to see, if he is not a veteran who has
Denver, Colo., furnishes an instance of
membership of the state body. The associ- proved his ability in the field..
unanimity
among the piano dealers, a flatter-
ation also is considering the plan of getting
The new salesman going out into the field ing comparison with conditions in the depart-
up a complete booklet on the conditional sales
needs some help from the inside. He doesn't ed hammer days. In that city, for instance,
law as it is today and supplying copies to all
want to feel that he is merely going out on six of the largest piano houses are running a
members.
a directory list. There comes the opportu- cooperative campaign in the two leading
Such action is a means of acquainting mem- nity to apply direct mail work. The outside newspapers using the material furnished by
bers and non-members that the association is salesman is most effective in the house which the National Piano Sales Promotion Com-
going to be a clearing house for ideas that de- uses these mail campaigns. Many manufac- mittee.
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