16
September 15, 1928
PRESTO-TIMES
FEATURING ZENITH IN WINDOWS
The California Phonograph Com-
pany of 1009 Market street, San
Francisco, used this beautiful win-
dow trim shown in accompanying
cut, for the display of Zenith radio
receivers. The Zenith Deluxe Span-
ish model occupies the center posi-
tion. This model is the finest and
most magnificent on the radio mar-
ket today and lists at $2,600 west
coast price. The San Francisco com-
pany does very effective advertising
for its phonographs and radios by
means of its window shows, which
always have the dramatic character
which impresses a trade fact. Way-
farers on that lively thoroughfare,
Market street, are in the habit of
looking for something striking in its
windows and always realize their
expectations.
The lively San Francisco house
has become identified with the
most ambitious spirit of the radio
trade; with the desire to preserve
the latest in scientific and technical
merit. Its attractive show win-
dows ably conduce to the attitude
of the public towards the store.
STIMULATING SALES TALK
BY JOHN S. GORMAN
Vice-President and Sales Manager of Gulbran-
sen Co., Chicago, Discusses the Salesman
Problem in Piano Business.
One of the principal talks before the Music Mer-
chants' Association of Ohio at the convention in
Toledo concerned the deficiency of retail salesmen in
the piano business and was delivered by John S. Gor-
man, vice-president and sales manager of the Gul-
bransen Company, Chicago.
After giving evidence that the retail piano business
is seriously undermanned, that the public has not
rejected the piano, and that the people of this country
do buy pianos when approached, Mr. Gorman made a
plea for each and every member of the Ohio Mer-
chants' Association to employ and train at least one
additional salesman during the balance of the year.
Had the dealers employed five additional salesmen
last year, the story of piano demand would be an
entirely different one this year, said Mr. Gorman.
"The big problem today is selling. The automobile
and other industries are faced with the same prob-
lems that the piano industry is trying to solve. At
the beginning of the production era the piano occu-
pied a foremost position in the public mind, in rela-
tion to its place in the American home. Since that
time other industries have developed and crowded out
the piano to some extent. They have developed under
modern conditions and learned business in a modern
way.
"It is very pleasing to me to have the opportunity
of talking to the Ohio merchants, for it was just a
year ago, at the convention of the dealers of this
state, that I had my baptism in the piano business.
At that time Mr. Gulbransen laid down some pretty
potent facts. The first was his belief that the public
properly approached will buy pianos and the second
that the piano is not rejected by the public. He
asked me to check up his convictions along those
FOSTER & WALDO ADDS
ENTIRE A. P. CO.'S LINE
Impressive Newspaper Announcements Inform
Minneapolis Public of Important Trade
Action by Prominent Piano House.
The Foster & Waldo Piano Co., Minneapolis, an-
nounces the presentation in its warerooms of the
Mason & Hamlin, Knabe and Chickering, as well as
the Ampico. This is the announcement printed in the
newspapers:
"Beginning Wednesday morning a piano sale of
phenomenal proportions—a liquidation sale of five
famous piano agencies.
"Naturally, we are expected to place huge initial
orders for the Mason & Hamlin, Knabe and Chicker-
ing. This stock will require every inch of space we
can muster.
"Besides, it is absolutely necessary to discontinue,
bodily, the representation of five other famous piano
agencies—upright pianos, player pianos, baby grand
and reproducing pianos.
"These new pianos, together with an overwhelming
stock of trade-in pianos, will be closed out at less
than "forced sale" or ''distress sale" prices. It will
mean an absolute tragedy in piano prices. Terms
less than rent.
See Tuesday (September 11) Pioneer Press and
Dispatch, Tuesday afternoon Minneapolis Tribune,
Journal and Star; and Wednesday morning (Septem-
lines. Constantly since that time, with other mem- ber 12) Minneapolis Tribune for particulars.
bers of the organization, I have traveled across the
"Here, for the first time, is a grouping of instru-
country—have gone far in excess of 20,000 miles—and ments, supplemented by a policy of service, which
we have evidence that is indisputable that the piano will mean much to this community's growth in music.
is not rejected by the public and that the public prop- And here, too, present owners of Mason & Hamlin,
erly approached will buy pianos.
Knabe and Chickering pianos, and the Ampico, will
"That being true, we have endeavored to find out find us eager to serve them—to send them our expert
why the production of the industry is shrinking, and tuners—to give their every request prompt and cour-
our conclusion is that it is the lack of retail salesmen. teous consideration.
I would consider my work of the last year crowned
"In the field of lower-priced pianos we are able to
with success if I could leave Ohio, leave this meet- offer an equally imposing group from which to select:
ing, with this organization committed to a plan of
The J. & C. Fischer, the Marshall & Wendell, the
developing retail salesmen, because I have found
Haines Brothers—each in its price class as fine as
everywhere that where there are retail piano sales- money can buy! We have more designs to choose
men, piano sales are being made.
from—more period models as well as standard de-
"It is necessary that we work together. Retail sales- signs—and the Period model is of increasing im-
men in this business receive the second best com- portance in making the piano a completely harmo-
pensation of salesmen in all lines; automobile sales- nious part of your decorative scheme.
men are eighth on the list. If this business is to be
recognized as it should be, it must be a good business
CONVENTION PERSONALS.
for eacli and every one of us and we must work
A. H. Grimm, general traveler for the Tonk Mfg.
unitedly to bring it about."
Co., Chicago, was met Monday night by Presto-
Roy F. Rockwell, an experienced band musician, has Times correspondent. He is in a very hopeful mood.
So also is Otto Heaton, lively dealer of Columbus,
taken charge of the band and orchestra departments
of the music division of Holzwasser, Inc., San Diego, who was met by Presto-Times representative at the
registration desk on the mezzanine floor.
California.
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