16
PRESTO-TIMES
FOR
SALES
STORE
MORE
Piano Dealers
where Eager
by Which
Interest
and Piano Salesmen Every-
to Get Suggestions of Ways
They May Awaken New
in the Buying Public.
Every piano dealer is concerned with any legiti-
mate plans by which more trade, or better trade, may
be accomplished. Not all plans can be wholly new.
Most of the trade-finders have been employed in some
way or another.
But there are always stimulating ideas ready for the
ingenuity and energy of retail piano dealers who are
awake and want to keep moving. No less are the
retail piano salesmen, who work for wages or, better
still, who do business for themselves, for their em-
ployers, on a commission basis, looking for tips to
increase their sales.
Opinions vary as to the merit of the several plans
under which a salesman may be employed. Com-
mission plans for retailing pianos may pay the sales-
man vastly better than a salary basis. For, no matter
what the salary may be, it must be earned, and on the
commission plan the employer knows that the more
he pays the salesman the more he is himself making.
A good commission salesman is a "sure good thing"
in any piano store. He can never earn too much to
suit the sensible employer. He is the fire under the
furnace. He keeps the lires of trade burning. His
reward should be liberal, and as ready for him as
the promptest deliveries of the piano- themselvc.:
can possibly be.
Keeping Things Alive.
The systems of cards and daily reports are not
so much in vogue as of old. The prejudice against
solicitors has worked against them in the larger cities.
In these, days of competition with radio the piano
dealer and piano salesman is always eager for new
plans with which *o interest the public.
One of the later plans seems still to work well
almost anywhere, but especially in cities where apart-
ment hotels abound. It is that of having bnght
young women go around and politely cull up the
'iady of the house" on the house phone in the lobby.
The first crack is: "I understand you have a piano
which you want to exchange," or "Do you think of
selling your old piano?" or something of that kind.
Naturally the answer discloses conditions at once.
Interesting the Prospect.
If the reply is "We have no piano," the way is
clear for the tine work of the solicitor. If it is "Yes,
we have an old piano, but haven't thought of an
exchange," the way is equally clear. And if it is "We
are satisfied with our piano," the reminder by the
December 22, 1928
pleasant voice below is: "And don't you think you
would like to have a new player-piano in exchange
for the old piano?" or "How would you like to ex-
change the piano (or player, as the case may be) for
a beautiful new baby grand?"
There are cases on record of prospect-finders who
have found business by the mere suggestion that it is
to buy old pianos that their call is made. It starts
the thought of an exchange.
But it is the smaller store in the average town
that presents the greater difficulty in keeping busy
the year 'round. And there are scores of plans by
which to drive away the dull days and to keep the
delivery wagon on the move.
The Salesman's First Aid.
Of course no retailer nowadays tries to get along
without some such "first aid" to the salesmen as
the Bowen Loader. With that competent and safe
help the salesman takes the store right out into the
country and shows the farmer's family just what it is
that is needed.
In farm homes where there is an aging or ailing
instrument, the call of the piano man, with his Bowen
Loader well loaded, is usually the most welcome. It
is the bright, new instrument—different in some de-
cided way from the old one in the silent "best room"
—that fascinates the family. And there is no season
of the year, except harvest time, when the farmer
himself will not take an interest in the performance.
And in the piano store itself there may be frequent
calls due to special interest awakened by promotion
plans suited to the business. The problem is, "How
and in what manner best to put the plans into prac-
tical operation.
Usually the small town piano dealer is apt to fall
into habits of indifference, almost indolence, when
the warm weather approaches. He thinks more of
the fishing pole or the golf sticks than he does of his
business.
FEATURES GULBRANSEN RADIO
A very attractive radio mailing enclosure has re-
cently been placed at the disposal of Gulbransen
dealers. This is a two-color, six-page enclosure,
small and light enough to go out in the ordinary mail.
The cover of this circular is shown herewith in the
ma : l to you under separate cover.
This piece of literature illustrates three of the Gul-
bransen radio models—the new No. 360 and No. 270
with sliding doors, and No. 260 with swinging doors.
There is place for the dealer's imprint. Folded size
of the enclosure is 2>Y% by 6% inches.
The models No. 360 and No. 270 have sliding doors,
handsome figured walnut doors and beautiful trim-
mings and carvings.
MUSIC IN NASHVILLE, TENN.
Continuing the movement already begun in Mem-
phis, the O. K. Houck Piano Co. of Nashville, Tenn.,
together with the other Houck stores located over
/AUSIC PRINTERS
PRINT ANYTHING IN MUSIC
The Growth
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That Is Why an Agency for
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DISCRIMINATING MUSICIANS
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WORLD-FAMED BANDMASTERS
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/ •
the South, will sponsor an educational musical pro-
grom to be given under the direction of Ralph R.
Story, for many years an organizer of state associa-
tions of this character. The Houck company is back-
ing the movement financially and guarantees all profits
taken on instruments, sold to members of the organ-
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ment.
BY ANY PROCESS
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NC ORDER TOO SMALL TO RECEIVE ATTENTION
THE LARGEST EXCLUSIVE MUSIC PRINTER VEST OF NEW YORK AND
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THE O T T O
CINCINNATI,
C. G. CONN, Ltd.
Elkhart, Ind.
REFERENCE ANY PUBLISHER
ZIMMERMAN
& SON CO..INC.
OHIO.
99%
interested prospects become customers
rm wr* ^-*
A
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^
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PERFECTION BENCHES
are used by people who have good taste, appreciate fine things and know sound values.
De Luxe
Louis XV
Send for Catalogue
1514-20 Blue Island Ave.
Chicago
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