PIANO SALESMEN HAVE
THEIR DAY
RETAIL PIANO SALES CLINIC HELD AT THE
PALMER HOUSE, CHICAGO
W
HEN "Larry" Selz opened the morning session on
October 9, he was happy because he had present all
the elements of a successful clinic, namely, a good at-
tendance and an excellent group of speakers.
First of all, let us say that it was mighty good to see Larry
back in harness again after his recent illness. The opening
shot was fired by Mr. Thomas A. Lowery, advertising coun-
sel of the Chicago Daily News. His subject was "Selling
Economic and Social Values Through Music." He said : "The
basis of all music, both instrumental and vocal is the piano."
He explained that more pianos can be sold by concentrated
effort and used for an example of this statement the number
of persons in the high schools, colleges, and universities who
are studying Spanish simply because of the concentrated em-
phasis placed on its value. He summed up his remarks by
saying:
First: It is necessary to emphasize something else besides
price.
Second : A piano should not be sold just as a piece of furni
ture, although, it is generally a good-looking piece.
"WAR PSYCHOLOGY, HOW DOES IT AFFECT
PIANO SALES?" This was the theme of a talk along eco-
nomic lines by Frank P. Breckenridge, president, Breckenridge
and Company, Inc., investment counsel and economist. The
main point of this speech was that we are living in an epoch of
change and that these changes are coming with great sudden-
ness, and that we must be able to meet these as it were by
driving an automobile 100 miles an hour, then if need be,
jamming on the brakes, stopping, and even going into reverse
quickly. But whatever happens, due to these unforeseen
changes, we must never allow music to be taken out of the
life of the individual.
"MY THREE TOUGHEST SALES." During the after-
noon session there were two valuable sales talks. The first
was given by C. J. Zimmerman, manager of the wholesale di-
vision of the Baldwin Piano Store of Milwaukee, Wisconsin,
who described the above subject. He was followed by Ches-
ter Gregory, a salesman of Lyon and Healy Company, Chicago,
who spoke in an interesting manner on "SALES IDEAS FOR
LARGE AND SMALL CITIES."
Lawrence H. Selz
PIANO SALESMAN'S CLINIC
NEW YORK JANUARY \Sth
The Eastern Retail Piano Salesman's Clinic will be held
January 15 at the Hotel New Yorker. The finest program yet
to appear at a sales clinic is being lined up by Lawrence H.
Selz, publicity counsel for the Association, who is in charge
of the clinic. Mr. Selz is ambitious to obtain as speakers
some of the outstanding men in the east.
A new feature will be introduced at this clinic. Each speak-
er from outside the industry will be followed by a commenta-
tor from the industry, who will explain exactly how the
speaker's message can be immediately translated into definite
tales and management ideas.
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APPRECIATION EOR N.P.M.A. AND LARRY SELZ
At the Ohio Music Dealers' convention held in Toledo un-
der date of September 12th, a resolution was offered, express-
ing the appreciation of the Ohio Music Merchants Associa-
tion to the Sales Clinic which was conducted by Mr. Law-
rence H. Selz, publicity counsel for the National Piano Manu-
facturers Association. This Clinic was regarded as a con-
structive contribution by N.P.M.A. to the success of the
Ohio Convention.
PIANO KEY REPAIR WORK
RECOVERING OF PIANO AND ORGAN KEYS
IVORY OR IVORINE
REPLACEMENTS OF FRONTS, SHARPS and BUSHINGS
All Work Guaranteed
Relaying with Ivorine, 50/000, per set
$4.50
Relaying with Pyralin.
Prices of recovering with Ivory of all grades, will bs furnished
upon request.
Special prices for scraping and polishing old keys.
Nelson Piano Key Repair Department
Other interesting features of this program are reported else-
where in this issue.
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