STYLE AND SELLING
HOW SALESMEN
CAN CAPITALIZE
ON STYLE
Christine Holbrook, Associate Editor and Home
Decorations Director, Better Homes and Gardens.
Mrs. Holbrook is one of the Country's leading
authorities on style and home furnishings.
"NO NEW HOME IS COMPLETELY
FURNISHED WITHOUT A PIANO"
To be practical, may I suggest a few sales helps? Do you
ask your woman customer at once what period her furnish-
ings are and what wood predominates in her room? She will
be deeply interested to find there is a piano in whatever wood
will best fit into her room setting.
An influence that might well be brought to bear on your
sales of pianos is to make the architect conscious of the piano
as a necessary furnishing of the living room. That he was
conscious of this in former days, those not any further back
than our grandmothers, is shown in the wall space always
allowed for the grand piano, or a setting in the smaller living
room for the upright. Why not let your local architects have
the measurements of your piano, particularly the new styles
that take no more room than a desk. Campaign with this
thought in mind: "No new home is completely furnished
without a piano." Have your friends take up the matter of wall
space for the piano with their architect in the very beginning.
Then there is the matter of more than one piano in a house
to be brought to your customer's attention. Any average-
sized home today has a play room as well as the living room.
Both rooms need a piano. An ideal situation where there are
children who practice! I have known of families who, since
the invention of the small piano, lacking a playroom, have
bought them for the children's bedrooms. After all, they
take no more space than a dresser or chest of drawers.
When you are closing your sale why not suggest that the
day the piano goes out to the home you will accompany it
to help in the placing of it to the best advantage. If you feel
your sale is slipping because of the confusion of piano models
suggest that you visit the home and help select the style that
would be best.
I feel that all advertising of pianos should be inspirational.
A desire should be created. You should appeal to the im-
agination. Paint a picture of what a piano means to the
beauty and enjoyment of the home.
The piano manufacturers have done a magnificent job in
their styling during the last few years. They have met the
demands of changing living conditions in every way. The
only part they need to stress more is advertising to bring
the public to your door. It is all up to you to sell the public ;
a public growing every day more home and style conscious ;
a public, more alert to the true meaning of the word home
in which music is becoming a more vital factor.
CHICAGO FESTIVAL
OF ANCIENT
MUSIC
A unique recital was given at the Goodman Theatre, Chi-
cago, November 1, under the direction of Philip Manuel and
Gavin Williamson. Old instruments and old music dating
back to the sixteenth century were featured. The piano
played by John Field in Paris in 1802, on which he rendered
one of his own compositions, was used at this recital. In
this concert in 1802, Field was accompanied by his teacher,
Clementi, and probably also played a sonata written by Cle-
menti for two keyboard instruments.
TOP YOUR LINE
with this
Musically Great Piano
THE
CONOVER
Always.. everywhere.. th< name Conover has been
associated with brilliant performance, distinctive
and remarkable tone. It is the beloved instrument
of thousands who value beauty and quality of tone
as the first requisite of a truly great piano. Today,
pianos of established and traditional leadership are
few - the Conover is one of them! That dealer who
wants to make selling easier - profits greater- bus-
iness better, will top his line wilh this outstanding
performer- this piano of distinction - the Conover!
Patented "CROWNSTAY"
Sounding Board and Frame Construction
An ingenious feature of the Conover is a
simple but effective device consisting of
a curved bracing member built into the
frame This construction is designed to
maintain at all times the proper crown
of the sounding hoard, and thereby pre-
serve the original tonal beauty of the in-
strument. The possibility of damage, due
to changing atmospheric conditions, is
practically eliminated by this unique
arrangement.
Write Jtoday for full information regarding the Conover Franchise
Cable Division
SCHILLER-CABLE PIANO MFG. CO,
OREGON, ILL.
[ P A G E
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