MAN'
THE
THE MHSTEI!
u William
^toward (JSeaSleu
Wm. Howard Beasley, President of the National Association
of Music Merchants
WISH to pay a tribute to our Master Salesmen—those
men of honest purpose, peculiar talents, and specialized
training who facilitate and increase the orderly interchange
of our wants and necessities; those well balanced friendly men
who radiate a quiet contageous confidence, and compose seem-
ing differences into convincing mutual advantages. They are
earnest, eager, active men, yet they are gifted with much
patience and perseverance. They know how to talk and teach,
and yet they are alert to listen and zealous to learn. They
appreciate understatement, and delight in overfulfilment.
Having first cleared the mind, they touch the heart to action,
and deliver to each customer a full measure of the fruits of
his labor, and gather for each industry the bread of its life.
They have preceded the missionary and the flag to remote
places, and they are forever finding new points of interest on
the beaten paths at home. They join present and prospective
supplies with known and unknown demands, and excel in the
difficult art of serving two masters. They serve both producer
and consumer, offer both incentives for enterprise and fidelity,
and obtain for each, thru the medium of credit and money,
the true rewards of industry, prudence, and thrift.
Their achievements, while anticipated months in advance,
are enthusiastically proclaimed upon noisy cash registers and
humble bank books at home, and then are echoed and re-
echoed to every department of the world's vast productive
machine, and the final grand totals are as exciting in high
places as each report is soothing in the front office.
If every salesman in the land should become a Master
Salesman over night, we could retire Roosevelt in a blaze of
glory, and wipe out the national debt before Garner or Van-
denberg is out of office.
You are to be congratulated if you have chosen sales-
manship as a career, for no calling holds greater promise or
is more quickly rewarded for results obtained. The larger
the salesman's check, the greater is the joy of its maker. More
power to the true salesman everywhere. He is the soldier of
peace, the defender of the faith, and our best hope for a more
abundant life.
This address was given before the Piano Salesmen's Clinic
at New York City on January 15th.
I
RADIO RAISES MILLION TO BROADCAST MUSIC
(Just Received By Airmail)
With general cooperation of the broadcasting industry
assured by stock subscription and license fee pledges totaling
$1,140,375, and with additional contracts forthcoming making
certain a minimum collection of $1,250,000, the board of direc-
tors of Broadcast Music, Inc., radio's new music organization,
announced today that the company would become iperative
immediately and set April 1 as the date when it would begin
the licensing of music for public performance.
Principal reason for organization of Broadcast Music,
Inc. rests in the fact that the radio industry has available at
the present time only one major source of supply for per-
forming rights.
Broadcast Music, Inc. will buy, and engage in the pub-
lishing of new music, and new arrangements of music now in
the public domain. Present plans call for the building of a
catalogue of music for its licensees and do not contemplate
the production of profits.
PAGE
RNEH
STYLING
and
SELLING
JSurdett
reen
Secretary
American Walnut
Association
The importance of styling in the piano industry is evi-
dent to all those interested in the industry. What we want is
an instrument that really fits into today's way of life. This
makes a knowledge of styling necessary. You salesmen can
make money out of applying your knowledge of styles and
interior decoration.
Salesmen Must Know More Than Their Customer Knows
Let's put our own selfish reasons first. You salesmen
must know more than your customer does in order to guide
her your way, to sell her the instrument you have, rather
than to lose a sale because you do not have a certain style.
Let's take a practical example: Late 18th Century English
furniture is one of the popular traditional styles today. Her
living room may be done in what she terms "18th Century."
She means late 18th Century English in satinwood or mahog-
any; nevertheless you want to make the sale and you want
her well satisfied. This can bp done with even a meagre
knowledge of history. Knowing this customer's problems,
and unquestionably having on the floor a Louis XV model
let's attempt to satisfy her with this different style. You will
point out that this style was developed during the middle
and latter part of the 18th Cenury. At that time Paris and
other French cities were the source of inspiration for Eng-
lish designers. In the book of Thomas Chippendale (late 18th
Century English cabinetmaker) will be found many lovely
pieces of furniture that are almost pure Louis XV. Surely
your customer will agree that her selection of the Louis XV
piano for her traditional living room is a proper and authen-
tic choice.
Consumers Know More About Styles Today
The majority of buyers are interested in the right way to
do a modern room, or how to harmonize the various types of
traditional furniture and even how to combine modern and
traditional properly. The leading consumer magazines carry
many articles and beautiful illustrations to stimulate con-
sumers. Booklets and manuals have been written on the sub-
ject. Even organizations such as ours, with no specific product
to sell to consumers, have found it profitable to prepare book-
lets on interior decoration. One example is our "Walnut in
the Art of Gracious Living" which condenses this information
and supports it with illustrations. It deals with modern as
well as period styles of furniture, color harmony, and related
subjects.
T H I R T Y
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