BUSINESS THRIOUT THE NATION
PIANO SALES INCREASED 25%
San Antonio, Texas
We enjoyed the finest December business we have had
for twelve years. Our piano sales running 25 per cent above
December, 1939. The year was very satisfactory indeed es-
pecially from August 1st until December 31st. We also
showed substantial increase in our radio, band instrument,
and record sales. I have no doubt these same results were
obtained by every wide awake merchant in our country.
We found, however, this business had to be definitely
planned. We did, so we think, a very consistently good job
in advertising all through the year in newspapers, radio, and
direct mailing of different pieces of literature to selected lists.
There seems to be no question that the tremendous outlay
of cash by the Government has already begun to make itself
felt in the United States even so far as the great State of
Texas. We were blessed with an abundance of rainfall dur-
ing the latter part of the year without which we would have
found the business of selling merchandise much more diffi-
cult.
I am extremely optimistic for the coming year for the
reasons I have stated, but our efforts for the year are going
to be just the same as they have always been and that is a
carefully thought out sales program for the entire year—
conservative, consistent and with an open mind to meet the
rapid and ever-changing conditions internationally and
nationally.
I trust it will interest you to know that we arc planning
to open a store in Houston. Texas, in the very near future.
We will then have stores in San Antonio, Corpus Christi.
Harlingen, Austin, Victoria, Laredo, and Houston, Texas.
It is not going to be our policy to go after big volume as
much as it is a sound, sane, conservative business built upon
a secure foundation.
With all good wishes to you for the coining year, we
remain,
Yours very truly,
San Antonio Music Company.
Paul H. Cagle, General Manager.
1941 IS OPPORTUNITY YEAR FOR AGGRESSIVE
MUSIC MERCHANTS
Peoria, Illinois
A glance at the operating statement for 1940 (which was
on hand January 3rd) tells the story. There was no increase
in sales over 1939 but a 50 per cent increase in net profit.
Normal improvement in management which comes with each
succeeding year and better salesmanship account for this
gain. 1940 was a good year for all retailers from whom I
have any information.
The year 1941 will be an "opportunity" year for aggres-
sive music merchants, their best in fifteen years. The big
question about 1941 is whether or not the music dealers are
going to "cash in" on their opportunities.
Increasing public interest in music and musical equip-
ment, new musical merchandise which is creating new mar-
kets, and the splendid national advertising on pianos and
organs particularly, are a few of the factors within the in-
dustry which are paving the way for better music business
in 1941 and throughout the present prosperous period.
During th:s year our dealers should make some money,
get their accounts in order, get out of debt, and thus preserve
their investments and business through the lean years which
inevitably follow periods of stimulated economic conditions.
Kick off for a big year. Polish up your selling technique.
There is no shortage of prospects this year.
Yours very truly,
George L. Byerly, Pres : dent
Byerly Bros. Music Company
FKHRIAKY. NINKTKKN FORXY-OXE
Jerome F. Murphy,,
A Former Presi-
dent of the Xation-
al Association of
AIu sic Merchants,
Inc.
PIANO BUYERS MORE DISCRIMINATING
Boston, Mass.
Our business in 1940 was considerably ahead of any year
since 1929; and not only were we ahead in the number of
units sold and the dollar volume, but the character of the
sales seems to have shown marked improvement.
In the
piano department, 1 was very much pleased to note that the
average dollar value of our unit sales in 1940, was considerably
ahead of any year during the past five years, indicating that
the buying public is a bit more discriminating than it was a
short time ago. That, of course, is pleasing to us and should
be to any dealer.
The manufacturers, too, seem to appreciate that the market
has practically completed the cycle of "cheap" instruments,
and their efforts to make better pianos has met with very
gratifying results.
I am confidently anticipating a continuation of this good
business in 1941.
With assurances of my esteem, I am, cordially,
JEROME F. MURPHY.
PIANO MERCHANDISING ON MOST
PROGRESSIVE BASIS
Chicago, Illinois
It is my firm conviction that 1941 will see piano merchan-
dising on the most progressive basis in its history. I believe,
too, that this progressiveness, together witli improved instru-
ments and better business conditions, will send piano sales
even higher than in 1940.
The trend toward more aggressive methods in piano re-
tailing has been evidenced in the enthusiastic reception given
the sales clinics sponsored by the National Piano Manufac-
turers Association. Everywhere I have found music mer-
chants eager to learn more about selling and attentive to new
promotional ideas.
In coming weeks, eleven more of these clinics for mer-
chants and salesmen will be held in St. Louis, Fort Worth,
Los Angeles, San Francisco. Portland, Washington, Chicago.
Cincinnati. Atlanta, New York and Boston. Thus, no mat-
ter where he is located every music merchant is within easy
(ravelling distance of a sales clinic.
There is more money in circulation and more persons at
work than at any time since the fabulous "Twenties." That
is a combination which should spell prosperity for the musi-
cal instrument retailer, especially when the music men are
putting progressive sales and operating technique to work for
them.
Cordially yours,
Lawrence H. Selz,
The Selz Organization
PACK SKVKX
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