Music Trade Review
Issue: 1907 Vol. 45 N. 11 - Page 4
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
People will walk by and won't know where you are, and they forget
mighty easy in these days. The man who is not persistently and
intelligently before the public mind quickly drops out of all con-
sideration.
T
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Staff:
GBO. B. KELLER,
W. H. DYKES,
F. H. THOMPSON.
EMILIB FRANCES BADKH,
L, E. BOWERS, B. BRITTAIN WILSON, WM. B. WHITE, L. J. CHAMBKRLIN, A. J. NICKLIN.
BOSTON OFFICE:
CHICAGO OFFICE:
B. P. VAN HARLINGEN. 195-197 Wabash Ave.
TELEPHONES : Central 414 ; Automatic 8643.
MINNEAPOLIS and ST. PAUL:
ST. LOUIS :
ERNEST L. WAITT, 278A Tremont S t
PHILADELPHIA :
R. W. KAUFFMAN.
ADOLF EDSTEN.
CHAS. N. VAN BDRBN.
SAN FRANCISCO: S. H. GRAY, 2407 Sacramento S t
CINCINNATI. O.: NINA PTJGH-SMITH.
BALTIMORE, MD.: A. ROBERT FRENCH.
LONDON. ENGLAND:
69 Basinghall St., E. C.
W. Lionel Sturdy, Manager.
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New Ytrk Post Office ms Second Class Matter.
SUBSCRIPTION, (including postage). United States and Mexico, ?2.00 per year;
Canada, $3.50 ; all other countries, $4.00.
ADVERTISEMENTS. $2.00 per inch, single column, per insertion. On quarterly or
yearly contracts a special discount Is allowed. Advertising Pages, $60.00; opposite
reading matter, $75.00.
REMITTANCES, in other than currency form, should be made payable to Edward
Lyman Bill.
.
Directory of P l u t o
The directory of piano manufacturing firms and corporations
'
~ ~
found on another page will be of great value, as a reference
Wnnlicturtn
f o r
Grand Prix
Paris Exposition, 1900
Stiver Medal.Charleston Exposition 1902
Diploma.Pan-American Exposition, 1901
Gold Medal.. .St Louis Exposition, 1904
Gold Medal
Lewis-Clark Exposition, 1905.
LONG DISTANCE TELEPHONES-NUMBERS 1745 and 1761 GRAMERCY
Connecting a l l Departments.
Cable address: "Elblll New York."
NEW
YORK, SEPTEMBER 14, 1967
EDITORIAL
B
USINESS conditions in the East have materially brightened
since the breaking up of the prolonged drought. Up to the
latter part of August serious conditions confronted the farmers of
the East and South and the lack of rain at one time promised to be
a very serious calamity, but the past two weeks everything has
changed and the rainfall and brilliant sunshine has helped to secure
millions of dollars of crops and the gloomy condition has been
re'placed by one of optimism.
Trade has materially brightened and some of the best posted
men in the music industry do not hesitate to say that we are going
to have a fall of record-breaking proportions. Certainly the present
conditions indicate plenty of activity along industrial lines. The
financial atmosphere has cleared up materially and confidence in a
large degree has been restored. The country is going ahead and
there will be plenty of business all around this fall.
A
RE you doing your share to secure a large slice of the fall trade
which is going round? Are you letting the people know
what you are doing, what product you manufacture and sell? Are
you advertising in a manner that befits your business? You might
as well expect to win a foot race with your feet tied as to hope to
increase your sales in these days without persistent, systematic
advertising. Make up your mind now that you will increase your
sales 25 per cent, this fall—more if you can, but no less. Lay your
plans for a generous and well-planned advertising campaign that
will make folks in your neighborhood sit up and take notice. Get
all the help you can and then determine to spend a liberal sum your-
self. It will all come back to you with interest—in increased sales.
Just do things. Wake the echoes.
'
T
F by the sweat of your brow and the expenditure of the "good
coin of the realm you have put together a flawless product,
that is, as near so as you consider possible, what's the next thing?
Let- the people know what you are doing—what you are making.
You can't get business in these, days if you keep the lid
HE piano dealers of this country who have handled talking
machines intelligently and in a progressive manner have been
amply repaid by the returns, but the ones who have taken on talking
machines simply as an adjunct to their business and who have
handled them in an indifferent manner have been badly disappointed
because the department has not made money and money liberally
at that. The talking machine business should be separate and apart
from piano selling, and must be treated as an independent business.
The man in charge of the talking machine department must have
faith in the talker. He must be acquainted with the history of its
development. He must be a believer in its future and not regard it
simply as a toy or as a passing fad.
T
HE talking machine cannot be treated in such a manner, be-
cause it demands better treatment, and if it receives proper
encouragement it will shows immediate and satisfactory returns.
We were in a large piano store recently when a lady came in
and asked about talking machines. The man whom she asked some
questions regarding the machines replied in an indifferent and
almost discouraging way: "Yes. madam, we have some as good
as any in the market. The man down there will show them to you,"
pointing to the rear end of the store, where, in a dark and dingy
environment, talking machines were displayed.
T
HINK of it, in 1907, and three huge manufacturing con-
cerns spending princely sums annually advertising talking
machines and records in the magazines and piano men stowing
away this self same talking machine product in some corner of
their store. Why the sharp ones are getting the advantage of all
of this publicity which is going around through the daily papers
and the magazines. Of course, they are getting returns and they
are mighty glad that a lot of dealers are handling machines in such
a slipshod manner. They are pleased—dee-lighted in fact and pray
that the slow ones will remain in their comatose condition. They
will not endeavor to arouse them. It is funny how business men
to-day expect to put in a department, treat it indifferently and hope
to win golden results from it. There's nothing worth winning that
it is not necessary to work for intelligently.
A great many dealers treated the piano player in the same semi-
scornful manner when it first appeared, but the wise ones saw that
special equipment was necessary to win results, and the sequel is
they have been pounding away and getting splendid returns. •
VERY common fault with salesmen in all lines is a lack of
enthusiasm. Men of this sort pour out a lot of loud,
effusive talk in the prospect's ear, but their talk does not ring true.
The prospect doubts if they really believe what they try to make
him believe. The lack of enthusiasm apparent in the salesman's
manner gives the customer the impression that his facts are false-
hoods even when such is not the case. The difficulty in such a case
is that a salesman doesn't care whether his facts are true or not.
He has little interest in the goods, little interest whether his cus-
tomer is satisfied so long as he closes the sale. He is not earnest
and that fact shows in his voice and manner no matter how care-
fully he may affect enthusiasm. Such a man could not be called a
business getter. The salesman who wins is the one who throws a
certain amount of enthusiasm in his talk—a kind of ginger in his
argument that sways the customer. They say, well here's a fellow
who believes in the piano he is selling. He is right. He is a good
man to buy from and I think we will stop right here and make a
purchase.
A
H
OW many piano merchants are there who spend a fair
amount of time in educating their customers up to the
proper standard? How many are endeavoring to create a quality
position in the minds of the purchasing public ? How many are there
who shortsightedly fail to take into account the result of educating
the wrong way—in other words, to make a customer feel that the
price is the desideratum to be considered in the purchase of a piano
rather than quality? There must be a good many, because this
shows in the fact that a jiuni-be/ are urging the manufacturers to
THE
MUSIC TRADE
REVIEW
People will walk by and won't know where you are, and they forget
mighty easy in these days. The man who is not persistently and
intelligently before the public mind quickly drops out of all con-
sideration.
T
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Staff:
GBO. B. KELLER,
W. H. DYKES,
F. H. THOMPSON.
EMILIB FRANCES BADKH,
L, E. BOWERS, B. BRITTAIN WILSON, WM. B. WHITE, L. J. CHAMBKRLIN, A. J. NICKLIN.
BOSTON OFFICE:
CHICAGO OFFICE:
B. P. VAN HARLINGEN. 195-197 Wabash Ave.
TELEPHONES : Central 414 ; Automatic 8643.
MINNEAPOLIS and ST. PAUL:
ST. LOUIS :
ERNEST L. WAITT, 278A Tremont S t
PHILADELPHIA :
R. W. KAUFFMAN.
ADOLF EDSTEN.
CHAS. N. VAN BDRBN.
SAN FRANCISCO: S. H. GRAY, 2407 Sacramento S t
CINCINNATI. O.: NINA PTJGH-SMITH.
BALTIMORE, MD.: A. ROBERT FRENCH.
LONDON. ENGLAND:
69 Basinghall St., E. C.
W. Lionel Sturdy, Manager.
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New Ytrk Post Office ms Second Class Matter.
SUBSCRIPTION, (including postage). United States and Mexico, ?2.00 per year;
Canada, $3.50 ; all other countries, $4.00.
ADVERTISEMENTS. $2.00 per inch, single column, per insertion. On quarterly or
yearly contracts a special discount Is allowed. Advertising Pages, $60.00; opposite
reading matter, $75.00.
REMITTANCES, in other than currency form, should be made payable to Edward
Lyman Bill.
.
Directory of P l u t o
The directory of piano manufacturing firms and corporations
'
~ ~
found on another page will be of great value, as a reference
Wnnlicturtn
f o r
Grand Prix
Paris Exposition, 1900
Stiver Medal.Charleston Exposition 1902
Diploma.Pan-American Exposition, 1901
Gold Medal.. .St Louis Exposition, 1904
Gold Medal
Lewis-Clark Exposition, 1905.
LONG DISTANCE TELEPHONES-NUMBERS 1745 and 1761 GRAMERCY
Connecting a l l Departments.
Cable address: "Elblll New York."
NEW
YORK, SEPTEMBER 14, 1967
EDITORIAL
B
USINESS conditions in the East have materially brightened
since the breaking up of the prolonged drought. Up to the
latter part of August serious conditions confronted the farmers of
the East and South and the lack of rain at one time promised to be
a very serious calamity, but the past two weeks everything has
changed and the rainfall and brilliant sunshine has helped to secure
millions of dollars of crops and the gloomy condition has been
re'placed by one of optimism.
Trade has materially brightened and some of the best posted
men in the music industry do not hesitate to say that we are going
to have a fall of record-breaking proportions. Certainly the present
conditions indicate plenty of activity along industrial lines. The
financial atmosphere has cleared up materially and confidence in a
large degree has been restored. The country is going ahead and
there will be plenty of business all around this fall.
A
RE you doing your share to secure a large slice of the fall trade
which is going round? Are you letting the people know
what you are doing, what product you manufacture and sell? Are
you advertising in a manner that befits your business? You might
as well expect to win a foot race with your feet tied as to hope to
increase your sales in these days without persistent, systematic
advertising. Make up your mind now that you will increase your
sales 25 per cent, this fall—more if you can, but no less. Lay your
plans for a generous and well-planned advertising campaign that
will make folks in your neighborhood sit up and take notice. Get
all the help you can and then determine to spend a liberal sum your-
self. It will all come back to you with interest—in increased sales.
Just do things. Wake the echoes.
'
T
F by the sweat of your brow and the expenditure of the "good
coin of the realm you have put together a flawless product,
that is, as near so as you consider possible, what's the next thing?
Let- the people know what you are doing—what you are making.
You can't get business in these, days if you keep the lid
HE piano dealers of this country who have handled talking
machines intelligently and in a progressive manner have been
amply repaid by the returns, but the ones who have taken on talking
machines simply as an adjunct to their business and who have
handled them in an indifferent manner have been badly disappointed
because the department has not made money and money liberally
at that. The talking machine business should be separate and apart
from piano selling, and must be treated as an independent business.
The man in charge of the talking machine department must have
faith in the talker. He must be acquainted with the history of its
development. He must be a believer in its future and not regard it
simply as a toy or as a passing fad.
T
HE talking machine cannot be treated in such a manner, be-
cause it demands better treatment, and if it receives proper
encouragement it will shows immediate and satisfactory returns.
We were in a large piano store recently when a lady came in
and asked about talking machines. The man whom she asked some
questions regarding the machines replied in an indifferent and
almost discouraging way: "Yes. madam, we have some as good
as any in the market. The man down there will show them to you,"
pointing to the rear end of the store, where, in a dark and dingy
environment, talking machines were displayed.
T
HINK of it, in 1907, and three huge manufacturing con-
cerns spending princely sums annually advertising talking
machines and records in the magazines and piano men stowing
away this self same talking machine product in some corner of
their store. Why the sharp ones are getting the advantage of all
of this publicity which is going around through the daily papers
and the magazines. Of course, they are getting returns and they
are mighty glad that a lot of dealers are handling machines in such
a slipshod manner. They are pleased—dee-lighted in fact and pray
that the slow ones will remain in their comatose condition. They
will not endeavor to arouse them. It is funny how business men
to-day expect to put in a department, treat it indifferently and hope
to win golden results from it. There's nothing worth winning that
it is not necessary to work for intelligently.
A great many dealers treated the piano player in the same semi-
scornful manner when it first appeared, but the wise ones saw that
special equipment was necessary to win results, and the sequel is
they have been pounding away and getting splendid returns. •
VERY common fault with salesmen in all lines is a lack of
enthusiasm. Men of this sort pour out a lot of loud,
effusive talk in the prospect's ear, but their talk does not ring true.
The prospect doubts if they really believe what they try to make
him believe. The lack of enthusiasm apparent in the salesman's
manner gives the customer the impression that his facts are false-
hoods even when such is not the case. The difficulty in such a case
is that a salesman doesn't care whether his facts are true or not.
He has little interest in the goods, little interest whether his cus-
tomer is satisfied so long as he closes the sale. He is not earnest
and that fact shows in his voice and manner no matter how care-
fully he may affect enthusiasm. Such a man could not be called a
business getter. The salesman who wins is the one who throws a
certain amount of enthusiasm in his talk—a kind of ginger in his
argument that sways the customer. They say, well here's a fellow
who believes in the piano he is selling. He is right. He is a good
man to buy from and I think we will stop right here and make a
purchase.
A
H
OW many piano merchants are there who spend a fair
amount of time in educating their customers up to the
proper standard? How many are endeavoring to create a quality
position in the minds of the purchasing public ? How many are there
who shortsightedly fail to take into account the result of educating
the wrong way—in other words, to make a customer feel that the
price is the desideratum to be considered in the purchase of a piano
rather than quality? There must be a good many, because this
shows in the fact that a jiuni-be/ are urging the manufacturers to
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