Music Trade Review
Issue: 1910 Vol. 51 N. 3 - Page 14
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE. MUSIC
14
SALESMAN SHOULD KNOW GOODS.
Customers Depend on Salesman for Expert
Knowledge of Line He Handles—Ignorance
Often Loses Sales.
If a salesman does not understand the goods he
is trying to sell, no one finds it out sooner than
the customer. When his respect for the sales-
man's knowledge is lost the sale is generally lost
also.
In this connection a piano dealer said in speak-
ing of the traveling men who call on him: "Tin-
man who sells us the goods wo want is the one
who gets the business, not the one who wastes
time on us, trying to sell us something we do not
need; not the one who has lost our custom by
persuading us to make such purchase.
"Knowing what we can use, we gladly receive
the suggestion of a good salesman along that line.
We expect him to know enough to teach us some-
thing.
"In order that a man may secure his customer
and keep him, it is necessary that the order should
be taken and filled exactly as the customer desires.
"Failure at this point is disastrous to the sales-
man and his firm."
Said another dealer: "Sell the best instruments
you can is my motto. Usually the customer don't
know what he wants, but depends upon the knowl-
edge of the salesman to help him out. A good
salesman can usually make a sale if he sizes up his
customer and pays close attention to his business,
keep cool, young man, take your time and let
nothing disturb you."
POAGffi COULDN'T ESCAPE SERENADERS.
When J. F. Poage, the enterprising piano dealer
of Kirksville, Mo., determined to marry, he and
his bride made up their minds that they would
keep the whole affair secret, they having a whole-
some horror of the hazing to which "newlyweds"
are so often subjected. It was not until a few
days ago that the friends of the pair heard of what
had happened, but when the news spread the local
Rebekah Lodge formed an impromptu serenading
party and proceeded to the Poage residence, where
they conducted a calithumpian concert, to the
amusement of the bystanders and the chagrin of
Mr. and Mrs. Poage. The bride was Miss Mollie
Gooden of Kirksville.
MRS.
BELLAIRE BRANCHING OUT.
Mrs. Bellaire, the well-known woman piano
dealer, of Le Mars. Iowa, who is engaged in busi-
ness in that city with her son. Louis Bellaire, has
found her business growing to such an extent as
to necessitate the taking of larger quarters. With
the greater opportunities for display thus made
TRADE:
possible, the new Bellaire store will have a larger
stock than ever of pianos, talking machines and
small goods.
TO HEAD OFF AD. SCHEMES.
Merchants at Knoxville, Tenn.,
with This Object.
Form Club
The merchants of Knoxville, Tenn., are or-
ganizing a club which will enable them to more
readily turn down wildcat advertising schemes,
including exposition programs, pictorial write-ups,
bill-of-fare covers, etc., all of which propositions
are frequently put up to the merchants. A fee of
$3 a year is charged for membership in the or-
ganization, which is known as the Advertising
Club. A penalty of $25 will be levied against any
member who, unwittingly or otherwise, pulls off
any advertising scheme which has not the official
endorsement of a committee of five.
regular vacation, but at each week-end joins his
family at Madison, Conn., where he enjoys auto-
mobiling and yachting. Mr. Pease has a beautiful
villa right facing the Sound, and can enjoy both
yachting, fishing and motoring to his heart's con-
tent. Mr. and Mrs. Edward Van Kirk are also
summering at Madison, Conn.
Mid-Summer Dulness Evident—Report of Bad
Crops
Worries
Dealers—What
Various
Houses Are Doing—Century Co. to Move—
Other News of General Interest.
(Special to The Review.)
Minneapolis-St. Paul, July 11, 1010.
Mid-summer lassitude marks the piano trade in
the Twin Cities and the dulness is enhanced by the
anxiety over the crops. The Government grain re-
port places the loss already at 31 per cent., milking
DEFICIT CUT $10,000,000.
the season at the best one of the most disastrous
New Postal Record Made for Part of Fiscal
in the history of this section of the country. Job-
Year.
bers in all lines report that orders for fall goods
are being reduced and even countermanded. The
(Special to The Review.)
piano trade is likely to suffer if the conditions turn
Washington, T). C, July 10, 1910.
out
as badly as the grain experts predict.
More than $10,000,000 reduction in the postal
There continues to be a fair amount of business
deficit has been made in the first nine months of
the fiscal year just ended, according to final re- and the dealers are hopeful that the fall will pro-
turns just received by Postmaster-General Hitch- duce its customary improvement in trade. The
cock from the Auditor for the Post Office Depart- Metropolitan Music Co. have disposed of a con-
ment. Such a reduction is unprecedented in the siderable number of pianolas and find other busi-
history of the department. The deficit for the ness in fair way.
The Century Co. are preparing to remove from
nine months was $2,709,000, as against $12,832,000
their
present location, 824 Nicollet avenue, and to
in the same period of the preceding fiscal year.
In the third quarter of the last fiscal year, the join the colony on Hennepin avenue, which up to
quarter ended March 31, the postal service earned June 1 last had not a single retail piano store, al-
a surplus of $1,363,000, the revenues for the quar- though it is the second business street in Min-
ter amounting to $58,934,000 and the expenditures neapolis. The removal of the Raudenbush Co. to
this street and the success of the Priess Piano Co.
to $57,561,000. The latter showed an increase of
10 per cent, over those of the same quarter last has set the other dealers thinking, particularly as
year, while the former showed an increase of less rents are lower than on Nicollet.
A reorganization of the retail business formerly
than 4 per cent.
known as the Gerdson-Torgerson Co. is under
way and will be announced in a week. Mr.
H. G. HEYMES'S NEW POSITION.
Gerdsen expects to devote himself almost entirely
Henry G. Heymes has been appointed assistant to the northwestern agency of the Lester Piano Co.
William A. Linquist, of the M. Schulz Co., is
>ales manager of the piano department of Roth-
spending a week or two at his old home near
schild & Co., Chicago, III., and will have charge ; n
the absence of Mr. Menzel, who will hereafter Dassel, Minn.
Charles E. Howe, formerly with the house of
spend considerable time in Monroeville, where
Rothschild & Co. have secured a plant for the man- Raudenbush, made his first appearance in the
ufacture of the Meister piano. Mr. Heymes was Twin Cities this week as the chief northwestern
formerly connected with the piano department of
promoter of the Inner Player pianos.
John Wanamaker, New York.
J. H. Williams, formerly manager of the ware-
rooms of Wm. Knabe & Co., of Baltimore, has
JOHN D. PEASE ENJOYS WEEK ENDS.
joined the wholesale forces of the American Piano
John D. Pease, of the Pease Piano Co., 128 Co., making his headquarters at the factory of
West Forty-second street, does not figure on a Wm. Knabe & Co. in Baltimore.
Constant and Rapid Progress
have placed
Winter & Co. Pianos
on a higher level than has previously been achieved in generations
WINTER & CO.
220 Southern Boulevard
New York City
THE. MUSIC
14
SALESMAN SHOULD KNOW GOODS.
Customers Depend on Salesman for Expert
Knowledge of Line He Handles—Ignorance
Often Loses Sales.
If a salesman does not understand the goods he
is trying to sell, no one finds it out sooner than
the customer. When his respect for the sales-
man's knowledge is lost the sale is generally lost
also.
In this connection a piano dealer said in speak-
ing of the traveling men who call on him: "Tin-
man who sells us the goods wo want is the one
who gets the business, not the one who wastes
time on us, trying to sell us something we do not
need; not the one who has lost our custom by
persuading us to make such purchase.
"Knowing what we can use, we gladly receive
the suggestion of a good salesman along that line.
We expect him to know enough to teach us some-
thing.
"In order that a man may secure his customer
and keep him, it is necessary that the order should
be taken and filled exactly as the customer desires.
"Failure at this point is disastrous to the sales-
man and his firm."
Said another dealer: "Sell the best instruments
you can is my motto. Usually the customer don't
know what he wants, but depends upon the knowl-
edge of the salesman to help him out. A good
salesman can usually make a sale if he sizes up his
customer and pays close attention to his business,
keep cool, young man, take your time and let
nothing disturb you."
POAGffi COULDN'T ESCAPE SERENADERS.
When J. F. Poage, the enterprising piano dealer
of Kirksville, Mo., determined to marry, he and
his bride made up their minds that they would
keep the whole affair secret, they having a whole-
some horror of the hazing to which "newlyweds"
are so often subjected. It was not until a few
days ago that the friends of the pair heard of what
had happened, but when the news spread the local
Rebekah Lodge formed an impromptu serenading
party and proceeded to the Poage residence, where
they conducted a calithumpian concert, to the
amusement of the bystanders and the chagrin of
Mr. and Mrs. Poage. The bride was Miss Mollie
Gooden of Kirksville.
MRS.
BELLAIRE BRANCHING OUT.
Mrs. Bellaire, the well-known woman piano
dealer, of Le Mars. Iowa, who is engaged in busi-
ness in that city with her son. Louis Bellaire, has
found her business growing to such an extent as
to necessitate the taking of larger quarters. With
the greater opportunities for display thus made
TRADE:
possible, the new Bellaire store will have a larger
stock than ever of pianos, talking machines and
small goods.
TO HEAD OFF AD. SCHEMES.
Merchants at Knoxville, Tenn.,
with This Object.
Form Club
The merchants of Knoxville, Tenn., are or-
ganizing a club which will enable them to more
readily turn down wildcat advertising schemes,
including exposition programs, pictorial write-ups,
bill-of-fare covers, etc., all of which propositions
are frequently put up to the merchants. A fee of
$3 a year is charged for membership in the or-
ganization, which is known as the Advertising
Club. A penalty of $25 will be levied against any
member who, unwittingly or otherwise, pulls off
any advertising scheme which has not the official
endorsement of a committee of five.
regular vacation, but at each week-end joins his
family at Madison, Conn., where he enjoys auto-
mobiling and yachting. Mr. Pease has a beautiful
villa right facing the Sound, and can enjoy both
yachting, fishing and motoring to his heart's con-
tent. Mr. and Mrs. Edward Van Kirk are also
summering at Madison, Conn.
Mid-Summer Dulness Evident—Report of Bad
Crops
Worries
Dealers—What
Various
Houses Are Doing—Century Co. to Move—
Other News of General Interest.
(Special to The Review.)
Minneapolis-St. Paul, July 11, 1010.
Mid-summer lassitude marks the piano trade in
the Twin Cities and the dulness is enhanced by the
anxiety over the crops. The Government grain re-
port places the loss already at 31 per cent., milking
DEFICIT CUT $10,000,000.
the season at the best one of the most disastrous
New Postal Record Made for Part of Fiscal
in the history of this section of the country. Job-
Year.
bers in all lines report that orders for fall goods
are being reduced and even countermanded. The
(Special to The Review.)
piano trade is likely to suffer if the conditions turn
Washington, T). C, July 10, 1910.
out
as badly as the grain experts predict.
More than $10,000,000 reduction in the postal
There continues to be a fair amount of business
deficit has been made in the first nine months of
the fiscal year just ended, according to final re- and the dealers are hopeful that the fall will pro-
turns just received by Postmaster-General Hitch- duce its customary improvement in trade. The
cock from the Auditor for the Post Office Depart- Metropolitan Music Co. have disposed of a con-
ment. Such a reduction is unprecedented in the siderable number of pianolas and find other busi-
history of the department. The deficit for the ness in fair way.
The Century Co. are preparing to remove from
nine months was $2,709,000, as against $12,832,000
their
present location, 824 Nicollet avenue, and to
in the same period of the preceding fiscal year.
In the third quarter of the last fiscal year, the join the colony on Hennepin avenue, which up to
quarter ended March 31, the postal service earned June 1 last had not a single retail piano store, al-
a surplus of $1,363,000, the revenues for the quar- though it is the second business street in Min-
ter amounting to $58,934,000 and the expenditures neapolis. The removal of the Raudenbush Co. to
this street and the success of the Priess Piano Co.
to $57,561,000. The latter showed an increase of
10 per cent, over those of the same quarter last has set the other dealers thinking, particularly as
year, while the former showed an increase of less rents are lower than on Nicollet.
A reorganization of the retail business formerly
than 4 per cent.
known as the Gerdson-Torgerson Co. is under
way and will be announced in a week. Mr.
H. G. HEYMES'S NEW POSITION.
Gerdsen expects to devote himself almost entirely
Henry G. Heymes has been appointed assistant to the northwestern agency of the Lester Piano Co.
William A. Linquist, of the M. Schulz Co., is
>ales manager of the piano department of Roth-
spending a week or two at his old home near
schild & Co., Chicago, III., and will have charge ; n
the absence of Mr. Menzel, who will hereafter Dassel, Minn.
Charles E. Howe, formerly with the house of
spend considerable time in Monroeville, where
Rothschild & Co. have secured a plant for the man- Raudenbush, made his first appearance in the
ufacture of the Meister piano. Mr. Heymes was Twin Cities this week as the chief northwestern
formerly connected with the piano department of
promoter of the Inner Player pianos.
John Wanamaker, New York.
J. H. Williams, formerly manager of the ware-
rooms of Wm. Knabe & Co., of Baltimore, has
JOHN D. PEASE ENJOYS WEEK ENDS.
joined the wholesale forces of the American Piano
John D. Pease, of the Pease Piano Co., 128 Co., making his headquarters at the factory of
West Forty-second street, does not figure on a Wm. Knabe & Co. in Baltimore.
Constant and Rapid Progress
have placed
Winter & Co. Pianos
on a higher level than has previously been achieved in generations
WINTER & CO.
220 Southern Boulevard
New York City
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