Music Trade Review
Issue: 1912 Vol. 55 N. 8 - Page 3
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
MUJIC TRADE
V O L . L V . N o . 8.
Published Every Saturday by Edward Lyman Bill at 373 Fourth Ave., New York, Aug. 24,1912
SINGL
«ioo°PER S VEAit ENTS
Relation Between Creative and Selling Forces
A
M AN who has passed a fair proportion of the last ten years on the road engaged in selling pianos
came in to see me the other day, and while discussing trade conditions took the position that
there was not as a rule the healthy co-operation between the manufacturing and wholesale
forces that should exist.
His view was that the experience of manufacturers was necessarily limited by their office and factory
walls—hence their opportunities for observation were extremely narrow, and few of them seldom have an
opportunity of hearing the criticisms of the dealers who buy competing Tiia^nos and that when they do
have that opportunity the dealers' criticism, when refuted by the travelers, is not viewed seriously or even
kindly.
(
Unquestionably this statement applies fittingly to some manufacturers, and it may be said that while the
productive end of the business has made pianos to the %*est of its ability on such standards as it adcrpted, it
made them practically regardless bf trade opinion.
A salesman was looked upon by the producing department of the business somewhat in the same
relation as trade papers have been held, a necessary eyil that must be tolerated, but in many instances a use-
less expense which added materially to the cost of the product and should be cut out if possible.
There are men to-day who have undeviatingly held to such a view as I have outlined and, it may be
added with perfect frankness, that they are among the non-progressives—they have been drifting and
some of them have already drifted upon the shoals of disaster.
Then there is the reverse side to the medal.
Some salesmen look upon the, producing department as a mill stone, that prevents them from winning
the trade race.
They are always complaining because their views are not carried out to the minutest particular.
Therefore, as a direct result, an inherent antagonism has existed between the creative and selling
forces.
Now, in these days of keen competition, this condition must necessarily change and all departments
will have to change views and methods—that is, if success is to be won.
There are three elements necessary to every sale—the manufacturer, the seller and the buyer.
They cannot exist without the other, and each one's success depends upon the co-operation of the other
two.
The salesmen's criticisms from the dealer's should be weighed carefully because they come from men
who have studied local conditions and men of brains do not present absurd criticisms regarding their
own products and if these criticisms are worthy of repeating they are worthy of being listened to, and in
that way more cordial relations will be established between the producing and selling forces.
Of course there are many criticisms which are absurd and are unworthy of wasting time upon and
there are others which if weighed carefully may mean considerable to the manufacturers themselves.
An honest, intelligent criticism coming from a practical source should, always be heeded, no matter
whether it is pleasant or not.
Soft and mouth-tilling utterances fall.pleasantly upon the ear; but a ^—^
*.
good, straight criticism when one's work is involved, unless it be pleasing is uTT/
XC?
A lO/lfl
not received at all times in a receptive manner.
Such is human nature.
"
.
nwWWUiWWUfiVvi tyJJl
MUJIC TRADE
V O L . L V . N o . 8.
Published Every Saturday by Edward Lyman Bill at 373 Fourth Ave., New York, Aug. 24,1912
SINGL
«ioo°PER S VEAit ENTS
Relation Between Creative and Selling Forces
A
M AN who has passed a fair proportion of the last ten years on the road engaged in selling pianos
came in to see me the other day, and while discussing trade conditions took the position that
there was not as a rule the healthy co-operation between the manufacturing and wholesale
forces that should exist.
His view was that the experience of manufacturers was necessarily limited by their office and factory
walls—hence their opportunities for observation were extremely narrow, and few of them seldom have an
opportunity of hearing the criticisms of the dealers who buy competing Tiia^nos and that when they do
have that opportunity the dealers' criticism, when refuted by the travelers, is not viewed seriously or even
kindly.
(
Unquestionably this statement applies fittingly to some manufacturers, and it may be said that while the
productive end of the business has made pianos to the %*est of its ability on such standards as it adcrpted, it
made them practically regardless bf trade opinion.
A salesman was looked upon by the producing department of the business somewhat in the same
relation as trade papers have been held, a necessary eyil that must be tolerated, but in many instances a use-
less expense which added materially to the cost of the product and should be cut out if possible.
There are men to-day who have undeviatingly held to such a view as I have outlined and, it may be
added with perfect frankness, that they are among the non-progressives—they have been drifting and
some of them have already drifted upon the shoals of disaster.
Then there is the reverse side to the medal.
Some salesmen look upon the, producing department as a mill stone, that prevents them from winning
the trade race.
They are always complaining because their views are not carried out to the minutest particular.
Therefore, as a direct result, an inherent antagonism has existed between the creative and selling
forces.
Now, in these days of keen competition, this condition must necessarily change and all departments
will have to change views and methods—that is, if success is to be won.
There are three elements necessary to every sale—the manufacturer, the seller and the buyer.
They cannot exist without the other, and each one's success depends upon the co-operation of the other
two.
The salesmen's criticisms from the dealer's should be weighed carefully because they come from men
who have studied local conditions and men of brains do not present absurd criticisms regarding their
own products and if these criticisms are worthy of repeating they are worthy of being listened to, and in
that way more cordial relations will be established between the producing and selling forces.
Of course there are many criticisms which are absurd and are unworthy of wasting time upon and
there are others which if weighed carefully may mean considerable to the manufacturers themselves.
An honest, intelligent criticism coming from a practical source should, always be heeded, no matter
whether it is pleasant or not.
Soft and mouth-tilling utterances fall.pleasantly upon the ear; but a ^—^
*.
good, straight criticism when one's work is involved, unless it be pleasing is uTT/
XC?
A lO/lfl
not received at all times in a receptive manner.
Such is human nature.
"
.
nwWWUiWWUfiVvi tyJJl
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