Music Trade Review
Issue: 1913 Vol. 56 N. 10 - Page 11
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
DAILY LIFE OF PIANO SALESMEN IN CARTOON.
.
11
PIANO DEALER CONVICTED.
How the Manifold Duties of the Piano Man Appeal to the Artist, as Gleaned on a Visit to Some
of the Fifth Avenue Warerooms.
Philip Pravder, of New Rochelle, Convicted of
Forgery—Sold Consigned Piano.
T. J. Dow, a prize-winning student of caricatur-
ing and cartooning at Adelphi Academy, is very
much interested in the details incidental to the
retail piano salesman's daily life, and since his ar-
rival here from the Pacific Coast to complete his
art studies has spent his spare time in the ware-
rooms of one of the leading Fifth avenue piano
houses studying the methods employed by the va-
rious salesmen, who are all his personal friends.
As a result of his close investigation of selling
principles in the retail piano trade, Mr. Dow
evolved the accompanying set of pen and ink
drawings, with which he carefully lettered detailed
explanations. The entire drawing is in the shape
of a long calendar, and is the possession of one
of "Piano Row's" well-known retail managers.
Philip Pravder, a piano dealer of New Ro-
chelle, N. Y., who had been on trial for several
days before Judge Warren W. Foster and a jury
in the Court of General Sessions, was on March
3 convicted of the crime of forgery in the sec-
ond degree on complaint of Jacob Bros. Co.
Pravder, in September, 1911, received a piano
on consignment from Jacob Bros. Co. In De-
cember he reported that he had sold the piano on
instalments to one L. Nussbaum and turned in
a lease purporting to be signed by the purchaser,
Nussbaum; thereafter he reported various collec-
tions from Nussbaum. Later Jacob Bros. Co.
discovered that Pravder had not been making
proper returns and placed the matter in the hands
of their attorneys, Messrs. Wentworth, Lowen-
stein & Stern, of CO Wall street. The attorneys
caused an investigation to be made and discovered
that Pravder had sold the piano for cash a few
days after it had been consigned to him, and that
the lease purporting to be signed by Nussbaum
was a forgery. These facts were communicated
by the attorneys to the District Attorney, who
caused an indictment to be filed against Pravder.
The prisoner was remanded for sentence until
ntxt week.
HOW TO BECOME A PIANO SALESMAN.
Simple illustrated lessons by T. J. Uow.
Conscientiously
endorsed by all eminent authorities, viz.: Late Mayor
Gayner, Naat (ioodwin, E. C'arewsoh, S. Brodie, E. Tang-
way, Seigle-Cooper, and many other distingue authorities.
. I ! - •RECEIVING 1**"*CUSTOMERS
2 (interesting the customer).
This requires the most
acute intelligence—the student must develop himself to be
in readiness to argue against the most subtle facts. This
of course requires constant practise.
Don't allow yourself
or customer to believe there are better instruments at
cheaper prices than the stock you are representing. Al-
ways refer to your firm in the first person—viz.: Our, I,
etc.
Try to establish the idea that you are the manager,
president and biggest stockholder.
Create the conception
that you have sold for every other company in town as this
defends you against the merits of other competitors. Fa-
miliarize and get acquainted with employees of rival firms
—this will protect any opinion of buyer doubting your
veracity.
Encourage customers by remarking of the ex-
ceptional prosperous season the firm has had. In display-
ing tone of instrument, professional technique is unnec-
essary.
If you cannot play any chords, adequate results
can be obtained as follows: Beginning at bass, strike a
series of white and black keys alternately proceeding into
the treble, to avoid awkwardness be sure and not miss the
end of the piano and fall, if you should suffer this misfor-
tune it can be neatly covered up by "rush of sales have not
been a credit to you physically," or that you suddenly dis-
covered a mark on the bottom of the piano showing that the
original price far exceeds the offer you are making.
This
will be found most, "apropos" as under the circumstances
the average customers will not care to humiliate themselves
by confessing their ignorance in not understanding your
musical ability.
Accomplishing the foregoing knowledge
you are equipped with the "chic" tact of a successful sales-
man, then follows the
N93:-~ ClPSHVlfr THE-
ANN ARBOR PIANO_CO. ORGANIZED.
Starts with Ample Capital Under the Presi-
dency of Frederick Schmid.
(Special to The Review.)
This is the first lesson of this fascinating profession. On
observing the entrance of the prospective buyer, assume an
optimistic air, approach customer as if he (or she) was the
start of the one-hundredth sale you closed in the last
ten minutes; then proceed by inquiring the old reliable
"What can I do for you?" Finding which way they want
to "bite"—follow it up by getting their names—this is an
important feature in salesmanship.
When you hear the
name, memorize and constantly address them with it—this
breeds familiarity, which is so essential to a thorough sales-
:
man.
'
i •)
After you are positive you have sufficient confidence and
have mastered lesson 1 thoroughly, then we proceed to
9 2,:— INTERESTING-
After the most scrupulous examination and study of
Lessons 1 and 2, then comes No. 3—the most fascinating
part of this unique vocation: Closing the sale.
Remember,
you haven't got the fish out of the water.
Don't get too
enthusiastic; you keep cool, let the fish get excited.
Bear
this in mind when nearing the crisis of landing the most
susceptive customer or most particular criterion.
Try
to encourage a cash sale, this will put two feathers in
your hat if you succeed.
Many prominent firms doing a
credit business have embellished inducements for cash sales
—be sure and mention this to the customer.
After you
have made a substantial settlement and the papers have been
legitimately closed, a shrewd old-timer would inquire if
there were any friends or relatives interested in buying
an instrument.
This invariably results in obtaining a
successful lead or prospect.
Deliberately overlook mention-
ing the necessity of stool, bench, cover, music-rolls, etc.,
until after close of original sale.
Previous to this they
might expect you to "throw them in" to complete the bar-
gain, especially if they are of a commercial disposition. On
the way out to the door, after you have passed that " I
won, old top," smile to your manager or employer, it is
wise to embrace on some conventional topic with customers,
as this will break the uniformity and create a friendly
recognition which is always remembered.
Then, with the
"Bon Jour" at the door, patiently await the next customer.
Make-up.—To obtain a dignified and yet convivial per-
sonality best results are obtained by adopting a professional
yet a "bienseant" genteel manner.
Technical Terms—"Wagging a customer":
Taking a
fellow-salesman's customer out of regular succession or
clandestinely accepting another's prospect or lead and receiv-
ing credit thereon.
"Lobbyist": Salesmen who "wags" a customer.
After sufficient application of the mind to the acquisition
of the foregoing lessons, with due diligence and absolute
concentration, I don't care if you are unable to sell a
frappe in the regions below, you can readily vend the most
captious fallacious cophist during a panic.
SHORT TRIP BRINGS SUCCESS.
J. S. Harris, of De Rivas & Harris, Visits Sev-
eral Large Dealers in Middle West—Pleased
with Popularity of De Rivas & Harris Pianos
and Players.
Detroit, Mich., March 4, 1J>13.
The Ann Arbor Organ Co., which went into a
receiver's hands several months ago because of a
decline of business brought on by the advances of
the player-piano in the country market, has been
reorganized as the Ann Arbor Piano Co., and will
go after the trade which heretofore caused its
embarrassment. The company was solvent. Its
owners bid it in when the receiver's sale was
ordered, and immediately set about the work of
organizing the new company.
The Ann Arbor Piano Co. (the incorporation
of which appears elsewhere in The Review) starts
with a capital of $110,000. The officers and direc-
tors are: President, Frederick Schmid; vice-pres-
ident, G. Frank Almendinger; treasurer, Gotlieb
Stark; secretary, D. F. Almendinger.
SALESMEN TOJfOLD BENEFIT.
Want
Funds for General
Improvement
, Traveling Conditions.
of
The Associated Traveling Salesmen of New
York, Inc., have engaged Wallack's Theater for
the evening of Sunday, March 9, for a benefit
Joel S. Harris, head of the DeRivas & Harris vaudeville performance. The performance is to
Piano Mfg. Co., 135th street and Willow avenue, be held with the object of raising funds for the
New York, arrived home on Friday of last week betterment of general conditions under which
after a most successful trip through the Middle traveling men in the various lines are now work-
West. Although the trip was a short one, Mr. ing, as well as for the ultimate equipment of club
Harris brought back with him several large or- quarters in the downtown business district. It is
ders, which showed that the dealers who handle also hoped to provide a sinking fund to be used
the DeRivas & Harris line are enthusiastic over in necessary instances to protect members against
the product, and that the demand for them is on unjust exactions and abuses.
the increase.
The committee in charge of the performance
The company is now making a feature of player- follows: Chairman, Irving Frankel; Robert Lamm,
pianos, and the DeRivas & Harris player-piano is Harry Stenge, Jack Stern, Hiram Grosner, Harry
having a great demand, owing to its simplicity and Hirschfield Abe Rossman, Louis Garby and ex-
ease of operation, besides its responsiveness. G. officio. Larry Schiflf, and M. M. Garson. Hiram
M. Soule, the DeRivas & Harris traveler, is at Grosner is chairman of the Publicity Committee.
present in the Middle West and is having suc-
cess, according to the orders which have recently
M. P. Conway, proprietor of Conway's Piano
been received from him. He has been away since
Store, Springfield, Mass., will move his business,
the first of the year, and his trip will cover a term
from 263 Main street to larger quarters at 480
of two months.
Main street, that city.
THIS IS IT!
The Christman
Attachable Player
which can be installed in any grand or
upright piano, regardless of size or style,
without altering the case.
Write us for Further Information.
CHRISTMAN PIANO CO.
5 9 7 6 0 1 East 137th St., New York
THE
MUSIC TRADE
REVIEW
DAILY LIFE OF PIANO SALESMEN IN CARTOON.
.
11
PIANO DEALER CONVICTED.
How the Manifold Duties of the Piano Man Appeal to the Artist, as Gleaned on a Visit to Some
of the Fifth Avenue Warerooms.
Philip Pravder, of New Rochelle, Convicted of
Forgery—Sold Consigned Piano.
T. J. Dow, a prize-winning student of caricatur-
ing and cartooning at Adelphi Academy, is very
much interested in the details incidental to the
retail piano salesman's daily life, and since his ar-
rival here from the Pacific Coast to complete his
art studies has spent his spare time in the ware-
rooms of one of the leading Fifth avenue piano
houses studying the methods employed by the va-
rious salesmen, who are all his personal friends.
As a result of his close investigation of selling
principles in the retail piano trade, Mr. Dow
evolved the accompanying set of pen and ink
drawings, with which he carefully lettered detailed
explanations. The entire drawing is in the shape
of a long calendar, and is the possession of one
of "Piano Row's" well-known retail managers.
Philip Pravder, a piano dealer of New Ro-
chelle, N. Y., who had been on trial for several
days before Judge Warren W. Foster and a jury
in the Court of General Sessions, was on March
3 convicted of the crime of forgery in the sec-
ond degree on complaint of Jacob Bros. Co.
Pravder, in September, 1911, received a piano
on consignment from Jacob Bros. Co. In De-
cember he reported that he had sold the piano on
instalments to one L. Nussbaum and turned in
a lease purporting to be signed by the purchaser,
Nussbaum; thereafter he reported various collec-
tions from Nussbaum. Later Jacob Bros. Co.
discovered that Pravder had not been making
proper returns and placed the matter in the hands
of their attorneys, Messrs. Wentworth, Lowen-
stein & Stern, of CO Wall street. The attorneys
caused an investigation to be made and discovered
that Pravder had sold the piano for cash a few
days after it had been consigned to him, and that
the lease purporting to be signed by Nussbaum
was a forgery. These facts were communicated
by the attorneys to the District Attorney, who
caused an indictment to be filed against Pravder.
The prisoner was remanded for sentence until
ntxt week.
HOW TO BECOME A PIANO SALESMAN.
Simple illustrated lessons by T. J. Uow.
Conscientiously
endorsed by all eminent authorities, viz.: Late Mayor
Gayner, Naat (ioodwin, E. C'arewsoh, S. Brodie, E. Tang-
way, Seigle-Cooper, and many other distingue authorities.
. I ! - •RECEIVING 1**"*CUSTOMERS
2 (interesting the customer).
This requires the most
acute intelligence—the student must develop himself to be
in readiness to argue against the most subtle facts. This
of course requires constant practise.
Don't allow yourself
or customer to believe there are better instruments at
cheaper prices than the stock you are representing. Al-
ways refer to your firm in the first person—viz.: Our, I,
etc.
Try to establish the idea that you are the manager,
president and biggest stockholder.
Create the conception
that you have sold for every other company in town as this
defends you against the merits of other competitors. Fa-
miliarize and get acquainted with employees of rival firms
—this will protect any opinion of buyer doubting your
veracity.
Encourage customers by remarking of the ex-
ceptional prosperous season the firm has had. In display-
ing tone of instrument, professional technique is unnec-
essary.
If you cannot play any chords, adequate results
can be obtained as follows: Beginning at bass, strike a
series of white and black keys alternately proceeding into
the treble, to avoid awkwardness be sure and not miss the
end of the piano and fall, if you should suffer this misfor-
tune it can be neatly covered up by "rush of sales have not
been a credit to you physically," or that you suddenly dis-
covered a mark on the bottom of the piano showing that the
original price far exceeds the offer you are making.
This
will be found most, "apropos" as under the circumstances
the average customers will not care to humiliate themselves
by confessing their ignorance in not understanding your
musical ability.
Accomplishing the foregoing knowledge
you are equipped with the "chic" tact of a successful sales-
man, then follows the
N93:-~ ClPSHVlfr THE-
ANN ARBOR PIANO_CO. ORGANIZED.
Starts with Ample Capital Under the Presi-
dency of Frederick Schmid.
(Special to The Review.)
This is the first lesson of this fascinating profession. On
observing the entrance of the prospective buyer, assume an
optimistic air, approach customer as if he (or she) was the
start of the one-hundredth sale you closed in the last
ten minutes; then proceed by inquiring the old reliable
"What can I do for you?" Finding which way they want
to "bite"—follow it up by getting their names—this is an
important feature in salesmanship.
When you hear the
name, memorize and constantly address them with it—this
breeds familiarity, which is so essential to a thorough sales-
:
man.
'
i •)
After you are positive you have sufficient confidence and
have mastered lesson 1 thoroughly, then we proceed to
9 2,:— INTERESTING-
After the most scrupulous examination and study of
Lessons 1 and 2, then comes No. 3—the most fascinating
part of this unique vocation: Closing the sale.
Remember,
you haven't got the fish out of the water.
Don't get too
enthusiastic; you keep cool, let the fish get excited.
Bear
this in mind when nearing the crisis of landing the most
susceptive customer or most particular criterion.
Try
to encourage a cash sale, this will put two feathers in
your hat if you succeed.
Many prominent firms doing a
credit business have embellished inducements for cash sales
—be sure and mention this to the customer.
After you
have made a substantial settlement and the papers have been
legitimately closed, a shrewd old-timer would inquire if
there were any friends or relatives interested in buying
an instrument.
This invariably results in obtaining a
successful lead or prospect.
Deliberately overlook mention-
ing the necessity of stool, bench, cover, music-rolls, etc.,
until after close of original sale.
Previous to this they
might expect you to "throw them in" to complete the bar-
gain, especially if they are of a commercial disposition. On
the way out to the door, after you have passed that " I
won, old top," smile to your manager or employer, it is
wise to embrace on some conventional topic with customers,
as this will break the uniformity and create a friendly
recognition which is always remembered.
Then, with the
"Bon Jour" at the door, patiently await the next customer.
Make-up.—To obtain a dignified and yet convivial per-
sonality best results are obtained by adopting a professional
yet a "bienseant" genteel manner.
Technical Terms—"Wagging a customer":
Taking a
fellow-salesman's customer out of regular succession or
clandestinely accepting another's prospect or lead and receiv-
ing credit thereon.
"Lobbyist": Salesmen who "wags" a customer.
After sufficient application of the mind to the acquisition
of the foregoing lessons, with due diligence and absolute
concentration, I don't care if you are unable to sell a
frappe in the regions below, you can readily vend the most
captious fallacious cophist during a panic.
SHORT TRIP BRINGS SUCCESS.
J. S. Harris, of De Rivas & Harris, Visits Sev-
eral Large Dealers in Middle West—Pleased
with Popularity of De Rivas & Harris Pianos
and Players.
Detroit, Mich., March 4, 1J>13.
The Ann Arbor Organ Co., which went into a
receiver's hands several months ago because of a
decline of business brought on by the advances of
the player-piano in the country market, has been
reorganized as the Ann Arbor Piano Co., and will
go after the trade which heretofore caused its
embarrassment. The company was solvent. Its
owners bid it in when the receiver's sale was
ordered, and immediately set about the work of
organizing the new company.
The Ann Arbor Piano Co. (the incorporation
of which appears elsewhere in The Review) starts
with a capital of $110,000. The officers and direc-
tors are: President, Frederick Schmid; vice-pres-
ident, G. Frank Almendinger; treasurer, Gotlieb
Stark; secretary, D. F. Almendinger.
SALESMEN TOJfOLD BENEFIT.
Want
Funds for General
Improvement
, Traveling Conditions.
of
The Associated Traveling Salesmen of New
York, Inc., have engaged Wallack's Theater for
the evening of Sunday, March 9, for a benefit
Joel S. Harris, head of the DeRivas & Harris vaudeville performance. The performance is to
Piano Mfg. Co., 135th street and Willow avenue, be held with the object of raising funds for the
New York, arrived home on Friday of last week betterment of general conditions under which
after a most successful trip through the Middle traveling men in the various lines are now work-
West. Although the trip was a short one, Mr. ing, as well as for the ultimate equipment of club
Harris brought back with him several large or- quarters in the downtown business district. It is
ders, which showed that the dealers who handle also hoped to provide a sinking fund to be used
the DeRivas & Harris line are enthusiastic over in necessary instances to protect members against
the product, and that the demand for them is on unjust exactions and abuses.
the increase.
The committee in charge of the performance
The company is now making a feature of player- follows: Chairman, Irving Frankel; Robert Lamm,
pianos, and the DeRivas & Harris player-piano is Harry Stenge, Jack Stern, Hiram Grosner, Harry
having a great demand, owing to its simplicity and Hirschfield Abe Rossman, Louis Garby and ex-
ease of operation, besides its responsiveness. G. officio. Larry Schiflf, and M. M. Garson. Hiram
M. Soule, the DeRivas & Harris traveler, is at Grosner is chairman of the Publicity Committee.
present in the Middle West and is having suc-
cess, according to the orders which have recently
M. P. Conway, proprietor of Conway's Piano
been received from him. He has been away since
Store, Springfield, Mass., will move his business,
the first of the year, and his trip will cover a term
from 263 Main street to larger quarters at 480
of two months.
Main street, that city.
THIS IS IT!
The Christman
Attachable Player
which can be installed in any grand or
upright piano, regardless of size or style,
without altering the case.
Write us for Further Information.
CHRISTMAN PIANO CO.
5 9 7 6 0 1 East 137th St., New York
Future scanning projects are planned by the International Arcade Museum Library (IAML).