Music Trade Review

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THE MUSIC TRADE
REVIEW
UPON WHAT DOES SUCCESS DEPEND?
(Continued from Page 3).
The knowledge that a man has worked intelligently and faithfully for the upbuilding of a worthy
cause should give much happiness—it means that the individual has the right to think that he has won
a certain amount of success.
However, there will always be a variety of opinions as to just what success may mean, but from
a cold, commercial viewpoint a man cannot expect to make good and win success in a business situ-
ation unless he can show that he is a producer and not a consumer.
In other words, that the net profits of the institution with which
he is associated are greater by reason of his association with it. It is
the net profits that count.
Trade Move Worthy of Commendation.
BROAD spirit of co-operation and commendable trade ethics
are exemplified in the action recently taken by Fred O.
Gamble, vice-president and manager of E. Witzmann & Co., Inc.,
of Memphis, Tenn., in establishing the policy of offering any used
piano handled by a fellow piano merchant to this piano merchant
at an appraised value before offering it to the public, and which
was the subject of some comments both in the editorial and news
columns of The Review recently.
In this connection we have received the following letter from
Mr. Gamble, in which his plan of operation is further and inter-
estingly explained:
"We have just read with a great deal of interest your comment
on our recent advertisement in reference to trade-in pianos being
offered to other dealers before we offer them to the public.
"It has long been the belief of the writer that if he ever had
the active management of any retail piano house that he would
attempt to induce them to establish this policy. We have definitely
A
decided the matter at Witzmann's and have not only advertised the
fact, but have written all the local dealers.
"As trade-ins come in which other dealers may happen to rep-
resent, they will receive a letter giving the name, number, wood and
size of- the instrument, and they will be given an opportunity to
purchase the instrument at even a less figure, if anything than we
would offer it to the public. This is due to the fact that the instru-
ment under these conditions would be sold at a minimum rather
than at a medium or maximum selling cost.
"It is our intention to dispose of a competitor's instruments so
reasonable that they cannot long stay on the floor, thereby reducing
to an absolute minimum the salesman's desire to mention a com-
petitor's name or 'knock' his lines.
"We not only believe this policy to be good advertising, but we
find it a method which automatically convinces our salesman that
we have more confidence in the pianos that we are selling thati the
lines of any representative."
The Poole Piano Has Won Its Way
Into Leadership With Dealers Who
Handle This Instrument
Its Distinctive Quality is a potent sales factor, for it is an
evidence of merit, and affords a basis of comparison.
A still greater help to the dealer is The Acknowledged
Quality
of the POOLE, for it emphasizes the general recognition by the
trade, the public, and the musician, of its artistic merit, both
musically and constructionally.
No dealer desiring to keep in touch with the improvements in
piano making can afford to overlook the POOLE grands, up-
rights and players, which are now being placed on the market.
THE POOLE PIANO CO.
Sydney Street, Cambridge A Branch
BOSTON, MASS.