Music Trade Review

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THE MUSIC TRADE REVIEW
SUPPORT WORDS WITH ACTIONS.
(Continued from page 3.)
It seems to me that we are sadly out of tune with the very conditions which we loudly assert are
here.
Why not get rid of this crashing discord—we can if we will—and find the real trouble?
I believe the trouble is with ourselves and not with conditions.
I believe that the average individual is still fearful of going ahead and making plans for his
fulme in a rational and intelligent manner. He talks courage but fear is in his heart; and how very
ridiculous it is to issue a high sounding statement as to general conditions and then fail to supple-
ment it with an aggressive campaign to secure a reasonable share in the development of the enormous
cumulative resources of the country.
To my mind there is individual weakness and lack of harmony in the whole situation.
I believe that the time is right now to show one's confidence in the future of the country by
backing up statements with action.
Hero are piano men who assert rightly that business is dull, but, bless you, what are many of
them doing to make it better?
Are they showing the spirit which they should in developing progressive plans for their business
In lure, or are they drawing closer in their shells?
There is only one way to do business and that is to do it, and this is not the time in my opinion
for the hang-backer. This is the time for putting character and ginger into the everyday work of
our forces, whether running a peanut stand or a piano business.
The success of a business relies absolutely on the power behind it, and to say that business is
good and feast your eyes on the wonderful tabulated statements of the crop reports of this country
does not help out at all.
When the forces conducting a business point in this direction — when every member of the
working force knows and understands what the goal for business is, there need be no fear that with
the passing of time business will not move steadily ahead. It will.
What the piano business needs particularly is energizing of the right kind.
Through lack of publicity people have stopped thinking pianos because they have stopped
reading about them. Hence that very inactivity in public welfare has reflected seriously upon the
business and has shunted it along into somewhat of a comatose state.
There are plenty of ways in which to improve business, but first I think all of us should show
by our acts that we have confidence in the business prospects of the country, which we loudly assert
are unexcelled in the country's history.
Talk sometimes is convincing, but talk, unless it is supported with positive action, fails in
accomplishment.
Action without words is a mighty sight better than words without action.
If the business men of America would go ahead in a reasonable and rational way, making their
plans for the future with the fixed determination that business will move along and that they will
do their utmost to encourage it, I believe that the present lethargic state of trade will quickly vanish.
We have the resources—vaster than any nation on earth; we have
all of the elements which should go to make business, and are we indi-
viduals doing our part to bring about that happy condition for which
we fondly pray?
What say you, each and all?
herewith my check number 13<) to cover the subscription prkv of
your paper. In view of the good work that you have been doing
in the past years and are still doing to uplift the piano trade and
place it where it rightly belongs, it does seem as though we owe
you our most sincere thanks for the efforts you use to place the
business on a high r plane.
"The clean and uplifting thoughts you express in your very
valuable paper is certainly good to read. For my part I feel as
though I must at least write a word of appreciation and say, thank
you! I wish you success every moment.
''LOUTS F. MCLAREN."
ALKING about salesmen the other day with the manager of
a local wareroom, he remarked that many sale men have
the unfortunate habit when a customer calls regarding a purchase,
to tell him or her the price of the instrument about the first thing.
He added: "This is not the wisest course, particularly when the
pianos on the floor are instruments of quality and of good repu-
T
tatioji- In this case it is necessary to do educational work—to
talk intelligently regarding the instruments, leading up to the price
later, in order to score a success. You can always convert cus-
tomers to your way of thinking if you convince them that values
are there and that the prices quoted represent real merit. Another
matter: It is very important to know when to stop talking, to
give the customer a chance to give proper attention to the
matter and reach a decision. Tco much talking will often ruin a
sale."
T is always more conducive to good business and more satisfac-
tory to sell a high grade product than an inferior one, for
three reasons: There is more profit in the sale of a good article.
It is an advertising medium for future business, there being no
advertising quite so good as the wagging tongue of a satisfied
buyer, while there is nothing so detrimental as a busy tongue of a
dissatisfied customer. The store is self-advertised as being one
carrying quality goods..
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