Music Trade Review
Issue: 1917 Vol. 64 N. 25 - Page 9
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
WORLD'S SALESMANSHIP^ONGRESS MEETS IN DETROIT
Local Piano Dealers and Salesmen Attend Sessions of Annual Meeting—Charles M. Schwab Re-
fers to Piano Salesmen in Course of Interesting Talk—Trade Conditions Continue Good
DETROIT, MICH., June 19.—The writer attended
the various sessions of the World's Salesman-
ship Congress last week and while he was glad
to see a number of local piano salesmen there,
lie was really surprised at the lack of representa-
tion among piano salesmen and sales managers
from other sections. Not only would they have
been repaid for their time and money spent, but
they would have received ten dollars' worth of
valuable information for every ten cents of ex-
pense. The brains of the greatest sales man-
agers in the United States were there and they
passed along their ideas to their brother sales-
men without asking anything in return except
attention. Think of it—such men as Charles M.
Schwab, Norval A. Hawkins and Edward N.
Hurley, comprised only a few of the great minds
who were present. A total of about 1,750 sales-
men attended the convention which was the sec-
ond since its inception. The 1918 convention
will most likely be held in St. Louis.
The Congress opened on Monday morning,
Charles M. Schwab being the principal speaker.
In this connection, we might say that the key-
note of the whole convention and the keynote
of the remarks by every speaker was that suc-
cessful business depended absolutely upon hon-
esty and integrity of purpose. In other words,
no firm could succeed in business who attempted
to sell by misrepresentation or fraud. For a
while they might be able to get it over but in
time such a policy would mean failure. To stay
in business a man must be honest with his
patrons, honest with his employes and honest
with himself.
Another point brought out in the Congress
was the great importance of the salesman know-
ing his line. In fact, more than one sales man-
ager said he found it necessary that every sales-
man spend considerable time in the factory and
mechanical departments or in the office in order
to be absolutely familiar with the line before
going on the road.
Several professors who spoke said the time
was coming when salesmen would be selected
for their life's work through scientific tests.
This plan of selecting men seems to be working
out in a small way with the life insurance busi-
ness.
The word "piano" was referred to in the fol-
lowing manner by Charles M. Schwab, the steel
Smith,
Barnes
and
Strohber
Company
CHICAGO
Over 145,000 Pianos
in American Homes and
All Giving Satisfaction
MONEY MAKERS FOR THE DEALER
Write tor Catalogues and Prices
Smith, Barnes & Strohber Go.
1873 Clyboum Avenue
CHICAGO
magnate, at the beginning of his address: "1
don't know why I should be called a salesman,
nor why I should talk to you on salesmanship.
You men know more about salesmanship than
I do. Of course, I made what was probably
the biggest sale in the world's history when
T sold J. P. Morgan & Co. the steel corporation
for $500,000,000. But I tell you that it took less
effort or good salesmanship to do that than a piano
salesman would have to use in selling a $100 piano
to a farmer who was not interested in music. It
is something in salesmanship to know zvhat your
customer zvants."
Quite a number of salesmen pointed out that
to make men ambitious to work in the selling
business, there must be an incentive before
them. It was generally agreed that profit-shar-
ing or bonus systems were a good stimulant
to salesmen.
Space prohibits going extensively into the ac-
tivities of the Congress, but suffice it to say
that the whole movement is one of the greatest
in the industrial world, and the piano sales-
managers and salesmen should enjoy a larger
representation in the organization.
In most
large cities now there are salesmanship clubs,
but the annual Congress itself is more than
worth the annual dues and the time and money
spent in attending.
Practically every salesman with Grinnell
Rros., and the J. L. Hudson store, at one time
or another during the convention attended the
sessions of the Congress. Some of the sales-
men took sufficient interest in the meetings to
make notes of valuable tips, and later to dis-
cuss them with their sales managers.
The Detroit Talking Machine Dealers held
their last meeting of the current season last
Monday night at the Hotel Charlevoix. No im-
portant resolutions were adopted nor was any
definite action taken, but the question of re-
possession methods was discussed and a num-
ber of suggestions made. This is a matter which
will lay on the table during the hot weather
months to be brought up again at the opening
of the fall season.
C. W. Cross, of the Bush & Lane store, is
right after business on the Farrand player, and
he is not letting up in his drive for sales.
Business conditions in Detroit at the present
time are slightly better than normal, but there
is every indication of better business than ever
later on. Manufacturers and men in most lines
of trade are holding back just now until Con-
gress definitely announces the new tax schedule.
Business men would like to know just where
the tax schedule will hit them, if at all.
Victrola XVII, $250
Victrola XVII, electric, $300
Mahogany or oak
Other styles $15 to $400
Victrola
supremacy
The supremacy of the
Victrola is linked with
the world's g r e a t e s t
artists.
The prosperity of the
music trade, the success
of Victor dealers,are the
natural result of this
overwhelming suprem-
acy.
ASK MEMBERS TOJVORK TOGETHER
J. H. Shale Suggests United Action in Connec-
tion With Revision of Tariff Law
J. H. Shale, chairman of the committee on na-
tional legislation of the National Piano Manu-
facturers' Association, has sent the following
letter to the members of that organization, re-
garding the part the association or its members
may play in the revision of the new tariff law.
The letter reads: "You have probably re-
ceived—from the United States Tariff Commis-
sion—a request for suggestions in connection
with the proposed revision of the Tariff Law,
looking to the removal of existing ambiguities,
the elimination of obsolete and superfluous pro-
visions, and the adjustment of the present law
to modern conditions. It would seem as if
these suggestions might more properly be pre-
sented to them in concrete form through your
legislative committee.
"Tn order that the subject may be taken up
intelligently and made to cover all points of
special interest to our industry, will you be kind
enough to forward to Herbert W. Hill—for the
use of this committee—such suggestions as you
have in mind in relation to the tariff in so far
as it applies to pianos and musical instru-
ments?"
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal,
Canadian Distributors
Important Notice. Victor Records and
Victor Machines are scientifically co-ordinated and
synchronized by our special processes of manufacture,
and their use, one with the other, is absolutely essential
to a perfect Victor reproduction.
" V i c t r o l a " i, the Registered Trade-mark of the
Victor Talking Machine Company designating the
products of this Company only..
W a r n i n g : The use of the word Victrola upon
or in the promotion or sale of any other talking machine
or Phonograph products is misleading and illegal.
THE MUSIC TRADE REVIEW
WORLD'S SALESMANSHIP^ONGRESS MEETS IN DETROIT
Local Piano Dealers and Salesmen Attend Sessions of Annual Meeting—Charles M. Schwab Re-
fers to Piano Salesmen in Course of Interesting Talk—Trade Conditions Continue Good
DETROIT, MICH., June 19.—The writer attended
the various sessions of the World's Salesman-
ship Congress last week and while he was glad
to see a number of local piano salesmen there,
lie was really surprised at the lack of representa-
tion among piano salesmen and sales managers
from other sections. Not only would they have
been repaid for their time and money spent, but
they would have received ten dollars' worth of
valuable information for every ten cents of ex-
pense. The brains of the greatest sales man-
agers in the United States were there and they
passed along their ideas to their brother sales-
men without asking anything in return except
attention. Think of it—such men as Charles M.
Schwab, Norval A. Hawkins and Edward N.
Hurley, comprised only a few of the great minds
who were present. A total of about 1,750 sales-
men attended the convention which was the sec-
ond since its inception. The 1918 convention
will most likely be held in St. Louis.
The Congress opened on Monday morning,
Charles M. Schwab being the principal speaker.
In this connection, we might say that the key-
note of the whole convention and the keynote
of the remarks by every speaker was that suc-
cessful business depended absolutely upon hon-
esty and integrity of purpose. In other words,
no firm could succeed in business who attempted
to sell by misrepresentation or fraud. For a
while they might be able to get it over but in
time such a policy would mean failure. To stay
in business a man must be honest with his
patrons, honest with his employes and honest
with himself.
Another point brought out in the Congress
was the great importance of the salesman know-
ing his line. In fact, more than one sales man-
ager said he found it necessary that every sales-
man spend considerable time in the factory and
mechanical departments or in the office in order
to be absolutely familiar with the line before
going on the road.
Several professors who spoke said the time
was coming when salesmen would be selected
for their life's work through scientific tests.
This plan of selecting men seems to be working
out in a small way with the life insurance busi-
ness.
The word "piano" was referred to in the fol-
lowing manner by Charles M. Schwab, the steel
Smith,
Barnes
and
Strohber
Company
CHICAGO
Over 145,000 Pianos
in American Homes and
All Giving Satisfaction
MONEY MAKERS FOR THE DEALER
Write tor Catalogues and Prices
Smith, Barnes & Strohber Go.
1873 Clyboum Avenue
CHICAGO
magnate, at the beginning of his address: "1
don't know why I should be called a salesman,
nor why I should talk to you on salesmanship.
You men know more about salesmanship than
I do. Of course, I made what was probably
the biggest sale in the world's history when
T sold J. P. Morgan & Co. the steel corporation
for $500,000,000. But I tell you that it took less
effort or good salesmanship to do that than a piano
salesman would have to use in selling a $100 piano
to a farmer who was not interested in music. It
is something in salesmanship to know zvhat your
customer zvants."
Quite a number of salesmen pointed out that
to make men ambitious to work in the selling
business, there must be an incentive before
them. It was generally agreed that profit-shar-
ing or bonus systems were a good stimulant
to salesmen.
Space prohibits going extensively into the ac-
tivities of the Congress, but suffice it to say
that the whole movement is one of the greatest
in the industrial world, and the piano sales-
managers and salesmen should enjoy a larger
representation in the organization.
In most
large cities now there are salesmanship clubs,
but the annual Congress itself is more than
worth the annual dues and the time and money
spent in attending.
Practically every salesman with Grinnell
Rros., and the J. L. Hudson store, at one time
or another during the convention attended the
sessions of the Congress. Some of the sales-
men took sufficient interest in the meetings to
make notes of valuable tips, and later to dis-
cuss them with their sales managers.
The Detroit Talking Machine Dealers held
their last meeting of the current season last
Monday night at the Hotel Charlevoix. No im-
portant resolutions were adopted nor was any
definite action taken, but the question of re-
possession methods was discussed and a num-
ber of suggestions made. This is a matter which
will lay on the table during the hot weather
months to be brought up again at the opening
of the fall season.
C. W. Cross, of the Bush & Lane store, is
right after business on the Farrand player, and
he is not letting up in his drive for sales.
Business conditions in Detroit at the present
time are slightly better than normal, but there
is every indication of better business than ever
later on. Manufacturers and men in most lines
of trade are holding back just now until Con-
gress definitely announces the new tax schedule.
Business men would like to know just where
the tax schedule will hit them, if at all.
Victrola XVII, $250
Victrola XVII, electric, $300
Mahogany or oak
Other styles $15 to $400
Victrola
supremacy
The supremacy of the
Victrola is linked with
the world's g r e a t e s t
artists.
The prosperity of the
music trade, the success
of Victor dealers,are the
natural result of this
overwhelming suprem-
acy.
ASK MEMBERS TOJVORK TOGETHER
J. H. Shale Suggests United Action in Connec-
tion With Revision of Tariff Law
J. H. Shale, chairman of the committee on na-
tional legislation of the National Piano Manu-
facturers' Association, has sent the following
letter to the members of that organization, re-
garding the part the association or its members
may play in the revision of the new tariff law.
The letter reads: "You have probably re-
ceived—from the United States Tariff Commis-
sion—a request for suggestions in connection
with the proposed revision of the Tariff Law,
looking to the removal of existing ambiguities,
the elimination of obsolete and superfluous pro-
visions, and the adjustment of the present law
to modern conditions. It would seem as if
these suggestions might more properly be pre-
sented to them in concrete form through your
legislative committee.
"Tn order that the subject may be taken up
intelligently and made to cover all points of
special interest to our industry, will you be kind
enough to forward to Herbert W. Hill—for the
use of this committee—such suggestions as you
have in mind in relation to the tariff in so far
as it applies to pianos and musical instru-
ments?"
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal,
Canadian Distributors
Important Notice. Victor Records and
Victor Machines are scientifically co-ordinated and
synchronized by our special processes of manufacture,
and their use, one with the other, is absolutely essential
to a perfect Victor reproduction.
" V i c t r o l a " i, the Registered Trade-mark of the
Victor Talking Machine Company designating the
products of this Company only..
W a r n i n g : The use of the word Victrola upon
or in the promotion or sale of any other talking machine
or Phonograph products is misleading and illegal.
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