Music Trade Review
Issue: 1918 Vol. 67 N. 26 - Page 8
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
8
MUSIC TRADE
REVIEW
DECEMBER 28, 1918
exhibit is a New Edison and on the other a
Brunswick phonograph. The window was re-
Holiday Business of Enormous Volume—Many Sales of Knabe Ampicos—Why It Doesn't Pay to splendent with a variety of Christmas decora-
tions.
Knock a Competitor—Expect Increasing Volume of Trade in New Year
Bach Utley, who has been in Uncle Sam's
BUFFALO, N. Y., December 23.—Nineteen hundred fore the great Yuletide holiday and their "day aviation section for some time, was a holiday
visitor.
and eighteen is closing with the establishment and night" trade was highly satisfactory.
In the show window of the Robert L. Loud
of a record-breaking mark in the history of the
When the writer called at J. N. Adam & Co.'s
piano trade in Buffalo.
The signing of the piano department Saturday S. J. Butler, man- Music Co., Inc., is a poster picturing the Col-
armistice and the industrial reconstruction fol- ager, was just concluding the sale of a Knabe lege of Industrial Arts at Denton, Tex. Ac-
lowing it have in no way hampered the holiday Ampico to a Buffalonian who has made a for- companying the picture is the announcement that
business, which the retail piano merchants here tune in the moving picture business. This dis- thirteen Behning pianos have just been bought
declare is "the best ever." The local depart- criminating customer wanted the instrument for by this institution, which is a State college for
It is also stated that this sale of
ment stores handling pianos and talking ma- his son, who is attending a military college. Mr. women.
chines did not keep open any evening before Butler took personal charge of the demonstra- Behning pianos to this college, the largest in
Christmas and hammered constantly on the tion and the sale was handled "without a rip- the Southwest, is a tangible endorsement of
"shop early" theme. Their customers therefore ple." He found time to state that his Christmas the artistic quality of this instrument. A photo-
graph of several hundred young women attend-
had every incentive to make their purchases in trade was "simply great."
November and the first part of December, and
"We had a wonderful holiday trade on play- ing the school is also displayed. This live pub-
many did so. Even with this propaganda the ers and high-class phonographs" was the com- licity attracted wide attention.
"Our holiday trade was the best in our his-
piano trade kept up at high speed until "the ment of Albert Stettenbenz, general manager
eleventh hour" at these stores. The stores han- of the Utley Piano Co., Inc. In this week's tcry," said C. W. Strawn, general manager of
dling pianos and talking machines exclusively window display at this store a Poole piano is the Loud stores in Buffalo and Niagara Falls.
R. C. Schermerhorn, formerly of the Loud
were open for business about ten evenings be- shown as a central feature. On one side of the
staff, is continuing his services as a member of
the Quartermaster's Department at Washing-
tun. He has not omitted sending Christmas
greetings to his former co-workers in the Buf-
falo trade.
"Don't buy a piano at that store or you'll get
stung." This was a statement recently made by
a Buffalo piano salesman to a prospective cus-
tomer. Even if the young man had probably
read in The Music Trade Review and in books
on salesmanship a hundred times that "it doesn't
pay to knock a competitor," he fell into the
trap of not living up to the spirit of this proverb
and as a result he and his firm were the losers.
The firm on which the salesman used his ham-
mer to cast the reflection is a topnotcher, spends
thousands of dollars in newspaper advertising
every year and has maintained the highest repu-
tation for fair dealing. What was the result?
Even though the woman thought so much of
the player which the salesman was trying to
sell that she was nearly ready to have the deal
closed, the statement of the young man proved
repulsive to her. His remark did not create
prejudice against the firm that he tried to
"knock." Instead it called her attention to the
other store and through some mental process
all her own she finally decided in a few minutes
"that she would look around" and perhaps come
back later. But she didn't come back, much to
the discomfort of the salesman, who perhaps
hasn't realized even now that by his bungling
he threw a verbal monkey-wrench into his store's
machinery and straightway lost a gilt-edged
sale. In fact, he "got stung" himself. The
woman went to the store of the competitor and
without much ceremony made a highly satis-
factory purchase because she had implicit faith
in the firm that the youth had tried to discredit.
ments as sales and profit makers can learn
Again the timeworn advice, "Don't knock a
competitor."
"Our business this Christmas is solid and
staple," said A. F. Koenig, of the Koenig Piano
Co. "Our trade is three times that of a year
ago."
This firm handles the Hallet & Davis
line. Mr. Koenig said his holiday trade on
Pathe talking machines was beyond his expec-
tations and that he had made a number of cash
(140,000 of Our Pianos and Player-
sales.
CLOSING GREAT PLAYER-PIANO YEAR IN BUFFALO TRADE
Getting Ready for 1919
Wishing to all the host of our friends in the
trade, as cordially as we can, every good
thing which can come to them, we take
pleasure in saying that we have every reason
to expect that the ever growing demand for
The M. Schulz Company
Player-Piano
will be promptly and adequately cared for
during the coming year.
New and still better methods, new and still
better technical features, new and still better
selling points, may be confidently looked for.
Those who wish to become directly ac-
quainted with the possibilities of our instru-
much good news by writing to us; especially
also by asking for a copy of
THE SCHULZ PLAYER BOOK
Pianos Have Been Made and Sold)
MERCHANTS' EXECUTIVES TO MEET
Wishing to One and All
A Happy and Prosperous New Year
M. SCHULZ COMPANY
Established 1869
General Offices
Schulz Building
3 Factories in
711 Milwaukee Ave.
CHICAGO
CHICAGO
Southern Wholesale Branch
1530 CandlerBldg.
ATLANTA, GA.
Alex McDonald, chairman of the press com-
mittee of the National Association of Piano
Merchants, announced this week that the an-
nual meeting of the officers, executive commit-
tee and State Commissioners of the association
will be held at the Congress Hotel, Chicago, on
Monday, January 20.
WHITMAN
PIANOS — PLAYERS
Thm Greatest Value at Moderate Coat
WHITMAN PIANO MFG. CO., Inc.
40%-410 West 14th Street
NEW YORK
THE
8
MUSIC TRADE
REVIEW
DECEMBER 28, 1918
exhibit is a New Edison and on the other a
Brunswick phonograph. The window was re-
Holiday Business of Enormous Volume—Many Sales of Knabe Ampicos—Why It Doesn't Pay to splendent with a variety of Christmas decora-
tions.
Knock a Competitor—Expect Increasing Volume of Trade in New Year
Bach Utley, who has been in Uncle Sam's
BUFFALO, N. Y., December 23.—Nineteen hundred fore the great Yuletide holiday and their "day aviation section for some time, was a holiday
visitor.
and eighteen is closing with the establishment and night" trade was highly satisfactory.
In the show window of the Robert L. Loud
of a record-breaking mark in the history of the
When the writer called at J. N. Adam & Co.'s
piano trade in Buffalo.
The signing of the piano department Saturday S. J. Butler, man- Music Co., Inc., is a poster picturing the Col-
armistice and the industrial reconstruction fol- ager, was just concluding the sale of a Knabe lege of Industrial Arts at Denton, Tex. Ac-
lowing it have in no way hampered the holiday Ampico to a Buffalonian who has made a for- companying the picture is the announcement that
business, which the retail piano merchants here tune in the moving picture business. This dis- thirteen Behning pianos have just been bought
declare is "the best ever." The local depart- criminating customer wanted the instrument for by this institution, which is a State college for
It is also stated that this sale of
ment stores handling pianos and talking ma- his son, who is attending a military college. Mr. women.
chines did not keep open any evening before Butler took personal charge of the demonstra- Behning pianos to this college, the largest in
Christmas and hammered constantly on the tion and the sale was handled "without a rip- the Southwest, is a tangible endorsement of
"shop early" theme. Their customers therefore ple." He found time to state that his Christmas the artistic quality of this instrument. A photo-
graph of several hundred young women attend-
had every incentive to make their purchases in trade was "simply great."
November and the first part of December, and
"We had a wonderful holiday trade on play- ing the school is also displayed. This live pub-
many did so. Even with this propaganda the ers and high-class phonographs" was the com- licity attracted wide attention.
"Our holiday trade was the best in our his-
piano trade kept up at high speed until "the ment of Albert Stettenbenz, general manager
eleventh hour" at these stores. The stores han- of the Utley Piano Co., Inc. In this week's tcry," said C. W. Strawn, general manager of
dling pianos and talking machines exclusively window display at this store a Poole piano is the Loud stores in Buffalo and Niagara Falls.
R. C. Schermerhorn, formerly of the Loud
were open for business about ten evenings be- shown as a central feature. On one side of the
staff, is continuing his services as a member of
the Quartermaster's Department at Washing-
tun. He has not omitted sending Christmas
greetings to his former co-workers in the Buf-
falo trade.
"Don't buy a piano at that store or you'll get
stung." This was a statement recently made by
a Buffalo piano salesman to a prospective cus-
tomer. Even if the young man had probably
read in The Music Trade Review and in books
on salesmanship a hundred times that "it doesn't
pay to knock a competitor," he fell into the
trap of not living up to the spirit of this proverb
and as a result he and his firm were the losers.
The firm on which the salesman used his ham-
mer to cast the reflection is a topnotcher, spends
thousands of dollars in newspaper advertising
every year and has maintained the highest repu-
tation for fair dealing. What was the result?
Even though the woman thought so much of
the player which the salesman was trying to
sell that she was nearly ready to have the deal
closed, the statement of the young man proved
repulsive to her. His remark did not create
prejudice against the firm that he tried to
"knock." Instead it called her attention to the
other store and through some mental process
all her own she finally decided in a few minutes
"that she would look around" and perhaps come
back later. But she didn't come back, much to
the discomfort of the salesman, who perhaps
hasn't realized even now that by his bungling
he threw a verbal monkey-wrench into his store's
machinery and straightway lost a gilt-edged
sale. In fact, he "got stung" himself. The
woman went to the store of the competitor and
without much ceremony made a highly satis-
factory purchase because she had implicit faith
in the firm that the youth had tried to discredit.
ments as sales and profit makers can learn
Again the timeworn advice, "Don't knock a
competitor."
"Our business this Christmas is solid and
staple," said A. F. Koenig, of the Koenig Piano
Co. "Our trade is three times that of a year
ago."
This firm handles the Hallet & Davis
line. Mr. Koenig said his holiday trade on
Pathe talking machines was beyond his expec-
tations and that he had made a number of cash
(140,000 of Our Pianos and Player-
sales.
CLOSING GREAT PLAYER-PIANO YEAR IN BUFFALO TRADE
Getting Ready for 1919
Wishing to all the host of our friends in the
trade, as cordially as we can, every good
thing which can come to them, we take
pleasure in saying that we have every reason
to expect that the ever growing demand for
The M. Schulz Company
Player-Piano
will be promptly and adequately cared for
during the coming year.
New and still better methods, new and still
better technical features, new and still better
selling points, may be confidently looked for.
Those who wish to become directly ac-
quainted with the possibilities of our instru-
much good news by writing to us; especially
also by asking for a copy of
THE SCHULZ PLAYER BOOK
Pianos Have Been Made and Sold)
MERCHANTS' EXECUTIVES TO MEET
Wishing to One and All
A Happy and Prosperous New Year
M. SCHULZ COMPANY
Established 1869
General Offices
Schulz Building
3 Factories in
711 Milwaukee Ave.
CHICAGO
CHICAGO
Southern Wholesale Branch
1530 CandlerBldg.
ATLANTA, GA.
Alex McDonald, chairman of the press com-
mittee of the National Association of Piano
Merchants, announced this week that the an-
nual meeting of the officers, executive commit-
tee and State Commissioners of the association
will be held at the Congress Hotel, Chicago, on
Monday, January 20.
WHITMAN
PIANOS — PLAYERS
Thm Greatest Value at Moderate Coat
WHITMAN PIANO MFG. CO., Inc.
40%-410 West 14th Street
NEW YORK
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