Music Trade Review
Issue: 1921 Vol. 72 N. 1 - Page 14
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
14
THE
MUSIC TRADE REVIEW
KNOW YOUR PRODUCT—A TALK TO SALESMEN
By E. H. VOGEL, Advertising Manager, Brambach Piano Co.
[In an effort to get the salesman's viewpoint to be
used in preparing Brambach national advertising, Mr.
Vogel, while visiting salesmen in New York, found one
who he hopes will read this article.—EDITOR.]
size a scale of a grand piano, much larger in
actual size.
He should have brought to my attention the
guaranteed nonsplitting sounding board with
which the Brambach is equipped and which is
Unknown the other day I entered one of the
largest piano shops in New York City. My re-
ception was very courteous and, being interested
in this particular store because they handle the
Brambach, I made inquiries regarding that in-
strument. The salesman informed me that they
had the Brambach for sale and led me to a
corner of the salesroom where it was on display.
It was beautifully placed, arranged most artisti-
cally to particularly appeal to the female pur-
chaser.
I became a very enthusiastic admirer of the
instrument. I enthused about its remarkable
finish and, running my fingers over the keys,
remarked on its delightful tone. In fact the
instrument was in splendid condition—tuned to
perfection. The salesman seemed pleased that
I liked the instrument, but did not follow up the
impression it had created on me with the strong
and salient selling features of the Brambach. I
suppose he considered that I was "sold" and it
would take no further effort on his part to close
the sale. He made no attempt whatsoever to
outline the merit of the instrument, with the
exception of repeating that its finish was won-
derful and that its tone was superior to the
upright.
s
When the question of tone was mentioned fit
E. H. Vogel
was an excellent opportunity for him to explain
to me just why this was due to a great extent to guaranteed absolutely against splitting during
a Brambach patented feature—"the tone ex- the life of the instrument. These three strong
pander"—a special construction of the sounding and important selling points in the instrument
board permitting additional tone to rise up are convincing facts in favor of the Brambach
through the strings. It was his opportunity to and should be used by salesmen as means to a
tell me how the Brambach scale is specially sale.
designed to give added length to the bass
In an offhand manner. I remarked that my
strings, giving an instrument of this reduced apartment, typical of New York City, was of
We "Sell" a customer once.
After that he buys.
'ad.
Unionville, Conn.
JANUARY 1, 1921
limited size; that it had always been a question
to me as to whether J could accommodate a
grand piano in my present home. When this
was mentioned the salesman remarked in a gen-
eral way on the compactness of the instrument,
but missed what 1 consider a fine point in sales-
manship by not telling me that the Brambach
was of such a size that it could be placed in such
a manner as to occupy no more space than an
upright. He failed to tell me that the Brambach
is not just a piano—that it takes the place of
several pieces of furniture—that it adds dignity
to any room. All these fine selling points were
missed and they are points that will interest any
man or woman. These points offer immediately
an opportunity to satisfy the inherent desire for
a grand instrument—a desire that is ofttimes
suppressed due to the supposition that a par-
ticular apartment is not large enough to accom-
modate an instrument of grand type.
This instance, in my estimation, is an example
of poor salesmanship. This salesman had in me
an excellent prospect. 1 was interested in the
instrument. 1 apparently had the money to pay
for it, but still he permitted me to walk out of
the shop without convincing me that I should
purchase a Brambach.
When 1 finally left this salesroom I was still
ai. apparent enthusiast of the Brambach and
remarked that I would think it over for a few
days. I was an excellent prospect to follow up.
However, this particular salesman permitted me
tc leave his store without getting my name and
address. So far as he was concerned it was up
to me to come back and inquire further about
the instrument. To him the incident was closed.
He considered his duty done when he showed
me an instrument and that positively was as far
as. his salesmanship went.
I, who have lived closely to the development of
the Brambach and am very personally concerned
with its merit, was much surprised to see how
this instrument was offered to the public in this
particular instance. I am now wondering to
what extent this kind of salesmanship is preva-
lent. J do not wish to appear as a critic of any
salesman. My personal treatment in this par-
ticular shop was most courteous, but the selling
points of the Brambach were not made use of
during our conversation. The instrument was
simply offered as a piano. Its individuality was
lest with the rest of the merchandise. Its dis-
tinctive, valuable selling points were passed
up as being unimportant. The Brambach
was simply shown as one instrument in a group
of makes and permitted to sell itself on its
external appearance.
As 1921 will be a year of resourceful sales-
manship salesmen must muster and use every
selling point of the Brambach in the selling ot
the instrument. I know that this will add to our
individual success during the coming year.
TO HAVE WAREROOM IN WHEELING
Announcement Made That Stultz & Bauer Will
Open Store With W. L. Golden in Charge
WHEELING, W. VA., December 27.—Announce-
ment has been made here that Stultz & Bauer,
New York piano manufacturers, will shortly
open their own wareroom in this city, and that
W. L. Golden, for many years connected with
the company, will have the wareroom under his
supervision.
Stultz & Bauer have been manufacturing
pianos for forty years, having been founded by
Frederick Bauer, who now has associated with
him his two sons, Joseph Bauer and M. F. Bauer.
Mr. Golden has been making an extensive trip
through this territory during the last few weeks.
PRAISE FDR THE REVIEW
In a recent letter to The Review, the Fitz-
gerald Music Co., of Los Angeles, says in part:
"We wish to thank you for the stand you are
taking on behalf of the retail piano merchants
throughout the country, who are striving to place
the music business on its rightful plane."
14
THE
MUSIC TRADE REVIEW
KNOW YOUR PRODUCT—A TALK TO SALESMEN
By E. H. VOGEL, Advertising Manager, Brambach Piano Co.
[In an effort to get the salesman's viewpoint to be
used in preparing Brambach national advertising, Mr.
Vogel, while visiting salesmen in New York, found one
who he hopes will read this article.—EDITOR.]
size a scale of a grand piano, much larger in
actual size.
He should have brought to my attention the
guaranteed nonsplitting sounding board with
which the Brambach is equipped and which is
Unknown the other day I entered one of the
largest piano shops in New York City. My re-
ception was very courteous and, being interested
in this particular store because they handle the
Brambach, I made inquiries regarding that in-
strument. The salesman informed me that they
had the Brambach for sale and led me to a
corner of the salesroom where it was on display.
It was beautifully placed, arranged most artisti-
cally to particularly appeal to the female pur-
chaser.
I became a very enthusiastic admirer of the
instrument. I enthused about its remarkable
finish and, running my fingers over the keys,
remarked on its delightful tone. In fact the
instrument was in splendid condition—tuned to
perfection. The salesman seemed pleased that
I liked the instrument, but did not follow up the
impression it had created on me with the strong
and salient selling features of the Brambach. I
suppose he considered that I was "sold" and it
would take no further effort on his part to close
the sale. He made no attempt whatsoever to
outline the merit of the instrument, with the
exception of repeating that its finish was won-
derful and that its tone was superior to the
upright.
s
When the question of tone was mentioned fit
E. H. Vogel
was an excellent opportunity for him to explain
to me just why this was due to a great extent to guaranteed absolutely against splitting during
a Brambach patented feature—"the tone ex- the life of the instrument. These three strong
pander"—a special construction of the sounding and important selling points in the instrument
board permitting additional tone to rise up are convincing facts in favor of the Brambach
through the strings. It was his opportunity to and should be used by salesmen as means to a
tell me how the Brambach scale is specially sale.
designed to give added length to the bass
In an offhand manner. I remarked that my
strings, giving an instrument of this reduced apartment, typical of New York City, was of
We "Sell" a customer once.
After that he buys.
'ad.
Unionville, Conn.
JANUARY 1, 1921
limited size; that it had always been a question
to me as to whether J could accommodate a
grand piano in my present home. When this
was mentioned the salesman remarked in a gen-
eral way on the compactness of the instrument,
but missed what 1 consider a fine point in sales-
manship by not telling me that the Brambach
was of such a size that it could be placed in such
a manner as to occupy no more space than an
upright. He failed to tell me that the Brambach
is not just a piano—that it takes the place of
several pieces of furniture—that it adds dignity
to any room. All these fine selling points were
missed and they are points that will interest any
man or woman. These points offer immediately
an opportunity to satisfy the inherent desire for
a grand instrument—a desire that is ofttimes
suppressed due to the supposition that a par-
ticular apartment is not large enough to accom-
modate an instrument of grand type.
This instance, in my estimation, is an example
of poor salesmanship. This salesman had in me
an excellent prospect. 1 was interested in the
instrument. 1 apparently had the money to pay
for it, but still he permitted me to walk out of
the shop without convincing me that I should
purchase a Brambach.
When 1 finally left this salesroom I was still
ai. apparent enthusiast of the Brambach and
remarked that I would think it over for a few
days. I was an excellent prospect to follow up.
However, this particular salesman permitted me
tc leave his store without getting my name and
address. So far as he was concerned it was up
to me to come back and inquire further about
the instrument. To him the incident was closed.
He considered his duty done when he showed
me an instrument and that positively was as far
as. his salesmanship went.
I, who have lived closely to the development of
the Brambach and am very personally concerned
with its merit, was much surprised to see how
this instrument was offered to the public in this
particular instance. I am now wondering to
what extent this kind of salesmanship is preva-
lent. J do not wish to appear as a critic of any
salesman. My personal treatment in this par-
ticular shop was most courteous, but the selling
points of the Brambach were not made use of
during our conversation. The instrument was
simply offered as a piano. Its individuality was
lest with the rest of the merchandise. Its dis-
tinctive, valuable selling points were passed
up as being unimportant. The Brambach
was simply shown as one instrument in a group
of makes and permitted to sell itself on its
external appearance.
As 1921 will be a year of resourceful sales-
manship salesmen must muster and use every
selling point of the Brambach in the selling ot
the instrument. I know that this will add to our
individual success during the coming year.
TO HAVE WAREROOM IN WHEELING
Announcement Made That Stultz & Bauer Will
Open Store With W. L. Golden in Charge
WHEELING, W. VA., December 27.—Announce-
ment has been made here that Stultz & Bauer,
New York piano manufacturers, will shortly
open their own wareroom in this city, and that
W. L. Golden, for many years connected with
the company, will have the wareroom under his
supervision.
Stultz & Bauer have been manufacturing
pianos for forty years, having been founded by
Frederick Bauer, who now has associated with
him his two sons, Joseph Bauer and M. F. Bauer.
Mr. Golden has been making an extensive trip
through this territory during the last few weeks.
PRAISE FDR THE REVIEW
In a recent letter to The Review, the Fitz-
gerald Music Co., of Los Angeles, says in part:
"We wish to thank you for the stand you are
taking on behalf of the retail piano merchants
throughout the country, who are striving to place
the music business on its rightful plane."
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