Music Trade Review

THE
6
MUSIC
TRADE -REVIEVV
SEPTEMIlEH 1, 1923
GIVING SALESMEN THE SELLING POINTS - (Continued from page 5)
DUNCAN DANCERS TO USE CHICKERING
has human interest as we ll as se lli ng interest,
and that is the big thin g in lette rs of the sort
that fo ll ows :
"Every sa lesman is a genera l. He is leading
a battle again s t prejudice, false economy, lack of
interest, and often igno rance.
"Generals who wi n battles do not rush in
headiong and 'take a chance' because the y find
the defen se is prepared to meet them.
" \ 'i any a hot-headed youth has challen ged a
thin, impossible-looking bo y to combat, only to
find tha t th e unlikely appeari ng youth is rea ll y
a 'good fighter.
"Many a b ll ye r looks sleepy and in competent,
but has a Pllnch in his argum e nts that sta rtles
a nd overwhelms the unprepar ed sa lesman .
"Generalship is preparedness. And preparcd­
nes~ means master y over d eta ils.
"Just as the milit ary ge neral plans his attack,
kno\,'s w here each battalio n will be placed, how
an d when it will put in its appearance, where
the sup ply wagons will be, what use will be
made of the art ill ery, cavalr y and infantry, so
d oes the sales ge neral know when and how h e
will approach his bu yer, what he ·"vi ll say, "vhat
arguments he will advan ce Clga inst any oppo s i­
tion, a nd exactly when he will seek to c lose his
sale.
"Before the sales gene ral even starts out to
approach hi s prospect he has a ll th e ce rtainties
and contin ge ncies mapped out in hi s mind. He
is coo l. He c10es not beco1l1e exc ite d. He is
n ever angered. H e is de lib c rate. And he is
traveling, all the tim e, toward his goal-hi s v ic­
tory-his sale.
"A nd like olher gcnera ls, he h as to keep on
fighting until h e has conque r ed al l th e re is to
conqu er.
"Th e sa lesman who fee ls this gen eralship
within him, and who cu lti vates it , becomes a
great sa lesllla n-and great sa lesme n money than the g r ea test gene rals.
"Co1l1pa red with trade vic tories the rea l m ili ­
tary battles of thc wor ld have been in co n se­
quential.
"The warfare of sale smanship has given us
civilization, educat ion, progre ss. On ly when t h e
dollar became mightier than the gay dream s of
humanity did we come down to earth and do
things."
Thus the cycle is compl eted in t h e work of
making retail salesme n as familiar wi.th the talk­
ing points of our instruments as we are our"
selves. No mat ter how good a sa lesman may
be he can always profit frol11 a further study 01
th e instrument he is selling.
Widely Known Artists to Use That Instrument
Exclusively During Their Coming Tour
BRITISH VIEW OF OUR INDUSTRY
At the Chicker ing & Sons' artists' department
the news was given out last week that the
Dunca n dan ce r s, for whom an extensive tour
!!!II
Held to Be a Market Here for Sales of British
Brass Instruments and Jews'-harps
It is interest in g occasiona lly to see ourselves
as others see u s, and th is happen ed in the case
of a British repor t regard ing the music industry
of the United States and the possibilities of this
country as a market for British-made goods.
The report issued by the Department of Over­
seas trade reads:
"Saxophones are in c r easingly popular.
"In the San Francisco District it is thought
that there would be a considerable market for
jcws'-harps to se ll from 5 cent s to 30 cen ts.
"1\ certain number of violins come to Amer­
ica fro111 Germany and Japan, and old. violins
from Great Britain.
"Br iti s h brass instruments, though still h eld
in high regard, have rece ntl y been in less de­
mand.
"Some wood-wind instruments are impoded
from Gr eat Brita in.
"American instruments in genera l are con­
sidered to be the fine st.
"British brass inst rum ents enjoy a good r epu­
tation.
"The export trade in pianos and players for
1922 was val u ed at $3,359,690. Nearly one-third
of the total exports go to Australia.
"The pro s pects of the indu stry are goo d. The
study of music in the United States is estimated
to h ave increased 100 per cent in the past seven
yea r s.
"In Chi cago and the Middle West alone 150,­
000 pianos and player-pianos are bein g so ld each
yea r, and 800,000 to 1,000,000 g ramophones per
annum is the estimate d demand for that in s tru­
lllent. "
The Duncan Dancers
plar.!1ed during the co min g season, will use
the Chickering piano exclusively. Max Rabino­
witsch, the distinguished Russian pianist who
acconl panies the Duncan dancers, will be heard
al each performance in a group of solo num­
bers.
10
HUDSON MUSIC CO. CHARTERED
MATHUSHEK BUSINESS IS GOOD
Tn corp oration papers have just been filed for
the Hudson Music Co., Hastin gs-o n-Hud son,
N. Y. A. Barchas, R. Lurie and P. B lo ck are
the officers of the company, wh ich will be
capita li zed for $10,000'. Act in g as legal repr e­
sentatives wi II be the firm of Kaplan, Kosm an
& Steu~and, 1540 Broadway, New York. The
conce rn will deal in musical instrum ents.
A s(" ri es o[ c ircular letters is being sent out
this week by the Thirt y-seve nth stree t branch
of i\1athu s hek & Son, New York, to lists of
prospects and rental customers made up by the
[our branch stores in the metropolitan district.
Unus ually favorable co nditions have been re­
ported by the three )lew Jersey sto r es in Plain­
field, New Brunswick and Jer sey City during
the past Summer season. The purpose of the
present circu lar s is to manifest an attitude of
preparedness a few weeks before the Fall sea­
son, when potential piano buyers have ju st re­
turned from their vacations, and are turning
over in their minds the possibility of soon buy­
ing a piano. The letters are lu cid and to the
point.
The highest class player
actions in the world
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"The valve unit that made the player famous"
NEW CHURCH STORE IN ATTICA
.\T1'[CA, I ND., August 27.-The opening of a pe r­
manent piano store here has recen tly been an­
nounced b y the John Church Co., of Cinc innati,
Ohio, whic h concern is buildin g up a lar ge chain
of retail piano stores through the Middle West.
The store will be known as Chai n Store Num­
ber II , and Edwin A. E lm er has been appointed
district sales mana ger ' and director of the es tab­
lishment.
NEW MUSIC HOUSE IN NORFOLK, VA.
The new "Amphion Accessible Action" is the lasl word in scie1ltific play.,
achievem",t. It has the comp/ete valve action assembled in a "D,.mountable
Unit" giving instant accessibility.
The Foreman Music Co., In c. , Norfolk, Va.,
h as been incorporated with a maximum capital
stock of $25,000 and a minimum of $1,000. E. C.
Foreman is pre sident of the compan y; C. B.
Fore m a n, secretary, and V. L. Pa ge is the other
incorporator. The company will c1eal in musical
instruments and s upplies of all kinds.
AMPHION~ACTIONS
SY~CUSE
- Your Guarantee
NEW YORK
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Consult the Universal Want Directory of
The' Review. In it advertisements are inserted
free of charge for men who desire positions.