Music Trade Review
Issue: 1924 Vol. 79 N. 15 - Page 11
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
OCTOBER 11,
1924
THE MUSIC TRADE
REVIEW
11
2,000 Salesmen in New Ampico Course
Ampico Corp. Training Plan for Retail Ampico Salesmen, Which Was Inaugurated on October 6, Finds
Immediate Response From Representatives in Every Section of the Country—Course Designed to
Make the Retail Man Thoroughly Familiar With Every Side of Instrument He Sells
tural details of the instruments in which it is all important work of developing the prospect
O sell reproducing pianos, or for that
matter any reproducing instrument, found, the stories of the artists who record for to the closing point.
What It Does
means to sell music. To sell music suc- it, facts regarding the compositions found in the
"The Ampico course in salesmanship is de-
cessfully in competition with the various other Ampico library and information regarding their
composers, but he will also be called upon to signed to acquaint the individual salesman thor-
factors that bid for a share of that portion of
the individual's income which is not devoted to join in periods of group discussion and study oughly with the music he is selling, so that
he may be able to talk intelligently and con-
the purchase of food, raiment and shelter, it is in the dealer's warerooms.
It is a recognized fact that those things for vincingly to the prospect regarding the sort
necessary for the salesman to understand and
be able to talk intelligently upon music and which a definite sum is charged are valued more of music he has to offer and how it fits in
highly than those that are obtained without with the hom«. Then we teach him the details
music-producing mediums.
cost, and, therefore, a modest fee is charged regarding the mediums which he has to offer
The Bases of the Campaign
This is the idea back of the large campaign each student in this new salesmanship course. with the production and reproduction of such
music so that he is not forced to deal in gen-
now being carried on by the Ampico Corp. to The fee is paid by the dealer, the employer of
the student, for the reason that, with an invest- eralities and sell from outside the case, but is
develop in a substantial manner the demand for
the Ampico reproducing instrument through the ment of some dollars in the course, the dealer equipped when occasion demands fully to an-
medium of three distinct channels. These are, will see to it that proper attention is given to swer questions regarding the mechanism and
first, the national advertising campaign designed the work of instruction and the salesman, him- what it is designed to accomplish.
"The plan is to build up an efficient and
to arouse the interest of the public and of the self, will feel under a greater obligation to
prospective piano buyer to a point where he complete it with credit to himself than were co-ordinated Ampico sales organization of sev-
eral thousand men throughout the country. It
is in a mood for purchasing; second, training only his own money invested.
is a plan in which national advertising, service
The Basis of the Course
of the repairman through the medium of service
An official of the Ampico Corp. explained the and salesmanship find definite and important
schools to understand thoroughly the mechan-
ism of the reproducing piano in order that he thought back of the new salesmanship course places and it may be expected to have a dis-
may not only be able to adjust and repair it, somewhat as follows: "The money upon which tinct bearing upon the future of the reproducing
but that he may be able to talk intelligently we depend for the purchase of musical instru- piano from a sales standpoint."
and, it is hoped, enthusiastically regarding it; ments by our prospects is that which remains
third, that the salesman, himself, the final and after the essential requirements of food, clothing
direct point of contact with the prospect, be and shelter have been properly taken care of.
thoroughly trained in the structure, accomplish- For this surplus money there are a host of
ments and possibilities of the reproducing piano bidders, including the automobile man, the furni-
ture man, the travel man, and others too numer- Sampson Music Co., of Idaho, Reports That
and in the music that it offers and makes pos-
ous to mention.
sible in order that he may discuss the subject
Despite Certain Unfavorable Conditions Busi-
intelligently.
ness Has Kept Ahead of Last Year
"It is our work to convince the prospect that
Regarding the extensive national advertising a fair proportion of this excess money should
BOISE, IDAHO, October 4.—Retail music business
go for the purchase of music for the home.
campaign for the Ampico, much has already
in this State is showing marked improvement,
We must interest him not directly in the in-
been said, for it is without question the most
strument for the production of music, but rather according to W. C. Carnes, manager of the
elaborate ever promoted in the piano trade in
Sampson Music Co., the largest music house in
that it provides for the appearance of an Am- in what music itself means, leaving the selection
this city, who declares that despite the drought
pico advertisement in one of the leading maga- of the medium for later consideration.
"To sell music the salesman must be able to experienced throughout the State the business
zines of the country on an alternate day basis
this year has kept ahead of that of 1923.
talk music intelligently. He must have a thor-
for the period of a year at least.
The company does some extensive advertising
ough knowledge of his subject and be able to
What has been done through the medium of
offer that knowledge to the prospect in a man- and keeps canvassing and sales crews working
Ampico service schools in various sections of
at all times. A recent move was to organize
the country has also been described at some ner which will appeal and convince. He must
length, this being a pioneer work of its kind be in a position to display his superior knowl- a 200-piece boys' band which has won the
and arousing a full measure of interest not edge, not offensively but properly, through his support of the community as a whole. The
alone among the dealers of the country but conversation and his ability to answer intelli- Sampson Co. operates several branch stores and
is particularly active in Southern Idaho.
among the repairmen and tuners who have gent and pertinent questions.
"Salesmen in other lines, particularly where
given liberally of their own time in order to
secure first-hand information regarding the de- technicalities are involved, are thus fully
tails of the reproducing piano mechanism and equipped to talk their product intelligently. The
machinery salesman, for instance, knows more
the means for taking care of it.
BETHANY, MO., October 4.—The Shroyer Music
and is expected to know more about his par- Co. has just moved into its new home in
The Salesmen's Training
ticular machine than does the man to whom the Deal Building here, which was purchased
Now comes the third big move in the cam-
paign, and in many respects the most important, he is selling. He must be able to explain how, recently by H. C. Shroyer, head of the company.
for it is the one calculated to capitalize to the when and where it can be used to the advantage The quarters have been renovated and remod-
fullest degree the effects of the widespread and profit of the prospective buyer and con- eled to suit the piano concern's needs, and a
advertising and the work of the service schools. vince him that he really needs something of
row of demonstration booths for phonograph
This concerns putting into effect a full course which he, himself, has had little prior knowl- records has been installed. A balcony is
edge.
in retail Ampico salesmanship, a course which
afforded for the display of phonographs and a
"The same holds good with the salesman of
represents the result of long, careful and expert
full line of pianos is shown on the main floor.
thought, and which is made applicable directly chemicals, of steel, and steel structural work, An additional feature is that of the repair de-
and in fact in every line where the product or partment, which will be maintained in the
to the product itself.
On October 6 there was issued to over 2,000 its purpose is at all complicated.
basement.
"There have been very few attempts to edu-
retail Ampico salesmen throughout the country
the first of a series of six practical volumes on cate systematically the piano salesman either in
salesmanship, not simply text books of the the technicalities of the instrument he is selling,
or in music itself, which is actually his com-
routine sort, but books of instruction replete
The retail piano warerooms of the Allied
with practical examples, charts, schedules and modity. There have, of course, been those men
Piano Manufacturers, Inc., at 1128 Broadway
other material designed to explain to the sales- who have taken their vocation seriously and
have themselves made a study of the piano, and also at 645 Fulton street, Brooklyn, have
men the how and why of the Ampico.
the reproducing piano and of music, but they recently been renovated and several new dem-
Six Volumes in Course
onstration booths have been installed in both
There will be a total of six volumes in the are shining examples and in the minority.
stores. Harold D. Young, for the past three
course, one issued each fortnight so that the There have been sales conferences held from
years identified with the Brooklyn branch of
time
to
time,
but
unfortunately
most
of
these
entire series will cover and represent a period
the Story & Clark Piano Co., has been added
of three months of intensive study. Not only have been devoted to the problems connected
to the floor sales staff at the Fulton street
with
putting
over
a
definite
sales
campaign
and
will the individual be called upon to perfect
have had to do with the actual placing of the address and William Krassner has been em-
himself in a knowledge of the construction of
the Ampico, what it accomplishes, the struc- name on the dotted line rather than with the ployed as salesman by the other branch.
T
Demand for Musical Goods
Shows Increase in Idaho
Shroyer Go. in New Home
Improve Both Warerooms
OCTOBER 11,
1924
THE MUSIC TRADE
REVIEW
11
2,000 Salesmen in New Ampico Course
Ampico Corp. Training Plan for Retail Ampico Salesmen, Which Was Inaugurated on October 6, Finds
Immediate Response From Representatives in Every Section of the Country—Course Designed to
Make the Retail Man Thoroughly Familiar With Every Side of Instrument He Sells
tural details of the instruments in which it is all important work of developing the prospect
O sell reproducing pianos, or for that
matter any reproducing instrument, found, the stories of the artists who record for to the closing point.
What It Does
means to sell music. To sell music suc- it, facts regarding the compositions found in the
"The Ampico course in salesmanship is de-
cessfully in competition with the various other Ampico library and information regarding their
composers, but he will also be called upon to signed to acquaint the individual salesman thor-
factors that bid for a share of that portion of
the individual's income which is not devoted to join in periods of group discussion and study oughly with the music he is selling, so that
he may be able to talk intelligently and con-
the purchase of food, raiment and shelter, it is in the dealer's warerooms.
It is a recognized fact that those things for vincingly to the prospect regarding the sort
necessary for the salesman to understand and
be able to talk intelligently upon music and which a definite sum is charged are valued more of music he has to offer and how it fits in
highly than those that are obtained without with the hom«. Then we teach him the details
music-producing mediums.
cost, and, therefore, a modest fee is charged regarding the mediums which he has to offer
The Bases of the Campaign
This is the idea back of the large campaign each student in this new salesmanship course. with the production and reproduction of such
music so that he is not forced to deal in gen-
now being carried on by the Ampico Corp. to The fee is paid by the dealer, the employer of
the student, for the reason that, with an invest- eralities and sell from outside the case, but is
develop in a substantial manner the demand for
the Ampico reproducing instrument through the ment of some dollars in the course, the dealer equipped when occasion demands fully to an-
medium of three distinct channels. These are, will see to it that proper attention is given to swer questions regarding the mechanism and
first, the national advertising campaign designed the work of instruction and the salesman, him- what it is designed to accomplish.
"The plan is to build up an efficient and
to arouse the interest of the public and of the self, will feel under a greater obligation to
prospective piano buyer to a point where he complete it with credit to himself than were co-ordinated Ampico sales organization of sev-
eral thousand men throughout the country. It
is in a mood for purchasing; second, training only his own money invested.
is a plan in which national advertising, service
The Basis of the Course
of the repairman through the medium of service
An official of the Ampico Corp. explained the and salesmanship find definite and important
schools to understand thoroughly the mechan-
ism of the reproducing piano in order that he thought back of the new salesmanship course places and it may be expected to have a dis-
may not only be able to adjust and repair it, somewhat as follows: "The money upon which tinct bearing upon the future of the reproducing
but that he may be able to talk intelligently we depend for the purchase of musical instru- piano from a sales standpoint."
and, it is hoped, enthusiastically regarding it; ments by our prospects is that which remains
third, that the salesman, himself, the final and after the essential requirements of food, clothing
direct point of contact with the prospect, be and shelter have been properly taken care of.
thoroughly trained in the structure, accomplish- For this surplus money there are a host of
ments and possibilities of the reproducing piano bidders, including the automobile man, the furni-
ture man, the travel man, and others too numer- Sampson Music Co., of Idaho, Reports That
and in the music that it offers and makes pos-
ous to mention.
sible in order that he may discuss the subject
Despite Certain Unfavorable Conditions Busi-
intelligently.
ness Has Kept Ahead of Last Year
"It is our work to convince the prospect that
Regarding the extensive national advertising a fair proportion of this excess money should
BOISE, IDAHO, October 4.—Retail music business
go for the purchase of music for the home.
campaign for the Ampico, much has already
in this State is showing marked improvement,
We must interest him not directly in the in-
been said, for it is without question the most
strument for the production of music, but rather according to W. C. Carnes, manager of the
elaborate ever promoted in the piano trade in
Sampson Music Co., the largest music house in
that it provides for the appearance of an Am- in what music itself means, leaving the selection
this city, who declares that despite the drought
pico advertisement in one of the leading maga- of the medium for later consideration.
"To sell music the salesman must be able to experienced throughout the State the business
zines of the country on an alternate day basis
this year has kept ahead of that of 1923.
talk music intelligently. He must have a thor-
for the period of a year at least.
The company does some extensive advertising
ough knowledge of his subject and be able to
What has been done through the medium of
offer that knowledge to the prospect in a man- and keeps canvassing and sales crews working
Ampico service schools in various sections of
at all times. A recent move was to organize
the country has also been described at some ner which will appeal and convince. He must
length, this being a pioneer work of its kind be in a position to display his superior knowl- a 200-piece boys' band which has won the
and arousing a full measure of interest not edge, not offensively but properly, through his support of the community as a whole. The
alone among the dealers of the country but conversation and his ability to answer intelli- Sampson Co. operates several branch stores and
is particularly active in Southern Idaho.
among the repairmen and tuners who have gent and pertinent questions.
"Salesmen in other lines, particularly where
given liberally of their own time in order to
secure first-hand information regarding the de- technicalities are involved, are thus fully
tails of the reproducing piano mechanism and equipped to talk their product intelligently. The
machinery salesman, for instance, knows more
the means for taking care of it.
BETHANY, MO., October 4.—The Shroyer Music
and is expected to know more about his par- Co. has just moved into its new home in
The Salesmen's Training
ticular machine than does the man to whom the Deal Building here, which was purchased
Now comes the third big move in the cam-
paign, and in many respects the most important, he is selling. He must be able to explain how, recently by H. C. Shroyer, head of the company.
for it is the one calculated to capitalize to the when and where it can be used to the advantage The quarters have been renovated and remod-
fullest degree the effects of the widespread and profit of the prospective buyer and con- eled to suit the piano concern's needs, and a
advertising and the work of the service schools. vince him that he really needs something of
row of demonstration booths for phonograph
This concerns putting into effect a full course which he, himself, has had little prior knowl- records has been installed. A balcony is
edge.
in retail Ampico salesmanship, a course which
afforded for the display of phonographs and a
"The same holds good with the salesman of
represents the result of long, careful and expert
full line of pianos is shown on the main floor.
thought, and which is made applicable directly chemicals, of steel, and steel structural work, An additional feature is that of the repair de-
and in fact in every line where the product or partment, which will be maintained in the
to the product itself.
On October 6 there was issued to over 2,000 its purpose is at all complicated.
basement.
"There have been very few attempts to edu-
retail Ampico salesmen throughout the country
the first of a series of six practical volumes on cate systematically the piano salesman either in
salesmanship, not simply text books of the the technicalities of the instrument he is selling,
or in music itself, which is actually his com-
routine sort, but books of instruction replete
The retail piano warerooms of the Allied
with practical examples, charts, schedules and modity. There have, of course, been those men
Piano Manufacturers, Inc., at 1128 Broadway
other material designed to explain to the sales- who have taken their vocation seriously and
have themselves made a study of the piano, and also at 645 Fulton street, Brooklyn, have
men the how and why of the Ampico.
the reproducing piano and of music, but they recently been renovated and several new dem-
Six Volumes in Course
onstration booths have been installed in both
There will be a total of six volumes in the are shining examples and in the minority.
stores. Harold D. Young, for the past three
course, one issued each fortnight so that the There have been sales conferences held from
years identified with the Brooklyn branch of
time
to
time,
but
unfortunately
most
of
these
entire series will cover and represent a period
the Story & Clark Piano Co., has been added
of three months of intensive study. Not only have been devoted to the problems connected
to the floor sales staff at the Fulton street
with
putting
over
a
definite
sales
campaign
and
will the individual be called upon to perfect
have had to do with the actual placing of the address and William Krassner has been em-
himself in a knowledge of the construction of
the Ampico, what it accomplishes, the struc- name on the dotted line rather than with the ployed as salesman by the other branch.
T
Demand for Musical Goods
Shows Increase in Idaho
Shroyer Go. in New Home
Improve Both Warerooms
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