Music Trade Review

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THE MUSIC TRADE REVIEW
10
Uses the Service as
a Direct Sales Builder
How One Music Merchant Has Made His Radio
Department the Center of His City's Interest
in Radio
Music merchants throughout the country arc
rapidly making their radio departments a larger
part of their business. This is due to the fact
that the apparatus being sold now has more
than ever shown that it is meant to be sold
through the music merchant channels. The im-
portant feature of it is to keep the people think-
ing about it.
One merchant who was lucky in the acquisi-
tion of a good radio salesman who really knew
the technical side of radio, yet was salesman
enough to keep technicalities out of his sales
argument, made capital of the fact and created
an interest in his radio department which won
him many prospects and a steadily increasing
volume.
In his daily and weekly advertisements he had
a little black box headed "Questions," and for
the first three weeks he had the technical man
answer four questions which were constantly
recurring. Then instead of featuring radio in
his next advertisement and just making mention
of his technical service, he featured the tech-
nical service, and told people that through the
services of Mr. White he was enabled to invite
people to discuss radio with a radio expert and
government licensed operator.
He was surprised at the fact that many people
just dropped in to see Mr. White and get his
personal opinion on such and such a receiver.
Then the set was shown, and in most of the
cases it was sold. There were some cases where
the man was the owner of a home-made affair
and just wanted to have some information on
his own set, but these were discouraged wher-
ever it was seen that the man was not live.
OGEY among hard-
woods in the world
of Music is
It is a comfort to know
that iSfc is still abun-
dant in the North woods
and is more perfectly
manufactured, graded
and shipped today than
ever before.
Have you any special problems
of application that we might
help you solve? The undersigned
do no selling, but are here to
serve you first, and, through
your skillful utilization, to serve
the ultimate user of KfflL
Will you write us? Also ask for the NEW
HARD MAPLE BOOK. Very valuable. Authen-
tic for reference. Interesting. Free on request.
The Northern Hard Maple Manufacturers
308 F. R. A. Building, Oshkosh, Wisconsin •
NO TE: Hard Maple can be had in mixed shipments with Beech, Birch
and other desirable Northern Hardwoods. Write for list of member mills.
OCTOBER 18, 1924
Now this merchant has in his store two radio
salesmen and what is known as a question
counter where the customers bring their imag-
inary or real radio troubles. This idea has
worked out so well that several of the larger
New York "gyp" radio stores have attempted
the same idea, but whether they make any prog-
ress in the idea is problematical as they are
mainly interested in selling as many parts to
the customer as he will buy, and they are
known as such.
Watkins Bros. Celebrate
Their 50th Anniversary
Successful Business in Hartford, Conn., Estab-
lished in 1874 and Has Grown Steadily Since
That Time
HARTFORD, CON\., October 8.—Watkins Bros.,
well-known music merchants of this city, are
at present celebrating the 50th anniversary of
the establishment of their present business and
much interest is being displayed in the event.
The Watkins Bros, originally started with the
purchase of an undertaking business in Man-
chester, and later expanded, till finally they
bought the general store of William H. Cheney
in this city.
Following the opening of a piano department,
the company took over the talking machine de-
partment of Ludlow, Barker & Co., and later
the piano business of William Wander & Sons,
which brought with it the agency for the Stein-
way piano.
Hollywood Music Go. Now
Remodeling Its Warerooms
Hollywood, Cal., Concern Leases Adjoining
Store in Order to Provide Space to Handle
Growing Business—Baldwin Piano Featured
HOLLYWOOD, CAL., October 3.—Changes and im-
provements are now in progress in the ware-
rooms of the Hollywood Music Co., 6019 Holly-
wood boulevard, for the purpose of increasing
the floor space and dividing the establishment
into distinct departments. A long-term lease
has been taken on the adjoining store in the
Severy Building, and the two big rooms have
been connected by an arched portal. The new
space will be chiefly used as a separate piano
department, in which the Baldwin line will be
displayed, with Dell Turner in charge. The
phonograph department, handling the Bruns-
wick and Edison lines, will be under the direc-
tion of C. B. Cordner.
New Music Store in Wichita
WICHITA, KAN., October 11.—A new music store
has recently been opened at 132 North Market
street by D. W. Miles and A. A. Myers, fea-
turing the Baldwin, Hobart M. Cable and Brink-
erhoff lines of pianos. The quarters have been
decorated in an artistic manner and include a
special room for the display of grand pianos.
The concern is also carrying York band in-
struments and Columbia phonographs. Mr.
Miles was formerly associated with the Innes-
Cosgrove Music Co., and prior to coming to
Wichita was manager of the piano department
of the Whittle Piano Co., Dallas. Mr. Myers,
the other partner in the concern, was previously
engaged in the banking business here.
Fayette Piano Go. Chartered
CLEVELAND, O., October 11.—The Fayette Piano
Co. has just been granted a charter of incor-
poration and will have a capital stock of $1,000.
Julius Bloomberg and E. E. Wolf are the incor-
porators.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.