Music Trade Review

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Sells 2,300 Pianos
Within Period of a Year
Brook Mays & Co. Dallas, Tex., Report That
72 Per Cent, of the Sales During This Period
Were Players—The Methods That Make Sales
cannot be considered as a distinctly competitive
proposition, but rather as a valuable auxiliary
to the regular line.
What is being done about the prospect who
cannot play a straight upright or grand and
cannot afford a reproducer—even a modest-
priced one? A number of dealers have demon-
strated to their own satisfaction and profit that
the foot-power player fits into the situation
admirably and saves the sale that might either
be delayed, for lack of funds, or lost entirely.
One of the outstanding concerns which has
built up a substantial volume of player business
is Brook, Mays & Co., prominent house of
Dallas, Tex., with branch stores in Ft. Worth,
Houston and Tyler, Tex., and Shreveport and
Brook Mays
Monroe, La. l'revious reference has been made
HE player-piano intelligently handled is in these columns to the manner in which Brook,
itill a powerful factor in the retail piano Mays & Co. develop player sales, and the suc-
trade. This is not a matter of theory, cess of the company's efforts is further proven
but a fact demonstrated by the experiences of by the statement that during 1926 a total of
variouj piano merchants who have given proper 2,300 pianos were disposed of, 72 per cent of
attention to that instrument business and who which were player-pianos. Certainly if one
have profited to a satisfactory degree as a re- concern can build up close to three-quarters
sult.
of a big business on player sales, the player-
There has been a tendency among certain piano may be considered to have distinctly
factors in the trade to belittle the foot-power worth-while sales possibilities.
player and to devote particular attention to
When asked by The Review for his opinion
featuring other types of instruments, including of the foot-power player Mr. Mays stated:
the reproducing piano. There is nothing to be
"The foot-pedal player-piano is a vital factor
said against the policy of trying for high unit in the piano trade, and if the music merchant
values in piano sales. If the customer is in a keeps his eye on the American home and
position to purchase a grand piano rather than studies its requirements, he should experience
an upright, or a reproducing piano rather than little difficulty in having the piano or player-
a foot-power player, there is a financial con- piano included in the home equipment.
sideration involved that the dealer cannot
"We have been in business for a number of
ignore. On the other hand, there is a sub- years. We have an extensive and growing
stantial element in every section of the country trade. We believe in the fundamental sound-
that is appreciative of music which cannot ness of the player-piano. No other musical
afford even the more moderately priced repro- instrument so splendidh fills the part of the
ducers, but which seeks an instrument that home music maker as does the foot-pedal
can be made to reproduce music without a player. There are millions of American fathers
period of study and training. To this class the and mothers asking to-day how home life can
player-piano should have a strong appeal if be made more interesting and more fruitful
properly presented.
of good. Isn't the answer to that question
The Review has on various occasions pre- the player-piano in the home for entertainment,
sented figures showing that in certain sections for its refining influence and for the many
of the country, particularly the South and other advantages too numerous to mention?
Southwest, there is a strong field for the foot- That desire of the parentage to keep the chil-
power player, as shown by the sales of those dren at home gives the piano merchants a
instruments in proportion to other types. In great opportunity to capitalize that desire. We
other sections it would seem that in neglecting are concentrating on the player-piano as the
the foot-power player the dealers are simply musical instrument for the home. The foot-
passing up a substantial number of possible pedal player-piano is essentially a music
buyers, for in many such cases the player-piano maker."
T
ESTABLISHED 1862
When Mr. Mays was asked his opinion of
the essential factors of success in the piano
business he replied: "We believe that proper
'selling' is the main thing to consider. Instru-
ments well sold, as a rule, will be paid for.
In our long experience we have found it neces-
sary to keep our efforts constantly toward the
work of selling. We have found that it takes
good salesmen to sell pianos. Good salesmen
require good pay. It has been our experience
that all salesmen need co-operation and help
constantly. It is our belief that one of the
mistakes of the piano merchant is the failure
to make the selling of pianos profitable to the
salesmen. That is often done by offering a
bare commission deal with no drawing account
privilege or no nominal salary payment. It
is one thing to sit behind a mahogany desk
and pompously say to your salesmen: 'There
are the goods to sell.' It is another to go out
and sell them."
Mr. Mays expressed his appreciation of the
constructive articles in The Review and of their
value to the music merchant, saying: "I am
in hearty accord with very much of what The
Review advocates. The music merchants of
the country now need all the constructive help
and all the good suggestions possible."
Mr. Mays' progress in the piano business
should prove of interest to the trade generally.
He entered the field about twenty-five years
ago, with a capital of $6,000, some of it bor-
rowed money, and has since made steady
progress to a point where his business assets
are rated above $1,000,000.
He has displayed marked ability as a piano
man and has definite ideas about the conduct
of his business, although he is always ready to
listen to suggestions and criticisms from em-
ployes. He feels that every member of his
organization, if he has the business at heart,
can contribute something of value to the work-
ing plans, and believes in encouraging the
spirit of co-operation. To this spirit is at-
tributed, in large measure, his success.
Yahrling-Rayner Branch
YOUNGSTOWN, O., March 14.—To take care of its
business in the south end of the city, the Yahr-
ling-Rayner Music Co. has opened a retail
branch at 2629 Market street. The same policy
as governs the West Federal street store is in
effect and much the same line of merchandise
is available.
UAUTEIL
NEWARK, N. J .
MANUFACTURERS OF PIANOS OF QUALITY
GRANDS
UPRIGHTS
THE LAUTER-HUMANA