Music Trade Review

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
"Female of Species Is
More Deadly Than Male"
So Thinks A. C. Danz, of the Danz Music Co., Los Angeles,
Whose Sales Force Is Composed Exclusively of Women
Who Have Built Up a Remarkable Record in Selling Pianos
A. C. Danz
C. DANZ, of the Danz Music Co., Los
Angeles, apparently agrees with Kipling
• t h a t "the female of the species is more
deadly than the male," insofar at least as con-
cerns her ability to meet the piano prospect
and get the name on the dotted line. For a
number of years ago Mr. Danz began employ-
ing women to sell pianos and has continued
the practice, which has proven itself sound
through the medium of a heavily increasing sales
volume each year. In addition to possessing
proven selling ability, the ladies of the Danz
organization are distinctly soothing to the eye,
which probably doesn't prove a handicap at all
in encouraging the wary male to produce the
money for a new piano.
Mr. Danz himself, founder and managing
director of the business, has personal charge
of the selling department and the fact that
his sales staff is made up of ladies does not
interfere in the least with a spirited daily and
monthly battle for sales records. Every month
is pulled up to par and often goes considerably
A
Iva June Belew
over the top, because a tally board is kept
showing a record of sales of each individual.
This board is keenly watched by each sales-
woman, and if there is a drop in the sales
thermometer, extra pressure is brought to bear
on the weak spot at once until it is faithfully
brought to normal, or better, or over.
Mr. Danz is a firm believer in the systematic
continuity of advertising and the publicity for
each month is carefully arranged and perfected
well in advance, so that there is no last-minute
placing of poor copy. All departments, too,
are so co-ordinated that from the opening of
the store at 9 a. m. until it closes at 9 p. m.
everything moves with precision.
Himself an accomplished pianist and mu-
sician, Mr. Danz believes in his heart that
every boy and girl should have the benefit of
at least a rudimentary knowledge of the piano
and music generally. Holding these views, he
was one of the first dealers to proceed with the
idea of giving free piano lessons. He opened
studios in his store and at present employs
three first-class women teachers, university
graduates in music, to give free lessons with
every piano sold. It is declared that the lessons
have increased sales, helped collections and
reduced the number of repossessions, while at
business. Miss Arliee Dorris Fenske, for in-
stance, goes in for art after a day of piano
selling, her particular talent lying in the decora-
Marie Ruth Prescott
tion of china, while Hortense Davis has a flair
for the classics in Latin and Greek, and Miss
Iva June Belew goes in strongly for sports
to offset business cares.
Altogether the Danz selling organization is
almost an Adamless Eden, which is considered
unique in the music trade, but it can show
sales records that would keep a male organiza-
tion working overtime to pass and proves cmi-
Arliee Dorris Fenske
the same time benefiting hundreds of boys and
girls.
At the present time the new Los Angeles
Civic Center is being erected near the Danz
Music Co.'s store at 105 North Spring street
and the organization is capitalizing the pub-
licity attending the new center to the extent
of building splendid sales records in the midst
of steam shovels and concrete work. All the
employes of the various departments have been
in the employ of the company for many years
and the result is a wholesome spirit of co-
operation that permeates the entire establish-
ment and has been a distinct factor in the
growth of the business.
The whole staff was particularly enthused
recently when Miss Marie Prescott, of the sales
force, won one of the chief prizes offered by
the Jesse French & Sons' Piano Co. for the
best sales record among the employes of its
representatives. A Style 38 French & Sons'
piano was the prize. Miss Prescott is a
vivacious saleslady and a finished pianist and
musician, finding her relaxation at her own
piano after a busy day at the store.
All the members of the sales staff have some
particular hobby that keeps them fresh after
Hortense Davis
clusively the ability of women properly trained
under capable management and with a real
interest in business to sell pianos successfully.
Mr. Danz is justifiedly proud of his sales staff
and of the sales results that have been obtained
through their efforts since he first conceived the
idea of employing women almost exclusively,
an idea which in practice has been a pre-eminent
success.