Music Trade Review

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10
The Music Trade Review
DECEMBER 17, 1927
Cows and Pianos in a Small Texas Center
(Continued from page 3)
A large pasture for livestock is kept five miles gestions from the music teacher, $10 in com-
from Lubbock by Barrier Bros. The livestock mission is paid for sale of a new piano, while
that is taken- in as trade-ins is placed in this half that amount is paid for a sale of used piano
pasture. Many of the cows are dry when or phonograph.
traded for; they are placed in this pasture a
Co-operation with home-town music teachers
few months until they become fresh; then they is likewise good sales building advertising for
are sold at double the amount paid. Work stock (his firm. This co-operation is not in the form
.'ire taken in at a low margin when work is of commissions, but strictly in the form of co-
slight; then with $5 worth of feed in addition to operation. An example of this fact is shown
the green pasture, the $50 mule is sold for $100 in recently decorating the studio of one of these
or more when the work season opens again.
piano teachers. Elaborate drapery, floor cover-
A. large list of livestock prospects is kept ings and decoration plans were furnished for
just as well as a list of piano prospects. From this studio by Barrier Bros., while, in addition,
thirty to forty prospective milch cow buyers are a grand piano was loaned with no rental. As
kept on record at all times. All information is the majority of Lubbock's best piano prospects
kept recorded. At any time the salesmen run visit this studio, this bit of publicity has led to
into a prospect for any kind of livestock they a number of direct sales through the sugges-
find out what kind he wants, when he wants it, tions of this music teacher.
how much he can pay and other items of inter-
Player-pianos are also included in the trade-
est. Usually within a short time this salesman in plans of this firm. Many couples have grown
is telephoning this prospect or writing him a children who have left home and left a piano
personal letter that he has just the right work with no one to play. Barrier and his sales force
animal or milch cow for him. If desired these prove to such prospects that they can enjoy the
animals are sold at $10 down and $10 per month. best of piano music by trading in their grand
Trailers for the salesmen's cars are kept to or upright piano for a player. Here, again, more
bring back the livestock when the piano is de- than one profit is realized. Other families that
livered, or to deliver the animal to some farmer never owned a piano and have no one that cares
where it has been sold at a good profit.
to take music are sold on the idea of owning
A bigger territory means bigger profits for a player, while, in addition, a number of players
Barrier Bros. Their piano salesmen cover the are sold on the strength of being easy for every
surrounding neighboring towns for a radius of member of the family to play while the children
one hundred miles. Naturally they can not make can be given music lessons with them.
a house-to-house canvass of this territory but
Constant trading means constant effort on
they do make many sales in the small towns the part of every member of this piano firm, but
near by or to the farmers of that territory. just such effort has been responsible for build-
Co-operation with the local music teachers of
ing a big piano business in a small city. The
these towns helps to land the majority of these steady growth of this business is measured by
sales. A commission is paid these teachers for the fact that the past twelve months shows
the names of each person that is likely to buy a one-third increase in volume business over
a piano if this person has never been approached the previous twelve months, while these extra
before by one of the salesmen. Where an out- profits are largely the result of working trade-
of-town sale is made on the strength of sug- ins to a full advantage.
New Brunswick Manager
Appointed in Los Angeles
Irving J. Westphal has been appointed dis-
trict manager of the Los Angeles branch, Pana-
tropc Division, of the Brunswick-Balke-Col-
lcnder Co. Mr. Westphal has a wide experience
in the music trade, having been associated with
• he Southern California Music Co. in Los An-
geles in 1911, and before that having been con-
nected with Lyon & Healy, Chicago. His
knowledge of the retail trade will prove of dis-
tinct value in aiding him in building up busi-
ness in the territory.
Baumer in White Plains
WHITE
PLAINS,
N.
Y., December
Sterling' Sails for Europe
Louis Sterling, chairman of the Board of the
Columbia Phonograph Co., who returned only
recently from a trip to Japan where he in
spected the company's properties, sailed on De-
cember 9 for Europe. Mr. Sterling will spend
Christmas in Great Britain and will be in Ger-
many on the New Year.
Opens Store in New Orleans
William F. Standke has opened a new music
-•tore, called the Standke Music Co., at 225
I'aronne street, New Orleans, La.
The New
Small Upright
Style 65—4 feet 3 in. High
Brown Mahogany
Polished or Dull Finish
Style 65—Upright 4 feet 3 in. High
Built with the integrity that has characterized the POOLE for two generations—
A SUPERIOR NEW ENGLAND PRODUCT
Send for further information to-day
POOLE PIANO CO.
BOSTON
Factory: CAMBRIDGE, MASS.
10.—The
Baumer Piano Co., with headquarters in New
Rochelle, and operating branches in Mt. Vernon
and Portchester, has opened temporary quarters
on Main street this city. A permanent location
is being sought by the management, and will be
taken as soon as one is available. The Baumer
Piano Co. handles the Steinway and other
pianos, as well as phonographs and radio. Lewis
H. Clement is manager of the new branch.
MASS,