Music Trade Review

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
The Music Trade Review
MAY 5, 1928
a generation ago we have developed into a quently contented themselves with the hope tional Music Industries Convention in New
country of more than a dozen of the very finest that their organizations would react to the York in June.
symphony orchestras than which there are no change of times instead of bringing about
Following the addresses, the newly elected
better anywhere. Music schools are springing promptly the necessary changes in the personnel officers who will serve during the ensuing year,
up everywhere in response to an insistent de- of their organizations to meet the requirements headed by President-elect E. R. Weeks, of
mand for musical learning. Can you doubt that of the changed conditions. Many salesmen who Binghamton, were duly presented and installed
we are developing musically as never before? found it very easy indeed to sell musical instru- in office.
Can you question the ultimate value to your-
ments during the inflated period have found it
Wednesday Sessions
selves as music merchants and do you consider
Samuel Weinstein, a prominent attorney of
is impossible or, at least, have failed, to resume
the movement worthy of your support? 1 leave their pre-war methods of securing business New York City, discussed the condition sales
the answer to these questions to you!"
which involved real work. Managers and sales law of New York State and some of its pecu-
C. J. Roberts Talks
managers have engaged almost anyone who has liarities. Beginning his address with a sketch
C. J. Roberts, president of the National Asso- applied for a job, hoping that through some uf instalment selling in this country, in which
ciation of Music Merchants, opened his ad- chance the one engaged would turn out to be a he stated that pianos were first sold on instal-
ments fifty years ago, he proceeded to a discus-
dress with a brief historical sketch of the de-
sion of the conditional sales contract by which
velopment of that organization and the part
the seller retains title to the property until the
which it has played in bettering conditions
purchase price is fully paid, and by which, if
throughout the entire trade. He urged that
filed, the, merchant is protected against third
every music merchant affiliate himself with that
parties in whose hands the property might
organization which is working in complete har-
come. Describing briefly the essentials the
mony with the other organizations in the in-
proper conditional sales contract and pointing
dustry, briefly telling of the activities of the
out that the chattel • mortgage contract is
Chamber and the promotion committee of the
also used giving equal protection to the mer-
National Piano Manufacturers' Association.
chant, although not covered by the Uniform
After telling of some of the most recent activities
Conditional Sales Law in this State, the speaker
of the Merchants' Association, the speaker be-
then proceeded to a detailed discussion of the
gan an interesting and detailed discussion of
New York Conditional Sales Laws statute.
conditions confronting the retail music trade at
the present time.
Mr. Weinstein was followed by James M.
"If you are a Republican," he said, "there are
Kelly, of the Atwater Kent Mfg. Co., whose
2,000,000 people out of work at this time, while
topic was "Radio Merchandising in the Music
if you are a Democrat 3,000,000 people are idle.
Store." He covered this entire question in an
Evidently there are somewhere between 2,000,-
illuminating and interesting manner. The As-
000 and 5,000,000 who are unemployed at pres-
sociation elected Mr. Weinstein to the office of
ent. That is why your sales are off, your col-
general counsel, in which capacity he will
lections poor, and your repossessions about four
watch all legislative developments which affect
times what they should be normally. I estimate
the business of the music, merchants of the
that in the instalment part of the music business
State.
about 8 or.10 per cent are repossessed in normal
At the luncheon an elaborate program of en-
C. J. Roberts
times. They are now running from 30 to 40 per
tertainment was offered, including the widely-
cent average. Every large operator knows this. salesman. The result has been that a great known band of the Manlius Military Academy,
"Musical instruments are harder to sell and many inefficient salesmen have been employed which was enthusiastically applauded by those
keep sold. The same thing applies to all other in the business, and a great many men with no present.
articles sold on deferred payments. Undeniably qualifications whatsoever for selling musical in-
The Wednesday afternoon session closed the
struments have been retained. The turnover of
hard times is the primary cause. We must meet
meeting with an interesting program of ad-
these temporary conditions in an intelligent employes in the sales department has been dresses. Edward C. Boykin, executive secre-
manner. When the.great financiers of the world something frightful. The greatest need of the tary of the Sales Promotion Committee of the
disagree as to the causes of present conditions, music business—particularly the piano business National Piano Manufacturers' Association,
how is any ordinary business man able to give —at this time is a sufficient number of real stressed the imperative need of concentrated
an infallible explanation?
salesmen. They are scarce and those who are and intelligent selling on the part of the retail
"The year 1928 will not be a boom year. It efficient and successful should be highly valued music merchants, declaring that this is the basic
would be foolish to expect it. Nineteen twenty- and appreciated. Managers and sales managers, element in the success of any campaign for
nine should be an exceptionally prosperous or proprietors and executive officers acting in the promotion of the piano. He also announced
year. This does not mean that that music mer- this capacity, should select new sales material that the committee was preparing a new sales
chants should go into a state of hibernation. with extreme care and give sufficient time to manual for the piano merchant in which it is
being assisted by able men both in and out
To the contrary they should be more alert than training and instructing such employes.
usual.
"Sales directors who know their business the industry. This will soon be ready for re-
"Music merchants should discontinue the ex- will see that talented and successful salesmen lease.
travagance of the late inflated period. It is are given something worth while to work on
Harold L. Butler, Dean of the College of
said, and truthfully, that salesmanship was in the way of prospects—either on the floor Fine Arts, Syracuse University, whose sub-
wrecked during the late war period. The period or outside—instead of allowing valuable sales ject was "Piano Teaching in Class," in his
equally disorganized the directive faculties of
people to devote a large part of their time to address strongly endorsed this method of in-
proprietors, executive officers and managers. doing primary work in the way of canvassing, struction, going so far as to say that in some
The efficiency of time and labor which was re- door-bell pulling, etc. Of course, such work does respects class instruction is superior to individ-
duced during the war period by about 50 per have its distinct place in our business, but it ual instruction, especially with the younger
cent has never been restored by any means.
should be handled by people especially selected, students who are not yet ready for artistic in-
struction. Mr. Butler gave several reasons for
"The mysterious but all-embracing term trained for it and compensated accordingly.
Overhead, conceals all sorts of extravagances
"Let us do everything possible to help and this apparently paradoxical condition of affairs,
and camouflages, lots of real mismanagement.
encourage and reward real salesmen who including imitation and competition. The only
"Proprietors accustomed to taking out of earnestly work, and on the other hand, elimi- danger, as he sees it, is the likelihood of over-
their businesses large personal incomes prob- nate the drifter, the time server, the loafer and enthusiasm, and a lack of realization of the
limitations of the plan when it comes to artistic
ably have not curtailed their mode of living and the inefficient."
spending to conform to the changed times.
Mr. Roberts concluded with an urgent invita- instruction which must be individual. But a
(Coiitiinird on fa Executive officers a-nd managers have, fre- tion to every dealer to attend the annual Na-
ESTABLISHED 1862
L^UTER
ONE OF AMERICA'S
NEWARK N. J.
FINE PIANOS
UPRIGHTS
GRANDS
THE LAUTEJR-HUMANA