Music Trade Review
Issue: 1928 Vol. 86 N. 3 - Page 8
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
The Music Trade Review
JANUARY 21, 1928
ZUUIOS
..'Backed by a 1{ealSaksTlan!
ACKARD DEALERS have three tremendous advantages—two un-
usual values represented by the Louis XVI Art Models shown
P
here, plus a successful plan for bringing in prospects—the Packard
Free Piano Lesson Service.
The Louis XVI Art Upright with bench to match is a beautiful
achievement in piano creation, yet it is priced but little higher than
our ordinary upright of the same size. And the Louis XVI Art Grand
is so rich and beautiful that it scarcely seems possible it can be sold
for so little more than the plain model. And yet, Packard quality is
supreme in every feature. You can build new, bigger business with
these values. Let us tell you of the plan behind the Packard line-rum;/
THE PACKARD PIANO CO.
3330 Packard Avenue
Three Aces
in the Packard
Dealer's Hand
Fort Wayne., Indiana
Service a Direct Factor in Creating
Piano Sales, Points Out Gulbransen
President of the Gulbransen Co., of Chicago, Analyzes the Conditions in This Field
With the Piano Merchants in the Smaller Centers
T N my opinion, the small music dealer who
does not take full advantage of his ability to
service the pianos in homes in his community, is
neglecting one of his finest opportunities.
He is losing contact with a group of people
who can furnish the best possible leads to addi-
tional sales. He is losing the profit that would
accrue to him through tuning and other upkeep
Avork.
I have become more and more impressed with
the possibilities along this line as I have seen,
at first hand, the operations of merchants in
centers of limited population.
These men have no idle time on their hands.
Practically every hour of their working time is
occupied with piano work. They make their
time earn them a good profit. As they go
about their duties, rendering intelligent piano
service, they have an opportunity, in one home,
to convince the householder that the old piano
is out of date and needs replacement; in the next
home, they learn that Mr. Smith, the school
trustee, will shortly buy some pianos for the
schools; in another, a tuning order becomes a
really profitable general overhauling job as the
need of doing it is shown the customer directly.
Day after day new fields for doing business
open up to the alert merchant-service man.
I notice that in the Gulbransen Bulletin for
December appears the advertisement of a West-
ern house looking for a "repair work salesman
and tuner capable of constructively increasing
ordinary tuning orders to real repair jobs."
This house has the right idea. In addition to
making himself a factor in the business, such
a man can render a real service to the public.
Pianos not in first-class condition do not give
their owners full value return on their invest-
ment. They are not the inspiration to young
students, to the accomplished musician, that
they should be.
I feel that such a man renders a genuine serv-
ice to every piano owner, to his employer and
to the piano industry as a whole. And par-
ticularly when the dealer himself does this im-
portant work, certainly he has the interests of
all at heart and will give each one the best
service possible.
Not all piano dealers are mechanical-minded.
Not all are tuners. There is among them an-
other group who have musical talent. I have
seen many of them become leading factors in
their communities through activity in music af-
fairs. They play well or they sing or they are
members of the municipal band, or something
of that sort.
In a nearby city is an aggressive and success-
ful piano man. He is soloist in a church, and
is paid $1,500 a year for his services on Sundays.
Remunerative as that is, he states that its great-
est value to him is in the piano sales it leads to.
People have learned to know him at least by
reputation. They have confidence in his musi-
cal judgment. Many of them come to him in
the course of a year merely on the strength
of his ability as a singer.
This particular man told me that at the end
of the year he figures up the sales directly
traceable to his church work, and that it runs
into thousands of dollars in volume. Besides
that, there are undoubtedly many sales helped
by this influence which he never knows of.
Whether a man's talents run toward the
mechanical, the musically professional or simply
as a propagandist and supporter of things mu-
sical, there are unusual possibilities for him in
the piano business. The principal qualifications
;ire that a man be alert, be aggressive—that he
make himself a factor in his community. Con-
fidence in the merchant is a leading considera-
tion in good piano sales. People who intend
to pay for the goods they buy, and who are
the best credit risks, want assurance of de-
pendability in the man with whom they deal.
In making your plans for 1928 give a thought to the Bowen Loader and how it can increase your business
this year. With it you can canvass with the piano itself, for one man can operate the loader. It will
cut your delivery costs. A few months will earn its original cost and after that all is clear profit.
Increase the pou-er of your organization.
BOWEN PIANO LOADER CO.
Write for details today.
Winston-Salem, N. G.
The Music Trade Review
JANUARY 21, 1928
ZUUIOS
..'Backed by a 1{ealSaksTlan!
ACKARD DEALERS have three tremendous advantages—two un-
usual values represented by the Louis XVI Art Models shown
P
here, plus a successful plan for bringing in prospects—the Packard
Free Piano Lesson Service.
The Louis XVI Art Upright with bench to match is a beautiful
achievement in piano creation, yet it is priced but little higher than
our ordinary upright of the same size. And the Louis XVI Art Grand
is so rich and beautiful that it scarcely seems possible it can be sold
for so little more than the plain model. And yet, Packard quality is
supreme in every feature. You can build new, bigger business with
these values. Let us tell you of the plan behind the Packard line-rum;/
THE PACKARD PIANO CO.
3330 Packard Avenue
Three Aces
in the Packard
Dealer's Hand
Fort Wayne., Indiana
Service a Direct Factor in Creating
Piano Sales, Points Out Gulbransen
President of the Gulbransen Co., of Chicago, Analyzes the Conditions in This Field
With the Piano Merchants in the Smaller Centers
T N my opinion, the small music dealer who
does not take full advantage of his ability to
service the pianos in homes in his community, is
neglecting one of his finest opportunities.
He is losing contact with a group of people
who can furnish the best possible leads to addi-
tional sales. He is losing the profit that would
accrue to him through tuning and other upkeep
Avork.
I have become more and more impressed with
the possibilities along this line as I have seen,
at first hand, the operations of merchants in
centers of limited population.
These men have no idle time on their hands.
Practically every hour of their working time is
occupied with piano work. They make their
time earn them a good profit. As they go
about their duties, rendering intelligent piano
service, they have an opportunity, in one home,
to convince the householder that the old piano
is out of date and needs replacement; in the next
home, they learn that Mr. Smith, the school
trustee, will shortly buy some pianos for the
schools; in another, a tuning order becomes a
really profitable general overhauling job as the
need of doing it is shown the customer directly.
Day after day new fields for doing business
open up to the alert merchant-service man.
I notice that in the Gulbransen Bulletin for
December appears the advertisement of a West-
ern house looking for a "repair work salesman
and tuner capable of constructively increasing
ordinary tuning orders to real repair jobs."
This house has the right idea. In addition to
making himself a factor in the business, such
a man can render a real service to the public.
Pianos not in first-class condition do not give
their owners full value return on their invest-
ment. They are not the inspiration to young
students, to the accomplished musician, that
they should be.
I feel that such a man renders a genuine serv-
ice to every piano owner, to his employer and
to the piano industry as a whole. And par-
ticularly when the dealer himself does this im-
portant work, certainly he has the interests of
all at heart and will give each one the best
service possible.
Not all piano dealers are mechanical-minded.
Not all are tuners. There is among them an-
other group who have musical talent. I have
seen many of them become leading factors in
their communities through activity in music af-
fairs. They play well or they sing or they are
members of the municipal band, or something
of that sort.
In a nearby city is an aggressive and success-
ful piano man. He is soloist in a church, and
is paid $1,500 a year for his services on Sundays.
Remunerative as that is, he states that its great-
est value to him is in the piano sales it leads to.
People have learned to know him at least by
reputation. They have confidence in his musi-
cal judgment. Many of them come to him in
the course of a year merely on the strength
of his ability as a singer.
This particular man told me that at the end
of the year he figures up the sales directly
traceable to his church work, and that it runs
into thousands of dollars in volume. Besides
that, there are undoubtedly many sales helped
by this influence which he never knows of.
Whether a man's talents run toward the
mechanical, the musically professional or simply
as a propagandist and supporter of things mu-
sical, there are unusual possibilities for him in
the piano business. The principal qualifications
;ire that a man be alert, be aggressive—that he
make himself a factor in his community. Con-
fidence in the merchant is a leading considera-
tion in good piano sales. People who intend
to pay for the goods they buy, and who are
the best credit risks, want assurance of de-
pendability in the man with whom they deal.
In making your plans for 1928 give a thought to the Bowen Loader and how it can increase your business
this year. With it you can canvass with the piano itself, for one man can operate the loader. It will
cut your delivery costs. A few months will earn its original cost and after that all is clear profit.
Increase the pou-er of your organization.
BOWEN PIANO LOADER CO.
Write for details today.
Winston-Salem, N. G.
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