Music Trade Review

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
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T
HE steadily increasing production of
grand pianos and period models and the
growing vogue of that type of instru-
ment among the buyers of pianos of the
better sort has created a problem for many
salesmen, for the retail trade is fast passing the
point where a piano is a piano and name and
price are the chief consideration. Now the
salesman has another appeal and that lies in the
artistic appearance of the instrument case itself.
The more he understands, therefore of period
decoration and its meaning the more intelli-
The Wrong Piano
gently can he talk to the customer who has to
decide upon a piano for a particular room.
There is a story that has been told for years,
and still applies, of the small tradesman who
had suddenly reached a position of affluence
through fortunate real estate deals, bought him-
self a fine residence and set out to furnish it
appropriately. He and his wife were admiring
an elaborate suite of furniture heavily gilded
and had gotten down to the point of discussing
details. "That's a perfect example of Louis
XVI furniture," said the salesman. "Was there
so many Louies in the family that they had to
number them?" asked the customer, and then
inquired "what was his last name?" Perhaps
a bit exaggerated but the average piano sales-
man on more than one occasion meets with
equal ignorance on the part of customers re-
garding the decorative styles.
complete knowledge of decorative treatments
that the salesman owes it to himself an-d to his
house to be sufficiently well informed as to be
able to talk intelligently and accurately. Thou-
sands of American homes of the better class,
and many of the middle class, for that matter,
have been furnished in accordance with recog-
nized decorative rules. The library may fol-
low a certain definite style, the dining room
another, and the living room, or music room,
still another particular period. For the sales-
man to suggest that a piano of the William and
The Room Itself
The Right Piano
When it is a case of lack of knowledge on
the part of the customer the salesman must be
able to furnish accurate information regarding
the periods and their styles. His superiority
in that knowledge, properly emphasized, com-
mands respect, and if the statements are au-
thentic he has no need to fear that the ignorant
customer may at some time put the piano
under the criticism of a friend who is well
informed.
It is when the customer has a more or less
Mary period, or one that follows the Sheraton
style, is the proper thing for a room that is
distinctly French in its decorative characteris-
tics and furnishings would prove a fatal error,
and undermine the confidence of the prospect
in everything else that might be said regard-
ing the instrument.
It is unfortunate that in the larger centers
at least there are not available schools and
classes for the training of piano salesmen in
(Continued on page 23)
By H. R. KLINE
10