Music Trade Review
Issue: 1930 Vol. 89 N. 9 - Page 3
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
Dke MosicTrade
Serving
Published Monthly
Music
$§Em
FEDERATED BUSINESS PUBLICATIONS, INC.
420 Lexington Are.
New York
the Entire ™^T
Vol. 89
[£W
September, 1930
Industry
Single Copiea
Twenty Centt
Annual Snbicription
Two Dollar*
No. 9
SELLING
REPRODUCERS
Says ALBERT E. LORNE
Manager, Sherman, Clay & Co., Oakland, Cal.
A
CiREAT many of us get a lot of wild
ideas, and usually we do nothing about
them. I guess we can't stand the criti-
cism, or else we pass up golden oppor-
tunities.
One of our directors mentioned to me, not
so long ago, that we were certainly to be con-
gratulated on the radio business we had done
in a couple of days. As I recall it, in those two
days we had had over fifty radio sales. My
answer to him was that while it was very nice
of him to compliment us, I didn't really think
IN
deliveries, fifty-odd service jobs and fifty-odd
people in contact. With the piano, there was
one delivery, one tuning, one sale. This feature
of the piano business is a new thought to many
people.
Now we don't always sell an expensive piano
like this, but I will wager that if we put our
thoughts more into this business and concen-
trate on it, we will get more of it.
We are planning to give several Duo-Art con-
certs within the next ninety days, showing and
explaining how the rolls are made. Phyllida
sort of setting, it does create a desire to buy.
We were astonished to hear the questions
that different persons asked about this alternat-
ing work. We look back to the time when Fred
Colber, the great Duo-Art recording artist, was
here on the Coast with us. We can attribute
a great number of Duo-Art sales to each visit
of his. Those who know him know that he
makes no pretense of being a salesman, but
when he demonstrates to the public what it
is all about, then the rest is easy.
We are going to follow his plan and have
Sherman, Clay & Co. Sell Reproducing Pianos With This Background
Left—One of the Duo-Art salons in the Oakland store of Shermarn, Clay & Co. Center—Miss Phyllida Ashley.
we should be complimented. He was quite
astonished at my reply, and his next question
was "Why?" Now I personally think that the
radio business is a marvelous business and is
about on a basis where we can enjoy a profit;
but, on the other hand, the piano business is a
marvelous business also.
He said, "Yes, it is. But what thought have
you in mind when you say that you should not
be complimented on the radio business?" I
told him it was only this: On those days the
radio sales were made I personally had sold a
Steinway Duo-Art custom which is practically
the same amount as the total of the radio sales.
In comparison—on the radios—we had fifty-odd
Ashley, a well-known musician and prominent
society lady, will assist in this, alternating with
the Duo-Art. We have redecorated our piano
salon to furnish a handsome background for
the beautiful custom-built pianos. You will
note from the pictures, both of the artist and
of the furnishings, that it makes an ideal set-
ting for an affair of this sort. We recently
gave a recital here and as a direct result we
sold two Duo-Art grands.
Now these are not things we are merely
crowing about, but they are things we have
actually done. Of course, we might give an-
other concert next week and get no results,
but with the right enthusiasm and the proper
Right—Recital platform in Duo-Art salon
arranged to have Miss Phyllida Ashley with us
for the next ninety days. She is well known
on the Coast, as well as in the East and in
Europe. Her recitals have proven very satis-
factory and she can do this alternating work
to perfection.
Now I cannot help feeling that if we want
to enjoy a healthy piano business this year we
will have to concentrate on the larger units.
These larger sales are there—if we will go
after them. We are going to exert every effort
for the next ninety days and concentrate on
this larger business. If we find that we are
successful in it, the trade can have an outline
(Please turn to page 21)
r
Dke MosicTrade
Serving
Published Monthly
Music
$§Em
FEDERATED BUSINESS PUBLICATIONS, INC.
420 Lexington Are.
New York
the Entire ™^T
Vol. 89
[£W
September, 1930
Industry
Single Copiea
Twenty Centt
Annual Snbicription
Two Dollar*
No. 9
SELLING
REPRODUCERS
Says ALBERT E. LORNE
Manager, Sherman, Clay & Co., Oakland, Cal.
A
CiREAT many of us get a lot of wild
ideas, and usually we do nothing about
them. I guess we can't stand the criti-
cism, or else we pass up golden oppor-
tunities.
One of our directors mentioned to me, not
so long ago, that we were certainly to be con-
gratulated on the radio business we had done
in a couple of days. As I recall it, in those two
days we had had over fifty radio sales. My
answer to him was that while it was very nice
of him to compliment us, I didn't really think
IN
deliveries, fifty-odd service jobs and fifty-odd
people in contact. With the piano, there was
one delivery, one tuning, one sale. This feature
of the piano business is a new thought to many
people.
Now we don't always sell an expensive piano
like this, but I will wager that if we put our
thoughts more into this business and concen-
trate on it, we will get more of it.
We are planning to give several Duo-Art con-
certs within the next ninety days, showing and
explaining how the rolls are made. Phyllida
sort of setting, it does create a desire to buy.
We were astonished to hear the questions
that different persons asked about this alternat-
ing work. We look back to the time when Fred
Colber, the great Duo-Art recording artist, was
here on the Coast with us. We can attribute
a great number of Duo-Art sales to each visit
of his. Those who know him know that he
makes no pretense of being a salesman, but
when he demonstrates to the public what it
is all about, then the rest is easy.
We are going to follow his plan and have
Sherman, Clay & Co. Sell Reproducing Pianos With This Background
Left—One of the Duo-Art salons in the Oakland store of Shermarn, Clay & Co. Center—Miss Phyllida Ashley.
we should be complimented. He was quite
astonished at my reply, and his next question
was "Why?" Now I personally think that the
radio business is a marvelous business and is
about on a basis where we can enjoy a profit;
but, on the other hand, the piano business is a
marvelous business also.
He said, "Yes, it is. But what thought have
you in mind when you say that you should not
be complimented on the radio business?" I
told him it was only this: On those days the
radio sales were made I personally had sold a
Steinway Duo-Art custom which is practically
the same amount as the total of the radio sales.
In comparison—on the radios—we had fifty-odd
Ashley, a well-known musician and prominent
society lady, will assist in this, alternating with
the Duo-Art. We have redecorated our piano
salon to furnish a handsome background for
the beautiful custom-built pianos. You will
note from the pictures, both of the artist and
of the furnishings, that it makes an ideal set-
ting for an affair of this sort. We recently
gave a recital here and as a direct result we
sold two Duo-Art grands.
Now these are not things we are merely
crowing about, but they are things we have
actually done. Of course, we might give an-
other concert next week and get no results,
but with the right enthusiasm and the proper
Right—Recital platform in Duo-Art salon
arranged to have Miss Phyllida Ashley with us
for the next ninety days. She is well known
on the Coast, as well as in the East and in
Europe. Her recitals have proven very satis-
factory and she can do this alternating work
to perfection.
Now I cannot help feeling that if we want
to enjoy a healthy piano business this year we
will have to concentrate on the larger units.
These larger sales are there—if we will go
after them. We are going to exert every effort
for the next ninety days and concentrate on
this larger business. If we find that we are
successful in it, the trade can have an outline
(Please turn to page 21)
r
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