Music Trade Review

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BUSINESSMAN'S P.A.C.
(Continued from page
20)
THEIR liberties! The American Busi-
nessman's P.A.C. will be in a position
to fill this role.
The fight will not be easy. Besides
the natural obstacles of indifference,
laziness, stinginess, jealousy, there
will be those thrown in our path by
persons who will quickly see the dan-
ger of their own ambitions. Which
leads to the question—have we got the
guts to go wholeheartedly into this
plan of forming the American Busi-
nessman's P.A.C? Are we willing to
work for it? Are we willing to put
our hands in our pockets, not only for
our own sakes but for our fellow-
citizens, for our children, and for
those who come after them? Are we
willing—after the first start—to stick
with it; to see it through to the end?
Or will we let our detrimentation peter
out after a few sops have been thrown
to us? Has our American heritage
become already so enfeebled by the
assault of the last twelve years that it
cannot arouse itself from apathy,
Now is the Appointed Time
Of the interesting opinions by man-
ufacturers and dealers in the October
issue of the REVIEW a few — perhaps
hopeless of any other course—show
a willingness to play cards with the
devil; though the game so far has
been unprofitable, and likely to con-
tinue so. On the other hand the letter
of Fred P. Stieff was heart-warming.
Here's a man who "speaks right out
in meetin'." Just the kind of man
needed for the job ahead of us. The
majority of letters carry a note of
exasperation and resentment that au-
gurs well for the successful formation
of such an organization as I am ad-
vocating ."Now is the appointed time".
If we don't do it now we'll never do it.
Practically every business is as badly
off as we are—and as badly put to
it to know what to do. Alarmed at
the coming storm the enemy will make
concessons. We mustn't let ourselves
be fooled. We will be fighting for a
principle that permits no compromise.
Bigger things are at stake than the
piano business. If we don't do this
thing NOW—at this time—when the
danger is so real — not only to our
existence as business men but as free
Americans—then our case is hopeless.
This plan of forming the A.B.P.A.C.
—if you please to call it that—is
presented with modesty. Other men
will think of other ways. This is the
only one I can conceive of. To me
the way is plain. To carry the fight
to the enemy and to do it now. It is
at least thorough and drastic. It aims
at eventually doing away with all
forces and combinations designed with
the purpose of changing our tradition-
al American way of life. |Thei O.P.A.
is first on the list because it is un-
doubtedly the most sinister influence
in this direction today.
Just a suggestion. While member-
ship in the A.B.P.A.C. should be open
to all citizens, to preserve its original
purpose executive and committee mem-
bership should be limited to business
men or men with a business back-
ground, assisted by professional ad-
visers and workers. They should be
highly paid. John L. Lewis, Phil
Murray, do not work for nothing.
And now—we must hurry, while
some of us still have a nickel to bless
ourselves with. First of all—the O.P.
A. This is the job we can cut our
teeth on. Getting rid of the biggest
obstruction to a safe, sane and vigor-
ous prosperity will show the country
we've got something. Other tasks will
lay ahead. The American Business-
man's Political Action Committee, once
formed, can become a tremendous
force for good — perhaps the greatest
in the history of our beloved U.S.A.
(c) What should be covered in such
a program.
Manufacturers and suppliers told of
their special sales (at retail) problem
and suggested methods of product pres-
entation. A high-light of the presenta-
tion was a prepared address by Vincent
Bach on "How to Sell Brass Instru-
ments." Specific suggestions for chap-
ter headings and material to be inclu-
ded in the chapters were prepared for
consideration by the conferees at the
second day meeting.
At the end of the session the group
unanimously approved a resolution ask-
ing the Executive Committee to author-
ize and the Sales Training Committee
to prepare a Sales Training Manual
similar to those under discussion.
Tuesday was spent considering the
manual contents suggested the previous
day and in making definite assignments
to those who will prepare the original
manuscript.
There will be ten chapters as fol-
lows :
1. The Miracle of Music
2. Your Music Stores
3. Sales Problems Peculiar to the
Music Industry
4. Sales Opportunities
5. Stepping Up Sales—Plus Sellingr
6. Selecting and Training Salesmen
7. Salesmen As a Business Builder
8. Techniques of Salesmanship
9. Services That Build Sales
10. Your Community Relations
Each chapter will include a brief
statement about the purposes of that
particular section, teaching suggestions
applied to the chapter, instructional
content, a series of questions, discus-
sions problems and bibliography.
In addition to the over-all teaching
material to be prepared by selected
merchants, the various trade groups
will be requested to prepare special
product information.
TRAINING MANUAL
I Continued
from page
17)
cation" (originally scheduled to be
given by Dr. Kyker who was ab-
sent because of illness.)
^rppleton 5
and
"The music industry's problem as
we see it."
The second part of the address was
based upon a study of the industry's
training problem. Several of the lead-
ing manufacturers and suppliers had
cooperated in supplying training and
promotional material.
The afternoon was devoted to a
round-table discussion based upon these
points:
(a) Does the industry need a train-
ing program.
(b) Is this the most practical ap-
proach.
THE MUSIC TRADE REVIEW, NOVEMBER, 1945
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