Music Trade Review
Issue: 1954 Vol. 113 N. 3 - Page 6
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Piano Panel Discuss Many Industry
Problems at Recent Atlanta Conference
interesting facts regarding the
S OME
piano business came to light during
the floor discussion before the piano
panel which took place at the South-
mark-up including overhead, the tuner
shortage and how it might be overcome.
Going back to the first question, it
was revealed that a piano is tuned the
brought out that musicians had not
proved to be satisfactory salesmen. It
was found, however, that vacum clean-
er men and insurance men who didn't
know anything about pianos could be
readily trained. Some dealers had a
training course in which within ten
days the trainee is schooled in the dif-
PIANO PANEL AT SOUTH EASTERN REGIONAL CONFERENCE:
HARRY
V. WILLIAMS,
JOHN H. GETTELL, V. P. MANLEY, MIKE FORBES, EMERT S. RICE.
eastern Conference, whicht was held in
Atlanta, Georgia last month. The mem-
bers of this piano roundtable discus-
sion were Verne P. Manly, manager of
Rich's Piano Dept. in Atlanta, who was
moderator, John H. Gettell, Vice-Presi-
dent and Sales Manager of Winter &
Co., New York, Mike Forbes, E. E.
Forbes & Sons Piano Co., Birmingham.
Ala., Eddie Reynolds, President of the
Reynolds Piano Co., Jacksonville. Fla..
Emert S. Rice, W. S. Rice & Son, Co-
lumbia, S. C. and Harry V. Williams.
President of the Piano Mart in Louis-
ville, Ky. The rest of this panel was
composed of dealers, one man who has
traveled all over the country calling on
dealers and another man who was a
traveling salesman and is now presi-
dent of a retail piano establishment.
Questions which were asked included
what a dealer did about tuning pianos
when they are sold, if anyone had in-
surance in case a customer died, could
the piano on the floor be priced with
the bench or without it. what seems to
be the best method to pay a salesman,
how much to give in a trade-in, how
one would go about recruiting piano
salesmen, whether women are satisfac-
tory sales representatives, how can re-
tailers and manufacturers improve the
prestige of the piano business in order
to interest better salesmen. Also, a
great many questions referring to the
rental of pianos, what is the average
EDDIE
REYNOLDS,
ferences between pianos whether or not
day it is sent out and if at the end of
he had handled them previously. It
90 days the customer complains, the
was also stated that in securing a sales-
dealer gives him a free tuning, other-
man from outside fields, the sales
wise nothing. It was then pointed out
trainee brought in many successful
that there was a company in Chicago
ideas which he introduced in selling
which specializes in insurance which
pianos.
covers the life of a purchaser and pays
In respect to the shortage of sales-
off in the case of death.
man, it was revealed that several deal-
The answer to the question "Bench or
ers had successfully employed women
without a bench" brought the remark
who were doing a very creditable job
from one that it was priced all in one
in selling pianos, which was attested
unit, whereas another dealer works it
to by one woman in the audience who
both ways.
said, "I have been a piano saleswoman
In respect to paying a salesman, one
fourteen years and have made a good
dealer stated that a flat salary was
living."
paid and 1% of the gross, irrespective
Verne R. Manley pointed out that
of who makes the sale. In one case, a
Rich's had 45 decorators and women in
moderate salary and the commission on
their home advisory service. "These are
the sale of merchandise was paid, but
the people," he said, "who go out to
the commissions were not paid in cash
until 20% had been paid in on the people's homes and recommend what
they should buy in the way of furni-
piano.
ture and fabrics. They sell so many
On net sales it was stated, that most
pianos that we are thinking seriously
salesmen are worth on the average of
of pulling a few out and putting them
10% of what they sell with a range of
in our piano department."
from 8 to 12%. this percentage includ-
ing commission and salary, and no
Some mention was made regarding
credits or returns are charged against
the teaching of piano salesmen, to
his salary.
which Mr. Manley said, "I think manu-
facturers have a bigger job to do.
The question—"How would you go
There is no place any longer for the
about recruiting piano salesmen?"
fellow who gets on the phone and says,
brought out some very interesting com-
ments. It developed that most of the 'Want to buy anything today?' and
then goes away for another six months.
dealers preferred to develop their sales-
We need more knowledge from the
men from personnel in other depart-
man who makes the product. I always
ments of the business. It was also
THE MUSIC TRADE REVIEW, MARCH, 1954
Piano Panel Discuss Many Industry
Problems at Recent Atlanta Conference
interesting facts regarding the
S OME
piano business came to light during
the floor discussion before the piano
panel which took place at the South-
mark-up including overhead, the tuner
shortage and how it might be overcome.
Going back to the first question, it
was revealed that a piano is tuned the
brought out that musicians had not
proved to be satisfactory salesmen. It
was found, however, that vacum clean-
er men and insurance men who didn't
know anything about pianos could be
readily trained. Some dealers had a
training course in which within ten
days the trainee is schooled in the dif-
PIANO PANEL AT SOUTH EASTERN REGIONAL CONFERENCE:
HARRY
V. WILLIAMS,
JOHN H. GETTELL, V. P. MANLEY, MIKE FORBES, EMERT S. RICE.
eastern Conference, whicht was held in
Atlanta, Georgia last month. The mem-
bers of this piano roundtable discus-
sion were Verne P. Manly, manager of
Rich's Piano Dept. in Atlanta, who was
moderator, John H. Gettell, Vice-Presi-
dent and Sales Manager of Winter &
Co., New York, Mike Forbes, E. E.
Forbes & Sons Piano Co., Birmingham.
Ala., Eddie Reynolds, President of the
Reynolds Piano Co., Jacksonville. Fla..
Emert S. Rice, W. S. Rice & Son, Co-
lumbia, S. C. and Harry V. Williams.
President of the Piano Mart in Louis-
ville, Ky. The rest of this panel was
composed of dealers, one man who has
traveled all over the country calling on
dealers and another man who was a
traveling salesman and is now presi-
dent of a retail piano establishment.
Questions which were asked included
what a dealer did about tuning pianos
when they are sold, if anyone had in-
surance in case a customer died, could
the piano on the floor be priced with
the bench or without it. what seems to
be the best method to pay a salesman,
how much to give in a trade-in, how
one would go about recruiting piano
salesmen, whether women are satisfac-
tory sales representatives, how can re-
tailers and manufacturers improve the
prestige of the piano business in order
to interest better salesmen. Also, a
great many questions referring to the
rental of pianos, what is the average
EDDIE
REYNOLDS,
ferences between pianos whether or not
day it is sent out and if at the end of
he had handled them previously. It
90 days the customer complains, the
was also stated that in securing a sales-
dealer gives him a free tuning, other-
man from outside fields, the sales
wise nothing. It was then pointed out
trainee brought in many successful
that there was a company in Chicago
ideas which he introduced in selling
which specializes in insurance which
pianos.
covers the life of a purchaser and pays
In respect to the shortage of sales-
off in the case of death.
man, it was revealed that several deal-
The answer to the question "Bench or
ers had successfully employed women
without a bench" brought the remark
who were doing a very creditable job
from one that it was priced all in one
in selling pianos, which was attested
unit, whereas another dealer works it
to by one woman in the audience who
both ways.
said, "I have been a piano saleswoman
In respect to paying a salesman, one
fourteen years and have made a good
dealer stated that a flat salary was
living."
paid and 1% of the gross, irrespective
Verne R. Manley pointed out that
of who makes the sale. In one case, a
Rich's had 45 decorators and women in
moderate salary and the commission on
their home advisory service. "These are
the sale of merchandise was paid, but
the people," he said, "who go out to
the commissions were not paid in cash
until 20% had been paid in on the people's homes and recommend what
they should buy in the way of furni-
piano.
ture and fabrics. They sell so many
On net sales it was stated, that most
pianos that we are thinking seriously
salesmen are worth on the average of
of pulling a few out and putting them
10% of what they sell with a range of
in our piano department."
from 8 to 12%. this percentage includ-
ing commission and salary, and no
Some mention was made regarding
credits or returns are charged against
the teaching of piano salesmen, to
his salary.
which Mr. Manley said, "I think manu-
facturers have a bigger job to do.
The question—"How would you go
There is no place any longer for the
about recruiting piano salesmen?"
fellow who gets on the phone and says,
brought out some very interesting com-
ments. It developed that most of the 'Want to buy anything today?' and
then goes away for another six months.
dealers preferred to develop their sales-
We need more knowledge from the
men from personnel in other depart-
man who makes the product. I always
ments of the business. It was also
THE MUSIC TRADE REVIEW, MARCH, 1954
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