Presto
Issue: 1920 1787 - Page 8
PRESTO
October 23, 1920.
during the past two or three years, and it is for this
reason that I am writing this reminder.
The travelers are willing—I will vouch for their
willingness, to a man. All they need is the hunch—-
and this is the hunch.
As I see conditions today in the piano trade they
Piano Travelers Exhorted to Assist the Deal- arc that where dealers are not getting the business
it is due to the fact that they are not putting their
ers to Again Catch Their Old-Time Stride,
old time steam and pep into their selling. Their
Just as They Used to Do.
sales organizations have become depleted and what
selling organizations such dealers have left are luke-
By George W. Allen.
(President National Piano Travelers' Association.) warm, working half heartedly and lack the ginger.
Such dealers and their salesmen do not seem to
Editor Presto: If your good paper will give me realize that the days are again upon us when we
a little of its valuable space, I believe I can use it must again go out and sell pianos and in this work
in a message to the wholesale travelers which will the travelers can do the whole piano trade a service
benefit the entire trade at this time.
of inestimable value to awaken their dealers and
The thought I want to get over to the travelers is their selling forces to this fact and by example
to lose no opportunity, at this time, to assist their instill into them the energy and enthusiasm they
dealers to put over some retail sales.
lack.
In the old days, when the dealer had to sell pianos,
Let the travelers get the retail selling staffs to-
as distinguished from the past two and a half years gether and give them ginger talks. Tell them that
when his customers came in and bought his instru- the buying days are over; that selling days have
ments, the travelers were accustomed to assisting come. Tell them of instances of dealers, which
the dealers to make retail sales. The dealers usually every live traveling man knows, who are going out
had two or three hard nuts saved up for every after business and getting it. And when possible
traveling man, who sold him goods, and many a get out with the men and bowl over a good sale or
seeming impossible sale was thus snatched from the two to show that it can be done. The traveler can
"burning bush" by the clever and willing assistance do these things. He has done it in the old days
of "a factory representative."
and is willing to do it now, if it hasn't escaped him.
The travelers were always willing to be drafted And the thing that makes this sort of thing doubly
into such a service. In fact they courted it and important and helpful at this time is, because many
reveled in it, as the majority of wholesale travelers a good retail salesman and dealer, too, for that
matter, has not yet caught his old-time selling stride
have long ago won their spurs in the retail game.
But it occurs to me that the value of such service or has not yet sensed that we must again go out
may have escaped many of the travelers at this time and get the signature on the dotted line by plugging
in the good old way.
owing to the lack of necessity to get out and hustle
THIS IS THE TIME TO
GIVE DEALERS A LIFT
GULBRANSEN PLAYERPIANOS
PROVIDE GOOD TIMES
Saturday Evening Post Full-Page Ad. Calls Atten-
tention to Advantages of This Player.
Again the Gulbransen-Dickinson Company shows
its enterprise. Again it becomes a household word
across the continent and farther. In the October
23rd issue of the Saturday Evening Post, the highest-
priced advertising medium in the world, there ap-
pears a full-page ad. inviting owners of playerpianos
to write for a copy of the booklet, "Good Times
With Your Gulbransen," which aims to educate
people in the choice of better music and in the ren-
dition of better music by a clearer understanding of
the playerpiano.
There is a broad, unselfish idea back of such a
campaign. The effect which the liberal distribution
of such literature will have in influencing people to
know better music and to play it better is far-reach-
ing. And the enormous cost of this educational
work done to help not only the Gulbransen-Dickin-
son Company but the entire player industry, shows
the broad spirit of the Gulbransen playerpiano man-
ufacturers.
SUCCESSFUL NEVADA DEALER.
The new store of J. D. Mariner, Reno, Nev., pos-
sesses- every requirement for the modern piano store.
The beautiful warerooms at 124-126 North Virginia
street are the result of taste and experience. The
pioneer Nevada music dealer has built up a splendid
trade.
BJUR BROS. CO. HONEST
The Sign of
/""?
PIANOS
LIBERAL
VALUES
WE5ERBBO5..IIK.
NEW YORK
ESTABLISHED 1887
Makers of
Pianos and Players of Quality
Manufacturer* of Bjur Bros. Fiancs
705-717 WHITLOCK AVENUE. NEW YORK
HALLET & DAVIS
Grand
Small Grand
Upright
Player Piano
PIANOS
Handled by the
most successful
retailers in the
country.
HOME OFFICE, 146 Boylston St., Boston
WAREROOMS, Boston, New York, Chicago
FACTORY: Boston
BRINKERHOFF
Player-Pianos and Pianos
Hi* Lin* That Sells E&aily and Satisfies Always
BRINKERHOFF PIANO CO. " " S . H S y 1 * CHICAGO
SWAN PIANOS
Quick Sales and
Satisfied Customers
That's what you want and that's what you get when you sell Straube-
made players and pianos.
The constant and growing demand for Straube-made instruments is
due to their high quality which is indicated by the kind of people
who buy them. You can see that they are being selected by those
who choose most carefully.
As a dealer you know the advantage of selling a line of instruments
with a standing of this sort. Let us tell you about our interesting
dealer proposition.
The Sign of
are of the highest grade
t h a t c a n be obtained
through over 50 years of
p r a c t i c a l experience in
piano and organ building.
Illustrations a n d c a t a-
logues of various styles
will be furnished pian«.
merchants on application,
SWAN ORGANS
*,.*» s *'+\ s g
% ^jgS §
ipgcilsll
Ja^L^*.
G8§gj§g£j)
^nSStf^
The tremendous superi-
ority of the SWAN Reed
Organs over all others lies
in the absolute mechanism
an(
5 scientific perfection is>
the bellows action and stop
action, making it the best
value in modern o r g a n
building,
STRAUBE PIANO CO., Hammond, Ind.
S. N. SWAN & SONS, ••-**•* FREEPORT, ILL
BAUER PIANOS
]£• Leins Piano Company
JULIUS BAUER
1535 Altgeld Street. CHICAGO
Office and Warerooms
Old Number. 244 Wabaah A*
New Number. 305 S. Wabash A*
Makers of Pianos That Are Leaders
in Any Reliable Store
NEW FACTORY. 304 W. 42nd St.. NEW YORK
KOHLER & CAMPBELL PIANOS
Kimball Building
CHICAGO
KOHLER ® CAMPBELL, Inc.
11th Ave. and 50th St., New York
Phelan Building
SAN FRANCISCO
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
October 23, 1920.
during the past two or three years, and it is for this
reason that I am writing this reminder.
The travelers are willing—I will vouch for their
willingness, to a man. All they need is the hunch—-
and this is the hunch.
As I see conditions today in the piano trade they
Piano Travelers Exhorted to Assist the Deal- arc that where dealers are not getting the business
it is due to the fact that they are not putting their
ers to Again Catch Their Old-Time Stride,
old time steam and pep into their selling. Their
Just as They Used to Do.
sales organizations have become depleted and what
selling organizations such dealers have left are luke-
By George W. Allen.
(President National Piano Travelers' Association.) warm, working half heartedly and lack the ginger.
Such dealers and their salesmen do not seem to
Editor Presto: If your good paper will give me realize that the days are again upon us when we
a little of its valuable space, I believe I can use it must again go out and sell pianos and in this work
in a message to the wholesale travelers which will the travelers can do the whole piano trade a service
benefit the entire trade at this time.
of inestimable value to awaken their dealers and
The thought I want to get over to the travelers is their selling forces to this fact and by example
to lose no opportunity, at this time, to assist their instill into them the energy and enthusiasm they
dealers to put over some retail sales.
lack.
In the old days, when the dealer had to sell pianos,
Let the travelers get the retail selling staffs to-
as distinguished from the past two and a half years gether and give them ginger talks. Tell them that
when his customers came in and bought his instru- the buying days are over; that selling days have
ments, the travelers were accustomed to assisting come. Tell them of instances of dealers, which
the dealers to make retail sales. The dealers usually every live traveling man knows, who are going out
had two or three hard nuts saved up for every after business and getting it. And when possible
traveling man, who sold him goods, and many a get out with the men and bowl over a good sale or
seeming impossible sale was thus snatched from the two to show that it can be done. The traveler can
"burning bush" by the clever and willing assistance do these things. He has done it in the old days
of "a factory representative."
and is willing to do it now, if it hasn't escaped him.
The travelers were always willing to be drafted And the thing that makes this sort of thing doubly
into such a service. In fact they courted it and important and helpful at this time is, because many
reveled in it, as the majority of wholesale travelers a good retail salesman and dealer, too, for that
matter, has not yet caught his old-time selling stride
have long ago won their spurs in the retail game.
But it occurs to me that the value of such service or has not yet sensed that we must again go out
may have escaped many of the travelers at this time and get the signature on the dotted line by plugging
in the good old way.
owing to the lack of necessity to get out and hustle
THIS IS THE TIME TO
GIVE DEALERS A LIFT
GULBRANSEN PLAYERPIANOS
PROVIDE GOOD TIMES
Saturday Evening Post Full-Page Ad. Calls Atten-
tention to Advantages of This Player.
Again the Gulbransen-Dickinson Company shows
its enterprise. Again it becomes a household word
across the continent and farther. In the October
23rd issue of the Saturday Evening Post, the highest-
priced advertising medium in the world, there ap-
pears a full-page ad. inviting owners of playerpianos
to write for a copy of the booklet, "Good Times
With Your Gulbransen," which aims to educate
people in the choice of better music and in the ren-
dition of better music by a clearer understanding of
the playerpiano.
There is a broad, unselfish idea back of such a
campaign. The effect which the liberal distribution
of such literature will have in influencing people to
know better music and to play it better is far-reach-
ing. And the enormous cost of this educational
work done to help not only the Gulbransen-Dickin-
son Company but the entire player industry, shows
the broad spirit of the Gulbransen playerpiano man-
ufacturers.
SUCCESSFUL NEVADA DEALER.
The new store of J. D. Mariner, Reno, Nev., pos-
sesses- every requirement for the modern piano store.
The beautiful warerooms at 124-126 North Virginia
street are the result of taste and experience. The
pioneer Nevada music dealer has built up a splendid
trade.
BJUR BROS. CO. HONEST
The Sign of
/""?
PIANOS
LIBERAL
VALUES
WE5ERBBO5..IIK.
NEW YORK
ESTABLISHED 1887
Makers of
Pianos and Players of Quality
Manufacturer* of Bjur Bros. Fiancs
705-717 WHITLOCK AVENUE. NEW YORK
HALLET & DAVIS
Grand
Small Grand
Upright
Player Piano
PIANOS
Handled by the
most successful
retailers in the
country.
HOME OFFICE, 146 Boylston St., Boston
WAREROOMS, Boston, New York, Chicago
FACTORY: Boston
BRINKERHOFF
Player-Pianos and Pianos
Hi* Lin* That Sells E&aily and Satisfies Always
BRINKERHOFF PIANO CO. " " S . H S y 1 * CHICAGO
SWAN PIANOS
Quick Sales and
Satisfied Customers
That's what you want and that's what you get when you sell Straube-
made players and pianos.
The constant and growing demand for Straube-made instruments is
due to their high quality which is indicated by the kind of people
who buy them. You can see that they are being selected by those
who choose most carefully.
As a dealer you know the advantage of selling a line of instruments
with a standing of this sort. Let us tell you about our interesting
dealer proposition.
The Sign of
are of the highest grade
t h a t c a n be obtained
through over 50 years of
p r a c t i c a l experience in
piano and organ building.
Illustrations a n d c a t a-
logues of various styles
will be furnished pian«.
merchants on application,
SWAN ORGANS
*,.*» s *'+\ s g
% ^jgS §
ipgcilsll
Ja^L^*.
G8§gj§g£j)
^nSStf^
The tremendous superi-
ority of the SWAN Reed
Organs over all others lies
in the absolute mechanism
an(
5 scientific perfection is>
the bellows action and stop
action, making it the best
value in modern o r g a n
building,
STRAUBE PIANO CO., Hammond, Ind.
S. N. SWAN & SONS, ••-**•* FREEPORT, ILL
BAUER PIANOS
]£• Leins Piano Company
JULIUS BAUER
1535 Altgeld Street. CHICAGO
Office and Warerooms
Old Number. 244 Wabaah A*
New Number. 305 S. Wabash A*
Makers of Pianos That Are Leaders
in Any Reliable Store
NEW FACTORY. 304 W. 42nd St.. NEW YORK
KOHLER & CAMPBELL PIANOS
Kimball Building
CHICAGO
KOHLER ® CAMPBELL, Inc.
11th Ave. and 50th St., New York
Phelan Building
SAN FRANCISCO
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
Future scanning projects are planned by the International Arcade Museum Library (IAML).