Presto
Issue: 1924 1983 - Page 10
10
PRESTO
ROLL SALES AND
PLAYER BUSINESS
That riayerpiano Sales Increase in Proportion
to Sum of Rolls Sold by Firm Is Fact
Generally Conceded.
The influence of the music rolls on the feeling of
the public towards playerpianos is never minimized
by the observant dealer. Neglect by the dealers to
keep up the interest of player owners in the continu-
ous music roll productions is reflected by a decreased
interest in the instruments. The road to playerpiano
sales is by way of the roll sales and the dealer who
realizes that fact makes the effort for roll sales an
activity of prime importance in the store. There is
stimulation in the thought that in selling rolls one
is creating possibilities for player sales. In that way
the methods employed to increase roll sales are
matters of considerable interest to dealer and sales-
men.
The effort of the enthusiastic music roll salesman
or saleswoman is to sell more than the roll or rolls
required by the customer. Whether the end is ef-
fected through suggestion or other forms of sales
ability, selling as many rolls as possible is the aim.
Of course the instinct of the good salesman or sales-
woman will attain the desirable end without giving
offense or making the customer "department shy."
Many a customer to the roll department is bored
by the insistent sales person lacking the essential in-
genuity in sales. A lot of things are calculated to
change the regular roll customer into a "department
shy" and periodic one. Crudity in the methods of
forcing a bigger purchase than that intended is one.
The necessity for good judgment is required by the
salesman at all times. Restraint in urging may pre-
serve a good regular customer. Customers are liable
to bolt when those in attendance in roll departments
are crudely insistent in urging the purchase of more
numbers than those asked for.
But to the salesman or saleswoman of judgment
that should be no deterrent to the earnest purpose to
make the sales as big as possible. In order to turn
over the roll stock profitably, the people in charge of
selling must be on the job all the time. But tact
July 26, 1924.
must be observed. The direct attack is usually crude,
and few customers will stand for it. Therefore the
desire for additional numbers must be created through
suggestion.
The power of suggestion is made plain in the work
of the advertising department, of that of the window
dresser as well as that of the sales force in the roll
department. Selling rolls with the desired speed in
turnover is a fine art when the attractiveness of the
department is preserved and the customers remain
friendly to the store.
Selling by suggestion is also performed by grouped
lists sent by mail. This means is rendered the more
effective if care is taken to send the lists with con-
sideration of the suitability of the numbers to the
prospects. Making a selective list takes time, but it
pays. The well-managed department will have some
data to tell the kind of music the customer bought in
the past. That kind of information will enable the
roll department to arrange special lists to interest
particular individuals.
MANUFACTURING IN 1923.
Manufacturing activities in the United States in
1923 were-evidently far ahead of those in 1921 and
may turn out to compare favorably with the phenome-
nally high record of 1919, according to an analysis
prepared for the Trade Record of the National City
Bank. "This indication," the analysis says, "is sub-
ject to revision by reason of the fact that the census
returns of manufacturers in 1923 thus far given lo
the public only include a dozen groups of manufac-
tures. But as the aggregate value of their outturn in
1923 is over $500,000,000 against but $274,000,000 in
1921 and $373,000,000 in the high record year, 1919,
the suggestion that the full record of 1923 will ma-
terially exceed 1921 and perhaps approximate the
high record of 1919 seems justified."
PROGRESSIVE CHICAGO DEALER.
BALDWIN ISSUES HANDSOME
BOOK FOR CONVENTION
Baldwin Instruments in All Their Grace and Splen-
dor and Pictures of Great Artists Shown.
The Baldwin Co., Cincinnati, Ohio, in preparing for
the Western Music Trade. 1 ) Convention, San Fran-
cisco, Calif., which convened on Tuesday of this
week and adjourned Friday, did not overlook the
publishing of a beautiful book showing the Baldwin
products in a most impressive fashion and the art-
ists who favor and indorse them.
The representatives of the Baldwin Company at the
convention had a large number of the books on hand
and distributed them among the visiting dealers who
found it an enlightening method of acquainting
themselves with the fine instruments of the Cincin-
nati industry and the famous artists who use thc'|.
All models of the Baldwin pianos were elaborately
pictured in the book and a description of each was
given.
EXPORTS UP, IMPORTS DOWN.
Preliminary figures for the fiscal year ended June
30, 1924, issued today by the Department of Com-
merce show a falling off of $223,811,433 in imports for
the period, and an increase of $354,892,424 in the
value of exports. The excess of exports over im-
ports during the fiscal year was $754,478,265. The
previous year the excess of exports over imports was
only $175,774,408. Both the falling off in imports and
the increase in exports are attributed by the officials
mainly to the general slump in business conditions
as a result of which imports have fallen, while manu-
facturers have been stirred to make heavier sales
abroad in an effort to dispose of surplus goods that
could not find ready sale in the home market.
Kimball pianos are featured in the store of the
Western Music Shop, 2451 West 47th street, Chicago,
and fine sales are reported this summer. Roman F.
Michalak is the proprietor of this fine store, which
is in a fine district for music goods sales. The store
also carries the Kimball phonographs, Vocalion rec-
ords, and other musical instruments.
The True Test
Compare the new Jesse French & Sons Piano
Jesse French & Sons Style BB
with any other strictly high grade piano in tone,
touch and general construction, and you will be
convinced at once that t h e y offer the most
exceptional v a l u e s to be found anywhere.
Write today for catalog and prices
"They are the one best buy on the market"
C ncinnati Factories of The Baldwin Piano Company
SUCCESS
is assured the dealer who takes advantage of
THE BALDWIN CO-OPERATION PLAN
which offers every opportunity to represent
under the mos". favorable conditions a com-
plete line of high grade pianos, players and
reproducers.
For tnforma,ian wrllt
JESSE FRENCH & SONS PIANO CO.
NEW CASTLE,
INDIANA
Palbtom $iano Company
CINCWWATI
iNDUNAPOLId
L0UI8V1U.B
/ncorporate*
CHICAGO
ST. LOUIS
DALLAS
N«W YORK
DKNYKR
BAN FRANCIBCO
For QUALITY, SATISFACTION and PROFIT
NEWMAN BROTHERS PIANOS
NEWMAN BROS. CO.
Established 1870
Grand, Upright and Player Pianos
New Haven and New York
Mathushek Piano Manufacturing Co.
132nd St. and Alexander Ave..
NEW YORK CITY
ACTUALITY PRODUCT
FOR OVER
QUARTER OFA CENTURY
Factories, 816 DIX ST., Chicago, 111.
Kindler & Collins
Pianos
520-524 W. 48Ui $
NEW YORK
Place That Want Ad in The Presto
POOLE
-^BOSTON
GRAND AND UPRIGHT PIANOS
ANO
PLAYER PIANOS
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/
PRESTO
ROLL SALES AND
PLAYER BUSINESS
That riayerpiano Sales Increase in Proportion
to Sum of Rolls Sold by Firm Is Fact
Generally Conceded.
The influence of the music rolls on the feeling of
the public towards playerpianos is never minimized
by the observant dealer. Neglect by the dealers to
keep up the interest of player owners in the continu-
ous music roll productions is reflected by a decreased
interest in the instruments. The road to playerpiano
sales is by way of the roll sales and the dealer who
realizes that fact makes the effort for roll sales an
activity of prime importance in the store. There is
stimulation in the thought that in selling rolls one
is creating possibilities for player sales. In that way
the methods employed to increase roll sales are
matters of considerable interest to dealer and sales-
men.
The effort of the enthusiastic music roll salesman
or saleswoman is to sell more than the roll or rolls
required by the customer. Whether the end is ef-
fected through suggestion or other forms of sales
ability, selling as many rolls as possible is the aim.
Of course the instinct of the good salesman or sales-
woman will attain the desirable end without giving
offense or making the customer "department shy."
Many a customer to the roll department is bored
by the insistent sales person lacking the essential in-
genuity in sales. A lot of things are calculated to
change the regular roll customer into a "department
shy" and periodic one. Crudity in the methods of
forcing a bigger purchase than that intended is one.
The necessity for good judgment is required by the
salesman at all times. Restraint in urging may pre-
serve a good regular customer. Customers are liable
to bolt when those in attendance in roll departments
are crudely insistent in urging the purchase of more
numbers than those asked for.
But to the salesman or saleswoman of judgment
that should be no deterrent to the earnest purpose to
make the sales as big as possible. In order to turn
over the roll stock profitably, the people in charge of
selling must be on the job all the time. But tact
July 26, 1924.
must be observed. The direct attack is usually crude,
and few customers will stand for it. Therefore the
desire for additional numbers must be created through
suggestion.
The power of suggestion is made plain in the work
of the advertising department, of that of the window
dresser as well as that of the sales force in the roll
department. Selling rolls with the desired speed in
turnover is a fine art when the attractiveness of the
department is preserved and the customers remain
friendly to the store.
Selling by suggestion is also performed by grouped
lists sent by mail. This means is rendered the more
effective if care is taken to send the lists with con-
sideration of the suitability of the numbers to the
prospects. Making a selective list takes time, but it
pays. The well-managed department will have some
data to tell the kind of music the customer bought in
the past. That kind of information will enable the
roll department to arrange special lists to interest
particular individuals.
MANUFACTURING IN 1923.
Manufacturing activities in the United States in
1923 were-evidently far ahead of those in 1921 and
may turn out to compare favorably with the phenome-
nally high record of 1919, according to an analysis
prepared for the Trade Record of the National City
Bank. "This indication," the analysis says, "is sub-
ject to revision by reason of the fact that the census
returns of manufacturers in 1923 thus far given lo
the public only include a dozen groups of manufac-
tures. But as the aggregate value of their outturn in
1923 is over $500,000,000 against but $274,000,000 in
1921 and $373,000,000 in the high record year, 1919,
the suggestion that the full record of 1923 will ma-
terially exceed 1921 and perhaps approximate the
high record of 1919 seems justified."
PROGRESSIVE CHICAGO DEALER.
BALDWIN ISSUES HANDSOME
BOOK FOR CONVENTION
Baldwin Instruments in All Their Grace and Splen-
dor and Pictures of Great Artists Shown.
The Baldwin Co., Cincinnati, Ohio, in preparing for
the Western Music Trade. 1 ) Convention, San Fran-
cisco, Calif., which convened on Tuesday of this
week and adjourned Friday, did not overlook the
publishing of a beautiful book showing the Baldwin
products in a most impressive fashion and the art-
ists who favor and indorse them.
The representatives of the Baldwin Company at the
convention had a large number of the books on hand
and distributed them among the visiting dealers who
found it an enlightening method of acquainting
themselves with the fine instruments of the Cincin-
nati industry and the famous artists who use thc'|.
All models of the Baldwin pianos were elaborately
pictured in the book and a description of each was
given.
EXPORTS UP, IMPORTS DOWN.
Preliminary figures for the fiscal year ended June
30, 1924, issued today by the Department of Com-
merce show a falling off of $223,811,433 in imports for
the period, and an increase of $354,892,424 in the
value of exports. The excess of exports over im-
ports during the fiscal year was $754,478,265. The
previous year the excess of exports over imports was
only $175,774,408. Both the falling off in imports and
the increase in exports are attributed by the officials
mainly to the general slump in business conditions
as a result of which imports have fallen, while manu-
facturers have been stirred to make heavier sales
abroad in an effort to dispose of surplus goods that
could not find ready sale in the home market.
Kimball pianos are featured in the store of the
Western Music Shop, 2451 West 47th street, Chicago,
and fine sales are reported this summer. Roman F.
Michalak is the proprietor of this fine store, which
is in a fine district for music goods sales. The store
also carries the Kimball phonographs, Vocalion rec-
ords, and other musical instruments.
The True Test
Compare the new Jesse French & Sons Piano
Jesse French & Sons Style BB
with any other strictly high grade piano in tone,
touch and general construction, and you will be
convinced at once that t h e y offer the most
exceptional v a l u e s to be found anywhere.
Write today for catalog and prices
"They are the one best buy on the market"
C ncinnati Factories of The Baldwin Piano Company
SUCCESS
is assured the dealer who takes advantage of
THE BALDWIN CO-OPERATION PLAN
which offers every opportunity to represent
under the mos". favorable conditions a com-
plete line of high grade pianos, players and
reproducers.
For tnforma,ian wrllt
JESSE FRENCH & SONS PIANO CO.
NEW CASTLE,
INDIANA
Palbtom $iano Company
CINCWWATI
iNDUNAPOLId
L0UI8V1U.B
/ncorporate*
CHICAGO
ST. LOUIS
DALLAS
N«W YORK
DKNYKR
BAN FRANCIBCO
For QUALITY, SATISFACTION and PROFIT
NEWMAN BROTHERS PIANOS
NEWMAN BROS. CO.
Established 1870
Grand, Upright and Player Pianos
New Haven and New York
Mathushek Piano Manufacturing Co.
132nd St. and Alexander Ave..
NEW YORK CITY
ACTUALITY PRODUCT
FOR OVER
QUARTER OFA CENTURY
Factories, 816 DIX ST., Chicago, 111.
Kindler & Collins
Pianos
520-524 W. 48Ui $
NEW YORK
Place That Want Ad in The Presto
POOLE
-^BOSTON
GRAND AND UPRIGHT PIANOS
ANO
PLAYER PIANOS
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).