Presto
Issue: 1925 2015 - Page 5
PRESTO
March 7, 1925.
CHRISTMAN
"The First Touch Tells"
The Famous
Studio Grand
SELLING MUSIC
GOODS ON CREDIT
Importance of Credit Department Manager in
Closing Sales Made on the Installment
Plan Should Be Properly Understood
by All Salesmen.
SAFEGUARDING PROFITS
Willingness, Rather Than Ability to Pay, Foremost
Consideration of Credit System in American
Music Stores.
(only 5 ft. long)
Remains the foremost of all the dainty
little pianos for Parlor and Music
Room. It has no superior in tone
quality, power or beauty of design.
CHRISTMAN
Reproducing Grand
Equipped with
Action
Has advantages for any Dealer or
Salesman. It is a marvel of expressive
interpretation of all classes of compo-
sition, reproducing perfectly the per-
formances of the world's greatest
pianists.
CHRISTMAN
Players and Pianos
"The First Touch Tells"
IUf. U. 8. P»t. Off.
Christ man Piano Co.
597 East 137th St.
New York
Many a good business has been wrecked by poor
judgment in granting credit and carelessness in col-
lections. So the credit department and the collec-
tion department may be considered first in impor-
tance in every house that is not strictly of a spot
cash kind. And no matter how small the music
business may be at the start, the necessity for some
one with the special responsibility of watching credits
exists from the very first day. It is usually a job
undertaken by the owner, in the early days of his
music dealing, but he should be careful about letting
his selling activities interfere with his credit vigilance
as his business grows.
When the time comes to engage a man specially
for looking after the credits no time should be lost
in acquiring a capable man. Getting one in time is
safeguarding against repossessions and poor collec-
tions. And, when the dealer finds the proper man, a
private office should be set aside for his use. That
is really a courtesy to the customers.
Support the Credit Man.
And when convinced of the credit man's good sense
and ability the dealer should give him his loyal
support. That sounds like an unnecessary thing to
say, but dealers and salesmen are aware of wisdom
in the warning. Should the salesmen's desires be
followed in every case, the credit department would
get in bad. A great many customers passed by
salesmen are promptly objected to by credit men.
The salesmen may be perfectly honest in their es-
timates but guided more by their hearts than by their
heads. The sales organizations are perfectly neces-
sary, but of what use are sales if you can't collect
the money?
Every firm with progressive ideas spends money
for advertising. It is an increase in the investment
but, properly directed, it brings a proportionate in-
crease in profits. Window dressing means the ex-
pending of money. But these things, and anything
else that increases the volume of business, are really
investments. A credit business adds to the expenses
of a store, but expense is not a net expense when it
brings in more gross profit than it costs. A credit
system is really a necessary part of the equipment of
all stores except the strictly cash stores. Wise credit
makes regular customers and every music merchant
knows that the continuous customer is the one who
builds the clientele.
Some Considerations.
The advantages of the cash system are great but,
as a music store manager said this w T eek: "It is not
all pie. Not when you consider the labor and expense
of the C. O. D. transactions. If the business is
big a special system is necessary in the delivery de-
partment and the C. O. D. section may require from
two to eight clerks. Then there are incidental hap-
penings connected with deliveries. Customers may
not be found at home and the article has to take one
or more trips. One saxophone sold C. O. D. by us
eight days ago has not been delivered into the cus-
tomer's hands yet although it has traveled out to
Kdgewater and back four times."
The Salesman's Duty.
Every new salesman, especially one operating on
the outside, should be impressed with importance of
the credit department, pointing out the fact that the
credit manager is the financing guardian of the firm.
Above all things, make the salesmen realize the
necessity of facts about the customers upon which
the credit man must "base his decisions.
"This man is a personal friend of my family," or,
"this young married couple are gilt-edged people,"
are glittering phrases to the credit man who views
things in an impersonal way.
Statistics generally show that farmers are the most
prompt in their credit dealings, and teachers and rail-
road men are next in the degree of promptness with
which they observe the requirements of the credit
department. All of them are more desirable than
professional men. But there are really no certain
methods by which the music merchant can choose
good customers, except from the bookkeeping experi-
ences of other music merchants, and these are not
always available. It is a fact that the so-called best
classes have enough of the poor credit risks to eat
up the profits of the good ones.
Credit a Trade Builder.
Credit has been a greater factor in the development
of the piano business in America than money. The
installment plan was the capitalizing of good inten-
tions. Had the progress of the piano business been
limited to the use of money only it would now be
in the same position it had seventy-five years ago.
The credit plan represented by the installment plan
of sales has made possible the growth of retail piano
selling, helped in the creation of new piano manufac-
turing industries and of course has provided the
means for the employment of labor.
So the position of the credit man is one of trust
and responsibility. He must approve or reject on
short notice and often has to act upon a salesman's
sayso without the advantage of analyzing the custom-
er's personal characteristics from personal contact,
considered such an advantage. He must reason coldly
and often in the opinion of salesmen seems swayed
by unreasoning prejudices when he refuses to agree
that a substantial first payment is a sufficient reason
for the granting of credit.
The truth about the customer from the salesman
helps. The general reputation of the customer is an
important element of credit. Much of the success
of a music store doing a credit business depends
on the judgment of the credit man and the term
judgment covers a broad field. The willingness to
pay is more important than the ability to pay.
LEM KLINE TO MARKET
THE LEE=A=TONE RADIO
Piano Salesman Known Everywhere
Taken Hold of the Latest Receiver
for Music Trade.
Has
Something new again in the trade. Lcm Kline has
taken hold of the new "Lee-A-Tone" radio receiving
set, and will sell it exclusively to the music trade.
He intends to establish protected agencies in all
large centers and believes that he has the best seller
in the radio industry.
The Lee-O-Tone Company of Chicago has been
established to manufacture and sell radio receivers
and parts. It presents a new article in that some
of the features of the Lee-A-Tone are exclusive in-
ventions of George A. Lee, with whom Mr. Kline
has become associated. It is expected that Mr.
Kline will place the new ardio in many prominent
music stores. He starts on his intial trip in his new
line early next week.
FAVOR FOR PLAYERPIANO
GROWS FAST IN ENGLAND
Receives Just Recognition as an Educational Medium,
According to Leading Trade Paper.
In.a new book of Dr. Eaglefield-Hull, published in
London, called the "Dictionary of Modern Music and
Musicians," he says: "The conservative attitude
taken up by musicians with regard to the player-
piano has now largely given way to a recognition of
its abilities." In commenting on the book and its
topics, the London Music Trades Review says:
"Undoubtedly recognition of the potentiality and
use of the playerpiano as an educational medium is
rapidly growing in this country.
The long and
patient efforts of a few firms in the trade towards
perfecting and cheapening- the cost of production, and
the increasing attention paid by professional musicians
and educational bodies is having the result in a grow-
ing demand for one of the finest mediums for musical
expression."
MUSIC ACTIVITIES IN COLUMBUS, O.
On March 16 and April 30 the Cleveland Orches-
tra, of which Nickolai Sokoloff is director, will give
concerts at Memorial Hall, Columbus, much publicity
for which is being given by the music dealers. Sym-
phony concerts will be given at the evening programs
and in the afternoon hours a program for children
will be given. Arthur Shepherd, assistant conductor,
will direct the afternoon concerts. Pablo Casals,
'cellist, will be the soloist with the orchestra on the
first appearance.
NEW HAVEN FIRM EXPANDS.
S. Pierpaoli & Co., 101 Portsea street, New Haven,
Conn., has moved to a more central location at 100
Washington avenue, where an expansion of all the
lines of music goods carried has been effected. The
company advertises carrying a large assortment of
musical instruments of all kinds.
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/
March 7, 1925.
CHRISTMAN
"The First Touch Tells"
The Famous
Studio Grand
SELLING MUSIC
GOODS ON CREDIT
Importance of Credit Department Manager in
Closing Sales Made on the Installment
Plan Should Be Properly Understood
by All Salesmen.
SAFEGUARDING PROFITS
Willingness, Rather Than Ability to Pay, Foremost
Consideration of Credit System in American
Music Stores.
(only 5 ft. long)
Remains the foremost of all the dainty
little pianos for Parlor and Music
Room. It has no superior in tone
quality, power or beauty of design.
CHRISTMAN
Reproducing Grand
Equipped with
Action
Has advantages for any Dealer or
Salesman. It is a marvel of expressive
interpretation of all classes of compo-
sition, reproducing perfectly the per-
formances of the world's greatest
pianists.
CHRISTMAN
Players and Pianos
"The First Touch Tells"
IUf. U. 8. P»t. Off.
Christ man Piano Co.
597 East 137th St.
New York
Many a good business has been wrecked by poor
judgment in granting credit and carelessness in col-
lections. So the credit department and the collec-
tion department may be considered first in impor-
tance in every house that is not strictly of a spot
cash kind. And no matter how small the music
business may be at the start, the necessity for some
one with the special responsibility of watching credits
exists from the very first day. It is usually a job
undertaken by the owner, in the early days of his
music dealing, but he should be careful about letting
his selling activities interfere with his credit vigilance
as his business grows.
When the time comes to engage a man specially
for looking after the credits no time should be lost
in acquiring a capable man. Getting one in time is
safeguarding against repossessions and poor collec-
tions. And, when the dealer finds the proper man, a
private office should be set aside for his use. That
is really a courtesy to the customers.
Support the Credit Man.
And when convinced of the credit man's good sense
and ability the dealer should give him his loyal
support. That sounds like an unnecessary thing to
say, but dealers and salesmen are aware of wisdom
in the warning. Should the salesmen's desires be
followed in every case, the credit department would
get in bad. A great many customers passed by
salesmen are promptly objected to by credit men.
The salesmen may be perfectly honest in their es-
timates but guided more by their hearts than by their
heads. The sales organizations are perfectly neces-
sary, but of what use are sales if you can't collect
the money?
Every firm with progressive ideas spends money
for advertising. It is an increase in the investment
but, properly directed, it brings a proportionate in-
crease in profits. Window dressing means the ex-
pending of money. But these things, and anything
else that increases the volume of business, are really
investments. A credit business adds to the expenses
of a store, but expense is not a net expense when it
brings in more gross profit than it costs. A credit
system is really a necessary part of the equipment of
all stores except the strictly cash stores. Wise credit
makes regular customers and every music merchant
knows that the continuous customer is the one who
builds the clientele.
Some Considerations.
The advantages of the cash system are great but,
as a music store manager said this w T eek: "It is not
all pie. Not when you consider the labor and expense
of the C. O. D. transactions. If the business is
big a special system is necessary in the delivery de-
partment and the C. O. D. section may require from
two to eight clerks. Then there are incidental hap-
penings connected with deliveries. Customers may
not be found at home and the article has to take one
or more trips. One saxophone sold C. O. D. by us
eight days ago has not been delivered into the cus-
tomer's hands yet although it has traveled out to
Kdgewater and back four times."
The Salesman's Duty.
Every new salesman, especially one operating on
the outside, should be impressed with importance of
the credit department, pointing out the fact that the
credit manager is the financing guardian of the firm.
Above all things, make the salesmen realize the
necessity of facts about the customers upon which
the credit man must "base his decisions.
"This man is a personal friend of my family," or,
"this young married couple are gilt-edged people,"
are glittering phrases to the credit man who views
things in an impersonal way.
Statistics generally show that farmers are the most
prompt in their credit dealings, and teachers and rail-
road men are next in the degree of promptness with
which they observe the requirements of the credit
department. All of them are more desirable than
professional men. But there are really no certain
methods by which the music merchant can choose
good customers, except from the bookkeeping experi-
ences of other music merchants, and these are not
always available. It is a fact that the so-called best
classes have enough of the poor credit risks to eat
up the profits of the good ones.
Credit a Trade Builder.
Credit has been a greater factor in the development
of the piano business in America than money. The
installment plan was the capitalizing of good inten-
tions. Had the progress of the piano business been
limited to the use of money only it would now be
in the same position it had seventy-five years ago.
The credit plan represented by the installment plan
of sales has made possible the growth of retail piano
selling, helped in the creation of new piano manufac-
turing industries and of course has provided the
means for the employment of labor.
So the position of the credit man is one of trust
and responsibility. He must approve or reject on
short notice and often has to act upon a salesman's
sayso without the advantage of analyzing the custom-
er's personal characteristics from personal contact,
considered such an advantage. He must reason coldly
and often in the opinion of salesmen seems swayed
by unreasoning prejudices when he refuses to agree
that a substantial first payment is a sufficient reason
for the granting of credit.
The truth about the customer from the salesman
helps. The general reputation of the customer is an
important element of credit. Much of the success
of a music store doing a credit business depends
on the judgment of the credit man and the term
judgment covers a broad field. The willingness to
pay is more important than the ability to pay.
LEM KLINE TO MARKET
THE LEE=A=TONE RADIO
Piano Salesman Known Everywhere
Taken Hold of the Latest Receiver
for Music Trade.
Has
Something new again in the trade. Lcm Kline has
taken hold of the new "Lee-A-Tone" radio receiving
set, and will sell it exclusively to the music trade.
He intends to establish protected agencies in all
large centers and believes that he has the best seller
in the radio industry.
The Lee-O-Tone Company of Chicago has been
established to manufacture and sell radio receivers
and parts. It presents a new article in that some
of the features of the Lee-A-Tone are exclusive in-
ventions of George A. Lee, with whom Mr. Kline
has become associated. It is expected that Mr.
Kline will place the new ardio in many prominent
music stores. He starts on his intial trip in his new
line early next week.
FAVOR FOR PLAYERPIANO
GROWS FAST IN ENGLAND
Receives Just Recognition as an Educational Medium,
According to Leading Trade Paper.
In.a new book of Dr. Eaglefield-Hull, published in
London, called the "Dictionary of Modern Music and
Musicians," he says: "The conservative attitude
taken up by musicians with regard to the player-
piano has now largely given way to a recognition of
its abilities." In commenting on the book and its
topics, the London Music Trades Review says:
"Undoubtedly recognition of the potentiality and
use of the playerpiano as an educational medium is
rapidly growing in this country.
The long and
patient efforts of a few firms in the trade towards
perfecting and cheapening- the cost of production, and
the increasing attention paid by professional musicians
and educational bodies is having the result in a grow-
ing demand for one of the finest mediums for musical
expression."
MUSIC ACTIVITIES IN COLUMBUS, O.
On March 16 and April 30 the Cleveland Orches-
tra, of which Nickolai Sokoloff is director, will give
concerts at Memorial Hall, Columbus, much publicity
for which is being given by the music dealers. Sym-
phony concerts will be given at the evening programs
and in the afternoon hours a program for children
will be given. Arthur Shepherd, assistant conductor,
will direct the afternoon concerts. Pablo Casals,
'cellist, will be the soloist with the orchestra on the
first appearance.
NEW HAVEN FIRM EXPANDS.
S. Pierpaoli & Co., 101 Portsea street, New Haven,
Conn., has moved to a more central location at 100
Washington avenue, where an expansion of all the
lines of music goods carried has been effected. The
company advertises carrying a large assortment of
musical instruments of all kinds.
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).