Presto
Issue: 1925 2021 - Page 18
18
P R £ S T C
H. H. COOK, TELLS HOW
TO STIMULATE SALES
Manager of Story & Clark Piano Co.'s Store
Believes Enthusiasm Greatest Power in
Getting Signatures on Dotted Line.
H. H. Cook, manager of the Story & Clark Co.'s
retail store at 315 South Wabash avenue, Chicago,
has an interesting article on "How to Stimulate
Sales" in the March number of the "Story Book."
In it Mr. Cook says:
My opinion has often been asked as to the possi-
bilities connected with the getting of business
through the outside canvassers, and I am firmly of
the opinion that this medium of securing sales is not
only one that will insure volume, but also a good
class of trade.
Of course it is taken into consideration that the
results depend entirely upon the manner in which
the men are educated to work, in addition to keep-
ing them 100 per cent enthusiastic and full of pep
at all times.
This can be done by the giving of prizes each
month for a specific amount of delivered sales. Dur-
ing the summer months I put up a cash prize of $25
each month for five delivered sales, averaging $565
apiece. This is to be given only on deals secured
through canvassing. It worked wonders. As an ex-
ample of the enthusiasm that it caused, the mother
of one of our canvassers called me on the phone one
evening to complain that her son had been working
constantly every night and asked if there wasn't
some position that 1 could give him whereby he
would be through at six o'clock. This man collected
prize money every month, having from seven to
nine delivered sales.
Another effective method of securing business is
to call a special meeting about twice a month on a
Wednesday evening offering $10 bonus over all on
all snles brought in Thursday, Friday or Saturday.
BRINKERHOFF
Grands - Reproducing Grands
Player-Pianos
and Pianos
The Line That Sells Easily
and Satisfies Always
BRINKERHOFF PIANO CO.
These and similar offers have a tendency to keep a
man enthusiastic and "on his toes" at all times.
"After all," conceded Mr. Cook, "it is the mental
attitude that counts on the outside as well as within
and as soon as we reach the state that is equivocal
with that existing on the inside, we are forming a
combination of thought that will go hand in hand
with success.
"There is only one reason for success on the out-
side, enthusiasm. Without this one quality we are
hopeless. With it our success is assured. It is a
quality hard for some to acquire, hut once within our
system, it is impossible to lose. It is the true mean-
ing of success. It is a known fact that no matter
how good a man may be or how hard he will work,
without enthusiasm he is worthless. Enthusiasm is
everything, life, hope and finally success.
CARD TO TRADE FROM
BECKER BROS., NEW YORK
Announcement of Company Expresses Profound Sor-
row at Death of President, Jacob Becker.
WHAT IT MEANS TO
HANDLE A CONVENTION
Chamber of Commerce of the United States
Issues Folder in Which the Subject
Is Treated.
The Chamber of Commerce of the IT. S. issues a
series of folders in which arc discussed the various
problems of industry and trade. On a subject of
special interest to the music trade just now, one of
the chapters speaks as follows. The subject is
"Handling Conventions":
Handling a convention of a trade, professional or
other type of organization, is given the aspect of a
science in a pamphlet on the subject prepared by
John N. Van der Vries and issued by the Chamber of
Commerce of the United States.
To the lay mind conventions might appear to be
agglomerations of delegates wearing badges of many
hues, but to the manager, who is rapidly developing
into a professional expert, like the efficiency engineer
and the publicity adviser, they are a serious business.
Mr. Van der Vries under thirteen headings lists 161
items which must be taken into account in preparing
for, holding and summing up the results of conven-
tions. He points out the particular wheels in the in-
volved mechanism upon which a successful conven-
tion depends. His outline, "The Handling of Con-
ventions" may be obtained from the Organization
Service Bureau of the National Chamber at Wash-
ington.
The following announcement from Becker Bros.,
Inc., 52nd street and 10th avenue, New York City,
has been mailed to the trade:
"We announce with profound sorrow the death of
Mr. Jacob H. Becker, our president and general man-
ager, on Tuesday, March the twenty-fourth, nineteen
hundred and twenty-five.—Becker Bros."
Mr. Becker, announcement of whose death ap-
peared in Presto, of March 28, had reached his fifty-
eighth year, and seemingly was in good health up to
two weeks of the end. He was a thorough piano
PRAISES STORY & CLARK GRAND.
maker and the instruments from the factory which he
The Milliken Conservatory of Music, Decatur, 111.,
founded in 1902 have proved reliable, attractive and is equipped with Story & Clark pianos and the opinion
of a kind that wins and retains trade.
of Lowell L. Townsend, director, of the grand is ex-
pressed in the following letter to the Story & Clark
Piano Co.: "Permit me to express my appreciation
BALDWIN FOR OLDEST CHURCH.
of your new grand piano. I was much pleased with
A Baldwin piano. Style H, has been installed in the beauty and depth of its tone. These qualities
the oldest church in North Carolina, the Mount Zion combined with an evenness of scale and a responsive
Presbyterian Church of Rose Hill, a place of wor- action make it a piano of exceptional merit."
ship built more than seventy-five years ago. The
piano was sold to the congregation by N. B. Sellars,
OPENS IN MONTPELIER, IND.
local representative of the Baldwin Grand. E. McN.
Grover Griffith is proprietor of a new music store
Carr, clerk of the session, apprised the company this
way: "After a great number of competitive efforts opened last week at Montpelier, Ind. The title of
on the part of the agents of several other piano manu- the firm is the Reliable Music Store, which will han-
facturers your local agent here, N. B. Sellars, was dle a line of pianos, players, talking machines, rolls,
awarded the contract for supplying our church with records and sheet music. Other lines will be added
later.
your Style H Baby Grand piano."
UNIVERSAL
MUSIC TRADE
OFFICES, REPUBLIC BLDG f
209 State Street
April 18, 1925.
CHICAGO
DI R ECTO RV
To be published
in 1925
MUSIQUE ADRESSES UNIVERSEL
2,500 Pages in a single volume.
55,000 Firms of the Music Trades.
Musical Instruments — Gramophones
Sheet Music
Manufacturers
— Dealers
— Publishers
Classified to meet all requirements.
1st—In Alphabetical Order.
2nd—According to Special Branches of the Trade.
Che fieppc, Marcellus and Edouard Jules PtaB9
manufactured by the
HEPPE PIANO COMPANY
MANUFACTURERS — PUBLISHERS — JOBBERS
this Directory will enable you to bring your goods to
the notice of the dealers all over the world.
are the only pianos In the world with
Three Sounding Boards.
Patented In the United States, Great Britatifc
France. Germany and Canada.
U-bera! arrangements to responsible agents only*
Main Office, J 517 Chestnut St,
PHILADELPHIA, PA.
Published by L'Office general de la Musique. Established 1910. Paris, 15 rue de Madrid
ADAM SCHAAF, Inc.
REP
p?^ U oi NG GRANDS AND UPRIGHTS
Established
Reputation
FACTORY
1020 So. Central Park Ave.,
Corner Fill more Street
ft*™*
and Quality Since 1873
OFFICES AND SALESROOMS
319-321 So. Wabash Ave.,
CHICAGO, ILL.
New Adam Schaaf Building,
RADLE TONE The Musician's Delight
Whenever you hear the name RADLE you immediately
think of a wonderful tone quality, dtirabili y and design.
Musicians insist on RADLE
F. RADLE, Inc. Est. 1850.
609-11 W. 36th St., New York City
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/
P R £ S T C
H. H. COOK, TELLS HOW
TO STIMULATE SALES
Manager of Story & Clark Piano Co.'s Store
Believes Enthusiasm Greatest Power in
Getting Signatures on Dotted Line.
H. H. Cook, manager of the Story & Clark Co.'s
retail store at 315 South Wabash avenue, Chicago,
has an interesting article on "How to Stimulate
Sales" in the March number of the "Story Book."
In it Mr. Cook says:
My opinion has often been asked as to the possi-
bilities connected with the getting of business
through the outside canvassers, and I am firmly of
the opinion that this medium of securing sales is not
only one that will insure volume, but also a good
class of trade.
Of course it is taken into consideration that the
results depend entirely upon the manner in which
the men are educated to work, in addition to keep-
ing them 100 per cent enthusiastic and full of pep
at all times.
This can be done by the giving of prizes each
month for a specific amount of delivered sales. Dur-
ing the summer months I put up a cash prize of $25
each month for five delivered sales, averaging $565
apiece. This is to be given only on deals secured
through canvassing. It worked wonders. As an ex-
ample of the enthusiasm that it caused, the mother
of one of our canvassers called me on the phone one
evening to complain that her son had been working
constantly every night and asked if there wasn't
some position that 1 could give him whereby he
would be through at six o'clock. This man collected
prize money every month, having from seven to
nine delivered sales.
Another effective method of securing business is
to call a special meeting about twice a month on a
Wednesday evening offering $10 bonus over all on
all snles brought in Thursday, Friday or Saturday.
BRINKERHOFF
Grands - Reproducing Grands
Player-Pianos
and Pianos
The Line That Sells Easily
and Satisfies Always
BRINKERHOFF PIANO CO.
These and similar offers have a tendency to keep a
man enthusiastic and "on his toes" at all times.
"After all," conceded Mr. Cook, "it is the mental
attitude that counts on the outside as well as within
and as soon as we reach the state that is equivocal
with that existing on the inside, we are forming a
combination of thought that will go hand in hand
with success.
"There is only one reason for success on the out-
side, enthusiasm. Without this one quality we are
hopeless. With it our success is assured. It is a
quality hard for some to acquire, hut once within our
system, it is impossible to lose. It is the true mean-
ing of success. It is a known fact that no matter
how good a man may be or how hard he will work,
without enthusiasm he is worthless. Enthusiasm is
everything, life, hope and finally success.
CARD TO TRADE FROM
BECKER BROS., NEW YORK
Announcement of Company Expresses Profound Sor-
row at Death of President, Jacob Becker.
WHAT IT MEANS TO
HANDLE A CONVENTION
Chamber of Commerce of the United States
Issues Folder in Which the Subject
Is Treated.
The Chamber of Commerce of the IT. S. issues a
series of folders in which arc discussed the various
problems of industry and trade. On a subject of
special interest to the music trade just now, one of
the chapters speaks as follows. The subject is
"Handling Conventions":
Handling a convention of a trade, professional or
other type of organization, is given the aspect of a
science in a pamphlet on the subject prepared by
John N. Van der Vries and issued by the Chamber of
Commerce of the United States.
To the lay mind conventions might appear to be
agglomerations of delegates wearing badges of many
hues, but to the manager, who is rapidly developing
into a professional expert, like the efficiency engineer
and the publicity adviser, they are a serious business.
Mr. Van der Vries under thirteen headings lists 161
items which must be taken into account in preparing
for, holding and summing up the results of conven-
tions. He points out the particular wheels in the in-
volved mechanism upon which a successful conven-
tion depends. His outline, "The Handling of Con-
ventions" may be obtained from the Organization
Service Bureau of the National Chamber at Wash-
ington.
The following announcement from Becker Bros.,
Inc., 52nd street and 10th avenue, New York City,
has been mailed to the trade:
"We announce with profound sorrow the death of
Mr. Jacob H. Becker, our president and general man-
ager, on Tuesday, March the twenty-fourth, nineteen
hundred and twenty-five.—Becker Bros."
Mr. Becker, announcement of whose death ap-
peared in Presto, of March 28, had reached his fifty-
eighth year, and seemingly was in good health up to
two weeks of the end. He was a thorough piano
PRAISES STORY & CLARK GRAND.
maker and the instruments from the factory which he
The Milliken Conservatory of Music, Decatur, 111.,
founded in 1902 have proved reliable, attractive and is equipped with Story & Clark pianos and the opinion
of a kind that wins and retains trade.
of Lowell L. Townsend, director, of the grand is ex-
pressed in the following letter to the Story & Clark
Piano Co.: "Permit me to express my appreciation
BALDWIN FOR OLDEST CHURCH.
of your new grand piano. I was much pleased with
A Baldwin piano. Style H, has been installed in the beauty and depth of its tone. These qualities
the oldest church in North Carolina, the Mount Zion combined with an evenness of scale and a responsive
Presbyterian Church of Rose Hill, a place of wor- action make it a piano of exceptional merit."
ship built more than seventy-five years ago. The
piano was sold to the congregation by N. B. Sellars,
OPENS IN MONTPELIER, IND.
local representative of the Baldwin Grand. E. McN.
Grover Griffith is proprietor of a new music store
Carr, clerk of the session, apprised the company this
way: "After a great number of competitive efforts opened last week at Montpelier, Ind. The title of
on the part of the agents of several other piano manu- the firm is the Reliable Music Store, which will han-
facturers your local agent here, N. B. Sellars, was dle a line of pianos, players, talking machines, rolls,
awarded the contract for supplying our church with records and sheet music. Other lines will be added
later.
your Style H Baby Grand piano."
UNIVERSAL
MUSIC TRADE
OFFICES, REPUBLIC BLDG f
209 State Street
April 18, 1925.
CHICAGO
DI R ECTO RV
To be published
in 1925
MUSIQUE ADRESSES UNIVERSEL
2,500 Pages in a single volume.
55,000 Firms of the Music Trades.
Musical Instruments — Gramophones
Sheet Music
Manufacturers
— Dealers
— Publishers
Classified to meet all requirements.
1st—In Alphabetical Order.
2nd—According to Special Branches of the Trade.
Che fieppc, Marcellus and Edouard Jules PtaB9
manufactured by the
HEPPE PIANO COMPANY
MANUFACTURERS — PUBLISHERS — JOBBERS
this Directory will enable you to bring your goods to
the notice of the dealers all over the world.
are the only pianos In the world with
Three Sounding Boards.
Patented In the United States, Great Britatifc
France. Germany and Canada.
U-bera! arrangements to responsible agents only*
Main Office, J 517 Chestnut St,
PHILADELPHIA, PA.
Published by L'Office general de la Musique. Established 1910. Paris, 15 rue de Madrid
ADAM SCHAAF, Inc.
REP
p?^ U oi NG GRANDS AND UPRIGHTS
Established
Reputation
FACTORY
1020 So. Central Park Ave.,
Corner Fill more Street
ft*™*
and Quality Since 1873
OFFICES AND SALESROOMS
319-321 So. Wabash Ave.,
CHICAGO, ILL.
New Adam Schaaf Building,
RADLE TONE The Musician's Delight
Whenever you hear the name RADLE you immediately
think of a wonderful tone quality, dtirabili y and design.
Musicians insist on RADLE
F. RADLE, Inc. Est. 1850.
609-11 W. 36th St., New York City
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).