Presto
Issue: 1925 2050 - Page 5
November 7, 1925.
PRESTO
CHRISTMAN
"The First Touch Tells 9 '
And Every Touch Thereafter
Increases the Admiration for
Splendid Tone and Artistic
Qualities of the
CHRISTMAN
Studio Grand
(only 5 ft. long)
This little Grand has no superior and it
presents the very qualities that win the
prospect and makes the sale.
CHRISTMAN
Grands, Players and Uprights
command the admiration of
the best class of music lovers.
The latest tr umph is the
CHRISTMAN
Reproducing Grand
Equipped with
THI
M AS TE R'S
Fl N G E R <> I) N Y O U R
PIANO
A marvel of tone and expressive
interpretation of all classes of com-
position, reproducing perfectly the
performances of the world's great-
est pianists.
tt
The First Touch Tells"
Reg. U. S. Pat. Off.
Christman Piano Co.
597 East 137th St.
New York
DEPARTMENT OF
PROMISES WINS
System Assures Quick and Careful Activity in
Finding for Customer Something Not in
Stock of Dealer, Thereby Enhanc-
ing Good Will of Store.
NO SALES LOST
"We Haven't Got It" Is Phrase Always Qualified in
Manner That Satisfies Customer of Progressive
Music House.
By ELMER E. EVANS.
A great many lost sales in music stores occur be-
cause the dealers do not carry merchandise which the
public expect the store to supply. In many music
stores it is a daily happening that a customer calls
for something that is not in stock. How do the mer-
chants respond to such calls? Too many of them
just say, "We haven't got it," and let it go at that.
This applies especially to the smaller things like a
sheet of music, a special make of mouth harp, a string
of a certain kind, any accessory, anything and every-
thing that professional and amateur musicians want.
It sometimes, perhaps you might say frequently, ap-
plies even to pianos and especially to piano tuning
and repairs.
To say "We haven't got it" and let it go at that is
a very poor plan. It is lessening the public's faith in
the store. The assurance in the minds of the people
who buy music goods, that a music store is a general
one in every sense of the term, is an asset the value
of which is obvious. "We haven't got it" is an ad-
mission of business inability, except of course it is
followed by the statement of willingness and ability
to procure quickly the article desired. Unfortunately
"We haven't got it" too often unsatisfactorily closes
the incident.
Found a Type.
While I talked with a music dealer last week in an
Indiana town a little south of Chicago, a customer
entered and asked for a particular make of fiddle
bridge. His salesman and saleswoman were taken up
with customers so the dealer stepped forward, and
when the lady told the name of the bridge, promptly
answered, "Sorry, but we haven't got it." He looked
and his voice sounded as if he were filled with re-
grets at his failure to supply the bridge. It might
have minimized her disappointment, but I'm sure the
incident lessened her faith in the store. The friend-
ship of years emboldened me to voice a protest at a
policy or rather want of policy shown in the occur-
rence.
Voices Protest.
"Say, Joe, why didn't you promise to get that bridge
for the lady?" I asked.
"Oh, what's the use," he replied. "She might pre-
tend to be pleased and then go up the street or go
in to Chicago tomorrow and buy the darn thing."
I said no more. Joe is a good fellow and sells quite
a few pianos, but his "general music store" is becom-
ing less general every day. He is a type; knows his
general music business is sick, but is indifferent about
taking the cure.
This Is Different.
A music store with a "promise department" I en-
countered later in the week is something altogether
different from that of Joe and his type. The policy
in the admirable store is not, if possible, to allow any
customer to be disappointed in his or her expectations
of the store or its service. In order to carry out the
self-imposed obligation, the firm has created the
promise department to function in such cases.
The service is working successfully and prevents
the loss of many sales. The scheme is applicable in
the little store as well as the big one. The little
store is more likely to be not equipped to supply
efficiently many things which regular and occasional
customers require.
Functions of Department.
The promise department really comprises two
classes of service—the wants and the promises.
Every music merchant is familiar with the meaning
of "wants," but "promises" as the store handles them
are more or less of a new departure. The principle
of the method is an organized and careful follow-up
system to secure for and deliver to the customer the
goods required but which are not in stock at the
moment of ordering.
The operation is like this: When a customer asks
for something not in stock, the salesman intimates
that the house will be very willing to get it. And
after impressing the ability of the store to make good
on the promise, the customer's name and address is
taken on a special form provided for the purpose. A
"promise book" is part of the regular sales book.
Two copies of the promise slip are made, one for the
customer and one for the house and each bears the
date on which delivery is promised.
The system has increased business considerably and
of course enhanced the good will of the house. It
strengthens the customers' assurances of the ability
of the house to serve—to make it unnecessary for
them to go elsewhere.
The house fills more than ninety per cent of the
promises eventually. It has found it impossible to
fill about forty per cent of them on the date of the
original promise. But the system provides for ex-
planations to the expectant customer and invariably
gets back instructions to "go ahead and get it for
me."
PLATT P. GIBBS STRUCK
BY A SPEEDING CAR
Popular Member of the Trade Injured by
Automobile at Corner of Wabash Avenue
and Monroe Street, Chicago.
Platt P. Gibbs, who has been active in the Chi-
cago music trade for more than fifty years, was struck
by an automobile on Wednesday of this week and
badly injured. He was taken to St. Luke's Hospital,
where, at latest reports, Presto was told he "is doing
well." At the time of his injury Mr. Gibbs was at-
PLATT P. GIBBS.
tempting to cross Monroe street, on Wabash avenue,
and it is supposed that because of his defective left
eye he failed to see the speeding car.
There is no more popular member of the trade than
Platt Gibbs. He has taken part in most of the con-
ventions of the men of music, and as a speaker and
wit he has long stood unmatched. He entered the
Chicago trade back in the early days as messenger
for Root & Cady. At one time he was owner of the
Chicago Music Company, which grew to large pro-
portions. For many years past Mr. Gibbs has been
conducting a song book publishing business in Chi-
cago. His friends everywhere will hope for his
speedy recovery.
DAMAGE SUIT OPENS.
The $3,000 damage suit of the Claypool-Lacey
Music Company, Crawfordsville, Ind., vs. John N.
Taylor, opened in circuit court last week, before
Judge Jere West and a jury. The Claypool-Lacey
Company alleges that water leaking through the ceil-
ing from the office of Dr. Taylor in the Ben-Hur
building, into the Claypool music store, damaged
musical instruments to the extent of $3,000.
ANNOUNCES CHANGE OF NAME.
The name of the Hill Piano Co., Huntington, W.
Va., has been changed to The Miller Music Store, the
new name being adopted when the business Was
moved last week to new quarters in the Vinson
Building. C. V. Miller, the proprietor, has been in
control of the Hill Piano Co., for the past seven
years. Pianos, talking machines and musical mer-
chandise are carried.
A spacious recital hall will be a feature in the newly
remodeled store of the J. W. Jenkins Sons Music Co.,
Tulsa, Okla.
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
CHRISTMAN
"The First Touch Tells 9 '
And Every Touch Thereafter
Increases the Admiration for
Splendid Tone and Artistic
Qualities of the
CHRISTMAN
Studio Grand
(only 5 ft. long)
This little Grand has no superior and it
presents the very qualities that win the
prospect and makes the sale.
CHRISTMAN
Grands, Players and Uprights
command the admiration of
the best class of music lovers.
The latest tr umph is the
CHRISTMAN
Reproducing Grand
Equipped with
THI
M AS TE R'S
Fl N G E R <> I) N Y O U R
PIANO
A marvel of tone and expressive
interpretation of all classes of com-
position, reproducing perfectly the
performances of the world's great-
est pianists.
tt
The First Touch Tells"
Reg. U. S. Pat. Off.
Christman Piano Co.
597 East 137th St.
New York
DEPARTMENT OF
PROMISES WINS
System Assures Quick and Careful Activity in
Finding for Customer Something Not in
Stock of Dealer, Thereby Enhanc-
ing Good Will of Store.
NO SALES LOST
"We Haven't Got It" Is Phrase Always Qualified in
Manner That Satisfies Customer of Progressive
Music House.
By ELMER E. EVANS.
A great many lost sales in music stores occur be-
cause the dealers do not carry merchandise which the
public expect the store to supply. In many music
stores it is a daily happening that a customer calls
for something that is not in stock. How do the mer-
chants respond to such calls? Too many of them
just say, "We haven't got it," and let it go at that.
This applies especially to the smaller things like a
sheet of music, a special make of mouth harp, a string
of a certain kind, any accessory, anything and every-
thing that professional and amateur musicians want.
It sometimes, perhaps you might say frequently, ap-
plies even to pianos and especially to piano tuning
and repairs.
To say "We haven't got it" and let it go at that is
a very poor plan. It is lessening the public's faith in
the store. The assurance in the minds of the people
who buy music goods, that a music store is a general
one in every sense of the term, is an asset the value
of which is obvious. "We haven't got it" is an ad-
mission of business inability, except of course it is
followed by the statement of willingness and ability
to procure quickly the article desired. Unfortunately
"We haven't got it" too often unsatisfactorily closes
the incident.
Found a Type.
While I talked with a music dealer last week in an
Indiana town a little south of Chicago, a customer
entered and asked for a particular make of fiddle
bridge. His salesman and saleswoman were taken up
with customers so the dealer stepped forward, and
when the lady told the name of the bridge, promptly
answered, "Sorry, but we haven't got it." He looked
and his voice sounded as if he were filled with re-
grets at his failure to supply the bridge. It might
have minimized her disappointment, but I'm sure the
incident lessened her faith in the store. The friend-
ship of years emboldened me to voice a protest at a
policy or rather want of policy shown in the occur-
rence.
Voices Protest.
"Say, Joe, why didn't you promise to get that bridge
for the lady?" I asked.
"Oh, what's the use," he replied. "She might pre-
tend to be pleased and then go up the street or go
in to Chicago tomorrow and buy the darn thing."
I said no more. Joe is a good fellow and sells quite
a few pianos, but his "general music store" is becom-
ing less general every day. He is a type; knows his
general music business is sick, but is indifferent about
taking the cure.
This Is Different.
A music store with a "promise department" I en-
countered later in the week is something altogether
different from that of Joe and his type. The policy
in the admirable store is not, if possible, to allow any
customer to be disappointed in his or her expectations
of the store or its service. In order to carry out the
self-imposed obligation, the firm has created the
promise department to function in such cases.
The service is working successfully and prevents
the loss of many sales. The scheme is applicable in
the little store as well as the big one. The little
store is more likely to be not equipped to supply
efficiently many things which regular and occasional
customers require.
Functions of Department.
The promise department really comprises two
classes of service—the wants and the promises.
Every music merchant is familiar with the meaning
of "wants," but "promises" as the store handles them
are more or less of a new departure. The principle
of the method is an organized and careful follow-up
system to secure for and deliver to the customer the
goods required but which are not in stock at the
moment of ordering.
The operation is like this: When a customer asks
for something not in stock, the salesman intimates
that the house will be very willing to get it. And
after impressing the ability of the store to make good
on the promise, the customer's name and address is
taken on a special form provided for the purpose. A
"promise book" is part of the regular sales book.
Two copies of the promise slip are made, one for the
customer and one for the house and each bears the
date on which delivery is promised.
The system has increased business considerably and
of course enhanced the good will of the house. It
strengthens the customers' assurances of the ability
of the house to serve—to make it unnecessary for
them to go elsewhere.
The house fills more than ninety per cent of the
promises eventually. It has found it impossible to
fill about forty per cent of them on the date of the
original promise. But the system provides for ex-
planations to the expectant customer and invariably
gets back instructions to "go ahead and get it for
me."
PLATT P. GIBBS STRUCK
BY A SPEEDING CAR
Popular Member of the Trade Injured by
Automobile at Corner of Wabash Avenue
and Monroe Street, Chicago.
Platt P. Gibbs, who has been active in the Chi-
cago music trade for more than fifty years, was struck
by an automobile on Wednesday of this week and
badly injured. He was taken to St. Luke's Hospital,
where, at latest reports, Presto was told he "is doing
well." At the time of his injury Mr. Gibbs was at-
PLATT P. GIBBS.
tempting to cross Monroe street, on Wabash avenue,
and it is supposed that because of his defective left
eye he failed to see the speeding car.
There is no more popular member of the trade than
Platt Gibbs. He has taken part in most of the con-
ventions of the men of music, and as a speaker and
wit he has long stood unmatched. He entered the
Chicago trade back in the early days as messenger
for Root & Cady. At one time he was owner of the
Chicago Music Company, which grew to large pro-
portions. For many years past Mr. Gibbs has been
conducting a song book publishing business in Chi-
cago. His friends everywhere will hope for his
speedy recovery.
DAMAGE SUIT OPENS.
The $3,000 damage suit of the Claypool-Lacey
Music Company, Crawfordsville, Ind., vs. John N.
Taylor, opened in circuit court last week, before
Judge Jere West and a jury. The Claypool-Lacey
Company alleges that water leaking through the ceil-
ing from the office of Dr. Taylor in the Ben-Hur
building, into the Claypool music store, damaged
musical instruments to the extent of $3,000.
ANNOUNCES CHANGE OF NAME.
The name of the Hill Piano Co., Huntington, W.
Va., has been changed to The Miller Music Store, the
new name being adopted when the business Was
moved last week to new quarters in the Vinson
Building. C. V. Miller, the proprietor, has been in
control of the Hill Piano Co., for the past seven
years. Pianos, talking machines and musical mer-
chandise are carried.
A spacious recital hall will be a feature in the newly
remodeled store of the J. W. Jenkins Sons Music Co.,
Tulsa, Okla.
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).