Presto

March 5, 1927.
PRESTO-TIMES
Quality, value and beauty,
plus ti workable plan ofsell-
ing, are the weans by which
these two brothers hare fur-
thered the good uaiiii of their
Sf> year ulJ. house
•f
t
1
Don F. Smith (L)
IV. Howard Smith (K)
View of second floor of Smith & Phillips' store
located at 409 Washington Street. Note the spe-
cial parlor in rear for displaying grands
Stocking the complete line
tripled our sales"
With the wisdom of 56 years' leadership
Smith & Phillips back this successful sales plan
The Smith & Phillips Music Company of East
Liverpool, Ohio, founded in 1870, is the oldest
and largest music house in the eastern part of
the state.
East Liverpool, as the country's leading pot-
tery center, has a population of some 22,000—
about 4,800 families. Here trade conditions are
pretty much the same as you will find them in
any other typically American community.
"We have put Gulbransens into nearly 900
homes," says Don Smith, who with his brother
Howard, is in active charge of the business. "We
have been successful, we believe, because we our-
selves are thoroughly sold on the Gulbransen
and think that it's the finest piano any dealer
can feature.
Carry EVERY model in stock!
"You'll find 50 Gulbransen Pianos on our floor—
every model made. Here a customer can pick out
any one of 36 different pianos—14 styles, all fin-
ishes, in a wide variety of prices to meet any
pocketbook. Why do we carry so many regularly?
"Because by stocking the complete line, we have
tripled our sales. Ten years ago when we began
featuring the Gulbransen, we found that it was
by far the easiest selling piano. Howard and I
figured out that if we stocked the entire line we
would greatly increase our chances of getting
more business. Knowing that in ninety-nine out
of a hundred sales, a woman makes the final de-
cision, our reasoning was something like this:
"Did you ever watch a woman buy a hat? 'I'd
take that one if you had it in a little different
shape.' 'I'd buy that if you had it in a different
color.' Well, piano selling meets much the same
problem. But remove the 'if part and you've
cut down the last lingering resistance to a sale
for a woman who is sincerely interested and not
merely bluffing.
"With our piano stocks fully complete, we
offer no opportunity for the slightest honest 'if.
We replace a piano as quickly as it is sold and
get immediate deliveries from the factory.
Go out after the business
"Howard is outside selling all the time. Last
year about one-third of our sales were closed out-
side the store. When we have lined up a live
prospect, we load a piano on one of our fast
trucks and take it out to the home. This is not
'high pressure work', for no reputable dealer can
afford that. This is merely an unexpected service
that in nine cases our of ten clinches the sale.
"When people come into the store, they are
won over by the Gulbransen's beauty of tone and
ease of playing. Both Howard and I play by
hand a little, and we always show how easily
the action works with the Registering feature
released.
' 'This is a strong talking point to parents with
children taking lessons Here they appreciate
the Gulbransen's double service in the home,
learn how they themselves can get all the thrill
of actually playing without knowing a single
note.
Recognized as music headquarters
"From our own advertising in the daily papers,
business men's bulletins, local trade papers and
circulars, people know where to come when they
want to buy. They have already read the Gul-
bransen advertising in their magazines and they
check its statements with our own and the in-
struments we display.
"We consider this advertising support an in-
valuable part of the Gulbransen sales plan. We
have found that the Gulbransen way of doing
business fits to a 'T' our ideas of conducting
business on a square deal basis. We talk qual-
ity, beauty, the Gulbransen's enduring worth,
and the pleasure of having music in the home.
"Steadily increasing sales prove that we're
working along the right line. During the com-
ing months we intend more than ever to apply
the Gulbransen plan of selling."
Do YOU know what this plan is?
Hundreds of other successful dealers like Smith
& Phillips in every part of the country are using
the definite sales plan developed by the Gulbran-
sen Company. Actually it is more than a plan.
It is a complete method of doing business. No
theory! You are furnished a working outline
and given the material itself with which to carry
out every step to successful completion.
You owe it to yourself to find out just what
this plan embraces. If you are not satisfied with
your present business, if you are not getting the
success you think your efforts deserve, write for
full details about this tried and proven way of
selling.
Without any obligation on your part, we shall
be glad to send you complete information. Tiic<
ust -
mail in the coupon today.
Gulbransen Company, Dept. P . T. M .
3232 West Chicago Avenue, Chicago, III.
Please send me complete information about your sales plan.
Miss Elizabeth Hamill, prominent East
Liverpool teacher and concert player, uses the
Gulbransen Grand in her studio
Cry.
. State
All set and ready to go! One truck and a Gul-
bransen is the formula that Howard Smith pre-
scribes for closing outside sales
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