Presto
Issue: 1928 2213 - Page 10
December 29, 1928
P R E S T O-T I M E S
10
The Background SALES METHODS OF
W.L.PACE PIANO CO.
of
A BUSY ROLL
DEPARTMENT
Piano House of Houston, Tex v with Branches
in Twenty States, Believes in Personal
Contact as Best for Results in
Music Goods Sales.
By BESS BARGEN.
THE NEW
CAPITOL
WORD ROLLS
JUST RELEASED.
5104—Down By the Old Front Gate—Fox Trot
5102—Dream House—Fox Trot
5101—Etiquette Blues—Fox Trot
^093 F'rinstance—Fox Trot
5090 Good Night—Waltz
5098—1 Get the Blues When It Rains—Fox Trot
5094—I Must Be Dreaming—Fox Trot
5088 I Tore Up Your Picture—Marimba Waltz
5092 I'd Like to Ride Away to a Little Hide-
Away
5089—I'll Be With You When the Roses Bloom
Again
5097 I'm Winging Home—Fox Trot
5100 Just A Little Bit o' Driftwood—Fox Trot
5086 Just Like a Melody Out of the S k y -
Fox Trot
5082 Little Mother—Waltz
5099 Love Affairs—Fox Trot
5085 My Heart Keeps On Speaking of Love—
Fox Trot
5095 Old Pals Are the Best Pals After A l l -
Fox Trot
5087 Rag Doll—Fox Trot
5081 Rosette—Waltz
5103 She's A Great, Great Girl—Fox Trot
5106 Six Feet of Earth (Make Us All of One
Size)
5091 The Dance of the Blue Danube—Fox Trot
5096 Whisper Sweet and Whisper Low—Fox
Trot
5105 When You're Smiling—Fox Trot
5084 You Can't Blame Me For That—Fox Trot
Extra Choruses
A Longer Roll
Seventy-five cents
Printed Words
Rated as the largest wholesale and retail distrib-
utors of pianos in the south, with branches in twenty
southern states, the W. L. Pace Company is influen-
tial in swaying public demand. Its show windows
and newspaper advertising alike reflect good taste
and aid in selling the pianos and musical stock dis-
played and talked about. In the newest of its stores,
VV. L. Pace & Company, of Houston, Texas, the
piano department is large and complete, offering an
assortment distinguished for its variety as well as for
its beauty.
The best way to sell pi?.nos, the management be-
lieves, is through personal contact. The best makes
sell on knowledge of the instrument. Quality of
tone, durability, beauty of the case, all of these sales
arguments are potent, but they are more so when
the salesman calls on the prospect and stresses each
point in the particular make of piano that he is sell-
ing. The salesman keeps the thought in the mind of
the prospect, that the chief function of the piano is to
entertain; its tone quality must necessarily be the
very best. As such its main appeal is to the ear, and,
accordingly, it is through the ear that W. L. Pace &
Company makes its appeal to the piano buyer.
Selecting a Staff.
"I select men who are cultured and educated and
train them myself," V. W. Anderson, the manager,
stated. "We keep in touch with the building of new
homes and a salesman is assigned to a certain district.
He goes out to where a home is being built and
meets the owners, finds out what period furniture
they expect to furnish the new home with and then
points out that the piano should harmonize in design
so that the effect of the whole will not be marred.
An Effective Plan.
A most effective plan by which to gain new pros-
pects has been used by the W. L. Pace Company
with considerable success. When a piano has been
sold and delivered, the sale does not end there;
rather, the W. L. Pace Company's service begins.
! The salesman calls on the customer to find out if he
is satisfied. If the tuner can make the piano more
pleasing to the customer, he is sent to this home, and
the W. L. Pace Company tunes all pianos free for
one year. In return for the service rendered by the
salesman, the customer usually gives him the names
of several friends that may be interested in the pur-
chase of a new piano and thus the prospect list be-
comes an endless chain.
An Efficient Manager.
V. W. Anderson has been connected with the com-
pany for many years. He was sales manager of the
company's store in Beaumont, Texas, for nineteen
years. The Houston store recently completed the
celebration of its first anniversary and Mr. Anderson
is now manager of the Houston concern.
The salesmen watch the papers for a list of the
builders of exclusive homes and they then make the
acquaintance of these people and build a sales talk
along educational lines and in most cases the sales-
man succeeds in making the sale.
By keeping the main principle always in mind
when merchandising pianos—namely, that the one
point to stress above all else is quality—the W. L.
Pace Company has had splendid success with its
piano department. As manv as thirty-two baby grand
pianos are sold each and every month by this live
wire concern. Courteous treatment, attention given
to display and personal solicitation, all of them de-
pending on the cardinal factor, has put the W. L.
Pace Company in the small class of southern stores
which sell pianos to the most discriminating of the
people of the south.
NEW GENERAL MUSIC STORE
OPENS AT SEYMOUR, IND.
Brethauer's Music & Radio Shop Is Latest Addition
to Business of Indiana Town.
A new business in Seymour, Ind., was opened last
week by A. F. Brethaucr, who is well known in that
city. The firm is known as Brethauer's Music &
Radio Shop, and is located in the room formerly
occupied by the Progressive Music Company on
North Chestnut street. Besides his work as a pianist
and orchestra player Mr. Brethauer has come in con-
tact with the music loving public in his connections,
first with the Estel H. Hancock Music & Radio Com-
pany, and recently with the Progressive Music Com-
pany.
The new store is attractively fitted and carries an
entire new stock of musical instruments and records
and sheet music. Mr. Brethauer has retained the
Victor agencies and has stocked Victor talking ma-
chines and Victor records. He will handle the Para-
mount radio as soon as machines of this make can be
supplied for his stock room which he expects within
the next few days.
The store will be in the personal charge of Mr.
Brethauer, who is a Seymour resident, having spent
almost his entire life in this locality.
A grand opening was announced in the Chicago
Sunday Tribune of the "North Side Home of Majestic
Radio" in Uptown Chicago at 1022 Wilson avenue.
The Heppe, Marcellus and Edouard Jules Piano
manufactured by the
HEPPE PIANO COMPANY
are the only pianos In the world with
Three Sounding Boards.
Patented In the United States, Great Britain,
France. Germany and Canada.
Liberal arrangements to responsible agents only.
Main Office, 1117 Chestnut St.
PHILADELPHIA. PA.
THE KOHLER INDUSTRIES
of NEW YORK
AFFILIATED COMPANIES
Hand Played
Made of the best materials
obtainable.
Will please your trade and
double your sales.
Quality and price make
Capitol rolls the deal-
er's best profit producer
in a roll department.
M
r
anufacturing for the trade
Upright and Grand Pianos Player Pianos
Welte Mignon (Licensee) Reproducing Pianos
De Luxe Player Actions
Standard Player Actions
Welte Mignon (Licensee) Reproducing Actions
Expression Player Actions
Piano Hammers
Bass Strings
Wholesale Chicago Office and Service Departments
Capitol Music Roll Co.
721 N. Kedzie Ave., CHICAGO, ILL.
(Formerly Columbia Music Roll Co.)
San Francisco Ofjice
458 Phelan Building
KOHLER INDUSTRIES
1222
KIMBALLL
BUILDING
CHICAGO
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 E S T O-T I M E S
10
The Background SALES METHODS OF
W.L.PACE PIANO CO.
of
A BUSY ROLL
DEPARTMENT
Piano House of Houston, Tex v with Branches
in Twenty States, Believes in Personal
Contact as Best for Results in
Music Goods Sales.
By BESS BARGEN.
THE NEW
CAPITOL
WORD ROLLS
JUST RELEASED.
5104—Down By the Old Front Gate—Fox Trot
5102—Dream House—Fox Trot
5101—Etiquette Blues—Fox Trot
^093 F'rinstance—Fox Trot
5090 Good Night—Waltz
5098—1 Get the Blues When It Rains—Fox Trot
5094—I Must Be Dreaming—Fox Trot
5088 I Tore Up Your Picture—Marimba Waltz
5092 I'd Like to Ride Away to a Little Hide-
Away
5089—I'll Be With You When the Roses Bloom
Again
5097 I'm Winging Home—Fox Trot
5100 Just A Little Bit o' Driftwood—Fox Trot
5086 Just Like a Melody Out of the S k y -
Fox Trot
5082 Little Mother—Waltz
5099 Love Affairs—Fox Trot
5085 My Heart Keeps On Speaking of Love—
Fox Trot
5095 Old Pals Are the Best Pals After A l l -
Fox Trot
5087 Rag Doll—Fox Trot
5081 Rosette—Waltz
5103 She's A Great, Great Girl—Fox Trot
5106 Six Feet of Earth (Make Us All of One
Size)
5091 The Dance of the Blue Danube—Fox Trot
5096 Whisper Sweet and Whisper Low—Fox
Trot
5105 When You're Smiling—Fox Trot
5084 You Can't Blame Me For That—Fox Trot
Extra Choruses
A Longer Roll
Seventy-five cents
Printed Words
Rated as the largest wholesale and retail distrib-
utors of pianos in the south, with branches in twenty
southern states, the W. L. Pace Company is influen-
tial in swaying public demand. Its show windows
and newspaper advertising alike reflect good taste
and aid in selling the pianos and musical stock dis-
played and talked about. In the newest of its stores,
VV. L. Pace & Company, of Houston, Texas, the
piano department is large and complete, offering an
assortment distinguished for its variety as well as for
its beauty.
The best way to sell pi?.nos, the management be-
lieves, is through personal contact. The best makes
sell on knowledge of the instrument. Quality of
tone, durability, beauty of the case, all of these sales
arguments are potent, but they are more so when
the salesman calls on the prospect and stresses each
point in the particular make of piano that he is sell-
ing. The salesman keeps the thought in the mind of
the prospect, that the chief function of the piano is to
entertain; its tone quality must necessarily be the
very best. As such its main appeal is to the ear, and,
accordingly, it is through the ear that W. L. Pace &
Company makes its appeal to the piano buyer.
Selecting a Staff.
"I select men who are cultured and educated and
train them myself," V. W. Anderson, the manager,
stated. "We keep in touch with the building of new
homes and a salesman is assigned to a certain district.
He goes out to where a home is being built and
meets the owners, finds out what period furniture
they expect to furnish the new home with and then
points out that the piano should harmonize in design
so that the effect of the whole will not be marred.
An Effective Plan.
A most effective plan by which to gain new pros-
pects has been used by the W. L. Pace Company
with considerable success. When a piano has been
sold and delivered, the sale does not end there;
rather, the W. L. Pace Company's service begins.
! The salesman calls on the customer to find out if he
is satisfied. If the tuner can make the piano more
pleasing to the customer, he is sent to this home, and
the W. L. Pace Company tunes all pianos free for
one year. In return for the service rendered by the
salesman, the customer usually gives him the names
of several friends that may be interested in the pur-
chase of a new piano and thus the prospect list be-
comes an endless chain.
An Efficient Manager.
V. W. Anderson has been connected with the com-
pany for many years. He was sales manager of the
company's store in Beaumont, Texas, for nineteen
years. The Houston store recently completed the
celebration of its first anniversary and Mr. Anderson
is now manager of the Houston concern.
The salesmen watch the papers for a list of the
builders of exclusive homes and they then make the
acquaintance of these people and build a sales talk
along educational lines and in most cases the sales-
man succeeds in making the sale.
By keeping the main principle always in mind
when merchandising pianos—namely, that the one
point to stress above all else is quality—the W. L.
Pace Company has had splendid success with its
piano department. As manv as thirty-two baby grand
pianos are sold each and every month by this live
wire concern. Courteous treatment, attention given
to display and personal solicitation, all of them de-
pending on the cardinal factor, has put the W. L.
Pace Company in the small class of southern stores
which sell pianos to the most discriminating of the
people of the south.
NEW GENERAL MUSIC STORE
OPENS AT SEYMOUR, IND.
Brethauer's Music & Radio Shop Is Latest Addition
to Business of Indiana Town.
A new business in Seymour, Ind., was opened last
week by A. F. Brethaucr, who is well known in that
city. The firm is known as Brethauer's Music &
Radio Shop, and is located in the room formerly
occupied by the Progressive Music Company on
North Chestnut street. Besides his work as a pianist
and orchestra player Mr. Brethauer has come in con-
tact with the music loving public in his connections,
first with the Estel H. Hancock Music & Radio Com-
pany, and recently with the Progressive Music Com-
pany.
The new store is attractively fitted and carries an
entire new stock of musical instruments and records
and sheet music. Mr. Brethauer has retained the
Victor agencies and has stocked Victor talking ma-
chines and Victor records. He will handle the Para-
mount radio as soon as machines of this make can be
supplied for his stock room which he expects within
the next few days.
The store will be in the personal charge of Mr.
Brethauer, who is a Seymour resident, having spent
almost his entire life in this locality.
A grand opening was announced in the Chicago
Sunday Tribune of the "North Side Home of Majestic
Radio" in Uptown Chicago at 1022 Wilson avenue.
The Heppe, Marcellus and Edouard Jules Piano
manufactured by the
HEPPE PIANO COMPANY
are the only pianos In the world with
Three Sounding Boards.
Patented In the United States, Great Britain,
France. Germany and Canada.
Liberal arrangements to responsible agents only.
Main Office, 1117 Chestnut St.
PHILADELPHIA. PA.
THE KOHLER INDUSTRIES
of NEW YORK
AFFILIATED COMPANIES
Hand Played
Made of the best materials
obtainable.
Will please your trade and
double your sales.
Quality and price make
Capitol rolls the deal-
er's best profit producer
in a roll department.
M
r
anufacturing for the trade
Upright and Grand Pianos Player Pianos
Welte Mignon (Licensee) Reproducing Pianos
De Luxe Player Actions
Standard Player Actions
Welte Mignon (Licensee) Reproducing Actions
Expression Player Actions
Piano Hammers
Bass Strings
Wholesale Chicago Office and Service Departments
Capitol Music Roll Co.
721 N. Kedzie Ave., CHICAGO, ILL.
(Formerly Columbia Music Roll Co.)
San Francisco Ofjice
458 Phelan Building
KOHLER INDUSTRIES
1222
KIMBALLL
BUILDING
CHICAGO
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).