Presto

mean PROff fj.
. . to Everett Orgatron and
Hammond Organ Dealers
H. KAY KUHRMEYER
"I CAN GET IT FOR YOU AT WHOLESALE"
We wonder if the people making the above statement re-
alize what great ha r m they are doing, and how unethical such
an offer is. The music dealer has been recently subjected
more and more to the aggravation of having sales knocked
out from under him, after a great deal of promotional work,
because of the thoughtless and inconsiderate actions of music
supervisors, tradesmen in other lines, or just people who have
"contacts". Very often these transactions are gone into with-
out profit to the obliging friends. Very often also the obliging
friends are subjected to embarrassment, due to the fact that
their offer has failed to satisfy the purchaser.
In the past few days dozens of catalogs have reached my
desk, offering all types of merchandise, including radios, mu-
sical instruments, jewelry, sporting goods, etc. to myself or to
my employees at 50% discount. In many cases these catalogs
are priced above the usual list price. They then offer 50% dis-
count, which, while it means a slight saving to the purchaser,
is still misleading as to the actual saving involved. The
purchaser probably would not be induced to buy at this so-
called wholesale price, if he realized how small the savings
were. Considering the fact that he has very little recourse,
in case of dissatisfaction with the goods purchased, and also
can receive no personal attention nor adjustments in the mat-
ter, he would undoubtedly prefer to buy these goods at list
price with a good sound guarantee and an insurance of satis-
factory adjustment in case of defects, even though the cast
were slightly higher.
Some Wholesalers Are Destroying Their Own Business
Many wholesalers of late, realizing- that they can secure
cash with order and have a lower percentage of returns have
commenced to operate this way also, instead of printing up
the usual 3,000 or 5,000 catalogs necessary for the retail music
trade, are printing up many thousands more and inadvertently
they send them to music supervisors, tradesmen of all kinds,
and others who are not entitled to regular discounts. This
is done in the hope of securing additional sales, cash with
order. They are, however, depriving the retailer of a great
many sales which they would otherwise get. They are un-
dermining their own business, as continued practice of this
kind will cause the retailer to secure goods elsewhere.
Looking for a practical and positive Christmas
promotion plan this year? Then give a
thought to this:
Every instrument you've sold represents a
live Christmas prospect for Deagan No. 5021
Cathedral Chimes. And every sale means a
substantial addition to your profits.
The No. 5021 unit has been specially designed
for Hammond and Everett instruments, and is
endorsed by their manufacturers. Mounted on
the wall or on a portable floor standard, and
played from the organ console, it places at the
command of the organist one of the richest and
most beautiful effects in the entire field of
music. To hear the No. 5021 is to feel an ir-
resistible urge to buy.
Profit by this urge. Write today for special
folder on Deagan No. 5021 Cathedral Chimes
. . . . J. C. Deagan, Inc., Dept. PM11,
1770 Berteau Ave., Chicago.
DEAGAN
No. 5021
Cathedral
Chimes
(Please turn to page seventeen)
J»ECKMBKli, 1010
I'AGK FIFTEEN
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