The talking machine world (July-Dec 1923)

July 15, 1923 THE TALKING MACHINE WORLD 159 FREW SELLING MUSICAL MERCHANDISE By J. R. FREW This is a practical book that describes the methods pursued by a successful music dealer in conducting his musical merchandise departments. It covers every routine problem incident to establishing and operating a department devoted to band and orchestra instruments. This branch of the music industry has had a very prosperous year and an excellent opportunity awaits other dealers who take it up. It requires a small investment, gets quick turnover, involves no risk and, in addition to being highly profitable itself, increases the sale of talking machines, records, etc., and helps make a given store the music center of its community. READ THE CONTENTSo/ THIS PRACTICAL BOOK Chapter From the Publisher. Introduction. PART I THE PROBLEM OF BUYING I. Buying In General. II. Importance of Quality In Buying. III. Where to Buy. IV. Future Buying. v. Buying for Special Sales. VI. Some Don'ts for the Buyer. PART II THE PROBLEM OP PTJBI-ICITT VII. Advertising In General. Space or Display Advertising. Advertising by Personal Contact. Advertising Through Service. Direct and Mall Advertising. Advertising Through Musical Attractions. PABT m THE PROBLEM OP MANAGEMENT XIII. Management In General. Stock Display. The Care of Stock. Inventory and Sales Analysis. The Question of Credit. The Repair Department. The Value of Co-operation. PABT IV THE PROBLEM OF BELLING XX. Selling In General. The Sales Organization. Psychology of Salesmanship. Collective Selling. Organizing a Band or Orchestra. The Used Instrument Problem. PART V INSTRUMENTATION Musical Organizations and their Instrumentation. XXVII. The Principal Instruments of the Band and Orchestra Described. APPENDIX List of Principal Mu.slcal Merchandise Products FREE INSPECTION OFFER VIII. IX. X. XI. XII. XIV. XV. XVI. XVII. XVIII. XIX. XXI. XXII. XXIII. XXIV. XXV. XXVI. Edward Lyman BUI, Inc. 383 Madison Avenue, New York. Tou may send me, on five days' free inspection, your book SELLING MUSICAL MERCHANDISE. I agree to return It to you within five days, or remit $2.00 Name Address City ummmmimm CONSTRUCTIVE ARTICLES IN THIS ISSUE OF THE WORLD i Ready Reference for Salesmen, Dealers and Department Heads Why Close Shops in Summer Months Three Fundamentals of Good Collecting Display Windows That Merit Emula tion The Value of Prestige as a Builder of Sales The Need of an Aggressive Spirit in the Retail Trade Lowering the Cost of Doing Business The Question of Advertising in Summer Co-operation on Credit Information Tested Stunts That Have Boosted Sales Mail Orders Help Business Development New Patrons as a Source of Information Types of Men Who Make Best Salesmen . The Work of Junior Music Clubs. . Reviving Business of Record Customers The Pacific Coast as a Potential Field for Sales Some Sales Stimulators Interesting Figures on the Exports of Talking Machines and Records. . How Orders Make Canvassing Successful Checking Up the Value of Store Employes Reaching and Making Sales to Summer Vacationists Putting Originality in the Window Display 4 6 6 8 10 10 10 I I 12 19 20 22 24 25 28 29 29 31-34 35 37 40 How a Live Dealer Drew Crowds With Artist's Tie-up 42 Advertising Foreign Trade at Home 45 The Possibilities of Free Publicity. . 48 The Importance of Quality as a Sales Aid 50 Attacking the Prospect's Weak Point 5 1 "Accounting for Retail Music Stores" Now Available for the Trade. . . 66 68 Featuring the Musical Possibilities of the Talking Machine Review of Trade Conditions in Boston and New England 79-82 Trade Happenings in the Quaker City and Pennsylvania 87-90 How the "Treasure Chest " Will Aid Record Sales 99 Mid-West Point of View and General Western Trade News 100-1 10 Details of the New Canadian Copyright Law 117 The General Music Store as a Field for Larger Profits 129 Gleanings From the World of Music 129-132 Interesting News From the Dominion of Canada 135 A Wide Market for Musical Merchandise During the Summer. ... 1 38 Four-Minute Conferences on Business 1 40 Talking Machine Troubles and How to Remedy Them 150 The Talking Machine Situation in Europe 152-153 Late Patents of Interest to the Talking Machine Trade 154-155 Advance Lists of Talking Machine Records for August 156-158 GRINNELL BROS. STILL EXPANDING Grinnell Bros., of Detroit, continue to open new stores in and around Detroit as new sections build up. Tliey now have the following retail places in the Motor City: Headquarters at 1515 Woodward avenue; Broadway, near Monroe street; East Jefferson avenue, in Fairview district; Joseph Campau, near Yemans; Michigan avenue, at Thirty-second street; West Jefferson avenue, near the River Rouge post office, and the newest store is on Grand River avenue, half a block above Joy road. Add to this theii chain of retail stores in the State, as well as Ohio and Ontario, and you can see that Grinnell 'Bros, probably operate more retail establishments than any other concern in America. Southern 1^ (^ICM/V\OND The Toledo Talking Machine Co. Toledo, Ohio Wholesale Victor Exclusively TEST IT. OUR VICTOR Record Service has a reputation for efficiency. Suppose you try it. E. F. DROOP & SONS CO. 1300 G. STREET. WASHINGfTON. D. C. 281 N. HOWARD STREET. BALTIMORE. MD W. J. DYER & BRO. DYER B'LD'G, ST. PAUL. MINN. NORTHWESTERN DISTOIBUTORS OF THE VICTOR Machines, ReccH'ds and Supplies S^p_Bccl Promptly to ■Jl Points in tlie Nwthwest