The talking machine world (July-Dec 1927)

64 The Talking Machine World, New York, December, 192? Selling the Brunswick Topic of Harris Address Before Portland Retail Trade Special Factory Representative of the Brunswick-Balke-CoUender Co. Talks Before Seventy Members of Portland Trade on Retail Selling Portland, Ore., December 5. — 0. P. Harris, special traveling representative of the Brunswick-Balke-Collender Co., who is making a tour of the country giving sales talks to the dealers and salesmen of the Brunswick agencies, was presented to the Portland dealers and salesmen and saleswomen hy A. R. McKinley, Pacific Northwest district manager of the Brunswick-Balke-Collender Company, the evening of November 7, at the company's headquarters in Portland. Over seventy members of the trade responded to the invitation and listened to one of the best sales talks ever given in this city. Prepare Selling Program Mr. Harris began by stating that a selling program should be prepared and studied with the same care as the artist does his or her program. He referred to Bradstreets which states that 36 per cent of the failures are caused by incompetency and also to the statement that 70 per cent of all sales are emotional, while only 30 per cent are logical. He then referred to the selling of the Panatrope, recalling many instances where incompetent salesmen have failed in selling the instrument. The salesman must know his instrument in the first place, so as to demonstrate it intelligently. He pounded home the fact that much depended on the demonstration and the manner in which it is conducted. It is very essential that the right records be used, which must be selected before the demonstration. The salesman should have a case of records that will cover the tempera Abo've, the Sitver-Marsltall 678 liglit socket amplifier ready for operation. BeloiUj the amplifier ivii/i co-ver of tube comtartment turned back, sho'ij^inq L'Z-226, [7Z-210 and f/X-281 tubes, and input, output and radio set B supply binding posts. Another neiu S-M money maker is the 675 po=u;er unit ivliich furnislies B poixer to any radio set at 45, 90, 135 and 450 volts, as well as A and C po-ij:er ivlien A.C. tubes are used. The 675 po'ujer unit allows a ^^"-210 super amplifier Radioiron to be installed in any radio at all with special adaptor and it is now the general knowledge that the only path to distortionless reproduction is to use a UX-210 tube. Appearance same as 678 amplifier. Price, less one UX-2il rectifier tube, $58.00. Electric Phonograph Amplifiers SILVER-MARSHALL, INC., famous for the finest toned radio amplifying equipment money can buy, now offers a standard model amplifier for electrical phonograph operation, while special amplifiers for phonograph manufacturers can be furnished for any class of instrument and service, home or auditorium. The S-M type 678 is a complete two stage phonograph or radio amplifier operating directly from any 110 volt, 60 cycle house light socket. It uses the new RCA tubes— one UX-226 A.C. amplifier, one UX-210 super power amolifier, and one UX-281 high power rectifier. This S-M amplifier will provide volume and tone quality unconditionally guaranteed equal or better than that of standard electric phonographs. To operate, it needs only a standard electric sound box (pick-up), three tubes and any good loud speaker, either cone or exponential horn. Type 678 amplifier is completely enclosed in a crystalline brown steel case, liy^," long, iYz" high over carrying handle, and 8i/^" wide, weight 35 lbs. A hinged cover is provided over tube compartment and ample ventilation is assured for operation in phonograph cabinets. There is nothing to get out of order — to install simply connect pick-up and loud speaker, insert three RCA tubes and turn on the power — there's not an adjustment of any kind to make. The S-M 678 amplifier, at $78.00 list, less tubes, opens up a tremendous field for phonograph manufacturer, jobber and dealer alike, for with a $20.00 list additional investment for reproducer adaptor and electric sound-box, any old mechanical phonograph can be given all the improvements of the finest electric record reproduction. And in addition, S-M 678 provides "B" power for any radio set, and complete audio amplification — through a standard adaptor supplied to any radio. It will improve any set at all, no matter how expensive, for the reproduction of the 678 amplifier is truly marvelous. The Silver-Marshall engineering laboratories gladly undertake to solve any manufacturer's electric reproduction problems — supply any type of amplifying equipment — and at less than competitive prices every time. Send for all data. Silver 'Marshall, Inc, 880 West Jackson Blvd. Chicago, 111. ment of all classes of customers. These need not be more than a dozen or so, he declared. Size Up Customers Before making the demonstration, he said the salesman should size up his customer. This can be accomplished by a few well-chosen questions, observation and common sense. First find out why he desires to purchase: this includes enjoyment, educational, entertainment, esteem and professional use. Then discover the buying power of the customer. This can be determined by finding the district in which he lives, his friends and the way he is dressed. Then find out the kind of music he enjoys. This Mr. Harris placed in three classes: head, heart and foot. And lastly the temperament of the customer, whether positive, negative or neutral, must be considered. Having arrived at this stage, if the salesman knows his Panatrope, he can proceed to demonstrate, choosing the records that will fit the case. Use Only Perfect Records It is important to use only perfect records, because the Panatrope is just as good as the records played upon it. It is a great mistake to play a "head" record — a classical one — for one who wants "foot" music, and vice versa. He also stressed the point that the salesman i.« selling the Panatrope and the radio attachment can be referred to but must not be dwelt upon. Mr. Harris said that very many salesmen get into a rut and the only "difference between a rut and the grave is its length and depth " After leaving Portland, Mr. Harris will visit Seattle, Tacoma and Spokane, returning to Portland and then going to California by way of the Willamette Valley, stopping at the cities and towns en route to give the Brunswick dealers and salesmen sales talks on general selling principles. Grunewald Celebrates Its Seventy-fifth Anniversary Famous New Orleans Music House Has Handled the Steinway Piano for Sixty Years New Orleans, La., December 5. — The L. Grunewald Co., Inc., this city, completed threequarters of a century in the music business last month, and in this connection the establishment has been accorded much valuable publicity and public recognition through the local press. When the firm was founded by Louis Grunewald, Sr., just after he came to this country in 1852, it occupied a tiny shop in Magazine street. There was just enough room to display a few pianos and organs, but the increasing business made necessary a series of moves until the present site on Canal street was chosen, where the company now occupies its own four-story building. The Grunewald Co. has for many years been ranked as one of the largest music houses in the South. For sixty years the company has been exclusive agent for the Steinway piano in this region, and in addition has handled the Vose, Brambach, Milton, Gulbransen and other pianos for a long period of years. The Victor and Brunswick lines of phonographs, records, small goods and sheet music are also carried in large, separate departments. Only three men have been at the head of the business in its seventy-five years. The founder, Louis Grunewald, remained president of the company until his death in 1915, but his eldest son, William N. Grunewald, had been in active charge since 1881. The son became president at the founder's death, but died himself two months later. Management then fell upon his son, Benedict Moret Grunewald, then thirty years old, who is still president. New Branch in Faribault The Segerstrom Piano Co., Albert Lea, Minn., of which V. E. Segerstrom is proprietor, has opened a new branch store in Faribault, Minn., handling a full line of instruments.