The talking machine world (Jan-June 1923)

Febkuary 15, 1923 THE TALKING MACHINE WORLD IS aiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiuiiiiniiiiiiiiiiuiiiii^^ I The Music Store Staff Discusses Methods | I of Increasing Sales Volume By Frank H. Williams | iiiiiiiiiiiiiiiiiiiiiiiiiiiiiii A Middle Western music store which employs about a dozen people all told has staff meetings every month or so at which all the employes discuss methods of increasing business, handling routine to more advantage and helping along things generally. This store has been exceedingly successful in getting the employes to stand up and talk at these meetings, and, as other employers will realize, this is something decidedly unusual. In fact, these staff meetings are more like family gatherings, at which matters of interest to the family are frankly and fully discussed, than they are like usual formal, stiff and unpleasant store staff meetings. Recently the employes, under the guidance of the proprietor, discussed at length ways and means which might be used in increasing sales of talking machines and records. Here are some of the points brought out at this meeting: The Proprietor: "Our sales of talking machines and records the past month were about 10 per cent in advance of what they were during the corresponding month of last year, but it seems to me that we ought to be hanging up more of an increase than that each month. I've been talking to some of the retailers in other lines recently and they tell me that last month was fifteen to thirty per cent better, with them, than the corresponding month of a year ago. I can't see any reason why the business at our store shouldn't be as good as it is in other lines and yet, frankly, I haven't been able to think up any schemes which I consider to be really good for increasing business above the natural point which we can hope to attain next month. And so I'd be delighted if some of you folks could give me some suggestions along lllllllllllllll this line at this meeting. Let's hear what you've got to say about the matter, because, of course, an increase in the store's business will be of benefit to all of us in the long run." The Cashier: "Why wouldn't it be a good idea for each of us to make a list of ten people who haven't been in the store recently and who, we know, are interested in music, and why wouldn't ■ Employes of a Store M ^ Are Often a Valuable J I Source of Ideas Which M M the Merchant Can Put J I to Use With Profit I it then be a good plan to send out records to all of these people and demonstrate the records in their homes? I'm sure that we would make a number of record sales in this way which, otherwise, we would not make." The Salesman (who has been with the store the greatest length of time): "Of course, if we are to get more business this month than we could naturally expect it will be up to us to go out and get it and not wait for it to come to the store. It seems to me, under these circumstances, that 11111(1 the cashier's suggest'on is a very good one. And I'd also like to suggest that we stage a special contest during the month among the salespeople to see which of us can sell the greatest number of records. Of course, the proprietor wouldn't want to put up a very big prize for the best sales record of the month, but I'm sure that if a prize of $5 vi'as offered for the best sales record it would make me put forth greater effort to increase my sales volume and I believe that it would stimulate all of us. What do you think of the idea, Mr. Proprietor?" The Proprietor: "That's a good idea. What would you think of a prize of $5 for the salesman who makes the best record for the month?" Chorus: "Fine!" Tlie Proprietor: "But I would like to suggest that the contest be so arranged that every salesperson would have an equal chance. I think the prize should go to the salesman who, during the present month, makes the greatest percentage of increase in sales over the total volume of his sales during the last month." The Oldest Salesman: "That's a perfecth' fair and just arrangement and I'm sure we'll all agree that it is, and I'm also sure that all of us will work hard to win it." The Newest Saleswoman: "I've been noticing, since coming to this store, that there are a number of organizations which meet in the hall on the floor above and in other halls in the vicinity at various times during the week. For instance, on Friday mornings the Morning Musical, which is composed of leading women of the city, meets in the hall upstairs. And on (C ontinucd on page IS) We Have With Us— "Is there anyone here who doesn't know Pearsall Service?" Ask any Pearsall Dealer, he'll tell you. "Desire to serve, plus ability." 10 EAST 39th ST. NEW YORK CITY SILAS E. PEARSALL COMPANY THOMAS F. GREEN, President