Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org JUNE 11, 1921 THE MUSIC TRADE REVIEW 57 TMENT A PLAYER SALESMANSHIP SCHOOL one of the greatest obstacles to increased player sales to-day is the poor playing by owners, Gulbransen-Dickinson Co. Plans to Conduct which is largely due to the fact that they were School During Summer Months Under John never painstakingly informed concerning the Martin—Three-day Courses Being Arranged correct manipulation of this instrument. The Gulbransen-Dickinson Co. has always CHICAGO, III., June 7.—Three-day courses of in- pioneered in educational work for the player- struction in the selling of player-pianos are now pianos, first among the tuners, in order to in- being arranged by the Gulbransen-Dickinson crease their knowledge of its mechanical side, Co. for the benefit of their retail dealers and later among dealers, salesmen and the pub- throughout the country. Classes of twenty-five lic, emphasizing the musical possibilities of the are now being formed as the reservations come Gulbransen. in and it looks as though the thing is going to The fact that to get business now requires prove highly popular with the trade. It is be- more effort makes the men who sell keen to lieved that a course in player salesmanship con- obtain every possible help in improving their ducted by a man like Martin can accomplish individual selling ability. much for those who wish to sell these instru- John Martin's new method of selling player- ments in a way that keeps them sold and main- pianos will be the outstanding feature of the tains the interest of the purchaser after the player salesmanship school. It is gratifying tc sale. As was brought out at the conventions, note that men who have already spent a little time with Mr. Martin and have become ac- quainted with his methods of handling buyers are anxious for additional information. Mr. Martin's instruction will go fully into the details of correct player selling before and after the sale. The six points he will cover are: 1. Player technique, the art of interesting the Records $ .85 prospects in the musical possibilities of the ARTo Word Rolls 1.00 Gulbransen. VOCo Word Rolls .85 2. Progressive steps^ in player demonstration Subject to Liberal Trade Discounts and salesmanship. ARTo RECORDS 3. Keeping the customer interested after the FOR JULY, 1921 sale. DANCE RECORDS 9072 Lazy Mississippi (Where the Lazy Mississippi 4. Gulbransen instruction rolls and how to Flows). Waltz AKTu Dance Orchestra Down Yonder. One-step AItTo Dance Orchestra use them. 9071 Emaline. Fox-trot. .Julius Lenzberg and His Orchestra You Made Me Forget How to Cry. Fox-trot, 5. The roll department as an auxiliary to Julius Lenzberg and His Orchestra DANCE RECORDS WITH VOCAL CHORUSES player selling. 9067 All By Myself. Introducing: "Someone Else." Medley Fox-trot. Vocal Chorus by Ernest Hare, 6. Enlisting the support of musical people, in- Selvin's Novelty Orchestra Just Keep a Thought for Me. Introducing: "Daisy cluding the profession. Days." Medley Fox-trot. Vocal Chorus by Ernest Hare Moulin Rouge Orchestra C. R. Gulbransen, who is in charge of the 9065 I'm Nobody's Baby. Introducing: "Two Sweet Lips." Medley Fox-trot ARTo Dance Orchestra service promotion department of the Gulbran- Wait Until You See My Madeline. Fox-trot. Hand Played Word Rolls Vocal chorus by AI ISeilan. .Jules BufTano's Orchestra sen-Dickinson Co., and who has spent years VOCAL RECORD 9070 Peggy O'Neil. Waltz Song. Tenor Solo. Orch. working with tuners and salesmen in enlarging Accomp Arthur Hall for JULY Honey Rose. Ballad. Baritone Solo, Orch. Accomp., their understanding of Gulbransen construction Ernest Hare COLORED VOCAL AND DANCE RECORDS NOVELTY SONG ROLLS and maintenance, will give a talk to each class 9068 Wang Wang Blues. Vocal Blues, Lucille Hegamin and Iter Blue Flame Syncopaters 68518 Cherle Bibo covering the following points: I Like You Because You Have Such Loving Ways. Lucille Hegamin and Her Blue Flame Syncopaters 70218 Miml (Mf-Me) Conrad 1. The construction of the Gulbransen player. 9069 Sweet Mamma, Papa's Getting Mad. Fox-trot, 70318 The Little Tin Soldier (The Little Ilegamin's Blue Flame Syncopaters (An interesting and understandable presentation Strut, Miss Lizzie. Fox-trot, Rag Doll) Hanley of the technical side.) Hegamln's Blue Flame Syncopaters 70418 My Daddy Morgan 2. How knowledge of player construction can ARTo Word'Rolls $1.00 FOX-TROTS be used by the salesman in keeping owners in- 68618 I'm Nobody's Baby Davis terested and developing prospects. VOCo Word Rolls .85 68718 Crooning Caesar ARTo Popular Rolls . .50 69018 Humming Breau Other features helpful to Gulbransen dealers 69118 Look for the Silver Lining (Sally), and salesmen will be covered by other members Subject to Liberal Trade Discounts Kern of the Gulbransen organization. ARTo WORD ROLLS 69318 I Cull You Sunshine Silvers FOR JULY. 1921 Each class will also make a tour of the fac- 1416 Down Yonder. One-step. 69418 Who'll Be the Next One to Cry Over 1420 I Wonder Where My Sweet, Sweet Daddy's Gone. Fox- You? Black tory and thus have an opportunity of seeing in trot. 1417 In a Little Front Parlor on an Old Back Street. Fox- 69618 Then You'll Know You're Just detail how Gulbransen players are made. trot. Lonely and Blue Delcamp-Sandefur 1419 It Takes a Good Man to Do That. Fox-trot. 1421 Listening. Fox-trot. 69818 Poor Me Finney 1418 Mimi. Fox-trot. 69918 Moonlight Conrad 1422 Molly on a Trolley. Fox-trot. PLAYER--ORGAN--PIANO 1423 Oh, Me! Oh, Myl From "Two Little Girls In Blue." 70018 Near Me Fred Fischer Fox-troL 273 Old-Time Waltz Songs. Medley No. 2. Introducing: 70118 I Wonder Where My Sweet, Sweet (1) "In the Good Old Summer Time"; (2) "Daisy Daddy's Gone Berlin Bell"; (3) "School Days." 1415 Peggy O'Neil. Waltz Song. 1424 Who'll Be the Next One hi Cry Over You? Fox-trot. ONE-STEP The above Songs without words can be had In the ARTo POPULAR Rolls, which retail at 50c. 69518 Down Yonder Gilbert STANDARD INSTRUMENTAL ROLL 88331 Paderewski Rag. One-step. Cue. A Travesty on the Celebrated Minuet. WALTZES AND BALLADS LEATHERS JEWISH WORD ROLLS \ 267 Der Erster Chaver. $1.00. 68818 Wyoming Williams A Specialty of Pneumatic Leathers 266 Noch a Bisel in Espes Noch. $1.00. 254 Tzurik Kein Zion (Ich Benk Tzurik a Helm). $1.00. 69718 Mello Cello Moret I IITTFIMC IMA 40 SPRUCE STREET 271 Zion Heilege (Bleibst Schoin ELbig Beim Yld). $1.00. 68918 Little Crumbs of Happiness Ball T. L LUlMNd, IDC. NEW YORK 69318 The Passion Flower Berlin Exceptionally liberal term* to jobbers MARCHES The ARTo Co. 70518 Our Director Bigelow 70618 Blaze Away Holzman Standard Music Roll Co. 70718 Thunder and Blazes Fucik WHITE, SON CO. New York Offices, 1658 Broadway 70818 'A Frangesa Costa Manufacturers of 70918 Our Favorite Regiment Ertl Factories: Orange. New Jersey OUR PRINCIPAL JOBBERS ARE: ORGAN AND PLAYER-PIANO CROWN MUSIC CO.. New York City. PLAZA MU8IC CO., New York City. FULTON TALKING MACHINE CO.. New York City. GRIMLER SALES CO., New York City. ARTo DISTRIBUTING CO., New York City. WILLIAM H. FERRIS CO., INC., Brooklyn. N. Y. Republic Player Roll Corp. THE MORRIS MUSIC PUBLISHING CO.. Philadelphia. Pa. CONSOLIDATED TALKING MACHINE CO.. Chicago. III. PAUL B. KLUGH, Pres. LEATHERS PENNSYLVANIA ARTo CO., McKeesport, Pa. Act quickly and obtain 75th Street at Broadway N. Y. CITY 530-540 Atlantic Ave., BOSTON, MASS. profitable jobbing agency.