Evening star. [volume] (Washington, D.C.) 1854-1972, 1884-11-01
SELLING: A PIANO.
An Old Hand at the BCsincss Gives 3
GrecnhOrn Some Points.

An Old Hand at the Es0siness Gives a
Greenhorn Some Points.
From the San Francisco Post
'You see," said the piano man to his new
help, as he touched up an old So stool with a
little boiled oil and kerosene till it looked like
brand new 81 article, .every one who comes
here to buy or hire piano knows more or less
about the machne-prineipally less-and Its the
duty Of good salesman to guide them, so to
speak"
Il understand that" said the new man.
"Oh, you do, do your" said the boss. softly.
as he rubbed his brush over scratch s.How
would you go to work with strong looking
woman in turned silk dress and cleaned kid
gloves. who wanted to hire 500 piano for IS
month and not pay for sending it homer"
why, I'd just tell her it could not be done,
and let her walk out as soon as she could; that's
all. said the new man, with a look Of supreme
Indifference on his face.
"You are like all the rest of EN-" said the
boss sadly, as he keyed up a 800 imitation
grand to make a sound like 500 one; "all
you lack is patience and Judgment and about
ten years experience to be good piano sales
man. Now. you just listen to me, and I'll tell
you more in a second about piano selling than
you know In lifetime"
"Spiei," said the new man, as he composed
himself to rest on piano stool the boss had lust
picked out to send to Tehama street resi-
dence.
There you CO." said the boss "don't you
know that's $40 stool?'
"Well, what if it is?"
=" What if it is?" screamed the boss. break
ing a wire in the excitement Of the moment;
do you suppose that SO stools viii stand sit
ting on3 Now, listen to me, and I'll teach you
some points about the piano business. You
see, every woman knows all about piano. If
she DON'T some one else does, or thinks so. and
she is sure to tell her. There's cool hundred
dollars profit to us on a $500 piano. if we get
it; but we don't; there's the trouble. We have
to divide, just the same as if we were politi-
clans. lady comes into the store and says
she wants to buy piano. After trying every
instrument in the place, or having US try them.
and getting all the prices, she says, I'll not
make up my mind to-day. I'll get my daugh-
ter's music teacher, who knows all about
pianos, to come down and try them Next day
along comes the music teacher, with a card
which says she is from the Conservatory of Mu-
sic at Milan. Why, Eve had cards enough of
cid Milaners here to fill the conservatory let
alone leave room for teachers and pupils Saws
the teacher, after I've got over the paralyzing
effect of the card, IN be down tomorrow with
Mrs SO ana So to pick out piano. OF course:
expect the usual commission Yes, ma'am,'
says |, 10 per cent and away she goes Next
day the buyer and music teacher come and pick
out piano. The music teacher does some
heavy standing around. tries every one opened
and gives her opinion as wise as an owl. OF
course, she can't tell the difference between a
good piano and a poor one"
"Of course not" echoed the new man. "Nor
You either, don't believe" snapped the boss,
with mean look in his face. "And why can't
you! Cause no one but a maker or tuner
can. good tuner will get the same sound out
OF q $500 piano as any one can out of the best
instrument made. That is, he will in place of
moderate size. You can't tell anything about a
piano by playing it; only whether it's in tune or
not. And the more you know about playing
the less you are likely to know about pianos.
YES Sir; cheap piano will sound as well as
good one. But how long will 1t last? That's
the question. That's where the music teachers
fooled. She'll nose around inside and look at
the hammers bobbing up and down, poke her
parasol at the wires and run her fingers over
the keys. and that's all she knows about it,
When she's got through wasting our time she'll
advise the lady to buy the one nearest the ladys
price, quarrel with me about getting music
stool thrown in, and that's ALL We have to give
her 10 per cent tor doing that, and, besides,
she want commission on every bit of music
the lady buys"
Suppose you did not give up, would not
the customer buy anyhow" asked the new
man.
You are nice one, You are" said the bocs,
with look of contempt. "Buy? Suppose
she did buy, and pay, too? 1t nd be nice
thing to have on your mind, wouldn't ito
have mad-house teacher a-hovering over your
piano and giving it black eye. and making
the lady and her friends all weary of it. Fancy
having sweet thing in a Bingham dress saving to
one OF your best customers: Mr.. Bland did not
treat you right about that piano, ma'am am
sorry to say that it's tone is so bad that dear
Ethels ear is being ruined The first thing
you'll know the lady'ull want you to- take it
back. If you don't you are cheat, and she'll
not only take her trade away, but she'll ruin
you among her friends. You are smart one.
you are, to talk about quarrelng with music
teacher: Why, I'd sooner give 'em half the
profits"
81 see sir, said the new man. humbly.
That's all simple" continued the boss: 'but
the fine art comes in with a tough customer
One that wants three half dollars for dollar
You have got to play that kind mighty low
down or some one else will catch their trade
cheap SNOWY plano Is the kind of thing to
catch them; but you want to hold it back and
seem very reluctant to sell it. Wait till they've
found fault with the price or toneof nearly
every instrument in the place, and then bring
out your best bower, so to speak; but be sure
and put it on the market with care Ask a
very stiff price first. Hint that you don't care
to sell it at ALL but rather than see a hated
rival take trade from your store you would
part with anything. If she takes the hint she'll
try to beat you down a quarter or so. Meet
her gradually, fight for every dollar, and, mind
you, the second she does say yes grab for the
coin for fear she might change her mind"
you can rely on that" said the new man.
NOW, about the hiring business" continued
the boss. "Here is the best part Of our trade,
but It needs care. new piano. when it first
goes out for hire is worth So month. One
that has been used some time ia only worth S.
But there are tricks, thank Cod" calculated the
boss, as he tied label bearing the name j. G.
Fair on the leg Of an old, broken-down square
piano, big enough for a campaign rostrum.
Now here's an old jingler that's paid for
itself five times over and brought us in enough
for carriage to buy new wagon. It's beauty
a bonanza always call it. Fair got back from
North Beach only yesterday. I'll have it var
nished by noon and out at the Mission before
the end OF the week. When a party comes for
piano that can see don't know much trot
ont Fair. Beautiful instrument; first prize at
the Centennial"
''Looks as If 1t might have won prize 100
years back, laughed the hired man.
Yes, sir; beauty" continued the boss,
frownlng at the interruption. could not rent
1t under any circumstances, only it was sold
and the iady's daughter wanted an upright, and
in movingth back leg ofthe piano got scratched
One OF the wealthiest ladies In San Francisco,
too, bought it. OF course, could not say who
That would be unprofessional; and BESIDES"
said the boss with grin, there amt no need
TO tell em when the names on the label as
large as life."
There's smart one. but don't think it's
right for him to be deacon of a church." said
the new man. as the boss went out to stand off
solicitor for subscriptions In aid of cOnsump-
tive cornet player.
Salt River.
There's broad river flows where the amaranth
Where are 50 ndS that ara whttor <bon onou.