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THE MUSIC TRADE REVIEW.
12
fidence, to every salesman, customer, man,
or child. I know more about other
A POINTS OF SUPERIORITY woman
people's affairs than I used to, and I did not
ON T H A W I N G .
Stray prrouvs prom JaF}i}s?[/s
OF THE
MY DEAR BILL :
My journey is ended, and in a few minutes,
with the assistance of a few friends, I will sing
the Doxology and "hie myself to Home, Sweet
Home. Ah, ye men that breathe the glorious
air of the one city of our United States, instead
of the 14 carat, anti-clean, laundry-health-hap-
piness, smoke-laden atmosphere of these West-
ern cities, rejoice, for ye are to be envied.
I wrote you last from Oil City.
In this town everything is at a stand-still—
even the clocks.
Hintermeister United Organ Co. have taken
advantage of the dull times to repair their plant,
and a very pretty factory they have. The only
dealer in town was out prospecting for oil wells.
The Major has issued a proclamation warning
every citizen not to spend any money, but let
strangers do that, and in order to accomplish
his purpose secured the aid of the railroad, so
that now Oil City is like a jail—easy to get in,
but hard to get out.
PITTSBURGH.—This city was not enjoying its
usual smoke, and when Pittsburgh does not
smoke it's not feeling very well. But Papa
Kleber was. What a wonderful man he is, too.
Over seventy, he gets around like a two-year-
old, and what he don't know about the piano
business is not worth knowing. He's as full of
good things as a ripe nut is of meat—and
mighty good meat at that. It's a great firm all
through, H. Kleber & Bro.—none better; all
the younger boys are right up to date.
Sam. Hamilton reports business as fair as a
wilted sunflower. Lots of people come into his
store—to ask for extensions.
Mellor & Hoene said : '' We 've all been busy
this summer doing nothing, and worked overtime
getting through. We are not even now, and
wont be for this year. ''
McCarssland—here's a hustler, but he, too,
found it "tough work all along." And so it
was with all of them.
They've all worn down the floors pacing up
and down, and look upon the author of " After
the Ball " as a bigger man than Columbus.
NEW CASTLE.—Hanna & Son are the only
piano men in this town, and, like my friends in
Pittsburgh, they say, "Janssen, now no bluff",
old fellow. Is anybody doing anything ? We'll
reward you well if you'll name the place, be-
cause we want a photograph of it.
YOUNGSTOWN.—John Davis said: "Well,
Janssen, I'm a second edition of Washington.
' I cannot tell a lie.' I have been quiet. I have
ordered three carloads of that medicine that
cures that ' tired feeling,' and when they arrive
will distribute to all our citizens. Our mills are
either closed or working on half time. If I had
to live on what I made in the past two months,
I'd be a tragedian of the first water by this time.
Evans was away at the Fair. He intended
staying six days, but the young lady that man-
aged the store said: " I guess he knows that
nothing is doing, for he's been away now three
weeks." By the way, that girl is a jewel. I can't
understand why she is single.
This city is the possessor of a gentleman that
buys from every salesman that comes along. I
don't want to have him overrun so I'll leave out
his name. Also of another man that shows
prices quoted to him by manufacturers in con-
Used Exclusively in Seidl,
Thomas and Qilmore Concerts
at Madison Square Garden,
New York.
Celebrated
"Conover
Pianos.
AND SWEETNESS of TONE.
CONSTRUCTION.
(THE ONLY STRICTLY
-^DURABILITY.
HIGH GRAOE PIANO
I^TBEAUTY.
MANUFACTURED
IN CHICAGO.)
CHICfiGO COTTAGE ORGAN COMPANY,
SOLE FACTORS.
(The Largest Dealers io Pianos anil Organs in the World.)
WHOLESALE AND RETAIL WAREROOMS,
(SECOND FLOOR.)
215 WABASH AVE.,
CHICAGO.
Enterprising dealers all over the Country are
fast securing the agency for the wonderful
A.
B.
CHASE
PIANOS.
Wonderful in Tone Quality.
Wonderful in Selling Qualities,
Style, Finish, Strength,
Action, Durability and Popularity,
and
Improvement of Tone by Age and Use.
The Company Scrupulously protect their
agencies,
and
Never change when it can be aroided.
Hence the agency becomes more valuable
every year.
If you can, you should secure it at once,
by writing to
THE A. B. CHASE CO.,
want to, even, but he forced me.
CLEVELAND.—B. Dreher Sons Co. Those
Dreher boys are '' wonders,'' and if they keep
on they'll soon own the Arcade.
Oscar Dreher summed up the situation as
follows :
"Janssen, we want nothing, because we do
nothing, even though we do everything to pre-
vent us from doing nothing.
" You will notice this is a cool place—that is
why we are here. Not a drop of perspiration
has been lost by any of us. A look at our sales
book would turn the first one that appeared into
an icicle."
Hallett & Davis, who own the other half of
the Arcade, had all their pianos covered. They
report business fair, and the salesman never
flinched when he said so.
Mamelink said : " Janssen, the pianos on my
floor are getting so familiar with me that they
all sing out, ' Ah, Boss, We're With You Still '
every morning when I arrive."
Hall: " I ' m not in ihe piano business just
now, my boy, if I judge by the sales I've made."
And so on down the list.
SANDUSKY.—John Schoepfle.—"Well, Jans-
sen, I'm glad to see you ! " and then we talked
Sandusky until I said good-bye. I started pianos
once, but did not like his expression, so I quit.
The other dealer was out fishing. That tells
the story.
TOLEDO.—Ah, this is the town—beg pardon—
city. I'm fond of Utica, but its not in it with
Toledo.
WHITNEY.—" We have almost forgotten the
business we are in, and I've engaged a man to
begin next Monday to play for us all day, so
that we know our line of trade."
BALDWIN.—" They say at times in Cincinnati
they are doing something. If I thought that
something means selling pianos, I'd shut up
here and run down just to feast my eyes on a
customer.''
Miller, Miller & Co.—This is the youngest
house in the city, and they are hustlers, but as
Mr. Miller said : " You can't make a boy go to
school when his comrades go to a circus.''
GREEN.—McCormick and all hoping. May
every hope be realized.
DETROIT.—Marvin.—"Pianos, pianos? Oh,
John ! just look it up, we must have sold pianos
some time ago. I know we were in the busi-
ness, Jannsen, but its so long ago."
Grinnell Bros.—Here is a team of hustlers, and
they were really doing busines, and Mr. Grin-
nell said: "Fairly good business." I know
their store was full of people.
Whitney reports no trade this summer, now,
and don't expect any too much this winter.
Schwankovsky.—" Well, Janssen, what shall
I say ? I'm not satisfied, and then again I am.
Under the circumstances, I've done well. If you
really sold as many pianos as you say, I'm
honestly glad, because I think it a good sign."
And from Detroit to Chicago—no use telling
you about that wonderful city by the lake—I
advise every member of the trade to go. Go at
once, even if you have to cultivate the acquaint-
ance of your uncle or let the supply men wait
for their bills. It's all majestic, stunning and
marvelous, the sight of a life-time, a vision of
wondrous beauty at the Fair. Business was
good, but in the city, oh me ! oh my !
NORWALK, OHIO.
130 Fifth Avenue, ctraer i8tb Street, New York.
B. H. JANSSEN.
(To be concluded next week).
BOSTON,
N E W YORK,
CHICAGO.