Music Trade Review

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THE MUSIC TRADE REVIEW.
On the Road.
With Ben Janssen.
MY DEAR BILL :
I really forget the author of the proverb :
"Drive your business—don't let it drive you."
If he had added, " Advertise it; hustle for it,"
the proverb would have been an absolute truth.
But even as it stands in the " Readers " today
—old enough in fact to wear a Grand Army but-
ton—it's all right, and the boy that will paste it
in his hat will be able some day to hold his head
just as high as a Pullman porter, and if he's
saving, be just as rich and independent.
Last year it was '' After the Ball '' that helped
to pay the rent for the piano dealers of our coun-
try. This year "Sweet Marie " has and is doing
a like service—with "Liberty Bell" and the
" Fatal Wedding " a strong second and third.
Talking about " Sweet Marie " reminds me of
a sail I took last Sunday on the lake. It was an
excursion. The band was playing "Sweet
Marie '' when the boat moved out,
'' Come to me,
Sweet Marie.''
You know how it goes. The band was an exiled
German band from New York, and had about
ten pieces. They were all German, broad shoul-
dered, round pouched and husky. And how
they worked. They played "Sweet Marie"
through three times on this heat, and Heaven
only knows how many times before we started.
As soon as we reached the Breakwater, and
the mischievous choppy sea began to get in its
fine work, then the fun began. Everybody got
sick at once, and in a short while half the pas-
sengers wanted to die, and so end the agony.
The band was a trifle late, but it got there ju3t
the same. Once more they tried '' Sweet Marie,''
but I only found it out when I looked at the
score.
The jellow clarionet player got it first. He
grew pale, gave a few squeaks, and made a dive
for the rail. Then came the cornet virtuoso, who
had it so badly that he dropped his instrument
overboard in trying to hold his head. The altos
and tenors were next, and so on down the list.
Only the trombone and bass drum artists re-
mained to finish the melody. Finally the trom-
bone got shaky, missed every third note, then
every second, and at last lost interest altogether,
made a bee line for the rail and would have fallen
overboard but for one of the crew.
The sick musicians were all mad, and kept
throwing up things at one another.
The bass drummer alone held his place—the
one artist who was not in a cruel war with his
interior.
A wild eyed man with a milk white face and
dripping brow, staggered over to what there was
left of the band and shrieked :
"For God's sake play something—anything
—to help us forget our misery.''
" Blay someding ? " inquired the bass drum-
mer with fine scorn. "Blay someding? Mit
what? Do you think a bass drum is an audo-
madic biana ? "
While last ytar a great many piano houses
relied on their music aad small goods trade, it
is different this year. There is no question
whatever but that we are entering on an era of
prosperity—not a boom—but a steady, increas-
ing trade.
I see and hear it everywhere. The manufac-
turers will not feel it for a little while to come,
because the dealer has his warerooms stocked
with pianos that he was forced to take back
owing to slow and poor payments, or better still,
no payments at all. But these instruments will
soon be sold over again, and then the manufac-
turer will have his turn.
Thus far my trip has been more successful
than it was a year ago—in fact, a great deal bet-
ter. In the summary I give below I will only
mention those houses where I called, and I
might state right here that I quote the opinions
of all, it matters not if they represent our instru-
ment or not. These letters will not be '' puffs ''
for the piano in which I am interested, but an
account of how I found the trade and what those
members of it say that are my friends.
facturers from whom he buys can expect large
orders.
UTICA.
I could never exactly understand why this
town is on the map. Everything is at a stand-
still there, even the clocks. I never saw a town
so lifeless, so absolutely dead. In one of the
stores I visited, one side is rented to a jeweler,
A thief walked in, took a tray of diamonds,
walked out and they let him go. How different
that would have been in New York. There a
policeman would have met him at the door,
arrested him, taken him around the corner,
taken the diamonds and allowed the thief to go.
Then his wife would have had them set and worn
them this winter at the opera.
ALBANY.
Frank W. Thomas.
Reynolds & Co.
One of the cleverest and shrewdest men in the
report
things
as
very quiet, indeed, with little
trade to day, an all round hustler and capital
prospects
of
much
improvement.
wholesouled fellow, informed me that he had his
horses in from pasture ; was getting a lot of
Burton
"nibbles," some of which he "hooked," but showed me his stock, and said: "Janssen,
things were still a bit slow. Everybody wanted things are bad, very bad. These pianos here play
cheap goods or else the best on very long pay- the " High School Cadets " and " Liberty Bell '
ments. " I ' m not in business for my health," all by themselves, it's been drummed in them so
he said, '' and when I can't see a dollar in it I '11 often. No, I don't look for good times, and if
go fishing." By the way, he's a great fisher- they do come, the people will have to pay their
man, is Frank, and he showed me a picture butcher and baker, before they buy pianos." I—
taken at Barnegat which shows a wonderful j ust then two customers came in—he sold to one,
catch.
the other was a ' sticker,' so I left my card and
Frank has a great staff of workers with him, quit.
and there was more life in his establishment
Buckingham, Moak & Marklove.
than in any place I visited. He allows the musi-
I met Mr. Moak and was very kindly received.
cal professors full sway in his store, and conse-
He reports business as poor also, though he be-
quently they work for him like beavers.
lieves the future will see a change for the better.
Cluett & Sons.
What a fine place they have. How elegantly
The gentlemen in charge spoke encouragingly furnished. A certain air of refinement fills the
of the present and saw only good times in the place, in perfect harmony too with the instru-
future. They have a fine store and fine line of ments they represent.
pianos.
SYRACUSE.
Leonard & Son
Leiter Bros.
said things were very quiet, but the prospects
were all right. They have added a number of are doing a fairly good trade, much better than
pianos to their list, but I am inclined to think last year. They carry a tremendous stock. I
was very much impressed with the ability of S.
they have a poor location.
Leiter, as a salesman, and if he ever needs a
I stopped in to see my friend
position we are ready to talk "turkey" with
Harvey Wendell,
him.
but, as usual, he was hustling. What a wonder-
Chase & Smith.
ful man he is. He can give cards and spades to
This house is a.fine example of what strict at-
half the boys on the road and beat them. His
tention to business, and business on business
poetic effusions are bringing him notoriety, and
principles will do.
I understand he has a book of blank verse in
From a rather small beginning they have
print, entitled,
quickly risen to one of the great houses of the
"HUSTLING,
city, and their store is certainly one of the hand-
ITS PURPOSE AND RESULTS."
somest in the state.
Boardman & Gray.
Mr. Chase informed me that they were quite
This concern is making preparations to branch busy, did not want to complain, and anticipated
out extensively, and will soon have a man on a good fall and winter trade.
the road to boom this old and well known house.
Clarke
They have lately purchased the interest of one
was out of town, much to my regret, he always
member of the firm, and three members instead
has a budget of news and I was sorry I missed
of four now constitute the company,
him. He has a remarkable collection of harps
TROY.
and his business in this line is very large.
H. L. Greywack
AUBURN.
has been ill for some time, and the loss of his
John Gruner
brother a few months ago, together with other
is about the only man doing anything in this
matters, has shattered his health. He was just
place, and he is a hustler for fair. His store was
about able to be around when I called. The
full of stock and he says it's been that way for
factories have all started up again, and he an-
sometime. "Janssen, business is bad—way off
ticipates an early revival of trade.
—no matter what you say. I've a lot of pros-
Cluett & Sons
pects but the people have no money. The
have a branch here, I believe their main office. farmers will have to eat snowballs around here
They predict good times and state they are fairly this winter ; the drought killed everything,
busy although money is very hard to get, collec- except the brewers and iceman."
tions being very slow.
ROCHESTER.
SCHENECTADY.
Mackie Co.
1
'
We
are
doing
little or nothing, but feel that
Here my old and dear friend, Young, has a
monopoly of the music trade. He has taken a we will. People are getting their money out of
larger store, and if Moiton is elected, the manu- mattresses again and once in aw ule will spend