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THE MUSIC TRADE REVIEW
He was a salesman and knew his busi-
ness. The man had brought his wife and
two daughters along. They were going to
purchase a piano. The salesman, as The
Review entered, was just beginning to dis-
course on the merits of the instrument
then under discussion. He spoke slowly,
deliberately, emphatically. "This," said
he, "is, first of all, a strong, solid, lasting
piano. It improves with usage. It is the
product of careful, painstaking skill. It
is honestly made in every detail. There
isn't a screw, hammer, piece of felt or
wood, or drop of varnish in its make-up
that isn't the best. There isn't a weak
spot or a defect in it. It is the best and
most durable product of the most skilled
workmen, guided by the finest inventive
talent in pianodom. In its construction
not a delicate detail of superior workman-
ship is overlooked. Completed, it is a pro-
duct to be proud of. We are proud of it."
The salesman spoke as if he were talking
with a clear conscience and meant every
word he said. The Review in quest of
news had to leave, so the remainder of the
story was unheard. But the die was cast.
That convincing statement had its proper
effect. An hour later the piano was
wheeled out of the warerooms and boxed
for shipment. It was a Gabler.
* *
*
The Matinee Musicales, which are being
given monthly during the season at Chick-
ering Hall, are apparently increasing in
popularity. At the concert given last
Tuesday, the program of which appeared
in our last issue, the hall was crowded to
the doors by the elite of New York. Amy
Fay was the piano soloist, and she displayed
the musical beauties of the Chickering
grand in such a finished style as to excite
the approbation and enthusiasm of the cul-
tured audience. Miss Roselle, the vocalist,
Mr. Eugene Weiner, and the Philharmonic
Club also came in for no small share of the
applause. There will be one more musi-
cale given by Chickering & Sons this
season, and a program of special excellence
will be forthcoming.
* *
*
The success or failure of a business is
generally due to the management. Men
and their methods are responsible for the
profit or loss, and we can often clearly see
that good managers could have saved big
concerns from collapse, while, on the other
hand, a struggling, stunted business is
often given the impetus to abnormal
growth by the cleverness and perseverence
of its management.
It does not matter how little or big the
business is or in what line it is, the princi-
ples on which it is carried on make or mar
its success. If the policy of the management
be weak, slothful, or vacillating, the busi-
ness is bound'to be supine and uncertain,
but if the men in charge are bold, shrewd
and enterprising, with "Excelsior" for
their motto, and a restless untiring spirit
to back it up, then there is every indication
of a good, permanent, and growing trade.
It is strange, says E. R. Valentine, in
"Fame," what a vast difference there is in
men and their methods—how some seem
born and built for business, alert, quick to
grasp and create opportunities, aggressive,
pushing, persistent,and full of tireless
energy; how others are slow, conservative,
hesitating, thoughtless, blind, as it were, to
the chances of success, and hopelessly in-
active all the time.
A business that fails to pay under one
management often proves a bonanza under
another; it is the difference in men and
methods that makes the change. Good
management is even better than good
stock, for poor management will not make
a profit on the best of stock. The differ-
ence between a corpse and a live man is
not greater, or more plainly apparent, than
is the difference between a mismanaged,
unadvertised business," and one that is
filled with the vitality that comes from
good management, liberal methods, and
extensive and persistent publicity. Every
firm should seriously study the ability and
characteristics of the man whom they make
responsible manager of their business, full
as much as they study their greatest invest-
ments.
* *
In a chat yesterday with Mr. Mayer,
manager of Wm. Knabe & Co.'s Fifth ave-
nue warerooms, he reported that retail
trade with them has shown a marked im-
provement this week. Their new style
" V" upright is proving one of the greatest
successes of the house.
W. L. Bush, of the Bush & Gerts Piano
Co., and J. K. M. Gill, traveling repre-
sentative for the Shaeffer Piano Co., are in
town.
The Wenzlik Music Co. have removed
from No. 18 to No. 20 East Seventeenth
street, the establishment formerly occupied
by Jack Haynes. Mr. Haynes is now oc-
cupying desk room at Geo. W. Herbert's,
8 East Seventeenth street.
Among the members of the trade in town
this week were Louis Dederick and Fred
Chickering, Chicago; Mr. Featherstone, of
A. M. Featherstone & Co., Montreal; James
Cumston, of Boston; J. J. Rider, of the
Sprague Music Co., Chatham, N. Y. ; O. A.
Kimball, of the Emerson Piano Co., Bos-
ton; Mr. Duncklee, of Dunckleq & Son,
Newark, N. J.
Julius Breckwoldt, the enterprising
sounding-board manufacturer of Dolge-
ville, N. Y., is meeting with a steady de-
mand for his wares. His factory at Dolge-
ville, N. Y., is running full time, and
orders are coming in in a most encouraging
way.
A company has been formed in Oakland,
Cal., by Rudolph F. Hornung, for the
manufacture of a "touch regulator" for
pianos, a patent for which was granted him
on April 6th.
The Sterling Co., Derby, Conn., have
secured the services of W. B. Williams,
who, up to a recent date, was traveling for
Behr Bros. & Co. His territory will be the
middle West and South.
D. W. Karn & Co., piano manufacturers,
Woodstock, Ont., have recently purchased
the pipe organ business of S. R. Warren &
Sons, of Toronto. Mr. Karn will conduct
the business on a large scale, with the
Messrs. Warren as superintendents.
Fredolin Schimmel, formerly of the
Schimmel & Nelson Piano Co.—the stock-
holders of which decided to go in to voluntary
liquidation—has decided to manufacture
the Schimmel piano at Faribault, Minn.,
and "go it alone." He is a competent
piano maker and deserves success.
E. Heuer & Co., of Mexico City, Mex.,
are having a big trade with Sterling pianos.
Through the instrumentality of this firm
these excellent instruments are becoming
known in all sections of the Republic.
Gibbons & Wickard will open a music
store on Monday next at Joplin, Mo. They
will handle the " Schomacker" piano as
leader, and a full line of organs, small
goods, and music.
The new Packard baby grand, which is
almost ready for the market, is going to be
a winner. The tone is large and possesses
a distinct quality, which will enable it to
claim a special place among the grand
family.
Among the recent new comers in the
retail trade field in different sections of
the "country are H. O. Newkirk, Armour-
dale, Kansas; J. C. Dorser & Co., Senora,
Col.; A. Reese, Colgate, I. T.; Isaac Tay-
lor, Winfield, la.; J. Millenbruger, Torah,
Minn.; E. C. Porter, Warren, O. ; H. Jay,
Annapolis, Md. ; E. D. Noel, Corning, la.;
J. G. Holliday, Culpepper, Va.
Rufus W. Blake, president of the Ster-
ling Co., Derby, Conn., is spending a few
weeks in the South for his health.
Col. Daniel F. Treacy, of the Davenport
& Treacy Co., will leave on Monday next
for Canada on a short business trip—pro-
vided, of course, he is not tempted to stay
over for the Grant Monument parade.
P. M. Tilghman, the well-known dealer
of Crisfield, Md., was a visitor to the Ev-
erett warerooms, 141 Fifth avenue, yester-
day.
Business at the Wissner warerooms, this
city, is satisfactory. The Wissner patrons
and representatives will be treated to a
pleasant surprise in the way of a new style
piano before many days.
The Ann Arbor Organ Co. are in receipt
of some heavy European orders. The A.
A. organs are great favorites in the foreign
market.