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THE MUSIC TRADE REVIEW
The Credit Man as Salesman.
(Continued from first page.)
that is the main thing. We can run a credit depart-
ment so carefully, so much by rule, that the losses
will be almost nothing, but what of the profit on the
business offered but turned down ? What of the dis-
couragement to the salesmen ? What of the enmities
incurred on the part of the applicants? Risks must
be taken by a house in the days of its prosperity as
well as in the time of its early poverty; good and
profitable accounts may be made by unbending and
taking a risk when the applicant's integrity, alertness
and good prospects are his principal claims for credit
and we all know that some of the best customers and
staunchest friends of a large establishment to-day
are men whom this description fitted years ago,
when the creditor's business was so small that he
was salesman and credit man combined.
I am one of those who believe in saying to my fel-
low man any good I may know of him while he is
still alive, rather than to show my regards for him
by sending flowers to his bier after his death. Now,
following this line of thought, I believe in the prac-
tice of expressing congratulations to customers in
the hour of any special success, as when their busi-
ness has increased, and they have had to secure
larger quarters, or the many other things that indi-
cate prosperity.
Per contra, when a death occurs, or a fire or an
accident, I believing in promptly expressing condo-
lence, and what is more I believe in sincerely feeling
what I express. Remember that there is something
indefinable which stamps a letter as bogus or genu-
ine. The late Lord Bowen, one of the lord justices
of England, and quite a wit, used to say "Truth
will out, even in an affidavit."
The work and duties of a conscientious and suc-
cessful credit man never end. There is no eight-
hour day for him; that beneficent law was not made
for his amelioration, that is if he desires his position
to keep him. To him, it is well-known that in order
to make credits, sales must first be made. He must
keep track of promised orders, or orders temporarily
turned down, pending the getting of credit informa-
tion or security. He must see that such orders are
forthcoming, or the information or security forth-
coming, lie must follow up orders not positively
given or held in abeyance for any cause. He must
write pleasant letters in order to obtain them. He
must keep the sales department posted as to the fall-
ing off of accounts, either in volume or altogether,
that the proper remedy may be applied.
He must see that a customer, when he comes to
town, is shown personal attention, by either some
member of the firm, by some leading salesman, or
by himself. They understand the necessity of this
much more in Europe and the east, but we, of the
west, are gradually improving in this particular.
And, last of all, the credit man should make oc-
casional short trips to call upon various customers,
to become better acquainted with them socially and
commercially; to see their mannerof doing business,
their stores and stocks, their surroundings, environ-
ments and learn their local standing. He can thus
become possessed of a store and a quality of infor-
mation positively unequalled. Besides, if he have
lhat distinguished manner and personal magnetism
possessed by all and every, the members of the
Chicago Credit Men's Association, he will not onlv
prove invincible, but he will be the ideal combined
" Credit Man and Salesman."
Wm. Knabe Believes in Home
Product Shows.
HE EXPRESSES HIS VIEWS ON THIS SUBJECT IN
A PRACTICAL AND BUSINESSLIKE MANNER.
As becomes the head of one of Balti-
more's leading industries, Wm. Knabe, of
Wm. Knabe & Co., is taking active inter-
est in everything that pertains to the in-
dustrial welfare and progress of that city.
There has been much discussion recently
among prominent merchants relative to
holding a home product show. Mr. Knabe
when approached expressed the following
sensible and businesslike remarks on the
subject:
"They have a very successful exhibi-
tion in St. Louis which I visited, and they
have just begun one in Cleveland. I was
at the opening of the latter and the large
building in which it was held was crowded
with visitors. I talked with the exhibitors
at both expositions and the consensus of
opinion was that such displays amply re-
paid the time and money spent upon them.
In Baltimore we do not need a competitive
exposition with prizes, awards, etc., but a
simple display of the city's manifold and
varied manufactured products. It should
be strictly confined to home products.
" It should be under the auspices of the
Merchants' and Manufacturers' Associa-
tion. Every manufacturer of any moment
is a member of this Association, and their
interest must be aroused. The retailers
and other organizations are only indirectly
concerned, and cannot, therefore, be ex-
pected to inaugurate the enterprise. Of
course, they should heartily co-operate
after the Merchants' and Manufacturers'
Association had outlined the scope and
character of the exhibition. It might be
the proper thing to do to organize within
the Merchants' and Manufacturers' Associ-
ation a corporation to be styled the ' Balti-
more Exposition Company,' and in this
corporation the other organizations could
be accorded representation based upon the
amount of stock subscribed for.
The
principal thing as a preliminary, however,
is to get the leading manufacturing con-
cerns who are in the Merchants' and Manu-
facturers' Association, to bring the matter
to the attention of that body at its next
meeting and have a committee report a
comprehensive plan to a special meeting
ordered to fully consider the subject.
"While I believe a creditable display
can be made this year, there is no doubt
that, if it should be decided to make the
exposition annual or biennial, each suc-
ceeding display would surpass its prede-
cessor both in extent arid variety."
Death of Corporal Everett.
A host of friends in the trade will sym-
pathize keenly with De Volney Everett in
the great loss which he has sustained by
the death of his only son, Corporal Robt.
Gordon Everett, of the 71st N. Y. V.,
which occurred at his late home, 124th
Street and Madison Avenue, this city, on
Tuesday last.
Young Everett, when the war started,
was a member of the Second Battery, but
when the battery was not called out he
joined the 71st Regt. He was in all the
fights about Santiago, and during the last
day's battle he filled the position of acting
sergeant major on the staff of Major Keck,
and performed his duties with such bravery
that he was highly complimented. Cor-
poral Everett was a little over seventeen
years of age, and was considered the
youngest soldier who fought in the Ameri-
can army at Santiago.
After the battle
he was stricken with fever, from which,
however, he recovered.
He was later
taken with malaria, and in that condition
reached the camp at Montauk and was on
the road to recovery when he was stricken
with pneumonia. On Aug. 25th he was
taken to his home where he slowly sank
until his death occurred from exhaustion.
The funeral services took place at his
late home on Wednesday and were largely
attended by military friends and relatives
of the dead soldier. A detail from the
171st Regiment and a squad from young
Everett's Company in charge of Lieut.
Murphy attended. An address of eulogy
was made by Dr. Littlefield of the First
Union Presbyterian Clnirch, and a letter
extolling Everett's heroism was sent by
Major Keck. The Daughters and Sons of
the American Revolution as well as many
prominent personages sent handsome
wreaths. The interment took place in Con-
cord, N. H., on Thursday, the First New
Hampshire Volunteer Infantry furnishing
the military escort and firing squad.
Young Everett was of revolutionary an-
cestry from his mother's side, while his
grandfather on the paternal side was an
officer in the civil war.
Call for High Priced Everetts.
During a call at the Everett warerooms
on Thursday The Review found Mr. A. M.
Wright entertaining Melbourne A. Marks,
superintendent of the Everett factory in
Boston, in his sanctum sanctorum. In the
course of an informal chat, Mr. Wright re-
ported a marked improvement in retail
trade, with a call almost entirely for high
priced instruments.
"We will have no
reason," said Mr. Wright, " t o complain
if the season continues as good as it has
opened."
Mr. Marks, when questioned regarding
conditions in Boston, stated that the factory
plant was quite busy in all departments.
"One thing most notable, however," said
Mr. Marks, "is that the call just now is
largely for the most expensive styles of
Everetts."
To The Review this augmentation of
demand for high priced Everetts is per-
fectly logical. The new scale Everetts are
such superb creations both musically and
architecturally that their popularity is
inevitable, especially now owing to the
settled conditions in the commercial world.
The Hallet & Davis Co.
The Hallet & Davis Co., of Boston, are
looking forward to a very prosperous trade
this fall. They apparently have good rea-
son to do so. Their wholesale trade has
shown a marked improvement during the
summer months as compared with last
year, while orders are at present coming in
actively from all parts of the country. In
the meantime their Chicago and New York
interests are in competent hands, so that
little can escape them.
The Hallet &
Davis pianos, both in appearance, tonal
quality and construction, are better to-
day than ever, and this means much when
we consider the magnificent reputation
which this firm have enjoyed for over half
a century.
Regina Progress.
Trade with the Regina Music Box Co.,
cor. Broadway and Twenty-second street,
this city, is exceptionally good. They are
preparing a new catalogue which will be
superior to anything heretofore produced.
It will be ready about the 15th of the
month. The latest Regina styles, particu-
larly the "Sublima" and "Orchestral," are
becoming much in vogue, particularly at
hotels and public resorts,