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to keep. After he has been "going to" a
few times and nothing has come of it, he
realizes that he has not the "get up" to do
anything and his lack of stamina becomes
more and more completely impressed upon
his mind. Now, when a man knows he is
weak his weakness increases in geometrical
progression.
"No, we haven't that style of piano in
stock at present, but 'I'm going to' have it
in a few days;" " I know my premises are
too small, but ' I'm going to ' enlarge af-
ter a while." "Yes, I now see that ad-
vertising is beneficial. 'I'm going to' lay
aside quite a nice appropriation for this
purpose in the near future." These are
remarks heard every day if you journey
among dealers.
From salesmen come such statements as
"'I'm going to' make an effort to in-
crease my sales." " ' I ' m going to'see if
I can't improve my position and increase
my value to my employer," and innumer-
able remarks of this character.
Excellent resolutions, truly, most com-
mendable. But the pity is they should in
so many cases prove mere resolutions. If
they were only carried into effect what a
difference there would be in numerous
warerooms in a year or two—in their ap-
pearance, their service, their profits.
Alack! in too many instances the enthu-
siasm is temporary. The electric shock
goes through the system, but its effects are
as transitory as a flash light. The "going
to" part of the plan is hung on to with
unending persistency. The securing of
new instruments, the enlargement of
premises, the matter of advertising or the
bracing up are forgotten until some incon-
siderate person again ruffles the placid sur-
face of the mind and again "I'm going to"
is employed to smooth out the uncomforta-
ble wrinkles. This "I'm going to" is the
worst kind of nerve food one can take. It
affords temporary consolation to the mind,
for the business body is not benefited.
A prominent merchant in this city often
points a moral with the following story,
upon which he expounds: ' 'General Robert
E. Lee said to General Forrest: 'Forrest,
what is the secret of your success, any-
way?"
"'Well,' replied Forrest, 'you see, Lee,
I always make it a business to get there
fu'st.'"
And in General Forrest's reply lies the
real secret of success in every walk of life.
It is not sufficient to get there, but we
must get there fu'st.
What is true of success in war is true in
politics, in the arts, in science, in society,
in our business. The young man or the
old man, for that matter, who understands
THE MUSIC TRADE REVIEW
the art of getting there fu'st will be the
winner. The sermon preached for years,
and which applies to all trades and profes-
sions, to all occupations, is: Arm yourself
with a stainless integrity; begin as nearly
on the basis of cash as possible, even if you
have to start with a tack hammer; almost
unawares it will become a trip hammer,
doubling and trebling every year with the
relentless energy of a circular saw. Then
success will come—not all bright sunshine,
but pluck and patience and moral courage
will always win, and the sun will shine
again and final triumph will come, solid,
decisive and enduring.
Of course the road to fortune, by the
route of the music trade pass, is to-day
almost as steep and discouraging as the
road to Klondike; and it grows steeper
and more hazardous year by year. Just
as it is in music, preaching, law, painting,
or even in scholarship, it takes greater
talent to-day to climb to the top than it
did twenty-five or even ten years ago.
Rapid strides in improvement, more rapid
as the world grows older, tax the talent of
the traveler by almost any business avenue,
and makes the prospect well nigh discour-
aging.
But it must not be overlooked that it is
the personality of the individual, and the
energy back of the concern which make
the opening; not the opening the concern.
Given the necessary quality, talent and
aggressiveness, with suitable environments,
success is almost surely within reach, or
will come.
That which most impairs success is
usually inattention or personal extravag-
ance. Invincible determination to do right,
and to be right in business and in private
life, insures success. We cannot accom-
plish all that we desire; we can do part of
the things we wish, and by steady perse-
verance overcome obstacles now in our
path.
"Perseverance, dear my Lord,
Keeps honor bright. To have done is to hang
Quite out of fashion, like a rusty nail
In monumental mockery. Take the instant way,
For honor travels in a strait so narrow-
Where one but goes abreast. Keep then the path;
For emulation hath a thousand sons
That one by one pursue. If you give way
Or hedge aside from the direct forthright,
Like to an enter'd tide, they all rush by,
And leave you hindmost."
The Poole Catalogue.
A book of exceptional elegance treating
illustratively of the characteristics of the
Poole pianos generally, and the new styles
in particular, has just reached us from
the Poole Piano Co. of Boston. It is a
business like production, in which the pol-
icy underlying the progress of this insti-
tution is dwelt on comprehensively, yet in
a limited space, while the especial points
wherein the. Poole pianos have a claim on
the consideration of progressive, intelli-
gent dealers, are emphasized in modest
but convincing language. .,.
The story of the Poole popularity is an
interesting one and it is ably handled in the
volume under notice. The pages of the
book are illumined with cuts of the latest
styles, one and all of which are most artis-
tic, being notable for beauty and quality.
They demonstrate that the policy of this
firm to win a new prestige for their prod-
ucts by producing instruments in which
are embodied the best of values in high
grade products, has been successful.
It is only necessary to examine such
styles as H, A, M, Y, S and T to be con-
vinced of this fact. The cases are not
alone attractive, but through the utilization
of rare veneers, in which Mr. Poole is an
expert, a richness and charm in effects has
been produced which is highly pleasing.
With such instruments we look forward to
reporting a tremendous increase in the
business of the Poole Piano Co. before this
year closes. The record so far has been a
splendid one—steadily upward both in
volume of trade and character of the in-
struments which they are producing.
In the past, as to-day, dealers appreciate
that the Poole Co. are aiming to supply
them with exceptional values, both in the
domain of casing, tone and finish.
One pleasing feature of the Poole cata-
logue for 1900, is the absence of the stere-
otyped testimonial addendum. In a brief
card at the close of the book, it is stated
that if any testimonials are required, they
will be gladly furnished on demand. A
disquisition on the upright grand and the
care of the piano closes this volume which
is admirably printed and produced. The
cover in olive and silver coloring is very
chaste.
Clough & Warren Affairs.
[.Special lo The Review.!
Detroit, Mich., March 10, 1900.
"Our business this year will only be
limited by our manufacturing capabitities,"
said W. P. Parker, of the Clough & Warren
Co. to-day. "Our factory at Adrian is
busy, and in every way we are satisfied
with our manufacturing move in locating
CASH BECOMING POPULAR.
there. We have a splendid factory, excel-
A T the majority of warerooms in this city lent shipping facilities, tracks right at out-
it is stated that this year there seems doors, so that we receive material and put
to be a marked increase in cash sales as the finished instruments on the cars with-
out any cartage whatsoever. The extra
well as a tendency on the part of the pur- handling, too, is an important item. We
chasing public to pay larger installments. are well satisfied with the business outlook. "
This is a pleasing state of affairs and in
Smith & Colber of Cleveland, O., have
line with the suggestions made time and
been succeeded in Cleveland, O., by Smith
time again in The Review.
& Nixon.