Classic Mode

Music Trade Review

Issue: 1900 Vol. 31 N. 25

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
10
The benefits of an active season are be-
ing- felt by Behr Bros. They find the cat-
alogued styles for this season are giving
such general satisfaction that nothing new
in case designs will be required for some
time to come. Horace F. Brown has just
returned from a lengthy trip. He has
found means of strengthening the Behr in-
terests in many cities.
Otto M. Heinzmann, Weser traveling
representative, has returned after an ab-
sence of several weeks on the firm's busi-
ness. He reports the Weser piano as
gaining ground everywhere. The ship-
ments made each day from the Weser fac-
tory verify his report several times over.
An illustrated catalogue of the Karn-
Warren pipe organs has just reached our
desk. These instruments are made by
the D. W. Kara Co., Ltd., Woodstock,
Ont. The volume is copiously illustrated
with cuts of organs which they have placed
in important churches in Canada where
they have given the best of satisfaction.
The catalogue is handsomely gotten up
and produced.
C. E. Byrne, of the C. E. Byrne Piano
Co., has not yet reached a decision as to
the occupation of larger quarters. It is
evident, however, that the present factory
is not all adequate. As the volume of
the Byrne business is continually increas-
ing, a move in the near future will be ab-
solutely necessary.
John Schwab, who so competently repre-
sents the Francis Connor piano in New
Orleans, La., returned recently from an
extended trip to Germany which he made
for the benefit of his health. His sojourn
abroad has been most beneficial. A recent
issue of the Daily Picayune contained an
interesting interview anent his impressions
of affairs in Europe.
Boardman & Gray, the distinguished
manufacturers of Albany, N. Y., are clos-
ing a year which is in every respect a
satisfactory one regarding output and
augmentation of trade. It is gratifying to
record the increasing appreciation of the
splendid instruments which this firm man-
ufacture.
I. N. Rice, who will have charge of the
McPhail interests in a large slice of the
West, has a wide acquaintance in that ter-
ritory which should prove advantageous in
extending McPhail business.
Newby & Evans have been particularly
fortunate in their case designs this season.
There is a lively call for each style in the
latest catalogue. One of the greatest fav-
orites with dealers is the new style 28,
which is being made in mahogany, walnut
and oak, also in fancy woods to order.
Clinton W. Howe, secretary of the Schu-
mann Piano Co., recently joined the ranks
of benedicts, Miss M. G. Kauffman, of
Sena, 111., being the bride. They have
taken up the'ir residence at 6438 Jackson
Avenue, Chicago.
THE MUSIC TRADE
Felix Kraemer, the globe-trotter, and
Victor W. O'Brien, Kranich & Bach rep-
resentatives, have arrived in town after
making a very successful tour of their re-
spective territories.
Andrew J. Keefe, who for more than a
quarter of a century has been connected
with the Lyon & Healy establishment,
Chicago, has left for Southern California
where he will spend a couple of months in
recreation and rest.
The Vernon Music Co , of Emporia,
Kan., announce that they are about to quit
the piano business and enter another line
of trade.
Barron & Co., of Danielson, Conn., are
making Saturday afternoon musicales a
feature of their store. There is always in
evidence a large and appreciative audi-
ence.
The Woolen and Felt Co. 's mill at Caze-
novia, N. Y., was destroyed by fire last
Saturday night. Loss, $35,000, partially
covered by insurance.
The removal sale of Hallet & Davis,
Boston, is a great success. The pianos
which are being disposed of daily in the
retail warerooms of this concern is very
large.
Henry Fischer, of J. & C. Fischer, who
has been away for several weeks traveling
in the Fischer interests, is expected home
on Saturday.
The Chas. Parker Co., the well-known
manufacturers of stools, scarfs, etc., are
sending out a very businesslike calendar
for the new year which should secure a
prominent place in the offices of recipients.
L. F. Hepburn, Jr., formerly of Hep-
burn & Co. will make his debut as a finan-
cier on Jan. 1, when he will open a bank-
ing house under the firm name of Paterson
& Hepburn, at 29 Broad street.
4
' Chicago Purchasers of Stein way Pi-
anos " is the title of a booklet published by
Lyon & Healy. It contains 2,638 names
of the famous residents of the western
metropolis who use the Steinway.
""John H. Spies has been elected secre-
tary and treasurer of the Spies Piano Co.,
to succeed William Spies, who enters the
retail furniture business Jan. 1 next.
Mr. James E. Healy has resigned his
position in the Lyon & Healy establish-
ment.-—Chicago Musical Times.
George Doll has returned from a long
tour in his father's interests. He trans-
acted much important business.
Julio Joseph, agent for the Crown pianos
and organs in Monterey, Mex., has been
visiting the Bent factory in Chicago.
Ernest J. Knabe was a visitor at the
Knabe headquarters in this city on Tues-
day.
R. K. Maynard of the Schaeffer Co. is
making a short trip as far West as Salt
Lake City.
E. W. Tyler is a recent acquisition to
the retail forces of the Knabe house in this
city.
Geo. W. Bristol, formerly with M. P.
Conway, has opened piano warerooms at
44 Buckingham street, Springfield, Mass.
" Had the Masters a Hackley ?"
Under the above caption the Chase-
Hackley Piano Co. of Muskegon, Mich.,
have issued a dainty brochure, the object
of which is explained in the following fore-
word :
The " Hackley " piano is a high-grade
piano, upon which the Masters may be
perfectly interpreted. It is, therefore, a
piano par excellence for students and the
homes of refinement. This booklet was
suggested by hearing the music of the Mas-
ters well played upon a poor piano. The
thought arose: "How different it would
sound on a Hackley!" Then followed the
wonder that much of the finest music, past
and present, has been composed under the
unfavorable conditions of the piano in its
imperfect stages. How the music of the
Masters would sound on a Hackley piano
is therefore the theme of this little book.
In the centre and closing pages of the
booklet appear illustrations of the latest
Chase-Hackley styles as well as an illus-
tration of the magnificent plant where
these pianos are made.
This little volume is entertainingly writ-
ten and is in many respects unique. From
an advertising standpoint, it is valuable
and will prove popular with Chase-Hack-
ley representatives as a medium whereby
interest will be concentrated on the instru-
ments which they handle.
A Winning Policy
These are busy days at the factory of
the American Piano Mfg. Co., 207 East
Forty-ninth street, where evidence is accu-
mulating daily in the shape of orders that
the new style Boothe Bros, pianos are win-
ning a wide field of appreciation. It was
a bold move of Mr. Boothe, in face of the
apparent demand for cheap goods, to raise
the prices of his pianos, but the wisdom of
his policy is apparent to-day, for he has
been able to turn out better pianos that
show their value in finish, in fine veneers,
in those details which make a piano valu-
able to the dealer and satisfactory to the
purchaser. Dealers who have not investi-
gated the new Boothe Bros, pianos should
not hesitate doing so much longer.
The Harmonist piano player, which is
controlled by this concern, continues also
to expand its domain of popularity. Im-
proved and perfected, it is a charming en-
tertainer which only needs intelligent
4
'pushing" on the part of the dealer to se-
cure the attention of his customers.
And by the way it is a genuine treat to
hear Mr. Boothe display the Harmonist.
A violinist and pianist of conceded ability,
he is endowed with that essential musical
comprehension which enables him to inter-
pret a classical number with those delicate
''lights and shades" which can only be
brought out by a Paderewski.
The Seaverns.
The business of the Seaverns Piano Ac-
tion Co., Cambridgeport, Mass., for 1900,
will surpass any output of any previous
year in the history of this old-established
concern. This illustration shows the pop-
ularity of the Seaverns product. We may
say that in the month of November nearly
twelve hundred sets of actions were shipped
from the Seaverns factory.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
n
THE MUSIC TRADE REVIEW
ods and its instruments, but to subtle in-
nuendos and darkly suggestive hints, and
There are successful pianists who are not have been given the full benefit of elo-
artists, but the successful piano salesman quent shrugs and raisings of the eyebrows.
must bean artist, inasmuch as he is master So they come into the presence of this par-
of that which in itself is an art, and which ticular salesman clad in an armor of dis-
is daily becoming- a more exacting accom- trust and wrapped in a cloud of doubt.
plishment also. The builder may put forth The salesman must find the weak point
his most able and cunning efforts; the in the first and dispel the latter. If he
skilled artisan may embody his best work cannot do both and make a sale, he is un-
in the instrument whose part he labors worthy of his high standing in his busi-
upon; the dealer may fill a gorgeous sales- ness—his art, rather. He does this, and
room with the most perfect specimens of to see him do it is to witness a series of
the pianomaker's calling; but if the tact character sketches and a display of elo-
and patience of the salesman is lacking, quence and ability that can not often
those pianos will not depart from the gor- be enjoyed on or off the stage. The
geous salesroom to the customer's parlor, salesman cannot afford to lose his tem-
and in the fullness of time the red flag of per for an instant; must meet cold disbe-
commercial disaster will flutter from that lief and chill silence with a smile and mien
dealer's door, and some one who knows as full of sunshine as a June morning, and,
how to sell a piano will reign in his while he is swearing at an allegretto rate
place. There is so little difference in the to himself, he is rattling off a Strauss
relative merits of the best pianos ; there is waltz, or holding a fair customer entranced
such fierce competition between dealers in with the "Lohengrin" Wedding March.
the same city, and there are so many He lays bare the viscera of the piano to
causes tending to estrange these rivals, display the workmanship and the beauty
that the modern piano salesman must needs of the "action," and he never fails to talk
be a Talleyrand or a Richelieu for diplo- when he should talk, or to preserve a dis-
macy and a Demosthenes for eloquence in creet and respectful silence when silence is
order to retain supremacy in his art and be necessary to gain his end. The expert,
known to the trade as a first-class man. well-trained salesman can, as it were, say
To specify all of such a man's attainments, more when he is silent than other men can
or to outline all the requisites necessary in say when they talk. He is not a man to
his mental and physical make-up would waste speech, but to make every word and
require a column of fine type. It must glance and gesture do its work. Such men
suffice to outline a few traits that shine are absolutely indispensable in every large
conspicuously in the daily career of the first- piano-selling establishment. They should
class salesmen in a leading establishment have big salaries and liberal commissions,
for they are of the kind that are born, not
of a large city.
made.
In the first place, he must be a good
performer with a repertoire at his finger-
Just Like the Emerson Co.
tips that would startle Adele Aus der Ohe.
He must be a reservoir of piano music
The following clipping from the Chicago
that is ready to flow at an instant's notice, Interocean throws a strong light on the
and which must possess every variety of straight-forward business methods of the
style, from grave to gay, from lively to Emerson Piano Co. and their resident
severe. This storehouse he must utilize partner, John W. Northrop. This action of
with a discretion and tact that dare not be theirs, however, is not surprising to any
at fault.
At a glance he must decide, member of the trade who has had dealings
from the manner and appearance of his with this renowned Boston institution:
customers, whether "The Maiden's Prayer"
"Several insurance men were forcibly
—with a series of pyrotechnics of his own impressed with the fact that there are still
improvising—or the "Dead March" from men who are honest enough to refund
Saul, will best chain the attention and ar- money to an insurance company when
they find that they are not entitled to it.
ouse the interest of the visitor and possi- They received letters, accompanied by
ble purchaser. In the event of a "com- checks for a refund of $3,850 on a total in-
mittee" calling to buy a piano—a half surance of $21,500 paid to the Emerson
dozen of self-important men sent forth to Piano Co. for their fire of March 16, 1898.
choose something which not one of them It was explained that the claim was set-
tled satisfactorily and paid soon after the
knows anything about—then does the tact fire, but some time after the company ac-
and diplomacy of the salesman shine re- cidentally learned that at least one piano
splendent. He sells the half-dozen one of which they had supposed was in stock had
the costliest instruments in the store, and been in the hands of outside parties. All
sends the visitors away with but one re- the books having been destroyed by the
fire, it was very difficult to trace the mat-
gret, and that is that they had not author- ter, but finally it was all cleared up and it
ity to buy six pianos.
was found that stock to the value of $3,-
The first-class sales.nan, every working 850 had been paid for by mistake. The
companies receiving the 18 per cent, re-
day of his life, is brought into contact with fund were the Commonwealth, Pennsyl-
absolute strangers. These have, in all vania, Imperial, Palatine, Thuringia,
probability, made the tour of the rival Phoenix of England, Niagara, and State of
dealers in the same city, and as a conse- Pennsylvania. They said it was like find-
quence they have been filled, above the ing money."
collar-buttons, with doubts and suspicions.
The strike at the Harvard piano factory,
They have listened, not perhaps to abso- Dayton, Ky., was this week formally de*
lute denunciation of this firm and its meth- clared off by. the Union,
The Piano Salesman.
A REVIEW
" SPECIAL"
•METIMES, twice a year, we have
special offers to make to our sub-
scribers. This time our ** special ** is
in the form of a match box—out of
the ordinary, of course,—made of
gun metal, so much in vogue in up-to-date
jewelry.
The accompanying illustration gives a com-
prehensive idea of the box. It is of rich dark
blue color, beautifully chased, with burnished
edge, as shown in illustration. A handsome
EXACT SIZE OF BOX.
and useful equipment for the twentieth century
man.
A certificate accompanies each box.
The regular stores sell them as hi6h as a couple
of dollars each.
"We have bought them in large numbers for
a purpose,—that purpose, to provide every
reader of T H E REVIEW who pays for his
paper with a valuable, useful and interesting
souvenir.
"We will agree to send one box, postpaid, to all
subscribers whose check for $2 reaches us by Feb.
1st, 1901. This offer includes old subscribers as
well as new, for we may as well give the old
guard the same opportunity as the newer
element.
If we could send one of these boxes for per-
sonal inspection we are confident that it would
win many subscribers, but we cannot. How-
ever, you may take our word for it that it is a
superb gift to anybody and will come in handy
three hundred and sixty-five days in the year.
Here is an opportunity which should be speedily
embraced.
We will agree to supply them as long as our
present stock remains.
SUBSCRIPTION DEPT.:
THE REVIEW,
3 E. 14th St.,
NEW YORK.

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