Classic Mode

Music Trade Review

Issue: 1902 Vol. 34 N. 3

Page 7 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE TAXJSIO TRKDE
OPPORTUNITY IN PIANO BUSINESS
The right man can
succeed as well now
as in days agone—
Causes which are in-
strumental — S o m e
men who won distin-
guished success.
YOUNG man, who
has evidently not
achieved success in the
music trade field, writes
us from a Western town:
A
REVIEW
C XTENDED reference is made in another
portion of this paper, to the musical
exhibition now being held in Boston, under
the auspices of Chickering & Sons.
This notable exhibition is attracting wide-
spread attention, for in every respect it is
the most remarkable grouping of ancient
and modern musical instruments which the
world has ever seen, and the enterprise of
Chickering & Sons is being appreciated by
all the lovers of the historic everywhere. It
is impossible to describe the entire exhibit
in detail, but it possesses remarkable interest
for all who have watched the development
of musical instruments.
A READER of The Review writes:
"Don't you think a war will break out
between this country and Germany within
the next year or two?"
War! Lord bless you, there are now over
three thousand firms in the world manufac-
turing munitions and supplies of war, nine
hundred of which are in America. A sure
sign of peace; and then, isn't Henry coming
over to see Miss Roosevelt break that bottle
of wine on the Kaiser's yacht ? But then,
perhaps our friend got a little tangled in his
communication and referred to piano wars.
Lots of them, and the knives are being sharp-
ened daily.
"I do not think the piano industry holds out
a promising future for a young man, do you?
I have become discouraged, and think I shall
seek some other field."
He writes considerable more, but we only
quote this portion of his letter.
Most assuredly we do think the piano in-
dustry affords a magnificent opportunity for
a young man, but it depends upon the man,
and he should remember and not be discour- T" HE eyes of piano men are cast longingly
IT now transpires that the new secretary of
aged because he occasionally finds his will
upon Texas during these days of the
the National Treasury has eleven toes;
too weak for the task before him.
vast oil findings. Texas is a pretty good
but it is not advanced that this is a necessary
We should say to our young friend, keep State and cuts a good deal of a figure in the
qualification for the office—but he might he
on trying, and as he develops his will power, piano output. From the way things are run-
a hard man to walk upon.
he will develop a greater degree of success. ning there now, it would seem as if her pur-
Every one of us is conscious of some weak- chasing capacity was increasing very largely. ""F HE love of Blumie for the trade is well
ness, some defect, which fights constantly
The residents of one Texan town can get
known, and his unselfish devotion is
against us and against our character; but all the oil they want by merely turning the at all times apparent. His recent separation
the will is simply a function of the brain, and, water faucet.
from trade matters caused scalding tears of
like any muscle of the body, can be developed
T T is interesting sometimes to hear how some sorrow to furrow his cheeks, and incidentally
by exercise. As the arm is made stronger
men who have made a most emphatic made such a slump in his paper that he has
by repeated exercise, so can the will be made
failure of business criticise the actions of concluded to again grant—at a price—the
stronger, and the men of strong will power
those men who have reached the pinnacle of great boon of his experience to the members
usually succeed, because they find out where
success. If we all understood our own na- of the industry. His tearful valedictory will
their weakness is, and they develop sufficient
tures and business as well as we think we be recalled. A little bird whispers that, hav-
strength to counteract the weakness. Every
understand others, how remarkably brilliant ing become disgusted with the decadence of
man must decide for himself wherein his
his paper, he is now going to effect a combin-
we would be!
weakness lies, and then, by developing will
ation of the two, and thus publicly acknowl-
'"T HE firm or corporation who did not suc-
power, strive to defeat it.
edge his defeat.
ceed
in
making
a
substantial
advance
It may be drink—or laziness—of course,
This fellow, Blumie, beats the chameleon
inherited; sometimes it is conceit; very of- last year will probably be further behind in for changes of color, after all, and he beats
ten, too, it is a tendency to whine and com- the race during 1902.
Croker for bluffing. What a pair they would
It isn't always a question of leading at the
plain. We should say to our young friend,
make!
who has been somewhat discouraged by his start in the winning of a race, but the man
experience in the music trade, to keep his who gets well behind in such times as we T T is pleasant, indeed, to turn from the peru-
sal of stories of bankrupt trusts, dishonest
will power in practice and not to be discour- have been, and are now, enjoying will be very
apt
to
continue
at
the
tail
end
of
the
proces-
public
officials, and the seamy side of life
aged.
sion.
.
generally, and read something cheerful and
Recollect, the heads of the departments
QURPRISING,
isn't
it,
how
the
clever
uplifting. Like the Blumie orations on the
piano manufacturing houses of our times
salesmen will all concentrate upon the ethics of Fischer and Hardman advertising,
began as humble mechanics, or away down
the ladder. In all departments of trade can particular dealer in town who has the repu-. or the account of the Western piano dealer
be found self-made men. P. J. Healy began tation for paying cash. Business life circles who can smoke through his ear.
by sweeping out a store in Boston. W. W. around the man who owns the cash; but, as
Kimball used to do chores on a farm in Maine, a matter of fact, some men are so anxious A N English woman has outdone the late
Ignatius Donnelly by discovering a
and outside of our industry all the notable to make cash sales that they forget the most
important
part
of
their
vocation—that
is,
to
cipher purporting to show that Sir Francis
examples of our times began life in an humble
make paying sales.
Bacon was Queen Elizabeth's son.
way.
When Andrew Carnegie was a braw Scotch 1T is quite Rooseveltian now to say "By Well, who cares?
If some one would discover a cipher show-
laddie he did not get discouraged, nor any
Godfrey," which is the President's favor-
of our great men when things did not come ite ejaculation, and it is surprising how quick- ing plainly a certain music trade editor's
their way. They hustled, looked discourage- ly the resourceful piano man falls into a habit. connection with a department store deal, it
ment squarely in the eye, and developed their The other day, while in a piano wareroom, a might be of some interest.
will power and incidentally succeeded. Yes, salesman, discussing the merits of a certain
the piano business affords splendid opportu- piano, said "By Godfrey, madam, that leads C A N FRANCISCO'S fiddling mayor has
commenced to wield the bow at the City
nities for the development of the young man; the procession!"
Hall.
Is it waltz music, or a wedding march,
but perhaps our young friend is afraid of
He was an ardent worshipper at the Roose-
or a dirge?
work. If he is we had better stop here.
velt shrine.

Page 8 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE TKXJSIG TRRDE
THE TRAVELING SALESMAN-IS HE ESSENTIAL?
REVIEW
"The dealer wants satisfaction in matters
of quality and price. If his views are met
along these lines he will replenish his request
for more pianos just as often as his sales jus-
tify it. And he will not do business to any
extent with piano-makers who fail to meet
his opinions relative to quality and price, trav-
elers or no travelers. It will make no differ-
ence, in the end, even if the traveler—and
right here has been, and still is, an evil built
up through the perpetual strife of travelers
to secure trade in order to justify their exis-
tence—even if the traveler dines him and
wines him, and smokes him, and takes him
to the theatre. He may profess complete
conversion, but you know the old adage:
Viewed from Different Standpoints by Jos. Shoninger and Theodore Pfafflin—The Latter Believes there
is a great Future for Men of Ability and says they were Never so Essential—Mr. Shoninger's
Views also Interesting.
that he shall have a full knowledge of the
WHAT MR. PFAFFLIN SAYS.
Theodore Pfafflin, president of the Apollo instruments he represents. This is necessary
Co., holds very decided views regarding the in order that its merits may be pointed out.
The ethics of the traveling saleman's calling
value of the traveling piano salesman.
"Is he essential? Most decidedly he is," forbid that he shall use such knowledge to
was the ready response of Mr. Pfafflin when the detriment of his competitors. This rule
spoken with by The Review this week. is frequently violated to gain a temporary
"Quite essential for the larger houses," he advantage, but it is bad form, in bad taste,
continued, "and even more so for the smaller and, in the end, has a bad effect and hinders
ones of recognized standing in the trade. I where it was calculated to help.
"Yes, as I said just now, the traveling
am speaking now of the real representative
—the man who is capable of conducting ne- piano salesman who knows his business and
'He. who's convinced against his will
gotiations successfully; who can, and does, attends to it loyally, faithfully with a single
Is of the same opinion still.'
exercise sound judgment in the establishment eye to the interests of the men who pay his
No dealer will place his trade and bank ac-
and suspension of agencies; who can open salary and traveling expenses, is more es-
count in jeopardy for the sake of an occa-
up and close an important deal in such a sential now than ever before. As for the
sional 'good time' with 'one of the boys.' "
way as to protect to the fullest extent the best others—the men who don't know much and
The Review suggested that the traveling
interests of his employers, at the same time who care less—they were never essential in
man of today does not usually rely on such
satisfying all other parties to each contract any line of work and never will be."
methods to secure patronage. In fact, it was
or agreement. For such a man there is great-
WHAT MR. SHONINGER SAYS.
pointed out, reputable houses frown on any
er need to-day, in my opinion, in the piano
The Review chatted briefly on Monday with proceedings of the kind so prevalent a few
industry than at any time in its history.
Joseph Shoninger, of the Shoninger Co., on years ago. To this Mr. Shoninger replied
"There are numerous industries capable of current topics. During the talk, The Review
that the traveling salesman could not be
unlimited development by means of corres- inquired if Mr. Shoninger—who has had
bound by any hard and fast rule. "Every
pondence. Even within the piano industry, long experience and a big field for observa-
stopping place brings him face to face with
below a certain grade, a mail order business tion in all phases of the piano industry—
a new proposition," he said, " and it is in deal-
can be carried on with great success. Above deemed the traveling piano salesman indis-
ing shrewdly and discreetly with such prop-
that class, up to the highest, personal nego- pensable, in these days, to the success and
osition that he can demonstrate his usefulness
tiations and visits are indispensable, and what healthy progress of a piano-making firm.
or otherwise.
I have said concerning the piano salesman
"That depends entirely on the man," re-
"There will always be a big field among
for the larger houses refers to the big whole- plied Mr. Shoninger. "If he is a good man,
the younger houses for alert and tactful trav-
sale firms of unquestioned standing and pres- capable, discreet, and entirely to be trusted,
elers, who have a keen eye for opportunities
tige, manufacturing the finest instruments."
he is of value. If, on the other hand, he is and know how to make the best of them;
The Review inquired if, in Mr. Pfafflin's only partially equipped for the work he un- but after a piano wins its way to a coveted
opinion, technical musical knowledge added dertakes to do, is lacking in tact, and unre- position and is held firmly, as is the Sho-
much to the effectiveness of the traveling liable in any particular, he will probably do ninger piano, in the esteem of enterprising
piano salesman's work.
more harm at some time in five minutes than dealers, because of its good quality and rea-
"No; the trained musician very often makes can be put right in five years. In other sonable price, travelers have, from my point
an undesirable salesman, either on the road words, he is a dangerous attachment for any of view, little power to help or hinder busi-
or off. He becomes so absorbed in the ex- firm, to be avoided at all hazards. A clever ness."
ercise of his art that he fails to grasp the traveling representative may be of great ser-
CHANGES IN THE RETAIL FIELD.
business exigencies of an occasion and often- vice. One of 'any other kind is a risky in-
times misses a golden opportunity. In the vestment—more so in the piano industry,
NEW STORES.
retail trade, I have known a talented musician probably, than any other. Broadly speaking,
Sherman & Thompson, Arkansas City,
to literally play a customer out of the store. I should say that the services of the traveling Kan.—John A. Fetterly Co., Dayton, Ohio.
In one case I have in mind, the salesman sat salesman to well-established houses of good —C. C. Raddatz, Waseca, Minn.—W. L.
down before the instrument he wished to standing, are less essential to-day than at any Pace, Beaumont, Tex.—J. W. Phipps, Holly,
exploit and began a rhapsody for the en- previous time.
Mich.—A. L. Boutelle, Winchendon, Mass.
lightenment of several listeners, among whom
"For young houses, in the early stages —Richart Bros., Seattle, Wash.—B. F. Ben-
was a prospective customer.
of development, it is necessary that some one son, Madison, S. Dak.—Hill & Houston,
"Engrossed in his exercise, the player be- —preferably a firm member—shall person- Omaha, Neb.—Edward Walter, Hooper,
came oblivious to all else for the time being. ally visit desirable dealers and in such a way Neb.—Acker & Camy, Cooperstown, N. Y.
BRANCHES.
At its conclusion he arose, glowing with the get into touch with the trade. But houses
Knight-Locke Music Co., Denver, Col., in
sense of having given a perfect rendering of whose products have been well and favorably
a great composition. Glancing around in known among dealers for a long time, do not Laramie, Wyo.
CHANGES ETC.
expectation of warm approval, he ascertained I believe, need such supplementary work,
J.
W.
Kounse,
has purchased the business
that his auditors had left the store. The lone- outside of an occasional informal visit. The
of W. B. Riley, in Horton, Va.—R. L.
liness experienced by Robinson Crusoe on reason is that when a dealer has handled
Spencer has purchased the business of Hugh
the island of Juan Fernandez before he dis- a certain piano advantageously to himself
Crawford, St. Johns, N. B., who has retired.
covered the goat, the parrot and the foot- and finds that he can sell it readily, he re-
—A. J. Becker, Eden Valley, Minn., has
prints on the sand, wasn't a marker to the quires no urging when his stock gets low.
retired from business.—H. L. Conant has
feeling of solitude that crept over the soloist If he likes the piano and he can dispose of
purchased the store of H. D. Lothrop, Taun-
when he found himself so cruelly deserted.
it promptly, with a good profit, he will order ton, Mass.—E. N. Jenkins & Co., have sold
"Nevertheless, a traveling salesman, in some more of the same kind. If he does not their Salt Lake house to McClellan, Giles
order to meet modern requirements, should care for the piano, cannot get rid of it, and & Co.—C. V. Strickland, Huntington, Ind.,
have a sufficient knowledge of the piano to carries it at a narrow margin, all the travel- has taken his son Charles into partnership
admit, at least, of running up and down the ing salesmen in the world could not get him and the firm will be known in future as C.
scale. It is of great importance, however, to renew his order.
V. Strickland & Son.

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