Music Trade Review

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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.