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THE!
great work of selling-'. Do you realize that
the salesman is the motive power, the
steam, the electric current of the commer-
cial engine or dynamo ? Think upon this
statement a little. Its force will come home
to you.
Now there are natural-born salesmen
and made salesmen. Those whom nature
has endowed with the proper qualities are
fortunate; far they are not only the $5,000,
the $10,000, and the $2o,ooo-a-year men,
but they are just such men as J. P. Mor-
gan, the Goulds, the Vanderbilts, and the
Carnegies. These are but salesmen of the
highest order. They know the art of sell-
ing, because they are the absolute masters
of the science which underlies that art.
39
MUSIC TRADE
ENTERPRISING SUPPLY HOUSE
STRING MEN'S TRIBULATIONS.
Making Upright and Grand Piano Cases—Recently
Enlarged Their Plant.
The Inventive and Progressive Piano Manufac-
turers Keep Them Busy in Their Search For
Larger Tone or Improved Quality.
[Special to The Review.]
Arlington, Mass., Nov. 24, 1903.
One of the busy places in this prosper-
ous town is the factory of the Theodore
Schwamb Co., who make a specialty of
fine veneer work, under the superintend-
ence of Philip Eberhardt. The facilities of
the old plant have been materially in-
creased recently. A visit to this concern
is interesting.
One gleans so much re-
garding the processes of wood veneering
and the intricate and fine workmanship
employed in the manufacture of piano
cases, of which the factory makes a spe-
D. H. SCHMIDT ON THE ROAD.
cialty for the Henry F. Miller Co. Both
The Popular Hammer Manufacturer Receives a
upright and small grand piano cases are
Hearty Welcome From His Many Friends.
made at the factory, there being a growing-
David H. Schmidt, maker of the famous demand for the latter, and chiefly mahog-
Schmidt hammers, and Robert L. Kapp, any is used.
Schmidt traveler, are making a tour to-
All lumber is kiln dried on the premises
gether in the interests of the Schmidt and numerous nicely adjusted machines
hammers, and the Gaiser felts. It has assist in turning out the larger pieces of
been Mr. Schmidt's desire for several years work which are finished by hand by the
past to visit his patrons outside of New skilled artisans employed. During the
York, but only recently has he found op- past summer the corporation purchased a
portunity to do so. He is meeting with large piece of land back of the factory, and
many pleasant experiences. At every are now erecting an addition 48x60. A
stopping place congratulations are extend- spur track from the B. & M. R. R. has just
ed oil the character of the work done at the been laid to the factory over which all sup-
Schmidt factory, 163d street and Melrose plies used in the factory as well as ship-
avenue, and the high standard of efficiency ments are made.
reached in the Schmidt hammers.
CHAS. RAMSEY'S SUPPLIES
Are in Demand by Leading Manufacturers in All
Parts of the Country.
Chas. Ramsey, maker of casters, bearing
bars, muffler rails, action brackets and
pedals, guards, etc., 884-886 East 134th
street, finds his business steadily increas-
ing. With the recent large addition to his
factory space and the new machinery now
installed in the Ramsey factory, Mr. Ram-
sey finds himself better able to meet
emergency orders promptly than was pos-
sible at the old factory. The high quality
of the Ramsey material and workmanship,
and the reasonableness of prices charged
have aided largely in the building up of
the Ramsey business, which is now a very
important factor in the supply trade.
STEPHEN S. MAPES A BUSY MAN.
Stephen S. Mapes, maker of pianoforte
covered strings, 511-513 East 137th street,
is well satisfied with trade conditions. It
is claimed for the Mapes strings that "they
are used in more pianos than any other
brand on earth." The large continuous
output of the Mapes products offers con-
vincing proof of the favor in which they
are held.
UNIVERSAL
ARM . . . .
The lot of the manufacturers of covered
strings for pianos is not always a happy
one, if a recital of their trials and tribula-
tions may be accepted as gospel truth. No
doubt they have troubles of their own in
abundance, for in the making of any ma-
terial accessory to the tonal qualities of the
piano the utmost care should be exercised.
Now, the progressive American piano
manufacturer is constantly improving his
product, and the string man must not only
be prepared to meet any and all kinds of
theories and notions, but is expected to
assist in the experiments at his own ex-
pense.
String manufacturers are constant-
ly in receipt of requests for strings of dif-
ferent windings to suit experimental
scales, and sometimes things are said in the
seclusion of their offices that have a de-
cided indigo tinge. It is conceded that
while the customer may not always know
in precisely what manner his ideas can be
carried out by the string maker, because
he is not practical in that branch of the
business, but he knows the goal he is aim-
ing to reach, and with the strings wound
in a certain manner, subject, of course, to
the manufacturer's suggestions, he expects
results in tone that will be an improve-
ment.
Under these circumstances the man who
winds the strings yields finally, if not al-
ways gracefully, to the importunities—per-
haps demands—of an old customer of the
experimenter, and between the two not in-
frequently the new combination is ef-
fected ,and another triumph is scored..
Then, again, it is the other way, and the
string manufacturer under these circum-
stances seems justified in expressing his
opinion in good reund terms.
BORING MACHINE
FOR PIANO MANUFACTURERS.
PIANO KEY THIEF FOUND GUILTY.
[Special to The Review.]
Newcastle, Ind., Nov. 21, 1903.
John C. Edwards, of Cincinnati, was
tried in the Circuit Court Wednesday on
the charge of stealing a quantity oi ivory
piano keys from the French-Krell piano
works here in September.
The evidence was of a damaging nature.
The jury was out but three minutes; tak-
ing but one ballot finding the prisoner
guilty of the crime charged. He will be
sentenced later.
W. B. Wilson, formerly with the Krell
& McPhail Co., has joined the staff of the
Chicago house of the John Church Co.
H. B. SMITH MACHINE CO.,
EVEHY DESCRIPTION
WOOD WORKING MACHINERY.
FACTORY,
Smithvllla, N. J.
NEW YORK,
123 Liberty St.
Pwrtitwlan and Price? on Application.
THE STANDARD HAMMER
Made and sold only
by -the
STANDARD PIANO HAMMER & FELT CO.
1945
PARK A V C ,
NEW YORK