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THE: MUSIC TRADE
REVIEW
THIS IS THE AGE OF PIANO VALUES
CARPENTER PUBLICITY.
Says J. C. Amie in Discussing the Kroeger Advanc?
During His Four Years' Connection With the
Kroeger Institution—A Roadman's Personality
Amounts to Little Unless He Has Piano
Values Behind Him.
A Handsome New Catalogue—Will Enable Dealers
to Place Orders Early—Business Outlook Good.
Jay C. Amie, Kroeger ambassador, com-
pletes his fourth year with the Kroeger firm
this month. He has been successful from the
beginning of his work in behalf of the Kroe-
ger and this is largely due to the fact that he
has made the Kroeger piano a subject of spe-
cial study, has mastered every detail of the
instrument and believes in it implicitly.
The Review, on Wednesday, during a chat
with Mr. Amie at the Kroeger Harlem fac-
tory, asked for some information as to the
chief causes of his remarkable success on the
road in advocacy of the Kroeger piano. "You
might think," was his response, "that a man's
personality has much to do with his road re-
sults. It may be thought by some that cer-
tain characteristics in any man's case help or
hinder him in his work. That idea is not al-
together fallacious, but the only real safe-
guard and aid for the salesman in 1903 is the
value of the goods he offers. Personality, if
agreeable, will sometimes help one to spend a
pleasant hour when visiting prospective or
actual customers, but when it comes to secur-
ing an order for say a dozen instruments or
a carload something else is necessary, particu-
larly if a second or subsequent order is being
considered.
"And that is where the Kroeger piano
comes in. I can and do declare to our pros-
pective customers—and the declaration can
be and is demonstrated every time beyond the
shadow of a doubt—that the Kroeger piano
represents the best selling value on the mar-
ket. It has at least eight special features.
Some pianos have some of these features and
some have others, but the Kroeger is the only
piano to-day embracing them all. Then,
again, I can and do dwell strongly on the
material, construction, finish and tone of the
Kroeger. Being able to back up my asser-
tions by positive proof, the dealers see how
valuable the Kroeger is as a reputation-
builder.
""Without hesitation, and supported by
facts, I can and do point out that the Kroeger
is fairly and honestly made by adult experts,
thoroughly trained in their several depart-
ments. The careful scrutiny and test of every
instrument by the firm members before it
leaves the factory is another impressive point
made in discussing the merits of the Kroeger.
The dealers are made aware, too, that the
Kroeger factory is open to all. Every man's
work in every department is always open for
inspection during working hours. This is also
true of the machinery, material and stock.
I have outlined a few of the reasons why 1
succeed on the road with the Kroeger piano.
"It has become widely known that the
Kroeger piano is exactly what it is repre-
sented to be in every particular; that it can
be purchased from the manufacturer at a fair
price and sold promptly at a fair profit; that
it gives satisfaction; that it makes friends for
the dealer and the piano; that, in fact, it is,
as I said just now, the best selling value in
the market. Is it any wonder, then, with such
a pianp that I am able to do business?"
The Carpenter Co., Brattleboro, Vt., are
sending out this week their new catalogue
in which they are showing a number of
new styles for the coming season, partic-
ularly Style 16, a portable organ, and
Style 215, which is destined, if appearances
and musical resources amount to anything,
to be their big leader. The other styles in
the catalogue are models that have been
shown before except that the designs have
been improved in many respects. In fact
it would be difficult to find anything to
criticise in the Carpenter styles. Architec-
turally they are carefully balanced, while
musically nothing has been left undone to
make them worthy of the high reputation
which this house has won in the reed or-
gan field.
The Carpenter Co. have prepared their
line early in order to allow dealers to place
orders for fall delivery well in advance of
actual requirements. This is an excellent
idea and in line with the suggestions which
The Review has been making for the past
month or more that dealers should order
early.
The new catalogue is attractively print-
ed and carefully edited, and dealers who
have not received a copy would do well to
investigate the values which the Carpenter
Co. are now offering.
Speaking of the general conditions of
trade, M. Austin, Jr., treasurer and general
manager of the Carpenter Co., said to The
Review: "'As you know, 1902 was our best
year in point of organs shipped. Our ship-
ments this year are running about even
with last year, and from orders booked
and prospects ahead, we believe we shall
!>e able to excel last year's record and
make 1903 the best year in our history. It
is a little early to make this as a positive
claim, but indications warrant it."
WITMARK GRANTED FINAL INJUNCTION.
The litigation between Isadore Witmark
and Frank L. Perley over the interpolation
of a song into the score of "'The Cha-
perons," the musical play of which Mr.
Witmark is the composer, is at an end.
Mr. Perley was obliged to pay the court
costs which amount to ninety-two dollars,
and Mr. Witmark has secured a permanent
injunction against interpolating any songs
into this successful piece.
Four Peerless electric piano players of the
new 44-note variety and made by the Peer-
less Piano Player Co., of this city, have
been purchased by the State Board of Har-
bor Commissioners for use at the San
Francisco L'nion Ferry depot. The sale
was made through the Pommers-Eilers
Music Co.
11
BEHR BROS.' NEW FACTORY
Will Be Located 605 West 39th St. ana Devoted
Wholly to the Manufacture of the Behr Piano
Player.
Behr Bros. & Co. have rented a big loft
at 605 West 39th street, for their piano-
player factory. This place will have sev-
eral advantages. Tt will make more space
available at the Behr factory, n t h avenue
and 29th street, for regular piano work in
uprights, will enable a bigger force to be
employed on the regular Behr products,
and will make more room for the Special
Grand plant. The new Style A has been
in steady demand ever since its introduc-
tion, and this demand continues.
NEW HOUSE IN JACKSONVILLE, FLA.
rSoecial to The Review.]
Jacksonville, Fla., July 13. 1903.
James A. Abrams, late of Gainesville,
has come to Jacksonville to enter the mer-
cantile field. Mr. Abrams has in the past
successfully conducted a music house in
Gainesville. He recognizes the fact that
Jacksonville is the place for wideawake
business men, and, therefore, has establish-
ed himself at 124 Main street, where he
represents the magnificent Knabe and the
Crown pianos.
GOOD PROGRESS ON N E W WINTER PLANT.
The foundation walls of the new Winter
& Co. factory, Southern Boulevard and 136th
and 137th streets, are now being constructed.
The building will probably be ready for occu-
pancy, notwithstanding building trade delays
during the past two months, by the first or
second week of September. The record of
work at the present Winter factory is re-
markable. The full force has been working
full time, with overtime, ever since last fall,
without a working day's intermission. Mr.
Winter, on Tuesday, in his report to The
Review on trade conditions, said: "We have
enough orders on our books to keep the entire
force going, full time and overtime, until the
end of September."
'• NOISELESS >ORRISISMS."
No. 4.
"They're Noiseless" let your watchword be
When pianos you are selling
Fitted with the Norris pedals;
Joy they bring to ev'ry dwelling.
Norris banners, now unfurled,
Tell the tidings near and far.
Spread the news throughout the world—
Pianos are not noiseless, but the Norris pedals
are!
BIG SALE OF KNABE PIANOS.
Kohler & Chase, of San Francisco, Cal.,
are able to boast of the splendid record of
having sold fourteen Knabe baby grand
pianos during the month of June. This, add-
ed to the sales of uprights, make a formid-
able record in the sale of Knabe pianos.
BEHR BROS. & CO.
PIANOS,
29th Street and 11th Ave.,
NEW YORK.
HIGHEST STANDARD OF EXCELLENCE.