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REVIEW
THE
flUJIC T^ADE
VOL. XLIII. No. 1 8 . Published Every Saturday by Edward LymanBill at 1 Madison Ave., New York, November 3, 1906.
HUGE FREIGHT CONGESTION.
Western and Central Lines Cannot Move the
Business Offered.
(Special to The Review.)
Review Office, 195 Wabash Avenue,
Chicago, 111., Oct. 29, 1906.
Orders have been issued by the traffic depart-
ment of the New York Central lines west of
Buffalo instructing ail agents and solicitors to
cease soliciting business, as the roads are un-
able to handle what comes to them naturally.
These employes have been directed to hunt for
freight cars. Accordingly, between 150 and 200
men are now devoting all of their time to trac-
ing freight cars belonging to the Central.
The work is being done systematically and is
resulting in the use of several hundred addi-
tional cars daily. The agents follow the cars
to foreign lines, and then go to headquarters
with a demand for the immediate return of the
empties.
Never in the history of western roads was
the freight congestion so great as now. It was
reported yesterday that the Northern Pacific has
at least 10,000 car loads which it is unable to
move. Other roads in the northwest also are
in bad shape, one of the main reasons for con-
gestion being the abnormal movement of lum-
ber.
POPE PIUS X. PLAYS THE PIANO.
Greatly Admires Perosi, Whom He Is Aiding In
Every Possible Manner.
In view of the fact that American pianos and
players are now to be found within the walls
of the Vatican, the following cablegram from
Rome, which was published in last Sunday's
World, will be of interest: "Perosi, the young
director of the Sistine Chapel, has finished nine
symphony poems. And the Pope has examined
the scores to pass musical judgment on them,
for he is a good musician. One of his favorite
after-dinner amusements is to play the piano
in the papal dining-room. Pius X. admires Pe-
rosi and will cause the symphonies to be given
in some church here. Perosi does not wish to
have his new works performed in Rome or even
in Italy, because he thinks he is not appreciated
in his own country."
REPUTATION IS CAPITAL.
The Wise Salesman Is He Who Avoids Mis-
representation and Builds on Confidence for
a Foundation.
The best and most economical way of selling
that which builds reputation on which future
sales may be made, is selling which is largely
to the advantage of the buyer.
To sell goods which prove a disappointment
to the purchaser 1 is selling at an ultimate loss,
no matter how large the immediate profit may
be.
The real salesman, the man who is in busi-
ness to stay and who will pile up more and
more money capital, through the accumulation
SINGLE COPIES, 10 CENTS.
$2 no PKR YEAR
of confidence capital, will not only avoid actual
misrepresentation, but will be equally careful
that the customer does not deceive himself as
to the merits of the goods.
The confidence that has taken years to build
can be torn down and destroyed in a minute,
never to be restored, as Selling Magazine says.
The whole commercial structure has confidence
for its foundation. No lasting business can be
built or maintained without it.
Review this concern is the outgrowth of the
Connorized Music Co., 144th street and Austin
place, New York, manufacturers of perforated
music rolls. The new company will manufac-
ture pianos and piano players under the superin-
tendency of Anders Holmstrom.
INFLUENCE OF MUSIC ON DINING.
THE LESTER REPRESENTATIVE.
Peter F. Campbell, secretary of the Lauter
Piano Co., was interviewed the other day on the
subject of what becomes of all the new pianos
manufactured, and where do all the old ones go?
"What becomes of the pianos?" repeated Mr.
Campbell. "Well, that's a somewhat curious
question, but it admits an answer that appears
to cover the case. In the first plate, there are
the old style square pianos, which, owing to mod-
ern conditions and prevailing fashions, are re-
turned to manufacturers and destroyed. We
alone had 115 square pianos returned to us dur-
ing the last year and they were deft-oved, scarce-
ly any of the parts having been retained except
the ivory of the keys where that has been of
value. We sold only two 'squares' in years, and
they are to be had almost for nothing at present.
"Another cause of destruction," continued the
official, "is fire and flood. In the great Paterson
flood for instance, seven pianos made by this
house were destroyed, while the element of fire
is one that is a constant factor in the making up
of the list of the lost.
"A good piano, of course, is supposed to last
a life time, but the great majority of them are
actually 'consumed' by the population. By that
I mean to say that the pianos are 'used up' by
the buyers like other articles of furniture and
gradually make their way to the lumber room or
attic with their once expressive chords forever
stilled. Others again find their way from the
family to the auction room, go from there to
another family, perhaps, or to a dance hall,
gradually break up like a dissipated man and
disappear forever."
N. B. Pratt Starts on an Extended Western
Trip.
C. H. BETTS OPENS IN SALEM.
Certain Tunes Bring About a Desire for Certain
Foods and Drinks, and Herein Lies the Op-
portunity for Composers—Big Chance for
Richard Strauss to Display His Skill.
One of these wise men whose business is con-
stant observation and from whom restaurants
hold no mysteries states that the consumption
of wine at these establishments is largely in-
fluenced by the music played by the orchestra.
Certain tunes, it seems, have the power of mak-
ing those who hear them feel an overpowering
desire for champagne. Two of these are "Amour-
euse" and "Sourire d'Avril." We are credibly
informed that when either of these airs booms
out over the room the head waiter bustles about
giving orders, while behind the scenes the head
cellarman calls for extra help in readiness for
the inevitable demand. Why this should be so,
we do not know. But it certainly is so. This
discovery opens out a new field for composers.
The musician with his wits about him will write
airs (at huge prices) specially for the restau-
rants. Probably the idea could be developed.
If waltzes make a diner want champagne, rag-
time might drive him to hock. A really clever
composer could play on the feelings of his audi-
ence to such an extent that, having mixed their
drinks horribly for an hour or so, they would
be sent home to their respective addresses in
cabs. There is a fortune waiting for such a
composer.
N. B. Pratt, traveling representative of the
Lester Piano Co., Philadelphia, Pa., was in town
last week. He will leave shortly for an extended
trip, which will take him away from the home
office about three months. Mr. Pratt has been
for a long time associated with the wholesale
department of the piano industry, and he under-
stands the requirements of the trade in every
particular. He stated to The Review that the
Lester output for the year would be in excess of
that of any other season, and that he was looking
forward to an immense holiday trade, as all
the Lester dealers were placing large orders.
O'CONNOR PIANO CO. INCORPORATED.
Among the incorporations filed with the Sec-
retary of the State of New York on Monday was
that of the O'Connor Piano Co., of New York,
with a capital of $100,000. The directors are:
J. O'Connor, A. Conrow and W. G. Chiddick, Jr.,
of New York. As already announced in The
WHERE ALL THE PIANOS GO.
Peter F. Campbell, Secretary of the. Lauter
Co. Chats Interestingly on This Subject.
C. H. Betts, of Salem, will shortly open a
piano store in that city, with V. P. McGreery in
charge. Mr. Betts was recently in Cleveland
selecting a stock of pianos.
HENRY DREHER AFTER BIG GAME.
Henry Dreher, well-known as an enthusiastic
and successful hunter of big game and incidental-
ly head of the prominent piano house of B.
Dreher's Sons Co., Cleveland, O., left last week
on a two weeks' hunting trip for moose, deer and
caribou in the wilds of New Brunswick, Canada.
He was accompanied by Phil Dorn and W. D.
Sayle.
E. S. Curtis, formerly retail salesman for the
Starr Piano Co., has been assigned to the terri-
tory comprising portions of Kentucky, Ohio and
Indiana, and incidentally become a full-fledged
traveler, the company's appreciation of his pre-
vious work in their interests.