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THE MUSIC TRADE REVIEW
determine the difference between the tone qualities of pianos un-
less they hear them? Are there any better tests than those which
the concert stage affords? We know of none, and we have fre-
quently heard many people discuss after concerts the particular
tone of the instruments played upon. Some of the tonal beauties
of the newer pianos upon the concert platform have elicited the
warmest praise and many have expressed surprise at the wealth of
tone brought forth from these instruments under the manipulation
;
of expert pianists.
It seems strange indeed that any one engaged in the legitimate
trade should use advertising space in the daily papers in which to
belittle the endorsements which great concerns have received from
renowned artists. It is puerile on the part of tradesmen to try to
rob members of the craft of the value of fairly won laurels. Such
actions are hardly understandable, when it is understood that the
firms exploiting the professionals are performing splendid work for
everyone engaged in piano making and selling. They are elevating
the business above the purely mercantile plane and placing it in the
artistic class.
F course, the professional plays as a business, so does the
painter sell his talent, but is there an artist of really great
repute who would give a testimonial favoring an inferior instru-
ment or one which did not come up to his ideals as to what a piano
should be? The higher plane the industry is on the more helpful
it will be to all. Even the merchants in remote hamlets profit by
the efforts put forth by the great leaders of this industry. We
should all agree on a policy of support rather than one of destruc-
tion, and if we eliminate the sentimental feeling, the value of artis-
tic work, the prestige of great names what have vve left to piano
making ?
Every dealer who is endeavoring to pull down these great
forces and to nullify the work which is being done by them, should
change his policy because on the nullification line he is contributing
to his own defeat and that is not pleasant. If we cannot be gener-
ous let us at least be fair to the men who have done so much for
this industry and indirectly for all whose livelihood is made therein.
O
E cannot understand how newspapers can give up any of
their space to criticism of what they term "subsidized
artists." All»of the papers throughout the country have been
beneficiaries to a very large extent by the concert tours of the
great artists. Not only have the manufacturers used the columns
of the daily papers liberally in many cities, but the local dealers
have been inspired by the action of others and have themselves
made larger appropriations for printers' ink.
All of this is helpful to the piano business generally because it
focuses attention upon it.
If we condemn daily papers for their attitude in this particular
what stronger words should we use in referring to the music trade
papers which have printed articles antagonistic to the splendid work
which has been put forth by leading piano manufacturers. Hap-
pily this would be destructive work has been confined only to trade
papers of the fourth class, and the only reasonable explanation of
the attitude of the editors can be on the ground that their mental
equipment does not permit them to advance very far in the realm
of sober, sensible thought. Simply because they cannot get what
they demand in the way of patronage the "system" is at once all
wrong and they growl and snarl like angry curs and turn and bite
the hands that fed them. It is easy to explain why such papers
have always remained at the foot of the class of trade journalism
and there is no good reason why they should ever work out of this
lowly position. They are just where they belong and where nature
has specially fitted them to stand. They have never given evidence
of the possession of sufficient ability to climb higher.
W
HE strength of the music trade industry has never been illus-
trated in a better manner than during the past two months.
Notwithstanding the severe strain there has been hardly a break in
either the manufacturing or retail line and those which have oc-
cured do not cut any special figure in the trade. This has been a
test time and the music trade men have stood up nobly under the
strain to which they have been subjected. Ample evidence, truly,
that the music trade industry is all right.
T
Just keep plugging and all will come out right.
Ten to one the man who is always whining never wins success.
There is nothing that is worth winning that is not worth planning
for.
There is nothing that will help out Christmas trade so much as good
hard work.
When you find a man who knows it all he isn't a very pleasant com-
panion.
There is a close relationship between the appearance of success and
its reality.
Inattention to details has prevented the rise of many a good, but
careless fellow.
Every man in business should be optimistic.
that quality to succeed.
I t is necessary to have
When you are once on the trail of a prospect never abandon it until
the game is run to earth.
There are plenty of good men in the music trade who haven't lost
their heads—not a bit of it.
No man can put ginger in his piano talk unless he believes in the
instruments he is advocating.
No man ever succeeded permanently who tried to pull himself up by
pulling the other fellow down.
Everybody respects a hustler and the very atmosphere he carries
about with him helps to win sales.
•
•
A good salesman never acknowledges anything but victory until he
receives the final turndown, and then he says that it is simply an order
deferred.
Did you ever notice the effect of one pessimistic talker upon a group
of men who listened to his predictions? They went away depressed, did
they not? Why not cut out the pessimist and let in only the sunshine?
Some salesmen complain about men being busy when they call to
discuss sales. Of course, men worth seeing are usually very busy. They
do not build up a successful establishment through a policy of idleness.
A REQUISITE.—"Do you think your boy Josh will make a successful
farmer?"
"No," answered Farmer Corntossel. "He doesn't appear to know
much more about keepin' summer boarders than me an' Mandy does."
THE DIZZY WHIRL.—"We are attempting altogether toa rapid a
pace," said the conservative citizen.
"That's quite true," answered Mr. Sirious Barker. "Instead of being
content to have the earth go around once in twenty-four hours, we'd like
to have it go around twenty-four times in one hour!"
BARRED OUT BY THE RULES.—Vaudeville Manager—I can't book
your act—no profanity is permitted in this house."
Vaudeville Artist—There's not a profane word in our entire sketch.
Vaudeville Manager—I know; but we don't like our audiences to
swear, either.
SHE MIGHT.—"So," she said, "you have made up your mind never
to marry?"
"Yes, after thinking it over for a long time I have decided never to
ask any girl to be my wife."
"Pshaw! Don't feel that way about it. You never can judge by ap-
pearances how foolish some girls are. The very first one you asked
might be willing to have you."
THE SMITH FAMILY.—A diffident-looking man from one of the
suburbs stepped up to the ticket office in one of the railway stations in
Cincinnati and asked the man inside, in a hesitating way, if he sold
round-trip tickets to the Jamestown Exposition.
"Yes, sir," answered the ticket seller.
"Give reduced rates?"
"Yes, sir."
"I suppose there will be special days now and then?"
"Undoubtedly."
"Going to be a Pocahontas day?"
"I guess so."
"Well, what I want to know is this?" said the stranger, clearing his
throat. "Will there be a John Smith Day?"
"I don't know as to that," gravely rejoined the ticket seller, "but I am
inclined to think not. Hotel accommodations in the neighborhood of the
Exposition are limited."