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THE MUSIC TRADE REVIEW
BECOMES
ASTERN SALES MANAGER FOR CHASE & BAKER. GET WESER LINE ON PACIFIC COAST.
Edwin Jarrett, Formerly Vice-President of the Kroeger Piano Co., Assumes This Position
February 1—E. J. Hartman, Jr., Joins Sales Force—William G. Betz Becomes General
Superintendent of the Manufacturing End of Business—Excellent Trade Outlook for 1914.
Edwin Jarrett, formerly vice-president of the
Kroeger Piano Co., from which position he re-
signed a short while since, w.'s this week appointed
industry, will assume his duties the first of next
month, and will have his headquarters in Buffalo.
Mr. Jarrett is particularly well equipped to achieve
noteworthy success in this important position.
Edward J. Hartman, Jr., a son of President
Hartman of the Chase & Baker Co., has joined the
sales force of the company and will travel in the
East under the direction of Mr. Jarrett. Mr.
Hartman, Jr., is well versed in the many dis-
tinctive qualities of the Chase & Baker product,
and will doubtless prove a valuable addition to
the company's sales staff.
The entire factory organization and equipment
at the Chase & Baker factory has been undergoing
a reorganization during the past year in order to
be placed in top-notch condition for the new year's
business. This reorganization is now completed,
and William G. Betz has been appointed general
superintendent of the manufacturing end of the
business. Mr. Betz is familiar with every detail of
the manufacturing end of the piano and player
business, and under his direction the factory will
be well-nigh perfect from an efficiency standpoint.
The Chase & Baker factory is at the present time
one of the best equipped and organized plants in
the industry, and with the changes that President
Hartman has incorporated during his term of
office the products of the company will doubtless
enjoy in the future still greater popularity with
the trade than it has achieved in the past.
Edward J. Hartman, president of the company,
Edwin C. Jarrett.
who was a visitor to New York for a few days
general Eastern sales manager of the Chase & last week, stated that the year 1913 closed in a
Baker Co., Buffalo, N.-Y. Mr. Jarrett, who is most gratifying manner, with all indications point-
one of the most popular members of the piano ing to 1914 as the company's banner year.
NEW YORK'S J^OREIQN TRADE.
Imports and Exports in 1913 Were of the
Value of $1,908,267,408—Proves That New
York Still Leads as a Trade Point.
Bush & Lane Piano Co. to Handle the Weser
Pianos and Players in New Stores in the Far
West—W. H. Beach Leaves Large Order at
Weser Factory in New York—Many Branches
Recently Opened in State of Washington.
Among the callers at the factory of Weser Bros.,
520-530 West Forty-third street, New \ o r k , this
week was W. H. Beach, of the Bush & Lane Piano
Co., Holland, Mich., who placed an order for sev-
eral carloads of Weser pianos and player-pianos,
which will be handled in the stores which the Bush
& Lane Piano Co. is now opening on the Pacific
Coast. In this part of the country the company
has been opening stores with rapidity. Recently
branches of the Seattle, Wash., store have been
opened in North Yakima and Walla Walla, and
the chain will be increased as time goes on. At
present the Bush & Lane Piano Co. has branches
in several of the most prominent Pacific Coast
towns.
ANENT THE CIRCULAR LETTER.
Detroit Piano Man Has Something to Say Re-
garding That Method of Going After Busi-
ness as Adopted by Some Manufacturers—
Wasting Effort and Time and Good Money.
DETROIT,
(Special to The Review.)
MICH., January 6.—"Certain
piano
manufacturers who do not seem to believe in trade
paper advertising are wasting a great deal of
money just now trying to get into cities and
towns in which they are not represented, through
the medium of form letters," said a Detroit piano
merchant who has been flooded with such missives
within the last year. "I say wasted because the
letters I receive do not pertain especially to the
piano business at all, but are general in tone and
construction, undoubtedly purchased from some
RECORD OUTPUT FOR F. G. SMITH. of these concerns which advertise multiform let-
ters that do not go into the waste basket, though
Heavy Demand for the Pianos and Player- that is just where they do go. Incidentally, the
Pianos Made by Prominent Brooklyn House piano manufacturer who does not believe in ad-
During 1913—Change of Managers in New- vertising crosses himself in buying those letters,
ark—F. G. Smith at Atlantic City.
for he answers the advertising of other people,
while he won't advertise himself.
The old-established and prominent piano house
"One I just threw away begins: 'Now, Mr.
of F. G. Smith, Brooklyn, N. Y., during 1913
, why didn't you answer my last let-
handled the greatest volume of business, as indi- ter?' What do you think of addressing a business
cated by the output of pianos, than for any pre- man in that manner, when the writer of the form
vious year in the history of the concern, the sales letter must know, as well as the recipient, that the
through the various stores of the company in last letter was not answered because it was a form
Eastern cities being especially heavy. The sales letter? I suppose the man who composed that
of Bradbury player-pianos was a particularly in- letter thought he was making it 'peppery.' But it is
teresting feature of the year's business and proved only impertinent.
conclusively the growing popularity of those in-
"A form letter is not a business puller at all,
struments.
for it makes a bad psychological impression. It is
F. G. Smith, president of the company, took ad- destructive. A good advertisement, on the con-
vantage of the expected lull immediately after the trary, attracts. If the reader is at all interested
holidays to spend a few days at Atlantic City for in the goods advertised, he very likely will answer
the purpose of rest and recreation.
it and get a real letter, not an imitation. Form
H. L. Smith, for some time past manager of the letters, especially those designed to fit one busi-
F. G. Smith branch in Newark, N. J., has been ness as well as another, composed by some gen-
transferred to the retail warerooms at the Brook- eral advertising writer who professes to know
lyn headquarters as sales manager, and has been all about all business, but who really knows little
succeeded in Newark by H. G. Cassa, for several or nothing about any business, excite no interest
years connected with the F. G. Smith house in and therefore get no answer."
Brooklyn.
The foreign trade of the port of New York in
1913 amounted to $1,908,267,408, according to sta-
tistics given out late last week at the Custom
House by Collector Dudley Field Malone. This
vast sum represents imports and exports. Trans-
actions in gold and silver bullion are not included
in these figures.
Merchandise importations at New York during
1913 declined $77,196,330, compared with 1912, when
the total reached the high-water mark of $1,068,-
296,330. Total imports footed up $991,100,000.
An extraordinary increase during 1913 is shown
by the figures relating to exports of goods of
American origin. These totaled $899,070,148, as
against $849,102,494 in 1913. Exports of merchan-
dise of foreign origin were $18,096,822, an in-
crease of $896,210 over 1912. Withdrawals from
bonded warehouses aggregated $121,180,713, com-
pared with $92,247,864 in 1912.
The decline in imports was responsible for a
falling off in duties collected. The collections in
1913 totaled $204,261,126, compared with $208,-
068,216 in 1912. The lower duties carried in the
new tariff also helped to shrink collections. Mis-
cellaneous- receipts were $5,433,055 in 1913; in
$4,000 AS PRESENT TO EMPLOYES.
1912 they were $4,893,771.
(Special to The Review.)
Exports of gold and silver bullion of domestic
KANSAS CITY, MO., January 5.—The various
origin from this port in 1913 were valued at $115,-
854,338, an increase of $29,307,644 over 1912. Im- employes of the main and branch stores of the J.
ports of these precious metals in 1913 were $44,- W. Jenkins' Sons Music Co., of this city, were
made happy during the holidays through the gifts
532,336; in 1912 they were $48,693,499.
of cash from the company, over $4,000 being dis-
Frederick C. Pfeiffelmann, a veteran of the Civil tributed among the two hundred or more sales-
War and a retired piano maker, died Friday last men and other employes. The amounts received
at his home, 1278 Decatur street, Brooklyn, N. Y., by the different employes depended upon their
aged seventy years.
monthly salaries.
WINTER & CO.
220 SOUTHERN BOULEVARD, N E W YORK
Manufacturers of
TRAVELING SALESMEN WANT VOTES.
Leon Meyer and Sigmund Moritz, members of
the Associated Traveling Salesmen of Now York,
started this week on a visit to several of the large
cities in the western part of the State, and will
endeavor to interest clothing salesmen in the
movement to obtain votes for traveling salesmen.
Mr. Meyer said before leaving that he would at-
tempt to bring about a closer relationship between
the traveling men's associations in the cities vis-
ited and the local organization.
Superior Pianos
and Player Pianos