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THE MUSIC TRADE REVIEW
15
SALESMANSHIP BEING PUT TO TEST IN CINCINNATI
These Days for Real Push and Energy Is Being Developed to Get Business—Trade Situation Is
Healthy—Interest in European War Situation—News of the Week.
(Special to The Review.)
CINCINNATI, O., August 11.—Salesmanship
to Denver. He expressed himself as being well
satisfied with general conditions.
being put to a severe test in Cincinnati these days.
General Manager Richards, of the Otto Grau
It is a case of the true selling ability of the man Piano Co., is getting acquainted with the moun-
coming to the surface in a manner which is caus- taineers in the neighborhood of Cumberland Falls,
ing the bosses to revise their ways of doing busi-
Ky.
ness.
Ernest Kunwald, leader of the Symphony Or-
All along the line the statement is being made chestra, is among the missing. He was in Europe
that business is not falling into the laps of the when the trouble started and nothing has been
houses as of old. "We are going after it" is the heard from him by his associates. Mr. Kunwald
new way of describing conditions. Officials and
is an officer in the reserve army of Austria and
managers of the various concerns sort of welcome the association may be minus a conductor. Farney
the new method of putting over sales. Those who Wurlitzer has received a cablegram announcing
depended upon their connections to help along tiie arrival of his mother, the widow of the founder
things have found that it is necessary to use real
of the Rudolph Wurlitzer Co., in Stockholm, Swe-
push and energy in order to get in line for the den. Nothing has been heard from W. Y. Archi-
week's profits.
bald, of the John Church Co. He is a native of
Considering the time of the year, local merchants Canada. John Anderson, superintendent of the
claim to be well satisfied with the results of the
Everett factory, was in Paris about the time war
past four to six weeks. Most of the business is broke out.
of the cash type. Cincinnati, it must be remem-
E. E. Roberts, of the Baldwin Co., yesterday
bered, is carrying on its shoulders more than the
returned from a vacation spent along the Atlantic
usual burden of a municipality. The flood of last
Coast. "I came home to rest," he said, when asked
year, the numerous strikes and considerable labor
what kind of a time he had.
trouble earlier in the year, as well as the existing
Manager Albert McElroy of the player depart-
foreign excitement, is an accumulation of things
ment of the Church-Beinkamp Co. last week had
that must be offset in making a sale. Most every- the time of his life. Cincinnati entertained the
body in this part of the Ohio Valley has been
National Union Printers' Baseball Tournament,
affected more or less by some of these things, and
and "Mac" remembered that he still carried his
the fact that not one trade failure has taken place
card in the Detroit "chapel." He hunted up the
in Cincinnati in more than a year and a half
bunch from that hustling place and found that he
speaks for itself. The trade is somewhat con- knew nineteen out of twenty-one of the crowd.
cerned with reports from Dayton indicating that
This finished him, so far as the Church-Beinkamp
the National Cash Register plant would somewhat
Co. was concerned, for the rest of the week. There
curtail its output on account of the export market
was one round of pleasure, and "Mac" in bidding
being closed. This, in a way, will prove quite a farewell to the boys gave them numerous souve-
blow to the piano trade in the Gem City. So far
nirs of the John Church Co. as well as his own
as is known not a person has been laid off in Cin- house.
cinnati on account of the war. The business men
O. D. Forney, the Pittsburgh representative of
of the city are taking an active part in the agita- the John Church Co., was in town yesterday.
tion for a merchant marine fleet.
H. N. Koverman, formerly with the Starr Piano
Ben F. Owen, of the Cable Company, was in
Co., has joined the sales forces of the Aeolian Co.
town last week, coming here for the purpose of
Theodore Perkins and J. L. Heyer resigned from
making the final arrangements for the Victrola
the Aeolian Co. Saturday. The latter is now busy
department which will be opened before the end with the annual summer clearance sale of pianos
of this month. Wholesale Representative Summey
taken in exchange.
has engaged K. E. Bartlett, a native of this city
and formerly in the talking machine line at Tampa,
Fla., to take charge of the local work. He ar- WHO SAYS THERE_AREN'T ORDERS?
rived in the city yesterday. Mr. Owen has gone
One of the most energetic piano salesmen is G.
M. Soule, sales manager of the DeRivas & Harris
Mfg. Co., 135th street and Willow avenue, New
York. The Doc is now taking a vacation up on the
coast of Maine. The other day, before he left, after
chasing around for business, back he came and, ex-
panding his chest, marched triumphantly into the
office of President Joel S. Harris, with the ex-
clamation, "Ha! Ha! Who said there is no busi-
We've been making pianos for
ness. 1 have an order," and gave the style and
specifications ordered. "Well," said Joe, "who is
over 58 years, and during that
this
order from?" "My daughter," said the Doc.
time have learned to manufac-
"Who says there a"ren't any orders?"
is
BRAINS AND
EXPERIENCE COUNT
ture instruments
quality.
of
unusual
HAD LIVELY HOUSEWARMING.
DECKER & SON
TONE—CONSTRUCTION—FINISH
are a delight to the dealer, and
are constantly bringing us new
customers.
They are the pianos for you to
sell, for notwithstanding their
quality they cost very little
more than the ordinary kind.
We invite inquiries.
D. J. Sullivan Proves Generous Host to Asso-
ciates with A. J. Jackson & Co.
The sales staff of A. J. Jackson & Co., Boston,
including A. J. Jackson himself, are still talking of
the royal entertainment afforded its members when
they attended the formal opening of the new sum-
mer cottage of D. J. Sullivan, sales manager of
the company, at Nantasket Beach, last week. The
party traveled to the beach in motor cars after
closing time on Saturday, and after a pleasing
series of outdoor sports, followed by an inspection
of the property, were served with a real old-
fashioned clambake by M*. Sullivan. It was some
time.
DECKER & SON
699 East 135th St.
.
NEW
ooi5
YORK
CONOVE
Getting Down to
Plain Player Facts
The education of the public
along player lines is a neces-
sity for the expansion of the
player business.
There is no doubt of that;
and education of the piano
merchants and salesmen is
also a vital necessity, because
through them will come a pow-
erful force in the education
of the public; and right here
we wish to remark that we
have produced a line of books
upon the player-piano which
comprehensively covers the
entire player situation.
In this respect this trade
newspaper stands alone, for it
has been the principal source
from which player informa-
tion has been available for
piano merchants and sales-
men for a period of years.
Our latest book,
"The
Player-Piano
Up to Date"
is the best of the series. It
contains upwards of 220 pages
of matter bearing directly
upon the player.
Every piano merchant and
piano salesman should have
a copy of this book within
easy reach. It gives to read-
ers a fund of information not
obtainable elsewhere.
It contains a series of
original drawings and a vast
amount of instructive and
educational matter, as well as
a detailed description of some
of the principal player mech-
anisms.
It costs $1.50 to have this
book delivered to any address
in the United States, and your
money will be refunded if
you are not satisfied with the
book after examination. No
one yet has availed himself
of this opportunity.
Foreign countries, 15c. ad-
ditional should be added.
EDWARD LYMAN BILL
PUBLISHER
373 Fourth Avenue
New York