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THE MUSIC TRADE REVIEW
HE old theory that "trade follows the flag" was given a
T
severe jolt by Carlos A. Tornquist, of Buenos Ay res, at the
annual convention of the New York State Bankers' Association,
held in this city last week, when he said that "trade follows
capital."
In the course of an address he pointed out that a great part
of the business in the Argentine Republic, handled by European
enterprises, could be secured if the United States were placed on
a footing of equality with Europe in relation to Argentine finance
and business by the necessary modifications of Federal banking
and trade laws in the United States being made on lines which
would more largely facilitate banking and commercial operations
between the United States and Argentine.
Mr. Tornquist remarked that the experience of foreign banks
in the Argentine Republic had exploded the theory that "trade
follows the flag." The results obtained there show that "trade
follows capital," and even in these early days of the investment
of American capital in Argentine issues and enterprises, there is
ample evidence of the truth and soundness of the latter theory.
As an essential to closer trade relations the establishment of
first class fast steamships between New York and Buenos Ayres
was pointed out as one of the absolute necessities to more friendly
business relations. It was the opinion of Mr. Tornquist that the
larger part of the trade which has hitherto gone to Europe can
be secured by the United States if only merchants and bankers
develop and perfect plans for the intelligent handling of export
business.
In quite a friendly way he would call upon local retailers,
sometimes as a customer, sometimes as a visitor. He would note
how he was received, how the salesman "talked up" the lines
about which he inquired, and how his demands in general were
met. He thus acquired much valuable information which he
utilized when he got back to his own warerooms. His experi-
ences were many and varied, and some of them induced him to
modify his own methods very considerably; for he remarked
that to stand in the warerooms of another man was like seeing
himself as others saw him, and he never failed to profit by the
lesson.
There is a moral here which is so transparent that there is
hardly need for elucidation—it means that the piano merchant or
salesman who desires to become an adept at his business must
not be content with his own theory of doing things but rather
find out by practical example whether someone else is not doing
things better.
No man has yet been able to know everything, and the
egotistic salesman who thinks that his sales methods cannot be
excelled is rather a dangerous personality in any business, for
lie never seeks to learn. What a contrast is to be found in the
man who realizes that he knows his business pretty thoroughly,
but who always seeks for suggestions and who never fails to
adopt a better plan of doing things when he learns of them.
It is hardly necessary to say that the Western piano mer-
chant above referred to has built up a very fine business, and, as
might be expected, he is affiliated with pianos of national reputa-
tion, the sales of which add to his reputation.
WESTERN piano merchant, who has won quite a reputation
A
HILE advertising results may be immediate, the full effect
as a salesman—a man who can close a deal when the best
W
of advertising cannot be felt at once, for the value of ad-
member of his sales force falls down—was a visitor to The
vertising lies in the fact that its power is cumulative. There-
Review sanctum the other day, and when cross-examined as to
what peculiar talents or gifts he possesses that enable him to
score such a special success in his field, he remarked, that there
was nothing remarkable about his accomplishments other than
the fact that he had made it an object, whenever he had a holiday,
of seeking trade information, of broadening his knowledge of men
and things.
fore, advertising must be systematic, in order to obtain a maximum
of result with a minimum of effort and expense. Persistent
advertising will always carry its message home, spasmodic ad-
vertising is of doubtful value, and far less benefit. The wise
advertiser is the one who believes in keeping everlastingly at it.
and who carries out that belief in actual practice.
To the Manufacturers of Player-
Pianos and Player Piano Actions
FIFTEEN YEARS AGO there was not a rubber house in the country that catered to the player-piano trade. Every
one who experimented with player actions had great difficulty in securing rubber material of any description that could be
used. Mr. L. J. Mutty personally took an interest in developing a line of rubber cloths suitable to be used for BELLOWS,
MOTORS and PNEUMATICS, and offered these to the trade. They were gladly received and adopted.
The first BELLOWS CLOTH that gave satisfaction was our IMPERIAL TAN JEANS, which is still shown in
our samples. The first MOTOR CLOTH was our No. 1-D-T, and the first PNEUMATIC cloth was our No. 75-S-B,
which was originally called No. 500. While these materials are still in good demand, our newer fabrics are in much greater
demand. We have also developed several styles of rubber cloths that are used to a great extent for POUCHES and PRI-
MARIES.
We recommend the following cloths for the various purposes: For PRIMARIES and POUCHES—No. 9-C-A, No.
10-C-A, and No. 2-S-B. For PNEUMATICS—No. 4-C-B, No. 9-C-B, No. 75-S-B and No. 100-S-B. For MOTORS—
No. 13-C-B, No. 14-C-B, No. 50-C-C, No. 1-D-T, No. 20-D-T, No. 20y 2 -D-T, No. 21-D-T, and No. 2V/ 2 D-T. For BEL-
LOWS—No. 1-M, No. 2-M, No. 1-P, No. 2-P and our famous and well known No. 3-W line.
We make this line of No. 3-W in four weights. No. 3-W LIGHT contains 12 oz. of very high grade Para rubber to
the square yard; No. 3-W MEDIUM contains 15 oz., No. 3-W SPECIAL contains 18 oz. and No. 3-W HEAVY contains
20 oz. of the same high grade coating.
Our calender coated silks and nainsooks, such as No. 9-C-A, No. 10-C-A, No. 4-C-B and No. 9-C-B, in fact, all of
the calender coatings included in our sample books, contain 60 to 64 per cent of the highest grade Para rubber. These
are so compounded as to give them extreme durability and life. We guarantee them superior to anything on the market
at any price.
Our rubber tubings are the best that can be made for the purpose intended. Our EXCELSIOR tubing is the
best tubing ever put upon the market for the purpose; while the price is higher than similar tubings o c fered, the specific
gravity is so much lower and the grade of rubber so much higher, that in making a comparison of the actual cost per foot
on 100 feet of tubing, the EXCELSIOR tubing at 85c. per pound is shown to be cheaper than similar tubings at 65c. per
pound.
We solicit a trial order from any house that has not used the MUTTY line and we will gladly send you references
from houses who have used our line during the past ten or fifteen years. Sample books and price list gladly sent on
request.
L. J. MUTTY CO.
Boston, Mass.