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SEPTEMBER 23,
1922
THE MUSIC TRADE REVIEW
STRIKE SETTLEMENT AIDS TRADE
G. J. SMITH NEW JENKINS MANAGER
End of Miners' Dispute and Other Factors Have
Beneficial Effect on Business, Says Brad-
street's in Its Weekly Review of Trade
Placed in Charge of J. W. Jenkins' Sons Branch
—Succeeds L. E. Ware, Resigned
September 19.—L. E. Ware
has severed his connection with the J. W. Jen-
kins' Sons Music Co. and is succeeded by Giles
J. Smith as local manager. Mr. Smith has been
connected with the Kansas City store for sev-
eral years and is well acquainted with all the
branches of the music business. Mr. Ware,
who has been local manager for the Jenkins'
Co. for many years, has made many friends
here, who will regret to hear of his retirement
from the business. He has not announced his
plans for the future. Walter Everley, general
manager of the Jenkins stores, is here auditing
the books and checking in the new manager,
and says that the condition of the business is
very good.
BAKTLESYILLE, OKLA.,
The better feeling visible in trade and indus-
try as a result of the coal strike settlement has
been increased by further improvement in the
railway traffic situation, while rains and cooler
weather in large crop areas have given an im-
petus to Fall buying, which is, however, con-
cededly late. It is probable, too, that the ap-
parent approach of the end of nearly two years
of new tariff bill agitation has been beneficial,
whatever the immediate result as to duties
may be. There is, of course, a great deal of
irregularity still visible in various lines, but the
big salient feature, that American industry is
not to be longer starved in the matter of fuel
supply, has undoubtedly made for a speeding
up of industry, which slowed down so danger-
ously in some lines in August.
Wholesale and jobbing trade has been better
in many cities, retail trade has also measurably
improved industry, particularly in iron and steel,
and New England cotton manufacturing has
gone ahead with more confidence; demand from
strike-ridden regions has again begun to mani-
fest life and collections are a shade better.
A notable degree of strength in prices is
shown this week, advances exceeding declines,
which were most numerous in farm products,
by two to one. The weekly food index is higher.
The expansion noted in weekly bank clearings
last week has gone further, a gain of 14 per cent
being shown over the previous short week.
SPEED WORK TO MEET DEMAND
Jesse French & Sons Piano Co. Increases Pro-
duction to Capacity to Fill Orders
NEW CASTLE, IND., September 18.—A marked in-
crease in trade activities during the last thirty
to sixty days has been noticed by the Jesse
French & Sons Piano Co. and the factory is now
finding it difficult to keep up with the orders
which are coming in, according to an announce-
ment last week. The local factory has found it
necessary to take on additional help in a great
many departments and if the improvement in
trade continues it will be necessary to employ a
much larger number of men in all departments
in order to move the increased output.
Pianos are being shipped to all parts of the
United States, several carloads now being en
route to the Western Coast, moving via the
Panama Canal from New Orleans. Many pianos,
it is stated, are also being shipped into the New
England States.
BUYS DERIVAS & HARRIS STORE
The retail store operated by the DeRivas &
Harris Mfg. Co., at 130 East Fordham Road,
New York, has been purchased by Morris Nim-
covitz, who is having the entire establishment
redecorated and remodeled. The new owner will
give particular attention to featuring the Am-
pico, together with other products of the Amer-
ican Piano Co. Victor talking machines and
Ampico and Q R S music rolls are likewise
handled.
MOURNS DEATH OF FATHER IN ITALY
PATERSON, N. J., September 20.—Word has been
received by Frank Bozzelli, piano salesman, con-
nected with the Griffith Piano Co., of the death of
his father, Donatononio Bozzelli, in Roseto Val-
.fortore, Italy. While he has lived in Italy for
five years, the deceased was well known in this
city, having visited America fourteen times,
during which he made his home here.
Alfie Hunt, of Millville, N. J., has opened a
music store at 25 North Sixth street. A com-
plete line of small musical instruments, sheet
music and talking machines has been stocked.
C. PARKER PLANS WHOLESALE HOUSE
Retail Music Merchant, of Waco, Tex., to Open
Wholesale Branch in Houston
WACO, TEX., September 19.—Charles Parker, who
has maintained a music house here on Franklin
avenue and is going to continue at the same
place, has arranged to establish a wholesale
house at Houston. Mr. Parker will remove to
Houston in the next sixty days to personally
manage the wholesale business, but he will keep
up his Waco house and expects to enlarge its
volume of business through his wholesale de-
partment. He will also have a branch house at
Galveston, and with the rapid growth of busi-
ness in his line Mr. Parker expects to widen
his scope of activities in music until he covers
not only this State, but adjoining States. h Mr.
Parker's aggressive merchandising policies have
made his business a success.
BALDWIN AGENCY CHANGES HANDS
F. M. Nelson Purchases J. M. Wylie Piano Co.,
of Fargo, N. D.
FARGO, N. D., September 18.—F. M. Nelson, for-
merly of the Plant Rubber Co., of Minneapolis,
has purchased the J. M. Wylie Piano Co., of
Fargo, and is now in charge of the business.
The company, which is the local branch of the
Baldwin Piano Co., is at present located in the
Union Transfer Building on Northern Pacific
avenue, but new quarters on Broadway are to
be secured by the. company in a few weeks,
according to Mr. Nelson.
Mr. Wylie, who has been manager of the
local branch for slightly over a year, has gone
to Chicago, where he is now a general repre-
sentative of the Baldwin Co.
ORDERS FOR FIVE CARLOADS OF PIANOS
Straube Piano Co. in Single Mail Last Week
Received Orders for Five Carloads of Pianos
—Good Indication of Prosperity's Growth
HAMMOND, IND., September 16.—As evidence that
post-vacation buying is well under way, the
Straube Piano Co., of this city, reports that a
single mail during the first week of September
brought orders for five carloads of pianos. The
large number of players ordered, coupled with
the many inquiries received concerning the
Artronome action, has caused the company to
believe that its player action, a distinctive and
exclusive Straube feature, is becoming more and
more popular as its dependability is tested and
known.
Roy Huckins, Central and Northwestern
wholesale representative of the Straube Piano
Co., visited the home office last week after a
canvass of his territory and reported that busi-
ness prospects for the Fall and Winter are ex-
ceedingly bright. He brought in a large num-
ber of orders and prophesied a record business
for the Fall.
USE SAND SOAP
-#
/TsSCOURSDEEP • -
10—OUR FATHERS
BT MARSHALL BREEDEN
LDSANCELES
Next to reading the beautiful poetry of
the Bible, perhaps one of the most in-
spirational poems is the one that reads:
"Oh, why should the spirit of mortal be
proud" or "We see the same sun that our
fathers have seen."
Its main argument is that no matter
how frightened we become, no matter how
despondent, the same sun will come up
in the morning. Our fathers saw the same
sun that we see and our fathers had much
the same personal thoughts that we have,
and their fathers before them. All of the
human race are more or less timid un-
til individuals overcome this tendency.
This is almost a continuation of a for-
mer article, but the subject was not quite
finished before. The beginner in the re-
tail piano business must choose for him-
self whether or not he will let the same
fear that his fathers felt get the better of
him, or else rise above it. If his ancestors
had succumbed to fear where would our
piano salesmen be?
Shoe stores display beautiful creations
for the ladies. That may be because piano
men and others look frequently toward
the ground. It is well to look down now
and then, but be sure that you look down
with your eyes and not with your head.
To look into the sky means to keep a
lilt in the mind. Keep the brain gingered
up to a sky-high pitch and dwell in the
sun. Where the body is is of little im-
portance, if you can keep the brain out in
the open air. It was in a very dirty jail
that Bunyan wrote "Pilgrim's Progress."
His body was in filth and darkness, but
his mind was in the sunshine and the air.
When some other salesman bawls you
out or some competitor takes a mean,
despicable advantage, then know this! He
is living mentally in the ditch. If you
drop to his level and fight back you are
also living in the ditch. Don't do it.
Don't do it, if you hope to ever become
a successful piano man. The very nature
of the product you are selling should keep
your mind high above the gutter. If it
doesn't then get out of the trade.
A great orator of ancient Greece taught
himself to speak clearly and to articulate
properly by talking with pebbles in his
mouth. Old stuff, you say, but good never-
theless. This idea can be used to over-
come fear. Use mental pebbles. Think
always that the person to whom you are
speaking is the ocean that the young
Greek talked to and make your words
come out clearly and accurately.
You like to demonstrate a piano because
you like to hit a resounding chord. The
music of the piano is soothing and it also
gives a wave which causes desire for
ownership in the person who listens. Your
voice can also be made to give a wave of
confidence to the person who listens. As
soon as you start to put self-reliance and
self-confidence into your voice you will
quickly forget fear and its component
parts and become a real salesman.
Selling pianos properly calls for effort,
thought and study, and you will succeed
in your business just as you study, and,
believe me, no more than that.