Music Trade Review

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THE MUSIC 1*RADE REVIEW
J3
speaking, are just as liable—in fact, more
liable—to get good results."
"Then you think there are good open-
THE CHARACTERISTICS OF THE IDEAL ROAD AMBASSADOR DISCUSSED BY CHAS. H. PARSONS
IN WHAT RESPECTS HE MUST SURPASS THE OLD CENTURY MAN.
ings in the piano trade for men who are
"From your point of view, Mr. Parsons, bring prosperity or retain it after it has now salesmen in other lines?"
"Certainly I do. A professional piano
what ought to be the leading characteristics been achieved. So the dealer must be
manufacturer
will always receive with a
of the ideal twentieth-century traveling honest and enterprising. This combina-
warm
welcome
a salesman who can sell.
tion
is
not
found
everywhere,
plentiful
as
piano salesman?—in what respect should
I
have
already
said that broad technical
honest
men
and
enterprising
men
certainly
he differ from his predecessor of the nine-
knowledge
is
not,
in my opinion, essen-
are.
teenth century?"
tial.
A
bright
salesman
can learn all he
"Nor will it suffice to be enterprising
This question was asked of the president
wants
to
know
about
a
certain
make of in-
of the Needham Piano & Organ Co. on without being honest. If the traveling
strument
very
quickly.
He
will
also read-
Tuesday when The Review dropped in for man makes the error of selecting a new
ily
ascertain
the
strong
points
of
any
given
a brief chat on live trade topics. Mr. Par- agent simply because the said person is en-
instrument
and,
with
these
as
a
basis,
the
sons, as usual, was very busy with his terprising, the manufacturer is very likely
rest
is
easy
to
a
bright
and
ready
man."
books and correspondence, but courteously to suffer, sooner or later—probably sooner
paused long enough to give an interesting —because the enterprising man's enterprise
Dubois-Gildemeester.
may lead him to do strange and weird
and practical answer.
On Wednesday evening Jan. 30, at 8 =30
"Without reflecting in the least on the things; not omitting, occasionally, the wil- a beautiful wedding occurred at the Church
nineteenth century man," he replied, "I
of the Holy Name at which the contract-
would say that the piano trade conditions
ing parties were Ermand John Dubois and
of the twentieth century demand a higher
Clara Marie Gildemeester, daughter of Mr.
order of intelligence than has heretofore
and Mrs. P. J. Gildemeester. The church
been absolutely necessary in connection
was crowded to its utmost capacity with
with the work of a traveling piano sales-
friends of the estimable young couple.
man. That is the whole thing in a nut-
The musical profession and piano trade
shell. "
was well represented, as there is no man in
"Should he, in your opinion, have a
the entire trade who can call more people
wider technical knowledge?"
his friends than P. J. Gildemeester, who
"No; I don't think that is essential to
has been for many years one of the leading
success, although such information as is
figures in the piano world.
embraced in the term 'technical knowl-
The bride, a petite brunette, was ex-
edge' is very useful on occasion. His in-
quisitely gowned in white crepe de chine
telligence must show itself in a wider
trimmed with Duchesse lace. Her veil
knowledge of men and methods. He
was held in place by orange blossoms,
must be alert, sagacious, of good judg-
which were worn by Mr. Gildemeester's
ment, of a diplomatic turn, with fair pres-
mother at her wedding. It is pleasurable
ence and a more or less attractive person-
to add that she was of the wedding party,
ality. He must have the full measure of
well and healthy.
proper personal pride, taking pains to
The wedding music was beautifully
show, by attention to matters of detail in
played
by W. E. Mulligan, one of the best
regard to neatness of dress and courteous
CHAS. H PARSONS.
organists
of New York, who is an old-time
demeanor, that he realizes the responsi- ful evasion of some very plain duty to the
friend
of
Mr.
Gildemeester.
bility placed on his shoulders as a firm rep- manufacturer."
The
young
couple will reside at the
resentative."
"The traveling man of the nineteenth home of Mr. and Mrs. Gildemeester.
"There is really a great responsibility century, Mr. Parsons, had the reputation
resting with the piano traveling man in of being somewhat convivial in his habits
Sherrod's Opening.
such matters as the selection of proper and when en route. If this were true, is it
The formal opening of the H. C. Sherrod
desirable agents in unrepresented territory, likely or desirable that the traits will be Piano Co.'s warerooms, 612 Main street,
is there not, Mr. Parsons?"
retained?"
Houston, Tex., occurred on Wednesday
"Yes; he it is who can and should ascer-
"There was a time when the traveling last, Feb. 6. Tastefully designed invita-
tain by personal investigation what can man made it a point to be 'hail, fellow, tions were sent out and in response there
never be found out precisely by means of well met!' but during these latter years, was a large attendance of people who en-
correspondence or indirect inquiry. And the methods of traveling and of doing joyed the program, which was participated
on the results of his investigations he business on the road have changed—I in by Prof. Schram's orchestra and several
must sometimes act promptly without ref- think for the better. The ideal traveling noted artists. The fine line of Steck,
erence to headquarters until after the man to-day is he who makes his call, se- Sohmer and other instruments on exhi-
bition were much admired.
agency has been placed. In the handling cures his appointments, shows his wares,
of these affairs he can soon demonstrate samples or catalogue, gets his order and
Their New Offices.
his ability and skill, or his impotence and takes his leave, carrying out this program
The American Piano Manufacturing Co.
worthlessness, as the case may be."
from first to last in a clear-cut, business- have removed their offices from 207-9 East
"In his selection of a dealer in hitherto like way. If merchants, nowadays, want Forty-ninth street to their new warerooms
unrepresented territory, or in consider- to buy, they will buy; if not, they will in the Seymour Building, Forty-second
ing a change of agency, what should the refuse. Drinks, cigars and suppers, are street and Fifth avenue. In these quar-
ters will be found a fine display of Har-
twentieth-century traveling representative largely things of the past, so far as being monist piano players and Boothe Bros,
factors in the getting of orders is con- pianos.
chiefly consider in your estimation?"
"The man or firm whom he may select cerned. "
James E. Healy's Tour.
"Do you think a man ought certainly to
must be both honest and enterprising. It
is not enough that the single virtue of be trained in the piano business before go-
James E. Healy, who was compelled to
postpone his trip to South America in the
honesty be possessed by the dealer, for ing on the road?"
"No, I do not. A good piano salesman interest of the Lyon & Healy products ow-
honesty without enterprise in this era is
to the illness of his wife, expects to
of little commercial value. 'An honest is just as likely to be a man who had start- ing
carry out his original plans, leaving Chi-
man's the noblest work of God' we all ed in some other line. Personally, I would cago about the middle part of March. Mrs.
know, but standing by itself, honesty in rather not have one who knows pianos and Healy, we are pleased to say, is speedily
business, matters in these days will not nothing else. Strangers, comparatively approaching convalescence.
. The Twentieth Century Traveling Man .