Music Trade Review

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THE MUSIC TRADE REVIEW
the impression prevailing in some quarters
that a man may use his own name as he
pleases.
Recently, a certain George S. Pears, of
Kansas City, claiming that he had invented
a valuable formula for making soap, asso-
ciated himself with other persons and formed
a company under the title of the George S.
Pears Soap Co. This company put out ad-
vertising matter and a soap, on which prom-
inently appeared the name "George S. Pears"
and "Pears." The label and boxes did not re-
semble those of the genuine Pears and the
infringers claimed they had a right to use
the name of George S. Pears.
A. & F. Pears, Ltd., the makers of the
genuine Pears' soap, brought suit to re-
strain this company, and George S. Pears
and other directors of the company, from
using the name George S. Pears and Pears',
in any way in connection with soaps. Judge
Hook, of the Circuit Court of the United
States for the Western Division of the West-
ern District of Missouri, granted a tem-
porary injunction, forbidding the defendants
from the further use of these names in con-
nection with soaps, and the injunction has
since been made permanent by Judge Philips
of the same Court.
A CHAT WITH DEALERS.
"THE store that is
Activity ahead for
the wideawake mer-
ready with stock
chant—Are you ready
for the fall rush ?—If
and plenty of new in-
not, why not ?—Have
struments on the floor
a talk with your staff
and watch results.
is the one that will be
"in it," for the fall rush has already set in
in other lines in many parts of the country.
There are months of activity ahead for the
piano merchant who has a keen eye to busi-
ness, for there will be busy times from now
until the new year blots out the old.
Hard days, too, for the man who engineers
and finances the intricate machinery of a vast
business; trying hours and moments as well
for the salesman who must direct his forces
tellingly, and exhaust his energy in the sale
exploiting battle.
A good corps of expert salesmen who are
thoroughly instilled with the benefit of the
one-price system is a mighty substantial
backbone to any kind of a business, partic-
ularly the retailing of pianos.
Are your salesmen all ready for the fall,
Mr. Piano Merchant, or haven't they seen the
easy side of things this summer? You have
given them reasonable vacations; perhaps you
have sent them away with an extra few dol-
lars in their pockets to get all the happiness
they could out of their brief recreation, and
now that they are back with you ready for
the fray, why not get them together for a
little family chat before the fort is fired upon,
and the fusillade of fall arguments is fairly
commenced?
These little talks put you in touch with
conditions, and some of the arguments cre-
ate new thoughts and ideas. The things
heretofore unseen become plain to you.
Maybe all the salesmen are not thoroughly
acquainted with what the requisites of a good
salesman really are.
Tell them plainly, let them know, that
one should be alert and have his wits about
him, and that in the forward march of civ-
ilization and piano expansion, there is no
room for the laggard.
Point out the elements that win and those
that fail. Get into close touch and relation-
ship with them all. Help the salesmen to
know and feel that your interest is their in-
terest, and what they do for you redounds
to their credit, not only in your estimation,
but in their pay envelope as well.
How often this function of duty escapes
the merchant! There is a sense of appre-
ciation, but not in the way that it ought to
be. The employee cares little for pretty say-
ings as to his ability and efforts; what he
likes best is a more substantial appreciation
of his earning capacity. It pays to encour-
age; for what a lot of ambition and zeal is
turned into the tide o( failures by the disap-
pointments and discouragements that ought
not to be!
It is a poor business nowadays that does
not throw out some encouragement or pro-
motion to the worker. It is also a happy sit-
uation that there are enough stores of that
kind, so that the worker need not be cast
down.
There are constant opportunities for the
ambitious young man, here, there and every-
where. Keep this well in mind. Keep your
forces happy and as full of contentment as
you possibly can—you will be a gainer in a
thousand different ways. Nothing is worse
tor a store than to have one of its own staff
pass remarks which savor of everything
save compliment. The employer who is lib-
eral with his employees, who does what he
can to aid them in their struggle, plays a
winning game.
These little trade talks we have hinted at
before and shall probably frequently hint at
again. Things which are of interest to the
entire trade and not to a few—plain trade
talks—will be a feature of the editorial de-
partment of The Review—sermons, some
people may call them; we don't care, the
idea is to help the good cause of trade along,
and remember, with a happy and contented
sales force your business future is materially
brightened.
Do you know we have nearly reached the
middle of September, and you can start the
ball rolling none too soon ? The first impres-
sions that go round town that you have a
beautiful stock of pianos, are always the
best; hence, as we advised before, you should
not put away ordering stock, but get in
stock. Half the battle is won if your pianos
are in and your store is looking its pretti-
est.
By the way, how did the idea about the
harvest sale impress you ? Don't you think
there is something in it? Is the scheme not
worth the trying? It doesn't cost much; it
is new, and people are seeking novelties now-
adays.
Even the four hundred find that time
hangs heavily on their hands, and are seek-
ing every possible means for diversion.
Why not try? The Review would be
glad to hear of this move, and we know the
one who inaugurates it first will have scored
a mighty good advertising point.
THE MISSION OF THE PLAYER.
P i a n o players in
great demand at home
and abroad-Prove
an influential factor in
inculcating a greater
love for music.
J
H
nQ
& r O w t h i n P°P"
u l a n t y of the pia-
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this country, but in E u -
rope,
emphasizes
anew
the activity of American inventive genius.
Within a recent period this branch of the
industry has become a highly important one,
and through the dissemination of a wider
knowledge of the possibilities of these instru-
ments, people who, hitherto, through their
inability to play the piano, were compelled
to forego much enjoyment, have, judging
from results, eagerly welcomed the advent
of the piano-player.
And as it has captured the home market,
so it is gradually capturing the foreign mar-
ket. Our exports of piano-players to-day
are becoming larger month after month.
The majority of manufacturers of these spe-
cialties are now represented in London and
other European cities by progressive gen-
tlemen who are finding quite a satisfactory
demand for the piano-players made in this
country.
There is no standing still, no absolute per-
fection reached by the American inventor
in any line of effort. By perpetual striving,
great things have been accomplished, and the
pleasures and enjoyments of life brought
within the reach of many.
Compare the situation with ten or twenty
years ago. Nowadays, those musically in-
clined can, within their own homes, hear
a great classic work rendered with the same
degree of perfection as interpreted by Rubin-
stein, or any of the more modern masters
of the piano.
The fact that such music can be heard not
only once or twice during the season, but
whenever desired, must be an influential fac-
tor in promoting a higher culture among
the people of this or any other country where
the piano-player has come largely into use.
The piano-player has come to stay.