Music Trade Review
Issue: 1905 Vol. 41 N. 6 - Page 5
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MILJIC TRADE
VOL. XLI. No. 6.
Published Every Saturday by Edward Lyman Bill at 1 Madison Ave., New York, Aug. 12, 1905.
THE MAKING OF A SALESMAN.
DESIGNING OF PIANO CASES.
Contribution on This Subject
Robt. S. Bowen.
OUR FOREIGN CUSTOMERS.
The Equipment Best Needed Described by a
Business Man of Many Years' Experience.
Interesting
A business man of many years' experience was
asked to state the things needed for the making
of a salesman. "Get the right ingredients, and
mix them right," was the answer. "Here is a
formula that will do as well as any: 'One part of
faithfulness, one of industry, one of power of
speech. Add two parts of tad, and three of
knowledge of human nature. Dilute with one
quart of good common sense, and season with sev-
eral years of experience.' "
One other thing might have been added. A
thorough knowledge of the goods to be sold; and
if the knowledge is technical, so much the better.
Here is an example that is to be commended.
An educated young man, a graduate of one of the
leading engineering colleges of the country, a
man who has sold goods successfully both in this
country and Europe, made arrangements in the
spring to represent on the other side of the sea
one of the leading machinery concerns of
America.
Instead of putting his heels on his desk and
studying a catalogue of the goods he was to sell,
this young man went up to the town in New Eng-
land where the goods are made, took off his coat
and vest, put on overalls and a blouse, and went
into the shop for a summer of hard work. All
day long for six days of the week he is among
the machines, seeing how pianos are made, and
helping to make them. Studying materials,
mechanism, process of manufacture, tests, and
learning just what each one is, what it can do,
and how it ought to do it. When he gets among
the buyers it will be difficult for the best of them
to put him in a corner.
It is not possible for all salesmen to follow
his example, but it is possible for any of them
to know more about the goods than what he
learns from reading the label on the box.
An expert on selling goods has crowded a num-
ber of maxim's into a little space: Have a close
acquaintance with the business. Study the cata-
logues. Don't talk too much. Serve your cus-
tomer as quickly as possible. Be clean, but not
fo- :Ash. Make effective display of goods. Show
as good an assortment as possible. Do not argue
with your customer.
"The Designing of Piano Cases" is the title of
a carefully written article in the July issue of
the Architectural Review, by Robert S. Bowen. It
treats of the designing of piano cases from a
technical standpoint. The various constructive
features of the instrument are referred to, and
its possibilities in an architectural way are gone
into very exhaustively.
It is to be assumed that an article of this kind
is written to be helpful to the architects who are
called upon so often nowadays to design pianos
as well as music rooms, to the end that the
scheme of decoration may be harmonious and en-
tirely artistic.
Some very handsome and original designs of
grand and upright pianos are shown, the makers
being Steinway & Sons, Broadwood & Sons, S. & P.
Erard, and Chickering & Sons.
It is portentous that a magazine of such recog-
nized standing as the Architectural Review
should devote so much space to piano designing,
and it demonstrates the important place which
the piano is occupying in the minds of architects
and designers. There is apparently a strong de-
sire to depart from the stereotyped in case struc-
ture, and this is one of several tendencies in this
direction.
by
GIRL PLAYS DETECTIVE.
Causes Arrest of Man Four Months After Her
Father
Had
Been Swindled on Forged
Check.
Recognizing him as the man who four months
ago had swindled her father, Miss Eleanor Chev-
allier caused the arrest of Harry Mergel, of 970
Myrtle avenue, Brooklyn, who was arraigned Sat-
urday in the Lee Avenue Court and held in $2,000
bail for examination.
Miss Chevallier stated that the man came to
her father's music store, at 146 Graham avenue,
and, representing himself as a son of Louis
Stutz, a wealthy provisions dealer, purchased a
phonograph for $40, giving a check for $75 in
payment and receiving $35 in change. The check
was a forgery.
GOOD REPORTS FROM VOTJGH PIANO CO.
MR. SPERRY'S GIFTS TO SCHOOLS.
The representative of the Vough Piano Co., who
is now in the Eastern States, reports that there
is a very bright prospect in that section for a
heavy fall trade. Several new names have been
added to the list of Vough dealers there, and all
looks well for the beginning of the busy season.
The busy season, however, with the Vough has ex-
tended all through the year, including the pres-
ent time. July has proved, to be the largest in
number of shipments of any July which this fac-
tory has enjoyed. In point of orders, the number
received in July this year was three times as
great as the number received in the same month
last year. The Vough Co. feel very confident of
a very large sale of the Vough changeable pitch
piano this year.
SINGLE COPIES, 10 CENTS.
$2.00 PER YEAR.
(Special to The Review.)
Poland, N. Y., August 7, 1905.
The piano promised by Auer Sperry, of Hart-
ford, Conn., some time ago, was delivered at the
school building yesterday by E. M. Corey, of
Middleville. Mr. Sperry purchased four pianos
of Mr. Corey, one for his own home, one for the
Old Ladies' Home at Mohawk, one for the Poland
Union Free School and one for Cold Brook
school, all of which have been delivered.
Frank Cole, one of the best-known musicians
in New Haven, has been appointed manager of
the M. Steinert & Sons Piano Co.'s store on West
Main street, Meriden, Conn.
Pianos and Other Musical Instruments Shipped
Abroad from the Port of New York for the
Week Just Ended.
(Special to The Review.)
Washington, D. C, August 7, 1905.
The following were the exports of musical in-
struments and kindred lines from the Port of
New York for the week just ended:
Barbadoes—2 pkgs. pianos and material, $700.
• Berlin—35 pkgs. talking machines and ma-
terial, $4,008.
Bombay—1 pkg. musical instruments, $109; 10
pkgs. organs and material, $731 ; 5 pkgs. talking
machines and material, $215.
Buenos Ay res—22 pkgs. pianos and material,
$2,970; 5 pkgs. piano players and material, $617;
58 pkgs. talking machines and material, $3,198.
Cairo—4 pkgs. talking machines and material,
$182.
Cape Town—59 pkgs. organs and material,
$2,387.
Cardiff—4 pkgs. talking machines and ma-
terial, $100.
Cucuta—1 pkg. pianos and material, $150.
Demerara—2 pkgs. pianos and material, $700.
Delagoa Bay—G pkgs. organs and material,
$210.
Glasgow—71 pkgs. talking machines and ma-
terial, $1,673.
Halifax—8 pkgs. talking machines and ma-
terial, $121.
Hamburg—2 pkgs. organs and material, $154;
(5 pkgs. pianos and material, $257; 4 pkgs. talking
machines and material, $537; 20 pkgs. musical
instruments, $2,659.
Havana—1 pkg. musical instruments, $100.
Liverpool—1 pkg. piano and material, $100; 4
pkgs. organs and material, $200; 7 pkgs. organs
and material, $807; 4 pkgs. talking machines and
material, $21G; 2 pkgs. music strings, $250; 1 pkg.
pianos and material, $200.
London—3 pkgs. music strings, $302; 6 pkgs.
organs and material, $2,720; 877 pkgs. talking
machines and material, $8,715; 6 pkgs. pianos and
material, $780; 53 pkgs. piano players, $9,870.
Montevideo—3 pkgs. organs and material, $450;
4 pkgs. talking machines and material, $299.
Para—8 pkgs. talking machines and material,
$395; 4 pkgs. pianos and material, $345.
Santiago—6 pkgs. talking machines and ma-
aerial, $169.
St. John—8 pkgs. talking machines and ma-
terial, $121.
Stuttgart—5 pkgs. organs and material, $190.
Tampico—3 pkgs. pianos and material, $330.
Trinidad—3 pkgs. organs and material, $110.
J. H. GORHAM CLOSING OUT.
James H. Gorham, who for thirteen years has
had charge of the Kimball business in New Eng-
land, is one of the stockholders in the recently or-
ganized Conway Co. He announces that he haa
accepted a flattering position offered by the new
company, and is closing out his stock at 69 Pur-
chase street. New Bedford.
A well-dressed window is like a well-dressed
widow—every one looks at it twice.
THE
MILJIC TRADE
VOL. XLI. No. 6.
Published Every Saturday by Edward Lyman Bill at 1 Madison Ave., New York, Aug. 12, 1905.
THE MAKING OF A SALESMAN.
DESIGNING OF PIANO CASES.
Contribution on This Subject
Robt. S. Bowen.
OUR FOREIGN CUSTOMERS.
The Equipment Best Needed Described by a
Business Man of Many Years' Experience.
Interesting
A business man of many years' experience was
asked to state the things needed for the making
of a salesman. "Get the right ingredients, and
mix them right," was the answer. "Here is a
formula that will do as well as any: 'One part of
faithfulness, one of industry, one of power of
speech. Add two parts of tad, and three of
knowledge of human nature. Dilute with one
quart of good common sense, and season with sev-
eral years of experience.' "
One other thing might have been added. A
thorough knowledge of the goods to be sold; and
if the knowledge is technical, so much the better.
Here is an example that is to be commended.
An educated young man, a graduate of one of the
leading engineering colleges of the country, a
man who has sold goods successfully both in this
country and Europe, made arrangements in the
spring to represent on the other side of the sea
one of the leading machinery concerns of
America.
Instead of putting his heels on his desk and
studying a catalogue of the goods he was to sell,
this young man went up to the town in New Eng-
land where the goods are made, took off his coat
and vest, put on overalls and a blouse, and went
into the shop for a summer of hard work. All
day long for six days of the week he is among
the machines, seeing how pianos are made, and
helping to make them. Studying materials,
mechanism, process of manufacture, tests, and
learning just what each one is, what it can do,
and how it ought to do it. When he gets among
the buyers it will be difficult for the best of them
to put him in a corner.
It is not possible for all salesmen to follow
his example, but it is possible for any of them
to know more about the goods than what he
learns from reading the label on the box.
An expert on selling goods has crowded a num-
ber of maxim's into a little space: Have a close
acquaintance with the business. Study the cata-
logues. Don't talk too much. Serve your cus-
tomer as quickly as possible. Be clean, but not
fo- :Ash. Make effective display of goods. Show
as good an assortment as possible. Do not argue
with your customer.
"The Designing of Piano Cases" is the title of
a carefully written article in the July issue of
the Architectural Review, by Robert S. Bowen. It
treats of the designing of piano cases from a
technical standpoint. The various constructive
features of the instrument are referred to, and
its possibilities in an architectural way are gone
into very exhaustively.
It is to be assumed that an article of this kind
is written to be helpful to the architects who are
called upon so often nowadays to design pianos
as well as music rooms, to the end that the
scheme of decoration may be harmonious and en-
tirely artistic.
Some very handsome and original designs of
grand and upright pianos are shown, the makers
being Steinway & Sons, Broadwood & Sons, S. & P.
Erard, and Chickering & Sons.
It is portentous that a magazine of such recog-
nized standing as the Architectural Review
should devote so much space to piano designing,
and it demonstrates the important place which
the piano is occupying in the minds of architects
and designers. There is apparently a strong de-
sire to depart from the stereotyped in case struc-
ture, and this is one of several tendencies in this
direction.
by
GIRL PLAYS DETECTIVE.
Causes Arrest of Man Four Months After Her
Father
Had
Been Swindled on Forged
Check.
Recognizing him as the man who four months
ago had swindled her father, Miss Eleanor Chev-
allier caused the arrest of Harry Mergel, of 970
Myrtle avenue, Brooklyn, who was arraigned Sat-
urday in the Lee Avenue Court and held in $2,000
bail for examination.
Miss Chevallier stated that the man came to
her father's music store, at 146 Graham avenue,
and, representing himself as a son of Louis
Stutz, a wealthy provisions dealer, purchased a
phonograph for $40, giving a check for $75 in
payment and receiving $35 in change. The check
was a forgery.
GOOD REPORTS FROM VOTJGH PIANO CO.
MR. SPERRY'S GIFTS TO SCHOOLS.
The representative of the Vough Piano Co., who
is now in the Eastern States, reports that there
is a very bright prospect in that section for a
heavy fall trade. Several new names have been
added to the list of Vough dealers there, and all
looks well for the beginning of the busy season.
The busy season, however, with the Vough has ex-
tended all through the year, including the pres-
ent time. July has proved, to be the largest in
number of shipments of any July which this fac-
tory has enjoyed. In point of orders, the number
received in July this year was three times as
great as the number received in the same month
last year. The Vough Co. feel very confident of
a very large sale of the Vough changeable pitch
piano this year.
SINGLE COPIES, 10 CENTS.
$2.00 PER YEAR.
(Special to The Review.)
Poland, N. Y., August 7, 1905.
The piano promised by Auer Sperry, of Hart-
ford, Conn., some time ago, was delivered at the
school building yesterday by E. M. Corey, of
Middleville. Mr. Sperry purchased four pianos
of Mr. Corey, one for his own home, one for the
Old Ladies' Home at Mohawk, one for the Poland
Union Free School and one for Cold Brook
school, all of which have been delivered.
Frank Cole, one of the best-known musicians
in New Haven, has been appointed manager of
the M. Steinert & Sons Piano Co.'s store on West
Main street, Meriden, Conn.
Pianos and Other Musical Instruments Shipped
Abroad from the Port of New York for the
Week Just Ended.
(Special to The Review.)
Washington, D. C, August 7, 1905.
The following were the exports of musical in-
struments and kindred lines from the Port of
New York for the week just ended:
Barbadoes—2 pkgs. pianos and material, $700.
• Berlin—35 pkgs. talking machines and ma-
terial, $4,008.
Bombay—1 pkg. musical instruments, $109; 10
pkgs. organs and material, $731 ; 5 pkgs. talking
machines and material, $215.
Buenos Ay res—22 pkgs. pianos and material,
$2,970; 5 pkgs. piano players and material, $617;
58 pkgs. talking machines and material, $3,198.
Cairo—4 pkgs. talking machines and material,
$182.
Cape Town—59 pkgs. organs and material,
$2,387.
Cardiff—4 pkgs. talking machines and ma-
terial, $100.
Cucuta—1 pkg. pianos and material, $150.
Demerara—2 pkgs. pianos and material, $700.
Delagoa Bay—G pkgs. organs and material,
$210.
Glasgow—71 pkgs. talking machines and ma-
terial, $1,673.
Halifax—8 pkgs. talking machines and ma-
terial, $121.
Hamburg—2 pkgs. organs and material, $154;
(5 pkgs. pianos and material, $257; 4 pkgs. talking
machines and material, $537; 20 pkgs. musical
instruments, $2,659.
Havana—1 pkg. musical instruments, $100.
Liverpool—1 pkg. piano and material, $100; 4
pkgs. organs and material, $200; 7 pkgs. organs
and material, $807; 4 pkgs. talking machines and
material, $21G; 2 pkgs. music strings, $250; 1 pkg.
pianos and material, $200.
London—3 pkgs. music strings, $302; 6 pkgs.
organs and material, $2,720; 877 pkgs. talking
machines and material, $8,715; 6 pkgs. pianos and
material, $780; 53 pkgs. piano players, $9,870.
Montevideo—3 pkgs. organs and material, $450;
4 pkgs. talking machines and material, $299.
Para—8 pkgs. talking machines and material,
$395; 4 pkgs. pianos and material, $345.
Santiago—6 pkgs. talking machines and ma-
aerial, $169.
St. John—8 pkgs. talking machines and ma-
terial, $121.
Stuttgart—5 pkgs. organs and material, $190.
Tampico—3 pkgs. pianos and material, $330.
Trinidad—3 pkgs. organs and material, $110.
J. H. GORHAM CLOSING OUT.
James H. Gorham, who for thirteen years has
had charge of the Kimball business in New Eng-
land, is one of the stockholders in the recently or-
ganized Conway Co. He announces that he haa
accepted a flattering position offered by the new
company, and is closing out his stock at 69 Pur-
chase street. New Bedford.
A well-dressed window is like a well-dressed
widow—every one looks at it twice.
Future scanning projects are planned by the International Arcade Museum Library (IAML).