Music Trade Review
Issue: 1906 Vol. 43 N. 2 - Page 9
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THE MUSIC TRADE
REVIEW
9
IMPORTANCE OF THE SALESMAN.
Should be Well Informed of the Business
Which He Represents as Well as Inside
Conditions so as to Meet All Kinds of
Competition With Success.
In all branches of the manufacturing and
wholesale trades the traveling salesman is the
factor who is responsible for a large portion of
either the success or failure of a house. It is he
who takes the place of the house before the
buyer, and as he is competent or incompetent so
is the house judged. In no line of trade is re-
source and energy demanded to the extent that
it is required of the traveling man, and it must
be said for the class that they rise to all occa-
sions in a way that has always reflected credit
on the body.
In spite of the above facts there are a number
of firms who fail to realize the importance of the
salesman in the growth of their business, and
consequently do not give him the attention they
should. A little reliance placed in the sales-
man's ability to judge conditions in his territory
and occasional request for advice regarding the
needs of his trade, might possibly mean several
thousand dollars in the pockets of the firm.
The writer recalls the case of a mill owner in
a textile line who had an unusually large idea
of his own superior wisdom and a correspond-
ingly small idea of the intelligence of his sales-
men. One time an ambitious young salesman
who knew his line and also the wants of his
trade thoroughly, suggested the production of a
special series of designs and colorings desired by
his customers, and said he knew he could sell
enough to make the venture a success. He was
quickly informed by our "wise" friend that a
salesman's place was to sell the goods his mill
already made, and the trade would take them
for lack of anything more suited to their needs.
Other mills, however, listened to the advice of
their salesmen made up large lines after the pat-
terns suggested, and sold them at good prices
and in immense quantities. When the aforesaid
egotist made up a similar line the following sea-
son the market was full, the demand had been
satisfied, and he had to get rid of the goods at a
loss. Of course, the failure was all laid on the
shoulders of the salesman who, had his advice
been taken when offered, would have succeeded
in adding considerable to the firm's bank ac-
count.
And while the house should be willing to listen
to the salesman's advice it should confide in
him to the extent of acquainting him with the
approximate manufacturing cost and the details
classed as business secrets that will enable him
to frame up convincing arguments through the
actual knowledge that he is using facts as a basis.
Lack of such information may possibly cause him
to make mistakes in the treatment of certain
customers that would not happen if he had been
properly informed in the first place. To be suc-
cessful a salesman should be as well, if not bet-
ter, informed regarding the line he handles than
the buyer, for then he can fearlessly cover ground
where the latter is afraid to tread unless abso-
lutely sure of himself.
Various methods are employed to keep sales-
men posted regarding inside conditions, some suc-
cessful firms employing a monthly report system,
giving changes in various rates and the reason
for same as well as any changes in the line of
goods, either the discontinuing of certain styles
or unexpected additions. To give this informa-
tion to the salesman is absolutely necessary in
order to avoid confusion, for in the majority of
cases he is out of touch with the house, and
must have all necessary details at his finger tips.
As to the changes on the outside the average
salesman gets the information long before the
house possibly can, and can often save both money
and trouble, if he is encouraged to keep his em-
ployers posted on all details.
In other words, the salesman is a very impor-
tant member of the business institution, and
should be treated with due consideration. The
result is that both the salesman's and the firm's
interests profit.
ONE PRICE PRIZE ANNOUNCEMENT.
OOME years ago the Review started the one price agitation by
^ offering a prize for the best article on the one price system.
For months past we have advocated the establishment of the
price at retail by the manufacturer at which his product shall
be sold. Resolutions were passed at Washington favoring this
plan, and we believe that the more the question is agitated
the more adherents it will win, therefore we will offer a cash
prize of $25.00 for the best article upon the subject: "Benefits
Which Will Accrue t o the Trade by the Manufacturer
Establishing Retail Prices at Which His Pianos Shall be
Sold." All contributions should be typewritten, and addressed
to the Prize Editor, The Music Trade Review, 1 Madison
Avenue, New York.
MUSICAL UNKWSJ.ATEST UKASE.
Desire to Control Every Class of Players in
Chicago Except Organ Grinders—A Novel
Scheme of Some Busy Chicagoans.
The formation of a close co-partnership or
"trust," has been planned by the Chicago Federa-
tion of Musicians, which will aim to control
every class of professional players in that city,
with the exception of the Italian organ-grinders,
tor the reason that the latter may never be thor-
oughly organized.
All other musicians are to be forced into the
union or driven away from the city if the "trust"
plan proves successful. To accomplish this pur-
pose the full machinery of the Federation of
Labor will be brought into play.
Pressure of a political nature will be exerted
upon labor sources to force the city council to
pass an ordinance abolishing "street bands" and
i: trolling players of every description.
The musicians will have a committee appointed
to wait upon individual members of the council
in the interest of the proposed ordinance.
Under the ordinance the playing of musical
instruments on the streets for money is forbid-
den. The offense is classed as "begging," and a
heavy fine is imposed both for this and for
vagrancy.
An immediate effect of such a regulation, it is
said, will be to deprive more than 1,000 members
of itinerant bands of their means of earning a
livelihood. They will have the alternative, how-
ever, of joining the musicians' union and playng
elsewhere at the "union" scale of prices.
Organ-grinders will still be permitted to work
in Chicago, but under vigorous restrictions. There
will be only 300 of them permitted, and they
must obtain a license. What next?
A. P. WILL1SJNJSEW YORK.
The Well Known Toronto Dealer on a Honey-
moon Trip—Visiting Points of Interest.
A. P. Willis, of Willis & Co., the famous piano
dealers of Toronto, Can., spent some days this
week with his wife in New York. In a chat with
The Review on Tuesday he said: "I have just
come from Boston, where we spent the past nine
days. We visited all the points of interest in
that locality, and enjoyed our stay immensely.
We had some very pleasant visits with the lead-
ing piano men of Boston, and found them to be
gentlemen of culture and advanced ideas. To-
morrow we expect to leave for Washington by
water, and from there will visit Baltimore as
the guests of Mr. Knabe. We will then again
visit New York and wend our way homeward by
way of Lakes George and Champlain.
"I am always delighted with my visit to New
York and to the States," said Mr. Willis. "I find
a growing sentiment in the piano trade of this
country in favor of the 'one price,' which is the
proper system in the pi%no business. You know
we piano men of Canada owe you much for the
stimulus and example, which we have set forth
in the development of the business.
"The growth of New York simply amazes me.
Every time I come here it seems like a new city.
In fact, the people of the United States have rea-
son to feel proud of the gigantic development
of their country. We are all of the same race,
and can glory in our countries' advancement. It
is a mutual pleasure that we are neighbors and
friends, and speak the same language—the
tongue of Shakespeare."
J. B. TRIMMER IN YOUNGSTOWN.
After considerable preparation, J. B. Trimmer
has opened his new piano store at 44 Central
Square, Youngstown, O., and at the present the
outlook for the success of the venture seems
bright.
The display room is a cozy little one, and the
pianos he will handle are all of standard make
and established reputation, numbering among
them the Everett, James & Holmstrom, Crown,
and Harvard.
In the seven years he has been in Youngstown,
and during which time he has been identified
with the piano department of the Euwer store
and later with S. H. Lightner, Mr. Trimner has
built up an extensive acquaintance.
GREAT SUCCESS WITH KROEGER.
W. F. Rossman, of Franklin, Pa., who handles
the Kroeger pianos in that city and vicinity has
had great success with these instruments, only
recently being in receipt of a carload shipment
which he is disposing of at a fast rate.
TO MAKE SCROLLS, ETC.
Newark Wood Letter Co., No. 22 Prospect
street, Newark, N. J., has been incorporated with
the Secretary of State of New Jersey, to manu-
facture wood letters, scrolls, ornaments, wood
turning, and other specialties; capital, $25,000.
In corporators: Clarence H. Baniss, No. 452 South
Seventh street; Louis G. Holzworth, No. 68 Far-
ley avenue; Chas. J. Kleran, all of Newark, N. J.
CLOUDBURST DAMAGES PIANOS.
A cloudburst in Lincoln, Neb., besides doing
considerable other damage, flooded the basement
of the Ross P. Curtice Co.'s store and ruined
forty-six pianos.
JESSE FRENCH CO. IN AUSTIN.
The Jesse French Piano & Organ Co., through
their traveling supervisor, F . S. Taylor, have
made arrangements to open a branch in Austin,
Tex., through which they will distribute the
Steinway, Knabe and Starr pianos, as well as
other makes.
THE MUSIC TRADE
REVIEW
9
IMPORTANCE OF THE SALESMAN.
Should be Well Informed of the Business
Which He Represents as Well as Inside
Conditions so as to Meet All Kinds of
Competition With Success.
In all branches of the manufacturing and
wholesale trades the traveling salesman is the
factor who is responsible for a large portion of
either the success or failure of a house. It is he
who takes the place of the house before the
buyer, and as he is competent or incompetent so
is the house judged. In no line of trade is re-
source and energy demanded to the extent that
it is required of the traveling man, and it must
be said for the class that they rise to all occa-
sions in a way that has always reflected credit
on the body.
In spite of the above facts there are a number
of firms who fail to realize the importance of the
salesman in the growth of their business, and
consequently do not give him the attention they
should. A little reliance placed in the sales-
man's ability to judge conditions in his territory
and occasional request for advice regarding the
needs of his trade, might possibly mean several
thousand dollars in the pockets of the firm.
The writer recalls the case of a mill owner in
a textile line who had an unusually large idea
of his own superior wisdom and a correspond-
ingly small idea of the intelligence of his sales-
men. One time an ambitious young salesman
who knew his line and also the wants of his
trade thoroughly, suggested the production of a
special series of designs and colorings desired by
his customers, and said he knew he could sell
enough to make the venture a success. He was
quickly informed by our "wise" friend that a
salesman's place was to sell the goods his mill
already made, and the trade would take them
for lack of anything more suited to their needs.
Other mills, however, listened to the advice of
their salesmen made up large lines after the pat-
terns suggested, and sold them at good prices
and in immense quantities. When the aforesaid
egotist made up a similar line the following sea-
son the market was full, the demand had been
satisfied, and he had to get rid of the goods at a
loss. Of course, the failure was all laid on the
shoulders of the salesman who, had his advice
been taken when offered, would have succeeded
in adding considerable to the firm's bank ac-
count.
And while the house should be willing to listen
to the salesman's advice it should confide in
him to the extent of acquainting him with the
approximate manufacturing cost and the details
classed as business secrets that will enable him
to frame up convincing arguments through the
actual knowledge that he is using facts as a basis.
Lack of such information may possibly cause him
to make mistakes in the treatment of certain
customers that would not happen if he had been
properly informed in the first place. To be suc-
cessful a salesman should be as well, if not bet-
ter, informed regarding the line he handles than
the buyer, for then he can fearlessly cover ground
where the latter is afraid to tread unless abso-
lutely sure of himself.
Various methods are employed to keep sales-
men posted regarding inside conditions, some suc-
cessful firms employing a monthly report system,
giving changes in various rates and the reason
for same as well as any changes in the line of
goods, either the discontinuing of certain styles
or unexpected additions. To give this informa-
tion to the salesman is absolutely necessary in
order to avoid confusion, for in the majority of
cases he is out of touch with the house, and
must have all necessary details at his finger tips.
As to the changes on the outside the average
salesman gets the information long before the
house possibly can, and can often save both money
and trouble, if he is encouraged to keep his em-
ployers posted on all details.
In other words, the salesman is a very impor-
tant member of the business institution, and
should be treated with due consideration. The
result is that both the salesman's and the firm's
interests profit.
ONE PRICE PRIZE ANNOUNCEMENT.
OOME years ago the Review started the one price agitation by
^ offering a prize for the best article on the one price system.
For months past we have advocated the establishment of the
price at retail by the manufacturer at which his product shall
be sold. Resolutions were passed at Washington favoring this
plan, and we believe that the more the question is agitated
the more adherents it will win, therefore we will offer a cash
prize of $25.00 for the best article upon the subject: "Benefits
Which Will Accrue t o the Trade by the Manufacturer
Establishing Retail Prices at Which His Pianos Shall be
Sold." All contributions should be typewritten, and addressed
to the Prize Editor, The Music Trade Review, 1 Madison
Avenue, New York.
MUSICAL UNKWSJ.ATEST UKASE.
Desire to Control Every Class of Players in
Chicago Except Organ Grinders—A Novel
Scheme of Some Busy Chicagoans.
The formation of a close co-partnership or
"trust," has been planned by the Chicago Federa-
tion of Musicians, which will aim to control
every class of professional players in that city,
with the exception of the Italian organ-grinders,
tor the reason that the latter may never be thor-
oughly organized.
All other musicians are to be forced into the
union or driven away from the city if the "trust"
plan proves successful. To accomplish this pur-
pose the full machinery of the Federation of
Labor will be brought into play.
Pressure of a political nature will be exerted
upon labor sources to force the city council to
pass an ordinance abolishing "street bands" and
i: trolling players of every description.
The musicians will have a committee appointed
to wait upon individual members of the council
in the interest of the proposed ordinance.
Under the ordinance the playing of musical
instruments on the streets for money is forbid-
den. The offense is classed as "begging," and a
heavy fine is imposed both for this and for
vagrancy.
An immediate effect of such a regulation, it is
said, will be to deprive more than 1,000 members
of itinerant bands of their means of earning a
livelihood. They will have the alternative, how-
ever, of joining the musicians' union and playng
elsewhere at the "union" scale of prices.
Organ-grinders will still be permitted to work
in Chicago, but under vigorous restrictions. There
will be only 300 of them permitted, and they
must obtain a license. What next?
A. P. WILL1SJNJSEW YORK.
The Well Known Toronto Dealer on a Honey-
moon Trip—Visiting Points of Interest.
A. P. Willis, of Willis & Co., the famous piano
dealers of Toronto, Can., spent some days this
week with his wife in New York. In a chat with
The Review on Tuesday he said: "I have just
come from Boston, where we spent the past nine
days. We visited all the points of interest in
that locality, and enjoyed our stay immensely.
We had some very pleasant visits with the lead-
ing piano men of Boston, and found them to be
gentlemen of culture and advanced ideas. To-
morrow we expect to leave for Washington by
water, and from there will visit Baltimore as
the guests of Mr. Knabe. We will then again
visit New York and wend our way homeward by
way of Lakes George and Champlain.
"I am always delighted with my visit to New
York and to the States," said Mr. Willis. "I find
a growing sentiment in the piano trade of this
country in favor of the 'one price,' which is the
proper system in the pi%no business. You know
we piano men of Canada owe you much for the
stimulus and example, which we have set forth
in the development of the business.
"The growth of New York simply amazes me.
Every time I come here it seems like a new city.
In fact, the people of the United States have rea-
son to feel proud of the gigantic development
of their country. We are all of the same race,
and can glory in our countries' advancement. It
is a mutual pleasure that we are neighbors and
friends, and speak the same language—the
tongue of Shakespeare."
J. B. TRIMMER IN YOUNGSTOWN.
After considerable preparation, J. B. Trimmer
has opened his new piano store at 44 Central
Square, Youngstown, O., and at the present the
outlook for the success of the venture seems
bright.
The display room is a cozy little one, and the
pianos he will handle are all of standard make
and established reputation, numbering among
them the Everett, James & Holmstrom, Crown,
and Harvard.
In the seven years he has been in Youngstown,
and during which time he has been identified
with the piano department of the Euwer store
and later with S. H. Lightner, Mr. Trimner has
built up an extensive acquaintance.
GREAT SUCCESS WITH KROEGER.
W. F. Rossman, of Franklin, Pa., who handles
the Kroeger pianos in that city and vicinity has
had great success with these instruments, only
recently being in receipt of a carload shipment
which he is disposing of at a fast rate.
TO MAKE SCROLLS, ETC.
Newark Wood Letter Co., No. 22 Prospect
street, Newark, N. J., has been incorporated with
the Secretary of State of New Jersey, to manu-
facture wood letters, scrolls, ornaments, wood
turning, and other specialties; capital, $25,000.
In corporators: Clarence H. Baniss, No. 452 South
Seventh street; Louis G. Holzworth, No. 68 Far-
ley avenue; Chas. J. Kleran, all of Newark, N. J.
CLOUDBURST DAMAGES PIANOS.
A cloudburst in Lincoln, Neb., besides doing
considerable other damage, flooded the basement
of the Ross P. Curtice Co.'s store and ruined
forty-six pianos.
JESSE FRENCH CO. IN AUSTIN.
The Jesse French Piano & Organ Co., through
their traveling supervisor, F . S. Taylor, have
made arrangements to open a branch in Austin,
Tex., through which they will distribute the
Steinway, Knabe and Starr pianos, as well as
other makes.
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