Music Trade Review
Issue: 1907 Vol. 44 N. 9 - Page 7
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THE MUSIC TRADE REVIEW
THE WAY OF THE SALESMAN
As Shown in the Office of Larkins & Son—
Being a Suggestive Story of Business Life,
Showing the Various Methods by Which the
Old Man Was Approached Concerning a
Carload of Brass Tacks—It May be Pianos,
However—The Arrival of the Seventh and
His Way Told by a Writer for The Sun.
In due course of time it happened that Lark-
ins & Son, dealers in nails and tacks (but it
might be pianos just as well) found it necessary
to open a branch office in New Orleans, and al-
most simultaneously an item found its way into
the trade journals that Larkins & Son were in
the market for a carload of brass tacks. The
next day the salesmen began to call, and were
shown into the Old's Man's room.
Now, the first salesman was lean and pointed,
but on his face was a smile of terrible earnest-
ness, and it was plain to see at a glance that here
was a man of sterling Christianity who would (if
permitted) shake a stranger's hand hard enough
to numb it.
"Mr. Larkins?" he cried.
(Speaking joyously, cheerfully, exclamatorily,
as though it was an indomitable and sunny
spirit that was thus exclaiming through the
reaches of darkness.)
The Old Man grunted.
"I understand you are in the market for a car-
load of brass tacks," said the lean and pointed
one, with his smile of terrible earnestness.
Which was as far as he got, for the Old Man
shooed him out and made a mental note of which
you will later be advised.
And as No. 1 went out No. 2 came in.
He was a man who was nearly as big as all out-
doors. This human mountain entered the Old
Man's room as if he owned it, sat down on a
chair as if he had a grudge against it and
flipped out a card.
"Tunks is my name," said he; "brass tacks my
business."
"Yes," said the Old Man.
"What size tacks do you want?"
"Don't want any," said the Old Man.
"Trade journal said you did."
"Well—I don't."
"Trade journal said you did."
To which the Old Man said nothing.
"Don't want anything, then?" said the Mt.
"No," said the Old Man.
Which ended No. 2, and as the 0. M. made his
second mental note (of which you shall shortly
hear) No. 3 came in.
Now, No. 3 was a facetious vender of brass
tacks, as any one could see at a glance, and as
he entered the private office he made a military
salute and looked at the Old Man with a twinkle
in his eye.
"I've a card here somewhere," said this face-
tious salesman—"that is, if it hasn't flew away."
Saying which he quickly drew in the air be-
tween his teeth four times with a sound of suc-
tion, thereby indicating to a thoughtful man that
he was convulsed with merriment.
This trick accomplished he produced his card,
took off his hat and said:
"I've come to see you about brass tacks. I
want to get down to brass tacks, as the fellow
says."
Which bonmot was accompanied by such a
wealth of inhalation that he was still at it after
the Old Man had turned him out into the hall.
And No. 4 came in.
Now No. 4 was a tasty dresser.
His first move after reaching the Old Man's
presence was to take off his gloves, crease them
and place them in his breast pocket.
His second move was to sit down, throw his
right ankle over his left knee and arrange his
trousers so that their shape would not be lost to
the sight of man.
His third move was to take from his waistcoat
a pigskin card case, thereby displaying to perfec-
tion a diamond ring, a seal ring and a snake
ring, from which he extracted a card and placed
it on the Old Man's desk.
His fourth move was to make way for No. 5.
Now No. 5 was a bon vivant for keeps, and
he had a way of wheezing that must have been
worth money in the bank to him as an epicure.
"I want to talk brass tacks with you," wheezed
the bon vivant, "but as it's a long subject and
getting on for noon I'd like you to come out to
lunch with me, so that I can have a few minutes
of your uninterrupted time. Have a cigar?"
Whereupon the Old Man made his fifth mental
note (of which you shall soon hear now in the
fullest detail), dismissed the bon vivant with
force and awaited No. 6.
This last gentleman had a legal eye behind
his spectacles, and the moment he had his foot
inside the Old Man's room oratory began to flow.
He walked slowly forward to the desk, spouting
at every step, came to a halt (in his walk to the
desk, but not in his speech), kept right on spout-
ing, and at last (such were the Old Man's ges-
tures of negation) backed slowly toward the
door and bowed himself out in the middle of a
sentence, and going strong.
Whereupon entered No. 7.
Now No. 7 was an ordinary young man of
whom it might be said that his mother had
taught him manners, and that his father had
taught him sense. And at the end of his first
sentence the Old Man made his last mental note
and shut up the book.
Which we will reopen and in which we will
.take a sly peep.
The seventh mental note read "Him for New
Orleans."
And the first six were identical, each reading
as follows: "Oh,
! Don't they make real,
live, natural ones any more?"
an organ from her by law, swore out an affidavit
for the arrest of A. B. Smith, a well-known piano
dealer of this city, on a peculiar charge. It
seemed a case of blackmail, and she was in-
dicted by a grand jury, and after a trial was
found guilty of perjury. The sentence is from
three to ten years.
DEATH OF ROBT. A. WHEAT.
The Prevention of Corruption Act recently
passed in England places the commission fiend
in a very peculiar position. When a teacher or
musician advises a party to buy a certain instru-
ment in consideration for which a liberal com-
mission is received from the trader, the fact
must be explained to the intending purchaser,
otherwise the advisor will be liable to prosecu-
tion as a recipient of a "secret commission." The
new law also prohibits untrue receipts or bills of
sale, it being necesary to show just what part
of the price is the commission.
The Old and Well Known Piano Man of War-
wick Passes Away in His 71st Year.
EILERS SUES FOR DAMAGES
For
Failure to Secure Premises Rented by
Them from Thos. F. Brooke.
(Special to The Review.)
Portland, Ore., Feb. 21, 1907.
As damages for his alleged failure to keep a
rental contract, the Eilers Piano House wants
the sum of $3,633 from Thomas Scott Brooke.
In a suit filed in the Circuit Court recently the
piano company sets out that it contracted for the
entire second floor of the new brick building at
Park and Washington streets. They were to have
had possession last October, the complaint states,
and, in anticipation of this move, laid in addi-
tional stock valued at $100,000, hired extra sales-
men and mechanics, and made other extensive
arrangements for the move.
But when the time came to move they found
that A. P. Armstrong had secured the second
floor, and they were shut out. Storage and de-
murrage on extra stock and salaries and other
expenditures entailed by this alleged breach of
contract cost them $3,633.10, the piano people
say, and they think the amount should be paid
by Brooke, who is trustee of the building in
question.
AFTER COMMISSION FIEND IN ENGLAND.
Robert A. Wheat, piano dealer of Warwick,
N. Y., and prominent in the musical affairs of
that section for a long period of years died on
Tuesday of last week at the" age of 71. Mr.
Wheat was a veteran of the Civil War, having
served three years in the Fifty-sixth Regiment,
N. Y. V., and settled in Warwick shortly after
his discharge. He organized singing classes in
neighboring villages, conducted two church
Thomas Kane, a piano salesman for Clough &
choirs, one of them in Middletown, N. Y., and Warren, died recently in Detroit, at the age of
was well-known and greatly respected for his 49 years. He was formerly teacher of music.
genial and helpful spirit. He is survived by a
widow, a daughter and two sons, who reside in
DISTINCTIVELY HIGH GEADE"
New York. Mr. Wheat was an old subscriber of
The Review, and never visited the city without
paying his respects. To his family we extend
our sincere sympathy.
JOHN F. CORL LITERATURE.
A Well Written and Printed Folder Which
Gives Information Regarding Their Product
and Well Equipped Plants.
The John F. Corl Piano Co., Jackson, Mich.,
who enjoy the unique distinction of producing
only one style of piano, have recently issued an
attractive folder in advance of their regular
catalogue, which contains views and description
of their handsome style of upright, together with
illustrations of their main factory ana office in
Jackson and their case and back factory at
Grand Haven, Mich.—two large and well equipped
plants.
The argument advanced in favor of the produc-
tion of a single style is that where all energies
are directed toward the making of one style,
economy of materials, scales and many other
items is effected and consequently a better in-
strument can be turned out at one price, and
that the minimum price.
A. B. SMITH IS VINDICATED.
(Special to The Review.)
Akron, O., Feb. 22, 1907.
Some time ago Georgietta Brown, colored, of
this city, being incensed at the repossession of
fife CHRISTMAN
STUDIO GRAND
is the greatest success of the day.
It possesses a scale of rare even-
ness, a tone of remarkable sonority
and richness, with a quality that
is highly orchestral. Our latest
styles of Grands and Uprights
mark a decided advance in the art
of piano-making. We court inves-
tigation. Some territory still open.
CHRISTMAN SONS, Manufacturer.
FACTORY AND OFFICE:
WAKBBOOMS:
869-873 E».t 137th St.
35 West 14th St.
NEW YORK
THE MUSIC TRADE REVIEW
THE WAY OF THE SALESMAN
As Shown in the Office of Larkins & Son—
Being a Suggestive Story of Business Life,
Showing the Various Methods by Which the
Old Man Was Approached Concerning a
Carload of Brass Tacks—It May be Pianos,
However—The Arrival of the Seventh and
His Way Told by a Writer for The Sun.
In due course of time it happened that Lark-
ins & Son, dealers in nails and tacks (but it
might be pianos just as well) found it necessary
to open a branch office in New Orleans, and al-
most simultaneously an item found its way into
the trade journals that Larkins & Son were in
the market for a carload of brass tacks. The
next day the salesmen began to call, and were
shown into the Old's Man's room.
Now, the first salesman was lean and pointed,
but on his face was a smile of terrible earnest-
ness, and it was plain to see at a glance that here
was a man of sterling Christianity who would (if
permitted) shake a stranger's hand hard enough
to numb it.
"Mr. Larkins?" he cried.
(Speaking joyously, cheerfully, exclamatorily,
as though it was an indomitable and sunny
spirit that was thus exclaiming through the
reaches of darkness.)
The Old Man grunted.
"I understand you are in the market for a car-
load of brass tacks," said the lean and pointed
one, with his smile of terrible earnestness.
Which was as far as he got, for the Old Man
shooed him out and made a mental note of which
you will later be advised.
And as No. 1 went out No. 2 came in.
He was a man who was nearly as big as all out-
doors. This human mountain entered the Old
Man's room as if he owned it, sat down on a
chair as if he had a grudge against it and
flipped out a card.
"Tunks is my name," said he; "brass tacks my
business."
"Yes," said the Old Man.
"What size tacks do you want?"
"Don't want any," said the Old Man.
"Trade journal said you did."
"Well—I don't."
"Trade journal said you did."
To which the Old Man said nothing.
"Don't want anything, then?" said the Mt.
"No," said the Old Man.
Which ended No. 2, and as the 0. M. made his
second mental note (of which you shall shortly
hear) No. 3 came in.
Now, No. 3 was a facetious vender of brass
tacks, as any one could see at a glance, and as
he entered the private office he made a military
salute and looked at the Old Man with a twinkle
in his eye.
"I've a card here somewhere," said this face-
tious salesman—"that is, if it hasn't flew away."
Saying which he quickly drew in the air be-
tween his teeth four times with a sound of suc-
tion, thereby indicating to a thoughtful man that
he was convulsed with merriment.
This trick accomplished he produced his card,
took off his hat and said:
"I've come to see you about brass tacks. I
want to get down to brass tacks, as the fellow
says."
Which bonmot was accompanied by such a
wealth of inhalation that he was still at it after
the Old Man had turned him out into the hall.
And No. 4 came in.
Now No. 4 was a tasty dresser.
His first move after reaching the Old Man's
presence was to take off his gloves, crease them
and place them in his breast pocket.
His second move was to sit down, throw his
right ankle over his left knee and arrange his
trousers so that their shape would not be lost to
the sight of man.
His third move was to take from his waistcoat
a pigskin card case, thereby displaying to perfec-
tion a diamond ring, a seal ring and a snake
ring, from which he extracted a card and placed
it on the Old Man's desk.
His fourth move was to make way for No. 5.
Now No. 5 was a bon vivant for keeps, and
he had a way of wheezing that must have been
worth money in the bank to him as an epicure.
"I want to talk brass tacks with you," wheezed
the bon vivant, "but as it's a long subject and
getting on for noon I'd like you to come out to
lunch with me, so that I can have a few minutes
of your uninterrupted time. Have a cigar?"
Whereupon the Old Man made his fifth mental
note (of which you shall soon hear now in the
fullest detail), dismissed the bon vivant with
force and awaited No. 6.
This last gentleman had a legal eye behind
his spectacles, and the moment he had his foot
inside the Old Man's room oratory began to flow.
He walked slowly forward to the desk, spouting
at every step, came to a halt (in his walk to the
desk, but not in his speech), kept right on spout-
ing, and at last (such were the Old Man's ges-
tures of negation) backed slowly toward the
door and bowed himself out in the middle of a
sentence, and going strong.
Whereupon entered No. 7.
Now No. 7 was an ordinary young man of
whom it might be said that his mother had
taught him manners, and that his father had
taught him sense. And at the end of his first
sentence the Old Man made his last mental note
and shut up the book.
Which we will reopen and in which we will
.take a sly peep.
The seventh mental note read "Him for New
Orleans."
And the first six were identical, each reading
as follows: "Oh,
! Don't they make real,
live, natural ones any more?"
an organ from her by law, swore out an affidavit
for the arrest of A. B. Smith, a well-known piano
dealer of this city, on a peculiar charge. It
seemed a case of blackmail, and she was in-
dicted by a grand jury, and after a trial was
found guilty of perjury. The sentence is from
three to ten years.
DEATH OF ROBT. A. WHEAT.
The Prevention of Corruption Act recently
passed in England places the commission fiend
in a very peculiar position. When a teacher or
musician advises a party to buy a certain instru-
ment in consideration for which a liberal com-
mission is received from the trader, the fact
must be explained to the intending purchaser,
otherwise the advisor will be liable to prosecu-
tion as a recipient of a "secret commission." The
new law also prohibits untrue receipts or bills of
sale, it being necesary to show just what part
of the price is the commission.
The Old and Well Known Piano Man of War-
wick Passes Away in His 71st Year.
EILERS SUES FOR DAMAGES
For
Failure to Secure Premises Rented by
Them from Thos. F. Brooke.
(Special to The Review.)
Portland, Ore., Feb. 21, 1907.
As damages for his alleged failure to keep a
rental contract, the Eilers Piano House wants
the sum of $3,633 from Thomas Scott Brooke.
In a suit filed in the Circuit Court recently the
piano company sets out that it contracted for the
entire second floor of the new brick building at
Park and Washington streets. They were to have
had possession last October, the complaint states,
and, in anticipation of this move, laid in addi-
tional stock valued at $100,000, hired extra sales-
men and mechanics, and made other extensive
arrangements for the move.
But when the time came to move they found
that A. P. Armstrong had secured the second
floor, and they were shut out. Storage and de-
murrage on extra stock and salaries and other
expenditures entailed by this alleged breach of
contract cost them $3,633.10, the piano people
say, and they think the amount should be paid
by Brooke, who is trustee of the building in
question.
AFTER COMMISSION FIEND IN ENGLAND.
Robert A. Wheat, piano dealer of Warwick,
N. Y., and prominent in the musical affairs of
that section for a long period of years died on
Tuesday of last week at the" age of 71. Mr.
Wheat was a veteran of the Civil War, having
served three years in the Fifty-sixth Regiment,
N. Y. V., and settled in Warwick shortly after
his discharge. He organized singing classes in
neighboring villages, conducted two church
Thomas Kane, a piano salesman for Clough &
choirs, one of them in Middletown, N. Y., and Warren, died recently in Detroit, at the age of
was well-known and greatly respected for his 49 years. He was formerly teacher of music.
genial and helpful spirit. He is survived by a
widow, a daughter and two sons, who reside in
DISTINCTIVELY HIGH GEADE"
New York. Mr. Wheat was an old subscriber of
The Review, and never visited the city without
paying his respects. To his family we extend
our sincere sympathy.
JOHN F. CORL LITERATURE.
A Well Written and Printed Folder Which
Gives Information Regarding Their Product
and Well Equipped Plants.
The John F. Corl Piano Co., Jackson, Mich.,
who enjoy the unique distinction of producing
only one style of piano, have recently issued an
attractive folder in advance of their regular
catalogue, which contains views and description
of their handsome style of upright, together with
illustrations of their main factory ana office in
Jackson and their case and back factory at
Grand Haven, Mich.—two large and well equipped
plants.
The argument advanced in favor of the produc-
tion of a single style is that where all energies
are directed toward the making of one style,
economy of materials, scales and many other
items is effected and consequently a better in-
strument can be turned out at one price, and
that the minimum price.
A. B. SMITH IS VINDICATED.
(Special to The Review.)
Akron, O., Feb. 22, 1907.
Some time ago Georgietta Brown, colored, of
this city, being incensed at the repossession of
fife CHRISTMAN
STUDIO GRAND
is the greatest success of the day.
It possesses a scale of rare even-
ness, a tone of remarkable sonority
and richness, with a quality that
is highly orchestral. Our latest
styles of Grands and Uprights
mark a decided advance in the art
of piano-making. We court inves-
tigation. Some territory still open.
CHRISTMAN SONS, Manufacturer.
FACTORY AND OFFICE:
WAKBBOOMS:
869-873 E».t 137th St.
35 West 14th St.
NEW YORK
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