Music Trade Review

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THE
TRADE GLEANINGS IN NEWARK.
Dealers in Optimistic Vein—A Good Territory
for the Live Salesman—President
Taft's
Visit—Lauter's Big Business—Armstrong's
Player Department—Praetorius with Wiss-
ner—Chickering Popular at Wanamaker's—
The News Happenings of the Week.
(Special to The Review.)
MUSIC TRADE
REVIEW
The offices of the Piano Player Co., in the
Arcade, have been moved from the upper to the
main floor of that building and have been placed
under the management of H. A. Byles, who has
had charge of the factory end of the business
for some time, now looks after both depart-
ments. The company are now making an active
bid for patronage, backed up by some live argu-
ments, and are apparently getting results.
The Wanamaker branch, in charge of Joseph J.
Hammer, is doing some excellent work in the
local field through the aid of a half-dozen or
more active salesmen. Mr. Hammer is a young
man with a first-hand knowledge of piano selling
and a liking for the field in which he is operat-
ing, a combination that is bound to produce re-
sults. He is especially pleased with the success
met with in selling the Chickering & Sons five-
foot grand.
The quarters of the Armstrong Piano Co. are
being rearranged to allow for the installation
of two separate player-piano parlors for the
Haines Bros, and Marshall & Wendell player-
pianos, instruments which are proving ready sell-
ers in the local field. "We're hustling after busi-
ness and getting it," was the cheery report vouch-
safed.
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Apparently the Pease Piano Co. have decided
to remain in their New street store for a while
longer, at least. S. B. Lyons, formerly agent for
the company in Trenton, is now in charge of the
Newark branch, and the line of pianos has been
considerably augmented through a generous ship-
ment of late styles.
The Hahne & Co. department are doing an
excellent business, especially with the Hardman,
Peck & Co. line.
The Hallet & Davis Co. store, under the man-
agement of T. M. Griffith, still continues to ad-
vance. The club plan recently put into effect by
this house has proven very successful and has
resulted in a number of good sales.
H. S. Praetorius, formerly manager of the
Pease Piano Co. branch in this city, is now in
charge of rhe Wissner warerooms, and has al-
ready inaugurated a strong campaign for busi-
ness. General busines-s at the Wissner branch
was reported as being quite satisfactory for this
season of the year.
Newark, N. J., Feb. 21, 1910.
The piano business in this city and environs
is keeping up to the general satisfaction of the
entire trade. Those who are going after pros-
pects in energetic fashion are landing plenty of
sales, a most pleasing number in view of the
Flight lull generally noticeable during the first
two months of the year. There is a tendency
among the majority of the piano houses to hold
out for fair-sized first payments and instalments,
and though there is considerable $5 down and ?5
per month business done, the better payment
movement appears to be gaining ground. Con-
sidering the class of prospects there are to choose
from in the Oranges, Montclair, Elizabeth, etc.,
communities w r here a majority of the people own
their homes, the matter of $3 or even $5 per
month should not stand in the way of a live
salesman who is facing the $5 per month style of
competition.
As one live manager said: "Despite the talk
ol strong competition, numerous piano dealers in
Newark and the invasion of New York houses, 1
do not know of any better field for the salesman,
who sticks to business and really works, than
this Jersey town. Including the neighboring
towns and cities covered by the local houses, we
have a population of over 500,000 people to draw
from, and many of them own their own homes
or are paying for them on instalments. The
former are the best prospects a piano man could
ask and the latter are also worth close attention,
for though the payments on their homes natu-
rally come first, in nine cafes out of ten they
want to adorn them with pianos, and will either
at once or later when they are in a position to do
so. I'm well satisfied with the situation and the
future outlook, for we're in a rapidly growing
section."
This week the business section of the city is
handsomely decorated in honor of the visit of
HAY & CO. WIN SUIT
President Taft on Wednesday, when he will be
received at the city hall by the Mayor, and in Which Was Brought Against Them by Chas.
S. Warren—Claimed His Reputation Was
the evening will be the guest of the Board of
Injured and Wished a Restraint from Using
Trade at an elaborate banquet. It is expected
Name—Hay & Co. Presents Strong Defence.
that the visit of the President will attract a host
of visitors to the city, and the piano men hope
(Special to The Review.)
to do a little extra business with them, though
Toronto, Can., Feb. 19, 1910.
holiday crowds are not noted for their buying
Charles S. Warren, pipe organ builder, af
tendencies, as a rule.
The Jacob Doll & Sons branch report a very Woodstock, lost his action against Hay & Co., of
heavy demand for player-pianos, and state that the same town. Mr. Warren entered into an
the extra parlors recently installed on the sec- agreement by which his name was to be used
ond floor have proven very welcome in handling for ten years by Hay & Co. He claimed that in-
the trade properly. Frederick Doll, the manager, competent men were employed by the defendant,
is still touring the country and was last heard and that his reputation was being injured, and
from in New Orleans. I t is expected that he he asked that the agreement be canceled and
will visit various Pacific Coast points before re- that the defendants be restrained from any
further use of his name.
turning.
r
The defendants, on the other hand, said the
At the F. G. Smith warerooms business w as
reported as being very satisfactory, and especially plaintiff's class of organs was inferior to a mod-
so for this time of the year. The several new ern organ, and accused the plaintiff of acts in-
salesmen recently added to the force have made jurious to their business, and because the plain-
good without exception, and Manager Smith says tiff left them they entered a counter claim for
$5,000.
he has no complaint to make.
His Lordship, Justice Teetzel, dismissed the
At the Lauter Co. warerooms, Secretary Camp-
bell stated that the business of the company,- action with costs against the defendants, and on
both wholesale and retail, was of a most satis- their counter claim gave a verdict for Hay &
factory nature, and that thus far the volume of Co., the amount of damages to be assessed by the
sales for 1910 was greatly in excess of that for master-in-ordinary.
the same period last year. The weekly Lauter-
Humana recitals never seem to lose their powers
ADLER MFG. CO. MAKING PIANOS.
of attraction for music lovers, and much of the
popularity of that instrument in this section is
The Adler Manufacturing Co., an allied inter-
no doubt due t o the effective demonstrations est of the Beckwith Organ Co., Louisville, Ky.,
given at the recitals.
have perfected arrangements to embark in the
Horace E. Toms, the traveler for the Lauter manufacture of pianos, and expect to market
Co., is due at headquarters this week from a very their product at an early date. C. L. Adler is
successful trip as far West as St. Louis and Chi- president, and R. S. Hill, secretary of this con-
cago in the interests of the Lauter line.
cern.
Get started
Mr. Piano Dealer
It doesn't require as
much capital as you may
think for you to start
selling" the Victor.
Most likely sales and
profits are larger than
you think, too.
It's the constant sell-
ing—the quick turning-
over of the goods—that
makes a large capital
unnecessary.
You'll find that the
Victor will make money
for you, just as it does
for other piano dealers.
And it will increase
your piano sales, too,
just as it does theirs.
Why not get started,
Mr. Piano Dealer?
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Berliner Gramophone Co., Montreal,
Canadian Distributors.
To get best results, use only Victor Needles
on Victor Records.
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