Music Trade Review

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THE
MUSIC TRADE
CHRISTMAN ENTHUSIASTS
A GOOD SALESMAN.
Found Wherever Popular Piano Has Been So d
— W h 2 t a Newburgh, N. Y., Musician Has
to Say Regarding the Christman.
Qualities That Must Be Possessed by the Man
Who Would Win Success in a Small Com-
munity.
Christman enthusiasts are not confined to any
one locality, nor yet to the large cities, but are
found everywhere the Christman piano finds a
place. One of the latest testimonials regarding
Christman quality comes from Miss Kosanna Grace
1 he most important characteristic of a good
sa'csman in a small manufacturing town situated in
an agricultural district is one who has a natural
habit of becoming personally acquainted with the
greatest and smallest persons in the community
; nd does all he can to gain and hold their confi-
dence by selling them only what they want and
nothing they do not want. He should IK* familiar
with the general wants of the customer. One who
is strictly on the square between the customer ;.nd
the employer. One who can adapt himself to the
peculiarities of different customers. One with a
great deal of patience, who is not easily provoked
to say unkind words to a customer who may be
uiK-ually peculiar. Often such a peculiar person,
< f which there are many in most ?.ll farming com-
munities, become the very best customers when
once they trust a man, one who can under all cir-
cumstances keep cool headed and g've the cus-
tomer his way where it does not conflict with the
regular rules of the establishment. Should the
customer's ideas conflict, the salesman must have
sufficient tact to explain without giving offense.
Such a salesman is a trade builder and holder.
He will make the customer feel that he is taking
a personal interest in his individual welfare, which
will naturally tend to bring this customer to the
salesman whom he trusts when in the market for
anything. The customer will naturally think the
salesman is an employee and would not be himself
benefited by selling him any goods not suited for
his purpose or at an unfair price.
MISS
KOSANNA
(,KA(K
MILLS.
Mills, one i>f the most prominent vocalists of New-
burgh, N. Y., and leading soprano in the choir
of St. John's Church, that city. Christman Sons
recently sold a handsome piano to the Methodist
Church of Middle Hope, N. Y., and at the concert
at which the instrument was dedicated Miss Mills
held the place of soloist. Her enthusiasm over
the quality of the instrument resulted in the fol-
lowing letter to Christman Sons:
"It gives me much pleasure to recommend the
Christman piano to all lovers of good music, it
being unsurpassed in richness of tone, elegant de-
sign anil finish.
(Signed)
ROSANNA GK.UK MILLS.
SUPERINTENDENT MAKES CHANGE.
Reinhold Thomas Takes Charge of Factory of
Brockport Piano Mfg. Co.—A Man of Wide
Experience in Piano Manufacturing Field.
Reinhold Thomas, who for several years has
held the position of assistant superintendent in the
piano factory of the Mason & Hamlin Co., Bos-
ton, and a man who has had years of experience
in the piano manufacturing trade of this country
and Germany, has resigned his position with that
company in order to take the position of superin-
tendent of the Brockport Piano Mfg. Co.'s factory,
Brockport, N. Y. Mr. Thomas will devote his
entire time and attention to'the constructive fea-
tures of the Brockport Co.'s line of pianos, and
great results are expected of him in this connec-
tion.
NEW WAREHOUSE FOR EILERS.
Kilers Music House, Portland, Ore., have be-
gun the erection of a six-story addition to their new
wholesale building at Fifteenth and Pettygrove
streets, that cit v . The new building will be used
chiefly for storage purposes and the estimated cost
is in the neighborhood of $'25,000.
Looks now as if Chicago will have a piano ex-
hibition next June.
P
• II
LE
IB
REVIEW
NEW CANADIAN MANUFACTURERS.
his business relations with his employer had been
of the pleasantest and they were firm friends, he
couldn't bear the thought of telling of his new
move. Of course, it is a friendly thing to leave an
emp'oyer in the lurch in order to save explana-
tions and helps add to the reputation of the one
leaving town suddenly. We don't think so.
THE FREDERICK SYSTEM
As Applied to Regulating Salesmen's Salaries—
No Show for the Dead One—Results Count
at Once—Not on Commission Basis.
'—••--
One of the features of the W. F. Frederick
Piano Co.'s system of doing business is their man-
ner of paying salesmen according to the amount
of business they do, and yet not tying them down
to a commission basis. Kverything is stated in
the contract, and each three months a salesman's
business is totaled, the monthly average struck,
and the latter is used as a basis for regulating his
remuneration for the next quarter. The Frederick
system is strongly favored by the salesmen who
can produce results, and the only ones to find fault
with it are the men who can only sell pianos in
theory, and not in fact. Naturally enough the
system, which is the result of long and careful
study of the subject, is not given out at random
for the benefit of competing houses.
PEASE PIANO CO. WILL EXHIBIT.
The Pease Piano Co. will be among the exhib-
itors at the Household Show- which will open at
Madison Square Garden August 20.
W. A. Phillips, who represents the Bjur Bros.
Co/s pianos and player-pianos, will take posses-
sion of his new building in Rochester, N. Y., about
September 1.
British Columbia Piano Mfg. Co. Acquire Plant
in Vancouver, B. C.—To Begin Work
Sept. 1—The Officers of the New Concern.
J. M. Root Piano Co., Chicago, 111., have just
issued a neat volume containing testimonials from
purchasers of the J. M. Root pianos and player-
The British Columbia Piano Mfg. Co., Ltd.. is pianos.
the latest addition to the manufacturing industries
of Vancouver, B. C, where they will shortly oc-
cupy a well-appointed three-story factory at 11570
Cordova street, that city. F. ]I. Lewis, secretary
of the company, was in New York last week for
the purpose of getting in touch with the supply
market and placing orders in that direction. The
company expect to commence manufacturing about
Sept. 1, and in the beginning will turn out ten
pianos weekly. The officers of the company are
James Auld, president; A. F. Gwyn, treasurer, and
F. H. Lewis, secretary.
The Importance of
Good Strings!
THE BRITISH DEALERS* ASSOCIATION.
Twenty-four Years Old and Still Growing—
To Hold Convention with Manufacturers—
Interest Glasgow Dealers.
The Music Trades Association of Great Britain,
which is composed of dealers, is steadily increasing
in membership and strength and contemplates hold-
ing a large convention at an early date for the
purpose of conferring with the manufacturers, in
an effort to improve the general conditions in the
trade. The association is now twenty-four years
old. Recently a number of the members paid a
visit to Glasgow, where they called upon several
cf the local dealers and enlisted their support.
Now, if Schaff String-s had not meas-
ured up to every requirement and suc-
cessfully stood every test, they would
not have obtained such widespread
popularity among piano manufacturers.
It is quality which has placed the
Schaff Strings in the position which they
occupy to-day, and it is through the in-
spiring effect of quality that the demand
for them is steadily growing.
'SAVE US FROM OUR FRIENDS."
The manager of a large music house in a south-
ern city recently disappeared very suddenly with-
out advising the head of his house or the majority
of liis friends, and when explanations were in order
the few friends "in the know" coolly stated that as
PIANOS
* r l n i l V J
JOHN A. SCHAFF
CHICAGO:
NEW YORK:
141 W. Michigan St.
767 East 133d St.
Appealtoe cultivated
tastes. They are
beauty and form at onoe a
marvels of
valuable accessory to any piano store
5 and 7 APPLETON STREET* BOSTON. MASS.