The Memphis appeal. [volume] (Memphis, Tenn.) 1886-1890, 1888-03-04

4 Hoene, Of Pittsburg, Pa; w. ID. Button
x Co., Philadelphia, Pa, and the Detroit
Music Company, OF Detroit; Mich. Then
follow no less than eight firms who take
100 pianos each, eight who take seventy
five each. and six who take fifty each.
The Canadian trade absorbs ITO pianos,
and tho London branch fifty, the latter
being principally made up OF parlor grands,
which have become exceedingly popular
OF late In the old country; $50 instruments
are required 20 I'll the demand in New
York city, Brooklyn and New York State,
while 500 are required for the New Eng
land States. Pennsylvania alone takes
$40 pianos. The south and southwest
need $50 Instruments and the west and
northwest take 200. California closes the
list with about 100.
It Is very evident that there Is a general
and universal demand for the Hardman
piano, and II cannot be said OF Messrs.
Hardman, Peck & Co., az II can be OF some
houses, that t.lcir trade lies in the hands
Of four or five largo agents, who control II,
| do large business In certain territory,
while In the balance OF the country little
or no business II done. Messrs. Hartman,
Peck x Co.'s trade Is In q most healthy
condition, because IL Is NO very evenly dis
tributed, and consequently they are not in
q position where the failure OF one or two
agents could ever seriously embarrass them.
| One very marked characteristic OF this
| list Of their agents n the high character OF
the firms included In IL. The names,
with scarcely an exception, are those OF
well known, reputable, long established
and financially sound houses, and they
may not inaptly be described as Messrs
Hardman, Peck x Cob roll OF honor"
In this connection IL will not be without
interest and value IN INQUIRE somewhat
into the causes Of the "Hardman" pianos
and the means by which this success has
been secured.
When Messr. Hardman 4 Peck first be-
gan 20 aspire 10 the ranks OF the. first class
houses they went 10 work In the right way.
They spent a great deal OF time, labor,
care and money in pcrfccting their instru-
ments, and never rested til II was univors-
ally conceded that their pianos were OF SUI
pcrior excellence and sure 10 make their
own way In the market. As soon as the
excellence OF their Instruments was an es-
tablished fact, they set TO work TO push
their business and elevate It's character.
They enlarged and improyed their iactory,
cut on weak or irresponsible agents and
added new and strong ones, and finally
they built ON Fifth avenue one OF the
handsomcst buildings In the city,
In which they opened warerooma
which arc models of comfort and good
taste. They advertised freely, but with a
certain iudicious Discrimination, and while
thew paironized all the principal Journals
through the country they wisely avoided
the ambition Of seeing their name In big
letter, In every clap trap publication which
was thrust under their notice. They
treated their agents with the greatest con.
Alteration and scrupulously protected the
territory Of each. They did not employ
an army Of travellers and wire pullcrs, but
one or two good men. like Frederick iohl
men conspicuous for their energy, en-
tcrprisc and push. Finally they appealed
10 a popular but elegant taste by maxim,
their Instruments exceedingly attractive II
appearance 10 that the eye was Instant,
pleased, and yet they used nothing tina
was either extravagant or gaudy In orna
, mcntation or decoration.
. These were the methods they employc,
, 10 obtain their succcss and 10 hold II whci
, they hnd once secured II, and although
, may be said that these methods are, ate
, | nil. those that every house can use an