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THE MUSIC TRADE REVIEW. '
I
T seems that Henry Behr believes in the
doctrines advanced by Geo. P. Bent, that
a piano manufacturer cannot successfully
make two grades of pianos. Geo. P. Bent
says:
" I do not wish more trade than I can get
on one brand and one name—I do not need
to "stencil" goods, or make, or claim to
make, two or three grades in order to keep
my factory busy.
" I do not believe that more than one
grade can be made in the same factory, and
I do believe that where the attempt to do
so is entered into, the result will be, even
if honestly undertaken, that all grades will
sink, in that shop, to the level of the lowest
one."
Henry Behr evidently believed in sub-
stance the same, for had he and his associates
believed that it was possible to make suc-
cessfully a cheaper grade than the present
Behr piano, they would manufacture it in
their present factory without the retire-,
ment of Henry Behr from the corporation.
For my part, I must say that Mr. Bent
in his famous letter to the trade expressed
some very strong arguments logically told.
There is no question but that the odor of
cheapness will hang about a man if he is
associated in any way with the manufacture
of cheap pianos. It was one of the strong-
est factors in the downfall of the Weber-
Wheelock combinations.
Mr. Wheelock,
while in command of the Weber business,
could not separate himself from the odor of
cheap pianos as long as he maintained a
direct connection with his other enterprises.
In fact, salesmen all over the country fre-
quently remarked, in the vernacular of the
day, "that it was a dead easy thing to
come against the Weber piano in competi-
tion."
me that he thought it had not in the slight-
est, so it seems that in the wheel trade it
is possible to make a first and second grade
without the second grade lowering the
standing of the higher one.
I ascertained also that the Pope Manufac-
turing Co. sell the "Columbia" and "Hart-
ford" to only one dealer in a town. The
"Columbia" is sold under a written agree-
ment that it shall, during the continuance
of the contract, be sold exclusively as a
leader.
I think in the piano trade the matter of
making two grades of pianos without the
lower priced one detracting from the high-
er, is also a matter of business ability.
The success of both enterprises depends
clearly upon the manner in which the in-
struments are sold and kept before the
trade and public.
Take the case of J. V Steger, of Chicago.
While he manufactures the "Singer" as a
second piano made in a different factory, it
has not in the slightest affected the sale or
the standing of the ' ' Steger.'' On the con-
trary, it has rather assisted the Steger to
hold a first position. This cheap and high
grade piano talk, I think, is like everything
else, that no general rule will apply to all
cases.
present leases and cluster around No. 601
Washington street.
Casting a retrospective glance at the his-
tory of the retail music trade in Boston, I
do not find that in the past they have fol-
lowed with apparent eagerness any loca-
tion or move which Mr. Scanlan may have
made. In fact, I think the Courier's article
in its entirety is a direct insult to the in-
telligence of the entire Boston trade.
I do not consider that it is necessary
while acknowledging Mr. Scanlan's shrewd-
ness and business acumen, to insult the in-
telligence of the men who constitute the
retail trade of the New England metropo-
lis; neither do I believe that it would be a
difficult task for the piano dealers offering
pianos of a similar grade to those sold by
Mr. Scanlan " to get on a basis of competi-
tion with him." Furthermore, Ido not be-
lieve that they will follow him any more
than they have in the past. The piano
trade of Boston do not stampede like a
flock of sheep to follow Mr. Scanlan or any
other man in a new business move or ven-
ture.
*
The Indicator is apparently as fully con-
fident as I am that William McKinley
will be the next President of the United
States, and in its last issue nominates Cal-
vin Whitney, president of the A. B. Chase
Co., as Secretary of the Navy.
Why not Secretary of the Treasury ? A
keen, level-headed business man, and a
sound protectionist like Mr. Whitney, is
badly wanted as successor to Mr. Carlisle.
He would put finances on a solid basis
and secure sufficient income to run the
Government without getting into debt.
Secretary of the Navy ? Perish the thought!
I nominate Calvin Whitney as Secretary
of the Treasury. What say you, dear In-
dicator!'
In commenting upon the recent move of
Thomas F. Scanlan, in securing a lease for
the building Nos. 597-601 Washington
street, Boston, The Musical Courier says:
The whole drift of the retail piano busi-
ness toward the direction of Park Square
and beyond that point on Boylston street,
is now suddenly arrested, and Washington
street, the greatest retail thoroughfare in
Boston, can no longer be ignored by the
piano trade as it has been since the invasion
of Tremont and Boylston streets.
It is extremely doubtful if this action of
Mr. Scanlan will not prove a serious blow
to the whole Boylston street piano scheme.
Our esteemed contemporary, the National
For years to come that street will not
be in condition on account of the city im- Recorder, of Washington, D. C., published
provements now in progress, and all traffic in its last issue a seven column "list of
is impeded, while the street is at times a
inventions," among which
I
most disagreeable thoroughfare.
With a needed
great retail piano business drawing its notice the following:
"An automatic attachment by which
trade in another direction, diametrically
opposite, and in a position not only acces- pianos can be played by the use of stenciled
sible, but the most accessible that can pos- paper rolls like those employed in organ-
The only practical device now
sibly be found, it will be a difficult task ettes.
for the piano houses on Boylston street to known costs $250, or almost the price of a
get on a basis of competition with Mr. piano.
Scanlan. He will be followed by other
It is very probable che National Recorder
Still, the ground is a debatable one.
piano firms. They must follow him to do is not acquainted with the fact that the Au-
Let us look at the bicycle industry, and business, and as he always and inevitably
we find the Pope Manufacturing Co. make does business all the time himself, it would tomaton Piano Co., of this city, are selling
attachments for $100, and that the Wilcox
two grades of wheels. Their "Columbia" be fatal to his competitors to ignore him.
&
White Co., of Meriden, Conn., are also
stands at the head of the list of the entire
I can hardly think just because Mr. Scan-
marketing
an attachment which they call
trade in this country—a trade in which at lan has leased the building on Washington
the
"Angelus,"
at a price considerably less
present there is a capital invested almost street that the Steinerts will stop work
than
$250.
Meanwhile,
if inventors can
equal to that invested in the manufacture from their new building and immediately
furnish
us
with
something
better in the line
of pianos. The "Columbia" is the best seek quarters near Mr. Scanlan; neither
of
attachments,
or
at
lower
prices than de-
advertised; and, perhaps, is really the can I think that Henry F. Miller & Sons,
manded
by
these
firms,
they
may stand a
standard of the bicycle trade. The second Ivers & Pond, the Merrill Piano Co., C. C.
chance
of
winning
"fame
and
fortune." I
of the Pope Manufacturing Co. is the Harvey, Mason & Hamlin, Chandler W.
am
of
the
opinion
that
we
will
have to wait
"Hartford," a wheel of much lower grade. Smith, on Boylston street; Wm. Bourne &
some
time.
I was desirous of obtaining the opinion Son, Chickering & Sons, Hallet & Davis,
of an expert as to whether the manufacture Vose & Sons, and others who are located
THE Knauff organ factory, at Newark,
of the " Hartford" in the slightest degree on Tremont street, and all the other firm
affected the trade or the standing of the who are interested in the retail piano trade Del., is reported to have been sold for $12,-
"Columbia." The dealer in question told in Boston, will hasten to cancel their 000.