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THE MUSIC TRADE REVih*
37
lower price will sooner or later be met by speak highly and favorably of the Shaw
some other competitor, hence a downward piano, and we have traveled quite a few
course for prices results, until manufac- miles, both in the East and West, during
turers must either retire or decide to sell the past few years.
on the smallest possible margin of profits.
THE FIRST NAMED SHOULD BE PROTECTED.
X Rays on the Sterling.
It is not the legitimate dealer who usually
HE Roentgen rays applied to the
HE first duty of the manufacturer is to cuts prices, for he is interested in main-
"Sterling" piano reveal a "sterling"
recognize the fact that there are le- taining them, although occasionally com-
gitimate and illegitimate dealers. The peting dealers will sometimes commit busi- instrument which is perfect and solid in its
dealers, like the manufacturers, are in the ness suicide by endeavoring to crush one construction, and entirely fitted to main-
business to remain. They are aiming to another, but they soon find out that they tain its place as a popular favorite in the
trade field. For further particulars see
build up a structure for themselves which are unwise in so doing.
page io of this issue.
will stand upon its foundations for years,
to weather all the storms of adversity, and
The Shaw Piano.
to remain in place when other enterprises
A NEW musical instrument of the guitar
have failed. The other class is ephemeral,
family has been invented by Lewis E.
existing only so long as they can reap a
HAT is a characteristic advertisement Pyle, of Elan, Pa. It is entitled the Eva-
good harvest, having no desire to sow seed
of the Shaw Piano Co. which is lin, and it is claimed that it possesses a
for another crop, but pass on their way, printed elsewhere in this paper. It is one greater volume and a richer quality of tone
leaving the n:ore careful man to glean the of those original creations which sets the than the guitar.
field over which they have worked. The mind working, and if in a healthy condi-
two classes of dealers or agents are distinct tion it must dwell on the progressiveness
and clash in their interests. The manu- of this company and their persistent deter-
facturer must decide for himself with which mination to make their pianos popular by
his interests can be best subserved.
reason of their especial worth.
Legitimate dealers have a place of busi-
They have courted competition because
ness, and they handle only such goods as the "Shaw, "both as to solidity of construc-
are consistent with the business conducted. tion and durability, beauty of design and
"It is the duty of the manufacturer to en- tonal attributes, is able to command a lead-
courage the established dealer instead of ing place. The character of the dealers
assisting competitors to destroy him," says handling these instruments in all sections of
a writer on trade topics. It is true that an the Union is sufficient to demonstrate that
enterprising agent may not have a ware- the Shaw is a piano which sells rapidly,
FACTORIES
house and yet prove himself an energetic and is a product of the first class.
man in selling, but he may not hesitate to
Dealers know it, admire it, believe in it, SAQINAW, MICH.
lower prices should the opportunity be af- and their faith is built on the satisfactory
New Catalogue Just Issued. Address
forded, because he will be under less ex- results which they have had with the Shaw.
pense than the regular dealer, and the We have yet to find a dealer who does not
Legitimate and Illegitimate
Dealers.
T
T
T
The Elegant
Erd
Pianos
and
Harps
Frank H. Erd
...LUNDELL...
Electric Organ Blowing Motors
%
Absolutely Noiseless
S
S
No Cumbersome Belting or Shafting Necessary
Send for Descriptive Circular,
INTERIOR CONDUIT & INSULATION COMPANY
527 WEST 34th STREET,
General Offices and Works :
THE • CAPEN - PIANO
THOROUGH LY U P - T O - DATE
Bourne Piano
New York Representatives:
WINTERROTH & CO.
105 E. 14th Street
NEW YORK
JHHE most value tor the money. The case design is
artistic. The tone, touch and finish are unex-
excelled. Investigate it ! We will make it to your
advantage. Address for catalogues, prices, etc. . . .
Trie Brockpori Piano mfo- Co.
BROCKPORT
N. Y.
Celebrated for its tone, touch, design,
finish, durability and valuable improvements.
Write and find out about our new styles. . .
. BOURNE & SON,
ESTABLISHED 1837.
Manufacturers. . . .
105 T R E M O N T S T . , B O S T O N , f l A S S .