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THE MUSIC TRADE REVIEW
Henry B. Fischer on Association Topics.
TRADE CREDITS A VITAL ISSUE'—HOW THE REMEDY CAN BE EFFECTED A CENTRAL BUREAU-
WHAT HAS BEEN GAINED BY ASSOCIATION PIANO STYLES—FALL PROS-
PECTS TRADE ADVERTISING
THE TRADE JOURNALS.
No list of prominent piano manufactur-
ers in the United States would be com-
plete without the names of Henry B. and
Adolph H. Fischer. The firm of J. & C.
Fischer is well known and highly respected
in every branch of the trade, for several
good reasons. To give each of those
reasons in detail is not necessary. They
have long been public property. One,
however—and an excellent one—is their
evident desire to do all in their power to
assist in maintaining the good name and
prestige of the piano making industry in
this country. This desire they have ex-
pressed in many ways. As an evidence of
good faith they now take and always have
taken an active interest in the work of the
American Piano Manufacturers' Associa-
tion.
In view of the fact that an early date
has been set for the next meeting of the
association—an event likely to be memo-
rable in the history of the trade^—The
Review, in the course of this week's busi-
ness visits, took occasion to talk with Henry
B. Fischer on association topics. Other
subjects were briefly discussed, but the
probable action of the parent organization
at this or subsequent meetings, along
certain lines, was considered first of all.
"In the discussion of current topics of
interest to the trade, at future meetings of
the association, Mr. Fischer," said The
Review, "which, in your opinion, should
receive the earliest consideration?"
Without a moment's hesitation, Mr.
Fischer replied: "The question of trade
credits, undoubtedly. It is a vital issue,
and no time should be lost in dealing with
it."
"The present system, or lack of system
in this connection, is generally acknowl-
edged to be highly detrimental to the best
interests of manufacturers and their cus
tomers, Mr. Fischer. What do you think
would be a suitable and effective remedy ?''
"On the booksof nearly all the manufac-
turers to-day are names of certain undesira-
ble people. They are 'N. G.' in every sense
of the phrase and they ought to be gotten rid
of. As matters stand at present, manufac-
turers are compelled to go through more or
less experience with these people, some-
times paying very dearly for it. No direct
information can be secured in the majority
of instances. As soon as one manufacturer
tires of a man or firm having bad credits
or no credit at all, he 'dumps' him and that
process is continued all along the line.
"The remedy is simple. The association,
now consisting of a few, comparatively,
should include all. The petty jealousies
which have never ceased to exist between
manufacturers—no one could ever explain
the reason for their existence—should be
thrown to the winds. A broad, liberal,
vigorous policy should be inaugurated and
supported, for policy's sake, if for no better
reason. By working shoulder to shoulder,
the lines could be clos"ely drawn around the
pests who have neither capital nor con-
science. The association would make it so
hot for them that they would be compelled
to quit. And have they any claim to re-
main in the trade? I maintain they have
no claim whatever."
"If the question of credits comes up in
the near future, then, you will be an ear-
nest advocate of reform ? "
"Most decidedly. The question will
come up, and very soon. It is bound to
take a prominent place among subjects for
discussion, because the financial interests
of all are involved."
"Have you in mind any practical plan
for stamping out the evil, Mr. Fischer—
taking it for granted that the manufactur-
ers will realize before long the wisdom of
getting together for mutual protection ? "
"Yes. A central bureau of credits, deal-
ing only with the interests of piano manu-
facturers, could be established say in New
York. Its business would be chiefly to
advise manufacturers as to the commercial
standing within the trade of persons
and firms desiring credit, and to call for
information along that line for the benefit of
such members of the association as might
desire it."
"Do the objects of the association, as
stated in its charter, cover, in your opinion,
every point of business advantage, or do
you think its scope might be extended
with benefit to the members?"
"I do not see that there is much room
for expansion, provided the leading idea
of the association is carried out. That
idea is to secure protection of business
interests in a manner otherwise impossible.
So long as independent action alone is
relied on, many advantages must be lost or
forfeited."
"So far as you have observed during
your years of membership, Mr. Fischer,
what has already been gained to the indus-
try by the joining of forces in the associa-
tion ?"
"The greatest good yet accomplished has
been the gradual elimination of the unex-
plainable petty jealousies I referred to just
now. Only manufacturers who have kept
closely in touch with the association can
realize fully how much real benefit has
been wrought in this way. I do hope that
all manufacturers who have so far held
aloof will, in the near future, see the wis-
dom of practical support. What can be
achieved for mutual advantage in carry-
ing on legitimate trade under such desir-
able conditions is only limited by the re-
sources available."
"Can the work of the association be ac-
complished more satisfactorily, do you
think, as an independent organization, or
would amalgamation of all similar organiza-
tions within the trade be advisable? "
"In my opinion, all persons and firms
having these identical interests—the man-
ufacture of pianos—should be united.
Other branches of the music trades, or as-
sociations including other branches, would
only find themselves 'at sea' if included. If
piano manufacturers are members of sim-
ilar societies in other branches, they would
reap a direct benefit, it seemsto me, by also
belonging to the association."
"To refer briefly to your own business,
Mr. Fischer, The Review will ask a ques-
tion or two under important headings.
First, as to styles. The Fischer styles in
grands and uprights have always received
hearty commendation. Do you make a
specialty of new designs, and if so, do you
employ experts in preparing them?"
' 'The preparation of new styles has always ~
been a subject of special study with us—in
fact, as you indicate in your question, it
has been and now is one of the reasons for
whatever prominence in the trade we may
enjoy. We have constantly in our employ
several experts, part of whose duty it is to
submit, at certain regular periods and to
order, new designs for grands and uprights.
We have at this moment a number already
drawn, ready for use when required."
"Do you anticipate a brisk fall trade—
more than you looked forward to a year
ago. If so, why?"
"We expect a good fall business, but
not brisk. It is a little early for that yet.
There are good reasons for our expectation.
Comparison of sales made in June and
July, 1896, with those recorded for June
and July, 1897, shows an increase this year
of fully twenty per cent. Then the general
indications are full of promise. Outside
of the tariff settlement, it is easy to note
other never-failing signs, such as good
crops, low rates of interest for money,
particularly in the West, and a dozen other
indications, all pointing to prosperity."
"A word or two about advertising. The
Fischer products are largely and systemati-
cally advertised in the music trade journals
and other channels. Have you ever had
reason to regret your expenditures in this
direction? "
"No, we have not."
"Do you think such results as may fairly
be attributed to advertising could have
been attained by any other means? "
"I do not."
"Now to come nearer home, The Review
would be glad to know your opinion as to
the utility of trade journals. It has been
said very recently by a well-known piano
manufacturer that there is room for im-
provement in the conduct of music trade
journals. Do you agree with him, and if
so, along what lines, in your opinion,
should the improvement be made? "
"I do agree with the view that there is
room for improvement. My opinion is
that a trade journal is a business enter-
prise, and should be considered as such.
Its business is, I take it, to give the news
and to deal in facts, with such editorial
comment as may be pertinent to the live
issues of the day, so far as they affect the
piano and kindred trades. It is not part