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THE MUSIC TRADE REVIEW
39
THE "SMALL GOODS" TRADE
The "El Capitan" Banjo.
RETTBERG
& LANGE'S LATEST SPECIALTY
HIGHLY SPOKEN OF.
Rettberg & Lange have been fortunate in
putting their "El Capitan" banjo on the mar-
ket just at the time when banjo playing
comes once more into vogue among the fash-
ionable set.
The banjo has been of late years a constant
favorite with amateurs and professional in-
strumentalists, and considering the many at-
tractive instruments of this class now before
The Helochord the Latest.
[Special to The Review.l
Providence, R. I., Feb. 28, 1898.
The melochord is a new musical instrument
invented by Dr. Frank L. Patch of this city,
unique in design, of adaptability and great
power.
The construction of the shell is
somewhat of a departure from the ordinary
mode, embodying novel ideas, all tending to
give a wonderful resonance to the vibratory
sounds of the strings, a delicate sweetness of
tone and at the same time a great volume of
sound without harshness. Its resonance is
FRONT AND BACK VIEW—" EL CAPITAN" BANJO.
the public there seems to be really no reason
why it should not continue to increase in
favor without intermission.
The illustrations on this page represent the
new Rettberg & Lang« specialty, the "El
Capitan.' 5 Jobbers have been handling it for
several weeks and find their customers well
pleased and renewing orders.
The rim is half ebony and half nickel, hand
polished inside and out. The neck is of
cherry, beautifully polished, inlaid with fancy
pearl ornaments. The "El Capitan" has a
heavy finger board and fancy grooved hoop,
with twenty-four professional brackets.
Hi-rman Baehr left on a brief tour Monday.
NATIONAL
Musical String Co.
"BLACK DIAMOND"
"NONPAREIL"
Manufacturers and
Importers of High Grade
Strings for Musical In-
struments and dealers in
all kinds of Music Wires.
Factory, New Brunswick,
NEW JERSEY.
remarkably musical, mellowing the vibrations
of the strings, producing a concord of har-
monious sounds, a rich, captivating melody.
In use the instrument stands perpendicularly
on the knee, bringing the strings in a position
to be manipulated by the fingers of both
hands. Two or more strings may be struck
at the same time, enabling the performer to
play an air with a bass accompaniment.
There are six strings, which gives a compass
permitting the performance of all classes of
music. No stringed instrument now in use
is its equal, in any respect. Its merits are
obvious as soon as the player twangs the
strings, and evokes its musical possibilities.
The instrument was designed by Dr. Patch
himself and is a high tribute to his musical
ability, skill and workmanship.
" I t is all a mistake," said he, "for retailers
to cut prices just because a traveling agent,
with perhaps several assistants, invades a
town for a few days to sell zithers.
"The agent fixes a certain price for instru-
ments—so much for cash, or so much on in-
stallments. The town is thoroughly canvassed,
and when this is done, the agent and his men
leave and pass on to the next. They have
finished two kinds of work. First, they have
sold say one or two hundred instruments;—
more or less. Next they have introduced the
instrument to many people who cannot or will
not sign any agreement at the time, but who
bear the visit in mind.
" This latter class is larger than that of ac-
tual purchasers.
"Now, how is the dealer affected? If he
keeps quiet, recognizing the fact that these
agents have been doing the very thing—
missionary work—that he cannot or will not
undertake himself, he can dispose of his
zithers—after the agent's leave—at a stand-
ard price, no lower than that asked by the
agents,—to the people who were not ready to
buy when the agents came along, but get
ready later.
" If he kicks up his heels, as some have
done, and inserts flaring advertisements in
the local dailies, charging the agents with ex-
tortion, etc., etc., and cuts his price,
he may get* a few people to buy from him at
the time he makes the rumpus, but, after-
wards, the people who would willingly have
paid what the instruments are really worth,
call and demand them from him at his own
cut price.
" I s there any sense in such conduct?—if
there is I fail to see where it comes in. I
hope that in good time retailers will see the
utter folly of cutting prices against traveling
agents. They ought to encourage them. In
fact it would pay them to stand board and
lodging as long as the men stay in the town."
There is good news this week, as usual, at
the Gratz warerooms. Mr. Gratz and Mr.
Ingersoll are both sending in excellent reports.
Pierce of Phonoharp Fame
TALKS ABOUT PRICE CUTTING
MATTERS.
AND
OTHER
Phonoharp Co. interests are away "above
par" in these days. They cannot make
Columbia zithers fast enough to meet de-
mands and are constantly adding to the ex-
pert help at the factory.
In a talk with J. Leverett Pierce at the
New York office this week, reference was
made by him to the fact that retailers in the
smaller cities often antagonize the traveling
agents.
Honor to Whom Honor is Due.
Twenty-seven highest awards and
medals granted to "Bay State" Guitars,
Mandolins, Banjos, Zithers and Flutes,
are silent but eloquent testimonials of the
superlative merit of these instruments.
Professional players and teachers in every
part of the East, West and South endorse
them.
CORRESPONDENCE SOLICITED.
JOHN C. HAYNES & GO.
New York
BOSTON
Philadelphia