Classic Mode

Music Trade Review

Issue: 1898 Vol. 27 N. 27

Page 13 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
Pointers for Exporters.
WHAT THE AMERICAN MANUFACTURER SHOULD
DO AND WHAT HE SHOULD NOT DO—THE IM-
PORTANCE OF A WELL-ESTABLISHED EX-
PORT TRADE K: MORE THOROUGHLY
REALIZED IN ALL QUARTERS
THAN EVE!' BEFORE.
There has never been a time in the
history of American industry when manu-
facturers realized more fully the import-
ance to them personally of a well-estab-
lished and developing export trade.
For years they have labored to meet the
demands of a rapidly increasing domestic
business, but their development and capa-
city have expanded so enormously that,
notwithstanding a home market of vast ex-
tent, they are able to produce more than is
required here.
This surplus, they have learned, can be
surely and profitably disposed of in export.
For a long time the cry of " cheap foreign
labor" restrained American manufactur-
ers from attempting the foreign field, but
the effects of labor-saving machinery, im-
proved methods and greatly reduced cost
of materials have more than off-set the dis-
advantage, and there is hardly a field of
any importance in which American made
goods do not now compete—and compete
successfully.
What would have been said a few years
ago if it had been predicted that American
cutlery would find a market in Sheffield,
and that American steel rails would win
their way in Brimingham? And yet to-
day these articles and thousand of others
are competing with success throughout the
world.
In foreign countries the people have
learned that American manufactures are
adapted to their needs, and in many instan-
ces have points of superiority over articles
of the same sort formerly sold in their
markets.
The great export trade which has been
developed in recent years has naturally
caused every manufacturer who has not
shared in its advantage to ask why he, too,
cannot come in for a part of this business.
In a general way it may be said that the
conditions governing export trade are the
same as those which govern the domestic
markets.
Some important differences,
however, must be understood and con-
sidered if the seeker after export business
is to succeed.
In export as in all trade the first thing
for the seller to do is to get in touch with
probable buyers, and the best methods of
doing this are the same in both domestic
and foreign business.
A salesman to be of value in a foreign
country must be a man of exceptional
ability, and many requirements enter into
the question of his success which are not
paramount at home. He must not only
understand the merits of his employer's
goods, but must at all times be familiar
with the general business conditions, the
customs, the wants and the language of the
people he is to visit.
In addition he must be energetic and a
man of good business habits, who has his
employer's interest at heart. This is of
prime importance. The foreign salesman
is frequently so placed that communication
w r ith the home office is rare, and the incen-
tive to effort must rest in the salesman
himself. An ambitious salesman can do
more to further the development of foreign
trade than any other means, and he repre-
sents one of the most potent factors that
enter into the question. The employment
of individual salesmen is expensive, and
firms who are making their first bids for
foreign patronage are frequently unwilling
or unable to bear such expense. Local
agents in foreign countries are of great
assistance in such cases, as indeed they are
to those whose trade is already established.
In the case of agents, the requirements are
much the same as in that of the salesman.
The agent must be wideawake and reliable,
or he is apt to prove expensive to the man-
ufacturer.
It is generally agreed by those who have
made a study of export trade that such
agents should not be given exclusive con-
trol of goods in any territory, except in
cases where they are able to guarantee ade-
quate returns. "Competition is the life
of trade," a fact which is as true of the
foreign market as of any other.
The manufacturer should reserve the
right to discontinue such agencies as are
found to handicap the trade or obstruct its
proper development.
LOOK AND LISTEN.
Yes, look at it and see an organ artistically made of the best
materials and with the greatest skill of the most experienced work-
men. Look it all over, from pedals
-, to music rack, and
it's just the same. ^
g 1 A But listen! Ah, if the
look pleased you,
^^
4 ^ £ 1 Iw \ ^ o w m u c h more the
tone? And yet, it \ {^
# fl {J^'M
\ i s n t strange that
fifty years of voicing \ ^ ^ Lw^**^
19
\ r e e c * s should result
in the sweet toned \ ^ ^ ^ # ^ ^
^
-
Estey, ever sweeter
and clearer with eachL__———~~~"
new instrument that comes
from the factory, else what were the uses of experience ?
SEND FOR CATALOGUE
ESTEY ORGAN CO-,
ERATTLEBORO, VT,
Why Not Enforce the Law ?
THIS WOULD AT LEAST PREVENT FALSE
STATEMENTS 15EING MADE WHICH INJURE
LEGITIMATE TRADE.
In his editorial on the department store
question in Music Trades last week, John
C. Freund very properly says the issue "is
not the department store, as such, but the
department store's methods, its false ad-
vertisements, its claim that it is giving the
public full value when, in reality, it is do-
ing nothing of the kind.
"What can be done? What should be
done?
"There is a law in this state against
fraudulent advertising.
Under this law
the piano manufacturers'associations should
engage counsel and cause the arrest of the
managers of all department stores making
fraudulent claims as to the instruments
they have to sell.
"This is what the Jewelers' Association
did when the department stores fraudulent-
ly advertised sterling silver.
"If the piano manufacturers' associations
do not take this action then they are not
worth the powder to blow them to Wash-
ington, New Jersey."
It is timely now to quote the provisions
of this act, aimed at "fake advertising,"
which became a law early in the year. It
is certaraly comprehensive enough to apply
to the department stores' methods of pub-
licity:
"Any firm, person, or partnership of
persons, or any employee of a firm, person,
or partnership of persons, who, either in
the newspapers or other periodicals of this
State, or in public advertisements, or in
communications intended for a large num-
ber of persons, knowingly make or dissem-
inate any statements or assertions of facts
with respect to his or her or their business
affairs, especially concerning the quantity,
the quality, the value, the price, the
method of production of manufacture, or
the fixing of the price of his, her, or their
merchandise or professional work; or the
manner or source of purchase of such mer-
chandise ; or the possession of awards, dis-
tinctions, or the motive or purpose of a
sale, intended to have the appearance of a
particularly advantageous offer, which are
untrue or calculated to mislead, shall be
guilty of a misdemeanor."
Celebrates Tenth Anniversary.
The store of E. Heuer & Co. had its
front finely decorated all day yesterday and
last night a blaze of electric light told the
public that the firm was ten years old, says
the Two Republics, of Mexico City, Mex.
Mr. Harry Heuer was busy all day receiv-
ing congratulations and was prepared with
his usual foresight to make everybody who
called feel as happy as people generally do,
when helping somebody else to celebrate
his birthday. Of course the pianos in the
store were kept busy too.
Andrew Nembach, Jr., manager of the
piano department of Ilsen & Co., Cincin-
nati, O., was last week honored by election
as Worshipful Master of Lafayette Lodge
of Masons.

Page 14 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSTC TRADE REVIEW
Growth of Chicago Trade.
The Indicator in a recent issue says:
The importance of Chicago as a piano-
making center and its gradual growth
from the year 1888, when Chicago-made
pianos first appeared on the market, is
shown in the following table of piano pro-
duction :
Deaths During 1898.
SOME OF
THE
PROMINENT
AWAY DURING
THE
MEN
WHO
PASSED
YEAR JUST CLOSED.
Jan.'18th—John H. Schoener, Reading,
Pa.
Feb. 4 t h Eli M. Bruce, of Estey &
Bruce, Philadelphia, Pa.
Feb. nth—Chas. F. Escher, Philadelphia,
1888 . . . .
6,000
Pa.
1889
7,500
Feb. 17th—C. H. Henning, of Henning
1890
9,coo
Piano
Co., Brooklyn, N. Y.
1891
12,000
Mar.
1st—Chas. Dieckman, connected
1892
14,000
with
Decker
Bros., Bremen, Germany.
1893
12,000
Mar.
12th—Samuel
S. Wright, organ
1894
15,000
builder,
Philadelphia,
Pa.
1895
20,000
Mar. 30th—Geo. H. Zincke, Brooklyn,
1896
TI,5OO
N.
Y.
1897
25,000
2
April
4th—C. G. Ericsson, father of C.
1898
3'- 5°
A.
Ericsson
of Ludwig & Co., New York.
Here is a substantial growth, indeed,
April
6th—S.
S. Stewart, of Stewart &
and one that is based on a foundation so
Bauer,
Philadelphia,
Pa.
solid that it cannot be shaken by any un-
April
25th—Prof.
Wm. Andrew, music-
toward circumstance that may arise. In
dealer,
Austin,
Minn.
1888 there were 6,000 pianos produced in
April 30th—Geo. W. Rose, piano tuner,
Chicago; in 1898, 10 years distant, there
Westfield,
Mass.
were about 30,000 pianos produced in this
April
30th—John
Lumsden, President of
city, an increase of 500 per cent. Can
vStarr
Piano
Co.,
St.
Louis, Mo.
anyone, in the face of this statement, ques-
May
24th—W.
C.
Antisell,
piano manu-
tion the importance of the town as a cen-
facturer,
San
Francisco,
Cal.
ter of the piano-making industry?
June 25th-—James Lewis, Springfield,
. In the manufacture of organs Chicago
Mass.
also occupies an enviable position, and the
July 30th—Rodolph Gross, of Wessell,
ratio of progress in the organ manufacture
Nickel
& Gross, New York.
has been quite as gratifying as it has been
vSept.
13th — Weston P. Wingate, for
in the piano line. The production of or-
many
years
agent for Geo. P. Bent, Kan-
gans fluctuates more than the production
sas
City,
Mo.
of pianos, because the latter has a more
Sept. 27th—Francis F. Capen, President
steady demand than the organ. The fol-
of
Brockport Piano Co., Brockport, N. Y.
lowing table will show that the Chicago
Oct. 13th—Hugh Hardman, founder of
organ output for 1898 is extremely satis-
factory, and while it proves that the organ Hard man, Peck & Co., New York.
Oct. 22nd—C. F. Zimmerman, inventor
is yet a very live factor in the musical life
of the nation, it also proves that Chicago, of the Autoharp, Philadelphia, Pa.
Nov. 23d—James K. M. Gill, vice-presi-
as an organ-producing center, .is the fore-
most city in the United States. It is a dent of the Straube Piano Co., Chicago,
fact that no other state, to say nothing 111.
about any other city, can show the number,
Dec. 9th—John Abbott, Newark, N. J.
or anything like the number, of organs
Dec. 23—Henry E. Hempstead, Kasson,
that the organ manufacturers of Chicago Minn.
place upon the market annually. The or-
Dec. 28—F. W. Zeidler, father of Paul
gan production for the io years from 1888 M. Zeidler of Strich & Zeidler, New York.
is shown herewith:
i838
20,000
1889 . . . . :
25,000
1890
1891
18
" .
2
9
• ••
1893
1894
1895
1896
1897
1898
. 40,000
50,000
55>°°°
40,000
35,000
40,000
30,000
50,000
62,500
Columbia Piano Co.'s Papers.
[Special to The Review.]
Albany, Dec. 28, 1898.
The Secretary of State received to-day
from New York a certificate of incorpora-
tion of the Columbia Piano Company so
damaged by fire that it could not be filed.
It was accompanied by a letter from the
postmaster saying that it had been damaged
while being transmitted through a postal
tube.
Trade Hark Rights.
No person can gain a right to use a
trade-mark, except by being the first to use
it, or by getting permission of the person
who was the first. The original right
arises wholly from priority of use. Regis-
tering the trade-mark does not strengthen
his right, nor can it confer the right upon
any person not previously entitled to it.
Registration simply furnishes the owner of
a trade-mark with a convenient means of
warning other people of his title, and with
a new source of evidence if his claims are
disputed. When he applies for registration
his application must be accompanied by a
written declaration to the effect that he has
at the time " a right to the use of the
trade-mark sought to be registered,
and that no other person, firm or cor-
poration has the right to such use,
either in the identical form or in
any such near resemblance thereto as
might be calculated to deceive." If a
person has registered a trade-mark, suppos-
ing that he had title to it by virtue of pri-
ority of use, but afterwards discovers that
he was mistaken in his supposition, his
clear legal duty is to abandon the trade-
mark. The real owner, he who was first
to use the mark, need not make applica-
tion anywhere in order to perfect his title,
but he may go into court and prevent any
other person from using his mark upon
the same kind of goods, whether the latter
has registered the trade-mark or not.
The business of Allstrom & Co., Red
Bank, N. J., has been purchased for
$17,000 by Frank C. Storch, formerly with
Sohmer & Co., who will continue it.
OPPORTUNITY FOR SALESMAN^"
An excellent position awaits a young man of
hustling abilities who can show results. The
field in which he will operate is New York
and vicinity. Gotham Warcrooms, care of The
Review, 3 East 14th Street, New York.
ACCOMPLISHED TRAVELER
A young man who has had an extended acquaintance
with both the wholesale and retail trade of this country
desires to associate himself with a concern where intelli-
gent and persistent work will be appreciated. Has an
intimate knowledge of the automatic field, and is com-
petent to establish and superintend branches. Address
H. Traveler, care T h e Review, 3 E. 14th St., N . Y .
A SPLENDID FACTORY
OPPORTUNITY.
A well equipped piano factory, located in a manufactur-
ing city, easy of access to all parts of the country, is for
sale. This plant has all the necessary accessories for the
production of pianos. The name is well known, thousands of
instruments having been sold over the country from the
Atlantic to the Pacific. A regular output Is assured If party
purchasing did not desire to buy factory a lease on suitable
terms could be secured. A moderate amount of capital
would be sufficient to purchase the entire machinery and
stock which is now being manufactured Parties who de-
sire to investigate this matter can address: "Factory Oppor-
tunity," Care of The Review, 3 E. 14th Street, New York.
A CT1VE SOLICITORS WANTED EVERYWHERE FOR
xA."The Story of the Philippines" by Murat Halstead, com-
missioned by the Government as Official Historian to the War
Depariment. The book was written in army camps at San
Francisco, on the Pacific with General Merritt, in the hospitals
at Honolulu, in Hong Kong, in the American trenches at
Manila, in the insurgent camps with Aguinaldo, on the deck of
the Olympia with Dewey, and in the roar of battle at the fall of
Manila. Bonanza for agents. Rrimful of original pictures
taken by government photographers on the spot. Large book.
Low prices. Big profits. Freight paid. Credit given. Drop
all trashy unofficial war books. Outfit free. Address, F. T.
Barber, Sec'y., Star Insurance Bldg., Chicago.
Mehlin
Pianos
Factory, 461 to 467 West 40th St.,
New York.
'A Leader
among
Leaders."
Main Office and Warerooms :
27 Union Square,

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