Classic Mode

Music Trade Review

Issue: 1900 Vol. 30 N. 6

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE ADVANTAGE OF CASH.
T H E average piano merchant recognizes
the fact that prosperity is all over
the land, and possibly to a greater extent
than ever heretofore, with the prospect of
staying with us for an extended period.
He realizes also that the wage-earner for
the services he can render receives a great-
er remuneration than he has been getting
for many years past, therefore he is placed
in a position where he is enabled to purchase
better home accessories than has been his
lot for many years. He realizes too that
when such conditions prevail it pays to
make a stronger effort than ever for the
securing of large slices of cash trade. He
recognizes the obvious advantages of sell-
ing for cash. Then, too, if he has figured
minutely into the real cost of selling pianos
he knows well that the extended credit
business is not profitable, and that while a
large business looks well on paper when
its net profits are boiled down they are
very small indeed. He realizes too that
the loss from poor collections, people who
move away, the details of bookkeeping,
collecting, freights, salaries, advertising,
all run up into astonishing figures, and
when pro-rated among the pianos which
are sold annually, there is oftentimes a
surprising cost figure to attach to each
instrument.
From careless or indifferent habits the
expense account in connection with piano
sales is very largely increased to an extent
that is really surprising if each item is not
followed up closely in detail. In fact there
are some men conducting retail establish-
ments in such a loosely jointed way that the
result of these habits cause a veritable sieve
in the line of expense through which is fil-
tered the year's profits.
A well-known Western dealer while dis-
cussing this subject recently, in the office
of The Review, remarked: "We have cost
schedules on the expense of selling pianos,
both in city and in country, and we care-
fully figure everything which enters into
the expense of our business, and the man
who fails to do this is rearing his business
edifice on a foundation of sand which may
cause the structure to crumble at any mo-
ment. We use all the intelligence and
brains of everyone connected with our es-
tablishment to the end that they may ren-
der better and more faithful services in
the way of securing cash sales. Since The
Review first began to agitate this matter
we have got well out of that unprofita-
ble part of the installment business, and
our condition to-day is satisfactory, as both
my partner and myself are keenly alive to
the benefits of securing cash business.
When I come East I buy for cash, and I
THE MUSIC TRADE REVIEW
n
secure all the advantages which I can from
the manufacturers, and I find that cash is
a mighty persuasive sort of an argument
to use in arranging for a carload or two
of pianos."
umentary proofs that the edition of The
Review reaches more than several thous-
and copies per week. We have carefully
refrained from making exaggerated state-
ments, we have persistently refused to pay
tribute to the blackmailing propensities of
certain newspaper agencies, and as a con-
sequence thereof have invariably failed to
receive justice at their hands.
We have in mind two malicious attempts
to injure The Review by the publication
of false statements. One concern now has
several law suits on hand brought by repu-
table publications who have been com-
pelled to right the wrongs done them
through expensive legal procedure. The
expense, annoyance and time lost in seek-
ing redress in the courts hardly warrants
one in bringing legal action. Piano manu-
facturers who have in time past taken legal
measures against the journalistic black-
mailer have found that his wily elusive-
ness in something astounding. It is the
same with all creatures of that class.
SOUTHERN JUSTICE.
DIANO manufacturers have had many
unhappy experiences in some of the
Southern States where law and right are
not always found together. There is a
well grounded belief among some manu-
facturers that too frequently there is collu-
sion between the lawyers who represent
them and the parties from whom they are
endeavoring to secure rightful claims.
It does seem strikingly odd why a lawyer
should be drawing fees from both sides as
well as from several companies which he
helps to organize which are direct outcomes
of business dealings between his clients.
Some of the time he may sit on the bench
and dispense justice and at the same time
draw fees from these different parties for
whom he is supposed to work.
It is pretty difficult for a far away man-
ufacturer to secure his rights in such local-
ities as Roanoke, Va., for instance, where
oftentimes the companies which change
names over night are intimately associated
with lawyers and the courts to such an ex-
tent that the very men whom Northern
manufacturers employ to protect their
rights are interested in these chameleon-
like corporations.
There will be an overhauling of these
matters some day, because manufacturers
in the North will refuse to maintain busi-
ness dealings in localities where they are
afforded such farcical protection in the lo-
cal courts. There are many honorable
dealers throughout the South, and unfor-
tunately for the South's good name, there
are many dishonorable ones as well, but
the law as it is dispensed in many South-
ern towns, does not afford \ manufacturer
the protection which his interests demand.
REVIEW GRAINS.
T H E slogan of the progressive dealer
this year will be a quality leader in-
stead of a price leader, and it is that very
question of quality which will stiffen the
vertebrae of every piano salesman in
America. If quality is talked instead of
price, business is built up, is broadened,
public confidence is restored, but when
quality is side-tracked for a price leader
business begins to degenerate and run
down at the heel. It becomes warped
and crooked. Confidence is lost. If we
want to hold a good business we want to
get on a good quality kopje and instead of
having our reserves laagered in price let it
be quality. No better trade slogan for the
year.
T H E R E are some papers to-day which
have not graduated from the school
of indiscriminate puffery. Practically the
same language is used in referring to all
pianos, whether of the highest or the lowest
grade. No apparent effort is made to se-
cure news,but poorly written sentences em-
bodying school-boyish praises seems to be
about their only stock in trade. What
value such journals possess to manufac-
turers is indeed difficult to determine.
INCORRECT RATINGS.
A LL the ratings of newspaper agencies
regarding circulation amount to noth-
ing in face of actual proofs supplied by the
publisher in the way of paper, binding and
postal receipts. There are some news-
paper agencies which .are organized on
lines which closely approximate blackmail. ' ' T_T OW do you keep so young? " asked
The Review of a well-known mem-
A petition from them for an itemized state-
ment regarding circulation is usually supple- ber of the trade recently, who, although
mented by an urgent request for an adver- well advanced in years, is as sprightly as a
youth.
tisement.
"Work," he replied. "It is the best
We have invariably taken the position
that our advertisers only are interested in tonic for remaining young and vigorous.
the circulation of The Review, and to them More men rust out than wear out. I never
we are willing to submit unquestionable doc- went into speculating, and I learned easily
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
12
THE MUSIC TRADE REVIEW
that you can't get something for nothing.
I plodded for all I have own and I feel
better for it."
\ 1 7 I T H the Exposition at Paris, the Pan-
American at Buffalo, the one which
is now planned for St. Louis, piano manu-
facturers will be afforded ample opportuni-
ties for the exploitation of their wares ex-
positionally for the next few years. De-
pend upon it, there will be some surprises
at Paris, and there will not be that row
which has become such a distinguished
characteristic of expositions in this country.
A. S. Capehart, chief of the Liberal
Arts and Chemical Industries, is now in
Paris where he will exercise an intelligent
oversight on all matters connected with his
department which includes pianos and
other musical instruments.
'"THERE is a great deal of talk now of
forming a varnish trust, and it is said
the arrangements have been considered
with much favor. One of the best reasons
which may be attributed to the desire on
the part of the varnish men to form a com-
bination is the present unprofitableness of
the varnish business. When'business is
poor and unprofitable the trust germ
thrives.
Kimball in Grand Rapids.
WILL MAKE IT HEADQUARTERS FOR WESTERN
MICHIGAN.
[Special to The Review.]
Grand Rapids, Mich., Feb. 5, 1900.
It is announced that the W. W. Kimball
Co., of Chicago, have rented for a term of
years, store rooms 47-49 Monroe street,
and will make Grand Rapids their head-
quarters for all Western Michigan. Mr.
W. E. Strong, of Traverse City, Mich.,
will be manager. The company has bought
from W. H. Cotter, trustee, the remaining
portion of the C. B. Detrick stock, consist-
ing of Hallet & Davis, Bradbury, and
other pianos, but they will soon have a
large and well selected stock of the famous
Kimball pianos, also Kimball reed and
pipe organs on hand. The store will be
repainted and redecorated. Altogether it
will be one of the handsomest music stores
in the country and a credit to the city of
Grand Rapids.
To Arrange for Sousa.
Henry Wolfsohn, the well-known musi-
cal manager, was a passenger Wednesday,
on the "St. Paul," which left for Europe.
He will go direct to Germany where he
will make the preliminary arrangements
for the appearances of Sousa's band in
Berlin, Dresden, Hamburg, and Leipsic
and other large German cities. The tour
will begin about the last week in May and
will continue until July 4th, when the band
will begin its engagement at the Paris Ex-
position. Mr. Wolfsohn expects to be in
New York again about the middle of
March.
Frank J. Sohmer Traveling.
A Successful Haines.
Frank J. Sohmer, nephew of Hugo Soh-
mer, representing Sohmer & Co., started
on Monday for a lengthy trip in the South,
Southwest and Northwest. Frank Sohmer
is fortunate in possessing many of the at-
tributes essential to success in business,
notably sincerity, modesty and a courteous
demeanor. As a worthy ambassador of
the Sohmer firm, he is certain to meet
with a fitting reception wherever the Soh-
mer products are known and appreciated—
truly a wide area!
THE BIG PLANT AT ROCHESTER, N. Y.,
OPERATED BY HAINES & CO. WILL BE EN-
LARGED—-A WONDERFUL BUSI-
NESS DEVELOPMENT.
Patents and the Exposition.
The French government has recently
passed a law pertaining to inventions and
trade-marks of articles to be exhibited at
the exposition, in Paris, this year. The
regular French law governing patents does
not permit the exhibition of an invention
in French territory prior to the application
for a patent. The new law gives the in-
ventor until three months after the close
of the exposition to apply for a French
patent. Under the old law the importation
of a patented article into France without
permission from the government vitiated
the patent right, but the new law provides
that exhibits may enter the country with-
out danger to existing patents. The reg-
ular law requires that patented articles
must be made in France within a certain
time after the patent has been granted.
The new act provides that all holders of
French patents who may exhibit such ar-
ticles as are covered by their patents will
be entitled to count the period of the ex-
position and three months' additional time
as equivalent to manufacture in France.
This will effect a saving in many cases
equal to the cost of exhibition, especially
in complicated construction or large ar-
ticles of manufacture. The exposition
opens Saturday, April 14, and closes Mon-
day, Nov. 5. The laws of France against
counterfeiting trade-marks are severe,
having a penal clause, accompanied by
seizure of goods bearing the infringement.
The new act outlines the method of pro-
cedure against counterfeits. The official
list of trade-marks and copies of the French
patent and trade-mark laws and treatises
thereon are placed at the disposal of ex-
hibitors without charge by the United
States Trade-Mark Association, Mutual
Life Building, New York, in order that
exhibitors or their representatives may
know in advance what trade-marks are
registered by the French government.
An Illinois Incorporation.
Among the certificates of incorporation
granted by the Secretary of State of Illinois
this week was that of the Frank R. Davis
Piano Co. ofAltona, with a capital of $18,-
000. It is intended to deal in music and
musical instruments. Incorporators, Frank
R. Davis, James E. Kelsy, T. S. Davis.
Ludwig & Co. have received a big order
for prompt shipment to Wheeling, W. Va.
Within the last few days four carloads of
the Ludwig products have been shipped
to the Pacific Coast.
In looking over the entire piano field it
would be difficult indeed to locate a firm
which has developed such a phenomenal
business within a few years as have Haines
& Co., of Rochester. The secret of the
success of this institution does not lie in
the Haines name but in a value which has
been embodied in the instruments pro-
duced by that corporation which has been
quickly appreciated by expert buyers.
When we consider the small beginnings of
years ago and indeed the immense weekly
output of that institution to-day we are
compelled to admit that there must be a
force and virility behind it which is to be
admired in order to have evolved such an in-
dustry within a comparatively brief period.
During a recent chat with members of
the Haines corporation regarding the phe-
nomenal increase of business, a statement
was made which will interest readers: "It
has been our aim to produce instruments
of exceptional value and admitted worth.
While it is generally admitted that we have
steadily bettered our product, yet we do
not wish to reach a price which is prohibi-
tory in securing a trade from the great
masses, who, in our estimation, are the
buying public of to-day. We are now
way behind in orders, but we intend to
catch up in the near future, for we are in-
creasing our capacity gradually so that in-
side of sixty days we will be able to pro-
duce from fifteen to twenty pianos per day."
Surely that is a business of sufficient
magnitude to satisfy ordinary business
men, but George Foster and Wm. B. Arm-
strong are not content with the position
that they have won in the piano manufac-
turing world, they are intent upon achiev-
ing a still higher position in the industry.
Fire in Little Rock, Ark.
[Special to The Review.l
Little Rock, Ark., Feb. 3, 1900.
Through a fire which occurred to-day in
the building occupied by the Dickinson
Arms Co., whereby a quantity of dynamite
and giant powder exploded with tremen-
dous force, the Hollenberg Music Co. 's
store came very near to being destroyed.
The firemen succeeded in preventing
any damage being done.
A Fifty Per Cent. Increase.
The Review had a brief talk with Joseph
Shoninger, of the B. Shoninger Co., at the
Shoninger warerooms, on Wednesday, and
learned, in response to an inquiry, that
examination of the firm's books for 1899
showed an increase of fifty per cent, over
1898 in output actually sold. "And the out-
look is," added Mr. Shoninger, "that 1900
will show a considerable increase over 1899."
The Shoninger representatives in every
section have expressed themselves as well
pleased with the new Shoninger catalogue
and have indicated their appreciation in a
practical way by increased orders. The
new styles without exception, meet with
warm approval.

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