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THE MUSIC TRADE REVIEW
in those days was very seriously considering
the feasibility of devoting a large space in
his Philadelphia store for the display of
pianos and organs. It was then stated that
application had been made for the Weber
agency in Philadelphia, as well as other lead-
ing pianos.
When he actually entered the field as a
piano merchant, we stated that the average
dealer could learn much from his methods.
Recent developments would seem to uphold
the correctness of our opinions. The sen-
sible business way is to learn what methods
are successfully employed by distinguished
business concerns. Indifferent and scorn-
ful attitude towards great mercantile organ-
izations, which are constantly increasing the
variety of their wares by adding more spe-
cialities, does not help the cause of the spe-
cialty merchant, no matter if his line be
pianos, jewelry, or books.
CATALOGUE HOUSE COMPETITION.
A READER of The Review, from Texas,
writes that it is pretty hard on the
local dealers in all lines to see the cash sent
to the Chicago catalogue houses, while the
home merchants have to give extended credit.
Naturally, under those conditions, the local
merchant feels that he is being "worked" to
a certain degree, yet the piano man should
be up and doing—fight fate and the cata-
logue men, pursue his "prospects," learn to
labor for his dollars, and wait for them.
Get a piano as cheap as the catalogue man
offers, and show it up with a quality piano
as a background. Talk quality rather than
price.
The local dealer, even though in business
not entirely for health, but for his own ben-
efit, is still a public convenience, and most
reasonable people will contribute in the form'
of a legitimate profit to sustain a local store,
provided the right kind of arguments are
brought to bear upon them.
In smaller towns patriotism will be found
to be a potent argument. Let our Texan
subscriber ask some of the people who are
liable to be won over by the seductive argu-
ments of the catalogue house a few questions
such as these:
Do Messrs, S. Highhound & Co. pay any
license to this county ?
Do they pay any tax here ?
Do they employ any clerks who live in
this town, and spend their wages here?
Do they patronize the butcher, or baker
around the corner, or any other merchant
in this town ?
Do they contribute to the support of our
churches, schools or theatres ?
Are they your friends in any way?
Do they treat you as an honest man and
trust you even for a paltry dollar or two?
Had you rather send a few of your hard-
earned dollars to buy one of their rattle-
trap pianos, or had you rather spend it among
people who are interested with you in this
section's welfare?
If the goods are damaged in transit, who
is out of pocket?
FLOTSAM AND JETSAM.
T"* HERE has been a striking evolution in
the methods pursued in the manufac-
turing and sale of pianos during the last
half of the century's growth. A half cen-
tury ago the dealer hunted up the manufac-
turer and offered him almost any price for
his pianos. Now the manufacturer is hunt-
ing the dealer and offering him, in many in-
stances, convincing inducements to take on
his wares.
A half century ago the piano purchaser
sought the piano merchant, and such a word
as "prospect"—that word now so prominent
in the piano vocabulary—was unknown in
the piano trade. We believe S. R. Leland,
father of F. A. Leland, the piano merchant
of Worcester, Mass., was the first man to
advertise pianos on installments in this coun-
try. He was the first man to sell Chickering
pianos outside of Boston.
After the Civil War the ancient trade edi-
fice was demoralized and upon its ruins was
built what we may term the piano system of
to-day, and, of course, none of us would de-
sire to eliminate the installment business, be-
cause, if we did, a large portion of the piano
trade of this country would be swept along
with it. At the same time, it is advantageous
to business interests to make the installment
payments as large as possible and to cut
down the time limit.
""P HE subject of the proposed piano trust
is just now receiving extended comment
in the columns of the trade press. As a matter
of fact, The Review was the first to explode
this trust myth and demonstrate to the entire
trade the fraud, misrepresentation, back of
the whole project.
It was three weeks ago when we exposed
the trust sham by securing the opinions of
nearly every leading piano manufacturing
concern in America. Thus the attempt to
stampede the industry was blocked.
\ X / E haven't heard of the Funston Piano
Co. as yet, and that reminds us that
that name ought to ring pretty well from
Manila to Guam, from Honolulu to 'Frisco,
from 'Frisco to Ponce.
Who will be the first to launch the Funston
piano on the market?
Some wag might say that it should be
played with a crank, on account of the Kan-
sas origin of the name.
f"\NE of the features of the Pan-Ameri-
can Exposition will be the illumina-
tion of Niagara at night by means of a pow-
ful search-light. The Falls themselves will
furnish the power, and should the Falls at
any time drop off a trifle, and fail to sup-
ply the necessary power, it is said that the
trust schemer will be on hand to do a little
blowing, so there will be no fear that the
illumination will be lacking at any time.
SUBSCRIBER asks: "What methods
A
do you suggest to increase our piano
business ?"
We should say, advertise liberally.
Keep your eye on your competitor, and
your cash balance on the right side of the
ledger.
Get a reputation for promptness in every-
thing.
Keep quality always before price, and it
will pay.
Work on a basis to get as large cash pay-
ments as possible on all piano sales.
Mix up plenty of hustle with this pre-
scription and take it in as large doses as you
can well digest. If this doesn't work suc-
cessfully, write again.
C EAR of American competition has grown
to the dimensions of a perfect craze with
European countries. Some months ago, we
made reference to a black list circulated by
some members of the German trade who con-
jured up the terrible effects of American com-
petition. A similar state of panic prevails in
Great Britain where every day, apparently,
a fresh development of American enterprise
is threatening the English industry, that is,
if the British press is to be believed.
We understand that in Vienna it has been
soberly suggested that an international de-
fense league be formed to protect Europe
from being pauperized by the inflow of
American products. This defense league is
to take the form of protectionist tariffs dis-
criminating against American products.
Count Gomchowski's speech in 1897 advo-
cating counteracting measures by European
peoples in the coming economic war with
trans-oceanic countries has been raked up as
indicating the true policy to protect Europe's
commercial future.
D Y referring to an announcement made
elsewhere in this publication, it will be
seen that The Review offers a cash prize for
the best essay upon the future of the depart-
ment store as a piano distributing factor.
There are a number of our readers who have
decidedly passed upon this question, and they
are now afforded an opportunity to exploit
their opinions.
T H R Western railroads are going to offer
as an inducement in connection with
special rates for the Buffalo Exposition, a
trip to this city, for half fare. This is a
good plan, for New York and its environs
are as much of an exposition as one can find
in any part of the world.