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THE MUSIC TRADE REVIEW
CONTRIBUTIONS FROM J>RIZE CONTESTANTS.
An Interesting Essay by James Worswick of Albany, N. Y., Upon the Benefit of Maintaining the One-Price
System in Retailing—Some Excellent Points Made—Worthy of Serious Consideration.
The second prize offer of The Review
for the best original article upon the topic
"What Benefit Will Be Derived from the
One-price System?" aroused widespread in-
terest which resulted in drawing forth a
splendid line of arguments, showing the
value to the trade in upholding the one-
price standard. We have selected a number
of the strongest articles, and shall present
them weekly in the columns of The Review.
The series should be closely followed by
every man engaged in the retail department
of the industry.
In the meanwhile, Prize No. 3 should not
be overlooked. "What Are the Necessary
Requirements of the Modern Piano Sales-
man ?" should be a topic which should arouse
the salesmen.
Then there is No. 4 : "What Would Be
the Effect of a Piano Trust Upon the In-
dustry?"—particularly opportune just now,
when the trust plotter is seeking to throw
three-fourths of the dealers and salesmen out
of business.
Live topics, and an opportunity to make
a few dollars. Every essay is carefully con-
sidered and judged wholly upon its merits.
" What Benefit Will b. Derived Prom the One-Price
System of Piano Retailing ? ' By James Worswick.
The one-price system of retailing pianos
is the one practical measure to establish
the trade on a firm basis of straightforward
dealing, to command the confidence of the
purchasing public, and to effectually defeat
the encroaching competition of the depart-
ment store.
The piano trade has suffered in its repu-
tation and its pocketbook more than most
lines of commerce from the questionable
methods of unscrupulous dealers and the
consequent suspicions of the public. Peo-
ple who buy pianos are unable, in the ma-
jority of cases, to form intelligent judgment
as to tone and workmanship. To appreci-
ate the qualities which make up the value of
a piano as a vehicle for the expression of
art, calls for a more thorough knowledge
of the mechanism of the instrument and the
standards of the best makers, than is pos-
sessed by the average layman. Hence the
opportunity for the fraud and extortion prac-
ticed by some dealers to the detriment of
the good name of the piano trade at large.
The piano customer, as a means of protec-
tion, and the piano dealer, as a means of
influencing a sale, contribute to the commis-
sion evil, which adds to the price the cus-
tomer must pay for the piano and takes
from the profit of the dealer to the benefit of
neither.
Everything else being equal, ninety-nine
out of every 100 purchasers would rather
buy from a concern having one price. Stores
which have adopted this system need little
else to convince the public that they sell
goods as low as any competitor. Having
convinced the public of this fact is equal to
having won its confidence. When the con-
fidence of the purchasing public is won,
the chance for getting its trade is greatly
enhanced.
By the one-price system the ordeal of
"buying the piano" would be simplified to
such an extent that intending purchasers
would not dread it. They would not find
it necessary to call in the music-teacher or
other person capable of influencing their de-
cision, to render judgment as to values,
for the purpose of protecting them from
imposture, and the one-price reform would
contribute to the abolition of the commis-
sion evil.
It is true that the old instrument plays an
important part in the buying of a new one,
but there is no reason why it should be a
stumbling block to adopting a one-price sys-
tem. It is no secret that in taking an old
piano more is allowed for it than its true
value, and the difference made up on the
price of the new instrument. Having adopt-
ed the one-price system, it would be neces-
sary to gauge the price for the old piano at
a slight advance on the figure it would bring
at auction. The contention that another
dealer might allow twice the amount, might
be made by the customer, but the customer
would be certain to see, without instruction,
that the other end of the deal was out of
proportion.
No matter how good the reputation of a
dealer for fair dealing and honest treatment,
he would stand but poor chance for getting
the patronage of the public in competition
with a one-price house.
The credit and installment system is an-
other obstacle to uniformity of price, for,
of course, there must be an advance in price
where an instrument is sold on time. But
the one-price system, with such slight modi-
fications as are necessary in the exigencies
of retailing in various districts, would be
found from the standpoint of manufacturer,
dealer and public, the best basis and the
soundest policy.
The "get all you can and take what you
have to" policy of imposing on the piano-
purchasing public, has opened the door to
the catalogue houses and such swindles as
the stencil pianos, and has militated against
the best interests of all reputable manufac-
turers and dealers in securing high prices
for poor instruments.
It has not only cheapened the public mu-
sical taste, but it has produced a tendency
among manufacturers to produce a cheaper
grade of instrument and lower their stand-
ard, as a measure of self-preservation in
competing with unscrupulous makers and
dealers. Upon the adoption of the one-
price system rests the future of the Amer-
ican piano trade to a larger degree than is
realized by the average man in the piano
business.
FIGHTING DISCRIMINATION
In the Matter of Freights—The Review Chats With
Mr. McCarty of the Freight and Transporta-
tion Bureau on the Subject—Cheaper Rates
South.
According to present arrangements, the
Inter-State Commerce Commission will sit
at Washington, D. C , in September to hear
further arguments for and against alleged
discrimination in freight rates. Decision was
postponed at the first hearing. Full details
concerning this controversy have already ap-
peared in The Review. The contention of
Eastern manufacturers is that, in carriage
of pianos to the Pacific Coast, they are un-
able to compete successfully with the West,
owing to freight traffic discrimination.
Mr. McCarty, Commissioner of the New
York Freight and Transportation Bureau,
when seen by The Review on Monday, said
that the delegation from St. Louis and Chi-
cago which attended the first hearing before
the Inter-State Commerce Commission in
May last intended to be present at the sec-
ond hearing in September. The Bureau, rep-
resented by Mr. McCarty, has for its ob-
ject the protection of Eastern commercial
interests, as they are affected by freight
and transportation rates, rules and regula-
tions.
The membership of the Bureau now in-
cludes twenty-three piano manufacturers, a
number of whom have already availed them-
selves of its privileges concerning scrutiny
of freight charges, etc. In one instance a
firm have already recovered, through the bu-
reau, excess charges exceeding the amount
of their annual dues.
Mr. McCarty informed The Review that,
through the action of the Bureau, the At-
lantic & Gulf Steamship Co., beginning July
22<\, would run, via Pensacola, to all points
on the / Louisville & Nashville R. R., Pier
46, North River, will be the point for ship-
ping. The saving to the piano manufacturers
by this arrangement will, it is announced, be
15 cents per 100 pounds.
HARCOURT WITHlVILCOX & WHITE.
Still. R. Harcourt, well known to the piano
trade, particularly in the West, has joined
the forces of the Wilcox & White Co. as gen-
eral road representative. Mr. Harcourt is
a fine musician, a composer of merit, an en-
thusiastic "Angelus" man, a good salesman,
and an all-around good fellow, and with
such popular goods as the "Angelus" and
"Symphony," his success is a foregone con-
clusion. Both sides are to be congratulated.
J. C. Henderson, general manager of the
Ann Arbor Organ Co., is making a far West-
ern and Southern tour for the purpose of
looking after Ann Arbor interests in these
sections. Business with this concern is ac-
tive for this season.