Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MV7SIC TRKDE
on the reputation of the time-honored in-
stitution. A certain class of papers have
been exploiting this coming 1 legal battle,
and virtually trying the case in their col-
umns. All of this is inappropriate and un-
called for, and has no good motive behind
it.
Of what use are legal tribunals if papers
are to try cases and attempt to prejudice
public opinion previous to the trial.
There are all kinds of trade papers, yel-
low, black, bad and useless, some of which
seem to delight in giving exhibitions of
their weaknesses.
' T H E R E is no use trying to hide the fact,
although we reluctantly say it, that we
have been approached by a gentleman close
to the money interests in Wall street, who
was anxious to ascertain our views as to the
possibility of forming a combination among
piano manufacturers.
Know our reply?
'*
No secret!
'
.
Simply this:
There has been a lot of rant and schem-
ing about a possible combination among
piano manufacturers, and thus far there has-
been nothing but bluff and buncombe be-
hind any of the propositions. If a man or
a combination of men can come up with
plenty of good coin of the realm the com-
bination would be easy. There have been
monopolies according to some authorities
ever since Pharaoh ran a corner on corn down
in Egypt, based on Joseph's interpretation
of his dream.
that that would create suspicion in the minds
of his customers.
The tactful salesman has a knowledge of
the situation as well as a convincing vocab-
ulary relating to technicalities of the craft.
Tact is a talent that should continue to be
cultivated.
tive, but the black typewritten circular is ob-
vious. The same matter would win atten-
tion in the form of a neat folder, that pre-
tended to be nothing less than a folder; but
the well circulated trade publication is by
far the best method of reaching members of
any trade.
\ A / ' ' ^ ^ 1C P o c t w e s a ^' y 01111 ^ bl° O( -l must
run its course, and men as well as
dogs must have their day. Give the young
blood in the piano trade a chance. The
Ship of State is doing pretty well with a
young man at its helm, and the Ship of Busi-
ness will move along at a satisfactory pace
with the young men in command.
The young blood in the piano trade is
rapidly coming to the front. It is hardly
necessary to mention names, but the influ-
ence of the young blood is apparent in nearly
all of the successful institutions of the in-
dustry.
We have seen dealers on various occasions
opening up much of this personal matter,
and toss it indifferently into the wastcbasket
without taking the trouble to peruse it.
The most successful advertisers in the
country figure that the best mediums arc re-
liable trade publications which arc well cir-
culated.
TANO men have been gradually growing
into the billboard idea of advertising.
There is divided opinion whether that sort
of advertising is in harmony with the busi-
ness, but if the advertiser listens to the med-
ley of voices that advise and criticise he is
apt to be bewildered and get away from his
subject.
Advertising is not an exact science, as al-
leged bv some. The rules that serve for one
business may be absolutely unfit for another,
and the class of piano advertising in some
localities would be wholly lost and unappre-
ciated in others. Every manufacturer and
dealer is anxious to impress himself and his
wares upon the public, for it needs no prophet
to advise, or spellbinder to urge, the use of
publicity in exploiting special wares.
A -DEALER writes The Review regarding
department store competition. A por-
tion of his letter is well worth reproducing.
He says:
"Keep the goods, and keep them in order,
always presentable. Keep a full stock, and
everlasting perseverance in everything per-
taining- to business. Stick to one price, and
encourage the people in the belief that they
are getting the best bargains from special
stores rather than general stores. Appeal
to their pocketbooks rather than to their sen-
timents.''
Our friend is all right. He seems to have
gotten right at the meat in the department
store cocoanut.
*
" T A L K I N G about foreign trade, it seems
to us that manufacturers abroad are uii-
necessarilv frightened by our recent develop-
ment. Possibly they have hitherto over-
looked our phenomenal resources, or they
would be better able to more accurately
gauge the situation. It may be perhaps that
we are on the eve of a greater development
Piano combination? Of course, but with
in
the export field, but at the present time
money, not bluff.
we have actually only entered upon a noviti-
r
T A C T is genius, ancl it would be difficult " T H E first prize article of the new series
ate in fitting ourselves for international com-
to name the phase of political or social
appears in another portion of this pa- petition. The establishment of many sample
life where the man of tact is not ahead. Abil- per on the subject, "How Will the Piano
warehouses and agencies at important trade
ity and brains have oftentimes been relegated Store of the Future Differ From That of
centers, the employment of commercial trav-
to the rear, or kept in subordinate positions, To-day?" " '
elers conversant with the language, customs,
while the man with the hypnotic art has It is an article which contains many points
trade usages of particular countries; the de-
forged ahead. A tactful salesman is the man of special interest to the dealer and to the
velopment of adequate banking and transpor-
who can make the paying sales. He doesn't salesman. It is rather a good topic and has
tation facilities; the adoption of proper meth-
denounce competitors' wares, and it takes been ably handled by one who has had many ods of packing; the offering of more liberal
all of his skill and ability to present the ad- years of experience, and who has a keen, in- credits—these are some of the conditions of
vantages of his own instruments in a con- cisive mind and has thought out the problem the full utilization of our opportunities in
vincing way.
clearly and well. Mr. Norris is a close ob- foreign markets. If to these is added pro-
The tactful salesman realizes that decry- server of passing events and has a remark- vision for a larger volume of exchange with
ing the other fellow only advertises him. ably clever way of expressing his views.
countries which, to a greater or less extent,
He is familiar with the points wherein the
are now excluded from our markets, the real
special instruments upon which he is en- Q O M E of the smaller piano manufacturers strength of our competitive powers will be
and members of the small goods in-
deavoring to focus the attention of his cus-
developed.
••
dustry
have recently followed up what we
tomers, are better than those of other mak-
I F the various department stores in this
ers, and he honestly and convincingly points may term the circularizing plan, which takes
* metropolis, which are slated to embark
the form of circular letters sent out in imita-
out the advantages claimed.
in the piano business, are as successful as
The tactful man does not say that he can't tion of typewritten communications printed Wanamaker, it will mean there will be no
remember just where such and such a well- in black ink. Even the clever counterfeit of waste piano territory in New York and ad-
known concern is located, because he knows typewritten letters to-day is seldom decep- jacent towns.