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TH
price cutting method.
MUSIC
TRADE
No retail piano merchant can slash prices
on his staples and expect to hold up his reputation locally.
There
REIVIEIW
It has been charged by the defendant in the case that Mr.
Dutton represented the Association at the now famous Herbert
are plenty of ways to develop trade without the necessity of re-
dinner.
sorting to price cutting on regular styles.
tinctly stated before his audience that he did not speak for the
There are plenty of
As a matter of fact he did nothing of the kind.
He dis-
specialties, plenty of "used" pianos which can be brought out and
Association, but purely as an individual.
served up so that they will become attractive to many purchasers.
Dutton has a strong case, and if it were possible for the defendant
We are facing a period which requires extra exertion, and
to create the impression in court that it was a colossal organiza-
there is nothing like action to carry the business
successfully
through the summer months.
It is plain that Mr.
tion representing millions which desired to crush the freedom of
the press, why it might operate to his advantage before an emo-
One thing the up-to-date dealer should not do, he should not
sail top closely to the business wind, and curb his fall buying to such
an extent that he will be left when the busy season opens.
Above all things, we should say, get stock in splendid shape,
tional jury.
However, thus far, Mr. Dutton's case has not been weakened
by any Association action, and attention cannot be diverted from
the real issues at stake.
do all the weeding out necessary during the summer, and have
plenty of fresh stock on hand to catch the full benefit of the fall
A N examination of the advertising pages of the leading maga-
zines will show that the nianufpxturers of piano players be-
trade.
lieve in exploiting their product before the purchasing masses, and
\ \
7 ITH the summer holiday season at hand, we usually expect
*
a lessening of business activity.
While this may be true
in other lines, there is very little of the relaxation traceable to the
piano man.
the great publicity which the players are receiving must be indeed
helpful to the interests of the dealers everywhere who also must
do their part in further accentuating this good work.
There are a number of piano merchants who have become
While the time is arranged sothat vacations are in order, yet
thoroughly impressed with the importance of interesting the public
in all well conducted establishments there are enough men on hand
in the player, not as a fad, but as a musical necessity in the home.
during the usually dull summer months to make the most of all
Tn order to do this properly they have created special departments
business opportunities, and prc. s to the limit the chances of secur-
which have been devoted solely to the exhibition and sale of
ing trade.
players.
There will be a fair business transacted during the summer
Neat invitations, enclosing interesting player programs have
and notwithstanding labor disturbances which exist in certain lo-
been mailed to prominent citizens of various localities, so that
calities there will be a greatly increased volume carried on in the
musicales which have been given have been attended by interested
fall.
people.
A recent inspection of hundreds of retail warerooms all over
In this way the musical possibilities of the players have
been brought before a select line of people whose attention per-
America induces us to say that dealers cannot expect to have their
haps would not have otherwise been called directly to these mar-
orders promptly filled for the fall trade, if they delay too long in
velous inventions.
placing them.
EALERS who have handled the players in an indifferent man-
H P HIS is practically the middle of June and it takes time to pre-
*
pare and complete wholesale orders for pianos.
The stocks as we view them over the country would average
from twelve to fifteen per cent, less in numbers than were visible
in the warerooms last year.
With a shrinkage in the stock, and a
possible increase of ten per cent, in business during the fall months
of this year over that of last it means that there must be activity
in the manufacturing department throughout the entire summer
in order to satisfactorily comply with the orders which dealers
will send in and expect to have promptly filled.
Now the dealers themselves should not delay too long in plac-
ing their fall orders. They should be made up at once, and placed
with the manufacturers so that they may also make preparations
to take care of their trade in a satisfactory way so that no time
may be lost or nerve force exhausted in telegraphing rush orders
at the last moment.
ner have not been satisfied with the results, and they never
will be.
To secure the agency for a piano player and expect that the
agency will develop into a splendid demand for these instruments
without special exertion on the part of the agent is ridiculous.
The only way the player business can be made to pay and pay
handsomely, is to exploit it along special lines.
Arrange an attractive department, conduct it in an interesting
way and have a player expert in charge.
We know of one dealer who decided upon this course with
evident reluctance.
He grumbled about the expense and regretted
at the outset in giving up so much space to the exhibition of what
he termed
a passing
fad.
Now he is one of the most enthu-
siastic men to be found in the business because his special work
has paid him handsome profits, and others can obtain like results
provided they push the business in the manner which the subject
W
H I L E there has been considerable said criticising the wis-
dom of the Association in passing resolutions offering to
merits
To develop the player business to splendid proportions special
bear the expenses of Mr. Dutton's suit, as a matter of fact the
treatment is imperative.
resolutions amount to nothing as far as a court argument is con*
the bushel of indifference and expected that its light will shine as to
corned, as long as the proposition was not accepted by Mr. Dutton.
attract liberal patronage.
The piano player cannot be hidden under