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THE 7VSVSIC TRKDE
A S the governing board of the Dealers' Association hold a meet-
^"^
ing in Buffalo this week, the time is exceedngly appropriate
REVIEW
H P H E year lias started in auspiciously.
*•
There is usually a lull
experienced during the month of January, but some manu-
to give a consensus of opinion regarding what is the most important
facturers have not noticed the customary decline and are passing
topic that this association can handle.
into the spring business with scarcely a breathing spell, running
We have propounded this question to hundreds of dealers
their establishments at full pressure.
The scarcity of coal, however, has had an injurious effect upon
in every part of America, and during the past two weeks we may
state that without question the matter of uniformity in price is
retail trade.
considered by a majority of piano merchants as the greatest ques-
ing back sales.
tion which can be handled by the National Association of Piano
turing branch of the industry, as when the dealers are fairly well
Dealers.
stocked up they will not care to have continued congestion in their
It is strange, indeed,, how the trade opinion has been trans-
formed in this particular.
We know that a few years ago a senti-
This one factor has been the dominant one in hold-
Should this continue it must affect the manufac-
warerooms, and they will not contribute to that condition in their
establishments by continuing orders at the factories unless there
ment was almost universal against the wisdom of inaugurating the
is a good heavy movement in pianos along retail lines.
one-price system. To-day, however, there is a radical change, and,
HPH ERE have been indeed few changes in the personnel of the
on the. whole, we believe that the majority of the better class of
*
travelers representing the various firms this year.
Naturally
dealers over America concede the adoption of the one price to be
every employer or salesman desires to be well represented on the
the bulwark of strength for the entire retail department.
road, and naturally again he who pays most liberally can get the
'T^HE adoption of one price and that in plain figures on all pianos
*
is making this industry conform
best men.
It is a rule so nearly universal as to be accepted with confi-
i its retail department to
rules which are operative in every other ine of trade.
This industry, as The Review has claimed for years, could not
afford to remain aloof from principles which were generally rec-
ognized by the public and the trade as being correct and calculated
dence that the oldest and best houses with wisdom accompanied
by experience and purses deep enough to buy what the judgment
dictates as the best, have influential roadmen cu their payrolls and
change most rarely.
There is where the new men have a hard time in getting a
to inspire confidence.
Years ago we urged the adoption of a one-price system, and
footing, and oftentimes untried genius is at a discount.
In this industry the requirements of piano salesmen have un-
we never have slackened in the slightest in our efforts to impress
the necessity of this course upon the piano dealers of America.
dergone a complete transformation.
Time was when the capacity
It is, therefore, peculiarly gratifying to know that the entire
for eating and drinking were large assets in the salesman's make-up.
industry is now fully aroused as to the benefits of a strictly one-
Now, courtesy, gentlemanly qualities and good appearance and an
price system.
air of responsibility are indispensable in a successful traveling sales-
There is no other question to-day which has such a vital effect
man.
upon the future of this business as a one-price system rigidly en-
I T is a fact worthy of note that the best men on the road—the
forced, for that means truth..
1
E department stores as competing factors in the retailing of
pianos do not figure largely outside of two points, and it
cannot be denied that in the cities of New York and Philadelphia
they are very important factors, but at all other points in America
men who have won distinction themselves are about lnirMI* 1
age.
Of course, there are "will-bes" among the younger men and
"has-beens" among the old ones, but the men who command trade
most successfully and best represent the employers are from thirly-
seven to sixty years of age.
the department is so far outside the breastworks that it is hardly
Men of experience, with a bearing which carries with it a
referred to save when the question is brought up by the trade
conviction in the truth of their assertions and a quality of definite-
newspapers.
ness and responsibility, win the respect of the dealer.
A
S stated in The Review last week, a defense conducted under
the auspices of the Piano Manufacturers' National Associ-
T
HE newly elected chief executive of Massachusetts is convinced
that the Massachusetts statutes relating to the organization
ation will be made in the first suit brought by Theodore P. Brown
and conduct of business corporations are not the best for modern
for alleged infringement of his patent for music rack.
business conditions.
Some consider it doubtful if a suit will ever be brought, as,
according to expert testimony Mr. Brown will have great trouble
He implies that the corporation laws of that
State have not kept pace with the expanding business.
There is evidently need for the revision of laws which apply to
However, we should say that Mr.
incorporations in Massachusetts, for many have surrendered their
Brown would expose himself to severe criticism should he fail to
charters in that State and have re-incorporated under the laws of
test the validity of his patents in court.
other States.
to establish his case in court.
He will fight, for he can
not well afford to do otherwise..
The Governor recognizes the necessity of the cor-
porate form to conduct large enterprises, but he feels that Massachu-
A number of piano manufacturers feel that they have as much
setts citizens should incorporate under the Massachusetts charter,
right to the use of this invention as Mr. Brown, and they are will-
in a legitimate business, whether it be conducted within or without
ing to defend their belief in court.
the borders of the State, and the taxation incident upon such in-
The progress of this matter will be watched with exceeding
interest.
corporation should flow into the State treasury rather than into the
coffers of other States.
,
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