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THE 7VUJSIC TRKDE
T \ TE refer to this matter in order that our position may be
* * clearly understood. At the time when we took the inde-
pendent stand and commenced our investigations Theodore P.
Brown was a regular and special advertiser in The Review. We
had no personal disagreement in the slightest particular. Pleasant
relations, however, did not deter us from going into the subject
exhaustively. But in our opinion if Mr. Brown's position was
a defensible one, then the lime-light of publicity could only make
him stronger. We realized full well, however, from former expe-
riences that some men are inclined to resent the slightest interfer-
ence with their preconceived plans. That knowledge did not
swerve us in the remotest degree from performing what we deemed
to be the duty of an independent publication, seeking to advance
and protect general trade interests. There was a principle in-
volved which far outweighed the consideration of patronage. We
were not surprised when under date of Jan. 19, after the official
notification had been sent by the Piano Manufacturers' Associ-
ation to receive the following:
Mr.. Edward Lyman Bill,
New York.
Dear Sir:—Will you please discontinue my advertisement in
The Music Trade Review, and send me a statement of my account
to date, and greatly oblige,
Yours truly,
Theodore P. Brown.
All of which goes to show that there is at least one trade pub-
lication which seeks to safeguard the legitimate interests of the
trade even at the risk of losing good clients.
A NOTHER series of interesting letters from dealers anent trade
* * topics is presented in this paper. We may say thus far that
a large percentage of the dealers believe that the greatest question
which the Dealers National Association can consistently take up
and agitate for the general betterment of the trade is that of one
price. The one-price system is coming to be a necessity in piano
circles. The adoption of this shows a confidence of the dealer in
the values which he offers and a rigid adherence to one price only
emphasizes his business honesty.
John Wanamaker in a recent announcement stated that he
had been urged by piano dealers to advance the retail prices on a
well-known brand of pianos carried by him, at least $100 per in-
strument. Now the papers containing these Wanamaker advertise-
ments are widely read and the dissemination of such matter con-
stitutes a serious reflection upon the honesty of purpose of regular
piano dealers.
It is not alone, however, the department store issue that should
cause all dealers to encourage the one-price system, but simply the
fact that it is good business. Boiled down, it is business honesty.
There is no good reason which can be offered why a young girl
should not obtain just as fair prices on any instrument in a piano
warerooms as one of the professional shoppers who visit ware-
rooms for the purpose of hammering down prices.,
We have been pounding away at this topic for such a length
of time that several dealers have referred to this publication as "one
price Review." Well, it is a good title to have won, and it means
something.
I T is estimated that the number of music trade men who will
* gather in Buffalo next May to attend the two trade conventions
will exceed five hundred.. It will be by far the greatest conclave
REVIEW
of piano men ever witnessed on this continent, and the association
idea will receive added impetus at such a gathering. On with the
good work and let the desire to promote the general welfare of
the trade be confined to no particular section.
NTATURALLY the comments which appeared in last week's
*•
Review anent the advertising of pianos by other than the
regularly accredited agents at practically wholesale rates has ex-
cited comment. As long as there are dealers who will follow this
irregular style of business, amounting to guerilla warfare, they
will find means of procuring competitors' wares from other than
regular channels. They will purchase pianos from dealers who
control adjacent territory and who too frequently do not exhibit
proper interest in the ultimate destination of their instruments.
It is possible that a forfeit may be arranged so that it will
reduce this kind of work to an innoccuousness which will be grati-
fying and tints relieve the trade from the odium of such illegitimate
methods.
There are some dealers who do not evince the slightest hesi-
tation in adopting methods which are far from honorable to secure
what they desire in the way of pianos.
1T was only recently that a well-known Pacific Coast concern
was approached by a man who had been prominently identified
with a rival house. He stated to the proprietor he was tired of
his association with his former employer and desired to make con-
nection with another house, that he had saved a little money and
would like to act as local representative for the San Francisco
house at a certain point. Details were satisfactorily arranged, and
the man located himself in a neighboring town, ostensibly a sub-
agent of the San Francisco house. A number of pianos were
shipped him. These same pianos subsequently were found in the
warerooms of the institution with whom the alleged dealer was
formerly identified and later they figured in a great slaughter sale.
I T is indeed difficult to prevent work of this kind which is cov-
ered by no legal statute as long as men are disposed to con-
tinue it.
Manufacturers, of course, could refuse to sell their product
to a man whose unfair business methods had once been clearly
demonstrated, but manufacturers do not seem inclined to cut off
avenues of distribution because a competitor is hit. Still there is
no one who is removed from the possibility of business loss along
these lines until the evil is crushed by an indignant trade. These
matters are live wires and are calculated to give a very severe
shock when touched.
Last week we referred to two concerns whose course was not
creditable, and would ask our readers in any section of the coun-
try to report to this newspaper details concerning piano transac-
tions of any nature which are not strictly in accordance with good
trade ethics. There is nothing like publicity to right a wrong or
wipe out a trade evil.
HERE is an influence in trade circles working with the evi-
dent intent of creating the impression that Blumenberg is
a much abused man—that the Dutton suit is the result of an un-
fair combination against him.
Now the quicker such illusions are dispelled the better.
Mr. Dutton was publicly called a slanderer; he was held up to
T