Music Trade Review

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THE MUSIC TRADE REVIEW
There is no question but that the one price system is steadily
growing, and it will only be a question of a short time before the .
tives on the floor, and a good salesman fairly reflects a good
employer.
In small towns, and large ones for that matter, it quickly gets
practice will become universal.
A dealer remarked to us in the West that he had more peace
noised about that so and so's employes are unusually polite, agree-
and comfort in running his business since he had established the
able and painstaking.
one price system than ever before.
His salesmen did not come to
of the place that tends to produce.these traits, for they continue the
him with special statements regarding what they could get for a
same, however, even though the personnel of the service be fre-
certain piano, no more running back and forth with, "shall I take
quently changed. The conclusion must follow that the management
this."
is deserving of credit or blame as the case may be and it is person-
They understand that the instruments are marked at their
There must be something in the atmosphere
real worth and that they must get their price or no sale.
ality after all which shapes the destiny of every business institution.
\ \ J E saw a lady march out of a store somewhat indignant be-
'HT A H E R E will be some interesting piano exhibits at the St. Louis
"
cause the salesman would not consent to sell her a piano
marked $400 for $375. The salesman felt keenly disappointed, but
*
Exposition, and we may say that some of the oldest and best
known firms in America will participate.
his spirits revived a half hour later when the same lady returned
Everyone who has surveyed the field at St. Louis has become
and remarked that she liked the principle of honesty which caused
an enthusiast at the wonderful possibilities of the great Exposition
a merchant to place the selling price on his product which he be-
which is to be held there next year.
lieved was right and to hold to it under pressure. She said that she
Showing the magnitude of the St. Louis Fair compared with the
had found the other stores which she visited had no bottom to their
Chicago Fair we may say that the total area of exhibition buildings
prices, and she, having no confidence in the values offered her re-
in acres aggregates one hundred and twenty-eight at St. Louis, while
turned and paid the original price asked by the one price plain figure
at Chicago the total area was eighty-two.
man.
enlarged in just as great a ratio.
Of course these cases are rare, but the public understands better
each day that one price means business honesty.
E advertising columns of the current magazines show that
Other features, too, are
I N a number of important piano factories we have noticed recent
*• shipments of sounding boards from the new Dolgeville in far
away California.
The Dolge shipments have thus far brought forth the most
piano manufacturers more than ever are assisting retailers
favorable comment from piano men.
by their advertising to dispose of pianos.
Piano advertising from practically nothing years ago in the
great magazines has grown to be an important part, showing that
piano men have a growing conception of the value of publicity.
A dealer recently exhibited to us a number of letters which he
The building of a special industry in a new land with every-
thing absolutely against him shows what a remarkable man is Alfred
Dolge and what indomitable will power he possesses to overcome
all obstacles and again rear a new business. We shall hear more of
this new Dolgeville and its founder.
had received from an advertising manufacturer, who referred to
him certain inquiries which came from the dealer's territory. He
I S N ' T it remarkable that some of the most successful piano institu-
stated that in former instances a number of these inquiries had de-
*
veloped from possibilities into realities and that he had effected some
tisers—men who thoroughly appreciate the value of straightforward
good sales.
trade mediums ?
tions in the world are conducted by men who are liberal adver-
Their success should certainly encourage and stimulate the
PEAKING of personality.
pervades an establishment.
How the personality of some men
Enter some piano stores, note the
system, care and attractiveness with which the wares are presented
and you figure at once that a business man is at the head. Get down
to the office and note his careful system in collections, there must be
system here else the business will not pay, and you become more
and more interested in the personality of the head of the house.
The influence of a strong personality at the head of an institu-
tion stirs the energies of every employe.
Like the ether-waves
young men of the new concerns who are constantly swinging into
line as manufacturers, to place special emphasis upon the publicity
departments.
Advertising in trade journals is recognized as a necessity and
a successful direction of a firm's publicity is stimulative to the suc-
cess of anv business.
T
HE Dealers' Association has made tremendous strides and
has succeeded in doing some effective work along lines of
started from an electric transmitter this controlling influence finds
trade reform.
an attuned instrument in every man or bov in the store's service.
earnest conscientious work is rapidly bringing into line elements
It has completely silenced its detractors and by
which but a short time ago were wholly indifferent to the existence
() into another store and there is a sort of a run down at the
of the organization.
heel effect—that sloppy appearance which shows a tired feel-
ing.
More power to the association dhow!
Pianos are dust covered, books are poorly kept, the collection
system is antiquated, you meet the head and you quickly understand
the reason why.
The public is able to judge with a fair degree of accuracy the
character and business principles of the management by representa-
A
SALESMAN remarked the other day:
•* •
them.
"Some men are born
liars, some achieve lying and some have lying thrust upon
The born liar is not so rare after all." And this same man
has an unimpaired reputation for truth elongation.