Music Trade Review

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THE MUSIC TRADE
\ | O , we shall never see those signs in piano stores> because the
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TF they, as a class, desire a closer acquaintance with that instru-
young men who are at work in the retail establishments
ment that acquaintance usually is fostered on the basis of com-
throughout America are ambitious and they do not wish to be mercialism.
chained to any standard which might be set up by men who hold
REVIEW
If it were not so, tell us why the most distinguished
houses in this industry have cut off wholly from their lists the
official positions in the organization.
names of professionals to whom pianos in former years were loaned
If by working overtime, by following up prospects in the ad lib.?
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evening they can advance their interests they will do so and not
Hundreds of thousands of dollars in pianos were scattered
watch the clock.
in studios and used by professionals and these professionals, when
A good many men who are not in sympathy with unions have
they performed a favor for a manufacturer, when their opinion was
joined them because they considered it was the easiest way to re-
used in making a sale, did not hesitate to demand the fullest com-
main on terms of harmony with certain of their fellow men and
mission possible.
factory associates. They are not, however, in sympathy with many
of the union acts, and piano salesmen who are a talented lot, who
are good readers and good students of human nature, would never
consent to sign away their individual birthright for a mess of union
pottage.
.
The leading manufacturers decided if one side was to be placed
upon purely a commercial basis, then the other might as well cor-
respond, and they called in hundreds and hundreds of instruments
which had been placed out for years, and kept in condition at vast
expense to the makers.
of the most successful traveling men remarked the other
day, "I have been successful and of course a large measure
n n H E Y also found that these same professionals would visit a
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of my success is due to hard and faithful work, but I also attribute
much of my success to the publicity which I have received through
the columns of the representative trade journals of this country.
number of piano houses in order that their influence might
be sold to the highest bidder.
men whose instruments they used free in their studios.
The professional myth was exploded, and it was decided by
They have made my personality known, and in connection with it,
the wares which I represent.
I lose no opportunity in impressing
upon my house the advantage of publicity.
If it is good for an
individual, it is good for a house, and good for a piano.
We are
They were not always loyal to the
leading makers that when professionals performed a service they
should be paid for it, but the air should be clarified as far as any
of their alleged influence was concerned.
It was to be a straight business proposition.
all working for common ends, and to advance our business inter-
Now in the new
ests, and I feel that publicity through the trade papers has been
order of things, how in the name of common sense is the opinion
greatly beneficial to me and to the instruments which I represent."
of a venal musical publication to influence in favor of any particular
Straight to the point—hits a bull's-eye, does he not?
piano?
.L^i.iJi^J
I F the manufacturers are brought into contact with professionals
\ \ J ITH extreme and becoming modesty the editor of a purely
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musical publication announces that an opinion published
about a piano in his publication is worth more to a piano manufac-
turer than all the opinions published in all the music trade papers.
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they rind immediately that it is a question of money. The value,
however, of a class paper which circulates among professional peo-
ple is indeed small to piano manufacturers.
On the other hand, the value of a paper which circulates widely
Now this same individual has done much to cultivate such an
impression, and at the same time has been lining his pocket as well.
among the dealers—that is the men who purchase and sell all pianos
But let us analyze the conditions upon which such a theory is sup-
—is very great.
ported. In the first place a purely musical paper is read in the main
as a rule to ally themselves with progressive up-to-date manufac-
by professional people.
turers.
It is the trade paper of the profession and
the people outside, that is the musical public, are small readers of
a class publication.
They rely upon the critical columns of the
daily papers for their musical information.
They are influenced by what they read and desire
Professional musical paper of value to manufacturers!
That is the veriest rot!
O
UR attention is called to a circular issued by a piano manu-
facturing company in the West, who advertise:
"Get your pianos direct from factory.
F what particular advantage is it to piano manufacturers to
and dealers' profit."
have their wares exploited in a publication which reaches
purely professional people whose interests in their behalf are usually
dependent upon the favors extended to them by manufacturers?
In other words, the professional class get pay for everything they
do to forward the interests of piano men. There is no evil in this,
provided the contracts are agreeable to both parties.
The profes-
sionals have a right to expect remuneration, and demand it for their
personal services given in the exploitation of any particular wares.
But what percentage of them devote any time without exacting
You will save agents'
Now this concern has a large number of agents in all parts
of America, and we fear that if these men saw the argument which
was being used by the manufacturing house, they might become a
trifle lukewarm in their efforts to promote the interests of this piano
in any particular section.
Dealers are not fond of seeing manu-
facturers use that argument in their public announcements.
T
H E R E is certainly a more confident tone, in regard to business,
to be found in many circles where up to a short time ago there
a fair reward for their services ? They are not unselfish in their
was a question as to the character of the trade during the remainder
motives, and they are not influenced in the slightest by what they
of the year.
read in a professional publication concerning a certain piano.
next few months will be of good volume.
The impression is very general that business for the