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THE:
MUSIC TRADE
The foreign trade in piano players has been more important
than in pianos. This seems rather unusual that the American piano
players should have won such a firm hold abroad, whereas American
pianos cut very little figure.
REVIEW
will take some time to eliminate it. They are not apt to extend such
fine courtesy.
But all of the agitation and publicity which the subject receives
will assist in bringing about bettered conditions.
It is easily explained. American pianos have found but little
favor in the eyes of Europeans and will so continue until they are
built after the European models. When our manufacturers desire
to capture a goodly slice of foreign trade, they will do it only by
supplying the people of those countries with the kind of instruments
which they need, and not by attempting to sell the American models.
Now all of the American piano players have found almost im-
mediate favor abroad, and now form a prominent feature of our ex-
port trade in the musical line. We are also shipping talking ma-
chines in great numbers to almost every country on earth.
*~T^HE one-price system is steadily growing in favor in piano retail-
* ing. It is a bulwark of confidence, and the public cannot be sus-
picious of the honesty of any concern which holds to a fixed price in
the selling of its product. Have one price and stick to it, and your
customers will have faith in your square dealing—a faith which will
steadily grow and will be helpful in every way to your business
interests.
A dealer may have a first-class stock, but other contributory
elements are necessary to make a first-class store, and the confidence
inspired by plain figures and strictly one price is an essential factor.
T
'HERE is no doubt but that there is a class of men who will
keep certain pianos handled by their competitors on their
floors, using them for a stool-pigeon purpose. That has bgen demon-
strated over and over again. The Dealers' Association took up this
matter, and we believe the Executive Committee still has it under
consideration. But there has never been before to our knowledge a
concerted move on the part of local dealers to exterminate this objec-
tionable and oftentimes annoying feature of piano retailing.
The Chicago piano dealers have made a move which is certainly
a credit to their fairness, and shows how desirous they are of con-
ducting business on a thoroughly up-to-date, honorable plane.
w
HEN a salesman assumes the duties of representing an em-
ployer he should bring himself to realize how much depends
upon him and determine by all means in his power to prove his use-
fulness to his chief, for by that means alone can he expect to advance
in his position.
A slur or an insolent remark ma^e by a salesman to a customer
affects and hurts the employer more than it possibly can the sales-
man, because he can, if necessary, change employers, but the em-
ECENTLY we saw a forcible illustration showing the advan-
tage of one price and how a man had profited thereby. A cus-
tomer, evidently from the country, came in to a certain wareroom.
The salesman immediately showed him a variety of styles, and he
expressed his satisfaction that every piano was marked in plain fig-
ures. After a little he stated that he had visited a number of stores,
and there were no prices attached to the pianos, and that while the
salesman seemed to be willing to make him almost any concession in
price, he had lost confidence in the values offered. He admitted his
distrust was caused in a degree because the prices were not station-
ary, and he had no proof that he was getting a fair value when they
offered to sell him instruments from $50 to $100 less than the first
asking price.
ployer must always look to the people for his support, of which the
He purchased the piano from the man whose instruments were
marked in plain figures and who held rigidly to his price.
S the holidays approach there is increased activity in the demand
for piano players. Some prominent dealers have been send-
ing in orders by wire in order to be sure of having stock on hand.
The various factories are being rushed to the utmost, and there is
every reason to believe that the holiday trade in piano players this
year will eclipse that of any previous season.
This is not the first time, nor will it be the last, that progressive
methods have won over antiquated systems. It is a fact that custom-
ers lack confidence in firms that are not frank with their prices, and
they fear that prices are hidden only for the purpose of juggling
with them.
'TpHE members of the Chicago trade are just now making stren-
*
uous efforts to eliminate the objectionable display of bargain
pianos carried by competitors.
This certainly is a move in the right direction. A local manu-
facturer suggests that whenever a piano is taken in exchange the
agent or manufacturer representing it should have, through notifica-
tion, an opportunity to purchase it.
That certainly would be a very courteous way, and it might
work out successfully in Chicago, but in many sections of the coun-
try dealers have fallen into the bargain habit so completely that it
injured customer is a part.
A salesman who is honestly working for the interests of his
employer will never lose an opportunity to make friends for "the
house." He should not slur other pianos.
There is one concern in Chicago—Steger & Sons—who have
placards placed upon their wareroom walls announcing that sales-
men shall not make uncomplimentary remarks concerning other
pianos. •
!
!i ^i
An excellent principle, and unquestionably the exploitation of
this sentiment is helpful to the Chicago institution fathering it.
A
The dealers who have specialized the selling of players have
been successful and they are enthusiastic over the results attained
and the future possibilities of this comparatively new claimant for
popular favor.
Players cannot be treated in an indifferent manner in the ware-
rooms. The dealer who buys a few players and expects that they
will work their way to customers 1 residences without spe-
cial effort on his part will be disappointed. The only way to handle
this business is to treat it with the consideration which it deserves.
A department should be specially fitted up and placed in charge of a
man who is thoroughly acquainted with the musical possibili-
ties of the instruments under his charge.