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THE MUSIC TRADE
REVIEW
Editor and Proprietor.
EDWARD LYMAN
J. B. S P I L L A N E , M a n a g i n g Editor.
EXECVTIVE STAFF:
THOS. CAMPBELL-COPELAND,
A. EDMUND HANSON,
GEO. B. KELLER,
A. J. NICKLIN,
BOSTON OFFICE :
W. MURDOCH LIND, 694 Tremont St.
GEO.
EMILIE FRANCES BAUER
W. QUERIPEL.
CHICAOO OFPICE:
E. P . VAN HARLINGEN, 36 La Salle St,
PHILADELPHIA OPFICE : R. W. KAUFFMAN.
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION (including postage), United States, Mexico and Canada, $2.00 per
year; all other countries, $4.00.
ADVERTISEMENTS. $2.00 per inch, single column, per insertion. On quarterly or
yearly contracts a special discount is allowed. Advertising Pages $50.00; opposite reading
matter, $75.00.
REMITTANCES, in other than currency form, should be made payable to Edward
Lyman Bill.
THE ARTISTS'
DEPARTMENT
On the first Saturday of each month The Review contains in its
"Artists' Department" all the current musical news. This is effected
without in any way trespassing on the size or service of the trade
section of the paper. It has a special circulation, and therefore aug-
ments materially the value of The Review to advertisers.
n i D F r m n v «/ PIANft
MAMii»ArT«7»r»«
MANUFACTURERS
The directory of piano manufacturing firms and corporations
o n
a e
* W w i U b e o f g r e a t v a l u e a s a reference for
dealers and P others.
| T is hardly time yet to compare the volume of business transacted
*• during the present year in pianos with that of 1902 because no
one can tell what the next two or three weeks may do to bring up
the total for the year. One thing, however, is certain, that the busi-
ness will not reach in numbers the instruments manufactured and
sold during last year.
According to our estimate 212,000 pianos were made in 1902,
and, judging from present indications, the total for this year will
fall considerably below the 200,000 mark.
OME piano merchants who are feeling somewhat depressed
over trade conditions for the past few weeks state that
they are desirous of reducing expenses.
Now it doesn't pay ordinarily in a temporary depression to
carve down expenses because by so doing the strength of a business
organization is materially weakened.
In a well regulated piano
business it is frequently possible to increase the sales without a
corresponding increase in the percentage of expenses, but the busi-
ness is not so constituted that a temporary falling off in sales is
accompanied by a corresponding decrease in the percentage of cost
of doing business.
found
'LONG DISTANCE TELEPHONE-NUMBER 1745-EIGHTEENTH STREET.
NEW YORK, DECEMBER 12, 19O3.
EDITORIAL
XT OTWITHSTANDING that a fair amount of rush orders are
^ ^ being received at the various factories, it is evident that a
good deal of caution is shown in purchases and there is an obvious
desire not to over-stock on account of the near approach of the new
year. The larger piano houses have been buying conservatively, not-
withstanding the fact that they are able to report that business has
been and continues to be remarkably good with the prospect of a
satisfactory volume next year.
The era of speculation is past, and there is little reason to doubt
that business will be as active as a result of the underlying pros-
perity and purchasing power of the masses of the people in prac-
tically every section of the country.
*T*HE condition of the market will, for a time, no doubt, interfere
*
with building and other large projects, as those who have
them in contemplation will naturally wait until a more settled basis
of price is reached.
The unreasonableness of labor's demands, too, has had a mis-
chievous influence in this direction. The curtailment of enterprise
will, while it lasts, limit the purchasing power of workmen directly
affected, but in a great many departments of trade there is promise
of a satisfactory demand and good business.
PECIAL Review reports from different sections of the country
indicate that in many localities the piano business con-
tinues to be good. Holiday stocks are moving satisfactorily, and
one thing is noticeable just now, and that is there is a marked de-
mand for instruments of the better grade. Tn fact a great many
manufacturers of medium and high grade pianos have been urged
in the past two weeks by wire to hurry on recent orders.
S
REVIEW
'"T^HERE are a great many theories of economy, but no house has
*
yet succeeded in cutting down its expense account in pro-
portion to its loss of sales. To reduce the working staff of a piano
wareroom means to cripple it severely, and the reduction in expenses
will hardly compensate for the loss of sales.
Piano men should not begin to figure about cutting down ex-
penses as long as the expenses are legitimate. There is nothing
made by it. Better place redoubled energy upon the business than
to begin to pare pennies in the expense account. Better figure to
increase expenses by placing added emphasis on lines of publicity
than to contract to the danger point. Figure to get people in the
store. Be talked about.
'"T"*HE old method of keeping store was to have the goods on hand
*
and wait for the sale until a customer walked in and inquired
for some article. Now that is the way that some men continue to
run piano stores. In the old days one seldom entered a store with-
out the definite idea of buying. Within comparatively recent
times all this has changed. Some observing merchants, imbued
with original and progressive ideas, believe that one of the most im-
portant secrets of business success is getting people into the store.
So it came about in such establishments the public found they had
the freedom of the store. They were made to feel perfectly at home.
They were not importuned to buy, nor was their attention called to
merchandise by the sales people.
HE plan worked so well that other merchants quickly adopted
it. Then the scope of the idea began to widen. It was found
the handsomer the store and its appointment the more the public
was attracted. As time went on an enormous sum came to be spent
upon the store equipment. That has been the secret of the depart-
ment store success up to the present time, and now we find tea rooms
and restaurants established for the comfort of customers. The de-
partment stores which have taken on pianos have given special con-
certs at which the most distinguished musical talent has been sup-
plied. In Wanamaker's new building there will be an enormous
music hall, and the whole musical department made more attractive
and inviting than ever.
T