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THE MUSIC TRADE REVIEW
ONSIDERABLE interest is being aroused in trade circles re-
garding the names of exhibitors which will be announced at
St. Louis at the close of the present month. That there will
be comprehensive exhibits is true, and that the number of exhibitors
will not be as large as at Chicago is also true.
The make-up of the St. Louis jury comes in naturally as an im-
portant feature in connection with Exposition life.
It is perhaps more difficult in this country than in Europe to
arrange a satisfactory list of jurors.
The trade"conditions here are wholly different. To illustrate:
The jury at the Exposition Universalle, held in Paris in 1900, where
the Baldwin piano won the Grand Prix, was composed of fifteen
men, nine of whom were piano manufacturers. There was also one
organist, one musical critic, two prpfessors from the National Con-
servatory of Music at Paris and two manufacturers of brass instru-
ments.
T
HAT would seem to be an ideal jury, but it would be impossi-
ble in this country to gain the consent of a number of piano
manufacturers to serve on the award jury.
It is possible that they would show some hesitation about giving
an endorsement to a competitor's wares, particularly when it might
be used in a detrimental way against their own products in various
parts of the country.
In France a piano dealer does not hold the exclusive local
agency for any particular instruments. He carries samples of vari-
ous makes, and can supply his customer with any particular instru-
ment that he specially desires.
Territorial limits are unknown, and there is no trespassing on
one another's preserves.
T
HE French dealer may offer to his customer a choice of a num-
ber of instruments by catalogue which are not even repre-
sented by stock on his floor, so the keen competition, and the
abuse of competing instruments which forms a live factor in piano
life in America is entirely unknown in France, and it was possible
under those conditions for a number of piano manufacturers to serve
on the World's Fair Jury.
Such conditions probably will never be wrought in this industry,
and the sting resulting from hard fought piano contests will never
entirely be withdrawn. Instead of introducing European instru-
ments here, it is more than likely that the American system of hold-
ing exclusive agencies for certain restricted territory may be in
vogue before many years in Continental Europe.
F
ROM every standpoint, the American system is better because
it affords encouragement to the dealer to work up a following
for particular lines of instruments in his own territory. He is
the sole beneficiary as far as the retailer is concerned under such a
system, but under the French system a dealer who is loath to =pc-nd
money for publicity may receive a certain benefit, brought about by
the expenditures of his more enterprising rivals. .
A
SMALL dealer in the far West writes that a number of large
piano concerns are establishing branches in various towns
adjacent to his location, and ends by asking if we do not believe
that the small man is bound to become eliminated by this move.
It is obvious that there is a tendency toward centralization
everywhere, and business is becoming concentrated more and more
in great establishments. Still the small man is not eliminated, nor
will he be wholly from the mercantile arena if he meets conditions as
they develop.
He can't sit down and give himself up to pessimistic beliefs, re-
lax his energies and expect to win out against a strong, centralized
competing force.
T
HE small piano man stands really a better show than the small
merchant in almost any other line. Pianos are not bought like
hats or shoes or clothing. There is invariably some investiga-
tion previous to purchase by several members of the family, and here
is where an opportunity is afforded for argumentative work. Then,
too, the concern that operates a number of branches is not running at
a decreased cost, as in other mercantile lines. The department store
.running two or three stores usually has one head of each depart-
ment who purchases for all the stores. These great stores can afford
7i
to hire expert buyers for departments which no single concern can
afford to pay.
UT in a piano branch, one has to have a good manager, to whom
must be paid a good salary, therefore there is not the same
ratio of decrease in cost in operating a number of piano stores
that there is in conducting a number of department stores, for in one
case it is only necessary to have one high-priced man who purchases
for the entire line which are disposed of by clerks who draw ordi-
nary salaries, while in the piano line there must be a good manager at
the head of each branch.
B
O, the small man in the piano business is not out of the race
unless he elects to put himself out by inactivity.
Our books show a steady increase year by year in the num-
ber of piano dealers, many of whom have succeeded beyond their ex-
pectation in not only making good incomes but in building good busi-
nesses. The small man should not, however, overlook any of the
avenues leading to publicity. He should remember that to meet any
kind of competition in these strenuous times means to hustle.
N
ECENTLY, while passing through the art gallery of Durrand-
Ruel, opposite the Waldorf, we noticed an admiring throng ex-
amining some new wall attraction. A closer examination re-
vealed the fact that it was a piano lid decorated with a painting by
Dewing, and intended for the top of the art grand piano specially
made by Steinway & Sons for the White House.
This same painting by Dewing formed a subject for discussion
in the art columns of last Sunday's New York Tribune. It is the first
time to our knowledge that piano decorative art has ever been taken
up in a broad sense and criticised as an art work in the columns of
the daily papers. While the name of the piano maker was religiously
expunged from the criticism, yet the fact that the piano lid came in
for a large share of comment makes apparent the fact that art crea-
tions in the piano line are considered worthy of extended notice.
This superb creation of the Steinway house was displayed this
week at a private exhibition at Steinway Hall. It is destined M at-
tract a great deal of attention in the White House, where it will find
a permanent abiding place. It is a delicate scene in which abound
dainty women in pretty gowns, green fields and all the charm of the
twilight hour. The central figure is America welcoming the muses,
and taken altogether it forms a most fascinating painting.
P
IANO merchants all over America have been larger advertisers
during the past few months than ever before.
We see evidence of that in the number of papers which are
constantly reaching this office from the small cities containing the
announcements of piano men which occupy a considerable space.
A number of these announcements indicate that local fights be-
tween dealers are not wholly extinct, and that piano peace is still an
iridescent dream. Certainly these local controversies in the adver-
tising columns of papers do not add to the dignity of the trade, or
of the individuals who indulge in such announcements. Surely the
piano business can be conducted without the necessity of indulging
in bitter personalities iri the columns of local papers. Why not take
example from that charming spirit of brotherly love so marked in
the relations of the music trade papers to each other for instance?
It would seem from some of the advertisements that we have read,
that damage suits will be instituted in certain quarters. Some of
the men are going exceedingly near the danger line—in truth they
have crossed it.
HERE certainly is no good reason why piano advertisers should
descend to an abusive basis, and several of the advertisements
which have been forwarded to this office certainly do not have
the effect to dignify {he piano business in the minds of readers.
Before the beginning of these piano wars, it would be well to
count the cost. It may have a more far-reaching effect upon the pub-
lic than the men believe who are indulging in this form of fighting
competitors. While their blood is warm, and they are desirous of
getting even they forget the resultant effects upon the trade through-
out their entire territory.
It is. well to consider these matters and count the full cost when
directing the insertion of some abusive form of advertising.
T