Music Trade Review

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MUSIC TRADE REVIEW
and others have selected other terms by which they designate
their small grands.
what they term purely "moral grounds" the McPhail
concern affirm that "the monopoly of the word 'Quarter'
by Chickering & Sons may do us injury, because of the descrip-
tive quality of the word," and that if the Chickering house "were
to remain in undisturbed possession of the word 'quarter' as
applied to pianos for a number of years, they would derive a
special benefit at the expense of other manufacturers."
We cannot comprehend the logic of this, inasmuch as Chick-
ering & Sons first used the word "Quarter" and created for it
an acknowledged value in this trade—a value which did not exist
before they took it up, and we fail to understand how they were
or are trespassing upon the rights of anyone by so doing.
Geo. P. Bent has associated his name with the manufacture
of "Crown" pianos and organs. No one has disputed his right to
the name, and he has remained in undisturbed possession of it.
T was with regret that we first noted the use of the word
"Quarter" by the McPhail Piano Co. in the exploitation of
their small grand product. We have enjoyed most pleasing re-
lations with the members of this house who have always born
an excellent reputation and are generally liked. We felt that
they were pursuing a policy which would call down upon them
severe criticism, and even though clients of ours we could not
support them in their attitude in this particular.
While we are willing to concede that the advertiser has
defined rights which he may exercise in space purchased by him,
we do not feel that those rights reach the point where he may
dictate as to what shall be included in the reading portion of the
paper.
I
W
E emphatically declined to exploit in our editorial work
the McPhail small grand as a "Quarter" grand, and our
position was thoroughly understood at the time of the conclusion
of a business contract. Later on, however, the firm's insistence
reached a point where it was stated that our business relations
would be severed unless we acceded to the specific request.
Rather than yield to this dictation we preferred to discon-
tinue our business relations which have been continued through
a period of many years, and which have invariably been conducted
upon a friendly and cordial basis.
No paper can lay claim to independence when it permits the
advertiser to decide as to its editorial policy. Upon different
occasions we have objected to dictation, and have always pre-
ferred, as in the McPhail case, to cease business relations with
the advertiser rather than to yield, more particularly so when
the policy demanded is contrary to our belief as to what consti-
tutes business fairness.
T seems more than passing strange that the credit, the honesty
and the integrity of this industry should be assailed in the
most flagrant manner by an editor of a trade publication who
draws an easy living through his amiability in social matters
rather than through his ability to build a trade newspaper.
But such is the case, and no more damaging document than
the utterances of this editor could be placed before men who are
at the head of financial institutions. There is one redeeming
feature, however, about this insult to an industry, and that is the
paper voicing such principles is not one which is widely read, or
even considered as a strong journalistic factor.
I
T becomes amazing, however, how men can insult the honesty
of their constituency in such a manner and turn around and
brazenly ask more patronage.
In any other trade than this they would be shown the door,
but piano manufacturers have exhibited great tolerance in their
treatment of various classes of trade editors. To say that the en-
tire piano fabric is reared on a rotten foundation is only explained
on the grounds of ignorance, and lack of mental capacity.
Consider the great factories reared within a few years, which are
scattered throughout the land, the enormous growth of the busi-
ness which has steadily advanced in point of dignity and magni-
tude, and then say that all of this represents a fictitious asset, a
bubble! It's worse than tommy rot. It's the acme of asininity.
I
9
I
T is evident that there has been a steady change going on dur-
ing the past two years in piano manufacturing and retailing.
It is coming to be more and more a science to win success in
both departments of trade. There is, of course, a gradual in-
crease in the cost of piano retailing. It seems to be inevitable,
for the same rules are operative in all retail lines of merchandis-
ing. It is an evidence of more scientific methods of merchandis-
ing that to-day the retailer instead of making price a sole induce-
ment, is bending his energies towards the perfection of better
service., a quality standard and increased convenience for his
If we study the entire mercantile field we will find that to
a large degree competition is evident along the lines of increased
service and quality, rather than the old-fashioned price wars and
cutting of values.
T
HE convenience of customers has never been regarded in
so important a light as at present, and while the field of
operation for the piano merchant in this line is extremely limited
as compared with the general merchant, yet the piano men are
showing great progress in store betterments throughout the land.
The remodeling or rebuilding of piano retail stores goes on apace
all over the country. Every effort is made to render the stores
attractive and expenses for such a purpose, which a few years
ago would have been regarded as preposterous, are now looked
upon as a highly necessary outlay.
TORE equipment and arrangement have become vital factors
in successful merchandising—a fact fully recognized by the
important houses in this trade.
The most progressive houses are casting about all the while
for something which will make their establishments more at-
tractive and increase their service to their customers.
While there is ample opportunity for trade reform in some
departments, yet as a whole the industry has been growing
steadily better. There are less of the "fake house sales" indulged
in, there is less of what .is colloquially termed the "stool pigeon
game," and there is a decrease in shady methods of all kinds, and
an obvious tendency to conform more strictly with the rules
which are operative in other lines of trade.
S
F course there are many pianos sold out of their class; there
are many instruments sold at prices which entitle the
purchasers to better instruments, but on the whole there has
been a steady elimination of reprehensible practices, and for a
trade newspaper, alleged to be published in the interests of a
particular industry, to assail the credit, the honor, and integrity
of the trade, when such improvements are apparent to the most
careless observer, seems to us to advance to the point where it
becomes at once a question of the sanity of the individual promul-
gating such a doctrine.
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JT7 XPORTS of Amercan industrial, manufacturing and food
I y products promise to reach a degree of expansion during 1904
exceeding all previous records unless all indications are discounted.
Experts who have gone into the matter closely find that orders have
already been placed for delivery during the present year for varied
products which reach in value enormous figures. Almost every
industry save our own is included in the list. The piano industry
does not come in for a large share of increase in our export trade.
In shoes alone $8,000,000 worth will be sold abroad during this
year, while the number of pianos will be extremely limited, but
the activity in all other lines causing the steady employment of men
at home means that piano sales here should be good during the
present year.
UR exports to Europe last year amounted to $1,087,000,000,
while to South America our exports amounted to $46,000,-
000. With almost every country there was a substantial increase
over the preceding year. France is now fourth in magnitude of
its commerce with the United States. Our total exports to British
territory were $768,000,000.
Our talking machine business abroad has advanced by leaps
and bounds, and, as shown by The Review special reports weekly,
it amounts to more in dollars than pianos.
The home market still remains the best for pianos, and until
these conditions change we will not pay very serious attention to
the development of export trade.
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