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THE MUSIC TRADE REVIEW
to quite a bit of money when we figure the number of pianos which
are sold on the Pacific Coast during the year.
It would seem to us that this action of the railroads should go
a long ways towards assisting the digging of the big ditch across
Panama.
The directors of associations may get together and pass resolu-
tions condemning railroads, appoint committees to wait upon them,
fight, argue, but what does it all amount to when the men higher up
finally turn about and advance the tariffs.
UPPOSE a dozen organizations did the same thing, would it
have any effect upon the railroad officials? They possibly
would listen politely to the spokesmen of the various committees
appointed to see them, would stifle a few yawns and promise fair
consideration, but they would do nothing to better existing condi-
tions. As long as they hold the whip hand, they know how to wield
it to their own advantage; but the only elements which will win out
in this matter in our opinion is a short cut by water across Panama.
The great railroads of the far West have for years defeated by
their perfect lobby system every move in this direction. But it
would seem as if our people in Congress must prove their American-
ism by standing by the President who will see that the Panama Canal
becomes a certainty within the near future. Then it will not cost us
much to ship pianos to San Francisco.
The Western piano men should bring all possible influence to
bear upon their representatives in Congress.
I T would seem from the fake sale form of advertising, which still
* lives in certain cities of the Union, that the complete purification
of the piano trade is still an irridescent dream.
By the way, we have not heard of any official investigation as
to the causes which led up to the kind of advertising adopted by
Kidder, of Utica. Probably this matter may be brought up at the
next Association meeting.
We hear from a dealer in Memphis that a certain New Orleans
piano man, who is invading Memphis territory, is making a spe-
cialty of quoting prices which are lower than wholesale rates, on
instruments that he does not handle.
State, its attractive and varied landscape is gradually being shut out
from the view of the traveler. On the leading lines of the railway
between Jersey City and Trenton, there were in the early part of
December by actual count over sixteen hundred signs. A number
of these signs have been erected by piano men, some manufacturers,
and one dealer in Newark, particularly the Lauter Co., have had for
years a great many attractive signs on the line of the Jersey rail-
roads.
" I ''HE Governor is right on this proposition, but the ubiquitous-
ness of the American advertiser is remarkable. In all sorts
of difficult places his advertising ability is apparent. Tf we were to
rewrite history we might picture De Soto leading his expedition to
the Mississippi saying: "Boys, this is great! Isn't the scenery sim-
ply magnificent?" At which time they would chorus, "But where
are the signs, telling you what kind of medicine to take ?"
Seeing the crowning glory of the panorama was missing, De
Soto would fall back into gloomy silence.
J
OHN WANAMAKER is a great merchant, no question about
that, and too great and too successful to attack the honesty of
an industry when exploiting the wares which he offers in any par-
ticular advertisement. He says in a recent advertisement:
"Five years ago it took a brave and prodigal person to hazard
the purchase of a piano. One was almost certain to have to pay from
one hundred to two hundred dollars more than the instrument was
worth. And if the purchaser wanted to pay for the piano in monthly
instalments it meant that fifty to .a hundred dollars more had to be
added to the price.
"We went into the piano business knowing that a revolution of
methods was needed, if the possession of pianos was ever to become
largely universal.
"In the first place, public confidence had to be won.
"It had to be thoroughly demonstrated that the traps and
mystery, the overcharging and deception, were not to be tolerated."
Now Wanamaker has not revolutionized piano selling. Pianos
were sold on the instalment plan when John Wanamaker wore
knickerbockers, and there were honest men in the business at that
time, and will be long after Wanamaker's name is but a memory.
He should not assail the integrity and honesty of an entire industry.
Some of his advertising has been exceptionally good, been dignified,
XT OW this is not creditable business for anyone engaged in reg-
attractive and honest, and surely there is no necessity for resorting
*• ^ ular line, and if we are correctly informed, it is not in ac-
to any such expressions as we present above.
cordance with the New Orleans man's usual method of doing busi-
ness. In his home trade he does not try to knock out a competitive
T AST year was the best in every respect both in point of subscrip-
sale by offering pianos regulary carried by his competitor at redicu-
•~' tions and advertising which The Review has ever experienced.
lous rates. Possibly his salesmen have started this Missippippi cam-
In fact in some departments the advances made were surprising,
paign without his endorsement. This form of knocking does not
even to those well acquainted with the progress of the paper. Such
usually succeed in the long run, for verily he that by the hammer
a fact shows that the men of the industry to-day are using discrimin-
thrives, likewise by the hammer dies.
ation in their selection of trade mediums, and it emphasizes, too,
Hit fraud a good heavy knockout blow, but don't try to defeat
how ridiculous have been the silly attacks made upon The Review
honest competition by disreputable methods.
by its jealous and less successful rivals.
MURPHY, Governor of New Jersey, is well known
to piano men in all sections of the Union through the great var-
nish business which he has built up in Newark. In his message to
the New Jersey Legislature he calls for laws against the advertise-
ments which are numerous along the great network of roads in
Northern New Jersey.
Governor Murphy says that while New Jersey is a beautiful
The only way to reply to a strong newspaper proposition in the
competitive sense is to make a good paper. To make it clean, to
make it respected, and to have it well circulated. The paretic egotist
and men of his stamp insult the intelligence of their limited number
of readers when they strive to meet the progressiveness of The Re-
view by silly slurs and a mixed jumble of English which would dis-
grace a ten-year old school boy, and a dirty-mouthed boy at that.