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THE MUSIC TRADE REVIEW
facturer and dealer, for it cannot be denied that there is a tendency
towards cultivating this special brand business, and unless modified
somewhat, it will have the effect to disturb settled piano conditions.
The hardware manufacturers seem to agree pretty thoroughly
that the manufacturer cannot afford to give away his good name
and reputation, which he does when he puts out his goods under
a special brand. Where would the piano business be to-day if it had
been the custom of the early makers to place any kind of names
upon the fall boards of the instruments which they manufacture?
IANO names constitute a very valuable asset, perhaps more so
than the trademarks in other lines of manufactured goods, and
see the vicissitudes through which some of our great names have
gone, and note the prominence that they occupy to-day.
The value of a well known piano name constitutes a tangible
business asset, the value of which it is indeed difficult to estimate;
and there is no question but that the manufacturer of pianos under a
variety of brands fails to create a reputation for anything save
cheapness.
If our trade associations would concentrate their energies upon
one topic such as this, which is of vital importance to the industry,
they would accomplish much more than is possible for the isolated
individual in suppressing a traffic which has grown enormously
during the past half dozen years, and which will in time, unless
counteracted, have a serious effect upon the future of piano making
and selling.
P
F course there will be always a number of concerns who will
never lower their standard, and who will never cater to a
special brand trade. Their position will become more and more
distinct if the great majority persists in exploiting the special
brand business.
It might be well to follow the lead of the hardware men and
get together to discuss these matters on a broad basis. In that way
only can results be achieved which will be instrumental in holding
up the trade to the proud position which by right of artistic associa-
tions it should occupy.
*
O
HEN a great industry finds it of such importance
as to give up two conventions to the discussion of special
brands in order that some way may be found out of the unsatisfac-
tory conditions which are being wrought through the agency of the
special brand, it is quite time that piano manufacturers whose trade-
mark assets are in infinitely greater value than any other ever could
be in the hardware trade, should give serious consideration to this
problem, which is conceded to be destructive in its tendencies to a
neighboring trade.
W
ATIONAL associations are credited with bringing up and
making prominent a question of trade policy which should
be pursued in regard to matters which are of vital importance to
the trade. The subject of special brands is of recognized import-
ance, and will admit in its consideration the best thought of both
the manufacturer and dealer.
In order to avoid unwise action it is necessary that the question
should be regarded broadly and with something of a judicial spirit.
Narrow views and impulsive action should be avoided.
If the proper spirit prevails something may be accomplished
in the way of correcting the abuses connected with the special brands
as they are at present used in the trade. The spirit of fraternity
which has done so much to bring about cordial feelings will be useful
in bringing about desired ends. There should be frankness and
fairness apparent in discussing this matter, and abuse entirely with-
held, for that never constitutes argument.
N
UR trade reports during the past week showed an unusual
activity—an activity which was phenomenal when we con-
sider the Presidential election excitement. Trade developments
are increasing and pointing towards better commercial conditions,
there being an undeniable drift apparent in the different sections of
the country towards a better feeling and a growing volume of busi-
ness both in the manufacturing and the retailing of pianos.
O
HERE is a steady tendency towards increased cost in manu-
facturing, and while there have been no marked changes in
prices, we may say that it is probable within the near future that
there may be an advance in the price of pianos. It seems inevitable,
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9
and whether it will come this fall or not is a question yet to be
determined.
EMARKABLY fine fall weather, and a- comparative freedom
from early and killing frost, have favorably affected the abun-
dant harvest and facilitated the marketing of farm and garden
products at exceedingly satisfactory prices, from the point of view
of the agriculturist.
Our personal observations throughout the North and Central
West show that the farmers in those specially favored sections are
in a position to buy more pianos and better pianos than ever before.
Crop conditions are excellent, and we are practically assured of a
good holiday trade in musical instruments. The excellent agricul-
tural conditions will naturally stimulate business for the remainder
of the year, and lay a substantial foundation for trade next spring.
The great and growing Northwest is absorbing an immense number
of pianos, while the West and South are likewise taking their full
quota of the total.
R
IANO merchants have on the whole stocked up rather spar-
ingly, and from present indications there is liable to be a tre-
mendous demand made upon the manufacturers from this time on.
Piano men as a rule have kept their stock adequate for ordinary
trade, but they have not prepared for a busy holiday season.
A good many prefer to carry small stocks because they were
fearful that a campaign year might develop into a period of business
stagnancy. Others, however, kept their stock in splendid condition,
and are now in the enviable position of being able to supply the
piano wants of their localities promptly.
P
OW that the elections are over and the matter of Governmental
policy settled for four years, let us get together, drop
partisan feelings and put our shoulders to the business wheel, so that
it may spin around in good lively fashion.
It was impossible that both tickets could be successful. The
American people have decided, and let us respect their decision, and
get all there is going in a business way.
It is very much better to have the decision made, too, in an
emphatic manner. It surely will lend added confidence to all busi-
ness moves, and indications point with unerring certainty towards
a tremendous revival in all lines of business. With the affairs of the
nation definitely settled for four years, the possibilities of disturb-
ance from that quarter are happily removed.
N
I
F you have placed reasonable prices on your pianos don't fear
your competitors. Display your prices; talk values; talk quality.
Just put a good strong emphasis on everything you offer for sale.
Get entirely free from the cheap atmosphere. Talk quality and even
shout quality if necessary, and incidentally mark your goods in plain
figures at what they are worth and stick to those figures.
HE small booklet is growing in favor with piano men all the
time. Dealers find the little brochure, which can be easily
inserted in an envelope, useful advertising matter to send to pros-
pective customers. The closer a merchant can strike home with his
advertising the better will be the result, and in no way can this be
done better and with as little expenses as with neat little brochures
enclosed in personal letters. These may be sent as often as the mer-
chant wishes to prospective buyers; but many make a mistake in
attempting to say too much in these little booklets. The story of
the booklet should be told in a few words, in a plain, straightforward
manner, and omitting all high sounding phrases, and, in other words,
a sort of a heart to heart talk manner.
T
HERE is no special reason why a manufacturer should be in
haste to settle with a patentee for alleged infringement of
patents. A friendly suit at law will establish the rights, if any, pos-
sessed by the patentee, and where there is an honest difference of
opinion, it is well for the courts to decide. The Government expects
that every man to whom patent papers are issued should exercise
reasonable care in the protection of his own rights. If he waits until
a patent is practically expired before bringing a test case, it would
seem that he had hardly exercised the precautionary care expected
by the Government. And one of the most important questions to be
considered in the White pedal patents, which were granted in 1889,
is the fact that no action has been made until recently by Mr.
White to test the validity of his claims.
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