Classic Mode

Music Trade Review

Issue: 1904 Vol. 39 N. 7

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
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VOL.
67TH
XXXIX.
No. 7.
Published Every Sat. by Edward Lyman Bill at 1 Madison Ave., New York, August 13,1904.
KNABE ANNIVERSARY WILL BE
OBSERVED TO-DAY.
(Special to The Review.)
Baltimore, Md., August 9, 1904.
The employes of the piano manufacturing firm
of William Knabe & Co. will celebrate the sixty-
seventh anniversary of the founding of the firm
next Saturday by a picnic at Weber's Park. The
guest of honor will be Congressman Frank C.
Wachter, who will speak. The officers of the
executive committee having the arrangements for
the picnic in charge are: President, Mr. John
Hensel; vice-president, Mr. Henry Moudhenk;
secretary, Mr. August L. Ewald; treasurer,
Mr. Charles P. Lamana. The Committees hav-
ing in charge the different amusements are as
follows:
Men's Bowling Alley—Messrs. B. Fortmann,
chairman, J. Rusk, R. Breitenback and R. Sea-
burg.
Women's Bowling Alley—Messrs. C. Williams,
chairman, L. Buhl and L. Scherzer.
Wheel of Fortune—Messrs. O. M. Hiteshew,
chairman, J. Salve, P. Serbe, A. Durkie and R.
Quent.
Shooting Gallery—Messrs. C. E. Weidenham-
mer, chairman, and H. Wendel.
Children's Amusements—Messrs. G. Lentz,
chairman, n. Richter and J. Rathman.
Dancing—Messrs. W. Keidel, chairman, G.
Lind, H. Konig and H. Rund.
Gate Committee—Messrs. C. Christians, chair-
man, W. Mark and C. Schaffer.
ESTEY PIPE ORGANS.
(Special to The Review.)
Altoona, Pa., August 10, 1904.
The handsome new pipe organ which was built
for Christ Reformed Church has arrived. Its
various parts filled a freight car. The instru-
ment is being removed to the church and will be
assembled at once by men from the factory.
The organ was manufactured by the Estey
Organ Company, Brattleboro, and is a fine sample
of the organ builder's art. It contains the nine-
teen speaking stops and 1,158 pipes. The sets of
pipes are the following:
Great organ, open diapason, viola di gamba,
dulciana, melodia, principal, flute d'amour.
Pedal organ, bourdon, double open diapason.
Swell organ bourdon bass, bourdon reble, vio-
lin diapason, salicional, stopped diapason, aeolian,
flute harmonie, dolce cornet, oboe, fugara, picolo.
The organ is especially rich and full in the
swell, which gives the performer a large variety
of fine solo stops and magnificent solo effects can
be produced. A feature of the organ is the large
number of valuable mechanical couplers and
movements which are made possible under the
new and improved tubular pneumatic action.
The organ is tubular pneumatic, each individ-
ual valve being operated by compressed air, intro-
duced through pneumatic tubes. A unique fea-
ture is the stop action. This is the celebrated
Haskell patent, whereby by means of an abridged
keyboard placed just above tho keyboard the
registers of the various pipes are brought into
play by simply depressing a white key and by de-
pressing a black key the register is closed. The
specifications for the organ were made and the
front of the organ designed by the pastor,
Rev. Warren J. Johnson, who is known as a
pipe organ expert. The price of the organ is $3,-
600, of which amount Andrew Carnegie pays
$1,500. The inaugural recital will be held Sep-
tember 16, by Professor Minor C. Baldwin, of
Steinway. Hall, New York, America's celebrated
organist.
SUCCESSFUL CABLE BRANCH WILL MOVE
INTO LARGER QUARTERS.
(Special to The Review.)
Birmingham, Ala., August 9, 1904.
In May, 1902, Mr. J. E. Shelby, manager of the
Cable Piano Company, opened a branch store
here at 2025 First avenue. Before October 1st
the business had grown to such an extent that
a move was made to 2008 First avenue, in order
to secure about twice as large a store as the one
previously occupied.
At the new store the business has continued to
grow, and Manager Shelby said yesterday, when
asked how business was: "It is very satisfactory
indeed. Our July business was by far the larg-
est we have ever enjoyed any month since we
have opened in Birmingham. My company has
the utmost confidence in the city, both present
and future. Our trade has so rapidly and enor-
mously increased that we are again confronted
with the positive necessity of having much more
room. To that end, we have leased one of the big
stores now occupied by the Stowers Furniture
Company, 1816-1818 Second avenue, and will move
there on the 1st of October."
This speaks volumes for the Cable Company
and its progressive methods of doing business.
WHAT A PLAYER SALESMAN SAID.
The Difference between "Two-Fifty" and Two
Hundred and Fifty as Interpreted by a Ware-
room Caller—An Eilers Piano Salesman Has
Rather an Amusing Experience.
The following interesting story appeared in the
recent issue of the Portland (Ore.) Telegram:
The thing was bound to come out. Mr. Hoff-
man, of Eilers Piano house, simply couldn't keep
it. In fact he thinks it would be a piece of gross
selfishness not to share it with every other sales-
man in the country. Hoffman sold a piano the
other day. He sells pianos every day, and lots of
them, so far as that is concerned. But on this oc-
casion he spent three hours of hard work. It
ended in a cash purchase, in spite of the fact that
competitors had endeavored to poison the man's
mind against Eilers piano house. Naturally Gus
was feeling good and to make it agreeable to his
customers he introduced them to Mr. L. P. Bruce,
over in the pianola section. Louis accommodat-
ingly played a little tune for them with the aid
of the pianola. The visitors were impressed. Lou
played another tune in that enthusiastic, whole-
souled way of his. He also showed them how
simple a pianola is, how easily operated, how any-
one could operate it as easily as he.
"How mucn are they? asked the man.
"Two fifty," was Lou's nonchalant reply, as he
started in on another pretty tune.
SINGLE COPIES, 10 CENTS.
$2.00 PER YEAR.
"I'll take one," announced the man when it was
finished.
Lou chuckled to himself: "Less than 20 min-
utes to make this sale, when it took Hoffman
three hours. Wouldn't he lord it over Hoffman."
He carefully helped them select a pianola to
match the new piano and picked out the $15
worth of music rolls that go with every pianola
sold for cash. "Yes, he would send everything
along with the piano, and they would be delivered
that very day."
Then he rushed off to make out his sales re-
port. As he passed Hoffman (and he went a
little out of his way to pass him) he gave a very
superior look and muttered, "Twenty minutes is
enough for ME."
Gus was dazed. "Was he losing his grip? Per-
haps he needed a rest. He did think he had been
working too hard during this sale—he really felt
fagged." Meanwhile Lou was fluttering back
with his sales slip. He held out his hand to his
customer in that insinuating way which means
"cash, please," and his friend deposited in it a
nice round shining five dollar gold piece. To say
that Lou was astonished is putting it mildly, but
his courtesy did not forsake him.
"Oh,' he said, standing with his palm still out-
stretched, the gold piece shining on it, "er—ah,
you only want to make a deposit?"
"No. I'll take the change," was the business-
like reply.
"Why, there is still $245 due on the sale."
"Didn't you tell me those pianolas were two
and a half?"
"Two hundred and fifty dollars is the price,"
replied Bruce, firmly.
But his customers had vanished with the five
dollar gold piece. Thin air had swallowed them
up. Lou stood speechless. "Two dollars and a
half for one of his precious pianolas." Then light
dawned upon him; he saw where the misunder-
standing arose, and it is safe to say he will never
price pianolas again without putting the hun-
dred after the two.
In the excitement which ensued, he let Hoff-
man get hold of the sales slip. And now when-
ever Gus gets a breathing spell he just takes out
that slip of paper and looks at it. Then he smiles
long and audibly, and "Twenty minutes is enough
for me" is being set to music at Eilers piano
house now.
RATS, PIANO RATS!
(Special to The Review.)
Parkersburg, W. Va., August 8, 1904.
A remarkable experience was recorded here by
E. S. Curtis, a music dealer, who boxed up a $350
piano for shipment to Richwood, W. Va. It was
delayed on the way, and when it arrived at its
destination rats had taken possession of the in-
side, had gnawed the case and ruined the mechan-
ism. A lot of the rats hai made nests in the
piano and thirty-five of them were secured—all
Curtis got of his $350 piano.
The Southern Music Co., of Chattanooga, Tenn.,
has been incorporated with a capital stock of
$5,000. Incorporators: O. M. Spencer, F. A. Nel-
son, N. G. Caulk, Howard L. Smith and Geo. N,
Dubose.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
8
RE™
Editor and Proprietor.
EDWARD LYMAN DILL,
J. B. S P 1 L L A N E , M a n a g i n g E d i t o r .
THOS. CAMPBBLL-COPILAND,
W. MURDOCH LIND,
EXECVTIVE STAFF:
GlO. B. KELLER,
A. J. NlCKXIN,
ERNEST L. WAITT, 265 Washington St.
R. W. KAUFFMAN.
EM I L K
GEO.
FRANCIS BAUER,
W. QUEEIFEL.
CHICAGO OFFICE:
BOSTON OPPICE:
PHILADELPHIA OFFICE:
E. P. VAN HARLINGKN, 86 La Salle St.
MINNEAPOLIS AND ST. PAUL:
R. J. LEFEBVRE.
ST. LOUIS OFFICE :
CHAS. N. VAN BUREN.
SAN FRANCISCO OFFICE: ALFRED METZGER, 425-427 Front S t
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION (including postal ) , 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 read-
ing matter, $76.00.
REMITTANCES, in other than currency form, should be made payable to Edward
Lyman Bill.
THE ARTISTS'
DEPARTMENT
wfJi,-. V,
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.
^ P i i N n ^ e directory of piano manufacturing firms and corporations
PIANO
NANVFACTUR.ER.S
OLLECTIONS are somewhat slower than last year, but a num-
ber of dealers affirm that they are fully up to the regular
schedule. The placing of early orders is becoming more and more
popular with piano dealers, many of whom have learned in the past
that they cannot come to market and pick up just what they wish at
the last moment. Our reports indicate that there is a decided ten-
dency on the part of the average piano dealer to realize the wis-
dom of placing orders early for fall shipment. Next week we shall
present another symposium of views upon the same topics.
f o u n d o n p a g e 28 wU1 b e o f great va , ue a s a r e f e r e n c e for
dealers and others.
LONG DISTANCE TELEPHONE-NVMBER 1745 GRAMERCY.
NEW YORK, AUGUST 13, 1904.
E have before us a copy of "The Inquirer," published in Oak-
land, Cal., July 30, containing a large special advertisement
of Kohler & Chase, who were exploiting a clearance sale of new and
used pianos. The gentleman forwarding this paper to us calls our
attention to the fact that a number of stencil names appear among
the pianos listed in the advertisement, and among the several pianos
of indefinite origin offered there is a "Behring piano, valued at $475,
offered at $310, on account of discontinuance from stock." Another
"Behn Bros.," worth $550, reduced to $285."
W
OW, we do not believe for one moment that a house of the promi-
nence and reputation of Kohler & Chase would knowingly
offer a "Behring," thus trading on the Behning name, or a "Behn
Bros." to reap the good effect of Behr Bros.' reputation, which is
very high on the Pacific coast. Of course, both the foregoing names
in old English type could hardly be distinguished by the ordinary
individual from the genuine, but in our opinion this was a typo-
graphical error, which was unintentionally exploited. We are of the
opinion that criticism should not be passed upon Kohler & Chase
simply because the proofreader was careless. If a proof of the ad-
vertisement was submitted to the manager of the Oakland store, he
certainly must have been exceedingly careless, or he could not have
passed upon what we consider errors of type rather than of heart.
We do not believe that Kohler & Chase have pianos bearing the
names of "Behn Bros." and "Behring."
N
ROM the number of articles which have appeared in various
papers throughout the Union, in which special reference has
been made to pianos which have been used' in musical entertainments
at the World's Fair, it must be apparent to all that a desirable pub-
HE interviews with dealers which appear in this week's Review,
licity is the legitimate outgrowth of exhibition outlay. The splendid
regarding trade conditions, will be ot more than ordinary
showing which the Baldwin, Starr and Estey concerns are making at
interest to manufacturers and others. While it is impossible to pre- the World's Fair is having its effect in continual publicity for these
sent the views of all the people whom we have interviewed, yet enough
instruments. The Baldwin exhibit, which is most comprehensive in
have been selected to show the general condition of trade in all sec- every particular, has been minutely described in these columns, and
tions of the Union, according to the views of local trade representa-
it is unnecessary to again go over the exhibit in detail, but we may
tives. Scores of communications show that trade has not been of
add that our special representatives in St. Louis emphasize in their
such shrunken proportions as many allege, and it is surprising, as
communications to the home office the interest which the exhibit
well as gratifying, to receive the optimistic reports regarding fall
creates on the part of visitors.
conditions. The outlook for trade in the coming months seems, in-
deed, hopeful, notwithstanding the fact that we are on the eve of a
T only shows that enterprise of this kind is not without its reward,
Presidential campaign, which promises to be exceedingly warm be-
and the Baldwin product is looming up into vastly greater promi-
fore voting day comes around.
nence than ever before. An exhibit requiring such skill and mone-
tary outlay is justly entitled to a goodly measure of success, and
HERE is a satisfied and hopeful feeling. This is surprising,
the Baldwin Company seem to be getting their full share of it. One
particularly during August, the period when the greatest num-
of the prominent representatives of a European music house ex-
ber of business people avail themselves of an opportunity for relax-
pressed his surprise and admiration at The Review exhibit at St.
ation. In some sections our reports show a slight trade increase
Louis. "Such enterprise," he remarked, "is unheard of in our
over last year, while in many others the shortage is not nearly as
country. Your work must be appreciated by piano manufacturers,
great as many have believed. Of course, there are certain local dis- because you are doing great service to the entire industry. Then
tricts which are directly affected by strikes, from which glowing
your beautiful souvenir is worthy of a prominent place in every
reports have not been received. Now these opinions, which are
musician's library." We may say that our foreign visitors repeat
presented weekly in our columns, are not theoretical at all, but ex- what has been practically said by many Americans regarding the
press the opinion of men who have studied carefully their own local
work of The Review at St. Louis. It is conducted along entirely
business environments. A great many dealers are of the opinion
original lines; no trade paper in the world has ever previously under-
that trade will reach a satisfactory volume before election, and not be
taken such an ambitious enterprise, and it is with a sense of grati-
halted and hampered by the political battles until after the votes are
fication that we record the kindly criticisms made anent our Expo-
counted.
sition efforts.
F * EDITORIAL
>
F
T
I
T
I
T will be seen, by a perusal of our interviews, that the general crop
conditions are excellent, and with good crops the purchasing
power of the people is materially augmented. The character of busi-
ness, too, keeps up well. Piano men are beginning to learn that there
is character in trade as well as in individuals or pianos, and some
of them have about made up their minds that a piano sold to a person
who is not financially able to meet maturing obligations, is poorly
sold, and it would be a mighty sight better to have that instrument
in the wareroom than out where it is rapidly deteriorating in value,
HE relation between quality and advertising is all important.
No manufacturer or merchant can lose sight of this truth for
a moment, without great and grave possibilities of loss. One of the
saddest errors into which the advertiser can plunge is the belief
that by and by the name will sell the goods, and that when the name
is made, the commodity marketed and the demand established, it
is easy enough to shave down enough of the cost to go a great way
towards paying the advertising bills. A sort of robbing-Peter propo-
sition, if your eyesight does not extend beyond your nasal organ.
T

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