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THE MUSIC TRADE REVIEW
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Editor and Proprietor.
EDWARD LYMAN BILL.
J. B. S P 1 L L A N E , M.natflnrf
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THOS. CAMPBILL-COPELAND,
W. MURDOCH LIND,
ERNEST L. WAITT, 266 Washington-St.
R. W. KACFFMAN.
GEO.
W. QUERIPEL.
CHICAGO OFFICE:
BOSTON OFFICE:
PHILADELPHIA OFFICE:
EMILIK FRANCES BAUER,
GEO. B. KILLER,
A. J. NICKXIN,
E. P. VAN HARLINGKN, 36 La Salle St.
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THE ARTISTS'
DEPARTMENT
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.
^" ne directory of piano manufacturing firms and corporations
PUNA f o u n d o n p a g e 2 8 w i l 1 b c o f g r e a t
MANUFACTURERS
vaIue a s a reference f o r
dealers and others.
LONG DISTANCE TELEPHONE-NVMBER 1745 GRAMERCY.
NEW YORK, AUGUST 2O. 1904-.
EDITORIAL
T
H E third of the series of dealers views regarding trade condi-
tions are presented in our columns this week. They form in-
teresting reading, for in the main they convey pleasing intelligence.
They indicate a healthy condition of trade during the fall months in
spite of the warmth and vigor of the Presidential contest.
Indications of improved business conditions are in evidence in
all of these expressions from piano men. It cannot be denied, how-
ever, that there is a strong tendency on the part of the buyers to
procrastinate as far as buying is concerned. Many have the idea that
they can get what they desire, no matter how late their orders are
placed.
N
OW, when this is fully understood by manufacturers, and that
is one reason why we have drawn forth these opinions, it will
be necessary to accumulate stock in order to take care of the orders,
which are bound to come, with a satisfactory degree of promptness.
It would seem that the opinions of piano men as expressed through
The Review are in harmony with other indications of improved busi-
ness conditions.
The great mercantile agencies, for instance, take a hopeful view
of the outlook; Bradstreets figures out that the year's business of the
railroads will show a gain of about six per cent, in gross, and a small
increase in net earnings. Dun's predicts much better conditions for
the second half of the current year than those which obtained in the
first six months basing this for cuts on statistical comparison. Thus
failures, as well as liabilities involved are lessening, and there is a
better feeling in most branches of trade.
T
H E purchase of sixty thousand tons ot steel by President Harri-
man of the Southern Pacific is an encouraging sign. More
especially when it is considered that the price paid is the official
quotation maintained at the mills for the last two years.
The temporary withdrawal of the railroads from the markets
is attributed in a large degree to the somewhat prolonged depression
in the iron trade. If its purchase is evidence of willingness on the
part of the railroads generally to loosen up in the matter of buying
supplies so much the better, but even when taken as a unit the trans-
action is a gratifying symptom.
OOKING at the prospect from a strictly piano trade standpoint,
the fall trade, it would seem should be a particularly good one
for manufacturers and dealers. Retail stocks are somewhat lower
than they were -a year ago at this time, and the general demand is
keeping up very well.
It is to be regretted that there is no more of a determination on
the part of piano dealers to order well in advance. Retailers should
not hold to a conservatism which is positively dangerous. There are
many lines of pianos which will be difficult to obtain particularly if
dealers all wish their instruments at the same time. Much worry
and annoyance may be avoided by those who look thoroughly into
the situation if they would take a reasonable amount of risk which is
inseparable from the conduct of any successful business.
A
T the time of the Aeolian-Weber combination The Review
remarked that the Aeolian Hall must necessarily be a point
prolific in trade news.
It would seem from the many moves which have had their origin
in the stately building on Fifth Avenue that we were pretty nearly
correct in our prediction.
The announcement made in The Review last week that the Aeolian
Company in connection with the Wilcox & White Company, would
demand a settlement for alleged infringements upon their patent
rights, has created a great deal of comment in trade circles. A move
of that kind means much to an industry as limited as the manufac-
ture of players, and the move would not have been taken without
the greatest consideration on the part of the claimants.
As to the merits of the case, that is for those most interested, and
the courts, if they are resorted to, to decide.
N expression of opinion from manufacturers who have been
represented in department stores for some time past shows
clearly that they are not satisfied with the net results. The department
store was hailed as a factor which would in the course of a very little
time eliminate the regular dealer entirely. In fact the alleged trade
editor and promoter endeavored to stampede the trade, and boastfully
asserted that he could make deals with the department store men
which would mean vast distribution for the makers of pianos. Hi.s
predictions have failed in this, as in almost everything else, and it
is pretty safe to assert that as a false prophet he is without an equal
in this trade. The number of department stores which have suc-
cessfully exploited pianos are extremely limited, and the number ap-
pears to be lessening rather than increasing.
A
T
H E government of Austria has issued instructions to its consuls
that might well be applied in a modified way to our own con-
sular service. Thus the Austro-Hungarian consul is required to give
active aid to the export interests of his country in disputes made by
the foreign customer as to Austrian consignments; to use his moral
influence in favor of his country's interests when opportunities offer
abroad for selling goods, obtaining contracts, etc., and to be prompt
in acknowledging letters or applications from home inquirers. Un-
doubtedly our consuls could do very much more than they are doing
to extend American commercial interests of foreign countries, but
thank heaven we haven't many such ignoramuses as our representa-
tive in a German city who last year lavished praise on German
pianos at the expense of the American product.
I
T is reported by a recent cable that Blumie needed that "rarefied
altitude of Capucin Rock" in order to recover from the shock
which he experienced when he learned that the Knabe piano was
going to George P. Bent. The cablegram, however, did not report
the number and variety of choice adjectives which savored of Blumie
breeziness. The toll would have been large, and the wires would
have burned to have carried those red hot expletives. Blumie says:
"Only those who have felt the intricate, delicate and subtle move-
ments of piano trade machinery can appreciate it." Wonder if he
has in mind the Bent letter?
I
S there a lack of genuine earnestness among salesmen? For ex-
ample, there is hardly a man engaged in selling any kind of
merchandise who does not consider that he is industrious and capable.
If this were true in its fullest sense such a salesman would both
merit and gain promotion, or would command increased salary in-
stead of having to plead for it. Now positions can always be open
to him, and he would be lifted to places of trust and responsibility.
Is he strictly just to his employer, to his customers and to his
fellow workers? Any salesman is sure to think that he is at least
industrious, but then there is industry and industry.