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THE MUSIC TRADB REVIEW
8
REVIEW
£ditor and Proprietor.
EDWARD LYMAN DILL,
J. B. SPILLANE, Manatflnrf Editor.
EXECUTIVE AND REPORTORIAL STAFF:
W. N. TYLER,
GEO. B. KELLER,
W. L. WILLIAMS,
W M . B. WHIT*.
GBO. W. QUERIPEL.
CHICAGO OFFICE:
BOSTON OPFICE:
ERNEST L. WAITT, 255 Washington St.
PHILADELPHIA OFFICE:
EUILIB FKANCIS BAUER,
A. J. NICKLIN,
E. P. VAN HABLINGXN, 80 La Salic St.
MINNEAPOLIS AND ST. PAUL:
R. W. KAUFFMAN.
E. C. TORRIY.
5T. LOU 15 OFFICE ,
CHAS. N. VAN BUREN.
SAN FRANCISCO OFFICE: ALFRED MKTZGER, 425-427 Front St.
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION (including postage), 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, $60.00; opposite
reading matter, $76.00.
REMITTANCES, in other than currency form, should be made.payable to Edward
Lyman Bill.
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.
j u m n
u» u ..Vw.™ /
MANUFACTURERS
T n e
directory of piano manufacturing firms and corporations
another page will be of great value, as a reference for
dealers and others.
found o n
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY.
NEW YORK. MARCH 25, 19O5.
EDITORIAL
B
USINESS has been slow for the.past thirty days, but with the
advance of the season, which has been exceptionally backward,
there are now indications for decided increase in the general activity
of trade. February was disappointing and up to the first half of March
there was no perceptible quickening of the pulse of trade, but now
advices are coming to us of a very gratifying increase in the volume
of business. Of course the roads throughout the country have been
almost impassable, and it has not been possible for piano men to make
deliveries in the rural districts, but with settled weather and roads,
the retail business will at once feel an immediate inspiring influence.
T
HERE is in the country at large a generous movement in com-
mercial circles as indicated in the clearing house statistics
which show a remarkable increase beyond last year. The prosperous
condition of the railroads and a liberality with which they are meet-
ing their requirements, the stimulus which trade is feeling, and the
large crops of the past season are all among the influences which are
apparently working together to make the present year a notable one
in a business way. There does not seem to be any recession from the
hopeful tone which has prevailed for some time, and our corre^
spondents in the various cities write that the local music dealers are
looking forward to a large spring business. As proof of the progress
as well as the prosperity of the country may be cited the announce-
ment that the Pennsylvania Railroad will expend seventy-five mil-
lions this year for construction and equipment. The fact that this
outlay is necessitated by growth of traffic and because of the com-
pany's inability to handle its increasing business is further evidence
of material development through an extensive section.
W
RITING to The Review a manufacturer says: "I have been
much interested in your utterances upon the subject of graft.
There is no doubt but that it exists in more places than one in our
commercial life, not only in the varnish factories, but from what I
learn, I am confident that some piano manufacturers have a worse
kind of competition than value and merit to meet.
"The men who offer bribes to salesmen for pushing certain
pianos are encouraging the graft system, and I am glad to see The
Review take up this question."
Of course there can be no doubt that the bribe germ is cultivated
by any man who seeks to gain desired ends through the purchasing
power of money. It is, to use that coined word and still especially
applicable term, "grafting" in every way. To moralize on the evils
of any trade is perfectly legitimate, but it should be done with justice
to all parties. It is, some argue, an open question as to who is the
most culpable, the man who bribes, or the man who takes the bribe.
E think we can express, perhaps, another thought which seems
to us to strike at the very foundation of the graft evil; that
just as long as the principals ignore the fundamental rules of right-
eousness in their business, just so long will subordinates be found to
conform to their employer's indifference.
In the first place every merchant should be thoroughly and com-
pletely in touch with his head salesman, and with the products which
are purchased by him. By ignoring this vital principle he exhibits a
weakness which may in time become injurious. There is no doubt,
that grafting to a certain extent, obtains in this industry, and it is
an evil that should be crushed.
W
I
F a representative of a manufacturing concern offers a piano sales-
man a few dollars on every sale which he makes of his instru-
ments, he will approach the man cautiously and the first thing he will
do will be to clear the salesman's conscience with his employer by
telling him that his employer is not being robbed if he enters into a
grafting arrangement with him. He will impress upon the salesman
the statement that his employer is getting full value, as there is no
difference between his prices under the new arrangement and under
the old, and the tempter proposes to increase the retail salesman's
salary by making it to his personal advantage to sell his particular
brand of pianos.
The salesman, whose salary may not be very large, listens to the
plausible statement, and sometimes swallows the bait. He enters into
an arrangement whereby he receives a stipulated sum for every piano
sold, bearing the A
brand, and if he is a head salesman, he prob-
ably urges his staff to sell this particular make of instrument.
OW, it may be that his employer had been paying too much for
that piano, and if a reduction could reasonably be made, the
merchant himself should receive the benefit therefrom and not the
salesman, and if the salesman is not satisfied with his present position
he has always the right to leave it, but he has not the right legally or
morally to sell his services to an outsider to exploit any particular
piano. His employer pays him a salary, relies upon his honor to do
the right thing and push the various instruments in his wareroom
solely upon their merits, and this he does not do when he accepts a
bribe.
Every manufacturer, that is, every one who refuses to bribe
salesmen, is placed at a serious disadvantage with this grafting
kind of competition. It is not a fair business competition, neither is
it honest, and if continued it will mean that merit will no longer be
the impelling power in any business institution. The popularity of
many pianos locally will depend largely upon the money paid sales-
men to herald their virtues.
N
W
E know of a case which was reported where a salesman after
he had received a tempting offer, went immediately to his
employer and related the entire conversation. The piano merchant
said nothing but at the end of the year he asked a rebate of five dol-
lars on each piano that was sold in his establishment bearing the
trade-mark of this particular firm. There were considerable re-
monstrances when this communication reached the home office, but
the piano man insisted that the rebate was due him inasmuch as it was
a straight offer made to his salesman who was solely employed by
him and of course, the discount should go to his establishment, as he
was responsible for all the bills. He insisted upon the rebate and
in the end he secured it, and what is more he insisted upon every
piano being sold him at five dollars less during the following year
with the threat that unless this were followed out he would refuse
to handle the line. He was a desirable agent, and the rebate was
forthcoming.
F course there are very few manufacturers indeed who would
countenance any such act of bribery on the part of their rep-
resentative. They would not resort to questionable methods to se-
cure business, and proof that their salesmen had made such offers
would be equivalent to a discharge. They would not, under any
O