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THE: MUSIC
TRADE:
RE™
COWARD LYMAN BILL.
Editor and Proprietor
J. D. S F I L L A N L , M . n . f i n t f Editor.
EXECVTIVE AfsD REP0RT0R1AL STAFF:
OHO. B. KELLER,
WH. B. WHITE,
W. N. TYLER,
EMILIB FRANCIS BAUKR,
L. J. CHAMBERI.IX.
A. J. NICKLIN,
GKO. W. QUBRIPBL.
BOSTON OFFICE:
——
ERNEST L. WAITT, 173 Tremont St.
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CM1CAQO 0 F P | C B
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CINCINNATI, O.:
NINA PI.GH-SMITH.
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Ou the tirst Saturday or each month The Uevlew contains In Its
"Artists' l»epartiuent" all the current musical news. This Is effected
THE ARTISTS • without
In any way trespassing on the size or service of the trade
section
of the paper. It has a special circulation, and therefore
DEPARTMENT
augments materially the value of The Kevlew to advertisers.
PiAMn T n e ( l |l *' ct(J| y ° ' piano manufacturing firms and corporations
PIANO f oun( j 0 D another page will be of great value, as a referenct
HS
f or fi,. a | Prs a n ( ] o ther8.
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY.
NEW YORK, OCTOBEK 7, 19O5.
REIVIEIW
attractive musical or dramatic accessories, so that the people would
be drawn to the exhibition through the special attractive features
presented.
T
H E trade exposition in Washington promises nothing of this
nature. So as far as attracting the public, and thus increasing
the selling of pianos, there has been no argument whatsoever ad-
vanced. If we satisfactorily settle the question that no more pianos
can be sold to the consumers—that is, the retail purchasers—then it
settles down to a question of an actual trade advantage between
manufacturer and dealer. There may be, of course, some new
r.gencies made, trading about as it were, but presumably no impor-
tant deals will be consummated during the trade convention week.
Both manufacturers and dealers are more or less engrossed with con-
vention duties, and they are truthfully not in the mood to take up for
serious consideration the taking on of other lines.
The dealers would go through the piano exposition in a hurried
or indifferent manner, and probably would consider possibilities of
new trade alliances later, but it is safe to presume that any trade
exposition would not seriously change existing relations between
prominent dealers and well-known piano manufacturing institutions.
A
DEALER whose interests have been allied with well-known in-
struments for years is not inclined to break those existing
relations in the hurry and excitement which are inseparably associ-
ated with trade gatherings, where there are more or less social feat-
ures interjected. He might view with a modicum of interest certain
pianos which he met more or less in competition, but to make new-
business engagements, including, of course, new territorial allotment,
would be practically impossible during the hurrah of a music trade
convention. So the well-known—that is, the large producing piano
firms—could not profit by such an exposition. It would simply be
for them money expended, the returns for which would be out of all
proportion to the expense necessary to maintain a suitable repre-
sentation.
A
O
PPOSITION to a trade exhibition of pianos during Conven-
tion week in Washington next year is steadily growing. A
number of important manufacturers have not hesitated to express
their opinion that such an exposition would be injurious to the trade
in many respects, and we may add that such an expression of opinion
has been supplemented by that of a number of leading dealers who
also do not look with favor upon the plan.
It is well, indeed, to consider a move of this kind from every
possible viewpoint before entering enthusiastically upon it, for when
the machinery is once placed in motion, it will be pretty difficult to
slow up until the harm has been done.
A good many who originally expressed themselves as favoring
• the move, frankly say that they did not give it the serious considera-
tion which the subject demands.
L
ET us view this exposition matter in a number of lights and see
whether the situation improves under usage, to paraphrase the
advertising caption of a well-known piano house.
A trade exposition is primarily held for the promotion of trade
interests, and the general enlightenment and information which it
conveys regarding the value and variety of products of a special
industry.
One of the great forces behind a trade exposition is public in-
terest, and it is supposed that industrial shows will accelerate public
interest in special products, and in that way widen the avenues of
distribution.
Now, will a piano trade exhibit in Washington increase the sale
of instruments to retail purchasers by a single piano? If so, in what
manner ?
W
E should be glad to have this question answered by any one
who can explain just how more pianos are going to be sold
to the public through the proposed exhibition, thus benefiting both
merchants and manufacturers by the increased distribution.
If this point cannot be argued successfully, then it must be ad-
mitted thit the most important reason for the existence of an expo-
sition does not exist. The only way possible to interest the public
would be by an enormous trade exposition, supplemented with some
LARGE manufacturer would not feel that his exhibit would be
fairly representative without sending on at least a half a
dozen pianos. He would have to do at least this in order to maintain
his position when compared with some of the lesser makers.
Now, to send on a half a dozen pianos, pay freight and cartages
both ways, pay for ground rent in the exposition hall and one or two
trade representatives to explain and to entertain for a week, would
mean an outlay of hundreds of dollars. Therefore, the expense item,
which is a most important one. after all, is worth while considering.
T
HEN again there is still another point, which has not as yet been
discussed. Suppose a number of manufacturers who have
not at present large existing trade relations should view with favor
this opportunity of exploiting their products before the dealers, and
send on an imposing line of pianos. Granted, for the sake of argu-
ment, that there are quite a number of such exhibits, and let us argue
further that these firms may have no local representation in Wash-
ington, and they do not, during convention week succeed in estab-
lishing business connections there which are satisfactory, what will
they do with their instruments which have been exhibited? Ship
them back home, thus adding materially to their expense, or will
they be inclined to put them out at wholesale rates to private cus-
tomers in Washington?
Would it not be surprising under such conditions to see the
Washington papers filled with announcements of pianos offered at
wholesale rates, fresh from the manufacturers, and if a few hundred
pianos of this kind were dumped upon the market in Washington,
Baltimore and surrounding towns we rather incline to the idea that
the dealers of neighboring cities would pay a premium to keep away
the association gatherings from their towns, if such methods were to
be followed in the future.
N
OW, these possible conditions are not overdrawn in the slight-
est, and we cannot see how the actual distribution of pianos
would be increased by a single instrument by such a trade exhibit as
is proposed. We cannot see how manufacturers, as a class, can profit
by this exposition, or how the dealers themselves will win advance
by promoting such an enterprise. It will be expensive and will cost
many thousands of dollars, which expense, of course, must be met
by manufacturers, and that, too, without the possibility of increasing
their output in the remotest degree.
There is a strong current of opposition to the move among those