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THE MUSIC TRADE
THE "JUST AS GOOD" COMEDY.
Smart, the "One Price" Piano Dealer, Sells the
Best Piano Made to Mrs. Jones—The Result
—Dramatized from an Actual Happening.
Scene.—Interior of Mr. Smart's Music Store.
Time.—Early Fall. Just after harvest time.
Enter Mrs. Jones, wife of Farmer Jones, caus-
ing a hurried scramble on the part of Mr. Smart
and clerk. Mr. Smart captures the "prize,"
after the declaration "I saw it first." He leads
the lady over to the famous Smart piano, made
especially for him "out of best materials" at a
cost of $90 and usually sold at $150 or more to
"wise" ones. The following dialogue then takes
place:
Mrs. Jones.—Don't you keep the famous Pick-
ering and Lineway pianos?
Mr. Smart.—Yes, we have a couple in stock
but I couldn't think of offering one of those
inferior affairs to a woman of your intelligence
and musical taste when we are showing that
triumph of piano construction, the Smart piano,
which is as far beyond tne others aa a violin
surpasses a jewsharp. (He then proceeds to
torture the instrument in seventeen different
keys.)
Mrs. J.—Is it a really good piano and will it
last a long time?
Mr. S.—Madam! When your grandchildren
are in their dotage that instrument will render
music to lighten their last hours with the same
charm it has played for you to-day. The case
is solid mahogany, the keys are real ivory, the
plate is gold plated, and the strings of solid cop-
ter to obtain a rich tone. As a special induce-
ment to you and in order to introduce the Smart
piano I will make the price even lower than
those other pianos, although it is really worth
much more. It is yours for only $300.
Mrs. J. pays the money and has the piano sent
home.
ONE [PRICE PRIZE ANNOUNCEMENT.
years ago the Review started the one price agitation by
S OME
offering a prize for the best article on the one price system.
For months past we have advocated the establishment of the
price at retail by the manufacturer at which his product shall
be sold. Resolutions were passed at Washington favoring this
plan, and we believe that the more the question is agitated
the more adherents it will win, therefore we will offer a cash
prize of $25.00 for the best article upon the subject: "Benefits
Which Will Accrue to the Trade by the Manufacturer
Establishing Retail Prices at Which His Pianos Shall be
Sold." All contributions should be typewritten, and addressed
to the Prize Editor, The Music Trade Review, 1 Madison
Avenue, New York.
reputation for honesty and square dealing. He
will retain an interest in the new company, but
for the present will take a much needed rest.
F. C Miller, the president and general manager,
is a pianist, organist and tuner from New York
City. He has also had an extensive business ex-
perience, and the success of the new company
seems assured. They will handle the Baldwin
line, the Bush & Gerts, Price & Teeple, Needham
and other pianos, talking machines and sheet
music.
WEBER BROS.' CO. INCORPORATED.
Have Commenced to Make Pianos in Kansas
City—Plant Now Being Occupied.
Weber Bros. Piano Mfg. Co., whose factory in
Kansas City, Mo., has been in process of erection
Scene 2.—Interior of Jones home the next since January, have commenced manufacturing
spring, showing parlor and sitting room oc- pianos. It is the intention of the concern to turn
cupied by about three dozen members of the out 1,000 instruments a year. Articles of incor-
ladies' sewing circle. Attention is called to the poration were filed by the company last week
famous Smart piano. The case is wired to hold with J. E. Wilson, president and treasurer; Au-
it together. The varnish has all peeled off in gust Weber, Jr., vice-president, and Frederick
spots and elsewhere it looks like a relief map Weber, secretary. Authorized capital $250,000.
of the Rockies. The majority of the keys are
of white pine, the celluloid having peeled off.
MEYER-TONER CO. INCORPORATED.
Miss Jones strikes a chord and the sound re-
minds one of a runaway milk-cart.
The Meyer-Toner Piano Co., of Seattle, has
Mrs. Jones.—I paid $300 for that piano but it's been incorporated with the Secretary of the
no good. I'll have to go over to the Blanktown State of Washington, by August W. Meyer and
and get a new one of the Reliable Music House, Chas. W. Toner, with a capital of $50,000.
I guess.
Mrs. Smith.—Why, I got a piano just like it
NEW ASSOCIATION MEMBERS.
at Smart's for $150 but it went to pieces the
same way.
The following firms have been elected mem-
Mrs. Brown.—I paid $190 for my "Smart" bers of the National Piano Manufacturers' As-
piano and it lasted almost eight months.
sociation of America: Strohber Piano Co.,
Other members of the circle testify as to their Chicago, 111.; Vose & Sons Piano Co., Boston,
experiences at the hands of Mr. Smart.
Mass.; The Carpenter Co., Brattleboro, Vt.; and
the Stevens Organ and Piano Co., Marietta, Ohio.
*
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Scene three.—Puzzle.
How many additions to his quarters did Mr. JAMES 0D0NNELL IS GENERAL MANAGER.
Smart have to make and how many extra clerks
did he have to hire to handle the crowd of
James O'Donnell, vice-president of the Brinker-
prospective piano purchasers after the session hoff Piano Co., Jackson, Mich., has been elected
of the sewing circle at Mrs. Jones'.
general manager, to succeed W. Brinkerhoff, the
You can draw your own moral.
{secretary and treasurer. It is rumored that
Chicago capitalists are negotiating for the con-
F. C. MILLER WILL BE PRESIDENT cern.
•
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.
Of the H. C. Waite Music Co. Which Has Been
Organized With $10,000 Capital to Conduct
a Piano Business in Cedar Rapids.
,
(Special to The Review.)
A CHANGE IN CANADA.
The firm of Delfosse, Rivet & Co., Montrea 1 .
Can., has dissolved, Henri Delfosse entering the
employ of Willis & Co., with whom he was previ-
ously connected. L. J. Rivet, the other partner,
continues in business, handling the Laffargue and
other pianos.
Cedar Rapids, la., May 28, 1906.
Friday I sent a wire advising you that a
corporation has been formed in this city with a
capital stock of $10,000, known as the H. C. Waite
Music Co. Fuller particulars are to the effect
The palatial dwelling now being erected for
that the new company is the successor to H. C. Henry Clay Frick, the steel magnate, at Pride's
Waite, who has been doing business in that city Crossing, Mass., will have, among other features,
for thirty-seven years and has established a a music room containing a. $40,0u£L-organ. ......
;
FEASIBILITY OFJjlE ART FINISH.
In Order to Make This Finish Popular With the
Public It Will be Necessary for the Dealers
to Join Energetically in the Campaign—The
Manufacturers Cannot do More Than Turn
Out the Instruments, But the Popularity of
This Finish Rests Largely With the Dealers
and Salesmen—A Brochure Should be Com-
piled Setting Forth the Especial Merits of
the Art Finish—Interesting Chat With a
Leading Manufacturer.
One of the largest pia.io manufacturers in New
York, in commenting on the feasibility of the
Art finish recommended at the last convention
of the piano manufacturers, said to the Review:
"I have been in favor of the dull finish on
pianos for many years and have done my best
to introduce them, but I have found it very
hard to convince the smaller dealers that they
could be sold. It is human nature to prefer
anything that glitters, and it is now up to the
dealers to carry on a campaign of education
among their patrons.
"It will require considerable preaching to
persuade the average buyer that a dull finish
is superior to a highly polished surface, and
that after a few years wear, will be far more
satisfactory. They have an idea that the manu-
facturer is saving money by not giving them a
case with a high finish, and that the dealer is
making more by trying to sell them one of that
style.
"I think it would be well if a brochure ex-
plaining the merits of the art finish were com-
piled under the official sanction of either the
National Piano Manufacturers' Association or
the Dealers' Association, and circulated broad-
cast. The purchaser would then understand that
no particular manufacturer had an axe to grind
and would investigate the matter more thor-
oughly. The trade papers, by publishing argu-
ments that could be used by the dealers in mak-
ing sales, could help the manufacturers to a
very appreciable extent.
"With the exception of some of the very large
dealers it is a rule to give the customers what
they ask for and avoid innovations as much as
possible, and I have had dealers send cuts from
the catalogue of some other manufacturer asking
me to send him an instrument resembling the
enclosed style.
"This class will not attempt to force the
sale of the Art finish because their patrons
like the gloss of the varnish, and will not take
the trouble to present an argument showing the
liability of the best varnish ever made to check
and crack under certain atmospheric conditions."
The John L. Flanery Music House have opened
a branch store in the Cotton building, Toledo, O.,
under the management of B. F. Milligan. The
usual Flanery line will be handled at the new
store, including the Everett and other pianos,
talking, machines, .records -and supplies.