Classic Mode

Music Trade Review

Issue: 1906 Vol. 43 N. 3

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
6
MUSIC TRADE
EDWARD LYMAN BILL, - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Staff:
GBO. B. KELLER.
W. N. TYLER.
F. H. THOMPSON.
EMILIB FRANCES BADKB.
L. B. BOWERS. B. BBIXTAIN WILSON, Wst. B. WHITE. L. J. CHAMBERLIN. A. J. NICKLIN.
BOSTON OFFICE:
EBNEST L. WAITT, 278A Tremont St.
CHICAGO OFFICE:
E. P. VAN HARLINGEN, 195-197 Wabash Ave.
TELEPHONES : Central 414 ; Automatic 8643
PHILADELPHIA OFFICE: MINNEAPOLIS and ST. PAUL: ST. LOUIS OFFICE
It. W. KAT1FFMAN.
A . W . SHAW.
CHAS. N . VAN BURBN.
SAN FRANCISCO OFFICE: ALFRED METZGER, 425-427 Front S t
CINCINNATI, O.:
NINA PUGH-SMITH.
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, $50.00; opposite
reading matter, $75.00.
REMITTANCES, In other than currency form, should be made payable to Edward
Lyman Bill.
Directory ol Piano
~
~ Z
Manufacturers
The directory of piano manufacturing firms and corporations
found on another page will be of great value, as a reference
f o r dealer,, a n ( j others.
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900 Silver Medal.Charleston Exposition, 1902
Diploma.Pan-American Exposition, 1901 Gold Medal. .St. Louis Exposition, 1904
Gold ifedot.Lewis-Clark Exposition, 1905
LONG DISTANCE TELEPHONE—NUMBER 1745 GRAMERCY
~~
NEW YORK,
JULY
21, 1 9 0 6
EDITORIAL
T
RADE reports from widely separated sections of the country
which have reached The Review office this week, are, on the
whole, most favorable. While the usual summer quietude prevails
in retail circles in the East, yet manufacturers are fairly busy, many
of them working ahead on stock for fall trade. In the West more
active conditions prevail in both wholesale and retail fields. In the
smaller cities the sales are reported as larger than usual this sum-
mer, with the call of a better grade of instruments. In fact,
throughout the far West a very buoyant feeling prevails in business
circles, owing to the splendid outlook for the crops, which, accord-
ing to Government reports, are destined to give the farmers a larger
return in cash than for many years past. This means, of course,
greater purchases of luxuries, and the piano trade in general should
get its share of the expenditure.
T
HE outlook on the Pacific Coast is also most satisfactory. San
Francisco is making steady headway in its plans for re-
building, while the conditions throughout the State of California
and the Northwest were never as prosperous, nor the outlook as
good. As John A. Norris, vice-president of the Smith & Barnes
Piano Co., said in the course of his interesting talk with The Re-
view last week: "I believe, and Mr. Sherman heartily agrees
with me on this subject, that 1907 will be the most remarkable year
for the sale of pianos on the Pacific Coast. There is no possible
doubt of this, and they will be the best instruments too." This
opinion from two gentlemen who may well be termed "experts"
affords an idea of the splendid outlook in the far West.
T
IME was when it was a common thing to study the advertise-
ments of the various piano houses to note a retailer's attempt
to knock his competitor, whether it was expressed or implied. In
about eight of every ten advertisements there used to be "knock-
ing" in, evidence all of the time, but to-day it is generally conceded
by men in all lines of trade that knocking is harmful to those who
indulge in it, and it is a fact that those who indulge in this form
of advertising cannot curb their jealousy and ill-feeling sufficiently
to promote their own merchandise; they are so engrossed in their
desire to hurt their competitor's business that they Jose sight of
REVIEW
the original purpose they had in mind when drafting their adver-
tising.
Many men watch their rivals business closer than their own.
They study the advertising of a competing firm and use all their
efforts to counteract the statements and prices they find, by argu-
ments that apply directly to their competitor's advertising.
That each piano merchant should closely watch his competi-
tor's movements and advertising is commendable; and that every
legitimate means to offset the advertising of one's competitor should
be used, is also necessary.
But the bone of contention is this: Don't answer directly
any statement of a rival concern. The Review has been, "knocked"
by less successful competitors and it has kept right on growing.
Our advice is don't use printers' ink and valuable space to
tell the people whose patronage you are seeking why they shouldn't
trade at such and such a store. Don't exaggerate a statement that
a competitor has made, or cut his prices lower on the same instru-
ments he is endeavoring to belittle and is featuring in his knocking
advertising.
In drawing attention to your store and merchandise, do not
imitate; inaugurate something totally different. This will turn
attention away from your competitor; not to him. To give recog-
nition by answering a competitor's advertising either directly or
indirectly is to acknowledge your fear of his goods and prices.
The public is quick to see such an attitude, and its inevitable re-
sult is to hurt your business, and to accomplish just the opposite
of that at which you aimed—increase your competitor's business.
By concentrating all your energy in advertising your own
goods—dwelling on their high quality—the extensiveness and re-
liability of your stock—the accommodations of your store—prompt-
ness of delivery—courtesy to patrons—lowness of price and other
equally important items, you can easily accomplish all that is lost
by the other kind of publicity.
ND right here let us say something about the last subject,
"lowness of price." To those merchants who are everlast-
ingly and in quick succession hurling into the face of the poor
public "Tremendous Cut Price Sales" and "Extraordinary Dis-
count Sales," your efforts are in vain, unless you give well grounded
reasons for your price cutting—actual reasons, if possible; if there
is nothing upon which to base them, conjure them up. The public
is naturally skeptical, and will not easily absorb these oft-repeated
and meaningless price reductions, unless some plausible reason is
given. If every advertiser would concentrate all his efforts in exploit-
ing his own goods and ignore the existence of his competitor, the
ultimate effect would not only be a decided increase in his sales, but
also inspire the confidence of the public in his store, and in the
pianos which he has to offer. No one can advance his own in-
terests by trying to pull down the reputation of his neighbor's piano.
A
T
HE National Phonograph Co. provided royal entertainment
for their jobbers on their visit to New York this week. A
most interesting programme was provided, and nothing was left
undone by the officials of the National Phonograph Co. to make the
stay of their guests one of rare enjoyment. The thoughtfulness
of the company in so signally honoring their jobbers was keenly
appreciated, and this was evidenced by the presentation of a phono-
graph record in gold to Thomas A. Edison, the inventor of the
phonograph, and a handsome loving cup to William E. Gilmore,
president of the National Phonograph Co., by the visiting talking
machine men.
T
HE first requisite to success is earnestness. Strenuousness is
the key which unlocks the door to the chamber of wealth
and power. A man thoroughly imbued with the spirit of his busi-
ness, and who works intelligently to a purpose, is sure to win.
This earnestness should bristle in all advertisements. But there
are advertisers who mistake boasting for earnestness. It is not
what one says he can do, but it is what he does. The man who
writes advertisements should have faith in the wares he offers for
sale. He should believe in them, at their prices, so greatly that
he can convince others that he has bargains for the public. Real
earnestness is better than the eloquence of rhetorician. Indeed,
earnestness is one of the highest forms of true eloquence. One
never did and one never will persuade, convince, convert and win
pthers except he be imbued thoroughly with the spirit of his theme.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
OUR FOREIGN CUSTOMERS.
Pianos and Other Musical Instruments Shipped
Abroad from the Port of New York for the
Week Just Ended—An Interesting Array of
Musical Specialties for Foreign Countries.
(Special to The Review.)
ONE PRICE PRIZE ANNOUNCEMENT.
COME years ago the Review started the one price agitation by
^ 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.
Washington, D. C, July 16, 1906.
The following were the exports of musical in-
struments and kindred lines from the Port of New
York for the week just ended:
Adelaide—6 cases organs, $350.
Antwerp—4 cases organs, $116.
Amsterdam—49 cases organs and material,
$1,799.
Barcelona—2 cases pianos and material, $250.
Berlin—74 pkgs. talking machines and ma-
terial, $880; 64 pkgs. talking machines and ma-
terial, $1,308; 1 case piano players and material,
$350; 1 case organs, $120.
Bremen—12 cases music paper, $1,200.
Breslon—5 cases organs, $700.
Bombay—8 cases organs and material, $143.
Cardiff—30 pkgs. talking machines and ma-
terial, $755; 6 pkgs. talking machines and ma-
terial, $260.
Ceara—17 pkgs. talking machines and material, terial, $335; 4 cases organ material, $400.
Zurich—1 case organs, $100.
$604.
Christiania—1 case organs and material, $250.
Colon—4 pkgs. talking machines and material,
THE GRAND UNION CO.
$280; 3 cases pianos and material, $660; 1 case
A New Incorporation in Which Mr. Hasbrouck,
pianos and material, $185.
of the Hasbrouck Piano Co., Is Interested.
Glasgow—3 cases organs, $165.
Gothenburg—4 cases organs and material, $435.
The Grand Union Co., to manufacture pianos,
Guayaquil—3 pkgs. talking machines and ma-
organs, sewing machines, etc., with a capital of
terial, $163.
Hamburg—5 pkgs. talking machines and ma- $140,000, was incorporated during the past week.
terial, $180; 7 cases organs, $255; 19 cases pianos The incorporators are: George H. Hasbrouck,
and material, $688; 3 cases piano players and Nyack, N. Y., and Frederick Hess and Edmund
material, $500; 7 cases organs and material, D. Barron, of New York City. Mr. Hasbrouck is
$383; 9 pkgs. talking machines and material, the head of the Hasbrouck Piano Co. and the
Western Union Sewing Machine Co., of this city,
$136; 11 cases piano material, $668.
Havana—31 pkgs. talking machines and ma- and the new incorporation is to bring the retail
terial, $695; 7 pkgs. talking machines and ma- and distributing departments of the two interests
under one head. The factory of the Hasbrouck
terial, $354.
Havre—12 cases piano players and material, Piano Co. is located at 539 West 21st street, and
$1,508; 13 pkgs. talking machines and material, ii is expected the main offices of the new com-
pany will be located at their factory.
$345.
Kingston—1 case pianos and material, $185.
Lausanne—2 cases music paper, $200.
MILWAUKEE NOW FALLING IN LINE.
Leipzig—15 cases organs, $1,875.
Lisbon—3 cases musical instruments, $170.
A movement is under way for the establish-
Liverpool—6 cases organs, $245; 22 pkgs. talk- ment of an association among Milwaukee (Wis.)
ing machines and material, $129; 31 cases organs, piano dealers similar to that recently launched in
$4,110; 19 cases organs, $1,524; 6 cases organs, St. Louis, the purpose of which will be the cor-
$265.
rection of certain abuses and for the general wel-
London—1 case music, $135; 8 pkgs. talking fare of the trade. Edmund Gram, the well-
machines and material, $344; 104 cases piano known dealer of Milwaukee, is the leading spirit.
players and material, $16,352; 817 pkgs. talking
machines and material, $6,523; 37 cases organs,
J. WESTER BRANCHING OUT.
$2,217; 13 pkgs. talking machines and material,
$606; 7 cases piano players and material, $645;
In anticipation of occupying his new quarters
3 pkgs. talking machines and material, $606; 7
cases piano players and material, $645; 19 cases early next month, J. D. Wester, of the Wester
pianos and material, $6,210; 439 pkgs. talking Piano Co., Atlanta, Ga., has been holding an ex-
machines and material, $5,327; 50 cases piano tensive sale of second-hand pianos as well as
players and material, $8,075; 8 cases organs and offering some tempting values in new Kranich &
Bach pianos. Mr. Wester is also agent for Kim-
material, $536; 3 cases music, $328.
ball, Strohber and Steger pianos.
Manchester—1 case piano players and material,
$235; 62 pkgs. talking machines and material,
A REMEMBRANCE OF MR. MOODIE.
$407.
Milan—4 cases organs, $270; 8 pkgs. talking
The resolutions passed by the National Piano
machines and material, $295.
Manufacturers' Association at their recent con-
Port of Spain—1 case pianos, $150.
vention bearing on the death of Horace A.
Rio de Janeiro—19 pkgs. talking machines and
Moodie, late manager of the New York ware-
material, $788.
rooms of the Everett Piano Co., have arrived at
Rosario—2 cases pianos and material, $256.
the Everett warerooms, and Mr. Reed has had
Santiago—4 pkgs. talking machines and ma-
them appropriately framed and hung.
terial, $131.
Savanilla—1 case piano players and material,
PIANO WORKERS' ANNUAL PICNIC.
$169; 2 cases organs, $838; 3 cases music, $231;
1 pkg. talking machine and material, $163.
The Piano, Organ and Musical Instrument
Sheffield—62 pkgs. talking machines and ma-
Workers' Union of Greater New York will hold
terial, $407.
St. Johns, N. F.—2 cases pianos and material, their twenty-seventh annual picnic and summer
night's festival a t Sulzer's Westchester Park,
$192; 4 cases organs, $105.
St. Petersburg—30 pkgs. talking machines and Saturday and Sunday, August 4 and 5, 1906. A
most enjoyable programme has been arranged
material, $1,332.
for the occasion, and there will be prize bowling
Sucre—6 cases organs and material, $138.
and other games to entertain the visitors. M. C.
Tampico—2 cases pianos and material, $600.
Vienna—25 pkgs. talking machines and ma- Kramer, of Winter & Co., is secretary.
GRAHAM BUYS MAHAN MUSIC HOUSE.
Business Built Up by the Late Alex. Mahan
Passes Into the Hands of Fred I. Graham, of
Cortland—Also Purchases the Leiter Store
in That City With Stock.
(Special to The Review.)
Cortland, N. Y., July 16, 1906.
An important deal was consummated on Sat-
urday by Fred I. Graham, whereby he secured
the business, stock and good will of the Mahan
music store, at 11 East Court street, this city,
and at once took possession. This business, which
was founded by Alex. Mahan some thirty-seven
years ago, and since his death has been continued
by his son, A. A. Mahan, has an established repu-
tation, and is well and favorably known.
It is Mr. Graham's intention to make extensive
alterations in the establishment, but he will con-
tinue to represent the well-known makes of
pianos carried by this house for many years past.
The new proprietor, Mr. Graham, has been active
in musical affairs for a long period, and is a mu-
sician of ability. It is his intention to develop,
in addition to pianos, a big trade in small musical
instruments. For the past year Mr. Graham has
enjoyed a very large trade in talking machines,
and these, of course, will be retained and the
stock increased.
In addition to purchasing the Mahan business,
Mr. Graham closed a deal with the Leiter Bros,
store on Groton avenue, whereby he becomes the
owner of the stock and entire business of this
branch in this city which will be consolidated
with the Mahan store. The stock has already
been moved to Court street. This combination
gives Mr. Graham control of one of the finest
lines of pianos in the country, such as the Stein-
way, Chickering, Weber, Krakauer, Vose, Behr
Bros., Packard, Wheelock, Kohler & Campbell,
Braumuller, Richmond, also the pianola and the
pianola-pianos.
Alexis A. Mahan, who has been conducting the
business for the Mahan Music House, will remain
with Mr. Graham for the present.
WHAT THEJSUN SAYS
May Not Always be True, But It Is Interesting.
The rivalry among the manufacturers of pianos
to get the stars to play their instruments in pub-
lic is greater now than it ever was, says the New
York Sun. The increase among the piano manu-
facturers has made it possible for the players to
demand very high terms and they are able usual-
ly to get them. The highest amount ever offered
was $1,000 a concert, recently made by a piano
firm to a very popular performer who has not
been here for several years. He was to receive
this sum in addition to his other profits. It was
impossible for him to accept, as he had made
other arrangements for the season and the offer
was left open to him to accept whenever he
wanted to come over here.

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