Music Trade Review

Issue: 1906 Vol. 43 N. 5

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
EDWARD LYMAN BILL, - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Stall:
GBO. B. KELLER.
W. N. TYLEK.
F. H. THOMPSON.
EMILIE FRANCES BAOKK.
L. B. BOWEKS. B. BRITTAIN WILSON, WM. B. WHITE. L. J. CHAMBEKLIN. A. J. NICKLIN.
BOSTON OFFICE:
ERNEST L. WAITT, 278A Tremont St.
CHICAGO OFFICE:
E. P. VAN HABLINGEN. 195-197 Wabash Ave.
TELEPHONES : Central 414 ; Automatic 8G43
PHILADELPHIA OFFICE: MINNEAPOLIS and ST. PAUL: ST. LOUIS OFFICE
R. W. KAUFFMAN.
A. W. SHAW.
CHAS. N. VAN BUREN.
SAN FRANCISCO OFFICE: ALFRED METZGEK, 425-427 Front SL
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 p o s t a g e ) , United States, Mexico, a n d Canada, $2.00 per
y e a r ; all other countries, $4.00.
ADVERTISEMENTS, $2.00 per Inch, single column, p e r Insertion.
On quarterly or
yearly contracts a special discount Is allowed. Advertising Pages, $ 5 0 . 0 0 ; opposite
reading matter, $75.00.
REMITTANCES, In other t h a n currency form, should be made payable t o Edward
Lyman Bill.
Directory o l Piano
ZZ
~ ~
T h e directory of piano manufacturing firms a n d corporations
found on another page will be of great value, a s a reference
Manufacturers
for
dealers and others.
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900
Silver itedal.Ch&v\eston Exposition, 1902
Diploma.Pan-American Exposition, 1901
Gold Medal..St. Louis Exposition, 1904
Gold Medal.Lewis-Clark Exposition, 1905
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY
NEW
YORK,
AUGUST
4,
1906
EDITORIAL
T
H E R E is a law now in this State which it is believed will
abolish the practice of "corruptly influencing employes" by
parties interested in the sale of material.
It has been frequently stated, even before the days of rampant
graft in high places, that there was systematic grafting in the
varnish trade, and that the wheels within wheels that govern the
power in the varnish departments of large factories was extremely
clogged, and the machinery required from time to time considerable
"greasing."
Some varnish men have not hesitated to say most emphatically
that there are inner conditions existing in factories which are un-
known to the proprietors, but which cut merit out of the varnish
proposition entirely.
Along these lines here is a little story apropos of the buyer,
who was an unconscious party in a graft deal, and which may be
applicable to the piano trade:
Not long ago a salesman, for a varnish house made a fifth
unsuccessful call upon the buyer of a large concern that manufac-
tured furniture. The salesman had exhausted every effort to get
a trial order in, knowing that if he did so future orders would
come easy. Somehow or other his varnish had never met with the
approval of the foreman of the painting department. This fore-
man claimed that a certain other and inferior brand was "far
superior in every respect."
Just prior to this last trip the salesman stumbled upon an in-
teresting fact. The foreman of the paint department had a
brother-in-law who was agent for the varnish that he, the fore-
man, so highly recommended. The salesman saw through it all.
Perhaps it was not a graft in which money actually changed hands,
but nevertheless it was a studied and successful attempt to keep
business "in the family."
The salesman called upon the manager of the factory, and
without any preamble said to him: "I have made a number of
trips here to get a chance to sell you people a trial order of varnish.
The buyer has invariably told me that the superintendent of the
department that uses varnish has insisted that our product is in-
ferior, and that only
brand meets with his approval,
and gives satisfaction, Now, I have, reason to know that mv
REVIEW
varnish has never been tried here and, furthermore, 1 know that
the varnish you are now using cannot touch our goods in any par-
ticular. In order to prove what I say, I want to sell you two bar-
rels of varnish. Then I want you to take one of your empty barrels
in which you have been receiving your regular brand and fill it
with our goods. Tell the foreman of the paint department that
you have decided to give us a trial, and have one barrel of our
varnish and our competitor's barrel also containing our varnish
sent to him. You will find that he will use our product in the other
firm's barrel and swear it is all right; you will also find that when
he uses our varnish out of our own barrel that he will kick on it."
T
HE manager of this particular factory seemed impressed, and
called for the foreman of the department. Said he, "Jack,
I have decided to give a trial order for varnish to this gentleman
who represents The
Varnish Co. I want you to give it
a fair show and report to me." "All right," said the foreman, "I
will do it, but there is absolutely no use, because 1 know the stuff
is no good for us. The only varnish we can use here with satisfac-
tion is
(mentioning the brand sold by his brother-in-law).
The experiment was tried and it turned out just as the sales-
man had said it would. The foreman used the salesman's varnish
out of the old barrel and then used the same stuff out of the origi-
nal package. He damned the original stuff and swore by the same
brand of goods that was, as he thought, varnish sold by his relative.
On the following Saturday his pay envelope contained the "blue
slip." ] lave the claims of the various varnish men received the
attention to which thev are entitled at the various known factories?
E
VEN an expert salesman on his first trip usually has a dis-
couraging time, but a salesman who knows his goods can
get a better hearing for them because of the confidence he inspires
in the buyer. The average buyer is a sensitive plant and the least
slip, real or fancied, a salesman makes, weakens the whole fabric
of argument and makes the outcome uncertain. It is worth some-
thing in business to be certain that you are going to get goods
exactly as represented. It is necessary to have goods delivered
exactly as the samples are shown by the salesman, and we recall
one instance where a salesman had exhibited a sample piano which
was splendidly finished, and when his order came to be filled the
instruments were shipped in such condition that they had to be
immediately returned to the factory. That salesman could not
make good with the dealer on his next trip and his house wondered
why orders were cancelled after first shipments had been received.
Every promise made by a salesman should be lived up to. The
honor of the house is at stake.
A
REVIEW of the retail trade advertising which has reached
this office from various cities throughout the Union during
the past month shows that there is less of what is colloquially
termed "knocking" than ever before. Whether or not this is due
to the effect of good fellowship engendered at the various conven-
tions, or whether it is due to a general wave of good feeling which
is creeping over the world, and is often extended to the camp of
music trade journalists, is not determined.
PIANO manufacturer, while discussing advertising, remarked
recently to The Review: "I look upon trade paper adver-
tising as a powerful adjunct to this business, and I know of no
form of investment which has paid us better returns than this
form of publicity. Of course, one must exercise just as great
discretion in placing contracts in the trade newspaper field, as in
any other line, for there is a difference in trade newspapers. But
as a general proposition trade newspaper work is helpful to this
industry."
A
F
AIR discriminating intelligence is needed, but advertising of
all kinds should be an impelling force, should be a trade
stimulator, but it should not be handled indifferently, for adver-
tising is in reality a science. The brightest and brainiest of men
are employed in the solution of its problems. It is no longer looked
upon as a gambling scheme, or as a hit-and-miss game, or as an
expense, but as a safe and sure business investment. Money prop-
erly invested in it is as certain to produce profits as money invested
in anv other line, if not more so.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
Title MUSIC TRADE REVIEW
IMPORTANT PIANO CASE.
New Trial Ordered in Appeal of Case of Wuertz
vs. Braun—Many Novel
Points
Involved
Which Interest Piano Dealers in This State
—The Decision in Full Appears Herewith.
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.
Among the many legal cases that have been
For months past we have advocated the establishment of the
on the court calendar during the past year, few
price at retail by the manufacturer at which his product shall
have been of more vital interest to the piano
be sold. Resolutions were passed at Washington favoring this
trade than that of Wuertz vs. Braun et al., the
verdict of which was originally awarded by the
plan, and we believe that the more the question is agitated
Municipal Court in New York to the defendant,
the
more adherents it will win, therefore we will offer a cash
and said verdict now being set aside on appeal
by the Supreme Court, Appellate Division, Sec-
prize of $25.00 for the best article upon the subject: "Benefits
ond District, and a new trial ordered. The case
Which
Will Accrue to the Trade by the Manufacturer
involved many novel points, and proved that a
Establishing Retail Prices at Which His Pianos Shall be
contract subscribed with the name of defendant's
husband did not preclude plaintiff from showing
Sold." All contributions should be typewritten, and addressed
that it was the contract of defendant nor if
to the Prize Editor, The Music Trade Review, 1 Madison
the contract was subscribed by her with her hus-
band's name, relieve her from liability thereon.
Avenue, New York.
Another point of interest in this case is the fact
that a dealer can have a marshal or similar of-
ficer seize and hold a piano on which .he instal-
ments have not been fully paid until a suit papers that justifies such vacation in this case. LET US WORK FOR PENNY POSTAGE.
pending for the recovery of the instrument has The theory of the learned counsel for the re-
been decided. This decision interprets the law so spondent is that the papers show none of the ex- Leading Men in the Mercantile World Advo-
that in the future a writ of replevin will not be trinsic facts as are enumerated in subdivision 2
cating a Reduction in Letter Postage to One
necessary in the recovery of an instrument. The of section 74 of the act as the basis for an at-
Cent—The Music Trade
Industry
Should
case was argued before Judges Jenks, Hooker, tachment, and I conclude that such was the rea-
Help the Cause Along.
Rich, Miller and Gaynor. The opinion, which son that moved the Municipal Court justice to
follows, being written by the first named:
vacation in this instance. Section 138 of the act
There is a strong movement now under way
"Jenks, J. This action is to foreclose a lien reads:
by leading men in the mercantile world for a
" 'Warrant in action for—In an action to fore- reduction in the letter postage rate to one cent.
on a pianoforte. Irma Braun and Isador Braun
were named as the defendants, but only the for- close a lien upon a chattel, if the plaintiff is not This is a step that would be heartily welcomed
mer was served and appeared. The court re- in possession of the chattel, a warrant command- and should be supported by the members of the
fused to admit the contract offered by the plain- ing the marshal to seize the chattel, and safely
music trade industry. The friends of the rail-
tiff, and dismissed him at the close of his case. keep it to abide the judgment, may be issued in roads, express companies and mail order houses
The contract is a printed form, with blanks. The like manner as a warrant of attachment may be may try and fight it, but it is sure to come. The
parties named therein are the plaintiff and 'Mrs. issued in an action founded upon a contract, and opposition of the government officials is due en-
Isador Braun, party of the second part.' In the the provisions of law applicable to a warrant of
tirely to loss of revenue. This, however, could
only instance where a name was necessary, that attachment, issued out of the court apply to a be made up if they cut down the exorbitant rates
of Mrs. Isador Braun is inserted, and in other warrant issued as prescribed in this act, and to paid the railroads and express companies for
blanks the insertions are 'she' and 'her.' The the proceedings to procure it, and after it has carrying mail and refuse to increase the rural
contract is subscribed 'Isador Braun.' It is ap- been issued, except as otherwise specified in the free delivery service at the beck and call of poli-
parent that the court dismissed the plaintiff be- judgment.'
ticians, thus playing into the hands of mail
cause he did not establish that the contract was
"I think that the ground for the issue of such order houses who use the rural free delivery
that of the defendant, and that it excluded testi- a warrant is expressed in the section, namely, 'if
service as a convenient directory of people to
mony offered to establish it as not admissible the plaintiff is not in possession of the chattel,' sell their wares thus injuring local trade.
under the pleadings. The fact that the contract and that this is sufficient to justify the issue of
The tost of rural free delivery service has as-
was subscribed 'Isador Braun' did not preclude such warrant. The reference to attachment and
sumed
an enormous sum, and is a big burden to
the plaintiff from showing that it was the con- the incorporation of the provisions of law ap-
the
taxpayers
of the country. For instance,
tract of Irma Braun. Irma Braun was Mrs. plicable thereto is but to provide a definite pro-
what
in
1901
represented
an outlay of only a
Isador Braun, and if she chose to subscribe a cedure, and not to add a substantial provision
contract running to Mrs. Isador Braun with the additional to non-possession as a prerequisite million and three-quarters now calls for an an-
nual expenditure of considerably more than
name Isidor Braun, she cannot avoid it simply
to the issuance of such a warrant. The
upon that circumstance. In Brown v. Butchers' statutory expression is satisfied by such con- twenty times that sum, the cost of the service in
& Drovers' Bank, 6 Hill, 443, 41 Am. Dec. 755, struction, and the essential difference between the fiscal year ended June 30 last being $25,823,-
300. Not only has the aggregate cost of the
Nelson, C. J., says that:
the remedy of attachment and seizure makes
rural free delivery service made enormous
" 'A person may become bound by any mark against the construction insisted upon by the re- strides, but the average cost per route, which in
or designation he thinks proper to adopt, pro- spondent. The right of attachment is a severe 1901 was $406, is now $722; and this route cost,
vided it be used as a substitute for his name, summary power conferred by statute, in dero- due to increased advantages granted to em-
gation of the common law. It is to secure the
and he intend to bind himself.'
ployes, is likely to increase, rather than dimin-
"See, too, Stellwagen v. Merchants' Life Ins. 'debt by preliminary levy upon property to con- ish. On the other hand, the revenue from rural
serve
it
for
eventual
execution.'
Penoyar
v.
Co., 6 Hun. 654. When the plaintiff rested, his
routes averages $135 per annum, so that some-
evidence, either on the record or improperly Kelsey, 150 N. Y., at page 80, 44 N. E., at page thing like 80 per cent, of the cost of maintain-
789,
34
L.
R.
A.
248.
It
makes
an
involuntary
stricken from it, showed or tended to show that
ing the service is paid not by its beneficiaries,
all negotiations preliminary to the contract were dispossession, and is said to violate every princi- but by the public at large.
ple
of
right.
Id.
Hence
it
is,
generally
speak-
with Irma Braun, that she was Mrs. Isidor
It must not be understood that we are opposed
Braun, that the contract was drawn up and ing, based either upon the difficulty of service or
to our friends in the rural sections of the coun-
some
act
that
smacks
of
fraud
or
concealment.
offered to her for execution, that she subscribed
try receiving the best possible service at the
it and delivered it to plaintiff,, that she thereafter On the other hand, in a case like unto that at
hands of the postal authorities, but we do op-
tar,
the
seizure
is
made
of
a
chattel
which,
by
recognized as her contract, affirmed it, and in
pose the wholesale extravagance in placing
part performed it, and that in all things Isidor the contract of the parties, belongs to the plain-
routes where the number of people are few—the
tiff
until
full
payment
therefor,
and
may
be
re-
Braun was an utter stranger. I think that the
cost in connection therewith being out of all
plaintiff made out a prima facie case, and should taken by him upon default therein. Thus the
proportion to service rendered. Sufficient money
plaintiff
by
such
process
simply
impounds
the
rot have been dismissed. The evidence was
could be saved by the postmaster-general to
competent, though oral, to identify this defend- chattel to abide the judgment. While this con-
carry the one cent postage programme into effect
clusion
may
not
lead
to
definite
relief
in
this
ant as the party of the second part of the con-
if economy were practised in mail transporta-
instance,
it
may
be
well
that
it
should
be
stated.
tract. De Witt v. Walton, 9 N. Y., at page 573.
tion and rural free delivery. Again, the in-
The complaint in effect alleges that the woman
"The judgment of the Municipal Court is re- crease in mail matter that would naturally fol-
defendant executed the contract, and the bill versed, and a new trial ordered; costs to abide low the inauguration of a penny postage would
the event. All concur."
of particulars makes a specific charge thereof.
soon make up any temporary deficit.
C. B. Plante, who has had particular success
"The appellant also seeks to review an order
vacating 'on the papers' a warrant of seizure in cases bearing on pianos, was the attorney for
A new music store has been opened in Rica
issued in this action pursuant to section 138 of the appellant.
Hill, Mo., by the R. H. Wheeler Music Co.
the Municipal Court act (Laws 1902, p. 1532, C.
Miss Olga Kuhlon, of Bay City, has purchased
580). I find no authority in the act, and I am
The Exchange Street Music Store, Athol, Miss.,
cited to none that permits such an appeal. the music business of Earl Holmes, Unionville,
has been purchased by E. Wellington Clapp.
On the merits I fail to find any defect in the Mich.

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