Music Trade Review

Issue: 1907 Vol. 44 N. 11

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
REVIEW
THE
ffUSIC TIRADE
V O L . X L I V . N o . 1 1 . Published Every Saturday by Edward Lyman Bill at 1 Madison Ave., New York, March J6, 1907
NATIONAL FREIGHT SERVICE ASSOCIATION FORMED.
SINGLE COPIES. 10 CENTS.
$2.00 PER YEAR.
AFTER MILLIONSOF DOLLARS.
Fifty Leading Trade Associations in Evidence at Richmond, Va., When Association Is Organized
to Secure Favorable Legislation on Freight Traffic at Next Session of Congress—Propose
to Enlist the Aid of the Commercial Interests of the Country.
Descendants of Abraham Bassford, an Old-Time
Piano Manufacturer, After New York Real
Estate—Reads Like a Fairy Story.
Shook Manufacturers, with power to increase.
The executive committee was instructed to se-
lect the secretary and treasurer, who is to be an
accomplished man for this line of work, and
who is to enter at once upon a correspondence
with the various organizations represented, with
the view of getting their co-operation in the mat-
ter of securing the ends sought by the associa-
tion. The time and place for the next meeting
will also be determined by the executive com-
mittee.
This is said by delegates on the ground to be
but the beginning of a great movement on the
part of the business and commercial interests of
the entire country to secure favorable legislation
with reference to freight traffic at the next ses-
sion of Congress. Meanwhile, in addition to the
work of officers and individual delegates to the
association, the matter will be brought up and
strongly urged in the 1907 national conventions
of the forty business associations of various lines
that were represented here to-day. These will
meet in various sections of the country and they
touch nearly every form of commerce and manu-
facture in the United States. If later on the Na-
tional Freight Service Association, just launched,
snail find that its purposes can be better accom-
plished by merging with some other organization,
for example, the National Reciprocal Demurrage
Association, it is probable that there may be an
amalgamation, but in any event the men who
were here are going to press the matter
for which they met and any merger they may
go into will be solely for the purpose of strength-
ening their cause, and insuring them success.
Delegate Keyser, of Canal Dover, Ohio, offered a
bill in the meeting to be introduced in the next
Congress providing for drastic car movement,
regulating reciprocal demurrage, but this was
referred to the legislative committee, members
taking the ground that this was not the time to
agitate particular forms of legislation. They
wished first to enlist the commercial interests
of the country thoroughly in the subject, and
then take up matters of detail.
A corporation with a capital of $100,000 has
been formed for the purpose of gaining posses-
sion of millions of dollars' worth of valuable
New York real estate said to have been owned
by Abraham Bassford, a piano manufacturer,
who died in 1864. It is said Mr. Bassford's
grandnieces, the Misses Evesson, have already
proved title to an immense amount of property,
and they are prime movers in the corporation
formed to gain possession of it. Mr. Bassford
began manufacturing pianos and billiard tables
in New York in 1834, and continued the business
for thirty years, or until the time of his death.
His sons, William K. and Franklin Bassford,
were musicians and composers.
(Special to The Review.)
Richmond, Va., March 11, 1907.
Among the delegates represented at the great
gathering of business men assembled in this
city on Thursday for the purpose of organizing
•the National Freight Service Association were
those of the National Piano Manufacturers' and
Dealers' Associations. More than fifty of the
leading industries of the country were in evi-
dence, and the gathering was one of the most
potential and influential which ever came to-
gether in this State.
The purpose of the new association is to ob-
tain, through legislation or otherwise, improved
conditions of movement of freight throughout
the United States. The meeting had been quiet-
ly worked up through correspondence, and promi-
nent leaders in the business world came as far
as Texas and Washington on the western coast,
while New York, Chicago, Cincinnati, Buffalo,
Boston, Philadelphia, Atlanta and other centers
were well represented.
These men came determined to at least start
a tangible movement to relieve the slow and con-
gested freight traffic siutation of the country, and
after spending a whole day in exchanging views
and deliberating they formed a permanent or-
ganization and elected the following officers:
President, T. Payton Giles, Richmond, represent-
ing National Shoe Wholesalers; first vice-presi-
dent, John Donnan, Richmond, representing Na-
tional Hardware Association; executive commit-
tee, John C. Freeman, Richmond, representing
National Dry Goods' Association; Charles T.
Johnson, Canal Dover, Ohio, representing Ameri-
can Hardware Manufacturers; Victor H. Beck-
ham, Seattle, representing Pacific Coast Lum-
ber Manufacturers; E. D. Taylor, Richmond, rep-
resenting National Wholesale Druggists; John
.Landstreet, Richmond, representing National As-
sociation of Credit Men. Legislative Committee,
John S. Harwood, Richmond, representing Na-
tional T. P. A.; S. P. Hastier, Chicago, repre-
senting Chicago Wholesale Coal Trade; W. C.
Rice, Philadelphia, representing National Box &
ii i • i
PACKARD CO. STILL GROWING.
To Increase Their Manufacturing Facilities by
12,000 Feet of Floor Space—Able to Turn
Out a Vast Number of Pianos.
(Soecial to The Review.)
Ft. Wayne, Ind., March 9, 1907.
The Packard Co., of this city, have arranged to
add 12,000 more feet of floor space to their fac-.
tory in order to cope with the expansion of their
business, which has been most marked in every
section of the country.
This is only one of several steps which have
been recorded within the past ten years, show-
ing how this company have built up a splendid
prestige, and following strictly on values—artis-
tic values at that. From comparatively modest
beginning they have grown year after year,
» i > in 'i
i
i . ii i i ~«
HI
i •
i
i
i_
i i
i
i
until to-day they are occupying more than 355,-
000 square feet of floor space, turning out a vast
number of pianos yearly; and it is not merely
that they are turning out so many pianos that
counts, but the fact that these pianos are high
grade in every respect, and are so recognized by
musicians of ability.
The present styles the Packard Co. are putting
on the market are of unusual attractiveness, not
merely in design, but in tone and construction.
Albert S. Bond, manager of the company, has
good reason to feel proud of the success achieved.
He is an indefatigable worker, who accomplishes
much without recourse to flamboyant methods.
The growth of the Packard institution is the
best testimonial to his ability.
A new music store has been opened in Doland,
S, D., by W. J. Else.
PEAKE & FRIEDEL CO. OPEN NEW STORE.
(Special to The Review.)
Wheeling, W. Va., March 11, 1907.
The Peake & Friedel Piano Co. recently opened
their new store at 2231 Market street, having
moved from Virginia street, Island. This house
carry an excellent line of pianos, organs, small,
goods and talking machines, having augmented
their regular line through the recent purchase of
the stock of the Hoehl & Geiseler Piano Co. Mrs.
A. D. Peake is the president of the company;
Mark Klibanow, vice-president; A. C. Friedel,
treasurer, and C. F. Peake, secretary, and all
were formerly connected with the Hoehl & Geise-
ler Co.
HANDLE MEHLIN PIANO AS LEADER.
The H. A. Meldrum Co., opened their new
piano department at 460-470 Main street, Buffalo,
N. Y., last week. The place is most attractively
fitted up, and a very fine line of pianos is on ex-
hibition, including the Mehlin, Kohler & Camp-
bell and others. F. C. Henderson is manager of
these warerooms, and he has associated with
him a competent staff of piano men.
OPPOSE REGISTRATION LAW.
Connecticut piano dealers and merchants in
other lines doing an instalment business are up
in arms against the proposed new State law mak-
ing it compulsory to register all instalment
leases at the office of the Town Clerk, where
the transaction takes place.
SMITH & NIXON WITH GOGGAN.
Thomas Goggan & Bro., the great Texas piano
dealers, with headquarters in Galveston, have
taken the agency for the Smith & Nixon pianos,
made in Cincinnati, and contracted for a carload
shipment of those instruments each month.
The legislature of Alabama has reduced the
county tax on piano and organ agents from $10Q
to $25.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
on the part of salesmen to gain information which will be of solid
value to them in making sales?
EDWARD LYMAN BILL, - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Staff:
Gno. B. KBLIJDB.
W. N. TXLBB.
F. H. THOMPSON.
EM:IL,I» FBANCH BACKS.
L. B. BOWBRS. B. BBITTAIN WILSON, WM. B. WHITI. L. J. CHAMBHKLIK. A. J. NICXLIN.
CHICAGO OFFICE:
BOSTON OFFICE:
B. P. TAN HARLINQUN, 195-107 Wabasb Are.
B)»»NBST L. WAITT, 278A Tremont St. TELEPHONES
: Central 414 ; Automatic 864S
PHILADELPHIA :
MINNEAPOLIS and ST. PAUL:
ST. LOUIS:
R. W. KAUFFMAN.
A. W. SHAW.
CHAS. N. VAN BUBBN.
SAN FRANCISCO: S. H. GBAY, 2407 Sacramento St.
CINCINNATI. O.: NINA POOH-SMITH.
BALTIMORE, MD.: PAUH T. LOCKWOOD.
LONDON, ENGLAND:
69 Basinghall St., E. C. W. Lionel Sturdy, Manager.
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, 576.00.
REMITTANCES, In other than currency form, should be made payable to Bdward
\.jman Bill.
The directory of piano manufacturing firms and corporation*
Directory ol Plamo
found on another page will be of great ralue, as a reference
Manufacturer a
for dealers and others.
Exposition Honors Won by The Review
Wand Prix
Paris Exposition, 1900
Silver Medal.Charleston Exposition, 1802
Diploma.Pan-American Exposition, 1901
Gold Medal..St. Louis Exposition, 1904
'
Gold 3fe LONG DISTANCE TELEPHONE—NUMBER 1745 GRAMERCY
Cable a d d r e s s : "Elbill N e w York/*
NEW
YORK, MARCH 16, 1907
EDITORIAL
T
HE constantly increasing demand for the small grand piano
under various names has been one of the features of the
pianoforte industry during recent years. Time was when the
small grand did not cut much of a figure in the piano output, but
that period has long gone by, for with the growing wealth of the
country, there has come an augmented demand for the higher
priced products of the piano factories. The grand piano to-day is
most popular, and some of the piano manufacturers put forth more
instruments of the grand creation last year than of upright pianos.
This is true of the output of the great house of Chickering; the
demand for Chickering grands exceeded that of uprights. Such
an insistent call for instruments of this special form has necessi-
tated the creation of an enormous grand department in the Chick-
ering factory.
All along the trade line there has been a steady increase in the
demand for grand pianos. This has been particularly emphasized
in the call for instruments of the smaller size which have been ex-
ploited under special names adopted by the different makers, but
all belonging to the small grand family. There are still some
manufacturers who. are planning this year to add small grands to
their line. It is safe to do this because the demand for small
grands is not going to decrease. On the contrary, there is every
good reason to believe that it will continue to expand.
E
VERY manufacturer and every dealer is concerned in increas-
ing the selling strength of his establishment. The ability to
market a product consists of a broad and deep knowledge of the
principles of salesmanship and an intimate acquaintance with the
product which a man offers for sale.
How many men are there in the retail department of the piano
business who have gained an accurate knowledge of the king of
musical instruments—the piano? They talk it every day, and yet
many of them know it only in the most superficial manner. They
have not acquainted themselves with its intricate .mechanism. They
cannot tell when cornered by some query from a customer why one
piano is better than another. Now, should it not be a good point
'"T" l HERE are too many men in the piano business who are ac-
J_ customed to talk price and not quality. It is so in many
lines of business, but in this particular line the more quality is
emphasized the better it will be for the success of the business.
Of course, a certain percentage of sales must be lost in any
line of trade through the fact that the salesman is not at liberty to
reduce the price which the house has placed upon a product which
he is expected to sell.
All these sales a house can better afford to lose than compro-
mise on the matter of an equitable price, but one thing is certain—
the more rigidly prices are held in every piano establishment, the
more respect for that particular store will be created in the minds
of the public.
T
O illustrate: It was only recently, when we were in a large
Western establishment, and a lady called and was shown a
B
piano which she liked. The proprietor named the price,
which was $450. The lady had evidently been used to the old sys-
tem of elastic prices and demurred somewhat. Finally she walked
out of the store, after offering the salesman within $40 of the price
asked for the particular instrument. He would not show the slight-
est weakness, and stated to her* that if his piano was only worth
the amount which she offered, that is all he would have asked for
it in the beginning. She did not come back immediately, but the
piano man has since written us that nearly a week after the time
of her first call, she returned and paid the full price for the instru-
ment, and declared at the time of her purchase that she had more
confidence in his establishment than in any piano store in town,
because she found the others had an elastic system of prices which
frightened her, and in the end she did not know whether or not she
was getting a good value. She, therefore, returned to the dealer
who had confidence in his own prices, and maintained a sufficient
strength in his position not to yield to the temptation to cut his
prices even to make a sale.
T
HE wholesale piano salesmen are not having any easy time
nowadays, that is certain, particularly the ones who have
been selling on extremely low margins of profit.
They have had to advance their prices, naturally, and many of
their customers have demurred at paying this advance. It is but
reasonable for men to fight to defend their own interests, and the
position of dealers is not different from that of other business men
when an increase is asked for a manufactured product which they
propose purchasing. A certain percentage of sales must be lost
in any line through the fact that the salesman is not at liberty to
reduce the price which the house has given, but when an order is
lost in this way, it is but logical for the salesmen to wish that the
price had not been so high, and this wish begets the idea that the
price demanded by the company is not justifiable.
There are some salesmen in all lines who, not having' the ability
to get trade in spite of a high price, are more apt to consider the
house exorbitant than to consider themselves unequal to the work
entrusted to them, which is that of not only selling goods, but up-
holding the price while doing so. A man to succeed in any line
must have confidence in the product he offers for sale; he must have
confidence in the prices which are placed on pianos; he must know
that those prices are right and then he will fight to maintain them.
I
T should be necessary to-day to talk quality rather than price,
and instead of thinking the price objection is a difficulty, a
salesman would do better to welcome such an objection from his
customer simply because it offers him an opportunity, first, to prove
to the customer the special merit and desirability of the goods;
second, to prove to himself and to his house his own special capa-
bility as a salesman.
By gaining the first point, that is, by proving to the customer
that the price is right, he paves the way to a future campaign when
he shall offer still greater values at still higher prices, because there
are many who believe we have not reached the high-water mark of
values, either in the field of piano manufacture or any other; for if
lumber is still climbing up, and labor continues to advance, how
shall we maintain the present standard of prices if everything
up in value?

Download Page 3: PDF File | Image

Download Page 4 PDF File | Image

Future scanning projects are planned by the International Arcade Museum Library (IAML).

Pro Tip: You can flip pages on the issue easily by using the left and right arrow keys on your keyboard.