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THE
REVIEW
J1USIC TIRADE
VOL. XLIV. N o . 6.
Published Every Saturday by Edward LymanBffl at 1 MadisonAve., New York, February 9, 1907
SINGL
$ ?.OO
0
PER S VE°AR ENTS
UNFAIR MAIL ORDER COMPETITION.
TRADE IN SEATTLE INJURED
The National Association of Piano Dealers, Through President Byrne Goes on Record Again as
Desirous of Being of Assistance to Their Brethren Who Are Beset by This Growing and In-
jurious Form of Competition—Advocates the Strengthening of Selling Prices. That Dis-
counts be Eliminated and One Price Adopted—Trade Enjoying Great Prosperity.
By Severe Weather and Shortage of Fuel—Con-
ditions at Adjacent Town Also Unsatisfac-
tory—D. S. Johnston Co. Forces Dine.
ing distance, and we wish the members of our
trade who are "far from the madding throng"
to know that our interest in their welfare is all-
enveloping. The committee appointed for the
purpose above stated will shortly meet, consider
the subject carefully, and make a full report
through the trade press.
I congratulate the members of our association
on their great business prosperity during the
year 1906, which, in nearly every case, has ex-
ceeded all previous twelvemonths, but I would
remind them that the purchasing power of gold,
of money, is not as great as formerly, that the
cost of materials, of labor (or salaries), and of
living itself, as measured by dollars and cents,
is much higher than some time ago, and that,
consequently, selling prices should be strength-
ened, discounts eliminated, and the one-price
plan adopted universally.
These are profitable years, but nobody can
guarantee their continuance, so make hay v/hile
the sun shines, and heaven help him that cannot
make a comfortable increase in his net assets
while they last. What doth it profit a man to
sell numberless pianos if he lose his just gains?
Yours for a fair profit on every sale.
Seattle, Wash., Feb. 2, 1907.
Trade in all lines, including the piano busi-
ness, has suffered severely through the alarming
shortage of fuel. Stores are like cold storage
plants, and as a result purchasers who will brave
cold to listen to the testing of pianos are few
and far between. To add to the troubles of the
dealers the various outsMe operations have been
discontinued and the workmen laid off, thereby
cutting the usual amount of money put in circu-
lation weekly. Conditions in the smaller towns
outside of Seattle are even worse than in the
city, and the people are in bad straits.
The force of the D. S. Johnston Co. were
entertained at a banquet given by the firm last
week at the Butler Hotel. A. A. Schell, adver-
tising manager for the company in this city, was
in charge of affairs, and eighty-five guests spent
a most enjoyable evening as a result of his ear-
nest efforts. Representatives from the branch
houses in Portland, Spokane, Butte and Belling-
ham were present, and D. S. Johnston, presi-
dent of the firm, sent a congratulatory telegram
from Los Angeles.
To the Members of the National Association of
Piano Dealers of America:
Gentlemen—The trade papers were kind
enough to publish all the proceedings of the
executive committee's meetings held in Cincin-
nati on the 7th and 8th of this month, but I deem
it proper to call your special attention at the
present time to one particular subject.
It has been the aim and ambition of the pres-
ent administration of the National Association
of Piano Dealers to do something for our brethren
in the smaller places—away from the hustle and
bustle and encouraging elbow touch of the large
cities. Like all previous administrations, we feel
that the aim and object of the association is not
simply to hold an annual convention, renew
friendships, enjoy a pleasant social time, listen
to some good addresses on timely topics, and
then return to our homes, but also that the good
work be practical and that it be kept up during
the entire year.
One of the chief obstacles met by dealers out-
side the cities is the unfair mail order competi-
tion. If the statements respecting the value and
quality of pianos that are printed in mail order
catalogues be in keeping with the truth, I see no
way of preventing their distribution, as the mails
are open to all citizens of the country, provided
they contain no improper representations. But
there are catalogues distributed by such houses
that contain untrue, improper and absurd claims,
which the average purchaser, not having spent
years in the piano business, is unable to detect,
and in hundreds of cases swallows the bait,
hook and line.
We felt it our duty at the Cincinnati meeting,
by resolution, to denounce this practice, to take
steps to prevent its continuance, and a commit-
tee was appointed to endeavor to have a fraud
order issued by the Postoffice Department in the
interest of truth, decency, and the members of
the piano trade in general, who are conducting
their business in an honest and honorable way.
Legal counsel will be engaged by the committee
to direct its work, and the result is bound to
be beneficial, not only to the trade in general,
but to the trade outside larger cities in particu-
lar, as the catalogues referred to are not dis-
tributed to any extent in the cities. We hope
by this work to merit the approval and support
of not only our own members but those still out-
side the fold.
In the larger centers of population we natu-
rally support each other, because we are stand-
ing close together, but the moral encouragement
of proximity and union is denied our brethren
in the smaller communities. Therefore we wish
to say to them that they have our sympathy and
interest, and that we are anxious to give them
all the support in our power. In times of war,
when a foraging party is sent out, there is much
more confidence felt by its members when they
are in touch with each other when within call-
J. P. BYBNE, President.
INCREASE CAPITAL STOCK.
The Ann Arbor Organ Co. Authorize Increase
to $150,000.
(Special to The Review.)
Ann Arbor, Mich., Jan. 27, 1907.
The Ann Arbor Organ Co. have increased their
capital stock from $100,000 to $150,000. The di-
rectors authorized the sale of $25,000 worth of
tne stock, which will without doubt all be taken
up by the present stockholders. The company
has paid an annual dividend of 6 per cent, and
has a surplus of $45,000, which will remain un-
disturbed. By the first of June the output will
be twenty pianos a week.
INCORPORATED IN MAINE.
The Concord Co., of Portland, was incorpor-
ated with the authorities of Maine, on Saturday,
for the purpose of dealing in pianos, etc.; capital,
$100,000. President, J. E. Manter; treasurer, C.
E. Eaton; clerk, M. W. Baldwin, all of Port-
land, Me.
B. S. WISE'S NEW HARLEM WAREROOMS.
Benjamin S. Wise, of "What-is-Home-Without-
a-Piano" fame, who at present conducts piano
warerooms at 21 East 125th street, New York,
has taken a twenty-one-year lease of the build-
ings at Nos. 17-19, next door to his present quar-
ters, and they will be rebuilt by the owners ac-
cording to Mr. Wise's specifications. The piano
warerooms will occupy the stores and basement
and the upper floors will be rented out.
(Special to The Review.)
HEIN & CO. TO INCORPORATE.
S. A. Mondschein, for many years head of the
Mondschein Piano Co., of Milwaukee, Wis., is one
of the principal stockholders in Hein & Co., piano
dealers, of Springfield, 111., who will shortly in-
corporate, and he will enter into active business
again in that connection.
MEN OF EMINENCE INTERESTED.
The Hope-Jones Organ Co., which, as reported
in The Review, has been incorporated with head-
quarters at Elmira, N. Y., can boast of a notable
array of backers and incorporators, to-wit: Hon.
J. Sloat Fassett, Elmira; Hon. John B. Stanch-
field, Elmira; Samuel L. Clemens (Mar«. Twain),
New York; General Charles J. Langdon, Elmira;
John Brand, Elmira; Norman J. Thompson, El-
mira; Charles E. Rapelyea, Elmira; Jervis Lang-
don, Elmira; Robert Hope-Jones, Elmira.
SOHMER PIANO IN WATERBURY.
The Fulton Music Co., Waterbury, Conn., have
secured the agency for the Sohmer pianos for
that city and vicinity.
W A R
BETWEEN HOUSES NEVER PAYS.
During a retent advertising war between some
piano houses in Memphis, Tenn., many persons
took advantage of the opportunity to get pianos
at a very low price who would have made excel-
lent prospects from which to obtain full prices
in the usual course of events. Result of war of
this kind is that both sides lose. Advertising
and trade wars seem to be what General Sher-
man said real war was.