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THE MUSIC TRADE REVIEW
lishing retail prices at which their instruments should be offered
to the public they could by one single move place the selling de-
partment of the industry on a better foundation than that upon
which it rests' to-day. If this plan were adopted generally in a
little while the special brands of all kinds would be forced into
their proper class. It takes a little nerve to make radical moves
and what we need most in this country at the present time is a
display of good straight pluck on the part of some of the people
whose interests are not being advanced materially under existing
conditions. Whether in piano making or selling, or in any other
line of trade, let us get as nearly down to straight lines as possible,
T
H E recent fluctuations of Wall street do not 3eem to have
scared the piano men of this great, big country. In the
great West they are indifferent. Dealers are giving orders and
are selling pianos and they are apparently satisfied with the busi-
ness possibilities. They will give value and receive it for the in-
struments which they handle. A strong intention to keep right at
it prevails. The business weather reports are not indicative of
storm or rain. There are no signs of fog and while dampness is
suggested in several directions no pessimistic talk of a deluge has
sent even the most timid into the Ark.
Good conditions throughout New England are still being main-
tained and everything for the fall is satisfactory. Most crops have
been liberal and prices pleasing to farmers. Collections have been
slow, but no more than usual during the vacation months and
October will be quite up to last year.
One of the large manufacturers recently said to The Review:
"Our collections from the middle of September until the middle
of October were better than last year. In fact, the money came
in in a way that surprised us. Business, too, has maintained a fair
condition of activity. October will show a decided improvement
over last year. The financial situation of the retail piano business
continues good, and we feel no occasion to draw our credit lines
more closely as yet."
R
EPORTS from the Central Northwest state that crops are
showing up favorably in bushels and tons and with the
prices which they bring, results in cash for the year may be expected
to make a good showing.
In the Pacific Northwest there is a continued period of pros-
perity and no slowing up has been evidenced. Xor does there seem
to be any fear in that particular locality that it will be affected by
any great depression during the remainder of this year or next.
The tightness of the money market is forcing transportation com-
panies to postpone improvements and additions to their lines.
Portland, Oregon, has added many new industries since the open-
ing of this year, the output of which will approximate thirty millions
of dollars. The population has increased until the last estimate is
not less than 215,000. No other city in the United States maintains
such a high percentage of gain in building permits as does Portland.
In the Pacific Northwest trade conditions are excellent and a
larger market is constantly being afforded for pianos and musical
instruments.
R
ETAIL dealers who have followed out the plan of having
frequent conferences with their entire sales force have been
more than pleased with the result. One piano man recently re-
marked to The Review that he believed that it was the best scheme
for any retail house employing a number of salesmen. According
to his views it is the only method whereby the changes in the local
field which are constantly taking place can be brought to the atten-
tion of all at the same time. It is difficult for a manager of an
institution to keep in touch with all of the sales conditions of im-
portance and where all are called together for a half hour or an
hour means can be devised which will help materially in closing
sales.
Another way to put it is that every business is practically a
school with a teacher at the head of it. Scholars must ask ques-
tions and have them answered. By conferences at intervals these
questions can be brought up and answered. If this plan was gen-
erally adopted there is no doubt it would mean an increase in busi-
ness and many things would be thrashed out to the advantage of
the sales force. In a sales session arguments which might be
known by one would be known by all. Tims the majority would
benefit by each conference.
Have you found your correct gait? Then keep at it.
The talking machine men are not blowing their horns much nowadays.
Are you satisfied with the profit you are making? Is it legitimate,
01 is it padded?
How is your window display? Is it attractive, or is it the spot that
does not attract the passers-by?
Don't sell the just as good piano, sell the real thing, and then your
conscience will be perfectly clear.
Now is the time for fall trade; you should be up and doing if you
propose to capture it in good slices.
BIX.—"Are there any talking machines in this flat?"
"Six of them, Four married and two single."
Karl Fink was in Boston recently. Astonishing news, and papers
which failed to record this event, please take notice.
It pays to advertise. You recollect the story of the little boy at school
who remarked to the class after an interesting experience that "Advertis-
ing pays."
Ten to one Nahum Stetson will cross the ocean in January on the
record-breaking Lusitania. Mr. Stetson has always believed in record-
breaking stunts.
There is an increasing demand now for cabinet piano players; note
the cause. The Aeolian Co. are inaugurating the biggest kind of an
advertising campaign. As a result, the demand for that special product
increases.
Edison is the best advertised name in the country; no doubt about
that. You can hardly pick up a paper in any line of trade but that you
will see the name of Edison cropping out in some way or other, either
in news, or some other features.
IN A STATE OF SUSPENSE.—Mayme—To tell the truth, I don't
know whether I'm engaged to Phil or not.
Jule—The idea!
Mayme—Last night at the concert, while the orchestra was playing
a selection from Wagner, he whispered something to me. I couldn't hear
what it was, of course, but I nodded, and—and he's been unusually affec-
tionate since then.
A LITTLE BIT MIXED.—Three tired citizens—a lawyer, a doctor
and a newspaper man—sat in a back room recently in the cold gray
light of the early dawn. On the table were many empty bottles and a
couple of packs of cards. As they sat in silence a rat scurried across the
hearth into the darkness beyond. The three men shifted their feet and
looked at each other uneasily. After a long pause the lawyer spoke.
"I know what you fellows are thinking," he said, "you think I saw a
rat, but I didn't."
SICK OP HIS BARGAIN.—Gov. Vardaman of Mississippi tells an
amusing instance of the negro's attitude toward matrimony.
A darky clergyman in the State named had married two negroes,
and after the ceremony the bridegroom asked: "How much yo' charge
fo' this?"
"I usually leave that to the bridegroom," was the reply. "Sometimes
I am paid $5, sometimes $10, sometimes less."
"Five dollahs is a lot 0' money, pahson," said the bridegroom. "Ah'll
give yo' $2, an' den ef Ah finds Ah ain't got cheated, Ah'll give yo' mo*
in a monf."
In the stipulated time the bridegroom returned.
"Pahson," said he, "dis here arrangement's a kind o' spee'lashun, an'
Ah reckon youse got de worst of it. Ah figgers that yo' owes me $1.75."
AN UNDESERVED REFLECTION.—A New York clergyman, who
often spends his vacation in fishing the streams of the Adirondacks, was
on one trip adopted by a handsome setter dog, which insisted on following
him from camp to camp, as he moved along the stream.
One day he met a party of men working upstream with a native guide.
The guide immediately recognized the dog' as his own property.
"Trying to steal my setter, are you?" he shouted at the clergyman.
"I'll have you to jail for this! There's a law in the woods just as big as
you have in the city!"
The clergyman endeavored to explain that he was an unwilling com-
panion of the dog, which had refused to be driven away, but to little effect
until he added a $2 bill to his arguments.
"It's queer what strange things happen to a man up here," he said
to the stage driver who later carried him away from the woods. "That is
the first time I was ever accused of stealing a dog."
"Yes, sir," replied the driver, sympathetically, and added, after a
moment's pause; "For myself, sir, I have neyer been accused of stealing
anything."