Music Trade Review

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TH
MUSIC
TRADE
REVIEW
piano manufacturers in that straightforward manner which is always
characteristic of your editorial work. I consider that every other
dealer in the line in any section whatever can quote you as miany
cases as 1 have and the need of care along the lines I have men-
tioned is certainly evident. I know of no other way to settle the
matter than to hand it to you. I know that we can do something
with it if we kick long enough, and hard enough, and I think you
can handle it a great deal better than we can and so it is up to you."
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPIIXANE, Managing Editor
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W. H. DYKES,
F. H. THOMPSON.
BMILIE FRANCES BAUFB,
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BOSTON OFFICE:
CHICAGO OFFICE:
ERNEST L. WAITT, 278A Tremont S t
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R. W. KAUFFMAN.
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Directory ol Ptamo
The directory of piano manufacturing firms and corporations
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found on another page will be of great value, as a reference
Manuiacluren
f o r <} ea i ers an< 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 Medal. ...Lewis-Clark Exposition, 1905.
LONG DISTANCE TELEPHONES-NUMBERS 1745 and 1761 GRAMERCY
Cable address: "ElblU N e w York."
' " I " H E letter quoted above certainly contains a good many points
JL which will interest piano manufacturers, and we may say
that this particular dealer has substantiated his claims by giving
names of three piano manufacturers who have given out wholesale
rates to people whom the dealer alleges were not entitled to them,
and we have verified these statements by thorough investigation.
One of the parties mentioned by this southern dealer gave his low-
est wholesale rates not only willingly, but apparently with undue
haste, so that the claims made by this southern piano merchant are
clearly substantiated in these cases. Therefore, the sentiments ut-
tered in this latter are well worthy of careful consideration. It has
been demonstrated that there are a good many men who are de-
sirous of securing wholesale rates from manufacturers for no other
purpose than to carry on some selfish graft scheme. It may be
stated, however, on the other side that most of the piano manu-
facturers exercise exceeding caution in the distribution of matter
containing wholesale prices. We have personally known that manu-
facturers have refused to go on record by quoting prices in response
to communications which have been received by them from territory
where they had no agents even. I Hit it is shown by these develop-
ments to which we have referred that all do not exercise the same
caution which is absolutely necessary in order to fully protect the
retail piano interests.
D
URING a conversation recently with a well-known member
of the supply industry he said: "I have been pleased to
note the manner in which our trade has held up during the year.
Of course I am familiar with the general talk of conservatism and
of the alleged shutting down in various lines of business, but so far
EDITORIAL
as my own observations are concerned these general pessimistic
predictions do not apply to the music trade. Our business has kept
up surprisingly well and I am sure that it fairly reflects the general
A DEALER in an important city in Virginia says that piano men
condition of the piano trade."
1~\
throughout his section have suffered materially by reason of
Considering the position of this gentleman and the importance
manufacturers quoting prices to irresponsible parties in many of
of the business interests which he supervises the statement is more
the southern cities. He asserts that there are a line of dealers in
than encouraging. It sounds the note of optimism which should
the South who can easily obtain wholesale prices on pianos and
be heard far above the low rumble of the pessimist. As a matter
organs by simply taking the trouble to write for them, but adds:
of fact the true inwardness of the pessimistic statements of some
"This is not true of all makers. The writer readily recalls an in-
of our prominent men who are closely identified with the corpora-
stance in which a young man was discharged for robbing the waste-
tions and financial interests of the country are easily understood.
basket in our Newport News office, after which he wrote to the
They ask a cessation of the drastic efforts initiated by President
different houses, whose addresses he had thus obtained, and not
Roosevelt to control corporations, and to attain this end thev seem
only succeeded in getting prices on instruments, but actually took
anxious to scare the country so badly that a diversion of public
on the B
piano to sell from a parlor of a house for which he
sentiment will be made from corporations. Big financial interests
was not able to pay one month's rent. The injury to us in that
seem willing to risk whatever loss they might incur by a temporary
locality is that he tells people that the B
piano costs as much
setback to trade and industry in the hope that in the end they will
as any other piano, and that the difference between his selling price
be relieved from the phantom of the far greater losses which they
and the prices charged for pianos bought in the regular houses, is
dread will result from the continuance of the efforts to investigate
simply the difference in the profit made by the houses engaged in
and control their affairs.
piano selling. There used to be a musical professor in this same
town of Hampton who had written to factories claiming that he was
RECENT subscriber who was quoted in The Review urged
thoroughly familiar with piano construction and had so many pros-
bankers to exercise exceeding caution in extending their
pects, etc. As a result he would get wholesale prices on a number
accommodations and that manufacturers and merchants should plan
•of instruments. He then would upset a whole lot of local sales
their fall campaign with much conservatism. Conceding that loans
unless the dealers would pay him a royally good commission. He
are difficult to obtain it is not necessarily attributable to lack of
would break in and offer pianos at wholesale prices. Frequently,
confidence on the part of lenders, but rather to the scarcity of avail-
the writer has found teachers equipped with wholesale piano prices
able capital. It is well known that so much money has been put
and always to the detriment of every legitimate dealer in their
into innumerable enterprises, activities, buildings and other real
vicinity. I may say that we have found this same condition exist-
estate developments, besides manufacturing plants, that of necessity
ing in a number of cities where we have branches and I write this
loans are not easy to obtain. This, however, should not be con-
to The Review, as I know that you are interested in all matters of
strued as a sign of danger or depression, but it is naturally the
this kind and it would seem to me that piano manufacturers should
result of prosperity. As a matter of fact are men in the music
be cautioned not to give out wholesale prices. They do not realize
trade planning the fall campaign with over conservatism? We
just what it means to the regular dealer to have sales interfered
have not found anyone who has lost nerve. In fact, some of the
with by this itinerant, worthless, irresponsible line of piano vultures.
very men who talk most pessimistically talk it for a purpose. They
I do not find that other merchants in other lines have their business
are going ahead and planning for a good big output, and further-
interfered with and I think that it could be prevented in the piano
more they know that the demand for musical instruments will con-
trade, if The Review will take the subject up and bring it before the
tinue in a very large way this fall. This country is not going to
NEW YORK, JULY 20, 1907
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