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Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
V O L . XLVII. N o . 1 2 . Published Every Saturday by Edward Lyman BUI at 1 Madison Ave., New York, September 19,1908.
PIANOS IN CHINA.
Consul-General Denby Supplies Some Interest-
ing Information Regarding the Trade in
That Country—Plain, Substantial
Pianos
Wanted at a Low Price.
During 1906 the total import of pianos and
organs into Shanghai amounted to $22,600 gold.
What proportion of this amount represents the
value of pianos alone does not appear in the
customs reports, and consequently cannot be as-
certained. During the same year the value of
pianos and organs manufactured in Shanghai
was somewhat over twice that amount. The
great bulk of the imported pianos come from
Great Britain and Germany. American pianos,
it is claimed, cost more at the factory than those
brought from Europe, and pay heavier freight
charges. At the present time there is only one
American instrument in stock in Shanghai, a
combination piano-organ. British and German
pianos still have a fair sale in Shanghai, repre-
senting, possibly, one-third of the market. The
other two-thirds of the pianos sold are locally
manufactured. The only hope for the American
manufacturer looking for a market in Shanghai
lies in the production of a plain, substantial
piano, suited to this climate, and sufficiently
cheap to allow of its being laid down in Shanghai
at a figure a little lower than that demanded
by European makers.
The import duty on pianos brought into China
is 5 per cent, ad valorem, based on the market
value of the goods in local currency. The terms
on which the various dealers handle consign-
ments made them by foreign manufacturers
whom they represent differ in every case, and
the best way in which to learn the terms of each
particular firm is by direct communication there-
with. The names and addresses of piano im-
porters and manufacturers at Shanghai, together
with descriptions, prices, terms of sale, etc., of
the different kinds of instruments manufactured
locally or imported, are on file in the Bureau
of Manufactures.
CONFINE YOUR EXPORT TERRITORY.
Results Will Ensue—Pays to Specialize.
One great fault of the American exporter is
the desire to cover too wide a field, writes Con-
sul-General S. Bie Raondal, of Breiant; who urges
special attention to a few markets rather than
slight attention to many. In publishing his
views on the subject, the Consul-General says, in
part:
"While there are American exporters who can
scientifically control markets in all parts of the
world, the average exporter is not able to deal to
the best advantage in perhaps several lines of
goods with widely separated markets, requiring
each a totally different treatment. Specialization
seems necessary to the attainment of the best re-
sults in export trade as well as the professions
and other pursuits.
"There is in the United States an abundance of
trade journals publishing 'specialized news for
specialized readers,' and, perhaps, adequately sup-
plying domestic needs on this score. In the mat-
ter of publications devoted to foreign commerce,
an imposing array of trade journals can also be
pointed to, ably edited and beautifully printed,
and yet, in no small measure, failing in their
mission-, by attempting to cover the entire globe,
as far as it is inhabited.
"In Germany, for the Levant alone, there are
published several trade journals which confine
their operations to the Near East and ignore the
rest of the globe. By more or less exclusively
fixing their attention, year after year, upon this
special region, they become authorities in their
chosen field and competent to render their pa-
trons efficient, practical service. In harmony
with this spirit of particularization, German
merchants apply themselves to correspondingly
circumscribed markets with a thoroughness, per-
severance, and detailed knowledge which cannot
fail. And having once gained a foothold and es-
tablished relations, their principal concern is to
render these relations continuous and enduring.
"It may be doubted if any ordinary manufac-
turer or exporter can successfully conform to the
requirements of various markets in different sec-
tions of the world. He should limit his activities
(at least to begin with) to a certain well-defined
territory. Having chosen his ground—and in do-
ing this, the American export merchant has un-
rivalled means at his command in the facilities
now offered by the Department of Commerce and
Labor—he will find it to his advantage to exploit
his field thoroughly. His efforts should be intel-
ligent, persistent, and pursued with the idea of
forming permanent connections. He should
apply himself to his task, determined to win the
abiding good will and esteem of his foreign con-
nections."
THE STARR jVNSWER FILED.
The Attorneys Representing Starr Piano Co.
File Answer to A. B. Chase Suit.
(Special to The Keview.)
Indianapolis, Ind., September 11, 1908.
The well-known firm of patent lawyers, Messrs.
Bradford & Hood, of this city, have just filed an
answer on behalf of The Starr Piano Co. in the
suit which was brought against that corporation
by The A. B. Chase Co., Norwalk, Ohio, to pre-
vent The Starr Company from using the name of
"Chase" in connection with their piano product.
The answer filed by The Starr Company is
voluminous and embodies a general denial of the
allegations contained in the bill of complaint.
It is claimed in this document that The Starr
Piano Co. is a successor to The Chase Piano Co.,
having purchased all the assets of The Chase
Piano Co., including the name "Chase."
The defendant further alleges that the right to
use the name of Chase was purchased from the
late Milo J. Chase and that The Starr Piano Co.
has continuously exercised that right without any
intention of abandonment.
It is stated that Mrs. H. F. Parsons, North
Adams, Mass., intends to close out her music
business in that city.
SINGL
$!.O?TETYEAR E N T S -
NORTHWEST TRADE BETTER.
O. W.
Williams Says That Conditions
Steadily Improving.
Are
I Special to The Keview.)
Portland, Ore., Sept. 9, 1908.
Trade conditions in the Pacific Northwest are
constantly growing better and a good business is
confidently looked forward to in all lines. In a
recent chat with O. W. Williams, general road
representative for The Packard Co., Fort Wayne,
Ind., Mr. Williams, who is stopping at the Port-
land, remarked:
"I am meeting with fair business on my trip
thus far. There is the best of feeling among the
dealers, denoting satisfaction with the business
doing and confidence in the future outlook. Sher-
man, Clay & Co.'s representatives are particularly
enthusiastic.
F. G. Johnson, manager, has
worked up among his men an enthusiasm which
is marvelous. They are doing a good business at
all their hraaiches and as a result of Mr. John-
son's splendid work, trade is being secured. He
is a business getter and no mistake."
PIANO VS. CLOTHING TRADES.
Quicker
Recovery in the Former—C.
Martin's Message of Optimism.
D.
Clinton D. Martin, the piano manufacturer of
Walton, N. Y., is an optimist of the first water,
and has great faith in the staying powers of the
piano trade which makes quick recovery from
depression possible. Mr. Martin states that many
lines had suffered far worse than pianos on the
average, and in illustrating his point said:
"The piano trade is a peculiar one and cannot
be compared with, say, the clothing business as
an example. Many men have gone through this
season wearing last year's summer suit. I know
a certain wholesale clothing house that has lost
about $1,500,000 during the year, because of this
frugal practice among men who felt that their
business did not warrant so much outlay for per-
sonal appearance as during better times. The
clothing trade cannot make up for such losses.
Next year the man who went through the pre-
vious summer with his old suit merely buys a
new one, which he would have purchased the
year before had his business conditions been
more favorable. A man does not buy a piano
every year, and because he defers his purchase
during hard times does not militate eventually
against the trade. He has merely been scared
or necessarily forced to procrastinate during the
elump. Better times must follow the period
we have about overcome, I think, and the re-
juvenation of trade will make happy again the
many who have conducted their business at a
loss since falTof last year."
The R. E. Wells Piano Co., who only a short
time ago opened a store in Montgomery, Ala.,
have already won a secure position for them-
selves in the business world, with the following
line of pianos: Kimball, Royal, Krell, Witney,
and others, as well as Kimball organs.