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THE MU3IC TRADE REVIEW
U n d e r THE
The appearance of Josef Hofmann in recital at
Carnegie Hall last Saturday, when he was heard
through the medium of the Steinway piano, mark-
ed the opening of the recital season of 1910-11.
Hofmann will soon be followed by other artists
eminent as piano virtuosi, and the bookings
throughout the country indicate a very successful
season. And this brings to mind how indifferent
many dealers are to the value of these recitals as
business and prestige creators. A pianist may play
in their city, and yet no extraordinary efforts are
made in the way of publicity to inform the public"
that the artist is playing a piano which this dealer
has handled for many years. In the opinion of the
writer there are no better means of concentrating
the attention of the public on the house and on
the instrument which the dealer handles than the
recitals which will soon be in full swing through-
out the country. The fact that an artist of inter-
national reputation is using the piano which a
dealer sells in his town or city should be helpful to
him in developing sales, provided, of course, that
the dealer is alive to the necessity of using print-
er's ink—using it intelligently, forcefully and in a
style in sympathy with the high character of the
instrument which he represents. In this way the
dealer can be of immense aid to the manufacturer.
At the present time too much dependence is placed
upon the manufacturer doing all the publicity. The
dealers must do their share and they can do it
best if they make the public realize the importance
of the line of instruments which they handle.
•6 «
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The opportunities of hearing the best of music
in New York free of charge are now being en-
larged, and we understand that the management of
the Hotel Astor has inaugurated a daily promenade
concert to be given in the grand ballroom of the
hotel during the winter. These concerts are given
at 5.30 p. m. on each week day, and on Sundays
from 9 to 12. The great organ in the grand ball-
room, which is one of the largest of its kind in
the world, will be used at these concerts, and will
be supplemented by the house orchestra of twelve
pieces. Prominent singers will also appear at the
concerts, which are to be conducted on a high
plane of artistic excellence.
TALL TOWER
low as $1 a week, no interest, no extras, a fine
stool and two tunings for one year free." What
next! It is worthy of note, by the way, that while
this house doesn't propose to "go in" for "extrava-
gant orchestral concerts," yet the first ltne in ihe
announcement is as follows:
"Hear
Nahan
Franko and his orchestra in the restaurant daily."
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Discussing early German music in Philadelphia,
Robt. R. Drummond speaks of Pastor Falckner,
th^ first German minister ordained in America,
who in addition to being a Philadelphian, had some
striking views regarding the value of the organ
as a means of attracting people to worship, as
well as being efficacious in soothing the savage
breast. This is what the good pastor said: "A
well-sounding organ would perhaps prove of great
profit, to say nothing of the fact that the Indians
would come running from far and near to listen
to such unknown melody, and upon that account
might become willing to accept our language and
teaching, and remain with people who had such
agreeable things; for they are said to come ever
so far to listen to one who plays even a reed-pipe
(rohr pfeiffe) ; such an extraordinary love have
they for any melodious and ringing sound. Now
as the melancholy, saturnine, stingy Quaker spirit
has abolished (relegiert) all such music, it would
indeed be a novelty here and tend to. attract many
of the young people away from the Quakers and
sects to attend services where such music was
found, even against the wishes of their parents.
This would afford a good opportunity to show
them the truth and their error."
There was room to put on but a few more men—-
none to speak of. But we put more speed on the
machines and laid out the work more systemati-
cally, so as to utilize any waste energy, and the
first thing we knew we were actually producing
more goods than we had thought it possible to
make. It does seem now that we are running at
the highest possible capacity. But I suppose if we
had to do it we would find some way to increase
our present output."
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Chas. H. Parsons' address on "The Piano Trade
as I Find It" at the dinner of the Piano Trade
Association last week and which abounded in
shafts of sarcasm directed at the "certificate" plan
of selling pianos, has been the talk of the trade
during the past week. The speaker was in great
form and evidently years have dealt lightly with
this old-time member of the trade, for there was
present that mental grasp and intellectual vigor,
aided by acknowledged oratorical skill, which made
the address one to be remembered. When one
considers how the puzzle certificate scheme has
undermined the confidence of the public in piano
values and piano names, Mr. Parsons' remarks
were most timely. No one who has at heart the
real interests of the piano trade can hold a dif-
ferent opinion as to the damaging influence of this
method of sales and publicity.
*L K K
Talking with a traveling man and an active
member of a manufacturing house the other day,
anent the increased cost of doing business as com-
pared with that of twenty years ago, he set forth
the following items as among the principal ones
which enter into the increase referred to: Higher
Salaries—Caused by higher cost of living. Higher
Traveling Expenses—Competition calls for more
frequent visits to customers. Hotel bills and livery
hire higher. House Expenses—Demand for fre-
quent shipments and for quick shipments takes
more help in office, stock and shipping departments
and entails more expense for postage, telephone
service, etc. Higher Rent—Caused by increase in
value of city property. Taxes—Corporation taxes,
both State and National. Catalogs, etc.—Competi-
tion demands more expensive catalogs and more
frequent issues. One would think that with a
strong and experienced organization doing a large
annual business it would be possible to bulge the
sales without any appreciable increased expense,
but experience has shown that though it may be
done one year the next is sure to show a propor-
tionate increase, and the average percentage for
a series of years shows an upward trend which
cannot be "doctored." The fact is you can't beat
about the bush when it comes to "figures."
•6 H *
Retail merchants in Washington, D. C, are re-
joicing over the fact that the United States Su-
preme Court on Monday refused to review the
decision of the District Court of Appeals in the
trading stamp cases. The result of this decision
is to leave the decision of the Court of Appeals in
full effect, and, as that decision was adverse to the
right of the trading stamp companies to conduct
their business in the District of Columbia, it will
now be necessary for these trading stamp concerns
to wind up their affairs so far as the District is
concerned. The case against the companies was
instituted last January. The first hearing was be-
*
* H
fore the police court, where the trading stamp
The public will gratefully receive the suggestion
concerns won out. In behalf of the District an
of some form of celebration of the three hun-
appeal was taken to the Court of Appeals. In an
dredth anniversary of the settlement of New York
opinion, handed down by Chief Justice Shepherd,
City other than the conventional world's fair.
the appellate branch reversed the ruling of the
People are weary of glowing promises, late begin-
lewer court. As a result of the foregoing decision
nings, premature openings, disappointing arrange-
the piano dealers believe that not only the trading
ments and final deficits. A really fine exposition
stamp, but the certificate and puzzle schemes in
would be worth whatever it cost, but there has
vogue will not only become dead issues in the
been a surfeit of that sort of thing since 1893;
District of Columbia, but in many States in time.
and, as the sub-committee of the Mayor's Com-
•r * *
The decision of the Supreme Court in this trading
mittee of One Hundred has reported, the time
The option taken on the property occupied by
stamp suit will have a wide influence in every city
will be found too short for devising such a fair
Steinway Hall, New York, some time ago, by a
m the country.
as would be expected of New York. Experience
rtal estate speculator has long since expired and
has shown that expositions, while temporarily help-
•t
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the so-called deal closed out. At the same time
ful to the city, are in the end disturbers of settled
The old copybook saying that "Necessity is th? Steinway & Sons are $10,000 "to the good," as
business. Fitting exercises and the formation of
mother of invention" should be amended so as to the street phrase goes, for this amount of cash was
a great permanent exposition such as has been sug- mean that it is also "the discoverer of hidden ca-
required to be deposited as a forfeit in case the
gested will be much more acceptable to the busi- pacity." This was illustrated recently by a factory
negotiations fell through, as they did. As one of
ness interests of New York.
superintendent who related how now he was able
the Steinway staff remarked to The Review the
to turn out just double the number of pianos with
other day, when the incident was recalled, "that is
" * .*6 *
what we call easy money." As yet Steinway &
Some people have rather peculiar ideas in re- the same force and with the same equipment that
Sons have not settled upon a new location where
gard to educating the public as to piano values. he used to turn out with half that number. It
was suggested that he could not have been work-
the leading piano warerooms of the city are now
A Sixth avenue department store this week car-
found. It is said this world-distinguished house
ing to the full capacity before, to which he replied
ried large advertisements in the daily papers in
are not keen about being on Fifth ave.iue, but
honor of the eighth anniversary of its piano annex, that he thought he was and the men and members
would prefer to be on a quiet cross street close
of the firm thought so, too. He added: "If any-
and announced that instead of going in for "ex-
by. as the presence of their establishment would
body had told me we were not doing our very best
travagant orchestral concerts, flaring decorations, or
I should have been offended. But the business confer distinction upon the neighborhood. This is
sensational features" it preferred to offer pianos on
also the opinion of others in the line, who will-
began to increase and the orders kept pouring in
the basis of "thirty days' free trial in your own
and we got behind and simply had to do more. ingly and cordially acknowledge the prominent
home and pay nothing down." This generous offer
was further supplemented: "If you decide to keep With the work crowding in on us we simply had position occupied by Steinway & Sons in the trade
at large.
the piano after thirty days, payments can begin as to organize the work some way to get it done.