Classic Mode

Music Trade Review

Issue: 1911 Vol. 53 N. 16

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
TH
MUSIC TRADE
U n d e r THE
T
HERE has been a complete change of attitude on the part of
the public within recent years toward the talking machine.
Only within a comparatively short period there existed a large
army of skeptics who looked upon the talking machine merely as
a toy—as a passing fancy—and predicted that its existence and
popularity would be of short duration. This changed condition is
due in its entirety to the remarkable work of the manufacturers of
these instruments. They have so improved their products, both in
tone-producing possibilities as well as in designs, that to-day the
talking machine is recognized as one of the greatest educational
factors of our times. It is helping to make Americans acquainted
with the great instrumental works of the leading composers. It
has brought the best of music into the backwoods as well as the
cities, and used as it is to-day in many of the public schools in the
country, an educational campaign in a musical way is being car-
ried on which is proving of incalculable value. This movement
affects the piano dealer apart from the selling end, because the
talking machine instills and accentuates musical taste, which in
due time is followed by a desire to possess pianos. And thus the
educational work goes on. No higher recognition of the artistic
merits and position of the talking machine can be imagined than
the fact that Ignace Paderewski, the prince of pianists, has recog-
nized its excellence and ability to interpret his remarkable playing
by making a number of records for the Victor Talking Machine
Co. It is said that he consented to play only after being thor-
oughly convinced that ''Victor records would be absolutely perfect
reproductions of his faultless playing," and they are remarkable
photographs in every respect. Then, again, only recently the
Columbia Phonograph Co. announced some excellent records by
Xaver Scharwenka, the eminent pianist, and this month they also
announce a number of records by the Russian Symphony Orches-
tra. All this is most convincing evidence of the position won by
the talking machine in the musical world, and as an educational
factor the talking machine is now considered to be most potent. It
makes it possible for the music lover to secure at comparatively
small expense the greatest compositions of the masters interpreted
by great musicians and organizations of world-wide fame.
*?
* •?
ANY piano manufacturers have shown more than passing in-
terest in the movement looking for the rehabilitation of the
American Merchant Marine, having in view the development of the
export trade of the country with special regard for the demands
of the South American republics, and have enthusiastically en-
dorsed resolutions to that effect. The question remains, however,
just what some of those manufacturers will do if the plea for the
building up of the merchant marine is successful and they have
direct access to the foreign markets. Taking it for granted that
piano men of the United States can build instruments that will
stand up, under severe and varied climatic conditions, there is still
the important question of special styles of cases to meet the foreign
demands, the bringing of the product directly to the attention of
those interested in a way that will result in orders pried away from
the manufacturers of other countries, and last, but not least, the
willingness to do business according to the standards of the South
American. Here in the United States it is a comparatively simple
matter to keep in touch with the public taste in piano cases, but the
average South American has different ideas, probably being influ-
enced to a large extent by the case-work on the pianos from Ger-
man and English factories. To get trade, therefore, it will be
necessary for those about to enter the field in competition to make
a special study of the demands in that particular and work accord-
ingly, rather than to send down a batch of catalogs, even though
they be printed in Spanish, showing only the cases generally favored
in our own country.
M
HEN, too, there is the matter of credits, and to the general
run of American manufacturers the South American system
of making payments will make the note extensions of some native
T
REVIEW
TALL TOWER.
dealers seem like cash on delivery. European exporters have gone
to extremes in their anxiety to get a firm grip on the markets and
the result has been that to wait for money for a year or more is the
rule rather than the exception and the demand for such credit does
not in any way reflect on the financial standing of the house. While
confining his business to the United States, the piano manufacturer
can look after the financial end with little trouble, for the usuages
are such as he has been acquainted with throughout his business life.
His knowledge of his own business shows him what to expect from
those to whom he sells and any changes are made gradually. When.
entering the foreign field, however, special study of the credit and
banking systems are absolutely necessary, not only in getting the
trade in the first instance, but in holding it. The export field, espe-
cially South America, offers immense opportunities for American
manufacturers even without the aid of an American merchant
marine, and several piano houses have already built up strong con-;
nections in that field, but unless the manufacturer is willing to let
his own opinions and desires go by the board and give the South
American what he wants and in the way he wants it, that market
had better be left alone. This is the situation in a nutshell.
I
T would be difficult to conceive of a more convincing tribute j
• to the high standing and popularity of the Steinway piano on
the Pacific Coast than the artistically conceived and beautifully
printed volume just issued by Sherman, Clay & Co., of San Fran-
cisco. The advertising of this old and distinguished Pacific Coast
house is always strikingly original and effective, and this volume
entitled "Laudamus" contains within its beautifully embossed cov-
ers some 150 testimonials bearing on the Steinway piano from
notable musicians of San Francisco and locality. Opposite each
letter appears a portrait of the writer—all men of the highest repu-
tation and who have long been leaders in the musical development
and advancement of the Pacific Coast. Such an army of men labor-;
ing for the uplift of music in America, and representing, mark you,
only one section of our great country, is certainly proof of the :
great place which the Pacific Coast is now occupying in the musical
advancement of the nation. That these prominent figures in the
musical world are being heard in concert, recital and in the studio
through the medium of the Steinway piano, is not only an indica-
tion of the artistic position occupied by this instrument on the
Pacific Coast, but it means that they are educating a constantly
enlarging public to an appreciation of its wonderful tone arid all-'
round excellence.
HOW THE TRADE HAS SUFFERED IN REPUTATION
(Continued from page 5.)
I feel that not only was my business injured, but I think that my'
reputation suffered more locally from my association with puzzle
contests than from any other one single act which I have ever com-,
mitted since 1 have been in business. I am satisfied that the late
lamented Mr. Barnum knew something about the American people,
when he said they like to be humbugged. But they are getting;
wiser to-day, and as a matter of fact the piano men themselves;
should realize exactly the dangers which they are facing by pur-;
suing methods which are contrary to good sound business sense/'
Numerous other communications have been received, all of
which show that Review readers are interested in such- a campaign
as we have been carrying on.
•
The future of the piano business rests entirely in the hands,
of the retailers themselves, and the question is, will they throw away
the opportunity and will they refuse to profit b y the lessons of the
past ?
The business is rapidly undergoing changes—changes which,
must be apparent to anyone who has even a superficial knowledge;
of the conditions.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
coming in from the country tells you that the
farmers are doing well, and when this condition
Large Cotton Crop and Sales to Europe Has
exists you can look for business, for it is them we
Made Money Plentiful and Piano Men Are
are after right now, and not the city trade. With
Getting Their Share Judging from the Pleas-
a record-breaking shipment from this port which
ing Condition of Business Reported by Lead-
has set the eyes of the world on Savannah, you
ing Houses—Automobile Races a Big Attrac-
can rest assured that there is plenty of money lying
tion on November 25 and 30—Other Trade
idle around this section, and of which the piano
Gleanings from a Lively Southern City.
dealers are going to get their part."
J. D. Murphy, of the Murphy Music House, and
(Special to The Keview.)
probably the oldest" piano dealer in the State, gave
Savannah, Ga., Oct. 16, 1911. out a story very nearly the same as that of Mr.
For the piano dealers of this, section of the State Banks. Mr. Murphy thinks that now is the ripe
of Georgia business never has looked as bright as time for the piano dealers to get the country trade,
it does to-day, for Saturday last broke one and he claims that he is getting his.
of the world's records that not only are the citi-
"Not in years have I ever heard of where there
zens proud of, but the piano owners and salesmen was so much money than this season. Why, when
as well.
the Grand Prize Automobile Races are held here
There left the port of Savannah just eleven in November, which will bring to this city no less
tramp ships with something like 95,760 bales of
than 50,000 strangers, you can surely say that the
cotton, valued at something over $5,000,000, which dealers in this city are going to get plenty of busi-
is the largest shipment of cotton in one day in the ness, and to this end they are looking, for they have
world. Memphis, Tenn., has wired to Savannah put in orders for pianos that will last for some
that they will ship here 90,000 bales, which will time to come."
represent several million dollars and give to Savan-
Alnutt & McCall say they have doubled their
nah the record for not only the United States to shipments and will probably open a small wareroom
be proud of, but of the entire world.
out at the races to exhibit their pianos. They
Never before have the piano dealers in this city claim that good business may be gotten from the
and throughout the State put so much confidence in farmers who would only come to see the flying
business as they have done this year so far. Many autos and would not get on the piano row.
dealers have increased their orders over many
As the races are run on November 25 and 30,
times, while others have opened branch houses which gives the merchants three days in which to
throughout the inner part of the State now the cot- sell goods, they are beginning to realize that there
ton center.
is going to be some business for them to attend to.
The farmers around this section are now receiv-
Ludden & Bates, through I. E. Lovett, local man-
ing 15 cents per pound for cotton, and just now ager, are looking for record-breaking business. As
are reaping a harvest, having more cotton than they they have plenty of men on the road, their busi-
can pick. The piano dealers are not letting grass ness in the country is being looked after in fine
grow under their feet and are right on the job of style and they are getting theirs. Mr. Lovett is
making sales.
now preparing for the races next month by stack-
Local Manager John S. Banks, of the Phillips & ing up on his orders.
Crew Co., gave out the following statement to The
During this week of racing Savannah will be
Review on Saturday, when he said:
decorated in fine style, and the piano dealers will
"This year for the piano dealers in this city do their part also.
and around this section will be the best they have
had in the past ten years. Every one you meet
CHEAP PIANOSJ^ALSE ECONOMY.
BUSY TIMES IN GEORGIA.
places for members who for one reason or
another have been desirous of changing their posi-
tions. The officers of the association are there-
fore keeping iu close touch with manufacturers on
the lookout for travelers, with a view to placing
such of their members as have signified their in-
tention of making a change on January first.
The association is also taking an active interest
in the movement to bring about various needed
reforms in the conduct and service of hotels and
press complaints made by individual members,
who alone, could accomplish little. The growing
practice of checking the hats of hotel guests
through what virtually amounts to force of arms,
is among the things that have been condemned.
WAR NEWS OF FIFTY YEARS AGO
Tells of the Confiscation of the Stock of Chick-
ering Pianos in the Hands of Their Agents
in Richmond.
Some of the daily papers are publishing extracts
from the daily happenings during the Civil War,
fifty years ago. The war news of October 14, 1861,
for instance, included a despatch from Richmond,
telling of the confiscation of estates and property in
Virginia which had occurred under the terms of the
.sequestration aci of the Confederate Congress. The
aggregate value of the property confiscated up
to that date and owned by Northern citizens or
loyal Virginians was estimated at $800,000. It is
interesting to music trade men of to-day to
know that among the sufferers from seizure on
October 14 was Chickering & Sons, of Boston,
Mass., who lost the large stock of grand and up-
right pianos in the hands of their agents in
Richmond.
GET NEW AGENCIES IN DENVER.
The Knight-Campbell Aiusic Co., Denver, Col.,
have recently secured the agency in that territory
for the Behning player-piano and the Estey piano,
and are carrying on a lively introductory campaign
in the interests of those instruments.
Tuner for Detroit Board of Education States
That Pianos Bought at Rate of Nine for
$1,000 do Not Give Satisfactory Service.
(Special to The Review.)
dlt A satisfied customer
\ J I is a real profit maker
—the best salesman a
piano dealer can possibly
have
Every Packard owner is a Packard
booster. He is more than satis-
fied—for he has received more
than "full value" for his money
That's the reaioa Packard pianos
are easy to sell—and that's the
reason you will find profit and
pleasure in selling them. Also it's
the reason why we are finding it
easy to get the better dealers
everywhere to handle them. Write
The Packard Company, Fort
Wayne, Indiana—to-day. If we
are not already represented in
your territory, we may be glad
to make agency arrangements
with you—and it may mean for
you the one big opportunity.
Detroit, Mich., Oct. 10, 1911.
A recent investigation by the janitors and sup-
plies committee of the Board of Education was
devoted to the pianos in the public schools. Dean
S. Gray, tuner for the board, appeared as expert
witness and said things that were anything but
complimentary about the instruments now in use.
He remarked that all those bought in recent
years are unsatisfactory and that satisfactory
pianos cannot be secured for the price paid. Some
of those lie keeps in order will not stand a tuning
to international pitch once they have slid down
half a tone, because the strings break. Others
require two tunings to get them back where they
belong. In still other cases the hammer heads in
the instruments loosen and cause trouble. Mr.
Gray said that many of the repairs required should
have been made before the pianos left the fac-
tories.
"Cheap pianos are dearest in the long run," he
said.
Hitherto the board has been buying eight, nine
and even ten pianos for $1,000. This year it has
$1,200 to spend and the real estate and supplies
committee intends to recommend better instru-
ments. Several bids were received yesterday from
houses that offer durable instruments at reason-
able prices. All the instruments will be examined
with a view to finding out where the most value
can be obtained.
LOOKING TO PLACE TRAVELERS.
National Piano Travelers' Association Antici-
pating Changes on January First—Seeks to
Improve Hotel Service.
One of the important objects of the National-
Piano Travelers' Association has been to secure
THEY
COST
MORE
THEY'RE
WORTH
IT
To the manufacturer who
values his reputation, and to
the dealer who wants his cus-
tomer's confidence, demand
them in the pianos you han-
dle—especially in the players
—made of superior German
felt
401-424 E. 163d St., New York
Chicago Office: Republic Bldg.

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