Classic Mode

Music Trade Review

Issue: 1911 Vol. 53 N. 19

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE
REVIEW
TOWER,
W
ITH the opening of a piano department in a new department
store in New York City about a year ago, the manager
announced that pianos would be handled as so much merchandise,
with the maximum of value for a stated price, and that the practice
of grading the line recording to standing and quality would be con-
sidered passe. In other words, the plan as outlined, was that the
piano manufacturing trade would be canvassed at intervals, when
the stock in the department got low, and that the manufacturer who
could give the buyer the maximum of value for the price quoted
would get the business. That was-only a year ago, and now the
policy has been changed and under a different manager. Now the
names are featured. It has been proven that pianos cannot be han-
dled like so many chairs, for the names associated with piano quality
are surprisingly faniliar to the average piano buyer. It has been
proven that name plus quality has a greater significance than price
plus quality in the selling of pianos.
H H H
NE of the greatest department stores in the country, if not in
the world, with a name that acts as a guarantee of the quality
of practically every article sold, has, nevertheless, understood the
tremendous value of a piano name, and has steadfastly adhered to
the plan of laying particular stress on the makers of the various
pianos in the line, in conjunction with the price inducement. That
store has realized that price combined with a quality guarantee does
not hold the interest of the customer; $600 for an upright piano
without a name seems to lead the prospect to believe that he is being
asked a big price for something of which he knows nothing, even
though the name of the store stands back of the purchase. When
the same price is quoted in connection with a name of world-wide
repute, as applied to pianos, the instrument itself is the basis of the
proposition and the price becomes a secondary factor. That the
store's idea of the name value is correct is indicated in.the success
of the department. No better indication of the value of a name and
its appreciation can be desired than is found in the practice of those
who sell used pianos, in calling particular attention to the maker of
the instrument offered at a special price. The public realizes that
nameless pianos at $75 are poor investments, but the announcement
of some well-known trade name in connection with the instruments
proves a veritable magnet for the prospect.
*. * «
EXT to having strong initiative, the greatest blessing of the
piano manufacturer or dealer is to have the ability of realiz-
ing the value of the ideas of others. Egotism and self-conceit are
the rocks that have wrecked the ships of many merchants who have
never been broadminded enough to see that no man, no matter how
experienced or clever, can know it all. Of course, the ideas that
should receive special consideration from the business man are those
of his employes, for as a rule they have to do with the particular
business he is conducting. We know of a certain man, much ad-
mired for his clever trade-getting schemes, who owes the majority
of said schemes to the loyalty and earnestness of certain of his
employes, though they rarely receive the direct credit. A subordi-
nate comes forward with an idea, it is pulled apart and all but ridi-
culed, and the employe retires feeling that his idea is valueless.
Shortly, however, the head of the house puts the suggestion to
practical test, it proves successful, and when he is complimented
upon his business sense acts as though the idea were entirely his
own and such thoughts were continually forcing themselves through
his brain. While the employe gets very little credit, nevertheless
the employer shows decidedly good business wisdom in accepting
and profiting by a good idea when he sees it, and in his own way.
O
N
^>
^> ^£
A NOTHER opposite case may be cited, where a merchant not
i l
far from the metropolis was noted for his unfriendly attitude
toward employes with ideas of their own. He quickly informed
anyone with a suggestion to advance, that "he was running that
business, had run it for a quarter of a century, and didn't need any
help." As a result, he was not kept informed of the up-to-date
moves of competitors, did not put initiative back of his business,
and not long ago, shortly after the beginning of the depression, the
sheriff got him. The twentieth century idea is aptly illustrated in
the remark of the head of a well-known house, to a salesman of
supplies in his line: "Can't do business with you to-day, old man,
would like to and will soon, but don't forget to come in often;
maybe we can teach each other something." Get it? It's the little
things that go to make the big ones. If Carnegie had kept in his
shell he would very likely be only the owner of a small foundry
instead of a retired steel king. He realized the value of the ideas
of others, took a number of bright young fellows—Schwab, Corey
and others—and made them partners and gave them a chance to
spread themselves. Any reader of the daily papers knows the
results.
•t H n
AKE James J. Hill, the head of the Great Northern Railroad,
he appreciated the value of an employe with ideas, and when
he discovered one, even in a section gang, that man's rise to high
position was meteor-like while his ideas lasted and he proved his
value to the Great Northern. At the first indication of plodding,
however, that man went down the toboggan quickly. The head of
the business will find initiative an invaluable asset, it is true, but his
willingness and ability to profit by initiative of his employes, pick
out of their suggestions that which is of value and put it in a form
that will insure success, will be found to be a sufficient asset to
insure a growing institution under his direction.
m. *. •?
INDOW displays, the interior of the store and the personal
service of the sales force all bear on the pulling qualities
of advertising. A piano merchant in a western city who recognizes
this has the printer furnish him with a number of proofs to be dis-
tributed to every one of his salesmen, with instructions to read the
advertisement carefully so as to be thoroughly familiar with the
special inducements offered. After reading the advertisement each
salesman signs his name in the margin of the paper and offers new
suggestions that might increase the pulling qualities of the adver-
tisement. By doing this the piano merchant not only better equips
his salesmen, but he gains new ideas from them; they feel a personal
interest in the business, and each one is especially anxious to make
a big success of any sale in which any of his suggestions are in-
corporated. Adoption of their suggestions intensifies the interest
of the sales force in the store. It makes them feel that every effort
put forward to increase sales is appreciated; they begin to study the
reasons for successful sales and learn to back up the printed adver-
tisement with personal efforts. Unconsciously they train themselves
to be something more than mere order-takers.
T
W
IS P I A N O
SELLING
EASY?
(Continued from page
Piano playing is desirable, and, of course, adds to the sales-
man's strength, but it is not as important as a logical and convincing
argument.
A good memory for names and faces is of manifest advantage
and every good salesman should" learn to cultivate his memory and
should endeavor to control and dominate his customer—be authori-
tative, but never become arrogant or egotistical for the mere sake
of display.
Above all he should show a loyalty to his house which will im-
press his customer.
The ideal salesman is a very competent man and the salesman
in general stores do not require a similar degree of intelligence
that is absolutely demanded of the piano salesman.
There are so many things which are introduced into piano sell-
ing that it requires a keen, intelligent, well posted business mind to
deal quickly and tellingly with all of these things as they materialize
from time to time.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
eluding player-pianos), valued at $195,006, as ured mahogany or Circassian walnut polished or
against 424 pianos, valued at $91,728 in September, satin finish as desired. The trimmings are brass
Import Trade of Musical Instruments Shows 1910. The nine months' total exports show 4,781 with especially designed pedals and name plate.
Increase—Exports for Nine Months Much pianos (including player-pianos), valued at $1,107,- The firm are mailing to the trade a very attractive
Larger—Player Shipments Make Fine Rec- 498, as compared with 3,531, valued at $796,428, ex- folder with half-tone illustrations of these instru-
ord—The Figures in Detail Regarding the ported in the same period of 1910 and 3,048, valued ments and to quote Mr. Tremaine, "the first sent
Various Instruments Furnish Some Interest- at $704,199, for the same period in 1909.
out brought results."
Of the aggregate exportations in September there
ing Particulars for Our Readers.
were 176 automatic piano-players, valued at $51,-
TRANSPOSING MECHANISM.
(Special to The Review.)
685, as compared with 241, valued at $56,301 in
Washington, D. C, Nov. 8, 1911.
September, 1910. For the nine months' period 1,921 The Subject of a Patent Granted to Ernest
The summary of exports and imports of the
of these instruments, valued at $546,477, were sent
Cooper, of Riverside, Cal.
commerce of the United States for the month of
abroad, as compared with 2,081, valued at $554,903,
September, 1911, the latest period for which it has
in 1910, and 1,809, valued at $462,427, in 1909.
An invention relating to an improvement in
been compiled, has just been issued by the Bureau
The value of all other instruments and parts piano actions and more particularly to the trans-
of Statistics of the Department of Commerce and
thereof sent abroad during September 1911, amount- posing mechanism whereby the pitch of the piano
Labor. The figures relating to musical merchan-
ed to $60,469; in the same month of 1910 the value may be conveniently adjusted above or below the
dise, including pianos, organs, piano-players and
was estimated at $41,961.
normal, is the subject of patent No. 1,007,067,
miscellaneous "small goods" are as follows:
The total exports for the nine months under granted this week to Ernest Cooper, of River-
The dutiable imports of musical instruments dur-
this heading foot up $508,999, as against $475,600 side, Cal.
ing September amounted to $143,483, as compared
exported during the same period of 1910, and
The main object of the invention is the pro-
with $127,525 worth which were imported the same
$440,094 exported during the same period in 1909. vision of a transposing mechanism including an
month of 1910. The nine months' total ending
This shows an increase of $33,399.
extension carried by each key lever and adapted
September shows importations valued at $1,209,838,
to normally underlie a particular abstract of the
as against $989,504 worth of musical instruments
hammer action, the construction including means
McCREA SEESJIOOD TIMES.
imported during the same period in 1910 and
$996,062 in 1909. This gives an increase in im- Pennsylvania's President Says Talk of Business whereby all of the said extensions may be simul-
taneously shifted to cause the co-operation of the
ports for the nine months ending September of
Slump is a Mistake.
particular extensions with abstracts other than the
$220,334.
one which they engage in the normal pitch of the
(Special
to
The
Review.)
The total domestic exports of musical instru-
piano, whereby by such adjustment a particular
Pittsburgh, Pa., Nov. 6, 1911.
ments for September, 1911, amounted to $367,447,
key lever can be made to operate any one of a
"This
talk
of
industrial
depression,
of
a
general
as compared with $232,413 for the same month of
the previous year. The nine months' exportation business slump, of hard times, is all a mistake," plurality of abstracts, thereby adjusting the pitch
of musical instruments amounted to $2,677,979, as said James McCrea, president of the Pennsylvania of the piano.
"This country is pros-
against $2,322,212 for the same period in 1910 and Railroad, on Monday.
The C. B. Gammon Music Co., Carthage, Mo.,
$2,123,508 in 1909. This shows an increase in ex- perous, and while there has been a shrinkage in have recently bought out the store of the Bell
some quarters, those who are predicting harJ
ports for the nine months ending September of
Piano Co., that place, on an invoice basis, and will
times certainly do not know the general conditions
$355,767.
close out the stock at special sale. J. E. Bell, head
Of the aggregate exportations in September there which obtain throughout the whole land. The of the Bell Co., intends entering another line of
were 703 organs, valued at $60,287, as compared Pennsylvania Railroad recognizes that the volume business, while his son, Ernest E. Bell, will go on
with 577 organs in 1910, valued at $42,423. The of business in 1911 was not as large as that of the road with a line of musical goods.
nine months' total shows that we exported 6,622 1910. There is a line of demarkation running be-
Do you wish to make five dollars? Then send
organs, valued at $515,005, as against 6,121 organs, tween the agricultural and building material roads
valued at $495,281 for the same period in 1910, and of the West, that is, beyond Chicago, and the your ideas upon leading trade topics, embodied
6.750, valued at $516,788 for the same period in mining and manufacturing roads in the Ea.it. in two hundred and fifty words, to The Review.
Lumber is a big factor in transportation in the You will find full particulars elsewhere in this
1909.
In September, 1911, we exported 831 pianos (in- West, where building proceeds apace, while now issue.
in the East there is comparative sluggishnes's.
"But in the South the cotton crop is enormous,
and in the Northwest the crops are bountiful. r n
fact, m all the country farm products, while not
prodigious, are fair. There cannot be said to be
hard times anywhere. There is only slackness of
business in some regions. Probably there will not
be substantial improvement in these regions until
after the Presidential election."
Mr. McCrea was asked if the Government's suit
against the United States Steel Corporation would
have any effect on the attitude of the Pennsyl-
A satisfied customer
vania in placing steel orders, and replied that h ;
did not think it would.
is a real profit maker
"Of course, I do not know now what is being
—the best salesman a
done with regard to placing orders for steel, as
the time for considering such matters by our
piano dealer can possibly
board has not arrived, and I am in no position
to know what the future requirements in that line
have
will be, or what provision will be at hand for
meeting them. That will be for the future to de-
Every Packard owner is a Packard
cide, after it is learned what the results of the
booster. He is more than satis-
year's business are, and what disposition is to be
fied—for he has received more
made of the budget for the year following. But
I do not see how whatever business the company
than "full value" for his money
has to place can in any way be affected."
OUR EXPORT AND IMPORT TRADE.
THEY
COST
MORE
That's the reason 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.
EXHIBITING TW0_NEW MODELS.
C. M. Tremaine of the Bacon Piano Co. Dis-
playing "Puritan" and "Plymouth" Piano
Styles on Trip on Which He Has Started.
C. M. Tremaine, president of the Bacon Piano
Co., 113 East 138th street, left Wednesday for his
usual fall tour of the middle west and en route will
exhibit two of their new styles, "Puritan" and
"Plymouth" models at several of the large cities.
His first exhibit will be at Pittsburgh, Pa., having
quarters at the Fort Pitt Hotel. Dealers are sure
to be interested in these instruments for in beauty
of design and finish and in the distinctive tone
quality they represent a high attainment in piano
building. The pianos are made in handsomely fig-
THEY'RE
WORTH
IT
To the manufacturer who
values his reputation, and to
the dealer who wants hit 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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