Classic Mode

Music Trade Review

Issue: 1911 Vol. 53 N. 20

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
GLAD. HENDERSON,
A. J. NICKLIN,
AUGUST J. TIMPE,
W. H. DYKES,
L. E. BOWERS.
B. BRITTAIN WILSON,
W M . B. WHITE,
BOSTON OFFICE:
CHICAGO OFFICE:
E. P. VAN HARLINGEN, 37 South Wabash Ave.
JOHN H. WILSON, 324 Washington St.
Telephone, Central 414.
Telephone, Main 6950.
Room 806.
PHILADELPHIA:
MINNEAPOLIS a n d ST. PAUL:
ST. LOUIS:
R. W. KAUFFMAN.
ADOLF EDSTEN.
CLYDE JENNINGS
SAN FRANCISCO: S. H. GRAY, 88 First Street.
CINCINNATI, O.: JACOB W. WALTERS.
BALTIMORE, MD.: A. ROBERT FRENCH.
LONDON, ENGLAND: 1 Gresham Buildings, Basinghall St., E. C.
W. LIONEL STURDY, Manager.
Published Every Saturday at 1 Madison Avenue, New York
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION, (including postage), United States and Mexico, $2.00 per year; Can
ada, $3.50; all other countries, $4.00.
ADVERTISEMENTS, $2.50 per inch, single column^ per insertion.
On quarterly or
yearly contracts a special discount is allowed. Advertising Pages, $75.00.
REMITTANCES,
in other than currency foims, should be made payable to Edward
Lyman Bill.
An important feature of this publication is a complete sec-
tion devoted to the interests of music publishers and dealers.
Music Section
PljIVPP 9nil
Departments conducted by an expert wherein all ques-
1 lajCl allU
t j on s o f a technical nature relating to the tuning, reg-
Tppfinifjll l)pnjll*tmpntc
ulating and repairing of pianos and player-pianos are
• C U I l l l i a i 1/CfUll IMIClllS. fc a \ t w ; t i 1( w j]] ^ e f o u n d in another section of this
pa aper. We also publish a number of reliable technical works, information concerning
•hich will be cheerfully given upon request.
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 4677 and 4678 GRAMERCY
Connecting all Departments.
Cable a d d r e s s : "ElbilL N e w York."
NEW
YORK,
NOVEMBER
1 8 , 1911
EDITORIAL
I
REVIEW
in 1904 and 64,111 in 1909. In this instance it appears to us that
the figures for the previous year are too high.
As a whole, however, the preliminary report issued by Census
Director Durand is of exceeding interest. It shows the rapid
growth of the music trade industry, and emphasizes its importance
and national influence. And in this connection it is well to remem-
ber that our exports of pianos to foreign countries are also steadily
growing, and, despite the cheaper labor abroad, the American piano
is rapidly winning an appreciation and larger trade throughout the
world. This, however, is more prticularly the case in the past few
years, the figures for 1910-1911 being most satisfactory in this
respect.
r
I ^HERE are a good many business men who do not hesitate to
-L say that our archaic banking system does much to demoralize
business.
Declaring that the banking and currency system of the United
States is in disrepute abroad and seriously hampers the prosperity
and growth of the country, Isidor Straus, treasurer of the National
Citizens' League, which has for its object the promotion of a sound
banking system, recently discussed some of the suggestions made
by James J. Hill in the latter's address at the Illinois Bankers' Con-
vention.
"If it is doubtful, as Mr. Hill states," Mr. Straus said, "whether
the National Reserve Association can be kept free from control by
politics on the one hand, and from powerful combinations of capital
on the other, then it is the business of the nation to find a way and
a means. In my opinion, there is no problem before the business
interests and the citizens of this country so important as the ques-
tion of banking and currency reform.
"Mr. Hill says that the bankers themselves should originate
and execute a scheme of reform. I contend that the matter of a
good banking system is of more vital interest to the people at large
and all should have a hand in it.
"This country, with its wonderful resources, its tremendous
developments, ought to be the credit exchange center of the world.
Instead, we have an archaic banking and currency system that is
in disrepute abroad, and that handicaps seriously our everyday
prosperity and growth.
"We are either stifled by a currency famine, as in 1907, or
overburdened with a plethora of money, as to-day. A good bank-
ing system would relieve either situation. Nothing else will.
"In the last few weeks the Bank of Germany increased its loans
and banknotes by $400,000,000 and decreased its cash by $60,000,-
000. If such a condition should be forced upon the banks of this
country New York City would be plunged into a panic so severe
that business would be shaken to its foundations from one end of
the country to the other. We have no agency to prevent such a
catastrophe. As it was in Germany after three days business was
normal again.
"The National Citizens' League is organized to keep this prob-
lem out of politics and to see that the final plan shall be absolutely
free from dangerous control by ambitious financial interests."
We have talked for long about correcting our banking system,
but the policy of doing nothing still obtains.
NTERESTING figures were those relative to the manufacture
of musical instruments, pianos, organs and materials, pre-
sented in the preliminary report of the thirteenth census, which were
printed in The Review last week. While these figures are subject
to such revision as may be necessary after a thorough examination
of the original reports, still the growth of the trade during the five
years from 1904 to 1909 to which the figures refer, is such as to
enable the members of the trade to point with pride to the size and
influence of the industry. The total capital employed reaches the
imposing sum of $103,234,000, which is divided among 507 estab-
lishments employing about 42,000 men the year round. The in-
crease for 1909, as compared with 1904, is estimated at 51 per cent
EN are often met with, plain in person, plain in feature,
plain in dress, without anything whatever about them cal-
The figures given regarding music trade products by kind and
quantity during the five years' period—1904-1909—are worth noting. culated to impress the mind, and you are surprised at the informa-
The output of pianos for 1909 is placed at 374,154, as compared tion that they are rich and made every dollar of their money. On.
with 261,197 in 1904, an increase of 43 per cent. These figures inquiry, it will be found that all their efforts were concentrated in
are somewhat higher than The Review reports, and will undoubt- one pursuit, about which they know everything and outside of
edly stand some revision. This total output of pianos is classified which they know nothing; and you feel almost angry that a man
as follows: Uprights, 330,918; uprights with player actions, of such little information should have been so successful in making
34,495; grands, 8,741. Player attachments made separate from so much money; while you, with your superior cultivation and
greater intelligence, have made and saved up none; but you forget
pianos, 10,898. Pipe organs, 1,224. Reed organs, 64,111.
Two notable declines are recorded, as compared with 1904. that the man has paid more for his money than it is worth. It has
Piano players show a decrease of 47 per cent, and reed organs a cost him all his measure of human intelligence. As proof, would
decrease of 43 per cent. The figures relating to both of these in- you take his sordid mind and his gold, and give him therefor all
struments will also stand revision, for it appears therefrom that we you have learned?
manufactured 20,391 piano players in 1904, as compared with 10,898
A DVERTISING vitalizes business by giving the thoughts of
in 1909. It is extremely doubtful whether such a number of cabinet
your customers new directions. It halts the vagrant fancies
piano players were made in the years mentioned. At least the fig- i \
ures for players need revising. The same criticism may be made of the inert, and starts their imagination until they are alert to the
regarding the figures on reed organs, which are placed at 113,065 good points of your piano and player products.
M
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
5
A Basis for Straightforward Business Dealing.
How the Piano Trade Has Been Hampered by Traditions—It Took a Long Time to Throw Off
the Shackles of Any-Old-Price But To-Day Piano Merchants Who Desire to be Ranked As
Up-To-Date Tradesmen Hold to Price Rigidity Just the Same As Merchants In Other Lines
—A Sort of Legendary Delusion Existed Among Piano Men That Their Business Was Not
Subjected to the Same Laws Which Governed Other Lines of Trade—The Sunlight of Busi-
ness Progress Has Illumined the Dark Places and Men Realize That Business Methods Must
Apply to the Sale of Pianos Just the Same As Other Accessories of Home Life—The Tide
of Progress Is Moving On and Houses Which Have Been Conducted On an Up-To-Date
Business Basis Have Made Steady Progress—One Price Is Simply Plain Business Honesty and
There Is No Reason Why a Piano Should Not Be Priced In the Same Manner As Other Arti-
cles of Trade and Commerce—No Reason Why One Man Should Be Charged More Than
His Neighbor Who Is a Price Haggler—Unchangeable Prices Appeal to the Good Judgment
of the Piano Buying Public—The House With Such a Policy Wins Public Confidence.
H
OW times have changed the attitude of piano merchants all
over the country towards the adoption of new methods—of
one price, for instance.
It was not so very many years ago when the one-price system
of retailing pianos was looked upon with doubt by a good many
members of this trade.
In the first place, the conditions which had existed made price
stability an unknown factor in many parts of the country when
piano sales were considered, but to-day the one-price system of re-
tailing pianos is considered a solid, practical measure, and wherever
it has been adopted it has done more to establish the trade on a firm
basis of straightforward dealing whereby it commands the confi-
dence of the public more than any other single move which has been
made in years.
There are many men who years ago were disposed to view
one price as applied to pianos as impracticable who to-day admit it
is the only rational mode of selling pianos.
The trouble was in the old days that the men were simply vic-
tims of traditions which had hampered the progress of the trade in
many particulars, and the one-price system, which was formerly
advocated in a half-hearted way by a few firms, and which measure
received its first real impetus by a series of editorials and articles
in The Review years ago, is undoubtedly the rule which is adopted
to-day by piano merchants who desire to be ranked as up-to-date
tradesmen.
In the first place, a fixed price on a piano insures the merchant
a fair—a known—profit because every man should figure a fair per-
centage of profit beyond his selling expenses, and he knows, pro-
vided his prices are rigidly maintained, always how he stands in a
business way when fixed price sales are made.
There has been a sort of superstition—-a kind of legendary
delusion among piano men that their business occupies a peculiar
position in the commercial world and is not subjected to the same
laws which govern other lines of trade.
That delusion is fast disappearing as the age becomes more
practical, and we hear less expressions of opinions alleging that it
is impossible to do in piano selling what is possible in other trades.
Years ago it was common to hear expressions stating such and
such methods were all very well in the dry goods and jewelry busi-
ness, but they would never work in piano selling.
Methods by which men showed confidence in other lines were
viewed as eccentricities in piano selling, but the sunlight of business
progress has illumined the dark places, and men are applying the
same methods to the sale of pianos which govern them in the vend-
ing of other accessories of home life, and the benefits to be derived
from the one-price system are so many and so apparent that it
would seem as if it were unnecessary to argue for its adoption.
But there are still many who believe that while the one price
in theory is splendid, yet it does not work out in practice without
seriously handicapping the one who rigidly adheres to it.
That is not so, and the get-all-you-can and take-what-you-have-
to policy of imposing upon the purchasing public has been the open
door to the catalog houses and improper pricings on stencil pianos
so that it has militated against the best interests of reputable piano
merchants in many ways.
The get-what-you-can policy has cheapened the musical tastes
of the public and it has to a certain extent tinged the business with
a bad flavor.
But the tide of progress moves on and the houses that have
advertised themselves as strictly one-price houses have been gaining
ground steadily, and we have seen scores of warerooms in which
every piano on the floor was marked in plain figures and the dealers
who have held to price rigidity have been pleased with the results.
Such houses have steadily gone ahead and to-day are occupying
positions far superior to those held by their competitors, who still
reserve to themselves the right to get the biggest prices they can
according to the susceptibility of their various patrons.
One of the most successful piano merchants in the country
recently remarked to us that in his opinion the piano business could
never enjoy the prestige to which it was justly entitled until it had
reduced itself to correct business lines and in adopting the one-
price system which should be general in disposing of all kinds of
products.
One price is simply plain business honesty, and when people
understand that prices are irreducible there will be no haggling. •
The people would no longer consider offering a piano merchant
a figure less than was named to them any more than they would
think of offering their jeweler one hundred dollars for a watch
which was priced to them for $150.
Then, again, if one price were general it would be no trouble
to figure out an accurate cost of selling and to put a fair price upon
the various makes and styles of pianos.
A man could estimate approximately what his profits would be
for the ensuing year and regulate his expenses accordingly.
Under the old system regularity was impossible and the profits
on different sales of the same pianos varied greatly, and as a result
of lack of system there were many piano men who were conducting
establishments on such a thin margin of profit that they did not
realize it until called to a final settlement by the manufacturer.
One man should not be charged more than his neighbor who
insists upon beating down the salesman from the asking price.
Even if fewer sales were made the profits would be larger.
A house which takes a decided stand and boldly proclaims its
unchangeable prices will appeal to the good judgment of the piano
buying public. Piano purchasing will be simplified to such an ex-
tent that intending purchasers will not dread it as an ordeal.
They would find it not at all necessary to call in a music teacher
or any other person capable of influencing their decision to render
judgment as to values for the purpose of protecting them from
imposture.
The one-price system will contribute largely to the abolition
of the commission evil and it will rehabilitate piano selling so
that it will be upon a more solid and stable foundation than ever
before.

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