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THE: MUSIC TRADE
KMEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
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A. J. NICKLIN,
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p i a n n Plan A anil
Departments conducted by an expert wherein all ques-
• WJUTIOIW ailU
tions of a technical nature relating to the tuning, regu-
T * # h n l 4 * 9 l H4>nni*tmj>nfe
lating and repairing of pianos and player-pianos are
ICVHUlUal VC|NU I11ICUI5. dealth with, will be found in another section of this
paper. We also publish a number of reliable technical works, information concerning which
will be Cheerfully given upon request.
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1908
Diploma.... Pan-American Exposition 1901
Gold Medal
St. Louis Exposition, 1904
Gold Medal. .Lewis-Clark Exposition, 1905
LONG DISTANCE TELEPHONES-NUMBERS 5982-S983 MADISON SQUARE
Connecting all Departments.
Cable a d d r e s s " "Elblll. N e w York."
NEW YORK, NOVEMBER 23, 1912.
EDITORIAL
O
NE of the most significant developments in the retail trade
throughout the country to-day is the trend toward quality
leadership.
Piano merchants are realizing that it is quality in pianos rather
than price which places their business upon a satisfactory and en-
during basis. In other words, there is a natural reaction from the
puzzle contest, coupon, commercial piano craze which seemed to
dominate the country for a while.
It is only necessary to examine the list of successful piano
merchants to find that those who have won distinguished success
have been those who have always consistently upheld the quality of
their instruments and have never shown degeneracy in their adver-
tising to the extent of subordinating a quality for a price leader.
Many merchants and salesmen have been at times led away
from the quality position believing that they could increase their
sales by selling commercial instruments, forgetting that it only re-
quires tact and persistence to sell a real good piano in preference
to a cheap one, and it should be always kept in mind that the recol-
lection of quality remains long after the price is forgotten. Thus
every piano bearing the name of an honored manufacturer is a
veritable sales agent for the merchant selling it, and therefore a
stable business is perpetually benefited by featuring and pushing
quality products. The piano merchant having confidence in his
pianos and who holds to his price impresses his customer by his
candor and enthusiasm.
The attitude of many merchants in failing to uphold the
standard of quality has done much to retard their business interests.
However, times are on the mend, and the manufacturers of artistic
pianos throughout the country were never as busy as to-day, thus
testifying to the fact that merchants are waking up to an apprecia-
tion of a policy which has been advocated persistently by The
Review, and that is keeping tfre quality standard flag constantly at
£he masthead.
REVIEW
T
HE necessity of manufacturers making an advance in the sell-
ing prices of pianos to cover conditions which have material-
ized during the past six months, not merely in the matter of labor
but in materials, which in almost every branch have shown an up-
ward trend, becomes more imperative every day. Manufacturers
must get a price for their instruments commensurate with the cost
of manufacture, and arguments must be presented to their repre-
sentatives throughout the country to this end.
Piano merchants have sufficient business foresight and judg-
ment to arrange whereby they will receive a just and fair increase
in prices from the public whose purchasing power has been greatly
augmented through the large volume of employment and the good
times which we are now enjoying.
It behooves every manufacturer to carefully revise his cost
formula so that he may know exactly what it costs him to make
instruments now as compared with say twelve or twenty months
ago.
In this connection every salesman can be of considerable value
to his employer and to the trade at large by helping to sustain
prices. There is no excuse why any ground should be surrendered
to the "price beater."
Piano salesmen have a large amount of "grit," and at a time
when prices are being considered this is a necessary possession, so
as to avoid the temptation to yield a point or two in order to pre-
vent a threatened cancellation of an order, or clench a promised
sale.
ESPITE tariff talk and the effect of a special session of Con-
gress, business activity continues unabated. Practically all
branches of trade are busy and the post-election period has ap-
parently witnessed an increased rather than a decreased volume of
business. The leading distributers report the receipt of large
orders, while at some markets buyers in person have operated quite
freely. The feeling all around is one of optimism.
Bradstreet's says: "Buying for next spring is expanding,
industrial operations are as active as heretofore, railway tonnage
is of large proportions, goods are not overplentiful anywhere, col-
lections are improving, old debts are being liquidated, retail trade
is enlarging, especially in sections where low temperatures have
prevailed; holiday business is growing, the railways continue to
buy material in volume, and, except in a few lines of textiles where
tariff talk is in evidence, optimism is as notable as ever.
"It is significant that immediate business is exceptionally good
and that buyers insist upon prompt deliveries, which tends to em-
phasize the fact that consumption is very heavy/'
D
HE action of several prominent piano houses 1 of Wichita, Kan.,
in stopping the work of a special sales promoter, including
his advertising, through the medium of the local court, is worthy
of more than passing comment, for it shows that where the court
considers a wrong has been done legal redress is possible.
In previous instances it has generally been the practise for the
competing dealers to rush into print with large advertisements
directed against the announcement of the special sale artist. The
advertisements generally cost quite a sum of money and incidentally
attracted the attention of the public to happenings in the trade that
are not altogether favorable to the industry or pleasant to exploit or
to read. Wichita dealers did not even write letters to the news-
papers carrying the offensive advertisements, but simply hired a
detective and presented the evidence obtained by him to the court.
The result was a heavy fine to both the special sale promoter and
the piano house by whom he was engaged.
Irrespective of the merits or demerits of the case, the fact
remains that Wichita dealers took the right course. The internal
troubles of the trade were not held up to the public gaze, but every-
thing was conducted in a legal, and, what proved to be, an effective
manner. Had the decision been against the protesting dealers their
action would have been none the less commendable, but it was not,
and in all events they saved both money and dignity.
T
NOTED preacher has for his maxim: "See things as they
are and do them." These words mean volumes to the pro-
A
gressive retail salesman. The road 'twixt right and wrong is a
sharp, clearly defined path, It can be seen a long distance before