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THE
SELLING ON INSTALMENT PLAN.
Many Concerns Operating Under This System
Report Increase in Retail Sales—Instalment
Plan Advocated by W. A. Sambalino, Eastern
Representative of Lyon & Healy.
The small goods business has been especially ac-
tive considering the season. The department stores
have been devoting more or less advertising space
to the promotion of that department and the re-
sult has proven that they were justified. There is
a certain strong leaning toward conducting the
musical merchandise business on the instalment
plan, following out the same methods as are em-
( ployed in the piano industry.
There is no reason why such an idea should not
prove of almost unlimited value to the trade in
general. It would certainly increase the demand
to an enormous extent and stimulate the desire
for a better grade of instruments than the or-
dinary person is able to afford when obligee to
pay an all-cash price.
Several concerns, both in New York and in the
Middle West, are operating their small goods de-
partments under the instalment plan and they re-
port in every instance an increase in actual sales
of from 40 to 60 per cent. That is demonstration
enough and goes to show how great an uplift can
be made in the lines of musical merchandise if
they are marketed in the same manner as any other
high priced commodity.
W. A. Sambalino, Eastern representative of Lyon
&' Healy, Chicago, with offices and display rooms at
12 West 81st street, New York, is one of the trades
most earnest advocates of the instalment plan for
conducting the small goods business. The above
article is the result of a brief interview with him.
He reports a fair volume of business for the past
DISCONTINUES SMALL GOODS.
The Nordheimer Piano & Music Co., Toronto,
Can., is closing out its stock of small goods at
greatly reduced prices and will hereafter devote
the space now utilized by the musical merchandise
department, to the further display of pianos, dis-
continuing its small goods business entirely. The
company will continue to handle sheet music as in
the past.
THE PATON-PERRY CO.
Leomlnster, Mass.
Manufacturer* of
"Made In America Quality"
MUSICAL MERCHANDISE
Ebony Pec*—Shell Picks, etc
Send fmt sample* fc pace*
MUSIC
TRADE
41
REVIEW
OSCAR SCHMIDT EMPLOYES' OUTING.
More Than 150 Persons Participated in an
Enjoyable Summer Festival at the Four
Corners, Staten Island, Last Saturday.
The employes of Oscar Schmidt, the musical in-
strument manufacturer of Jersey City, N. J., to
the number of 150, went on an outing last Satur-
day at Monroe Eckstein's Brewery, Four Corners,
Staten Island. Dinner, music, ball game, outdoor
sports, dancing, all helped in making this day a
much greater success than the first outing held last
year.
In the absence of Oscar Schmidt, who is return-
ing from Europe, Walter Schmidt was the firm's
master of activities and it was largely through his
direction that the success of the outing was at-
tained. Other members in charge of the gathering
were John Frank, Antonio Carlucci, Richard
Krumfregel and Chas. Habermann.
MONEY STILL IN THE BUSINESS.
Some Figures Recently Filed Which Show Good
Profits in Musical Merchandise Line.
(Special to The Review.)
Boston, Mass., July 30, 1912.
According to the statement filed #t the State
House, a musical instrument manufacturer cleared
profits of over $10,000 on a capitalization of $50,-
000 for the fiscal year of that house. This house
manufactures, wholesale and retail, including the
goods made by them and other lines purchased and
re-sold. It does not require a great deal of arith-
metic to make this figure about 32 per cent, net
profit, which is an indication that the musical mer-
chandise business has not all gone to the bow.
bows, as some may think, but that there is a good
margin in it. Furthermore, this house has not the
reputation of a hustling organization, but bears
the calling of a rather slowly moving institution,
which is all the more remarkable from the profit
standpoint.
Dealers who read this will wonder "how 'tis
done" and perhaps some of the musical instrument
manufacturers will tell them.
Want Small Goods Agency.
I have established a central agfency in
Buenos Ayres, Argentina, for the exploi-
tation of musical instruments in South and
Central America, and am desirous of grot-
ting- in touch -WITH A GOOD LINE OP
SMAXIII GOODS to represent in that terri-
tory. I take agrencies on a commission
basils only, and pay my own traveling- ex-
penses. Send catalog's and fullest particu-
lars to Adolphe Apfelbergrer, Export Sales
Representative, care Ravlna 8c Co., Buenos
Ayres, Argentina.
ing the instrument flat and sometimes sharp, and
furthermore a mute which could be used with one
cornet and not change its pitch would when used
in connection with another cornet change the lat-
ter's pitch.
JAY C. FREEMAN HEARD FROM.
Jay C. Freeman, of Lyon & Healy, Chicago, who
is making an almost world-wide search for violins,
has reached Berlin, Germany, and in correspond-
ence to headquarters announces that he has been
having a successful trip. He has also sent in many
orders for the high grade Lyon & Healy harps to
go to widely distributed points on the Continent.
Mr. Freeman is expected home the first week in
September.
The Wurlitzer Musical Instrument Co., of Mar-
tinsville, N. Y., has announced its intention to
double the size of its present plant within the next
vear.
A Satisfied Customer
If our best adyertlsement and mail-
clan* using YORK Instrument! are
—satisfied.
YORK Instrument* hare
been tested In the grind of experience,
wltb the Ore of a public musical opin-
ion, and have not been found wanting;.
This test has covered a period of 80
years and each year has made YORK
a greater success. Does this mean
anything to youT If you are on tk»
anxious aeat we want you to
••LET US PROVE I T "
by tending *ur catalogue ana dealers' proposition. Do
it today or >om« Hvt on* may do vou out of your
ohanoe.
J. W. York & Sons, Grand Rapids, Mich.
PATENTS MTJTE FOR CORNETS.
(Special to The Review.)
Washington, D. C, July 30, 1912.
Allen M. Elrod, Chicago, 111., has just been
granted patent No. 1,033,307 on a mute for cornets
and the like. In the use of mutes of the type here-
tofore generally used it has been impossible to
use a mute with any cornet without changing the
pitch of some of them, the mute sometimes mak-
CH. WEISS on a Harmonica stands for Highest Quality
Black Diamond
Strings
THE WORLD'S BEST
Manufacturers of thi
BRASS BAND" AND OTHER FAMOUS BRANDS
NEW YORK, 393 BROADWAY
: at TROSS1NGEN, GERMANY
National Musical String Co.
Largest Jobbers in America of
-
-ODKRN
LS1CAL
,KRCHANDI>E
NEW YORK
WK1TL
FOR NEW CATALOG
A PROBLEM
SOLVED!
W a m i M that Mlhtr Biw Straw Rtaft ntr Caps M I fall aft • • law Sarawi aa abava Illistrataa'.
H9 advaiaa hi prtaa If Ylalli Bawa are pirabaaai havtig tin PataiM Sarew Altathtf ta tfca Freg.
R. GRATZ I M P O R T CO.,
W-17 Watt IlaiStraat, InrTtrfc CHy
New Brunswick, N. J .
WtJRuTZER
MUSICAL
Merchandise
Cincinnati
Chicago