Classic Mode

Music Trade Review

Issue: 1913 Vol. 57 N. 1

Page 5 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
WARS, RUMORS OF WARS AND BUSINESS.
(Continued from page 3.)
I hardly think that warships will go to the scrap heap for some time, but it does not seem civ-
ilized that in 1913 men should still continue to be cannon fodder.
Think of the world's loss because of the millions of men who are withdrawn from peaceful
pursuits in order to make up the large standing armies of Europe! They are consumers, and others
are taxed in order to maintain them. What a difference it would mean if they were producers!
What that would mean to the world is hardly possible to estimate, because the presence of vast num-
bers of young men in the various walks of life would mean a progressive impetus which is diffi-
cult to compute. The meeting of the Blue and Gray at Gettysburg this week should furnish an
object lesson for all America.
The fact that America has no large standing army, and that our young men have been devel-
opers in the business and inventive field, has helped this country immeasurably to obtain its present
progressive position.
Suppose, for instance, that a million of our young men were withdrawn from peaceful pur-
suits every year in this country! Would it not make a material difference in the development of
the nation? Some less pianos would be sold I think.
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A country progresses only by the power and ability of the men ( t ^ ^ ^ ^ C y * * mAllfill'll
who compose it, and the barracks and drill field have never been in- TOiW\IUVVU\WV\MlVVl VAX.
cubators for progressive men.
The Matter of Adjusting Payments.
N the matter of adjusting time payments on a set standard
that will prove attractive and appeal to the prospect as
well as protect the piano merchant, there have been many sys-
tems tried with varying success, though the general plan has
been in stores where the one-price rule prevails, to fix the retail
price and add interest, at varying rates, on instalment accounts.
Some merchants have fixed a price and given a discount
from that price for cash, incidentally charging interest on time
payments. In this connection the plan adopted by a prominent
Eastern concern is interesting. After careful consideration it
was decided to base all retail prices on a one-price system, to
represent the cash value of the instrument plus interest at six
per cent, for thirty months. When a customer pays cash in
full the interest charges are eliminated and a net price is charged.
Where the transaction is on the instalment basis the full price is
divided into equal monthly or weekly payments.
Under this system there is no bother of figuring interest
charges each month or each week, except in such cases where
I
payments pause or are carried over the thirty months. The
amounts are figured out in advance and are fixed. An attractive
feature of the plan, and one to encourage the purchaser to in-
crease payments and close up accounts in advance of the set
time, is that which provides for the canceling of the interest
on payments made in advance of the date upon which they are
due. In other words, the man who can clean up his account in
fifteen or eighteen months has credited to him the interest for
the remaining twelve or fifteen months, and in the hands of the
clever salesman or collector the importance of that saving can
readily be impressed on the purchaser. From the viewpoint of
time and labor saving and general simplicity, which practically
makes mistakes impossible, the plan is to be commended and
its working out will be watched with interest. Nothing is left
to the salesman but to sell pianos and to talk worth and quality.
The prices and terms are fixed absolutely, and are not subject
to change under any conditions, so they cannot enter into- the
sales argument.
"Knocking" Competitors' Wares.
URING the recent convention in Cleveland a topic was
brought up during the assemb 1 age of piano men at one
of the hotels that is interesting as it touched on a point fre-
quently overlooked by piano men and their salesmen.
The matter referred to was the assumption of a hostile
attitude toward a competitor's wares and the practice of talking
against him or his goods. For we all recollect not many years
ago when the knives were always ready for use, and the hatchets
were always sharpened to a razor edge to slash competing wares.
This feeling, however, has been gradually simmering down, and
to the credit of the national and local piano trade associations
it may be said that they have been a powerful factor in bringing
about better conditions in this particular matter.
As a matter of fact neither the American businsss man nor
the American public have time or are inclined to become inter-
ested in the quarrels of rival concerns. The piano salesman
usually drops in the estimation of a customer when he runs
down a certain competing piano, and if he begins to tell all of
the mean and dishonorable things that so-and-so has done the
wandering eye of the prospective customer quickly betrays the
weariness the subject creates in him; or in the other case it in-
D
terests him sufficiently to call upon the man whom the sales-
man has abused and ascertain just what truth there is in the
statement which has been made to him.
If the "other fellow" must be spoken of at all it is the part
of wisdom either to damn with faint praise, or, better still, to
speak well of him, and lead up to some other topic as quickly
as possible. Attacking a rival is the sign of weakness. It indi-
cates clearly enough that something must have happened, and
the public wants to know this. Its sympathies consequently go
out to the concern to which the caustic or scathing reference is
made. Sometimes a "roast" turns out to be a boomerang.
It was the consensus of opinion of the piano men who were
discussing this topic in Cleveland that there is no room for these
practices to-day. Living in a more enlightened age, with closer
intercourse among competitors, really progressive piano men
have little use for the "knocker."
Values and quality, combined with name prestige, are to-day
the standard arguments used by intelligent piano men on which
to develop sales. There is a pleasing reaction from the days of
the puzzle contest and coupon craze—one that is helping to place
the industry ethically on a new basis.

Page 6 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE REVIEW
$30,000 FIRE IN E. E. FORBES CO.'S BUILDING, MEMPHIS, TENN.
Blaze Starts in Repair Department on Top Floor and Stock on Lower Floors Is Badly Damaged
by Fire and Water Before Flames Are Under Control.
(Special to The Review.)
MEMPHIS, TENN., June 30, 1913.—The store and
stock of the E. E. Forbes Piano Co., at 156 South
Main street, this city, was damaged to the extent
of between $30,000 and $35,000, according to the
estimate of Manager C. M. Bishop, as the result
of a fire of unknown origin last week. The esti-
mate of the loss may be in excess of the actual
figures when the stock has been overhauled and
things put back into shape as far as possible. The
damage by water was much heavier than that
caused by the fire itself, owing to the fact that a
flood of water had to be poured into the repair
shop on the top floor, where the oils and varnishes
served to feed the blaze, and where everything, in-
cluding pianos being repaired, was a total loss, the
fire having started on that floor. It was discov-
ered by R. J. Lilley, manager of the organ depart-
ment of the company.
On the second floor were stocked all the grand
pianos, some of them pf very expensive models,
but the salvage corps succeeded in covering most
of them up before the water came down from the
upper floors.
A great many of the instruments were dam-
aged, however, by water which rose on the floor
before a hole could be cut in the flooring to let it
run out.
The stock carried in the building was valued at
$75,000 and was only partially insured.
Business is being carried on in the main show-
room on the ground floor, and repairs to the up-
per part of the building will be rushed as soon as
possible.
NEW PIANO STORE IN BROOKLYN.
PIANO MANUFACTURERS FALL IN LINE
Winterroth Piano Co. Buys Property at 57
Flatbush Avenue, in Heart of Piano Dis-
trict—New Quarters Will Be Remodeled and
Opened in the Fall.
The National Piano Manufacturers' Association
of America Has Just Been Elected to Mem-
bership of the Chamber of Commerce of the
United States. '
The Winterroth Piano Co. has purchased the
business building at 57 Flatbush avenue, Brook-
lyn, which will be altered to meet the require-
ments of the business and occupied as a branch
store by the company some time in the fall. The
structure, besides, having a full front on Flat-
bush avenue, runs nearly 100 feet back and
through to Rockwell place. The plans of the piano
company regarding the new building are elaborate
in character, and when carried out will afford pi-
ano warerooms decorated and arranged in a man-
ner to best display the instruments, including a
series of separate parlors for player-pianos.
The new store, in the center of the new piano
district of Brooklyn proper, marks the entrance
of the Winterroth Co. into that territory, though
the company some time ago conducted a branch
in the Brownsville district, which was later re-
moved to Bath Beach, where it is still being con-
ducted.
(Special to The Review.)
WASHINGTON, D. C, June 27, 1913.— The Na-
tional Piano Manufacturers' Association of Amer-
ica has just been elected to membership in the
Chamber of Commerce of the United States of
America. The National Association of Piano Mer-
chants of America is also a member, together with
ninety-four other commercial associations national
in scope. There are 350 commercial organizations
—local, State, or national—now federated in the.
Chamber of Commerce of the United States of
America and, therefore, in touch collectively with
national questions.
TERMINAL PLAN FOR NEWARK.
Public Service Corporation Making Arrange-
ments to Relieve Congestion of Street Car
Traffic—Will Erect Big Three Level Ter-
minal Facing Piano Row.
(Special to The Review.)
NEWARK, N. J., June 30, 1913.—The piano men
of this city are much interested in the plans just
made public by President T. N. McCarter, of the
Public Service Corporation, for the purpose of re-
lieving the present congestion of traffic at and in
the vicinity of the junction of Broad and Market
streets. The new plans call for the erection of a
large terminal office building with a three-level
station in its lower part, on a site of Park Place
already secured. Streets parallel to Broad and
Market will be widened to accommodate more
traffic and a short subway will be built under Park
Place to relieve the surface congestion at the ter-
minal. As the proposed location of the new ter-
minal is directly across the park from over a half
dozen piano stores, and its erection will serve
to increase the importance of the Broad street
shopping center and attract greater crowds, the
piano men naturally look for big piano business
when the plans are carried out.
STRONG PUBLICITY IN MEMPHIS.
People of That City Being Educated to Appre-
ciate the Value of High Grade Pianos
Through the Medium of Careful Advertising
— T h e Campaign Carried on by Witzmann's
in the Interest of the Knabe Piano.
(Special to The Review.)
MEMPHIS, TENN., July 1, 1913.—Judging from
the reports given by the leading piano houses of
this city, the retail piano business is keeping up
wonderfully well for this time of the year. Of
course there has been the expected summer re-
trenchment, but it is, indeed, gratifying to note
that business is not by any means stagnant, but
showing a summer activity that is a source of
TRAVELERS INWAR ON TIPS.
pleasure to the trade.
Also Begin Nation-wide Fight for Better Hotel
It is noticeable in reviewing the business closed
Service.
in this city during the past six months that the
(Special to The Review.)
demand for the better class of instruments is con-
COLUMBUS, O., June 27, 1913—The United Com- tinuing to advance rapidly, and at the present time
mercial Travelers of America is lining up its forces is overshadowing by far the call for the cheaper
for a fight for better hotel regulations, the elimi- grade of goods. The people of Memphis are be-
WHY BUSINESS IS LOST
nation of tips and the exemption of commercial ing educated to the true value and worth of the
In Foreign Countries Explained by Consul
travelers from jury duty. The supreme council, in really high-grade instrument, and by means of
Pike of Austria.
annual session here, has endorsed these measures, consistent and intensive newspaper publicity on
Slowness in delivery of goods onli-red by Euro- and they will be presented to the Legislatures of
the part of the high-grade and old-established
pean importers and the rule of full prepayment are nearly all the States.
houses, the piano-buying public no longer meas-
The council also approved the b"ll introduced by ures the worth of piano by the strength of flar-
doing a great deal of damage to the business in-
terests of American exporters. Consul W. J. Pike, Representative Wallin, of New York, providing ing flamboyant statements in the press, but care-
Reichenberg, Austria, took the matter up by mail for a uniform and interchangeable mileage book, fully considers the merits and constructive quali-
with a prominent importer in that city not long acceptable for passage on all railroads.
ties of the instruments offered for sale.
ago, and received a reply setting forth the reasons
Choosing at random one of the most consistent
why American business is not greater in Northern
BELIEVES IN STRONG PUBLICITY.
and prominent users of "printers' ink" during the
Bohemia. According to Mr. Pike this importer E. C. Davies Featuring the Packard, Needham, past six months has been the old-established piano
"more than three years ago established an important
house of Witzmann's at 99 North Second street.
Kohler & Campbell and Brambach Pianos In
commercial agency in Reichenberg. The organiza-
This house, which features the Knabe as its
Energetic Fashion in Dodgeville, Wis.
tion covers all of Northern Bohemia. It has 270
leader, is presenting to the Memphis public some
branch offices, all of which are engaged chiefly in
E. C. Davies, the progressive piano dealer of novel ideas in high-class newspaper publicity that
the exploitation of foreign-made merchandise.
Dodgeville, Wis., is carrying on a strong campaign is making the Knabe piano well and favorably
At the time Mr. Pike took up the matter of in- of advertising in the interests of the Packard, known by all possible prospects in Memphis and
creasing American business in that part of the Needham, Kohler & Campbell and Brambach near-by territory. Attractive and really artistic
world, the importer was getting his merchandise principally from Germany, France and England. hi? territory with that line. Mr. Davies' announce- effect and the prestige and distinctive merits
Following a notice published on the foreign trade ments are in the form of straight-from-the-shoul- of the Knabe are told in an interesting and
opportunities page of The Daily Consular and der talk? regarding what are the desirable features forceful way that cannot fail to make a pleasing
Trade Report, however, the organization has en- to be considered in selecting a piano, and dwell and lasting impression. One recent piece of copy
tered into extensive business relations with firms strongly on value. He also emphasizes the following designed in a star fashion was one of the most
in the United States. Now most of its purchases paragraph in all his advertisements: "We pay no attractive advertisements seen in local newspapers
are confined to merchandise produced in this commission to agents or grafters of any kind."
for many a day, and the returns from this adver-
country.
tising warrants the assertion that high-class pub-
SALT LAKE CITYJNCORPORATION.
licity featuring a high-class product is certain to
INCORPORATED.
The Metropolitan Music Co., Salt Lake City, produce satisfactory results.
The Artinall, Chicago, ,111., has been incorpo- Utah, has been incorporated with a capital stock
The American chorus girl, who is now invading
rated with capital stock of $2,500 for the purpose of $1,000. The officers of the company are: Da-
of dealing in pianos and other musical instruments. vid Thomas, president; Charles W. Gibbs, vice- London with great success, is nothing if not up to
The incorporators are: John D. Clancy, George president ; and M. Harris, secretary and treasurer. date.
"You are behind the times over here," said a
B. Cohen and S. R. Walter.
Louis R. Dressier, manager of the piano depart- pink and pretty American show girl. "Why, I no-
The Dugan Piano Co.. New Orleans, La., has ment of Charles H. Ditson & Co., 8 East Thirty- tice that 'Twelfth Night' is playing in one of the
made arrangements to open a new branch store in fourth street. New York City, is at present away Strand theaters, and w Macon, Ga.
on Broadway."
pn a three or four weeks' vacation.

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