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THE
MUSIC TRADE REVIEW
11
EXPERIENCE PROVES ADVANTAGE OF ONE-PRICE SYSTEM.
A. M. Wright, Vice-President and General Manager of the Mason & Hamlin Co., Tells How Sys-
tem Worked Out in Seven Years of Actual Practice—When Policy of House Is Recognized
There Is No Haggling Over Prices—Makes for Substantial Business Growth.
(Special to The Review.)
BOSTON, MASS., September. 30.—A. M. Wright,
"Our retail prices have been raised since that
time, but the plan of selling remains exactly as it
vice-president and general manager of the Mason was at the beginning. After an experience of seven
& Hamlin Co., is a strong advocate of the one- years of selling our pianos at fixed prices I will
price plan of selling pianos and favors that plan state that our retail business has quadrupled, and
of selling as the result of actual experience in its our output doubled during that period.
use. In discussing the one-price question with The
"To-day not only the trade, but piano buyers
Review Mr. Wright said:
quite generally recognize our faithful adherence
"Our experience under the strict one-price plan to the one-price plan. Marketing our pianos as
has covered seven years, so that I now feel we can
we do, at the lowest cash prices, we have avoided
speak with knowledge, for this period is long the necessity of any dickering on the price ques-
enough to test out a plan of this kind thoroughly. tion. In our warerooms the question of price rare-
''The one-price plan of retailing pianos is some- ly comes up for argument between salesman and
thing I am glad to have had the opportunity to try customer, so firmly has become established the fact
that our prices are consistent with value, and are
therefore not subject to change.
"So much has been written on this subject in
the trade press, and it has been so largely discussed
in the trade for many years, that the obvious advan-
tages of the one-price system are too well known
for me to refer to them. All I wish to do is to
tell the facts concerning our experience of the past
seven years.
"To sum up: We have found that by treating
all buyers exactly alike with respect to prices, our
business has shown a satisfactory growth in volume
and the house has maintained its prestige and fair
name for correct business methods. The one-price
plan has become a fixture with our house."
MILWAUKEEJJOUSES EXHIBIT.
Piano Concerns with Displays at House-
hold Show Well Satisfied with the Results—
Musical' Merchandise Department Just In-
stalled in Flanner-Hafsoos Music House.
MILWAUKEE,
A- M. Wright.
out and prove conclusively. I am not talking about
one price for anybody else or on any other piano.
'•Seven years of the facts stated may interest
you and a good many in the trade, for you know
there is hardly one phase of the retail business
that has been more discussed than the one-price
plan, but dealers generally have been mightily
afraid of it.
"On September 1, 1906, the Mason & Hamlin
Co. established and put in operation a one-price
system for selling its pianos in its Boston and New
York warerooms. Each style of piano was marked
in plain figures in accordance with the price list
nublished and spread broadcast. These prices were
net prices. By that I mean we would not, under
any circumstances, make a discount for cash to a
retail buyer; but a purchaser desiring time secured
it provided he paid us interest on deferred pay-
ments,
i
'
RUDOLF
PIANOS
are conscientiously made, good
instruments; in other words,
the sweetest things out.
RUDOLF PIANO CO.
172 East 137tH St.
NEW YORK
(Snecial to The Review.)
W I S . , September 30.—Although
most of the Milwaukee piano houses had decided
not to exhibit this year at the annual Household
Show, held in the Auditorium, September 22 to 28,
several concerns finally went in on the proposition
and now say that they are more than satisfied with
the results obtained and with the treatment ac-
corded them by the management.
The Milwaukee branch store of the F. G. Smith
Co., F. D. D. Holmes manager, was represented by
an interesting exhibit, including two booths filled
with the entire F. G. Smith line of pianos and
players. Emil O. Schmidt, representative of the
Kranich & Bach and Seybold lines, had such a fine
showing of pianos that he was forced to maintain
two booths. All the houses made some good sales
during the show, as well as securing a fine line of
prospects. A. G. Kunde, Milwaukee, jobber and
retailer for the Columbia talking machine line, also
had an exhibit, as did the Regina Manufactur-
ing Co.
The Flanner-Hafsoos Music House has added an
unusually complete musical merchandise depart-
ment under the management of Henry Greilach,
formerly connected with Joseph Flanner. The
company has secured the Milwaukee agency for
the Gibson and Washburn mandolins and guitars
and the York band instruments.
CANT WORK FORJWO CONCERNS.
One Piano Salesman Who Tries It Convicted of
False Pretenses in Lancaster, Pa.
("Special to The Review.)
LANCASTER, PA., September 29.—That a piano
salesman is just as much bound by contract as
the firm by which he is employed, is indicated in
the recent decision of the Criminal Court of this
city, when W. H. Snyder, of Harrisburg, was con-
victed of false pretense on a charge brought by
Kirk Johnson Co., piano dealers of this city. Kirk
Johnson, head of the company, stated that he
had hired Snyder in December last and that the
latter had agreed to give up his connection with
Yohn Bros., of Harrisburg. After some weeks, it
developed that Snyder was acting as an employe
for both piano houses, and criminal action resulted.
The salesman states that he will seek a newtrial.
A CONCORD OF SWEET SOUNDS
T
CONCORD
PLAYERS
IF TWO
Player-pianos are equipped with the
same player action, it does not neces-
sarily follow that they are of equal
value. There may be considerable
difference in the pianos. Granted, how-
ever, that both pianos and player actions
are identical, there may still be a vast
difference — in Installation and
Regulation—for the more carefully
a player action is installed and
regulated the greater Satisfaction it
will give, the less need will there be
for repairs or other expense (after the
sale has been made), and the greater
the length of time the player will last.
The first cost, therefore, is not
always the total cost.
The player actions used in Concord
P l a y e r - p i a n o s are, first of all, up-
to-date and dependable. They will
produce the desired results in a highly
satisfactory manner and are very
durable. In addition, we have taken
the time to install them right and regu-
late them perfectly before shipping.
No Piano or Player-piano is
ever Rushed Through our Fac-
tory. Sufficient time and attention is
given each little detail to insure its
being in the best possible shape.
Yes, this care and attention cost
money, but it is money well spent
for when you place a Concord
Player with a customer you are
confident
It will play easily and prop-
erly.
It will require minimum at-
tention.
It will give permanent
satisfaction.
It will mean future sales
for you.
For further particulars,
prices and terms, write
Geo. P. Bent Company
MANUFACTURERS
Crown Building, Chicago, U. S. A.