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THE MUSIC TRADE REVIEW
"ONE PRICE SYSTEM" AN ISSUE IN THE DETROIT TRADE.
While Several Houses Strongly Advocate That Method Others Are Silent on Subject and One
Openly Opposes the Plan—Some of the Arguments for and Against One-Price System.
(Special to The Review.)
DETROIT, MICH., December 8.—The "one-price
have told me that they came up here just to look
around, with no intention of buying, and had
system" seems to have become something of an changed their minds when they found that if they
issue in Detroit. Three of the large stores are bought one of our pianos they would know that
consistently advertising and advocating it, making no one else ever bought one of the same kind at a
it one of their principal talking points in salesman- less price.
ship. Others are silent on the plan, and at least
"One very striking instance was that of a woman
one openly opposes it. For variety, two or three who made it a point to ask all of her acquain-
one-price stores assert that they are the only ones, tances, when visiting, how much they paid for
and charge that the others don't hew quite close their piano. She noticed that the Bush & Lanes
to the line. But it is evident that all are working were all the same price. So she concluded that it
on the same principles, and from the talk in most must be the right price, and came in and bought
of the other stores these principles are gradually one."
making themselves manifest in a larger sphere.
J. Henry Ling has conducted his piano business
C. W. Cross, manager of the Bush & Lane Piano on a one-price basis ever since he made pianos his
Co.'s branch store, who in Cleveland had expe- principal business. The J. L. Hudson store has
rience under both systems, is one of the most en- been a one-price store since its establishment as
thusiastic adherents of the policy.
the Farrand branch some four or five years ago.
"I can sell three times as many pianos under the Their success is attributed by tneir managers to
one-price system as I could under the old system
the one-price policy.
of trimming to meet the ideas of the bargain
Frank J. Bayley argues against the one-price
driver," he said to The Review. "Even the bar- system. He asserts that it ties the hands of a
gain drivers, after they have listened to our argu- dealer and prevents him meeting competition.
ment and are satisfied that the argument is made
"It's a good racket, but it is too easily side-
to be adhered to and not simply for talk, will stepped," he said. "Suppose a dealer desired to
come back here and buy, no matter what they have
favor a friend, how much of a trick would it be
been offered elsewhere.
to allow him fifty or a hundred dollars more on
"The thing that catches them is the statement an old piano than he would allow a stranger? Or
that we don't cut prices to anybody, because we how easy it is to take two pianos of the same
quote the right price in the first place. We ask grade and name, polish one up to look considera-
them how they would know, if we commenced to bly better than the other, and vary the price by
reduce the price a few dollars and then a few more, telling the customer that the dull-looking one is
shop^worn, or perhaps has been rented, and can be
when we had reached the bottom. They think it
over, and no matter how low a price someone may sold for less, though just as good. That is not
quote them, on the reduction plan, they fear that maintaining the one-price system. I admit that
when I want to favor a friend I do it. Perhaps
they are being beaten on the deal, which is the
the friend has turned several deals my way. Whj
thing that would break a bargain hunter's heart
shouldn't I favor him?
irreparably.
"If all dealers would adopt the strictly one-price
"I could recite dozens of individual instances of
making sales simply because the buyers were con- system, and stick strictly to it, I think it might be
vinced that they were getting a square deal. Men a good thing. But without that it is a handicap."
cents for letters weighing one ounce and one cent
for postal cards, of which there are over 160 to
No Fewer Than a Dozen Bills Have Already the pound. As most letters are light, and average
Been Introduced in Congress—Will Be One about forty to the pound, with a few post cards, it
of the Live Issues to Be Fought Out at the may be seen that letter mail pays over 84 cents
Regular Session Just Inaugurated.
per pound, which is $1,680 per ton. Naturally this
rate is immensely profitable to the Government.
(Special to The Review.)
Last year it paid a net profit of about $70,000,000.
WASHINGTON, D. C, December 8.—One-cent
"It has been demonstrated by post-office
postage promises to be one of the live issues to be
fought out in the regular session of Congress. No authorities that letters can be carried for one cent,
fewer than a dozen bills have already been intro- and any rate over one cent represents clear profit
duced, and it is said that about half of these pro- to the Government. As a matter of fact, it is
probable that a one-cent letter mail rate will pay
vide for penny postage outright.
It is pointed out by members interested in the a handsome profit when it comes into existence."
general subject that the probable large increase in
PADEREWSKI AND THE STEINWAY.
the parcel post revenue will make penny postage
a possibility without seriously hampering the
financial affairs of the postal service. Others con- Excellent Ad Capital Made Out of Appearance
of Great Pianist in Milwaukee by the Ed-
tend that the parcel post service should have fur-
mund Gram Piano House—Heavy Sales of
ther opportunity to demonstrate its earning capac-
Built to Order Steinway Grands.
ity before a large revenue loss to the department
is incurred.
(Special to The Review.)
Senator Burton, of Ohio, has a measure that
MILWAUKEE, WIS., December 9.—The Steinway
provides for a first class rate of one cent per was well and favorably advertised in Milwaukee
ounce. Several other bills establish the one-cent last week, when Paderewski used a concert grand
rate where delivery is to be made within the ter- at his recital at the Blatz Theater. The Edmund
ritory of the post-office where the matter is Gram Piano House advertised in all the local
mailed.
papers that Paderewski would use the Steinway,
Representative Charles L. Bartlett of Georgia, saying in part:
who was instrumental in presenting one of the
"There are many fine pianists. Some of them
penny postage ^bills, has issued a statement in demand international recognition. But the one
which he says:
greatest is Ignace Paderewski. There are many
"For the fiscal year ending June 30, 1912, the fine pianos, a few of them deserve more than
total expenses of the Post-office Department were passing admiration, but the greatest of all is the
over $248,500,000. The total receipts from all Steinway piano. It is fitting that the greatest
classes of mail and the money order systems were pianist and the greatest piano should deliver their
$246,740,000. Of this, first class mail produced message together."
about $170,000,000, or over 70 per cent, of that
Some unusually fine sales of Steinway grands
furnished by all revenue producing mail—this have been made during the past few weeks by the
despite the fact that its weight was only about Edmund Gram Piano House. Among the numbers
one-eighth of the total.
have been several specially ordered instruments
"First class mail is carried at the rate of two sold to wealthy Milwaukeeans.
ONE CENT POSTAGE ADVOCATED.
Victor-Victrola
The pre-eminent
musical instrument
As such it is recog-
nized by the music-loving
public. A s s u c h its
commercial supremacy
is more notable every
day.
At every step of its
triumphal progress the
Victor-Victrola has be-
stowed liberal and as-
sured profits upon Victor
dealers, besides giving
them increased prestige;
and at the same time it
elevated the entire music
trade to its position of
dignity and power in the
business world.
The p r o s p e r i t y of
Victor dealers is reflected
in the attractive and
l u x u r i o u s showrooms
which they occupy, and
their continued success
is assured by the won-
derful accomplishments
of the Victor-Victrola in
the past.
Victor Talking Machine Co.,
Camd«n, N. J., U. S. A.
Berliner Gramophone Co., Montreal,
Canadian Distributor*.
Always use Victor Machines with Victor Records
and Victor Needles—tht combination. There is no
other war to get the unequaled Victor tone.