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THE MUSIC TRADE
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
B. RRITTAIN WILSON,
A. J. NICICLIN,
CARLETON CHACE,
L.M.ROBINSON,
AUGUST J. TIMPE,
personality and naturally equipped to win out in any line of busi-
ness. But the rank and file of men are not so fortunate.
It is a well-known fact that the plodder—the man of average
ability—who seeks knowledge and digests it wisely, is apt, in the
long run, to win a larger measure of success than the brilliant
man, overconfident of his own ability, and who, therefore, very
often falls by the wayside.
As a matter of fact, a salesman cannot learn too much about
the products which he sells, how and of what they are made, the
personalities associated with the house he represents, and he should
take hold with avidity of every means available that would broaden
his capabilities and knowledge.
GLAD HENDERSON,
W M . B. WHITE,
L. E. ROWERS.
W
HILE the mail order houses have endeavored, from time
to time, through alluring and tempting offers, to win a
portion of the public patronage for their pianos, it must be con-
ceded that buyers have not easily succumbed to their blandishments.
Proof of this is supplied in the fact that the piano mail order busi-
ness has not grown to large proportions.
Published Every Saturday at 373 Fourth Avenue, New Y or
The promoters have put forth most extravagant claims in their
Entered at the New York Post Office as Second Class Matter.
literature,
alleging the superlative merits of the instruments which
SUBSCRIPTION (including postage), United States and Mexico, $2.00 per year; Canada,
(8.60; all other countries, $5.00.
they
offer,
and then they close their line of argument by naming a
ADVERTISEMENTS, $3.00 per inch, single column, per insertion.
On quarterly or
yearly contracts, a special discount is allowed. Advertising pages $90.00.
price
which
every intelligent reader must know is far below the value
REMITTANCES, Tn other than currency forms, should be made payable to Edward
Lyman Bill.
of any piano of reputation. They slip—and slip badly.
While the American people will swallow with avidity at times
Departments conducted by an expert wherein all ques-
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technical nature relating to the tuning, regu-
exaggerated statements in many lines, they have been somewhat
lating and repairing of pianos and player-pianos are
j
,
loath to accept the claims made by the bidders for low-priced piano
paper. We also publish a number of reliable technical works, information concerning which
will be cheerfully given upon request.
trade at their face value.
There should be careful discrimination on the part of buyers
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1902
by
mail,
because frequently these people are located at far away
Diploma.
Pan-American Exposition, 1901
Gold Medal
St. Louis Exposition, 1904
Gold Medal. .Lewis-Clark Exposition, 1905
points where they are not afforded an opportunity of weighing the
difference in piano values. They do not have the real facts forcefully
&OVO DISTANCE TELEPHONES—NUMBERS 5982—5983 MADISON «Q.
and fairly presented to them and they perhaps are led to believe
Connecting' all Departments
Cable address: "Elbill, New York."
that price is the main consideration. But, happily, this is not the
case in a national sense, and the mail order houses thus far have
NEW YORK, JULY
18, 1914
only competed with themselves. They have not entered into the
life of the trade in a large degree.
The American people are not easily led from the old reliable
EDITORIAL
makes of instruments, and the people realize that the claims put
forth by mail order houses are not consistent when they close their
O man desirous of achieving success can underestimate the
argument with an alluring, price-baiting offer.
value of a complete knowledge of every detail of the busi-
Attractive literature which eloquently describes pianos cannot
ness or trade in which he is engaged.
seriously impress intelligent readers when it gets down to a price
We have been preaching this truism in connection with sales-
offer which they know cannot insure them the ownership of a re-
manship to the piano* and player trade for years, realizing that it is liable product.
only through the educated, intelligent salesman that the public can
These advertisements are calculated to appeal to people who
be educated to a proper comprehension and appreciation of the are desirous of saving money and who have no knowledge of the
progress and importance of the player-piano as well as developments
standard of workmanship and materials which must necessarily be
in the music trade field as a whole.
incorporated in a piano in order that its service be up to grade.
In this connection this office has issued, from time to time, a
In some instances the price baiters spring their trap on a cus-
number of volumes, not only devoted to the construction of the tomer who is uninformed as to values, and is, therefore, misled
various player mechanisms on the market, but information for
into believing that he is obtaining an exceptional bargain, which is
player pianists, that enables them to get a proper viewpoint of the obviously untrue. He may be obtaining his money's worth. In
instrument.
other words, the piano may be worth what is asked for it, but an
The demand for these volumes throughout the country fur-
instrument at a price which prohibits the use of good material and
nishes most pleasing proof of the great interest manifested by
workmanship in its creation must of necessity prove unsatisfactory.
salesmen everywhere to acquire information and "pointers'' that
Therefore, of what value is the purchaser's money when invested
will augment their knowledge and better equip them to interest in such a product?
prospective buyers and satisfy the inquisitive ones as to the con-
The American people realize that there is a wide difference
structive details and wide scope of the player-piano.
between the mail order pianos and the standard grade instruments
The day of the "drifter" in the field of salesmanship is past.
which have back of them quality and reputation. They realize that
The man who wins is the man who is ever striving after the most
there must be quite naturally a difference in price where such a
complete mastery of his special calling—the man who is fully
wide difference in quality exists, and they hesitate to place their
aware that the best salesman is he who knows more than the would-
investment in a cheap instrument which cannot give them the satis-
be purchaser—in other words, the man who cannot be "cornered''
faction which the purchase of so important an instrument should
by his customer in any question put to him for elucidation.
entitle them to receive.
No one can expect a piano-player salesman to be a living
Attractive literature, tempting offers of price and payments
encyclopaedia, yet there are many elements bearing upon the varied
and ridiculous claims made for the instruments themselves do not
aspects of the piano trade that the salesman cannot afford to shut
win out, and the purchasers realize that in buying an underpriced
his eyes and ears against.
instrument they are getting one which is undergrade as well.
Once in a while a salesman will say: "I know or care little
Quality backed by reliability is essential when considering the
for technical information. I have succeeded in the past along
purchase of such a home accessory as the piano.
my own lines in holding a godd line of customers."
This may be true so far as this individual is concerned. He
HE man who doesn't stop long enough to think "dull business"
may be exceptionally favored mentally, possessing an attractive
to him dull business—is non-existent.
BOSTON OFFICE:
CHICAGO OFFICE:
roHN H. WILSON, 884 Washington St.
E - f . VAN HARLINGEN Consumers' Building
_ . ,
„ . „,_
220 So. State Street. Telephone, Wabash 5774
Telephone, Main 8960.
HENRY S. KINGWILL, Associate,
• LONDON, ENGLAND: 1 Oesham Buildings, Basinghall St., E. C.
NEWS SERVICE I S SUPPLIED WEEKLY BY OUR CORRESPONDENTS
LOCATED IN THE LEADING CITIES THROUGHOUT AMERICA.
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