Music Trade Review

Issue: 1914 Vol. 59 N. 3

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
ARRAIGNS BAD BUSINESS METHODS IN PIANO TRADE.
BRIGHT PROSPECTS IN DETROIT.
A. W. Brooks, Manager of Piano Department of Root Dry Goods Co., Terre Haute, Ind., Tells
of His Experiences in Securing Salesmen, and the Prevailing Impression Regarding Busi-
ness Methods in the Piano Trade—Reasons Why They Exist—Desires Suggestions That
Might Help Improve Conditions Which Mr. Brooks Says Are Far from 'Satisfactory Now.
Ford Motor Co. Plans to Double Plant and New
Companies Enter Field, Which Means Mil-
lions More in Wages—Piano Dealers Laying
in Stock for Fall—Optimism in the Saddle.
I have just returned from a canvassing to.ur of
business places in search of some real young blood
who might be developed into A-l piano salesmen.
I found, as I supposed when I was starting out,
that I was attempting the impossible. Every young
man I approached threw up his hands in horro.r.
"Piano business? Not for mel Nothing doing!
Thanks for your interest in me, but I am perfectly
satisfied where I am." I found the salaries of these
young men ranged from $13 to $15 per week, re-
spectively.
I am writing not so much to tell yo,u of my little
canvassing trip, but to bring out the truth in the
broad, white light of the condition existing in our
business, which is foreign to any other business of
such proportions as that which engages yo.u and I.
Why does this condition exist?
Who is responsible for it?
These are the questions we must solve, and the
quicker the better. To argue against a dearth of
real timber out of which must be carved the future
piano salesmen is to fight the fight o,f Don Quixote
—a fallacious waste of time and words.
You, Mr. Dealer, are the offender. Your utter
disregard of business principles, your neglect of
system and policy, together with a vast amount of
unadulterated greed, has caused this condition—
the inevitable result of the "beat-the-other-fellow"
policy, which is destructive of the very aim you
wish to attain, namely, reputation, clientele, the
confidence of the people in your locality and, last
but not least profit.
The average young man apparently views the re-
tailing of pianos as a proposition where the ability
to misrepresent and fallacy are the qualities most
valued. He shirks from it because he cannot see
it as a vocation above reproach, and to a degree he
is right, due to the fact that his view is only of the
surface, and his conclusions are based upon what
he has heard and seen. One young man informed
me that his people tho.ught of purchasing a piano
a short time ago, and that they were solicited by
four different houses in their city, and, instead of
an intelligent talk, all they learned was that each
salesman had a better instrument than the other
fellow at the same price, or as good an instru-
ment at a lower price, and that it would be fallacy
to buy of the other fello.w because he ran a con-
signment business and did not own his pianos, and
therefore the purchaser may be called upon at any
time to pay for it by the factory which owns it.
Another fellow, talking against an old, reliable
make, said he could prove that it was no.t the
original, but a cheap piano with the old name upon
it. Another fellow said his competitor's pianos
were stencilled pianos, and elaborated upon what
he called a stencilled piano. In other words, these
particular salesmen kno.cked each other's goods
to the extent that they disgusted the would-be
buyer, and he decided to call off the purchasing of
an instrument, and he is now out of the market-
temporarily at least—and is worse off than before,
due to his skepticism of all piano houses; and it
will always be thus until piano merchants get to-
gether and decide upon some policy which will
elevate the piano game to the position it should
occupy, one upon the pedestal of honesty and fair
dealing, thus placing it as a leader in the retailing
game, instead of its present status, which surely
could be greatly improved. The o.ne-price system
is a solid foundation upon which it should rest.
If the retailers are not able to get together along
this line, let the factories force the issue, as is done
in the talking machine business, and then we will
have a business beyond the attacks of the
scrutinizing skeptics, and we will all be
better satisfied with our chosen life's vo-
cation. Fortunately, the writer is connected
THE SALES OF QUALITY PIANOS.
increasing demand for pianos of quality. There is
something, after all, in having full confidence in
the merits of the piano one is selling, for it brings
about a sincerity of expression and a zeal in sales-
manship that must bring profitable results.
Faith of the Dealer in the Instrument He
Handles the Basis of Success in Securing
Quality Sales—Success with the Mason &
Hamlin Pianos Exemplifies This Viewpoint.
On the opposite page appears an interesting ad-
vertisement which was recently carried in the
Syracuse, N. Y., daily papers by the Clark Music
Co., agents in that city for the Mason & Hamlin
•Co., of Boston, Mass.
One of the most striking and significant facts in
connection with the representation of the pianos
made by this company is that the dealers handling
them become as enthusiastic as the musicians are
regarding their tone qualities and artistic excel-
lence. This viewpoint is emphasized in their adver-
tising which, in its general character, is imbued
with the Mason & Hamlin ideals of quality.
This is a pleasing development, and it is due
undoubtedly to this attitude that there is such an
(Special to The Review.)
DETROIT, MICH., July 14.—Detroit piano dealers
are so. confident of a big business in the fall that
they are, several of them at least, placing heavy
orders for September delivery. They are not
waiting for the traveling men to call for them.
Travelers never were so scarce in Detroit before.
It is assumed that they are all taking vacations,
there being no better period of the year, especially
this year, at which to rest up. J. Henry Ling, the
J. L. Hudson Co. and Grinnell Bros, all are "laying
up" stock in advance.
Marked instances of resumption of business ac-
tivity in Detroit, in the reopening of factories
which have been closed, have augmented the con-
fidence of Detroit dealers a good deal lately. One
of the biggest factors has been the action of the
Ford Motor Co. in starting work on new addi-
tions to its already tremendous plant which will
double it in size. This means the addition of about
15,000 workingmen to the payrolls, at the very
best of wages paid to any workingmen in the
country. Aside from the direct buying power of
these men, the millions in wages that will be paid
to them in a year, and spent by them, cannot help
but be felt in every line of business.
Another big factor which developed this week
was the incorporation of Dodge Bros., who re-
cently retired from the Ford Co. to establish a
motor car plant of their own. They have five
millions of capital, and undoubtedly will employ
several thousand men.
Two other big industries to resume this week
were the American Car & Foundry plant in
Detroit and the Detroit Oak Belting Co. Aside
from giving work to a large number of men, the
business of these establishments is of a nature
that serves as a barometer of industrial activity
in other parts of the country, for neither belting
nor railroad cars are wanted for anything but
business.
A. W. Brooks.
with a one-price house. I am a -firm be-
liever of this method of selling pianos. My sales-
men have only one price to offer. Each piano
$75,000 DAMAGE BY FIRE
carries its particular terms. My men all talk alike
To the Premises of the Boyne City Musical
when it comes to price and terms, and we never
Instrument Co.—Factory Only Just Com-
kno.w what it is in our store to have the salesmen's
pleted—Fully Covered by Insurance.
talk conflict. We have proved that this is the
right system—it will always prove a winner. Until
(Special to The Review.)
some campaign o.f purification is worked on, and
BUFFALO, N. Y., July 15.—The Boyne City Mu-
carried to a successful close, we will always find sical Instrument Co., of Boyne City, Mich., was
a dearth of bright young men in our selling forces. damaged Saturday morning, July 11, by fire to the
I mean men of the right caliber, those who will extent of $75,000, according to a telegram received
choose the retailing of pianos as their life's work at North Tonawanda by the company's president,
and will look upon it as a field promising for Julius Schwartz, who left immediately for the
success.
fire. The musical company is composed largely
I should like to hear from some who might dif- of Tonawanda capital, and twelve Tonawanda res-
fer with me. Let's start a controversy along those idents are employed by the firm. The concern
lines in the hope that something might be sug- only two months ago completed its facto,ry for
gested that will be a real help in improving this business. The plant is fully covered by insurance,
condition, which, by the way, is not psychological and reconstruction of the building will be set in
but real.
motion at once.
MARTIN TO SPEAKjVT TUNERS* MEET
George E. Martin, chief instructor of the
Danquard Player Action School, New York, will
address the American Guild o.f Piano Tuners at
their national convention, which will be held in
Rochester, N. Y., August 3 to 6. 'Mr. Martin will
THE LATE CARL FISCHER'S ESTATE. explain to the tuners the idea and purposes of the
Carl Fischer, Jr., who died December 13, 1912, school, and may take up briefly "First Aid to the
and was head of the corporation of Carl Fischer, Injured Player."
manufacturer of musical instruments, had an in-
terest of $155,718 in the business. He lived in
FEATURING THE^KNABE LINE.
Englewood, N. J., and the question as to whether.
The Mclntosh Music House, the piano depart-
the estate is taxable here was referred to the
ment of the Mclntosh Co., of Kalispell, Mont., has
Surrogate last week."*-?^ estate went to his wife,
recently taken the agency for the Wm. Knabe &
Amalia W. Fischer, and his children, Anna Flor-
Co. pianos. The house also carries on a consider-
ence Fischer and Carl Fischer 3d.
-. i
able business with the Packard, Price & Teeple,
and Janssen pianos, and also the Angelus player-
INCORPORATED.
pianos.
The Mclntosh Music House is the outcome of
The Universal Music Co., San Antonio, Tex., has
been incorporated .for $15,000 by J. E. Swenson, the original Mclntosh Hardware Co., which en-
tered the piano business in 1902.
G. F. Close and W. F. Wilson.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
10
THE MUSIC TRADE REVIEW
OuTTECHNICAL DEPARTMENT
CONDUCTED BY WILLIAM BRAID WHITE.
times per second. By counting the oscillations for
ten or more seconds we can more accurately adjust
During the last few weeks I have been thinking its length. We can thus estimate by eye, and learn
about certain criticisms that have been made, in a to perceive mentally, a beat-rate of two per sec-
manner at once serious and plausible, upon the ond. It is then quite easy to increase or decrease
recommendations which I am accustomed to give the length of the pendulum, and thus increase or
to tho.se who desire to tune well in equal tem- decrease the rate of the oscillations at will. For
perament. As all my readers are well aware, 1 example, if the length be shortened till it is 4%
have frequently stood up in defense of such care- inches the beat-rate will be three per second,
ful work and such close understanding as is re- whereas if it be increased until it is 27 3/16 inches
vealed in, for instance, the Miller tables. To put the beat-rate will be six in five seconds. Of
the matter in another way, I am not content to say course, in all this I am co.unting each swing one
that a tuner should make up his mind to tune all way as one oscillation, and the swing back as
his fifths down flat three beats in five seconds and another. If desired, the oscillations can be
all his fourths up flat one beat per second. I am counted double, and in that case the beat-rates will
aware that this is about as near to accuracy as be estimated at one-half of the above frequencies.
most tuners get. But I am also aware painfully
With such a discipline, the mastery of beat-rates
that the preaching of just this laissez-faire doctrine soon becomes quite easy. But o,ne can go further
is responsible for the abundance of slipshod work than this. I do not know whether it has ever been
from which we to-day suffer. So far from being suggested before, but I have noticed a sort of
content with this sort of gospel, I have, even small pendulum clock—I think they are called
while approving (as see my books) the adoption French clocks—in which the pendulum oscillates
of approximate practical methods in the -absence quite rapidly, often as rapidly as twice per second
of better means, consistently shown that the better
(single oscillations). No.w, it is easy to take a
means themselves are necessarily the only correct clock like this and shorten the pendulum until the
ones and must remain the goal and aim of our rate of oscillation is more than twice as rapid, as
work.
much as five single oscillations per second. Inas-
Nevertheless, there have always been, and are much as the ticking remains as before, it is plain
now, tuners and well-intentioned persons of vari- that by shortening the pendulum of such a clock
ous sorts who have been pained and grieved at and carefully counting the number of o.scillations
this meticulous spirit; who have thought, in fact, in say, ten seconds at a time, as estimated by an
that I am at once too scrupulous and too, as they accurate watch, we can soon find out exactly how
love to call it, "academic." Just why to call a a rate of five beats per second actually sounds to
man "academic," or so to name his conduct, should the ear. I have a clock now in front of me, a
be held as terrifically denunciatory, I really do small desk clock witho.ut pendulum, in which the
ticks are accurately four to the second. The rate
not know. But so it seems to be.
Anyhow, I am called academic because I persist of four beats to the second is almost exactly the
in saying that there is a definite beat-rate for correct rate for the major third A flat-C2 in equal
temperament at the pitch A3-435.
every interval in the scale at any given pitch, and
that we should know that beat-rate, strive to recog-
Some of the rates that we need most accurately
nize it and work hard to attain it. Let us see to judge are o.ne in one second, one in two seconds,
whether, after all, the theorists are not the other
six in ten seconds or three in sixty-five seconds,
people. Let us see whether the impossiblists are
four in five seconds and seven in ten seconds.
not those who so quickly accuse me ot proposing Those who will consult the Miller tables will see
the impossible. Let us, in effect, see whether the why, for these are the nearest measurable rates
shoe is not on the other foot.
to the frequencies of the fifths and fourths within
Who is the more practical? Obviously he who the bearings octave in equal temperament at inter-
first mostly clearly sees the truth and then most effi- national pitch. It is also, requisite that we have
ciently devises means for approximating to it. But some definite idea of how rates of seven, eight,
first and foremost the discernment of the truth is nine and ten per second actually sound. And all
requisite, and the academic is the only one who this can be done, as I have been able already to
ever has the chance so to do. His opponents are prove, by the use of pendulums and clock ticks.
always too busy telling each other that perfection
Now, I am not going to say a word if anybody
is not to be attained.
gets very angry and proceeds to tell me that this
But is it true that true accuracy is not at all, is all nonsense. On the other hand, I am going to
even measurably, possible? Why is it not possible reply that I am rro.t the theorist. It is my oppo-
to train the faculties so that a definite beat-rate, nents who are theoretical. They are theoretical,
and in the wildest way. They are the wild theo-
if only it be not too high, may be perceived and
recognized? There is no doubt that intervals as rists, because they hold a wild theory, a theory
short as one-tenth of a second can be very justly which is no theory at all, but a daring hypothesis,
estimated if o.ne undertakes the trouble of dis- the frightfully daring hypothesis that good tuning
ciplining the faculties. Let me make a suggestion can come by constantly teaching men to. think only
about a method admittedly all wrong.
What
which will fit in with this idea, and which is itself
suggested by some remarks of A. J. Ellis, trans- wilder hypothesis could I possibly frame than this
lator of Helmholtz's "Sensations of Tone," in ap- which says that we can make men better tuners
by teaching them that a certain method which we
pendix 20, page 488, edition of 1895.
Suppose we construct a pendulum of which the admit is entirely imperfect will, if they persist in
rod is a string and the bob a curtain ring or some- practicing its imperfection, gradually make them
thing similar. Let us make the length of the less imperfect?
pendulum from the center of the ring to the fixed
If to be academic, impractical, dreamy, is to
end of the string exactly 9 7 / 8 inches. Then this frame notions of which the wro.ngness is glaringly
pendulum will swing backward and forward two
ON THE ESTIMATION OF BEAT RATES.
FAUST SCHOOL OF TUNING
Piano, Player-Piano, Pip* aa4 Re«t Organ Toning awl Re-
pairing, alto Regulating, Voicing, Varnishing and Polishing
This formerly was the toning department of the Ne« Eng-
land Conservatory of Music, and Oliver C. Faurt was head
of that department for 20 years previous to its discontinue
Courses in mathematical piano scale conatructim and
drafting of same have been added.
Pupils have daily practise in Chiekering ft Son* factory.
Year Book sent free upon request
17-29 GAINSBOROUGH ST., BOSTON, MASS.
Polk's Piano Trade School
Piano,
14th YEAR
Player-Piano and Organ Tuning,
Repairing and Regulating.
Most thoroughly equipped Piano Trade School in
U. S. Private instruction; Factory experience if de-
sired. Students assisted. Diplomas awarded. School
entire year. Endorsed by leading piano manufacturers
and dealers. Free catalogue.
C. C. POLK
Box 293, Valparaiso, Ind.
obvious and of which the utter failure is daily
apparent, then for heaven's sake don't call me the
unpractical person. I am, on the contrary, the
most practical of men, because I try to find out
the truth of a condition or situation, and having
found it proceed to discover whether means for
realizing it are within human power. Having dis-
covered, as I generally do, that they are, I proceed
to do my best to attain to that condition by trans-
lating it, as nearly as possible, into. fact. And I
always find that knowing the thing required,
though you know its entire perfection is not yours
to recognize now, is the best way to make your
practice so perfect relatively that you shall have
hopes of realizing its full glory within your own
experience.
All of which, politely speaking, is what I mean
by suggesting that the shoe was, in effect, on the
other foot.
Communications for this department should be
addressed to the Editor Technical Department,
The Music Trade Review.
PROTECT ALL SHIPMENTS.
Shippers Should Note Carefully Revised Code
of Storage Rules Adopted by American Rail-
way Association in Order to Avoid Losses.
Under the revised code of storage rules adopted
by the American Railway Association, effective
May 1, which have been approved by the Interstate
Commerce •Commissio.n and various shippers' or-
ganization, there is a provision for notification to
the shipper in the event of refusal of shipments at
destination, or when the carrier for some other
reason is unable to. deliver.
The rule referred to reads as follows:
"Where shipments have been plainly marked
with the consignor's name and address, preceded
by the word 'from,' notice shall be immediately
sent or given consigno.r of refusal of L. C. L.
shipments. Unclaimed* L. C. L. shipments will be
treated as refused after fifteen calendar days from
expiration of free time."
The importance, therefore, of showing the ship-
per's name on all shipments by freight is obvious.
This rule will undoubtedly reduce losses oc-
casioned through goods being refused by the con-
signee without any notification being given to the
shipper, says the Merchants' Association.
Our attention has been called to many cases
where shipments have been sold for charges with-
out notice to the consignor and witho.ut his hav-
ing any opportunity to protect his interest in the
shipment. It is recommended that members o.f
this association adopt the practice of marking all
shipments by stencil, using one of the following
forms:
FROM
JOHN
DOE & Co.,
500 BROADWAY,
N E W YORK,
PLEASE ADVISE PROMPTLY IF UNABLE TO DELIVER.
IF THIS PACKAGE SHOULD GO ASTRAY OR NOT BE
DELIVERED PROMPTLY, NOTIFY
J O H N DOE & Co.,
500 BROADWAY,
N E W YORK.
Yellow Ivory Keys Made
~ mm White as Snow a r
"Caplan's Patent Ivory Polish" will do it. Samples
60 cts. and $1.00 (dollar size will whiten four sets of
piano keys). For further particulars write to
HENRY CAPLAN, 49 Sherman Ave., Jersey City, N. J.

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