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THE MUSIC TRADE REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
B. BXITTAIN WILSON,
A. J. NICEXIN,
CABUSTON CITACE,
AOGUST J. TiMPB,
BOSTON OFFICE
L. M. ROBINSON,
W K , B. WHITE,
GLAD HINDMSOB,
L. E. BOW U S .
CHICAGO OFFICE:
& £ V ^^STh^^3PS^
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Telephone, Main 6950.
HENKY S. KINGWIIX, Associate,
LONDON, ENGLAND: 1 Gresham 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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Entered at the New York Post Office as Second Class Matter.
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Lyman Bill.
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Departments conducted by an expert wherein all ques-
tions of a technical nature relating to the tuniqg, regu-
lating and repairing of pianos and player-pianos are
lecnuicai veparnnenis.
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w ju b e ' f o u n a i n mn< ,ther
section of this
paper. We also publish a number of reliable technical works, information concerning which
will be cheerfully give» upon request.
Exposition Honors Won by The Review
Grand Prix
Diploma
Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1901
Pan-American Exposition, 1901
Gold Medal
St. Louis Exposition, 1904
Gold Medml..Lewis Clark Exposition, 1905
ILOVS DXSTAXrOX Tm.EFXOZriJ>-^rTnCBBRS 598a—6983 K A S I S O V »Q.
Oonn«ctln«- All B«partm«nt«
Cable a d d r e u : "ZlblU, W»w York."
NEW YORK, MARCH
13, 19.15
EDITORIAL
HE announcement is made by E. Witzmann & Co., Memphis,
Tenn., that hereafter, before offering second-hand instru-
ments to the public, they will first offer them to the local dealers
so that they may be afforded an opportunity to buy the instruments
at fair appraised values.
This is a move which is most commendable, and the Witzmann
advertising supporting- this policy is striking and forceful.
The policy of advertising trade-ins in such a way as to belittle
the standing of instruments advertised, as well as to give a false
impression to readers of the real values of these pianos, has had
the effect to injure many reputable instruments.
Frequently
traded-in stock is exploited in a manner so that the public is led
to believe that the dealers who advertise this stock are offering
bargains which would not be given by the local representatives.
Many times these advertisements do not indicate that the pianos
are used, and they give a false impression to readers.
Fairness and frankness in advertising is certainly to be com-
mended, and if the Witzmann plan were followed broadly there is
no doubt that the trade would be greatly benefited thereby. If
local dealers had the first opportunity of buying traded-in stock at
fair values it might save the trade locally from many bitter feuds
and also from a certain lowering of piano standards.
T
T
HE passing of Louis Grunevvald, which was recorded in The
Review last week, removes from the ranks of the living one
of the historic figures of the retail department of the music trade.
The late Mr. Grunewald was eighty-eight years old, and when
he came from his native Bavaria, a young man of twenty-five, he
settled in New Orleans, where for a while he was organist in the
Cathedral in that city. Before the war he saw business possibili-
ties, and he established an enterprise which has since become one
of the leading musical establishments of the South.
He was identified with all of the musical affairs of New
Orleans for a long period. The first Grunewald Hall, in Baronne
street, was the rendezvous for artists of all kinds, and many con-
certs and recitals were given there by famous musicians who visited
the South.
It was years ago that he decided to retire from active busi-
ness, and while he nominally retained the presidency of the corpo-
ration bearing his name, he assumed none of its responsibilities.
It, however, was always a source of pride to him to see the business
founded by himself carried on to higher points by the members of
his family who succeeded him in its management.
Mr. Grunewald ranked as the oldest Stein way agent in the
entire South, having carried the Steinway as the leading piano of
his enterprise for many years.
Mr. Grunewald was a great believer in the future of the South,
and he did not hesitate to make extensive investments in real estate
in that city. He built the Hotel Grunewald, and had since made
great additions to it. He was identified with the growth of the
city, and was particularly generous in his charitable donations.
He gave unstintedly to many of New Orleans' charities. He was
known as one of New Orleans' most useful and respected citizens.
GREAT many manufacturers have discovered that they can
A
best promote the sale of their products by helping the dealer
sell his goods—by making him a better dealer. In this connection
the policy of co-operation has been evolved with the object of aid-
ing the dealer through suggestions anent sales and advertising, and
in a number of other ways.
In the music trade field, as in other industries, it has been found
profitable to educate the dealers in special methods of doing busi-
ness—at least along profitable lines. For it is evident that as a
dealer expands his purchasing power increases, and all this is of
obvious interest to the manufacturer.
Here is where the progressive advertising department com-
bined with an intelligent corps of traveling men, work wonders in
helping mutually the manufacturer and the dealer. In these days
of keen competition expert advice is always welcomed by dealers
who aim to develop their business along correct lines, for where
there is a real understanding and co-operation among manufactur-
ers and dealers the best results can be secured.
The "service department" of a manufacturer's business, when
properly and broadly conducted, never fails to pay dividends.
Dealers in the piano trade who have been helped in the conduct
and success of their business by the suggestions of manufacturers
or their "service department" will testify to this fact.
T
HE arguments offered by piano manufacturers, sales mana-
gers and others to the effect that the piano salesmen of the
country have hardly got below the surface in taking care of the
prospects for their line, is borne out in a most interesting manner
by the recent report of the County Tax Assessor's office in Dallas,
Texas, wherein it was stated that only 4 per cent, of the taxpayers
of the county owned pianos, while from 30 to 50 per cent, of the
taxpayers were in a position to do so. While such percentages may
not obtain in all sections of the country, they certafnly find a
parallel in many sections and should serve to increase the enthu-
siasm of the salesman who believes that the number of prospects
is on the decrease. In the Dallas district alone, for instance, with
only 4 per cent, of the taxpayers owning pianos, and with, let us
say, only 30 per cent, in position to purchase instruments, it means
that less than 14 per cent, of the possible piano purchasers have
been reached, and that only about one-seventh of the ground has
been covered. What a rich field that other six-sevenths offers for
the piano salesman who really goes after business.
W
TTJI the issuance, a month or so ago, of a portfolio con-
taining proofs of its trade paper advertisements scheduled
to appear during 1915, the George P. Bent Co., Chicago, took a
decidedly forward step in securing added value for its trade paper
appropriation while acquainting the dealers directly with the ex-
tensive plans made for publicity in the trade field.
The large number of page and third-page advertisements re-
produced in actual size in the portfolio make a most impressive
showing, and prove to the dealer that the George P. Bent Co. is
making a substantial investment each year for the development and
increase of the prestige enjoyed by its products in the trade. The
confidence shown by the company in its own pianos and players,
placed in competition with the products of many other manufac-
turers as advertised in trade journals, is certain to beget confidence
in the George P. Bent Co. line on the part of the dealer, and en-