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THE MUSIC TRADE
REVIEW
NEW YORK PIANO MEN'S ASSOCIATION TAKING SHAPE
STERLING CO.'S LARGE EXPORT TRADE
E. Paul Hamilton Sends Letter to Local Dealers Outlining Scope of Proposed Organization—Indi-
cations Are That Plan Will Meet With Approval—Meeting to Be Held Later
Special Catalog in Spanish and Portuguese
Issued in Interests of South American Busi-
ness Houses—Export Demand Increased Ma-
terially by Careful Handling
E. Paul Hamilton, State Commissioner of New a New York Piano Merchants' Association to
York for the National Association of Piano Mer- sign the attached application blank, mail same
chants, has sent out for the local committee in enclosed addressed envelope, and thus enable
DERBY, CONN., February 12.—One of the im-
in charge of the work of bringing together the appointed committee to call an early meeting portant factors in the business of the Sterling
Greater New York piano merchants in an asso- of all interested parties, with a view of making Co. is the demand for the Sterling instruments
ciation the following letter which will serve for their report, organizing an association and ar- for export, particularly to South American coun-
the most part to explain itself:
ranging the details of a constitution and by-laws. tries. The export business of the country,
The Committee: Louis P. Bach, Fred W. Lohr, started in a small way, has been expanding, and
Whereas, A large number of the piano mer-
chants of Greater New York are in favor of Milton Weil, Geo. A. Schofield, C. Albert Jacob, has made particular gains during the past cou-
Jr., and E. Paul Hamilton.
organizing a local association, and
ple of years.
The letter was accompanied by a provisional
Whereas, Local associations of piano mer-
In order to acquaint the foreign buyers with
chants in other cities have been and are to-day membership blank asking the dealers to express the qualities of Sterling instruments, the Ster-
endeavoring, successfully, to uplift and improve their readiness to join the New York Piano ling Co. has prepared and issued an interest-
general conditions appertaining to our business, Merchants' Association, if formed, and their ing series of catalogs in foreign languages, the
willingness to pay membership dues not to ex- latest being a catalog in Spanish and another in
and
Whereas, The forming of local associations ceed $10 a year.
Portuguese, the company being cognizant of the
A number of local piano merchants on Novem- fact that Spanish is not the universal language
has been heartily endorsed and repeatedly urged
by the National Association of Piano Merchants ber 20 attended the meeting held at the Murray in South America, despite the prevalent belief,
of America, because of the undoubtedly good in- Hill Hotel for the purpose of considering ways and that in some of the largest countries, in
and means for forming a local association and Brazil, for instance, Portuguese is the national
fluence a local association can exert, and
Whereas, At a meeting held by a number of a committee consisting of E. Paul Hamilton, tongue.
representative piano merchants of New York a Louis P. Bach, Fred W. Lohr, Milton Weil, Geo.
The catalogs are of small size, 3^4 inches wide
committee of six was appointed with a view of A. Scofield and C. Albert Jacob, Jr., was ap- by 514 inches long, as this size has been found to
ascertaining whether an amalgamation with the pointed to sound out the various dealers on the be in particular favor with South American
existing Association of New York Piano Manu- subject and report sometime after the first of business men. The catalogs are identical in con-
the year. Mr. Hamilton's letter is the first step tents and contain illustrations and descriptions
facturers were' possible, and
Whereas, The Executive Committee of said towards taking definite action in the formation of eight of the most popular styles of Sterling
association is not prepared at this time to of the association.
uprights, together with views of the back, plate,
The New York Piano Manufacturers' Associa- general interior, etc. A view of the Sterling fac-
• recommend the acceptation to membership of
individual piano merchants, but would consider tion at a recent meeting endorsed the dealers' tory is also shown, and the introductory is pre-
a plan of forming at some future time a New association idea and suggested that should such ceded by a portrait of the late Charles A. Ster-
York Piano Trades Association, of which the an organization be formed it might make pos- ling, founder of the business.
New York Piano Merchants' Association, if sible in the future the organization of a Greater
New York Music Board of Trade, taking in all
formed, would become a division,
BUILDING MUSIC TRADE IN FLORIDA
We, the Committee of Six, appointed by a the various branches of the industry. When a
sufficient
number
of
dealers
have
signified
their
S. Ernest Philpitt Declares Progressive Meth-
number of New York piano merchants, have re-
ods Appeal to Musical Instrument Purchasers
solved to .request every eligible piano merchant willingness to join the association a meeting will
in That State—Wins Success in Miami
in Greater New York who is desirous of joining be called to organize.
SATISFIED CUSTOMERS AN ASSET
New York State Dealer Enclosed List of Sev-
eral Hundred Purchasers in All Mail Matter
Sent to Prospects—Old Idea in New Form
The publishing of letters of satisfied cus-
tomers is accepted by many piano merchants as
an excellent means of convincing the cautious
prospect of the value of the instrument being
sold. For convenience, a number of dealers
have incorporated such lists in private catalogs
and booklets. One concern in upper New York
State has adopted the original idea of present-
ing names to prospects, and 700 names of those
who have purchased from this particular house
are listed on a special sheet with appropriate
comments at the top regarding the fact that
about 4,000 people have already bought pianos
from the company. The sheet is of such a size
that it can be readily folded and placed in an
ordinary No. 6 envelope. By this system the
list can be mailed out with all sorts of letters
going to prospective customers, with catalogs
and other similar matter. Hundreds of names
closely grouped on one sheet likewise is calcu-
lated to impress the prospect more forcefully
than would a similar list of names scattered
through the pages of a booklet.
The satisfied customer argument is one that
should be, and for that matter is, most resultful.
A hesitating buyer naturally feels that if several
thousand people who have purchased pianos
from the same house that he is dealing with are
still using their instruments that it is an indi-
cation that the pianos sold have desirable quali-
ties.
Katherine Richard has recently joined the
sales staff of the Lamb Music Store, Pottstown,
Pa., succeeding L. Louis Rutter.
MIAMI,-FLA., February 12.—S. E. Philpitt, who
opened the Philpitt Music Store in this city
Founder of the Knight-Campbell Music Co., of some five months ago, has an establishment that
Denver, Succumbs to Attack of Pneumonia
would do honor to a much larger city. The
store has a width of twenty-five feet and a depth
DENVER, COLO., February 13.—William W. Knight,
one of the founders of the Knight-Campbell of seventy-five feet, with a large show window
Music Co., died last week of pneumonia at his of which Mr. Philpitt takes full advantage.
home here. Mr. Knight was born near Battle
Creek, Mich., and came to Denver over the old
stage coach route, more than forty years ago.
Starting in business as an agent for a s.ewing
machine concern, he later added pianos, organs
and other musical instruments, forming a part-
nership under the name of Knight, Clarke & Co.
This firm was reorganized several times, be-
coming known in 1892 as the Knight-Campbell
Music Co. He was seventy-nine years of age,
and is survived by a son, a sister and three
brothers. The funeral was held last Tuesday at
The Philpitt Music Store, Miami, Fla.
his residence.
Upon entering the store one sees at the right
sheet music department with thirty feet of
MORGAN MUSIC CO. MAKES CHANGES the
shelving and counters to match. Next comes
MURPHYSBORO, III., February 13.—The Morgan the Victor record department, carrying every
Music Co., of this city, has announced several number in the Victor catalog, and occupying a
changes in its sales force. E. W. Heisler, of space of over fourteen feet. In the rear is
Kansas City, is a recent addition to the staff, and the music roll department, where Q R S, Vocal-
Mrs. Clyde Ledbetter has been placed in charge style, Imperial Songrecord songs and other
of the talking machine department, while the re- rolls are carried. In the rear there are also in-
pair department is under the supervision of H. stalled two talking machine demonstration
W. Arnold. The concern is also planning to booths handsomely furnished. Along on the
open a branch store at Herrin, 111., in charge of left wall of the store is the musical merchan-
H. T. Shepherd. Three automobiles are being dise department, where is handled a full line of
purchased for the use of the salesmen in cover- small musical instruments.
ing their territory.
Mr. Philpitt also handles the Steinway, Kran-
ich & Bach and other makes of pianos and
B. F. EDDINGTON^JOINS FORCE
player-pianos and Victor talking machines. It
B. F. Eddington, formerly with Scruggs, Van- is Mr. Philpitt's boast that he carries in his
dervoort & Barney, recently joined the sales local store everything musical from a jews harp
to a grand piano.
force of the Aeolian Co., St. Louis, Mo.
DEATH OF WILLIAM W. KNIGHT
WINTER & CO.
220 SOUTHERN BOULEVARD, NEW YORK
Manufacturers of
Superior Pianos
and Player Pianos