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THE MUSIC TRADE REVIEW
Demand For Instruments of the Small Grand Type
more attention has been given to this particular type of instru-
NE of the most interesting developments in the trade during
O
ment than ever before in the history of the trade. These improve-
the past few years has been the heavily increasing demand
ments have made it possible for the small grand to find a perma-
for instruments of the small grand type, a demand that has on
several occasions during the past year or so taxed the capacity of
factories and sections of factories devoted to such instruments.
There have been various elements entering into the develop-
ment of this small grand demand, and the campaign carried on
by the manufacturers has not alone been responsible for the re-
molding of public taste. The greatest contributing factor, it is
generally acknowledged, has been the ability of the manufacturer?
to produce a satisfactory small grand at a moderate price, a price
that compares favorably with that of the good upright. In pro-
ducing a popular small grand the makers have succeeded in most
cases in drafting a scale that insures what may be fairly de-
scribed as a grand tone, which is generally a little more satisfac-
tory to the musician than that of the average upright. Then,
too, the layman has appreciated the more elegant appearance of
the grand and the production of a small-sized instrument in that
form has made possible its introduction into many homes where
under ordinary circumstances only an upright could find a place.
Many instances have 'been reported where prospects have
entered piano stores for the avowed purpose of buying an upright
piano, and who, upon considering the small size and reasonable
price of a grand, have finally decided upon that instrument.
Another thing is that many improvements have been, and
are being, made in the small grand by the manufacturers, and
nent place for itself; to acquire a trade standing that has been
maintained by the quality of the instrument itself.
Piano merchants who have given attention to the distribution
of the small grand declare that it tends to elevate the entire in-
dustry commercially and financially. Not that it has entirely sup-
planted the upright, nor that it probably ever will, but the gain
it has made has in many instances had a distinct effect upon
upright sales.
Then, too, the artistry of the grand apparently has an ex-
cellent psychological effect upon the average piano prospect. He
is used to seeing the upright piano and even the player featured
on the small payment basis, and often covered with "was-now"
signs, and therefore frequently enters the piano store impressed
with the fact that the ordinary piano can be purchased for next
to nothing so far as the installment payments are concerned.
Such a condition, however, has not surrounded the small grand,
and dealers have, therefore, found it possible to secure either cash
or very substantial first payments on small grand sales.
A manufacturer, a couple of years ago, predicted that it would
not be long before grand pianos were being sold at the rate of
100,000 a year. At that particular time the prophecy seemed
exaggerated. Now it is quite within the realm of reason. This
in some measure outlines the development of the small grand.
HE Dallas Advertising League, of which J. C. Phelps, man-
T
ager of the Field-Lippman Piano Stores, is president, has
been doing valuable work in establishing and maintaining a high
and lasting success can only come to those who realize the im-
portance of deserving the confidence which is reposed in them,
and the advertisers of to-day who, through exaggerated state-
ments, endeavor to mislead the public, are bound to find sooner
or later that the public has no confidence in them and, there-
fore, their chance for success is greatly mitigated.
The trend of modern business indicates surely and without
question that the time will speedily come when misleading and
erroneous advertising will be a thing of the past. In the piano
field alone the advance which has been made in this direction
within the last decade is not only highly gratifying, but is an in-
dication of the upward and onward trend of the industry as a
whole. Every advertiser who sticks absolutely to facts and truth-
fulness in all of his public, statements is doing his part towards
the eradication of misleading advertising. Business organiza-
tions, in addition to advertising associations, are doing their share
to eliminate this present-day evil, and the constructive and altru-
istic work of organizations such as the Dallas Advertising League
is bound to bear abundant fruit.
advertising standard for advertisers in Dallas and the surround-
ing territory. The league counts among its members practically
all of the important advertisers in Dallas, who are pledged to the
maintenance of honesty and truthfulness in their advertising.
The league demonstrates its belief in the power of advertis-
ing by running quarter page advertisements of a purely con-
structive nature for the special purpose of impressing on the
general public that those firms which indulge'in misleading or ex-
aggerated advertising are not worthy of confidence or of public
patronage. One of the recent advertisements of the league em-
phasized the fact that under our present system of civilization
each individual is dependent on every other individual to a
greater or lesser degree, and that this principle of mutual reliance
has been a strong factor in the advancement of every form of
progress.
As reliance upon others is based solely upon confidence, real
GETTING DOWN TO PLAIN PLAYER FACTS
The education of the public along' player lines is a necessity for the expansion of the player business.
There is no doubt of that; and education of the piano merchants and salesmen is also a vital necessity,
because through them will come a powerful force in the education of the public; and right here we wish to
remark that we have produced a line of books upon the player-piano which comprehensively covers the
entire player situation.
In this respect this trade newspaper stands alone, for it has been the principal source from which player
information has been available for piano merchants and salesmen for a period of years. Our latest book,
"The Player-Piano Up to Date"
is the best of the series. It contains upwards of 220 pages of matter bearing directly upon the player.
Every piano merchant and piano salesman should have a copy of this book within easy reach. It
gives to readers a fund of information not obtainable elsewhere.
It contains a series of original drawings and a vast amount of instructive and educational matter, as
well as a detailed description of some of the principal player mechanisms.
It costs $1.50 to have this book delivered to any address in the United States, and your money will be
refunded if you are not satisfied with the book after examination. No one yet has availed himself of this
opportunity. Foreign countries, 15c. to cover extra postage, should be added.
Estate of EDWARD LYMAN BILL, Publisher
373 Fourth Ave., New York