Music Trade Review
Issue: 1896 Vol. 22 N. 25 - Page 7
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THE MUSIC TRADE REVIEW.
SPECIALTY TALKS.
be the grand scale and that must show
the genius of its maker. Each scale has
its own individuality—the same as $50,-
000 pictures have their individuality.
It
QUESTIONS PROPOUNDED BY THE "REVIEW" UPON THE LIVE MATTERS OF THE DAY AND
takes years to perfect a grand scale; there
ANSWERED BY LEADING MEN IN THE TRADE.
are not over five men in all America to-day
that are born scale makers. The demand
for grands of proper scale and prestige is
Interview III.—J. Burns Brown.
on the increase.
NDER the above head THE REVIEW turer bases ihe success of his sales on the
REVIEW—Have you anything to say on
The interior has little the present bicycle craze, in its relation to
proposes to give weekly the ex- case of his piano
pressed views of some member of the trade merit. So the market is full of gaudy, in- the piano business?
upon matters which are of vital interest. artistic designs, fancy moldings, etched or
Mr. Brown—The bicycle craze does not
It should be understood that the answers to scratched panels, rosettes, etc., etc. In seriously affect the piano business. Our
these inquiries will be published in every time this will all be changed.
poor times come from other causes. Every
REVIEW—Is the time approaching when
issue without editorial criticism. In other
business to-day is very dull. The bicycle
words, every "specialty talk" will fairly the price of the highest grade of instrument is more of a blessing, for it employs thou-
express the sentiment of the individual will be gauged by its individual merit—as sands who would otherwise be idle. Money
under whose name it appears, rather than in the case of a violin—rather than a set circulation would be still less but for the
the editorial belief of THE REVIEW. There price being fixed?
bicycle. We will soon be selling pianos to
Mr. Brown—Merit in a piano means ar- the bicycle manufacturers and their
will be no distortion; no boiling down.
The answers will be published without tistic construction, high finish and genius thousands of agents and employees, who
change or comment, and in every case the in scale making. If twenty manufacturers would not otherwise be in condition to
individuality of the one whose opinions are make such a piano, one can be sold for no think of purchasing a piano. We accuse
written will be preserved. We propose in less than the other; a high grade artistic the bicycle for our poor business, but that
this way to build one of the most interest-
is not wholly so.
ing features which a trade paper can offer
REVIEW—Is the intelligence of the aver-
to its readers. This week Mr. Brown tells
age piano salesman commensurate with the
facts from the salesman's standpoint:
dirties imposed ?
Mr. Brown — Piano salesmen must be
REVIEW — How do present conditions of
born with the genius of a salesman. There
piano selling compare with those of the
is no occupation that demands the require-
past?
ments that the position of a piano salesman
Mr. Brown—The present condition of
does, viz.: a practical man, a gentleman,
selling pianos is not to be compared to that
a musician, a man of quick observation,
of many years ago. Better prices and
apt to study human nature; a man of ver-
better terms were obtained and better
satile thought, affable and calm under all
pianos made. The public did not know
argument,
honest and truthful.
This
how to buy twenty years ago. Now, all
must
be
coupled
with
a
thorough
knowledge
know the peculiar figures—$10 down and
of the component parts and construction of
$5 a month until paid, with stool, scarf,
a piano, also a knowledge of scale making
music book and a quarter's lessons thrown
and tone. There are hundreds of so-called
in—and these sold by the manufacturer,
salesmen to-day who do not know how
which is much to be deplored. The dealer
many keys there are in a 7^3-octave piano,
of twenty years ago would scoff at such
or
how many strings there are in a 7^3-
figures and terms. There are few manu-
octave
piano, or how long it takes to make
facturers at this date who are exceptions
one;
and
yet they play these instruments,
to the above.
say
fifty
times
a day. The man possessing
REVIEW—TS the demand for the highest
these
attainments
is a piano salesman, and
grade of artistic pianos on the increase?
can sell anything he will push.
Mr. Brown—The
demand for highly
REVIEW—Do you not think, taking into
finished or high grade pianos is on the in-
consideration
the output of instruments
crease, owing to more artistic musical cul-
J. KURNS BROWN.
and the present population of this country,
ture. It takes many years for a high grade
piano to gain prestige. Thus, the old line piano must bring an artistic price in every that the piano trade is comparatively in
high grade manufacturers that now exist case. Pianos will always have a set price. its infancy?
have a great future. Parents who bought They are a necessity. A high art violin,
Mr. Brown—We manufacture in this
a cheap piano for their children three or whose celebrated maker has passed away, country about 100,000 pianos per year to
five years ago now see the folly of it. As has an individual price on its merit and about seventy millions of people. That
the child is beyond the piano, the piano limited number in existence.
would be about one to every 500 inhabi-
must be beyond the artist.
REVIEW—What are the most popular tants. Thus the piano industry is still in
its infancy, but the basis the business is
REVIEW—Is the evolution of the piano veneers used for piano cases?
done
on is bad. Over-production, es-
case complete with regard to architectural
Mr. Brown—The most popular veneers
pecially
of the unfinished or cheap pianos.
beauty ?
for piano cases are mahogany; rosewood
Mr. Brown—The piano case is the worst finish, however, is much used. Various Ten per cent, of all the dealers in America
feature of its construction to-day. There other natural woods are growing more are worth only $3,000 and over. Manufac-
is a want of artistic design, symmetry and popular, such as walnut, oak, maple and turers are comparative^ poor and force
the proper lines, especially in high grade others. Twenty years ago these veneers their product on the market at great risks.
The majority of dealers are unreliable and
instruments; a good scale maker is not a were seldom seem.
fail
to keep their agreements. Material-
cabinet maker. There is much room for
REVIEW—Is the demand for "grands"
men
have to carry the manufacturer, the
improvement on the case question.
increasing?
manufacturer
the dealer, and for this
REVIEW—Do you look for any radical
Mr. Brown—The grand pianoforte is the
changes of style in piano construction dur- high art and pure form of piano. In it is reason, with many others, the piano market
ing the next decade?
contained the ethics of piano construction. is an unsteady, anxious and doubtful one.
Mr. Brown—The cheap piano manufac- To meet the demands of the artist, it must All this could be changed.
U
THE MUSIC TRADE REVIEW.
SPECIALTY TALKS.
be the grand scale and that must show
the genius of its maker. Each scale has
its own individuality—the same as $50,-
000 pictures have their individuality.
It
QUESTIONS PROPOUNDED BY THE "REVIEW" UPON THE LIVE MATTERS OF THE DAY AND
takes years to perfect a grand scale; there
ANSWERED BY LEADING MEN IN THE TRADE.
are not over five men in all America to-day
that are born scale makers. The demand
for grands of proper scale and prestige is
Interview III.—J. Burns Brown.
on the increase.
NDER the above head THE REVIEW turer bases ihe success of his sales on the
REVIEW—Have you anything to say on
The interior has little the present bicycle craze, in its relation to
proposes to give weekly the ex- case of his piano
pressed views of some member of the trade merit. So the market is full of gaudy, in- the piano business?
upon matters which are of vital interest. artistic designs, fancy moldings, etched or
Mr. Brown—The bicycle craze does not
It should be understood that the answers to scratched panels, rosettes, etc., etc. In seriously affect the piano business. Our
these inquiries will be published in every time this will all be changed.
poor times come from other causes. Every
REVIEW—Is the time approaching when
issue without editorial criticism. In other
business to-day is very dull. The bicycle
words, every "specialty talk" will fairly the price of the highest grade of instrument is more of a blessing, for it employs thou-
express the sentiment of the individual will be gauged by its individual merit—as sands who would otherwise be idle. Money
under whose name it appears, rather than in the case of a violin—rather than a set circulation would be still less but for the
the editorial belief of THE REVIEW. There price being fixed?
bicycle. We will soon be selling pianos to
Mr. Brown—Merit in a piano means ar- the bicycle manufacturers and their
will be no distortion; no boiling down.
The answers will be published without tistic construction, high finish and genius thousands of agents and employees, who
change or comment, and in every case the in scale making. If twenty manufacturers would not otherwise be in condition to
individuality of the one whose opinions are make such a piano, one can be sold for no think of purchasing a piano. We accuse
written will be preserved. We propose in less than the other; a high grade artistic the bicycle for our poor business, but that
this way to build one of the most interest-
is not wholly so.
ing features which a trade paper can offer
REVIEW—Is the intelligence of the aver-
to its readers. This week Mr. Brown tells
age piano salesman commensurate with the
facts from the salesman's standpoint:
dirties imposed ?
Mr. Brown — Piano salesmen must be
REVIEW — How do present conditions of
born with the genius of a salesman. There
piano selling compare with those of the
is no occupation that demands the require-
past?
ments that the position of a piano salesman
Mr. Brown—The present condition of
does, viz.: a practical man, a gentleman,
selling pianos is not to be compared to that
a musician, a man of quick observation,
of many years ago. Better prices and
apt to study human nature; a man of ver-
better terms were obtained and better
satile thought, affable and calm under all
pianos made. The public did not know
argument,
honest and truthful.
This
how to buy twenty years ago. Now, all
must
be
coupled
with
a
thorough
knowledge
know the peculiar figures—$10 down and
of the component parts and construction of
$5 a month until paid, with stool, scarf,
a piano, also a knowledge of scale making
music book and a quarter's lessons thrown
and tone. There are hundreds of so-called
in—and these sold by the manufacturer,
salesmen to-day who do not know how
which is much to be deplored. The dealer
many keys there are in a 7^3-octave piano,
of twenty years ago would scoff at such
or
how many strings there are in a 7^3-
figures and terms. There are few manu-
octave
piano, or how long it takes to make
facturers at this date who are exceptions
one;
and
yet they play these instruments,
to the above.
say
fifty
times
a day. The man possessing
REVIEW—TS the demand for the highest
these
attainments
is a piano salesman, and
grade of artistic pianos on the increase?
can sell anything he will push.
Mr. Brown—The
demand for highly
REVIEW—Do you not think, taking into
finished or high grade pianos is on the in-
consideration
the output of instruments
crease, owing to more artistic musical cul-
J. KURNS BROWN.
and the present population of this country,
ture. It takes many years for a high grade
piano to gain prestige. Thus, the old line piano must bring an artistic price in every that the piano trade is comparatively in
high grade manufacturers that now exist case. Pianos will always have a set price. its infancy?
have a great future. Parents who bought They are a necessity. A high art violin,
Mr. Brown—We manufacture in this
a cheap piano for their children three or whose celebrated maker has passed away, country about 100,000 pianos per year to
five years ago now see the folly of it. As has an individual price on its merit and about seventy millions of people. That
the child is beyond the piano, the piano limited number in existence.
would be about one to every 500 inhabi-
must be beyond the artist.
REVIEW—What are the most popular tants. Thus the piano industry is still in
its infancy, but the basis the business is
REVIEW—Is the evolution of the piano veneers used for piano cases?
done
on is bad. Over-production, es-
case complete with regard to architectural
Mr. Brown—The most popular veneers
pecially
of the unfinished or cheap pianos.
beauty ?
for piano cases are mahogany; rosewood
Mr. Brown—The piano case is the worst finish, however, is much used. Various Ten per cent, of all the dealers in America
feature of its construction to-day. There other natural woods are growing more are worth only $3,000 and over. Manufac-
is a want of artistic design, symmetry and popular, such as walnut, oak, maple and turers are comparative^ poor and force
the proper lines, especially in high grade others. Twenty years ago these veneers their product on the market at great risks.
The majority of dealers are unreliable and
instruments; a good scale maker is not a were seldom seem.
fail
to keep their agreements. Material-
cabinet maker. There is much room for
REVIEW—Is the demand for "grands"
men
have to carry the manufacturer, the
improvement on the case question.
increasing?
manufacturer
the dealer, and for this
REVIEW—Do you look for any radical
Mr. Brown—The grand pianoforte is the
changes of style in piano construction dur- high art and pure form of piano. In it is reason, with many others, the piano market
ing the next decade?
contained the ethics of piano construction. is an unsteady, anxious and doubtful one.
Mr. Brown—The cheap piano manufac- To meet the demands of the artist, it must All this could be changed.
U
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