Music Trade Review
Issue: 1896 Vol. 22 N. 8 - Page 7
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW.
From a Traveler's Note Book.
A TRAVELER S LIFE—WHAT OLD NOTE BOOKS UNFOLD—CHANGES IN THOUGHT AND METHODS.
BOUND FOR THE WEST—A PIANO SALE INCIDENT—A MANUFACTURER OFFERS A $6oO
PIANO FOR $ I I O — THE EVIL OF SENDING OUT MISLEADING CIRCULARS—GIVES
THE IDEA THAT THERE ARE ABNORMAL PROFITS IN THE PIANO TRADE.
SUCH METHODS SHOULD BE DISCONTINUED—RESUME OF TRADE
CONDITIONS
BANK REPORTS SHOW LATENT FINANCIAL
POWER—NEEDS ONLY CONFIDENCE TO DEVELOP IT.
AUTOMATIC PIANO ATTACHMENTS BOUND TO
CUT A LARGE FIGURE IN THE TRADE.
HE life of a traveler is kaleido-
scopic. There are ever-
changing views constantly
presented to his range of vis-
ion.
I usually file all of ray old
note books, and oftentimes in tracing up
matters my mind is diverted from the arti-
cle which I am looking up to some other
records which catch my eye during my re-
search.
Take my note books for the past ten
years, and what a volume they represent.
Views of different men, many of which are
in direct opposition. In them are recorded
interviews with principal men in the music
trade, from Maine to California, and from
Winnipeg to Vera Cruz.
A man in the trade remarked to me the
other day: "What an interesting time you
must have in your travels, going as you do
North, South, East and West."
I replied, "Yes; but the novelty wore off
many years ago," and while I believe—in
fact, I am confident—I come back from
every trip which I undertake with new and
better ideas which are directly applicable
to my business; for my part, I should
rather prefer, were it not for the "pressing
needs," to remain within the cozy precincts
of No. 3 East Fourteerth street. But,
however, the fates have ruled otherwise,
and speeding Westward do I go.
* *
*
I had my attention called to a matter the
other day by a dealer in Worcester, which I
think would be well to present in the
columns of this paper. While talking with
Mr. M. B. Lamb about the many changes
which the piano business had undergone
during the past few years, he related to me
an incident which occurred only a short
time previous.
He had a sale partially arranged with a
lady who resided near Worcester. The
piano which she had almost decided upon
was a well-known make. I think the price
which she was to pay was something like
$400. Just before the arrangement was
made, she came into his store bringing
with her a circular which she had received
from a New York manufacturer, in which
he stated that he would supply her with a
$600 piano, "all improvements, ' for $110;
and a $500, piano for even less. She at
once opened her batteries upon Mr. Lamb,
to reduce the price, saving that as there
was such enormous profits made in the busi-
ness that he could afford to sell a $400
piano much less if a manufacturer could
sell a $600 piano for $110, that his profits
were something abnormal, and she could
ill afford to pay such a large profit to him.
He must come down considerably in his
price if he expected to make the sale to her.
Mr. Lamb, who is a thoroughly conscien-
tious, careful piano man, one who has es-
chewed all connection with the cheap make,
explained in detail to the lady what she
would purchase in getting the "$600" pi-
ano for the price which the circular named,
but the seed was sown when the circular
was received. It took much talk and per-
suasion on his part to remove the feelings
which were generated by the receipt of a
circular containing the offer to which I
have alluded.
Now, just here I wish to say that 'manu-
facturers who send out such misleading
circulars to individuals throughcut the
country, who are not engaged in trade, are
doing a great injury to themselves and a
still greater one to the trade at large; be-
cause they are educating falsely. They
are giving the idea that there are abnormal
profits in the piano business, when all his-
tory points to the contrary.
What absurdity to say that a $600 piano
can be bought for $110; and how incon-
gruous for a manufacturer who depends
really upcn the music dealers throughout
the country to keep his factory going to
send circulars to private individuals who
reside within territorial limits which he
hopes to dispose of to dealers, and thus
work directly against their interests.
It is just this kind of business which
should be shown up, and every manufac-
turer who persists in doing this kind of
business should be bo}-cotted by every leg-
itimate dealer in the country.
I propose to follow this matter up, and
if this particular man continues in that
line of business I question very much if
his wholesale trade does not take unto it-
self wings and silently steal away.
How can a man expect to sell to a dealer
and flood his territory with circulars offer-
ing to the home buyer pianos at the same
price that he is selling to his agent, and at
the same time under such false representa-
tions of the dealer's profit, and of the pi-
ano's real value?
It is just this sort of teaching on a large
scale that has caused the people of this
country to believe that piano men are mak-
ing abnormal profits in disposing of their
wares, a fallacy which the sooner exploded
the better for all.
I have found trade thus far during my
travels, which have covered a large portion
of the Eastern and Middle States since
January 1st, to be somewhat sporadic. I
find here and there a dealer, a manufacturer
and salesman who talks enthusiastically and
glowingly of his particular.trade; but, how-
ever, the general conditions do not bear out
the statement that trade is good. I hope to
find an improvement as I journey West;
still, reports do not seem to indicate that
such a state of affairs exists in that part of
the country.
* *
* report of the Bank
I notice the annual
Superintendent in New York, which has
been recently transmitted to the Legisla-
ture, shows an increase during the past year
of nearly $48,000,000 in the aggregate of
savings-bank deposits in this State, and
eighty thousand in the number of deposit
ors, the whole number of depositors being
nearly one million seven hundred thousand.
Does not this brief statement show that
there is a latent financial power which only
needs confidence fully restored to bring it
out of its hiding place?
* *
*
Automatic piano attachments—that is one
thing which seems to be interesting a great
number of dealers at the present time.
The piano attachment is going to cut a
large figure in the trade during the next
few years. Some firms will accumulate
fortunes in the manufacture of this particu-
lar adjunct to the piano.
Sohmer & Co.
* • ! TE are doing a good retail business,
y y and I consider the general out-
look for business in high-grade instru-
ments decidedly hopeful," said Mr. Geo.
Reichmann, of Sohmer & Co., to THE RE-
VIEW man on Thursday last. After an un-
eventful series of interviews the remark
was as welcome as "the flowers that
bloom in the spring," and the scribe pa-
tiently waited for further good things from
so eminent an authority. "I think we are
about to see a reaction in the piano busi-
ness," said Mr. Reichmann; "the heavy de-
mand for cheap goods will, I believe, give
way to a commensurate call for high-grade
instruments; people have been taking care
of their money of late, and when they be-
gin to open their pockets, as they un-
doubtedly will the coming spring and fall,
they will buy the better class of goods."
Mr. Reichmann stated that he had at-
tended the formal opening of Hollings-
head, Stults & Woodward handsome ware-
rooms in Baltimore, Md., on Wednesday
last, and that both the musical program
and banquet passed off admirably.
Reference to this event is made in
another portion of this issue.
CAMP & Co.'s new factory, 159 East 128th
srteet, will be in operation around the early
part of May. Ernest Brambach will be su-
perintendent of this establishment.
THE MUSIC TRADE REVIEW.
From a Traveler's Note Book.
A TRAVELER S LIFE—WHAT OLD NOTE BOOKS UNFOLD—CHANGES IN THOUGHT AND METHODS.
BOUND FOR THE WEST—A PIANO SALE INCIDENT—A MANUFACTURER OFFERS A $6oO
PIANO FOR $ I I O — THE EVIL OF SENDING OUT MISLEADING CIRCULARS—GIVES
THE IDEA THAT THERE ARE ABNORMAL PROFITS IN THE PIANO TRADE.
SUCH METHODS SHOULD BE DISCONTINUED—RESUME OF TRADE
CONDITIONS
BANK REPORTS SHOW LATENT FINANCIAL
POWER—NEEDS ONLY CONFIDENCE TO DEVELOP IT.
AUTOMATIC PIANO ATTACHMENTS BOUND TO
CUT A LARGE FIGURE IN THE TRADE.
HE life of a traveler is kaleido-
scopic. There are ever-
changing views constantly
presented to his range of vis-
ion.
I usually file all of ray old
note books, and oftentimes in tracing up
matters my mind is diverted from the arti-
cle which I am looking up to some other
records which catch my eye during my re-
search.
Take my note books for the past ten
years, and what a volume they represent.
Views of different men, many of which are
in direct opposition. In them are recorded
interviews with principal men in the music
trade, from Maine to California, and from
Winnipeg to Vera Cruz.
A man in the trade remarked to me the
other day: "What an interesting time you
must have in your travels, going as you do
North, South, East and West."
I replied, "Yes; but the novelty wore off
many years ago," and while I believe—in
fact, I am confident—I come back from
every trip which I undertake with new and
better ideas which are directly applicable
to my business; for my part, I should
rather prefer, were it not for the "pressing
needs," to remain within the cozy precincts
of No. 3 East Fourteerth street. But,
however, the fates have ruled otherwise,
and speeding Westward do I go.
* *
*
I had my attention called to a matter the
other day by a dealer in Worcester, which I
think would be well to present in the
columns of this paper. While talking with
Mr. M. B. Lamb about the many changes
which the piano business had undergone
during the past few years, he related to me
an incident which occurred only a short
time previous.
He had a sale partially arranged with a
lady who resided near Worcester. The
piano which she had almost decided upon
was a well-known make. I think the price
which she was to pay was something like
$400. Just before the arrangement was
made, she came into his store bringing
with her a circular which she had received
from a New York manufacturer, in which
he stated that he would supply her with a
$600 piano, "all improvements, ' for $110;
and a $500, piano for even less. She at
once opened her batteries upon Mr. Lamb,
to reduce the price, saving that as there
was such enormous profits made in the busi-
ness that he could afford to sell a $400
piano much less if a manufacturer could
sell a $600 piano for $110, that his profits
were something abnormal, and she could
ill afford to pay such a large profit to him.
He must come down considerably in his
price if he expected to make the sale to her.
Mr. Lamb, who is a thoroughly conscien-
tious, careful piano man, one who has es-
chewed all connection with the cheap make,
explained in detail to the lady what she
would purchase in getting the "$600" pi-
ano for the price which the circular named,
but the seed was sown when the circular
was received. It took much talk and per-
suasion on his part to remove the feelings
which were generated by the receipt of a
circular containing the offer to which I
have alluded.
Now, just here I wish to say that 'manu-
facturers who send out such misleading
circulars to individuals throughcut the
country, who are not engaged in trade, are
doing a great injury to themselves and a
still greater one to the trade at large; be-
cause they are educating falsely. They
are giving the idea that there are abnormal
profits in the piano business, when all his-
tory points to the contrary.
What absurdity to say that a $600 piano
can be bought for $110; and how incon-
gruous for a manufacturer who depends
really upcn the music dealers throughout
the country to keep his factory going to
send circulars to private individuals who
reside within territorial limits which he
hopes to dispose of to dealers, and thus
work directly against their interests.
It is just this kind of business which
should be shown up, and every manufac-
turer who persists in doing this kind of
business should be bo}-cotted by every leg-
itimate dealer in the country.
I propose to follow this matter up, and
if this particular man continues in that
line of business I question very much if
his wholesale trade does not take unto it-
self wings and silently steal away.
How can a man expect to sell to a dealer
and flood his territory with circulars offer-
ing to the home buyer pianos at the same
price that he is selling to his agent, and at
the same time under such false representa-
tions of the dealer's profit, and of the pi-
ano's real value?
It is just this sort of teaching on a large
scale that has caused the people of this
country to believe that piano men are mak-
ing abnormal profits in disposing of their
wares, a fallacy which the sooner exploded
the better for all.
I have found trade thus far during my
travels, which have covered a large portion
of the Eastern and Middle States since
January 1st, to be somewhat sporadic. I
find here and there a dealer, a manufacturer
and salesman who talks enthusiastically and
glowingly of his particular.trade; but, how-
ever, the general conditions do not bear out
the statement that trade is good. I hope to
find an improvement as I journey West;
still, reports do not seem to indicate that
such a state of affairs exists in that part of
the country.
* *
* report of the Bank
I notice the annual
Superintendent in New York, which has
been recently transmitted to the Legisla-
ture, shows an increase during the past year
of nearly $48,000,000 in the aggregate of
savings-bank deposits in this State, and
eighty thousand in the number of deposit
ors, the whole number of depositors being
nearly one million seven hundred thousand.
Does not this brief statement show that
there is a latent financial power which only
needs confidence fully restored to bring it
out of its hiding place?
* *
*
Automatic piano attachments—that is one
thing which seems to be interesting a great
number of dealers at the present time.
The piano attachment is going to cut a
large figure in the trade during the next
few years. Some firms will accumulate
fortunes in the manufacture of this particu-
lar adjunct to the piano.
Sohmer & Co.
* • ! TE are doing a good retail business,
y y and I consider the general out-
look for business in high-grade instru-
ments decidedly hopeful," said Mr. Geo.
Reichmann, of Sohmer & Co., to THE RE-
VIEW man on Thursday last. After an un-
eventful series of interviews the remark
was as welcome as "the flowers that
bloom in the spring," and the scribe pa-
tiently waited for further good things from
so eminent an authority. "I think we are
about to see a reaction in the piano busi-
ness," said Mr. Reichmann; "the heavy de-
mand for cheap goods will, I believe, give
way to a commensurate call for high-grade
instruments; people have been taking care
of their money of late, and when they be-
gin to open their pockets, as they un-
doubtedly will the coming spring and fall,
they will buy the better class of goods."
Mr. Reichmann stated that he had at-
tended the formal opening of Hollings-
head, Stults & Woodward handsome ware-
rooms in Baltimore, Md., on Wednesday
last, and that both the musical program
and banquet passed off admirably.
Reference to this event is made in
another portion of this issue.
CAMP & Co.'s new factory, 159 East 128th
srteet, will be in operation around the early
part of May. Ernest Brambach will be su-
perintendent of this establishment.
Future scanning projects are planned by the International Arcade Museum Library (IAML).