Music Trade Review

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THE MUSIC TRADE REVIEW
Hugo Sohmer Talks on Fall Trade
AND OTHER TOPICS OF GENERAL INTEREST TRADE REFORMS—THE NEED OF A CREDIT
SYSTEM PIANO ARCHITECTURE GRAND APPRECIATION OUTLOOK FOR EXPORTS
PRICES OF PIANOS THE "COMMERCIAL" PIANO VALUE OF TRADE JOURNALS.
In the course of a round of visits in the
called at the Sohmer warerooms. After
-an exchange of greetings, it was noted
that Hugo Sohmer had just disposed of
his morning's mail and was enjoying a
brief respite from the almost incessant
•demands made upon his time by corres-
pondence and customers.
The opportunity to learn Mr. Sohmer's
views on current topics seemed too good to
be lost. The Review therefore determined
to secure for its readers his opinions,
always well worthy of consideration by
reason of his experience in the business of
piano manufacturing and the conspicuous,
uncontradictable fact that owing to his
enterprise and sound judgment the firm
of Sohmer & Co. hold a foremost place in
the ranks of those who have earned legiti-
mate prosperity.
"Mr. Sohmer," said The Review, "do
you think that with the passing of the new
Tariff law our old-time prosperity will
return?"
"Certainly I do," he replied, without
hesitation, "but I am not sanguine enough
*to look for any sudden improvement. A
year from now, perhaps, when the pro-
posed changes have made their effects felt
through every section of the country, there
ought to be, and I believe will be material
signs of a strongly marked change for the
better. Still, from now on, a gradually
growing difference will be plainly per-
ceptible."
"From this, The Review gathers that you
look for a healthy fall trade this year, and
a somewhat greater demand in proportion
than was experienced in the fall of 1896?"
"Yes," responded the head of the house
of Sohmer, "even without the new tariff
we were making; ready for a big call in
September and following months. With
it, I think a satisfactory season can reason-
ably be expected.
"One thing we have to bear in mind in
connection with anticipated prosperity on
the strength of new tariff legislation.
The piano and kindred trades must wait
for their share in the promised good for-
tune. Direct benefit must, naturally, be
enjoyed first of all in those branches of in-
dustry dealing with the necessities of life.
We furnish the people with luxuries—
things they can do without until money is
plentiful. Hence, as I said in effect just
now, it would be foolish for us to expect a
sudden change in the near future. Those
who make calculations on any such basis
will be sadly disappointed. We must be
content to wait until it comes to our turn,
meanwhile enjoying whatever extra patron-
age the luckiest of fortune's favorites may
place within our reach."
"How does the volume of Sohmer busi-
ness during the past twelve months com-
pare with that of the year preceding?"
"Favorably. Like all other manufacturing
firms in which the books are systematically
kept, we can readily compare, month by
month. Not very long ago I went over
the ground indicated in your question and
found that each month of the twelve just
past shows an increase over the correspond-
ing period of the year before. I noted
that the increase was more remarkable in
the local retail departments than in the
wholesale. The latter, however, shows a
good average of increase right along."
' 'It is well known, Mr. Sohmer, that you
keep abreast of the times, and it is also
well understood that you have the interests
HUGO SOHMfcR.
of the trade at heart, doing all you can to
help in maintaining its prestige and
dignity. What is there, at this present
time—taking, as it were, a bird's-eye
view of the piano manufacturing industry-—
that, in your judgment, needs reform?"
"Looking at the trade from the stand-
points you suggest," Mr. Sohmer answered,
"there is but one important matter I care
to mention. But I deem it very important
and worthy, I think, of serious considera-
tion. The system of credits now existing
in the trade is, in my opinion, too loose.
It needs careful readjustment upon a more
safe and prudent basis. Such reform, if
wisely carried out, would be highly bene-
ficial to all parties. Credit is necessary
in every branch of commerce, but I take it
that there is something to be learned by
us from other industries in this matter."
"Concerning some of the more recent in-
stances where names of firms and trade
marks have been imitated with seeming
fraudulent intent, do you agree with The
Review that piano manufacturers ought to
unite without further delay for self-protec-
tion?"
"I do. For certain reasons I have re-
frained thus far from participating in
movements having this or similar ends in
view, but it would be an immense benefit,
in my opinion, if, as in Germany, manu-
facturers joined for protection of commer-
cial interests against fraud of every kind.
Properly managed, in a business-like way,
for business purposes, much good could
and doubtless would ensue."
"Do you look for any radical changes of
style in piano making, Mr. Sohmer?"
"No. Those at present in use appear to
meet ordinary requirements. If there is
any fault, I think it may be that customers
do not get a sufficient choice. The rule of
our firm has always been to keep a good
variety of styles. Some firms, on the
contrary, are averse to variety. Our
experience has proved that the greater
the choice we have to offer the better
the chance of doing business. There
is one point I think of. It has often
occurred to me that we in the United
States hardly treat this matter of
variety in styles with sufficient con-
sideration. In Europe, experts—the
very best that can be found—are kept
constantly at work making new de-
signs. It is the rule. Here it is the
exception, and if we are to maintain a
strictly up to date attitude we must
pay more attention—and, incidentally
more money-—for a development of
this branch of our industry."
"What veneers are most in demand
for the Sohmer pianos?"
"The call for mahogany veneers
largely exceeds that for cases of any
other wood."
"Judging from observation, Mr. Soh-
mer, do you think purchasers of pianos
lean, in their desires, more to grands
than to uprights?"
"Yes, the tendency is in that direc-
tion among those who are able to
procure instruments at good figures.
For that reason, as well as others, we have
developed our "Baby Grands," until now
we are able to give visitors and repre-
sentatives a choice of four styles. This
is unusual, but necessary. Nor have we
had any occasion to regret our enterprise
in this branch."
"How about exports, Mr. Sohmer? What
is the outlook for the exportation of Amer-
ican pianos in the near future—any better
than in the past?"
" I am afraid not," was the response.
" So far as Europe is concerned at any rate.
People over there have their own ideas
about pianos, and we can hardly undertake,
after all expenses are paid, to supply the
best of our products at a price liable to
tempt purchasers away from home manu-
factures. But in the other direction the
outlook I think is very bright. Mexico,
Central and South America, and neighbor-
ing places are full of promise for us. Even
in the Orient there is a growing demand.