Music Trade Review

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THE MUSIC TRADE REVIEW
CONCERNING PRICES AND OTHER THINGS
Hugo Sohmer, of Sohmer & Co., reply-
ing to a query from The Review on current
styles in uprights during a visit to the new
Sohmer warerooms on Thursday, said that
there is at present a distinct and growing
tendency among purchasers toward plain-
ness in paneling. Of the forty Sohmer
styles now current, quite a number for the
fall trade have plain and etched panels,
whereas in previous years carved relief
designs were in vogue.
Mr. Sohmer remarked also that in orders
from representatives the larger and most
costly of the styles in uprights lead in de-
mand. Several new styles have recently
been added, including one with painted
panels and an elegant Sohmer example in
white and gold. The anticipated big call
for Sohmer Baby Grands is evidently about
to be realized. The Sohmer Baby Grand
and Parlor Grand are much in vogue among
people of moderate means who live in their
own detached or semi-detached residences.
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Replying to a question as to the possible
attitude of Sohmer representatives in the
event of raised prices resulting from in-
creased rates now current for raw material,
Mr. Sohmer said, " Our representatives, I
am happy to say, are thinking men as well
as being men who act. They know, as
well as you and I do, that the cost of
production for each Sohmer piano can-
not go below a certain figure, and
they know, therefore, that the cost is
raised proportionately when the materials
from which it is made are increased
in price. An increased output does not
balance it up, because that means in-
creased facilities and other extraordinary
expenses. With this knowledge, why
should you doubt their attitude if our rates
are increased? I am quite sure they will
respond most loyally."
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Henry B. Fischer, of J. & C. Fischer,
during a brief talk with The Review on
Thursday, said, in reply to a question as to
the firm's attitude in the matter of ad-
vanced prices for the fall, that an increase
must inevitably come, just as soon as new
stock takes the place of that now on sale.
Concerning the dealers' view of a possi-
ble increase, Mr. Fischer said that, to the
best of the firm's knowledge and belief, the
Fischer representatives fully realize what
an increase in the price of raw material
means to the manufacturer. ' 'Piano makers
generally have been working on close mar-
gins for a long time," said Mr. Fischer,
"and now, when a marked and apparently
permanent increase takes place in the price
of woods and metals for supplies, they
must either be content to accept less than
a living profit or they must raise the prices
of their instruments.
" I cannot see any plausible reason for
objections to an increase in price of instru-
ments proportionate with the advanced
price of supplies. It is a sound business
proposition, and it is only by conducting
business on such a common-sense basis
that success, can be achieved or an estab-
lishment maintained. The increased price
of raw material has been brought about by
an increased demand, indicating prosperity.
"This means that people are not going to
quibble about a slight difference of price
in pianos. More money is being earned
and more money can and will be spent.
The live dealer who understands values,
therefore, if prices are justly raised, has no
legitimate cause for complaint."
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he thinks—and thinks deeply—about these
products, and if you get him in the right
humor he will tell you why it is that the
Schubert has been in favor with enterpris-
ing dealers ever since it was first placed
on the market. His reasons are many—
and they are good. They are listened to
respectfully because he talks of what he
knows.
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What Peter Duffy does not know about
pianos and the people who make and sell
them is, truly, not worth knowing. Men-
tion a certain make of piano, and he will
tell you, if you wish it, its strong points
"Musical Instruments" is the title of a and its weak ones. Mention a firm manu-
pretty little brochure just issued by that facturing or said to be manufacturing
great Western house of Lyon & Healy. It pianos, and, if you express a desire to gain
contains illustrations and descriptive mat- light, he will tell you the exact facts, so
ter of an endless variety of musical in- far as trade ethics and his own keen sense
struments suitable for premiums. The of propriety will allow him to do so. He
covers are attractive and on one are two lines is respected in the trade for the reason,
which it is well to consider inasmuch as among other things, that he understands
they are expressive concerning the magni- trade ethics, and appreciates the necessity
tude of the business done by Lyon & of observing them.
Healy. They are "Sales to date, over
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29,000,000."
What astounding figures, what enormous
business transactions they reveal!
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There has lately been much speculation
regarding the origin of the word " t i p . "
The truth is that in an old English tavern
a receptacle for small coin was fixed in a
conspicuous place, over which appeared in
writing: " To insure promptness." What-
ever was placed in the box was divided
among the servants. Other taverns fol-
lowed the example, and soon the words
were abbreviated to T. I. P.
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Among the quiet yet practically effec-
tive workers in the piano manufacturing
iudustry in this city are the firm-members
of Newby & Evans. Mr. Newby is rarely
away from his post of duty at the factory.
He exercises a keen supervision over the
several departments, and it is largely due
to his tireless watchfulness that the Newby
& Evans products hold their present
position among creditable Eastern manu-
factures, " always reliable, always up to
a good standard."
" Ricca" pianos, Styles D and DX, will,
it is announced, be hereafter known as
"Arlington" pianos. In about two weeks
four additional styles in uprights will be
placed in the Ricca catalogue of 1899-
1900, now in preparation. They will be
named Ricca styles, E, F, G and K.
"It is intended," said a member of the
firm to The Review on Wednesday, "that
these new Ricca products shall be strictly
high-grade, and the closest attention is
being paid to all details connected with
their construction."
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When John Ludwig, of Ludwig & Co.,
is asked for news items, he usually sums
up the situation by saying, in effect, that
anyone with an observing eye and a listen-
ing ear can gather news easily concerning
Ludwig & Co. without putting any pointed
questions to the firm partners. That is
not half a bad way of stating it, either.
The observing eye can readily note the
men working on the main floor, most of
them in the front part being visible from
the office, and can witness them moving
rapidly hither and thither in fulfilment of
their several tasks.
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John Evans, of Newby & Evans, has
done his full share, too, in keeping up the
Among the visitors at the new Sohmer
firm name to a proper level. His person- warerooms this week were C. C. Grinnell,
ality makes him a welcome visitor every- of Grinnell Bros., Sohmer representatives
where. No matter how ruffled the person at Detroit, and the Misses Spargo, of
called upon may feel at the moment when Hazelton, Pa., daughters of the late William
Mr. Evans enters his presence, the friendly Spargo, Sohmer representative at Hazel-
greeting and unassuming demeanor of this ton, Pa. The daughters will probably con-
truly representative manufacturer "calms tinue the business.
the tempest and subdues the storm."
William P. Daniels of the Mason & Ham-
And he can conduct negotiations quite as lin Co., started early in the week on his
successfully as the cyclone occasionally met vacation. He will spend part of the time
with, if not better.
yachting in Maine waters.
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William O'Shea of the new Bradbury
Peter Duffy, president of the Schubert warerooms in Fifth Avenue has been the
. Piano Co., does not talk about the Schu- recipient of many congratulatory messages
bert products as a rule except to visiting on the accession of a daughter to his house-
dealers or others who mean business, but hold.
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