Music Trade Review

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THE MUSIC TRADE REVIEW
TWENTY-FIRST YEAR.
•EDWARD LYMAN BILL~»~: —
Editor and Proprietor
tion of trade in every branch of industrial
trade and productive enterprise is not due
to the deliberate plans of any man or com-
bination of men. It is because the ten-
dency exists as the inevitable outcome of
actual conditions and natural laws, that
men are brought into these combinations
by which to gain the best economical re-
sults. While the rapid development of the
great retail store is the most conspicuous
result of the change and always changing
method of business, it is not the only re-
sult. Every business has been affected by
these changes. None, however, so slight
as the piano industry, for it cannot be dis-
puted that the smaH piano manufacturer.
as well as the small piano dealer, closed an
excellent year in 1899, and made more
money than ever before.
remunerated. If the musicians themselves
receive cash for all efforts which result in
actual sales why should not their dealings
in turn with manufacturers be placed on a
strictly business footing? In other words
why should the manufacturers give some-
thing for nothing ?
Why should manufacturers place pianos
in studios, keep them in repair, polish,
3 East 14th St., New York
tune, for years, with free cartage thrown
in,
when they are still paying cash for all
SUBSCRIPTION (including postage), United States.
Mexico and Canada. | t o o per year; all other countries,
$400.
actual services rendered?
ADVERTISEriFNTS, $2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special di-
We know of cases where musicians have
count is allowed. Advertising Pages $50.00, opposite rea j
ing matter $75.00.
secured loans of pianos for years from cer-
REMITTANCES, in other than currency form, should
be made payable to Edward Lyman Bill.
tain manufacturers, and their loyalty to
Entered at the New York Post Office as Second Clou Matter,
those concerns has not at all times been in
NEW YORK, JANUARY 13, 1900.
evidence, for they have taken pains to visit
TELEPHONE NUMBER, 1745-EIGHTEENTH STREET
a number of warerooms to ascertain from
THE KEYNOTE.
~~ ~ ~
whom they could gain the fattest commis-
The first week of each month, The Review wil)
contain a supplement -mbodying the literary
There are peculiar conditions environ- sion. Manufacturers are beginning to un-
and musical features which have heretofore
appeared in The Keynote. This amalgamation
ing this industry which do not exist in any derstand this sort of sham loyalty.
will be effected without in any way trespassing
Another illustration was recently brought
other, and there is no industry where a
on our regular news service. The Review wil 1
continue to remain, as before, essentially a
to
mind: A local musician had for fifteen
1'ji.'i
cr
great
combination
would
be
s
-
o
trade paper.
impracticable and impossible as in this years been furnished pianos free by one
CHANGES AND COMBINATIONS,
line. The opportunities for guerilla war- concern. Cartage and tunings, probably
IT is useless to deplore the change in fare are not even approached in any other cost the manufacturer annually a cash
trade conditions that has to so great a industry.
outlay of about $20.00. Recently the
degree eliminated the wholesale dealer,
While the day of the small man may be concern which had supplied the profes-
jobber, the middle man, and has swallowed practically extinct in some lines, it is far sional with instruments through all these
up or exterminated so large a proportion from that in the piano trade, in both the years thought it necessary to call in that
of the smaller retail dealers in almost all manufacturing and retailing departments. particular piano. The musician visited
other lines save the retailing of pianos.
the warerooms, made an exhibition of
What proportion of this reduction is due
PROFESSIONAL INGRATITUDE.
rather warm temper, and claimed that the
to new methods of retail trade, and not to \ 1 7 E will venture to predict that by the house had shown ingratitude in calling in
the reduced cost of manufacture—the pro-
close of the present year there will the piano. No word of appreciation was
portionate economy, that is, in production not be one-tenth of the pianos loaned out expressed for the loan of the piano during
and in distribution—is a complex question to musical studios that were five years ago. all this period. The instrument was of-
not to be solved off-hand.
Indeed the
Now, one-tenth may seem at the first fered to the musician at an astonishingly
two are so closely associated that they can- blush an extravagant statement, but let us low figure. The lack of appreciation for the
not be entirely separated.
discuss the subject and see the changes courtesy extended for years may be further
In some of the specific examples the which have been going on in this special emphasized when we state that another
greatest reduction probably has been in field for the past two years.
wareroom was visited where the musician
the first cost, yet the better organized
It was customary a few years ago with paid a higher price for a piano of another
methods by which the manufactured goods some firms to loan pianos almost indis- make.
are brought directly to the retail buyer at criminately. There was a well-grounded
These instances of ingratitude are not
the minimum charge are such an important belief that every attention and courtesy rare by any means, and piano manufac-
factor in the ultimate result that we can should be accorded the profession, that the turers are fast arriving at the conclusion
hardly estimate the one without the other. influence of the musicians was tremendous that it pays to deal with professionals only
Many of the old-time musical jobbers have and that manufacturers could not afford to on a strictly business basis.
been swept out of existence by the new run contrary to their wishes in the way of
order of things, but the small retail dealer free loans of pianos. Personally musicians
POINTS TO CONSIDER.
has not been crushed by the general tend- have aided certain manufacturers in many I Sit not a fact that the most successful
ency to consolidation. He is more largely ways, but there are few instances indeed
dealers in this country are the ones
in evidence than ever, and it is a question on record where they have not received who place a strong emphasis upon the
to-day if the small dealer is not better off immediately a cold cash commission for securing of cash business?
than at any time in the history of the trade. all actual sales made. They have not
Is it not a fact that the soundest dealers
At least it cannot be disputed that the been backward in their desire to secure financially as well as the most progressive
small piano dealer occupies a position in- immediate cash returns for services ren- ones, are those who permit the unprofita-
finitely superior to that of his fellow mer- dered, and their demands in this are per- ble installment business to gravitate to other
chant the small drygoods man. He has bet- fectly legitimate as long as they show establishments?
ter opportunities to work upon the taste and genuine returns. But it is this vague,
Is it not a fact that the weakest dealers
inclination of his trade, and he has splendid mythical influence by which manufactur- of the country are the ones who have been
arguments in the way of reduced expense ers have been hoodwinked for many years, catering largely to the sales made on a
to use against the greater music stores.
and not the positive returns which, when- meagre installment basis, securing an ab-
The general tendency toward consolida- ever placed in evidence, have always been surd initial cash payment and trivial sue-
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