Music Trade Review

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THE ADVANTAGE OF CASH.
T H E average piano merchant recognizes
the fact that prosperity is all over
the land, and possibly to a greater extent
than ever heretofore, with the prospect of
staying with us for an extended period.
He realizes also that the wage-earner for
the services he can render receives a great-
er remuneration than he has been getting
for many years past, therefore he is placed
in a position where he is enabled to purchase
better home accessories than has been his
lot for many years. He realizes too that
when such conditions prevail it pays to
make a stronger effort than ever for the
securing of large slices of cash trade. He
recognizes the obvious advantages of sell-
ing for cash. Then, too, if he has figured
minutely into the real cost of selling pianos
he knows well that the extended credit
business is not profitable, and that while a
large business looks well on paper when
its net profits are boiled down they are
very small indeed. He realizes too that
the loss from poor collections, people who
move away, the details of bookkeeping,
collecting, freights, salaries, advertising,
all run up into astonishing figures, and
when pro-rated among the pianos which
are sold annually, there is oftentimes a
surprising cost figure to attach to each
instrument.
From careless or indifferent habits the
expense account in connection with piano
sales is very largely increased to an extent
that is really surprising if each item is not
followed up closely in detail. In fact there
are some men conducting retail establish-
ments in such a loosely jointed way that the
result of these habits cause a veritable sieve
in the line of expense through which is fil-
tered the year's profits.
A well-known Western dealer while dis-
cussing this subject recently, in the office
of The Review, remarked: "We have cost
schedules on the expense of selling pianos,
both in city and in country, and we care-
fully figure everything which enters into
the expense of our business, and the man
who fails to do this is rearing his business
edifice on a foundation of sand which may
cause the structure to crumble at any mo-
ment. We use all the intelligence and
brains of everyone connected with our es-
tablishment to the end that they may ren-
der better and more faithful services in
the way of securing cash sales. Since The
Review first began to agitate this matter
we have got well out of that unprofita-
ble part of the installment business, and
our condition to-day is satisfactory, as both
my partner and myself are keenly alive to
the benefits of securing cash business.
When I come East I buy for cash, and I
THE MUSIC TRADE REVIEW
n
secure all the advantages which I can from
the manufacturers, and I find that cash is
a mighty persuasive sort of an argument
to use in arranging for a carload or two
of pianos."
umentary proofs that the edition of The
Review reaches more than several thous-
and copies per week. We have carefully
refrained from making exaggerated state-
ments, we have persistently refused to pay
tribute to the blackmailing propensities of
certain newspaper agencies, and as a con-
sequence thereof have invariably failed to
receive justice at their hands.
We have in mind two malicious attempts
to injure The Review by the publication
of false statements. One concern now has
several law suits on hand brought by repu-
table publications who have been com-
pelled to right the wrongs done them
through expensive legal procedure. The
expense, annoyance and time lost in seek-
ing redress in the courts hardly warrants
one in bringing legal action. Piano manu-
facturers who have in time past taken legal
measures against the journalistic black-
mailer have found that his wily elusive-
ness in something astounding. It is the
same with all creatures of that class.
SOUTHERN JUSTICE.
DIANO manufacturers have had many
unhappy experiences in some of the
Southern States where law and right are
not always found together. There is a
well grounded belief among some manu-
facturers that too frequently there is collu-
sion between the lawyers who represent
them and the parties from whom they are
endeavoring to secure rightful claims.
It does seem strikingly odd why a lawyer
should be drawing fees from both sides as
well as from several companies which he
helps to organize which are direct outcomes
of business dealings between his clients.
Some of the time he may sit on the bench
and dispense justice and at the same time
draw fees from these different parties for
whom he is supposed to work.
It is pretty difficult for a far away man-
ufacturer to secure his rights in such local-
ities as Roanoke, Va., for instance, where
oftentimes the companies which change
names over night are intimately associated
with lawyers and the courts to such an ex-
tent that the very men whom Northern
manufacturers employ to protect their
rights are interested in these chameleon-
like corporations.
There will be an overhauling of these
matters some day, because manufacturers
in the North will refuse to maintain busi-
ness dealings in localities where they are
afforded such farcical protection in the lo-
cal courts. There are many honorable
dealers throughout the South, and unfor-
tunately for the South's good name, there
are many dishonorable ones as well, but
the law as it is dispensed in many South-
ern towns, does not afford \ manufacturer
the protection which his interests demand.
REVIEW GRAINS.
T H E slogan of the progressive dealer
this year will be a quality leader in-
stead of a price leader, and it is that very
question of quality which will stiffen the
vertebrae of every piano salesman in
America. If quality is talked instead of
price, business is built up, is broadened,
public confidence is restored, but when
quality is side-tracked for a price leader
business begins to degenerate and run
down at the heel. It becomes warped
and crooked. Confidence is lost. If we
want to hold a good business we want to
get on a good quality kopje and instead of
having our reserves laagered in price let it
be quality. No better trade slogan for the
year.
T H E R E are some papers to-day which
have not graduated from the school
of indiscriminate puffery. Practically the
same language is used in referring to all
pianos, whether of the highest or the lowest
grade. No apparent effort is made to se-
cure news,but poorly written sentences em-
bodying school-boyish praises seems to be
about their only stock in trade. What
value such journals possess to manufac-
turers is indeed difficult to determine.
INCORRECT RATINGS.
A LL the ratings of newspaper agencies
regarding circulation amount to noth-
ing in face of actual proofs supplied by the
publisher in the way of paper, binding and
postal receipts. There are some news-
paper agencies which .are organized on
lines which closely approximate blackmail. ' ' T_T OW do you keep so young? " asked
The Review of a well-known mem-
A petition from them for an itemized state-
ment regarding circulation is usually supple- ber of the trade recently, who, although
mented by an urgent request for an adver- well advanced in years, is as sprightly as a
youth.
tisement.
"Work," he replied. "It is the best
We have invariably taken the position
that our advertisers only are interested in tonic for remaining young and vigorous.
the circulation of The Review, and to them More men rust out than wear out. I never
we are willing to submit unquestionable doc- went into speculating, and I learned easily