Music Trade Review

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THE MUSIC TRADE REVIEW
and the sales of the small dealer will thus
become steadily lessened.
The larger ones too for that matter—for
the territory outside of city limits will be
more thoroughly covered by the catalogues
which contain illustrations of everything
from a Jewsharp to a threshing machine.
Eastern territory will not be free from
that kind of competition.
Some of the large department houses of
the East intend to sell their own pianos.
They intend to advertise them in cata-
logues and magazines.
Would it startle you to learn in the near
future that John Wanamaker controlled
the output of a piano factory, and had
no prescribed territorial limits—in other
words that he catalogued his own piano in
every hamlet in the land?
Would it startle you to learn that Gimbel
Bros., Philadelphia, were behind a recent
piano organization so that they, too, could
catalogue a well-known name and sell where
soever they will throughout the land?
Would it startle you to know that another
cheap department store in New York would
follow precisely the same plans and exploit
wares which they control?
Would it startle you to know this? Well,
if it would, just prepare yourself for the
shock!
The piano problem which dwarfs all
others is the one which we have outlined,
and if the National Association will, it can
become a power in checking this move-
ment. The catalogue houses will not run
factories; they will have nothing to do
with them. They may go through certain
forms to legitimatize certain products by
straw incorporations which mean nothing.
The question resolves itself into this:
How many manufacturers will lend their
names to incorporate concerns for the cata-
logue house trade? How many manufac-
turers will supply them goods with all
kinds of names upon them?
How many manufacturers will give them
absolute control of their output, and per-
mit them to be free lances in the matter of
territory and prices?
As long as pianos are sold within defined
territorial limits, under price regulations
laid down by the manufacturer who has a
reputation at stake, it is well.
But cross the line.
What then?
The same conditions that grim old war-
rior, General Sherman, applied while de-
fining war.
AN INTERCHANGE OF VIEWS.
TTHE plan of bringing dealers and man-
ufacturers together at the forthcom-
ing Convention of the Piano Manufactur-
ers' National Association, to be held in this
city next May, seems to be commanding
more than an ordinary share of interest.
The abuses of trade ethics which prevail
to such an alarming extent are of deep con-
cern, and their eradication, or the adoption
of some panacea to that end, is a matter
that can be best brought about by an inter-
change of opinions such as will doubtless
occur at this gathering. Manufacturer and
dealer alike have begun to realize the great
benefits which accrue from organization
with the result that apparent opposition or
indifference is being replaced by a lively
interest.
At the last National Convention those
present placed themselves on record as
comprehending the importance of the
dealer as a factor in solving the many in-
tricate and vital subjects which need refor-
mation or abolition in the industry, hence,
it was recommended that local' associations
be formed. Little progress has been made,
so far along these lines yet we hope to see
the matter taken up anew at the next con-
vention and with more satisfactory results.
A prominent dealer speaking with The
Review on the subject this week said:
"Local organizations will not be formed
voluntarily, for prejudices and contentions
prevent it. I would recommend, however,
that the National Association appoint or-
ganizers in States who would- cover" cer-
tain territory and bring retailers into line.
This idea is not original, it has been tried
in many other industries in all instances
with remarkable success, a percentage
of the entrance fee paid by each dealer
being applied to the expenses incurred by
the organizer.
"Dealers do not yet fully comprehend
the benefits to be derived from united ef-
fort; the closer communion into which it
would bring them with manufacturers or
the many necessary measures of trade re-
forms that could be instituted.
"In association matters generally, it is
frequently necessary for one or a few men to
make great sacrifices inorder that the work
may be carried on, and there is sometimes
a good deal of feeling by those actively en-
gaged in the work owing to this fact. I
believe that this arises more from the lack
of a full understanding of the situation on
the part of the average dealer than from
any willingness or desire to unload the
work upon the shoulders of a few. The
average business man of to-day is so thor-
oughly immersed in his own affairs that
wrongly, I believe, but surely, it is difficult
for him to give sufficient thought to the
broader and more important phases of
commercial life which in the end really
have more to do with a satisfactory bal-
ance on the right side of the ledger than
he imagines.
"Retailers or dealers associations, intelli-
gently directed, would afford, in my opin-
ion, a reasonable and satisfactory solution
of many of the annoying and even distress-
ing difficulties which concern the average
piano man of to-day. Concentration and
organization seem to be the key words of
twentieth century business methods, and,
while the piano dealer has been among the
last to recognize this fact and to take it up
vigorously, I hope that he will see its im-
portance by giving the matter considera-
tion at an early date, and that the National
Association will take the lead by mapping
out a plan of campaign."
There is much to think over in these re-
marks. The National Association can do a
great deal toward uplifting, benefiting and
solidifying the whole business fabric of
our industry. So far much has been ac-
complished-—more than many think—but
perfection has not yet been attained nor has
the work well begun been by any means well
completed. Far from it. As the National
Association grows in membership, new
avenues of usefulness open up. Fresh pos-
sibilities become apparent, new features
develop, a better and even higher condi-
tion is demanded. But one and all must
be forcibly impressed with the belief that
through this work, earnestly and diligently
pursued, higher methods of merchandizing
will be inaugurated, both in wholesale and
retail fields.
The direct interests of manufacturer and
dealer are mutual and trade betterment
can best be brought about and accom-
plished, by laboring in that spirit with full
accord and a proper understanding with
each other.
THE BATTLE FOR SOVEREIGNTY.
T H E entry of the United States into the
world's commercial arena continues
to be the subject of discussion by the
prominent men and newspapers of Europe.
Only this week, Sir Chas. Dilke declared
in the Paris Figaro that it is not Germany
but the United States that is Great Bri-
tain's chief rival, and he is of the opinion
that all European nations should sink their
mutual jealousies in face of the competi-
tion they must meet from this continent.
He is also of the opinion that South America
should be included with the United States
as a future competitor in the European
field. He suggests no way to avert this
formidable rivalry. Like the English
journals, he seems to have accepted with
remarkable equanimity the general opinion
that Great Britain has lost her pre-emi-
nence among the nations of the world in
export trade. The United States is given
first place by last year's figures. Great
Britain the second, and Germany the third.
Moreover, J;he percentage of increase for