Music Trade Review
Issue: 1902 Vol. 34 N. 4 - Page 6
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE m\JSlO TRHDE
TWENTY-THIRD YEAR
EDWARD LYMAN BILL,
EDITOR AMD PROPRIETOR.
J. B. S P I L L A N E , MANAGING EDITOR.
!
THOS. CAMPBELL-COPELAND
EMILIB FRANCIS BAUER
AVALDO E. LADD
GEO. W. QUERIPEL
A. J. NICKLIN
Every s a i f i n t 3 East utb Street, New York
SUBSCRIPTION (including postage"*, United States,
Mexico iiP'i Canada, $2.00 per year; all otlier countries,
$4.00.
*
ADVERTISEHENTS, f 2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages $50.00; opposite
reading matter, $75.00.
REniTTANCES, in other than currency form, should be
made payable to Edward Lyman Bill.
Entered at the New York Post Office as Second Class Matter.
NE\(T YORK, JAN7 25, 1902.
TELEPHONE NUMBER, 1745-E1QHTEENTH STREET.
On the first Saturday of each month
THE
The Review contain*) in its "Artists' De-
ARTISTS 1
partment" all the current musical news.
DEPARTMENT Th'is'i'seffected w'itlmut in any way tres-
passing on the size or service of the trade
section of the paper. I t has a special circulation, and
therefore augments materially the value of The Review
to advertisers.
DIRECTORY OF
The directory of piano manufac-
PIANO
turlng firms and corporations found
MANUFACTURERS on page 2!> will be of great value as
a reference for dealers and others.
n i l
•
•
-
EDITORIAL
Don't overli ok the Review offer of $100 In cash
prizes on page 11. Details will interest you.
KINDS OF ARGUMENTS.
F a salesman secures
orders simply by the
argument of low prices,
then it matters little and
he need not read this ar-
ticle further. But if his house, is handling or
making a good line, it should be his strong-
est argument that there is no competition on
price.
We can name pianos in which the matter
of quality is so far removed that it does not
enter as a competing factor.
Too many salesmen have dropped into that
easy habit of talking price. It is often ob-
served that manufacturers attain to the high-
est rank by freely advertising a high price
and a correspondingly high quality—for in-
stance, that successful combination of brains
and capital—the iEolian concern.
A failure on the part of salesmen to secure
high prices should be looked upon as a con-
fession of failure, because the real ability of
a salesman is in presenting special points of
excellence, and not in merely relying upon
the matter of price. Furbush talks quality
and excellence. Won, too, has he not?
Decrying the other fellow only advertises
him, and whenever the salesmen or other peo-
ple are found jumping on a company and
slurring their product, it usually creates an
interest on the part of the customer which
terminates in that customer calling upon the
very firm which was slurred.
The real test of ar-
gument— The ques-
tion of quality should
not be overlooked—
What hammering the
other fellow often-
times means — Win-
ning points.
It does not pay to disparage a competitor.
It takes considerable skill and ability to
properly present the line in which one's own
interest directly dies.
Truth is very convincing and the slightest
untruth is against the whole line of arguments
which a salesman has been following for
some time.
Stick to facts—quality and special points—
whether in wholesale or retail fields.
GOODMORNING! HAVEYOU USED
say r get out while there is yet time. Men
cannot stand still in business.
Remember, business success means vigor-
ous methods, quick selling, fair profits, qual-
ity above price, and sure receipts.
OPEN TO CRITICISM.
\' v
"T HAT kind of adver-
tising which is col-
loquially termed fake or
misleading advertising,
still obtains in some sec-
tions of the country where the rays of busi-
ness fairness have not penetrated. There is,
however, a manifest desire on the part of
many dealers to remove this annoying fea-
ture of modern piano life far beyond the pos-
sibility of harm. ,
'
.
The grievance committee of the Piano Man-
ufacturers' National Association have had
their little whirl at this vexatious problem,
and the Dealers' Association proposes to de-
vote some little time and energy toward the
uprooting of the evil.
We have before us an advertisement which
the Apollo Co. could soundly allege was
unfair to their interests:
That p e r p l e x i n g
question of advertising
—Seeking a solution to
this vexatious part of
piano life—An unfair
Apollo ad by Freder-
ick.
r* OOD times, these,
and just such times
which every business
man should take full ad-
vantage of; and, now
then, just a word with you, Mr. Piano Man.
There are big things in store for you in this,
year 1902. A closer touch with every unit
of your staff—that word "touch" is a very
convenient word in the piano and journalis-
tic trade—will effect a metamorphosis that
will impress the local people with the convic-
tion that there are pianos, and pianos.
Never mind about criticism, it is results
you are after, and there are always plenty of
PIANO PLAYERS at $145.
men whose business wires are grounded, who APOLLO
Regular price $225 ; used but little.
We have a limited number;
we don't
keep on criticising, influenced largely by the
handle them ; must sell quickly.
fact that they do not know just how to win ORPHEUS GRAND and Fifty Rolls of Music,
at $360.
themselves, but would like to try to belittle
Regular price, $550. Fine walnut case;
magnificent instrument.
Only one we
another fellow who is forging ahead.
have, and we must have the room; hence
great reduction.
What a difference in piano stores! It is The the reason
why—this store had a most
year. It must improve its big six-story
inspiring to breathe the atmosphere of some successful
building. Need a new and improved elevator.
real live, up-to-date stores we can mention. Contract for work is let. Contractor in a hurry to
begin. But we must clear the house. Car loads
It pays everyone of us to cut loose occasion- of new goods "eating their heads off" in storage.
This sale must close out 200 pianos. It's a chance
ally from one's own business apron strings of a lifetime.
We allow car fare for 50 miles to every
and get in touch with the world of scientific
purchaser.
Frederick's
merchandising.
Mammoth Music Store,
Reach out! It is astonishing how close to
G. Schroede, Manager.
633 Smithfield St., near 7th ave., Pittsburg, Pa.
you sometimes rich things are; right within
The exploitation of Apollo players in quan-
your grasp, in fact. The territory is around
tities
would seem to give rise to the belief
about you, miles of it, some sections sparingly
inhabited, but more of it with a good solid that they came through some other than the
exchange source, and the enormous cut in
piano-buying population.
price
is plainly made to damage the local
Why don't you reach them ? Don't sit back
and howl about competing houses, and all Apollo agent.
Fredericks' music store has an excellent
sorts of things; show the people what you
have given them the opportunity to examine. standing in Pittsburg, and we regret to see
The little piano merchant need not be the manager resort to methods which have
alarmed at competition, providing he exer- the effect of discrediting a competitor's wares
cises a reasonable amount of judgment in the in the estimation of the public. The Apollo
Co. have maintained a price schedule which
conduct of his affairs.
He cannot expect to bask in the smile of has been closely adhered to by their agents.
Business soap to
polish up the system
now in use— Piano
stores that are refresh-
ingly up-to-date—-The
advantage of Push.
public approval unless he does something.
IS PLAYING A NECESSITY?
Our sympathies, naturally, are with the
A READER asks: "Is
Better to have busi-
small man, and for years we have devoted
ness ability than to
it essential that a
know how to play the
months of travel among the small dealers in
piano—A good musi- piano salesman should
every section. It is true, some of them seem cian n o t always a play the piano?" Natu-
a trifle discouraged; but, as a matter of fact, good salesman.
rally, the ability to play
the bright, wideawake men do not feel that is a powerful adjunct in salesmanship qual-
way because they are forging ahead, and to ities; but there are plenty of good players
those who have gotten into the rut, we should who are exceedingly poor salesmen, and if we
THE m\JSlO TRHDE
TWENTY-THIRD YEAR
EDWARD LYMAN BILL,
EDITOR AMD PROPRIETOR.
J. B. S P I L L A N E , MANAGING EDITOR.
!
THOS. CAMPBELL-COPELAND
EMILIB FRANCIS BAUER
AVALDO E. LADD
GEO. W. QUERIPEL
A. J. NICKLIN
Every s a i f i n t 3 East utb Street, New York
SUBSCRIPTION (including postage"*, United States,
Mexico iiP'i Canada, $2.00 per year; all otlier countries,
$4.00.
*
ADVERTISEHENTS, f 2.00 per inch, single column, per
insertion. On quarterly or yearly contracts a special dis-
count is allowed. Advertising Pages $50.00; opposite
reading matter, $75.00.
REniTTANCES, in other than currency form, should be
made payable to Edward Lyman Bill.
Entered at the New York Post Office as Second Class Matter.
NE\(T YORK, JAN7 25, 1902.
TELEPHONE NUMBER, 1745-E1QHTEENTH STREET.
On the first Saturday of each month
THE
The Review contain*) in its "Artists' De-
ARTISTS 1
partment" all the current musical news.
DEPARTMENT Th'is'i'seffected w'itlmut in any way tres-
passing on the size or service of the trade
section of the paper. I t has a special circulation, and
therefore augments materially the value of The Review
to advertisers.
DIRECTORY OF
The directory of piano manufac-
PIANO
turlng firms and corporations found
MANUFACTURERS on page 2!> will be of great value as
a reference for dealers and others.
n i l
•
•
-
EDITORIAL
Don't overli ok the Review offer of $100 In cash
prizes on page 11. Details will interest you.
KINDS OF ARGUMENTS.
F a salesman secures
orders simply by the
argument of low prices,
then it matters little and
he need not read this ar-
ticle further. But if his house, is handling or
making a good line, it should be his strong-
est argument that there is no competition on
price.
We can name pianos in which the matter
of quality is so far removed that it does not
enter as a competing factor.
Too many salesmen have dropped into that
easy habit of talking price. It is often ob-
served that manufacturers attain to the high-
est rank by freely advertising a high price
and a correspondingly high quality—for in-
stance, that successful combination of brains
and capital—the iEolian concern.
A failure on the part of salesmen to secure
high prices should be looked upon as a con-
fession of failure, because the real ability of
a salesman is in presenting special points of
excellence, and not in merely relying upon
the matter of price. Furbush talks quality
and excellence. Won, too, has he not?
Decrying the other fellow only advertises
him, and whenever the salesmen or other peo-
ple are found jumping on a company and
slurring their product, it usually creates an
interest on the part of the customer which
terminates in that customer calling upon the
very firm which was slurred.
The real test of ar-
gument— The ques-
tion of quality should
not be overlooked—
What hammering the
other fellow often-
times means — Win-
ning points.
It does not pay to disparage a competitor.
It takes considerable skill and ability to
properly present the line in which one's own
interest directly dies.
Truth is very convincing and the slightest
untruth is against the whole line of arguments
which a salesman has been following for
some time.
Stick to facts—quality and special points—
whether in wholesale or retail fields.
GOODMORNING! HAVEYOU USED
say r get out while there is yet time. Men
cannot stand still in business.
Remember, business success means vigor-
ous methods, quick selling, fair profits, qual-
ity above price, and sure receipts.
OPEN TO CRITICISM.
\' v
"T HAT kind of adver-
tising which is col-
loquially termed fake or
misleading advertising,
still obtains in some sec-
tions of the country where the rays of busi-
ness fairness have not penetrated. There is,
however, a manifest desire on the part of
many dealers to remove this annoying fea-
ture of modern piano life far beyond the pos-
sibility of harm. ,
'
.
The grievance committee of the Piano Man-
ufacturers' National Association have had
their little whirl at this vexatious problem,
and the Dealers' Association proposes to de-
vote some little time and energy toward the
uprooting of the evil.
We have before us an advertisement which
the Apollo Co. could soundly allege was
unfair to their interests:
That p e r p l e x i n g
question of advertising
—Seeking a solution to
this vexatious part of
piano life—An unfair
Apollo ad by Freder-
ick.
r* OOD times, these,
and just such times
which every business
man should take full ad-
vantage of; and, now
then, just a word with you, Mr. Piano Man.
There are big things in store for you in this,
year 1902. A closer touch with every unit
of your staff—that word "touch" is a very
convenient word in the piano and journalis-
tic trade—will effect a metamorphosis that
will impress the local people with the convic-
tion that there are pianos, and pianos.
Never mind about criticism, it is results
you are after, and there are always plenty of
PIANO PLAYERS at $145.
men whose business wires are grounded, who APOLLO
Regular price $225 ; used but little.
We have a limited number;
we don't
keep on criticising, influenced largely by the
handle them ; must sell quickly.
fact that they do not know just how to win ORPHEUS GRAND and Fifty Rolls of Music,
at $360.
themselves, but would like to try to belittle
Regular price, $550. Fine walnut case;
magnificent instrument.
Only one we
another fellow who is forging ahead.
have, and we must have the room; hence
great reduction.
What a difference in piano stores! It is The the reason
why—this store had a most
year. It must improve its big six-story
inspiring to breathe the atmosphere of some successful
building. Need a new and improved elevator.
real live, up-to-date stores we can mention. Contract for work is let. Contractor in a hurry to
begin. But we must clear the house. Car loads
It pays everyone of us to cut loose occasion- of new goods "eating their heads off" in storage.
This sale must close out 200 pianos. It's a chance
ally from one's own business apron strings of a lifetime.
We allow car fare for 50 miles to every
and get in touch with the world of scientific
purchaser.
Frederick's
merchandising.
Mammoth Music Store,
Reach out! It is astonishing how close to
G. Schroede, Manager.
633 Smithfield St., near 7th ave., Pittsburg, Pa.
you sometimes rich things are; right within
The exploitation of Apollo players in quan-
your grasp, in fact. The territory is around
tities
would seem to give rise to the belief
about you, miles of it, some sections sparingly
inhabited, but more of it with a good solid that they came through some other than the
exchange source, and the enormous cut in
piano-buying population.
price
is plainly made to damage the local
Why don't you reach them ? Don't sit back
and howl about competing houses, and all Apollo agent.
Fredericks' music store has an excellent
sorts of things; show the people what you
have given them the opportunity to examine. standing in Pittsburg, and we regret to see
The little piano merchant need not be the manager resort to methods which have
alarmed at competition, providing he exer- the effect of discrediting a competitor's wares
cises a reasonable amount of judgment in the in the estimation of the public. The Apollo
Co. have maintained a price schedule which
conduct of his affairs.
He cannot expect to bask in the smile of has been closely adhered to by their agents.
Business soap to
polish up the system
now in use— Piano
stores that are refresh-
ingly up-to-date—-The
advantage of Push.
public approval unless he does something.
IS PLAYING A NECESSITY?
Our sympathies, naturally, are with the
A READER asks: "Is
Better to have busi-
small man, and for years we have devoted
ness ability than to
it essential that a
know how to play the
months of travel among the small dealers in
piano—A good musi- piano salesman should
every section. It is true, some of them seem cian n o t always a play the piano?" Natu-
a trifle discouraged; but, as a matter of fact, good salesman.
rally, the ability to play
the bright, wideawake men do not feel that is a powerful adjunct in salesmanship qual-
way because they are forging ahead, and to ities; but there are plenty of good players
those who have gotten into the rut, we should who are exceedingly poor salesmen, and if we
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