Music Trade Review

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THE
7VYUSIC TRKDE
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trade, but it was much better than we ex- tional Association ought to discuss for the were generally made? $25 cash, $10 month-
betterment of the piano trade is getting bet- l y-
pected and left our stock rather depleted.
Have not retail piano methods materially
Stencil pianos are handled here in limited ter terms, and to leave this five and six dollar
improved in your vicinage? No.
numbers; no one seems anxious to give them mor+bly business alone.
Will there be an increase in sales this year
a conspicuous place. In our opinion, the ALLEN & GILBERT CO.. Portland, Oregon.
greatest single question that the Dealers'
We are pleased to reply to your questions, over 1902? Possibly.
National Association can take up for trade but of course in doing so, part of them have
Has the music trade ever been in health-
betterment is something along the line which to be in rather a crude way, for it is almost ier condition in your locality than at present ?
will tend to regulate the absurd and untrue impossible to get at anything very definite No.
methods of the over-anxious salesman, the in some of the instances, but at the same time
Do you figure that the department store
salesman who thinks he must make a sale. we think they are fairly correct.
will cut any figure as a distributing factor
If the dealer, or manager, will use more care
How many more pianos were sold in your in your locality? No.
in accepting a sale and insist upon knowing locality in 1902 than in 1901 ?
Does the condition of your stock compare
how it was gotten, a great deal, if not all
favorably with that of January of the past
We should say, at least one-third more.
of the unfair methods would soon become
About what was the average sale price for year ? Yes ; larger.
extinct. There is most too much left to the the past year?
Are pianos of indefinite (stencil) origin
discretion of the salesman, who, in many
sold
in appreciable numbers in your city?
$235. (In answering this, will say that
instances, is given to understand, "get the the average sales price was altogether too No large number.
business but keep the details to yourself." low, from the fact that so many of our piano
What in your opinion is the greatest sin-
This places quite a premium upon the worth dealers have been crowding the sales of sten- gle question that the Dealers' National Asso-
of Mr. Oily Gammon and gives him license ciled goods.)
ciation can take up for trade betterment?
to be a "factory representative, giving fac-
What per cent, was sold at less than $300? One price,
tory prices, and saving the buyer from $100
E. F. DROOP & SONS, Washington, D. C.
Sixty per cent.
to $200 on a purchase." Of course, some
Last year certainly was a very satisfactory
What
kind
of
terms
would
you
think
were
cheap stencil is generally used, but it is de-
one to us in every department, and I am glad
generally
made?
clared to be "the equal to any of the recog-
to say that as far as we are personally con-
$10 down and $6 to $10 per month.
nized high grades."
Have not retail piano methods improved cerned, we sold more pianos in 1902 than
It would be a great stride in the right di-
we did in 1901. It was also noticeable that
in your vicinity?
rection if every music house would adopt an
Sorry to say they have not, as the en- the sales averaged higher prices and terms
ironclad rule of taking back a piano and re- closed advertisement demonstrates. In this than in 1901.
funding the payment made whenever any instance the Eilers Piano House advertise that
As our fiscal year does not end until July
sort of misrepresentation had been made to they are selling brand new pianos, with fac- 1, it is difficult for me to answer some of
induce the sale. This has always been and tory guarantees, a line of pianos that they the questions that you have put to us. Re-
always will be the attitude of our house. do not carry, but which is represented by tail piano methods have materially improved
There can be no good reason why unfair other houses.
in our vicinity and everything points towards
methods should exist, and we are sincerely
Will there be an increase in sales this a most excellent business in 1903.
thankful to know they must go out of fash- year over 1902?
We believe that the department store cuts
ion.
We hardly think so as 1902 was an ex- a very serious figure as a distributing fac-
CLARK, WISE & CO., San Francisco, Cal.
tor, and we have been watching the situation
ceptionally good year..
In your opinion how many more pianos
Has the music trade ever been in a health- in Washington -with a great deal of interest.
As yet, this branch of the trade is unde-
were sold in your locality in 1902 than in ier condition in your locality than at pres-
veloped in Washington; the sale of the sten-
1901 ? About one-third.
ent?
cil piano has decreased materially. Our
About what was the average sales price
No; it has not.
for the past year? $300.
Do you figure that the department store stock is considerably less than what it was
What per cent., was sold at less than $300? will cut any figure as a distributing factor last year at this season of the year, owing to
our inability to have the factories supply us
Two-thirds..
in your locality?
What kind of terms would you estimate
Do not think so, as up to the present time promptly.
We had the finest Steinway business in the
were generally made?
none of our department stores carry pianos
history of our house, and we are particularly
Have not retail methods materially im- or organs.
proved in your vicinage? No.
Does the condition of your stock compare gratified by the great number of grand sales
Will there be an increase in sales this year favorably with that of January of the past which were made.
I prefer to write you at another time re-
over 1902? No.
year?
Has the music trade ever been in health-
No, it does not, as our stock is much less specting "The greatest single question that
ier condition in your locality than at present? (on account of our being unable to get goods the Dealers' National Association can take
No.
from the factory) than what it was Jan. 1, up for trade betterment."
Do you figure that the department store 1902.
0. W. WALTER, Cortland, N. Y.
will cut any figure as a distributing factor
Are pianos of indefinite (stencil) origin
In your opinion how many more pianos
in your locality? Not this year.
sold in appreciable numbers in your city?
were sold in your locality in 1902 than in
Does the condition of your stock compare
They certainly are. They constitute the 1901 ?
favorably with that of January of the past stock in trade with some of our large dealers.
I think one-third more than perhaps any
year? Yes.
What, in your opinion, is the greatest sin-
previous
year..
Are pianos of indefinite (stencil) origin gle question that the Dealers' National Asso-
About
what was the average sales price
sold in appreciable numbers in your city? ciation can take up for trade betterment.
First of all, demand that fake advertising for the past year?
No.
$250.
What in your opinion is the greatest sin- be done away with and that every reputable
What per cent, was sold at less than $300?
dealer
be
compelled
to
confine
his
advertise-
gle question that the Dealers' National As-
Seventy-five per cent.
sociation can take up for trade betterment? ment to a line of goods he represents. We
What kind of terms would you estimate
now
have
reference
to
new
goods.
Second,
Larger payments.
urge the retail dealer to take a higher stand were generally made?
McARTHUR & SONS COMPANY, Savannah, Gi
Seventy per cent, on instalments.
and work to build up a trade for the fu-
There was about twenty per cent more ture rather than for the present, by putting
Have not retail piano methods materially
pianos sold in this locality in 1902 than in forth their best efforts in selling high-grade improved in your vicinage?
1901. The sales price was on the average instruments and cut out as far as possible
Will there be an increase in sales this year
of $300 to $400; the terms were generally the cheap stenciled goods which are now over 1902?
made on the average of $10 per month. The flooding the market.
I think so.
methods of selling pianos in this vicinity
Has the music trade ever been in health-
If the foregoing can be carried out, we
have improved wonderfully; it is on the ac-
ier condition in your locality than at present?
predict
there
will
be
peace
in
plenty
among
count of trade being good that we do not
No.
have to fight each other to sell a piano. We the retail dealers.
Do you figure that the department store
are looking for as good a year this year as CARTER & DOROUGH, Valdosta, Ga.
will cut any figure as a distributing factor
In your opinion how many more pianos in your locality?
we had last. The music trade has never
been in a more prosperous condition than it were sold in your locality in 1902 than in
Not for some time at least.
is now; we are carrying at least twice the 1901 ? Probably twenty-five per cent, in-
Does the condition of your stock com-
stock we did a year ago.. The pianos that crease.
pare favorably with that of January of the
are sold in this city are mostly high-grade
About what was the average sales price past year?
pianos, as the general public are beginning for the past year? $300.
Carry a larger stock.
to realize that stencil pianos and such like
What per cent, was sold at less than $300?
Are
pianos of indefinite (stencil) prigin
are not worthy of their consideration. The Thirty per cent.
greatest question that the dealers of the Na-
What kind of terms would you estimate sold in appreciable numbers in your city?
Not to any great extent.