Music Trade Review

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THE MUSIC TRADE REVIEW
a real pride in the moral and educational features of their advertising.
Piano men who misrepresent in their advertising, and we have
two or three advertisements of that character before us at this writ-
ing, would do better if they would be honest in their declarations.
There is no reason why men offering pianos for sale should attempt
to deceive the public, and there is every good reason why they should
tell the truth.
T is the opinion of the manufacturers that a dealer handling a par-
ticular piano on a large scale ana with lavish advertising, should
be protected against the lesser dealers whose territory adjoins their
own, but who have smaller expenses and who do not add to the
prestige of the piano.
It is considered that the smaller dealer not only injures his neigh-
bor, but the reputation of the piano as well. To adjust matters of
this kind is one of the perplexities of modern piano selling. All
cannot be large dealers, and the large dealers do not want to be-
come small dealers, and still the one advantage which the small man
has with the reduced expenses is the claim that he can afford to sell
at a reduced rate simply because he is running under slight expenses
which means a saving to the purchaser.
I
HE small man is entitled to consideration, and in many cases
his trade is worth more than the large dealer who desires to
lock up a good deal of territory, who claims a great prestige for his
name, and who insists upon a number of concessions in the way of
prices and terms which the small man can never think of demanding.
Now, the lesser man, while he may not be able to invade the as-
serted territory by the larger ones, yet he will at all times be an active
force on front and flank. An irritating force, may be. But the
only way to reduce this kincl of irritation is for the manufacturer to
insist upon fixed retail prices at which their pianos must be sold.
T
OME of our firms to-day are insisting upon the retail price
schedule under which their instruments must be offered. While
this is possible for the few, it will never be adopted by the many, no
matter how desirable such a condition might be. There are some
dealers who by their persistency and hard work will win for a piano
of really good quality, a splendid reputation in certain localities—a
reputation and prestige which it does not possess in other sections.
Now, have they not a right to ask more for their instruments than in
localities where they are not known or respected?
Many people would willingly pay a good price for a piano which
has a splendid reputation in their own circle of friends. It means
something, and the dealer who has worked to establish this reputa-
tion is by all laws of fairness entitled to receive a commensurate re-
ward for his labors.
S
HERE is to be a music trade exhibition in our city. The music
Trade Show Co. proposes to have an exhibition at Madison
Square Garden from Dec. 17th to 23d. This will be under the man-
agement of Mr. Neal Harper, who informs us that he proposes to
make this show an annual feature. He will engage Madison Square
Garden regularly hereafter for the purpose of making an exhibition
of pianos and musical instruments. It is the intention of the man-
agement to inaugurate some special features of attraction so that
the New York public may become interested in the music trade ex-
hibition.
T
HE tuners are to be commended for the excellent progress
which they have made since the organization of the Helmholtz
Society of Piano Tuners.
This organization proposes to make efficiency one of the neces-
sary requisites for membership. Following out such a commendable
principle, it would seem as if the Helmholtz badge in years to come
should mean a mark of distinction that its wearer is a competent
tuner, and by maintaining this standard the society will elevate the
dignity of the profession.
T
EW JERSEY has long been noted for the eccentricities of its
laws, and one measure which has been recently passed is cal-
culated to affect seriously the trade of foreign corporations in that
State. Firms doing business in Jersey must incorporate under the
laws of that State and pay five per cent, of their gross business into
the State treasury.
There is another section of the law which seriously affects piano
men. If a firm outside of the State sends a salesman to Jersey and
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succeeds in closing a contract with a customer he is liable to a fine
of $200 for the first offense.
If a customer is brought to New York and the sale closed in
this State, and the instrument shipped to New Jersey, it cannot be
replevined.
It is said that this measure was passed at the urgent request
of the merchants of New Jersey, whose territory has been invaded by
the great department stores of New York. This is in every way a
ridiculous measure, and we question its constitutionality. It does
not seem as if such a measure would stand the te*st.
T
HE annual pilgrimage to Europe has now fairly begun, A
number of music trade men are now on the way across to the
old world, and a number of others are scheduled to sail within the
near future. The majority of those who journey abroad go not so
much for business as for relaxation, and the benefits obtained
through the sea voyage.
Outside of the specialty lines there has been but little expansion
of the music trade interests abroad. Piano players, talking machines
and other specialties have found a ready demand in many European
countries, but pianos have not been gaining the asecendency in the
foreign market.
NE of the managers of one of the largest piano houses in the
country recently remarked to The Review that in his opinion
laxness in the collection department was one of the greatest evils
of the piano business. He said: "We look after our collections as
systematically as we do the purchase and sale of our goods. Our
past due accounts amount to nothing, because I rigidly insist upon
payments being made on time, and I find, he added, that people who
make purchases on the instalment plan fall into a lax habit if they
are permitted to. If they know that payments must be made as
regularly as clock work, they will make them, and they respect a
house a mighty sight more that insists rigidly upon its rules being-
obeyed than one that is indifferent and pays no particular heed to
prompt payments."
There is good meat in this statement, and it is well worthy the
consideration of piano dealers.
O
RE the piano signs in piano warerooms of the past?
Time was when the walls of the average piano ware-
rooms were decorated with signs of the various piano manufac-
turers with accompanying mottos. While some still follow out the
practice, it cannot be said that the sign habit is growing. On the
contrary it seems to be decreasing, and there is but a small per-
centage of the amount expended for wareroom signs that there
was a few years ago.
A
T
HE series of articles entitled, "Problem of Piano Scale De-
sign," which are now running in The Review, have excited
widespread interest among those members of the trade, particularly
the younger element, who are desirous of gaining a knowledge of
scale drawing and acoustics.
These articles are admirably written, and a rather complex and
dry subject is presented in a style that makes the subject easily
comprehended by those who are desirous of knowing something
about piano construction in its varied phases.
These articles should be read, especially by salesmen and dealers,
for from them they can obtain a more intimate knowledge of piano
structure, and so equip themselves to talk piano authoritatively
when making sales. "Knowledge is power," and a knowledge of
pianomaking will be found a valuable asset to the enterprising piano
man.
T
HE National Piano Manufacturers' Association, under the able
direction of President Geo. P. Bent, is destined to play a
prominent part in trade affairs this year. In charge of the various
offices are men of unusual alertness and ability and many topics are
destined to come up for discussion and action which will tend to
make the Association a more influential element for the better-
ment of our industry.
T now seems probable that the National Association of Piano
Dealers will change their place of meeting from Saratoga to
some Western point. All that is necessary to bring this about will
be the unanimous vote of the executive committee and a majority of
the members. The vote, of course, will be taken by mail.
I