Music Trade Review
Issue: 1904 Vol. 39 N. 18 - Page 8
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THE MUSIC TRADE REVIEW
8
REVFW
EDWARD LYMAN DILL,
Editor and Proprietor.
J. B. S P 1 L L A N E , M a n a g i n g E d i t o r .
EXECUTIVE STAFF:
THO«. CAMFBBLL-COFBLAND,
Gio. B. KBIXSB,
W. MuBDOCH LlND,
A. J. N I C X U N ,
BOSTON OPFICE:
EIKUI
R. W. KAUFFMAN.
GKO.
W. QUBBIPBL.
CHICAGO OFFICE:
L. WAITT, 255 Washington St.
PHILADELPHIA OFFICE:
EMILIB FBANCBS BAUBR,
E. P. VAN HAKLINGBN, 80 La Salle St.
MINNEAPOLIS AND ST. PAUL:
R. J. LBFBBVKB.
ST. LOUIS OFFICE :
CHAI. N. VAN BURBN.
SAN FRANCISCO OFFICE: ALFRED METZGBB, 425-427 Front S t
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION (including postage), United States, Mexico and Canada, $2.00 per
year; all other countries, $4.00.
ADVERTISEMENTS, $2.00 per inch, single column, per insertion. On quarterly or
yearly contracts a special discount is allowed. Advertising Pages, $50.00; opposite
reading matter, $75.00.
REMITTANCES, in other than currency form, should be made payable to Edward
Lyman Bill.
THE ARTISTS*
DEPARTMENT
On the first Saturday of each month The Review contains in its
"Artists' Department" all the current musical news. This is effected
without in any way trespassing on the size or service of the trade
section of the paper. It has a special circulation, and therefore aug-
ments materially the value of The Review to advertisers.
i t i i r r T f l B V ^ P i i N n The directory of piano manufacturing firms and corporations
UIK.LW1UKI of riANU found on page 36 will be of great value, as a reference for
MANUFACTURERS
dealers and others.
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY.
NEW YORK, OCT. 2 9 , 1904.
WELL-KNOWN manufacturer remarked to The Review: "I
have been much interested to read the editorials along argu-
mentative lines, which The Review has published regarding the
extension of what we term, the stencil and what The Review classi-
fies as the special brand business."
He continued: "I believe fully in the sentiments expressed by
The Review that this move must be counteracted in some way or
the industry will suffer.
"It is only recently that we had a proposition made to us from
a well-known dealer to supply instruments bearing his name and
trade mark. The offer was very flattering, but we could not accept
it. We propose to continue making instruments which bear only our
own trade mark."
A
T
HERE is no question but thaf the manufacture and sale of
special brands of pianos will have a deteriorating effect upon
the entire industry, if it shows the same prolific development which
it has during the past four or five years.
It is absurd, however, to say that the business is not honorable,
for it is. It is useless to hold a man up to condemnation who
indulges in the special traffic simply because he takes a different
view of the piano business than his opponent. It is unfair to deny
the right of any man to conduct his business enterprise along lines
which please him as long as they do not conflict with the laws of
the country. It is, therefore, only from an argumentative stand-
point that we can hope to create an opposing influence to the growing
special brand business.
T
HERE can be no satisfactory future to the trade either for the
manufacturer or dealer unless there is an abandonment of the
special brand of trade to the extent that it cuts no longer any great
figure in the piano output. The manufacturer who takes pride in
his name and the business behind him will see to it that there is no
lowering of quality in the instruments which bear his own patronymic
or trade mark. He takes a pride in them, and the dealer who knows
full well that he has all of that stimulus which comes from associa-
tion with a great piano name, will have added confidence in his work.
He will know, too, that his position is infinitely stronger than a com-
petitor who exploits special brands.
From every viewpoint ihere must be a weakening of piano trade
foundations if the special brand business is to be persisted in.
I
T is true that the prestige of piano names which have a fixed place
in trade history cannot be impaired immediately, but there will
be in time a general weakening which must have an effect upon all
grades of instruments.
It must be admitted, too, by men who scan the trade field broadly
that the only saving point to the piano trade to-day, the only bulwark
of piano strength in certain towns is -the stability given to the busi-
ness by men whose names on pianos stand for genuine worth, for
prestige, for value—men who have never lowered the quality stand-
ard for a temporary gain.
W
E can name towns where piano contests are waged to such an
extent that the business has descended to a place hardly
above that of the furniture or sewing machine line, and in nine cases
out of ten of the evils may be traced directly to the sale of special
brands of pianos. What is the sequel?
How shall this business be halted is the question which many
a manufacturer is asking himself, who has given the subject the
consideration which its importance justifies.
There may be in the minds of many a number of solutions, but
in our opinion the easiest and best way, and the one which will give
new lustre to the piano trade would be the adoption of a regular
scale of prices at which all pianos must be sold in all sections of the
Union.
R
ECENTLY our attention was called in the Far West to a piano
of splendid reputation which a dealer in a certain town sold
at $150 more than the manufacturer asked for it in his own Eastern
warerooms. Naturally the dealer's sales of this particular make instru-
ments were exceedingly small, but he was using the great piano
name simply as a drawing card to dignify his position, and he was
offering pianos of various makes, many of which were special
brand instruments at prices which far exceeded their genuine worth.
If there were a regular scale of prices adopted and adhered to, it
would have a tendency to suppress the special brand line. A
dealer's own trade marked piano would not cut the figure which it
does to-day, for it must be admitted that there are many reputable
dealers who are selling special brand pianos, and what is more they
are placing their own names upon them, and are urging their sales-
men to push them to the exclusion of the old and tried makes. In
many instances they are offered as the "just as good" piano, and at
from $100 to $200 less than the established brands. They are
bolstering up their own specials with the name and prestige of the
piano that they are abusing.
N
OW there is danger great ana grave in this peculiar trend which
the piano trade is taking, and The Review, in all fairness,
will continue to warn the industry of the mistakes which are being
made in this special line. Our columns are open to all arguments
upon this topic, and if any one differs with our views we shall be
only too glad to give those views fair publicity. The Review is a
trade forum, and all methods which directly effect the trade can be
fittingly presented in its columns. It is, however, quite time that
the industry was thoroughly awakened to the conditions which
face it through the use of special brands, for if the piano busi-
ness is to be maintained on a high plane, it must be by the adoption
of those principles which tend to uphold the value of piano indivu-
ality.
T
HE hardware men to-day are taking the strongest kind of action
to prevent the sale of special brands of hardware. Jobbers
and manufacturers are urged to discontinue the exploitation of
hardware under other names than those which directly indicate the
origin of the wares.
Now, if this is a question of vital importance to the hardware
man, how much more is it to piano manufacturers? The value of
a name in the piano industry is worth infinitely more than in any
other line, and if the manufacturers and dealers do not cultivate
that value why it must naturally depreciate.
HERE can be no substitute of inferior goods or of special
brands for a trade marked article, which sells on its reputation
for excellence. In nine cases out of ten the presumption is correct—
T
THE MUSIC TRADE REVIEW
8
REVFW
EDWARD LYMAN DILL,
Editor and Proprietor.
J. B. S P 1 L L A N E , M a n a g i n g E d i t o r .
EXECUTIVE STAFF:
THO«. CAMFBBLL-COFBLAND,
Gio. B. KBIXSB,
W. MuBDOCH LlND,
A. J. N I C X U N ,
BOSTON OPFICE:
EIKUI
R. W. KAUFFMAN.
GKO.
W. QUBBIPBL.
CHICAGO OFFICE:
L. WAITT, 255 Washington St.
PHILADELPHIA OFFICE:
EMILIB FBANCBS BAUBR,
E. P. VAN HAKLINGBN, 80 La Salle St.
MINNEAPOLIS AND ST. PAUL:
R. J. LBFBBVKB.
ST. LOUIS OFFICE :
CHAI. N. VAN BURBN.
SAN FRANCISCO OFFICE: ALFRED METZGBB, 425-427 Front S t
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION (including postage), United States, Mexico and Canada, $2.00 per
year; all other countries, $4.00.
ADVERTISEMENTS, $2.00 per inch, single column, per insertion. On quarterly or
yearly contracts a special discount is allowed. Advertising Pages, $50.00; opposite
reading matter, $75.00.
REMITTANCES, in other than currency form, should be made payable to Edward
Lyman Bill.
THE ARTISTS*
DEPARTMENT
On the first Saturday of each month The Review contains in its
"Artists' Department" all the current musical news. This is effected
without in any way trespassing on the size or service of the trade
section of the paper. It has a special circulation, and therefore aug-
ments materially the value of The Review to advertisers.
i t i i r r T f l B V ^ P i i N n The directory of piano manufacturing firms and corporations
UIK.LW1UKI of riANU found on page 36 will be of great value, as a reference for
MANUFACTURERS
dealers and others.
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY.
NEW YORK, OCT. 2 9 , 1904.
WELL-KNOWN manufacturer remarked to The Review: "I
have been much interested to read the editorials along argu-
mentative lines, which The Review has published regarding the
extension of what we term, the stencil and what The Review classi-
fies as the special brand business."
He continued: "I believe fully in the sentiments expressed by
The Review that this move must be counteracted in some way or
the industry will suffer.
"It is only recently that we had a proposition made to us from
a well-known dealer to supply instruments bearing his name and
trade mark. The offer was very flattering, but we could not accept
it. We propose to continue making instruments which bear only our
own trade mark."
A
T
HERE is no question but thaf the manufacture and sale of
special brands of pianos will have a deteriorating effect upon
the entire industry, if it shows the same prolific development which
it has during the past four or five years.
It is absurd, however, to say that the business is not honorable,
for it is. It is useless to hold a man up to condemnation who
indulges in the special traffic simply because he takes a different
view of the piano business than his opponent. It is unfair to deny
the right of any man to conduct his business enterprise along lines
which please him as long as they do not conflict with the laws of
the country. It is, therefore, only from an argumentative stand-
point that we can hope to create an opposing influence to the growing
special brand business.
T
HERE can be no satisfactory future to the trade either for the
manufacturer or dealer unless there is an abandonment of the
special brand of trade to the extent that it cuts no longer any great
figure in the piano output. The manufacturer who takes pride in
his name and the business behind him will see to it that there is no
lowering of quality in the instruments which bear his own patronymic
or trade mark. He takes a pride in them, and the dealer who knows
full well that he has all of that stimulus which comes from associa-
tion with a great piano name, will have added confidence in his work.
He will know, too, that his position is infinitely stronger than a com-
petitor who exploits special brands.
From every viewpoint ihere must be a weakening of piano trade
foundations if the special brand business is to be persisted in.
I
T is true that the prestige of piano names which have a fixed place
in trade history cannot be impaired immediately, but there will
be in time a general weakening which must have an effect upon all
grades of instruments.
It must be admitted, too, by men who scan the trade field broadly
that the only saving point to the piano trade to-day, the only bulwark
of piano strength in certain towns is -the stability given to the busi-
ness by men whose names on pianos stand for genuine worth, for
prestige, for value—men who have never lowered the quality stand-
ard for a temporary gain.
W
E can name towns where piano contests are waged to such an
extent that the business has descended to a place hardly
above that of the furniture or sewing machine line, and in nine cases
out of ten of the evils may be traced directly to the sale of special
brands of pianos. What is the sequel?
How shall this business be halted is the question which many
a manufacturer is asking himself, who has given the subject the
consideration which its importance justifies.
There may be in the minds of many a number of solutions, but
in our opinion the easiest and best way, and the one which will give
new lustre to the piano trade would be the adoption of a regular
scale of prices at which all pianos must be sold in all sections of the
Union.
R
ECENTLY our attention was called in the Far West to a piano
of splendid reputation which a dealer in a certain town sold
at $150 more than the manufacturer asked for it in his own Eastern
warerooms. Naturally the dealer's sales of this particular make instru-
ments were exceedingly small, but he was using the great piano
name simply as a drawing card to dignify his position, and he was
offering pianos of various makes, many of which were special
brand instruments at prices which far exceeded their genuine worth.
If there were a regular scale of prices adopted and adhered to, it
would have a tendency to suppress the special brand line. A
dealer's own trade marked piano would not cut the figure which it
does to-day, for it must be admitted that there are many reputable
dealers who are selling special brand pianos, and what is more they
are placing their own names upon them, and are urging their sales-
men to push them to the exclusion of the old and tried makes. In
many instances they are offered as the "just as good" piano, and at
from $100 to $200 less than the established brands. They are
bolstering up their own specials with the name and prestige of the
piano that they are abusing.
N
OW there is danger great ana grave in this peculiar trend which
the piano trade is taking, and The Review, in all fairness,
will continue to warn the industry of the mistakes which are being
made in this special line. Our columns are open to all arguments
upon this topic, and if any one differs with our views we shall be
only too glad to give those views fair publicity. The Review is a
trade forum, and all methods which directly effect the trade can be
fittingly presented in its columns. It is, however, quite time that
the industry was thoroughly awakened to the conditions which
face it through the use of special brands, for if the piano busi-
ness is to be maintained on a high plane, it must be by the adoption
of those principles which tend to uphold the value of piano indivu-
ality.
T
HE hardware men to-day are taking the strongest kind of action
to prevent the sale of special brands of hardware. Jobbers
and manufacturers are urged to discontinue the exploitation of
hardware under other names than those which directly indicate the
origin of the wares.
Now, if this is a question of vital importance to the hardware
man, how much more is it to piano manufacturers? The value of
a name in the piano industry is worth infinitely more than in any
other line, and if the manufacturers and dealers do not cultivate
that value why it must naturally depreciate.
HERE can be no substitute of inferior goods or of special
brands for a trade marked article, which sells on its reputation
for excellence. In nine cases out of ten the presumption is correct—
T
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