Music Trade Review
Issue: 1904 Vol. 39 N. 2 - Page 8
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
MEW
EDWARD LTTMAN DILL,
Editor and Proprietor.
J. B. SPILLANE, M*n*tfln* Editor.
EXECVTIVE STAFF:
THOS. CAMPBELLCOPELAND,
GEO. B. KELLER,
W.
A. J . NlCKXIN,
MURDOCH LIND,
BOSTON OFFICE:
ERNEST L. WAITT, 255 Washington St.
PHILADELPHIA OFFICE:
R. W . KAUFFMAN.
EMILIE FRANCES BAUER,
GEO. W. QUERIPEL.
CHICAGO OFFICE:
E. P. VAN HARLINGEN, 36 La Salle St.
MINNEAPOLIS AND ST. PAUL:
R. J. LEFEBVRE.
SAN FRANCISCO OFFICE:
S T . L0UI5 OFFICE :
CHAS. N . VAN BUREN.
ALFRED METZGER, 425-427 Front St.
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION (including postal ) , 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 read-
ing 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.
nip
r r m o v of PIANO
DIANA ^ e directory of piano
manufacturing firms and corporations
DIHLC1UKY
f o u n d o n p a g e 3 2 wiJ j b e o f g r e a ( . v a l u e a s a re f erence f o r
MANVFACTUR.ER.S
dealers and others.
LONG DISTANCE TELEPHONE-NVMBER 1745 GRAMERCY.
NEW
YORtt, JULY 9,
OME weeks past in a survey of the trade situation in the Middle
West proves conclusively that there is no occasion for the ex-
istence of a pessimistic feeling regarding trade conditions. Crop
indications point to a satisfactory year in the great staples, and prices
too will be of such a character that will largely increase the purchas-
ing power of the agricultural classes.
S
T is true that retail business in the great cities like Boston, New
York and Chicago, has been decidedly slow of late, and it is use-
less to argue otherwise. In the smaller localities, however, there has
existed a much more pleasing condition of trade, and there are some
points which show a business record surpassing that of last year.
There are some manufacturers, a limited number, it is true, whose
output for 1904 has surpassed that of corresponding months of last
year. Now that the Presidential nominations are settled it is be-
lieved that there will be a decided betterment in trade conditions.
I
A CCORDING to the reports of the leading commercial agencies
I \ there is much encouragement in the evidences of returning con-
fidence. Statistics for the past six months indicate that there is no
little reason for anticipating better things in the last half of the year.
Liabilities and insolvencies have steadily decreased, railway earnings,
that in the earlier months showed losses of 5 per cent, or more in
comparison with last year, exhibit an increase of 2.6 per cent, for
June, while reports from all branches of trade for the last week testify
to a condition hardly more quiet than is customary at this time of
the year. Inquiries promise a better distribution in the near future.
Many important discussions over wage scales have reached a friendly
settlement, and prospects are still favorable for large returns on the
farms, despite some loss from storms during the past week.
Confidence, says Dun's, grows in the iron and steel industry and
while there is little support in the shape of increased orders, the
amount of business in sight and contemplated work held back is suf-
ficient to provide a good tonnage whenever it is decided that the time
has come to place contracts.
T
HERE is everywhere a tendency to exercise conservatism in the
conduct of business. Piano merchants are exhibiting greater
care in the character of their sales. There is a decided tendency to
seek quality sales rather than quantity sales. The dealer who nails
the quality standard to the mast will plough very comfortably through
troublous financial seas.
not only in sales but character of instru-
Q UALITY ments counts
as well. Quality rather than price is a trade
slogan which has carried many a dealer on to great business success,
and in this connection it is fitting to note a circular letter which has
been recently issued by the John Church Co. under the caption of
"Quality."
I
T is so excellent that it is reproduced herewith:
"Successes won on the bases of cheapness are scarce as
roses in Greenland and as evanescent as soap bubble.
True success only follows merit, and merit commands its price.
Strange thing this reputation.
"It takes toil—persistency—fixed purpose—and ability to resist
temptation to cheapen—but once you have it, its worth is transcendent
and can't be counted alone in dollars.
"You know certain pianos, such as the Everett, the name of
which alone goes a long way toward their sale. Little need to tell
people that such an article is of surpassing goodness.
"How much better to build on a groundwork of quality and
worth than to chase the will-o'-the-wisp of cheapness, low quality and
low terms.
" 'But my trade won't pay the price,' wails some timorous soul.
"Your trade, dear Mr. Dealer, is what you make it. If you con-
tinually exploit low price goods at low terms, how in the world can
you believe your customers will ask for anything else?
"Try the other! Talk quality! Emphasize true worth! Lay
stress on inherent goodness and watch the outcome. Cut away from
cheapness.
"Profit and prestige lie in selling the best goods at best prices.
"Is any feeling so self-satisfying as the knowledge that your
name stands for the best in quality? That you are the dealer who
commands the best class of trade because you handle goods which
give the best satisfaction to the customer and the best ultimate re-
turn to you for the effort you put on their sale?"
This letter should be carefully read by every dealer in the United
States, and as it appears in the columns of The Review it probably
will be.
T
HE successful salesman, the man who builds up trade, is the man
who is courteous, affable without going beyond the lines of
good straight common sense. He knows his instruments thoroughly
and can point out their good features in a convincing way, and every
salesman should make it a point to gain something more than a mere
superficial knowledge of pianos. How much more intelligently he
can present the special merits of his instruments when he himself
knows some of the points of excellence which are incorporated within
the instruments which he offers for sale.
I
T isn't always the number of sales which counts, but it is the quality
of sales. A good many salesmen overlook this important fact,
and are anxious to make a record for large sales.
It is not an uncommon fault, but a salesman who sells a large
number of instruments annually is too frequently not as good a money
maker for his employer as the salesman who exercises great care in
making good sales only. It is quality sales that count, and quality
sales which help to make a business prosperous.
T
HERE may be a decaying journalist but there is no indication
of decaying strenuosity in the condemnation voiced by George
P. Bent.
Mr. Bent is positive in his likes and dislikes, and there is no
possibility of misinterpreting his attitude upon any situation what-
soever. He strikes fair, and there is a straightforwardness about
his utterances which at once compel admiration.
Mr. Bent did not propose to have the trade rate him as one who
had walked up to the captain's office and settled, as, judging from the
smooth and oily puffery, which has appeared regarding the personal-
ity of Mr. Bent, it would seem to outsiders as if Mr. Bent had ar-
ranged matters on a satisfactory basis with the Courier.
T
HAT was the point where Mr. Bent became justly indignant. He
was mighty sure that his friends would not misjudge him, and
he did not propose to have those ouside figure for one moment that
THE MUSIC TRADE REVIEW
MEW
EDWARD LTTMAN DILL,
Editor and Proprietor.
J. B. SPILLANE, M*n*tfln* Editor.
EXECVTIVE STAFF:
THOS. CAMPBELLCOPELAND,
GEO. B. KELLER,
W.
A. J . NlCKXIN,
MURDOCH LIND,
BOSTON OFFICE:
ERNEST L. WAITT, 255 Washington St.
PHILADELPHIA OFFICE:
R. W . KAUFFMAN.
EMILIE FRANCES BAUER,
GEO. W. QUERIPEL.
CHICAGO OFFICE:
E. P. VAN HARLINGEN, 36 La Salle St.
MINNEAPOLIS AND ST. PAUL:
R. J. LEFEBVRE.
SAN FRANCISCO OFFICE:
S T . L0UI5 OFFICE :
CHAS. N . VAN BUREN.
ALFRED METZGER, 425-427 Front St.
Published Every Saturday at 1 Madison Avenue, New York.
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION (including postal ) , 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 read-
ing 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.
nip
r r m o v of PIANO
DIANA ^ e directory of piano
manufacturing firms and corporations
DIHLC1UKY
f o u n d o n p a g e 3 2 wiJ j b e o f g r e a ( . v a l u e a s a re f erence f o r
MANVFACTUR.ER.S
dealers and others.
LONG DISTANCE TELEPHONE-NVMBER 1745 GRAMERCY.
NEW
YORtt, JULY 9,
OME weeks past in a survey of the trade situation in the Middle
West proves conclusively that there is no occasion for the ex-
istence of a pessimistic feeling regarding trade conditions. Crop
indications point to a satisfactory year in the great staples, and prices
too will be of such a character that will largely increase the purchas-
ing power of the agricultural classes.
S
T is true that retail business in the great cities like Boston, New
York and Chicago, has been decidedly slow of late, and it is use-
less to argue otherwise. In the smaller localities, however, there has
existed a much more pleasing condition of trade, and there are some
points which show a business record surpassing that of last year.
There are some manufacturers, a limited number, it is true, whose
output for 1904 has surpassed that of corresponding months of last
year. Now that the Presidential nominations are settled it is be-
lieved that there will be a decided betterment in trade conditions.
I
A CCORDING to the reports of the leading commercial agencies
I \ there is much encouragement in the evidences of returning con-
fidence. Statistics for the past six months indicate that there is no
little reason for anticipating better things in the last half of the year.
Liabilities and insolvencies have steadily decreased, railway earnings,
that in the earlier months showed losses of 5 per cent, or more in
comparison with last year, exhibit an increase of 2.6 per cent, for
June, while reports from all branches of trade for the last week testify
to a condition hardly more quiet than is customary at this time of
the year. Inquiries promise a better distribution in the near future.
Many important discussions over wage scales have reached a friendly
settlement, and prospects are still favorable for large returns on the
farms, despite some loss from storms during the past week.
Confidence, says Dun's, grows in the iron and steel industry and
while there is little support in the shape of increased orders, the
amount of business in sight and contemplated work held back is suf-
ficient to provide a good tonnage whenever it is decided that the time
has come to place contracts.
T
HERE is everywhere a tendency to exercise conservatism in the
conduct of business. Piano merchants are exhibiting greater
care in the character of their sales. There is a decided tendency to
seek quality sales rather than quantity sales. The dealer who nails
the quality standard to the mast will plough very comfortably through
troublous financial seas.
not only in sales but character of instru-
Q UALITY ments counts
as well. Quality rather than price is a trade
slogan which has carried many a dealer on to great business success,
and in this connection it is fitting to note a circular letter which has
been recently issued by the John Church Co. under the caption of
"Quality."
I
T is so excellent that it is reproduced herewith:
"Successes won on the bases of cheapness are scarce as
roses in Greenland and as evanescent as soap bubble.
True success only follows merit, and merit commands its price.
Strange thing this reputation.
"It takes toil—persistency—fixed purpose—and ability to resist
temptation to cheapen—but once you have it, its worth is transcendent
and can't be counted alone in dollars.
"You know certain pianos, such as the Everett, the name of
which alone goes a long way toward their sale. Little need to tell
people that such an article is of surpassing goodness.
"How much better to build on a groundwork of quality and
worth than to chase the will-o'-the-wisp of cheapness, low quality and
low terms.
" 'But my trade won't pay the price,' wails some timorous soul.
"Your trade, dear Mr. Dealer, is what you make it. If you con-
tinually exploit low price goods at low terms, how in the world can
you believe your customers will ask for anything else?
"Try the other! Talk quality! Emphasize true worth! Lay
stress on inherent goodness and watch the outcome. Cut away from
cheapness.
"Profit and prestige lie in selling the best goods at best prices.
"Is any feeling so self-satisfying as the knowledge that your
name stands for the best in quality? That you are the dealer who
commands the best class of trade because you handle goods which
give the best satisfaction to the customer and the best ultimate re-
turn to you for the effort you put on their sale?"
This letter should be carefully read by every dealer in the United
States, and as it appears in the columns of The Review it probably
will be.
T
HE successful salesman, the man who builds up trade, is the man
who is courteous, affable without going beyond the lines of
good straight common sense. He knows his instruments thoroughly
and can point out their good features in a convincing way, and every
salesman should make it a point to gain something more than a mere
superficial knowledge of pianos. How much more intelligently he
can present the special merits of his instruments when he himself
knows some of the points of excellence which are incorporated within
the instruments which he offers for sale.
I
T isn't always the number of sales which counts, but it is the quality
of sales. A good many salesmen overlook this important fact,
and are anxious to make a record for large sales.
It is not an uncommon fault, but a salesman who sells a large
number of instruments annually is too frequently not as good a money
maker for his employer as the salesman who exercises great care in
making good sales only. It is quality sales that count, and quality
sales which help to make a business prosperous.
T
HERE may be a decaying journalist but there is no indication
of decaying strenuosity in the condemnation voiced by George
P. Bent.
Mr. Bent is positive in his likes and dislikes, and there is no
possibility of misinterpreting his attitude upon any situation what-
soever. He strikes fair, and there is a straightforwardness about
his utterances which at once compel admiration.
Mr. Bent did not propose to have the trade rate him as one who
had walked up to the captain's office and settled, as, judging from the
smooth and oily puffery, which has appeared regarding the personal-
ity of Mr. Bent, it would seem to outsiders as if Mr. Bent had ar-
ranged matters on a satisfactory basis with the Courier.
T
HAT was the point where Mr. Bent became justly indignant. He
was mighty sure that his friends would not misjudge him, and
he did not propose to have those ouside figure for one moment that
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