Music Trade Review

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
MUSIC TRADE
TH
10
RMLW
EDWARD LYMAN DILL,
Editor and Proprietor.
J. B. SPILLANE, M«n*tfintf Editor.
EXECUTIVE STAFF:
Tuos.
CAMPBELL-COPELAND,
VVM. B. W H I T E ,
GEO. B. KELLER,
W. L. WILLIAMS,
BOSTON OFFICE:
R. W . KAUFFMAN.
GEO. W. QUEEIPEL.
CHICAGO OFFICE :
ERNEST L. WAITT, 255 Washington St.
PHILADELPHIA OFFICE:
E M I L I E FRANCIS BAUER,
A. J. N I C K L I N ,
E. P. VAN HARLINGEN, 36 La Salle St.
MINNEAPOLIS AND ST. PAUL:
E. C. TORREY.
S T . LOUIS OFFICE :
could not ask for style "X Empire" piano $450 when the manufac-
turer listed it at its honest price, $300.
S we have stated in previous issues, the strongest impetus that
can be given to correct piano pricings is for manufacturers to
take a positive stand in claiming the right to dictate the prices at
which their products may be offered to the public. Manufacturers
in all other lines assume this prerogative, and why should piano
manufacturers halt at what a cigarmaker terms his right? When
one goes into a good cigar store, the question is usually propounded,
"What kind of a cigar, 5, 10, 15, 25 or three-for-a-half ?" The
buyer assumes at once that the grades are correct, and buys accord-
ing to his own inclinations. He does not expect that the cigar man
will sell him a five-cent cigar at twenty-five cents. The same in a
shoe store. Whether it is a Douglas, Regal or an Emerson, the manu-
facturers have set the price which permits the retailer a handsome
profit.
A
CHAS. N. VAN BUREN.
SAN FRANCISCO OFFICE: 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 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, $76.00.
R.EMITTANCES, in other than currency form, should be made payable to Edward
Lyman Bill.
THE ARTISTS'
DEPARTMENT
REVIEW
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 auir
ments materially the value of The Review to advertisers.
directory of piano manufacturing firms and corporations
DIRECTORY rf PIANO
I* t i i i i V i r r i ! . - » *
found on another page will be of great value, as a reference for
MANUFACTURERS
dealers
and others.
dl
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY.
NEW YORK, JAN. 7, 1905.
O
F course, if this were adopted in the piano trade generally the
lines of demarcation between the high and lower priced in-
struments would be definite, and all uncertainty regarding piano
values removed. The "special brand" pianos would be forced into
their proper class. They belong to the nondescript variety, and if
manufacturers will name the prices at which the public would be
entitled to purchase their products it would do away forever with all
the special brand problems, the one-price problem, the dishonest
problem and a score of other irritating problems which have vexed
the piano merchant during 1904 and many years preceding.
TEINWAY & SONS, in this particular, should be applauded,
and their lead is worthy of following. If pianos are to be
sold in their proper class, then who is better qualified to name that
class than the men who make them and stand sponsors for them?
S
T
EDITORIAL
S
TANDING on the threshold of the new year, manufacturers
and merchants usually take a brief time tor retrospect before
planning a campaign for the new year. When we look back upon
1904 we must be forced to admit that in point of volume of business
it has not been up to the standard established by preceding years.
During the early spring and summer trade was dull, and while
the fall and holiday trade has been fairly satisfactory to the retail
merchants throughout the country, it did not bring up the volume of
business to nearly the total of last year. Two hundred and twelve
thousand pianos were manufactured during 1903, and the total of
this year will not vary very much from one hundred and eighty
thousand, making a shrinkage not less than fifteen per cent, and
perhaps as high as twenty per cent, from last year's total output. At
this early writing we should place the output for 1904 at not less
than 180,000 and not exceeding 183,000. There are a few firms
who manufactured more pianos during the last year than they did
in 1903, but they are limited in number and the total amount for the
year shows a depreciated condition of trade. There is nothing un-
healthful about it, however, and the shrinkage may be attributed
wholly to natural causes.
T was not believed that the quickened fall and holiday trade could
bring up the total of the year so that it would approach 1903.
There were too many dull months
preceding. There has
been a better demand for pianos of the higher grade, and there
is to-day an obvious desire on the part of many dealers to sell pianos
more nearly in their correct class and at honest pricings than ever
before. The house of Steinway, by one act, has given a tremendous
impetus to the one price and the right price throughout the land.
This concern announces in plain figures the prices at which their
various styles are offered to the public. No matter in what part
of the country, a certain style Steinway is worth so much money,
and no more. By assuming this position the Steinway concern has
not only performed a gracious act for the industry, but it has given
strength to a movement which will be bound to increase for trade
benefit as time rolls on. Of course, dealers in far away points are
expected to ask a reasonable advance for heavy freight charges—that
is their right. Suppose this policy were followed generally, would
it not entirely do away with dishonest piano pricings? A dealer
I
HERE has been, during 1903, an upward trend of prices in
everything which enters into piano construction, and unless
all traditions of trade are to be reversed, piano manufacturers must
begin to advance their prices.
According to expert opinions, there will be a still further ad-
vance in staples. Now, it would be unwise on the part of some
manufacturers to continue longer to wholesale their instruments at
the present low prices. Dealers must expect, therefore, to pay more
for certain pianos during the new year than they did in the old.
T
HE department store, with one or two exceptions, has not proved
the retailing factor which was claimed for it when it was first
heralded as the coming great retail distributing force.
In the main, however, it must be admitted that the department
store influence has been helpful. There has been a desire to main-
tain prices and sell pianos on correct business lines, and in New
York, where the retail business has closely approximated five mil-
lions of dollars during the past year, it must be conceded that a fair
proportion of this business must be credited to department stores.
It has been demonstrated here in New York than an enormous busi-
ness can be done provided proper expenditures are made in advertis-
ing and modern business policies are adhered to in the distribution
of pianos. Within an hour's run from City Hall are located nearly
ix millions of people, and it is by far the best piano territory in the
world. It has been proven that by the work which has been carried
on by one leading department store. Rich piano territory can be
made to pay better than whole States in the West and South, be-
cause there is a larger piano purchasing population here than in any
other section in the world.
T
HE old year has been marked by few failures in either the manu-
facturing or retailing departments of the industry. Those 1
that have occurred have been comparatively unimportant, and it
may be said to-day that the industry is in better shape financially
than ever before. There is a tendency to dispose of goods in ac-
cordance with the generally accepted theories in trade and commerce.
Manufacturers have been more watchful of their credits, and dealers
have been inclined to look more closely after quality sales than quan-
tity sales, and in this particular too much vigilance cannot be exer-
cised.
It is quality sales that make a good year's ending, and the
piano merchants who have adhered well to that standard during
the year are the ones who are most pleased when they scan the figures
which reveal the year's work.