Music Trade Review

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THE MUSIC TRADE REVIEW
37
In tKe Musical Merchandise Domain
OOOOOOOOOOOOOOOO
REVIEW OF TRADE CONDITIONS.
KNOWLEDGE THAT PAYS.
The Situation One Which Affords Satisfaction
to Manufacturers, Jobbers and Dealers—Re-
ports from All Sections Encouraging, But
New York Perhaps Quieter Than a Great
Many Other Points.
It Evidently Pays Best to do One Thing Well
Because a Knowledge of All is Implied When
Success is Achieved.
If you glance 'round at the work of some of
our big men you will be surprised to see how
many have made their reputation by doing one
Expectations of a rushing trade with dealers
small thing, but doing it well. If a man gets to
at the close of the Lenten season is booming
the front in one narrow subject the world credits
business with the stock houses. Mail orders are
him with knowledge of all the rest, says James
heavy and sales coming from other sources of
record volume. Buyers are also greatly in evi- Swinburne. It is, however, even easier to acquire
a large general knowledge than an advanced
dence in the principal markets, and the hustle and
drive noticeable is altogether inspiring. The re- special knowledge of one narrow subject. The
ports from the road are of like tenor, and the specialty must not be too narrow either. It is
often said that the pursuit of knowledge has a
travelers are going over their respective territory
nobility of its own. But what knowledge? No
with assiduous attention to the needs of the trade.
knowledge is worth obtaining for its own or any
Dealers who place orders as needed are being
other sake unless it is or will probably be use-
heard from regularly, the opening of spring busi-
ness being of such a nature that goods are mov- ful to a man.
ing right along, and therefore stocks are replen-
ished. Country roads are drying out, bringing
DEVICE IN VIOLIN PEGS.
customers into the towns, and in this particular
the reports are most encouraging.
Difficulty of Introducingg a New Specialty Set
Even in the Northwest spurts of activity occur
Forth by a Member of the Trade.
whenever there is thtj slightest chance for begin-
ning the spring campaign, especially so far as
"The introduction of an improvement in musi-
consumption in nearby territory is concerned. A
cal merchandise is a difficult matter," remarked
confident consensus of belief prevails in all the manager of a progressive house the other
branches of the small goods trade that the net day. "Here we have a decidedly new and novel
results of the season will be up to the mark.
device in violin pegs, to prevent the slipping of
The wholesalers are certainly busy shipping
the strings and unexpected change of tone; but
goods, and if the retail end bears out expecta-
in spite of the fact that this is a real contribution
tions and calculations, as seems more than prob- to the worth and utility of the instrument, they
able from present indications, the entire line will
are selling slow. The only way to get the pegs in
have done remarkably well.
general use is to have them fitted with the goods
The remarks of an influential factor in mu- in Germany, and then perhaps coming in as a
sical merchandise to The Review this week fol- part of the violin, the trade would take hold of
low: "Locally trade has been more quiet during
them as a matter of course, and the demand cr
the past week, but our transactions with our
call would be created. The wholesalers had the
friends throughout the outlying territory have
same trouble with a banjo peg now generally ac-
exceeded our expectations. The West is good,
cepted as standard. It was only by having the
l-ut the South is best, the men in that section
instrument come complete, and not recommend
being exceptionally successful. The East shows
the peg as a separate consideration, that they
slightly diminished buying, but the situation as a became a fixture. This holds true right through
.hole is favorable. Stock houses, so far as we the line. A novelty may be bought to give it a
know, are uniformly busy. Import orders are
trial, but the selling is backward, and perhaps
coming in at a lively rate, and it is now up to in ten years it will become a recognized staple,
providing it has merit from the start."
the dealers for the remainder of the season.
Buying will continue brisk for a month or more,
however, and we are all making the most of our
TRADE CONDITIONS IN BOSTON.
opportunities."
(Special to The Review.)
DEFINING THE WORD "PHONOGRAPH.'
Boston, Mass., April 5, 1905.
The Oliver Ditson Co. is having an exceptional
(Special to The Review.)
trade on small goods this spring, and is also
New Haven, Conn., April 4, 1905.
making a special effort on musical publications.
Attorney Bierkan appeared before the Judiciary
Until June 1 a number of books are offered at
Committee in Hartford to-day relative to the use -special prices. These include Kelley's three
of the word "phonograph" as a musical instru- series of pieces for the violin and piano, Wohl-
ment. By several decisions the word has been
fahrt's violin studies, those of Sitt and Venzl;
deemed both a musical instrument and not one. also the new numbers in the Ditson Half-Dollar
Mr. Bierkan asked that it be made a law that the series.
words "phonographs" and "goods" be placed in
Manager Bobzin reports an exceptional demand
all bills of sale. About $180,000 worth of these for drums, flutes and talking machines. On the
goods are sold in the State every year.
subject of talking machines he really gets en-
thusiastic in praise of the Victor.
At the Eastern Talking Machine Co. spring
TRAVELING FOR CARL FISCHER.
business in very good indeed. The frequent
George H. Hilbert is on his way West for Carl
changes in window dressing which are a feature
Fischer, dealer in musical instruments at >j here has proved a good business-bringer.
Fourth avenue, and will make an extended tour
At the Columbia Phonograph Co. an increase
of the Central Western States.
in the demand for fine-grade goods is noted.
The Boston Talking Machine Co. has met with
The Worrell-Parks Music Co. in Mexico, Mo., great success in the use of lits glass rooms, and
will be incorporated with a capital stock of $20,- patrons express great pleasure at being able to
000. This concern has recently leased larger hear the disks without having to hear also the
music in the adjoining rooms.
Quarters.
At Houghton & Dutton's the new talking ma-
chine department has made a hit, and the space
"Did she inherit her musical abilities
"
"Yes, her father was a piano-mover, I believe!" allotted to it has already been increased.
MAIL ORDER COMPETITION.
Is Something Which Dealers Cannot Afford to
Overlook—Some Important Features of the
Question To Be Considered.
When it comes to discussing the catalogue or
mail order house as such, the trade displays very
little patience. Attention has been called to the
fact that catalogue houses are becoming manufac-
turers of certain leading lines; or, rather, are
closely allying themselves with manufacturers
so as to make them to some extent independent
of the regular sources of supply. Such action
obviously affects both manufacturing and distrib-
uting interests, as new competition thus enters
the market so far as the production of goods is
concerned, while at the same time these houses
are getting a stronger position as distributors, as
they are rendered less accessible to the attacks
made upon them by organizations of dealers, and
are enabled, if their manufacturing is conducted
successfully, to realize profits both as producers
and distributors.
This phase of the matter is presenting new
obstacles to the small goods dealer, and his pro-
test is not to be ignored. The question as now
presented by one versed in the situation is about
as follows: "Recently I bought from a jobber a
bill of goods, and a customer of mine purchased
from a catalogue house precisely the same mer-
chandise for $1 less. Now, the question is, had
the dealer better buy of the catalogue house and
let the jobber go, or what solution would you
suggest? This is a case where you cannot put up
the old stereotyped story of inferior goods, for the
goods are exactly the same in both cases, and I
feel that the time certainly is near in which the
jobber has got to be eradicated from the trade.
Can one put up any argument against the con-
sumer buying away from home under these con-
ditions? It certainly seems that there must be
something wrong, a screw loose somewhere, I
might say, and when the retailer finds such star-
ing him in the face, who is there to say that it is
not fair for him to compare the invoices received
from the so-called wholesale (?) houses with such
catalogues, which quote prices direct to the con-
sumer? I keep constantly before me copies of all
the different catalogue house catalogues for a
source of information, and find it profitable to do
so. I promised the purchaser of the above goods
to meet catalogue house prices, and now what
shall I do, or what would you do were you in my
place?"
This is a nut which some importing houses in
the merchandise line may be called upon to crack
some day.
HAVE YOU A
TALKING MACHINE DEPARTMENT?
T
IIKX T H E TALKING MACHINE WOULD
will be of the greatest possible service
to you. It is the only journal published
in America, devoted exclusively to
the interests of the trade which its name
indicates.
It is filled with news and
chatty items, contains a list of all month-
ly records issued by the various firms,
patents and technical articles of an In-
structive nature.
5 cents per copy
Fifty cents a year
EDWARD
LYJVIAN
BILL
PUBLISHER
1 MADISON AVENUE, NEW
YORK