Music Trade Review

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THE MUSIC TRADE
OHN WANAMAKER was keen in this particular; while he has
some Wanamaker brands in other lines, he was careful not to
put a Wanamaker piano on the market, and probably he will not
until such time as he has a factory of his own, which may be some
years hence.
But no one can say with truth that this great merchant and
piano factor—for great he is—lowers the trade by indulging in the
special brand business; and yet many dealers are prone to decry
department stores and their methods, and still they adopt plans
which department stores carefully avoid.
J
I
T seems to us that if the industry is to be kept upon an art plane,
or even on a high business plane, it must be by a rigid adher-
ence to those rules which are recognized as correct in other lines.
Now, if the special brand business is to engulf the trade, why it will
be but a little while before the intermediate lines will be cut out of
consideration altogether. It will simply be a wide gulf between the
mass of specials and the upper ten in pianodom, and in a while,
through the process of years, a disintegration, will go steadily on,
until even it strikes at the root of some of the greater institutions.
W
E should not forget that this is a history-making age, that
combinations are forming in all lines, and that new condi-
tions are being forced upon industries which bid fair to revolution-
ize the manufacture and marketing of various products.
No doubt there will be radical changes made in this industry,
and it will not require a great stretch of vision to see in the future
leading firms having distributing branches of their own in the im-
portant cities, where they will control exclusively their own instru-
ments.
All these changes are not onlv possible, but probable, for one
thing is certain, piano manufacturers will not stand placidly by and
see their instruments used simply for the exploitation of the just
as good. They will not permit their dealers to advertise their own
special brands as better, or even just as good, at least as the old
makes which they have on the floor. They will not permit the
dealer's salesmen to use their instruments simply as foils to sell the
specials, or the dealer's own brand without adopting some form of
retaliation. That is certain.
I
F the officers of the Manufacturers' Association, at their next
annual meeting, should take up this grave question for serious
consideration, they could, through concerted action, bring about
some radical reformation, provided, of course, the dealers would
support the move in a sincere manner. It would be far better for
the manufacturers to leave the special brand business out entirely
than to assist the wave of special brand madness which is now sweep-
ing over the trade.
Manufacturers may make a small profit on the individual spe-
cial brand piano to-day ; but does that suffice for the loss which is
inevitable, and for the depreciation of general trade conditions,
which must surely be the ouicome of this business if it is main-
tained ?
T
HE prophets of the evil are fond of stating that our decreased
exports of breadstuff's and cotton are indications of hard
times. Now are they ? Have they decreased because the wheels of
commerce have slipped some cogs, or because the country is pros-
perous, and is therefore a better consumer of these articles?
It is nature which gives crops to man, who merely makes the
distribution. With manufactures it is man who produces and also
distributes. It is through no misfortune that the products of agri-
culture are kept at home and that manufactures are exported. Of
manufactures the country can increase its production if the world
will take the increase. Of the products of agriculture it may be
compelled to stint itself to give an increase to the world.
T
HE records of imports and exports in the past two years show
with the greatest clearness that as to imports there has been
an increase in articles of food and crude materials, and as to exports
a decrease in the products of agriculture and an increase in manu-
factures. Comparing the calendar years of T903 and 1904, there was
an increase in total imports of $40,415,000. There was an increase 1
in articles of food and crude materials of $76,439,000. These items
in 1904 constituted fifty-three per cent, of the total imports. Other
REVIEW
lines of imports showed a decrease. Comparing exports, the de-
crease in the total was $31,900,000, and the products of agriculture
decreased $118,920,000, still constituting sixty-three per cent, of the
total exports; while the products of manufacture increased $81,310,-
000, although constituting but tyventy-nine per cent, of the total.
T
HE mining or forests show no important change. Thus it
seems evident that while the recent movement in international
exchanges of merchandise and gold furnishes no ground for prophe-
cies of adversity to follow; but an analysis indicates that there may
be rather found some good auguries therefrom. There is nothing in
the national situation to show the slightest apprehension as to an ex-
tended period of prosperity. Manufacturers and dealers will act
wisely if they plan for good times, and piano manufacturers who
have recently enlarged their facilities by building additional fac-
tories will undoubtedly need them in the near future. The indica-
tions point to a year of much activity in all the divisions of trade.
As far as the export business in the piano line is concerned, it
does not reach an important factor in the general piano output.
One of the best of reasons for this condition of affairs may be
found in the statement that the home market has thus far been the
most profitable, and the demand in our own country has never yet
been fully supplied. Therefore, why, with those conditions, should
the American piano manufacturer reach out seriously for the de-
velopment of export trade? That will come along in due time.
H
OW to obtain the greatest efficiency from each and every sales-
man in his employ is a problem that is ever before the
thoughtful and ambitious piano merchant. And who has not laid
awake nights thinking over the losses that may occur every day and
every week through the carelessness or lack of ambition of those
who make up his sales force? Who has not yearned for some
method by which each salesman shall be put on his mettle, and each
shall be tactful, anxious to avoid missing a sale.
How much could the selling force of a salesman's staff be in-
creased, provided the head of the business himself were closely in
touch with the men who sell his instruments?
Some time ago we advocated the holding of regular staff meet-
ings, at which time all matters in relation to piano selling could be
fairly discussed.
A number of dealers have advised us that thev
have adopted our suggestions, and have had as a result of their
meetings splendid results.
T
H E S E little family talks have the effect to stiffen the vertebra-
of many a weak salesman. Then, again, points are brought
out in discussion which are of obvious advantage to all. There is
no question in our minds but that the efficiency of a piano staff yvill
be materially augmented by regular meetings, at which certain
methods, prices, allowances, competition, commissions, advertising.
and everything which enters into a retail piano business could be
fairly discussed.
It is worth thinking over, and to men who are anxious to obtain
a greater degree of efficiency in their salesmen we would suggest
the advisability of little cabinet meetings. Try the plan ; it is worth
the while.
T
H E indications are that within a reasonable time the trading-
stamp yvill be a thing of the past, greatly to the advantage of
the retail merchant, yvho in order to protect himself against compe-
tition has been compelled to lose much of his profit, principally for
the benefit of the trading stamp concerns. This condition is brought
about by a comparatively new arrival in the field, namely, the stamp
broker, or scalper. The African in the wood-pile in the stamp
scheme has always been in the profit of the unredeemed stamps.
These of course have been paid for by the retailer, and every stamp
that has not been presented at the premium store is just so much
"velvet" to the operating company. Of course there have been a
great many lost, and before a book is filled up many a consumer
gives up the effort in disgust, and the unredeemed stamps are thrown
away. Now, there are brokers who have signs "Cash paid for trad-
ing stamps," and these are the fellows who are undermining the
business. The stamp companies have sought to enjoin them from
buying and selling their coupons, but they have not been sustained
bv the courts.