Music Trade Review

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THE
MUSIC TRADE
usually in the end found to be custodians of nothing but their own
large bumps of self-esteem.
ANADA is undergoing a transformation, and the western part
of that country will absorb more pianos this year than any
other section. The farmers there have acquired great wealth with-
in a few years, and they are purchasing pianos and home accessories
in large quantities. A Review reader who has recently returned
from that section of the country says that the success of the country
round about Winnipeg may be attributed to clever government ad-
vertising, for no other government than the one north of us has
ever before adopted such a policy of publicity, nor has any corpora-
tion ever before operated a plan of land exploitation carried out so
effectively and so elaborately. Books and pamphlets in alluring
colors, seductive and inducing in phraseology have been turned out
by the hundreds of thousands, and this form of publicity has rapidly
populated Canada, and as a ' suit a powerful nation is building up
where a few years ago many people claimed that it was not possible
to produce anything for the comfort of man.
One of the most enterprising American firms, the Foster-
Armstrong Co., realized the business possibilities of Canada, and
that the tariff went a long way toward shutting out American trade.
They therefore adopted another plan of invasion and established a
piano factory in Canada, which is said to be turning out a great
number of instruments weekly. Surely that is American enterprise
which is well worth emulating. If the Americans cannot get the
trade one way they are bound to have it another, and the business
activity of our people is certainly untiring.
C
T
HE National Music Trade Show, which closed last Thursday
at Madison Square Garden, was the first attempt in this
country to establish a central exhibition place for musical wares on
a large scale. It is true that there were not a great number of
exhibitors when we consider the trade as a whole, but some of the
manufacturers who have maintained booths during the life of the
show have expressed themselves as being satisfied with the results
reached.' One prominent manufacturer stated that he should apply
for space next year, and in his opinion every single foot of available
space in Madison Square Garden would be eagerly taken up by
exhibitors next season. Another stated that his cash sales more
than equalled the expenses incident to the installation and main-
tenance of his exhibit.
HEN viewed from the exhibition standpoint, the first music
trade show cannot truthfully be said to be a trade success.
But it was an initial move, and the manager, Captain Dressel, was
not swerved in the slightest from carrying out his plans when
exhibitors did not subscribe eagerly for space allotment. He said
that his experience in managing national shows was to the effect
that the first year the interest was slight, but the following season
orders came in almost without solicitation, and he feels every confi-
dence that the Music Trade Show to be held during 1907 will be
fully representative of the industry. This year a number of causes
have militated against the success of the show. There were prac-
tically no exhibitors outside of New York, so that the affair did not
assume national character, but many manufacturers outside and in
New York were too busy filling orders to care to take up the bother
of preparing an exhibit. And many stated that they should
gladly have gone into the enterprise if their facilities were not
already taxed to the utmost to keep up with the demand. They
were not seeking new trade, hence they were not interested in exhi-
bitions which are primarily for the promotion of business.
The talking machine men viewed the matter in the same light,
as the product of the larger firms is practically sold ahead until the
close of the year. Then again there is always an unwillingness on
the part of men in a particular industry to take part in some new
enterprise. They had rather hold back and watch the results.
W
O
NE of the most successful piano salesmen in the trade re-
cently remarked to The Review that he believed that a sys-
tematic study of prospects was still in its infancy. According to
his views, there is, to-day, a great deal of wasted money and time
in not outlining a perfect prospect system. That while a number
of firms have report cards, yet in many instances these signify
nothing. Every scrap of pertinent information should be gained
relating to a possible piano purchase.
REVIEW
There are some pretty clever men engaged in the profession
of selling pianos, and while our friend may have excellent views,
yet "we can name a number of instances where splendid success has
been achieved without the salesman wearing himself out by follow-
ing up tiresome details.
Details are all right, and system is all right, but both may be
overdone. A good rule to apply in salesmanship is to be make sure
that your customer is well satisfied after the piano sale is made.
Every piano purchaser may be helpful in making another sale, and
a little attention paid to a customer from time to time makes him
feel kindly towards the house from which he purchased his piano,
and he is only too glad to recommend that firm to any of his friends
who contemplate the purchase of an instrument. The house which
gives a square deal is the one which will be sure to achieve perma-
nent success. It is not alone to sell the piano, but it is to sell it
well and make the purchaser satisfied that counts in the year's
business.
A
WELL-KNOWN hardware man recently remarked to The
Review: "I am surprised that some piano dealers will in-
sist upon having special brands, or what you term in the piano
trade stencil pianos. In the hardware line we are largely elimi-
nating special brands. Private brands as a rule do not signify
anything as far as quality is concerned and hardware men are being
rapidly won over to the idea that it does not pay to handle anything
unless it bears the stamp of the manufacturer. I am surprised
furthermore that there should not be a universal action on the part
of manufacturers to fix prices at which their instruments should be
sold at retail. That plan has been in vogue in the hardware line
for years, and its general use has brought about continued trade
betterment."
These words, delivered by a gentleman who is prominent in
another line of trade, are well worth thinking over. Special brands
to-day mean nothing, but the manufacturers' brand, with a guaran-
tee accompanying the product means a standard, and more, it means
protection to a customer.
J
N spite of the generally good times we have a lot of men who
are predicting all sorts of dire disaster for the country within
the very near future. It is ridiculous to say that there is a crisis
impending when the agricultural yield of this country is so enor-
mous, and when manufactured goods in every line are bought up
as quickly as produced. There certainly can be no well founded
claim that over-production exists, and that goods are to be forced
out at cost or less than cost, because everything which is created
in factory and mill to-day is sold at a profit, and there is no accumu-
lation of stock in the various warerooms.
If we were piling up all kinds of goods at an enormous rate, it
might be fair to say there is danger ahead. Of course, Wall
Street may be a little quiet, but Wall Street is not the whole country
by a long shot, and the great West just at the present time is busy
harvesting enormous crops and getting in big lines of merchandise,
and is not bothering watching the reports from the great gambling
center.
W
ALL STREET docs not cut as large a figure in the nation's
estimate as it did formerly, and it is a mighty good thing
that it does not. Of course, there is always a certain percentage
of the public who will be constantly nibbling at the bait offered by
stock manipulators, and just now it is generally admitted that the
manipulators are unable to liquidate as extensively as they had
hoped to do. The "tight money cloud" might be hovering over the
financial district, but general conditions are certainly satisfactory,
and there is no need to shout crisis. Of course, money is not plenti-
ful, for there are great crops to be moved, with widespread specu-
lations in real estate and with dear money in nearly all foreign
countries. Money is not abundant, nor is it cheap, but we may
blame our monetary system for that rather than business conditions
generally, but we will not take up the subject, for discussions on
the money question are quite generally considered to be dry. We
may need banking reform, but when the demand becomes more
pressing necessary changes will undoubtedly be made.
NENT the tariff discussion, why not a tariff commission such
as was suggested years ago by C. G. Conn, to adjust all
A
differences, thus taking the question out of politics, to the end that
business is not disturbed ?