Music Trade Review
Issue: 1906 Vol. 43 N. 4 - Page 4
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE
KLYHW
EDWARD LYMAN BILL, - Editor and Proprietor
J. B. SPIIXANE, Managing Editor
Executive and Reportorlal Stall:
OHO. B. KELLER.
W. N . TTLKR.
F. H. THOMPSON.
BMILIB FRANCIS BAUER.
L. B. BOWERS. 1?. BRITTAIN WILSON, WIT. B. WHITE. L. J. CHAMBKHLIN. A. J. NICKLIN.
BOSTON OFFICE:
CHICAGO OFFICE:
E. P. VAN HARLINOBN, 195-197 Wabash Ave.
TELEPHONES : Central 414 ; Automatic 8
KHNBST L. WAITT, 278A Tremont St.
It. W. KAIFFMAN.
A. W. SHAW.
CHAS. N. VAN UUKKN.
SAN FRANCISCO OFFICE: ALFRED METZOER, 425-427 Front St.
CINCINNATI. O.:
NINA PUGH-SMITH.
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 pe-
year; all other countries, $4.00.
ADVERTISEMENTS, $2.00 per Inch, single column, per insertion. On quarterly or
yearly contracts a special dl?<:ount Is allowed. Advertising Pages, $50.00; opposite
reading matter, $75.00.
REMITTANCES, in other than currency form, should be made payable to Edward
Lvnian Kill.
Directory ol Piano
~
_ , _ _ .
Minniieinren
The directory of piano manufacturing firms and corporations
found on another page will be of great value, as a reference
f o r dealers fln d others.
Exposition Honors Won by The Review
Urand I'rim
Paris Exposition, 1900
Silver MedaZ.Charleston Exposition, 1902
.Pan-American Exposition, 1901
Gold Medal..St. Louis Exposition, 1904
Gold Medol.Lewls-Clark Exposition, 1905
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY
NEW
YORK,
JULY
28, 1906
EDITORIAL
I
T seems to us that one of the greatest mistakes made by dealers
and indeed by manufacturers as well, is the tendency to relax
in their advertising campaign during the summer months. There
is no time of the year when advertising is perused more carefully
than in the summer. The piano dealer, for instance, has more
time at his disposal to analyze the trade papers most exhaustively,
and to make notes regarding changes desired—new lines or new
agencies for the fall.
The average piano purchaser is a closer student of the maga-
zines and the daily papers in the summer than in the winter months.
Observe the vacationist and you will find him invariably loaded
up with several magazines while he never overlooks the opportunity
of reading the daily papers and studying them most carefully.
We have long been of the opinion that this elimination of
publicity in the summer months is a great mistake, and this view
of things is borne out by our Philadelphia correspondent, who in
his letter this week makes the point that since 'the department stores
have carried their advertising activity into the summer months the
local dealers have followed suit, and all have profited to a very con-
siderable extent.
N
O greater proof of the prosperity of the country and the
soundness of general conditions is needed than the great
success achieved by Secretary Shaw in selling this week thirty
million dollars in Panama bonds at 104. In no other country per-
haps would such a sale of bonds be possible at such a price, and it
indicates not only the excellent handling of governmental finances,
but makes conspicuous throughout the world the unprecedented
credit of the nation.
It is significant that such a leading democratic organ as .the
New York World in writing of this bond issue should utter the
following words: "This result is one of many things that make
strong and popular the clean, patriotic and intelligent Government
of the United States under Theodore Roosevelt as President. That
Mr. Roosevelt has faults of manner and method is undeniable—his
jingoism, his policy of warlike expenditure, his brandishing of the
Big Stick, his substitution of the Roosevelt doctrine for the Monroe
doctrine in South American affairs; but the people will forgive all
REVIEW
these, if they do not forget them, in the light of his great achieve-
ments in great affairs."
A
PIANO manufacturer remarked recently to The Review : " I
was recently discussing territory with two young concerns,
neither of which had much money, and I asked them for a fair
showing of their financial conditions. One evaded the question by
showing a statement of assets, but omitted to bring in a full ac-
count of his debts. The other surprised me by bringing in a state-
ment which made a complete summary of his business. 1 was
surprised, however, to see how embarrassed the young man was
because his indebtedness reached a larger figure than he had an-
ticipated, but 1 felt that his frankness was a strong point in his
favor, and 1 did not hesitate to give my agency to the man, who
while lu- hail debts, had also fairness. T have been pleased, too,
with the results. He has made a good showing, and kept his
promises.
U
SI ALLY a man loses nothing by being frank iiv his state-
ments to those from whom he desires assistance, whether it
is credit, or any other form of help. In this connection it is nar-
rated of the late Mr. Cecil Rhodes, the great empire builder, that
he once offered to help a young man who was badly in trouble.
He told the youth to bring him a list of his debts, and he would
pay them all, in addition to starting him in business. The next
day the young man came around, but afraid of the size of his lia-
bilities, concealed part of his debts. Rhodes heard later of the
disingenuity of the youth, and refused to have anything more to do
with him. The man made a mistake, judging the millionaire after
his own petty mind, and not realizing that a few hundreds or thou-
sands more or less made no difference to Rhodes, who, however,
placed great stock in a person sticking to his word, and acting like
a man. How many men have asked a certain salary from a firm, and
been surprised at the quickness with which it was granted ? Maybe
the amount requested was large in their estimation, but they could
see their future employers did not think so, and were sorry after-
wards they had placed so low an estimate on their own worth. A
certain American firm, operating in England, will not accept a
man's services should he ask a low salary. And the reason is
as follows: If a man has no confidence in himself, it is ten to one
lie will be unable to inspire it in other people, or ever become a
good business man.
F
URTHER, it must be remembered, there is much truth in the
saying that what one gets for little is little appreciated. And
no matter how good a man is, should his services be obtained for a
low salary, it will generally be a long time before he gets what he
is really worth. It is said it is very easy to knock prices down, but
extremely difficult to knock them up.
The story is old, but none the less applicable, of the ruler who
told a certain man to draw on him for any amount he wished. The
keeper of the treasury, alarmed at the size of the sum required,
reported it to his master. The reply was made to let the man have
it. "He honors me by the largeness of his request."
"The world takes people very largely at their own estimate."
It hasn't time to investigate the truth of all the claims a man makes,
though occasionally it looks into some of them. But it is generally
far more ready to do business with the man who talks and thinks
largely than the man who betrays in every sentence that he is used
only to conversing and thinking about small things. When you
make a statement to a piano house make that statement a truthful
one. It will pay.
T
H E announcement in last week's Review that the Foster-
Armstrong Co., of Rochester, N. Y., has invaded Canada,
having purchased a large and well equipped factory at Berlin, Ont.,
where the Haines Bros, pianos will be manufactured, is another
forward step in the history of this wonderful institution. That
their Canadian enterprise will be successful like their business in
Rochester goes without saying, because it is backed by the same
strong organization and brains. The Foster-Armstrong Co. are
destined to build up a great business in Canada, as the field is in
many respects a virgin one, at least for the American manufacturer.
With their great organization, meritorious instruments and Amer-
ican hustle they are destined to make the Haines Bros, an instru-
ment of great popularity in the Dominion.
THE MUSIC TRADE
KLYHW
EDWARD LYMAN BILL, - Editor and Proprietor
J. B. SPIIXANE, Managing Editor
Executive and Reportorlal Stall:
OHO. B. KELLER.
W. N . TTLKR.
F. H. THOMPSON.
BMILIB FRANCIS BAUER.
L. B. BOWERS. 1?. BRITTAIN WILSON, WIT. B. WHITE. L. J. CHAMBKHLIN. A. J. NICKLIN.
BOSTON OFFICE:
CHICAGO OFFICE:
E. P. VAN HARLINOBN, 195-197 Wabash Ave.
TELEPHONES : Central 414 ; Automatic 8
KHNBST L. WAITT, 278A Tremont St.
It. W. KAIFFMAN.
A. W. SHAW.
CHAS. N. VAN UUKKN.
SAN FRANCISCO OFFICE: ALFRED METZOER, 425-427 Front St.
CINCINNATI. O.:
NINA PUGH-SMITH.
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 pe-
year; all other countries, $4.00.
ADVERTISEMENTS, $2.00 per Inch, single column, per insertion. On quarterly or
yearly contracts a special dl?<:ount Is allowed. Advertising Pages, $50.00; opposite
reading matter, $75.00.
REMITTANCES, in other than currency form, should be made payable to Edward
Lvnian Kill.
Directory ol Piano
~
_ , _ _ .
Minniieinren
The directory of piano manufacturing firms and corporations
found on another page will be of great value, as a reference
f o r dealers fln d others.
Exposition Honors Won by The Review
Urand I'rim
Paris Exposition, 1900
Silver MedaZ.Charleston Exposition, 1902
.Pan-American Exposition, 1901
Gold Medal..St. Louis Exposition, 1904
Gold Medol.Lewls-Clark Exposition, 1905
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY
NEW
YORK,
JULY
28, 1906
EDITORIAL
I
T seems to us that one of the greatest mistakes made by dealers
and indeed by manufacturers as well, is the tendency to relax
in their advertising campaign during the summer months. There
is no time of the year when advertising is perused more carefully
than in the summer. The piano dealer, for instance, has more
time at his disposal to analyze the trade papers most exhaustively,
and to make notes regarding changes desired—new lines or new
agencies for the fall.
The average piano purchaser is a closer student of the maga-
zines and the daily papers in the summer than in the winter months.
Observe the vacationist and you will find him invariably loaded
up with several magazines while he never overlooks the opportunity
of reading the daily papers and studying them most carefully.
We have long been of the opinion that this elimination of
publicity in the summer months is a great mistake, and this view
of things is borne out by our Philadelphia correspondent, who in
his letter this week makes the point that since 'the department stores
have carried their advertising activity into the summer months the
local dealers have followed suit, and all have profited to a very con-
siderable extent.
N
O greater proof of the prosperity of the country and the
soundness of general conditions is needed than the great
success achieved by Secretary Shaw in selling this week thirty
million dollars in Panama bonds at 104. In no other country per-
haps would such a sale of bonds be possible at such a price, and it
indicates not only the excellent handling of governmental finances,
but makes conspicuous throughout the world the unprecedented
credit of the nation.
It is significant that such a leading democratic organ as .the
New York World in writing of this bond issue should utter the
following words: "This result is one of many things that make
strong and popular the clean, patriotic and intelligent Government
of the United States under Theodore Roosevelt as President. That
Mr. Roosevelt has faults of manner and method is undeniable—his
jingoism, his policy of warlike expenditure, his brandishing of the
Big Stick, his substitution of the Roosevelt doctrine for the Monroe
doctrine in South American affairs; but the people will forgive all
REVIEW
these, if they do not forget them, in the light of his great achieve-
ments in great affairs."
A
PIANO manufacturer remarked recently to The Review : " I
was recently discussing territory with two young concerns,
neither of which had much money, and I asked them for a fair
showing of their financial conditions. One evaded the question by
showing a statement of assets, but omitted to bring in a full ac-
count of his debts. The other surprised me by bringing in a state-
ment which made a complete summary of his business. 1 was
surprised, however, to see how embarrassed the young man was
because his indebtedness reached a larger figure than he had an-
ticipated, but 1 felt that his frankness was a strong point in his
favor, and 1 did not hesitate to give my agency to the man, who
while lu- hail debts, had also fairness. T have been pleased, too,
with the results. He has made a good showing, and kept his
promises.
U
SI ALLY a man loses nothing by being frank iiv his state-
ments to those from whom he desires assistance, whether it
is credit, or any other form of help. In this connection it is nar-
rated of the late Mr. Cecil Rhodes, the great empire builder, that
he once offered to help a young man who was badly in trouble.
He told the youth to bring him a list of his debts, and he would
pay them all, in addition to starting him in business. The next
day the young man came around, but afraid of the size of his lia-
bilities, concealed part of his debts. Rhodes heard later of the
disingenuity of the youth, and refused to have anything more to do
with him. The man made a mistake, judging the millionaire after
his own petty mind, and not realizing that a few hundreds or thou-
sands more or less made no difference to Rhodes, who, however,
placed great stock in a person sticking to his word, and acting like
a man. How many men have asked a certain salary from a firm, and
been surprised at the quickness with which it was granted ? Maybe
the amount requested was large in their estimation, but they could
see their future employers did not think so, and were sorry after-
wards they had placed so low an estimate on their own worth. A
certain American firm, operating in England, will not accept a
man's services should he ask a low salary. And the reason is
as follows: If a man has no confidence in himself, it is ten to one
lie will be unable to inspire it in other people, or ever become a
good business man.
F
URTHER, it must be remembered, there is much truth in the
saying that what one gets for little is little appreciated. And
no matter how good a man is, should his services be obtained for a
low salary, it will generally be a long time before he gets what he
is really worth. It is said it is very easy to knock prices down, but
extremely difficult to knock them up.
The story is old, but none the less applicable, of the ruler who
told a certain man to draw on him for any amount he wished. The
keeper of the treasury, alarmed at the size of the sum required,
reported it to his master. The reply was made to let the man have
it. "He honors me by the largeness of his request."
"The world takes people very largely at their own estimate."
It hasn't time to investigate the truth of all the claims a man makes,
though occasionally it looks into some of them. But it is generally
far more ready to do business with the man who talks and thinks
largely than the man who betrays in every sentence that he is used
only to conversing and thinking about small things. When you
make a statement to a piano house make that statement a truthful
one. It will pay.
T
H E announcement in last week's Review that the Foster-
Armstrong Co., of Rochester, N. Y., has invaded Canada,
having purchased a large and well equipped factory at Berlin, Ont.,
where the Haines Bros, pianos will be manufactured, is another
forward step in the history of this wonderful institution. That
their Canadian enterprise will be successful like their business in
Rochester goes without saying, because it is backed by the same
strong organization and brains. The Foster-Armstrong Co. are
destined to build up a great business in Canada, as the field is in
many respects a virgin one, at least for the American manufacturer.
With their great organization, meritorious instruments and Amer-
ican hustle they are destined to make the Haines Bros, an instru-
ment of great popularity in the Dominion.
Future scanning projects are planned by the International Arcade Museum Library (IAML).