Music Trade Review
Issue: 1906 Vol. 43 N. 5 - Page 6
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
EDWARD LYMAN BILL, - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Stall:
GBO. B. KELLER.
W. N. TYLEK.
F. H. THOMPSON.
EMILIE FRANCES BAOKK.
L. B. BOWEKS. B. BRITTAIN WILSON, WM. B. WHITE. L. J. CHAMBEKLIN. A. J. NICKLIN.
BOSTON OFFICE:
ERNEST L. WAITT, 278A Tremont St.
CHICAGO OFFICE:
E. P. VAN HABLINGEN. 195-197 Wabash Ave.
TELEPHONES : Central 414 ; Automatic 8G43
PHILADELPHIA OFFICE: MINNEAPOLIS and ST. PAUL: ST. LOUIS OFFICE
R. W. KAUFFMAN.
A. W. SHAW.
CHAS. N. VAN BUREN.
SAN FRANCISCO OFFICE: ALFRED METZGEK, 425-427 Front SL
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 p o s t a g e ) , United States, Mexico, a n d Canada, $2.00 per
y e a r ; all other countries, $4.00.
ADVERTISEMENTS, $2.00 per Inch, single column, p e r Insertion.
On quarterly or
yearly contracts a special discount Is allowed. Advertising Pages, $ 5 0 . 0 0 ; opposite
reading matter, $75.00.
REMITTANCES, In other t h a n currency form, should be made payable t o Edward
Lyman Bill.
Directory o l Piano
ZZ
~ ~
T h e directory of piano manufacturing firms a n d corporations
found on another page will be of great value, a s a reference
Manufacturers
for
dealers and others.
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900
Silver itedal.Ch&v\eston Exposition, 1902
Diploma.Pan-American Exposition, 1901
Gold Medal..St. Louis Exposition, 1904
Gold Medal.Lewis-Clark Exposition, 1905
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY
NEW
YORK,
AUGUST
4,
1906
EDITORIAL
T
H E R E is a law now in this State which it is believed will
abolish the practice of "corruptly influencing employes" by
parties interested in the sale of material.
It has been frequently stated, even before the days of rampant
graft in high places, that there was systematic grafting in the
varnish trade, and that the wheels within wheels that govern the
power in the varnish departments of large factories was extremely
clogged, and the machinery required from time to time considerable
"greasing."
Some varnish men have not hesitated to say most emphatically
that there are inner conditions existing in factories which are un-
known to the proprietors, but which cut merit out of the varnish
proposition entirely.
Along these lines here is a little story apropos of the buyer,
who was an unconscious party in a graft deal, and which may be
applicable to the piano trade:
Not long ago a salesman, for a varnish house made a fifth
unsuccessful call upon the buyer of a large concern that manufac-
tured furniture. The salesman had exhausted every effort to get
a trial order in, knowing that if he did so future orders would
come easy. Somehow or other his varnish had never met with the
approval of the foreman of the painting department. This fore-
man claimed that a certain other and inferior brand was "far
superior in every respect."
Just prior to this last trip the salesman stumbled upon an in-
teresting fact. The foreman of the paint department had a
brother-in-law who was agent for the varnish that he, the fore-
man, so highly recommended. The salesman saw through it all.
Perhaps it was not a graft in which money actually changed hands,
but nevertheless it was a studied and successful attempt to keep
business "in the family."
The salesman called upon the manager of the factory, and
without any preamble said to him: "I have made a number of
trips here to get a chance to sell you people a trial order of varnish.
The buyer has invariably told me that the superintendent of the
department that uses varnish has insisted that our product is in-
ferior, and that only
brand meets with his approval,
and gives satisfaction, Now, I have, reason to know that mv
REVIEW
varnish has never been tried here and, furthermore, 1 know that
the varnish you are now using cannot touch our goods in any par-
ticular. In order to prove what I say, I want to sell you two bar-
rels of varnish. Then I want you to take one of your empty barrels
in which you have been receiving your regular brand and fill it
with our goods. Tell the foreman of the paint department that
you have decided to give us a trial, and have one barrel of our
varnish and our competitor's barrel also containing our varnish
sent to him. You will find that he will use our product in the other
firm's barrel and swear it is all right; you will also find that when
he uses our varnish out of our own barrel that he will kick on it."
T
HE manager of this particular factory seemed impressed, and
called for the foreman of the department. Said he, "Jack,
I have decided to give a trial order for varnish to this gentleman
who represents The
Varnish Co. I want you to give it
a fair show and report to me." "All right," said the foreman, "I
will do it, but there is absolutely no use, because 1 know the stuff
is no good for us. The only varnish we can use here with satisfac-
tion is
(mentioning the brand sold by his brother-in-law).
The experiment was tried and it turned out just as the sales-
man had said it would. The foreman used the salesman's varnish
out of the old barrel and then used the same stuff out of the origi-
nal package. He damned the original stuff and swore by the same
brand of goods that was, as he thought, varnish sold by his relative.
On the following Saturday his pay envelope contained the "blue
slip." ] lave the claims of the various varnish men received the
attention to which thev are entitled at the various known factories?
E
VEN an expert salesman on his first trip usually has a dis-
couraging time, but a salesman who knows his goods can
get a better hearing for them because of the confidence he inspires
in the buyer. The average buyer is a sensitive plant and the least
slip, real or fancied, a salesman makes, weakens the whole fabric
of argument and makes the outcome uncertain. It is worth some-
thing in business to be certain that you are going to get goods
exactly as represented. It is necessary to have goods delivered
exactly as the samples are shown by the salesman, and we recall
one instance where a salesman had exhibited a sample piano which
was splendidly finished, and when his order came to be filled the
instruments were shipped in such condition that they had to be
immediately returned to the factory. That salesman could not
make good with the dealer on his next trip and his house wondered
why orders were cancelled after first shipments had been received.
Every promise made by a salesman should be lived up to. The
honor of the house is at stake.
A
REVIEW of the retail trade advertising which has reached
this office from various cities throughout the Union during
the past month shows that there is less of what is colloquially
termed "knocking" than ever before. Whether or not this is due
to the effect of good fellowship engendered at the various conven-
tions, or whether it is due to a general wave of good feeling which
is creeping over the world, and is often extended to the camp of
music trade journalists, is not determined.
PIANO manufacturer, while discussing advertising, remarked
recently to The Review: "I look upon trade paper adver-
tising as a powerful adjunct to this business, and I know of no
form of investment which has paid us better returns than this
form of publicity. Of course, one must exercise just as great
discretion in placing contracts in the trade newspaper field, as in
any other line, for there is a difference in trade newspapers. But
as a general proposition trade newspaper work is helpful to this
industry."
A
F
AIR discriminating intelligence is needed, but advertising of
all kinds should be an impelling force, should be a trade
stimulator, but it should not be handled indifferently, for adver-
tising is in reality a science. The brightest and brainiest of men
are employed in the solution of its problems. It is no longer looked
upon as a gambling scheme, or as a hit-and-miss game, or as an
expense, but as a safe and sure business investment. Money prop-
erly invested in it is as certain to produce profits as money invested
in anv other line, if not more so.
THE
MUSIC TRADE
EDWARD LYMAN BILL, - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Stall:
GBO. B. KELLER.
W. N. TYLEK.
F. H. THOMPSON.
EMILIE FRANCES BAOKK.
L. B. BOWEKS. B. BRITTAIN WILSON, WM. B. WHITE. L. J. CHAMBEKLIN. A. J. NICKLIN.
BOSTON OFFICE:
ERNEST L. WAITT, 278A Tremont St.
CHICAGO OFFICE:
E. P. VAN HABLINGEN. 195-197 Wabash Ave.
TELEPHONES : Central 414 ; Automatic 8G43
PHILADELPHIA OFFICE: MINNEAPOLIS and ST. PAUL: ST. LOUIS OFFICE
R. W. KAUFFMAN.
A. W. SHAW.
CHAS. N. VAN BUREN.
SAN FRANCISCO OFFICE: ALFRED METZGEK, 425-427 Front SL
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 p o s t a g e ) , United States, Mexico, a n d Canada, $2.00 per
y e a r ; all other countries, $4.00.
ADVERTISEMENTS, $2.00 per Inch, single column, p e r Insertion.
On quarterly or
yearly contracts a special discount Is allowed. Advertising Pages, $ 5 0 . 0 0 ; opposite
reading matter, $75.00.
REMITTANCES, In other t h a n currency form, should be made payable t o Edward
Lyman Bill.
Directory o l Piano
ZZ
~ ~
T h e directory of piano manufacturing firms a n d corporations
found on another page will be of great value, a s a reference
Manufacturers
for
dealers and others.
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900
Silver itedal.Ch&v\eston Exposition, 1902
Diploma.Pan-American Exposition, 1901
Gold Medal..St. Louis Exposition, 1904
Gold Medal.Lewis-Clark Exposition, 1905
LONG DISTANCE TELEPHONE-NUMBER 1745 GRAMERCY
NEW
YORK,
AUGUST
4,
1906
EDITORIAL
T
H E R E is a law now in this State which it is believed will
abolish the practice of "corruptly influencing employes" by
parties interested in the sale of material.
It has been frequently stated, even before the days of rampant
graft in high places, that there was systematic grafting in the
varnish trade, and that the wheels within wheels that govern the
power in the varnish departments of large factories was extremely
clogged, and the machinery required from time to time considerable
"greasing."
Some varnish men have not hesitated to say most emphatically
that there are inner conditions existing in factories which are un-
known to the proprietors, but which cut merit out of the varnish
proposition entirely.
Along these lines here is a little story apropos of the buyer,
who was an unconscious party in a graft deal, and which may be
applicable to the piano trade:
Not long ago a salesman, for a varnish house made a fifth
unsuccessful call upon the buyer of a large concern that manufac-
tured furniture. The salesman had exhausted every effort to get
a trial order in, knowing that if he did so future orders would
come easy. Somehow or other his varnish had never met with the
approval of the foreman of the painting department. This fore-
man claimed that a certain other and inferior brand was "far
superior in every respect."
Just prior to this last trip the salesman stumbled upon an in-
teresting fact. The foreman of the paint department had a
brother-in-law who was agent for the varnish that he, the fore-
man, so highly recommended. The salesman saw through it all.
Perhaps it was not a graft in which money actually changed hands,
but nevertheless it was a studied and successful attempt to keep
business "in the family."
The salesman called upon the manager of the factory, and
without any preamble said to him: "I have made a number of
trips here to get a chance to sell you people a trial order of varnish.
The buyer has invariably told me that the superintendent of the
department that uses varnish has insisted that our product is in-
ferior, and that only
brand meets with his approval,
and gives satisfaction, Now, I have, reason to know that mv
REVIEW
varnish has never been tried here and, furthermore, 1 know that
the varnish you are now using cannot touch our goods in any par-
ticular. In order to prove what I say, I want to sell you two bar-
rels of varnish. Then I want you to take one of your empty barrels
in which you have been receiving your regular brand and fill it
with our goods. Tell the foreman of the paint department that
you have decided to give us a trial, and have one barrel of our
varnish and our competitor's barrel also containing our varnish
sent to him. You will find that he will use our product in the other
firm's barrel and swear it is all right; you will also find that when
he uses our varnish out of our own barrel that he will kick on it."
T
HE manager of this particular factory seemed impressed, and
called for the foreman of the department. Said he, "Jack,
I have decided to give a trial order for varnish to this gentleman
who represents The
Varnish Co. I want you to give it
a fair show and report to me." "All right," said the foreman, "I
will do it, but there is absolutely no use, because 1 know the stuff
is no good for us. The only varnish we can use here with satisfac-
tion is
(mentioning the brand sold by his brother-in-law).
The experiment was tried and it turned out just as the sales-
man had said it would. The foreman used the salesman's varnish
out of the old barrel and then used the same stuff out of the origi-
nal package. He damned the original stuff and swore by the same
brand of goods that was, as he thought, varnish sold by his relative.
On the following Saturday his pay envelope contained the "blue
slip." ] lave the claims of the various varnish men received the
attention to which thev are entitled at the various known factories?
E
VEN an expert salesman on his first trip usually has a dis-
couraging time, but a salesman who knows his goods can
get a better hearing for them because of the confidence he inspires
in the buyer. The average buyer is a sensitive plant and the least
slip, real or fancied, a salesman makes, weakens the whole fabric
of argument and makes the outcome uncertain. It is worth some-
thing in business to be certain that you are going to get goods
exactly as represented. It is necessary to have goods delivered
exactly as the samples are shown by the salesman, and we recall
one instance where a salesman had exhibited a sample piano which
was splendidly finished, and when his order came to be filled the
instruments were shipped in such condition that they had to be
immediately returned to the factory. That salesman could not
make good with the dealer on his next trip and his house wondered
why orders were cancelled after first shipments had been received.
Every promise made by a salesman should be lived up to. The
honor of the house is at stake.
A
REVIEW of the retail trade advertising which has reached
this office from various cities throughout the Union during
the past month shows that there is less of what is colloquially
termed "knocking" than ever before. Whether or not this is due
to the effect of good fellowship engendered at the various conven-
tions, or whether it is due to a general wave of good feeling which
is creeping over the world, and is often extended to the camp of
music trade journalists, is not determined.
PIANO manufacturer, while discussing advertising, remarked
recently to The Review: "I look upon trade paper adver-
tising as a powerful adjunct to this business, and I know of no
form of investment which has paid us better returns than this
form of publicity. Of course, one must exercise just as great
discretion in placing contracts in the trade newspaper field, as in
any other line, for there is a difference in trade newspapers. But
as a general proposition trade newspaper work is helpful to this
industry."
A
F
AIR discriminating intelligence is needed, but advertising of
all kinds should be an impelling force, should be a trade
stimulator, but it should not be handled indifferently, for adver-
tising is in reality a science. The brightest and brainiest of men
are employed in the solution of its problems. It is no longer looked
upon as a gambling scheme, or as a hit-and-miss game, or as an
expense, but as a safe and sure business investment. Money prop-
erly invested in it is as certain to produce profits as money invested
in anv other line, if not more so.
Future scanning projects are planned by the International Arcade Museum Library (IAML).