Music Trade Review
Issue: 1910 Vol. 51 N. 19 - Page 4
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
GBO. B. KBLLKB,
W. H. D I K E S ,
B. BRITTAIN WILBOH,
A. J. NICKLIN,
BOSTON OFFICE:
R. W. SIM MOMS,
AUGUST J. TIMPB.
WM.
L. H. B O W K S ,
B. WHITE.
CHICAGO OFFICE:
matter of credits. Hence the action of the executive committee
of the National Piano Manufacturers' Association in recommend-
ing that the subject of "terms" be taken up for consideration and
discussion at the meeting of the association in February next is
most timely. We heartily agree with the opening sentence of the
resolution passed at the meeting in the Hotel Astor last week, that:
"Your executive committee believe that the subject of terms given
by the piano manufacturers is perhaps the most important and vital
that confronts the industry at the present time."
We sincerely trust that all the members of the National Asso-
ciation will take an active part in this discussion and that some
steps will be taken of a practical nature that will prove effective in
pointing the way to co-operative action."
N
OW that the National Piano Manufacturers' Association has
gone on record, it will not be amiss for the National Piano
Dealers' Association to fall in line and give consideration to the
R. W. KAUFFMAN,
ADOLF EDSTEN,
CHAS. N. VAN BUBBN.
same subject—that is, from the retail standpoint.
SAN FRANCISCO: S. H. GRAY, 88 First Street.
Dealers and manufacturers alike realize that there has been
CINCINNATI. O.:
JACOB W. WALTERS.
BALTIMORE. MD.: A. ROBERT FRENCH.
a great deal of looseness in the handling of piano credits generally.
LONDON, ENGLAND: 69 Basinghall St., E. C. W. LIONEL STURDY, Manager.
Heads of departments have not enforced the rule of getting larger
first payments and larger instalments than is now the custom, to
Published Every Saturday at 1 Madison Avenue, New York
the end that a piano is paid for. within a shorter time.
Entered at the New York Post Office as Second Class Matter.
Many dealers have gotten into the habit of attracting custom
by offering terms that would hardly be tolerated in any progressive
SUBSCRIPTION. (Including postage). United States and Mexico, $2.00 per year;
Canada, $3.50 ; all other countries, $4.00.
industry. And this subject, by the way, was admirably analyzed
ADVERTISEMENTS. $2.00 per Inch, single column, per insertion. On quarterly or
yearly contracts a special discount Is allowed. Advertising Pages, $60.00; opposite
in a letter sent to the trade recently by Col. E. S. Con way, vice-
reading matter, $75.00.
REMITTANCES, In other than currency forms, should be made payable to Edward
president of the W. W. Kimball Co., in which he makes a strong
Lyman Bill.
plea for the eradication of the evil for once and for all from the
Ql>l>t1ni1
A" important feature of this publication is a complete sec-
music trade industry. Col. Conway said: - "There is no one thing
^^>**»***M« tion devoted to the interests of music publishers and dealers.
that is undermining the character and former good name of our
Departments conducted by an expert wherein all ques-
Jin.fl
tions of a technical nature relating to the tuning,
industry—indeed not all the evils in the trade put together—as the
IW>n«il*tni£»nfc regulating and repairing of pianos and player-pianos
V e p d l I l l i e i l l b . a r e d e a l t w 1 t h i w f t b e f o u n d i n a n o ther section of this
almost universal practice of the present hour of advertising terms.
paper. Wo also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
A piano or any other article advertised at say $io down, and $5 or
$6 a month, covering a period of three or four years to pay out,
Exposition Honors Won by The Review
is an acknowledgment of inferiority or bad judgment on the part
Qrand Prix
Paris Exposition, 1900
Silver Medal.Charleston Exposition, 190U
Diploma.. Pan-American Exposition, 1901
Gold Medal... St. Louis Exposition, 1904
of the dealer, or both. With such advertisements appearing daily
Gold Medal
Lewis-Clark Exposition, 1906.
in the press it is impossible for a salesman to receive better terms.
LONG DISTANCE TELEPHONES-NUMBERS 4677 and 4678 GRAMERCY
"Those engaged in selling pianos should not assume that all
Connecting all Departments.
lovers
of music are paupers because that is not true; people of
Cable address: "ElbllL New York."
means desire music in the home. No two purchasers that drop
NEW YORK, NOVEMBER 5, 1910
into your store any day are alike able to pay. One can pay $20 per
month as easily as another can pay $10, and this fact will always
be ascertained by a good salesman when talking with his customer.
But with the present method of advertising the salesman and, in-
EDITORIAL
deed, the proprietor himself, are simply machines.
"We urge, therefore, that our dealers in future abstain abso-
lutely
from advertising terms. Talk quality of your goods, the
/
T"^HE REVIEW correspondents are sending in excellent reports
importance of music in the home, and say goods sold on the instal-
-L fro:n widely separated sections of the country, regarding
ment plan, and then fix your terms with your customer when mak-
business for the month of October. Sales in certain favored sec-
ing the sale. The shorter the time the better both for the customer
tions have been unusually large and many of the largest piano pro-
and yourself. You can fix a maximum time, say twenty-four
ducing concerns in the country affirm that the month of October
months, with a twelve months' average, beyond which you will not
has been considerably better in point of business volume than the
go, and then if you find your salesman taking advantage of the
same month of last year.
maximum thus given and making all his sales on that limit, discharge
It is true that there has been an inclination on the part of
him, for he is certainly not working in your interests, and if you
many piano merchants to exercise conservatism in placing orders.
are taking advantage yourself of the maximum time agreed upon
This we believe is a great mistake in view of the fact that the holi-
by yourself we would advise that you close up your business and
day season promises to be a record-breaker in all lines, hence piano
quit. If our dealers will observe these simple and fundamental
merchants should make it a point to see that their stocks are kept suggestions they will find it will not be difficult to shorten their time
up in good shape.
sales at least a third, and possibly save some sleepless nights, and
The political campaign now coming to an end has not had make their bankers their friends."
its customary damaging effect on business and the fundamental con-
Of course, there are many dealers in this industry—and we are
ditions are such that piano dealers are warranted in going ahead
glad to say that the number is growing larger all the time—who
with considerable confidence in placing orders to meet eventual
do not approve of or indulge in this custom of advertising terms
requirements.
in the selling of pianos, and it is their wish, as indeed all who have
the best interests of the industry at heart that more thought should
r
I ^HE question of "credits" is to-day one of the much discussed
be concentrated on this topic, which is of vital interest, if our in-
JL topics in the trade, and manufacturers and dealers alike are dustry is to be perpetuated and developed.
realizing that a reform in this branch of their business is necessary
if the industry is to be kept in a healthy condition.
HE ability to supply a want is not as remunerative as the
There are many evils in the trade which call for remedial action,
abilitv to create one.
notably that of commissions, which was treated so fully and com-
E a man with ideas—an information bureau—and keep your
prehensively in The Review last week, as well as other topics which
have come up from time to time, but the dominating issue is this
information always on tap.
G. W. HENDERSON, 178 Tremont St.
B. P. VAN HARLINOBN, 158 Wabash AYC
Room 806,
Room 12.
Telephone, Oxford 1159-2.
Telephone, Central 414.
PHILADELPHIA:
MINNEAPOLIS and ST. PAUL:
ST. LOUIS:
T
B
THE
MUSIC TRADE
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
GBO. B. KBLLKB,
W. H. D I K E S ,
B. BRITTAIN WILBOH,
A. J. NICKLIN,
BOSTON OFFICE:
R. W. SIM MOMS,
AUGUST J. TIMPB.
WM.
L. H. B O W K S ,
B. WHITE.
CHICAGO OFFICE:
matter of credits. Hence the action of the executive committee
of the National Piano Manufacturers' Association in recommend-
ing that the subject of "terms" be taken up for consideration and
discussion at the meeting of the association in February next is
most timely. We heartily agree with the opening sentence of the
resolution passed at the meeting in the Hotel Astor last week, that:
"Your executive committee believe that the subject of terms given
by the piano manufacturers is perhaps the most important and vital
that confronts the industry at the present time."
We sincerely trust that all the members of the National Asso-
ciation will take an active part in this discussion and that some
steps will be taken of a practical nature that will prove effective in
pointing the way to co-operative action."
N
OW that the National Piano Manufacturers' Association has
gone on record, it will not be amiss for the National Piano
Dealers' Association to fall in line and give consideration to the
R. W. KAUFFMAN,
ADOLF EDSTEN,
CHAS. N. VAN BUBBN.
same subject—that is, from the retail standpoint.
SAN FRANCISCO: S. H. GRAY, 88 First Street.
Dealers and manufacturers alike realize that there has been
CINCINNATI. O.:
JACOB W. WALTERS.
BALTIMORE. MD.: A. ROBERT FRENCH.
a great deal of looseness in the handling of piano credits generally.
LONDON, ENGLAND: 69 Basinghall St., E. C. W. LIONEL STURDY, Manager.
Heads of departments have not enforced the rule of getting larger
first payments and larger instalments than is now the custom, to
Published Every Saturday at 1 Madison Avenue, New York
the end that a piano is paid for. within a shorter time.
Entered at the New York Post Office as Second Class Matter.
Many dealers have gotten into the habit of attracting custom
by offering terms that would hardly be tolerated in any progressive
SUBSCRIPTION. (Including postage). United States and Mexico, $2.00 per year;
Canada, $3.50 ; all other countries, $4.00.
industry. And this subject, by the way, was admirably analyzed
ADVERTISEMENTS. $2.00 per Inch, single column, per insertion. On quarterly or
yearly contracts a special discount Is allowed. Advertising Pages, $60.00; opposite
in a letter sent to the trade recently by Col. E. S. Con way, vice-
reading matter, $75.00.
REMITTANCES, In other than currency forms, should be made payable to Edward
president of the W. W. Kimball Co., in which he makes a strong
Lyman Bill.
plea for the eradication of the evil for once and for all from the
Ql>l>t1ni1
A" important feature of this publication is a complete sec-
music trade industry. Col. Conway said: - "There is no one thing
^^>**»***M« tion devoted to the interests of music publishers and dealers.
that is undermining the character and former good name of our
Departments conducted by an expert wherein all ques-
Jin.fl
tions of a technical nature relating to the tuning,
industry—indeed not all the evils in the trade put together—as the
IW>n«il*tni£»nfc regulating and repairing of pianos and player-pianos
V e p d l I l l i e i l l b . a r e d e a l t w 1 t h i w f t b e f o u n d i n a n o ther section of this
almost universal practice of the present hour of advertising terms.
paper. Wo also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
A piano or any other article advertised at say $io down, and $5 or
$6 a month, covering a period of three or four years to pay out,
Exposition Honors Won by The Review
is an acknowledgment of inferiority or bad judgment on the part
Qrand Prix
Paris Exposition, 1900
Silver Medal.Charleston Exposition, 190U
Diploma.. Pan-American Exposition, 1901
Gold Medal... St. Louis Exposition, 1904
of the dealer, or both. With such advertisements appearing daily
Gold Medal
Lewis-Clark Exposition, 1906.
in the press it is impossible for a salesman to receive better terms.
LONG DISTANCE TELEPHONES-NUMBERS 4677 and 4678 GRAMERCY
"Those engaged in selling pianos should not assume that all
Connecting all Departments.
lovers
of music are paupers because that is not true; people of
Cable address: "ElbllL New York."
means desire music in the home. No two purchasers that drop
NEW YORK, NOVEMBER 5, 1910
into your store any day are alike able to pay. One can pay $20 per
month as easily as another can pay $10, and this fact will always
be ascertained by a good salesman when talking with his customer.
But with the present method of advertising the salesman and, in-
EDITORIAL
deed, the proprietor himself, are simply machines.
"We urge, therefore, that our dealers in future abstain abso-
lutely
from advertising terms. Talk quality of your goods, the
/
T"^HE REVIEW correspondents are sending in excellent reports
importance of music in the home, and say goods sold on the instal-
-L fro:n widely separated sections of the country, regarding
ment plan, and then fix your terms with your customer when mak-
business for the month of October. Sales in certain favored sec-
ing the sale. The shorter the time the better both for the customer
tions have been unusually large and many of the largest piano pro-
and yourself. You can fix a maximum time, say twenty-four
ducing concerns in the country affirm that the month of October
months, with a twelve months' average, beyond which you will not
has been considerably better in point of business volume than the
go, and then if you find your salesman taking advantage of the
same month of last year.
maximum thus given and making all his sales on that limit, discharge
It is true that there has been an inclination on the part of
him, for he is certainly not working in your interests, and if you
many piano merchants to exercise conservatism in placing orders.
are taking advantage yourself of the maximum time agreed upon
This we believe is a great mistake in view of the fact that the holi-
by yourself we would advise that you close up your business and
day season promises to be a record-breaker in all lines, hence piano
quit. If our dealers will observe these simple and fundamental
merchants should make it a point to see that their stocks are kept suggestions they will find it will not be difficult to shorten their time
up in good shape.
sales at least a third, and possibly save some sleepless nights, and
The political campaign now coming to an end has not had make their bankers their friends."
its customary damaging effect on business and the fundamental con-
Of course, there are many dealers in this industry—and we are
ditions are such that piano dealers are warranted in going ahead
glad to say that the number is growing larger all the time—who
with considerable confidence in placing orders to meet eventual
do not approve of or indulge in this custom of advertising terms
requirements.
in the selling of pianos, and it is their wish, as indeed all who have
the best interests of the industry at heart that more thought should
r
I ^HE question of "credits" is to-day one of the much discussed
be concentrated on this topic, which is of vital interest, if our in-
JL topics in the trade, and manufacturers and dealers alike are dustry is to be perpetuated and developed.
realizing that a reform in this branch of their business is necessary
if the industry is to be kept in a healthy condition.
HE ability to supply a want is not as remunerative as the
There are many evils in the trade which call for remedial action,
abilitv to create one.
notably that of commissions, which was treated so fully and com-
E a man with ideas—an information bureau—and keep your
prehensively in The Review last week, as well as other topics which
have come up from time to time, but the dominating issue is this
information always on tap.
G. W. HENDERSON, 178 Tremont St.
B. P. VAN HARLINOBN, 158 Wabash AYC
Room 806,
Room 12.
Telephone, Oxford 1159-2.
Telephone, Central 414.
PHILADELPHIA:
MINNEAPOLIS and ST. PAUL:
ST. LOUIS:
T
B
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