Music Trade Review
Issue: 1911 Vol. 53 N. 3 - 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
REVIEW
Business men have much to look forward to the coming fall,
and the v\;ise piano manufacturers and dealers should plan along
the lines of progression instead of retrogression.
Hugo Sohmer, the popular piano man, and honored head of
Sohmer & Co., in discussing this subject with The Review, said:
"I am firmly convinced that business in the fall will be excellent.
As soon as the reciprocity bill is passed by Congress, and the dis-
tinguished statesmen go home, you will see a decided change for
the better."
Let us hope so.
J. B. SPILLANE, Managing Editor
Executive and Reportorfal Stall:
GKO.
B. KBLLXB, W. H. DYKES,
A. J. NICKLIN,
B. BRITTAIN WILSON,
AUGUST J. TIMPE,
I. C. CMAIG, L. E. BOWEKS.
W M . B. W H I T * .
BOSTON OFFICE:
CHICAGO OFFICE:
G. W. HENDERSON. 178 Tremont St.
E. P. VAN HARLINGEN, 87 South Wabash Ave.
Room 12.
Room 806.
Telephone, Oxford 1776—L.
Telephone. Central 414.
PHILADELPHIA:
MINNEAPOLIS a n d S T . P A U L :
ST. LOUIS:
R W. KAUFFMAN.
ADOLF EDSTEN.
S A N FRANCISCO:
CLYDE JENNINGS.
S. H. GRAY. 88 First Street.
CINCINNATI. O.:
BALTIMORE, MD.:
JACOB W. WALTERS.
A. ROBERT FRENCH.
LONDON, ENGLAND: 1 Gresham Buildings, Basinghall St., E. C.
W. LIONEL STURDY. Manager.
Published Every Saturday at 1 Madison Avenue, New York
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION, (Including postage), United Btates and Mexico, $2.00 per year;
Canada, $8.50; all other countries, f 4.00.
ADVERTISEMENTS. $2.00 per Inch, single column, per Insertion. On quarterly of
yearly contracts a special discount Is allowed. Advertising Pages, $60.00; opposite
reading matter, $75.00.
REMITTANCES, In other than currency forms, should be made payable to Edward
Lyman Bill.
H/fllcaff
1UU31V
An
a complete sec
CM>HAII
important feature of this publication is aeon
t 9 « ; v u v u « ^ on d evote d to the interests of music publishers an d dealers.
Departments conducted by an expert wherein all ques-
tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
are dealt with, will be found in another section of this
paper. We also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
Player and
T
Exposition Honors Won by The Review
Orand Prix
Paris Exposition, 1900
Silver Medal. Charleston Exposition, 1902
Diploma..Pan-American Exposition, 1901
Oold Medal.. .St. Louts Exposition, 1904
Qold Medal
Lewis-Clark Exposition, 1905.
LONG DISTANCE TELEPHONES-NUMBERS 4677 and 4«78 GRAMEHCY
Connecting all Departments.
Cable addreas: H Elblll. N e w York."
NEW
YORK, JULY 22, 1911
EDITORIAL
C
ROP conditions, so far as they affect present and prospective
business, seem to be uppermost in the public mind these
days. If the pessimists are to be believed, Old Sol has gone on a
riotous spree and has burned, or is burning, up all the growing
vegetation throughout the country.
If it isn't Old Sol who is engaged upon this rampage it is some
destructive insect, or it is the lack of rain, or too much heat.
In other words, this is the crop killing season. We have it
every year.
Seriously spea'king, the drought in parts of the corn and wheat
belts has been most damaging and there has been a marked de-
terioration in these crops, but satisfactory, rains during the past
ten days have relieved conditions materially, and there is every
prospect now- that the total agricultural output this season will be
equal to, if not substantially in excess, of last year.
This is affirmed by the Government crop report published even
before the drought had been broken.
The crop scares of the past week or two have been created
from the flimsiest material to promote speculation in the grain
futures, but the reports from the railroads have been so much at
variance with the estimates of these retained experts that their
canards have made little impression.
While business men should know and appreciate the serious-
ness of the underlying conditions, they must not be misled by sen-
sational reports. Certain crops have undoubtedly suffered in some
sections of the West, but on the other hand in the South we are
destined to have the greatest cotton crop in many years.
Viewing the situation broadly, there is no use in-painting dark-
hued pictures, for apart from the absence of any substantial rea-
sons therefor, pessimism is something it is not well to cultivate.
D
URING the past few years piano manufacturers have given
more serious consideration to the matter of export business
than ever before. Some houses have sent out their own repre-
sentatives, and they are securing very quietly, but very effectively,
a line of representatives in South America whose purchases of
pianos this year have amounted to a very satisfactory sum.
Sending a direct representative to the country with which it
is desired to open connections has proven the most reliable and
profitable means of opening and developing trade with foreign
countries.
In the last few years many manufacturers have had their first
experience in export business and some of them have had expensive
lessons through their lack of knowledge of foreign trade.
A great deal of money has been spent to little purpose, but most
of the useless expenditures has gone to swell the receipts of un-
reliable export agents. The unsophisticated manufacturer who has
never done business outside of his own country is ofttimes inclined
to consider any export agent's proposition with favor, and if he
unfortunately falls into the wrong hands it is likely to be an ex-
pensive and unfruitful experience.
it goes without saying that there are plenty of export houses
whose managers know the export trade thoroughly, and who are
eminently honest in all their dealings. They will not accept a sell-
ing agency to which they cannot do justice. Many of such houses
are now handling the business of a large number of piano houses
in a very satisfactory way.
They have given serious consideration to the requirements of
the foreign countries in the matter of American made pianos.
But on the other hand there are too many so-called export
traders who are simply in the business for what they can get out
of this country. Their chief aim is to establish as many American
connections as possible, with no regard to their ability to effect
sales.
It is the practice of some of them to demand a "retainer" pay-
able to the "export manager," and, in addition, to require a com-
mission on all foreign sales regardless of the source of inquiry.
They send out salesmen loaded with samples with which they are
unfamiliar, and who go-about in a haphazard way seeking trade.
They sometimes secure orders, more through good luck than good
management, and in very many cases, as some of the piano manu-
facturers can testify, their sales are not made to reliable customers.
It is clear that unless a piano manufacturer can send out his
own direct representative—a man speaking the language of the
country—and thoroughly acquainted with the conditions and possi-
bilities of the business—he should make it a point to secure a con-
nection with an entirely legitimate export house whose salesmen
are specialists in their line and who will make it a point, if the busi-
ness warrants it, of placing a specialist in charge of the piano end.
It is just as necessary for manufacturers to be as careful in
making connections with export houses as in arranging sales agen-
cies in this country.
T
H E foreign commerce of the United States during the fiscal
vear of 1911 just ended was the largest in our history. The
total passed for the first time the $3,500,000,000 line. The exports
passed for the first time the $2,000,000,000 line, and the imports
were only exceeded in value by one earlier year, 1910. The excess
of exports over imports was $521,000,000, a sum greater than in
any year since ieoi, save in the high record year 1908. when the
excess was $666,500,000.
The share of imports entering free of duty was more than 50
per cent., being larger than at any time in the history of the trade,
except in the fiscal years 1892, 1893 and 1894. when sugar was
THE
MUSIC TRADE
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
REVIEW
Business men have much to look forward to the coming fall,
and the v\;ise piano manufacturers and dealers should plan along
the lines of progression instead of retrogression.
Hugo Sohmer, the popular piano man, and honored head of
Sohmer & Co., in discussing this subject with The Review, said:
"I am firmly convinced that business in the fall will be excellent.
As soon as the reciprocity bill is passed by Congress, and the dis-
tinguished statesmen go home, you will see a decided change for
the better."
Let us hope so.
J. B. SPILLANE, Managing Editor
Executive and Reportorfal Stall:
GKO.
B. KBLLXB, W. H. DYKES,
A. J. NICKLIN,
B. BRITTAIN WILSON,
AUGUST J. TIMPE,
I. C. CMAIG, L. E. BOWEKS.
W M . B. W H I T * .
BOSTON OFFICE:
CHICAGO OFFICE:
G. W. HENDERSON. 178 Tremont St.
E. P. VAN HARLINGEN, 87 South Wabash Ave.
Room 12.
Room 806.
Telephone, Oxford 1776—L.
Telephone. Central 414.
PHILADELPHIA:
MINNEAPOLIS a n d S T . P A U L :
ST. LOUIS:
R W. KAUFFMAN.
ADOLF EDSTEN.
S A N FRANCISCO:
CLYDE JENNINGS.
S. H. GRAY. 88 First Street.
CINCINNATI. O.:
BALTIMORE, MD.:
JACOB W. WALTERS.
A. ROBERT FRENCH.
LONDON, ENGLAND: 1 Gresham Buildings, Basinghall St., E. C.
W. LIONEL STURDY. Manager.
Published Every Saturday at 1 Madison Avenue, New York
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION, (Including postage), United Btates and Mexico, $2.00 per year;
Canada, $8.50; all other countries, f 4.00.
ADVERTISEMENTS. $2.00 per Inch, single column, per Insertion. On quarterly of
yearly contracts a special discount Is allowed. Advertising Pages, $60.00; opposite
reading matter, $75.00.
REMITTANCES, In other than currency forms, should be made payable to Edward
Lyman Bill.
H/fllcaff
1UU31V
An
a complete sec
CM>HAII
important feature of this publication is aeon
t 9 « ; v u v u « ^ on d evote d to the interests of music publishers an d dealers.
Departments conducted by an expert wherein all ques-
tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
are dealt with, will be found in another section of this
paper. We also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
Player and
T
Exposition Honors Won by The Review
Orand Prix
Paris Exposition, 1900
Silver Medal. Charleston Exposition, 1902
Diploma..Pan-American Exposition, 1901
Oold Medal.. .St. Louts Exposition, 1904
Qold Medal
Lewis-Clark Exposition, 1905.
LONG DISTANCE TELEPHONES-NUMBERS 4677 and 4«78 GRAMEHCY
Connecting all Departments.
Cable addreas: H Elblll. N e w York."
NEW
YORK, JULY 22, 1911
EDITORIAL
C
ROP conditions, so far as they affect present and prospective
business, seem to be uppermost in the public mind these
days. If the pessimists are to be believed, Old Sol has gone on a
riotous spree and has burned, or is burning, up all the growing
vegetation throughout the country.
If it isn't Old Sol who is engaged upon this rampage it is some
destructive insect, or it is the lack of rain, or too much heat.
In other words, this is the crop killing season. We have it
every year.
Seriously spea'king, the drought in parts of the corn and wheat
belts has been most damaging and there has been a marked de-
terioration in these crops, but satisfactory, rains during the past
ten days have relieved conditions materially, and there is every
prospect now- that the total agricultural output this season will be
equal to, if not substantially in excess, of last year.
This is affirmed by the Government crop report published even
before the drought had been broken.
The crop scares of the past week or two have been created
from the flimsiest material to promote speculation in the grain
futures, but the reports from the railroads have been so much at
variance with the estimates of these retained experts that their
canards have made little impression.
While business men should know and appreciate the serious-
ness of the underlying conditions, they must not be misled by sen-
sational reports. Certain crops have undoubtedly suffered in some
sections of the West, but on the other hand in the South we are
destined to have the greatest cotton crop in many years.
Viewing the situation broadly, there is no use in-painting dark-
hued pictures, for apart from the absence of any substantial rea-
sons therefor, pessimism is something it is not well to cultivate.
D
URING the past few years piano manufacturers have given
more serious consideration to the matter of export business
than ever before. Some houses have sent out their own repre-
sentatives, and they are securing very quietly, but very effectively,
a line of representatives in South America whose purchases of
pianos this year have amounted to a very satisfactory sum.
Sending a direct representative to the country with which it
is desired to open connections has proven the most reliable and
profitable means of opening and developing trade with foreign
countries.
In the last few years many manufacturers have had their first
experience in export business and some of them have had expensive
lessons through their lack of knowledge of foreign trade.
A great deal of money has been spent to little purpose, but most
of the useless expenditures has gone to swell the receipts of un-
reliable export agents. The unsophisticated manufacturer who has
never done business outside of his own country is ofttimes inclined
to consider any export agent's proposition with favor, and if he
unfortunately falls into the wrong hands it is likely to be an ex-
pensive and unfruitful experience.
it goes without saying that there are plenty of export houses
whose managers know the export trade thoroughly, and who are
eminently honest in all their dealings. They will not accept a sell-
ing agency to which they cannot do justice. Many of such houses
are now handling the business of a large number of piano houses
in a very satisfactory way.
They have given serious consideration to the requirements of
the foreign countries in the matter of American made pianos.
But on the other hand there are too many so-called export
traders who are simply in the business for what they can get out
of this country. Their chief aim is to establish as many American
connections as possible, with no regard to their ability to effect
sales.
It is the practice of some of them to demand a "retainer" pay-
able to the "export manager," and, in addition, to require a com-
mission on all foreign sales regardless of the source of inquiry.
They send out salesmen loaded with samples with which they are
unfamiliar, and who go-about in a haphazard way seeking trade.
They sometimes secure orders, more through good luck than good
management, and in very many cases, as some of the piano manu-
facturers can testify, their sales are not made to reliable customers.
It is clear that unless a piano manufacturer can send out his
own direct representative—a man speaking the language of the
country—and thoroughly acquainted with the conditions and possi-
bilities of the business—he should make it a point to secure a con-
nection with an entirely legitimate export house whose salesmen
are specialists in their line and who will make it a point, if the busi-
ness warrants it, of placing a specialist in charge of the piano end.
It is just as necessary for manufacturers to be as careful in
making connections with export houses as in arranging sales agen-
cies in this country.
T
H E foreign commerce of the United States during the fiscal
vear of 1911 just ended was the largest in our history. The
total passed for the first time the $3,500,000,000 line. The exports
passed for the first time the $2,000,000,000 line, and the imports
were only exceeded in value by one earlier year, 1910. The excess
of exports over imports was $521,000,000, a sum greater than in
any year since ieoi, save in the high record year 1908. when the
excess was $666,500,000.
The share of imports entering free of duty was more than 50
per cent., being larger than at any time in the history of the trade,
except in the fiscal years 1892, 1893 and 1894. when sugar was
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