Music Trade Review
Issue: 1913 Vol. 57 N. 18 - Page 5
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE
REVIEW
A MAN AND HIS SILENT PARTNERS.
(Continued from page 3.)
heart, have a tender memory for the great man who made it possible for him to view the art treas-
ures of the world. Possibly some, if successful in later years, may feel inspired to perform a
similar act; in other words, the stimulating effect of a noble deed is difficult to measure. It sinks
deeply into the human mind and none can estimate its far reaching effect. A thought which may
lie dormant in the mind for years later may be the guiding influence in the distribution of
great fortune, or it may be that it will have a softening influence upon a man when inclined to deal
harshly with those under him and with those who are less fortunate. ^ — .
All honor to such men as Benjamin Altaian; this world is better (LZTTL . .TC!V ~ l \\\i
for their tarry here.
VtoUimiA/VlUWYVUMll I VJui
Exhibiting Wholesale Prices to Prospective Buyers.
T is known that certain dealers, limited in number, have adopted
the plan of exhibiting wholesale prices of competing instru-
ments to prospective customers.
The following communication received from Bjur Bros. Co.,
New York, will show r that there is a decided need for trade refor-
mation along these lines, and one of the best ways to prevent the
continuance of such practices would be to obtain the information
definitely that some dealers have exhibited wholesale prices—get
these affidavits properly made out and advise all manufacturers
who do business with them.
It would certainly make some of the men who resort to such
uncommercial practices ashamed of their own acts. They would
not feel particularly pleased when practices of such a contemptible
nature were held up to the view of the men whose products they
represent.
Here is the letter from George F. Usbeck, president and gen-
eral manager of Bjur Bros., addressed to The Music Trade Review,
under recent date:
"Gentlemen:—We wish to bring to your attention a matter of
vital importance to the general welfare and uplift of the piano in-
dustry, and that is 4;he unfair and contemptible methods employed
in retail competition. While we have had this right along, how-
ever, it seems that lately the complaints are becoming more
numerous.
"A recent case in Oregon—a well-known and reputable dealer
showed our wholesale prices together with our correspondence to
a customer who had already bought one of our instruments from
our dealer and at the same time offered to sell an instrument which
cost him less money and was not as good as ours for a much higher
price.
"Another case in W. Va.—A competitor told the party the
price our dealer paid us for our goods and at the same time sold
the customer a much inferior piano, which cost at least from $60
to $75 less wholesale, at a higher price than our dealer asked for
ours.
"Of course, we understand why they had to resort to these
methods—because they could not attack the quality of our goods
in any way.
"The only way to meet such competition would be to do the
same thing and the result would be that retailers would be selling
their pianos at wholesale prices, and how under such conditions
could a dealer pay his bills? The wholesale price should be a
matter of confidence between a dealer and the factory—whether
they do business together or not—but we know that in many cases
the dealers write in just for the sake of finding out how much a
certain make of piano sells for so they have it black on white to
use just for such purposes of competition.
"All of these competitive retail dealers we mentioned handle a
very representative line of instruments and are confident that if
such retaliatory methods were applied to their line, they as well as
the factories which supply them would seriously object and take
.steps to stop it."
"Wherever these matters have been brought to our attention
I
we have vigorously endeavored to prevent a recurrence, and have
succeeded in most cases where the matter has been brought to the
attention of the different factories, through their co-operation,
whose goods they handled.
"We believe that all the factories whose goods are affected in
that way should do whatever they can to prevent a recurrence.
"No dealer proposes to sell his goods wholesale, and what
right has he got to quote wholesale prices of his competitors' goods
when he does not sell his own that way ?
"We know that in your editorials you have mentioned these
things several times, but we believe that more publicity should be
given the matter and same thrashed out more broadly in the trade
papers—even to the extent of mentioning the names of the dealers.
Tf we are called upon to furnish the necessary facts shall be glad
to do so."
There are still some men who indulge in high-sounding utter-
ances concerning immaculate trade ethics, and all of the attendant
Horid garnishing, about association time, and yet some of them
know full well that practices close to them are being followed
which do not reflect credit upon the attitude of the merchant
towards honorable competitors.
It is to be regretted that there are men in the piano business
who will adopt underhanded and despicable methods to gain an
advantage in a competitive sale. As Mr. Usbeck remarks in his
communication, if pianos were sold at wholesale prices, the busi-
ness would soon become chaotic, because piano merchants could
not conduct business along such questionable lines and meet
their obligations.
Naturally, the showing of wholesale piano invoices to a pos-
sible customer would immediately deter him from purchasing the
instrument, because he feels at a glance that the dealer has made
an exorbitant profit on the sale, which, of course, is not true, be-
cause there are not exorbitant profits nowadays in the retailing of
pianos.
There are expenses entering into piano selling which are not
apparent at a superficial glance.
The legitimate charges against each individual instrument, as
the selling cost, is very material, and this added to the wholesale
price makes a very great jump from what appears to be the cost
of the instrument upon glancing at the invoice.
The exhibiting of invoices showing \^olesale rates is a most
despicable practice and it cannot be too emphatically condemned
in this trade.
Merchants who will show wholesale invoices to prospective
customers would not be slow in betraying business confidences of
any kind whatsoever. Therefore, it is well to view men who adopt
such practices with a degree of suspicion, for, if this plan were
indulged in to a great extent, like the pernicious habit of bribing
salesmen, it would destroy trade stability, and trade stability is
what every man should be interested in maintaining.
If business soundness is annihilated in meeting honorable com-
petition, then the whole trade must suffer, and it is surprising how
the action of a few will nullify the good work of the many.
THE MUSIC TRADE
REVIEW
A MAN AND HIS SILENT PARTNERS.
(Continued from page 3.)
heart, have a tender memory for the great man who made it possible for him to view the art treas-
ures of the world. Possibly some, if successful in later years, may feel inspired to perform a
similar act; in other words, the stimulating effect of a noble deed is difficult to measure. It sinks
deeply into the human mind and none can estimate its far reaching effect. A thought which may
lie dormant in the mind for years later may be the guiding influence in the distribution of
great fortune, or it may be that it will have a softening influence upon a man when inclined to deal
harshly with those under him and with those who are less fortunate. ^ — .
All honor to such men as Benjamin Altaian; this world is better (LZTTL . .TC!V ~ l \\\i
for their tarry here.
VtoUimiA/VlUWYVUMll I VJui
Exhibiting Wholesale Prices to Prospective Buyers.
T is known that certain dealers, limited in number, have adopted
the plan of exhibiting wholesale prices of competing instru-
ments to prospective customers.
The following communication received from Bjur Bros. Co.,
New York, will show r that there is a decided need for trade refor-
mation along these lines, and one of the best ways to prevent the
continuance of such practices would be to obtain the information
definitely that some dealers have exhibited wholesale prices—get
these affidavits properly made out and advise all manufacturers
who do business with them.
It would certainly make some of the men who resort to such
uncommercial practices ashamed of their own acts. They would
not feel particularly pleased when practices of such a contemptible
nature were held up to the view of the men whose products they
represent.
Here is the letter from George F. Usbeck, president and gen-
eral manager of Bjur Bros., addressed to The Music Trade Review,
under recent date:
"Gentlemen:—We wish to bring to your attention a matter of
vital importance to the general welfare and uplift of the piano in-
dustry, and that is 4;he unfair and contemptible methods employed
in retail competition. While we have had this right along, how-
ever, it seems that lately the complaints are becoming more
numerous.
"A recent case in Oregon—a well-known and reputable dealer
showed our wholesale prices together with our correspondence to
a customer who had already bought one of our instruments from
our dealer and at the same time offered to sell an instrument which
cost him less money and was not as good as ours for a much higher
price.
"Another case in W. Va.—A competitor told the party the
price our dealer paid us for our goods and at the same time sold
the customer a much inferior piano, which cost at least from $60
to $75 less wholesale, at a higher price than our dealer asked for
ours.
"Of course, we understand why they had to resort to these
methods—because they could not attack the quality of our goods
in any way.
"The only way to meet such competition would be to do the
same thing and the result would be that retailers would be selling
their pianos at wholesale prices, and how under such conditions
could a dealer pay his bills? The wholesale price should be a
matter of confidence between a dealer and the factory—whether
they do business together or not—but we know that in many cases
the dealers write in just for the sake of finding out how much a
certain make of piano sells for so they have it black on white to
use just for such purposes of competition.
"All of these competitive retail dealers we mentioned handle a
very representative line of instruments and are confident that if
such retaliatory methods were applied to their line, they as well as
the factories which supply them would seriously object and take
.steps to stop it."
"Wherever these matters have been brought to our attention
I
we have vigorously endeavored to prevent a recurrence, and have
succeeded in most cases where the matter has been brought to the
attention of the different factories, through their co-operation,
whose goods they handled.
"We believe that all the factories whose goods are affected in
that way should do whatever they can to prevent a recurrence.
"No dealer proposes to sell his goods wholesale, and what
right has he got to quote wholesale prices of his competitors' goods
when he does not sell his own that way ?
"We know that in your editorials you have mentioned these
things several times, but we believe that more publicity should be
given the matter and same thrashed out more broadly in the trade
papers—even to the extent of mentioning the names of the dealers.
Tf we are called upon to furnish the necessary facts shall be glad
to do so."
There are still some men who indulge in high-sounding utter-
ances concerning immaculate trade ethics, and all of the attendant
Horid garnishing, about association time, and yet some of them
know full well that practices close to them are being followed
which do not reflect credit upon the attitude of the merchant
towards honorable competitors.
It is to be regretted that there are men in the piano business
who will adopt underhanded and despicable methods to gain an
advantage in a competitive sale. As Mr. Usbeck remarks in his
communication, if pianos were sold at wholesale prices, the busi-
ness would soon become chaotic, because piano merchants could
not conduct business along such questionable lines and meet
their obligations.
Naturally, the showing of wholesale piano invoices to a pos-
sible customer would immediately deter him from purchasing the
instrument, because he feels at a glance that the dealer has made
an exorbitant profit on the sale, which, of course, is not true, be-
cause there are not exorbitant profits nowadays in the retailing of
pianos.
There are expenses entering into piano selling which are not
apparent at a superficial glance.
The legitimate charges against each individual instrument, as
the selling cost, is very material, and this added to the wholesale
price makes a very great jump from what appears to be the cost
of the instrument upon glancing at the invoice.
The exhibiting of invoices showing \^olesale rates is a most
despicable practice and it cannot be too emphatically condemned
in this trade.
Merchants who will show wholesale invoices to prospective
customers would not be slow in betraying business confidences of
any kind whatsoever. Therefore, it is well to view men who adopt
such practices with a degree of suspicion, for, if this plan were
indulged in to a great extent, like the pernicious habit of bribing
salesmen, it would destroy trade stability, and trade stability is
what every man should be interested in maintaining.
If business soundness is annihilated in meeting honorable com-
petition, then the whole trade must suffer, and it is surprising how
the action of a few will nullify the good work of the many.
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