Music Trade Review

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THE MUSIC TRADE REVIEW
BUYING TOO CHEAP MAY WRECK A BUSINESS.
By E. M. BACKUS, Secretary R. S. Howard Co., New York.
It is apparently human nature to want to get
something for nothing, and it likewise seems that
nature intended we should in one way or another
pay for what we get, and we usually do. It is
reasonable to suppose if a man offers something
at a price too low there must be a reason, and
often this reason, which does not at the time ap-
pear on the surface, comes back to the buyer in
the form of a thunderclap, leaving disastrous re-
sults.
If a piano manufacturer offers you pianos at a
price that your own knowledge, or by comparison
with prices quoted by other responsible concerns,
shows you that it represents loss to him, unless you
are in a position to pay spot cash for the goods
you should consider very seriously the possibility
of the purchase seriously embarrassing or even
wrecking your business.
A number of retail houses are to-day very seri-
ously involved, and some have failed, on account
of buying goods at a price that was very attractive
to them but represented a loss to the maker, and
when the maker finally failed, the buyer being
called upon for payment and being unable to se-
cure renewals or extensions on the original note,
cither failed or was saved only through the liberal
assistance of the man who sells his goods at an
honest and safe figure, for when failure comes the
receivers of a business must insist on payment of
your obligation, and while you originally figure on
liberal renewal terms you are compelled to settle
on short time.
Mr. Merchant, you must understand that the
stability of your business depends on the responsi-
bility of the man you buy your goods from, if you
are buying on a time basis, and you should be cer-
tain that the house you buy from is financially re-
sponsible. Your own good judgment must tell you
when goods are offered at a ridiculously low figure
stability of the concern is impossible, as a man
must have the cost of his goods plus a reasonable
profit, or it is only a matter of time when he is
forced out of business and you may go down
with him.
Values and Profits Must Be Studied.
It should be your business to study values and
know when an honest price is asked, and when you
are offered goods below what you know they should
bring on liberal terms, don't touch them, for I can
give you my word there are men to-day reading
these suggestions who wish they had followed this
plan, for they are either down and out or sweating
blood trying to save the business they have worked
so hard to establish.
You can't run your business without a reason-
able profit, and certainly not at a loss; neither can
the other fellow. This has been demonstrated
more forcefully the past year than ever before, and
the result of unsound business has been clearly
shown by the statements published in the trade
press of several firms who have failed. Don't try
to buy below cost. Don't try to do twice the busi-
ness your capital justifies, for it's far better to
build slowly on a sound basis than a skyrocket
rise and a disastrous and complete failure by tak-
ing on more than you can successfully finance.
Remember, business must be run on business
principles, bills must be paid for merchandise pur-
chased or it's only a matter of time when the day
of reckoning shall appear, and if your foundation
is a bed of sand it may be washed away. One
piano properly bought and properly sold is better
than many poorly handled, where the come-back
wipes out all, and sometimes a little more than
all, the good.
Run Business on Business Principles.
Don't imagine you can do all the business, both
good and bad, because you buy on liberal terms, for
when there is more going out than coming in you
stop with a bump that is sure to hurt. Don't fail
to fully appreciate the tremendous vaiue of the
house from which you buy, and its real value must
be judged by the principle upon which your busi-
ness relations are founded.
The manufacturer is the man to whom you ap-
peal when in need of assistance, and it's your busi-
ness and you owe it to yourself to see that your
account is being handled in a manner that places
the manufacturer in a position to help you when
you need it, and 'certain it is, if you buy at too
low a figure, the man you look to for help
is crying for assistance himself and won't be
able to get it, and just when you have to have
help you can't get it—and you know the re-
sult. The buying at a fair price is just as
important as selling at a profit, for when business
is handled on a credit basis your safety lies in
dealing with a house financially responsible, in
order that you may be certain of securing the ac-
commodation agreed upon; and no concern,
whether large or small, can be safe unless the
business transacted represents a reasonable profit.
Co-operation Between Buyer and Seller.
Co-operation between buyer and seller is of vi'.al
importance. Don't coldly think extension of credit
is no accommodation just because you can get it
from someone else, but remember loyalty is appre-
ciated by every man, and when the creditor knows
you are loyal to him and his line he is always glad
to stretch every possible point to assist you; and
the man with the reputation of loyalty is always
sought after and given the preference.
Don't, just because some fellow comes along
and offers you something at a too low price,
bite at something that is liable to hurt, forgetting
your regular lines upon which you are building
your reputation, but iook carefully into the possi-
bilities of future embarrassment and be sure that
safe buying is good business, and make your motto
"Safety First."
SOME ARTISTIC ADVERTISEMENTS.
William Knabe & Co., 439 Fifth avenue, and
Sohmer & Co., 315 Fifth avenue, New York, car-
ried advertisements of a special Rotogravure sec-
tion of a Sunday newspaper which represented the
very highest types of modern piano publicity. The
Rotogravure process is a new principle recently in-
troduced whereby illustrations and backgrounds arc
colored a deep photographic brown, which is un-
usually attractive and artistic.
The Knabe advertisement featured the Knabe
De Luxe player-piano, which retails at $900, $950
and $1,000, while Sohmer & Co. presented the pop-
ular Sohmer "Cupid" grand, which is one of the
best sellers in the extensive Sohmer line. Both
of these advertisements were well calculated to at-
tract the attention of the class of prospects which
these high-grade instruments would interest.
N. W. Brown & Co., piano dealers of Monson,
Mass.. have moved to handsome new quarters in
that city.
THE REVIEW'S UNIVERSAL "WANT" DIRECTORY
Any member of the music trade may forward
to this office a "situation" advertisement in-
tended for this Department to occupy a space of
four lines, agate measure, and it will be inserted
free.
The replies will also be forwarded without
Monal space will be at the rate of 25c.
~ed type is desired, the cost for
"c. per line.
nities 25c. per line.
intended for this Depart-
on the Saturday pre-
BUSINESS—250
" city of 50,000,
'ry and stock-
water, most
ily home,
musical
Music
POSITION WANTED—Thorough action finisher and
regulator, high grade or commercial work. Finishing con-
tractor for past 14 years. Can furnish best of references.
Address "Box 967," care The Music Trade Review, 373
Fourth Ave., New York City.
POSITION WANTED—Can manage your sheet music,
talking machine or piano department. Address "Box 969,"
care The Music Trade Review, 373 Fourth Ave., New
York City.
POSITION WANTED—Outside piano salesman with
proven ability wants; to connect with established house
where services are recognized and appreciated. At present
employed. Al references furnished if desired. Address
"Box 970," care The Music Trade Review, 373 Fourth
Ave., New York City.
PERMANENT POSITION and good pay in New Eng-
land factory for competent man who can tune and regu-
late. One with player experience preferred. Address "Box
971," care The Music Trade Review, 873 Fourth Ave.,
New York City.
POSITION WANTED—Foreman or superintendent
position wanted. Desire position as foreman of a large
piano repair shop or superintendent or small piano fac-
tory. Can furnish finest references as to ability and char-
acter. Add-ess "Box 972," care The Music Trade Review,
373 Fourth Ave., New York City.
POSITION WANTED—Unavoidable conditions necessi-
tate the advertiser making a change. Is a first-class tuner,
etc.. of over 35 years' experience and an expert on players.
Address "Box 973," care The Music Trade Review, 373
Fourth Ave., New York City.
WHOLESALE POSITION WANTED—A traveler with
ample experience and large acquaintance in the trade de-
sires
to form connection with a prominent manufacturer
c
ter January 1. Can show results; references furnished.
'ress
"Box 974," care The Music Trade Review, 878
11
Ave.. New York City.
T
ON WANTED—Arranger of music for auto-
•ments desires permanent position. Capable of
tv. Address "Box 975," care The Music
' Fourth AYC, New York City.
^\IR MAN WANTS POSITION;
experience in an up-to-date factory;
• good factory or store: excellent
»ss "Box 980," care The Music
'•• New Worv City.
''SALE MAN wants sales
•ke investment if neces-
Mu«c Trade Reriew,
ROAD SALESMAN'S POSITION WANTED—Experi-
enced piano and player-piano salesman wishes to represent
some established manufacturer in a wholesale capacity.
Can fulfill the requirements of a manufacturer and give
good results. Would not object to a position as sales
manager; twenty-one years as a salesman. Address "Box
968," care The Music Trade Review, 373 Fourth Ave.,
New York City.
EXPERIENCED TUNER AND REPAIR MAN in WesT-
ern town, who can furnish highest references as to charac-
ter and ability, desires to get position in some factory or
wareroom. Address "Box 961," care The Music Trade Re-
view. 373 Fourth Ave., New York City.
WANTED—Position as general manager or sales manager
—wholesale or retail—by middle-aged expert piano man.
Strong executive, organizer, systematizer and forceful cor-
respondent, now engaged. If you want more good business
write me in confidence at once. Address "Box 968," care
The Music Trade Review. 373 Fourth Ave., New York City.
PIANO POLISH"ER~AND~FINIS"HER^wifrTvasFknowl-
edge of action work, wishes position in the South (Georgia
preferred); 18 years' experience with the leading firms of
New York City. Address "Box 964," care the Music Trade
Review, 373 Fourth Ave., New York City.
WANTED TO TRADE—$5,000—Secured note 6%~due
one year for new pianos, standard make, medium priced.
Address "Box 965," care The Music Trade Review, 878
Fourth Ave., New York City.
WANTED—Talking Machine salesmen on straight salary.
Address Root Dry Goods Co., Terre Haute, Ind.
POSITION WANTED—B7 first class piano tuner; can
repair organs and player-pianos; single, temperate. Address
C. D. L'Anglais, 945 Williamson St., Madison, Wis.
WANTED—Tuner and repairman to work one or two
days every week in Yonkers, also polisher. Address "Piano
Store," 59 Warburton Ave., Yonkers, N. Y.
WANTED AT ONCE—Position by an exceptionally high-
grade piano salesman, 18 years' experience with leading
houses, and never out of a position; a live wire who pro-
duces, character spotless, references highest possible. I de-
sire making an immediate change. Address "Box 959," care
The Music Trade Review, 878 Fourth Ave., New York City.
POSITION open for wide-awake phonograph floor sales-
man. Must have experience; also position open for good
record salesgirl. Write, (riving full particulars. Confiden-
tial. Address "Box 952," care The Music Trade Review,
378 Fourth Ave., New York City.
POSITION WANTED—By man with 15 years' expert-
ence in church organ work—installing, tuning and repair-
ing. Able to figure on any rebuilding, applying motor or
blower. Address "Box 058," care The Music Trade Re-
view, 373 Fourth Ave., New York City.