Music Trade Review

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DECEMBER 6, 1919
THE MUSIC TRADE REVIEW
BOSTON, MASS., December 2.—November is
everywhere reported to have been an unusual
month and the situation that to-day faces the
piano trade—perhaps one should say more par-
ticularly the purchasing public—is something
unusual, for there are practically no pianos for
sale. Such a condition is unprecedented in the
industry. Go into any of the piano warerooms
and one finds scarcely a single piano and this
has been the case for several weeks. Truly, in-
deed, may the local trade—and this is probably
as true of conditions in every large city in the
country—honestly convey the season's greetings
to its patrons of "A Merry Christmas," for it
has itself already tasted the joys of it in unusual
business. From all one hears there are to be
rather elaborate Christmas decorations in the
warerooms as adequately expressing the sea-
son's spirit.
Outside of actual business conditions there is
not much to discuss this week. The trade is s6
busy that there is little time to impart matters
of news interest, but when the end of the sea-
son is approaching there will not only be a
period of retrospection, but of speculation, as to
the future, for there then will be time to ask
what about the months to come, meaning spe-
cifically next year.
Great Activity at Vose Factory
« At the Vose & Sons Piano Co.'s factory it is
a case of working early and late. Nightly one
sees the windows lighted and the casual passer-
by marvels that the piano industry can be so
busy, but this has been the case with this house
for some time. D. D. Luxton, of the company,
is over in New York just now on a business
trip.
It's likewise a case of busy, busy and then
some more busy at the Emerson Piano Co. One
of the valuable men of this house, Ben Howard,
who is the head bookkeeper, has just celebrated
his twenty-five years' connection with the Emer-
son Co., and he well may be proud of the record,
for he has proved himself in all these years a
most valuable man for the company.
R. E. Briggs in Phonograph Field
Raymond E. Briggs, of the Hallet & Davis
Co., has for the time retired from the piano end
of the business and will give his attention to
exploiting the Pathe line of talking machines.
R. O. Ainslie Attends Pathe Convention
Manager R. O. Ainslie, of the Pathe line for
this same company, is home from Chicago,
where he went to attend the convention of Pathe
distributors.
W. P. Dockendorf Makes Change
W. P. Dockendorf, who was with the Victor
department of Chickering & Sons, has associated
himself with Kraft, Bates & Spencer as a sales-
man in the Brunswick department.
Remarkable Year for Mason & Hamlin
A. M. Wright, of the Mason & Hamlin Co.,
started over for New York this afternoon to at-
tend to some business for the house. The Mason
& Hamlin has had a remarkable year and it will
be some time before it catches up with its or-
ders, some of which have been on its books
for many months.
13
DEPARTMENT FOR FOREIGN TRADE
Urged That the Government Establish a Spe-
cial Division Under the State Department to
Handle Foreign Trade Properly
In this country Secretary Lansing has sug-
gested the creation of a special branch of the
State Department to handle foreign trade, but
this has not been acted on by Congress. It is
said that the commercial attaches sent abroad
by the Department of Commerce have had to
rely on the hospitality of the diplomatic repre-
sentatives of this country for such semblance of
official status as they possess. This is because
those representatives have certain ex-territorial
rights and privileges which are conceded to no
others. As the writer of the letter referred to
says:
Without the "protection" of the State De-
partment a commercial attache has no more
standing than the most abject of us foreign
traders. If one of this humble class invokes his
aid to deal with a foreign department the attache
can only render effective service in the shadowy
diplomatic disguise tolerated by good-natured
usage.
In case of difficulty the writer urges diplo-
matic intervention alone will avail. Then, too,
it is said that the attaches themselves would
rather be joined to the State Department than
the Department of Commerce, as "under pres-
ent conditions they are not giving the degree
of service to foreign traders" of which they are
capable. To many it would appear as though
the withdrawal of authority over foreign trade
KEEP THE HALO AROUND THE PIANO
PRESTO BUYERS' GUIDE FOR 1920
would leave little for the Commerce Depart-
The Presto Buyers' Guide to player-pianos ment to do and might pave the way for con-
Traveler Warns Against Tearing the Piano
From Its Pedestal and Advises Piano Men to and pianos for the year 1920 has just been is- solidating it again with the Department of
sued by the Presto Publishing Co., Chicago, and Labor.
Elevate Their Instrument Still Higher
is, as usual, a comprehensive and interesting
"It is the poorest kind of poor business to run volume. The new Guide follows along the same
The Kennedy Music Co., Dixon, 111., which
down the goods of a rival," declared the traveler, lines as Presto Guides of previous years in
who was not a piano man, but had some very the classification of information regarding piano has greatly increased its business during the
definite ideas on how piano men ought to look names and their origin. It is of convenient size past two years, has moved into new quarters,
which are adjacent to the present store.
after their business. "Retailers and manufac- for desk or pocket use.
turers should not allow any selling plan or talk
that tends to dissipate the halo with which the
piano is surrounded in the minds of many peo-
ple," he continued.
"That the piano in the home is a sacred ob-
ject is only the natural result of influence and
training. Children growing up have been morally
and physically impressed with the serious con-
sequences following any abuse of the piano.
In the piano business, as in other fields, the successful manufac-
They are taught that they must not touch it,
turer seeks the successful dealer, just as the successful dealer seeks
and altogether the piano- is coddled like a sick
the successful manufacturer. Like wants to deal with like.
child, though it may be less intelligently with
respect to atmospheric conditions. The result
is the boy or girl grows up with a supreme re-
The growth and success of the National is only the growth and
spect for the piano. Any other piece of furniture
success of its dealers. The MERRILL, the BRIGGS and the
may pass through various stages of abuse and
NORRIS & HYDE are tremendous assets to many progressive
usefulness until it ends in the attic or the gar-
bage heap, but the respect for the piano in-
dealers—an asset of such size and power that we have had to give
creases with the passing years.
these lines the largest and best equipped piano factory in America.
"With the piano exalted in the minds of the
This fact stabilizes these assets. It insures a steady flow of in-
prospective buyers a favorable atmosphere has
struments to dealers and a uniformity of quality and character
been created for the manufacturer or retailer,
of product. Ask any dealer you wish if it is not an invaluable
though it is doubtful if he appreciates the fact
feature, to thus have your sales and profits virtually underwritten
to the full. Any selling campaign that would
have a tendency to disillusionize the public
and insured.
would be a misfortune not only to the dealer
responsible, but to all other firms.
"It is policy for everyone connected with the
trade not only to keep the piano up on its
pedestal of sanctity, but to elevate it still higher.
It is an art creation, not a mere utility article,
FACTORY, NEPONSET, MASS.
therefore must be marketed as such."
Here is an opinion from an outsider which
is well worth considering.
Success Seeks Success
National Piano Mfg. Co., 146 Boylston St., Boston
mttricvl/iame
intm'World.
PIANOS
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