Music Trade Review
Issue: 1932 Vol. 91 N. 10 - Page 13
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC
TRADE
REVIEW,
December,
PIANOFORTES
This aristocrat of musical instruments is found wherever the ambition to own the finest
piano in the world is realized. Craftsmanship that moves unhurriedly at its beloved task
—skill that puts the achievement of an ideal above all else—have made the Mason &
Hamlin supreme amongst pianos.
M A S O N & H A M L I N C O M P A N Y , General Offices, AEOLIAN HALL, New York City
FACTORY - BOSTON, MASS.
MUSIC MERCHANTS' ASSOCIATION ATTACKS
WHOLESALERS' COMPETITION WITH DEALERS
HE competition given local music mer- was endeavoring to sell a school organization
chants by manufacturers and wholesalers and was accompanied by the traveling rep-
of band and orchestra instruments in sup- resentative of a wholesaler. The school band-
plying outfits to schools at wholesale dis- leader told his visitors that he had received
counts or at prices the dealer cannot meet, a circular offering a special discount to school
continues to be a serious problem, despite bands. The wholesale representative ventured
all that has been said against the practice. the idea that it must have been from some
The National Association of Music Merchants small and not very responsible concern. Pro-
is now actively engaged in efforts to clear duction of the circular showed that it came
from the representative's own concern. Mr.
up the matter.
Recently communications from members Weeks thought that there was really nothing
addressed to the executive office of the Na- more to say.
Incidents such as these may appear to be
tional Association of Music Merchants have
contained complaints indicating widespread amusing to some, but the serious fact re-
quotation and sale to music supervisors, band mains that if a policy such as is indicated
and orchestra leaders in the public schools, is pursued to its final analysis, it will spell
and heads of organizations, of musical in- nothing but disaster for the wholesaler. He
struments at discounts ranging all the way will lose what dealer outlet still remains to
from 20 to 25 per cent to the full discount him and the cost to him of doing a retail
business at wholesale prices will mean his
which is allowed to merchants.
One of these came from a member located complete ruin. The effort to ride both horses
in a city about forty miles from New York, is causing friction and cutting the heart out
who has been dealing for years with a New of what good business there might be for the
York wholesaler. The dealer, being on good dealer.
Believing that something can be done to
terms with the school people and having
previously sold them instruments, was in- clear the atmosphere and to bring about bet-
formed that there was need for a Maddy ter conditions the merchants' executive office
Bass and he wrote his wholesaler for a price, addressed the following letter to 100 leading
which was quoted him. Some one from the manufacturers and jobbers in the merchan-
school "shopped" around New York and vis- dise field:
"Are you desirous of securing dealer out-
ited, among other places, the retail store of
the wholesaler. Word was passed to the out- let for your product?
"Do you sell, and at what discount as
side representative of the concern who con-
tacted with the school representative and compared with the dealer's discount, to music
the following day the wholesaler quoted the supervisors, leaders of bands or orchestras
full wholesale discount to the school, ignor- or others connected with public or private
schools or organizations?
ing their accredited dealer.
"Do you maintain a staff of traveling rep-
Other cases of a more or less similar na-
ture have been reported to the executive of- resentatives who call on music supervisors or
fice, one involving President Weeks of the other school or organization people exclu-
association in an embarrassing situation. He sively, or do your wholesale representatives
T
Imperial Industrial Corp.
Manufacturers
Q. R. S. Imperial
and
Recordo
Reproducing Rolls
New York, N. Y., E. 135th St. & Walnut Ave.
Chicago, 4829 S. Kedzie Ave.
Pacific Coast, LOUIS F. GOELZLIN
138 McAllister St., San Francisco, Calif.
13
1932
combine this work with their calls on dealers?
"In what w r ays can cooperation between
dealers and manufacturers, or jobbers, be in-
creased to mutual advantage?
"Your assistance in answering these ques-
tions with a view to bringing about closer
and more harmonious relations in the indus-
try will be much appreciated."
Replies from the majority indicated a very
strong desire to work out some plan which
would eliminate undesirable and unprofitable
business practices. Valuable suggestions have
been offered by some of the wholesalers for
improving the sales by dealers. Some manu-
facturers, while stating that they distribute
only through jobbers, and deploring methods
which include the quotation of large discounts
to school supervisors and others in direct
competition, at the same time express a de-
sire to be of assistance to the dealers if
some method can be devised.
In some cases the replies do not exactly
square with reports on file in the executive
office from members who have complained
of the exact procedure which the wholesaler
denies and which he deplores in the actions
of his competitors. There is, indeed, a hu-
morous side to some of the correspondence.
There are instances where no replies have
been received although an original and a
follow-up letter were written, and the execu-
tive office is left to determine in its own
mind whether the individuals written to
merely neglected to answer or neglected to do
so intentionally.
The merchants' executive office takes the
view that this entire matter is one which can
be cleaned up with satisfaction to both sides.
The assumption is that there should be no
need for even acrimonious discussion and that
there should be no necessity for legal action.
In certain industries, where methods have
developed which have seemed to be detri-
mental to the best interests, the industry has
made request for a trade practice conference
conducted by the Federal Trade Commission.
It is possible that some such action as this
might commend itself to the wholesalers.
That the lawmakers in certain states have
frowned upon the practice of persons con-
nected in any way with the public schools
acting as purchasing agents for pupils, is in-
dicated in the laws which have been passed
in states such as Ohio and Pennsylvania,
making such action on the part of school
people punishable by dismissal. All that the
merchants in those states have to do to pre-
vent wholesalers from selling to music super-
visors is to bring the subject to the attention
of school boards in their cities.
One of the reasons for the passage of such
laws is the obvious one that a dealer who
pays taxes in a given city is entitled to re-
ceive the trade which legitimately develops
in his territory. His taxes go in part to
support the schools.
For Twenty-Five Years Makers of Fine Musical Instruments
THE GULBRANSEN COMPANY
Instruments of Quality—Rightly Priced
Pianos—Radios—Reed Organs
816 North Kedzie Avenue
Chicago, 111.
THE
MUSIC
TRADE
REVIEW,
December,
PIANOFORTES
This aristocrat of musical instruments is found wherever the ambition to own the finest
piano in the world is realized. Craftsmanship that moves unhurriedly at its beloved task
—skill that puts the achievement of an ideal above all else—have made the Mason &
Hamlin supreme amongst pianos.
M A S O N & H A M L I N C O M P A N Y , General Offices, AEOLIAN HALL, New York City
FACTORY - BOSTON, MASS.
MUSIC MERCHANTS' ASSOCIATION ATTACKS
WHOLESALERS' COMPETITION WITH DEALERS
HE competition given local music mer- was endeavoring to sell a school organization
chants by manufacturers and wholesalers and was accompanied by the traveling rep-
of band and orchestra instruments in sup- resentative of a wholesaler. The school band-
plying outfits to schools at wholesale dis- leader told his visitors that he had received
counts or at prices the dealer cannot meet, a circular offering a special discount to school
continues to be a serious problem, despite bands. The wholesale representative ventured
all that has been said against the practice. the idea that it must have been from some
The National Association of Music Merchants small and not very responsible concern. Pro-
is now actively engaged in efforts to clear duction of the circular showed that it came
from the representative's own concern. Mr.
up the matter.
Recently communications from members Weeks thought that there was really nothing
addressed to the executive office of the Na- more to say.
Incidents such as these may appear to be
tional Association of Music Merchants have
contained complaints indicating widespread amusing to some, but the serious fact re-
quotation and sale to music supervisors, band mains that if a policy such as is indicated
and orchestra leaders in the public schools, is pursued to its final analysis, it will spell
and heads of organizations, of musical in- nothing but disaster for the wholesaler. He
struments at discounts ranging all the way will lose what dealer outlet still remains to
from 20 to 25 per cent to the full discount him and the cost to him of doing a retail
business at wholesale prices will mean his
which is allowed to merchants.
One of these came from a member located complete ruin. The effort to ride both horses
in a city about forty miles from New York, is causing friction and cutting the heart out
who has been dealing for years with a New of what good business there might be for the
York wholesaler. The dealer, being on good dealer.
Believing that something can be done to
terms with the school people and having
previously sold them instruments, was in- clear the atmosphere and to bring about bet-
formed that there was need for a Maddy ter conditions the merchants' executive office
Bass and he wrote his wholesaler for a price, addressed the following letter to 100 leading
which was quoted him. Some one from the manufacturers and jobbers in the merchan-
school "shopped" around New York and vis- dise field:
"Are you desirous of securing dealer out-
ited, among other places, the retail store of
the wholesaler. Word was passed to the out- let for your product?
"Do you sell, and at what discount as
side representative of the concern who con-
tacted with the school representative and compared with the dealer's discount, to music
the following day the wholesaler quoted the supervisors, leaders of bands or orchestras
full wholesale discount to the school, ignor- or others connected with public or private
schools or organizations?
ing their accredited dealer.
"Do you maintain a staff of traveling rep-
Other cases of a more or less similar na-
ture have been reported to the executive of- resentatives who call on music supervisors or
fice, one involving President Weeks of the other school or organization people exclu-
association in an embarrassing situation. He sively, or do your wholesale representatives
T
Imperial Industrial Corp.
Manufacturers
Q. R. S. Imperial
and
Recordo
Reproducing Rolls
New York, N. Y., E. 135th St. & Walnut Ave.
Chicago, 4829 S. Kedzie Ave.
Pacific Coast, LOUIS F. GOELZLIN
138 McAllister St., San Francisco, Calif.
13
1932
combine this work with their calls on dealers?
"In what w r ays can cooperation between
dealers and manufacturers, or jobbers, be in-
creased to mutual advantage?
"Your assistance in answering these ques-
tions with a view to bringing about closer
and more harmonious relations in the indus-
try will be much appreciated."
Replies from the majority indicated a very
strong desire to work out some plan which
would eliminate undesirable and unprofitable
business practices. Valuable suggestions have
been offered by some of the wholesalers for
improving the sales by dealers. Some manu-
facturers, while stating that they distribute
only through jobbers, and deploring methods
which include the quotation of large discounts
to school supervisors and others in direct
competition, at the same time express a de-
sire to be of assistance to the dealers if
some method can be devised.
In some cases the replies do not exactly
square with reports on file in the executive
office from members who have complained
of the exact procedure which the wholesaler
denies and which he deplores in the actions
of his competitors. There is, indeed, a hu-
morous side to some of the correspondence.
There are instances where no replies have
been received although an original and a
follow-up letter were written, and the execu-
tive office is left to determine in its own
mind whether the individuals written to
merely neglected to answer or neglected to do
so intentionally.
The merchants' executive office takes the
view that this entire matter is one which can
be cleaned up with satisfaction to both sides.
The assumption is that there should be no
need for even acrimonious discussion and that
there should be no necessity for legal action.
In certain industries, where methods have
developed which have seemed to be detri-
mental to the best interests, the industry has
made request for a trade practice conference
conducted by the Federal Trade Commission.
It is possible that some such action as this
might commend itself to the wholesalers.
That the lawmakers in certain states have
frowned upon the practice of persons con-
nected in any way with the public schools
acting as purchasing agents for pupils, is in-
dicated in the laws which have been passed
in states such as Ohio and Pennsylvania,
making such action on the part of school
people punishable by dismissal. All that the
merchants in those states have to do to pre-
vent wholesalers from selling to music super-
visors is to bring the subject to the attention
of school boards in their cities.
One of the reasons for the passage of such
laws is the obvious one that a dealer who
pays taxes in a given city is entitled to re-
ceive the trade which legitimately develops
in his territory. His taxes go in part to
support the schools.
For Twenty-Five Years Makers of Fine Musical Instruments
THE GULBRANSEN COMPANY
Instruments of Quality—Rightly Priced
Pianos—Radios—Reed Organs
816 North Kedzie Avenue
Chicago, 111.
Future scanning projects are planned by the International Arcade Museum Library (IAML).