Everyone's a Dealer

Small piano manufactory, c. 1890s
A host of small companies assembled “stencil pianos,” which carried no brand name. The economic panic of 1893 caused most to close their doors.

In the 1890s, music dealers, manufacturers and distributors all had retail stores. Shops ranged from elegant showrooms for pianos and organs to dry goods stores with printed music, a few guitars and concertinas. Department stores also began to enter the music business.

Most band, stringed and fretted instruments were sold by music teachers hoping to earn an extra dollar. Gibson Guitar Company developed an extensive “teacher-agent” program to boost sales and encourage teachers to sell their line of guitars and mandolins. A few teachers also opened small stores.

Dealers seeking a fast, dishonest buck became a pressing problem for the retail industry. Some retailers were known to attach falsified nameplates of leading manufacturers to second-rate pianos, and a few disreputable salesmen sold pianos at full price while submitting installment contracts to their employers. Shortly before the first payment was due, they skipped town.