Music Trade Review

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THE MUSIC TRADE REVIEW
JOURNALISTIC ADVANCE.
"TIME was, not so far distant either, when
trade journals did not occupy the
position that they do to-day, in this or
any other industry, but during the past
decade wonderfiil changes have been
wrought both in trade and public estima-
tion of technical journals. Sensible men
realize to-day that trade journals, honestly
conducted, are trade promoters and edu-
cators. They stimulate the interest and
broaden the views of members of the in-
dustry. Thinking men realize that as a
class they are not parasites but promoters
in the truest sense.
Fairly, honestly and intelligently con-
ducted papers have not enjoyed immunity
from unfair classification in a sweeping
way with dishonest publications. We can
recollect in this trade when the "trade
journals " were spoken of by many in a
sneering and indifferent way.
And why ?
Simply because some of the men who
engaged in trade paper work were adopt-
ing blackmailing methods pure and simple.
Their work tainted the profession, and the
men who were honest in their intentions
of augmenting trade interests by working
for better and higher conditions, were seri-
ously hampered.
We have always taken exceptions to any
remark reflecting upon the trade papers in
this industry as a class. There are certain
ones that we refuse to be classed with. If
any reader or advertiser has anything to
say against The Review let him say it. If
there is one blot upon our business es-
cutcheon we would like to have our atten-
tion called to it. Independent in action,
and desirous of upholding those things
which lead to higher and better conditions
in this trade, we do not propose to be
tarred with the same stick as the black-
mailer whose power in this trade we have
broken beyond the possibility of mending.
NO HALTING IN BUSINESS.
''THERE is no standing still in the busi-
ness life of to-day. One must either
move on or drop far behind in the race.
Those firms who think that a past success
assures them a permanency in that line
are entirely at variance with good sense
and sound logic in their conclusions.
One of the saddest sights in the business
life to-day is the man who, after working
years to achieve a certain position, reaches
the desired altitude only to sink back into
obscurity.
Such examples are common in our indus-
trial life. It seems that a man sheds in
some mysterious way at certain points in
his life the fine qualities which in such a
strong degree contributed to his success.
The truly ambitious are like the miser;
they never stop saving, they are bound to
keep on doing things. They cannot help
it. The moment a man feels that he has
obtained the desire of his heart, that he
has reached the top of his business tree,
from that hour, from that minute, he is on
the down grade. There is no standing
still in the business life of to-day.
THE SALESMAN'S SALARY.
\ X / E have heard from time to time, low
but unmistakable murmurs of com-
plaints coming from salesmen in different
parts of the country regarding the future
of salesmanship as a profession in this
trade.
It is a good subject to talk about, and we
should be pleased to open a department in
The Review for the discussion of this topic.
We are willing to state fairly when we scan
the entire list of the traveling and retail
salesmen of this industry, that a small
proportion of them receive what we term
in these days a generous salary.
There is, too, a small percentage who
receive a large salary. The great majority
engage for what we term moderate salaries.
Our idea is this: That while these young
men are complaining about the apparent
lack of advantage which the industry offers
to salesmanship ability we would say they
overlook one important matter. They
assume, as plenty of others uninformed
outside of the industry assume, that the
piano trade affords abnormal profits and
that the manufacturers and large dealers
can well afford to pay greater and more
generous salaries. Without investigating
beyond a superficial view they fall into the
public belief which they themselves have
been factors in encouraging in the public
mind, and that is that huge profits are in
the business, which we affirm is practically
untrue. .
The public mind has been formed by the
fluctuating prices in quantities of pianos.
We personalty have seen instances where
salesmen have asked $400 for a certain in-
strument and have seen them effect a sale
of the same instrument for $250 before
permitting the customer to leave the store.
Now it is just such methods as asking
one price and accepting another a hundred
or two below it which has encouraged the
idea that there are huge profits in the
business.
Salesmen can materially improve their
financial positions if they can show that
their earning capacity is such as to entitle
them to large considerations. At the present
ratio of profits, manufacturers cannot afford
to pay generous salaries, but if the sales-
men can prove their further usefulness in
stimulating trade we have no reason to
doubt but that their condition will be im-
proved materially. There is no question
in our minds but that there is a brilliant
future in the industry for the right minds
which must be original, forceful and ad-
hesive.
THE PRICE OF THE PACE.
\ 1 7 E are paying the price of an electric
pace. Our stimulating business envir-
onments are resulting in the sudden deaths
of great numbers of our leading men. The
taking away of these men when in the har-
ness and apparently full of life's vigor fur-
nishes appalling evidence of the result of
burning the candle without figuring on its
sudden extinguishment by reason of contin-
ual use.
In our own trade the untimely death of
such men as William Steinway, Herman
D. Cable, Gov. Fuller, and many others
with whom life's thread has snapped so
suddenly, shows that men are overstrung
without knowing it.
These sudden deaths resulting from this
terrible crowding process in our business
methods is not confined to any particular
industry or profession. There was Secre-
tary Windom, who expired while delivering
a speech at the Board of Trade Banquet;
the President of France, who was stricken
while at work; Henry George, who suc-
cumbed to the excitement incident to a
political campaign, and recently Governor
Flower. These men were stricken down
apparently in the flood tide of their use-
fulness. There is an impressive lesson to
be extracted from tremendous expenditures
of vital forces which culminate in sudden
death.
There are many more in this trade who
are persistently following the same ex-
ample. We live too fast, and we take too
little respite from our labors before the
fact is recognized that nature has demanded
her payment, and has refused to cash an
over-draft.
It is pretty difficult for a man to conclude
to retire temporarily and rest while he is
coining money or building fame. But is
not a life too high a price to pay for these
things ?
Nervous exhaustion first became known
in this country, and it is this ceaseless
whirl and rush of American life with its
electrical environments which is hastening
many on to a premature death. It is true
we crowd much in the brief span of life.
We extract from it much pleasure or pain,
but at the same time if we indulge in a
little more relaxation how much the plea-
sure would be extended. Perhaps the