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THE MUSIC TRADE REVIEW
Leaders of this industry have been practi-
cal. They realized that while a university
training may be excellent, a commercial
training also is a necessity for those who
are to direct industrial affairs.
There is already a mighty movement,
now becoming world-wide, for bringing the
great institutions of learning into relation-
ship with the social and material develop-
ment of the age, into a practical touch
with contemporaneous life from which for
centuries it has been kept apart. The
seeds of this change were sown with the
organization of manufacturing, trading
and transportation interests on an unpre-
cedented scale calling for men of trained
intellectual capacity.
This change is a natural development of
the times, and the recent election to the
presidency of Yale of a man who has been
a commissioner of labor in his city, and
whose intellectual labors have been con-
centrated upon such practical and up-to-
date commercial questions as the tariff and
regulation of the railway system of the
country, shows that, while there is ample
place for the humanities and philosophies,
they may no longer dominate the univer-
sity curriculum to the exclusion of econom-
ics and sciences, which are such tremen-
dous forces in our expanding material
civilization. Succession in the individual
piano industries which shall have broadened
in the next century and have dominated
the world, will be secure as long as those in
power train their posterity in a practical
way, acquainting them with all depart-
ments of the business. Gigantic economic
forces which are revolutionizing modern
life must be studied in order that future
industrial success may be achieved.
THE CASH PANACEA,
T~*O worry over unsatisfactory conditions
or exasperating competition merely
consumes much vital force that should go
into useful work and paying argument for
cash. If every dealer who is injecting a
large amount of vital energy into securing
installment sales should transfer that en-
ergy into the cash line he would immedi-
ately gain better results. The practical
man, familiar with the details of his bus-
iness who has a cash purpose directly
ahead of him and a determination to reach
that purpose, is the man whose pole will
knock down the biggest trade persimmons
in the year's business.
Concentrated, well organized, systematic,
carefully conducted cash work will bring
results which will more than compensate
the dealer who works on those lines. It is
good straight cash, whether in gold, silver
or paper, it matters not, which counts when
the year's round-up of business is made.
Now that holiday trade is almost here,
why is not the time auspicious to plac e
concentrated, emphatic, earnest, and persis-
tent work along cash lines? Just throw
out the old, worn-out, obsolete, shop-worn
installment argument and talk cash, sell
for cash, hustle for cash, get cash. That's
what a healthy business requires, and when
you visit the marts of trade with a pocket-
book well filled with cash you can talk a
mighty sight more emphatically than if
you used the long-winded time basis for
business argument.
STILL OUT.
A T this time of writing the fight is still
on in Chicago and with no prospects
of a compromise. The American Federa-
tion of Labor, it is said, proposes to back
the piano-makers' union to the end. The
strength of this organization is estimated
in members to be something like a million
two hundred thousand. From this organi-
zation the Chicago men draw so much per
week, not enough, however, to live upon.
Just how long they propose to be
separated from good work and fair wages
by the dictatorial official of their union re-
mains to be seen. If some one would vac-
cinate these men with the virus of com-
monsense this fever would quickly have
its run and they would be mighty glad to
resume their old places at the bench.
CHICKERING AFFAIRS.
AI7ITH the passing of that honored
member of the trade, Geo. H.
Chickering, the music industry of this
country loses one of its most respected
and historic figures. Born in 1830, his life
was practically cloistered 'mid factory
walls. Thoroughly imbued with high
ideals, and having an artistic temperament
of acute sensibility, he ever labored for
higher achievements in industrial art.
That he succeeded is emphasized in the
superb product which bears his name, dis-
tributed throughout all lands.
The' name of Chickering is indelibly
associated with all that is best and highest
in industrial art. The history of this house
dates back to the very inception of the in-
dustry. In fact, the father of George
Chickering is generally referred to as "the
father of the industry," as the great ad-
vance movement in American pianoforte
making dates back to the successful inven-
tions created by Jonas Chickering. And
we may say that no man labored harder or
with more zeal to promote the best inter-
ests of this industry than his son, the late
Geo. H. Chickering. In later years he
had gradually shifted the factory responsi-
bilities upon younger and capable shoul-
ders, until something over a year ago he
severed his connection entirely with the
business affairs of the corporation while
still maintaining nominally its presidency.
His death will cause no change whatso-
ever in the active management or policy
of the Chickering corporation, the man-
aging head of which for many years has
been Mr. C. H. W. Foster, whose vital-
izing ener. y has been impressed upon
every department of the business, and who
has occupied the position of secretary and
treasurer.
There has been a meeting of the direc-
tors of the company held since Mr. Chicker-
ing's death at which Mr. Foster was elected
to the position of president, and Mr. Chas.
H. Eddy, who has been next to Mr. Foster
in authority, was chosen secretary and
treasurer. By special provision made in
the will of Mr. Chickering his interests in
the company will continue as in the past
and will be under the management of Mr.
Foster as sole trustee.
THE TRADE PAPER.
T H E true newspaper is the most persist-
ent searcher for unadulterated facts,
and not the one that publishes all the sen-
sational matter that can be discovered or
manufactured. The average trade paper
suppresses far more than it publishes. It
sifts much of the raw material and thereby
does a service of incalculable value to its
readers. The newspaper has the world
for its field, while the trade paper has a
comparatively limited scope, yet in its field
it can be df infinite benefit to the industry.
In the first place a trade paper, that is,
a reliable trade paper, publishes facts and
eschews sensationalism. It encourages
trade and fosters industry. It chronicles
to the world improvements and inventions
along lines which lead to a higher civiliza-
tion ; inventions would .never be found in
the columns of the daily papers because
they would be construed as being in the
nature of an ad. A trade paper is in the
main, decent, cleanly and respectable,
while its relative, the daily paper, is too
often filled with sensationalism and fiction.
There is a place in the nation for trade
papers as long as industry remains, and
the trade paper of the future will be more
largely respected as a trade paper than in
the past. The blackmailing element is
happily becoming innoccuous; therefore, in
this trade particularly, there is a higher and
broader field for the effort of the trade
journalist than has been visible for many
years.
The trade is beginning to learn that the
blackmailer is harmless now that his fangs
have been drawn. It is beginning to learn
that a paper which is published at irregu-
lar intervals replete with news ten or