Music Trade Review

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THE MUSIC TRADE REVIEW
manifested, maybe speedily changed. > It
is stated that in branches of industry in
which the results depend upon the effici-
ency of the individual worker, there is
a corresponding decrease in the value of
his work with the general improvement of
the times.
Managers of great industrial enterprises
in which large bodies of men are employed
have been impressed with the falling off in
their expected ^output, and upon investi-
gation ascribe it to the improved conditions
of workingmen.
Theoretically, a man works more willing-
ly, strikes harder blows, studies his em-
ployer's interests more conscientiously
when well paid than when he merely earns
enough to provide a bare subsistence for
himself and those dependent upon him.
Practically, however; as reported by
those who pay the wages, it is found in
occupations involving arduous manual
labor, better results were shown per capita
when wages were low and employment
was hard to get.
It is explained upon the ground that
when a man realizes that there are a num-
ber of idle ones ready to take his position
if he depreciates his work, then he main-
tains a high standard. In other words, he
has something that is desired by others
and he has to work to hold it. Now there
is such a demand for labor from the great
plains of the West to the huge industrial
plants, that men do not feel the same in-
centive to do their best at the bench. They
know that if they are discharged they can
easily get employment elsewhere, and if
the task is a little more difficult than they
wish, they ask for their time and quit. If
the foreman is too exacting, they want a
more agreeable man.
In fact, there is no denying that in good
times a strike may be expected at almost
any moment on the slightest provocation.
Take some of the recent strikes, and the
labor leaders themselves cannot explain
intelligently to the public the reason for
them.
This certainly is an extremely discour-
aging state of affairs to those who feel
kindly towards the men at the bench,- and
who are desirous of seeing them earn good
wages, but it shows plainly that there is a
difference between theory and practice.
Naturally it is better for everyone to have
workmen well paid, so that the purchasing
power of the masses may be greater, for
low wages necessarily mean restricted con-
sumption while high wages and good
times mean that the workingmen them-
selves buy not only liberally of the good
things of life, but purchase luxuries as
well.
Piano manufacturers in common with
others who are employers of labor are face
to face with conditions which are not
agreeable. There are complex problems
to unravel which require great tact and
diplomacy as well as forcefulness.
CALL FOR CASH.
THHERE has been no fall for many years
which promises such good things for
the piano dealer as the one on the thresh-
old of which we now stand. Money is
easy. Labor is well paid. Crops are ex-
cellent. In fact there is throughout the
land unmistakably pleasing signs of pros-
perity.
No more auspicious times could be pre-
sented for the average piano dealer to get
out of the installment rut than the present.
It is cash that he most desires, and it is
cash that is eloquent and persuasive in all
business dealings, and it is cash he can
secure for his pianos if he'll only talk it a
little stronger and instill into his salesmen
the same sound business principles.
This industry has fallen into an install-
ment rut, and it is high time that we swung
ourselves clear of it. It costs too much to
sell pianos. There is too much of a cash
outlay in freights, rents, advertising, sala-
ries, and a hundred incidental expenses
which creep in and must be met in cash by
the dealer, and many months elapse before
he gets back in the small monthly install-
ments the cash which he has expended to
make the sale, not reckoning the cost of the
instrument.
We affirm that this fact has not been
thoroughly understood, and hundreds of
dealers have fallen into the easy plan of
installment because their competitors,
longer established than themselves, had
adopted the plan in a generous way for
years.
Now if the installment plan, as adopted
by many is a sound one, why has it not
been more fruitful in business results?
What percentage of the dealers of this
country are moderately wealthy men?
Surely they work hard enough. They are
men of good intelligence, who have as a
whole been doing business on sound com-
mercial lines.
Have they not been talking too much in-
stallment, and has not their business been
made up on deceptive installment sales?
And has there not been an enormous de-
crease in the value of these sales?
In other words has their installment
platform been a sound one?
We believe that men may increase their
sales, make more money, and be on a
sounder financial footing if they would
side-track the installment business, at least
that part which is unprofitable and talk
more cash. It is the nimble piano sixpence
which wins and not the slow installment
shilling.
HTHE prospects for the success of the Ex-
port Exposition which will be opened
next month in Philadelphia, are of the
most nattering character. The buildings
for the exhibits promise to be in complete
readiness before the date set for the open-
ing, and there is every indication that no
hitch of any kind will occur to mar the
interest or lessen the impressiveness of the
occasion. Thus far but few members of
this industry have manifested any interest
in the Exposition which is so near us, and
in which foreign countries have taken a
warm interest.
\X7HILE some have spoken with a serious
mien of the trade paper problem,
The Review has always held that there was
no problem. Necessity, however, and that
necessity to reduce the blackmailer to
innocuousness and then the manufacturers
would patronize only such papers as they
deemed worthy of support.
It only requires a moderate amount of
discriminating intelligence to select such
papers. As long as there is an honest
demand for a paper it lives, but as far as
the trade paper problem is concerned that
theory should be dissipated at once.
Papers which show progressiveness, truth-'
fulness, character, intelligence, will live
and will live too a mighty sight better
when the blackmailer is entirely removed
from his sphere of operations.
T RON is the real barometer of industry.
The iron markets have gained in
strength, and the feeling is growing rap-
idly that the next year will be one of ex^
ceptional prosperity, all doubts as to the
maintenance of present prices for the
balance of this year being dispelled. In-
deed, high figures will have to be paid in
some lines to secure prompt delivery.
It is interesting to state that the present
values have not checked consumption.
With the steady advance in iron there is
no question but the piano plate makers
will have to advance a point or two in
order not to come out at the small end of
the deal.
T H A T Japanese manufacturers interested
in musical instruments are now paying
attention to the manufacture of pianos is
evident from the number of orders which
have been shipped by supply houses in this
city within a recent date,