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THE MUSIC TRADE REVIEW
is not done by a single industrial in the iron
or metal trades, and, as a result, these secur-
ities are more and more under suspicion.
The listing of stock on the exchanges gives
the stockholders thereof a market at all times,
whose fluctuations they may watch from day
to day if they desire. While a few men may
buy securities on mysterious tips, the great
majority of investors purchase because they
possess information satisfactory to them as
to the condition and prospects of the con-
cern, or as to the industry in general in which
they are engaged.
The idea of furnishing monthly statements
regarding the affairs of the concern whose
stock is offered to the general public will
probably be the outcome of anti-trust leg-
islation. If the roads are compelled to make
itemized showing of their affairs, why should
not industrial organizations?
wish to make and that the information con-
veyed weekly in trade journals must be of
considerable advantage in assisting them to
advance their interests. W r e have received
during the past year many letters from deal-
ers and from salesmen requesting copies of
The Review to be mailed to their home ad-
dress. It only shows that they are begin-
ning to recognize the indispensable qualities
of trade papers. A paper which is read by
thousands of people in all parts of America
must, to a certain extent, be a moulder of
trade opinion, and therefore wields a vast
v influence upon the future of the industry.
THE AGE~OF HUSTLE.
I ARGELY upon the
Must be up and do-
ing to succeed—Idle-
young salesmen of
ness, mother of crime
—The contrast be-
America, some of whom
tween the lives of the
are members of firms,
president and the as-
sassin.
depends the future of
the
industry,
and
it
is
well to encourage not
VALUE OF TRADE JOURNALS.
importance of only stick-to-it-iveness, but a desire to work
Successful salesmen
are close readers of
the salesmen being and win something in the battle of life which
trade publications —
They realize their val-
posted upon all things was not willed by a fortunate ancestor. This
ue as aids to their pro-
in connection with mu- is an age of activity, or, in the vernacular,
gress—Letter from a
salesman.
sic trade affairs has been '"hustle," and the young man who becomes
emphasized at various times in the columns thoroughly impregnated with the view of
of this paper. It is a fact which cannot be getting on in the world by his own efforts,
denied that most successful salesmen are will succeed; but the one who watches the
close readers of music trade journals. The clock, and who is counting how many min-
bright minds of the industry have seen the utes will elapse before quitting time comes,
necessity of close communion with the re- is the one who misses the great chances in
ports of specialists which necessarily must life. This is an age of work—of hustle—of
be embodied in the issues of the leading trade ceaseless energy—and there is no room for
idlers.
publications of America.
The successful men in the world are al-
Trade journalism, as a whole, has made
ways
the busy men, not men who are build-
commendable strides and in many respects
has eclipsed the daily press, in that its reports ing improbable theories and figuring that be-
are educational, fair, and, in the main, de- cause so-and-so succeeded they should.
Take this black-hearted assassin, Czolgosz.
void of sensationalism.
He
was lazy, he preferred to be alone. All
It has been the aim of The Review to
impress upon the minds of the young men, day he was fishing and idling. He had no
upon whom the future of the industry must friends or associates, and he hated women.
rest, the importance of perusing the columns There is something abnormal abort such a
of trade journals. There is always something man. He may not always be a criminal, but
to be gained by study, and the importance he is apt to be estranged from his kind.
of trade reports and suggestions cannot be Segregation breeds mania and fanaticism, and
overlooked by those who are seeking advance idleness is the prolific mother of crime.
Our late President, on the other hand, was a
in the various industrial lines. During the
thoroughly
normal man—a worker. He loved
past month we have received perhaps two
score of letters from various salesmen in the companionship, he hated idleness and vice.
country of which the subjoined is fairly typi- He loved the woman—his wife—dearer than
all the world beside. He was born with no sil-
cal:
Kansas City, Mo., Oct. i, 1901.
ver spoon in his mouth. He hewed his way
Edward Lyman Bill,
to the exalted place which history must will-
Editor, Music Trade Review, New York.
"I am sufficiently interested in your trade ingly give him, by the exercise of great abil-
paper, which I have always considered as ity, vastly greater, admittedly, than the aver-
the reliable musical journal, to have an in-
dividual copy mailed to me as per enclosed age man possesses; but the same industry
envelope. I enclose you money order for which made McKinley an honor to his coun-
subscription, and wish you continued success try will make any man a success in his chosen
and hope that you will never deviate from
your record of straightforward journalism. walk in life.
"Very truly yours, D. H. Reeder."
There may be a sermon in stones, but there
We select this letter because it is partic- is a sermon in the contrast between the lives
ularly expressive of the very point which we of the President and his assassin, a lesson
for every man, and particularly for every
young man. The world has no place for
idlers, vagrants, woman-haters, men who are
against their kind and averse to the natural
relations of the home and society. They are
abnormal, if not degenerate or criminal, and
if the young man is starting his life along
dangerous lines, let him at once take warning
and retrace his steps to right ways.
But here—we are digressing; we were
writing about salesmanship and how quickly
one point of argument leads to another.
Good salesmanship is good citizenship, and a
good salesman is not only valuable to his
employer, but he is valuable to the community
in which he resides; for, above all other
things, a good salesman must be a good man ;
therefore, reliable, painstaking and ambitious.
He can climb up and up.
INJURY DONE THE TRADE.
HP HE letter which is presented below is
well worth the perusal of every retailer
in the country:
Manchester, N. H., Oct. 8, 1901.
Music Trade Review:
Please take notice how certain discussions
in the trade papers help those who do not
keep a store and carry a good stock of pianos.
Yours truly,
Piper & Mclnty're.
E. T. Baldwin,
Teacher of Music
and Dealer in
PIANOS.
The most reliable trade journals assert
that it costs the dealer in pianos, who
ket-ps a store, with its attendant expense?,
from fifty to seventy-five dollars to sell a
piano, (i. e.) that much must be added to the
first cost to meet running expenses.
~ l l y haying piano-rooms at our home, we
avoid this expense and can save purchasers
from forty to sixty dollars. Does not this
statement seem reasonable ?
STUDIO AND PIANO ROOMS,
6OO
Beech St.
Messrs. Piper & Mclntire emphasize an
excellent point, and one which should be
realized by every manufacturer in the coun-
try. The music trade editor who sent broad-
cast through his press agent false informa-
tion concerning pianos, which was calculated
to interest the public mind to the detriment of
the business, by creating the idea that there
were abnormal profits in the business, has
injured indirectly every dealer in the coun-
tiy.
We have, on more occasions than one, re-
ferred to the injury done the legitimate trade
by the man who partially ruled the industry
for a term of years, and who, when his down-
fall was complete, attempted to ruin it. It is a
matter of surprise in some quarters that
manufacturers themselves continue to sup-
port this sheet, owned almost wholly by the
man who attempted to nun them, and who,
under the cloak of retirement, is seeking to
regain a lost position.