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THE NEW YORK
PUBLIC LIBRARY
THE
7V^USIC TRHDE
were to make a choice of the two, we should
say that a salesman of keen-cut, practical abil-
ity would be worth infinitely more than
merely a good musician.
A man may cultivate a knowledge of piano
construction and ascertain the technical mean-
ing of the peculiar language of the craft.
In this way he will easily ingratiate himself
into the customers' good graces and will im-
press them with his knowledge of the trade.
Absence of such knowledge will inevitably
lead to some incorrect use of a technical word
and immediately convey the impression that
one is not tamiliar with the details of his own
business. We know one salesman who said
that his firm was on such good terms with
certain prominent piano manufacturers that
they invariably indulged in swapping parts
and sent around plates, sounding-boards, and
even cases, or any parts, when they were a
little short. As a matter of fact, the differ-
ence between the two instruments was as
great as the chasm between a Chickering and
a Biddle. The easy use of the terms of trade
relating to the goods you handle will con-
tribute largely to conveying the idea that you
know your business.
Y\7 HEN Kubelik reached these shores and
took his first ride up Fifth Avenue,
he exclaimed, "What a musical country this
must be to maintain such superb piano
stores!" American stores of all kinds excite
wonder and astonishment in Europeans, for
in point of architecture, beauty and equip-
ment, no stores in the world can compare with
ours, and it excites the interest of musical
Europeans to see the impressive piano empo-
riums in the most important business thor-
oughfares of our principal cities. Well might
the violin wizard exclaim as he did.
I T was not many years ago when American
advertising did not take high rank. Our
forefathers, with a few exceptions, were not
good advertisers; but a marvelous change
has taken place.
To-day all institutions, from the very
smallest to the largest, realize that publicity
is what brings within reach the opportunity,
and the quick brain with modern methods
can do the rest.
Many of us follow with interest the attrac-
tive advertisements of leading houses to gain
ideas therefrom. A good advertiser, in the
first place, is simply a good, earnest speaker—
not an orator in any sense of the word, but
a plain talker whose sentences are not always
rounded to sway the imagination, but, rather,
contain the ring of truth and sincerity.
Piano men have largely improved their ad-
vertising, and there is still ample opportunity
for further improvement in this line.
TTHE executive committee of the Dealers'
National Association has visited our city,
has been regaled with appetizing drinks,
toasts, and kindly chat. The members have
tested the freshness of our bivalves, and, in-
cidentally, have discussed trade ethics. It
may be said that there is a vast amount of
unfinished business which could be properly
brought before various associations. There is
the advertising war, wars on piano men, and
wars which the average tradesmen do not
relish. There are wars, too, in our midst
that it is regrettable were ever begun; but,
let us believe with the poet who says that
wine which is poured must be drunk, be the
reckoning what it may.
LTENRY WATTERSON, who thinks that
Carnegie is "easy," suggests that he
devote a few of his spare millions to the
founding of a home for stranded journalists.
While we admire Watterson's eloquence, we
cannot endorse his judgment in this matter.
Journalists are not mendicants, and there is
no more reason why Carnegie should estab-
lish a home for frayed-at-end journalists than
there would be for homes for broken-down
lawyers, or doctors, or piano salesmen. If
the journalists want a home, let them build it
themselves; but this idea of parading jour-
nalists in the light of beggars we object to—
strenuously object, at that.
""THE dear old Indicator announces, while
in reminiscent mood, that it is twenty-
four years old; some pretty short turns on
the years, surely, for we are of the opinion
that it was in 1881 that the pioneer of West-
ern trade journalism first apeared to toy gen-
tly with the piano men. This would make it
of voting age, all right, but how about those
extra years ?
ASTOR{
LENOX
TILDEN FQUNDATIONS.
was the only journalist who had made enough
money to retire. That was before he went
to Europe. Now he is hustling to beat the
band, and to, incidentally, beat Fischer. Can
it be that he was the man who tried to break
the bank of Monte Carlo? Perish the
thought!
IN another part of The Review will be
found a decision of great moment hand-
ed down by Judge Lacombe in the United
States Circuit Court of Appeals, which is of
wide interest to all importers.
In brief, the decision holds that where an
importer has established his good faith in a
forfeiture trial, he, nevertheless, loses his
goods, and, in addition, has to pay duties
and penalties.
Frederick Brooks, a prominent customs
lawyer, has this to say of the decision: "The
law as it stands, under the interpretation of
the Court of Appeals, is an outrage on the
innocent importer. Not only by the Court's
construction does the importer lose his goods
but is subject to penalties. I think Congress
should be asked to change the offending stat-
ute."
It is understood that many importers hav-
ing similar undervaluation cases will be
obliged to lose merchandise and pay penal-
ties.
TT HE fine Italian hand of the discredited
piano trust promoter is discernible in
the attempts being made these days to inter-
fere with contracts between certain distin-
guished pianists and piano manufacturers.
Needless to say, the object of this move
is not to benefit the artists, or manufacturers,
for that matter, but rather to use one against
the other with pecuniary objects in view.
This, however, is only applying the same
stand-and-deliver methods which he has
practiced so long in his various lines of ef-
fort.
How long will it be tolerated?
I N the age of quick changes, hundreds are
bound to suffer in the shuffle. In a twin-
kle, the hitherto indispensable telephone girl
is notified that the change of system compels
the company to dispense with her efficient and
Y\7 E do not look with favor upon special
valuable services, and the pleasant voice of
editions, yet it is refreshing, indeed,
"central" will soon be heard no more in the
to note a special which contains such points
land.
of undeniable excellence as the Presto Year
O TORIES are rampant nowadays about the Book, which has recently been issued.
size of some advertising contracts which
The production of such work necessarily
are spurned by certain music trade editors. entails a considerable outlay, and it is, in
It is difficult, indeed, to believe that a music truth, an enterprise worthy of praise which
trade publisher would acept a contract for we do not withhold from our contemporary.
less than $1,000. Some, however, could not
stand the temptation. For ever since Satan's
make the mistake of believing
fall from high estate there has been no assur-
you know the individual taste of all
ance of stability when temptation came. . . your customers. What doesn't suit one, will
T ET us see; it was only a short time ago another. And something that you yourself
that Blumie stated in poster type of may dislike most heartily may prove an ex-
modest size and of special block, that he cellent seller.