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THE MUSIC TRADE REVIEW
T the World's Fair at Chicago, the piano exhibit was varied
and thoroughly comprehensive. Now eleven years have
passed since that time, and the world has traveled more rapidly
in science, art and industry in that time than it ever did before
in a quarter of a century. And all of the advances which have
been made in nearly every field of human energy are splendidly
displayed at St. Louis. Every human activity of any magnitude
is represented there, and all of the nations are there with the
most characteristic of their exhibits, and while material progress
has been made in every department the visitor at the St. Louis
Exposition will find but little space devoted to the exploitation
of an industry which has assumed great importance within the
past decade.
A
W
HILE the space at the disposal of the piano exhibitors has
been splendidly utilized by the presentation of some
superb piano creations, yet there are not enough of them. And
the industry in a sense will suffer by not being more adequately
represented, for if the visiting thousands were to see specimens
of the piano makers' art covering a large area of space, they
would at once be impressed, not only with the importance of the
industry, but with the necessity of becoming acquainted with the
best and latest which mechanical skill has created in the musico-
industrial world.
These great expositions not only mark certain high points
reached in industrial progress, but they create an impetus as well
to various special lines of industrial work.
T
HE Exposition itself is, in every respect, the most remark-
able which the world has ever seen, and from now until
nearly the closing of the year all the earth's meridians and
parallels will converge into the metropolis of the southwest.
This Exposition has reached the high water mark in under-
takings of this kind, and surpasses the great Fairs of Chicago and
Paris. It represents an investment which is colossal, more than
fifty millions having been expended on the buildings and grounds
by the opening day. This vast outlay, it is safe to predict, will
not be duplicated in any such enterprise in the lifetime of those
who visit St. Louis this year.
XPOSITIONS of the future will be more on special lines
and we will predict the time will come when piano manu-
facturers will combine at some great exposition and make a
collective exhibit. Think what could be accomplished in a few
acres of floor space devoted to a collective exhibit showing the
resources and accomplishments of the music trade industry.
This could be easily arranged, for all of the exhibits would be
hors concours. That is, entered, not for competition, but would
simply represent the accomplishments of a special industry.
E
ACH participant might be allotted a certain space in which
a specified number of instruments could be shown. These
could be either in regular or special styles, according to the rules
accepted by the exhibitors. In this way a splendid portrayal of
the results reached by the great firms in this trade could be
made, and the people would be impressed with the importance
and accomplishments of the industry. A collective musical ex-
hibit could be made a colossal success. The whole booth plan
could be arranged by one architect, the same as the various
State exhibits, and allotments could be made satisfactory to all
exhibitors. We will predict that the music trade exhibits at the
great expositions of the future will be along the lines we have
suggested.
E
NE of the most successful men in this industry recenly re-
marked, while conversing upon trade changes that he made "it
a point to keep in close touch with his leading employes."
Wise, indeed, is the head of that institution who recognizes
the value of keeping "in close touch" with the men about him.
In a business of moderate size, every employe should come into
direct contact with the head of the concern.
The road salesman, for instance, can keep in close touch
with the proprietor and discuss with him—for he is oftentimes
a man who has been through the mill himself—his difficulties,
and the best way of surmounting 1 them. From such a source
the traveling man can draw both counsel and inspiration.
O
OW it is this close contact, this friendly counsel which sales-
men receive from the head of the house which encourages
them to work with a fixed aim in view, and the house employing
him will profit by better results in a business way.
Modern methods and the growth of the commercial indus-
trial plans, while creating high efficiency in certain directions,
have had the ill effect of eliminating what was formerly one of
the most important factors of success, namely the personal element.
Now in the case of a trust the salesman is but a private in
a large army and from him is exacted implicit obedience to his su-
periors. In many cases the officers of the corporation are men
of little experience in a business way, and have been selected for
other qualifications. The employe must obey orders or lose his
position, hence he follows instructions, though convinced fre-
quently that they are dictated by ignorance and detrimental to
the success of the concern.
N
T
HEN, too, the stimulus and encouragement that must come
from conversations with an employer who has succeeded by
his own ability, as many of our leading piano men have, and which
is so essential to the success of an employe, are entirely absent.
These same conditions are apparent in the great department
stores of to-day. Important employes, such as buyers, who, but
a few years ago were in close relationship with the proprietor or
firm, now seldom see the "boss." They transact their business
with the merchandise manager. No longer can they go as of yore,
to their employer with a tale of an advantageous purchase, or a rapid
and successful sale.
The merchandise manager may give the buyer all due
credit, but that is not the same. Any enthusiasm is- dampened
when contact with the employer disappears.
*
I
T was only a short time ago that a piano salesman of consid-
erable ability worked in one of the piano departments of one of
our great local merchandise emporiums. In one of his reports
there was a slight error. Word came back from headquarters
that "No.
" not even giving the young man's name—was to
be dismissed. There was no opportunity given for him to make
good or explain his position. He was to the head of the depart-
ment, simply "No. so-and-so." He had inadvertently disobeyed
the rules of the department, his head dropped in the basket.
Such instances show that personality does not cut much
figure in a department store. Doubtless the methods of the pres-
ent day are more scientific, yet the warmth of personality is but
illy replaced by cold figures and the record that must be beat is
a poor stimulus compared with wise suggestions and kindly en-
couragement.
OME two or three years ago, a bright looking Jap walked
into the office of The Review. He was well educated,
spoke English fluently, and stated that he had been a reader of
The Review in far away Japan, and had concluded to come to
this country to learn piano making.
After an experience in this country he returned to his native
land, where we have since learned he is manufacturing pianos in
conjunction with his father, who is an organ manufacturer. He
stated at the time of his call upon us that he proposed to manu-
facture pianos for the Chinese, Philippine and even San Francisco
trade.
S
HILE there is no immediate fear of Japanese competition
in the piano line yet we should not for one moment lose
sight of the fact that this progressive race will form at once keen
competitors in any line if the tariff barriers were lowered.
The ambition of the Japanese is apparent, and they are,
perhaps, the most systematic race in the world. See how per-
fectly and expeditiously the landing of their armies were made
upon Corean soil. Compare their superb system of disembark-
ing an army with our crude way of landing at Santiago, when
our men and horses were tumbled into the sea, and we call our-
selves a progressive people.
Then, too, they have not only built a magnificent navy,
but have learned to man and direct it in a way which has won
the admiration of the entire world. If a race with such qualities
of observation start to acquire knowledge of any particular in-
dustry feel assured they will be heard from in no uncertain way.
W