Music Trade Review

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE: MUSIC TRADE
energy of our local manufacturers will be diminished in any de-
partment. The business interests of New York will be prosecuted
with unflagging zeal in every section of the Union.
C
HICAGO, surrounded as it is by an agricultural, mineral and
industrial wealth, need have no serious apprehension for trade
in 1904. Whatever the outcome of present disturbing elements, in-
cluding labor troubles, Chicago will never go backward. Its people
are too progressive, too ambitious, and it is safe to say that the out-
put of pianos from that city for 1904 will be equal, if not exceed
those of the past year. Having once reached a certain point.. Ameri-
can manufacturers will always strive to show advance each year
over the preceding one.
F course there are problems ahead, and the uncertainty feature
of the new year appears to be whether the losses incident to
the decline in stocks will seriously impair the financial capacity of
our people to an extent which will necessitate further curtailments,
or whether there has been a sufficient recovery to permit another
forward movement. Labor certainly is disposed to be more tract-
able, but the aftermath of the disturbed conditions in the building
trades may be inimical to new operations for some time to come.
Yet all unreasonable spirit is not dead, although it is less assertive,
but with the advent of renewed activity, there would doubtless be
the same old trouble.
I T is not pleasant to discuss matters of this kind, but business con-
* ditions during the new year are sure to feel to a certain extent
the effects of last year's disturbances so that the subject cannot be
well ignored by trade journals.
It is not necessary, however, to dwell upon this feature beyond
saying that anything approaching great activity would probably be
checked by the renewal of labor troubles. Some work is impera-
tive, and a normal amount can be done on equitable terms, but it is
only whei> the amount is abnormal that labor troubles become
serious.
Capital has been confronted with holdups to such an extent
that will be likely to check new enterprises in the immediate future.
Work that must be done, will be done, and some that has been
held up will be completed. But it will be extreme optimism to
expect much beyond that.
HE Presidential year is generally regarded as an off year, but
apart from that there are other influences which may some-
what help to a complete recovery of lost ground.
A big feature of the situation has been the complete and prompt
reversal in the foreign trade. During the first half of the year im-
ports were of large volume and of considerable value; during the
last half of the year the return movement commenced and our ex-
ports became enormous in point of volume so that at the close of
the year the account was well evened up as regards 1903.
s:
OME progressive managers of piano establishments have in-
augurated a plan which thus far has proven successful in stimulat-
ing energy on the part of their salesmen. They have offered cash prices
for the largest piano sales closed within a specified period. The
result has been to increase the energy on the part of the salesmen,
which naturally has brought in good business for the house.
It would seem as if money expended in this way was well in-
vested. The house secures added benefit, and the salesmen are stim-
REVIEW
ulated to exert their energies to the utmost. They are profit sharers
not only in the idealistic sense, but at the end of the month they have
the money in hand which, after all, is the most satisfactory way of
remunerating men for additional work.
This is the kind of profit sharing which will be most acceptable
to the average piano workers.
I T was two years ago when The Review began to advocate the
getting together of the piano staffs of various establishments
for heart to heart talks after hours. We urged the giving of little
dinners by the management to which should be invited all the sales-
men, who would meet for the puropse of not only enjoying- the food
and wine, but the business discussion which would follow.
All of this naturally brings every worker on the staff of a busi-
ness establishment into closer touch with the chief, and with the
best interests of the house.
\ A 7 E are pleased to note that during 1903 a great many estab-
lishments adopted this plan, many of whom have written us
that the results achieved have far exceeded their expectations.
This is a move which should be heartily encouraged. It is that
one touch of nature which makes the whole piano world akin.
Many ideas and theories are evolved which are of practical benefit
to the establishments. Many useless and antiquated plans are cast
aside, as they are proven by the discussion which usually follows
the dinner, to be obsolete in every way.
There isn't a piano house in America employing a staff of sales-
men that cannot be a gainer by following out this plan. It may not
be desirable to have monthly dinners, but the oftener the better, and
much good will result from this coming together which means the
healthy commingling of ideas which all result in an aggran-
dizement of business enterprise.
H P HERE is an unmistakable tendency on the part of piano manu-
facturers to patronize more liberally than ever before trade
journals which have demonstrated their fitness to fairly represent
the industry. The day of the blackmailer is now of the past and
men are no longer influenced in their patronage through fear of
abuse which might come through the discontinuance of business
relations with any publication. Papers which show a pitiful lack
of enterprise and others which indulge in an occasional spurt can
no longer be considered as prominent factors in the trade news-
paper world.
The tendency is to concentrate and expend larger sums of
money in the advertising columns of such journals as have given
undeniable proof of their circulation, influence and instrumentality
to promote the welfare of business institutions.
The personal element is becoming more completely eliminated
and the question of values is being more carefully considered by
piano men in making their advertising appropriations to trade
journals.
T
'HE piano player is not only a great educational force, but as
a business developer it cannot be overestimated. It is stimu-
lating the use of pianos in thousands of homes where instruments
have heretofore been simply a part of the general furniture scheme
of decoration. They have not been treated as musical instruments,
but through the agency of piano players they are called into life
and bring a new musical color into the family circle.