Classic Mode

Music Trade Review

Issue: 1908 Vol. 47 N. 3

Page 4 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC TRADE
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
GEO. B. KRLLHB,
L. E. BOWEHS,
W. H. DYKES,
F . H. THOMPSON,
J. HAYDBN CLARENDON,
B. BKITTAIN WILSON,
L. J. CHAMBEBLIN,
A. J. NICKLIN.
BOSTON OFFICE:
CHICAGO OFFICE
ERNEST L. WAITT, 100 Boylston St.E. P. VAN HARLINGEN, Room 806, 156 Wabash Ave.
Telephone, Central 414.
PHILADELPHIA:
MINNEAPOLIS a n d ST. PAUL:
ST. LOUIS:
R. \V. KAUFFMAN.
ADOLF EDSTEN.
SAN FRANCISCO:
CHAS. N. VAN BUREN.
S. IT. GRAY, 2407 Sacramento St.
CINCINNATI, O.:
BALTIMORE, MD.:
BERNARD C. BOWEN.
A. ROBERT FRENCH.
LONDON, ENGLAND: «!• Hasinghall St., E. C.
W. LIONEL STURDT, Manager.
Published Every Saturday at 1 Madison Avenue, New York
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION, (including postage), United States and Mexico, $2.00 per year;
Canada. $.'{..">(i: all other countries, $4.00.
ADVERTISEMENTS, $2,00 per Inch, single column, per Insertion. On quarterly or
yearly contracts a special discount Is allowed. Advertising Pages, $60.00; opposite
r<»ncling matter. $75.00.
REMITTANCES, in other than currency form, should be made payable to Edward
I.ymtm Kill.
Music Publishers'
An interesting feature of this publication Is a special depart-
Department ^ V ment devoted exclusively to the world of music publishing.
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900
Silver Medal. Charleston Exposition, 1902
Diploma.Pan-American Exposition, 1901
Gold Medal. ...St. Louis Exposition, 1904
Gold Medal
Lewis-Clark Exposition, 1905.
LONG DISTANCE TELEPHONES-NUMBERS 4677 and 4678 GRAMERCY
Connecting all Departments.
Cable address: "Elbill, New York."
NEW YORK,
JULY
18, 1 9 0 8
EDITORIAL
"T)RICES seem firm in all lines, and there is nothing so futile to
XT relieve the condition of dull trade as to cut prices. There is
nothing so stupid as to attempt to bridge over congested conditions.
In the talking machine industry price restriction has been maintained
and so safeguarded that there has been no cutting of prices, and
there has been no depreciation in stock or consequent demoraliza-
tion of trade conditions. Cutting prices is the short route to precipi-
tate hard times. It is the weakness of fear, and fear is the foe to
success.
A number of buyers in the piano trade have openly stated that
they hesitate to place orders because they believe that some manu-
facturers must have money, and if the selling season failed to regis-
ter a promising amount of business a break in prices would be sure
to come.
The break will not come in the piano trade, and we may say to
those men who are figuring on that condition that they might as
well right about face, because at the present time there is not the
slightest excuse for a break in prices. Stocks on the retail floors
are low; in fact, the dearth of pianos in retail establishments was
never so completely emphasized as to-day. Within the very near
future dealers must have stock, no question about that. The big-
crops which are practically assured will mean that there will be an
increased demand for pianos and musical instruments.
Now as the manufacturers themselves are not carrying large
reserve stocks, and there will be a rush in the early fall for pianos,
how can any one figure that a drop in prices will occur? In fact,
prevailing prices are not at a height that will admit slashing, be-
cause there are no abnormal profits in evidence. Lumber has not
diminished in price; labor is firm, and there will be no reduction
there, and then there are overhead expenses that are immovable.
Now where is the license for the cut in price? Nonsense, there will
be no cut in prices, because there is no good reason why there should
be, and everyone who is desirous of getting ready for business in
the fall should not wait for cut prices. They should place their
orders now at the present market rates and then they will be in
REVIEW
shape to reap the best advantage possible out of business conditions
which promise good things for all merchants.
\li / H I L E a great many piano players and talking machines are
V V being shipped from this country to different parts of the
earth, comparatively few pianos are being exported. It would seem
as if during the period of depression that it would be well for manu-
facturers to look to outside points for the distribution of the
products of their factories, and there are many indications that in
the strife for international trade the governments of the great com-
peting industrial and commercial nations are more and more taking
a hand. It is coming to be looked upon as one of the functions pi
government not only to protect its citizens in their dealings with
foreign lands, but to foster and facilitate foreign trade in many ways.
The frank admission of a great English statesman that the British
Empire is maintained for the sake of the trade with its colonies and
the designation of the Union Jack as a commercial asset is a pic-
turesque expression of a principle which is influential in countries
which have not yet carried their commercial relations so successfully
to the ends of the earth. Recognizing its need of foreign markets
and having full faith in its ability to supply them, the United States
is increasing its efforts to further in any way in its power the inter-
ests of its manufacturers and merchants who are in a position to do
an export business. Its chief activity in this work is through its
consular service to the improvement of which attention has recenth
been given, but the extension of foreign trade is also under the care
of the Department of Commerce and Labor, whose intelligent co-
operation may be counted on. The problem is, however, a compli-
cated one, invested with peculiar difficulties, and it is for manufac-
turers to suggest, if they can, the manner in which the department
can be of practical use to them. A number of our big piano concerns
have sought South America, and the output of the Aeolian Co.'s
products in that country is considerable, and this great concern have
sent at regular intervals representatives to the various countries in
Latin America, and as a result of their enterprise they have built
up a steadily growing trade in those lands south of us. It does not
pay to overlook any possible avenue which leads to good business,
and just now it might pay to put forth efforts to secure business
from different parts of the earth.
A SSOCIATIONS are performing splendid work in every indus-
1 ~ \ try. The talking machine jobbers' organization, which is
only a little more than a year old, met in convention at Atlantic City
during the first half of the month, and while this association is
hardly out of its swaddling clothes, so to speak, it grappled business
problems with a zeal and energy which was surprising in such a
young organization.
This splendid advance may be explained, however, when we state
that James F. Bowers was the first president of this national asso-
ciation, and the members do not hesitate to say that they owe much
of the success of the association work to his intelligent efforts.
Aside from the reading of a number of specially prepared
papers, bearing directly upon trade matters, the discussions included
'the business relations between manufacturers and jobbers, and a
number of resolutions were passed referring these matters to the
executive committee who will consult with talking machine manu-
facturers, urging the readjustment of some business policies.
One thing is certain, when a number of men go about the ac-
complishment of a desired object and are willing to concentrate their
efforts upon its accomplishment they will come nearer winning than
a number of individuals whose purposes may be somewhat divergent;
in other words to-day it pays to concentrate in every line rather than
scatter energies.
J
UST as surely as thousands of merchants are curtailing stocks
and pruning investments the manufacturer also cuts his cloth
accordingly, and if we all play at shrinking after having indulged
in expansion it means temporary depression at least, if nothing more
serious.
Thin stocks may be all right for spineless individuals, but the
up-to-date merchant must carry an adequate stock. To do this does
not necessarily require any plunging, but the danger of paring too
close should 'be avoided. Caution, yes, but over-caution is posi-
tively dangerous. The business man should be careful to avoid
going to extremes with a conservative policy.

Page 5 Text:

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
TH
MUSIC TRADE
Some of the best business men of the country, as well as the
greatest railroad kings, who have opportunities of viewing the
situation broadly, declare that there is nothing in the situation at
the present time which should cause anyone to entertain the slightest
fear as to the country's future or as to the betterment of business
in all lines. Of course, we may imagine a whole lot of things, but
if we draw too heavily on imagination and conjure up views of dis-
aster and depression we will be unhappy and will lose confidence,
which amounts to so much. In faot, it is because the confidence of
the Nation was shattered that the panic was created. Now, we
must all show a confidence not only in each other, but in the general
business situation in this country.
S
ALESMEN in any line should be posted thoroughly concerning
the articles which they sell. Piano salesmen should have an
intimate knowledge of the mechanism of pianos which they offer
for sale. It seems absurd when yau come to think of it that some
salesmen who offer instruments worth anywhere from $300 to $800
to customers have but a superficial knowledge of that which they
desire to sell to customers. Some of them cannot even name the
different parts of the piano or of the action. They know that it is a
piano and that it produces music, but to ask technical questions con-
cerning it places them in a most embarassing position before cus-
tomers. The trade can be built up and dignified if the salesmen
themselves acquire an intimate knowledge of the intricacies of
pianoforte mechanism.
Piano players are to-day a powerful force in piano selling and
there is practically little known about them. As this institution has
gained a National reputation for the production of reliable technical
literature we have recently put forth a handsomely bound book
entitled "A Technical Treatise on Piano Player Mechanism," which
is conceded to be a powerful aid in obtaining an intimate knowledge
of the player. Some of the leading players are technically described
in this volume and there are other chapters covering every subject
embraced in the player field. It is a book which should be in the
hands of everyone interested in the subject treated. From it much
valuable information may be obtained which will form a wall of
argumentative strength in piano selling. There are chapters also
upon repairing and regulating which will be of advantage to those
who specially desire instruction o"f this nature.
Along these lines the Melville Clark Piano Co. stated in a
recent communication with .reference to this book: "We believe
that it will be of assistance to repair men in taking care of the
player mechanism. The book is ably gotten up."
CCORDING to J. Pierpont Morgan, the future for finances
and industry is mcfst encouraging. In support of Mr. Mor-
gan's opinion it may be said that the New York banks have shown
recently the highest surplus reserve for a number of years, and the
State banks have increased the distribution by twenty-five millions
in three months. The Pennsylvania Railroad, which has earned
two millions more than the dividend required in six months, has
recently opened many of its shops on full time and is taking off the
covers from the idle locomotives.
The railroad dividend distributions on July 1st were practically
the same as last year and the Southern Railroad has abandoned
the project of reducing wages, and of mcfre importance than all the
good signs in the industry is the splendid promise of the crops,
which indicates that Dame Nature is again coming to the rescue of
the nation in good form. In fact, the last government reports show
that in the great agricultural States there is every reason to figure
on exceptionally good crops. That condition will, of course, mean
good business all around.
A
I
NDEPENDENT thought is what counts in human progress,
and the man who surrenders his judgment to others never
develops independence, stamina, stability, or self-reliance. It is
infinitely better to make mistakes than never to act on your own
judgment. People who are always deferring to others, always ask-
ing advice, never amount to much. What makes a man a real man
is the standing for something in himself, something definite, some-
thing particular. A man may be very good, and yet not stand for
anything, not carry any weight in his community. We must all
stand for something. A man may stand for advanced salesmanship
or technical ideas—better even be wrong than a nonentity.
REVIEW
Learn to be practical.
It pays.
Vacation time, and now for rest, and then for business!
It's astonishing how often a straight talk gets off the straight track.
No man was ever known to succeed unless he had confidence in his
own ability.
Don't expect a man to be a successful trade hypnotist for fifteen or
twenty per week.
All work and no play makes Jack a dull boy, and a dull boy inci-
dentally will not sell many pianos.
General humidity is the greatest foe to comfort and incidentally to
trade, unless one deals in wet goods.
Why say stencil? The title is worn out; it is a back number, and
should be supplanted by the term, "Special Brand."
Be on hand when you agree to be, and then you can demand with
reason punctuality in others.
ONLY A SIDE ISSUE.—The whiskers of "Sunny Jim" Sherman are
only a side issue.
Can anyone see any sense or logic in continually denouncing piano
men when they pursue business along lines which are recognized as cor-
rect? A lot of these smaller papers snap and snarl like hungry curs at
men and methods in this industry. Well, perhaps they are hungry.
A young woman in Chicago advertised for a situation as follows:
"Situation Wanted—Stenographer, 29, 5 feet 7 in., red headed, high tem-
pered, kind hearted, independent, industrious; position of any kind on
Oliver m. Former Price $10; reduced to $8 up; 3 years' exp.; ref." She
received more than 50 letters from business men seeking her services.—
LEGACY FROM CICERO—"Don't you think your speeches would be
improved if you quoted from the classics?"
"Perhaps," answered the spellbinder, "but the last time I tried it my
audience got clear away from my remarks on currency and the tariff and
started up an argument as to whether the Roman orator's name should be
pronounced 'Sisseroh' or "Kickeroh."''"
QUITS.—Mother—What did Mrs. Kloseman give you for cutting her
grass?
Jimmy—Nottin'.
Mother—Why, she promised you ten cents, didn't she?
Jimmy—Yes'm, but I used her sickle to do it with, an' she charged
me ten cents fur the use of it.
FORCE OF HABIT. There was a noise down in the silver closet.
"John," whispered the wife of the baseball umpire, "wake up. There
is some one trying to reach the plate."
"Trying to reach the plate," echoed the umpire drowsily. "Well, for
goodness sake let me see them or there'll be a kick over the decision and
first thing you know the rooters will begin throwing pop bottles.' ;
A CLEVER OMISSION.—"Did you write to papa, George?"
"Asking for your hand?"
"Of course."
"Yes, I wrote."
"That's strange. I supposed papa would be terribly angry. You
know he doesn't like you."
"Yes, I know. But T fixed it all right. I—I didn't sign the letter."
A DEPENDABLE BOY.—"Oh. yes, I'm bringing my boy up in the way
he should go."
"For instance?"
"Why, when Johnnie and I happen to be in a street car together and
a lady that I know comes in, I've trained Johnny to get right up and give
her his seat."
"And supposing there are two ladies that you know?"
"Say, I'm talking about Johnnie."
OBEDIENT BOY.—"Mamma, you told m'ft when one of the boys wanted
to pick a fight with me I must turn around and hurry away."
"Yes, dear."
"Well, Willie Jones tried to pick a fight and when I turned around
he kicked me. Then I hurried away."
"That was right dear."
"Yes, mamma. I hurried around the little circle in which is the
fountain, an' Willie Jones hurried after me. But, you see, I can hurry
twice as fast as him. an' pretty soon I catched up to Willie an' grabbed
him by the hair an' slapped him good an' plenty. Wasn't that right,
mamma—'cause I did just what you told me to do?"
And what could mamma say?

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