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THE"
MUSIC TRADE
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
GEO. B. KELLER,
B. BRITTAIN WILSON,
W. H. DYKES,
A. J. NICKLIN,
L. E. BOWERS,
WM. B. WHITE.
R. W. SIMMONS,
AUGUST J. TIMPE.
CHICAGO OFFICE:
BOSTON OFFICE:
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E. P. VAN HARLINGEN, 156 Wabash Ave.
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Telephone, Oxford il.">M.
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Published Every Saturday at 1. Madison Avenue, New York
Entered at the New York Post Office as Second Class Matter.
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ADVERTISEMENTS, $2.00 per Inch, single column, per Insertion. On quarterly or
yearly contracts a special discount is allowed. Advertising Pages, $60.00 ; opposite
reading matter, $75.00.
REMITTANCES,in other than currency forms, should be made payable to Edward
Lyman Bill.
Music Section.
An important feature of this publication is a complete sec-
tion devoted to the interests of music publishers and dealers.
Departments conducted by an expert wherein all ques-
Jliifi
allU
tions of a technical nature relating to the tuning,
regulating and repairing of pianos and pi ayer-pianos
T*>s>tinis>al
flonapfmotitc
i t X l l l l l l d l VCpdl
I11IC11I9. .„.,, doalt with, will be found in another section of this
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paper. We also
publish
u
number
of reliable technical works, information concerning
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which will be cheerfully given upon request.
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 a d d r e s s : "Elblll, N e w York."
NEW
YORK, AUGUST 27, 1910
EDITORIAL
T
HE manner in which the music trade industry has stood up
under the business depression for the past three years should
be proof conclusive of its staying powers and solidity.
That fact alone demonstrates before the whole world its
strength better than columns of laudatory matter.
There have been few failures of importance, and at the same
time it must be conceded that a goodly volume of business has been
conducted, proving two essential points.
First, that there is a steady demand for musical instruments
which is well maintained notwithstanding times have not been
over-buoyant.
Second, the piano manufacturing and selling is placed on a
business basis and in the main is conducted on systematic lines
which compare well with those which rule in. other trades.
It is true that in all industries there will be occasionally a
weeding out of weak and irresponsible parties.
It is true that men, occasionally through a misrepresentation
of facts, can gain credits to which they are not entitled, by reason
of their assets or reputation.
Still some men are smooth-tongued and they can make a
plausible statement of their affairs which convinces some people
that they are entitled to credit at their hands, when in truth they
are not.
There are irresponsible men in all trades, and this class has
been, perhaps, as thoroughly weeded out of the music trade indus-
try as in other trades that we can mention.
There are some dealers who gain credit through a misrepre-
sentation of their financial condition, and they then form a serious
menace to the men who pay their bills, and the hardest competition
REVIEW
for a man who lives up to his" business obligations is to meet the
fellow in business who has neither money nor morals with which
to conduct a successful enterprise.
Take the case of a piano manufacturing concern which re-
cently went to smash in New York.
It was a small concern and much surprise was expressed when
it was learned the amount of liabilities which the company had been
able to accumulate.
Still, through a distortion of facts, credit was secured far be-
yond that to which the concern was entitled, and as a result things
went on from bad to worse until the final crash came and there was
practically nothing left for creditors.
There was nothing in the life or general reputation of the con-
ductor of the enterprise which should have entitled him to the credit
which he received.
Some men trusted the company who were warned to leave it
alone and that a crash was inevitable, but there are always some
men who are so anxious to sell their products that they will take
chances—too big chances in fact—chances beyond which a man is
warranted in taking for the safe conduct of a business enterprise.
Now, goods are a mighty sight better stored in factory or ware-
rooms than they are placed out in the hands of men who are not
able to pay and who never intend to pay.
But these conditions which appear now and then upon the
trade board do not indicate a general unhealthiness.
They are only surface conditions which indicate that good
nature and trustfulness have been abused, and probably there always
will be such instances in the business world.
BOUT this time of year New York is usually crowded with
buyers.
They come here to learn—to see—to listen and to buy, and yet
there are many merchants and heads of departments who visit the
markets without a clear conception as to what they should do when
they get there.
Some come to have a good time, and a few days spent in look-
ing over warerooms and factories discussing trade possibilities with
business men is looked upon as a very pleasant business outing.
But there are others who come to learn and they are the ones
who keep in close touch with the demand and business develop-
ments of the day.
They know that the demand for player-pianos is increasing.
They know it because they have seen the steady trend in this
direction in their local domain.
They know it because they are careful and regular readers of
leading trade papers.
They keep a close eye on statements made in papers in whose
utterances they place confidence.
The wise piano buyer knows that now is the time when he
should be making his plans for fall trade so that he will not be
placed in a position whereby he will lose certain business through
lack of stock later on.
We repeat, the wise piano merchant knows this, but there are
others who believe that it is easy to get stock just when they want
it at all times.
They are the ones who are invariably disappointed.
It is true they can secure stock, but not always that which they
most desire, or which will meet with the demands of their local
constituency.
They must take what the market affords and the man who
places his orders early is the one whom the manufacturers favor in
every way.
That man is taking a chance and he is not asking them to share
the entire business burden—he is willing to divide responsibilities.
He is willing to show his confidence in the trade future of the
country and it is such kind of men who are entitled to favors before
those who wait until the last call before making their business wants
known.
A
ULTIVATE the idea of faith in your own ability to sell.
Have confidence, but not unmitigated cheek of the ob-
trusive kind.
^OUCH on the bases in the game of business and then there will
be no dispute about the pennant of success.
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