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THE
MUSIC TRADE
FLVIFW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
I . C . C'RA.G,
I . . K. l')l>\VI.KS,
CiKD. I!. KlOLLKK,
A. J. NICKLIN,
AUGUST J. TIMPE,
1!. I'.RITTAIN
W M . B. WHIT*.
WlLSDN,
BOSTON OFFICE:
CHICAGO OFFICE:
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PHILADELPHIA:
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Published Every Saturday at 1 Madison Avenue, New York
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Lyman BUI.
-A" important feature of thia publication U a complete sec
t i o n devoted to the interests of music publighera and dealer*
Departments conducted by an expert wherein all qnes-
tions of a technical nature relating to the tuning,
TW>nartmPntc regulating and repairing of pianos and player-pianos
y I1IIC11I9. a a r e ^ealt
ea with,
, will be found in another section of this
WZyai
l technical
h i l works,
k information
i f t i
i
paper. We also publish h a number of reliable
concerning
which will be cheerfully given upon request.
Pla
V»*P
• •ajCl
Exposition Honors Won by The Review
Orand Prig
Paris Exposition, 1900
Silver Medal. Charleston Exposition, 1902
Diploma.. Pan-American Exposition, 1901
Gold M edal... S t Louis Exposition, 1904
Gold Medal
Lewis-Clark Exposition. 1905.
LONG DISTANCE TELEPHONES-NUMBERS 4«77 and 4678 GRAMERCY
Connecting all Departments.
Cable address: "Eltolll. New York."
NEW
YORK,
AUGUST
5, 1911
EDITORIAL
W
ITHIN recent years the matter of credits is receiving more
careful consideration from piano manufacturers than ever
before. This is wise, for too frequently undeserving men obtain
credit, and when such iren are minus character or conscience they
become disturbing elements in legitimate trade circles.
It is always a wonder how men without character when they
open a store can secure not only goods, but can reorder until they
owe a manufacturer out of all proportion to their resources. Deal-
ers who pile up indebtedness and then fail, disturb general market
conditions, and injure the standing and credit of others.
They are compelled oftentimes to sell pianos below cost, or
even at any price to get money to meet obligations which are press-
ing with the hope of saving them from getting on financial shoals,
In such times as the present manufacturers and merchants can
afford to scan their credits more closely than ever before. There
is enough good trade to go round, and, after all, it is the character
of the business which counts. No man should fool himself with
the idea that he is doing a profitable and satisfactory business, sim-
ply because he is sending out a lot of goods to irresponsible parties.
It is not the number of sales which count, but rather the quality of
sales.
It is singular that when times are normal the manufacturer
will figure that if so and so can pay, he can pay now, and then he
feels optimistic in a general way about everything. And this sort
of healthy optimism induces him to ship orders without the con-
sideration which modern business necessitates.
Then again, when times are bad, manufacturers will say that
they must take a chance, because they need the business in order to
keep their employes busy, and so the dishonest man secures further
credit.
REVIEW
A
PROMINENT credit man, in chatting with The Review on
this subject, said: "No manufacturer should ship goods to
a man whose character is questionable. It doesn't matter how good
his rating is, if he isn't square he will evade payment, and when a
dishonest man reaches a place in business where it will pay him
better to make an assignment than pay his creditors in full, he will
do so, even though double the amount of his indebtedness is stowed
away in some safe hiding place.'"
The leading houses to-day are. fortunately, using intelligent
discrimination in the matter of credits, and the old-time indifference
to this end of the business is receiving the attention it deserves,
and intelligent dealers appreciate the fact that their interests are
best served when the manufacturer is careful in regard to credits,
for indiscriminate credit giving injures the legitimate dealer in the
long end.
No dealer who conducts his business honestly and openly has
any reason to fear revealing his financial condition to the man from
whom he solicits credit. He knows that an honorable concern will
respect his confidence.
The houses in the trade that have inaugurated credit depart-
ments and are conducting their business along advanced commercial
lines are helping the industry as a whole. They are putting it on a
healthier plane, and the time will come when every manufacturer
who expects to exist will follow and do likewise.
A
PIANO manufacturer who recently returned from a trip to
the Southern States expressed himself enthusiastically to
The Review when discussing the wonderful development of that
section. As a matter of fact, few can realize the marvelous changes
which have been under way throughout the South without a per-
sonal visit. Every section gives evidence of a phenomenal increase
in the value of farm lands, while the growth of manufacturing
throughout the leading cities has been greatly on the increase.
The total value of the cotton crop this year will exceed any-
thing on record, and what is of greater significance is that the
Southern cotton producer has gained the dominant position, and
the speculator has been obliged to furl his sails accordingly. This
implies satisfactory prices for cotton and more money for pianos.
The diversification of agricultural productions is another potent
factor in the advancement of farm values. Everywhere throughout
the South there is evidence of a greater appreciation of the value to
be derived from "doing things," and a new and inspiriting energy
has taken hold of the Southern farmer and producer, which means
much for the future.
Another point to be considered in connection with the develop-
ment of the Southern States is the approach of the opening of the
Panama Canal, which is certain to prove of immense benefit to that
section.
This story of progress is of particular interest to the music
trade, for the South is already giving evidence in increased demand
for musical instruments that it is destined to prove one of our best
markets.
I
T is a great blessing to be able to throw off business cares for a
day, a week, or more, during the summer time and get close
to nature. The outing of The Piano Club of New York held re-
cently was a most delightful affair in every way. It brought to-
gether the members of the local piano trade at a time and place
when shop was not discussed, and when the social and the more
pleasant side of life was uppermost. Reunions of this kind do much
to break down old-time prejudices among piano houses and educate
competitors to respect each other.
Y
OU can become a good salesman, even if you at first lack all
the prime essentials. There are men born with the selling
ability in their mouths, like the traditional gold spoon. And to be
born with an obvious talent is a thousand times better than bein<>-
born with a mouth full of gold spoons. Uut better be born with
energy, enthusiasm, ambition, and no talent, than with a talent and
no ambition to make that talent of value.
I
T doesn't pay to recommend goods a bit higher than they will
stand. A customer fooled that way once, won't give von a
second chance. It pays to be square.