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THE
MUSIC TRADE
"The 'take-in' problem is a bigger one than the old square
piano for the trade, and there are some of the old squares left to
complicate matters."
Some dealers have solved the problem to a certain extent by
installing player-actions in the better of the used uprights and then
selling them as player-pianos. This plan has moved many instru-
ments, but still with that scheme there are the older pianos left,
that would not make it worth while to turn into players, and the
remodeled player-pianos often serve to bring in even older instru-
ments in exchange.
If the amount offered for the exchanged instrument is suffi-
cient to permit of it being sold at a heavy loss, it is not sufficient to
influence the prospect to exchange his upright for a player. The
dealer seems to be between two millstones.
ITH the opening week of October the fall campaign in all
lines of trade is well under way. Summer vacations' are
at end. The office forces have had their period of recuperation,
and'the battle for a busy fall and winter business opens up under
brilliant and most encouraging auspices. This is particularly true
of the piano trade this year, and those piano merchants who are
going after business energetically are bound to get greater results
than ever before.
While the player-piano seems to be the dominant issue in the
retail trade this fall there is an increasing appreciation of the merits
of the small grand piano, and in all parts of the country piano
merchants report an increasing demand for instruments of this type.
Despite the partiality shown for the two designs referred to, the
upright piano proper has, and ever will have, an army of ad-
herents among people who prefer to express their emotions through
the keyboard in the old-fashioned way without the aid of any
technic-means such as the player action. The piano merchant,
however, can satisfy all demands and all tastes, for that is what he
is in business for.
One department of business in the music trade field this year
which will assume enormous proportions is that devoted to talking
machines. The output of these instruments' has been steadily
growing, and piano merchants of distinction throughout the coun-
try have installed departments which are being conducted on a
very high plane, and which are returning a splendid profit on the
investment.
The modern, perfected talking machine makes a special appeal
to all classes of people because of its range of price from $15 to
$250. Then the latest designs of machines are so artistic and the
tone reproduction has been so greatly improved that those who
have not kept in touch with the development of the talking ma-
chine within a recent period are simply amazed at the advance
made in these remarkable entertainers.
The American people want music in the home, and where
one's income will not permit of the purchase of a piano, or a player-
piano, a talking machine will certainly be selected. Therefore, the
piano merchant is wise who has in hand a line of instruments that
appeals to all classes and to all incomes. This is possible when a
talking machine department becomes an adjunct of his business.
There are millions of homes that have not been supplied with talk-
ing machines, and the field of exploitation, from the piano mer-
chant's standpoint, is a tremendously large one—one well worth
cultivating to the largest possible degree.
The increasing number of piano merchants who are adding
talking machine departments to their business would indicate that
they are not entirely remiss to the opportunities that exist in this
field. One thing is certain that success cannot be achieved unless
the talking machine business is given special consideration. There
is no use in placing a few machines and records in the back of the
store, or treating it indifferently. It must be handled as a separate
department, with a manager and assistants who know their business.
It must be advertised correctly, and it will be found to pay as good
if not a better profit maker than pianos.
W
S
OME admirable suggestions were made by President Taft in
his speech at the closing session of the International Con-
gress of the Chambers of Commerce in Boston, Mass., on Thurs-
day of last week, when he urged co-operation between the Gov-
ernment and the commercial organizations of the country, and also
declared that the banking system should be revised,
REVIEW
Legal Questions Answered for the
Benefit of Review Readers
CflWe have opened a Department wherein legal
questions, which have direct bearing on music
trade affairs, will be answered free of charge.
Messrs. Wentworth, Lowenstein & Stern, attor-
neys at law, of 60 Wall Street, New York.
tJMatter intended for this Department should be
addressed plainly, Legal Department, The Music
Trade Review.
"There are a number of results/' the President said, "that I
am sure will follow this important gathering of the nerves of trade
from the world over.
"One of the good results I hope is the influence which this
convention will have upon the responsible Government authorities
and the people of the United States in convincing them of the
necessity of associating in their Governmental methods and finding
out the right courses to pursue in those methods of government
that are akin to business.
"We know, that is some of us know, who have had occasion to
study the subject, that the chambers of commerce of other coun-
tries' have either an official or a semi-official relation to the Gov-
ernment, which gives them a real authority and influence in de-
termining the course of the Government in reference to matters
that are akin to business.
"We ought to have bureaus of statistics and accurate informa-
tion on all the subjects that will enable us to judge what the effect
of laws to be passed will be upon tr'ade in this country. We have
gotten along thus far, with the help of Providence, with a system
of banking and currency that no man can defend, but that it seems
is the last subject that Congress wishes to take up.
"I wish only to speak of another subject," Mr. Taft said. "I
believe we may have some solution of the problem that arises and
some escape in the future from the burden that is carried by this
increasing armament of nations. You will never have a solution
until you have furnished some means of certainly and honorably
settling every international controversy, whether of honor or vital
interest by a court upon which all nations may rely."
W
HEN The Review closed its forms last week the strike
situation in Xew York City had not assumed serious pro-
portions, being confined to a very few establishments. On Sat-
urday, however, the strikers carried on an active campaign of
parading around the factories in The Bronx and the West Side of
the city, with the result that they induced a number of work-
men to leave their benches, and early this week many piano
manufacturing establishments in the territory referred to are
closed down, including three devoted to the manufacture of piano
actions. At a meeting of the piano manufacturers held Monday
evening the strike situation was discussed at length, and it was
decided to fight the strike and to preserve the open shop in the
conduct of their respective businesses. Meanwhile twenty-four
hours may bring about an adjustment, but at the present moment
the situation is decidedly serious.
O
NE of the greatest educational and inspirational forces among
men is the well ordered business, well ordered through its
smallest detail. It tends 1 to develop in every member of its staff
well ordered habits, looking toward ever increasing efficiency, and
encourages all who deal with it to adopt for themselves, personally
and in their business, the principles which evidently are making for
success in the model concern. Such a house gives color to trade
and lifts it above mere sordid gain. It makes itself an institution
in the finest sense of the word as opposed to a mere means of making
a living.