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THE MUSIC TRADE REVIEW
MEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Stall:
B. BaiTTAiM WILWM,
A. J. NiCKLiM,
CAILETOH CHAC«.
AUGUST J. TIMFE,
L. M. ROBINSOK,
WM. B. WHITI,
GLAIHINWUOK,
L. E. Bowiaa.
BOSTON OFFICE:
CHICAGO OFFICE:
E P V H
r».w TT Wn^oit >B4 Washington St
* HABLINGKN, 87 South Wabath Are.
Telephone, Mmin 6950.
Room 80S. Telephone, Central 414
PHILADELPHIA:
MINNEAPOLIS a n d ST. PAUL:
ST. LOUIS:
R. W. KAUFFMAN.
ADOLF EMTCN.
CLVM JBHNINGS
SAN FRANCISCO: S. H. GRAY, 88 First St.
DETROIT, MICH.: Montis J. W n:T«.
CINCINNATI. O.: JACOB W. WALTMS.
BALTIMORE. MD.: A. ROBERT FRENCH.
INDIANAPOLIS, KWD.: STAHLEY H. S U I T *
MILWAUKEE. W I S . : L. E. M I Y U .
LONDON. ENGLAND: 1 Gresham Buildings, Basinghall St., E. C.
Published Every Saturday at 873 Fourth Avenue, New York
Knitted at the New York Post Office as Second Cbeus Matter.
SUBSCRIPTION, (including postage), United States and Mexico, $3.00 per year; Canada,
$8.60; all other countries, $4.00.
ADVERTISEMENTS, $S.bO per inch, single column, per insertion.
On quarterly or
yearly contract*, a special discount is allowed. Advertising Pages, $75.00.
REMITTANCES, in other than currency forms, ihould be made payable to Edward
Lyman Bill.
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Departments conducted by an expert wherein all que*
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Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1901
Diploma
Pan-American Exposition, 1901
Gold Medal
St. Louis Exposition, 1904
Geld Medal.. Lewis -Clark Exposition. lOOt
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DISTANCE TELEPHONES-NUMBERS 5982 5963 MADISON SQUARE
Coaneettn0 a l l Departments.
Cable address : "ElbPl. N e w York."
NEW YORK, S E P T E M B E R 6, 1 9 1 3
EDITORIAL
T
HAT a satisfied customer is a merchant's best advertisement is
an undisputed fact, for without satisfied customers offering
their own, and often their friends' patronage to a store, there would
be very little real business building. A man does not buy a player-
piano every month or every year, but that fact should not lead the
dealer to believe that once the sale is closed and the money in hand,
the purchaser is worthy of no further consideration.
The player-piano in use in the home with the man's friends
gathered about, will, if it is a good player and gives satisfaction,
directly influence more sales than the cost of several players spent
in advertising of a general character. The commendation of the
purchaser, combined with an actual demonstration of the instru-
ment by one whom the friends know is not working to influence a
sale, has an effect in favor of the dealer which cannot be over-
estimated.
A certain dealer in a city not far from New York, and who
fully realizes the value of the satisfied customer as a business
builder, has adopted the plan, in an offhand way, of using the homes
of his customers as demonstration parlors. When he learns of any
private gathering or of a little social at any of the several churches
to which he has sold players, he goes in person or" sends one of his
assistants with a choice selection of music rolls to furnish a part of
the entertainment. The courtesy is much appreciated, because with
an expert at the player the host or hostess are left free to entertain
their friends and at the same time enjoy the music without effort
or interference. This dealer also frequently finds that several of
the guests are much interested in the working of the instrument and
are anxious to have its details fully explained, which means that the
dealer adds just so many new prospects to his list.
There is, of course, no direct return to the dealer for his share
in the entertainment, but one good prospect secured through means
of a single evening spent in good company makes the venture well
worth while and the number of prospects per evening is generally
greater. Incidentally the owner of the player-piano appreciates the
interest taken by the dealer and his willingness to oblige them and
such friendship has a real money value.
D
ON'T overlook the article written by Elbert Hubbard, which
appears in another portion of The Review.
We have entered into arrangements whereby The Review will
enjoy a special service and will be able to present to readers a series
of articles written by Elbert Hubbard on trade journalism. The
articles will be of distinct interest and it will be seen by a perusal
of the first of the series that Mr. Hubbard has given a splendid
exposition of the value of trade publications to members whose
interests lie in a particular industry.
'
Mr. Hubbard says: "In the old days business men cut each
other's throats. Later they cut prices. Then they cut acquaintance.
Now they co-operate. The inane competition born of selfish rivalry,
which has only one object—success through the failure and elimi-
nation of a competitor—is now almost non-existent.
"The competition that obtains nowadays is that of friendly riv-
alry, based on trustfulness, which seeks to merit success. It is
emulation; a noble effort to obtain the highest excellence and give
the highest good by sustained effort and applied intelligence.
"The one-price system and the fulfillment of 'promises' have
contributed largely to this desirable condition and friendly feeling
between business men and business houses. All this has been the
result of education. The truths of fraternity and the square deal
have been assimilated until they have become the life-blood of in-
dustrial and commercial activity.
"It is to meet the requirements of these new economic conditions,
this thirst for special information on specific subjects, that we liave
offered to us technical and commercial courses by various schools
and colleges throughout the United States. And thousands have
benefited thereby. But if I were asked what I consider the chief
medium of instruction and helpfulness for the business man of to-
day, I should unhesitatingly say his trade, technical or class
paper.".
T
HE irritating delay in Congress in the completion of tariff re-
vision and the continued uncertainty as to when the new
schedules will become operative are trying the patience of business
men the country over and are about the only remaining causes for
hesitation in general trade. In many lines of business a hand-to-
mouth buying policy is being pursued because of the indisposition
of manufacturers and merchants to make important contracts until
the bill receives the signature of the President. The fear is grow-
ing that the bill will be held up until it is too late to make proper
provision for the winter trade, and complaints are therefore becom-
ing general on this score. It is, however, conceded that in its final
effects upon business, tariff revision has been pretty thoroughly
discounted. There is no very general demand that Congress hurry
its work on the currency now that the Secretary of the Treasury
has, by the assistance rendered the interior banks, removed all
danger of a monetary stringency during the crop-moving season.
There is now every promise that there will be sufficient funds for all
legitimate business necessities during the fall and winter, with a
sufficient surplus remaining in the vaults of the metropolitan banks
to encourage financial operations of a constructive character.
P
RIDE of industry has become a marked characteristic of the
leading American cities within the last few years. Chicago
celebrated its "Made in Chicago" week, Cincinnati its "Made in
Cincinnati" week and Louisville its "Made" in Louisville" week re-
cently, and other cities are trying to follow the same example, of
advertising their home products in a most interesting and effective
manner.
Tn this connection it is pleasing to note that piano manufactur-
ers and merchants are first among those to take advantage of the
opportunity to feature their products in their respective cities.
Handsome displays, chiefly of an educational nature, have been
adopted as the means of informing the local public regarding their
home industries, and the effect is doubly Valuable, inasmuch as
numerous visitors are also impressed with the extent of the indus-
tries featured.
Celebrations, such as the "Made in Chicago" week referred to,
will do more than any amount of general advertising to impress the
citizens of that particular city with the fact that the very products
they most desire are made within the borders of their own munici-
pality, and civic pride is a factor that should not be overlooked by
the local manufacturer in his hunt after business.