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THE
MUSIC TRADE REVIEW
REVIEW
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Departments conducted by an expert wherein all ques-
Plan*
•nil
TUUIV aUU
tions
of a technical nafure relating to the tuning, regu-
lating and
repairing of pianos amd player-pianos are
p
i
dea t with
w i l | b e f o u n d i n t n o ther section of this
paper. We also publish a number of reliable technical works, information concerning whkh
cheerfully
given
upon
request.
will be
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LON6 DISTANCE TELEPHONES- NUMBERS 5982-596S MADISON SQUARE
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Cable a M r t a a : "Elbtll. N e w Yovtc M
NEW YORK, AUGUST 9, 1913
EDITORIAL
EEPING in touch with customers is a recognized necessity
J \
in business nowadays, and with the dealers the salesman
necessarily stands for the manufacturer. On his character depends
largely the concrete results in trade. If he possesses intelligence,
personality and a knowledge of the business the house can safely
trust its customers to his.handling. The oftener such a man calls
on dealers the greater his influence becomes, and in dealing with
the successful salesman, year after year, the dealer is bound to con-
sider him an important factor in his relations with the firm.
An. intelligent salesman is worth good money to any business
house. He binds closer the bond between the house and the dealer.
But the moment the salesman begins to resort to lavish promises
or deception to secure orders then it goes the other way. Friendly
relations are liable to become somewhat strained. But a good
salesman can always untangle any of the little knots which may
become tied in business.
It is good salesmanship to sell goods at fair prices to responsible
parties. It is not gcxxl salesmanship to grant ridiculous terms to
dealers—prices which afford the manufacturer no profit. That is
not good salesmanship and it is mighty poor judgment.
T
HE revolutionary agitators of the I. W. W., whose aim appar-
ently is to destroy industries as they exist and to create out of
chaos a new social system of their own crazy devising, are again
trying their hand at agitation in the piano industry, and under its
auspices circulars are being disseminated among piano workers in
New York, urging organization and union with the object of bring-
ing about dissension and labor troubles some time next winter.
American workers, whether in the piano or any other industry,
ought to know by this time how utterly hopeless it is to succeed
in any undertaking engineered under the auspices of the I. W. W.
The experience of the Paterson workers should be sufficient to
cause them to stop and think. Under the incitement of the agita-
tors of the I. W. W., who declare that they care less about wage
scales or conditions of employment, .than the success of their organi-
zation, the workmen at Paterson have sacrificed millions of dollars
and have been reduced to the verge of starvation. They have been
fed on a diet of inflammatory speeches, with little else to sustain
them, in order that outside leaders in the name of the "sacred rights
of labor" might glorify themselves in a campaign of violence against
"capital."
In this strike, as in the others instituted by the I. W. W., the
victims have been used as pawns in a senseless class war. This
organization, so absolutely anti-American in its spirit and actions,
is not one with which piano men should affiliate. The leading
American labor unions repudiate the I. W. W. because it seems to
have a fiendish desire to cause trouble between employers and em-
ployes, irrespective of cause.
T
HE very interesting talk by E. S. Conway, vice-president of
the W. W. Kimball Co., which appeared in last week's Re-
view, bearing on the immense annual loss due to the inefficiency
of the individual and the prodigal and reckless waste of the Amer-
ican people as a whole, is a most timely comment upon present-day
conditions which should awaken interest.
How many stop to think that with almost a hundred million
people in this country, if through idleness, short hours or inefficiency
of labor, production should be reduced 3J/2 cents per capita per day,
and through extravagance and reckless expenditure there should
be an added waste of 3 ^ cents per day, making a total loss of 7
cents per day, or $25 per annum per capita, it would equal $2,500,-
000,000, an amount as great and as destructive as a 75 per cent,
crop? A short crop is immediately noticed, and we locate our mis-
fortune at once, but apparently no one takes into account a loss due
to inefficiency, and the reckless and almost criminal waste of our
people, which is as destructive annually as would be the short crop.
As Mr. Conway properly remarks further: "Our Government
cannot regulate and correct existing conditions; it is up to the indi-
vidual. If for the next year every American would do honest
work, cease, watching the clock and practise decent and sane econ-
omy, our troubles would be eliminated, and the muck-raking press
and the political agitators would be a thing of the past. Will our
people adopt a sane plan of living and meet the situation, or will
they continue to follow the course now being pursued, and plunge
our country into further social and political revolution, or possibly
something worse? Every citizen should bear in mind that a nation
is never better and never worse than the individual units which
comprise the composite whole. If the units are good, the national
life will be good, and peace will reign. If the units are bad, we
may look for nothing but disintegration, unrest and possibly
anarchy."
This is the truth, well expressed. There is too much superficial
thinking nowadays. While many of our people wave the American
flag and spout patriotism on stated occasions, yet the basis of true
patriotism is real pride of country, and that should mean pride in
one's city, in one's State, in one's self; it should mean an active and
earnest participation in everything that will aid in the uplift of the
community.
The conditions which exist to-day call for the earnest considera-
tion of men who will think for themselves—who are not led by
sensational papers or muck-rakers.
We have been cleaning house in the business world, so to
speak, for the past few years; business ethics and advertising have
been placed on a cleaner and healthier basis, and it is about time
that attention should be turned to other important matters that
mean so much for the uplift of our States and our cities and the
nation as a whole.
''l^HE privilege of citizenship, which carries with it the right to
J.
have a voice in the government of the country, is, or should
be, a most cherished possession of the individual. Theoretically the
right of franchise is denied only to those convicted of crimes and
to those of foreign birth who have failed to become naturalized.
Actually, however, there are close to 40,000 of the total of 70,000
or more traveling men, citizens of good standing, who are denied
the right to vote owing to the fact that they are unable to be at
their homes at the time of registration and election. The present
movement to devise a means for permitting the traveling man to
vote, no matter what part of the country he may be at the time of
election, should therefore be given the strongest kind of support.