Music Trade Review

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THE MUSIC TRADE REVIEW
A GETTING TOGETHER PROGRAM.
(Continued from page 3.)
Some men watch the different plays upon the chess board of life and profit by the operations
which they observe. They see and learn and apply the results obtained lo Ihe conduct of their
own affairs.
Others listen to the arguments and suggestions made by others. They can frequently, through
mental contact, ascertain views of other men, and profiting by history they are able to separate
the wheat from the chaff. In other words, to reject what seems to them impracticable and to accept
that which they can easily accommodate to their own particular line.
As a matter of fact, no man lives to himself alone. We are a part of all we have met, and
the man who grows will grow in the manner which I have instanced above.
Contact with men and with live affairs stimulates the ambition—creates inspiration—encour-
ages work, and while the man who works does not always win, it may be safely asserted that the
man who does not work rarely ever wins.
Our present civilization is but the growth of centuries—the meeting of men—the development
of ideas, and the conventions are the meeting places where men absorb new ideas, all of which
may not be of benefit to them, but in my opinion no man ever came in contact with a body of his
fellowmen engaged in the same line of trade, or any other line if you will, without gaining some-
thing of advantage to himself.
I have been somewhat of a traveler and a fair observer, and T have never returned from a
trip in my y life—and I cover many y thousands of miles every y year—without
feeling g that I had added
y
t my store
t
f
k
l
d
d
id
gd
t
h
i
g
by
observation
and by contact with
to
of knowledge and acquired a good many things
my y fellowmen which were of advantage to me in my own particular profession. I think what is
true in my case is true in every other individual case. Hence, I should say to the piano merchants,
by all means try to make your plans so that you can be present in New York during the conven-
tion meet. I believe that you will get rich dividends on your investment.
New York will warmly welcome the music trade hosts, and every man should feel that he is
as deeply interested in convention work as any other man, for it is only by increased interest that
the convention can be made more and more successful.
If everyone sits back and views them in a purely superficial manner, the work of the associa-
tion immediately drops down to a mediocre level; but if all the members are actuated by the spirit
to make their associations more valuable to them, and a greater power for trade weal, they will
unquestionably accomplish much which is desirable.
It is not always large memberships which count, but it is the active memberships. It is the
men who take an earnest part in the workings of the associations which make for advancement.
It follows naturally that when you get a number of men thinking upon one subject you will
draw forth views and suggestions which will be of value.
One man may see things from a different angle, and while he may not be willing to admit that
his views are wrong, he will at least be broadened by a knowledge of the views of the other side.
There are many subjects which can be taken up and handled to the advantage of the entire
music trade.
The most vital, I have contended for a long time, is the trade-in problem, and I am pleased
to know that the efforts put forth by this publication have been instrumental in arousing a wide-
spread interest and a closer knowledge of the dangers which threaten the piano merchant wbo
pursues the old, fatal policy of allowing abnormal valuations upon instruments which are traded
in as part payment on new piano and player sales.
I affirm that more failures in the piano industry are traceable to this one source than to any
other, and I claim that with the growing ascendancy of the plaver-piano the conditions will grow
materially worse, unless they are changed by a definite stand taken by all dealers in forcing a new
attitude in estimating trade-in values. There should be a minimum and maximum standard of
allowances for trade-ins.
Go out into hundreds of warerooms over the country and investigate the stocks carefully, and
you will find a large number of instruments which have been taken in at very high rates and are
still carried on the books of the companies as assets at the same figures which were allowed when
they were traded-in. In this way the dealers are fooling themselves by figuring their assets much
higher than an analysis of their business would demonstrate.
Again, their deals are not profitable, and there is hardly a day passes that some communica-
tion does not reach this office wherein we are informed of an absurd transaction by some compet-
ing piano merchant, where he has made an allowance for a traded-in instrument at many times its
actual worth.
Some of the local associations have taken up this subject and have passed resolutions favoring
national unity in this particular.
I believe the two great national music trade organizations should do the same—then behind
the resolutions should be the spirit which makes for their general adoption.
Resolutions are meaningless unless the spirit is there. Beautifully
worded phrases fall pleasantly upon the ear, but the real test is their
adoption and incorporation into trade laws.
By all means come to New York, attend the conventions and
profit thereby.