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THE
MUSIC TRADE REVIEW
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Staff:
B. BRITTAIN WILSON,
A. J. NICKLIN,
CARLETON CHACE,
AUGUST J. TIMPE,
BOSTON OFFICE
FOHH H. WILSON, 824 Washington St.
L. M. ROBINSON,
WM. B. WHITE,
GLAD HENDERSON,
L. E. BOWERS.
CHICAGO OFFICE:
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Lyman Bill.
Departments conducted by an expert wherein all ques-
tions of a technical nature relating to the tuning, regu-
lating and repairing of pianos and player-pianos are
dealt with, will be found in another section of this
paper. We also publish a number of reliable technical works, information concerning which
will be cheerfully given upon request.
Player-Piano and
Technical Departments.
Exposition Honors Won by The Review
Grand Prix
Diploma
Paris Exposition, 1900
Silver Medal- • .Charleston Exposition, 1902
Pan-American Exposition, 1901 Gold Medal
St. Louis Exposition, 1904
Gold Medal. -Lewis-Clark Exposition, 1905
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Connecting 1 all Departments
Cable address: "Elbill, N«w York."
season's opera program will be carried out as originally planned.
There is a strong likelihood, however, of Italy joining in.
Then why not an American opera season at the Metropolitan?
The experiment, even if conducted for a short season, would be
interesting and illuminating, and it would certainly give un-
doubted stimulus to this country's music by undertaking such a
venture in the present emergency.
American music, American musicians and American pro-
fessionals in the operatic field will occupy a stronger position
than ever before during the coming season.
N
O one trait has contributed mare to the success of America in
the domain of invention and manufactures, than the use of
initiative and the complete abandonment of incense offering to that
bugaboo, "Precedent." The development of ideas in European
countries has been greatly retarded by this stumbling block, this
rock in the road of progress—precedent. Those who live by
precedent still live in the atmosphere of the dark ages. Because
our fathers did sd and so is no reason for our doing it. Modern
business conditions demand initiative qualifications on the part of
business men who would compete successfully, or at least willing-
ness to initiate modern, progressive methods.
Egotism and self-sufficiency are good qualities to brace us up
in the competitive struggle, but they must not chain us to the post
of precedent or blind our eyes to the necessity of keeping abreast
of the time, as L. M. Hattenbach says. We must cast precedent
aside and move with the procession, float with the tide, and sail with
the wind. Otherwise we will soon find ourselves alone, stranded
on the desert island of precedent while crur progressive competitors
are basking in the sunlight of success on the shore of progress.
We must push onward with the motive power of to-day. Precedent
is the vehicle of yesterday. We must initiate or follow and shun
precedent because it bars progress.
NEW YORK, SEPTEMBER 12, 1914
A TRAVELER of national repute, while recently discussing
x \ trade publications, remarked: "While I have kept in close
touch with trade journals, 1 have been surprised at the tremen-
EDITORIAL
dous advance which The Music Trade Review has made through-
out the West. There is no point which I have visited that I have
not found it, and the dealers rely upon it for its straightforward
HE general tendency of the piano merchant to reduce instal-
manner in treating every trade topic."
ment terms to twenty-four months, or better, is a matter
of deep gratification to all those who have been righting the
There should be no particular surprise at the progress made
long-time business so energetically.
by this paper when you consider that we have steadily perfected
The chief difficulty appears to be, however, that a number of
our organization so that to-day there is no paper in this line
those dealers who seek commendation for reducing terms are not that has such a complete Western service.
really in the twenty-four months' class. As one retail piano man
Our Chicago service alone eclipses that of any other publi-
said recently, "It is a standing rule with us now to enforce a stand-
cation. In fact, our organization there exceeds in numbers the
ard in regulating payments, so that the last payment comes due entire staff of some of the lesser publications.
within two years after the signing of the contract. By this means
Then, too, every point is carefully covered, so that there is
we have succeeded in getting the majority of our customers to pay nothing overlooked by Review representatives in every section of
up within thirty months or so without a great deal of difficulty."
the country.
That dealer was not doing a twenty-four months' business, but
The strength of The Review' in the West is well evidenced
his policy called for it, and so far the standard held good. It is
in the support given it by Western manufacturers who know its
just as important in handling instalment accounts to see that the
value.
terms are adhered to in the matter of collections as in the signing
In the South, too, The Review has an especially strong fol-
of the contract. Leniency in collections is often misplaced and
lowing. In a communication received from J. A. Erickson,
proves a genuine drawback to the business of the retailer. The
of J. A. Erickson & Co., Deland, Fla., there is a sentence appear-
man who makes his instalment contract a real contract and insists
ing as follows: "I always like to read your paper, and I get a
big two dollars' worth. I surely think that every man who has
upon a customer recognizing the fact does not drive away trade,
any interest in the piano trade should support The Music Trade
but simply insures the terms of the contract being lived up to.
Review, for I have many times found a single article in the paper
Carefulness in collections during the first months means fewer
which
has been worth to me the subscription price for a year."
repossessions later, for after the first year the purchaser's equity
in the instrument is so heavy that he hesitates a while before let-
And so it goes. It is a question of values.
ting payments lapse and risking repossession.
In the player-piano line The Review presents each month
The dealer who sells on twenty-four months time should not
more special service than all of the other papers combined. The
be content with simply filing the contract and congratulating him-
piano merchants as a whole are not slow to recognize such
self upon his good business methods; he should instead see that the
values.
monthly collections are made promptly, and that the twenty-four
It is not words, but deeds, that has caused The Review to
months' clause is an actual fact and does not mean thirty or more
advance in the estimation of the trade all the while.
monthly payments.
HE value of self-confidence cannot be over-estimated. A
F Italy plunges into the great war it will surely demoralize
man who appears to be poised and at ease under all
grand opera plans in New York for the coming season. The
circumstances radiates self-confidence, and as a consequence
creates a favorable impression on all with whom he conies in
valiant Caruso, with other famous singers, will be righting the
contact.
battles of his country, but unless it does become involved the
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