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THE MUSIC TRADE
MEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorlal Staff:
B. BRITTAIK WILSON,
A. J. NICKLIN,
CARLETON CHACE,
AUGUST J. TIMPB,
L. M. ROBINSON,
WM. B. WHITE,
GLAD HENDERSON,
L. E. BOWERS.
BOSTON OFFICE
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Departments conducted by an expert wherein all ques-
technical nature relating to the tuning, regu-
lating and repairing of pianos and player-pianos are
with> w i l l b c f o u n d
in another 8ection of
this
paper. We also publish a number of reliable technical works, information concerning which
will be cheerfully given upon request.
Exposition Honors Won by The Review '
Grand Prix
Diploma
Paris Exposition, 1900
Silver Medal. • .Charleston Exposition, 190*
Pan-American Exposition, 1901
Gold Medal
St. Louis Exposition, 1904
Gold Medml..Lewis-Clark Exposition, 1906
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NEW
YORK,
A U G U S T 2 2 , 1914
EDITORIAL
T
H F tying up of ships of the belligerent nations as a result of
the war in Kurope, and the inability of American exporters
to secure ships in which to carry their products even to those
countries which are not at war, has naturally resulted in the
reopening of the discussion on the necessity of a real American
merchant marine, a discussion that will probably accomplish the
desired object to a certain extent at least.
Although the Federal officials are actively interested in the
movement, and are declared to be considering ways and means
for getting quick action in the establishment of a merchant
marine, the many organizations interested directly or indirectly
in the export trade should not be content with letting matters
take their course, but should bring such pressure to bear on
Congress as will produce early results.
While the British have declared the principal ocean lanes
to be free of foreign warships, which would indicate that British
and French ships will be in a position to handle shipments, this
fact should not cloud the real issue brought about by the war—
that the United States should be in a position to send her prod-
ucts to every port in the world in American bottoms and not
depend upon the shipping service of other nations.
When the movement for the rehabilitation of the American
merchant marine was at its height a few years ago the members
of the music trade, under the direction of J. A. Coffin, George
W. Gittins and others, organized the Musical Industries Mer-
chant Marine League for the purpose of lending trade support
to the.movement.
It would seem that the present time should offer great oppor-
tunities for the reorganization of the league for the purpose not
merely of expressing the sentiment of the music trade on this
subject, but of formulating ways and means whereby the piano
trade may enlarge its export trade and supply the needs of those
merchants in South American countries who have been receiving
their goods from either France, Germany or England,
i The progressive men of leading industries in other lines are
REVIEW
getting together for the purpose of taking definite action on the
enlargements "of their foreign trade, and in view of the increasing
exports of pianos and other musical instruments, it is t'mely that
the members of the music trade industry should collaborate in
setting forth the necessity of a merchant marine for the United
States, and the best plans of cultivating larger trade with our
neighbors on'the south of us.
T
] I AT days of long credit in the retail piano trade are passing
rapidly, reports from various sections of the country prove
conclusively. Only last week a Southern house reported that
over yo per cent, of its July business consisted of pianos and
player-pianos sold on terms of twenty-four months or better.
Another dealer in Pennsylvania stated to The Review that he
had adopted a suggestion he heard at the conventions in June
to the effect that the minimum for time payments should be
set at io per cent, cash and at least 4 per cent, monthly of the
purchase price. In both cases the terms had been obtained with-
out any appreciable sacrifice of business, for it was considered
good business to let the other fellow have the dollar or nothing
down class of trade to worry with.
Tt is declared by financial experts that the present conditions
in this country, although only temporary, perhaps, will have the
effect of tightening credits in all lines. The piano man who is
prepared to clean up his instalment accounts in two years or
better has nothing particular to worry about, and can well let
his competitor with the four or five year limit on terms hustle
to meet his obligations.
E
VERY once in so often there is reported the case of a piano
salesman who has attempted to open a temporary store
in a certain town for the purpose of disposing of a carload of
pianos at special sale, and who runs afoul of a local ordinance
directed against itinerant merchants. In some cases the piano
man folds his tent and slips away; in others, he meets the de-
mands for a temporary license, and in still other cases, by far
the most numerous, he is moved, owing to the high license
demanded, to fight the case. The main fact to be considered,
however, is the cause that prompts the local lawmakers to-put
up the bars against the itinerant merchant.
A local piano merchant, in the first place, pays a substantial
rent for a suitable location for his business, has his store prop-
erly fitted up at considerable expense, hires a certain number
of employes who live in and through the distribution of their
earnings add to the prosperity of the town, advertises regularly
in the local papers, gives proper values in pianos because he is
in the business to stay and must be prepared to back up the
statements regarding the instruments sold, supports through
the medium of taxes and assessments in various forms, personal
and general, his share of the civic organization, and, on the
whole, if he is the right sort of dealer, he is a valuable and impor-
tant factor in the community.
Into this town comes the special sale man with his carload
or two of pianos. In the first place, if he is shrewd, he is able
to secure the use of a vacant store for a short period at much
less than the regular rental; his staff, if he has any, are strangers
in the town, and only spend enough in it to represent the cost of
then- living for the few, days or weeks the sale continues, and
outside of the more or less liberal advertising attached to the
sale he leaves little money added to the wealth of the town.
Being without expenses of any considerable size, the special
sale man is in a position to undersell the local merchant, even
on the hitter's own lines of pianos, and in the case, as it usually
is, where the piano handled is of distinctly inferior grade, the
transient can undersell the-permanent merchant by a liberal and
appealing margin, and yet make a profit wholly out of propor-
tion to his investment. Every piano sold by the special sale man
means that much money taken out of circulation in the town,
and incidentally decreases the regular merchant's ability to main-
tain his end in maintaining the prosperity of the community.
The local lawmakers in many towns, especially in the West,
have learned what effect the work of the transient merchant has
on the local trade, and have acted accordingly. The only solu-
tion of the problem has been the assessment of tax heavy enough
to discourage the transient, or, if he pays it, to put him on the