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THE
MUSIC TRADE REVIEW
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Staff:
SB. JiRiTTAiN WILSON,
A. J. iSiCKLiN,
CARLETON CHACE,
AUGUST J. TIMPE,
L. M. ROBINSON,
WM. B. WHITE,
GIAD HENDERSON,
L. E. BOWERS.
IIUSTO* O F F I C K i
CHICAGO O F F I C E :
E
i n m H WirsoN qoi Wash inert™ c;t
- P - V A N HARLINGEN, Consumers' Building,
J O H N H WILSON 3.4 Washmgton St.
2 , 0 SQ g t a t e S t r e e t
Tel
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W a b a s h 5774 .
leleplione, Alain b9oO.
HENRY S. KINGWILL, Associate.
LONDON, KKGI.AND: 1 Giesliam Buildings, Basinghall St., E. C.
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Lyman Hill.
Departments conducted by an expert wherein all ques-
tions of a technical nature relating to the tuning, regu-
lating
repairing of pianos and player-pianos are
Yl&nnrtmOnta d e a | t w and
i t h i w i u b e f o u n d i n another section of this
paper. We also publish a number of reliable technical works, information concerning
•which will be cheerfully given upon request.
TldllU allU
Exposition Honors Won by The Review
Paris Exposition, 1900 Silver Medal. . .Charleston Exposition, 1902
JJiptoma. ... Fan-American Exposition, 190! Gold Medal
St. Louis Exposition, 1904
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NEW
YORK,
MAY 1, 1 9 1 5
EDITORIAL
I
N The Review recently there was published a report from
London regarding- suggestions that the piano manufacturers
of Great Britain combine for the purpose of producing a cheap de-
pendable piano of the standard type for the export trade that could
be placed irt successful competition with the line of cheap pianos
with which the German manufacturers controlled much of that
trade before the war interfered.
The suggestions of the British manufacturers might be studied
with profit by piano men in the United States, not perhaps for the
purpose of bringing about a standard piano style for export, but for
the purpose of stimulating our own people to greater efforts in
capturing and holding the export trade in pianos., particularly in
South America.
The suggestions referred to also bring to mind the fact that
the efforts of those coveting the export business rest not so much
In meeting demands from that field at the present time as in pre-
paring to hold the trade thus captured after the present war is over
and the nations involved have again resumed their commercial
activities.
Take the case of Germany, for instance. It is predicted by some
economists that the end of the war will be marked by a tremendous
reduction in wages in that country due to the demands for employ-
ment made by a host of returning soldiers. Other economists
advance arguments to the effect that the scarcity of able-bodied
men following the ravages of war will serve to increase wages in
Germany and consequently increase manufacturing costs. Despite
all argument, however, the fact remains that when the war is over
Germany will sell her export types of pianos as cheap as before
'the war and probably much cheaper for the purpose of recapturing
her trade. At the same time England, while denying any com-
mercial considerations in declaring and prosecuting the war, is
nevertheless making every effort to profit by any commercial op-
portunity that may come to her through the medium of the strife.
The manufacturers in the United States, of course, have the
greatest opportunity to enter the export trade at the present time.
T h e opporunity is gradually being increased through an extension
of suitable banking arrangements with South American countries.
The question is, will American piano manufacturers go into the
export trade with a view to righting tooth and nail in the commer-
cial battles that will follow the coming of peace or take what export
business come thtir way without effort? Export connections that
are built up now are in most cases the development of necessity
and not of choice, and the work of insuring the permanence of
these connections again>t European competition will mean the
heavy pruning of manufacturing costs and expert salesmanship.
Gathering the fruits of export trade is much like gathering fruit
of any other sort. If you want the pick of the crop you must go
it]) the tree after it. for the windfalls are generally inferior.
T the banquet of the Connecticut Piano Dealers' Association,
held in Bridgeport last week, Pierson R. dimming 1 explained
in a few words how the Connecticut organization has been of real
value to the dealers of that State.
He stated that late one night he received through a hanker
friend advice of legislation which it was proposed to put through
the Connecticut Legislature, which would have a very detrimental
effect upon the piano merchants, and which would have made it
difficult for the dealer to have secured regular financial assistance
from the bankers. Tt was pernicious legislation of the worst kind.
Mr. Gumming immediately called up the association's attorney
—Connecticut has the only trade association which maintains an
attorney—and together they immediately journeyed to Hartford,
where they appeared before the Judiciary Committee. The piano
dealers' attorney made a splendid showing of the case and demon-
strated how disastrously the proposed legislation would work out to
particular trades. As a result this legislation did not go through.
There is tangible evidence of the benefit of association.
The Connecticut dealers not only meet together and have a good
dinner once a year and talk over conditions, but they have an at-
torney who is ever vigilant to prevent legislation which may operate
disadvantageous^ to legitimate interests.
A
W
H E T H E R in manufacturing or sales' fields there is nothing
that counts for success like enthusiasm. It was, we believe,
Bulwer who said, ''Enthusiasm is the genius of sincerity and truth
accomplishes no victories without it."
Here is a sermon in a sentence. And all who are intent upon
making arguments bring results, whether in the factory, in the
wareroom Moor or in the office, should memorize it.
Real enthusiasm does not consist in making a lot of noise, run-
ning about like a headless chicken, or underscoring inconsequentials.
Xor in pretending that your proposition is the onlv one in the world.
That sort of enthusiasm may do for a short course, but it will not
last through a regular business, full-length race.
The real thing in enthusiasm means a constant, consistent be-
lief that what you have to offer is just a little better than what the
other man has—and you simply have to talk about it. Such enthu-
siasm not depending upon megaphones, posters or italics is the
"genius of sincerity." Xo piano man should overlook the fact that
Enthusiasm, Sincerity and Truth are a trio quite impossible to
improve upon in business.
T
HE department which was opened in The Review under the
caption of "Views of Our Readers" was started with the
idea of making a forum for the voicing of views upon any subject
of interest to members of the trade.
Short, crisp letters upon any topic will be given position. Read-
ers need not figure that thcv must prepare long and carefully edited
views. Correspondents who do not wish to have their own names
appear in the articles forwarded must, for the purpose of identifi-
cation, give their names and addresses when sending the matter in.
Otherwise, their communications will not be inserted.
There are so many topics upon which salesmen and dealers are
desirous of expressing their opinions, and they perhaps have some
fear that their communications will be too formal.
In this new department it is proposed to cut out all formality
and simply make it a general trade forum. Views may be expressed
upon any of the many trade subjects.
We feel that among the thousands of Review readers there
must be always a certain' percentage who have something to say—•
some suggestions to offer, and perhaps some criticisms, and this
new department affords the opportunity to express them.
A