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THE MUSIC TRADE REVIEW
REVIEW
EDWARD LYMAN BILL • Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Staff:
B. BKITTAIH WILSON,
A. J. NiCKLiN,
CARLKTON CHACE,
L. M. ROBINSON,
AUGUST J. TIMPE,
Wii. B. WHITE,
BOSTON O F F I C E :
CHICAGO O F F I C E :
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Telephony Main 6950
GLAD HKNDEISOH,
L. E. BOWEKS.
E
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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
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P y ? 1 w * a ' s o Publish a number of reliable technical works, information cone ining
which will be cheerfully given upon request.
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NEW YORK, DECEMBER 4, 1915
EDITORIAL
The secret of modern business success is
"service." And the latter word has a broad appli-
cation to the varied departments of business, both
wholesale and retail. In the piano trade, and
more particularly in the retailing of pianos, there
is no better way of winning and holding the con-
fidence of a customer than fulfilling the promises
made.
It will not do to say that the representative of a house will call
to see if the player is satisfactory when it reaches its destination,
and then forget it, as is sometimes the case unfortunately; nor will
it do to promise a certain number of calls on the part of the tuner
and repairer and fall by the wayside.
'.
/'" .
It may be said that well regulated progressive business houses
don't fail on their service or promises, but unfortunately there are
weak links in every business chain, and there are salesmen who
make promises and don't keep them.
This is a subject that should be watched closely by the manager
of a piano business, because there is nothing that tends more to dis-
satisfaction than to drop all interest in a customer after a sale has
been made. Every satisfied customer is the means of creating a
number of new prospects.
The ancient saying that "promises, like pie crust, were made
to be broken," has been retired on an old age pension. The man
or the firm that attempts to do business with hot air doesn't get
anywhere. Unfulfilled promises are the worst kind of superheated
atmosphere. Too many are guilty at times of wanting to push
truth back into her well, and promise what they well know they
cannot quite live up to. This is a bad practice, and one in which a
good piano salesman rarely indulges.
Too great an effort cannot be made to make friends of cus-
tomers—to so please them and to manifest an interest in the prod-
ucts which they purchase, that they will not only return to the
warerooms for future purchases, but speak so approvingly of the
house with which they have done business that others will be im-
pressed, and new business thus created.
HE business outlook in the music trade field is constantly im-
proving, and it now appears that there will be a dearth of
manufactured pianos after the holidays, judging from the demands
which are now reaching manufacturers. Few factories accumu-
lated much stock during the summer months largely because deal-
ers hesitated to place orders due to the uncertainty which prevailed
in the early spring and summer regarding the general business
situation.
While manufacturers have the satisfaction of well laden
order books they are obliged to suffer the inconvenience and
annoyance which result from their inability to make shipments
as promptly as demanded by their representatives, whose clamor
for goods is now constant and insistent.
In many instances the complaints on the parts of dealers are
unreasonable because no efforts were made to carry an average
amount of stock, or to give manufacturers an idea of their re-
quirements within a reasonable time; in other words, dealers seem
to expect manufacturers to take all the risk, and to keep on manu-
facturing stock in anticipation of busy times while the dealers
hold off orders.
It is true that conditions have been unusual during the past
twelve months and that the plans of manufacturers and dealers were
greatly disturbed through the indecision as to the future. Pessi-
mism reigned so supreme for a tiim* that it undermined confidence
in the future of the country, forgetting that we are a nation of a
hundred million people and that our demands and needs would
have to be looked after despite the great conflict going on between
the nations of Europe.
Meanwhile piano factories throughout the country are busy,
many of them working nights and with many the shipments made
for the month of November broke records as to size. And a most
gratifying phase of the situation is that manufacturers of distinctly
high grade pianos are having a tremendous demand for their prod-
ucts—a most significant development showing which way the trade
wind is blowing.
That this improved condition of busin.'ss will continue during
December is evident from the orders now on hand. Tn fact, one
concern has refused to take more orders, the products of the factory
for the next three months being sold out, and has notified its repre-
sentatives that further shipments cannot be made until after a cer-
tain period.
One of the difficulties encountered by piano and player manu-
facturers to-day is th? shortage in certain lines of supply material >.
The makers and handlers of supplies, however, are making every
effort to help piano manufacturers,"and this has resulted in an un-
usual condition of activity throughout the supply trade.
T
RATHER significant f ature of the figures bearing upon the
imports and exports of musical instruments ju t issued by
the Bureau of Statistics of the Department of Commerce and Labor
at Washington, and which appeared in full in last week's Review,
is the fact that the exports of musical instruments for September
of this year amounted in value to $327,779, as compared with $159,-
774 for the same month in 1914.
This undoubtedly shows the turn of the tide, for during the
past ten months there has been a marked falling off month aft' r
month in the exports of musical instruments, as compared with last
A
vear.
Piano manufacturers started making shipments to Europe,
South America and Australia a couple of month; ago, and the first
sign of a change for the better is observable in the figures for
September just referred to. The export trade in musical instru-
ments should now show a substantial increase month by month—a
condition that will be welcomed as indicating tint our manufac-
turers are getting a share of the foreign trade which is reaching so
many other lines of industry.
HE death recently in Europe of Theodor Leschetitzky has
brought innumerable comments as to his methods and his
pupils, many of whom are famous. Most of this comment was
evoked by the incontestable fact that Mr. Paderewski had been his
pupil. But years ago Leschetitzky said that the Polish pianist was
not a preacher of his gospel, and Mr. Paderewski has repeatedly
confessed that this was true. It was unnecessary for either of
T