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THE MUSIC TRADE
REVIEW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
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NEW Y O R K , DECEMBER 18, 1915
EDITORIAL
I
T would be difficult to locate contemplated legislation which has
been the subject of such intense interest in commercial circles as
has the Stevens Bill.
No better illustration could be given of the soundness of this
proposed measure than the simple statement that without modifica-
tion of its original form, without change of syllable, word or letter,
it has steadily attracted support and has now received the formal
endorsement of practically all organized businesses.
Both the National Piano Manufacturers' Association and the
National Piano Travelers' Association have approved this measure,
together with scores of other organizations.
The Stevens Bill is primarily intended to deprive dishonest ad-
vertisers, who do not possess or are not content to rely on their own
good will and reputation, of the power to use standard articles of
established worth and name, which a consumer calls for by name,
as a bait to lure and deceive the public, and to injure and destroy
small competitors.
When the Stevens Bill becomes a law, besides the direct relief
to legitimate business from the inroads of cut-throat competition, it
will deal a very strong blow to two very serious and prevalent evils
in the music trade—that is, dishonest advertising and substitution.
Dishonest advertising will be materially decreased, and the man who
attempts to substitute will find that he is encountering some diffi-
culties.
Some years ago The Music Trade Review in a series of argu-
mentative editorials advanced the theory that retail prices on pianos
should be established by manufacturers. This series of articles
attracted a great deal of attention and drew forth wide-spread com-
ment throughout the nation, and as a result of that discussion, a
great many people believe that piano manufacturers could advance
sound commercial ethics, by announcing the prices at which their
product could be purchased at retail.
While the Stevens Bill would not make such conditions obliga-
tory, it would give the manufacturer the power to maintain standard-
ized prices, if he so desired.
The Stevens Bill will inaugurate a square deal in merchandising
to the mutual benefit of manufacturer, dealer and consumer.
REVIEW
The cause deserves the support of all who believe that the great
national and public interests are best served by excellence and
quality rather than by price inducements.
The quality slogan is the one on which firm business edifices
have been reared, and the price argument is invariably the argument
of the weakling.
The passage of the Stevens Bill is intended to aid all mer-
chandise, and the language of the bill specifically restricts its privi-
leges to trade-marked branded products. Its sole purpose, so plainly
indicated by its language, is to deprive dishonest advertisers who do
not possess, or are not content to rely on their own good will and
reputation from using that which has been created through the
brains and money of others, to lure customers to their store, purely
for baiting purposes.
Hundreds of trade and commercial organizations throughout the
country have favored the passage of this legislation. The National
Association of Manufacturers and Retailers, as well as more than
150 members of the House of Representatives, have favored the
bill, and yet, through indifference or inactivity on the part of those
whose interests are vitally affected, it may fall through.
Piano merchants have interests at stake in the passage of this
measure, and they will do well to get in touch with their Congress-
men and express to them their views concerning the passage of the
Stevens Bill.
F there is a place where tact, talent and ability can be displayed
to advantage it is in the warerooms of a piano store. For this
is a place where politeness, courtesy and intelligent service are
necessary in the highest degree. There are numberless instances
on record where the absence alone of tact and talent have brought
about disastrous results in closing good prospects, and "ability"
without the two concomitants of "tact" and "talent" can hardly
win out in the field of salesmanship. Anyway, it is a subject on
which people may differ, but one tiling is sure, that the salesman
who combines in his equipment, tact, talent and ability, is sure to
be a winner in that fascinating game called success.
I
P
IANO and supply manufacturers alike have manifested consid-
erable interest in the symposium which appeared in last week's
Review, bearing upon the increasing cost of all kinds of supplies that
enter into the manufacture of pianos and player-pianos and the con-
sequent necessity of dealers realizing that manufacturers will be
compelled to charge more for these instruments in view of the rising-
costs in connection with their production. The subject is one that
should be given the most serious consideration by manufacturers and
dealers alike.
.....
OMMENTING on the discovery of a letter dated 1833 m t n e
files of the Patent Office in Washington, a letter in which
the writer resigned his clerkship in that office on the ground that
as everything inventable had been invented the Patent Office would
soon be discontinued, the Scientific American summarizes the most
important inventions that have been made since the date of that
letter and remarks:
"He seems unfortunately deficient in imagination and in opti-
mism, as we read of his letter of resignation in the musty files of
the Patent Office. But let us not take too much unction to our
souls. We are quite as ignorant of what the next eighty years
may bring forth as he was of the future of American inventions.''
C
N old experienced salesman, while in a philosophical mood the
other day, jotted down the following piece of advice for the
benefit of the junior members of the industry engaged in the noble
art of piano and player salesmanship: "Keep your troubles and
your failures to yourself; the world cares nothing for them. Let
your success be known. Twill help to advertise you, for people
worship prosperity. No great prize is won without a severe strug-
gle, no matter how strong appearances may be to the contrary.
With every business 'knock-out' pick yourself up with determination
to have one more 'round.' That's the kind of push that will win
single-handed, or where other qualities are wanting. Do not be
content with that self-satisfied feeling that you are about 'as smart
as they make 'em.' Examine yourself and see if you are really
making as sturdy an effort for business as you ought."
A