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THE
MUSIC TRADE REVIEW
RMLW
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Staff:
B. BRITTAIN WILSON,
A. J. NicKLiN,
CARLETON CHACE,
AUGUST J. TIMPE,
BOSTON O F F I C E :
JOHN H. WILSON, 324 Washington St.
Telephone, Main 6950
L. M. ROBINSON,
W H . B. WHITE,
GLAD HENDERSON,
L. E. BOWERS.
CHICAGO O F F I C E :
£• P - VCAN HARLINGEN, Consumers' Building,
220 So. State Street. Telephone, Wabash 5774.
HENRY S. KINGWILL, Associate-
LONDON, ENGLAND: 1 Gresham Buildings, Basinghall St., E. C.
NEWS SERVICE IS SUPPLIED W E E K L Y BY OUR CORRESPONDENTS
LOCATED IN T H E LEADING CITIES THROUGHOUT AMERICA. ,
Published Every Saturday at 373 Fourth Avenue, New York ? ^
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ADVERTISEMENTS, $3.50 per inch, single column, per insertion. On quarterly or
yearly contracts, a special discount is allowed. Advertising pages $110.00.
REMITTANCES, in other than currency forms, should be made payable to Edward
Lyman Uill.
Departments conducted by an expert wherein all ques-
tions of a technical nature relating to the tuning, regu-
j 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.
allQ
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900 Silver Medal.. .Charleston Exposition, 1902
U\ploma Fan-American Exposition, 1901 Gold Medal
St. Louis Exposition, 1904
Gold Medal. .Lewis-Clark Exposition, 1905.
DISTANCE TELEFEOITES—NTJMBXBS 5983—5983 MADISON SQ.
Connecting- all Departments
Cable address: "Elbill, New York."
NEW YORK, JULY 17, 1915
EDITORIAL
ECENTLY a well-known piano manufacturing concern took
occasion to make some investigations as to the manner in
which its instruments were being handled at a number of different
points. They sent out a special representative who looked over the
local situation in several cities of not less than 100,000. The re-
port made was a surprising one, showing indifference and ignor-
ance on the part of salesmen regarding the instruments handled by
the companies with which they were associated.
A number of salesmen were interviewed, and it was discov-
ered that some of the most essential points of excellence of this
company's products had been completely overlooked by them.
This is not the only case, it is one of many, and if the mana-
gers of the retail establishments throughout America would
organize their business on a systematic basis during the summer
months it would indeed be a wise move.
We have reached a point in the piano business where nothing
should be overlooked in order to make every possible betterment.
Intelligent salesmanship is one of the most vital factors in
selling pianos. A man who deserves to be classed as a salesman
should acquaint himself with every point which may come up dur-
ing the consideration of his respective instruments.
Suggestions should begin with the entrance of the customer.
That is, instead of waiting for the opportunity to develop in the
course of conversation about the instruments, opportunity should
be made for the suggestion to take effect.
One of the first things that may be suggested is the advantage
of buying the best line of merchandise that can be afforded. Build
up and not tear down.
Piano advertising in the local papers throughout the Union
invariably seems to pare down the price limit to the extreme point.
There is no reason why all of the profits should be cut out
of piano selling, and price alone should not be the argument of
salesmen.
The force of quality argument should always be in evidence,
and when salesmen know that the houses which they represent
sraml fer one price, it gives them added confidence in the instru-
ments which they offer.
R
The O. K. Houck Piano Co., of Memphis, Tenn., has been
putting forth consistent one-price arguments in the columns of the
local papers.
This house has also made a firm stand against the payment of
secret commissions, and in a recent issue of a local paper consider-
able space is occupied with opinions from various trade papers in
which the point was clearly made that the payment of secret com-
missions was an injury to the legitimate trade.
T
HE agricultural sections of the country have undoubtedly been
more profitable selling centers for piano men during the past
two years than the large manufacturing cities, owing to the lack of
employment in factories due to various causes. The farmer has been
getting big money for his crops, and much of his surplus wealth
has found its way into the purchase of musical instruments as well
as automobiles. And the pianos have not been cheap ones by any
means. In fact, the farmers have been purchasing a higher
standard of instrument than is customary in the cities. In view of
this fact it would be idle to say that more depends on the harvest
outcome this year than ever before, for the crops are the true
source of our national wealth and greatness, and satisfactory yields
are as essential to prosperity upon one occasion as another. But
at a time of unusual demand for cereals and breadstuffs resulting
from the suicidal war abroad it is highly gratifying to know that
we are likely to be in a position to supply all demands at highly
remunerative prices and have an abundance for our own needs.
The grain crop report of the Department of Agriculture for
July, published last week, is a highly satisfactory presentment of
present conditions. Winter wheat, which is now well advanced and
is in progress of harvesting in the Southwest, shows a condition of
84.4, or a trifle under the June figure of 85.8, but this deterioration
is no more than normal and it is far better than the July average
for the last ten years, which is 81.7. Spring wheat also shows a
slight falling off in the condition reported June T, but the promised
yield per acre has increased, and the same is true regarding oats.
As against the promise of a total wheat harvest of 950,000,000
bushels a month ago. we have the prospect of a yield of 963,000,000
bushels now, which compares with an actual crop of 891.000,000
bushels last year. The chief interest in the report centers on corn,
the most important of the feeding crops. The total area planted
in this great cereal is 109,273,000 acres, an increase of 4 per cent.
as contrasted with T9T4. Present conditions and acreage indicate
a yield of 2,814.000,000 bushels compared with a final harvest of
2,672,804,000 bushels a year ago.
These are stupendous figures, and they will make a bewilder-
ing total when translated into dollars and cents at the end of the
harvest year. The lesser grain crops, oats, barley and rye, together
with flax and hav, show, with the single exception of the latter,
condition above the ten years' average at this season. Though corn
leaves something to be desired, there is abundant moisture in the
soil, which is favorable to improvement if good growing conditions
develop. Tn any event the Julv prospects indicate that the crops
can suffer a considerable deterioration between now and harvest
time and still give abundant yields.
OMPLIMENTARY communications anent The Review of.
the 3d inst. continue to come in from readers in all sections
of the country, showing how that issue was read and admired by
members of the music trade everywhere. The presentation of
Pacific Coast affairs and the Convention iratter made it a number
of particular interest.
Here is a communication from the first vice-president of the
National Association of Piano Merchants of America, who writes
from Tampa, Fla., under date of July 6:
"Allow me to congratulate you on The Review of this week.
Tt is very certain that you have done your part toward getting a
large attendance to the Convention, and from present indications
the gang will all be there.
"And in this connection let me say that your paper is certainly
doing splendid educational work, both from the mechanical and
the selling standpoint, for the entire piano trade.
"With assurances of best wishes for your continued success,
and of my assistance in whatever way I am able, I remain,
"Very cordially yours,
"JOHN TURNER."
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