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THE
MUSIC TRADE REVIEW
REVIEW
EDWARD LYMAN BILL • Editor and Proprietor
J. B. SPILLANE, Managing Editor
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B. BKITTAIN WILSON,
A. J. NICKLIN,
CARLKTOH CHACK,
AUGUST J. TIMPE,
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Telephone, Main 6950
L. M. ROBINSON,
W M . B. WHITE,
GLAD HBNDZXSOH,
L. E. BOWMS.
CHICAGO O F F I C E :
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£ *• VAN HARLINGEN Consumers' BuildinB,
? T20 S o - e S t a te Street. Telephone, Wabash 5774.
HENRY S. KINGWILL, Associate.
LONDON, ENGLAND: l Gresham Buildings, Basinghall St., E. C.
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PJJIflA anil
Departments conducted by an expert wherein all que*-
I laitv aiiu
t j O p S o f a technical nature relating to the tuning, refu-
PnnrfmPIlte
'ating and repairing of pianos and player-pianos are
e p a n n r c i l l b . d e a i t 6 w i th, 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.
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Exposition Honors Won by The Review
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Grand Prix
Paris Exposition, 1900 Silver Medal.. .Charleston Exposition, 1902
Diploma
Pan-American Exposition, 1901 Gold Medal
St. Louis Exposition, 1904
Gold Medal. .Lewis-Clark Exposition, 1905.
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NEW YORK, JULY 31, 1915
EDITORIAL
HE trend toward simplicity and purity of architecture in piano
case designing is becoming more evident every day. Manu-
facturers and dealers alike are a unit in declaring that it is the
piano of simple design, accurately proportioned, that is most popu-
lar with the majority of purchasers, although other styles are made
of course to meet the varying tastes of the public. For the best
ideals in designing we are going back to the severer forms of
earlier days when the French and the English, and later our own
Colonial ancestors, set an example of severe and simple lines, that
we of to-day are only too glad to follow. To escape from the
commonplace some have taken refuge in freaky designs which
defeat their own ends and lead inevitably to a reaction that ends
in the one satisfying resource—that of simplicity. This is logical,
because in the last analysis beauty underlies simplicity. And this
is signally true in the designing of piano cases. Absence of the
old-time over-elaboration, which, crudely conceived, resulted in
some monstrous examples of designing, is a joy to those who have
at heart a higher place in the art sphere for the piano and player-
piano not alone as musical instruments, but as architectural crea-
tions, conceived along the lines of crystal purity.
T
HE earning power of a piano salesman—his ability to make
friends, customers and close sales quickly—is an omnipresent
subject with those who discuss successful members of the trade in
the domain of salesmanship. As H. J. Barrett, the prominent
writer, says: "If the psychological secret of successful selling were
readily ascertainable, we'd all be earning $20,000 a year. Most
salesmen of the first rank are hopeless subjects for the interviewer.
They can throw little light on the mental processes involved.
"But one point is well established. They are utterly lacking
in self-consciousness. Only two factors enter into their problem:
The goods and the prospect. The infusion of the third factor,
itself, is what spoils many an otherwise good salesman.
"Many salesmen can sell one line and fail miserably in
handling another which, intrinsically, is far easier to handle. For
instance, the writer is personally acquainted with a man who
averages two sales a day of Long Island lots located on the inacces-
T
sible fastnesses of some remote dune. The price is $100 per lot.
Armed only with a map and his consummate nerve, he bowls over
his victims regularly. But shifting once for the sake of variety
to magazine subscription work, he scored a flat and utter failure.
There is but one answer to this puzzle—the man's own mental
attitude. He believes he can sell the real estate, he is afraid of
the magazine proposition.
"To what extent selling is the result of the deliberate influence
of one man's will upon another's; in other words, to what degree
it savors of hypnotism, is a moot point. One thing is certain, every
successful salesman seeks to meet and hold the prospect's eye
throughout the interview. And almost every salesman of the first
rank is conscious of the exertion of some psychic force in the
delivery of his canvass. Hence the need of superabundant vitality.
"The most phenomenal solicitor ever put in the field by a
certain weekly of national fame admitted that his efforts were
purely hypnotic. He worked only two hours a day, the strain
upon his vitality precluding the possibility of longer hours. He
claimed that once he got his eye, he never missed a victim, except
in cases of an interruption to break the subtle spell. Finally, this
man's nervous system collapsed under the strain; he became a
drunkard and is now heard of no more. But his amazing records
are still discussed among the ranks of magazine solicitors."
HE value of having a practical business man on the Federal
Trade Commission is evident in the very important construc-
tive suggestions which have been made from time to time by
Edward M. Hurley, vice-president of that organization. Among
the latest plans set forth Mr. Hurley emphasizes two methods
which are of particular interest. One of these is to aid the busi-
ness men of the country in obtaining the additional credits to which
their business operations may entitle them; the second is to aid
in establishing a standard system of bookkeeping and cost account-
ing. The two are interdependent.
The commission has in mind a plan of dividing the country
into zones and maintaining in each experts in accounting, costs
and manufacturng upon whom manufacturers, merchants and busi-
ness men generally may call for advice and assistance in establish-
ing economies.
It is pointed out that the small manufacturer and the small
retail merchant as a rule do not get all the banks' credit they ought
to receive, owing to the fact that they are unable to present balance
sheets in accordance with good business practices. These men are
just as good business men in ma'ny respects as those of larger
operations. They have brains, ability, knowledge of their wares
and of their customers, but they do not speak the language of the
banker in that they are not able to present a statement showing
their true assets and reliabilities.
The Federal Trade Commission is taking a step here that
obviously will be of immense value. It is along the lines of edu-
cating the business men to a better knowledge of ordinary commer-
cial requirements—at least those who are not familiar with the
practices of financial institutions—and the best plan of conducting
business along profitable lines.
It is a well-known fact that in the piano trade many small
manufacturers and dealers do not know what it costs them to do
business. It seems a simple matter; but. as a matter of fact, the
statements presented have been found largely inaccurate and in-
adequate. There are charges in connection with manufacturing
and retailing which are too often overlooked.
Any move, governmental or otherwise, which will tend to give
merchants and manufacturers assistance, as well as a clearer idea
of how they may be able to present the condition of their affairs
when soliciting credit, is a move that will meet with hearty ap-
proval—one along educational lines which should be welcome.
T
N a recent issue of The Review reference was made to the
common sense and timely talk on the upbuilding of export trade
by B. Olney Hough, editor of The American Exporter, in which
he pointed out that a great many of the supposed obstructions to
the development of our trade with foreign countries, were not as
serious as imagined.
A further illuminating contribution to this subject was the
I