Classic Mode

Music Trade Review

Issue: 1916 Vol. 62 N. 26

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
4
THE MUSIC TRADE
REVIEW
PUBLISHED BY THE ESTATE OF EDWARD LYMAN BILL
(C. L. BILL, Executrix.)
J. B. SPILLANE, Editor
J. RAYMOND BILL, Associate Editor
AUGUST J. TIMPE
Business Manager
Executive and Reportorial Staff:
B. BSITTAIN WILSON
UKLETON CHACE,
L. M. ROBINSON,
A. J. NICKLIN, W M . 1!. WHITE. WILSON D. BUSH, 1.. K. BOWERS,
BOSTON
OFFICE i
JOHN H. WILSON, 324 Washington St.
Telephone, Main 6950.
GLAD HENDERSON,
V. D. WALSH.
CHICAGO OFFICE t
E. P. VAN HARLINGEN, Consumers' Building.
220 So. State Street. Telephone, Wabash 5774.
HENRY S. KINGWILL, Associate.
LONDON, ENGIiAND: 1 Gresham Buildings, Basinghall St., E. C.
NEWS SERVICE IS SUPPLIED W E E K L Y BY OUR CORRESPONDENTS
LOCATED IN THE LEADING CITIES THROUGHOUT AMERICA.
Published Every Saturday at 373 Fourth Avenue, New York
'
REVIEW
trade abroad than today, and those who are giving serious atten-
tion to this matter cannot fail to profit not only for the present,
but for the future, if the goods are furnished along the lines
requested.
The foreign trade of the United States at the present time is
assuming immense proportions. Exports from the port of New
York are establishing new high records. The total value of
exports for the week ending June 10, was approximately
$92,000,000 as compared with $25,000,000 in the same week during
1915, and $15,000,000 for the corresponding period of the preced-
ing year.
Exports to South America for the week just mentioned were
two-and-one-half times as large as for the corresponding week in
1915, and fifty per cent in excess of those of the same week of
1914. These figures tell their own tale of growing business with
foreign countries.
connection with the conventions which closed this week it
I of N must
be admitted that the arrangement committee in charge
association activities established a high water mark in the
carrying" out of a program which must have left a pleasant mem-
ory in the minds of all those participating. The visiting con-
ventionists sampled New York's best brand of hospitality, and it
SUBSCRIPTION (including postage), United States and Mexico, $2.00 per year;
Canada, $3.50; all otlier countries, $5.00.
will be admitted that at no convention was the entertainment
ADVERTISEMENTS, $3.50 per inch, single column, per insertion. On quarterly or
yearly contracts a special discount is allowed. Advertising pages, $uo.
program carried out so successfully—in fact it established a
REMITTANCES, in other than currency forms, should be made payable to the Estate of
record which will be found difficult to surpass at any future
Edward Lyman Bill.
gathering.
Departments conducted by an expert wherein all ques-
Plovoi*
Piann
anil
I lajcl -TldllU dHU
tions of a technical nature relating to the tuning, regu-
lating and repairing of pianos and player-pianos are
The gentlemen who have had the convention arrangements
p
d e a l t w i t h j w i u b e found in another section of this
actively in charge are entitled to a hearty vote of thanks for their
paper. We also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
untiring labors, for in the hurly-burly of business affairs one
Exposition Honors Won by The Review
hardly stops to realize what time and application it takes to
Grand Prix
Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1902
plan and execute the various entertaining and business features
Diploma. . . .Pan-American Exposition, 1901 Gold Medal
St. Louis Exposition, 1904
Gold Medal. .Lewis-Clark Exposition, 1905.
in connection with the convention which for more than a week
IMONQ DISTANCE TELEPHONES—NUMBERS
5982—5983 MADISON SQ.
has
brought so many members of the trade to this city.
1
Connecting all DepartmentB
Cable address: "Elbill, New York."
Those who have visited New York in connection with the
convention
cannot fail to have been benefited, for a gathering
NEW Y O R K , J U N E 2 4 , 1 9 1 6 .
such as we have just enjoyed was in the truest sense educational,
and without doubt everyone participating goes home with a
higher regard for the business in which he is engaged, and with
EDITORIAL
a desire to conduct his enterprises along lines which shall con-
form more closely to the accepted standards in our modern busi-
F all the various committee reports submitted at the Annual
ness life.
Convention of the National Association of Piano Merchants
The social festivities lent charm and flavor as well as variety
this week, one of the most significant was that of the Legislative
to the business discussions, and as a whole, it must be conceded
Committee, of which E. H. Droop is chairman, and which goes that the convention gatherings tended distinctly toward trade
far to remove any impression that the present officials of the uplift, and their effect most material in aiding trade advance.
Association are visionary and inactive. The report goes into
Business organizations these days are broadening their
detail in telling of how the Association has adopted ways and
sphere of influence, and they are becoming quite a power in
means for combating misleading- advertising and unfair compe-
national affairs. A decided stimulus along these lines has been
tition. The most significant work of the committee has been
the good work accomplished by the United States Chamber of
to bring- certain flagrant cases of alleged unfair business tactics
Commerce, which is keeping in close touch with the leading
to the attention of the Federal Trade Commission to such good
organizations in every industry, and in this way business men
effect that that body has taken an active interest in seeing what
and business questions are assuming a more prominent position
it may do officially in regulating the matter. Whatever may be in national affairs than ever before.
the result of the Association's activities in this direction, the
This is as it should be. Unfortunately in the past business
action taken indicates that it is alive to its functions as a trade
men have been content to allow national questions, even those
organization. It is further proof of the old axiom that actions
bearing upon their own interests, to be handled by the politicians,
speak louder than words.
many of whom have no sympathy whatsoever with business
affairs, with the result that the business men have suffered
material loss. Nowadays, however, business organizations and
ROM the summary of exports and imports of the commerce
business men see the necessity for a larger vision in national
of the United States for March, the latest period compiled by
affairs, and industrial questions are now getting more serious
the Government, and recently published in The Review, it is
quite evident that the music trade industry is commencing to get consideration than ever before.
A national gathering like that of the music trade industry
a small share of the immense trade which we are now doing with
in New York this week has a tremendous influence in many
foreign countries.
directions. It emphasizes the importance of our industry in its
The exports of musical instruments for March amounted to
varied aspects, and thus good work is accomplished for everyone
$326,616 as compared with $164,340, the same month of the prev-
ious year. The figures showing our increased exports are re- in the industry.
Convention visitors this week expressed themselves as de-
flected, however, to a more impressive degree in the nine months'
lighted with the unstinted hospitality of New York, and with
total which shows that musical instruments valued at $2,522,723
the manner in which the plans were carried out for their enter-
were shipped abroad as against $1,373,389 exported for the same
tainment during their tarry within our gates. Review readers
period of 1915. This shows the substantial increase for that
will find in the present issue an interesting report of the conven-
period of $1,149,334. It appears, moreover, that the exports of
tion proceedings. It is a volume which will be a convenient
musical instruments for April and May have been still larger
reference for those who attended, and of enlightenment and in-
and the figures bearing upon these exports will appear later.
At no time in our commercial history have the manufac- terest to those who were unable to be numbered among the
association guests this week.
turers of musical instruments had a greater chance of developing
Entered at the New York Post Office as Second Class Matter.
O
F
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
HE old theory that "trade follows the flag" was given a
T
severe jolt by Carlos A. Tornquist, of Buenos Ay res, at the
annual convention of the New York State Bankers' Association,
held in this city last week, when he said that "trade follows
capital."
In the course of an address he pointed out that a great part
of the business in the Argentine Republic, handled by European
enterprises, could be secured if the United States were placed on
a footing of equality with Europe in relation to Argentine finance
and business by the necessary modifications of Federal banking
and trade laws in the United States being made on lines which
would more largely facilitate banking and commercial operations
between the United States and Argentine.
Mr. Tornquist remarked that the experience of foreign banks
in the Argentine Republic had exploded the theory that "trade
follows the flag." The results obtained there show that "trade
follows capital," and even in these early days of the investment
of American capital in Argentine issues and enterprises, there is
ample evidence of the truth and soundness of the latter theory.
As an essential to closer trade relations the establishment of
first class fast steamships between New York and Buenos Ayres
was pointed out as one of the absolute necessities to more friendly
business relations. It was the opinion of Mr. Tornquist that the
larger part of the trade which has hitherto gone to Europe can
be secured by the United States if only merchants and bankers
develop and perfect plans for the intelligent handling of export
business.
In quite a friendly way he would call upon local retailers,
sometimes as a customer, sometimes as a visitor. He would note
how he was received, how the salesman "talked up" the lines
about which he inquired, and how his demands in general were
met. He thus acquired much valuable information which he
utilized when he got back to his own warerooms. His experi-
ences were many and varied, and some of them induced him to
modify his own methods very considerably; for he remarked
that to stand in the warerooms of another man was like seeing
himself as others saw him, and he never failed to profit by the
lesson.
There is a moral here which is so transparent that there is
hardly need for elucidation—it means that the piano merchant or
salesman who desires to become an adept at his business must
not be content with his own theory of doing things but rather
find out by practical example whether someone else is not doing
things better.
No man has yet been able to know everything, and the
egotistic salesman who thinks that his sales methods cannot be
excelled is rather a dangerous personality in any business, for
lie never seeks to learn. What a contrast is to be found in the
man who realizes that he knows his business pretty thoroughly,
but who always seeks for suggestions and who never fails to
adopt a better plan of doing things when he learns of them.
It is hardly necessary to say that the Western piano mer-
chant above referred to has built up a very fine business, and, as
might be expected, he is affiliated with pianos of national reputa-
tion, the sales of which add to his reputation.
WESTERN piano merchant, who has won quite a reputation
A
HILE advertising results may be immediate, the full effect
as a salesman—a man who can close a deal when the best
W
of advertising cannot be felt at once, for the value of ad-
member of his sales force falls down—was a visitor to The
vertising lies in the fact that its power is cumulative. There-
Review sanctum the other day, and when cross-examined as to
what peculiar talents or gifts he possesses that enable him to
score such a special success in his field, he remarked, that there
was nothing remarkable about his accomplishments other than
the fact that he had made it an object, whenever he had a holiday,
of seeking trade information, of broadening his knowledge of men
and things.
fore, advertising must be systematic, in order to obtain a maximum
of result with a minimum of effort and expense. Persistent
advertising will always carry its message home, spasmodic ad-
vertising is of doubtful value, and far less benefit. The wise
advertiser is the one who believes in keeping everlastingly at it.
and who carries out that belief in actual practice.
To the Manufacturers of Player-
Pianos and Player Piano Actions
FIFTEEN YEARS AGO there was not a rubber house in the country that catered to the player-piano trade. Every
one who experimented with player actions had great difficulty in securing rubber material of any description that could be
used. Mr. L. J. Mutty personally took an interest in developing a line of rubber cloths suitable to be used for BELLOWS,
MOTORS and PNEUMATICS, and offered these to the trade. They were gladly received and adopted.
The first BELLOWS CLOTH that gave satisfaction was our IMPERIAL TAN JEANS, which is still shown in
our samples. The first MOTOR CLOTH was our No. 1-D-T, and the first PNEUMATIC cloth was our No. 75-S-B,
which was originally called No. 500. While these materials are still in good demand, our newer fabrics are in much greater
demand. We have also developed several styles of rubber cloths that are used to a great extent for POUCHES and PRI-
MARIES.
We recommend the following cloths for the various purposes: For PRIMARIES and POUCHES—No. 9-C-A, No.
10-C-A, and No. 2-S-B. For PNEUMATICS—No. 4-C-B, No. 9-C-B, No. 75-S-B and No. 100-S-B. For MOTORS—
No. 13-C-B, No. 14-C-B, No. 50-C-C, No. 1-D-T, No. 20-D-T, No. 20y 2 -D-T, No. 21-D-T, and No. 2V/ 2 D-T. For BEL-
LOWS—No. 1-M, No. 2-M, No. 1-P, No. 2-P and our famous and well known No. 3-W line.
We make this line of No. 3-W in four weights. No. 3-W LIGHT contains 12 oz. of very high grade Para rubber to
the square yard; No. 3-W MEDIUM contains 15 oz., No. 3-W SPECIAL contains 18 oz. and No. 3-W HEAVY contains
20 oz. of the same high grade coating.
Our calender coated silks and nainsooks, such as No. 9-C-A, No. 10-C-A, No. 4-C-B and No. 9-C-B, in fact, all of
the calender coatings included in our sample books, contain 60 to 64 per cent of the highest grade Para rubber. These
are so compounded as to give them extreme durability and life. We guarantee them superior to anything on the market
at any price.
Our rubber tubings are the best that can be made for the purpose intended. Our EXCELSIOR tubing is the
best tubing ever put upon the market for the purpose; while the price is higher than similar tubings o c fered, the specific
gravity is so much lower and the grade of rubber so much higher, that in making a comparison of the actual cost per foot
on 100 feet of tubing, the EXCELSIOR tubing at 85c. per pound is shown to be cheaper than similar tubings at 65c. per
pound.
We solicit a trial order from any house that has not used the MUTTY line and we will gladly send you references
from houses who have used our line during the past ten or fifteen years. Sample books and price list gladly sent on
request.
L. J. MUTTY CO.
Boston, Mass.

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