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THE MUSIC TRADE REVIEW
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:
]'.. TIRITTAIN WILSON,
MYRON TOWNSEND,
•
CAKI.ETON CHACE, L. M ROBINSON. WILSON 1). l.usir, V. D. WALSH,
W M . I'.RAID W H I T E (Technical Editor), A. J. NICKLIN, I.. K. BOWKRS
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Departments conducted by an expert wherein all ques-
tions of a technical nature relating to the tuning, regu-
lating and repairing of pianos and player-pianos are
p
d ea i t W j t h, W JH b e 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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NEW YORK, NOVEMBER 4, 1916
EDITORIAL
HE increased cost of production in all lines of manufacturing
is one of the vital questions of the day, and the piano industry
is certainly no exception. Indeed the necessity of manufacturers
making an advance in the selling prices of pianos to cover condi-
tions which have materialized during the past six months, not
merely in the matter of labor but in materials, which in almost
every branch have shown an upward trend, becomes more im-
perative every day. Manufacturers must get a price for their
instruments commensurate with the cost of manufacture, and
arguments must be presented to their representatives throughout
the country to this end.
Piano merchants have sufficient business foresight and judg-
ment to arrange matters whereby they will receive a just and
fair increase in prices from the public whose purchasing power
has been greatly augmented through the large volume of employ-
ment and the good times which we are now enjoying*
It behooves every manufacturer to carefully revise the cost
formula so that he may know exactly what it costs him to make
instruments now as compared with say twelve or twenty months
ago. In this connection every salesman can be of considerable
value to his employer and to the trade at large by helping to
sustain prices. There is no excuse why any ground should be
surrendered to the "price beater."
Piano salesmen have a large amount of "grit" and at a time
when prices are being considered this is a necessary possession,
so as to avoid the temptation to yield a point or two in order to
prevent a threatened cancellation of an order, or clinch a prom-
ised sale.
T
HAT the tariff, whatever its underlying principle, should be
T
flexible enough for the encouragement of foreign trade, and
that American exporters should be authorized to co-operate, as
do their foreign rivals, were two national policies advocated by
Willard D. Straight, vice-president of the American Interna-
tional Corporation, and chairman of the National Foreign Trade
Councils Committee on the foreign trade aspect of the tariff, in
an address last week at Atlantic City.
Mr. Straight emphasized that there will be a difficult period
of readjustment after the war, which will be marked by a cur-
tailment of abnormal demand for many of the specialties for
which there is now a big call, and added : "Two facts are in our
favor, despite the contemplated alliances between members of
the two groups of belligerents and their possible reciprocal un-
derstandings with other countries not now at war. Europe must
continue to make large purchases in this country. More than
that, after the war, with our prevailing high prices, Europe, in
order to find an outlet for her products, will seek this market.
"Our purchasing power is our first line of economic defence.
We must utilize this purchasing power to protect our producers
and our exporters against discrimination by economic alliances.
We must be on guard against possible preferential arrange-
ments between members of these alliances and between those
groups and other countries which might unduly discriminate
against the share of world trade to which its productive re-
sources entitle the United States, and which is in the interest
of well balanced international commerce.
"We must protect our domestic producers against the unre-
stricted importation of foreign goods and must assure our ex-
port markets by. capitalizing our purchasing power. To accom-
plish these two results we must have a flexible trading tariff."
of those who attended the meeting of the New
T HE York majority
Piano Manufacturers' Association wore agreeably
surprised, and in some instances distinctly astonished, at the
report made by C. M. Tremaine, director of the National Bureau
for the Advancement of Music, conducted under the auspices
of the National Piano Manufacturers' Association.
There Were some who believed that the Bureau existed in
name only, that it was a passive factor, that it had not got under
way, but the facts presented by -Mr. Tremaine proved conclu-
sively that thq Bureau lias done things and has gotten beyond
the crude stage, that those in charge of it have a definite idea
of what they have set out to accomplish, and have evolved
definite plans for reaching that goal.
The presentation of the advertising slogan, "A piano in
every home," alone served to impress the manufacturers favor-
ably. The good work in connection with the various music
pages in the daily papers also shows that every effort has been
put forth to make this section of the campaign successful. But
there comes the question of support.
The report was very good to listen to. Tt reflected credit
on both the director and the committee, and showed that there
was something actually being done. The director and the com-
mittee, however, cannot do it alone. They are simply in the
position of collating—bringing together in concise form—the
ideas evolved by the members of the trade at large. That neces-
sitates not passive but active interest and co-operation, and
moreover it takes money to carry on the work—considerable
money in the aggregate it is true, but still a surprisingly small
sum considering the magnitude of the campaign. Split up
among the many concerns and individuals in the trade, the money
necessary does not place a burden on anv one provided everyone
does their share.
llE scarcity of competent piano salesmen has been the sub-
T
ject of considerable comment by piano merchants in widely
separated sections of the country recently, and the matter has
been set forth frequently by correspondents of The Review- in
their communications to this publication.
Apparently many young men starting out in commercial
life "pass up" the piano business for something offering greater
opportunities—on the surface, at least. Just why this condition
exists merits consideration.
Discussing the situation, a piano man recently remarked to
The Review that the fear of losing sales through inexperienced
salesmen often prompts dealers and managers to refuse to give
such men a chance, no matter how promising they appear to
be. Then oftentimes the new man is placed out in the field at
what is colloquially called "doorbell ringing," where he cannot
receive the benefit of advice from his employer, or from some
experienced salesman. The result is that the young man often