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THE MUSIC TRADE
4
REVIEW
in close touch with the industry, and of absorbing much informa-
tion of real knowledge and value to him. For, despite the
opinions of some conceited ones, there was never a man born
who could not learn. The salesman who, through reading and
personal association, gains from the experiences and mistakes
of others, increases his own efficiency thereby, and is the type
of man who mounts to the top when in an emergency he is
called upon to assume an executive position in his special field.
THE
fflJJIC TIRADE
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. BRITTAIN WILSON, CARLETON CHACE, L. M. ROBINSON, GLAD HENDERSON, WILSON D. BUSH
A. J. NICKLIN, WM. BRAID WHITE (Technical Editor), L. E. BOWERS, V. D. WALSH
BOSTON OFFICE t
JOHN H. WILSON, 324 Washington St.
Telephone, Main 6950.
CHICAGO OFFICE!
E. P. VAN HARLINGEN, Consumers' Building.
220 So. State Street. Telephone, Wabash 5774.
HENRY S. KINGWILL, Associate.
LONDON, ENGLANDi 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
Entered at the New York Post Office as Second Class Matter.
SUBSCRIPTION (including postage), United States and Mexico, $2.00 per year;
Canada, $3.50; all other countries, $5.00.
ADVERTISEMENTS, $3.50 per inch, single column, per insertion. On quarterly or
yearly contracts a special discount is allowed. Advertising pages, $no.
REMITTANCES, in other than currency forms, should be made payable to the Estate of
Edward Lyman Bill.
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
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.
Player-Piano and
Technical Departments.
Exposition Honors Won by The Review
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.
KONG DISTANCE TELEPHONES—NUMBERS
5982—5983 MADISON BQ.
Connecting 1 all Departments
Cable address: "Elblll, New York."
N the matter of giving convincing demonstrations of the
I other
patriotism of its members the music trade is not behind any
branch of the industry, as is evidenced by its showing in
the Preparedness parades throughout the country, its contribu-
tions to various movements and funds for the national benefit
and in other directions. The latest proof has come with the
mobilization of the National Guard of the various States and
the sending of the regiments to the Mexican border for an in-
definite period.
The members of the music trade have stood shoulder to
shoulder with patriotic individuals in companies in other lines
in offering full pay to employes called away for military serv-
ice to hold their positions open and to grant other benefits.
One talking machine concern actually offered an increase of
pay to members of its staff who enlisted and one of the leading
piano manufacturing corporations not only made the usual offer
of full pay and holding the job, but it has also guaranteed to take
care of its men if they are wounded or sick while in the service,
continue the free life insurance policies granted them and pro-
vide other benefits.
Surely the business house that makes it possible for patriotic
members of its staff to serve their country in the confidence that
the dependents at home and their business future will be pro-
tected is doing work directly in line with the propaganda of
preparedness to which so many members of the trade have
subscribed.
NEW Y O R K , J U L Y 8, 1 9 1 6 .
EDITORIAL
in salesmanship is a subject of exceeding
E FFICIENCY
interest these days, hence the Salesmanship Section, which
has been a feature of The Review for more than a year, has come
in for many compliments from manufacturers and dealers who
appreciate every effort made toward a wider knowledge and a
keener appreciation of salesmanship in its broadest aspects.
For the salesman, after all. is one of the greatest factors in
business development. He is the most important medium be-
tween the manufacturer and the buyer, and every suggestion
that adds to his mental equipment makes him a more valuable
man. Few salesmen will admit that they are so wise that they
know it all, hence the wisdom of taking advantage of every
opportunity for increasing one's knowledge.
Indifference in a salesman never brings the success which
comes only from a study of the particular business in which he
is engaged. The salesman who drifts along and does not mani-
fest enough interest in a business to study it diligently is not
worth having around. Me merely acts as a brake on others.
It will be noted that the salesmen who read the trade papers
carefully, who do not merely skim them through, but absorb
the contents of the informative and instructive matter which
they contain, are heard from in some important capacity.
Now in connection with the Salesmanship Section, a great
number of employers have sent the names of their salesmen to
this office, accompanied by checks for their subscriptions. These
papers have been sent to their homes where they have a chance
to read them at their leisure, and where they have a better
opportunity to digest the contents. This is an excellent plan of
helping the salesman, for during business hours the salesman has
little time to give to serious reading; whatever he does in that
way is merely snatched at intervals, and little opportunity is
afforded him of gaining any "pointers" that may aid his selling
efficiency and knowledge.
With the trade paper in the home, however, things are
entirely different. Here the salesman has a chance of keeping
EVIEWING world business conditions and the effects of the
R
war on them, Dr. E. E. Pratt, chief of the Bureau of Foreign
and Domestic Commerce, ridicules the idea that the United
States and Latin America will be the cock-pit of an economic
struggle between the European nations, and makes the following
most cheerful forecast of what peace will mean for the business
of this country:
"Our economic future rests squarely on the success of our
foreign trade. The success of our foreign trade rests squarely
upon our ability to compete in the neutral markets of the world
with our past and future European competitors. The logic of the
situation and the experience which past conflicts have taught us
points certainly and unmistakably in that direction. American
manufacturers and exporters who are closest to the firing line
are those who are most confident that we will retain and extend
our foreign trade. There seems to be, therefore, the belief that
with the proper care and with sufficient preparedness financially,
industrially and commercially, we will become the most import-
ant factor in world commerce.
"It seems to me that the evidence also points to a period of
continued prosperity in the United States. He would, indeed, be
an unwise prophet who would attempt to predict the exact effect
of the cessation of hostilities in Europe upon the United States.
He can face these consequences with courage and optimism
founded upon facts. We must not forget the increased cost of
production in Europe. We must not forget the immense advant-
age which we will have in accumulated stores of capital. We
must not forget that we have a scientific banking system which
will probably prevent the recurrence of serious financial panics.
We should not forget that we have acquired prestige and good-
will in the markets of the world, markets which formerly knew
us not and of which we knew less. We must not forget that we
have acquired an international point of view in political as well as
in commercial affairs. These are considerations which should
give us the greatest courage in looking forward to the result of
the European war. We face the situation, whatever it may be,
with the knowledge that we are better prepared than ever before.
The facts seem to indicate that if we are properly prepared, the
United States will experience a period of prosperity and expan-
sion in trade at home and abroad."