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THE MUSIC TRADE REVIEW
REVIEW
PUBLISHED BY EDWARD LYMAN BILL, I n c .
President, C. L, Bill, 373 Fourth Ave., New York; Vice-President, T. B. Spillane,
373 Fourth Ave., New York; Second Vice-President, J. Raymond Bill, 373 Fourth Ave.,
New York; Secretary and Treasurer, August J. Timpe, 373 Fourth Ave., New York.
J. B. SPILLANE, Editor
J. RAYMOND BILL, Associate Editor
AUGUST J. TIMPE
Business Manager
Executive and Reportorial Staff:
B. RKITTAIN WILSON, CARLETON CHACE, L. M. ROBINSON, WILSON D. BUSH, V. D. WALSH,
W M . BRAID WHITE (Technical Editor), E. B. MUNCH, A. J. NICKLIN, L. E. BOWERS
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* PilinA Anil
Departments conducted by an expert wherein all ques-
'I lallV aUU
t i o n s Qi a technical nature relating to the tuning, regu-
onnrtmpnfc
lating and repairing of pianos and player-pianos are
e p d n i l i e n i S . 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.
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
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NEW YORK,
MARCH 3, 1 9 1 7
and is to be regarded not as an interloper, but rather as a friend
who is to be appreciated and cultivated.".
serious interferences with business progress to-day
O NE is the of the
freight congestion on the railroads which has reached
a serious point as far as factories in all lines of trade are concerned,
inasmuch as they are unable to secure coal and other supplies needed
for manufacturing purposes.
We hear considerable about investigations by Congress and by
the Federal Trade Commission, but as a matter of fact investiga-
tions are a very poor panacea for the conditions that confront us.
A few useful facts may be uncovered for the future, but they will
have little effect on the present situation.
"Preparedness" has been a much used, and yet abused word
in business circles the past year or more. Every one must realize
that the railroads form the very artery of the nation's wealth, and
yet they have been harassed to the point where they have been
unable to put back into their property necessary investments in the
way of freight cars and other needed replenishments of their equip-
ment, and when the squeeze comes, of course, all business suffers
because the railroads are unable to "deliver the goods."
If we are to have enduring business prosperity in this country
there must be absolute co-operation between the people, the railroads
and Government. How this can be brought about is another ques-
tion, but the fact remains that there must be a proper appreciation
of "preparedness" in this matter.
One thing that would do most in the way of immediate relief
could be brought about by public and private co-operation with the
railroads in the direction of unloading and moving cars. Everyone
should work hand in hand to the end that railroad cars are emptied
as quickly as possible. Conditions are such as to cause a certain
amount of irritation which can be obviated by a more commonsense
view of the situation so that the best results may be secured.
HE Grim Reaper, distressingly active in the music trades
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during the past few months, last week claimed as his own
Philip Werlein, head of Philip Werlein, Ltd., New Orleans. The
announcement of Mr. Werlein's demise came as a particular shock
owing to the fact that he was cut down in the prime of life. Al-
EDITORIAL
though only thirty-nine years old, Mr. Werlein had accom-
plished great things. He had taken one of the oldest piano houses
in the South and made it one of the most prominent, and inci-
i i A GREAT many of those now selling pianos at wholesale
dentally found time to take an active part in the affairs of the
*~\ —piano manufacturers, for instance—are always ready to
city and state as well as in the affairs of his own trade, lie hav-
tell the retail dealer how to conduct his business more profitably;
ing been at one time president of the National Association of
how he should select his customers and increase his proportion
Piano Merchants. It has been said that to know a man one must
of sales; get more cash and larger down payments ; make shorter
live with him, and the tribute of Mayor Berhman of New Or-
terms and otherwise improve things," said a well-known traveler
leans is therefore significant. The Mayor said:
who in other days had a retail piano business which he conducted
"It would be impossible to estimate the loss sustained by the
himself.
community in the death of Philip Werlein. Practically in the
"All this advice is good and sound," he continued, "and
prime of life, possessed of a most vigorous constitution, it is al-
should be carried out, but there always remains the difficulty
most impossible to realize the awfulness of the news that he has
that the retailer in all too many cases has had little or no prac-
been claimed by death. I cannot recall anything that has shocked
tical experience in carrying it out. There are a great many
me so completely. Everyone knows how sincerely he gave the
dealers to-day who are getting much less profit than they should
receive from their business, who are ready and anxious to im- best of which he was possessed for the welfare of his beloved
city. No undertaking to upbuild the interest of New Orleans
prove their methods, but cannot learn just how to do it from manu-
was complete unless he was identified with it. He was thorough-
facturer's letters or the printed word in the papers. Such let-
ly genuine in everything and it always was a source of pride for
ters and articles without question prepare the dealer's mind for
me to realize that I enjoyed his confidence and friendship."
reformation, but a good traveling representative who knows how
The sentiments expressed so ably by Mayor Berhman will
to sell pianos at retail, knows how to sell them right, and can
find a most responsive echo in the hearts of all those who knew
go right into the dealer's store and siww him, is worth all the ginger
Philip Werlein.
talks that were ever given.
"Of course, the opportunities are not only presented to the
HE piano trade is not the only one that is paying a whole lot of
manufacturer or his representative to give the dealer a practical
attention to slogans. The furniture trade is at it hard. One
demonstration of how his business may be improved, but in a
of the journals in that line says:
great many cases the dealer is glad to get this advice and glad
"The season has been notable for the development of sentiment
to have the new methods shown him. The retailer who does
things realizes that the traveler has opportunities for observing for a change of slogans in the furniture trade. Instead of 'heirloom'
and 'life-long' furniture, with the implication that what is bought
retail methods that are not given to any one man busily engaged
in making his own living at piano retailing. The traveler on his will last forever, the new doctrine is 'Furniture for Fashion,' and
back of it is the hope that housekeepers will make frequent changes
rounds can pick up a good idea here and another idea there,
in their furniture, following what style shall dictate. The educa-
place them together and put them at the service of other deal-
ers who may and can utilize them. The traveling man, there- tional movement for more attractive homes was also given a boost."
This should furnish a good suggestion to both piano and talk-
fore, who can go into the dealer's store and show him how to do
ing machine manufacturers and to dealers and salesmen.
business better means a saving of capital and increased profits,
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