Classic Mode

Music Trade Review

Issue: 1917 Vol. 64 N. 9

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
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
BOSTON OFFICE:
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, ENGLAND: 1 Gresham Buildings. Basinghall St., D. C.
NEWS SERVICE IS SUPPLIED WEEKLY 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, $4.50 per inch single column, per insertion On quarterly or
yearly contracts a special discount is allowed. Advertising pages, $130.
REMITTANCES, in other than currency forms, should be made payable to Edward
Lyman Bill, Inc.
* 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
LONG DISTANCE TELEPHONES—NUMBERS 5983—6988 MADISON SQ.
Connecting all Departments
Cable address: "Elbili, New York.'
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
T
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,
T
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
Demand For Instruments of the Small Grand Type
more attention has been given to this particular type of instru-
NE of the most interesting developments in the trade during
O
ment than ever before in the history of the trade. These improve-
the past few years has been the heavily increasing demand
ments have made it possible for the small grand to find a perma-
for instruments of the small grand type, a demand that has on
several occasions during the past year or so taxed the capacity of
factories and sections of factories devoted to such instruments.
There have been various elements entering into the develop-
ment of this small grand demand, and the campaign carried on
by the manufacturers has not alone been responsible for the re-
molding of public taste. The greatest contributing factor, it is
generally acknowledged, has been the ability of the manufacturer?
to produce a satisfactory small grand at a moderate price, a price
that compares favorably with that of the good upright. In pro-
ducing a popular small grand the makers have succeeded in most
cases in drafting a scale that insures what may be fairly de-
scribed as a grand tone, which is generally a little more satisfac-
tory to the musician than that of the average upright. Then,
too, the layman has appreciated the more elegant appearance of
the grand and the production of a small-sized instrument in that
form has made possible its introduction into many homes where
under ordinary circumstances only an upright could find a place.
Many instances have 'been reported where prospects have
entered piano stores for the avowed purpose of buying an upright
piano, and who, upon considering the small size and reasonable
price of a grand, have finally decided upon that instrument.
Another thing is that many improvements have been, and
are being, made in the small grand by the manufacturers, and
nent place for itself; to acquire a trade standing that has been
maintained by the quality of the instrument itself.
Piano merchants who have given attention to the distribution
of the small grand declare that it tends to elevate the entire in-
dustry commercially and financially. Not that it has entirely sup-
planted the upright, nor that it probably ever will, but the gain
it has made has in many instances had a distinct effect upon
upright sales.
Then, too, the artistry of the grand apparently has an ex-
cellent psychological effect upon the average piano prospect. He
is used to seeing the upright piano and even the player featured
on the small payment basis, and often covered with "was-now"
signs, and therefore frequently enters the piano store impressed
with the fact that the ordinary piano can be purchased for next
to nothing so far as the installment payments are concerned.
Such a condition, however, has not surrounded the small grand,
and dealers have, therefore, found it possible to secure either cash
or very substantial first payments on small grand sales.
A manufacturer, a couple of years ago, predicted that it would
not be long before grand pianos were being sold at the rate of
100,000 a year. At that particular time the prophecy seemed
exaggerated. Now it is quite within the realm of reason. This
in some measure outlines the development of the small grand.
HE Dallas Advertising League, of which J. C. Phelps, man-
T
ager of the Field-Lippman Piano Stores, is president, has
been doing valuable work in establishing and maintaining a high
and lasting success can only come to those who realize the im-
portance of deserving the confidence which is reposed in them,
and the advertisers of to-day who, through exaggerated state-
ments, endeavor to mislead the public, are bound to find sooner
or later that the public has no confidence in them and, there-
fore, their chance for success is greatly mitigated.
The trend of modern business indicates surely and without
question that the time will speedily come when misleading and
erroneous advertising will be a thing of the past. In the piano
field alone the advance which has been made in this direction
within the last decade is not only highly gratifying, but is an in-
dication of the upward and onward trend of the industry as a
whole. Every advertiser who sticks absolutely to facts and truth-
fulness in all of his public, statements is doing his part towards
the eradication of misleading advertising. Business organiza-
tions, in addition to advertising associations, are doing their share
to eliminate this present-day evil, and the constructive and altru-
istic work of organizations such as the Dallas Advertising League
is bound to bear abundant fruit.
advertising standard for advertisers in Dallas and the surround-
ing territory. The league counts among its members practically
all of the important advertisers in Dallas, who are pledged to the
maintenance of honesty and truthfulness in their advertising.
The league demonstrates its belief in the power of advertis-
ing by running quarter page advertisements of a purely con-
structive nature for the special purpose of impressing on the
general public that those firms which indulge'in misleading or ex-
aggerated advertising are not worthy of confidence or of public
patronage. One of the recent advertisements of the league em-
phasized the fact that under our present system of civilization
each individual is dependent on every other individual to a
greater or lesser degree, and that this principle of mutual reliance
has been a strong factor in the advancement of every form of
progress.
As reliance upon others is based solely upon confidence, real
GETTING DOWN TO PLAIN PLAYER FACTS
The education of the public along' player lines is a necessity for the expansion of the player business.
There is no doubt of that; and education of the piano merchants and salesmen is also a vital necessity,
because through them will come a powerful force in the education of the public; and right here we wish to
remark that we have produced a line of books upon the player-piano which comprehensively covers the
entire player situation.
In this respect this trade newspaper stands alone, for it has been the principal source from which player
information has been available for piano merchants and salesmen for a period of years. Our latest book,
"The Player-Piano Up to Date"
is the best of the series. It contains upwards of 220 pages of matter bearing directly upon the player.
Every piano merchant and piano salesman should have a copy of this book within easy reach. It
gives to readers a fund of information not obtainable elsewhere.
It contains a series of original drawings and a vast amount of instructive and educational matter, as
well as a detailed description of some of the principal player mechanisms.
It costs $1.50 to have this book delivered to any address in the United States, and your money will be
refunded if you are not satisfied with the book after examination. No one yet has availed himself of this
opportunity. Foreign countries, 15c. to cover extra postage, should be added.
Estate of EDWARD LYMAN BILL, Publisher
373 Fourth Ave., New York

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