Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
flUSIC TIRADE
VOL. LXYII. No. 2
E
Published Every SaturdaySby Edward Lyman Bill, Inc., at 373 4th Ave., New York. July 13, 1918
Single Copies 10 Cents
$3.00 Per Year
VERYTHING may be looked at from two opposite points of view; one positive, one negative. Both
cannot be true. If one is right, the other is wrong.
Consider the situation of the piano business to-day. We may look at it from two standpoints."
From the one we shall discover reason to despond, to feel depressed and discouraged. From the
other we shall perceive reason for encouragement, for hope, for steady persistence. Both standpoints cannot
give correct views. Which is the one for us, as sensible business men, to adopt and make our own?
Never mind the cant of optimism. This is not a plea for "looking on the bright side of things." It is an
inquiry as to whether such a side exists. If it does, then we are fools if we don't take it for our own. If
it does not, we are fools for pretending what is false.
Negatively, there are causes for complaint, without a doubt. There is a shortage of goods among the
dealers. The manufacturers are having difficulty in getting enough goods manufactured. The cost of
manufacturing rises steadily. Transportation is not in any too happy a condition.
Certain interests, well-meaning but ill-informed, are constantly preaching to the people about "economy."
They are constantly telling the people that this or that thing must not be bought, because it does not "help
to win the war." Yet in the same breath, these same self-appointed prophets tell us we must provide the money
to carry on the war; never appearing to see that if we do not carry on our trade we cannot carry on our war.
These are our negatives; and he who dwells on them finds little cause for happiness, for content, or for
encouragement. But negatives never accomplish, never achieve, for they all amount to no more than so many
denials. You cannot live or do business on denials.
Fortunately, the positive side of the matter is just as easy to look at; and when you do look at it, you
find that positives have power, that they amount to the affirmation of something and so are constructive. You
do business by building up, not by tearing down, by affirmation, not by denial.
Connected with the future of our business there is a positive fact to match every negative. Cost of
production may rise, but that is only relative, for the purchasing power of the people is rising just as fast.
Therefore, let us simply revise our prices, assure ourselves a decent profit and go on selling.
Transportation troubles may make it hard to get goods, and we may have to keep our customers waiting,
and they may get impatient; and so on. Quite so! But if the customers want goods, and the chances of
supplying them are fewer, then the better will be the terms imposed by the seller and the more carefully
selected will be the risk. The negative side of the argument is that goods are scarce; the positive is that the
shortage makes our market a sellers' market; for the first time in piano history!
The economy pleas, the national campaign for the necessary war loans and war-savings plans, the talk
about luxuries, all may appear formidable, discouraging, negative. But in fact, the American people are perfectly
able to take care of their war obligations and buy pianos and other musical instruments at the same time.
For music is a recognized need of war and the economy preacher who imagines that the Government is in
sympathy with the elimination of the musical industry is altogether in the wrong.
If the real non-essentials, the trivial, useless things and habits, were modified or scrapped, the talk about
waste and the shrieks for economy might mean something good. It is a poor policy to talk "don't buy that
piano" unless you have first talked "cut out the little penny-by-penny waste."
Happily the American people see this and are leading in the right direction. Piano demand is stiffening
every day; and piano dealers who will simply make up their minds to look at facts, instead of worrying about
what they are afraid may be the facts, need have little care for the future.
There are two standpoints from which every matter may be viewed. Both cannot give correct views. If
one is right, the other is wrong. In our business the negative viewpoint is wrong, Be positive!