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THE MUSIC TRADE REVIEW
MEW
JANUARY 4, 1919
in his own business. Of course it does not always work out this
way, but experience has shown that in the average case the result
is generally as stated.
T
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ADVERTISEMENTS, $4.50 per inch, single column, per insertion. On quarterly or
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REMITTANCES, in other than currency forms, should be made payable to Edward
Lyman Bill, Inc.
HE National Bureau for the Advancement of Music, through
its director, C. M. Tremaine, has just begun the distribution
of a most elaborate and interesting booklet, details regarding which
appear elsewhere in The Review this week, which tells of the im-
portant part that music has played during the war, the important
stand it has taken in the estimation of the public, and particularly
how the Bureau and those interested in it have aided directly in
the advancement of music during the period of stress.
One complete section of the booklet is given over to telling in
detail of the work of the Bureau, such as the co-operative advertising
campaign designed and run during the past couple of months; the
encouragement of Community Choruses, and memory contests in
schools; the support of the movement for the organization of a
National Conservatory of Music, and other activities in great num-
bers. The work of the Bureau has received the approval of the
trade in general, but too much of it has been passive approval, and
an effort is now being made to organize it into something tangible
so that the support of the trade and music lovers generally will
be active and substantial. Meanwhile, every member in the industry
who does not receive a copy of the new booklet direct owes it to
himself to send in a request for a copy, which may be obtained
without charge.
Dlavon PI an A and
Departments conducted by an expert wherein all ques-
ridjcr*rIallU allU
tions of
a technical nature relating to the tuning,
rc
Tpf>hnil»al I W > n a r t n i P n U
K"1?t' n S and repairing of pianos and player-pianos
I C t l l U I t d l l f c p d l I l l i c i t IS a r e dealt with, will be found in another section of
this paper. We also publish a number of reliable technical works, information concern-
ing which will be cheerfully given upon request.
an interview in a recent number of The Review a'prominent
I N player-piano
man emphasizes particularly the fact that the return
PUBLISHED BY EDWARD LYMAN BILL, Inc
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J. B. SPILLANE, Editor
J. RAYMOND BILL, Associate Editor
Executive andlReportorlal Staff:
B. RRITTAIN WILSON, CARLETON CHACE, L. M. ROBIKSON, WILSON D. BOSH, V. D. WALSH,
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Published Every Saturday at 373 Fourth Avenue, New York
Entered as second-class matter September 10, 1892, at the post office at New York, N. Y.,
under the Act of March 3, 1879.
of the men of the army and navy to civilian pursuits will bring back
to the country millions of player-piano enthusiasts—men who in the
Grand Prix
Paris Exposition, 1900 Silver Medal. .Charleston Exposition, 1902
Diploma... Pan-American Exposition, 1901 Gold Medal. ...St. Louis Exposition, 1904
ordinary
course of events would not have had the opportunity of
Gold Medal..Lewis-Clark Exposition, 1905
studying
the possibilities of the player-piano or would not have
LONG DISTANCE TELEPHONES—NUMBERS 6082—6983 MADISON SQ.
Connecting all Departments
evinced
sufficient
interest to have given the matter serious thought.
Cable address: "Elblll, New York."
However, in the various cantonments in this country, on the
Vol. LXVII1
NEW YORK, JANUARY 4, 1919
No. 1
transports and battleships, and even in the "Y," K. of C. and Red
Cross huts in France there were player-pianos galore, and the
"doughboy" and the "gob" had numberless opportunities of trying
EDITORIAL^
his skill as a "pedestrian" pianist. Thousands of men discovered
for the first time that it was possible for them to render most accept-
ELDOM has a statement by a dealer been received so enthusiasti- able piano music through the aid of the music roll and the player-
piano, and naturally became more or less, enthusiastic over that in-
cally by the manufacturers as that made by Henry Dreher, of
strument, although perhaps tired of the limited number of selections
Cleveland, at the recent Year End Luncheon in New York last week
that
were available at the point they were stationed.
when he declared that these were days of cash and that manu-
facturers should see to it that when their travelers went on the
However, many of these men are coming back to establish
road after the beginning of the year they were instructed to talk
homes. Many of them married immediately before sailing, or will be
cash and not long terms to the retailer. As Mr. Dreher put it, married soon after demobilization, and will settle down in their
"If one piano merchant can't pay cash, the dealer on the next block
respective communities. It is estimated that over 500,000 new
can and he is the fellow you want to do business with."
homes will be established in this country within the next six months
or a year. The piano, or player, is looked upon as more or less of
This is good logic direct from a retailer himself, and should
an essential in the home today, and these men who know what a
be taken to heart by manufacturers. The industry was never on
such a solid basis as at the present time so far as finances go, and player is, who have tried it out personally, and appreciated its
possibilities under conditions when music was most welcome, are
with this condition once established, it would seem the utmost folly
not going to dally with an instrument that must remain silent unless
for a manufacturer to concentrate solely on output, and neglect the
someone with talent and training happens to play it.
caliber of the business handled. In the past it was the desire to
talk big figures in the matter of factory production that influenced
It is a thought well worthy of the consideration of piano
some manufacturers to take any kind of business on any kind of
merchants generally, for it will give them an opening for an appeal
terms, and the situation that developed was unhealthy to say the
to the returning soldiers, and should serve to roll up a tremendous
volume of business.
least.
A great many arguments will be advanced, of course, to the
effect that to shorten terms, or demand cash from dealers, will dis-
/CONSIDERABLE activity has prevailed in both retail and manu-
courage the entrance of new distributing factors into the field, but ^~ / facturing branches of the industry during the past two weeks,
no matter how ambitious or honest may be the man who desires
and musical instruments of all kinds have been in great demand.
Indeed, so active was the call before Christmas, that factories were
to retail pianos on his own account, if he is not able to finance a
unable to fill the orders which reached them by wire, as well as by
business on the proper basis, he should not be welcomed within its
letter.
ranks. If he enjoys only sufficient turnover to enable him to keep
out of debt, and make only a fair living, it would be much better
The outlook in the manufacturing field is most satisfactory.
were he to devote his energies to selling for some other dealer,
Supplies are reaching manufacturers in larger quantities, and this
and unburden himself of the responsibility that would go with his
condition will be bettered as time goes on. The most serious and
own business.
vital question confronting the trade today is labor. Manufacturers
everywhere find it most difficult to get sufficient men to fill their
A man operating under such conditions is faced with an over-
needs. This situation will hardly show a material improvement
head selling expense for a piano that is generally out of all pro-
until the peace terms are finally agreed "upon, and the great Ameri-
portions, and simply takes that much business from a larger house
that can sell at a smaller expense, and would therefore be able to can army is released from military duty and returns to commercial
pursuits.
pay him personally more for his salesmanship than he could earn
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