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Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC
TRADE
REVIEW
PUBLISHED BY EDWARD LYMAN BILL, Inc.
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Vol. LXV1I1
NEW YORK, MAY 24, 1919
No. 21
EDITORIAL 1
T
H E formation of the Wisconsin Association of Music Industries,
reported in last week's Review, is another forward step by the
merchants of that State which emphasizes their progressiveness—it
is a recognition of the value of association work in elevating the
standards of practice in merchandising, and in eliminating abuses
of any nature that may have crept into the retailing end of the
industry in that State.
If the State organization follows the lead of the Milwaukee
Association, and we are sure that it will, it is certain to accomplish
splendid results not only for the betterment of the members but
of the industry. The Milwaukee Association has been foremost in
working along co-operative lines in the matter of publicity and other
matters that have raised the standard of piano merchandising, and
with such an example there is no reason why the entire State should
not derive great benefits from the new association.
The machinery of an association affords a most effective means
not only of removing any abuses or unethical practices which may
klevelop, but it brings the members of the trade together, and
removes antagonisms and misunderstandings, and teaches the gospel
of live and let live.
ANY subjects of interest and importance will come up for
discussion before the various bodies which will meet in Chicago
the first week of June, but few topics are more vital to the industry
than the development of our export trade—not in a haphazard way,
or through individual initiative—but by the use of some co-operative
plan of operation that will be productive of the best results for
the entire industry.
Never before in the history of this industry has there b^en H
an opportunity for securing a goodly share of the workf ffade .
to-day. It is true that we have an exceedingly- larj
demand which is not entirely satisfied, but men of visior
expansive minds in the music industry—cannot be o b ^ B p T to the
unprecedented^ favorable conditions which now pjjjj^^p whereby
musical instruments may be marketed advantageou«^^Hrd a trade
M
REVIEW
MAY
24, 1919
established that will mean much for the permanency and prosperity
of the industry.
To achieve results there must be organization, and this sub-
ject will be one of many to be taken up for consideration at the
various sessions in Chicago. We have laid emphasis on this topic
frequently in The Review, because we must work not only for
to-day, but for the future. The man or men who look ahead far
enough are bound to score a success not only for themselves, but
they will establish the industry in a stronger position than it has
ever occupied before in the nation's history.
There are innumerable reasons why Chicago should attract
the largest attendance of piano men ever assembled within its gates
during the Convention period. It is a time for constructive actio:
for a more complete understanding by the members of the indust
of what can be achieved by united effort—a common understandin
as to the most desirable policy to be pursued for the advancement
of the industry.
S
PECIAL emphasis is placed on the importance of price main-
tenance in a letter recently sent out to the trade by the Estey
Piano Co. It is pointed out that as far as possible it would be a
very good thing to standardize retail prices as far as the Estey
piano is concerned the country over, and Secretary Dalrymple adds
further: "The trade is becoming more and more wedded to the
one-price idea as well as to the idea of making that price high
enough to assure a living profit and have a little something left
to take care of lean and rainy days, and we ourselves are living
up to that idea."
This move of the Estey Co. is in line with the spirit of modern
merchandising. Dealers of standing appreciate more and more that
price maintenance means business ability, and that the manufacturer
who has spent time and money to create a demand for his products
does not seek any special privilege, but rather desires to induce
retailers not to slash prices which are known to be fair.
Price maintenance is a trade principle in which every piano
merchant—in fact every member of the trade, no matter what line
of goods he handles—should be interested, for it means-that uncer-
tainty and haggling are eliminated, likewise unjust discrimination
among customers.
Price maintenance likewise guarantees the purchaser a standard
of quality. And when it is carefully analyzed, what other way is
there in which a full standard of value can be secured anywhere in
the retail world aside from a uniform selling price?
As it stands to-day.in many trades the transaction of buying
and selling is a contest of wits. The practice invariably is for the
seller to give as little value and get as much money as he can. This
practice we are glad to say is not common in the music industry,
but it can be totally prevented by manufacturers adhering to price
maintenance. Where the one-price policy is established by *the
manufacturer the unscrupulous merchant is forced to abandon Jhi^
plan of substitution of cheap and inferior products for the standard
article.
D
URING the past year music as a factor for good in the com-
munity has won the highest recognition. Whether in the army
or in the home, its influence for good has been the subject of favor-
able comment. Music was never more welcome in the American
home than it is to-day. It is an investment in future happiness
and contentment. Piano manufacturers and dealers should not
overlook linking up this remarkably favorable attitude toward music
with their business.
CHICAGO defendant whom the police and the court thought
had been celebrating, for some reason or other, in a way most
pleasing to himself, declared that he had become drunk with
music. Gee f if that's possible there will be a great demand for
music after July Thirst. Wonder what music will be most popular,
canned or bulk? Subject for grave consideration. Somebody
should bring it before the piano conventions in June.
A
in all parts of the country continues to progress along
most satisfactory lines with a steadily increasing demand % for
grade pianos and player-pianos. Piano manufacturers and
ers have good reason to feel optimistic regarding the showing
made>in all branches of the industry so far in 1919.