Music Trade Review

Issue: 1919 Vol. 69 N. 19

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
REVIEW
THE
VOL. LXIX NO 19
T
Published Every Saturday by Edward Lyman BUI, Inc., at 373 4th Ave., New York. Nov. 8, 1919
Single Copies 10 Centa
$2.00 Per Year
HE watchword of modern business is, or has been, "service"—the desire and ability of a business
house to give to the customer something beyond a receipt for the price of the goods sold—something
that will indicate that the seller is desirous of preserving the good-will of the customer, of retaining
his patronage, and making him feel that he is getting just a little bit more than he has actually con-
tracted to pay for. The theory of service to the customer is an excellent one. It is a practice that has
worked out well. But the question today, not alone in the piano field, but in other fields, is just to what
limits the giving of service should extend—what service should be free and what should be charged for.
The New York Piano Merchants' Association has recently appointed a committee to determine just what
is represented by the term ''service to the customer"—how extended that service should be, and to how
much of it the customer is entitled as a natural right. There are somewhat divergent opinions on this
important subject and it is well that there be some basis determined upon as a guide for the industry.
This question of service has not apparently received the attention it deserves, and in taking the matter up
for earnest consideration, the New York merchants are leading the way, just as they did in adoption of the
"trade-in" measure—a measure that has served as a model for piano merchants all over the country, and
which, although not adopted as widely as it should have been, nevertheless offers some working basis for re-
tailers who believe in doing business on a profitable basis.
Some few years ago, free tuning during'the first year, and a generosity in the matter of repair work, did not
have the high dollars and cents value that they represent today, if for no other reason than that the wages of
tuners and repairmen were comparatively low. These wage scales have gone up many per cent, during the
past two or three years, however, and, coupled with the general increase of overhead expenses, they represent
a factor the piano merchant cannot ignore if he plans to keep his balance on the right side of the ledger.
There is no question but the customer is entitled to have his piano delivered to his house in first-class
condition, and to demand that the instrument be tuned and rubbed down, if necessary, immediately after
delivery. He is paying for a perfect article, and a piano is only perfect when it is in tune. Like in the case
of the player-piano, the instrument may require minor adjustments after leaving the hands of the movers.
The expense of thus putting an instrument in proper shape for delivery is rightly to be figured in the selling
expense. Beyond the overhauling after delivery, however, there is some question as to what service a
customer can legitimately demand.
So much for free service. In charging for tuning and repairing after the free period, too many concerns
have neglected to base their charges on actual cost, and have been too much inclined to favor the customer
in the matter, due probably to the fact that the great majority of the piano buyers naturally come to the
house from which they purchase their instruments when they desire anything done. In point of fact, the
retailer is not getting any of this service done for nothing. He is paying his tuners and repairmen good
wages, and it is not improbable that he will pay them higher wages. He must maintain a more or less
extensive repair department, as well as an order department for repair work. It all costs money and takes
time, and he is entitled not only to recover this actual labor and service cost, but to realize at least a
reasonable profit. A goodly number of concerns have for a long time past been conducting their repair
department as a separate part of their business, and have demanded that the managers of that department
show a profit on the work done. Too much free service, coupled with other services for which inadequate
charges are made, represent a leak that can develop into a substantial annual loss to the careless merchant.
The New York piano merchants are to be congratulated on giving this question of service the attention
it demands, and piano merchants in every section of the country should be quick to follow their example.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE
RE™
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
T. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAYMOND BILL, B. B. WILSON, Associate Editors
CARLETON CHACE, Business Manager
Executive and Reportorlal Stall
WILSON D. BUSH, V. D. WALSH, WM. BRAID WHITE (Technical Editor), E. B. MUNCH,
L. M. ROBINSON, C. A. LEONARD, EDWARD LYMAN BILL, A. J. NICKLIN, L. E. BOWERS
BOSTON OFFICE;
JOHN H. WILSON, 324 Washington St.
CHICAGO OFFICE:
E. P. VAJI HARLINCEN, Republic Building,
Telephone, Main 69S0.
209 So. State St. Telephone, Wabash 5774.
LONDON, ENGLAND: 1 Gresham Buildings, Basinghall St., D. C.
NEWS SERVICE IS SUPPLIED WEEKLY BY OUR CORRESPONDENTS
LOCATED IN THE LEADING CITIES THROUGHOUT AMERICA.
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.
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 payahle to Edward
Lyman Bill, Inc.
Departments conducted by an expert wherein all ques-
anil
tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
p
are dealt with, will be founS 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 Cold Medal. ... .St. Louis Exposition, 1904
Gold Medal—Lewis-Clark Exposition, 1905
LONG DISTANCE TELEPHONES—NUMBERS 5982—5983 MADISON SQ.
Connecting all Departments
Cable address: "Klbill, New York"
Vol. LXIX
NEW YORK, NOVEMBER 8, 1 9 1 9
No. 19
The printing strike in New York City is still in pro-
gress, and the severe handicaps arising therefrom make it
practically impossible for the publishers of The Music Trade
Review to issue this publication on schedule time.
A MENACE TO PUBLIC INTEREST
HE attitude taken by the Government in connection with the
strike of coal miners is worthy of the earnest support not only
of the business men of the country, but of all citizens who feel that
society still has some rights that must be respected by the labor
element.
It is all well enough to talk about the rights of labor to organize
and to enjoy the privileges of collective bargaining. It is proper
to adhere to the principle that the worker is entitled to at least a
fair share of the profits which his labor produces, but when, as in
the case of the coal miners, and in other cases that have attracted
public attention lately, demands are made of such a drastic nature
that they cannot be met, there must be found some means for forc-
ing a sensible and honorable settlement separate and apart from
resorting to a strike. To cut off the coal supply of the country is
not alone a blow to the operators, but an attack on society as a
whole. It means the crippling of transportation and of industries,
and untold suffering to millions who have no direct interest in the
miners' labor troubles and who are assumed to have the right to
enjoy life, liberty and the pursuit of happiness unhampered by any
one group of industrial workers.
There is much said by the strike leaders about the Government
threatening to reduce the miners to serfdom through the use of the
military and that the employment of force to keep the mines open
in order to keep the industries of the country going is against the
law. These same agitators and organizers are advocating the em-
ployment of force to their own interest. It is a fine example of the
autocracy of labor. The firm stand taken by the Government, sup-
ported by Congress, and, it is hoped, by the citizens generally, will
do much to check this reign of labor autocracy that is sweeping
the country,
T
REVIEW
NOVEMBER 8, 1919
We in our own trade are finding these same conditions existing
to a certain degree. Labor is not satisfied in demanding shorter hours
and higher pay, but demands union recognition and the power to
dictate to the manufacturer just how he will run his plant and who
he will hire to run it. When union effort and the idea of collective
bargaining is brought to a point where it operates on a basis of
fairness much will have been gained. When the opportunity is sim-
ply utilized as a means for exerting force to win concessions that
are often distinctly unjust, then unionism is bound to be discouraged.
Many union labor leaders recognize this fact right now and acclaim
it publicly. Wbat is now necessary is to force the radicals to accept
the same viewpoint.
HIS MEMORY SHALL LONG ENDURE
HE passing of Charles H. Steinway, president of Steinway &
T
Sons, which was recorded in last week's Review, is a loss
not only to the house of which he was the esteemed executive, but
also is a loss to the entire music trade industry. The name of
Steinway is so intermingled with the early history and development
of the piano and of musical appreciation generally in America, that
the death of such a worthy representative of the house as Charles
H. Steinway is an event of international importance.
Since Charles H. Steinway assumed the presidency of Steinway
& Sons, following' the death of his uncle, he had ever exercised a
most beneficent influence on every department of the business. He
was a man who believed in accomplishments rather than words. He
disliked flambouyancy of speech or action, and worked along those
quiet, constructive lines that were ever in keeping with the dignity
of the Steinway institution. Like his forbears, he was keenly inter-
ested in the musical advance of America and contributed in various
ways to this end. Personally he was a man of charming disposition
and he attracted a large number of friends, who valued him for his
many estimable traits of character.
Although Mr. Steinway never boasted of his skill as a musician,
yet he was a pianist and composer of no mean ability, and he ever
kept foremost the Steinway traditions and ideals in the manufac-
ture of pianos. In this respect he worthily wore the mantle of his
uncle, William Steinway. To his relatives and associates in Stein-
way Hall The Review extends its condolences, and in this we feel
sure we are joined by an army of manufacturers, dealers and musi-
cians throughout the country, for the Steinway house has ever been
identified with musical art, both locally and nationally.
INDICATIONS OF PROGRESS
the past few weeks there has been announced the
W ITHIN
reorganization along broad lines of several of the promi-
nent manufacturing concerns in the music trade. That this de-
velopment has been carried out at this particular time is signifi-
cant as indicating that these members of the trade not only have
confidence in the immediate future of the industry, but are will-
ing to back up that confidence in a positive manner, and are
planning to be prepared for the coming trade expansion. More-
over, in several instances, bankers of more than local prominence
and leading business men in other lines have cast their lot in the
piano trade—a trade at which, not so very long ago, some bank-
ers looked askance. In these days of industrial stress, these calm
preparations for the future are most encouraging and are calcu-
lated to promote the general confidence that is so essential to our
industry at the present time.
CHECKING MAIL ORDER COMPETITION
CCORDING to a report from Louisville, Ky., the newspapers
A
of that city have refused to publish large talking machine
advertising of a prominent mail order house, with a view to afford-
ing protection to local music dealers. The stand thus taken by the
newspapers is most unusual and should be duly appreciated by the
Louisville retailers. The advertising was refused by the news-
papers, not because it was unethical or misleading, but because, al-
though of a proper nature, it was calculated to take from the city
the business to which local merchants were properly entitled. It
will be interesting to see if this new method of checking mail order
competition gains ground. It certainly should be encouraged by
local merchants who, through the medium of rent, taxes and wages,
are contributing to the prosperity of their respective communities.

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