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THE
MUSIC
TRADE
RMLW
• -. PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
""ourth Ave., New York; Assistant Treasurer, Wm. A. Low.
fc
J. B. SPILLANE, Editor
RAYMOND BILL, B. B. WILSON, Associate Editors
WILSON D. BUSH, Managing Editor
CARLETON CHACE, Business Manager
Executive and Reportorlal Staff
V. D. WALSH, W M . BKAID W H I T S (Technical Editor), E. B. MUNCH,
L. M. ROBINSON,
C. A. LEONARD, EDWARD LYMAN BILL, SCOTT KINGWILL, THOS. W. BRESNAHAN, A. J.
NICKLIN, L. E. BOWERS
W E S T E R N DIVISION:
BOSTON OFFICE:
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LOCATED I N T H E LEADING CITIES THROUGHOUT AMERICA.
REVIEW
MAY
1, 1920
facturer for whom he is agent. If the American manufacturer feels
that he can devote twenty-five per cent of his output to export trade
let him make that a definite figure and set aside that twenty-five
per cent regardless of any curtailment in factory output. If 100
pianos are made during the month, twenty-five of them should be
allotted to the foreign markets. If the production drops to sixty per
month then there should be fifteen for foreign markets, and so on.
The whole thought is that foreign trade, if developed at all, should
be developed on a consistent, businesslike basis, and the require-
ments of the foreign representatives should receive the same con-
sideration as is accorded the needs of domestic agents.
In the opinion of Mr. Steele much of the success of Americans
in the foreign markets in the future will depend upon the giving of
definite consideration to supplying the requirements of their foreign
representatives and seeing to it that they are never without stock,
if stock is at all available.
THE NEED FOR ACCURATE STATISTICS
A
SSOCIATION work and the co-operative spirit upon which it is
based cannot be maintained successfully unless there is present
and in evidence a spirit of genuine confidence. Association members
elect officers and committee members to represent them in various
Published Every Saturday at 373 Fourth Avenue, New York
fields of work in and out of the trade and in order to make the
Entered as second-class matter September 10, 1892, at the post office at New York, N. Y.,
under the Act of March 3, 1879.
efforts of these officers and committeemen effective the Association
SUBSCRIPTION (including postage), United States and Mexico, $2.00 per year;
members must support them and extend to them the confidence
Canada, $3.50; all other countries. $5.00.
ADVERTISEMENTS, $6.00 per inch single column, per insertion. On quarterly or
that their election or appointment entitles them to expect and
yearly contracts a special discount is allowed. Advertising pages, $150.
REMITTANCES, in other than currency forms, should be made payable to Edward
in
fact demand.
Lyman Bill, Inc.
It is upon the confidence of the trade particularly that the Music
Departments conducted by an expert wherein all ques
anil
ailll
tions of a technical nature relating to the tuning,
Industries
Chamber of Commerce depends for the success of the
regulating and repairing of pianos and player-pianos
p
are dealt with, wilj be found in another section of
several
undertakings
into which it has entered. To act as qualified
this paper. We also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
representatives of the music industry, the Chamber of Commerce
Exposition Honors Won by The Review
officers must have at hand exhaustive and at the same time author-
Grand Prix....
Paris Exposition, 1900 Silver Medal.. .Charleston Exposition, 1902
itative
information regarding the trade, information that will permit
Diploma. ...Pan-American Exposition, 1901 Gold Medal
S t Louis Exposition, 1904
Gold Medal—Lewis-Clark Exposition, 1905
of the compiling of definite statistics.
LONG DISTANCE TELEPHONES—NUMBERS 6982—o»8t MADISON 8Q.
It is regrettable to say that some past efforts to secure detailed
, Connecting; all Departments
Cable address: "ElblU, New York"
information from certain elements in the trade have failed because
of an apparent lack of confidence, or at least of genuine interest.
No. 18
Vol. LXX
NEW YORK, MAY 1, 1920
If the work of the Chamber of Commerce and the organizations
affiliated with it is to be more effective the individual members of the
THE COMING CONVENTION OF SUPPLY MEN
trade must be ready and willing to answer inquiries freely and
N increasing amount of interest is being displayed in the plans
accurately. The information thus received is not spread broadcast,
for the convention of the supply trades to be held at the Hotel
but is deposited in the archives of the Chamber and is made available
Commodore, New York, on May 20th and 21st. This interest has
only to the authorized members of the Chamber's staff.
been due largely to the excellent constructive work of the committee
The music industry has been woefully lacking in statistics, a
in charge of framing a program upon which supply men could work
fact that was emphasized particularly during the dark period of the
with a view to making their organization both an active and a
war, and the efforts of the Chamber of Commerce to overcome this
helpful factor among trade bodies.
condition and to collect facts regarding the industry in all its various
The subjects named by the committee for consideration at the
phases, for present and future use, should meet with a prompt
convention, among them "Credits," "Standardization," and "The
and ready response.
Use of American Made Supplies," are not only of interest but are
of distinct importance and are broad enough in their scope to demand
BETTER BUSINESS METHODS
and warrant the consideration and support of the piano manufac-
USINESS to-day, whether manufacturing, wholesaling or re-
turers and the other factors in the trade, who will likely profit with
tailing, cannot be conducted on a hit-or-miss plan, and mem-
the supply men as a result of any action taken on any of the three
bers of this trade are becoming cognizant of this fact. Suc-
matters. The work that has been done towards reviving the Supply
cess depends in a large measure upon the adoption of a definite
Association by the officers of the Music Industries Chamber of
plan for the conduct of the business during the year, and the hold-
Commerce affords a welcome indication of the constructive lines
ing to that plan consistently and earnestly. It means the working
along which that central trade body is now working.
together of every department of the organization to a common end
and along given lines.
PROPER CONSIDERATION FOR EXPORT TRADE
This matter of business planning has brought with it the holding
MERICAN manufacturers of pianos who are now engaged in
of regular meetings of sales and manufacturing organizations in
export trade, or who contemplate entering the field, should give
order that a program may be outlined so that each individual and
deep thought to the advice offered by W. F. G. Steele, manager of
department may know just what is expected of both him and them
the Melbourne, Australia, branch of the Aeolian Co., that they put
in relation to the campaign as a whole. These get-together meet-
their export trade on a businesslike basis by setting aside for the use ings serve two purposes. First, they acquaint every one in the
of their foreign representatives a definite proportion of their factory
organization with just what is to be done, and, second, permit of a
output.
better acquaintance among the individuals of the organization.
It is unquestionably true that a certain number of manufac-
The days of playing men and departments against each other, on
turers have regarded the foreign field as more or less of a dumping
the theory that a rivalry thus encouraged would serve to stimulate
ground for excess production, and where it was planned to make
business, have gone by the board. Rivalry is still encouraged, but
the foreign trade a definite factor in the business the allotment for
it is not secret rivalry. It is a healthful competition for greater
that market was made contingent upon domestic demands.
results, carried on with a full knowledge of what the other fellow
If the foreign representative is worth while he should be
is doing. Institutions which hold the most successful meetings of
supplied with instruments regularly and consistently, -for if he is iheir forces seem somehow or other to enjoy the most successful
without stock his business suffers and so does that .of the manu-
businesses, and it cannot be accidental.
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