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THE MUSIC TRADE REVIEW
RMFW
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C L. Bill, 373 Fourth Ave., New York; Vice-President,
J. 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
WILSON D. BUSH. Managing Editor
CARLETON CHACE, Business Manager
Executive and Reportorial Stall
V. D. WALSH, WM. BRAID WHITE (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
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Departments conducted by an expert wherein all ques-
and
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tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
are dealt with, will be found in another section of
this paper. We also publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
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Vol. LXXI
NEW YORK. OCTOBER 9, 1920
No. 15
THE NEED FOR STATE ASSOCIATIONS
T
H E National Association of Music Merchants, in encouraging
the formation of State Associations to be affiliated with the na-
tional body, appears to be working along the right lines, for the
State organization has many advantages over the smaller local bodies
when it comes to bringing about co-ordinated effort in any particular
direction. Members of city associations or similar local bodies
have several times hesitated about supporting an association plan
in the belief that by so doing they would sacrifice the identity of
their own particular associations. It has been proven, however,
that the local association can continue to prove a valuable and im-
portant trade factor where local conditions are affected, while still
giving valuable support to the State body, and in turn to the national
association. This has been proven in Ohio, for instance, where,
in addition to one of the largest State associations in the country,
a number of city associations exist and prosper.
There is some talk occasionally of too many associations, and
perhaps in some localities there is room for criticism in this respect,
but the local association fills a distinctly important place, for it offers
a medium for bringing retailers in certain sections together more fre-
quently and conveniently than is the case with the larger State
bodies. For keeping in touch with, supporting and co-operating
with, the national association, the State body, however, is ideal and
is to be encouraged for that reason alone.
Music dealers in Maryland are seriously endeavoring to create
a State association, and at the meeting of the new Elizabeth, N. J.,
association, held recently, a report of which appears elsewhere
in this issue, plans were outlined looking toward the formation of
a State organization in New Jersey. This is constructive effort and
should achieve success.
PROPER ATTENTION TO FOREIGN INQUIRIES
T
H E great strides made by the United States during the war
period in the development of export trade is not now being
maintained. This has been largely due, of course, to the fact that
those countries formerly engaged in warfare are now developing
OCTOBER 9,
1920
their export trade very actively, with the result that the markets
which we temporarily took possession of are now being transferred
to other countries. This, according to some of our leading authori-
ties, is not due so much to the manufacturers in foreign countries
supplying extraordinary values, but rather to the fact that export
trade is being followed up more persistently and more intelligently,
for, as the American Exporter pointed out last week, the increase
in the number of complaints that are being received week by week
from foreign customers, or would-be customers, of American manu-
facturers is distressing. The point is made that the wishes of the
customers are not entirely followed, and they criticize us severely
because they receive no acknowledgments of repeated letters, and
bewail bitterly the loss of money sent to manufacturers for samples
from which no returns are received, either in the way of goods or
correspondence, sometimes after a year has elapsed.
The Exporter properly says: "It is easy for manufacturers
to explain that foreign letters were not received, but when an ex-
planation is due, not for one but for half a dozen letters, the dis-
passionate critic is apt to be a little skeptical as to the efficient
organization of the manufacturer's export business. It is very
difficult to explain to the foreign customer's satisfaction why an
order has been overlooked or why, if samples were "dispatched and
were presumably lost, the manufacturer did not at the same time
write a letter of advice and probably follow it by other letters of
inquiry soliciting business on the basis of the samples. Doing
export business satisfactorily is not a difficult matter. It does in-
volve courtesy, attention and salesmanship."
This is a very serious criticism of American methods, and cer-
tainly is not the policy that insures success in securing and holding
foreign trade. No manufacturer should be indifferent to inquiries
from abroad. If he cannot supply the needs-of his inquirers, he
certainly should respond to their letters and rather cultivate than
antagonize the people with whom he may be glad to do business
some day.
The music industry is not exempt from these criticisms be-
cause we have received at this office within the past three months
a number of letters from merchants in England, Spain, France,
South American countries and Australasia in which it is alleged
they had written certain manufacturers regarding musical instru-
ments and had never received a reply. In the music industry to-
day we may not need foreign trade, but some day we may be anxious
to sell our surplus stocks at a fair profit abroad. Courtesy costs
nothing. The expenditure of a five-cent stamp is a worthwhile in-
vestment in getting the good will and friendship of those who make
inquiries from foreign' countries. Ignoring letters from reputable
merchants conveys the idea that we are boorish, egotistical and in-
different when', as a matter of fact, the neglect is due not to these
causes, but to sheer laziness or a lack of concentration.
JAMES F. BOWERS' GOLDEN JUBILEE
HALF century spent in the faithful service of one trade and in
one institution is a record worthy of comment under any
circumstances, and to spend that half century, as James F. Bowers
has spent it, working constantly and energetically in the cause
of better things both for the house he now serves as president and
for the industry in which he has been a shining light, is an event
of distinct and country-wide importance.
The group of friends who surrounded Mr. Bowers at the din-
ner given in his honor on Wednesday last week simply expressed
the esteem in which Mr. Bowers is held by members of every
branch of the music industry. Mr. Bowers owes much of both his
commercial and social success to his ability to make a pleasure out
of business, to smooth out the rough places with his naturally pleas-
ing wit, whether it be in the service of Lyon & Healy or of the several
trade associations in which he has held, and still holds, important
executive positions.
Mr. Bowers' rise from errand boy to the head of the great
house of Lyon & Healy has so often been told that it is doubtless
familiar to every member of the trade, but the splendid qualities-
of heart and mind that won success for him are best known and
appreciated by those with whom he has come into contact during
his many years of trade activity. It is to be sincerely hoped that Mr.
Bowers' fiftieth anniversary will be but a milestone to mark the
road to a long life of activity in the interests of the industry with
which he selected to cast his lot.
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