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THE MUSIC TRADE REVIEW
REVIEW
PUBLISHED BY EDWARD LYMAN BILL, Inc.
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Departments conducted by an expert wherein all ques-
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Exposition Honors Won by The Review
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Paris Exposition, 1900 Silver Medal. ..Charleston Exposition. 1902
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No. 24
Vol. LXXI
1920
organize towards a common goal without treading on each other's
toes or duplicating effort. It is certain that none of the established
bureaus has suffered by being made part and parcel of the Chamber,
and equally certain on the face of it that all have been affected
advantageously in numerous instances.
Articles regarding what the Chamber itself and its bureaus have
done and plan to do for the cause of trade development are to be
found in various sections of The Review this week, being divided so
that the story of each division of the work may be studied by itself
and without conflict with the main organization, or other bureaus.
Members of the trade who have been contributing to the support of
the Chamber owe it to themselves to study these articles and acquaint
themselves with what has been done and what is planned for the
future.
READJUSTMENT AND THE FARMER
EDWARD VAN HARLINGEN, V. D. WALSH, E. B. MUNCH, L. M. ROBINSON, C. A. LEONARD,
EDWARD LYMAN BILL, SCOTT KINGWILL, THOS. W. BRESNAHAN, A. J. NICKLIN.
l e t a o i c d i lfeparuneuis
DECEMBER 11,
T
H E R E are certain music dealers in the cotton-growing sections
of the South and in the wheat-growing sections of the West,
who are finding it hard to do business with the farmers, or to make"
collections on sales already consummated, who will perhaps not agree
with J. Harry Shale in the views expressed by him in The Review
this week. The music merchant whose pocketbook is most likely to
be affected when the farmer is called upon to take a loss during the
period of readjustment may naturally be expected to sympathize with
his customers in a considerable measure, but the trade as a whole must
admit that there is considerable logic in Mr. Shale's stand.
It is human nature for the reformer to expect the other fellow to
stand most of. the burden, and we find business men who, while
protesting their inability to make adjustments, are quick to point out
how other industries should take such steps. Readjustment, however,
must begin at the bottom. If supplies are to be reduced, raw materials
must be cheaper. If labor is to take a cut, living costs must be made
lower. Logically, the work of readjustment should start with the
agriculturists, and Mr. Shale has hit the nail on the head in setting
forth this fact.
THE PASSING OF AN HONORED VETERAN
NEW YORK, DECEMBER 11, 1920
T
entire
|j
industry its hearty greetings, with the sincere uuh i
that every member thereof may enjoy in fullest j |
measure the happiness of a most Merry Christmas. §
y
HIGH PRICES MEAN GOOD TIMES
NE real veteran of the trade, a Western piano maker, is firm in
his conviction that falling prices are not likely to greatly benefit
the industry by bringing increased demand. This particular man is
familiar with conditions following the Civil War, with the various
financial panics that have occurred since then, and following the
Spanish War. In every case when the high-priced era existed the
piano business was good and the free bread line and list of unem-
ployed amazingly small. The experience we all have been going
through during the last few years would seem to confirm his idea.
We have all been complaining about the H. C. L., but it is neverthe-
less true that there has been more than enough work for everyone
to do. Possibly if business men generally become impressed with
the idea that high prices mean good times the era of slashing prices
which is now rampant will soon subside and a normal condition
obtain.
O
T H E REORGANIZED CHAMBER OF COMMERCE.
T is now nearly a year since the work of reorganizing the Music
Industries Chamber of Commerce was started, following the ap-
pointment of Alfred L. Smith as general manager. It was main-
tained at that time that what was needed was not a music man to
experiment in organization work, but rather a specialist in organizing
to put his knowledge into the work.
The trade for the most part has been kept well informed of
the progress made by the Chamber of Commerce during the year and
of the centralization of the work in order that all departments might
I
HE recent death of William Dalliba Button marks the passing
of a real veteran of the piano trade, for Mr. Dutton had, both as
a dealer and manufacturer, been actively and prominently identified
with the industry in the East for over half a century. That he was
a man of broad vision and had the interest of the industry at heart
were evidenced by his active association work in the early days and
his capable administration as one of the early presidents of the
National Piano Manufacturers' Association at a time when the
value of association work was not recognized as it is to-day.
His experience as a retailer in Utica and Philadelphia qualified
him, as a manufacturer, to take the position of the retailer into con-
sideration in the conduct of his affairs. Courtly and keen-minded.
Mr. Dutton was the type of man that reflects credit on the industry.
THE VALUE OF SHORT TERMS
N
O better argument for the shortening of terms on instalment
sales is to be found than that offered by the difficulty being
experienced in making collections in many sections of the country.
There are a number of piano merchants who apparently accept the
situation in the matter of collections in a spirit of resignation, as
though it was something that had to be endured. There are others,
however, who go after their money regardless of local conditions.
The facts of the matter are these: If substantial payments are
demanded in the first instance, the purchaser will soon have so large
an equity in the instrument he will hesitate to risk repossession
because of lapsed payments. If, on the other hand, the payments are
small it means heavy collection expense, and the dealer finds himself
in a position where he faces a loss if he is forced to take back the
instrument. More than one dealer has found that proper effort will
bring in the money regardless of general conditions. The average
working man nowadays is not on his uppers after a few weeks of
idleness, or part-time work, and it is easier for him to meet his obli-
gations when the amounts are small than, to hold off until a substantial
balance has been built up. If the purchaser cannot pay $10 or $15 one
month it is not likely he will be able to pay $30 or $40 a couple of
months hence. The small amounts are the ones that require watching,
for the average man is inclined to neglect them as being unimportant.