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THE
MUSIC
TRADE
KLVttW
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; Secretary, Edward Lyman Bill, 373 Fourth Ave., New York;
Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
WILSON D. BUSH, Managing Editor
CARLETON CHACE, Business Manager
L. E. BOWERS, Circulation Manager
Executive and Reportorial Staff
EDWARD VAN HARLINGEN, V. D. WALSH, E. B. MUNCH, C. A. LEONARD, LEE ROBINSON,
EDWARD LYMAN BILL, SCOTT KINGWILL, THOS. W. BRESNAHAN, A. J. NICKLIN.
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NEWS SERVICE IS SUPPLIED WEEKLY BY OUR CORRESPONDENTS
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under the Act of March 3, 1879.
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Departments conducted by an expert wherein all ques-
PI
Pi an A allU
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tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
y
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.
MARCH 12, 1921
the holding of exhibits at the Hotel Drake, the convention head-
quarters in Chicago, during the period of the convention in May, will
be received with satisfaction by a number of manufacturers of pianos
and accessories and with a certain amount of interest by other mem-
bers of the trade.
The question of exhibits at the convention headquarters has
caused a good deal of discussion this year, owing to the fact that
the Drake is some distance from the business center of Chicago and
from other hotels, and would-be exhibitors were puzzled as to just
how to take advantage of the presence in Chicago at that time of
some hundreds of retailers from all sections. It^was maintained by
the association heads that exhibits in the convention hotel served to
detract attention from the business sessions, while, on the other hand,
the exhibitors pointed out that the effect upon the attendance at the
meetings would probably be worse if retailers were inclined to go
to hotels and warerooms in the Loop District to see the new things
offered by the manufacturers.
Unless we are mistaken, the resolution of the Merchants' Asso-
ciation in opposition to exhibits in the convention hotel was passed
primarily in order that those who paid substantial sums for space in
the regular show might not be faced with the competition of others
who displayed their lines at the convention headquarters. There
being no show this year removes one of the objections.
While from the association point of view exhibits may, and do,
serve to detract attention from the convention sessions, it is but
natural that the manufacturer should endeavor to bring his product
to the attention of some hundreds of visiting retailers at a time when
they have the leisure and inclination at least to look, if not to buy.
Not only will actual orders be welcomed, but the saving in traveling
expense that would be required to visit each of the dealers per-
sonally in his home city is a factor worthy of consideration.
Exposition Honors Won by The Review
Grand Prix
Paris Exposition, 1900 Silver Medal.. .Charleston Exposition, 1902
Diploma
Pan-American Exposition, 1901 Gold Medal
St. Louis Exposition, 1904
Gold Medal—Lewis-Clark Exposition, 1905
LONG DISTANCE TELEPHONES—NUMBERS 5982—6983 MADISON SQ.
Connecting all Departments
Cable address: "Elbill, New York"
REVIEW
SALESMANSHIP TO THE FORE
T is significant that in the reports of a number of piano and music
merchants who have lately indulged in bargain advertising of
a more or less sensational character, although not without the pale,
it is evident that this form of advertising has not served to stimu-
Vol. LXXII
NEW YORK, MARCH 12, 1921
No. 11
late sales sufficiently to recompense for the expense and loss of profit
involved.
COMPLICATING THE TAX SITUATION
This fact may be taken as proof that the attitude of the public
H E announcement by the Chamber of Commerce of the United
toward buying is not due entirely to the question of prices, but rather
States that its referendum sent out to members some time ago,
to a spirit of conservatism that is making itself felt to the disad-
suggesting that excise taxes be put on a number of special articles
vantage of business generally. Bargain advertising, of itself, seldom
under the revised War Revenue Bill, had been carried by a small
proves profitable except in cleaning up stocks of old or used instru-
majority serves to complicate the tax situation for the music industry,
ments and its chief value lies in bringing prospective purchasers into
as well as for other trades, which at the present time are burdened
the store that they may be persuaded to buy instruments in the regu-
with excise taxes or are threatened with such a burden.
lar line and at regular prices. Bargain advertising recently has not
accomplished
that result, which would indicate that, although it may
The Music Industries Chamber of Commerce was quick to
apparently
stimulate
business temporarily, it leaves the retailer very
realize the dangerous character of the referendum because of the
little
better
off
than
he
was before the stimulant was administered.
fact that in making the recommendations for excise taxes no special
According to a prominent traveler who has just returned from
products were named, thus leaving the selection of such products to
a trip through the Middle West, during which he made a close study
the questionable judgment of members of Congress or other inter-
ests. Protest was immediately made to the national Chamber, and
of retail conditions and practices, it is the old-time intensive, solid
salesmanship that is getting what business there is to be gotten. In
the attention of Chambers of Commerce, business organizations and
members of the trade was called to the danger that lurked in the other words, the dealer or salesman who waits for the spirit to move
referendum.
In spite of these efforts the referendum has been "the prospect to come in and ask for an instrument is losing out
adopted.
against the fellow who goes into the home and persuades the pros-
pect of three things: first, that he needs a piano; secondly, that he
In view of the situation as it now exists members of the indus-
can pay for it without difficulty; thirdly, that he must have it at
try must, in the carrying on of their tax fight, see to it that this
once. Under existing conditions this means real salesmanship.
referendum of the Chamber of Commerce of the United States is
discredited at every opportunity. Innocent enough, perhaps, in its
BETTER CONDITIONS NOW IN SIGHT
original conception, it is so phrased that it represents a real menace.
This instance proves again that in endeavoring to protect the industry
/ - \ N E of the most encouraging indications of better business in
from unfair taxation not only must Congress be watched and appealed
^ - ^ the immediate future lies in the fact that commodity prices
to, but special attention must be paid to the host of self-appointed
have touched, or will soon touch, a technical "bottom" which will re-
tax advisers, who seek to solve the nation's problems in such a way
sult in stabilization of business generally and a resumption of buying
that they themselves will be subjected to only a minimum share of
in all lines. Cotton has reached eleven cents a pound, copper is around
the burden. It frequently happens that the most innocent-appearing
twelve cents, wool is heartbreakingly low from the producer's stand-
suggestion can be so interpreted as to prove most dangerous to the point, rubber is quoted at below the cost of production, sugar, coffee
interests of the music industry and other trades.
and leather are rising slightly from the sub-bottom'' prices reached
I
T
EXHIBITS AT CONVENTION HEADQUARTERS
T
H E decision of the executive board of the National Association
of Music Merchants to withdraw the objections of that body to
in their headlong decline, and with lower prices for basic steel prod-
ucts already appearing on the horizon it is evident that the general
decline has about run its course, and a resumption of buying and of
business generally can be safely and sanely expected.