Music Trade Review

Issue: 1921 Vol. 73 N. 4

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
MUSIC
TRADE
REVIEW
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; Secretary, Edward Lyman Bill, 373 Fourth Ave., New York;
Assistant Treasurer, Win. 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 Staii
EDWARD VAN HARUNGEN, V. D. WALSH, E. B. M U N C H , L E E ROBINSON, C. R. T I G H E ,
EDWARD LYMAN BILL, SCOTT KINGWILL, THOS. W. BRESNAHAN, A. J. N I C K L I N .
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NEWS SERVICE IS S U P P L I E D WEEKLY BY OUK CORRESPONDENTS
LOCATED IN T H E 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.
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REMITTANCES, in other than currency forms, should be made payable to Edward
Lyman Bill, Inc.
Departments conducted by an expert wherein all ques-
and
tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
p
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.
Exposition Honors Won by The Review
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LONG DISTANCE TELEPHONES—NUMBERS 5982—5983 MADISON SQ.
Connecting all Departments
Cable Address: "Elbill, New York"
Vol. LXX1II
NEW YORK, JULY 23, 1921
No. 4
THE NEED FOR CONFIDENCE
B
USINESS confidence is urged by the Sell Now League through
its chairman, J. Mitchell Thorsen, business manager of the Cos-
mopolitan, who makes public a statement from one of the members
of the league committee, J. H. Tregoe, secretary-treasurer of the
National Association of Credit Men, who says:
"Immediately following the signing of the armistice we were
cursed with overconfidence and are now retarded by underconfidence.
Business in its personal elements rests for success on confidence..The
nation has a bad case of nerves. It should be removed and can be
removed by the proper psychological attitude. We must have confi-
dence in the nation itself.
"It isn't the time for idleness, for laziness, for waiting, but the
time for real application, for stimulation, for the expression of our
firm beliefs and for the restoration of confidence. As soon as we
have restored confidence to prices and brought peace to the world the
wheels of industry will turn and we shall see one of the finest periods
of prosperity the nation has ever enjoyed."
SALESMANSHIP THE GREAT ESSENTIAL
ALESMANSHIP is unquestionably the most important factor
in the successful reconstruction of business, the campaign for
which is now under way. It has been given a pre-eminent position
by the different leaders of the Nation who realize that sales must be
made before the factory wheels can turn, hence the great burden
rests on the shoulders of the salesmen of America to keep the plants
of the Nation busy the coming Fall. And salesmanship to-day calls
for a type of men who can conceive ways and means of working out
the great problems that confront us.
Thousands of dealers to-day are postponing the purchase of
goods simply because they haven't been convinced that it is wise for
them to buy now. They must be convinced to the contrary—they
must be made to realize that it is their duty to place orders and keep a
fair stock of goods on hand to meet the demands of the public, but
more particularly to enable the manufacturers to make up stock in
S
REVIEW
JULY 23, 192!
sufficient quantities to supply the needs of the dealers later in the
year, when business shows a greater degree of activity.
A rather timely comment along this line was that which ap-
peared in the current issue of Printers' Ink Monthly from the pen
of Win. Maxwell, vice-president of Thos. A. Edison, Inc., who
pointed out that "During the past five years the sales sense of the
Nation has gone to sleep" and along this line he further remarked :
"During the next twenty years, at least, salesmanship is going to be
the most important of all professions. The very salvation of the
world depends upon better salesmanship—and the nation that serves
best and sells best will be the most prosperous in this new world.
Yankee salesmanship used to be on a par with Yankee inventiveness.
Too much Government in business, the ease with which merchandise
sold itself during the inflation period, and numerous other causes
seem largely to have robbed us, as a people, of our sales instinct."
FEDERAL AID FOR BUSINESS MEN
T
H E suggestion made by Secretary Hoover of the Department of
Commerce to the effect that the powers of the Federal Trade
Commission be revised with a view to making that body of more
constructive service to business men in advising them what constitutes
violation of the various laws on restraint of trade, rather than as
at present of simply harassing business interests for alleged violation
of such laws, seems to be a move in the right direction.
There has been ample evidence in the past of the fact that vari-
ous industries have not hesitated to go as far as the law allows and a
little further in fixing prices against the interests of other industries,
individuals and the country at large, and it is proper and right that
they should be punished. The fact remains, however, that price dis-
cussions are absolutely necessary in many industries, and at times
these discussions have been declared in violation of the law despite
the attempts of the organizations to keep within legal limits.
If, as suggested, the powers of the Federal Trade Commission
can be revised to enable that body to really assist business men in
looking after their interests through trade associations it will mean
the end of much expense in investigation and litigation on the part
of the Federal authorities and a chance for business men to know
to what limit they may go in organization work. It will, in fact, be
a great forward step in the much-heralded co-operation between
Government and industry.
NOW COMES THE OFFICIAL "GREETER"
A
P R O M I N E N T Western retail music house has just hired a com-
petent former saleswoman to act as an official "greeter" and has
by that action presented an idea that should interest other progressive
concerns in the trade. The "greeter" in this particular instance is
charged with seeing to it that every visitor to the store is received
cordially, made to feel at home and otherwise insured of a welcome
that is calculated to promote regular patronage. And regular patron-
age is particularly valuable just now.
Having been a saleswoman, the "greeter" in this case is quali-
fied to meet visitors properly and, not being charged with the actual
work of selling, is free to see to it that the customer is accorded the
proper attention even before the salesperson can take charge. The
idea is not exactly original, for similar positions are maintained in
other lines of trade, but it is new in the music trade, and should find
favor, especially with those big establishments where the visitor is
called upon to pass some distance into the store before coming in
contact with the salesperson.
The average customer naturally likes to receive attention and if
properly welcomed at the door of the store, and directed, if not
escorted, to the proper section where the desired articles may be
obtained, soon gets the feeling that his, or her, trade is worth while.
It keeps the customer interested, too, while waiting for some busy
salesperson to find time to give the visitor attention.
Another store in the West has worked along different angles. In
this case a woman has been employed for some time making a close
inspection of the facilities of the store where she is employed and
then visiting similar establishments in the same and neighboring cities
with a view to getting ideas regarding improvements that may be
made in her own establishment. This is the proper idea if the retail
store is to be kept well in line with the others of its class. It means
knowing what the other fellow is doing and then trying to improve
upon that work.
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
JULY 23,
1921
THE
MUSIC TRADE REVIEW
MICHIGAN TO CELEBRATE A STATE-WIDE MUSIC WEEK
MERCHANTS FAVOR SALES TAX
Robert Lawrence, of the National Bureau for the Advancement of Music, Completing Plans
Whereby Thirteen Cities in Michigan Will Hold Music Week Festivals Beginning October 16
Sentiment of Merchants' Association Members
Sounded by Means of Postal Card Ballot
All preliminary arrangements have been com-
pleted in the leading thirteen cities of Michigan
for the first State-wide Music Week in the his-
tory of this or any other country, according to
Robert Lawrence, of the advisory staff of the
National Bureau for the Advancement of Music
of the Music Industries Chamber of Commerce,
organizing director of the event, who returned
to New York this week after an exhaustive pre
liminary survey of the field.
For four weeks Mr. Lawrence traveled ovei
the State organizing activities for Music Week
in the following cities: Detroit, Grand Rapids,
Lansing, Saginaw, Highland Park, Bay City,
I'ort Huron, Flint, Battle Creek, Kalamazoo,
Jackson, Ann Arbor and Pontiac.
On August 28 Mr. Lawrence will return to
Michigan with an assistant organizing director
and three instructors to open an eight weeks'
campaign of instruction for song leaders and
otherwise prepare the State for the big Music
Week, which will open October 16, with all
schools of the thirteen cities co-operating.
The assistant organizing director will be Miss
Alice Pollock, secretary of the community
center department of the public schools of the
District of Columbia, who was secretary of the
recent Music Week in Washington.
WILBUR TEMPLIN FORMAL OPENING
OLD INSTRUMENTS IN MUSEUM
Great Send-off for New Store in Mishawaka—
Branch of Templin Store in Elkhart
Organ and Melodeon Transported Across
Plains Nearly Fifty Years Ago on Exhibition
MISHAWAKA, IND., July 18.—The new Wilbur
Templin music store, 117 Lincoln Way East,
was formally opened last Saturday with an elab-
orate musical program, attended by close to
3,000 people. The store is a branch of the
Templin Music Co., of Elkhart, Ind., and is
under the management of P. B. Lynch, who is
assisted by E. D. Duke, salesman; Miss Minnie
Beehler, pianist, and Mrs. Walter Jieffer, sales-
woman.
A number of employes from the Elkhart store
assisted in receiving the guests. Each guest
was given a favor in the shape of a rose. Those
who contributed to the musical program were
Dick Lucke, of Elkhart, xylophone; Miss Eileen
Webster, soprano soloist; Miss Hildred Helme,
piano accompanist, and Miss Esther Templin,
violin soloist. Mrs. Margaret Corcoran pre-
sided at the piano.
• The Templin store has been established in
Mishawaka about two years. The firm handles
fifteen lines of pianos as well as various makes
or talking machines and other musical instru-
ments. It previously occupied part of a build-
ing at 134 Lincoln Way East.
Two fine specimens of musical instruments of
a period dating back nearly fifty years have
been presented to the State Museum of Colo-
rado by descendants of pioneer citizens. One of
the instruments is a "Seraphim and Aeolian"
type five-octave organ, which has two sets of
reeds, producing three different tones. This in-
strument was manufactured by Foster & Keene,
of New Hampshire, and was probably the first
ever brought to Colorado. It was transported
across the plains in a small wagon train, which
was attacked by Indians. The men in charge of
the caravan were massacred and the wagons
plundered, but, curiously, the organ was left
undisturbed. About ten days later it was
brought to Denver by a rescue party and sold
to a pioneer in that city.
The other instrument is a quaint little port-
able melodeon, which when folded is about the
size of a suitcase. It was brought across the
plains from Canada by Solomon Cline, a vocal
teacher, in 1867. Parker E. Cline, son of the
original owner, and a prominent rancher near
Brighton, loaned the instrument to the museum
for exhibition.
The Merchants' Association of New York has
declared itself in favor of the repeal of the
Excess Profits Tax on corporations and in favor
of a sales tax on all turnovers of goods, wares
and merchandise, provided that a sufficient
amount of revenue will be produced by this tax
at a rate of not more than \ l / 2 per cent. If this
tax proves insufficient a tax on all turnovers is
favored by the Association.
The stand taken by the Board of Directors for
the Association is the result of two tests of
sentiment regarding Federal taxes. One of
these tests took the form of a hearing given by
the Committee on Taxation and the other was
made by sending postal card ballots to every
member of the Association, with the result that
459 ballots favored the repeal of the Excess
Profits Tax. Acceptable ballots received num-
bered 573. Thirty-eight favored retention of the
war taxes on business, including an increase of
the income tax on corporations. Three hundred
and fifty-nine ballots were returned in favor of
the repeal of war taxes on business and the
substitution of a sales tax at a low rate on all
business transactions to replace revenue lost by
repeal and shrinkage. One hundred and nine-
teen voted for a tax on retail sales only; 118 for
a sales tax on each turnover of goods, wares and
merchandise only, and 187 favored a sales tax on
all turnovers. (This would include all transfers
of property of every kind.)
The Queensborough Chamber of Commerce
has voted in favor of a sales tax on merchandise
only and not on all turnovers. F. Ray Howe,
chairman of the Committee on National Affairs,
in explaining the stand taken by the Chamber,
made the following statement: "As the excess
taxes on various businesses is, with the excep-
tion of one or two articles, a tax on luxuries, we
do not believe anyone would favor the doing
away with this tax and the substitution of a tax
on necessities."
A new music establishment was recently
opened in Bangor, Me., by Clyde A. Wheeler.
INSTALLS PIANO DEPARTMENT
SPANISH GOVERNMENT INCREASES PIANO IMPORT TAX
RACINE, WIS., July 18.—A piano department has
been added to the establishment of the Chris-
tianson Bros. Co., of this city. The store has
been completely remodeled and a full line of
pianos will be handled in addition to talking
machines and records. Nine sound-proof rec-
ord demonstration booths have been installed,
as well as a card system with facilities for han-
dling 25,000 records.
Piano Manufacturers Should File Protests With Federal Government Regarding New Spanish
Import Tax on Musical Instruments—Former Tax Increased Approximately 100 Per Cent
UNCLAIMED IMPORTS INCREASE
WASHINGTON, D. C, July 18.—Imported musicar
instruments and supplies remaining in Govern-
ment warehouses which have not been removed
by consignees are greater than ever before, ac-
cording to a Department of Commerce report.
The value of musical instruments and parts, in-
cluding strings, stored in warehouses awaiting
claimants reached a total of $283,879 on April 30.
NEW BALDWIN AGENTS IN MONTANA
A. J. Davenport, Hamilton, Mont.; H. O.
Ekern, Thompson Falls; H. W. Erdwig, Chi-
nook, and E. Jewell, of Dillon, Mont., were re-
cently appointed agents for the Baldwin Piano
Co.'s line of pianos and player-pianos in the
State of Montana.
William Schmoller, of Schmoller & Mueller,
Omaha, Neb., is on his way to Germany and
other countries in Europe.
THE BEST KNOWN
MUSICAL
NAME
IN THE WORLD.
According to information recently received
from Spain, the Gaceta Olicial, an official pub-
lication of the Government, dated May 19, 1921,
in announcing an increase in the import duties
in general of the Government of Spain, states
that the tariff on pianos has been increased in
the following manner:
"Article 520—grand pianos—Tariff 1, 975
pesetas. Tariff 2, 650 pesetas, plus percentage
for exchange in gold in which the payment has
to be made.
"Article 521—upright pianos, with or with-
out player actions—Tariff 1, 750 pesetas. Tariff
2, 500 pesetas, plus the gold exchange."
Tariff No. 2 applies to goods from the United
States. It is, therefore, to be understood that
grand pianos shipped from this country to Spain,
which were formerly taxed at 325 pesetas, plus
the exchange, will now be 650 pesetas, plus the
gold exchange. Upright pianos and player-
pianos, which formerly were assessed at 250
pesetas gold, will now be taxed 500 pesetas
when shipped from this country.
This is a much higher increase in duties than
was anticipated. When R. Vizcarrondo, of the
export department of the Baldwin Piano Co.,
was in Spain last October the Government was
figuring to increase the import duty only about
20 per cent. Such an increase obviously would not
have been harmful to piano manufacturers in
the United States who are doing business with
Spain, but the new duty is almost prohibitive
and manifestly unfair.
It cannot be said that this is a protective
tariff on behalf of home industries, for it is well
known that very few pianos are made in Spain
by local manufacturers and player-pianos are
not made at all in that country. Nor can this
tariff be due to the increased cost of Govern-
ment operation or living costs, because prices
in Spain are beginning to decline as in every
country throughout the world.
\t behooves American manufacturers of pianos
and players doing business with Spain to pre-
sent their views on this subject to the Secre-
tary of the Treasury of Spain through our diplo-
matic representatives in that country and also
bring the subject to the attention of our Gov-
ernment at, Washington. Whatever is done
should be done quickly.
The United States has been building up a
very excellent trade in musical instruments with
Spain. The people of that country seem to like
not only our pianos and players, but our smaller
types of musical instruments, and it is too bad
that a tariff so manifestly drastic amd prohibitive
should be put through at a time when the peo-
ple of that country desire musical instruments,
particularly of the American type, which make
such a favorable appeal.
THE BEST PROFIT
PRODUCER FOR THE
DEALER IN THE TRADE.

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