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THE
MUSIC
TRADE
REVIEW
PUBLISHED BY EDWARD LYMAN BILL, Inc.
Pretidcnt 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, Wm. A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
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r l a j c l - I ldllU OUU
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tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
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Vol. LXX1V
NEW YORK, MARCH 18, 1922
No. 11
A SOURCE OF SALES IDEAS
T
HE announcement of the preparation of a number of merchan-
dising plans for the benefit of retail merchants by the Trade
Service Bureau of the Music Industry Chamber of Commerce has
been received with particular interest, for what the trade needs right
now are practical and workable ideas and suggestions that will tend
to create a greater volume of sales.
Some time ago the secretary of the National Association ot
Music Merchants collected a great quantity of sales information and
business forms from the progressive members of that body, a-nd if the
Trade Service Bureau in turn can, through its widespread affilia-
tions, gather and then distribute more worth-while information of
this sort, it should unquestionably have a good effect.
There are plenty of opportunities just now for utilizing practical
selling information to advantage, and if the successful experience of
one music merchant in utilizing new methods can be placed at the
service of other members of the trade then the industry as a whole
will be benefited. What is needed now is not so much statistics re-
garding production but practical helps for selling. If the sales can be
increased the production will take care of itself.
MARCH 18, 1922
cal instruments. The new French body is modeled closely along the
lines of the British Federation and is therefore similar in its make-
up and functions to the Chamber in this country.
This development of the central organization idea in the music
industry of the various countries is of particular interest, inasmuch
as it is calculated to promote closer harmony among the various fac-
tors of the industry that in the past have not co-operated to the full-
est extent along certain lines. We in the United States have long
ago realized that while the Chamber of Commerce may not be ex-
pected to revolutionize trade practices or to accomplish the impos-
sible in bringing business into the stores of the dealers, such an or-
ganization, representing as it does the entire industry, is calculated
to make a deep impress upon the public at large and upon competing
business interests and refle'ct most emphatically the importance and
scope of the industry as a whole.
Americans, for the most part, did not begin to realize the amount
of money invested in the production of musical merchandise, or the
annual output of such instruments, until the Chamber of Commerce
placed the facts before them. It is probably with the idea of accom-
plishing much the same result that England, and now France, have
followed the lead. Germany is engaged in forming a similar organi-
zation, and the music trade interests in other countries have an inclina-
tion toward organization.
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REVIEW
BUSINESS AND CONGRESS
T
HERE is no question but that much of the continued business de-
pression in certain lines can be laid directly at the doors of Con-
gress, for the procrastinating tactics of the national legislators, the
constant playing of politics, have served to keep business interests on
the anxious seat, uncertain as to how new legislation would affect
their interests and therefore uncertain as to what plans to make for
the immediate future.
First came the revision of the revenue bill, which kept business
interests in a turmoil for several months, each line of trade endeav-
oring to prevent discrimination against it and to receive favorable
consideration in tax assessments. Following the revenue bill came
the tariff, and for several months Congress has been mulling over
that while foreign trade has waited for some final decision. It is now
reported that the final drafting of the tariff bill is in sight and that
definite action may be expected in a week or so, which should prove a
stimulus to business.
There still remains the bonus legislation, and while in this con-
nection the average citizen does not envy the position of the Con-
gressman or Senator who, between the soldier vote and the business
vote, does not know which way to jump, there is a definite desire to
have the matter settled once for all. It is to be hoped that the bonus
question will be the last big disturbing factor in national legisla-
tion for some time to come, in order that business men may make
their plans without fear of what burdens the politicians may saddle
on them.
THE COMING PLAYER-PIANO WEEK
T
l I E success of I Mayer-Piano Week held last year seems to in-
dicate that a similar celebration scheduled for this year, from
April lOth to 22nd, should prove of particular and unusual interest
and be given the support deserved by any movement calculated to
bring musical instruments more forcibly before the buying public.
There has been developed, without doubt, a tremendous amount
of interest in music as such, and the sellers of musical instruments
naturally will reap some benefit from that interest almost without ef-
FOREIGN COUNTRIES FOLLOWING OUR LEAD
fort, but to capitalize what has been done for music advancement to
t\\c
fullest extent it is necessary for the members of the industry to
HE idea of bringing together national music trade interests into
prepare
and carry out a direct "tie-up" campaign. Player-Piano
one central organization along the lines of the original Music In-
Week,
although
sponsored by one company, is deserving of the un-
dustry Chamber of Commerce in the United States appears to be
selfish
support
of
every factor in the industry, for it means a practi-
spreading quite generally throughout the world. After a close study
cal
plan
for
creating
actual player sales out of the existing interest in
of the Chamber of Commerce here, there was organized in Great
music.
Britain the British Federation of Music Industries, which included
The preliminary plans for the Player-Piano Week Campaign
many of the divisions and departments found in the American or-
have
been carefully prepared, and it is safe to predict that the
ganization.
number
of dealers participating therein will be greatly in excess
Now comes the report of the organization in France of the
of
the
same
number last year. There is still much education regard-
"Union of Makers of Musical Instruments," which takes in the piano
ing
the
player
to be given to the general public, and this Player-
and organ manufacturers, talking machine manufacturers, music
Piano
Week
Campaign
is intended primarily to acquaint the public
publishers, piano dealers and music merchants, music printers, per-
with
facts,
instead
of
fallacies,
regarding the player as a medium for
forated music manufacturers, stringed instrument makers and prac-
genuine
musical
enjoyment.
tically every trade connected with the production of music or musi-
T