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THE
MUSIC
TRADE
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer. C. L. Bill, 373 Fourth Ave., New York; Vice-President,
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• 19 j d ~riiMU OLllU
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LONG DISTANCE TELEPHONES—NUMBERS 5982—6983 MADISON SQ.
Connecting; all Departments
Cmble Address: "Elblll, New York"
Vol. LXXIV
NEW YORK, APRIL 22, 1922
No. 16
REVIEW
APRIL 22, 1922
calculated to prove more or less permanent for the reason that, hav-
ing once established a maximum degree of effort, members of the
sales staffs are bound to a greater or less degree to maintain at least
a semblance of their contest energy.
Competition is just as desirable within an organization as it is
between rival organizations, for it serves to keep staff members on
their toes and provides pacemakers, as it were, for those who need
some definite stimulus to put forth the best that is in them. It is
significant that the concerns that have put over the contest idea with
their sales staff have not only registered big business totals, but have
promoted general satisfaction by enhancing individual incomes over
a given period. It is a proposition that works to the advantage not
only of the house but of the salesmen.
EXPORT TRADE ON THE MEND
CCORDING to those who have been in close touch with the
foreign trade situation the turning point seems to have been
reached in the import and export field, and the tendency now is
distinctly towards business improvement despite such handicaps as
the delayed Tariff Bill and other factors.
Recent reports from the Department of Commerce indicate
that there is a genuine reason for this confidence in business im-
provement, for figures show that exports during the month of March
aggregate $332,000,000, the highest since October, 1921; the im-
ports amounted to $258,000,000, the greatest since December, 1920.
The trade balance of $74,000,000 in favor of the United States shown
by the figures is the largest since November, 1921, when the total
was $83,000,000, and shows a substantial gain over the $35,000,000
trade balance in February.
Those who have given the figures consideration feel that there
is a real basis for optimism, but likewise feel that future develop-
ments must be awaited and considered before any surety can be felt
that the improvement will be permanent. The Secretary of Commerce,
however, reports a general increase in foreign trade opportunities
and other encouraging signs.
A
SUPPORTING GRAND OPERA
T
HE earnest support given to grand opera and to public musical
affairs generally by members of the music industry in various
THE REVISED TARIFF BILL
localities is simply a matter of good judgment, but that music mer-
H E unusually comprehensive presentation in The Review last
chants can realize the real value of general musical work in their
week of the revised tariff bill as submitted to the Senate by the communities and testify to that realization by contributing real money
Senate Finance Committee, with full details regarding the proposed
to the support of such work is a tribute to their business vision.
methods for arriving at a just valuation of imported goods, and par-
In Portland recently the various music houses were heavy sub-
ticularly the comparisons made between the Senate bill and the scribers to the substantial fund necessary to provide a guarantee
House bill and the acts of 1909 and 1913, has aroused much interest
sufficient to bring the Chicago Opera Company to that city, and in
in the music trade, for it serves to give to the members of the in- other centers where it has been considered advisable to have a season
dustry some idea of just how they are likely to be served in the new of opera the music trade has been equally earnest in its support.
tariff measure.
Most recently comes the report of efforts being made in Mil-
waukee to provide a season of municipal Summer opera under the
i
The draft submitted by the Senate Finance Committee has not
auspices of the Milwaukee Association of Commerce, which indi-
in any sense met with general approval, for, although there are those
cates
that not only the makers and sellers of musical instruments be-
who believe it is calculated to give a just measure of protection to
lieve
in
the value of such work, but that business men generally have
American industries, there are others who see in the bill an attempt
come
to
a realization of what music means to a community.
to build up a tariff wall that will serve to cut imports down to a mini-
The time is past when the member of the music industry who
mum and have a serious effect upon foreign trade in general, both im-
seeks to progress can simply move within his own sphere and give
port and export.
his attention entirely to the details of his own business and within
What is questioned particularly are the various means provided
his own establishment. The spirit of the times demands a broader
for ascertaining the fair valuation of imported products under va-
view of business possibilities and of the individual's obligation to
rious conditions, and there are those who see in the various para-
support those things that make for greater business development.
graphs many opportunities for placing on the importer tariff burdens
not contemplated in the bill proper.
CONCERNING SPRING AND SPRING
So far as the music industry is concerned, the new Senate Tariff
Bill provides a number of interesting changes in the schedule found
PRING is here, as the poet says, and with Spring comes Spring
in preceding acts and, taking everything into consideration, has in-
fever usually. We are aware that in Spring, beautiful Spring, it
creased the average tariff considerably in favor of the American
is not easy to work very hard, but we shall be excused we hope for
manufacturer. The bill is a long way from becoming a law, how- remarking that the present Spring is one which will need a little
ever, and there may be many important changes made in it before
less Spring fever and a little more spring-board. You know what a
it reaches the President, some time or other, for his signature.
spring-board is: something that you used to take-off from when you
wanted to get a long jump out into the lake on a fine Summer's
STIMULATING SALES THROUGH CONTESTS
day. Well, we need a spring-board for business just now. Perhaps
the fine Spring weather will encourage us to spring to work early
HE idea of a contest among salesmen for the purpose of stimu-
and
spring from place to place rapidly, till we have stirred up enough
lating their selling efforts and building up a more substantial
business
to make Spring as gladsome commercially as it usually is
volume of business has worked out most successfully with a number
out-of-doors.
of concerns, and it is reported that the results of such contests are
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