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THE MUSIC TRADE REVIEW
(Registered in the U. S. Patent Office)
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York;
Vice-President,
. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
ourth Ave., New York; Secretary, Edward Lyman Bill, 373 Fourth Ave., New York;
i Assistant
Treasurer, W o . A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, bRAID WHITE, Associate Editors
WM. H. McCLEARY, Managing Editor
CARLETON CHACE, Business Manager
L. E. BOWERS, Circulation Manager
Executive and Reportorial Staff
E. B. MUNCH, ARTHUR NEALY, V. D. WALSH. EDWARD VAN HARLINGKN, LEE ROBINSON,
JOB. A. MULDOON, THOS. A. BRKSNAHAN, E. J. NEALY, C. R. TIGHE, A. J. NICKLIN
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Entered as second-class matter September 10, 1892, at the post office at New York, N. Y.,
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Exposition Honors Won by The Review
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Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1902
Diploma.... Pan- American Exposition, 1901
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St. Louis Exposition, 1904
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Vol. LXXVI
NEW YORK, APRIL 14, 1923
No. 15
CO-OPERATION NECESSARY FOR EVEN ORDERING
HE REVIEW has for some time past emphasized consistently
T
the wisdom of music merchants averaging their orders as
evenly as possible throughout the year in order to keep their stock
on a more secure basis and enable the manufacturer to operate his
plant with greater regularity and consequently on a sounder
economic basis.
That the doctrine of regular ordering is sound is indicated in
the report issued recently as a result of the Conference on Un-
employment, in the course of which the question was studied from
all angles for over a year. It was the consensus of opinion of the
committee that the unemployment problem was due in no small
measure to the practice of retailers in ordering heavily during boom
periods and stopping their buying entirely during periods of depres-
sion, rather than averaging their orders so as to run along evenly
during good and bad periods, thus being willing to carry some stock
on hand and possibly stand a fair proportion of losses during the
off-time in business.
This question of keeping the industry sound and balancing de-
mand and production as far as possible to the greatest advantage
of all concerned is one that rests with both the manufacturer and
the retailer on practically an even basis. The manufacturer cannot
be expected to do all the gambling and carry heavy reserve stocks
for the sake of protecting the dealer who is afraid to trust his
business future and order ahead, nor can the retailer be expected
to load up heavily to oblige the manufacturer. It is by co-operation
that the problem will be solved.
THE FOUR SUBJECTS AT THE CONVENTION
N announcing the four principal subjects that will be discussed
at the coming convention in Chicago the officials of the National
Association of Music Merchants have succeeded in covering a wide
territory and if full advantage is taken of the possibilities of the
questions involved material of distinct value to music merchants
generally should come out of the meeting.
The subjects so far announced include salesmanship, the
trade-in problem, the better homes movement and music advance-
ment. The first subject, salesmanship, is naturally dominant in
the trade at all times, and has to do with the actual distribution of
I
APRIL 14,
192.*
the products of the factories. The trade-in problem, as has been
pointed out by The Review on several "occasions, is also a vital
one, as it has to do with receiving proper profits under conditions
where much of the business consists of replacements rather than
of straight outright sales. In supporitng the better homes move-
ment the music merchants are working directly toward the develop-
ment of new fields for the sale of the goods they have to offer.
The support of the music advancement propaganda is logical
because it is calculated to increase the possible number of customers
for the future.
If the four subjects listed are discussed thoroughly from all
angles they, coupled with the routine convention proceedings,
should serve to provide material for a number of distinctly inter-
esting and helpful sessions.
THE BETTER HOMES MOVEMENT AND MUSIC
might be well for music merchants generally to watch the
I view T progress
of the "Better Homes in America" movement with a
to taking full advantage of the opportunities that may be found
in better homes celebration in their own sections of the country.
As a matter of fact, plans are now being prepared for a "Better
Homes Demonstration Week" to be held from June 4 to 10, and,
as a result of pertinent suggestions made by the Music Industries
Chamber of Commerce, the necessity of music in the home will
be strongly emphasized during the week.
Last year 961 towns and cities participated in the week's cele-
bration, and over 500 model homes were equipped and .exhibited
to the public. This year the total will be much larger and it is
expected that in every model home musical instruments will find
a place. As a matter of fact, Mrs. Lucille Lyon, of Fort Worth,
Texas, president of the National Federation of Music Clubs, will
have charge of the music feature of the display as a member of
the Advisory Council of "Better Homes in America," and spe-
cial literature on music in the home is being prepared.
While it is true that the increasing number of movements for
the propagation of this or that idea are calculated to prove con-
fusing and on occasions embarrassing to business men as well as
individuals, the trade as a whole cannot afford to overlook an
opportunity for hooking up music with the ideal home such as is
presented by this forthcoming "Better Homes" Week. The ex-
pense should be slight in any case, and the results worth while.
ASKS FOR MODIFICATION OF IMMIGRATION LAW
of piano manufacturers will be much interested
A in NUMBER
the preliminary report of the Immigration Committee of
the Chamber of Commerce of the United States in which it is urged
that Congress take early action to supplement present immigration
restriction methods by extending authority to the President to test
out a flexible system of selection of immigrants on the basis of
demonstrated social and economic needs of the country.
The president of the National Piano Manufacturers' Associa-
tion, together with various members of that body, has for some
time urged that the immigration bars be lifted to the extent of
admitting to the country European workers of training and ability
to fill the serious vacancies that continue to exist in factory organi-
zations, and it would seem as though the recommendation of the
United States Chamber of Commerce Committee is a forward
step in providing a solution of the problem of labor scarcity. Now,
it remains to be seen what action the Government will take on the
recommendation.
A NATIONAL RETAIL SALESMEN'S ASSOCIATION?
suggestion of H. van Sweringen made in a letter to The
T HE Review
and printed on another page, to the effect that there
seems to be room for a National Retail Piano Salesmen's Associa-
tion for the purpose of increasing the interest of the salesmen in
the development of musical appreciation and bringing about more
intelligent selling effort, is at least interesting.
Mr. van Sweringen declares that there are several fields open
for piano selling that have apparently been overlooked by the
majority of music merchants and their salesmen, such as the placing
of instruments in schools, libraries and the rest rooms of industrial
establishments. As a matter of fact, there are organized efforts
made in various quarters to cover those fields and the efforts have
met with a full measure of success.