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THE MUSIC TRADE REVIEW
REVIEW
(Registered in the U. S. Patent Office)
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Avc., New York; Vice-Presidcnt,
. B. Spillane, 373 Fourth A v c , New York; Second Vice-President, Raymond Bill, 373
ourth Ave., New York; Secretary, Edward Lyman Bill, 373 Fourth Ave., New York;
i Assistant
Treasurer, Wtn. A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
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Executive and Reportorial Staff
E. 13. MUNCH, V. D. WALSH, EDWARD VAN HAKLINGEN, LEE ROBINSON,
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Vol. LXXVI
NEW YORK, MAY 12, 1923
No. 19
VALUE OF MUSIC WEEK CELEBRATIONS
HE fact that Music Week celebrations in many cities of the
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country—and. for that matter, several States—have become an-
nual affairs has probably caused the novelty to wear off for some
members of the trade who, after the first, or second annual celebra-
tion, cease to be as enthusiastic as they might regarding the possi-
bilities of tying up with the movement. This criticism, of course,
cannot be made general in every sense, for there are a substantial
number of dealers who take an active part in local Music Week
activities and are the gainers therefrom.
With Music Weeks in New York, Dallas, Tex., and other
separated points having just ended, and with similar celebrations
scheduled for this month in Pennsylvania, where the entire State is
enlisted, in Denver, Col., and in other important centers, there is
much being done to develop general music interest to a high pitch
and keep it alive, with a result that cannot but be beneficial in trade
interests.
There are so many ways in which even the smallest retailer can
do his bit in making Music Week a success right in his own store,
as well as through special publicity and co-operation with general
committees, that there is no excuse for anyone letting the oppor-
tunity pass. That the idea has met with popular fancy is shown by
the manner in which it has been accepted in many localities.
Special weeks' have come and gone, but, despite the fact that
many of these so-called celebrations have been promoted with great
frankness for commercial purposes, the public has responded readily
and persistently to the Music W r eek appeal as something worth while
and of general value and interest.
The music trade has for years been craving just such an oppor-
tunity to put the public in a musical frame of mind. That has been
accomplished very definitely and the trade member himself is to
blame if he does not profit by it.
REFERENDUM ON TRADE ASSOCIATIONS
HE Chamber of Commerce of the United States is to be con-
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gratulated on the manner in which it has gone into the question
of trade association activities in view of the attitude taken by the
Federal Trade Commission and other Governmental Bureaus in for-
MAY 12, 1923
bidding those very phases of association work which have proven
so valuable and necessary.
The questionnaire sent out by the Chamber has proven that
business men generally are inclined to favor greater freedom in
association work, for it is realized that for every trade body that
takes advantage of the situation to work contrary to the law and for
restraint of trade there are dozens that gather valuable information
and indulge in the discussions purely as a means for industrial
protection.
There is no question but that the country generally is becoming
somewhat tired of conducting business under burdensome Govern-
ment regulation, for it appears to the layman as though conditions
to be remedied, such as speculation in foodstuffs, are overlooked
while honest attempts to gather facts and disseminate information
with a view to developing sounder manufacturing and sales methods
frequently lead to prosecution.
It is a question as to just what good effects may be expected
from the referendum of the Chamber on association work, but if it
will help to persuade Government officials to assume a fair attitude
in their supervision of the activities of trade bodies, then something
will have been accomplished.
THE QUESTION OF MILEAGE BOOKS
announcement that the question of having the railroads of
T HE
the country issue interchangeable mileage books at reduced rates
for the use of traveling salesmen will be taken up with the Supreme
Court of the United States for final and definite decision may prove
somewhat discouraging at the outset to those who expected quick
relief from heavy traveling costs, but the move at least has merit
from the fact that when the Supreme Court has ruled on the matter
there is little likelihood of having the question juggled back and
forth for years to come.
The traveling men of the country and those who pay their ex-
penses cannot afford, however, to remain dormant while awaiting
the Supreme Court's action, but the propaganda and efforts that
have resulted in the original order of the Interstate Commerce Com-
mission for the issuance of the mileage books must be continued so
that the question will not be lost sight of in the red tape of the law.
Cheaper railroad fares for commercial travelers are likely to
have a surprisingly large effect on selling costs, for the amount paid
in railroad fares by a single manufacturer in the course of a year
makes a verv substantial total.
THE BETTER HOMES WEEK MOVEMENT
T might be well for music merchants generally to give careful
thought to the possibilities of the Home Music Contest announced
in connection with the Better Homes in America Demonstration
Week. Through the efforts of the Music Industries Chamber of
Commerce all the model homes, to the number of a thousand or so
to be exhibited throughout the country during that week, June 4 to
June 10, will be equipped with musical instruments or definite pro-
vision will be made in them for the installation of such instruments.
The Better Homes movement is non-commercial in the-sense
that there is absolutely no selling done in connection with the ex-
hibits, the idea being rather to acquaint the public with what the
modern home should include in its furnishings. The movement
receives much publicity in the newspapers of the country and the
Better Music Contest designed to center interest on the musical
section of the display will participate in this publicity.
Local music merchants should arrange to tie up with their local
Better Homes displays and take full advantage of the movement,
particularly the Home Music Contest, which is confidently believed
to possess the same possibilities for good as did the Music Memory
Contest.
I
DEVELOPING AN EFFICIENT CANVASSING FORCE
seems to be a tendency in the retail piano trade, not yet
T HERE
so widespread it is good to say, to neglect the canvassing sales-
man. This most direct of all means of contact with the prospective
customer has not as yet found an adequate substitute, nor is it likely
to for a long time in the future. After all, a great proportion of
the products of the piano factories have to be sold by this method,
and the dealer who neglects it is neglecting one of his most prolific
sources of new business. It is because of ibis that The Review is
publishing its series of articles on canvassing,methods.