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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;
:
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T E L E P H O N E S — M A D I S O N S Q U A R E 5082-5983-5984-9458-7898-0620
Cable Address: "Elbill, N e w York"
Vol. LXXVI
NEW YORK, MAY 19, 1923
CREATING A LOCAL MUSICAL LIFE
I
No. 20
MAY
19, 1923
way from the individual tonal qualities or the exterior beauties of
the pianos themselves.
However, those who are actually at work on the problem of
standardization have seen fit to l)egin on the inside of the instrument
with the result that the first recommendation has to do with the
standardizing of action brackets. When it is stated that the aver-
age action manufacturer is called upon to keep on hand for his
trade from two to three hundred different styles and shapes of ac-
tion brackets and that it is quite possible by a resetting of the action
alone to dispense with all but a half dozen or so different sizes, the
possibilities that lie in this direction may be realized.
To consider each separate piano part, however, to agree upon
some general principle of standardization and have all manufac-
turers agree to that standard is a job that, under present condi-
tions, will be likely to last for years. Perhaps if the plan works out
satisfactorily in the matter of the action bracket, speedier progress
can be made in the standardization of other parts.
Executive and Reportorial Staff
E. U. MUNCH, V. U. WALSH, EDWARD VAN HAKLINGEN, LEE ROBINSON,
THOS. \V. UHKSNAIIAN, E. J. NIALY, C. R. TIGHE, FREDERICK H. DIEUL, A. J. NICKI.IN
REVIEW
ELIMINATING THOSE WHO ABUSE CREDITS
S
OUND credit is the basis on which sound business is built, for
when credit deteriorates not only does it weaken the business
of the offender, but it likewise has a deterrent effect upon the busi-
ness of his competitors. There is not a business house that goes
to the wall which does not bring trouble to a score or more other
concerns with which it has maintained trade connections and where
heavy losses are sustained. The capable merchant, the man who
keeps his business sound and clean, is the one who eventually pays
the piper.
Tn consideration of this fact, the action of the Music Industries
Chamber of Commerce in assisting in the prosecution of a Western
dealer, who was apparently not altogether aboveboard in his busi-
ness conduct, is commendable and the policy is one that could well
be followed consistently with real benefit to the trade.
In this particular case not only were thousands of dollars'
worth of musical instruments obtained upon an alleged false credit
promise, but the sale of these goods at ridiculously low prices and
on long terms forced out of the business at least one dealer in the
same locality and, without question, affected seriously the business
of other legitimate retailers.
Members of the music industry, as well as those in other lines
of trade, have come to a full realization of the fact that bank-
ruptcies and financial difficulties in general do not pay, regardless
of whether the difficulties are due to fraud, to poor business man-
agement or to circumstances that cannot be avoided. The result
has been the putting forth of successful efforts to help manufac-
turers out of their financial troubles through a broad spirit of co-
operation in the realization that by helping the individual concern
the entire trade is aided.
Spreading this type of credit work to cover the retail trade is
a logical move; for, particularly where unfair practices or fraud
are evident, the power of the Chamber is calculated to have an ex-
cellent effect.
N the announcement that S. Ernest Philpitt, well-known music
merchant of Miami, Fia., and with stores in several other Flor-
ida cities, has been elected a member of the Miami Music Club in
recognition of his work in promoting musical events of importance
and, particularly, in bringing to Florida and successfully under-
writing the appearance of artists of international reputation, there
lies a sound lesson for music merchants in other sections who are
looking for plans whereby they can increase their prospect list and
get in closer touch with those in a position to buy their instruments.
In Mr. Philpitt's case it has meant considerable pioneering, the
expenditure of a great amount of time and, to a certain degree, of
money. But the result has been that he is a recognized factor in
the musical life of his city and the direct contact with music lovers
he has thus established has brought direct results in the matter
of sales. The growth of his business proves that fact, as do the
ALLOWING COMPETITION TO KILL ITSELF
various agencies for noted instruments that have been placed with
it. If Mr. Philpitt can do it in Miami, there are scores of other
T is quite apparent that a number of the more aggressive retail
music merchants who can accomplish the same result in their re-
houses of the country have decided that success in the retail
spective communities. How many are there who have grasped the
field to-day rests upon good salesmanship, not simply upon the
opportunity or even been able to appreciate it fully?
placing of instruments in the homes of customers, but placing them
there on a sound basis which not only stimulates the customer to
STANDARDIZATION MAKING STEADY PROGRESS
buy but also proves equitable and advantageous to the dealer him-
self.
HE question of standardization of piano parts is receiving an
Proper selling, if persisted in, will have the effect of elimi-
increasing amount of attention in the trade largely from the
nating
many of the problems usually associated with the collection
fact that the matter has been taken up by the Superintendents'
of
accounts
and with financing the business while the long-term
Club of the New York Piano Manufacturers' Association and has
paper
is
paying
out.
thereby caught the interest of the practical men of the local in-
The
old
idea
that the function of the retail piano dealer is to
dustry most qualified to judge of the feasibility of the various
build
up
a
big
sales
volume and fight competition successfully, al-
proposals.
though
ruinously,
is
giving away to the wisdom of making every
As the question of standardization progresses, it becomes in-
sale
pay
its
profit
and
allowing competition to cut its own throat.
creasingly evident that there can be found no general panacea for
It
is
the
only
sort
of
business
that really pays.
the problem, but that each detail must be worked out separately.
The
dealer
who
permits
himself to be dazzled by the gross
Even this can only be accomplished through the complete co-
volume
of
sales
which
he
rolls
up each month, without taking into
operation of all the manufacturers of the country. As was pointed
consideration
the
quality
of
the
business he is doing, will almost
out in The Review some time ago, the logical place to begin the
invariably find that the net profit column in his statement is a
work of standardization is in the case, where it is quite possible
to eliminate a great variety of odd sizes without detracting in any grievous disappointment.
I
T