Music Trade Review

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THE MUSIC TRADE REVIEW
market. Rather more seasonable weather conditions have prevailed
during the past week, leading to increased activity in many lines of
trade, which have been sluggish up to this time.
M
USIC trade men are considerably interested in the postal bill
which is now being considered by the national legislature
at Washington. It is a matter for congratulation that the bill re-
ported by the House Post Office Committee contains no provision for
a parcels post in any form, either as a permanent institution or in
the nature of an experiment. For a time it looked as if the com-
mittee would adopt this parcels post plan, which, needless to say,
has come in for some well-deserved criticism from the leading trade
bodies of the country, inasmuch as it opened the door to the large
mail order houses to enlarge the volume of their business.
Among the associations which have been conspicuous in their
fight to prevent the Government from subsidizing the catalogue
houses has been the National Hardware Men's Organization, who,
by the way, won a notable victory at the recent annual convention
of the National Board of Trade, which for many years favored the
establishment of a domestic parcels post. On various occasions it
has adopted resolutions endorsing the project with more or less
enthusiasm. A year ago the National Hardware Association, which
is affiliated with the board, took an active part in the discussion of
postal projects, and although an indorsement of a domestic parcels
post was finally put through, it was by long odds the most conserva-
tive declaration on the subject ever made by the Board of Trade.
T
HIS year, however, the campaign of education conducted by
retail interests bore fruit, and after a debate which occupied
nearly an entire day the board reversed itself and adopted, by a
vote of 46 to 19, a series of resolutions along lines suggested by the
National Hardware Association, opposing any legislation looking
to the establishment of a parcels post in the United States. This
extraordinary outcome has attracted much attention, and its influ-
ence upon the postal committees of both houses was most important
as showing the latest tendency of this movement as influenced by
leading trade organizations. The Music Trade Associations also
considered this mail order matter at recent committee meetings, and
passed resolutions condemning the proposed changes. It is, of
course, gratifying to know that the work of the leading trade organi-
zations has been successful in eliminating this provision for a parcels
post from the annual Post Office Appropriation Bill.
I
T now appears that the new Copyright Bill, which has excited
so much interest in the perforated music roll and publishing
branches of the industry, may not receive the early considera-
tion of Congress, owing to the fact that the report of the Senate
Committee did not agree with that submitted by the House Com-
mittee. The split was over the famous Paragraph G, which, as
reported in The Review, the House Committee eliminated, while the
Senate Committee incorporated the mechanical musical instrument
clause in its report. In view of this difference of opinion, those
acquainted with legislative practices claim that the entire copyright
matter will go over to the next session of Congress, although a hard
fight will be made to get it through this session.
T
HE very important letter from Thomas C. Moore, traffic man-
ager of the National Association of Piano Manufacturers
and Dealers, which was printed in last week's Review, should receive
the careful consideration of every dealer. Under this uniform bill
of lading the transportation companies are endeavoring to relieve
themselves of their common law liability; or, if they assume that
liability which they have always heretofore assumed, they insist
that the shippers shall pay them 20 per cent, higher rates than have
prevailed heretofore.
This is a question where every dealer, whether a member of the
Association or not, can take action for the common good and main-
tain his rights. Meanwhile Mr. Moore very generously states that
he will be very pleased to give his services without charge to mem-
bers of both associations in protecting their rights against this and
any other encroachments which the transportation companies may
attempt to make in their freight dealings.
I
T is false economy to try and save money in the production of
trade literature, and in this case the saying tritely applies
"What is worth doing at all is worth doing well." Poorly prepared
and badly printed catalogues or other literature are a waste of
money, and quality in this instance should count more than quantity.
Better a limited number of catalogues or pamphlets that are worth
preserving than a lot of miscellaneous cheap booklets that are fore-
ordained for the waste basket without more than a glance. Money
is particularly well spent when good engravings or half-tones are
secured. Particularly in the piano business should illustrations be
first-class.
T
HE catalogue, however, is only one form of advertising. There
is the traveling man, and, more important still, the trade
paper, to be considered. As a prominent expert said the other day:
"If you would command a man's attention to your product, do it
through a medium he himself invites—in other words, advertise in
a standard periodical that he cares enough about to keep by him.
It economizes the busy man's time, and that appeals to him. When
one is intending to purchase some new piece of equipment it is much
easier to locate manufacturers through the technical and trade papers
than to look over a raft of miscellaneous catalogues, pamphlets, etc.
Having selected those considered the best in the field, it is time to
write for catalogues. When each firm complies with the request
it does so with some prospect of your order, and is not wasting
money and time in flooding others with matter not likely to interest
them. In exceptional cases a man's attention may be drawn in that
way to a need he did not realize. If the product is such it may pay
to distribute circulars broadcast, but more probably it will prove an
inefficient business-getting campaign. A management that watches
the operation of its plant keenly to attain and maintain the greatest
economy is inconsistent when it throws away a lot of printed matter
that costs time and thought to prepare, money to illustrate and print
and more money and time to distribute. Yet this is done every
day and repeatedly by those in other respects examples of business
wisdom. The rational place for the subject matter of flyers not
meant to be kept is the advertising pages of the trade papers."
T
HE current issue of that notable publication, Moody's Maga-
zine, in the course of a very timely editorial upon "The
Necessity for Price Advances," contains an interesting analysis
of the recent article which appeared in The Music Trade Review
bearing upon the increased cost of making pianos. In this connec-
tion it says:
"The greatly increased cost of materials, supplies and labor,
during the last few years, has increased the cost of production so
much in many industries that it has become absolutely necessary
for many manufacturers to charge higher prices for their products.
In some industries, where prices are almost fixed by custom, it is
not easy for manufacturers to mark up prices.
"In most such industries it is probably best for the manufac-
turers to take the public into their confidence, by stating, openly and
fairly, the extent of the increased cost and of the absolute necessity
for advancing prices. This was done by some of the manufacturers
of boots and shoes last year. They showed that the cost of leather
and other materials had gone up about 30 per cent, and the cost
of labor and supplies about half as much; and that, unless inferior
materials were to be used, the prices of certain well-known shoes
must be advanced 25 or 50 cents per pair. Such a statement pre-
pared the public and made it possible for wholesalers and retailers to
obtain higher prices.
"A similar method is, apparently, being carried out by the
piano manufacturers, who find it necessary to advance their prices.
The Music Trade Review of January 25 contains detailed informa-
tion as to the increased cost of making two grades of pianos, which
indicates that the 5 and 10 per cent, advances recently made in the
prices of some instruments are more than justified by the increased
cost of production."
The editor then proceeds to quote all the essential facts pre-
sented in The Review article. This publicity must be helpful to the
trade, as it educates the public.
PIANO man, in response to the statement that material wealth
was not always a necessary adjunct to success, said that he
considered it absolutely necessary, because if a man had all the
virtues in the decalogue, and he failed to experience material suc-
cess, he stood before the world as a failure.
Good and bad fortune does not necessarily mean money or
its equivalent; it embraces all good things that humanity reaches
out for, and of which not the least and not the greatest is material
prosperity.
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