Music Trade Review
Issue: 1915 Vol. 60 N. 23 - Page 4
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Staff:
B. BMTTAIN WILSON,
A. J. NicKLiN,
CARLETON CHACE,
AUGUST J. TIMPE,
BOSTON O F F I C E :
JOHN H. WILSON, 324 Washington St.
Telephone, Main 6950.
L. M. ROBINSON,
W M . B. WHITE,
GLAD HKNDEESON,
L. E. BOWEIS.
CHICAGO O F F I C E :
£• £ VAN HARLINGEN Consumers' Building,
?20 So. State Street. Telephone, Wabash 5774.
HENRY S. KINGWILL., Associate.
LONDON, ENGLAND: 1 Gresham Buildings, Basinghall St., E. C.
NEWS S E R V I C E IS SUPPLIED W E E K L Y BY OUR CORRESPONDENTS j
LOCATED IN T H E LEADING CITIES THROUGHOUT AMERICA.
Published Every Saturday at 373 Fourth Avenue, New York < - /
Entered at the New York Post Office as Second Class Matter. » ,
SUBSCRIPTION (including postage), United States and Mexico, $2.00 per year:
Canada, $3.50; all other countries, $5.00.
ADVERTISEMENTS, $3.50 per inch, single column, per insertion. On quarterly or
yearly contracts, a special discount is allowed. Advertising pages $110.00.
REMITTANCES, in other than currency forms, should be made payable to Edward
Lyman Hill.
anil
Departments conducted by an expert wherein all ques-
ailU
t j o n s o f a technical nature relating to the tuning, regu-
nrfmPnfc
lating and repairing of pianos and player-pianos are
d i i i i i t i i i s . dealt withf wil] b c f o u n d in anothei r s e c t ^ n of this
pa
e
e aIso
_P f- J7
Publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
Exposition Honors Won by The Review
Grand Prix.
Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1902
Vtpioma
Fan-American Exposition, 1901
Gold Medal
St. Louis Exposition, 1804
Gold Medal. .Lewis-Clark Exposition, 1905.
£ O N d DISTANCE TELEPHONE S ^ N U U B E B S 5982—5983 MADISON SQ.
Connecting 1 all Departments
Cable address:
"Elbill, New York."
„
NEW YORK, J U N E 5 , 1915
EDITORIAL
S
OME timely words on advertising in the piano trade were
uttered by ]. L. Clough at the convention of the Piano Mer-
chants of Indiana, held last week in Indianapolis, when he pointed
out that there had been many disappointed advertisers who blamed
advertising for their poor results, and yet a study of the symptoms
might demonstrate that the advertising itself was all right as far
as it went, but advertising- will not very often overcome fatal defects
in a business policy, and it should never be expected to do so.
I le emphasized that honest advertising is not only the best
policy, but the only one that will succeed permanently and added:
"The clever and ingenious schemes which have distinguished the
piano trade in the past can hardly be considered real advertising,
for real advertising must have in it the element of stability and
permanent business building. Tt should be constructive, rather than
destructive. It should create confidence instead of distrust.
"The keenness of competition for business, coupled with the
high cost of doing business, the necessarily wide margin of gross
profits to cover this cost, are probably responsible for the fact that
in the past advertising methods have been used by some piano
dealers that were calculated to give immediate profits, but an end-
less amount of trouble in the long run.
"A dealer who succeeds through honest advertising, fair prices,
good service and courteous treatment in securing the confidence of
the community in which he lives and conducts his business will not
have to resort to brain storms and sensational price cutting, but
will find it possible to sell pianos on the same basis that rules in the
sale of other forms of merchandise, and will be able to have a
sufficient reserve of nervous energy to devote a part of his time
to golf and other diversions."
RATHER interesting development in the manufacturing
branches of the music trade industry during the past year
has been the so-called automatic piano for the use of motion picture
theaters. The addition of pipes and reeds has developed a combi-
nation of piano and organ to which inventors are devoting much
attention these days, with the result that some remarkably effective
creations in a musical way are being introduced by some of our
manufacturers,
'
" "
"•"
A
REVIEW
The musical effectiveness of these instruments is a tribute to
the activity of our inventors, who have concentrated considerable
attention on this branch of the trade. The motion picture player,
or orchestrion, has opened up a new sales field which does not
interfere with the piano, but rather takes the place of the orchestra
in public resorts of all kinds. So effective are these instruments
that they are also available for hotels, club rooms,'lodge rooms as
well as theaters.
The combination of reeds, pipes and strings with the music
roll—a real orchestral family, by the way—as exemplified in the
latest motion picture players, has opened up a field of usefulness in
the industry which is steadily broadening and this new type of
instrument is destined to find a large and expanding market not
alone in this country, but throughout the world. Musically and
architecturally, this new type of instrument marks a decided for-
ward movement, for exceeding taste is displayed in its designing.
This latest aspirant for honors, which is an evolution of the
player-piano, opens up visions of a type of instrument which will
be a veritable orchestra in itself, embodying all the effects of a
great musical organization, in which the piano will take the place of
the harp. There has been so few radical changes in the piano as
a musical instrument within our generation that this latest develop-
ment or adjunct will be watched with interest and encouragement.
O
NE of the barometers of business in this country is the United
States Steel Corporation, and it is worth noting- that E. H.
(larv. the chairman of this corporation, in addressing the American
Iron and Steel Institute at its annual meeting this week, remarked
that "the outlook for improvement in our lines of activity is better
than it has been for more than a year." The reason for the im-
provement in the outlook is almost better than the fact; it is
"because of a change in sentiment toward business which now
seems apparent."
"Whether or not it is justified," he said, "there has been a
feeling on the part of a large portion of the people of the United
States, and also those of foreign countries., that there has not been
a well-defined and persistent policy on the part of the Government
to co-operate with and to promote the interests of the business man
to the full extent reasonable, and on the contrary that the policy
of some of the governmental agencies, both national and State, in
their effect, at least, have been to interfere with, to delay and
obstruct natural progress; punish and destroy rather than to regu-
late and encourage.
"The time seems to be opportune, first, to reiterate that the
business men throughout the country must give no cause for com-
plaint in the management of their affairs, but must continue to live
up to the standards of propriety ; and. second, to insist thai on those
conditions the governments, with all their agencies and inllucnccs.
shall co-operate with the business interests and aid them in estab-
lishing credit, in extending commerce, in increasing capacity, in
the development of national resources, in adding to the comfort of
themselves and those with whom they may be connected and for
whose welfare they are more or less responsible. If this shall be
the recognized effort of the national and State governments, what
can we not properly say of the value of our property, of our future
prosperity, the position of our credits, the stability of good condi-
tions and the standing of our nation? And this attitude on the
part of the government we believe the people of this country arc de-
manding and have a right to demand; and they will not be satisfied
with less.''
OME excellent talks of a practical and instructive nature were
made at the fifth annual convention of the Piano Merchants'
Association of Indiana, held in Indianapolis on May 25, and which
was reported in full in last week's Review.
The subject of advertising, the best methods of securing pros-
pects, the ever-present subject of mail order competition, as well
as other pertinent topics, were discussed by men from the ranks
who knew their subject and gave of their knowledge to their
fellow-members.
Apart from the social value of the State association, the discus-
sion of topics of a nature such as this was enlightening and valuable.
P.oth State and local associations are becoming a greater force
in the trade. Piano merchants are realizing that through member-
ship in such organizations they may benefit their trade by eradicating
S
THE MUSIC TRADE
EDWARD LYMAN BILL - Editor and Proprietor
J. B. SPILLANE, Managing Editor
Executive and Reportorial Staff:
B. BMTTAIN WILSON,
A. J. NicKLiN,
CARLETON CHACE,
AUGUST J. TIMPE,
BOSTON O F F I C E :
JOHN H. WILSON, 324 Washington St.
Telephone, Main 6950.
L. M. ROBINSON,
W M . B. WHITE,
GLAD HKNDEESON,
L. E. BOWEIS.
CHICAGO O F F I C E :
£• £ VAN HARLINGEN Consumers' Building,
?20 So. State Street. Telephone, Wabash 5774.
HENRY S. KINGWILL., Associate.
LONDON, ENGLAND: 1 Gresham Buildings, Basinghall St., E. C.
NEWS S E R V I C E IS SUPPLIED W E E K L Y BY OUR CORRESPONDENTS j
LOCATED IN T H E LEADING CITIES THROUGHOUT AMERICA.
Published Every Saturday at 373 Fourth Avenue, New York < - /
Entered at the New York Post Office as Second Class Matter. » ,
SUBSCRIPTION (including postage), United States and Mexico, $2.00 per year:
Canada, $3.50; all other countries, $5.00.
ADVERTISEMENTS, $3.50 per inch, single column, per insertion. On quarterly or
yearly contracts, a special discount is allowed. Advertising pages $110.00.
REMITTANCES, in other than currency forms, should be made payable to Edward
Lyman Hill.
anil
Departments conducted by an expert wherein all ques-
ailU
t j o n s o f a technical nature relating to the tuning, regu-
nrfmPnfc
lating and repairing of pianos and player-pianos are
d i i i i i t i i i s . dealt withf wil] b c f o u n d in anothei r s e c t ^ n of this
pa
e
e aIso
_P f- J7
Publish a number of reliable technical works, information concerning
which will be cheerfully given upon request.
Exposition Honors Won by The Review
Grand Prix.
Paris Exposition, 1900
Silver Medal.. .Charleston Exposition, 1902
Vtpioma
Fan-American Exposition, 1901
Gold Medal
St. Louis Exposition, 1804
Gold Medal. .Lewis-Clark Exposition, 1905.
£ O N d DISTANCE TELEPHONE S ^ N U U B E B S 5982—5983 MADISON SQ.
Connecting 1 all Departments
Cable address:
"Elbill, New York."
„
NEW YORK, J U N E 5 , 1915
EDITORIAL
S
OME timely words on advertising in the piano trade were
uttered by ]. L. Clough at the convention of the Piano Mer-
chants of Indiana, held last week in Indianapolis, when he pointed
out that there had been many disappointed advertisers who blamed
advertising for their poor results, and yet a study of the symptoms
might demonstrate that the advertising itself was all right as far
as it went, but advertising- will not very often overcome fatal defects
in a business policy, and it should never be expected to do so.
I le emphasized that honest advertising is not only the best
policy, but the only one that will succeed permanently and added:
"The clever and ingenious schemes which have distinguished the
piano trade in the past can hardly be considered real advertising,
for real advertising must have in it the element of stability and
permanent business building. Tt should be constructive, rather than
destructive. It should create confidence instead of distrust.
"The keenness of competition for business, coupled with the
high cost of doing business, the necessarily wide margin of gross
profits to cover this cost, are probably responsible for the fact that
in the past advertising methods have been used by some piano
dealers that were calculated to give immediate profits, but an end-
less amount of trouble in the long run.
"A dealer who succeeds through honest advertising, fair prices,
good service and courteous treatment in securing the confidence of
the community in which he lives and conducts his business will not
have to resort to brain storms and sensational price cutting, but
will find it possible to sell pianos on the same basis that rules in the
sale of other forms of merchandise, and will be able to have a
sufficient reserve of nervous energy to devote a part of his time
to golf and other diversions."
RATHER interesting development in the manufacturing
branches of the music trade industry during the past year
has been the so-called automatic piano for the use of motion picture
theaters. The addition of pipes and reeds has developed a combi-
nation of piano and organ to which inventors are devoting much
attention these days, with the result that some remarkably effective
creations in a musical way are being introduced by some of our
manufacturers,
'
" "
"•"
A
REVIEW
The musical effectiveness of these instruments is a tribute to
the activity of our inventors, who have concentrated considerable
attention on this branch of the trade. The motion picture player,
or orchestrion, has opened up a new sales field which does not
interfere with the piano, but rather takes the place of the orchestra
in public resorts of all kinds. So effective are these instruments
that they are also available for hotels, club rooms,'lodge rooms as
well as theaters.
The combination of reeds, pipes and strings with the music
roll—a real orchestral family, by the way—as exemplified in the
latest motion picture players, has opened up a field of usefulness in
the industry which is steadily broadening and this new type of
instrument is destined to find a large and expanding market not
alone in this country, but throughout the world. Musically and
architecturally, this new type of instrument marks a decided for-
ward movement, for exceeding taste is displayed in its designing.
This latest aspirant for honors, which is an evolution of the
player-piano, opens up visions of a type of instrument which will
be a veritable orchestra in itself, embodying all the effects of a
great musical organization, in which the piano will take the place of
the harp. There has been so few radical changes in the piano as
a musical instrument within our generation that this latest develop-
ment or adjunct will be watched with interest and encouragement.
O
NE of the barometers of business in this country is the United
States Steel Corporation, and it is worth noting- that E. H.
(larv. the chairman of this corporation, in addressing the American
Iron and Steel Institute at its annual meeting this week, remarked
that "the outlook for improvement in our lines of activity is better
than it has been for more than a year." The reason for the im-
provement in the outlook is almost better than the fact; it is
"because of a change in sentiment toward business which now
seems apparent."
"Whether or not it is justified," he said, "there has been a
feeling on the part of a large portion of the people of the United
States, and also those of foreign countries., that there has not been
a well-defined and persistent policy on the part of the Government
to co-operate with and to promote the interests of the business man
to the full extent reasonable, and on the contrary that the policy
of some of the governmental agencies, both national and State, in
their effect, at least, have been to interfere with, to delay and
obstruct natural progress; punish and destroy rather than to regu-
late and encourage.
"The time seems to be opportune, first, to reiterate that the
business men throughout the country must give no cause for com-
plaint in the management of their affairs, but must continue to live
up to the standards of propriety ; and. second, to insist thai on those
conditions the governments, with all their agencies and inllucnccs.
shall co-operate with the business interests and aid them in estab-
lishing credit, in extending commerce, in increasing capacity, in
the development of national resources, in adding to the comfort of
themselves and those with whom they may be connected and for
whose welfare they are more or less responsible. If this shall be
the recognized effort of the national and State governments, what
can we not properly say of the value of our property, of our future
prosperity, the position of our credits, the stability of good condi-
tions and the standing of our nation? And this attitude on the
part of the government we believe the people of this country arc de-
manding and have a right to demand; and they will not be satisfied
with less.''
OME excellent talks of a practical and instructive nature were
made at the fifth annual convention of the Piano Merchants'
Association of Indiana, held in Indianapolis on May 25, and which
was reported in full in last week's Review.
The subject of advertising, the best methods of securing pros-
pects, the ever-present subject of mail order competition, as well
as other pertinent topics, were discussed by men from the ranks
who knew their subject and gave of their knowledge to their
fellow-members.
Apart from the social value of the State association, the discus-
sion of topics of a nature such as this was enlightening and valuable.
P.oth State and local associations are becoming a greater force
in the trade. Piano merchants are realizing that through member-
ship in such organizations they may benefit their trade by eradicating
S
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