Music Trade Review

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THE MUSIC TRADE REVIEW
THE ART OF DISTRIBUTION
(Continued from page 3)
that the means for a great expansion of trade was discovered in the application of this system. But, unhappily,
the piano business has gained the reputation of being an instalment trade only; and in consequence the cash
buyers have been both fewer and more rapacious.
The neglect of the cash business has been a cardinal neglect in the conduct of piano retailing. The auto-
mobile people have found how to tap the cash reserves' of the public; we, too, can learn the same secret.
The Chamber of Commerce and the Bureau for the Advancement of Music have a great work here; a work
for the benefit of all.
We have learned how to produce systematically and well; let us learn likewise that the secret of distribution
is not less accessible to those who seek it.
The piano and the player-piano are staples; their right and natural condition is to be considered by the
public as such. It is our business in the future to make this truth practical.
buy for cash, to accept a draft from the seller payable at a stated
time. If it can be demonstrated to him that he will get better treat-
ment, either in the way of a discount or preference, in the case of
an acceptance than when he buys on open account, he may be per-
suaded to change to the new method.
The same result may be accomplished if it can be shown to
him that his credit rating will be improved by the use of the accept-
ance. But he must be shown that it will be to his benefit somehow
before he will depart from his old ways. This is the direction in
which missionary work should extend.
OLLOWING the successful strike of the railroad workers,
the expected has happened. Last week a committee of rail-
road presidents filed a petition with the Interstate Commerce
Commission to be permitted to increase freight rates on a per-
centage plan. The formal petition was filed on behalf of all the
railroads operating east of the Mississippi River and north of
the Ohio and Potomac Rivers. A telegram was also filed, signed
by twenty-three presidents of Western railroads, setting forth
that they concurred in the petition, and that the Western roads
would file a similar petition at once. It is expected that the rail-
roads in the Southeast will also file a separate and similar petition.
All of this, of course, is interesting to the manufacturer and
retailer throughout the country, for it means an increased cost
of doing business. It was hardly to be expected that the rail-
roads could stand an increase of a million dollars a week, given
by Congress to a number of striking railroad workers, who com-
bined to hold up the entire nation if demands were not granted.
In the petition, the railroads set forth that the carriers are
threatened with enormous decreases in net operating revenues,
due to large increases in wages, the cost of fuel coal, and the cost
of other materials—supplies, equipment, taxes and capital. They
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add: "Nothing is more essential to the welfare of the nation than
that the railroads should be in position to respond to the fullest
demands made upon them, either by the general commerce of the
country or in connection with the subject of national defense,
and it is absolutely essential to the adequate preparation of the
industrial and other resources of the country for the present
crisis that the transportation machine shall be as efficient as is
humanly possible. That cannot be done under the present reve-
nues and rates of the carriers."
MEASURE has been passed by Congress which prohibits in
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the District of Columbia the use of the National emblem,
or for that matter any Federal flag, for advertising purposes, or
upon any merchandise or the labels attached to such merchan-
dise. The law as it stands bars the use of the flag on the title
pages of songs or any other products, whether or not the sur-
face of the emblem bears advertising matter. It has also been
stated that a number of States are considering the passage of
similar legislation.
For many years the use of the flag to create enthusiasm for
commercial purposes has been a standing joke. Even the poorest
theatrical production could always depend upon a stout lady in
tights, with a chorus similarly attired, waving the United States
flag, to create what may be termed for lack of a better expres-
sion, patriotic enthusiasm, thereby adding interest to the show.
The law just passed by Congress, and other similar laws
promised, would put a stop to this and other like methods for
exploiting the flag of our country for individual interest and
gain. The law is to be welcomed. In times such as these, and
for that matter any time, the flag is the sacred emblem of the
nation, "and as such should receive the respect and homage of
every citizen, whether voluntarily or by force of law.
GETTING DOWN TO PLAIN PLAYER FACTS
The education of the public along player lines is a necessity for the expansion of the player business.
There is no doubt of that; and education of the piano merchants and salesmen is also a vital necessity,
because through them will come a powerful force in the education of the public; and right here we wish to
remark that we have produced a line of books upon the player-piano which comprehensively covers the
entire player situation.
In this respect this trade newspaper stands alone, for it has been the principal source from which player
information has been available for piano merchants and salesmen for a period of years. Our latest book,
"The Player-Piano Up to Date"
is the best of the series. It contains upwards of 220 pages of matter bearing directly upon the player.
Every piano merchant and piano salesman should have a copy of this book within easy reach. It
gives to readers a fund of information not obtainable elsewhere.
It contains a series of original drawings and a vast amount of instructive and educational matter, as
well as a detailed description of some of the principal player mechanisms..
It costs $1.50 to have this book delivered to any address in the United States, and your money will be
refunded if you are not satisfied with the book after examination. No one yet has availed himself of this
opportunity. Foreign countries, 15c. to cover extra postage, should be added.
Estate of EDWARD LYMAN BILL, Publisher
373 Fourth Ave., New York