Music Trade Review

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THE MUSIC TRADE REVIEW
CONFIDENCE AN ESSENTIAL TRADE FACTOR
(Continued from page 3)
elements in times of war. To call by the absurd and condemnatory name of "luxury" that which consoles
the soldier in the trenches and his loved ones at home, with equal blessings, is to talk nonsense. Yet, in
spite of the use of such a word in the mouths of those who should know better, what can stop us from having
that overwhelmingly active piano business this winter to which we are entitled and towards which we may
so confidently look?
Nothing, in fact, can stop us; nothing can prevent the piano business from enjoying its rightful prosperity
save a foolish lack of that confidence we all ought to have.
Nothing is wrong, everything is right, with the nation. The American people, so far from looking at
the future with misgiving, should enjoy the utmost confidence; for they are to-day, for the first time, dis-
playing their strength, and proving to themselves, as well as to the world, that they can settle any problem
to which they unitedly bend their energies.
National effort, unitedly put forth, means greater activity, more expenditure, more earning power,
greater efficiency. Do any or all of these things mean poor business? Plainly they mean the very reverse!
Then, need we fear? Assuredly not! What then is the winning attitude? Plainly, one of true, because of
reasoned, confidence; based on knowledge of the illimitable ability of the people, and expressed in business
activity of the highest type.
chant, and to the public. Price maintenance insures the elimi-
nation of cut-throat competition, and of the pernicious and anti-
quated bargaining method of doing business. It protects the
retailer of limited buying' capacity by giving him an equal chance
with his biggest competitor to live and do business.
Various piano concerns have adopted the fixed retail price
to a greater or less degree and have found it uniformly success-
ful, and those in favor of the practice will see to it that their
opinions are presented in proper form before the Federal Trade
Commission.
For the Commission to uphold the practice of price main-
tenance does not mean that it is obligatory on the part of the
manufacturer to adopt the fixed price policy with his dealers, but
it does give to the manufacturer who so desires the right to
protect his trade by fixed retail prices if he sees fit.
T
HE plan of holding "National Weeks" or months devoted
to one particular product or line of products, which has
found considerable favor in other lines of trade, has not as yet
become a general habit among piano manufacturers and mer-
chants, which fact lends interest to the announcement that the
Brambach Piano Co. has planned a nationwide selling cam-
paign for the Brambach baby grand during the entire month of
November. The company tried the same plan last year with
great success, and Brambach dealers have already promised
even more enthusiastic support this year. In addition to the
stimulation of sales brought about by such a campaign this plan
also has an enormous publicity value, for, with several hundred
dealers in all sections paying special attention to the exploitation
of the Brambach small grand during a definite period, the public
must of necessity be impressed with the product, whether they
buy immediately or not. It is a plan that is well worthy of
study as to its effect.
A feature of the present year's campaign that is most in-
teresting is the highly commendable offer of Mark P. Camp-
bell, president of the Brambach Piano Co., to accept Liberty
Bonds from piano merchants in payment for the instruments
they order. The offer displays excellent patriotic and business
sense.
of piano merchants have inquired of The Review
A NUMBER
as to the direct application of the War Revenue Act to
their business. According to the terms of the Act, as it affects
the musical instrument business generally, there is no direct tax
on the retail merchant. What is known as the "floor tax" of
\]/ 2 per cent. 011 goods on hand on October 4 applies only to
wholesalers, and not in any instance to retail merchants unless
they should by chance also be wholesalers. The merchant con-
ducting a strictly retail business will pay no excise tax whatever,
except that passed on to him by his manufacturer.
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