Music Trade Review

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AUGUST 3,
THE MUSIC TRADE REVIEW
1918
Developments of the Week at the National Capital
Proposed Ten Per Cent. Income Tax Will Probably Be Revised—Demand for Sales-
men Over Forty Years of Age—Seek to Kill "No Christmas Presents" Propaganda
WASHINGTON, D. C, July 31.—The latter part
of the month brought no developments directly
affecting the music trade in connection with the
efforts of the Ways and Means Committee of
the U. S. House of Representatives to frame
the first draft of the War Revenue bill of 1918.
The committeemen have been busy upon the
personal income and excess profits rates under
the new arrangement and have devoted little
or no time to special taxes, such as those pro-
posed for musical instruments.
Indeed, the
only development in this connection was the
notification to the committee by the officials of
the U. S. Treasury that if the rates proposed
for retail sales taxes (20 per cent, on musical
instruments, rolls and records) are cut in defer-
ence to the spirit of opposition that has de-
veloped in the committee and in Congress, this
branch of the new revenue machinery will pro-
duce less than the $2,000,000,000 that the Treas-
ury expected to get in this quarter and the
slack will have to be taken up in other quar-
ters. For the benefit of piano men who are
wondering what effect a normal income tax of
10 per cent, would have on the spending power
or spending propensities of the public it may be
explained that this rate is only a tentative one
and may be revised in committee or amended
on the floor of the House.
Older Salesmen Come Into Their Own
Some of the best piano salesmen in Washing-
ton are men above forty years of age and in
some instances above forty-five years of age.
These salesmen have had a new or increased
value in the estimation of their employers ever
since Secretary of War Baker announced some
days ago that recommendation would be made
to Congress in the autumn for an extension
of the age limits of the military draft. With the
work or fight order applicable to music store
clerks along with other sales clerks and clerks
in the offices of all mercantile establishments,
wholesale as well as retail, it goes without say-
ing that the limitations of draft age form a sub-
ject of considerable importance to piano mer-
chants. Secretary Baker has not disclosed how
high in the age scale he will place the dead-
line of liability to draft, but it will certainly
not be lower than thirty-six and may be as
high as forty-five or forty-nine years, though
the best-informed opinion in Washington is to
the effect that a compromise on forty years
will be the outcome. Lowering of the limit
from twenty-one to twenty or nineteen years
will catch comparatively few employes of piano
houses.
New Field for Musical Instrument Sales
Another new turn of affairs which is causing
speculation on the part of piano merchants in
Washington along, probably, with music store
managers in every other college or university
town in the country is found in Uncle Sam's
elaborate new plan to draw into the prepara-
tory military service, from their earliest days
in college, all students at educational institu-
tions. The boys will be put into uniform at
Government expense and will have the status
of U. S. soldiers on furlough.
It is easy to
foresee that this new military flavor in our col-
leges is bound to make an increased demand
for band instruments and probably for talking
machines and small goods, but there is some
conjecture as to what effect if any there will
be on the demand for pianos.
The pretentious plan whereby the national
Government will expend $110,000,000 in provid-
ing housing facilities for "war workers" spells
opportunity for the piano trade. It is obvious
that piano sales will result in communities
where, as at Washington, huge dormitories are
to be provided for unmarried clerks and other
war workers. The dormitories will be made up
of a large number of residential units and each
group of these units will have its community
center or recreation hall, outfitted with a piano
or player. Even in the communities where the
Government's housing program is to take the
form of erecting family dwellings for munitions
workers, shipbuilders, etc., etc., it is a fair pre-
sumption that the establishment of these new
what music is doing in the homes of America while the members
of the household are away from their loved ones—its consoling
influence is paramount.
The question rises, what are we doing as an industry to
bring the fact that music is helping, and will help, to win the
war, before the people of this country?
It is true, as pointed out in the article referred to, that
some manufacturers and dealers are "doing their bit" by getting
out stickers for use in their letters, and many embody the "music
will help win the war" idea in their advertising, but why shouldn't
the campaign be universal on the part of every manufacturer,
every dealer and every salesman?
The status of the industry in general can be tremendously
helped and the importance of music as an essential recognized
if everyone gets busy and constantly keeps calling attention to
the value of music as a factor in helping win the war.
« This is a campaign of enlightenment. It is based on truth
and therefore every one interested in the progress and prestige of
the industry should embody some slogan in their window dis-
plays, in their advertising, in their letters, in all the literature
which they issue, on their shipping cases, on their delivery trucks
or wagons, in fact, use every means that will bring home to
the public the important part music is playing in this great
world war.
Music is the one thing that should be held before the minds
of all the people as a necessity, and this can be done without
much extra expense or effort if the foregoing suggestions are
Zffie pestfawu)n
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homes, occupied by well-paid workers, will b e :
the means of automatically recruiting many new!
prospects for pianos.
\
Colored Brethren Now Good Prospects
.;
Speaking of new prospects for the sale of •
pianos, it is interesting to note that in Wash- ;
ington and generally throughout the South the
colored people are coming into the market for ;
the higher grades of pianos and players. A
music-loving people, the colored folk have here-
tofore had to content themselves in most in-
stances with the cheaper pianos, taking the
ones offered on the most favorable terms. Now, \
however, the entire colored population is em-
ployed at wages never before dreamed of a n d '
the result is that many members of the race are
indulging long-cherished dreams of ownership
of new pianos bearing names that are synony-
mous with quality.
The "No Christmas Present" Propaganda
Piano men at the seat of Government, being
on the spot, have been looked to by many of
their fellow-merchants in the trade to do some-
thing to head off the amazing "No Christmas
Presents" propaganda sprung by the Council
of National Defense. An effort in this direc-
tion has, however, failed to produce results and
the Council has within the past few days re-
iterated the recommendation to the public that
has inspired such sharp criticism. This latest
pronouncement is based on the absurd premise
that all the articles sold in retail stores for
use as Christmas presents are manufactured
especially for that purpose and that the labor
and material which goes into the making and
handling of Christmas presents could be utilized
in munitions plants. Piano men at the capital
cannot understand how the Council of Nationajl
Defense pretends to speak as the authoritative
voice of the Government on this proposition
whereas there are many branches of the Gov-"
ernment that are not at all in sympathy with
the idea. Moreover, the National Council of
Defense is not an executive agency of the Gov-
;
ernment in any sense.
utilized to impress on the public mind the value of music duringo
wartime.
i
Those who think superficially are apt to say that this is a
trifling matter; we do not think so. This is a period of greait
tenseness, when the minds of our people are seriously engaged,
and in the majority of cases the important part which music ip
playing in this great war is apt to be overlooked.
; :
It is not the time for the industry to hide its light under a
bushel. We must recognize that it is a duty to emphasize the
important part music is playing in this great world tragedy so
that our national legislators may realize that music is not a
luxury but decidedly an essential.
is only the power of making continuous effort, ac-
G ENIUS
cording to the late Elbert Hubbard, who with his unusual
skill in word structure pointed out that the line between failure
and success is so fine that we scarcely know when we pass it—
so fine that we are often on the line and do not know it. How
many a man has thrown up his hands at a time when a little
more effort, a little more patience, would have achieved success.
As the tide goes clear out, so it comes clear in. In business,
sometimes, prospects may seem darkest when really they are on
the turn. A little more persistence, a little more effort, and
what seemed hopeless failure may turn to glorious success.
There is no failure except in no longer trying. There is no
defeat except from within, no really insurmountable barrier save
our own inherent weakness of purpose.
ORGANS
E5TEY PIAND COMPANY NEW YOnK CITY
prodacer/orihe
dealer jnthefirade.