Music Trade Review

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Published by The Music Trade Review, 420 Lexington Avenue, New York
Band Instrument Makers
Annual Meetin
W
ITH an attendance representing prac-
tically every band instrument manu-
facturing company in the trade the
annual meeting of the National
Band Instrument Makers' Association was
called to order in Room A at the Hotel Com-
modore Monday afternoon. In the absence of
President Carl D. Greenleaf, who was unable
to attend the convention because of illness in
the family, Vice-Presidcnt Karl B. Shinkman
presided.
He read the annual report of the president as
follows:
"The first paragraph in my report last year
was as follows: 'Business conditions in general
are in a hesitating mood. It seems probable
that the general level will be somewhat lower
this year than last. Some lines are naturally
off more than others. The music industry
seems to be one of those which are off more,
rather than less. Our particular branch of the
industry shows a slight decline from the recent
peak, but it is obviously very much better than
some other branches of the business.'
"This seems to describe the situation this
year just as well as it did last year. How long
the present tendency is to continue and what,
if anything, can be done to change the trend
of the music business are very serious prob-
lems and require careful consideration.
The Danger Ahead
"It seems evident that for the time being, at
least, we must all content ourselves with a
smaller volume of business than we would like
to have. While this is an undesirable condi-
tion it is probably only temporary, and, in my
judgment, the great danger to our industry is,
during this period, that in an effort to maintain
a larger volume of business we will indulge in
practices which in themselves are unsound,
which will not result in any profitable business,
and which will be very difficult to eradicate
when conditions again become more favorable.
During the past few years we have made very
material progress in eliminating trade abuses,
such as subsidizing musicians, excessive dis-
counts, excessive allowances, and it will cer-
tainly be a calamity if, after having made this
progress, we allow ourselves to step back again
to the level from which we have once risen.
It is. obviously much better to do a smaller
business and do that business at a profit than
to do a large business at no profit. Many in-
dustries besides ours are learning this fact by
sad experience and the tendency seems to be
more and more to refuse business which cannot
be done on a profitable basis. Any other course
involves the double penalty, first, of doing our
business without profit, or at a loss; and, second,
of establishing practices which will be a seri-
ous factor to contend against in the future.
School Band Contests
"The results of the school band contests this
year are more encouraging than ever. More
than 500 bands from more than half the States
in the Union have participated in the various
sectional, State and national contests. It is
obvious that popular interest is increasing rap-
idly and that the value of the school band as
a stimulus to school activities and as a benefit
to the individuals composing the organization
is being constantly more widely recognized. No
amount of propaganda could have caused such
a wonderful growth in the school band move-
ment if the underlying idea had not been
sound. It would seem as if the movement were
now sufficiently established, so that it will main-
tain itself on a very slight outside stimulus
hereafter.
The Problem
"The problem which we have to solve is evi-
dently one of selling our product in competition
with the numerous other articles which the pub-
lic are constantly besought by high-pressure
salesmanship to buy. In the case of our prod-
uct we have a double handicap in that we have
not only to make the sale of the instrument,
but we must also make it sufficiently attractive
that the purchaser will be willing to make a
considerable effort to use it after he buys it.
It is, therefore, necessary to 'make some effort
to convince the public of the desirable results
to be obtained through the use of musical in-
struments. This effort must naturally be di-
rected, aside from the professional musician,
largely to the growing generation and to the
parents. Few people in adult life will take up
for the first time the playing of a musical in-
strument. In other words, it is a campaign of
education on which we are embarked. The re-
C. D. Greenleaf
President, National Band Instrument Manufac-
turers' Association
suits will be slow, but the campaign must be
carried on continuously if it is to be effective
at all. We have already made great headway
and with the return of more prosperous gen-
eral conditions we may reasonably hope that
we will get the cumulative effect of the effort
which has been and is still being made. While
the theory that presidential years are years of
poor business is largely exploded, nevertheless
we can at least hope that this Fall will mark
the beginning of a rising trend in our industry."
Secretary Alfred L. Smith then presented his
annual report, which follows:
"The membership of the Association con-
tinues the same as last year, with one resigna-
tion pending. The work of the Association
along promotional lines, which is being under-
taken by the National Bureau for the Advance-
ment of Music, is covered in the annual report
of that Bureau, extract of which is attached to
this report, together with extracts showing simi-
lar work in the promotion of orchestral and
fretted instruments. The usual prizes have been
given in connection with forty-eight band con-
tests at country fairs and on similar occasions.
"The Association has made it possible by
i