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THE MUSIC TRADE REVIEW
THE YEAR IN THE MUSIC ROLL INDUSTRY
By PAUL J. STROUP, General Manager, Universal Music Co., New York
The observant traveler in this glorious in-
dustry of ours need not to have been blessed
with exceptional eyesight to have noticed dur-
ing the past twelve months
a change, indeed a most de-
cided change in the atti-
tude of the average dealer
toward his supposed old
enemy, the music roll. It
would appear as though
many of their differences
have been forgotten, the
hatchet buried, and each is
going to give the other a
square deal. Indeed, there
are instances where they
h a v e become downright
Paul J. Stroup
"chummy"—so much so in
fact that many of the dealers in this new-found
friendship, unable to bear the wide gulf for-
merly separating them, have taken friend roll
from his hole in the wall, stripped him of his
ignominious rags, clothed him in a fairly good
quality of purple and fine linen and have housed
him in quarters more befitting his position and
nearer Mr. Dealer's own place of abode, in fact
among the elect. In some cases he has been
known to have advanced to a point of aristoc-
racy where he now eats at the master's table
with the rest of the folks. He no longer takes
"back-talk" from the haughty talking machine
record, and the first-floor-front-but-little-profit-
sheet-music.
Roll Business on Sounder Basis
The fact is, the music roll has inserted his
No. 12 boot between the door and the jam.
Before some of his "antis" know it, his whole
body will be in, and Mr. Retailer will reap his
long-delayed, though in some cases, unmerited
music roll reward. Indeed, in reviewing the
past year's roll performance we find there is
much for which to be thankful. The roll busi-
ness was never on a sounder basis financially,
ethically and artistically. Of course, there will
always be the "sour-note-maker," the dealer
who just won't see it in any other than his own
benighted fifteen-years-behind-the-style way.
The dealer who still insists upon giving 100
rolls with a player, and that is not a typo-
graphical error, or at least, the dealer whose
ad creates that impression is helpful neither
to roll nor player industry.
Two such cases have come to our attention
during the last thirty days—dealers of a sur-
prisingly big calibre, too. What justification
exists for this unheard of generosity we do not
know. Fortunately, up to date no competing
dealers have found it necessary to meet the
proposition. We hope for the sake of the
high standing of both player and roll in the
communities where this outrage was committed,
they will continue to discover no necessity for
so doing. A continuation and spread of such
a "generous-to-the public" policy might ulti-
mately lead to a reversal of form, with the
dealer selling a hundred rolls of music and
throwing in a player or two.
Influence of Productive Costs
If the present rise in roll material, cost of
production, selling, etc., persists in its upward
flight, music rolls will shortly be in the gem
class, for which both the dealer and public
will have to pay in proportion. Possibly, in-
creased list prices would have the desired ef-
fect of producing increased respect from the
dealer as well as from the ultimate consumer.
It certainly is safe to say that a roll costing $2
or more is going to be handled with much more
respect than the 40-cent variety.
The roll business has passed through the first
stage of its readjustment, both with respect to
the manufacturer and dealer. Each in his
own way has been fearfully harrassed by prob-
lems of no mean proportion confronting him.
Each has found that the cheap roll does not
pay, that the low-priced roll does not offer a
safe margin of gross profit on which to operate.
Mr. Dealer now shows a willingness to join
the manufacturer in music roll uplifting. It is
quite to his advantage to do so. His faith
in the future of the player-piano justifies his so
doing. He now looks at the two as a unit.
Neither can succeed alone. The success of
the player is measured by the success of the
roll. Of that there can be no doubt. In
building up his roll department he is uncon-
sciously strengthening his player department.
Every worth while roll manufacturer is giv-
13
ing the trade the best that is in him. Though
competition is keen, this type of roll manu-
facturer has steadfastly held to a high standard
of quality. For this, the player manufacturer
assuredly owes them a vote of thanks; 1917
is full of promise to everyone connected with
the roll industry, whether as producer or dis-
tributor.
Continuation of the analytical attention given
the retail roll business during the past year,
will very shortly eradicate it from the quag-
mire into which it has been resting, and when
it happens, great will be the rejoicing among
those good dealers and manufacturers who have
been persistently and earnestly fighting to bring
it about. Every dealer's help is needed. We
shall, as an industry, expect to receive it.
CREDIT REFORMS CANNOT BE SACRIFICED
Interview with RICHARD W. LAWRENCE, President, Autopiano Co., New York
These are times when it behooves the piano
man, whether manufacturer or retailer, to be
particularly careful in the matter of handling
his affairs, so that while he takes advantage of
the present prosperous condition of the coun-
try, he may make that advantage permanent.
Upon the manner in which his credits, his costs
and general expenses are handled just now
will depend in a large measure the stability of
his future prosperity.
The question is important at all times, and
as such receives the earnest consideration of
the most prominent men in the industry.
In discussing with The Review the foregoing
in relation to the present business situation,
turing costs are continually moving in an up-
ward direction. In making his plans and ad-
justing his prices for 1917, therefore, the manu-
facturer will have to take this abnormal con-
dition into consideration. He will have to fix
prices on his instruments that will not only
cover increases to date, but take care of prob-
able increases in supply prices during the com-
ing months.
"The dealer must have stable merchandise
costs on which to work. He cannot be ex-
pected to receive a new quotation on each or-
der for pianos that is placed. These increases
must be bulked and the additional charge defi-
nitely fixed on the piano for the convenience
and protection of both maker and seller, and
must be fair to both parties.
"The dealer, too, will have to watch his cred-
its and not lose his business balance because
sales are plentiful, and the demand for instru-
ments exceeds his supply. For the dealer to
lengthen his time of credit unduly to pur-
chasers really means the forcing of sales and
with money plentiful, as at the present time,
there is no occasion to follow such tactics. The
safe course for both manufacturer and retailer
is to preserve the credit balance as it was
when conditions forced carefulness.
Long
credits are not necessary with a public demand
for instruments and with money plentiful."
GREAT ACTIVITY AT WANAMAKER'S
Schomacker, Emerson and Lindeman Pianos
Selling in Large Numbers—Grands Have the
Call—A New Lindeman Small Grand—Stod-
dard-Ampico Gets Cordial Reception
Richard W. Lawrence
Richard W. Lawrence, president of the Auto-
piano Co., and a man of wide experience and
recognized judgment in such matters, summed
up the situation as follows:
"No matter how good business may seem to
be at present, the piano manufacturer cannot
afford to sacrifice credit reforms that were
forced by circumstances, sometime ago, when
the demand was slack and money was tight.
Manufacturers were forced to shorten their
credits then as a matter of financial protection.
Close credit systems established under those
conditions should be maintained with a view
to future protection.
"The first basis of a successful manufacturing
business is an accurate knowledge of costs,
which is particularly necessary under present
conditions. For many years piano manufac-
turing cost was a relatively stable matter. The
manufacturer could gauge fairly closely just
what his pianos cost to make, and would cost
to make in the near future. In view of the
present situation in the supply market, the
manufacturer is not in a position to arrive "at
this knowledge offhand, because the manufac-
The piano department of John Wanamaker,
New York, is still busy with the unusual
Christmas business of this year. The books
show excetional volume of business for the
month of November. B. F. Owen, the man?
ager of the department, reports there have
been four times as many small Schomacker
grand pianos sold this fall as during the same
period last year. The Emerson and Linde-
man pianos are also doing an important part
in rolling up the large amount of business exe-
cuted. A new model, a Lindeman small grand
piano has just been received.
Besides its
beautiful tone and lines it has an improved hold-
ing device for the music rack.
A new instrument recently installed in this
department is the Stoddard-Ampico. It im-
mediately came into popularity. Recently six
of the many department heads of the Wana-
maker store listened to this new instrument.
Four out of the six were immediate purchasers.
The reproducing qualities of this player are
perfect, and it is noteworthy that this instru-
ment is to be sold at a very moderate price.
L. S. WARD TO OPEN STORE
L. S. Ward, formerly a member of the Mc-
Donald-Ward Piano Co., Wenatchee, Wash.,
has arranged to open a piano store at North
Yakima, Wash.