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THE MUSIC TRADE
THE
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Departments conducted by an expert wherein all ques-
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tions of a technical nature relating to the tuning, regu-
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NEW YORK, AUGUST 19, 1916
EDITORIAL
T
HE advance in piano prices first announced with some mis-
givings and considerable explanations by the piano manu-
facturers did not create the furor which some of the members
of the trade were inclined to expect. If there ever was a logical
time for the increase of prices, the year 1916 is that time.
The piano merchants and the public have had the increased
price idea strongly entrenched in their mind. Food, clothing,
rents, in fact everything that can be included in the category of
either luxuries or necessities, with the possible exception of
"Flivvers," has advanced in price often nearly 100 per cent., and
when it was announced that piano prices would go up the an-
nouncement was received for the most part as though it had
long been expected.
Moreover, the effect on retail sales has not been noticeable,
which proves that the public has become used to paying more
for the things it needs. There have been some dealers, of course,
who have opposed any price increase, but in this particular case
they may be considered as an exception to prove the rule that
the piano man who realizes the trend of general conditions, as
well as conditions in the trade, knows that the piano manufac-
turer was faced by two alternatives, the raising of wholesale
prices to cover his increased cost of production, or the sacrificing
of quality. For the piano of prestige and standing the alterna-
tives were reduced to one, and a higher wholesale price was the
answer.
PERUSAL of the report of the Convention of the American
Guild of Piano Tuners in The Review last week would
indicate that other trade associations might follow the example
of the Guild, in the matter of having practical trade subjects
presented for discussion. The Guild has important work to
perform in the trade, and its members thoroughly appreciate
the fact by the manner in which they attack the various prob-
lems peculiar to their branch of the industry. The Guild was
formed primarily for the betterment of the tuners' position
A
REVIEW
through education and mutual help, and from the character of
the papers read at the Detroit convention and the interest shown
in them it is apparent that the primary object of the organiza-
tion has not been lost sight of.
In discussing the Guild convention it is to be hoped that
the name of the organization will not be changed. In the first
place, among the many associations a Guild is distinctive and
means much. Guilds in the Middle Ages were made up of
men of the highest standing in their particular lines of trade,
and the Tuners' Guild seeks to obtain the same position. By
all means let the name Guild remain for what it stands for and
what it is.
T
HROUGHOUT the trade about this time of the year there
is heard the cry, to adapt a holiday slogan, "Do Your Christ-
mas Shopping Early." The warning applies just as strongly to
the merchant as to the retail purchaser, for be has not the oppor-
tunity of the latter to make last minute purchases. Many piano
dealers seem prone to let the manufacturer carry stock, not be-
cause they haven't space in their warerooms or are afraid to
overstock, but because they cannot or will not make the neces-
sary financial arrangements to carry a Christmas stock of pianos
for from live to six months before the time they are to be sold.
Even should the dealer hesitate to actually put in stock, there is
no legitimate excuse for his not being able to prepare for at
least a portion of the expected holiday demand by placing orders
in September or earlier. Such orders in hand from reliable
dealers enable the manufacturer to gauge to a certain extent
the demands that will be made upon his factory and to prepare
for them" accordingly. Pianos are not made in a day or in a
week, and to ask a manufacturer to work entirely in the dark
does not mark the spirit of co-operation in the dealer as being
very strong.
The increased cost of labor and materials in piano factories
makes it all the more necessary this year that the manufacturer
should know approximately where he is at. No dealer can tell
within one just how many pianos he will need between now and
the first of the year, but he can at least provide for the amount
of business that he knows will be standard and cause the manu-
facturer to worry only about such instruments as will represent
an increase in his normal business. Placing orders for pianos
does not cost anything beyond the actual postage and the time
taken to write the letter, and if the orders are placed intelli-
gently there should be a substantial saving in telegraph and'
telephone messages when pianos that should have been ordered
in advance are wanted and wanted quickly for current demands.
L
AST year considerable interest was displaved by the piano
trade in the matter of trade acceptances, and suggestions
were made and important papers read before the conventions
showing how this system would bring about better credit
conditions.
In other industries, however, this plan has been tried out
with considerable success. A number of concerns in urging cus-
tomers to make use of trade acceptances,' point out that in this
way they can save one-half of 1 per cent, on their purchases.
There is no doubt that it would be much better to have the
plan of acceptances take the place of the open account system
wherever this is practicable. It means that when a person buys
goods on credit he shall give his note to the seller, who then may
indorse the same and turn it over to his bank and obtain the
money which it represents for use in his business if needed. This,
being two-name paper, may be then rediscounted by a Federal
Reserve Bank, if the original bank needs the funds for further
use. The one-half of 1 per cent, represents the preference given
to two-name over single-name paper. The use of acceptances
is more likely also to result in prompt collections, because the
average debtor is more apt to respond quickly to a notice from
a bank than he is to one from a mercantile house. Whether the
experiment now in progress will succeed is a question. It is
difficult to change the trade habits of years, but, if it can be done
at all, the present time is most propitious. The market for many
articles is now in the sellers' favor, and buyers are willing to put
themselves to some inconvenience if they can be assured of
prompt deliveries on their orders. Once the new custom is
established, it will continue.