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PLAYER SECTION
NEW YORK, SEPTEMBER 29, 1917
A Survey of Conditions in the Player Trade Indicates That There Will Be
Plenty of Business During the Coming Season, Though Manufacturers Are
Handicapped by a Shortage of Supplies and Labor—Dealers Are Optimistic
The business situation, as it affects the manu-
facture and sale of pneumatically operated
pianos and cognate instruments has been, nat-
urally, the subject of unremitting attention from
all piano men who are aisle to realize the ex-
traordinary nature of the events through which
the country is at present passing. These events
are, in most respects, quite without parallel in
the history of American business; and their ef-
fect upon the business which we are engaged in
promoting through this newspaper is as sig-
nificant as it is sensational.
The result of some inquiry conducted during
past weeks by the Editor of this Section has
been to show that a situation exists at present
which is almost self-contradictory, but at the
same time is highly favorable. All reports show
that both dealers and manufacturers are in a
position at once enviable and the reverse. The
manufacturers are apparently suffering from se-
vere handicap in two directions. One is in that
of supplies of certain kinds. The other is in
that of skilled labor. On the other hand, how-
ever, they are, if not glutted, certainly well sup-
plied, with orders. Dealers, again, are experi-
encing an excellent demand for their goods; but
they are having trouble in getting their or-
ders for stock filled. The situation is curious
and in some way? unparalleled.
We have attempted to obtain the views of
some leading men in both the wholesale and the
retail fields as to the exact conditions which
prevail with them respectively. These views
are extremely interesting and are summarized
herewith.
WHAT MANUFACTURERS SAY
The general view of the manufacturers of
pianos and player-pianos both in Eastern and
Middle Western sections seems to be that the
retail trade should discount the future a little
more systematically. A very prominent West-
ern concern reports that it is already experienc-
ing difficulty in manning some of the depart-
ments in its factories that require skilled labor,
and is seriously considering an expansion of
female labor in its player department, hoping
that perhaps women may be trained to do some
of the assembling of player actions and the reg-
ulating thereof.
Generally speaking, however, there seems to
exist a disinclination to be the first to take up
any revolutionary work of this sort, and some
manufacturers are of the opinion that, while
the idea is good in itself, some one else ought
to try it first.
The bearing of these observations on the deal-
ers is, of course, that the present situation is
necessarily not so strained as it will be in some
weeks or months hence; and, therefore, it is
argued that the placement of ofders immediately
for all anticipated Christmas business is con-
sidered to be positively essential if the retail
trade is to be reasonably well served this win-
ter.
Apropos of this, by the way, it is not without
interest to note that a certain Middle Western
manufacturer, asked about the Order Early cam-
paign, undertook to say that he rather antici-
pated some demands for higher wages when the
extent of the advance business on hand becomes
apparent to his factory force. But there is no
present indication, so far as can be seen, of any
such thought being harbored elsewhere.
"1 am sure," said a prominent manufacturer
to the writer, "that the big problem this fall
and winter, for our dealers as well as ourselves,
will certainly not be that of selling goods, but
of buying them. With us it becomes no easier
to obtain the necessary supplies in the neces-
sary quantities, although I am sure we shall
somehow be able to" fill our orders. With the
dealer the difficulty will be of getting his stock
on his floors at the right time. He will be able
to buy, and get his deliveries; but just when
he will get them is another matter. The rail-
ways are continuing to inform us that they
anticipate a serious shortage of cars and rolling
stock, not to mention a strain on their operat-
ing facilities. There seems little doubt that
before, the winter is over a scheme of classify-
ing shipments by their importance to the coun-
try from the standpoint of the military situa-
tion will be in operation. Pianos and player-
pianos will, of course, not be among those given
priority. Add to this a possible inability to
handle the number of extra trains, required, and
you have all the elements of a shortage in stock
for all dealers who do not get their goods early
on their floors.
"In the circumstances, it is not only good
policy, but the only good policy, just now, to
get in orders well ahead. We can then see
ahead what we can do, and when we can de-
liver to the railroads, with some chance of mak-
ing deliveries on time. Otherwise, we shall all
suffer, and those piano merchants who complain
will have themselves only to blame if they have
not sufficient stock in hand to meet their re-
quirements."
These words appear to represent the very gen-
eral opinion of all the important manufacturers,
and they are therefore entitled to the serious
consideration of all the retailers.
A RETAIL SUMMARY
The opinions of those who are most compe-
tent to speak for the retail trade seem unani-
mous to the effect that there is at present a
gratifying activity in business, with indications
of a still more active fall and winter. The rea-
sonableness of the manufacturers' demand for
early ordering is certainly acknowledged to a
considerable extent; and many are taking ade-
quate measures accordingly.
The smaller
dealers, however, as near as can be judged, do
not always see the light, and there is, as always,
among them a tendency to ascribe to the manu-
facturers ulterior objects. Happily, malcontents
are few; but it is they who, a week before
Christmas, want goods in a hurry and who, this
year, will be disappointed.
It is gratifying to observe that the more im-
portant retail houses are doing their utmost to
counteract, by suitable advertising, the mis-
chievous propaganda, the origin of which is only
partly to be laid at the door of overzealous gov-
ernment officials, which, at the entrance of the
United States into the war, disseminated among
the people the idiotic notion that 'economy' in
war-time means the stoppage of purchasing.
Dealers recognize that the nation is at war, and
that the business of a nation at war is to win
that war; which, in these days, means national
dedication to the cause. But this also means,
quite essentially, financial capacity. Financial
capacity means active business. Active busi-
ness means active buying. Therefore, among
dealers of the highest rank, there is apparent a
strong tendency to employ in their advertising,
more and more strongly, the argument—wholly
legitimate and accurate—that investment in
pianos and player-pianos is not alone a good
thing in war-time, for what can be got out of
them, but a better thing for what it does to
keep trade going. The results would be even
more valuable if dealers were more vigorous in
these efforts; but even as things are, enough
has been accomplished to indicate that the idea
is sound.
Dealers, of course, are free to express the
opinion that the manufacturers should not shel-
ter themselves behind the railways as an excuse
for not getting their goods out, or even for
not delivering. Allowing for the existence of a
situation which the railways are not wholly
ready to control, it still is believed by many
dealers that they are, as a whole, doing their
duty in ordering as early as possible.
"It would be wrong," said a very prominent
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