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THE MUSIC TRADE REVIEW
14
JANUARY 25, 1919
TERMS AND PRICES MUST BE STRICTLY MAINTAINED
INSIST ON
AUTOMATIC
MUSIC ROLLS
FOR ALL
Standard Electric
Rewind Pianos
AH the Latest, Up-to-the-
Minute Song and Dance
HITS are Featured in
AUTOMATIC
MUSIC ROLLS
Our February List Contains
A-547
I—I'll Say She Does, Fox Trot
2—General Pershing March
3—Roses at Twilight, Waltz
4—Good-Bye France, One-step
5—It' Gets Them All, Fox Trot
6—When the Old Boat Heads for Home, One-step
7—The Dashing Troopers, March
8—I'm Satisfied to Step Aside, Fox Trot
9—Oh, Susie, Behave, One-step
10—Come on. Papa, One-step
A-548
I—When Yankee Doodle Sails on the Good Ship Home Sweet
Home
2— Under Fire March
3—Bring Back the Roses, Waltz
4—Just Blue, Fox Trot
5—You Can't Blame the Girlies at All
6—That Tumble Down Shack in Athlone
7—Look What You've Done, Fox Trot
8— Rip Van Winkle Slept With One Eye Open
9—Tickle Your Toes, Two-step
10— Oh, What a Time for the Girlies
A-549
I—How 'Ya Gonna Keep 'Em Down on the Farm
2—The Thriller March
3—Kisses, Fox Trot
4—Loyalty Waltz
5—Welcome Home, Laddie Boy, Welcome Home
6—You're Just a Little Pansy
7—The Stilt Dance, Two-step
8—My Barney Lies Over the Ocean
9— You'll Have to Put Him to Sleep With the Marseillais*
10—Some Night, Jass Fox Trot
A-550
I—Keep Your Face to the Sunshine
2—Victory March
3—Valse Inspiration
4—In the Land Where Poppies Bloom
5—Mystery Moon, Jass Fox Trot
6—Some Day I'll Make You Glad, Waltz
7—Roamin' Around, Fox Trot
8—My Sweetheart of Days Gone By
9—Shimmie Shoes, Fox Trot
10—My Chocolate Soldier, Sammy Boy, One-step
A. W. Johnston, Vice-President of the Standard Pneumatic Action Co., in Article in Standard
Player Monthly, Gives Some Timely Advice Regarding the Necessity of Maintaining Prices
Our readers will remember that early last year
we warned them of the shortage in player-
pianos that would mark the business of the fall.
That we accurately forecasted the unprecedented
shortage in player-pianos months before it be-
came acute, in no sense of the word indicates
that we possess psychic powers. Anyone at all
familiar with conditions could have predicted
that there would not be enough player-pianos
to supply the demand. Many did so predict.
There was a shortage of many thousands of
player-pianos, how many thousands we do not
know, but we believe the sales of player-pianos
last year would have been larger by twenty-five
thousand units at least if the goods could have
been manufactured and shipped.
Since the signing of the armistice marked the
end of hostilities, many dealers seem to antici-
pate an early resumption of the conditions that
existed before the war. They seem to expect
a reduction in prices and in some quarters have
exhibited a tendency to loosen up on selling
terms. We wish to warn our dealer readers-
that there is no indication of any reduction in
prices and that they should adhere most rigidly
to a selling policy that will enable them to
turn their capital quickly, which means, oi
course, the insistence upon large payments
down and short-time sales.
When facts and theories clash facts must
prevail. And the fact is that high prices still
prevail. Our readers need but to observe the
cost of foodstuffs, the cost of clothing and the
wages that must be paid to secure competent
help, in order to realize that the signing of the
armistice did not cause a collapse of the com-
modity market or of the labor market. In fact,
the prices on many items that enter into the
piayer have actually increased since the signing
of the armistice.
As a matter of fact, the price of player-pianos
probably will be increased. A war revenue
bill is yet under consideration in Congress as
this is written. This war revenue bill may in-
crease the tax on player-pianos. The prices ot
certain materials actually have gone up within
the past sixty days. No one can prophesy
when, if ever, prices will come down. Many
shrewd business men say they hope prices will
remain high, for the history of the country
shows that an era of high prices means an era
of prosperity.
This will undoubtedly be the greatest player-
piano year in the history of the industry. All
manufacturers of player-pianos expect to be able
to increase their output. Yet there is nothing
in the situation to warrant the belief that there
will be more player-pianos manufactured than
can be sold on good terms and short time. In
fact, it is entirely probable that there will be
an actual shortage in player-pianos all through
the year.
In order to insure an adequate output all
manufacturers have to contract for materials
far ahead. No manufacturer who makes a pre-
tense of taking care of his customers can live
from hand to mouth as far as materials are con-
cerned. And no manufacturer who has con-
tracted for materials for this year has been able
to obtain price concessions. Therefore, prices
for player-pianos cannot be less in the imme-
diate future.
The very conditions that make for these high
prices place the public in a position to buy and
pay for more player-pianos. The purchasing
power of the public to-day is such that no dealer
who has a modicum of merchandising ability
need sell any player-piano on excessively long
time. Many of the most successful retail deal-
ers are placing a rigid limit of twenty-four
months on time sales. And on these terms they
are selling all of the player-pianos that they
can obtain.
Don't expect lower prices.
Don't sell at
lower prices. Don't loosen up on terms. Con-
centrate on the player-piano. Its popularity is
sweeping the country. Order as heavily as pos-
sible and as far in advance as possible. It is
probable that the next five years will hold out
to player-piano dealers fortune-making oppor-
tunities that have never before been open to
them. Don't worry about high prices. Sell
your goods at a fair profit, get your money for
them and if you are alert you will do more busi-
ness than ever and make more money than you
e\er have made before.
STROUP HAS SUCCESSFUL TRIP
Reports Excellent Demand For Universal Music
Co. Rolls On Return From Western Sojourn
—J. J. Reilly Also Returns From Trip
Paul J. Stroup, of the Universal Music Co.,
New York, returned Monday from a western
trip which included a visit to Kansas City, St.
Louis and Detroit, with a week's stay at the
company's Chicago office. While in Chicago,
Mr. Stroup arranged for the change in the man-
agement of this branch, which was announced
in last week's Review, whereby Roy A. Rose
became Chicago sales manager.
In a chat with The Review, Mr. Stroup com-
mented upon the encouraging and optimistic at-
titude of the dealers throughout the Middle
West. He stated that practically every dealer
he visited is enthusiastic regarding the business
outlook, and believes that 1919 will be a splen-
did piano and player-piano year.
The demand for Universal music rolls is
growing by leaps and bounds, and the new sup-
plements are meeting with a popular reception
from the dealers and their patrons. Universal
song rolls in particular are proving ready sellers
everywhere, and Mr. Stroup- brought back with
him large-sized orders that reflect a record-
breaking call for these song rolls during the
next few months.
J. J. Reilly, traveling representative for the
Universal Music Co., returned Monday from a
visit to the trade in New York State, Pittsburgh
and nearby territory, his order book indicating a
healthy condition in the piano trade in this
section of the country.
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