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THE
MUSIC
TRADE
REVIEW
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
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Fourth Are., New York; Assistant Treasurer, Wm. A. Low.
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RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
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Executive and Reportorial Staff
EDWARD VAN HARLINGEN, V. D. WALSH, E. B. MUNCH, C. A. LEONARD,
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Departments conducted by an expert wherein all quts-
tions of a technical nature relating to the tuning,
regulating and repairing of pianos and player-pianos
I W l l p
a r e dealt with, will be found in another section of
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LONG
DISTANCE
Vol. LXXII
TELEPHONES—NUMBERS 5982—598I
Connecting a l l Departments
CabU address: "ElbllL N«w York"
MADISON
NEW YORK, FEBRUARY 5, 1921
SQ.
No. 6
REASONS FOR PRESENT PIANO PRICES
ERTAIN factors in the trade, particularly among the retailers,
C
have been, and are, waiting patiently, apparently, for a substan-
tial reduction in wholesale piano prices, on the theory that with
many other articles of commerce dropping in price, and with raw
materials in some cases showing a decline, piano manufacturers
will be able to make considerable reductions.
Investigations conducted by The Review, however, indicate that
up to the present time there have not been enough cuts in supply
costs to warrant any material shaving of prices by manufacturers
unless they are in a mood to take and absorb, themselves, a part of
the loss. This week, for instance, we present some figures relative
to action prices, which indicate that, although there have been ma-
terial reductions in the prices of certain upright action parts, the
average price cut on these materials has been approximately ten
per cent. On the other hand, grand action parts have shown a
reverse movement, with the result that there has been an average
price increase of several per cent on such actions. It is explained,
of course, that quantity buying has some effect in keeping upright
piano parts at a lower level than grand action parts.
Without any endeavor to make an argument for the manufac-
turer, it is to be remembered that facts are facts, and that assuming
that the manufacturer has used up all his high-priced materials and
parts, and is buying at the market to-day, he is not enjoying the
price reduction quoted in some other lines of industry. To make
lower quotations to the dealer, therefore, means for the manufac-
turer to cut into his profits and to take a certain percentage of
loss. Some of them are doing this, and it is declared that the re-
tailer understands what is being done.
It is possible, if not probable, that there will be a gradual read-
justment of supply prices and a downward tendency will make itself
more evident than at present. But the piano business cannot be
gauged by conditions in other lines of activity. Not being a sea-
sonable product, there is little occasion to liquidate at any figure
to prevent a total loss. A piano that is not sold this Spring is
perfectly salable next Fall or next Spring, and when such a condi-
REVIEW
FEBRUARY 5, 1921
tion exists the throwing of goods on the market to clean up unsold
surpluses and make room for fresh stock is not to be expected. In
a way the situation serves to emphasize the stability of the industry.
LESSONS FROM THE AUTOMOBILE INDUSTRY
or other, to mention automobiles to the average
S OMEHOW
piano man in the course of a discussion is like sticking a match
into a keg of gunpowder. He sees in the automobile that which
has taken money that might have gone into the purchase of a piano
arid that which has served to carry people away from their homes
and away from the necessity of having music for home entertain-
ment.
Just at present, however, the members of the piano trade, in-
dividually and collectively, might study with profit the steps taken
by the automobile industry to overcome what has been termed "the
buying vacuum." There is no question but that the automobile
trade has been hit far more severely than/the music trade by the
wave of depression, yet that industry remained firm and the mem-
bers set about to determine on ways and means for inducing the
public to again invest in cars.
Although many of the factories were closed, the automobile
men made arrangements to carry on their shows as usual with this
difference—instead of posing nonchalantly about 'the displays,
garbed in silk shirts or swallowtails, the attendants made it very
evident that they were on the ground to sell. Although it was de-
clared that the public would not buy, the newspapers were filled
with page upon page of automobile advertising featuring quality,
and the results have been worth the effort. It is the declaration
of the automobile men that the "buying vacuum" has been over-
come, and the actual sales as a result of the show would seem to
indicate that fact.
The important point is that the automobile men also declare
that they have been instrumental in turning the public once again
into the buying channel. Whatever foundation in fact is behind
this claim, it is certain that the automobile men have proven that
the public has money and will spend it if subjected to the proper
campaign.
It is not to be expected, of course, that the piano trade can
carry on a campaign of the size, scope and effectiveness of the
larger, and in many respects better organized, automobile trade, but
the piano men can at least study the methods that have been used
and adopt a number of them. The main thing, of course, is to
build upon a foundation of courage, and the belief that the public
can be sold if the right form of attack can be discovered.
THE PROPOSED TUNERS' COMMISSION
F the bill introduced into the New Hampshire Legislature recently
I taken
designed to create a State Piano Tuners' Commission is to be
seriously, then it marks a departure that will unquestionably
be watched with a great deal of interest in the trade at large. Just
what the Commissioners' powers would be is not set forth, but
presumably that body would be required to investigate the quali-
fications of various tuners and issue to them some sort of certificate
to enable them to operate within the State.
Legitimate tuners will unquestionably be inclined to favor a
measure that would serve to weed out, and keep out, men of the
type that, under the cloak of tuners, manhandle good instruments
and in some cases practically wreck them, simply for the purpose of
collecting a small fee for so-called regulating.
HUMAN INTEREST IN TRADE NEWS
HE purchase by John L. Stowers, the well-known Cuban dealer,
T
of the name, good-will, finished stock and other assets of the
R. S. Howard Co., at the auction of the company's property last
week, makes a trade story of unusual interest, and provides an
example of business loyalty that is indeed rare. Mr. Stowers in the
building up of his great business in Cuba has depended largely upon
the products of the R. S. Howard Co., with the result that there
was built up an unusually close manufacturer-dealer connection.
For the retailer, therefore, to step in at the last moment and bid
in the property of his friend, the manufacturer, for the purpose of
continuing the name and the business, is an act in which human-
ness and generosity have been combined in good proportion with
capable business judgment.