Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
flUJIC TRADE
VOL. LXXV. No. 25
Published Every Saturday by Edward Lyman Bill, Inc., 373 4th Ave., New York, N. Y. Dec. 16, 1922
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Keeping Plants Operating Throughout the Year
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T is generally agreed among those in all divisions of the piano trade, and particularly among the manu-
facturers, that the development of the piano industry next year, which, under ordinary circumstances
and in view of national business conditions, should prove satisfactory, will depend upon the ability of the
factories to keep their plants operating steadily throughout the twelve months instead of spasmodically,
as has been the case for the past few years.
There are several questions that hinge upon this regular factory operation, chief among them being that
of securing the right kind of workmen in sufficient numbers and keeping them satisfied in a permanent, effec-
tive organization. Then, too, there is the question of reducing overhead and consequently costs in a certain
degree through regular production over all the twelve months instead of forced production for only a few
months of the year.
There is no question that if the trade as a whole can only be made to take proper cognizance of the
situation, and the retailers, particularly be convinced of the part they must play in bringing about a reform,
conditions can be improved without placing any serious burden on any one trade factor.
Piano merchants in most sections of the country will enter the New Year with very low inventories
and, in fact, some of them have already anticipated a shortage of stock after the holidays sufficient to warrant
placing substantial orders for delivery after the first of the year.
If the orders thus placed by the various retailers are simply sufficient to meet, current needs during the
post-holiday season and make no provision for the stock in warerooms, and perhaps warehouses, in anticipation
of the periods of stimulated demand that occur during the year, then no relief will be realised.
For the past month or more, the prospect of a- piano shortage, particularly in the matter of certain
makes, has been very real, and in a great many cases such a shortage has actually existed, with a consequent
loss of business and profits that were there for the asking had instruments been available.
Throughout the early months of the year, manufacturers were as one in urging retailers to order well
in advance in anticipation of their Fall and holiday requirements. Some of the dealers gave heed to the good
advice, and are in a position to congratulate themselves as a result, but the great majority apparently believed
that the manufacturers were simply trying to unload stocks at the dealer's expense and waited till the last
moment in confidence that their orders would be welcomed and filled overnight.
In spite of the frantic efforts of manufacturers to enlarge their factory organizations, and the fact that
many plants were kept working overtime, it has been impossible to fill all the rush orders of the retailers.
There is at least one concern that could add close to a million dollars cash to its bank balance and to its accounts
receivable if all orders on hand for immediate delivery could be filled promptly.
With the lessons of this present Fall-, and for that matter last Fall, before them, piano merchants must
begin to realize, just as have retailers in other lines long ago realized, that the only safe course is to support
their manufacturers and keep them operating steadily throughout the year as a protection against shortage of
stock when it is most needed.
If factories cannot function then the retailer finds his source of supply cut off, and factories cannot be
expected to be able to develop, off-hand, trained organizations so long as the piano manufacturing business is
considered a seasonal business. What the first-class mechanic wants is regular employment and he is naturally
going to seek the field wherein he can find it.
It is conceded that 1923 will be a great year for the piano business, provided the retailers put forth
proper selling efforts throughout the year and production is maintained. Post-holiday orders will keep the
factories going for some weeks at least, but after that it is the steady run of current advance orders that Is
going to keep the plants moving smoothly for the balance of the twelve months.
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