Music Trade Review

Issue: 1923 Vol. 77 N. 6

THE
MUSIC
TRADE
UThe Maker's Name and Reputation Ale the
Real Protection of the Buyer"
REVIE'V
...
General Office, Factory and Display
BEHNIN.G PIANO NEW CO
YORK
16nft'~t
at lIl.a . dJ 'son
- ~l' ..
..
A~'eiiul,~e \V'
y~ I" I -"~"'"
'"World's Choice Piano
.... "t
..
for the finest
Motion Pict
Theatres
Factories and Warerooms:
~
338·340 E. 31st St., Now Yol'k
. , .,..... lIJIInmlllllJl~lIwllmlllnUIllIllU lllnlllnllllllllnllnlll1U lIll!lnUIiW'WIlIllIlIlIllIIliIIlIlIllIlIllI1lI1111111llllnillmlllllUUmnlllllllllllllllllllllllllllllll llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll1lIlIlIlIlIlIlmllmlllllllmllmll111m:::I1~
• ....
..~~il7Tle}~~;.· . hatniony in the factory
ther9 wilLg~ none in the piano"
FORT WAYNE, IND., U.
New York
C~icago
JAMES & HOLMSTROM PIANO CO., Inc.
PIANOS
SMALL GRANDS PLAYER·PIANOS
It's what is in side of the Sterli ng that has made its repu·
tatio n. E very detai l of its construction rec eives tho rough
a tte ntion from expe rt wo rkmen-every m ateria l used in its
co ns truction is th e best-ab solutely. That m eans a pian o
of perma n e nt exce llence in e very pa rti cul ar in w h ich a
piano should excel. The dea le r sees th e co nnectio n be­
twe en th ese fac ts and th e univ ersa l popularity of the
Sterl ing.
'I. ...
; .... . ~ " .
Office: 25·27 West 37th Sf-, ·N. y~
. . . . ~ ... "lI'

F~ctory: 305 to 323 East 132d St., N. Y.
~.-
DERBY. CONN.
...."A
MANSFIEbD>
8ETTER
N'A ~6t
B R I N .. ~ E R" ~'B'r
AR~
-II. C6Mi'l.£TE LlNE QF GRANDS
P. ia no S ' a il '
-;'... ·lJPRICHTS :AND PLAYER-PIANOS
135lh St. Gd VI,".,w Ave. , NE'\hY~RK • . N. J.
Tho details
~
are
aye r- Pianos
.I """~."" · ·
vit."l!r .ntlff'esuii'g 'tci you (
... " ... ,.
BRINKERHOFF ~.l~NO CO
~
209 South S~te. ~.treet, Chicago
12 Issues for $2.00
NEW YORK
TRANSPOSING
K.EY-BOARD PIANO!
Eminent as an art product for oller 60 year.
THE STERLING COMPANY
Devot ed to th e inte rests of the
T a lkin g :Machin e Dealer. The old­
est a nd domin at in g publi ca t ion in
th e fie lcl. I ts a uthori ty a nd valu e
is r eco gni ze d by the ent ire trad e.
A.
"
LEU
R
'"
.
."I!!!I!IIIIIIIIIIII!!1ll il!llrammIl(DlWllJJJU!HIIIII IIIIIU:~llllIllllJJJIJJ!UliI1l11l1lIllUlIIlIlllllllllllllllmUJIIIIIIIIIIIIIIUBlIlIIIII1U1I11U:;::::IIIIIIIIIIIIII IIIIIII!JIII IIIIIIIIIIJUlHlIlUmIllIIllJUmmlllJ.@i
'A"II'illll.'. •
STERI:ING
Talking Machine
World
n
NEW YORK HEADQUARTERS, 130 WEST 42d STREET

The
;
aaar(l. PiaD'~. Company
I
s.
I
The AMERICAN PHOTO
PLAYER CO.
PIANOS and
_ ... ­ PLAYERS
Used and Endorsed by Leadini: Conserva­
tories of Music Whose Testimonials
are Printed in Cataloi:
OUR OWN 'ACTORY 'ACILITIES, WITHOUT
LAIlQI[ OITY EXPENseS, PRODIIO£ 'INnT
INSTRUMI[NTS AT MOD I[ RAT E PRIOIS
H. LEUR & CO., Easto~ Pa.
THE GORDON PIANO CO.
UJ;8tabIlsbed 1843)
364 Livingston Street, Brooklyn " :-"1
~4'
,
383 Madison A venne
York
CO.
FACTORY
526-536 Niagara St., Buffalo, ·N.
PRODUp~S
IN THE WORLD
1'1."TJ7~)· '-"'East 133rd Street and Alexander Avenu·e
Win Friends for the Dealer
San Francisco
~LAYER.PIANO
Manufactured by
'"'"
'''1~
Roo~
Weed and Dayton 'Streets
Chicago, Ill.
\
THE FINEST FOOT-POWER
KURTZMANN
PIANOS
11, 1923
BUSH & GERTS PIANO COMPANY
.....,..y high-grade BUSH & GERTS piano bears the name of its lIIAKERS. For_
...-..ter of .. century BUSH & GERTS have made high-grade pianos. Both BUSJI
., GERTS are practical piano makers and have made 5(1,000 pianos under the O~n!l
NAJllE, ONE TRADE-lIIARK. Dealers wanted in all unoC C"r prlceB and term.e.
c. KURTZMANN &
AUG U~T
WHITLOCK and LEGGET .A.VE!L Nli:W YORK
J
-.
~
. . . ...
­
, D [CKER
...
. ".
EST. 1856 '
&. SONl
"Made by a Decker Since 1866"
PIANOS and PLAYERS
.", ,, 1197-781 Ea.t 116tb Street. New Yorl<
The
Music Trade Review
Covers eve ry side of th e Music Trades co m­
pletely every week. D e partments devo ted to
the piano, pla yer, t a lking machine , musical
merch andise, supply trades, mu sic publish­
ing. Authoritative, acc urate a nd valuable.
52 Issues for 12.00
383 Madison Avenue, N. Y.
Manfrs. of The Gordon & Sons Pi.,
and Player-Pianea
THE
-
ug • 11
1923

VOL. LXXVn. No.6. Published Every Satllrday. Edwaril'Lyman Bill, Inc., at 383 Mad-iSon Ave.,"New York,
Single Copies 10 Cent8
$2.00 Per Year
Fall and "Tinter
-
.
.....
.
IIXIlIXIII~IIIXllIglI!XII=IIIXIfIXIllXIII~IIIXIlIXIII;;III=III:CIIIXlll
II &
I ' . . . . ':~- .
.'
I
F present indications are.. '...;YOrt.h an.yth.illS"' there. are going to be just two kind.s of piano merchants during
the coming" Fall and V{i!J.ter.ljjJf~~,~~~ng pianosaruj. el ~"'ycJ'~ian os because they have
them to self, a:iitr1:ii'O~e . t;yh~a~fellin~",.~~~.e ~ .h.a,~-e nothin~'"m.. s;J1.
The hrst of.,t4e.s~~~ffg" to show a good profit for the best selling- months of the year; the others
are going to write the results of those months in red ink.
.:;
~.> .
. ""~'"'
.
.~ ......
.
Common sense arid orainary business prudence most emphatically show - yet placed his orders for at leasfp~rt m~: ~omi ng n~onths' requir~ts is going to suffer fr om a sca rcity
which good judg es in the trade predict w ill exist only ~a matt~r of some four weeks from the beg inning of Fall.
These prec1ictions are based on facts and the cleductions'YClrawn from them are as accurate- as it is
humanly possi hl e f or them to be. These facL; are the common trade and it is only the se rene confidence which so many piano merchants seem to haye in obtaining stock when­
ever they desire it that prevents them from dictating the proper action at the present time
vVhat is the situation? It has been a Summer that has been above normal in sales. Cu rrent orders
with the f acto ries have been gooel . F ew merchants have over-stocks. Manufacturers, because of this condi­
tion, have had but littl e chance to accumulate stock themselves. General c.ondjtiOl1s in the country predict an
acti ve selling season in the Fall and \iVinter. There appears to be no check in sight to the basic prosperity
which is being en joyed gene rally at the present tii:ne~ " ls this a situation which the merchant can afford to dis·
regard in considering what is bef ore him? .. Can he afford to run the risk of being without stock when the
demand is there and sales can be mad e? Can b ~on --a· hand..to-mouth basis and give his salesmen future
deliveries to sell, ,~rhe~\:~"!~ need .are the instrum.ents? At least, c~n hf\ do it and show a real profit for
the season's wo rk?
Tt takes time to make a -1;'j~n0 : ...... takes' time for the' manufacturer to obtain his sup)}lies, unless he has
some degree of certainty regarding ,his necessary .. ~lt~UJ ..1Q......war.rwt,..~.bip1 covering himseli by placing his own
oj'ders for futur e delivery . H the merchant orders only as his st,ock is in actual need of replacemen t, he is
goi ng to meet with delays and for no reaSGn fflttept his ' owrt neglect and lack of foresig ht.
The piano indu stry r emains one of the few ·in thfs' couHt'ry il;1 which the peak of ordering at the fac­
tories coincides with the peak of demand by the lllijmate purchaser of the product. It is a sign of inherent
weakness and lack of co-operation for "which its everYlndi,"idual unit; pay's through increased cost of manufac­
turing' overhead and through lost prcYfi t on sales 'tnat rnight have been made but v\Th ich are missed.
It is a situation for which the remed~1 ....the l ner2hants' hands. And for their own protection t.hey
. ~ . :I ".'
must apply it. :0:'0 one else can. The manufacturer is h ~lpless unless the merchants who sf'll his product co­
operate with him to meet it. He does virhat "h~'"
by accumulating v"hatever stock is possible, but the sing-Ie
respons ibility which he assumes by this is too great...f.qr his shoulders, while the divided responsibility of each
indi vidual merchant carrying" hi s share is a comparatively "'small burden.
The merchant who has not insured himself to some extent for the Fall and Winter is going to suffer.
That goes withOllt saying. nut with him the entire industry suffers. H e is shirking his responsibility, and
depending on those manufacturers who accumulate stock and those merchants who order ahead, to carry him
through a ti ght place by keeping the manufacturers' labor organizations intact and thus g iving them at least
SOl1Je chance to meet a situation which is entirely of his own making.
The quality of a piano, whateve r its grade, depends upon the skilled labor that is put into it. Skilled
labor depends upon a perman ent factory organi ;;:at ion. A permanent fact ory organization is directly due to d
con tinuous flow of husiness, a nd that, ill turn, depends upon the wayin which the merchants place their orders
with the factories.
--
can

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