Music Trade Review
Issue: 1920 Vol. 71 N. 16 - Page 5
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OCTOBER
16,
1920
THE MUSIC TRADE REVIEW
PRESENT CONDITIONS PREVENT PIANO PRICE REDUCTIONS WINTER & CO. SETTLED IN NEW PLANT
Frank C. Decker, of Decker & Son, in Letter to the Trade Explains Why Present Prices Must
Prevail—Urges Retail Music Dealers to Sell Rather Than Merely Wait for Orders
Many letters have been sent out during the
last week pertaining to the prices of pianos, but
none has been any more forceful in its phrase-
ology and pointed arguments than that sent to
the trade by Frank C. Decker, head of Decker
& Son, Inc., 699 E. 135th street, New York, in
which their position is stated as follows:
"There seems to be an impression prevailing
in the minds of the people that a slump in prices
on all kinds of merchandise is about due, and it
is resulting in a noticeable standstill in all lines
of business.
"Prices on some commodities have been cut to
some extent, but in such instances the advances
over pre-war figures were abnormally high, and
were made, no doubt, with a view of price-cutting
at the first sign of trade falling off, for we do not
figure that the price cutters are philanthropists,
and are giving something for nothing.
"In the piano manufacturing industry we be-
lieve it to be true that prices have only been
advanced in conformity with advancing costs,
and not to the extent of profiteering, in its ac-
cepted sense. As it takes several months to com-
plete pianos, from start to finish, and as sup-
plies must be ordered several months ahead, the
result is that finished pianos to-day, and those in
process of manufacture, are being constructed
at peak prices, so there is no possibility of any
decline in prices until such time as the cost of
supplies and labor is reduced.
"There is no justification under present con-
ditions for withholding orders at this time for
Fall trade, in the belief that prices are coming
down, and later on swamp the manufacturers with
orders which they may find difficult and perhaps
unable to handle when, by going after your pros-
pects now, and clinching those sales you have
been working and worrying about for so long,
and sending your orders now for such pianos as
you will need for the next month or so, you will
have the satisfaction of knowing they will be
fully up to the usual mark, shipped under ideal
weather conditions, and that they will be on your
floor ready to show to that s'low prospect when
he calls, for when a prospect sees and hears the
piano the sale is half made. Be further assured
if it is possible for us to reduce prices before
January 1, next, we will give you the benefit of
such reduction on all pianos ordered after Octo-
ber 1. We have a nice stock and your orders
will be given our best attention."
Factory in Bronx One of the Most Modern in
the World—Erected Under Supervision of
Julius Winter—Efficient in Operation
Winter & Co., of which Julius Winter is presi-
dent, and for many years situated at 220 South-
ern Boulevard, New York, are now comfortably
settled in their new factory at 141st street and
PORTLAND, ORE., MUSIC DEALERS ENJOY GOOD TRADE
Player-pianos Forming Bulk of Present Retail Trade, Which Is Maintaining Pleasing Proportions
—Johnson Piano Co. Features Chickering With the Ampico at State Fair
PORTLAND, ORE., October 9.—A good lively
Fall trade is going on in Portland at present.
Merchants are all cheerful and not at all wor-
ried over the presidential election which is im-
pending, as so far the slump which usually
precedes election time hasn't manifested itself.
The sheet music houses are doing a big busi-
ness and pianos are being bought for many
young students who hope to develop into great
artists. Player-pianos are still increasing in
popularity, and it is a matter of gratification
to many adult music lovers that in spite of
the fact that they are unable to read a note of
music, much less play those mysterious notes,
they can enjoy to the utmost the best of music
by means of the player. While many enjoy
the great electric reproducing players like the
Ampico, Duo-Art, Welte-Mignon and others of
that kind, there are others who prefer manipu-
lating the instruments themselves, apparently
producing by their own efforts the music which
comes from the instrument. At all events Port-
land people are buying more player-pianos this
Fall than have been bought at any previous
season.
H. D. Campbell, manager of the local house
of the Bush & Lane Piano Co., has returned
from a trip through eastern Oregon and reports
very good conditions in that section of the
State. He visited Baker, LaGrande and Pendle-
ton. While he was in Pendleton the annual
"Round Up" was going on. The crowd was
immense and the exhibitions given of Wild West
riding were enthusiastically applauded.
Business in the local Bush & Lane house is
picking up considerably. Manager Campbell is
conducting a campaign for the Cecilian player.
Eastern music publishers will have to look to
their laurels, as Pacific Coast publishers are
showing a remarkable activity in meeting the
wants of the dealers here. The time for send-
ing unpopular and unsalable songs to the Coast
is about over. If the East can't supply good,
snappy, catchy, popular songs, or good senti-
mental songs, the West can and dealers have
found it out.
The Chickering with the Ampico was the
special feature of the beautiful display made by
the G. F. Johnson Piano Co. at the Salem State
THE BEST KNOWN
MUSICAL NAME
IN THE WORLD.
Fair last week. Concerts were given every after-
noon and evening, Miss Phyllis Wolfe and Mrs.
Alice Price Moore, sopranos, both prominent
vocalists of Portland, singing with Ampico ac-
companiment. Miss Gladys Bozlee, also of
Portland, gave aesthetic dances to the Ampico
accompaniment. Other displays made at this
attractive booth, which was generally conceded
to be the finest one in the whole exhibit, were
Cheney phonographs and attractively arranged
souvenirs and advertising matter. While Mr.
Johnson was in attendance at the fair, he gives
all the credit for the display to J. F. Matthews,
H. L. Stoner and Dolph Taylor, who arranged it.
The player roll department of the local Bush
& Lane Co.'s house has secured the services of
Paul K. Hutchinson, a musician of high musical
culture and deeply interested in piano music.
Excellent business conditions prevail through-
out the entire West, according to the report of
Clyde Wilson, of Kansas City, Mo., who repre-
sents the Jenkins Music House of that city and
who is spending the week in this city.
Lipman, Wolfe & Co. have acquired the Pendle-
ton territory for the Knabe and Ampico. W. A.
Erwin is at present at Pendleton making ar-
rangements for the Fall trade.
A new manager as assistant to Hy Eilers has
been appointed for the Oregon Eilers -Music
House. The new manager is J. M. Howard, a
well-known piano dealer, recently with the Foley
& VanDyke Piano Co., who was for some years
the representative of the Steinway piano and
the Aeolian line in Butte, Mont.
AL. REfiNING AS CHAIRMAN
Heads Campaign Committee of John J. Lyons,
Candidate for Secretary of State
Albert Behning, whose activities in trade and
civic affairs appear to be without end, is taking
part in the present State campaign as chairman
of the Campaign Committee working for the
election of John J. Lyons as Secretary of State
on the Republican ticket. At the last election
for Secretary of State, Mr. Lyons was defeated
for the same office, but Al. believes he has a
walkover this year.
RK
: T°
Julius Winter
Walnut avenue. The factory is not only one of
the most modern, of fire-proof construction, but
is equipped to the minutest detail with the very
latest devices for the manufacture of pianos
and player-pianos. No expense has been spared
in endeavoring to make the Winter plant the
most modern, up-to-date piano factory in the
world. Winter & Co. now occupy approximately
100,000 square feet of floor space and six floors,
all above ground. The outside wall is mostly
windows, so that the workmen have an abun-
dance of light from three sides of the building.
The factory covers a whole square block, con-
taining thirty-nine lots, and is connected by a
spur track which gives immediate access to the
New York Central, New York, New Haven &
Hartford, and Pennsylvania Railroads.
Winter & Co. have been successful piano manu-
facturers for many years, and have also become
well known for the manufacture of their own
player-action which is installed in Winter & Co.
player-pianos. The occupying of this new plant
is the outcome of the steady growth in popu-
larity of these instruments, which has stimulated
an ever increasing demand, necessitating the
larger quarters.
The plant has been built and planned under
the personal supervision of Julius Winter, head
of the company, who has not only had a wide
experience in piano and player-piano manufac-
ture, but also knows the requirements neces-
sary for the progressive manufacturing of these
instruments. The result has been that the plant
is so constructed that the raw material enters
one end and the finished product is shipped from
the other, there being no lost motion throughout
the entire building.
The offices are on the second floor on the cor-
ner, and are large and spacious and attractively
laid out.
RUSSELL ELAM ILL
Russell Elam, manager of the Scruggs, Van-
dervoort & Barney piano department, St. Louis,
iVTo., was ill several davs last week.
THE BEST PROFIT
PRODUCER FOR THE
DEALER IN THE TRADE.
OCTOBER
16,
1920
THE MUSIC TRADE REVIEW
PRESENT CONDITIONS PREVENT PIANO PRICE REDUCTIONS WINTER & CO. SETTLED IN NEW PLANT
Frank C. Decker, of Decker & Son, in Letter to the Trade Explains Why Present Prices Must
Prevail—Urges Retail Music Dealers to Sell Rather Than Merely Wait for Orders
Many letters have been sent out during the
last week pertaining to the prices of pianos, but
none has been any more forceful in its phrase-
ology and pointed arguments than that sent to
the trade by Frank C. Decker, head of Decker
& Son, Inc., 699 E. 135th street, New York, in
which their position is stated as follows:
"There seems to be an impression prevailing
in the minds of the people that a slump in prices
on all kinds of merchandise is about due, and it
is resulting in a noticeable standstill in all lines
of business.
"Prices on some commodities have been cut to
some extent, but in such instances the advances
over pre-war figures were abnormally high, and
were made, no doubt, with a view of price-cutting
at the first sign of trade falling off, for we do not
figure that the price cutters are philanthropists,
and are giving something for nothing.
"In the piano manufacturing industry we be-
lieve it to be true that prices have only been
advanced in conformity with advancing costs,
and not to the extent of profiteering, in its ac-
cepted sense. As it takes several months to com-
plete pianos, from start to finish, and as sup-
plies must be ordered several months ahead, the
result is that finished pianos to-day, and those in
process of manufacture, are being constructed
at peak prices, so there is no possibility of any
decline in prices until such time as the cost of
supplies and labor is reduced.
"There is no justification under present con-
ditions for withholding orders at this time for
Fall trade, in the belief that prices are coming
down, and later on swamp the manufacturers with
orders which they may find difficult and perhaps
unable to handle when, by going after your pros-
pects now, and clinching those sales you have
been working and worrying about for so long,
and sending your orders now for such pianos as
you will need for the next month or so, you will
have the satisfaction of knowing they will be
fully up to the usual mark, shipped under ideal
weather conditions, and that they will be on your
floor ready to show to that s'low prospect when
he calls, for when a prospect sees and hears the
piano the sale is half made. Be further assured
if it is possible for us to reduce prices before
January 1, next, we will give you the benefit of
such reduction on all pianos ordered after Octo-
ber 1. We have a nice stock and your orders
will be given our best attention."
Factory in Bronx One of the Most Modern in
the World—Erected Under Supervision of
Julius Winter—Efficient in Operation
Winter & Co., of which Julius Winter is presi-
dent, and for many years situated at 220 South-
ern Boulevard, New York, are now comfortably
settled in their new factory at 141st street and
PORTLAND, ORE., MUSIC DEALERS ENJOY GOOD TRADE
Player-pianos Forming Bulk of Present Retail Trade, Which Is Maintaining Pleasing Proportions
—Johnson Piano Co. Features Chickering With the Ampico at State Fair
PORTLAND, ORE., October 9.—A good lively
Fall trade is going on in Portland at present.
Merchants are all cheerful and not at all wor-
ried over the presidential election which is im-
pending, as so far the slump which usually
precedes election time hasn't manifested itself.
The sheet music houses are doing a big busi-
ness and pianos are being bought for many
young students who hope to develop into great
artists. Player-pianos are still increasing in
popularity, and it is a matter of gratification
to many adult music lovers that in spite of
the fact that they are unable to read a note of
music, much less play those mysterious notes,
they can enjoy to the utmost the best of music
by means of the player. While many enjoy
the great electric reproducing players like the
Ampico, Duo-Art, Welte-Mignon and others of
that kind, there are others who prefer manipu-
lating the instruments themselves, apparently
producing by their own efforts the music which
comes from the instrument. At all events Port-
land people are buying more player-pianos this
Fall than have been bought at any previous
season.
H. D. Campbell, manager of the local house
of the Bush & Lane Piano Co., has returned
from a trip through eastern Oregon and reports
very good conditions in that section of the
State. He visited Baker, LaGrande and Pendle-
ton. While he was in Pendleton the annual
"Round Up" was going on. The crowd was
immense and the exhibitions given of Wild West
riding were enthusiastically applauded.
Business in the local Bush & Lane house is
picking up considerably. Manager Campbell is
conducting a campaign for the Cecilian player.
Eastern music publishers will have to look to
their laurels, as Pacific Coast publishers are
showing a remarkable activity in meeting the
wants of the dealers here. The time for send-
ing unpopular and unsalable songs to the Coast
is about over. If the East can't supply good,
snappy, catchy, popular songs, or good senti-
mental songs, the West can and dealers have
found it out.
The Chickering with the Ampico was the
special feature of the beautiful display made by
the G. F. Johnson Piano Co. at the Salem State
THE BEST KNOWN
MUSICAL NAME
IN THE WORLD.
Fair last week. Concerts were given every after-
noon and evening, Miss Phyllis Wolfe and Mrs.
Alice Price Moore, sopranos, both prominent
vocalists of Portland, singing with Ampico ac-
companiment. Miss Gladys Bozlee, also of
Portland, gave aesthetic dances to the Ampico
accompaniment. Other displays made at this
attractive booth, which was generally conceded
to be the finest one in the whole exhibit, were
Cheney phonographs and attractively arranged
souvenirs and advertising matter. While Mr.
Johnson was in attendance at the fair, he gives
all the credit for the display to J. F. Matthews,
H. L. Stoner and Dolph Taylor, who arranged it.
The player roll department of the local Bush
& Lane Co.'s house has secured the services of
Paul K. Hutchinson, a musician of high musical
culture and deeply interested in piano music.
Excellent business conditions prevail through-
out the entire West, according to the report of
Clyde Wilson, of Kansas City, Mo., who repre-
sents the Jenkins Music House of that city and
who is spending the week in this city.
Lipman, Wolfe & Co. have acquired the Pendle-
ton territory for the Knabe and Ampico. W. A.
Erwin is at present at Pendleton making ar-
rangements for the Fall trade.
A new manager as assistant to Hy Eilers has
been appointed for the Oregon Eilers -Music
House. The new manager is J. M. Howard, a
well-known piano dealer, recently with the Foley
& VanDyke Piano Co., who was for some years
the representative of the Steinway piano and
the Aeolian line in Butte, Mont.
AL. REfiNING AS CHAIRMAN
Heads Campaign Committee of John J. Lyons,
Candidate for Secretary of State
Albert Behning, whose activities in trade and
civic affairs appear to be without end, is taking
part in the present State campaign as chairman
of the Campaign Committee working for the
election of John J. Lyons as Secretary of State
on the Republican ticket. At the last election
for Secretary of State, Mr. Lyons was defeated
for the same office, but Al. believes he has a
walkover this year.
RK
: T°
Julius Winter
Walnut avenue. The factory is not only one of
the most modern, of fire-proof construction, but
is equipped to the minutest detail with the very
latest devices for the manufacture of pianos
and player-pianos. No expense has been spared
in endeavoring to make the Winter plant the
most modern, up-to-date piano factory in the
world. Winter & Co. now occupy approximately
100,000 square feet of floor space and six floors,
all above ground. The outside wall is mostly
windows, so that the workmen have an abun-
dance of light from three sides of the building.
The factory covers a whole square block, con-
taining thirty-nine lots, and is connected by a
spur track which gives immediate access to the
New York Central, New York, New Haven &
Hartford, and Pennsylvania Railroads.
Winter & Co. have been successful piano manu-
facturers for many years, and have also become
well known for the manufacture of their own
player-action which is installed in Winter & Co.
player-pianos. The occupying of this new plant
is the outcome of the steady growth in popu-
larity of these instruments, which has stimulated
an ever increasing demand, necessitating the
larger quarters.
The plant has been built and planned under
the personal supervision of Julius Winter, head
of the company, who has not only had a wide
experience in piano and player-piano manufac-
ture, but also knows the requirements neces-
sary for the progressive manufacturing of these
instruments. The result has been that the plant
is so constructed that the raw material enters
one end and the finished product is shipped from
the other, there being no lost motion throughout
the entire building.
The offices are on the second floor on the cor-
ner, and are large and spacious and attractively
laid out.
RUSSELL ELAM ILL
Russell Elam, manager of the Scruggs, Van-
dervoort & Barney piano department, St. Louis,
iVTo., was ill several davs last week.
THE BEST PROFIT
PRODUCER FOR THE
DEALER IN THE TRADE.
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