Music Trade Review
Issue: 1921 Vol. 72 N. 12 - Page 3
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
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VOL. LXXII. No. 12
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Published Every Saturday by Edward Lyman Bill. Inc., at 373 4th Ave., New York. March 19, 1921
8ln
*J 2 .M O K? Year Cent "
Readjustment Problems Demand Co-operation
I
T is becoming steadily more evident that all efforts to readjust conditions in the music industry to meet
the new situation that has developed and now exists in the business world in general must be based in a
large measure upon co-operation between the various factors in the industry. Experience has proven
that neither the retailers nor the manufacturers working alone can hope to accomplish the desired results.
Up to a year or so ago the retailer was inclined-to be rather friendly to the manufacturer, and to show
a spirit of co-operation, because he realized that he was dependent upon the manufacturer for even the limited
supply of goods that he was able to obtain. The retailer felt in many cases that in the allocation of a limited
amount of stock the manufacturer might naturally be expected to favor those retailers who showed an in-
clination to co-operate with the manufacturer in such ways as were possible.
Since the shortage of goods has been largely overcome there are some retailers who are showing an
inclination to pull away from the manufacturer, to play a lone hand, so to speak, in meeting the existing
situation. With the majority of the manufacturers seeking business, the retailer in many cases has shown
an inclination to play one house against another, and to bargain by one means or another as in the days of
yore. The result has been to weaken, rather than to strengthen, the dealer's position in most instances, for
the manufacturer, lacking orders, has cut down or discontinued factory operations rather than to pile up
surplus stock to be sold out at low prices in order to realize cash.
Otto Schulz, president of the National Piano Manufacturers' Association, in an interview in The Review
recently summed up the situation succinctly when he declared that the industry must be regarded as a whole,
for when one part is injured the entire industry is affected. While dealers are hesitating about buying and
are allowing their stocks to be depleted to a dangerous point, the manufacturers face the danger of having
their organizations disrupted and scattered because there is no work in the factories.
It is only co-operation between retailers and manufacturers that will bring about a resumption of
factory activities and permit of trained factory organizations being held together. The accomplishment of
this end is as vital to the retailer in insuring future supplies of the instruments from the sale of which he
gains his livelihood as it is to the manufacturer. Certain retailers must come to a realization of that fact.
Meanwhile, a number of manufacturers of pianos of recognized standing are taking cognizance of
the attitude of certain of their representatives, and are making agency changes where it appears that such
changes will prove to the advantage of both the manufacturer and the new dealer. Travelers representing
certain houses have been particularly active during the past couple of months in investigating the attitude
of retailers, and taking such action as seems advisable.
The retailer who is really making an effort to build business, and who, in making that effort, is taking
the position of his manufacturer into consideration, is in no danger of losing the well-known lines with
which he has been associated perhaps for years.
It is the dealer who is playing with the manufacturer of standing for the purpose of using his instru-
ments as bait to stimulate the sales of pianos of questionable reputation and value, bought chiefly because
of that fact, who is going to lose out. The days when the customer entered the piano store in a mood to buy
anything at any price have passed. Piano purchasers have not only become scarcer, but they have developed
an inclination to demand a certain value for their money, a value in most cases guaranteed by a name that
has a recognized standing.
The retailer, therefore, who is fortunate enough to have the agency for a well-known piano should have
a proper appreciation of the asset it represents. It will mean, and in fact does mean right now, a strong
medium for stabilizing retail business.
MimeTFADEI^ WA \ l
^S^k, I I
VOL. LXXII. No. 12
I
MI
I mi
I I
\lml
W W
Published Every Saturday by Edward Lyman Bill. Inc., at 373 4th Ave., New York. March 19, 1921
8ln
*J 2 .M O K? Year Cent "
Readjustment Problems Demand Co-operation
I
T is becoming steadily more evident that all efforts to readjust conditions in the music industry to meet
the new situation that has developed and now exists in the business world in general must be based in a
large measure upon co-operation between the various factors in the industry. Experience has proven
that neither the retailers nor the manufacturers working alone can hope to accomplish the desired results.
Up to a year or so ago the retailer was inclined-to be rather friendly to the manufacturer, and to show
a spirit of co-operation, because he realized that he was dependent upon the manufacturer for even the limited
supply of goods that he was able to obtain. The retailer felt in many cases that in the allocation of a limited
amount of stock the manufacturer might naturally be expected to favor those retailers who showed an in-
clination to co-operate with the manufacturer in such ways as were possible.
Since the shortage of goods has been largely overcome there are some retailers who are showing an
inclination to pull away from the manufacturer, to play a lone hand, so to speak, in meeting the existing
situation. With the majority of the manufacturers seeking business, the retailer in many cases has shown
an inclination to play one house against another, and to bargain by one means or another as in the days of
yore. The result has been to weaken, rather than to strengthen, the dealer's position in most instances, for
the manufacturer, lacking orders, has cut down or discontinued factory operations rather than to pile up
surplus stock to be sold out at low prices in order to realize cash.
Otto Schulz, president of the National Piano Manufacturers' Association, in an interview in The Review
recently summed up the situation succinctly when he declared that the industry must be regarded as a whole,
for when one part is injured the entire industry is affected. While dealers are hesitating about buying and
are allowing their stocks to be depleted to a dangerous point, the manufacturers face the danger of having
their organizations disrupted and scattered because there is no work in the factories.
It is only co-operation between retailers and manufacturers that will bring about a resumption of
factory activities and permit of trained factory organizations being held together. The accomplishment of
this end is as vital to the retailer in insuring future supplies of the instruments from the sale of which he
gains his livelihood as it is to the manufacturer. Certain retailers must come to a realization of that fact.
Meanwhile, a number of manufacturers of pianos of recognized standing are taking cognizance of
the attitude of certain of their representatives, and are making agency changes where it appears that such
changes will prove to the advantage of both the manufacturer and the new dealer. Travelers representing
certain houses have been particularly active during the past couple of months in investigating the attitude
of retailers, and taking such action as seems advisable.
The retailer who is really making an effort to build business, and who, in making that effort, is taking
the position of his manufacturer into consideration, is in no danger of losing the well-known lines with
which he has been associated perhaps for years.
It is the dealer who is playing with the manufacturer of standing for the purpose of using his instru-
ments as bait to stimulate the sales of pianos of questionable reputation and value, bought chiefly because
of that fact, who is going to lose out. The days when the customer entered the piano store in a mood to buy
anything at any price have passed. Piano purchasers have not only become scarcer, but they have developed
an inclination to demand a certain value for their money, a value in most cases guaranteed by a name that
has a recognized standing.
The retailer, therefore, who is fortunate enough to have the agency for a well-known piano should have
a proper appreciation of the asset it represents. It will mean, and in fact does mean right now, a strong
medium for stabilizing retail business.
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