Music Trade Review

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THE MUSIC TRADE REVIEW, APRIL, 19 Ul
TRAD
>ROM all the reports the Retail
] Sales Clinics have been a greater
success this year than any pre-
vious year. Approximately 15 00
dealers and salesmen have attended
these clinics and have gone away
with many constructive thoughts
left with them by the various
speakers. For the benefit of those
who were unable to attend any of
these clinics T H E REVIEW will pub-
lish many of the addresses which
touch on subjects of vital import-
ance to retailers of pianos and other
musical instruments. Although many
of them are based on experiences in
chace
other lines of business many of the ideas involved can be
applied to the sale of pianos.
F
Impressive Subiects
That Count
lOR instance the discussion on allowance on trade-ins
and how to mark up a trade-in for resale, the analysis
of a proper accounting system were most enlighten-
ing. The value of a modern store front as proved by a
survey made of jewelry stores, suggestions for retail adver-
tising, direct mail advertising and telephone follow up,
proper lighting effects and many other timely and import-
ant subjects brought home to many of the listeners, some
of the things they can do to imrove the status of their
business.
All Piano
Orchestra En Tour
N interesting organization reputed to be the only one
of its kind in the world is the Philadelphia Piano
Orchestra, composed of 22 talented girls who under
the leadership of Australian conductor Carle Knisley will
tour the West with an opening concert in Pittsburgh on
May 16th. All graduates of leading Conservatories of Music,
these talented young ladies play symphonic music as
arranged by Mr. Knisley on 12 grand pianos. Not only is
the organization a novel achievement—which should attract
as many thousands in cities in the West as it has already in
Philadelphia, but it will also exploit to the nth degree the
grand piano about the diminishing sales of which we have
heard much ado. Dealers in those cities in which this
orchestra will appear should rally around this innovation
and see to it that large audiences have an opportunity to
see and hear these concerts.
A
Income Tax
and Bus Strike
OW here is a combination which caused a pause in
New York business in March. Just as if the annual
income tax season wasn't enough the bus drivers
decided they wouldn't drive passengers around any more
until they got a raise in pay. So piano row in New York
had the weeps for a fortnight. But, it's on the way back
now. So, everyone feels better. Even at that, they are well
ahead of last year. So what!
The Expanding
Piano Business
OR many years there has been a cry for more retail
piano outlets. From the recent news it certainly looks
as if there will be plently of them from now on. At
present there seems to be a tendency to have a middle man
in the piano business. Middle men have been few and far
between in this business until now, but with the announce-
ment of several musical and instrument manufacturers and
jobbers that they will enter into the distribution of pianos,
with others to undoubtedly come, the opening up of
thousands of outlets which have not previously handled
pianos is assured. Many of these dealers will be those who
will sell a few pianos each year and although they will stir
up competition, will not interfere perceptably with the
old line piano dealer and may, due to the fact that "com-
petition is the life of trade" spur greater activity on his part.
Such activities are signs of an ever increasing desire on
the part of the public to have a piano in the home. And,
in reverse the more dealers who will be urging prospects
to buy a piano the more will be the growth of the thought
that the piano has returned to its old status. The piano
industry will show steady development for several years to
come. Not only will there be new retail outlets but also
new manufacturers to supply these outlets. Younger men
who have learned or are now learning the art of making
pianos, will start new factories. Already one new manu-
facturing company in New York is producing a variety of
attractive console models and there are well founded rumors
that others will do likewise. Some good old names will be
revived also. We hope that as competition grows the trade
will not drift back into those days of yore when price cut-
ing for payrolls was one of the unfortunate evils of that
age. There should be no excuse for such methods in these
times.
F
Higher Unit
Sales Evident
W
HOLESALE sales are steadily on the increase
according to the most recent production figures.
The first quarter of the new year showed very satis-
factory gains. In fact if the business progresses in the same
ratio throughout the year, with usual set-up in the fall,
it would not be surprising to see 150,000 or more produc-
tion this year. The only IF is the ability of manufacturers
to produce and ship. In the meantime the dollar value of
retail sales is increasing and dealers are finding it less trouble-
some to get a better price. The public is experiencing the
same thing in other commodities and expect to pay more.
This of course is a natural consequence on account of the
times in which we are all living and as higher wholesale
prices are inevitable retail piano prices may soon be back
to a level which will give the dealer the profitalbe business
which he claims has not been there in recent years.