Music Trade Review

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THE MUSIC TRADE
REVIEW
Conducted by B. B. Wilson
invested, I am driven to the conclusion that a
music seller must make more than 24 per cent, on
Hold Interesting Sessions During Music Trades Conventions at Brighton—Price Question Re- his gross turnover to show any profit at all."
The opening session of the publishers' section
ceives Much Attention—Some of the Suggestions Made—General Situation Reviewed in
of the music trade convention first held an in-
Exhaustive Paper Read by Mr. H. Buck—Englishmen Also Have Annoying Problems.
formal private meeting at which Mr. Edwin Good-
One of the interesting features of the conven- thing he does not want as a condition of his being man, of Chappell & Co., Ltd., presided, following
tions of the British Music Trades' Association held supplied with something he does. So far as I am the meeting the member of that section attained
at Brighton last month was the gathering of the able to ascertain, there is no similar rule in any the meeting of dealers as a deputation.
music sellers and publishers at which numerous other existing trades. Admitting the necessity for
matters of interest to that branch of the trade the novelty, the whole question could be settled
'GIPSY LOVE" IN LONDON.
were discussed at length. Among the subjects that by an exceedingly simple and equitable arrange-
received special attention was that of prices both ment. Let the publisher supply his music in rea-
wholesale and retail. Regarding that question it sonable quantities at all times at journey rates, Lehar Operetta Makes a Sensation in British
Capital—To Return to New York in the Fall.
was stated that a number of firms have already- conditionally that the dealer takes an agreed per-
sent out forms to their dealers containing agree- centage of novelties on the year's trading. At
"Gipsy Love," the clever and successful operetta
ments as to discounts and that, other firms were present everything operates to the advantage of the
with
book by A. M. Willner and music by Franz
contemplating similar action. The publishers at- publisher. If a dealer takes 50 per cent, of novel-
tending the meeting were practically unanimous ties, he is in precisely the same position should he Lehar, which was so well received in the United
States and especially in Chicago last season, was
that the dealers should agree to sign a form some- require stock between times as the man who en-
deavors to avoid taking any. He obtains no con- produced at Daly's Theater, London, last Saturday
thing like this:
evening under the management of George Ed-
"It is understood that we, the dealers, will not cessions—in fact, he penalizes himself; for, para-
wardes and achieved a veritable triumph. The
doxical
as
it
may
appear,
it
is
nevertheless
true,
supply your publications at a greater discount than
press
notices were especially favorable, some of
the following: Sheet music, nor to exceed 3d. in the more he pushes a novelty, the sooner that
them being as follows:
novelty
becomes
a
standard,
and
according
the
the shilling, books, except annual dance albums,
Lloyd's Weekly News:—"The success of the
not to exceed 2d. in the shilling." If the pub- price is increased against him. On the other hand,
play
was never for a moment in doubt. The ap-
if
the
novelty
is
a
failure,
he
has
no
redress,
and
lishers agreed to mark sheet music at Is 6d. the.
dealers would agree not to sell for less than Is. becomes burdened with what is neither more nor plause at the finish was thunderous."
Observer:—"The music is full of warmth and
6d. It was also decided that dance albums be less than waste paper."
color. Mr. Lehar, the composer conducted his
Regarding the collecting of music he said:
marked "Is net cash, no discount," and that books
"It has always been the custom, with one or two opera to a great first night triumph."
be marked 'net cash, not exceeding 2d. discount
News of the World:—"It stands upon a pinnacle
in the shilling." Nothing was arrived at regard- exceptions, to collect music at the recognized retail
of
sumptuous productions."
ing the terms upon which^the individual publishers selling price. Some few years ago Messrs. Chap-
It is stated that "Gipsy Love" which has been
should supply the dealers, as it was thought that pell & Co. inaugurated a scheme which possessed
such a matter should be left entirely to the discre- one very great advantage to the dealer. It pro- playing several months in Chicago after a short
cured to him a fair margin of profit on every Chap- season in New York will be brought back to this
tion of the publisher himself.
pell publication he handled. I am in a position to city in the fall for an extended run. Chappell &
Incidentally in connection with discussion of
prices several publishers intimated that the dealers assert that the firm is very satisfied with the work- Co., Ltd., publish the music.
had lost the confidence of the public through the ing of the scheme, and as a dealer I unhesitatingly
extensive and unstaple system of discount It was affirm it has been of incalculable benefit to the
claimed that a customer while asking for a 4s. retail trade. Nevertheless, I am not so sure that
piece secured it for Is 6d., while a 2s. piece was dealers have shown a sufficient appreciation of it.
The new additions to the "Most Popular Series"
"The more one considers the principle of col- of music books published by Hinds, Noble & Eld-
sold for the same amount and the difference in
prices made for distrust on the part of the lecting music, the more the conviction grows that redge, which have been in preparation for, some
public. Sir Herbert Marshall suggested that it all the brains and commercial instincts have hither- time past, will, it is announced, be ready for the
would be better in the interest of the publishing to been with the collectors. I defy any publisher trade within the next fortnight. The titles of the
trade if the music were marked at the price at to prove that by driving dealers to middle men new books are "The Most Popular Selections from
which it was sold and that they should insist upon he stands to gain. On the contrary, every experi- Grand Operas for Violin and Piano," "The Most
it being sold at that minimum price. That would ence goes to demonstrate he must lose; and if his Popular Cabinet Organ Pieces," and "The Most
clear the air entirely of preferential treatment, and argument is sound, why not pursue it to its logical Popular Mandolin Operatic Pieces," and the con-
they would not have half a dozen people in a town end and compel the dealer to obtain his journey tents of each have been carefully arranged.
selling it at as many different prices. There would orders through the same medium? I trust and be-
J. T. Mearns, the traveler for Hinds, Noble &
be no question of the public rushing through places lieve, before the end of 1912, we shall establish a
Eldredge, left this week on a short trip through
where they could get it a penny or two pence depot in London similar to that already existing in neighboring States and J. Tatian Roach, manager
cheaper. It did not mean lowering the wholesale Leipzig. I am told that it is impossible; that I of the music department of the company, is pre-
prices to the trade. Therefore there could be no am a dreamer; that such a thing was mooted paring for his regular summer trip to the Pacific
great obstacle. It would raise their status as pub- twenty-five years ago, and died a natural death; Coast, upon which he leaves about June 26.
and that failure is inevitable; but I am neither im-
lishers.
Following the general discussion an interesting pressed nor influenced by these expressions oi
Not a Hit that will die but a seller that will live
paper on "The Sheet Music Trade" was read by opinion. Eighteen months ago, I was warned re-
Mr. H. Buck, in which he dwelt particularly on peatedly by the same wiseacres that no association
the questions of sheet music supply and collecting of London traders could live for six months. Yet
history has given the lie direct to that prognostica-
he said in part:
"The subject of sheet music supply is, perhaps, tion. Our plans may be incomplete, experience and
unique in its complexity, demanding most careful practice may show the necessity for amendment;
handling in order to insure perfect satisfaction to but I am prepared to leave no stone unturned to
the publisher, the retailer, and the purchaser. In introduce the Leipzig system into this country dur-
order to indicate my views clearly, I propose to ing the current year. It will be a beginning, and
analyze the most important questions affecting the I would a thousand times rather have an imperfect
trade, and to indicate what, in my humble judg- beginning than no beginning at all. During the
ment, is the proper course to pursue in the future. last few weeks so many of the most important
"As to direct supply, there is no need to enter firms have agreed to slip orders at a special price
into details as to the system of journey orders. I that I am full of hope the principle may become
assume they are understood. We are told by pub- universal in the near future. I do not deem it
lishers it is a necessary system—that if it were not necessary, therefore, to labor that point.
"Is the handling of sheet music profitable? I
in vogue dealers would buy bare requirements;
would neglect novelties; and, in fact, would only have recently collected a mass of statistics from
purchase what was actually needed. I ca.nnot admit traders both large and small whose businesses are
the soundness of these arguments, and for two situated in different parts of this country. A close
ROGER LEWIS E HENRI KLICKMAN
very good reasons. First, the novelty is as neces- analysis of the figures establishes the fact that the
sary to the dealer, providing it is a saleable one, average establishment charges exceed 20 per cent.
Prank K.Root 8 Co.
CHICAGO
NKW1T0BK
as it is to the publisher. Second, it is not a good Therefore, making that figure the basis of calcula-
Published
by McXlnley lCnslo Oo.,
business principle which compels a man to buy a tion, and adding 4 per cent, for interest on capital
BRITISH MUSIC SELLERS AND PUBLISHERS MEET.
NEW BOOKS TO BE READY SOON.
I WILL LOVE YOU WHEN
THE SILVER THREADS ARE
SHINING AMONG THE GOLD