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60
THE
MUSIC TRADE
REVIEW
VSIC r VBLISHIN6
Conducted by B. B. Wilson
money tied up cannot pay the publisher promptly,
and in consequence the publisher, who is expected
to meet his bills for printing and other details in The Graye Sisters Do the Turkey Trot in
Clever Style to Strains of "My Todalo Man."
thirty days, must, unless he has large financial
resources, defer his payments and jeopardize his
The Graye Sisters, whose debut in vaudeville was
credit to await the pleasure of the retailer. With
recently announced in The Review, have achieved
the lower wholesale prices, the necessity of figuring
While in the office of the sales manager for a on every fraction of a cent in order to make a pub- distinct success in the boy and girl act in which
prominent music publishing house recently, a dealer lishing business show profits, the credits must be they do the famous "turkey trot" in a clever man-
came rushing in with blood in his eye, but so full watched more carefully than ever before, and the ner to the music of "My Todalo Man," one of the
of anger that he couldn't talk intelligently. About publishers are naturally going to favor the dealer latest Witmark hits. The training of the Graye
the only words of his monologue that could be who pays his bills promptly, whether they be large
understood were "insulted," "pikers," and more or small. It doesn't take many small bills to make
heated expressions. After the dealer had been a big one, and they all count in the grand total."
restored to a somwhat normal condition he man-
Every tendency in the selling departments of the
aged to explain that he had sent in an order for
various music publishers is directed toward a more
about a hundred copies of certain numbers, and
careful watching of credits and toward the elimi-
that the order had been refused because the dealer
nation of the dealer who holds up his payments.
had neglected to settle an account of $15 or so
Strengthening competition is calculated to increase
that had been standing against him for three
this watchfulness rather than diminish it, and it is
months. He dragged out the amount of the bill
the wise dealer Who observes the signs of the times
in cash and wanted to settle it right then in order
and protects his credit by every possible means.
that he could end all business relations with that
He will be the man to get an extension and aid
particular publishing house. Why, the idea of in-
when he really needs it.
timating that he was not good for a bill of $15!
The terms of the bill were thirty days, and since
that period had elapsed he had received several
DOUBLE OFFICE SPACE.
"sassy" letters demanding a settlement, but had
considered them as being unworthy of attention. Jerome & Schwartz Publishing Co. Enlarge
The crowning insult was the refusal to fill the Quarters in Broadway Theater Building.
order, and now he was through.
The demands upon the Jerome & Schwartz Pub-
Some Explanations in Order.
lishing Co. since the establishment of the business
The sales manager stood for a goodly earful of
two months ago have grown to such an extent that
THE GRAYE SISTERS.
the talk, and then proceeded to point out to the the company has been compelled to increase the
dealer that the terms of that particular house office space by 100 per cent, and to provide for an Sisters, who in private life are Beryl and Marion
called for payment in thirty days, and that they additional stockroom. The enlargement of the Greenlee, daughters of J. W. Greenlee, a retired
Philadelphia millionaire, was undertaken by their
wanted their money in thirty days. There were a quarters in the Broadway Theatre building pro-
aunt, Miss Paula Edwards, the well-known mu-
couple of thousand accounts on the publisher's vides an additonal room for the convenience of
books, ranging from $2 to $25, and tying up on the visiting professionals and increases the facilities sical comedy star, and she is highly pleased with
average $20,000 or more that otherwise could be of the company in other directions. Jean Schwartz the result of her efforts.
used to advantage in the business. If every dealer is especially enthusiastic over the success that has
OPERETTA FOR VAUDEVILLE.
thought that the amount of his particular bill was attended the efforts of the company in supplying
too small to bother about, as it probably would be prominent artists with songs written especially for
"A Persian Garden," an attractive one-act oper-
were his the only account on the books, the profits them and written with strict regard for individual
etta written especially for vaudeville production
of the business would be eaten up to a large extent methods of "putting a song over." Among suc- by Edgar Allen Wolff, with music by Anatol Fried-
in carrying the load. While there might be no cesses of that character are to be included "Rum
land, is scheduled for its New York premiere at
doubt of the honesty of the individual dealer and Turn Tiddle" for Al Jolson, " If It Wasn't for the tlie Colonial Theatre next week. The music will
his ability to pay, the requirements of good busi- Irish and the Jews" for John T. Kelly in the be published by J. H. Remick & Co.
ness made it necessary that all be treated alike by Weber and Fields show and a new number for the
those in charge of the collections and their credit use of Emma Cams' "Coontown Quartet" in vaude- HE'S WISE, Y'UNDERSTAND, MAWRUSS!
with the house discontinued after a stated interval ville. A special new song is also being written for
From a recent story by Montague Glass:
and after due notice. The dealer was also in- the use of Blanche Ring.
"I know a fellow by the name Milton Jassy,
formed that whatever blot was on his credit was
which last year he made two thousand dollars al-
placed there by himself, even though through
ready for syncopating ''Had gadyo' and calling it
NOW ON EASTERN CIRCUITS.
carelessness and thoughtlessness, and that the ac-
the 'Wildcat Rag.'"
tion of the publishing house was only a matter of
Wright and Dietrich After Successful Western
Some clever boy to turn the goat into the
self protection. The dealer paid his bill, placed a
Tour Choose "That Italian Serenade" for
wildcat.
portion of the new order and left the office, ap-
Feature Number in the East.
parently still sore, probably with himself for his
Not a Hit that w i l l die but a seller that will live
carelessness.
Horace Wright and Rene Dietrich, of the well-
Why Some Dealers Complain.
known vaudeville team of Wright and Dietrich,
T H E S I L V E R T H R E A D S ARE
"That dealer is a living illustration why dealers have just returned from a successful tour of the
find occasion to complain of present conditions, vaudeville circuits on the Pacific Coast and start
especially as regards competition, in their line of
over the Eastern circuits. The team do a
business," said the sales manager. "And there are clever singing act, and have chosen for their new
dozens of the same stamp who handle their busi- feature song the latest Feist hit, "That Italian
ness as automatons and have little respect for Serenade." Mr. Wright is the writer of "My
modern methods and usages. That is the sort of
Daddy's Ould Dudeen," a song with real Irish
fellow who complains of the large ten cent stores, flavor, published by Feist.
the prices they obtain and their methods in general,
and yet he would be one of the first to profit LEONCAVALLO WRITING A COMIC OPERA.
through the adoption of those same methods. Of
course, the publisher is going to favor, as far as
Leoncavallo, the famous Italian composer, who
possible and consistent, the dealer who maintains has been creating something of a furore in the
his credit, the man who pays his bills when they London music halls, where he has been appearing
are due and endeavors to secure every advantage with his orchestra and presenting a tabloid version
by that means. The ten cent stores often depend of Pagliacci," is about to invade the light opera
for their profits upon the discounts obtained by field. Arrangements having been completed where-
paying cash for their stock, and why should not by he is to compose the music of a comic opera,
ROGER LEWIS E HENRI KLICKMAN
the small music dealer follow the same rule? Take the book of which is to be written by Edward
Frank K.Root 6 Co,
the case of the jobber for instance. Many dealers Morton, author of "San Toy" and other successful
CHICAGO
NEWYORK
neglect to pay their small bills; the jobber with his works.
Published by McKinley SKusio Co.,
WIN SUCCESSJN VAUDEVILLE.
COMMENTS B Y -
I WILL LOVE YOU WHEN
SHINING AMONG THE GOLD