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48
THE MUSIC TRADE REVIEW
BLISHIN6
Conducted by B. B. Wilson
PROPOSED NATIONAL MUSIC DEALERS' ASSOCIATION.
weight for bulk occupied, the almost infinitesimal
risk of damage in handling the commodity we
ship and the very high rate compared with other
Convention of Prominent Members of the Retail Trade to Be Held for This Purpose in New
commodities of less weight per bulk and vastly
York, August 24—Subjects to Be Discussed—What Some Eastern Publishers and Dealers
great risk of damage. (The transcontinental rate
Think of This Latest Development—Dealers Everywhere Should Write Mr. Heffelfinger.
per car on oranges, a perishable freight requiring
quick action, of $200 per car—on books $800
The big topic in publishing circles this week is movement is of great importance to the retail
per car,-and on music $1,200 per car. Is this
just?)
the proposed formation of the National Music music trade, and I hope that you will give it the
7—Octavo Music:
Dealers' Association, exclusively announced in last publicity that it deserves.
Under which may be considered the advisability of
week's issue of The Review. The following letter
(Signed)
R. W. HEFFELFINGER.
selling all five cent octavo as net—also recom-
from R. W. Heffelfinger, of the George W. Birkel
Matters for the Consideration of the Projected
mending the increase of the list price on reprint
Co., Los Angeles, gives the complete information
octavo.
Association.
8—Popular Music:
regarding the proposed organization:
1—What Shall Constitute a Music Dealer?
For especial consideration the recent tendency to raise
Under this to consider
Los ANGELES, CAL., July 20, 1914.
both the retail and wholesale price on instrumental
(a)
Evils
resulting
from
music
teachers
and
schools
rep-
The Music Trade Review, New York.
numbers and how it is working.
resenting themselves as dealers and thereby de-
Dear Sir:—As you are aware, there has been a
Some Opinions Expressed.
frauding both the publisher and the local dealer.
feeling of great dissatisfaction in the retail music
Publishers were divided in their opinions, when
(b) Who shall b e entitled to membership in the associa-
business for a number of years. The unsatisfac-
tion, including relations between the larger pub-
interviewed by The Review for an expression as
lishers, who are also the largest dealers, and the to the possibilities of such an organization, and as
tory conditions have perhaps increased, instead of
association.
diminished, and this has happened at a time when
to whether they would co-operate with the officers
(c) The standing of such houses as frankly state (or
every other branch of legitimate business has been
of a National Music Dealers' Association in bring-
so conduct themselves as to admit) that they re-
modernizing its methods and being placed upon a
regard their music departments as mere advertise-
ing about the reforms desired. "The feature
ments for their other business, and refuse to
more legitimate and a higher class basis.
of marking music for what it is worth and to sell
abide by the ordinary customs and usages re-
The fact that this condition exists has led many
it at that price without discount appeals to all,"
quired by common sense and business ethics.
of the dealers of the country to consider the 2—Methods Rest Adapted to Successful Music Retailing, in- commented one publisher, "but as the public is now
formation of a music dealers' association which
cluding—
in the habit of getting a 'sixty-cent' piece of
(a) The exchange of experiences and ideas of the vari-
will probably be able to obviate many of the evils
music for anywhere from two cents up to twenty,
ous dealers.
now existing, and at the same time would advise
or more, it will take considerable time to educate
O>) The consideration of the formation of a co-opera-
against the perpetration of rash experiments which
the trade and public to the consistency of one price.
tive credit bureau whereby information regarding
will still further imperil the conditions of our busi- •
dead beats and undesirable credits could be made
When it is accomplished, however, it will help the
available to dealers in any part of the country.
ness. The writer, after corresponding with the lead-
publishing industry."
ing music dealers of the country, has found that 3- The Relations between the Individual Dealers and the
A music buyer for a big department store on
Publishers Under Which are to be Considered:
the opinion is unan"mous for a convention of the
(a) The margin of profit required in the retail music
Broadway said that he wouldn't join an associa-
sheet music dealers to be held in New York, Au-
business—i. e., the expense of doing business,
tion, for he thought these changes ought to come
credit losses, dead stock, etc.
gust 24, and a formal call for this convention will
from the publishers without the necessity of mak-
(b)
The
qeuestion
of
discounts—both
ordinary
and
on
be issued in a few days.
ing a dealer seek things that are more desirable
stock rates—and the advisability of special quan-
The movement is endorsed by and has the hearty
from the publishers end than from any other. He
tity rates.
co-operation of, among others: Bush & Gerts Co.,
(c) The marking of sheet music on a net basis and
said in part: "The publishers ought to know
Dallas, Tex.; Denton, Cottier & Daniels, Buffalo,
under this the very serious question of recom-
enough to mark music at the right prices; they
mendations to the publishers concerning the ex-
N. Y.; Howard Farwell & Co., St. Paul, Minn.;
ought
to get together with their knowledge of the
cessive royalties now paid by them.
Thos. Goggan & Bro., Galveston, Tex.; .Graves
(d) The question of "New Issues" and whether the business and make the music 'octavo' or any other
Music Co., Portland, Ore.; R. W. Heffelfinger,
present system is best for the publisher and the that is for the most efficient handling. And they
Los Angeles, Cal.; Chas. W. Hohmeyer, Boston,
dealer—or could a more satisfactory one be de- ought to first let their representatives and their
vised. Under which subject could be considered
Mass.; J. W. Jenkins Sons, Kansas City, Mo.;
business offices operate on the same price basis,
the best methods of co-operation between the pub-
Wm, A. Kaun, Milwaukee, Wis.; Paul A. Schmitt,
for frequently I find that the salesmen have prices
lisher and the dealers in introducing new publi-
Minneapolis, Minn.; Shattinger Piano Co., St.
cations.
that are higher than what I could 'phone in the
Louis, Mo.; Sherman, Clay & Co., San Francisco,
(e) The matter of reducing the size of sheet music to
order for, sometimes a 50 per cent, difference."
that of the Library editions (t. e., small quarto).
Cal.; Southern California Music Co., Los Angeles,
When the views of a prominent Cleveland pub-
This
could
be
done
without
the
change
of
a
Cal.; Clayton F. Summy, Chicago, 111.; A. A. Tay-
single plate—by merely decreasing the margin and
lisher were solicited he remarked: "Being a pub-
lor Co., Tacoma, Wash.; C. W. Thompson Co.,
would reduce the paper cost about 20 per cent.,
lisher of music and wholesaler, don't you think it
Boston, Mass.; Val Reis Piano Co., St. Louis, Mo.;
and save the dealer 20 per cent, of his freight
would be a difficult matter for us to talk upon the
or express—as well as a great saving in shelf
E. J. Walt, Lincoln, Neb.; Willis Music Co., Cin-
retail end? We think this is up to the music
room.
cinnati, O.; W. H. Witt Music Co., Pittsburgh, Pa.
(f) The matter of having the publishers allow legitimate
dealer who has had the experience in retailing
At the time the invitation is sent to the various
dealers the privilege, once or twice a year, of re- music. Our policy has always been to co-operate
dealers of the country to attend this convention
turning soiled or damaged copies for exchange
for fresh copies of the same items—the pub
there will be enclosed « list^of the more important
lishers to make such nominal charge for the ex-
matters to be considered and acted upon at the
change as would reimburse them for the paper
convention. I am sending you herewith a copy of
and printing and actual expense of the exchange.
the bHine, and I would be very pleased if you could
(g) The matter of co-operation between publishers and
include it in your next issue.
retailers alike to maintain a fair margin of profit
and a general betterment of conditions in the
We desire the opinion of every dealer in the
trade.
country on the subjects herein mentioned and hope
4—The Question of "Schools, Convents," etc., and what
to hear from such dealers as are unable to attend
SONG HITS
shall Constitute the Special Discount to which
the convention. The New York headquarters of
they may be entitled.
Alice of Old Vincennes
the association will be the Hotel Breslin and letters .")—The Matter of Granting of Exclusive Agencies by the
Diane of the Green Van
Foreign
Publishers,
and,
the
Question
of
the
Ad-
addressed to the National Music Dealers' Associa-
One Wonderful Night (You Told
visability of such Foreign Publishers as have
tion, care Hotel Breslin, will be received in time
Agents, but not Branches, in this Country, re-
Me You Loved Me), Song
for the convention.
taining the right to sell, "at stated intervals, stock
Sing Me the Rosary
orders direct to those dealers that would care to
1 think you will realize that the institution of this
When You Sang "The Palms" to
place them.
Me
r, -Freight Kates.
The matter of the correcting of the present unjust dis-
DANCE SUCCESSES
crimination on the part of the railroads whereby
Hesitation Waltz, by Klickman
Over a Quarter Million Copies Sold in England and the Colonies.
"sheet music" is charged 50 per cent, more
Thanks for the Lobster, Tango
freight than books; also the question of co-
Dream Waltz from "Tales of
operating with the National Book Dealers' Asso-
ciation to force reduced freight rate on both
Hoffman"
By HERMANN LOHR
books and music calling attention to the great
McKINLEY
SUCCESSES
THE LATEST ENGLISH SONG SUCCESS
"Little Grey Home in the West"
Published in four keys: Bb(AtoD), C, DbandEb.
Pric« 60 Cents
C H A P P E L L & CO., L t d .
41 East 34th St., - NEW YORK
Canadian Branch t 347 Yon»« St., TORONTO
"You're the Rose of My Heart, Rosle Dear."
"World's Fair Greeting."
"Autumn."
"True Love Is Up to Date."
"All My Dreams of Love Go to You."
"There Is One Who Ne'er Forgets or Turns U«
Down," and others.
TO I N T R O D U C E , 5 C E N T S E A C H .
KEITH'S MUSIC PUBLISHING CO., Long Branch, N. J.
One Wonderful Night, Hesitation
Waltz
In Search of a Husband, Tango
McKINLEY MUSIC CO.
NEW YORK
CHICAGO