Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE MUSIC TRADE REVIEW
47
CONDUCTED BY B. B. WILSON
FORMAL ANNOUNCEMENT OF MUSIC DEALERS' CONVENTION
R. W. Heffelfinger Sends Out Call for Coming Meeting to Be Held June 11, 13 and 14—Some
of the Subjects to Be Discussed—To Obtain Figures on Cost of Doing Business
R. W. Heffellinger, secretary-treasurer of the
National Association of Sheet Music Dealers,
has made formal announcement in a letter just
sent to the trade of the fourth annual conven-
tion of the association which will be held at
the Hotel McAlpin, New York, on June 11, 13
and 14. The convention plans as set forth in
the letter are as follows:
The association feels considerable gratifica-
tion, and pardonable pride in considering the
achievements of the past three years. Facing
what was then considered an impossible task
we believe that we have to-day brought the
music dealers of the country into closer co-
operation, both with themselves and with the
publishers, than ever existed before.
The continued upward trend of all merchan-
dise and of expense as well, makes imperative
the consideration of further adjustments in the
retail selling prices. A large and thoroughly
representative attendance is assured which
should make the meeting of great interest and
value to everyone and secure a uniformity of
action throughout the United States. A pro-
gram of some of the matters to be considered
at the meeting is herewith attached, and the
secretary will be pleased to have suggestions,
either before or at the meeting, of other items
that should be brought to the attention of our
organization.
The convention will meet and organize on
Monday, June 11. This will be one of the most
important days of the session, as we will then
decide upon matters to be presented to the
Music Publishers' Association at their annual
meeting on Tuesday, June 12, for their consid-
eration, and, we hope, favorable action. There
will be no session of the association on Tues-
day, but the program will be completed on
Wednesday and Thursday, June 13 and 14. In
addition to the informal discussions which have
been found of the very highest practical value
in the past, there will be presented more or less
formal papers and talks upon certain specific
phases of retailing, stock keeping, etc. This
portion of the program alone will more than
repay the attendance of everyone.
We are happy to report that many of the
evil conditions that were especially threatening
a year ago have either been completely removed
or greatly improved. The past twelve months
have witnessed signal improvements, not only
in actual conditions in the music trade, but in
breadth of vision and in securing a greater and
more hopeful outlook upon the part of all en-
gaged in our trade. We have succeeded in se-
curing the good will and assured co-operation
of practically all of the important publishers so
that they now recognize that it is not a sin for
a dealer to make money, and that a profit of
100 per cent, to the dealer is not necessarily a
crime.
From the advancements already made by our
association we can predict even greater ad-
vances and profit to the trade, but it is neces-
sary that we should continue to receive the
heartiest co-operation from the entire »trade.
We ask those music dealers who are not mem-
bers to consider this a special and formal invi-
tation to join the association, and we ask those
dealers who are members to constitute them-
selves a special committee to see that all deal-
ers in their neighborhood are brought into the
association. While a great deal has been, and
will be accomplished through national associa-
tion and co-operation, yet perhaps even more
can be done by the dealers of each community
working together for mutual betterment.
The convention program in detail as prepared
to date, and which promises much of interest,
is as follows:
Matters for Consideration at the Convention
1. Prices and Discounts:
A.—The upholding of a uniform retail discount of 33 1/3
per cent on copyright sheet music, together with the estab-
lishing of wholesale discounts of Yi and 20 per cent or J/J
and % on regular orders for same.
B.—The reduction of retail discount on so-called "net"
books so that the present "teachers' discounts" of 20 per
cent or 25 per cent will be changed to a maximum of 10
per cent; and proper representations to the various pub-
lishers to the end that they will co-operate in this move-
ment by a corresponding change in the teachers' column of
their trade lists.
C.—Question of action to be taken against a certain
publisher of popular music who has openly sold music to
the Ten Cent Syndicate, well knowing that they would re-
tail such music at less than this publisher was charging
even his largest wholesale customers.
D.—Orchestra Music. To consider the improved condi-
tions in this branch of the business, with the hope of secur-
ing still further betterment of conditions and the general
recognition (which has not always been given) of the im-
portance of the music dealer as a distributor of orchestra
music.
E.—The question of the so-called quantity discounts on
octavo music and such representations and showing as may
be necessary to secure the withdrawal by certain publishers
of open quotations on octavo music that are as low, or
nearly so, as their wholesale rates.
2. General Conduct of the Business:
Exchange of Ideas and Reports as to:
A.—Cost of conducting a retail sheet music business, in
connection with which dealers are requested lo fill out the
blank reproduced herewith and mail as directed.
B.—As to average gross profits and the necessity that
these should average approximately 100 per cent if the busi-
ness is to be a dignified and permanent calling.
C.—Stock records, wrappering and best methods of classi-
fying a music stock, also the advantages of extensive card
index systems as aids in finding titles.
D.—Report of the year's work toward the formation of a
National Co-operative Credit Bureau. (A plan has been
worked out and approval or modification is desired.)
E.—Consideration of the "out of print" question with
such recommendations to the publishers as may help to
avoid the increase of this evil.
What Has Already Been Accomplished
Dealers who have been in touch with the activities of
our association during the last four years will note how
many things formerly set out under this heading have been
accomplished, i. e.:
1. Change of retail discount on "cheap" editions to
one-third off.
2. Change of discount on copyrights to one-third off.
3. Reduction in size of sheet music.
4. Great reduction in the volume and general improve-
ment in quality of new issues.
5. Reduced freight rates.
6. Harmonious relations between dealers and publishers
and through the trade as a whole.
7. The creation of a large and growing class of popular
music not handled by the Ten Cent Stores.
8. Steps toward more sensible conditions in the orchestra
business, etc., etc., etc.
In planning to obtain accurate figures re-
garding the cost of doing a retail music busi-
ness there has been prepared the following table
for the use of the dealers. When the table is
filled out it is suggested that the figures be
multiplied or divided by some general multiple
or divisor that will keep the proportion the
same, but change the various amounts to avoid
identification:
PERCENTAGE COST OF SELLING MUSIC
Total Sales (Cash and Credit) for period covered (preferably one year)
COST OF SELLING
p
Rent ( (for period
covered) )
(If part of a piano or o other business where you do not actually pay any separate rent, what per
cent of the rent of the whole building or business is charged against the music department?)...
(Is this charge, in your opinion, too much or too little?)
Salaries (for period covered)
(You should include fair estimate of bookkeeping and stenographic expenses if part of general busi-
ness where these services are not done separately for your department.^)
If the proprietor is actively engaged in business state if allowance for his services are included and
how much such allowance is
TAXES
(Includes State and County, but should not include duty on merchandise or Federal income or license
taxes.)
INSURANCE
TELEPHONES
(If not separate phones for Music Department you should only show actual charge against your de-
partment.)
ADVERTISING
(Music Department only.)
EXPENSE FOR POSTAGE AND EXPRESS
(This should not include post and express on goods you receive or on goods senl out where you
charge the transportation to the customer. Such items arc figured as merchandise. This is only
CREDIT LOSSES ACTUALLY CHARGED OFF DURING TIM E MENTIONED
WRAPPING PAPER, PRINTING, STATIONERY, OFFICE SUPPLIES, ETC
GENERAL MISCELLANEOUS EXPENSE
If any of the above specified items of expense are not kept separate you can bulk them under Gen-
eral Expense, but don't figure them twice. Rent and Salaries should always be ijivcn separately.
Cents
Two TERRIFIC SELLERS
"Just You"
Wonderful New Ballad. 1,000,000 copy
Song Hit. Fine Art Title Page on Pebbled
Paper in Many Colors. Regular 30c number
at popular price.
"Answer
Mr. Wilson's Call"
New Patriotic Song Hit with a lyric and
melody that make it the song of the moment.
Order Today, Special 7c per Copy
A* J. Stasny Music Co.
56 West 45th Street, New York