Music Trade Review

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
48
THE
MUSIC TRADE REVIEW
PROTECTIVE ASSOCIATION ISSUES NEW REGULATIONS
Bulletin Just Sent to the Trade by Music Publishers' Protective Association Outlines New
Methods Which Will Be Adopted Regarding the Handling of Accounts and Returns
The Music Publishers' Protective Association
has just forwarded to the trade the following
announcement, which marks a decided depar-
ture in the matter of handling accounts, dis-
counts, etc. In making these new arrange-
ments, the Association has endeavored not only
to follow good business practice in its own be-
half, but to draw plans which will be of as-
sistance to the legitimate sheet music dealer in
stabilizing his business. The announcement in
full is as follows:
The music publishing-industry faces a crisis! To meet
it wisely and justly, it is imperative that there be imme-
diately inaugurated such reforms as will eliminate waste,
loss, destructive trade practices, and antiquated customs.
In common with all other manufacturers, we are con-
fronted by a constantly advancing level of costs; in every
department of our business there is demanded an increased
compensation. In the meantime we are endeavoring earn-
estly not to raise the price of music.
Every material and service used in the production of
music shares in the constant upward trend of prices, and
the end is not yet. For many items we know that we
must soon pay still higher prices; paper cost is increasing
by leaps and bounds—printers are demanding higher salaries,
and so it is with everything we use. To maintain a con-
stant level of selling price for our product, in the face
of such conditions, is impossible unlessNall waste, unpro-
ductive effort and loss is reduced to an irreducible mini-
mum. We are confronted with a situation that presents
but two alternatives:
Either to materially increase the price at which music
is sold or
To reduce waste, foss and destructive trade practice to
the absohtfe minimum.
We infinitely prefer the latter course; we believe you will
share this preference. It need mean no loss, no burden, no
inconvenience to you—but it will mean rigid compliance
with established business customs, and religious observ-
ance of sound commercial practice.
Some, of course, will not be willing to co-operate in this
or any other plan which does not first consult their indi-
vidual and selfish interest. These we will be obliged to
disregard, and proceed with a view to the public good, and
the salvation of the industry generally. As to the mem-
bers of this Association, and various firms which are not
members but whose sympathy is entirely with this program,
there will be inaugurated on July 1, 1920, the following
specified reforms, with a view to accomplishing the pur-
poses above set forth:
ACCOUNTS
1. New accounts will not be opened except and unless
the party or firm requesting credit shall file with this
Association a "property Statement" upon the form approved
by the National Association of Credit Men, which form
will be furnished promptly to the person or firm requesting
credit.
2. Accounts not paid promptly upon their due date will
be referreil by the members to this Association, which will
Fox-Trot Ballad Hit
Looks Like a Sensation
Introductory
Price
Chicago
15c
McKioley Music Co.
New York
request of the delinquent an immediate settlement, and if
it be not forthcoming will institute at law, or take such
other steps as may be necessary to recover the sum or
sums due.
3. Individual or personal references as to responsibility
of any firm or individual will not be accepted, but practice
in this respect shall be confined to investigation and report
by the Association.
4. Any account becoming delinquent, and no satisfactory
adjustment made thereof, shall be subject to such action
as will protect the industry from further loss.
5. Unusually long terms for payment of items purchased
cannot be granted, and should not be asked.
While we have every reason to be proud of the credit
record of our customers, experience shows a proportion of
losses due to bad accounts entirely out of keeping with
modern business practice. Experience also shows a high
percentage of failures by "song shops," specialty stores,
etc., and it is due the customer who pays his bills promptly
that credit be not extended to others—except and unless
they are responsible. Elimination of losses heretofore ex-
perienced through bad credits, and the prompt collection
of accounts upon due date, will enable the publisher in
turn to meet his obligations promptly, and save interest
charges, discounts and generally increased costs. It is
urged that customers, where publishers offer a discount for
cash in ten days, avail themselves of that discount. There
is no stronger recommendation of an account, in the inter-
change of credit information, than the words: "Always dis-
counts his bills."
RETURNS
No single custom of the business is more wasteful, more
costly to all, than the practice of returning unsold music.
It must be apparent that if the publisher permits returns
he prints too much music. Returns are waste—two things
may be done with them. If there is still a sale for the
number, it may be again sold with all the cost of selling
duplicated; if not salable returns are usable only as
"junk" paper.
To a certain extent, it is recognized .that the dealer
should have protection on a new number, during the
introductory period, for we all know that no human being
can foretell with what success it will meet. To eliminate
this great waste, and at the same time assure justice
to all concerned, the following regulations will hereafter
govern the return of sheet music:
1. Any first, or initial order, not exceeding 500 copies,
for any new publication, may, at the discretion of the
publisher, be "sale guaranteed," and upon written request
from original purchaser, the publisher may permit return
JULY 10, 1920
of unsold portion of such introductory order only, and
allow full credit for quantity returned. This does not
apply, in any form, to "repeat" or re-orders.
2. Any purchaser, desiring to return music, under any
conditions, must first secure the written consent of fhe
publisher to whom it is to be returned, prior to making
such return; and if such written permission be granted,
return shall be made subject to the following conditions:
(a) If permission to return shall be granted, and the
return is for credit to account of original purchaser,
a deduction of 50 per cent from the price at which the
music returned was originally billed shall be made at time
of giving credit.
(b) If permission to return shall be granted, and the
return is to apply in exchange for or upon the purchase
of new or other music, a deduction of 25 per cent from
the price at which the music returned was originally
billed shall be made at the time of the exchange, or
giving of credit.
3. All transportation or carrying charges on music re-
turned shall be prepaid, and all music shipped in exchange
therefor shall be "charges collect."
4. At the time of requesting permission to return music,
original purchaser shall certify that the music is in sal-
able condition, undamaged, unsoiled and unmarked. If
not in such condition no credit shall be given.
5. No music shall be returnable, under any circum-
stance, after four months from the date of purchase. This
applies equally to first or introductory orders as defined
in Clause 1.
6. Music may not be returned, under any conditions, by
any other than the original purchaser.
The practice, heretofore more or less prevalent, of sales-
men representing publishers "overloading" or "overselling"
dealers is to be discontinued.
Except as to new num-
bers, in the introductory stage, it is preferable that cus-
tomers purchase only what they can sell. Every sheet
of music not sold, or returned for re-sale or destruction,
simply means that much waste, and this form of waste
has grown to such proportions as warrants drastic action.
Let us then resolve to eliminate all waste and unpro
ductive effort from our business; our interests are identical
with yours—and the public interest greater than both com-
bined. Serving that interest, we will serve ourselves, and
in years to come we may all derive a great measure of
satisfaction, and perhaps profit, from having been the only
industry, during this period of reconstruction, that so
managed its affairs that it avoided "gouging" the public
or laying itself open to a just accusation of "profiteering."
This Association will welcome and consider, from any
dealer or any source, at any time, any suggestion or
constructive criticism looking toward the betterment of any
branch or phase of the business.
MUSIC P U B L I S H E R S ' PROTECTIVE ASSOCIATION.
E. C. MILLS, Chairman, Executive Board.
New York City, July 1, 1920.
AL FOX NOW A PUBLISHER
PACE & HANDY CIRCULARS OUT
A new entry into the music publishing field is
Al Fox, of the team of Rockwell and Fox, now
appearing in the George White "Scandals of
1920," who has opened up offices in the Gaiety
Theatre Building, New York, and has released
as his first number a song entitled "My Mother's
Lullaby."
Pace & Handy Music Co., Inc., Gaiety Theatre
Building, New York City, have just forwarded to
the trade circulars on both their popular and
standard catalogs. One of the new numbers
recently placed in the higher priced catalog of
this company is entitled "Pickaninny Rose,"
which is having a very heavy sale, and from all
indications will be recognized as a number of
the hit class before the present Reason closes.
FEATURING BALLAD BY E. R. BALL
M. Witmark & Sons are making a big Sum-
mer campaign on Ernest R. Ball's song ballad,
"Down the Trail to Home Sweet Home." The
number has shown up to good advantage, and
is being programmed by a long list of vaude-
ville performers.
SWEET LULIABYS
A new musical drama recently opened in Lon-
don, Eng., written around the life of David Gar-
rick and given that title. It is the work of Reg-
inald Sommerville.
PACE & HANDY HITS
Popular Edition 7 Cents
Ev'rything Is Going Up
Chasin' the Blues
Saxophone Blues
Nightie Night
Think of Me Little Daddy
Beautiful Land of Dreams
High Class Edition 18 Cents
That Thing Called Love
Checkers, It's Your Move Now
Make That Trombone Laugh
Pickaninny Rose
St. Louis Blues
jji£rijtfi
Pace & Handy Music Co.Jnc.
1545 B r o a d v% a y
N e w York
SWEET LULLABYS
The National favorite waltz sensation
Jobbers or direct
THE MELODY SHOP
WILLIAMSPORT
::
PENNA.