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54
THE
MUSIC TRADE
REVIEW
MAKING SHEET MUSIC DEPARTMENTS PAY
By S. ERNEST PHILPITT
S. Ernest Philpitt, president of the National
Association of Sheet Music Merchants, who for
business reasons was unable to attend the Chi-
cago conventions, took occasion to prepare an
interesting paper on the subject of "Making the
Sheet Music Department Pay." In his paper
Mr. Philpitt sets forth the following twelve im-
portant points that might well be studied by-
sheet music dealers generally. The points are:
First: Your city should enjoy a population
of approximately 50,000 or over and even then
there is usually only room for one such estab-
lishment, for while one may be a success two
such houses often prove a financial loss.
Second: Once you have decided to enter into
the handling of sheet music you must above all
things be willing to give the department an ade-
quate space in best location in front of your
store together with suitable window space.
Third: By all means secure the services of
a first-class sheet music man of ten or more
years' experience, one with a pleasing person-
ality, who knows how and is willing to hand
out efficient service with a smile and "Thank
You."
Fourth: Be willing to provide a good and
respectable-looking set of sheet music fixtures,
also adding a musical instrument case to take
care of small instruments, strings and the like,
as this goes hand in hand with the sheet music
business.
Fifth: Provide this department with a good
piano, upon which music may be demonstrated,
see that piano is frequently tuned and secure
a good-looking, or, better yet, efficient pianiste.
Sixth: Be willing to invest from $5,000 to
$10,000 in order to properly stock such a de-
partment and insist upon privilege to return
within one year any stock purchased at opening
(this safeguards you against bad judgment, be
it upon the part of your new manager or an
overambitious salesman) when placing initial
stock order.
Seventh: All sheet music and books should
positively be recorded upon the manila wrapper,
same to quote Title, Key or Voice, Composer,
Publisher, Quantity Purchased, Dates of Pur-
chase, Cost in Trade-mark, and Selling Price in
plain figures, from which no discounts are al-
lowed any one (this is in keeping with the
strictly "one price to all" policy), a policy that
all sane dealers must sooner or later adopt, be
it having to do with music or pianos they arc
selling, for no dealer can be honest with cus-
tomers and self-operating upon any other basis.
Eighth: Music once sold, the manila wrapper
is preserved to provide you with the necessary
records when re-ordering. Order everything
from record, not memory, beware of the slick
salesman who orders from memory or he will
surely cause you a financial loss.
Ninth: Order frequently, but in small quan-
tities, the first year, or until you know your
ground.
Tenth: Keep posted about department a memo
blank and insist upon every call received for
anything whatsoever being recorded, if not in
stock; then by reviewing this memo yourself you
will more fully appreciate what sales are lost by
not having adequate and well-balanced stock and
be in better position to remedy. (I personally
review these reports weekly.) Such a list is
useless unless you insist it be kept completely.
When several calls are received for same num-
ber record accordingly. This is a burden to
some salesmen but it is a sure trouble-maker
for the clerk who is not awake, as you have the
facts.
Eleventh: A card system upon merchandise
A WONDERFUL IRISH MELODY
will give you the same record as the sheet
wrapper for sheet music and by recording every
merchandise invoice properly classified you need
not order merchandise except from your card
index stock system, which will always give you
the cold facts as to quantity, cost, etc.
Twelfth: If a salesman is in town, pay for
his dinner. Do not let him pay for his own and
especially yours.
WARD PERRY ON TRIP
Riviera Co. Representative Going to the Pacific
Coast in Interest of That Catalog
Ward Perry, traveling representative of the
Riviera Music Co., Chicago, recently departed
on a trade trip covering Pacific Coast and inter-
vening territory. He is planning a strong sales
campaign on the entire Riviera catalog, par-
ticularly featuring the company's fox-trot num-
ber, "Karma."
NEW PUBLISHING CONCERN
Chamberlain Co. Opens Offices in Detroit and
Issues First Number
The Chamberlain Co. is the latest entry into
the ranks of the music publishers, having opened
up offices in the Equity Building, Detroit, Mich.
The first release from the catalog of this com-
pany is a fox-trot entitled "Looking at You."
INTHE AFTERGLOW
By J. Will Callahan and Frank Grey
"When I Dream That
Auld Erin Is Free"
Programmed by America's Foremost Con-
cert Artists. Featured by
Vaudeville's Greatest Headliners
Retail Price, Regular Copies 35c
Played by 15,000 Good Orchestras
GOTT & HENDERSON
5444 Prairie Avenue, Chicago
Once,ileu,we Mood la tte
>r.tn.glow,
In tbe hiuH
yourchMkiin the
The Ballad Success
bliub or • crlmmi
fit
of the twl. llfftt
tf.lerglov,
LIM Uw
Bul,» . I.I. tbitwulMck Is tlu
There's Sunlight
In Your Eyes
Sensational Fox-Trot
Ballad Success
Published by
15 cents per copy
McKinley Music Co.
JULY 23, 1921
NewYork
HUNTZINGER & DILWORTH
Copyrighted, 1919, by Hinds. Hayden & Eldredge, Inc.
Incorporated
159 West 57th Street
NEW YORK
HINDS, HAYDEN & ELDREDGE, Inc.
•••»••••••••••••»••••••••••••••••
RemickSongHlls
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"ROSE"
"AIN'T WE GOT F U N ? "
"NOW I LAY ME DOWN TO SLEEP" ;:
"NIGHTINGALE"
"DEAREST ONE"
"BEAUTIFUL ANNABELL LEE"
"ALL FOR YOU" (New)
"BROKEN MOON" ( " )
"HAPPINESS"
( " )
"WITHOUT YOU" ( " )
I JEROME H. REMICK & CO. ::
V. N E W Y O R K
DETROIT
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11 UNION SQUARE
WW YORK CITY
ROBERT TELLER SONS & D 0 R N E R
Music Eagravers and Printers
*END MANUSCRIPT AND IDEA OF
TITLE FOR ESTIMATE
311 West 43d Street
New York City
BUY YOUR MUSIC FROM
BOSTON
Publishers
WALTER JACOBS
"Peter Gink" £&, 1 "Arabella" 's™
Oliver Ditson Company
BOSTON
NEW YORK
Anticipate and lupply Every Requirement of Music
Dealers
White-Smith Music Pub. Co.
PUBLISHKU, PkINTHS AMD E M O I A V M S OF MUSIC
Main Offices: 40-44 Winchester St., Boston.
Branch Houses: New York and Chios**