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DECEMBER 13,
1924
THE MUSIC TRADE
REVIEW
Maurice Richmond Sums Up Conditions
Through the Retail Sheet Music Trade
Head of Richmond Musical Supply Corp., Upon Return From Coast to Coast Trip, Visiting
the Retail Sheet Music Merchants, Tells of Conditions as He Found Them There
f T affords me great pleasure to offer a resume
*• of my coast to coast trip. The dealers I
met were by no means strangers to me. I
have long been a liberal contributor to the
upkeep of the well-known Class A railroads,
during the "fat" years, and of the mixed and
freight trains during the "lean" periods. I
believe I have helped our friend Mr. Pullman
rear his two beautiful daughters in their uppers
and lowers. Seriously, I have a vivid recollec-
tion of San Francisco before the horrible fire
and a great admiration for the marvelous
improvements which have taken place in so
short a time.
I found that the dealer in general has a
splendid reputation, which is more valuabte to
him than money. Unlike money, it cannot be
passed on. It is his very own. He is frank,
earnest and meets you with confidence. His
success is not a free gift. Like every other
worth-while thing in life, he had to achieve it
by hard work.
He thinks—exercises his mentality' just as
he does physically his daily dozen. He is buoy-
ant and elastic. He keeps a sharp look-out for
opportunities in kindred lines so that he may
continue to grow. He possesses a lot of
energy, due to his outdoor life—he works hard,
but not mechanically. He claims hard work
will never hurt anyone. Striving to attain his
ideals, he retains his interest in life.
As a class, the music house in the large
city is well appointed, systematic, attractive
and gives a great deal of thought to general
publicity.
On account of the distance from the source
of supply (New York City) the out-of-town
dealer has more at stake. He has more money
invested. His interests are keener because his
profits are greater, music being sold at a
higher retail price. Local dealers are organized
in most of the large cities. These organiza-
tions hold monthly meetings where all mat-
ters of importance to the dealer are discussed
and new ideas given for the betterment of the
retail industry.
The dealer employs a good selling organ-
ization. Perhaps it is the Western sun that
lias such a splendid influence on the people,
making them so ambitious, happy and sunkist.
Many of the dealers are real optimists. Op-
timism is a fact out West, for it is well known
that Idaho potatoes, served by Mr. Harvey on
the Santa Fe Railroad, are much larger than
those grown in the East and the same can be
said for the Oregon prunes and California
oranges. Even the big, juicy grape-fruit was
a sour lemon at one time. That's all due to
optimism.
One of the interviews which impressed me con-
siderably was with a successful dealer, and re-
peating some of his ideas will be beneficial to
many I hope.
This particular dealer carries in stock only
salable material. His systematic w r ay of order-
ing prevents any accumulation of unsalable
stock. Every item carried must show its true
commercial value. He places stock orders when
he can do so advantageously—and he purchases
new publications and- novelties which he finds
are essential.
He has a true barometer to determine the value
of his stock, by keeping a perpetual inventory and
close tabs on his purchases, so that his obliga-
tions do not become "top-heavy." His purchases
are kept within the limits and bounds of his
sales. There must be leeway for other overhead
expenses, and, working under these conditions,
there is no reason why any retail dealer can-
not anticipate discounting his bills to the fullest
extent.
In most cities I found that the list of best-
sellers, in both the standard and popular field,
was alike. There were very few exceptions—
which proves that a hit is universal—may it
be a "beantown," "windy town" or "down in
cotton town." In the Library editions, of
course, it is entirely up to the dealer. He in-
terests himself in what he believes is most
satisfactory to his customers and most profit-
able to himself. The same applies to reprint
sheet and unabridged studies and methods.
All in all, when I set my foot on the soil of
Old New York again, there was a letter from
my dear friend, the president of the Borough
of Queens, New York City, telling me of how
sorry he was not to be able to be there per-
139
Hall Lyman's "It's Merry Merry May," and
Ralph deGolier has contributed the music to
"Youth," by S. Sassoon in a song dedicated to
Lambert Murphy, the well-known concert artist.
There are four piano pieces by Arthur Traves
Granfiekl, namely: "Album Leaf," "Flower of
Love," "Spring Gladness" and "Love's Mem-
ories."
.
Death of W. H. Neidlinger
William H. Neidlinger, educator and musical
composer, died at his home on Friday night of
last week in East Orange, N. J. Mr. Neidlinger
was sixty-two years old and suffered from a
complication of ailments. Mr. Neidlinger's work
as a musician is well known. He composed
more than two hundred songs, including those
in "Small Songs for Small Singers," a standard
work in kindergarten; "The Owl and Wood-
chuck," "The Squirrel aitd Crow" and the comic
opera "Ulysses" and "Sweet Ann Page."
sonally, in his official capacity, with the per- J a c k M i l l s , IliC, to Sell T a p e
sonal staff and uniformed police, but they were
all too busy solving the new cross-word puzzles
New Oliver Ditson Songs
Among the new songs added to the catalog
of the Oliver Ditson Co. are "Song of Trust"
and "Enchantment," by Louis Victor Saar, part
of a collection of four numbers. There has
also been added to the songs by Homer Grunn
an Indian song entitled "In the Lodges of the
Sioux." Charles Huerter has set music to Maud
Jack Mills, Inc., has acquired the American
rights for Dix's music tape, a new method for
making corrections, alterations and additions to
manuscripts. The product is manufactured by
Dix, Ltd., of London, England, and is a prac-
tical substitute for erasers of all kinds and is
made to fit the staffs of all arrangements.
Jack Mills, Inc., has taken over Maude
Nugent's ballad classic of a generation ago,
"Sweet Rosie O'Grady." This number is still
an active seller.
11111
• j •
r am t
DISTINCTIVE BALLAD
SUCCESSES
Moon Dream Shore
Love Came Calling
The Little Old Garden
Out of the Dusk to You
I Love a Little Cottage
One Fleeting Hour
A Japanese Sunset
Lassie O'Mine
Rosita
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