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IN THE WORLD OF MUSIC PUBLISHING
Conducted By V. D. Walsh
A Pilgrimage to Seattle, Wash., the
Metropolis of the Pacific Northwest
SONGS THAT SELL
Maurice Richmond, Head of the Richmond Musical Supply Corp., New York, Requires Two
Articles to Tell of All He Found There, of Which This Is the First
Always—(Irving Berlin)—New.
Remember (Irving' Berlin)
Don't Walt Too Long- (Irving Berlin)
C E A T T L E , WASH., April 10.—The historic
^ Indian Chief, Seattle, was a friend of the
white pioneers and the father of the city bearing
his name. Seattle is the metropolis of the
charmed land of the
American
continent,
the Pacific Northwest.
In one generation it
has become one of the
w o r 1 d's
remarkable
cities, the population
estimated in round fig-
ures at 400,000.
Seattle and the Puget
Sound are the gateway
to the Far East and the
only
north
Pacific
American port f r o m
where passengers may
leave to go direct to
Maurice Richmond
the Orient. It is the
nearest American port to China, Japan and the
Philippines, the gateway to Siberia and the only
American port having direct steamer service to
Alaska. Seattle, like New York, is surrounded by
water on three sides, Puget Sound and the Paci-
fic Ocean on the west and north and Lake
Washington on the East. The lake is twenty
miles long and lies within the city limits. It is
connected with the Puget Sound by a ship canal
which gives Seattle a harhor frontage on both
salt and fresh waters. Atop the forty-second
story of the L. C. Smith skyscraper the onlooker
gets a splendid bird's-eye view of this wonder
city. The scenery of Seattle is incomparably
beautiful. Its setting with the vast circles of
towering snow-capped mountains .and great
bodies of water completes a picture of extraor-
dinary charm. Rainier National Park, five hours
from Seattle, is a peerless sort of spiritual com-
fort, mental and physical regeneration. No visi-
tor should fail to visit it. It is one of the most
developed of all mountain resorts.
Sherman, Clay & Co.
Sherman, Clay & Co., at Third and Pine
streets, is one of the links of the chain of these
stores on the Pacific Coast and is the furthest
Northwest. I had the pleasure of meeting R. E.
Robinson, general manager for the Northwest,
which includes Seattle, Tacoma and Spokane.
Realizing that Mr. Robinson is an extremely
busy man, though our conversation was most
interesting, I felt that I should take as little of
his time as possible. He made the fact known
to me that business in the Northwest was excep-
tionally good. "The actual report on the busi-
ness wound up for 1925," he said, "was beyond
our expectations, due practically to the fact that
business in every industry is good here. As for
our own business, we know that time has proved
that the judgment of our founders in determin-
ing our policy, that of giving our trade quality
in merchandise, accuracy and courtesy in serv-
ice, coupled with the one-price system of mark-
ing, has been the means of our continued
growth. It has become a well-known fact that
the general public on the Pacific Coast, dealing
with the Sherman-Clay stores, knows that it is
not experimenting. We are giving it value for
every dollar's worth of merchandise sold
throughout the year."
The manager of the sheet music department,
Charles J. Heinz, is a wiry and alert type with
more than fifty-seven varieties of ideas. Though
Charlie Heinz eats pickles made by his name-
sake, I have never seen him pickled. Charlie is
a native son of California. He started in the
music business in Oakland in 1914, with the
house of Sherman, Clay & Co. A few years
later he took charge of the music department in
the Oakland store. In the early part of August,
1922, he came up to Seattle to arrange the stock
and get that department in shape for the formal
opening in October of that year. This music
department is one of the largest of the entire
Sherman-Clay chain and carries every conceiv-
able type of publication. The full Schirmer line,
including the library, is the big thing with this
house. The octavo department has made re-
markable strides, particularly the educational
end of it. Mr. Heinz stated the net-no-discount
plan is working out splendidly for them, and
they make no exception to anyone. Part of their
service consists of prepaying transportation
charges or delivering all music ordered by teach-
ers and professional musicians. Last year the
music department showed an increase of about
40 per cent over the previous year. Their mail
order business is increasing rapidly. Charlie
Heinz must know something of the history of
Benjamin Franklin.
Here are some of Ben Franklin's ideals: "He
had more common sense than any other his-
torical character. He took advice, he severely
disciplined himself, he planned, he scheduled, he
dispatched, he kept records of standardized oper-
ations, standardized conditions." From my per-
sonal observation I think my friend, Heinz, is
carrying on his music business in just such a
manner. A good deal of credit is due to the
staff in the music department who are all thor-
oughly trained by Charlie Heinz. There are five
experienced girls and it gives me pleasure to
name them: Bernice Jadan, Peggy Garrett,
Pearl Dempsey, Leone Harris and Cleora Kiefer.
The girls are all working on a bonus plan based
on sales, which is worth while. That is why the
cash register rings so often. The slogan of the
department is "Service with a Smile."
Young Ronald Carpenter is also in the de-
partment, working in splendidly, assimilating
knowledge rapidly and he will undoubtedly at
some future date be at the head of another of
the Sherman-Clay departments. Heinz's former
assistant, Clayton Thewing, was promoted, sent
to Spokane and opened the new department
Venetian Isles (Irving Berlin)
Then I'll Be Happy
I Never Knew
That Certain Party
In the Middle of the Night
1 Wonder Where My Baby Is To-night
Poor Papa (Has Got Nuthin' at All)
—
—
—
I'd Climb the Highest Mountain (If I Knew
I'd Find You)
Gimme a l i t t l e Kiss (Will Ya-Huh?)
Tentln' Down in Tennessee
But I Do (You Know I Do)
What!
No Women
Pining for You
Somebody's Eyes
Chinky Butterfly
Say It Again
He Ain't Done Right by Nell
What Am I Supposed to Do?
—
—
The Wind Blew Thru His Whiskers
Cecilia
I Wish't I Was in Peorla
Yes,
Oh,
Sir! That's My Baby
How I Miss You To-night
The Roses Brought Me You
Yearning
Waltzing the Blues Away
Miami, You Owe a T,ot to Me
When Autumn I^pai'es Are Falling
Take This Rose
Tell Me Why You and I Should He Strangers
The Day That I Met You
BOOKS THAT SELL
New Universal Dance Folio
No. 11
Edition Extraordinary—Just Out
X
Peterson's Ukulele Method
World's Favorite Songs
Tiddle De likes
—
Strum It With Crumit
Irving Berlin's Song Gems
From the Musical Comedy Sensation
"THE COCOANUTS"
A liittle Bungalow
Florida By the Sea
We Should Care
The Monkey Doodle Doo
Uueky Boy
IRVING BERLIN, Inc.
1607 Broadway, New York
there. From all indications and reports, he has
started off with' a bang. The Spokane depart-
ment at the present time is under the direction
of Charlie Heinz.
Here arc some of the salesmanship hints
which are included in the Heinz program:
{Continued on page 50)
MOST POPULAR—
The Music Books You See Everywhere
Wire for descriptive catalog—order from jobber or direct from publisher
Hinds, Hay den & Eldredge, Inc., Publishers, New York City
46