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50
The Music Trade Review
Chinky China
Cute And Clever
FOX TROT
APRIL 24, 192b
^WUata Dance Tune//^
NOVELTY
• v , A Real Fax Trot
SO DOES YOUR
Sensation
MY CASTLE
IN SPAIN*
NDMNMRII
JL Great Lyric by
LEWIS and YOUNG
A Knockout Time hy
RAY HENDERSON
Melody Hit of
*BY THE W A V "
JACK HULBERTS
A Pilgrimage to the
Northwest Metropolis
(Continued from page 46)
"Know your customers." Calling one by name
creates a good impression—it touches their van-
ity. The entire human race is the same and the
good salesman knows it. Second, know your mer-
chandise—learn it properly. Try to draw your
customer out—but never drive him into any
purchase. Never try to change the customer's
mind if he is set on any particular purchase.
Make the consumer feel that you are acting
more as a counselor, advising the sale of a cer-
tain type of material."
Heinz also said: "While business is good, we
must go after it. The one who goes after it is
usually the one who finds that business is good.
The trouble with a lot of fellows who have 'soft
jobs' is that they think they have something to
lay down on."
.Here's a boost from Charlie about the five
lovely girls in the department. He thoroughly
believes that women make splendid music clerks
and are more careful and keep their interest in
many respects better than men. During a little
chat I had with one of the famous five of the
department, she had this much to say:
Men scoff at us, the weaker sex, our clothes
Your Teachers Will Appreciate the
50 New Numbers Now Ready
(With New Catalogs) for 1926!
Carefully Kdlted, Correctly Graded.
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Low Cost, Big Profits!
AT THE HEAD OF ITS CLASS!
World Famous
McKINLEY
MUSIC
FIFTEEN CENT
GROWS and GROWS a n d GROWS!
MR. DKAT.KR: Are You Handling tlie Easy
Belling "Big Profit" Line? A Choice Stock of
1207 Assorted Music, Vocal, Piano, Piano
Duets, Violin and Piano, Saxophone and
Piano, etc., Installed at Very Low Cost.
All of the Best Reprints and More Big
Selling Copyrights Than Any Other Lo—
Priced Edition!
Liberal Sales Plan. Write for Sample*.
McKlnley Music Co.
1SO1-1517 East 55tki St. - Chicago
give them a shock,
They kick about our boyish bobs, skirt lengths
and rolled down socks,
They say we're not a modest set, our manners
give them a pain,
But will someone please explain why they al-
ways call again?
My friend Heinz took me through the entire
Sherman-Clay institution, three stories high,
through the piano department, radio, Victor and
musical instrument departments. It is easily
seen that all the stores are modeled after a 100
per cent pattern, dignity, character and class.
Just to wander away from business for one
moment, Charlie Heinz is sold on Seattle. To
prove that, he recently bought his own home.
Daddy Heinz is very proud of his little girl,
Phyllis, who, I understand, is quite a musician.
This little "dainty miss" is playing a composi-
tion entitled "Dainty Miss," published by Sher-
man, Clay & Co. Not only does she play well,
but she dances nicely, too. She's a very sweet
little girlie, and Mamma doesn't have to padlock
the jelly closet.
Woods Music Co.
H. J. Woods is president and C. H. Thomas
is secretary of the Woods Music Co., at 1421
Third avenue. Quite true, Mr. Woods comes
from the back woods of Maine but we'll not
hold that against him. We all know the high-
class type that comes from that lovable and
glorious State. When Harvey Woods con-
tracted the fever to go West, he was in the
banking business. Just how he drifted into the
music business, I don't believe he himself knows,
excepting that he was always a good musician,
even by heritage. About twenty-three years
ago, he started in the line and has been consid-
ered one of the standard-bearers in his part of
the country. He reaches all parts of the Pacific
Coast through his mail order business. He is
known to be of the real high-grade type in the-
industry.
A year ago Mr. Woods moved to a new loca-
tion and he is now associated with the Hopper-
BUY YOUR MUSIC FROM
BOSTON
Pablishers
Oliver Ditson Company
BOSTON
NEW YORK
Anticipate and Supply Every Requirement of Music
Dealers
Kelly Piano Co., occupying a large space on
the street floor for his music business. This is
principally a department of educational mate-
rial, literature, church music, oratorios, cantatas,
every type of band and orchestra music for the
professional musician and school orchestra. "If
it is worth carrying in stock, Harvey Woods has
it." With reference to the net-no-discount mark-
ing on sheet music at the present time Harvey
Woods has this to say: "If I were a music
publisher, I would certainly think of nothing
but the net-no-discount marking. It has abso-
lutely been the only solution for us. We make
no charge for delivery or postage on music. , At
a recent convention, I addressed one hundred
teachers of music and explained fully the change
that had taken place on the markings. Without
exception, everyone I interviewed was pleased
with the new system. In fact, they claimed that
they had always sold the music at cost to their
pupils and that they expected no profit for them-
selves."
The Woods Music Co.'s stock is arranged in
vertical files, divided alphabetically in several
oak booths, opening in front and facing a long
counter. The entire stock, being visible from
the outside, makes a splendid appearance. The
arrangement is very practical.
(Concluded next week)
Every One a Seller
Lonesome and Sorry
There Are Two Sides to
Every Story
Everything's Gonna Be Alright
Why Don't You Marry the
Girl?
Hot Henry
On Florida Shores
After Awhile
All the Hits from
"The Vagabond King"
—by Rudolf Friml
Waterson, Berlin & Snyder Co.
Strand Theatre Bldg.
New York
White-Smith Music Pub. Co.
PUBLISHERS,
PRINTERS AND ENGRAVERS OF MUSIC
Main Offices: 40-44 Winchester St.. Boston.
Branch Houses: New York and Chicago
ROBERT TELLER SONS & DORNER
Music Engravers and Printers
SEND MANUSCRIPT AND IDEA OF
TITLE FOR ESTIMATE
311 West 43rd Street
New York City
CfJVy PUBLISHER. OUR. REFERENCE
oo c>o WRITE FOR PRICES
2 0 5 4 W.LAKE ST. CHICAGO. ILL I