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The Music Trade Review
JUNE 16, 1928
meeting, and the program proceeded with pre-
pared papers on various subjects. Mr. Priaulx
was called on to read a paper on publicity for
music publications in the newspapers, but he
asked permission to postpone this until one of
the other sessions, so that a representative of
the New York Times, who had shown an in-
terest in the matter, might be present, and his
request was granted.
Outside Competitors
Paul A. Schmitt, of Minneapolis, was then
called upon to read a paper on the subject—
"Chain Stores and Mail Order Competition,"
which follows in part:
"No benefit has ever accrued to any member
ni the National Association of Sheet Music
Dealers on account of selling music publica-
tions by mail order houses and chain stores.
We cannot recognize any benefit to the music
publishers, with the possible exception of the
ultra-popular publishers by reason of sales
through such channels. Selling music publica-
tions at less than the admitted lowest selling
price at retail is detrimental to the entire music
industry, publishers as well as retailers. It is a
tact that these concerns only buy the well-
known, established publications, and the de-
mand, or popularity, of such compositions is
due largely to the efforts of acknowledged sheet
music retailers introducing such publications to
their patrons,—schools, teachers, artists and the
general public.
"Surely the retailers are entitled to the ready
and increasing sales to the public for composi-
tions of this character. The members of the
National Association of Sheet Music Dealers
need this business, which is rightfully theirs,
and would be, but for the criminally short-
sighted policy of some publishers in selling such
compositions to concerns, who through their
sales at ruinous prices are gradually but surely
undermining the entire structure of the sheet
music industry.
"Then take under consideration the neces-
sarily high cost of maintaining a worth-while
sheet music establishment in comparison with
the negligible expense under which these other
concerns operate. A clerk in our establishment
receiving a minimum wage, could readily under-
take the management of the music department
of any mail order house or chain store. The
bonafide sheet music dealer must have the most
competent workers, requiring many years of
practical experience in order to render the
efficient service required of us by the public
and to make it possible for us to properly ex-
ploit the new issues of the publishers. We must
also carry at all times a representative stock of
every publisher."
Perhaps the most important paper to be pre-
sented at the morning's session was a lengthy
and stirring address by John Harden, of the
Harden Music Co., Inc., Springfield, Mass.,
which summed up most of the principal evils
of the trade. Mr. Harden centered his attack
against the unfair competition of the chain
stores and mail-order houses and also criticised
certain publishers for not allowing teachers the
full dealer discount.
Central Buying System
To overcome these trade evils Mr. Harden
urges the dealers of the country to form cen-
tral buying associations in various sections of
the country in order to prove themselves
stronger and more important than the syndicate
stores. Some of the advantages which this sort
of association would offer were listed by Mr.
Harden as follows: Numbers would be sold at
cost price to members of the buying associa-
tion; bills would be settled monthly with 5 per
cent discount to association for upkeep of offices
and warehouse; loans to dealers from the sur-
plus of the organization could be made with
part of the dealer's stock as collateral; unsold
material could be returned in one package to
one place; new issues from all the publishers
would also come in one package, being as-
sembled at the headquarters of the buying asso-
ciation.
This paper caused considerable discussion,
both pro and con, and one dealer voiced the
opinion that the project to take in the entire
country would cost more than $1,000,000. It
was decided to have the chair appoint a com-
mittee to study the matter during the next year
and also to appoint a committee to present the
opinion of the Association to the publishers at
their Tuesday meeting with respect to chain
store competition and music on consignment to
teachers receiving trade discounts. Mr. Harvey
appointed John Harden, Paul A. Schmitt and
S. Krnest Philpitt to serve on this committee.
A Publisher's Viewpoint
A publisher's view on these questions was
then presented by Julius P. Wit mark, of M.
Wit mark & Sous, New York, who spoke ex-
temporaneously on the inability of his firm to
get the most dealers to go after school orders.
He stated that his firm preferred to receive its
business from the dealers, but found them un-
willing to receive the firm's new issues and
promotional material. Mr. Harden stated that
the bulk of this material being received by the
dealer from all the publishers makes it a physi-
cal and financial impossibility to co-operate
with every firm.
Papers by Ruth Hunt, of the sheet music de-
partment of the A. Gressett Music House,
Meridian, Miss., on the subject of chain store
competition; by Paul J. Mueller, of the William
A. Kaun Music Co., Milwaukee, on music sent
on consignment to teachers and schools, were
read by Secretary Donlan in the absence of
these members.
On Approval
Another paper on this subject by Ed. Patton,
of Ed. Patton, Inc., Omaha, Neb., was read by
Mr. Donlan, and follows in part:
"For a good many years, it has been a gen-
eral practice of all retail music dealers to send
music 'on approval' to teachers and schools. In
our. opinion, this is one of the worst conditions
prevailing in the sheet music business to-day.
However, this does not mean that we would en-
tirely eliminate the 'on approval' plan. We
would, however, confine it to a time limit, not
in excess of fourteen days at the most; and with
the understanding that at least one-third of the
music sent 'on selection' be kept. This rule
should be strictly adhered to. Under no cir-
cumstances would we allow popular music, such
as late hits of the day, selections nor orchestra
music to be sent 'on approval' to a buyer in our
own city.
"For a good many years, we allowed local
orchestra leaders to take orchestrations 'on ap-
proval.' This proved very bad practice because
musicians would take a bunch of orchestrations
out 'on approval,' use them overnight, possibly
keep two numbers out of the selection, and
programming the entire dance with music at
our expense. Since discontinuing orchestra
music 'on approval' to local band and orchestra
leaders, our business has steadily increased,
musicians buying what they want, paying for it
and it has kept our stock much cleaner. When a
great deal of music is out 'on approval' for a
long period of time, it is bound to be returned
in a damaged condition or partially so. It de-
creases the turn-over of merchandise, fills the
stock up with unsalable stuff and, nine cases out
of ten, does not defray the expense of handling."
Monday Afternoon Session
The second session of the association's con-
vention was opened about 2:30 o'clock and for
about an hour became an informal discussion
by both retailers and publishers on catalogs
and public school music. With regard to the
former, it was argued that the chief need was
bringing catalogs of all kinds up to date.
William Arms Fisher, of Boston, stated that
music has come into the schools to stay and
added that most of the large publishers who are
going after this business are willing that the
dealer place the business.
William H. Levis, of Rochester, cited what
WHAT A GALAXY OF STARS!
DREAM HOUSE
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LITTLE MOTHER
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RAG DOLL
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KIDDIE KAPERS
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YOU'RE WONDERFUL
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HIDING IN THE CORNER OF YOUR SMILE
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Look to the West for Melodies
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SHERMAN, CLAY & CO.
SAN FRANCISCO
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