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MUSICAL MERCHANDISE
Conducted By Thomas W. Bresnahan
Sherman, Clay Band
Organization Department
E. J. Delano Describes Fundamental Activities
in Developing Band Organization by the
Dealer
SAN FRANCISCO, CAL., August 9.—Sherma'n, Clay
& Co. have started a band instrument organ-
ization which was really put to work over two
months ago, and has just publicly shown re-
sults. After nine weeks rehearsal, the new
Legion Band of Hayward, (Alameda County)
has appeared and has won the plaudits of the
community. "Hats Off to Our Band" is the
caption on an enthusiastic editorial, published
in the local newspaper, The Hayward Review.
The band was heard when Hayward welcomed
home its sons from the national guard training
camp. City officials, Legionnaires, Boy Scouts
and the population generally had all assembled
at the station when the train arrived. The
American Legion Band struck up a gay tune
and enthusiasm ran high. The band played
for the parade which followed, the affair being
quite a stirring occasion for the entry of the
Legion band into the civic life of Hayward.
Speaking of the new activity of Sherman,
Clay & Co., E. J. Delano said that they have
found a way to sell a band a set of instruments
and get a whole list price. He added: "We
also protect ourselves against price-cutters, if
any, that might go after the band after it is
organized. The secret is service. We give
band instruction till the band is on its own
feet, and we have our own instructor. Each
bandsman pays us a weekly fee to cover his
instrument and instruction.
"I've found out, in long experience, that there
are two or three tricks necessary in making a
band a success. One trick is to have your own
instructor, he's got to be good and he must
be well paid. Another trick is to have your
own representative on the ground at every
rehearsal or nearly every one. Our conductor
looks to us for his money. Another trick is
to do all the work of organization, and this
requires technical knowledge, for it is no use
taking up the organization of a band without
technical knowledge."
Mr. Delano did not divulge any other activi-
ties of the new band organization, but appar-
ently one may look at any time for new bands
to spring up, ready to make music and surprise
and delight their fellow citizens.
July Showed Increase
Over June in Sales
trades, and to the interest in bands," Mr. Ihbe
continued.
"Another thing, people are interested in the
high grade instruments. For instance, during
the past week we sold a gold Buescher trumpet
de luxe. There is an amount of interest in the
instruments of known worth and fine workman-
ship. I am very confident on the outlook for
Fall."
One Dealer's Influence
on Music in Springfield
Missouri City Has Largest Boy Scout Band as
Well as Largest Proportionate Music Enroll-
ment in Schools
Largely as the result of continuous sponsor-
ing of musical activities and seven years of
hard work in the music industry, Lester C. Cox,
president of the Ozark Motor & Supply Co.,
Springfield, Mo., distributor for the Sonora
Phonograph Co., Inc., has become one of the
most successful retail operators in the music
industry.
Mr. Cox says, regarding his business success,
"It has been purely a question of hard plugging
and keeping on the job." Then in the next
breath he adds, "I am a great believer in luck.
The harder I work the more luck I seem to
have."
The Boy Scout Band in Springfield, Mo., is
the largest in the United States, having ap-
proximately three hundred and sixty-five mem-
bers. There are more public school students
enrolled in music in Springfield than in any
other city its size in the country. This interest
in music is largely due to Mr. Cox's efforts.
Music in the Public
Schools of Pennsylvania
PITTSBURGH, PA., August 13.—A survey of
Pennsylvania by the Department of Public In-
struction shows the growing importance and
appreciation of music in the public schools.
The report shows that music supervisors and
teachers in the Commonwealth's schools have
more than doubled in the last decade.
Orchestras in schools have increased, in the
same length of time, from 250 to 1,500 and
bands, from less than fifty to more than 100.
Discrimination between good and bad music
and a knowledge of the backgrounds of selec-
tions have resulted among school children,
partly through the song memorization program,
organized last year. The scheme is to teach
the children fine hymns, patriotic music and
folk songs.
Hornberger to Represent
B. & J. in Canada
Weil-Known Musical Merchandise Traveler to
Cover Entire Dominion for New York Musi-
cal Merchandise Jobber
Samuel Buegeleisen, head of the musical mer-
chandise wholesale house of Buegeleisen &
Jacobson, 5-7-9 Union Square, New York, an-
nounced last week the appointment of George
Hornberger as general traveling representative
for Buegeleisen & Jacobson for the entire Do-
minion of Canada. Mr. Hornberger is one of
the best known and most popular musical mer-
chandise salesmen traveling in Canada, and
enters his new connection with a host of friends
from Coast to Coast. He has visited dealers
in Canadian territory for fifteen years represent-
ing one of the best known houses in the trade,
and is well equipped with a rich store of in-
formation in every phase of musical merchan-
dise.
Mr. Hornberger is spending a short while at
the Buegeleisen & Jacobson offices in New York
familiarizing himself with his lines and will
leave shortly on his first trip. Mr. Buegeleisen
expressed to a Review reporter great satisfac-
tion over Mr. Hornberger's appointment, mak-
ing the statement that he considers it an im-
portant contribution to Buegeleisen & Jacob-
son's service to its Canadian trade.
D. W. Lerch Go. to Sponsor
Boys' Band in Canton
CANTON, O., August 11.—The D. W. Lerch
Piano Co., through its musical merchandise
department, is organizing a boys' band, the first
in existence in Canton. A call has been issued
by the store to those interested in playing in a
boys' band, and to date the response has been
very gratifying. It is planned by the store to
sponsor the band and to see to the instruction
of those not yet fully proficient in some instru-
ments.
Max Targ Returns From
European Tour
CHICAGO, I I I . , August 6.—Max Targ, head of
the Targ & Dinner Music Co., distributors of
musical merchandise, 229 West Randolph St.,
Chicago, returned last week from a three
months' trip abroad. Mr. Targ, accompanied
by his wife, visited the principal countries in
Europe, including many centers of musical in-
strument production.
Milwaukee Dealers Report Big Advance in Band
Instrument Sales During the Past Month
MILWAUKEE, WIS., August 11.—Sales on ba-nd
instruments have taken a decided upward trend
during July as compared with June, according
to Arthur Ihbe, manager of the band instru-
ment department of the Kesselman-O'Driscoll
Co. store.
"During July sales have been maturing, and
people have not only been examining instru-
ments, but they have been purchasing them,"
Mr. Ihbe said. "During June, while there was a
fair amount of business, there was more inclina-
tion to put off sales. This month has been a
turn for the better, with deals going through
much more actively.
"I attribute it partly to the betterment of the
employment situation, especially in the metal
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