Music Trade Review

Issue: 1930 Vol. 89 N. 7

Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
Musical Merchandise Section oi The Music Trade Review
Forty-four Bands Take Part in Fifth
National School Band Contest
*-pHE Fifth National School Band Contest,
*• held in Flint, Mich., May 22-24, brought
together forty-four prize winning bands from
all parts of the country—nearly twice as many
as at the 1929 contest—and was an outstanding
success in every way. There were twenty-two
bands in Class A, for schools of more than 600
enrollment, nine in Class B and thirteen in
Class C. The last named is for schools of less
than 250 1 enrollment, and was added for the
first time this year.
The Class A winners were: First, Nicholas
Senn High School, Chicago; second, Joliet
High School, Joliet, 111.; third, Hammond High
School, Hammond, Ind.; fourth, Central High
School, Flint, Mich.; fifth, Glenville High
School, Cleveland, Ohio; and sixth, West Tech-
nical High School, Cleveland, Ohio. The
ranking bands in Class B were: First, Hobart
High School, Hobart, Ind.; second, Boys'
Vocational School, Lansing, Mich.; third, Bel-
videre High School, Belvidere, 111.; fourth,
Waupun High School, Waupun, Wis.; and fifth,
Mooseheart High School, Mooseheart, 111.
Class C: First, Nicolet High School, West De
Pere, Wis.; second, Algoma High School,
Algoma, Wis.; third, Andover High School,
Andover, Ohio; fourth, St. Elmo Juvenile Band,
St. Elmo, 111.; fifth, Lanark School Band,
Lanark, 111.; and sixth, Hartley High School,
Hartley, Iowa.
About 8,000 people attended the finals of the
Class A schools, an impressive program given
by the six highest ranking bands in the pre-
liminaries, who on this occasion vied for cham-
pionship honors. No less than 20,000 people
attended the marching contest and the massed
band parade on the Saturday afternoon of the
contest, and the fact most noteworthy is that
these were practically all paid admissions.
The distinguished list of judges was headed
by John Philip Sousa and included Captain
Taylor Branson of the U. S. Marine Band,
Washington; Edwin Franko Goldman, New
York; Captain Charles O'Neill, Quebec; Harold
Bachman, Chicago; Jay W. Fay, Plainfield,
N. J.; Victor J. Grabel, Chicago; A. Austin
Harding, University of Illinois, Urbana and
Guy Hoover of Chicago. These judges as well
as the entire city of Flint were thrilled by the
work of the competing groups.
Indicative of the spirit of the bands is the
case of Bates Township (Mich.) High School,
which won honorable mention in Class C and
came within three-quarters of a point of win-
ning sixth place. The group comes from a
township with a total of only 700 population
and sixty in the high school. The thirty-five
members of the band rehearse at eight o'clock
in the morning, and so intent have they been
on making a good showing at the State, and
i! possible at the National contest, that they
have come out for practice even when the
thermometer stood, as it sometimes does in
their part of the country, at forty below zero!
On Friday evening a dinner was arranged,
lit tended by the directors of the contesting
bands and a number of visiting directors, the
judges of the contest, and some members of
the music industry—130- people in all. Mr.
Jacob Evanson of Flint stated that he had been
asked to express, on behalf of the school band
directors, their appreciation to the National
Bureau for the Advancement of Music and to
the band instrument manufacturers who had
supported the Bureau in its fostering of the
contest movement. He concluded by voicing
special appreciation to C. M. Tremaine, director
of the Bureau, and presenting him with a hand-
some traveling bag in token of this.
Musical Merchandise
and Accessories Ass'n
has resigned and will shortly make announce-
ment of a new connection. Mr. Buttelman has
long been a prominent figure in the music in-
dustry and profession. He did particularly fine
work as managing editor of the Jacob's Maga-
zine and as executive secretary of the New
England Music Festival Organization. He is
well-known to Review readers for the several
(Continued from page 25)
fretted instrument orchestras and clubs in order
to place that type of instrument on a more
serious plane. He urged the issuance of a
pamphlet on fretted instrument playing for the
use of teachers, and that the latter be urged
to organize local orchestras.
Other speakers were Harry L. Hunt, of the
Oliver Ditson Co., New York, who reported
that fretted instrument sales were better this
year than last and that there was a demand
for better music; C. Frederick Martin, of C.
F. Martin & Co., Nazareth, Pa., who praised
the work of the National Bureau; William L.
Lange and Jay Krause.
F. E. Larson, of Ludwig & Ludwig, Chicago,
declared that the first move was to teach the
public how they could use fretted instruments
and then the demand would follow naturally.
He stated that there was a need for more books
of selections for pupils to play and when these
were available, the resistance of many teachers
would be broken down.
The following officers weer elected: Presi-
dent, Henry C. Lomb, Waverly Musical Prod-
ucts Co., Long Island City, N. Y.; vice-presi-
dent, H. Kuhrmeyer, Stromberg-Voisinet Co.,
Chicago, and secretary, Harry Meixell, Music
Industries Chamber of Commerce.
C. V. Buttelman Resigns
C. V. Buttelman, vice-president of Walter
Jacobs, Inc., Boston, publishers of the Jacob's
Orchestra-Band Monthly and of Band Music,
27
series of articles he has contributed to this
publication during the past few years.
Wm. Frank Co. Puts New
Fluegel Horn on Market
Brass band instrument dealers will be inter-
ested in the newest instrument added to their
line by the William Frank Co. of 2029 Clybourn
Avenue, Chicago. This house is a pioneer in
the manufacture of quality band instruments in
the medium priced field, and as the result of
more than a quarter of a century of experience
in manufacturing has just put out a new and
distinct model of a fluegel horn, which has
been added to the complete line of Excelsior
band instruments made by this company.
William Frank, the head of the house and
a practical band instrument maker, claims that
this new fluegel horn is different from the old
standards and fulfills completely the present
day requirements of the school band musician.
The model is neat, compact, and up to the min-
ute in every detail, with proportions and design
that produce a tone of exceptional beauty and
distinction. Although on the market but a few-
weeks, this new fluegel horn has won immedi-
ate success, and a large number of dealers have
been complimenting the house on purchasing a
quality instrument at a low cost.
Consolidated Corp. Sells
Case Making Departments
The Consolidated Case Corp. ma,kes the im-
portant announcement that they have disposed
of their musical instrument case making de-
partments. Gcib & Schaefer of Chicago have
purchased their fibre and side opening chip
board musical instrument case department.
Also, Geib & Schaefer will hereafter make the
megaphones hitherto produced by the Consoli-
dated Case Corp.
The Walter Gotsch Co. of Chicago will make
and market the line of musical instrument cov-
ers heretofore made by Consolidated, also other
accessories, including leather goods for drums,
saxophones, and other instruments.
Consult the Universal Want Directory of
The Review.
KOEDER'S
Majestic Band Instruments
Write for Circular
Agents Wanted
JONES-KOEDER GO,
PEKIN, ILLINOIS
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
28
Musical Merchandise Section of The Music Trade Review
Getting Fretted Instruments
Into the Buyers' Hands
(Continued from page 26)
thoroughly recondition our customers' banjos
for a certain set price. This would include re-
heading, polishing wood and metal parts, adjust
neck, new strings and bridge, and clean com-
pletely. There always was a certain percentage
of the persons taking advantage of the offer
who would decide upon new instruments, be-
cause we made it our business to help the
customer to reach that decision.
"All the instruments in our store are tuned
alike. It is much easier to properly demon-
strate the various instruments when this rule
is carried out. Our experience with guitars has
been that when the salesroom is small, as in
our case, it is better to tune them one-half
tone lower than standard pitch.
"Returning to window displays, we have
found that novelty windows are a great sales
s t i mulant.
O n e of t h e
m o s t prof-
itable n o v e l
displays
w e
have had was
a few months
ago, when we
took the front
cover picture
from Gibson's
M a s t e rtone
Magazine, and
made it work
for us in our
windows. The
picture was of
Miss Dunn,
Leslie Steward, Band and
entering a
Orchestra Sales Manaiger
Standard A i r
for Heaton's, Columbus, O.
Line ' p l a n e ,
with her Gibson banjo.
We placed this
picture in the window, and surrounded it by
more than a dozen accessories for aircraft,
including propellers, wheels, landing lights, and
a model airplane. This created considerable
interest, as far as window crowds were con-
cerned, and I believe we actually received a
great deal of business as a result of the display.
"Gibson's policies of co-operating with their
dealers have benefited us more than I could
estimate. An example of this co-operation was
in the help Gibson gave us last Summer in the
promotion of a ukulele contest. The contest
was sponsored by the R. K. O. Theatre, and
each evening a winner was chosen from six
players. On the seventh night three Gibson
ukuleles were presented the final winners as
prizes. The theatre advertised the Gibson
ukuleles in the lobby, and we advertised the
theatre in our display windows, so the benefits
received from the contest were mutual.
"The Gibson literature, with which we are
abundantly supplied from the factory at Kala-
mazoo, is a great boon to us in keeping our
customers satisfied with their instruments.
When we sell a Gibson instrument we furnish
the buyer with Gibson circulars on that in-
strument, which helps him to get acquainted
with his instrument more quickly, and tells
him how to care for it.
"One of the most profitable features of the
Gibson line are the Gibson Mona-Steel strings,
a new product which we have found to be dis-
tinctly high grade. Recently, we printed 1,500
circulars on these new strings, sending them
out to string instrument players in our local
Union, to all teachers and a great number of
students. The product has fully justified the
publicity we gave it."
Mr. Fife, obviously, is enthusiastic about the
Gibson co-operation plan. He is one of the
more successful small goods managers, his de-
partment being the busiest in the vast Platt
organization in Los Angeles.
No less enthusiastic was Leslie Steward,
Otto B. Heaton
band and orchestra sales manager for Heaton's
Music Store, 33 East Long street, Columbus,
Ohio, when we interviewed him regarding his
methods of merchandising the Gibson line of
fretted instruments.
Here's the way Mr.
Steward answered our questions on how to
succeed in merchandising small goods:
"Proper and complete display of musical
merchandise. Keep your stock clean and your
showcases attractive. If you are representing
a line of musical instruments, keep a complete
stock of that particular line. Don't sell from
a catalogue. Keep several models of the most
popular sellers in stock.
"Establish set terms and abide by these.
Don't sell at too small a down payment. If
possible set your terms at least one-fourth
down, and the balance not less than $10.00 per
month.
"Keep a representative line of musical instru-
ments in your show windows at all times.
Your windows are a valuable piece of pub-
licity. Tie-up with your local players using
the instruments you sell. Put their photos in
your windows, and tell your customers these
artists are using this make instrument.
"The most important point in musical mer-
chandising is the proper hook-up with teachers.
Teachers can do you more good in the way of
selling than any other medium you may use
in this business. Cater to the teacher; let
him make your store his headquarters; send
him pupils; give him publicity in your windows
and newspapers; let him use your music hall
or studio free of charge.
"Visit your local broadcasting studios. Many
musicians hang out there. Be everywhere
musicians congregate. Belong to all the or-
ganizations that it is possible to join. Organ-
ization among lodges, schools, churches, fac-
tories and what not will keep your business
going along.
"Keep an up-to-date mailing list and mail
these people catalogues or anything that will
get them interested in music. We have a
mailing list of over 5,000 names that is used
the year 'round. If a customer comes in the
store to buy a string or pick, get his name on
your mailing list, or better still, show him the
latest models you have in stock. Invite him
to bring his old instrument in frequently for
inspection. In this way you can show him the
advantages in playing a new model instrument.
People are naturally interested in new things
that will improve their playing, and you will
never get them interested unless you show
them these instruments and let them play them.
"Never cut prices in order to make a sale,
or never make an overallowance in order to
close a deal. Remember you are in the music
business to make a profit, and you can easily
go in the 'red' if you don't watch every
corner."
There is a wealth of sound business sense
in Mr. Steward's talk. He has proven that he
knows what he is talking about, by building
up the band and orchestra instrument depart-
ment of Heaton's, until today his is one of
the most progressive departments in the busi-
ness. Mr. Steward says he owes much of his
success to Gibson, Inc., for that manufacturer's
help in finding prospects, and in closing many
sales.
Another small goods manager who has put
his company on the musical merchandise map,
through good business acumen, and by taking
advantage of the many mediums provided by
Gibson, is Sam Rosenblum, of Rudick's Music
& Jewelry Store, 143 South Main street, Akron,
Ohio.
"Every store is interested in making sales
in the $200 and $300 fretted instrument class,"
says Mr. Rosenblum, "and we are no exception.
"We have been plugging Gibson merchandise
for more than ten years in this vicinity, and
we are, I believe, getting our full share of the
stringed instrument business.
"We attribute the success of this branch of
Sam Rosenblum,
Rudick's, Akron, O.
our store to several things, chief among which
is the type of merchandise we handle and our
policy of doing business. What a pleasure to
sell an instrument and know that it will stay
sold; and should your customer at any time
find the least thing to complain about, to know
rhat your manufacturer will back you up every-
time, and take care of your customer's com-
plaint, no matter what it is.
"Such is the confidence we have in our mer-
chandise, and in the firm of Gibson, Inc.,
makers of the fretted instruments we sell. It
is my belief that nothing can help a small
goods manager more than to hook up with a
well-known, nationally advertised manufac-
turer, who will stand back of his merchandise.
"Seeing that the beginner gets started with
a good teacher is one of the things which
boosts sales volume. Regardless of how rea-
sonably priced may be the instrument pur-
chased by the beginner, we never let him out
of the store without directing him to a good,
reliable instructor.
Trade Mark Reg.
INSTRUMENTS—a product of merit
A complete line of string and brass
instruments sold on an exclusive
franchise basis. Details on request.
Targ & Dinner Music Company
425 So. Wabash Ave
.
Chicago, 111.

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