RESPONSIBILITIES
When Relation of Retailer and Publisher Is
Discussed and Duties of Each Defined This
Is Asked: "Is the Publisher Responsible
for the Dealers' Turnover."
By ALFRED GOLDING,
Hearst Music Publishing Co.
From the dispatch of music from the publisher's
plant to the tinkle of the cash register bell is quite a
distance—the distance that represents the rate of
turnover. For years the music dealer has been
preached to and offered all sorts of help. He has
been told how other dealers in other towns turn over
their stocks so many times a year. He appreciates
all this, but now he is beginning to realize that the
publishers really have a more definite responsibility
than just talk that shows the value of turnover as a
profits builder.
The dealer is quite right. There is a definite re-
sponsibility belonging to the publisher in helping the
deafer sell his music and stimulating turnover along
the following lines:
1. Correct selling methods. 2. Discriminate pro-
duction. 3. Adequate consistent advertising.
The Analysis.
Analyzing the proposition a 1 ong these lines, the re-
sponsibility becomes obvious. The "sell him or die"
policy is still very prevalent; and the fact that a sale
is not a sale unless it gives complete satisfaction has
been lost sight of and forgotten. The result is that
the dealer is still being oversold and made to buy
more than he can reasonably sell in a certain length
of time, and consequently with the stuff staring him
in the face makes a very poor prospect on a return
trip.
The Hearst Music Publishers of Canada, Limited,
is a company which does not look upon the dealer as
a man to be sold as much sheet music as his racks
will hold. We are not interested in how much he
buys as we are in how much he can sell. We always
think of him in terms of his selling capacity. We
gauge demand by careful analysis and increase this
demand by adequate, consistent advertising, and at
no time do we permit any of our dealers to carry
burdensome stocks.
The Reason Why.
Our reason for this attitude is simply because we
realize that the most essential link in the disposal of
any product and particularly sheet music is the
dealer, who, should wrong selling methods be applied
to, cannot help but reflect upon the publishers and
adversely affect their output.
With regard to turnover it would be expedient to
emphasize the fact that one hundred dollars turned
Best Loved CHRISTMAS CAROLS
25
PRESTO
November 8, 1924.
Wo
^ u ',i a c nd
Booklet 5x8 for Piano Manufacturers and Dealers.
Used in large editions every year. Order now.
Send for samples to
STATE REGISTER, Dept. A, Springfield, 111.
ADVERTISING SONG BOOKS
Editor Presto: One of our customers inquires
about a collection of old-fashioned songs, suitable for
giving out to prospects and the general public. If
you can inform us where these are printed, you will
confer a great favor, and incidentally boost the piano
business, as it is a foregone conclusion that every-
one receiving a book will need a piano on which to
produce the accompaniments.—A Jobber.
Reply: About the best book of the kind within
our knowledge is put forth in quantities by the Illi-
nois State Register of Springfield, 111. We believe
if you write to that concern you will get a sample of
about what you want.—Presto.
Over 50 songs, words and music for 4 voices and piano,
?2 p.p., Gx9, in editions with special illuminated cover
printed to order as wanted. Mention Presto.
over ten times a year give more profit than one thou-
sand dollars turned once; therefore discretion should
be used both in buying and particularly in selling.
Shelf warmers should be most severely eschewed by
both dealer and publisher, and efforts concentrated
on those publications which move quickly.
The publishers are responsible to a great extent for
the dealers' turnover, and it is up to them to recog-
nize this fact and tune up sales and advertising to this
idea, and so place the sheet music business as a whole
on a better and firmer foundation.
NEW RADIO ENTERPRISES
Latest Additions to the Incorporations Designed to
Extend the Industries in Various Branches.
Golden Rule Radio Supply Co., Manhattan, $5,000;
H. Hirschfield, L. Mantbach. (Attorneys, Strass-
bourger & Schallek, 74 Broadway, New York.
Metropole Film Studio Corp., Manhattan, 1,000
shares common stock, no par value; A. and G. Wer-
ner, A. Diamond. (Attorney, W. Klein, 152 West
Forty-second street. New York).
Thermiodyne Radio Corp., manufacture machinery
and apparatus, $30,000,000; Leo. Potter, W. May-
nard Levy Jr., John W. Guibord, Plattsburg. (Cor-
poration Trust Co., of America, New York.)
Emerson Radio and Phonograph Corp., Manhat-
tan, by consolidation of Emerson Radio Corp. and
Emerson Phonograph Co., $1,000,000; B. and M. and
L. Abrams. (Attorney, L. Levy, 277 Broadway,
New York.)
C.-T. Radio Corp., New York, research work,
$6,000,000. (U. S. Corp. Co., New York.)
Wade Mfg. Co.. Manhattan, radio, $25,000; F. W.
Iggberg, E. T. Gillette. (Attorney, J. L. Ehright, 195
Broadway, New York.)
Raven Radio, Albany, N. Y., 300 to 7,000 shares,
of which 2,000 are preferred, $50 each, and 5,000
common, no par value.
Somerset Radio Mfg. Corp., Manhattan, $20,000;
B. W. Davis, J. J. Platzman. (Attorney, J. M. Herz-
berg, 342 Madison avenue, New York.)
Chalfant Radio Sales Corp., Manhattan, $10,000;
B. M. Asch, E. P. Chalfant, J. Froelich. (Attorneys,
Epstein & Brothers, 2 Rector street, New York.)
LISTENING IN FOR ITEMS
Variety
of Facts Concerning Radio People
Things Are Noted and Printed.
and
Laverne Pelton, the Neenah, Wis., dealer, has
added a line of radio sets.
B. F. Budd and son, T. L. Budd, St. Joseph, Mich.,
have leased a new store building and will open a
music and radio store business.
The recent exhibition in Albert hall, London, Eng.,
organized by the radio manufacturers' organization
has split the British wireless craft into two factions.
The show was restricted to members of the associa-
tion, and outsiders were not permitted to participate.
The barred companies have banded together for mu-
tual revenge and plan a rival show on Nov. 15.
Department of commerce figures show exports of
radio apparatus for August were valued at $541,238,
as compared with $307,127 a year ago.
Only one-fifth of the first sale business in radio
sets has been touched according to the Radio Dealer,
which says that less than one home in six in the
United States owns a radio set.
RADIO IN GERMANY.
The Radio Fair Company, which is opening an ex-
hibition in Berlin in December, is building a radio
tower 460 feet high, modeled after Eiffel tower in
Paris, to be used for broadcasting. Since Berlin has
no tower or building giving a suitable view of the
entire city, the promoters also plan to use the tower
for observation purposes. Germany is celebrating its
first anniversary of broadcasting. The year's achieve-
ment shows a registration of more than 350,000 sets.
The government has nine stations which cover the
country. Private broadcasting stations are prohibited.
TRADE WANTS REMICK SONGS
Tour in Middle-West of William McDermott Stimu-
lates Sales in Wonderful Manner.
"Mandalay" and "It Had to Be You," are big
favorites in orders to Jerome H. Remick & Co. A
considerable share .of the credit for this is due to the
effective demonstration work of William McDermott,
western New York and northwestern Pennsylvania
manager for the company, who has just concluded a
tour with Tom Brown and his Saxophone Band, ex-
tending over two months. Nearly all the middle-
west cities were visited.
Mr. McDermott sang the solo parts in the songs
named when the numbers were presented on the Tom
Brown program. He is now in western New York
singing the same songs to crowded houses with "Old
Pal," ''Dreamer of Dreams," "My Best Girl," and
"Follow the Swallow," as additional attractions.
NEW MUSIC RECEIVED
High-Class Songs Which Will Be Appreciated by
Music Dealers with Intelligent Customers.
When a piece of music comes from the press of
Boosey & Co., intelligent music lovers and dealers
know that something good is within the folded sheet.
Following are the titles of late sheet music from
Boosey & Co., 9 East Seventeenth street, New York.
"I Sent You a Song," words Chas. Roff, music
Wilfred Sanders. "Shut Not So Soon" (to Daisies),
words Robert Herrick, music Ethel Angless.
"Give a Man a Horse He Can Ride," words,
James Thomson, music Michael Head. "Time,
You Old Gipsy Man," poem Ralph Hodgson, music
Maurice Besley. "Mountain Voices," words George
Arthur Greene, music Bryceson Treharne. "A Cau-
tion," words Royden Barrie, music Barbara Melville
Hope. "The Challenge of the Spring," words Charles
G. Mortimer, music Samuel Liddle. "Sea Fog,"
words Drusilla Mary Child, music Peggy Cochrane.
"Rain, Rain, Rain," words and music, Vera L. Gay.
"Tell Me at Twilight," words and music, Albert
Tracy Huntington. "Once in a Dreamland Garden,"
words Royden Barrie, music Kennedy Russell. "We
Shall See," words Dorothy Dickinson, music Howard
Fisher.
All of the songs named are published in two keys,
for high and low voices, respectively, and all are well
worthy the attention of good singers, some of them
peculiarly fitted for recital purposes.
NEGRO SONG W R I T E R ARRESTED.
J. C. Johnson, negro song writer, arrested in New
York at the request of Chicago and St. Louis police
charged with robberies totalling $57,500, will be
tried in Chicago. Detectives who arrested Johnson
said he would be charged with theft of $20,000 in
American Bankers' Association money orders in
Chicago last March and with defaulting the Mercan-
tile Trust Company of St. Louis out of $37,500.
Non-negotiable checks totaling $12,000 had been de-
stroyed before Johnson's arrest, police said, but $4,000
in cash was recovered.
The Landon-Gleckner Music Co., Williamsport,
Pa., has opened a general business at 427 Market
street recentlv.
REMICK SONG HITS
Mandalay
It Had to Be You
There's Yes, Yes in Your Eyes
Dreamer of Dreams
Follow the Swallow
New Kind of Man
My Best Girl
Me and the Boy Friend
Little Black Buddy
Until Tomorrow
Step Henrietta
Goodnight, Sleep Tight
Where the Lazy Daisies Grow
Bring Back the Old Fashioned Waltz
The Grass Is Always Greener (In the
Other Fellow's Yard)
J. H. REMICK & CO.
New York
Chicago
Detroit
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