PRESTO
November 15, 1924.
SHEET MUSIC AND RADIO
RADIO TECHNICALITIES
Good Rule for Radio Salesman Is to Translate
Technical Terms into Plain, Under-
standable Talk.
The radio retailers may be divided into those who
talk vaguely about the goods, those who talk too
technically and those who bring their talk to the level
of understanding of the customer whose knowledge
of radio is small or altogether absent. It may be that
those whose selling talk is too technical have only a
smattering of radio knowledge and wish to impress
the customers with the possession of information they
have not got. Or it may be that they really possess
a practical and theoretical knowledge of radio, but
are unable to translate their thoughts into understand-
able language.
But there would be little of this confusing of the
poor customer if the practical and theoretical sales-
men would bear in mind the fact that the average
customer is not at first interested in the whys and
wherefores of radio, but in a set that will function
satisfactorily and which he can operate easily and
successfully.
The most successful salesman in a Chicago radio
store is also a radio expert with two important pat-
ented radio devices to his credit, one of which has
been bought by a big firm of radio manufacturers and
which promises to make him rich. But it is not be-
cause of his expert knowledge of radio that he is a
successful radio salesman, but because he almost en-
tirely suppresses what he calls the "radio lingo."
This man has found it feasible to sell numerous
radio sets without—to use his own words—-"spilling
any hokum." He does little more than tell the num-
ber of the tubes and a few other simple facts. He is
wise in not inviting the questions that distract from
the sale proposition and delay the closing of sales.
But he can effectively demonstrate the sets with few
words.
The less the salesman touches on technicalities the
quicker he will arrive at the close of a sale. He must
not confuse the customer with too many terms while
lie is explaining the operation of the set. He should
not be tempted to raise the cover and give an oration
on the construction. The best way to interest the
customer is to tune in on something and let him get
the proof of the merits -of the set. The only reason
the salesman has for using the technical stuff is when
he is explaining the difference between one type of
set and another.
INTEREST IN "MANDALAY"
Song Fans Ask for Facts About Abe Lyman of Los
Angeles, Its Composer.
The success of "Mandalay," which has brought
great profits to the publishers and the dealers, also
has evoked interest in the composer. The copies of
the Jerome H. Remick hit tell that Abe Lyman is the
writef, but the song fans have been demanding more
information about him.
Mr. Lyman is a native of Los Angeles and his
working days to the present time have been spent in
learning music or in playing it. At the present time
he is director of the Hotel Ambassador Orchestra in
that city. He ranks among the first class solo violin-
ists and his musical accomplishments extend to other
instruments, including the piano. "Mandalay" is not
his first composition, but is the first song he has had
published.
"Mandalay" continues to be the biggest seller with
sheet music dealers all over the country and its favor
as a feature number by orchestras and organists is a
reflection of its great popularity with the public.
H3W ONE HOUSE WAS STARTED
To Test Separate Belief of jQwners, Gene Rodemich
Music Publishing Corp. *Was Formed.
;
An interesting story is that which relates how
one of the newest music publishing enterprises was
organized. Larry Conley, manager of the Gene
Rodemich orchestra of Brunswick record and .theater
artists, was in New York last September, and called
on an old friend, George Loftman, then in charge of
the Jack Mills publicity and advertising department,
in the course of conversation, the radio situation was
mentioned, and Conley observed, "Radio cannot hurt
.'a good song, .despite wailings one hears in music cir-
cles everywhere'. The indifferent and second-rate
numbers may be affected, but a hit will always stand
out, regardless of conditions."
Lottman maintained that the radio was a bane, and Favor for the List of Jerome H. Remick Pleasantly
discussion finally terminated with the St. Louis man
Augmented by Popular Store Demonstrations.
suggesting that both engage in the publishing busi-
ness, using as the firm's nucleus four musical com-
For an hour at noon each day a demonstration of
positions that the Rodemich orchestra had been Remick songs attracts the crowds to the Remick
featuring with much success.
Song Shop, Seattle, Wash. A similar opportunity to
"I want to prove to you," insisted Conley, "that an hear the hits is provided at 5:30 when the workers in
organization founded on well-balanced business prin- the offices and stores are dismissed. The second
ciples, backed by reputable music men, and exploiting concert continues for an hour.
a worthwhile catalog has nothing to fear from the
The noon and evening demonstrations were started
radio. In fact," he declared, "such an enterprise will by Manager O. G. Oldsby, who with the aid of
find the broadcasting gentry a decided aid to its suc- Blanche Mayer, a violinist and a male accompanist,
cess."
broadcasts the musical and lyrical merits of the
Thus was formed the Gene Rodemich Music Pub- songs on the list of Jerome H. Remick & Co. Be-
lishing Corporation, with headquarters in New York sides the excellent publicity achieved by the enter-
and St. Louis, and with Larry Conley as general tainments, considerable sheet music selling is done
manager. George Lottman is managing the Eastern ' during the two periods.
office, and the numbers selected to triumph over
In the sheet music department of the Bon Marchc
"conditions" are "Shanghai Shuffle," "Honolulu," Remick songs are excellent sellers and "Mandalay"
"One Stolen Kiss" and "Barcelona." Thus far, Con- is conceded to be the best seller in a list that is easy
ley appears to have been right.
to move, according to Miss Annette Hattabaugh.
SEATTLE SONG FANCIES
SHEET MUSIC TRADE NOTES
A Few Items Interesting to People in Sheet Music
Department Are Printed.
Two new songs published by Sherman, Clay & Co..
San Francisco, announced last w r eek, are "Bygones"
and "That's My Girl."
"Love Days" is a new waltz added to the Oliver
Ditson Co. catalog. It is for the piano and intro-
duces "Last Night," "A Dream," and "Thine Eyes
So Blue and Tender."
Thos. Wilkes, producer of "Topsy and Eva," re-
cently produced "Polly," a musical version of "Polly
of the Circus," in San Francisco.
Byron Gay, the songwriter, has organized a "Sym-
phonie Dance Orchestra" in Los Angeles.
Charles Wakeiield Cadman's latest song, "Sons of
Men," is a sacred song effective both for singer and
organ. It is published by Harold Flammer, Inc., and
appears in two keys.
A new edition of "The Sidewalks of New York,"
published by the Pioneer Music Publishing Co., New
York, is dedicated to Gov. Al. Smith.
"Mandalay," the Remick hit, continues to be the
best seller in the Omaha, Nebr., music stores.
M. Witmark & Sons, New York, has sued in the
Federal Court of Omaha, Nebr., the proprietor of the
Roseland Ball Room for infringement of copyright
in playing a Witmark publication at a performance
without permission of the publishers.
A. F. Verimo, the Seattle, Wash., composer, has
published a series of six piano numbers which are
proving very popular.
At the meeting of the Boston Music Publishers'
Association held at the Parker House last week, a
tribute to the memory of the late Walter M. Bacon
of the Smith-White Music Publishing Co., was en-
tered on the records in the form of a resolution.
AFTER MEMPHIS CUSTOMER.
The fact that radio is interesting the Memphis,
Term., buyer is evidenced in the extensive manner
in which Witzman-Stuber, Inc., is now exploiting
this instrument. Witzmann-Stuber, being dealers in
pianos, playerpianos and phonographs, state that
from present indications their radio department prom-
ises to be a prominent factor in their already well
established music business.
N E W S H E E T MUSIC SHOP.
The Musical Supply Shop is the name of a new
sheet music
Tenn. The
ietor is Sandy Summers, who is
r
widely knowr
music world of that section. He
features his
..sic in a special way that inter-
ests the fans WHO insist on "the latest." But Mr.
Summers wisely pus. " the standard sheet music
lines and music books and is seeking a
among the teachers and music students.
N E W ORGAN BOOK.
The Oliver Ditson Co., Boston, has issued an in-
struction book for the organ called "First Lessons
on the Organ." The new book is by Gordon Balch
Nevin and is considered a valuable addition to the
teaching field. Organ technic for theater purposes is
treated in an interesting section.
Roy E. Bertholf has succeeded Lester Galvin in the
jewelry and music business in Cherokee, Kan.
PUT "HEART" INTO POLITICS
President's Radio Message Just Before Election Con-
tained Rare Touch of Sentiment.
It is a curious, interesting, and perhaps significant
fact, says the N. Y. Times, that of all the more!
prominent candidates at the recent election the one
from whom least was expected in the way of express-
ing sentiment and emotion other than the purely'
political was just the one who managed to do it to a
degree unequaled by any of his rivals. This triumph'
belongs to President Coolidge and he won it by a
single sentence—the very last in his final address to
the country, sent all over the country by radio. It
was the simplest sort of a sentence—merely, "To my
father, who is listening in in my old home in Ver-
mont, and to my other invisible audience I say, 'Good
night.' "
Perhaps it is because of the "coldness" ascribed to
Mr. Coolidge that these words caught the attention
of all who heard them. Not a few of his hearers
have gone so far as to call them "touching"—at which,
the President might indulge in one of his infrequentj
smiles—but only the most cynical found them any-
thing less than just the sort and the only sort of pub-
lic tribute that a New England son could give a New
England father.
There was nothing "sloppy" about the words, noth-
ing out of key with New England tradition and habit,
but they counted for merit to an astonishing degree
with not a few, especially women, and a searcher of
hearts probably would discover that they won for
the President more than a few votes.
FOREIGN EXHIBITS AT SHOW
Big Radio Show at the Coliseum, Chicago, Will
Have Many Exhibitors from Abroad.
The Third Annual Radio Show to be held in tin
Coliseum, Chicago, from Nov. 18 to 23 will In
strongly backed by the wireless industry of the entire
middle west. A total of 225 manufacturers have
booked for space. The exposition will completelj
fill the enormous Coliseum and all of its new and ok
additions. The floor space will be nearly 1,000 squan
feet and, with the possible exception of the New Yorl
Fair, the coming show will be the largest and mos
comprehensive trade exhibition of any sort ever a?
sembled in the United States.
The foreign section will be more extensive than
was in Manhattan. There will be a score of exhibit
by the most famous radio concerns of Europe am
the Orient, including many novelties. The alien de
vices will be shown in the South Annex and wil
fill the whole of the second floor.
SMALLEST SONG SHOP.
Friedlander's Song Shop, 25 West Randolph stree
Chicago, has styled itself as being the smallest son
shop in the world. It has a frontage of six feet an
a depth of twenty-five feet and carries a good line o
records in addition to all the late hits in popula
music. The unique arrangement of its stock has pei
mitted a large line and adequate space for customer
lis location on one of Chicago's busiest streets ha
;.
-ded it a steady trade.
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