Presto

November 22, 1924.
COOPERATIVE WORK
An Ideal Condition Conducive to Sheet Music
Sales Is When Mutual Recognition of
Obligations Exists Between Dealer
and Publisher.
WHAT EACH EXPECTS
Dealer Wants Consideration and Believes that Pub-
lisher Should Reward Efficient One in
the Retail Trade.
In the sheet music sales field the most desirable
condition is the existence of co-operation between the
dealer and the publisher. The dealer who realizes
what co-operation with the publisher consists of may
easily accomplish it and be on his way towards the
best results from his selling efforts. And the pub-
lisher who has studied the subject of dealer-publisher
relations and organizes a policy of fair and even gen-
erous dealing with the retailer, has found the hest
way to (he sheet music buyer.
A full understanding of what constitutes co-opera-
tion is a mutual necessity. Where the publisher does
anything more than assist the dealer he impedes his
progress towards the best resul's in sales. In assist-
ing, the publisher properly defines his part in the co-
operative scheme and what phases of the activities
are properly relegated to the dealer.
The Publishers' Policy.
Many successful publishers have adopted the policy
that in their publicity the ultimate consumer be
directed to the local dealer. The wide distribution
and prolonged popularity of their publications are
taken as proof of the wisdom of the course. It is
considered a "blind ambition" for a publisher to go it
alone and ignore the advantages of co-operation with
the dealer.
The Dealer's Part.
The dealer's part is to properly stock and feature
the publications, and advertise them by every local
means in his power in addition to making the most
of the publisher's publicity effor'.s. It is the duty of
the publisher to produce the best in his particular
lines of composition and create a demand for them
in every possible way except by that method which
is properly delegated to the dealer. The publisher
should not violate the dealer's right as local distrib-
utor. It endangers cordiality when the dealer loses
a part of his patronage. That reacts on the publisher,
who soon suffers from lack of representation by the
disappointed dealer. Naturally the efforts towards
Best Loved CHRISTMAS CAROLS
25
P R E S T O
W
3fi£" d
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.
sales of the disgruntled dealer are directed elsewhere.
Some things may excuse the publisher for violating
the dealer's local rights and sometimes the publisher
is justified in treating directly with the ultimate con-
sumer. Rut quite often excuses are made that don't
hold water. Reasons assigned are many and varied.
One thinks a dealer incompetent to represent him;
another contends the retailer is too far away from
the customer to give good or prompt service, while a
third claims too little enthusiasm on the dealer's part
in presenting his publications.
But apart from the lack or sufficiency of cause in
individual cases, the publisher is unwise to attempt
giving complete service in a retail field. For the
best results the publisher must have the energetic
services of the dealer. Since the dealer is a necessity
it is unfortunate if occasionally he is not capable.
But most dealers are capable and many are highly
desirable for the publisher's purpose.
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, III. 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,
'."i p.p., 6x9, in editions with special illuminated cover
printed to order as wanted. Mention Presto.
Latest Additions to the List of Dealers Handling
Receiving Sets and Accessories.
Rudolph Frachtman, owner of the Rialto Music
Shop, 330 S. State street, Chicago, has leased another
store for radio in the new Butler Building, 168 N.
State.
S. A. Fierko, formerly manager of the roll depart-
ment of the United Music Store, Philadelphia, has
opened a radio shop at 3220 Germantown avenue in
that city.
The Peabody Piano Co., Baltimore, Md., recently
added a line of radio goods. The manager of the
department is Myer C. Friedman.
The Boyer Piano Co., Elkhart, Ind., devotes the
entire basement of its store to its newly installed
radio line.
Dealer Nearest to Customer.
A new music store has been opened at 529 Indiana
One thing is certain. The dealer is nearer to the
consumer than is the publisher, and the publisher avenue, Indianapolis, Ind., by Vangel Shishcoff.
may help him to get closer to his trade. The wise
one does so, too, and the alert dealer appreciates the
publicity and other services provided by the pub-
lisher. From every viewpoint the sheet music dealer
is entitled to the utmost consideration. Keeping tab
This advertisement will appear in all the im-
on his stock and avoiding accumulations thereat are
portant newspapers in North America.
continuous tasks on the performance of which de-
pends his success. The wise publisher is the one of
understanding. His policy is a uniform one and de-
signed to apply to enterprising and efficient dealers
because he knows that otherwise his efforts to enlist
the co-operation of such dealer is unavailing.
Blanketing the Country
PRIZE FOR PART SONG.
The People's Choral Union of Boston has offered
a prize of $100 for the best part song written for
mixed voices, with piano accompaniment, written by
an American citizen. The contest will close March
1, 1925. The contest will be held for the object of
encouraging the writing of choral music by American
composers, and wa smade known at a meeting of the
organization recently in Jordan Hall, by Mrs. Wil-
liam Arms Fisher, president. Henry L. Mason, presi-
dent of the Mason & Hamlin Piano Company, is
honorary past president of the organization. At the
meeting addresses were given by Dr. Frank Dam-
rosch, dean of the Institute of Musical Art of New
York, M. Camilieri, conductor of the People's Chorus
of New York; Samuel W. Cole, director of music in
the public schools of Brookline, the first conductor
of the People's Choral Union, now in its 28th year.
RADIO FOR TUNNELS.
A party of radio engineers and several directors of
the Chicago Tunnel Company conducted a unique
and successful radio test in the company's tunnel sys-
tem last week. A five-tube standard radio receiving
set, using a reflex circuit, and operating with a loop
antenna, was used to determine whether or not radio
waves could be directionally tuned underground as
well as on the surface. For experiment the lpop was
turned and instrument readjusted.
The Hearst
Square and Zion City studio and others were
picked up. The test proved that if a station is
located above a mine or a tunnel system its signals
can be easily tuned in.
CHARLES K. HARRIS' BOOK.
ADVERTISING SONG BOOKS
NEW RADIO STORES OPENED
Charles K. Harris, the New York publisher, is
writing a book which will contain his own personal
reminiscences as well as a history of the song pub-
lishing business for the past forty years. He will
call it "After the Ball—Forty Years of Melody," and
will tell of the growth of the popular song, his own
melodious compositions as well as the tuneful and
tuneless ones emanating from "Tin Pan Alley."
PETITION REPLIES TO SUIT.
Irving Berlin, Inc., New York, recently filed a suit
in the Federal Court of Cleveland, O., against Ernest
H. Putt, an innkeeper of Dover Village, alleging that
Mr. Putt caused his orchestra to play one of the
Berlin copyrighted songs without the permission of
the publisher. In a petition filed in the court last
week the innkeeper denied he caused his orchestra to
play the song.
Ipii
i
i
1
1
Which of these Song Hits
do you like hest *?
TALLAHASSEE
BROKEN DREAMS
!T WONDERFUL WORLD °?uT
BOBBED HEAD
BRINGING HONE THE BACON
BETTER K E E P AWAY
No MSjvmAsicE FEE
1st. Prize
$5002*
2nd .
$2002-°
3rd
$ 1002?
8 Prizes of *25«s
Ask your Music Dealer about the
HEAJiST MUSIC COMPETITION and fct
your Votine Coupons from hitn
Hi Mir MVIIC Pn. n CUIM
Take Advantage of this Business Pushing Publicity
Get your full share of the business by putting
this competition over.
All Material Supplied FREE.
Write any of our offices.
HEARST MUSIC PUBLISHERS OF CANADA
Limited
WINNIPEG
NEW YORK
CHICAGO
TORONTO
VANCOUVER
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
Old Pal
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
Deti.it
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