33
PRESTO
[une 13, 1925.
SHEET MUSIC AND RADIO
SHEET MUSIC MEN MEET
Lively Discussion of Vital Trade Topics
Makes Annual Convention of National
Sheet Music Dealers' Association
Instructive Event.
A big attendance, many members coming from far
distant points, expressed the interest of the trade in
the National Association of Sheet Music Dealers at
the Hotel McAlpin, New York City, this week. W.
Grant Ege, retiring president, summed up the activi-
ties of the organization for the past year, which he
said were matters for congratulation by the members.
The business sessions of the convention were very
instructive and suggestive of improvements in
methods to the listening dealers. Practical dealers
who have made a success of their sheet music-busi-
ness spoke of problems of daily interest to the trade.
Philpitt on Advertising.
The subject of "Advertising Sheet Music and
Books" was ably treated by S. Ernest Philpitt, the
Florida dealer:
Once we have established a desire for the product,
it then remains for the dealer to bring his wares to
the attention of the buying public. This brings us to
the point of contact between the buyer and the seller.
While there are many means of advertising sheet
music and books, I will mention a limited number in
which I have had experience, enumerated as follows:
1. The dealer's sheet music department should
present just as attractive an appearance as it is pos-
sible to have.
2. While it is not always possible for the small
dealer to carry a complete stock, he should at least
have a representative stock to cater to the commu-
nity in which he is doing business.
3. It is necessary to have capable and pleasing
help in order to extend the proper service to your
patrons.
4. Once you have provided the above three, then
it is just a question of inviting the public to your
place of business. This may be accomplished by an
attractive window display, for in many instances a
cleverly prepared window will sell more music in one
week than ten times that amount expended in other
forms of advertising.
Edward P. Little, Sherman, Clay & Co., San Fran-
cisco, favored increasing the dues in order to increase
REMICK SONG HITS
I Can't Stop Babying You
Why Couldn't It Be Poor Little Me
Swanee Butterfly
By the Light of the Stars
Old Pal
Somebody Like You
Sweet Georgia Brown
Me and the Boy Friend
My Best Girl
Dreams
Lucky Kentucky
Just Lonesome
Isn't She the Sweetest Thing
Don't Bring Lulu
Take Me Back to Your Heart
J. H. REMICK & CO.
New York
Chicago
Detroit
the revenue. "It behooves us to keep our machinery
properly oiled and running smoothly—and only by an
efficiently working organization with the necessary
funds back of it can we hope to have our interest
fully protected," he said.
Co-operation Needed.
Emil A. Gunther said: "The greatest outstanding
difficulty in the music business is the lack of under-
standing between retailer and publisher. There does
not seem to be a true co-operation between the two."
Continuing, he said:
"The publisher whose aim is to build up his catalog,
consisting of copyrights principally, has also experi-
enced a great deal of difficulty in interesting the re-
tailer in the sale of such copyrights. So the publisher
was compelled to solicit business direct throughout
the country, thereby invading territories which justly
belonged to the dealer in such territory.
"In order to remedy this condition, would it not be
well for the dealer, in consideration of the better dis-
count he receives on copyrights today, to take a
livelier interest in the sale of new copyrights, which
will also in the long run put the music business on a
more solid foundation?"
Unprofitable Methods.
Discussing methods, Clayton F. Summy said:
"If the sheet music business is handled merely as
an adjunct to general music stores, and to serve as a
feeder for piano or musical instrument sales, the sheet
music department of such store would very likely be
subject to abusive and unprofitable methods.
"My feeling is that any such use of the music de-
partment would be a mistake, and I believe that the
business that would make any such practices of the
music department would be doing not only an injus-
tice to other stores, but to themselves. Perhaps more
so to themselves than anyone else. Nothing good
can ever come from the practice of a wrong. I think
that the carrying on of any business in a legitimate
way should always receive protection against anyone
who resorts to practices that would undermine such
a business."
RADIO AND SHEET MUSIC
Effects of Broadcasting Songs Discussed by
Sheet Music Dealers in Annual Conven-
tion, Where Contradictory Views Are
Voiced.
In discussing the question "Does Radio Broadcast-
ing Tend to Increase the Sale of Music?" put to the
sheet music dealers gathered at convention of the
National Sheet Music Dealers' Association at the
Hotel McAlpin, New York City, this week, J. B.
Gressett said:
"My answer to that question is emphatically yes.
"In our section we do not have the opportunity of
hearing and seeing the new shows, the big-time
vaudeville artists, nor the popular dance orchestras,
all of which contribute so much to popularizing new
music, especially the music of the masses," he con-
tinued. "In consequence of this the best medium we
have for getting the new songs, and bringing to the
attention of the public the going numbers, is over the
radio.
"Our counter calls for music heard over the radio
convince me that my answer to this question is cor-
rect. The calls are not confined to the popular jazz
numbers, but embrace numbers of the better class of
songs that have been heard.
"If 'My Best Girl,' 'Sa'iy' had not 'Followed the
Swallow' to 'Spain' and left me 'All Alone,' or if 'The
Pal I Loved Had Not Stolen the Gal I Loved' I
might feel that I was mistaken in my answer, but I
am not.
"I really feel that the radio has done a great deal
in creating an interest in and a demand for music,
that the artists who lend their talents to this end are
making a good investment, and that the publisher and
composer who does not stick too closely to the privi-
leges granted him in the copyright laws will certainly
reap the benefit from this kind of publicity, for radio
does help to put it over."
Mr. Wiswell's Response.
Geo. B. Wiswell, Chicago, said that, answering
quickly, the average dealer would answer in the
affirmative.
"But after thinking of this question for some time,
I hesitate to say outright that it does increase the sale
of sheet music, for the reason that I am sure we did
not sell as many 'Dream Daddy, "Follow the Swal-
low' and 'I'll See You in My Dreams' as we did of
'Missouri Waltz,' 'Dardanella,' 'Margie,' etc., which
were sold before the radio came to popularize, so to
speak, the numbers that are to go over big," he said.
"Of course, then, again, perhaps, we would not
have sold so many of the later numbers had it not
been for the radio. However, as my cash register
jingles to an average of $1,000 yearly increase in sheet
music sales, I am willing to give the radio due credit
for its proportionate share of this increase.
"There is not any question but what radio causes
a great demand for certain popular numbers. How-
ever, it does not seem to me as if these particular
numbers stay popular so long as they used to. This
is evidently due to the many new ones that are being
broadcast daily, which no doubt has its effect on the
sale of the ones that have become popular.
"If we could sell all the sheet music that is asked
for and which people hear over the radio we would do
a much larger sheet music business. However, a
great number of these songs are evidently never pub-
lished, as I fail to see them listed in any of the bulle-
tins by the time the people themselves forget about
them.
"However, as the radio seems to create a demand
for certain numbers, we sheet music dealers would
do well to train our salespeople to sell customers
other music if we do not have what they ask for. If
we can accomplish this end, then the radio will have
done a lot to increase our sales."
Mr. Campbell Uncertain.
E. A. Campbell frankly confessed he was unable to
answer the question: "There have been times when
I should have declared emphatically that it did and
there have also been times when I should have de-
clared just as emphatically that it did not," he said,
and continued:
"Our own experience has been negative as concern
the call for and sale of broadcasted numbers. Since
our clientele consists almost entirely of teachers, seri-
ous students, choir and chorus conductors and insti-
tutions, the broadcasting of anything savoring of the
popular has no effect whatever on our sales.
"The better broadcast which features the type of
music usually heard from the concert stage, we have
found in the vast majority of cases comprises music
already known to our brand of music buyers and in
most cases used by them in their work.
"There is, however, a type of broadcast which
might be classified as 'semi-classic' or the so-called
'home music' This is the type which has led me at
times to take an affirmative stand on the question.
However, there is always a fly in the ointment and
our experience has been that this particular type has
been chiefly the songs of other days, things which no
longer appear in our stock and in many instances are
either difficult to procure or are entirely out of print.
"In the last analysis I am convinced that, while I
have been unable to place my finger on any tangible
benefit derived from radio broadcasting, at least I
am very sure that it has not had an adverse effect on
my business nor has it in any way decreased the sale
of staple items or new issues."
Manufacturers of
R A D I O Cabinets
Consoles
Elgin Phonograph & Novelty Co.
Elgin, III.
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