July 9, 1927.
PRESTO-TIMES
15
SMALL GOODS, MUSIC ROLLS AND SHEET MUSIC
PUBLICITY FOR DEALER
Good Will and Confidence of Teachers and
Music Buying Public Generally, Con-
sidered Best Form of Advertising.
Sheet music advertising in all its forms is a matter
that interests the earnest sheet music dealer. How to
find the sheet music customer and make him or her a
continuous one requires special forms of advertising
that differ in a great many ways from ordinary lines
of publicity. The aim and end of the advertising of
sheet music dealers is to create the greatest number
of satisfied customers, which are the best advertise-
ments.
The general impression to be gathered from the
talks of dealers at the recent annual convention is
that the strongest form of advertising for the re-
tailer is the good will and confidence of the music
teachers and the buyers included in the great mass of
prospects—-the public. Whatever form of publicity
that concentrates on this end is good. It was agreed
that the publisher's advertising is two-fold; he is in
duty bound to create a demand for his music and at
the same time protect his agents from any encroach-
ment on their particular territory.
There is nothing new in the general admission
that it is imperative for the publisher to so regulate
his advertising as to create good will and confidence
between dealer and publisher and between the retail
dealer and the teacher. The big problem for the
publisher is today as it always has been—to create
a demand throughout the country for his music, using
such methods as will protect the dealers in certain
territories against any encroachments on their rights,
so that the result will be increased business for the
dealer through whom the final sales are made.
It was also generally agreed by individual dealers
at the convention that all advertising, of no matter
REMICK SONG HITS
Just Like a Butterfly.
The Whisper Song.
Four Leaf Clover.
Moonbeam, Kiss Her for Me.
Hello, Cutie.
I'll Take Care of Your Cares.
All I Want Is You.
I Need Lovin'.
Blame It on the Waltz.
Hello, Blue Bird.
I've Gotta Get Myself Somebody to Love.
I'm Back in Love Again.
The Night of Love.
Cabarabia.
When Will We Meet Again.
J. H. REMICK & CO.
New York
Chicago
Detroit
what form, will prove unsatisfactory unless it is based
on this aim: To build up permanent trade, sincere
good will and coporetation between dealer and
publisher.
T E L L T H E COMPOSERS.
The alert music dealer often gives a friendly and
valuable pointer to a composer-customer when he
gives him the name of Rayner, Dalheim & Co., the
progressive music printers at 2054-2060 West Lake
street, Chicago. It is sometimes showing the way
into print. Every community has a man or woman
whose musical talent is expressed in composition.
And the music dealer does a service to his customer
and himself when he suggests a safe way into print
provided by Rayner, Dalheim & Co., which prints
music by all processes, and gladly furnishes estimates
on anything in music.
ROLL SALES BY TELEPHONE
Many Active Dealers Make Use of Plan to Keep Up
Continuous Interest in Rolls.
HAVE MUNICIPAL BANDS.
Cities in Michigan, Maryland, Nebraska, Illinois,
Texas, Kansas, West Virginia, New Mexico, Cali-
fornia, Montana, South Dakota and Iowa now take
advantage of the band tax law which provides the
funds for the support of a municipal band. Iowa
alone has 100 cities with tax supported bands, and to
Maj. Geodge W. Landers, a music dealer of Clarinda,
la., belongs thec redit of starting the band tax move-
ment.
The telephone as an aid to roll sales is practically
endorsed by many active and observant dealers and
roll department managers. They are not satisfied
with merely mailing the bulletins when they arrive
each month but make their effects more assured by
'phone conversations with the player owners on the
list. The custom in use in one Chicago retail store
is followed generally by the alert roll department
managers everywhere.
The roll prospect list with the more systematic
dealers, supplements the name and address with
memoranda as to the particular variety of music
favored by the customer and his family. Sometimes
the parents have different tastes from the children
and even the latter will often be diveded in their
choice of selections. The more special information
in thep rospect list the more valuable it is for the
purpose of the monthly telephone appeal.
The plan is to put a bright girl at the telephone
who rings up the customers one after another and
tries, with the aid of the information following the
names, to interest them in the numbers on the new
monthly list. When she learns the identity of the
person at the other end of the wire, a reference to
the memoranda will suggest the line of her allure-
ments. A particular number in the classics may in-
terest the father or mother or a musical son or daugh-
ter and it's rare when the younger people do not
order a number of the new dance tunes. The girl's
task is to tell the new titles and relate the roll story
briefly.
It is found that about 70 per cent of those talked
with on the 'phone buy. Sometimes as many as five
rolls are ordered. When it is found the family is away
from home for vacation or any continued stay, a
record is kept and the plea made for the rolls the
following month.
The rule described is followed by one dealer on
the West Side of Chicago who has built up a big
business in foreign rolls. The foreign-born custom-
ers differ from the native ones in that they rarely se-
lect a roll from the 'phone descriptions. They are
interested though and following the telephone round-
up the special demonstration room reserved for the
foreign customers is used continuolsly in the eve-
nings. Buying new rolls is a delightful monthly rite
attended by the whole family.
The Avery Piano Store, 256 Weybosset street,
Providence, R. I., is conducting a sale preparatory to
remodeling its store, which will be extensively altered.
The improvements will give the concern double the
floor space now occupied.
Refer to Presto Buyers' Guide for in-
formation about all Pianos, Players and
Reproducing Pianos.
CLARK ROLLS SATISFY.
Clark Orchestra Rolls, made by the Clark Orches-
tra Roll Co., De Kalb, 111., are profitable commodi-
ties to handle even if the dealer does not handle a line
of automatic pianos and orchestrions. The rolls are
made by the most progressive methods and are up-
to-dae in selection and pepful in recording. Where
a dealer does not yet carry such rolls, the line of the
Clark Orchestra Roll Co. would be a profitable one
to inquire about. Write for lists, folders, monthly
bulletin of new records and full particulars.
SELLS CONN O U T F I T .
A complete outfit of band instruments made by
C. G. Conn, Ltd., Elkhart, Ind., the Elks Band re-
cently formed in Somerville, Mass., and the first
Elks band to be established in New England. The
equipment was sold by the Conn Boston Company,
of which Maxwell Meyers is manager. The band
numbers fifty pieces. Another sale recently made
by Mr. Meyers was an outfit of twenty-six instru-
ments to the De Molay Band of Rochester, N. H.
SAN
est /
Music Printers (
WestofNewYork\
ANY PUBLISHER \
OUR REFERENCE
o.n Anything in Music
- .
- ^
BAYNEB, DAL^EIM &C(T
^
WORK DONE BY
ALL. PROCESSES
054*2060 W.Lake St., Chicago, III
FOR TRUE ECONOMY BUY
PERFECTION
Benches and Cabinets
The line that sells an sight and satisfies always
STYLE 25
Send for catalog and price list
PERFECTION FURNITURE COMPANY
1514-1520 Blue Island Ave.
Chicago, 111.
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