Music Trade Review

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THE MUSIC TRADE REVIEW
48
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In tKe World of Music Publishing
PRICE CUTTING STILL A MENACE
REVIEWOGRAPHS.
"We always expect trouble with writers," re-
To the Prosperity of the Music Publishing
Business—Dealers' Position Should Not be marked a publisher to The Review this week.
"They are difficult to handle at any stage, and
Minimized—Pounders Will Bear Watching
when success comes their way—no matter how
—Reformatory Work Should be Kept Up.
Publishers are quite pleased with current busi-
ness, which has been brisk and active during the
past week. The demand from the trade is on
the increase, and while no number can be said
as selling in a paramount way, the list of good
sellers is of no inconsiderable length. The com-
plaint that there is too much music published
continues to be heard from dealers, who, after all
is said and done, are the closest to the public and
understand more clearly than any one the gen-
eral market and what can be handled to ad-
vantage. It must be said that the publishers, as
a body, are inclined to minimize the position of
the dealer in this respect, and a few positively
ridicule any such pretensions. But when one
gets right down to rock-bottom facts they are the
people. The jobber is of more consequence in the
estimation of the publisher, and while the orders
of the jobbing house exceed in size that of the
dealer, it is the middleman after all who plays
havoc with prices. Next to the slashing depart-
ment store stands the jobber as a pounder. He
is known to resort to every subterfuge in order
to beat down the publisher, from downright mis-
representation to handling pirated stuff. The
Couchois exposures proved this conclusively, and
perhaps this may be a lesson to the unscrupulous
houses in the line, whose sense of right and
wrong dealing is strangely blunted or dulled
when it comes to buying music which is known to'
be away under the legitimate figure.
With the excellent business now enjoyed by all
branches of publishing the question of cut prices
is still a disturbing element. What is more, no
steps are being taken to mitigate the evil, let
alone rectify the trouble. Publishers discuss the
situation elaborately and in great detail, dis-
owning any reflections on themselves, but very
generous in condemnation of others. The job-
bers are never known to push sales unless it is
made an object, and this means a cut price. When
the publisher makes his own market, cultivating
the dealer and protecting him, as he should, then
it is a horse of a different color.
Talking in this strain the other day a pub-
lisher who really understood the business, said
to The Review: "The selling price of music, from
a trade point of view, is a scandal and a disgrace.
You would be surprised what low prices the
jobbers are being offered by publishers, and
therefore it is no wonder the department store
comes in the field and usurps the place of the
regular dealer. This talk about the New York
publishers forming an association to arrange a
scale of prices just alike to the wholesale and re-
tail trade seems a farce. If I had my way I
would reduce music to two cents, and then we
would find out what was selling on a legitimate
basis."
Mayer Cohen's farm returns big crops.
"The House Melodious."
GUS EDWARDS
MUSIC PUBLISHING CO.
Publishers Lillian Russell's Song Hits,
"If a Girl Like You Loved a Boy Like Me."
"Somebody's Sweetheart I Want to Be,"
and "Napoli," an Italian Love Story.
We predict the jilxive songs the bigKt'Rt sellers of
the ensuing year. So don't let a good thing slip
by A( rate, and save money.
Gus Edwards Music Pub. Co.
1512 Broadway, New York.
small—then look out for squalls. As for con-
tracts, poui! Binding only so long as they feel
like it, though a few writers have been taught a
pretty bitter lesson by their seeming indifference
to legal requirements.
Several well-known
'songsmiths,' disregarding their obligations at
the present time, will be brought up with a round
turn if they should happen to put out a good
selling piece. Of course, there are exceptions,
but few."
"Misses and Kisses," a novelette, by Philip
Krause, from the press of the Moore Music Co.
(Frank B. Perry, manager), is spoken of by
the profession and the trade as a decided hit.
Wherever heard it has earned double encores, and
dealers report the demand brisk and growing.
Last week jobbers laid in heavy stocks, and they
are moving out marvelously fast. Other songs
by the same company that are sellers include
"Sweethearts Forever" and "Alice Darling."
A new song, introduced in "The Catch of the
Season," the new musical play in which Edna
May is being starred at Daly's Theatre, New
York, is called "Cupid Is the Captain of the
Army," and is from the pen of that versatile
author and composer, Dave Reed, Jr. It is sung
by Tayleur Andrews with ensemble, who richly
earns the big double encore they receive. In fact,
"Cupid Is the Captain of the Army" is such a
success that Mr. Frohman has already ordered it
played in all his theatres as an orchestral num-
ber. It makes a rousing march, and is one of
the best songs of its kind which has been heard
on Broadway in years. M. Witmark & Sons are
the publishers.
"Press agents fail to catch the point in writing
their stuff," said the manager of the publishing
house sales department. "They seem to lack
the business purpose of newspaper mention, and
therefore it does not accomplish the kind of
publicity which tells, and is most appreciated by
publishers. It requires special training and some
knowledge of trade currents and inclinations, be-
sides the mere gift of clever writing to turn the
trick. I might add, also, that the music trade
press are very generous in their use of space for
publishers, a generosity by no means reciprocat-
ed, I am sorry to say. They are not at all back-
ward in asking favors, many of them, but their
ideas of reciprocity are of the one-sided kind and
extremely narrow.
Practically a new combination has been formed
in the comic opera field, with this difference, that
the contracting parties are well known in their
respective lines. Julian Edwards and Harry B.
Smith are starting a new work on a very novel
subject. This is their first collaboration for
years; in fact, the first since "Jupiter," which
was produced about twelve years ago. M. Wit-
mark & Sons will publish the music of the new
work when ready.
Rohlfing Sons Music Co., Walter A. Gaulke, W.
A. Kann Music Co., Milwaukee Music Publish-
ing Co., Nau & Schmidt Music Co., Lee Harrell
and John Nan. These houses also figure as pub-
lishers.
Since George L. Standin has assumed the man-
agement of the Enterprise Music Supply Co., the
leading jobbing house of the country, New York,
he has placed the business on a better basis than
ever before. His trade has increased at a sur-
prising rate, and it is well looked after. Mr.
Standin is an observer of straight methods in all
its ramifications.
BUDGET OF WITMARK NEWS.
Caro Roma, that sweet singer of her own com-
positions as well as those of other writers, will
sing "Resignation," a beautiful creation of her
pen, at the opening of the Doric Theatre in
Yonkers, N. Y.
Sam Bernard and "The Rollicking Girl," who
are among the most popular attractions in New
York, are on their last of six laughing months
at the Herald Square Theatre. Sam Bernard
maintains his lead as the funniest man on the
musical stage, and Hattie Williams remains the
undisputed queen in her line, singing her song
hits, "Tricks" and "Friends," to the most enthu-
siastic audiences. The swing song, "Susan,"
"Lovey Dovey" and other novelties are as much
demanded as ever.
The Thaler sisters, Tyroleans, are featuring,
as their English songs, "Awake My Beloved,
Awake," and "Good Night, Beloved, Good Night."
"Lucy Linda Lady," a Witmark number, is
being featured by the quartette in '"Way Down
East," which popular production will remain at
the Academy of Music, New York, this week and
next, after which it goes to Cleveland, Ohio.
Miss Estelle Warde, the soprano of the quartette,
has started an undoubted flood of enthusiasm in
her favor in New York, by her good looks and
vocal ability. The quartette are doing ample
justice to the song which they have just added
to their repertoire.
LATEST FROM THE "HOUSE OF HITS."
Louis G. Muniz, a young Porto Rican who has
just been appointed musical director of Broad-
hurst & Currie's "Son of Rest" company, is a
trained musician, and was for many years pian-
MISSES * KISSES
A Novelette by Philip Krause.
THIS
IS
IT!
IT
WILL
SELL!
SELL
BIG
TOO!
ORDER
IT
NOW!
SONGS YOU CAN SELL
"Sweethearts Forever."
"Alice Darling."
Sample Copies at New Issue Rate.
Send for Subscription Blank
The Moore Music Co., Inc.
Frank B. Perry, Mgr.
1346 Broadway,
NEW YORK.
JEROME H. REillCK & CO.
ANNOUNCE
Thursday last a meeting was called by the
music dealers of Milwaukee, Wis., to regulate
prices, adopt a selling scale for teachers and the
public. It is said price cutting has been particu-
larly ruinous in the Cream City, but it certainly
could not have been worse than in all the lead-
ing places East. The department stores of Mil-
waukee are also reported in sympathy with this
conference, but this statement is pretty hard to
believe. The firms mentioned as primarily in-
terested in price situation are: Joseph Flanner,
"MY
IRISH MOLLY O"
BY JEROHE & SCHWARTZ
The terrific hit in "Sergeant Brue," sung
by Blanche Ring, and other big hits by Je-
rome & Schwartz.
JEROriE H. REHICK & CO.
DETROIT and CHICAGO.
45 West 28th Street,
- NEW YORK