Music Trade Review
Issue: 1922 Vol. 75 N. 3 - Page 39
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
THE
JULY 15, 1922
MUSIC TRADE REVIEW
39
CONDUCTED BY V. D. WALSH
BRITISH SHEET MUSIC PROBLEMS MUCH LIKE OUR OWN
Discussions at Recent British Music Industries' Convention Indicate That Problems of the British
Publisher and Dealer Are Very Similar to Those Faced by the American Trade
We have before us the detailed report of the
British Music Industries' Convention held May
23 to 29 and that portion of the report relating to
the .sheet music trade made a distinct impression
through the fact that practically all the problems
discussed were similar to those prevalent in this
country and which, from time to time, have been
taken up by our National Association of Sheet
Music Dealers and the Music Publishers' Asso-
ciation of the United States. We believe, consid-
ering this fact, a few excerpts from the British
report will be most interesting and mayhap of
value.
N. Van der Horst, speaking on "The Sheet
Music Trade," said:
The general complaint about the sheet music
trade is that it doesn't pay, or that it doesn't pay
well enough. Music selling may be a slow trade,
but there is, to my mind, no reason why it should
not be profitable. There are in Great Britain to-
day many dealers who do well with their sheet
music department, and I know of one firm which
sells, and with good results, nothing but good
music—I mean good music in the artistic sense.
These exceptions are sufficiently numerous to
justify the contention that there is money in the
trade if it is handled properly.
In many cases the stock carried is either too
large or (and what is more important) out of
date. In some cases music appears to have been
bought not with an eye to suit the requirements
of customers, or on account of the soundness of
its commercial or musical value, but mostly by
reason of the attractive prices which have been
offered as an inducement to dealers to stock it.
Many general dealers confess frankly that the
sheet music department is a side-line. There is
no objection to this; but you are asking for trou-
ble, and get it, when the side-line is treated with
indifference, and receives little or no attention
and encouragement. In this connection a curi-
ous fact appears to be that with sheet music, to
the exclusion of nearly every other line of busi-
ness, the principal has, in many cases, little or
no practical knowledge, apart from business con-
siderations, of the commodity which he stocks
and hopes to sell.
There is another unbusinesslike procedure of
which many dealers are guilty, and one which
calls for strong comment. All too often the
traveler is looked upon as' a decided nuisance.
But let us reflect for a moment on what the .
traveler is. He is the representative of the foun-
tainhead of the music-selling trade. He in-
forms the dealer as to what is new in the world
of publishing besides furnishing him with the
opportunity of replenishing his stock at, speaking
generally, more advantageous terms than operate
in between his visits.
There are one or two other matters which may
not have struck some dealers. Firstly, there is
the matter of display, or sometimes lack of dis-
play. Often a customer has only a vague idea of
what is required, and, even if her demand is met
by obtaining what she came for, an appetite may
be created, and a further sale may be effected, if
her eyes can wander over and she can handle an
attractive display of music. Further, endeavor to
make your shop the rendezvous or the universal
provider of all musical necessities. Offer induce-
ments to people to come to you. Another sug-
gestion—don't change your staff too often. See
that they have more than a passing interest in
music, and satisfy yourself that they can act as
advisers to customers in choosing music.
The question of publishers trading direct with
the profession is a very thorny subject, and comes
back again and again. It is human nature to take
the lines of least resistance, and it stands to rea-
son that the customer in nine cases out of ten
prefers to have requirements met locally and ex-
peditiously. Then what causes direct trading?
It must be one of two causes, and in some cases
both are responsible. Either the service is at
fault, or the price.
I do express the fervent hope that in the very
near future publishers will one and all decide
that trade discount to a professional is not only
unfair but is pernicious as well, and that they will
act accordingly.
SAIL FOR EUROPE
Mr. and Mrs. A. J._ Stasny, of the A. J. Stasny
Music Co., of New York and London, sailed on
the S. S. "Majestic" Saturday of last week for
an extensive trip through England and Continen-
tal Europe. While away much time will be spent
SONGS THAT SELL
Irving Berlin's Latest,
Greatest Song Hit
Some Sunny Day
Kicky-Koo
Kicky-Koo
You for Me —Me for You
Don't Bring Me Posies
It's Shoesles I Need
Poor Little Me
You Can Have Every Light On Broadway
(Give Me One Little Light at Home)
Come Along
From Zlegfeld's Follies of 1922
NEW SONGS NOW READY
Truly
Night
My Cradle Melody
While the Years Roll By
Abie's Lullaby
Rose oi Bombay
The Melody Song Hit o9 the Year
Just a Little Love Song
IRVING BERLIN, Inc.
1607 Broadway,
New York
at the London branch of the company and the
present plans of the couple call for their sojourn
on foreign soil until early Fall.
A5ongThat 5ells. Suty.Plajjedand/ldverfisedJmmQiasft* Coast
I
Two OtherBig Sellers
Suppose The Rose Were You ? Dangerous Blues
j&re S/dii One gfthe LuckyDcaleryReapingaGolden Han/est/rom
the Sale gfThes* Numbers-If Not, Why Not ? The Demand Is Jliejnc.
JVjEKKiWS Sorts' Ausic CO.~KAJ/5AS Cnrflo.
THE
JULY 15, 1922
MUSIC TRADE REVIEW
39
CONDUCTED BY V. D. WALSH
BRITISH SHEET MUSIC PROBLEMS MUCH LIKE OUR OWN
Discussions at Recent British Music Industries' Convention Indicate That Problems of the British
Publisher and Dealer Are Very Similar to Those Faced by the American Trade
We have before us the detailed report of the
British Music Industries' Convention held May
23 to 29 and that portion of the report relating to
the .sheet music trade made a distinct impression
through the fact that practically all the problems
discussed were similar to those prevalent in this
country and which, from time to time, have been
taken up by our National Association of Sheet
Music Dealers and the Music Publishers' Asso-
ciation of the United States. We believe, consid-
ering this fact, a few excerpts from the British
report will be most interesting and mayhap of
value.
N. Van der Horst, speaking on "The Sheet
Music Trade," said:
The general complaint about the sheet music
trade is that it doesn't pay, or that it doesn't pay
well enough. Music selling may be a slow trade,
but there is, to my mind, no reason why it should
not be profitable. There are in Great Britain to-
day many dealers who do well with their sheet
music department, and I know of one firm which
sells, and with good results, nothing but good
music—I mean good music in the artistic sense.
These exceptions are sufficiently numerous to
justify the contention that there is money in the
trade if it is handled properly.
In many cases the stock carried is either too
large or (and what is more important) out of
date. In some cases music appears to have been
bought not with an eye to suit the requirements
of customers, or on account of the soundness of
its commercial or musical value, but mostly by
reason of the attractive prices which have been
offered as an inducement to dealers to stock it.
Many general dealers confess frankly that the
sheet music department is a side-line. There is
no objection to this; but you are asking for trou-
ble, and get it, when the side-line is treated with
indifference, and receives little or no attention
and encouragement. In this connection a curi-
ous fact appears to be that with sheet music, to
the exclusion of nearly every other line of busi-
ness, the principal has, in many cases, little or
no practical knowledge, apart from business con-
siderations, of the commodity which he stocks
and hopes to sell.
There is another unbusinesslike procedure of
which many dealers are guilty, and one which
calls for strong comment. All too often the
traveler is looked upon as' a decided nuisance.
But let us reflect for a moment on what the .
traveler is. He is the representative of the foun-
tainhead of the music-selling trade. He in-
forms the dealer as to what is new in the world
of publishing besides furnishing him with the
opportunity of replenishing his stock at, speaking
generally, more advantageous terms than operate
in between his visits.
There are one or two other matters which may
not have struck some dealers. Firstly, there is
the matter of display, or sometimes lack of dis-
play. Often a customer has only a vague idea of
what is required, and, even if her demand is met
by obtaining what she came for, an appetite may
be created, and a further sale may be effected, if
her eyes can wander over and she can handle an
attractive display of music. Further, endeavor to
make your shop the rendezvous or the universal
provider of all musical necessities. Offer induce-
ments to people to come to you. Another sug-
gestion—don't change your staff too often. See
that they have more than a passing interest in
music, and satisfy yourself that they can act as
advisers to customers in choosing music.
The question of publishers trading direct with
the profession is a very thorny subject, and comes
back again and again. It is human nature to take
the lines of least resistance, and it stands to rea-
son that the customer in nine cases out of ten
prefers to have requirements met locally and ex-
peditiously. Then what causes direct trading?
It must be one of two causes, and in some cases
both are responsible. Either the service is at
fault, or the price.
I do express the fervent hope that in the very
near future publishers will one and all decide
that trade discount to a professional is not only
unfair but is pernicious as well, and that they will
act accordingly.
SAIL FOR EUROPE
Mr. and Mrs. A. J._ Stasny, of the A. J. Stasny
Music Co., of New York and London, sailed on
the S. S. "Majestic" Saturday of last week for
an extensive trip through England and Continen-
tal Europe. While away much time will be spent
SONGS THAT SELL
Irving Berlin's Latest,
Greatest Song Hit
Some Sunny Day
Kicky-Koo
Kicky-Koo
You for Me —Me for You
Don't Bring Me Posies
It's Shoesles I Need
Poor Little Me
You Can Have Every Light On Broadway
(Give Me One Little Light at Home)
Come Along
From Zlegfeld's Follies of 1922
NEW SONGS NOW READY
Truly
Night
My Cradle Melody
While the Years Roll By
Abie's Lullaby
Rose oi Bombay
The Melody Song Hit o9 the Year
Just a Little Love Song
IRVING BERLIN, Inc.
1607 Broadway,
New York
at the London branch of the company and the
present plans of the couple call for their sojourn
on foreign soil until early Fall.
A5ongThat 5ells. Suty.Plajjedand/ldverfisedJmmQiasft* Coast
I
Two OtherBig Sellers
Suppose The Rose Were You ? Dangerous Blues
j&re S/dii One gfthe LuckyDcaleryReapingaGolden Han/est/rom
the Sale gfThes* Numbers-If Not, Why Not ? The Demand Is Jliejnc.
JVjEKKiWS Sorts' Ausic CO.~KAJ/5AS Cnrflo.
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