Music Trade Review

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NOVEMBER
"'\
THE
3, 1923
MUSIC
TRADE
57
REVIEW
l-INfffi:~F=m~~ ~
CONDUCTED BY V. D. WALSH
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THE SHEET MUSIC DEALERS AND THE HOLIDAY DEMAND
SONGS THAT SELL
Deal;:rs Need No Longer Look for Inactive Period Just Before Christmas-Specialization During
the Next Few Weeks Should Bring the Dealer Good Business
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Som e yea rs ba ck with th e nea r appr oach of
the holid ay season the sales of the legitimate
sheet mu sic store took a co n ~ id erable drop. For
th e past two seasons, however, thi s sit ua tion
has und e rgone a radi ca l change and th e wide­
awake dea le r no lo n ge r need look for wa rd t o
an ina ctiv e period just before Ch ristma s
Of course, the dealer th a t se ll s musical mer­
chandis e, sma ll goo ds, part icular ly sax ophones,
ukuleles, etc ., has foune! a r ea d y sa le of such
products to parents an d ot hers w h o find such
goo d s aCCf'ptab le and eve n valuabl e gifts. In
co njunction with the sa le of all such mu s ica l
in s t ruillen ts the s heet lI1us ic d ea ler, w h ether h e
han dles l11u sical m e r cha ndi se or not, ha s all
ad dition a l markn for the ~a l e of mu s ical com­
positions , books, folios , et c., pub li s hed fo r these
va rious in s tru ll1ents .
Th e sa le of excl u sive C hri stmas music has
als o s ho wn substant ia l in crease s in rec ent yea r s
and thi s, too, tend s to kee p the sheet mu sic de­
partm ent, o r store, act ive in the holida y pe riod.
It is, h owever, important, in order to get the
mo st out of s uch sales, fo r a di s play to be
ma de of s uc h m ater ial ea rly e nou g h to create
th e sale befo re the approach of the holiday
season.
Not o nl y should w indo ws be dev oted to a
di sp lay of C hrist mas compos itions, but a fre­
qu ent s howin g sho uld be made of saxophon e,
ukul e le an d othe r fol ios whi ch are importa nt
accessories to th e giving of such in s truments
a s p r ese nts. A di s pla y ac ts as a sugges t ion an d
creates the add iti o na l sa les , and,. of course,
g ives th e ad dition a l profit.
The window d is play, howeve r, is not enou gh
to get th e utmo s t o ut of s uch sa les as, par- .
' ticlllarl y durin g the Chr istmas seaso n, a con­
sp ic uous place should be tiiven such publi cat ions
o n th e co unter or about the store and w herever
possible a s ho wi n ~ s h ould be made of any di s­
play materia l furnished by th e p ubli s her. Such
s howin gs a re th e means of mercha ndising th e
go ods with a minim um of sal es e nergy. In fa ct,
more often than not they act effi cientl y as
sil e nt sa lesmen .
Another reason why the legiti mate s heet
m us ic dea ler doe s not ha ve to look forw ar d to
a du ll pe r iod durin g the ho lid ay season can
be credit ed to the fact that he is to-day getting­
his sh are of th.e sale of popular mu sic. Som e
seasons back when the syndicate stores took a
more prom inent part in the sale of such music
a t a lower pric e th a n wha t the dealer could
profitably handle it hi s vo lume of such bu siness
was not so large.
Th e present s itua ti on has worke d o ut advan ­
tageously fo r the dealer, but, un doubte dly, he
ca n furth er hi s interest by a spec ializat ion on
partic ul a r items during t he coming weeks.
INCREASE SPACE FOR THIRD TIME
ADDED TO THE BERLIN CATALOG
Ager, Yellen & Bornstein Make Third Expan­
sion in New York Offices During the Year
" Sittin' in a Corner" and "Roamin' to Wyomin ' "
Latest S'o ngs to Be Exploited by That House
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That Old Gang of Mine
Indiana Moon
When You Walked Out, Someone
Else Walked Right In
T en-T en-Tennessee
Love (My Heart Is Calling You)
I Sittin' in a Corner (New)
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If I Can't Get the Sweetie I Want
(I Pity the Sweetie I Get) (New)
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You Darling You (New)
Nobody Else Can Love Me Like
My Old Tomato Can
Bit by Bit, You're Breaking My Heart
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I Love to See the Dancers Shuffle Along
I Wish I Had Someone to Cry Over Me
Some Day
Three Thousand Years Ago
You
Salt Your Sugar
Dearest
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You Know Y 00 Belong to Somebody Else
You ,: rell Her, I S-T-U-T-T-E-R
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Universal Dance Folio No. 4 ­
Special Edition
Song Gems from Irving Berlin's Third AnnDal
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A mon g th e ne w so n gs added to the ca talo g
For the th ird tim e within a year th e rapidly
g rowin g firm of .<\gc r, 'Y ellen & Borns tei n, In c.,
of Ir vi ng Berlin, Inc., is "Si ttin ' in a Corner,'"
lyric by Gus Kahn and mu sic by George W .
has had to take additional space in the Hilton
Hui ldinr;, 1591 Broadw ay, )J ew York Cit y, in . M eye r. The professio nal depa rtment o f the
ho use is a lready makin g t hi s song a feature' in
o rder to care for its g rowin g cata lo g a nd the
vaudevi ll e, a nd the band a nd orchest ra depart ­
in cr eas in g activity of th e co mpan y. During the
past yea r thi, firm had thr ee big s'uccesses, ment will a lso g ive the numb er wide exploita­
tion. Two oth e r rece nt relea ses from the Ber­
"Lov in ' Sam ," "\Vh o Ca l cs '" a nd "Loui sv ill e
Lou"
iin catalog are "Roamin' to \Nyomin '," '\lords by
Sidney Clare and mu sic by vValter Donaldson,
\Nith th e ope nin g of its secon d ye ar two
the latte r ha ving a lo ng li s t of s uc cesses to hi s
numbers h ave placed th is firm well forward in
both pro£C ss io na l an d sales circle s. One of c redit , and Joe Youn g a nd Sam M. Lewi s, a uth ors
of "M ammy," "T e n-Ten -Tennessee" and othe r
t he se, ":vIamm a Goes Where Papa 'Goes" (or
Papa Don 't Go Out To-Nig ht), jumped rap idly
songs, with mu s ic by Lo u Ha n dman, ha ve con­
into w id e popularity. T he other, a ba ll a d, e n­
tributed "Lovey Ca me Rack." Th ese numbers,
titled "You Didn't \ '\ ant Me vV hen I "'{a nt ed
toge ther wit h "Indiana Moon ," o ne o f the out­
Yo u," has ga in ed its original r ecog nition arou nd
sta ndin g wa lt z s uccesses of th e season, will be
th e act ive numbers o f the Ber lin cata log d urin g
Chi cago and othe r Middle W est ce nt e rs. )t is
the co min g weeks.
bei ng heard by orchestra s in fox-trot form and
it s popularit y seems to be spreadin g.
.\nother addition to this catalog is a n exceed­
WERRENRATH AND "SMILlN' THROUGH"
in gly cleve r comedy numb er, e ntitled ""'-ha t Do
That "Smilin' Through" continu es ·t o smile
Th ey M ea n by Lo ve ?" Th!s, together wit h
tw o other so ngs of the no velty o rder, "Oh, Gee,
merrily on its way is evidenc ed by th e fac t that
Georgi e," and "He'll .\I ways Be One of T hose
w h e n Reinald Werr e nrath sa n g it for encore at
Guys," should make the professio na l depart·
hi s co ncert in Peori a, Ill., on October 16, th e
ment of th e company most acti v e durin?; the
Tra nsc ri pt of the n ex t morning in the report
ba la nce of the Fall seas on.
of th e concer t said: "A nother of the most pleas ­
.\s part of a program of ex pansion which is
In g e ncor es was 'S milin' Throu g h ,' provin g
to affect c hieAy the ;\I1idd lf West and P ac ific
t hereby th a t a so n g like this nev e r dies but
Coa st, Bill y Stoneham, a we ll- know n mu s ic man,
ga ins in pop ul a rit y eac h time it is used." M. Wit­
ha s be en a ppo inted vV es t ern manager, w ith
m a rk & Son s are the publishers.
headqu i\f t e rs in th e C hi cago offices. Ja ck Yel­
le n, one of th e members of th e firm, is now in
MARKS CO. PUBLISHES "LIZZIE"
C hi ca go as sist in g in sta rting th e n e'''' catal og
and m a king- plans for the establi s hm ent of n ew
The Edward B. :'hrk s :Ylu sic Co. ha s ar ­
branches. 11r. Yellen will shortly take a trip
ranged to publi sh " Li 7.z ie, " a n ew so ng recently
to th e Coas t with thi s purpose in mind. Win
ad ded to its ca talo g, at once . Th e number is
Brookhouse, ge neral sales m anage r, is now in
by Johnny Tucker, who is kno w n as the "Jolly
Califo rnia, af ter a most s uc C<'ssfu l cross-countr y
Singin g Fireman," a member of the de pa rt­
se llin g trip.
m e nt 's q uartet, and LI"siip .~foore.
MUSIC BOX REVUE
An Orange Grove in California
Little Butterfly
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The Waltz of Long Ago
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Learn to Do the Strut
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Climbing Up the Scale
Tell Me a Bedtime Story
One Girl
IRVING BERLIN, Inc.
1607
Broadway~
New York
AMERICANISM THROUGH MUSIC
Educational Concert Tendered New York Edu­
cation Board by the American Guard
A,n educational concer t was tendered the Boa rd
of Education, New Yo rk City, und er the a u­
spices of the .\I1usic D epar tment of the American
Guard , Inc., during t he ear ly part of October
fo r the purpose of aro usin g sym pathy with a
plan for free musica l educati o n for chi ldren in
the New York sc hool s .
This movement is being adyocated b y t he
Americ a n Guard, consistin g of well-known citi­
ze ns, through it s officers , Mrtjor v\-illia m H .
E lliott, exec uti ve sec r etary of the National
Quarters, and Major Art hur H offman, Chief of
the Medical Departm ent of th e Ame rican
Guard.
A spec ia l mu sica l program was arranged b y
the headqua rters' ba nd of the American Guard,
co n sis tin g of fifty piece s. Several arti sts al so
co ntributed to the e ntertainm ent of th e eve ni ng.
The pro gram was broadcasted by the Radio
Corp. of Ame ri ca throu g h Station WJZ.