Music Trade Review

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THE
REVIEW
ffUSIC TIRADE
VOL. LXXVIII. No. 14 Published Every Satirday. Edward Lyman Bill, Inc., 383 Madison Ave., New York, N.Y. Apr. 5, 1924
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Having the Merchants Write Their Program
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1 O hold any interest and value at all for the average music merchant a national convention must be
planned for the discussion of those matters in which the retail merchant is most vitally interested, the
problems that are bothering him and the solution of which will bring him peace of mind and perhaps
increased profits. Although it is quite possible for association executives and others to make up a list
of subjects in which the dealer should be interested, the officials of the National Association of Music Mer-
chants have taken the better way by going directly to the individual member himself for suggestions as to the
convention program.
The plan of developing a list of subjects for discussion through the suggestions of the membership has
two distinct advantages. In the first place, it places on the program the subjects which the members have
expressed themselves as considering most important. Secondly, it is likely to improve attendance by forestall-
ing any complaints regarding the character of the program or to the effect that it is not what the merchant
desires.
A questionnaire sent out to the membership of the National Association of Music Merchants asking for
suggestions regarding subjects to be discussed at the convention has brought interesting results. At the con-
vention in Chicago last year there was presented the plan for a trade-in schedule as prepared by a committee
representing the Music Industries Chamber of Commerce. When the plan was put before the merchants it
did not meet with the cordial reception expected. The result was that it went by the board and many promi-
nent trade members considered it as a dead issue. In the face of all this, practically 60 per cent of the mer-
chants answering the association questionnaire set forth the trade-in problem as one of the outstanding matters
for convention discussion. Properly handled such a discussion should not only revive interest in a trade-in
schedule, but should win the co-operation of those manufacturers who have held aloof up to this time for one
reason or another.
The agitation that has been evident in the trade for some time in reference to the shortening of terms,
with a view to putting piano paper on a stronger basis and at the same time keeping the retailer's assets in a
more liquid condition, has evidently borne fruit, for close to 60 per cent of merchants replying to the question-
naire consider the matter of shorter selling terms second in importance as a feature of the convention program.
The maintenance of retail prices, upon which a number of music merchants seek information at the
convention, is an outgrowth of the old one-price problem that has yet to be solved. The national advertising
of prices by various prominent piano concerns has given a new and desirable angle to this question and it is
likely that concerted effort may bring very desirable results even should pending legislation fail in passage and
the maintenance of retail prices by the manufacturer lack legal authority.
It is gratifying to learn that a very substantial percentage of music merchants have seen fit to indicate
their interest in the question of overhead, to which subject an increasing amount of attention is being given.
This alone is so comprehensive that it will, if properly handled, include a number of other matters suggested
for convention discussion, such as better credits, quick turnover of merchandise, collections, etc.
In all, some eleven subjects have been suggested by the merchants themselves as being most worthy of
attention at the convention session. But this number can be reduced to the general advantage of all concerned
for the reason that it is better to give the proper amount of time to the consideration of a few subjects rather
than simply to pass quickly over many. A music merchant who travels several hundred or several thousand
miles to attend a convention is entitled to something more than a passing thought for his time and trouble.
He is entitled to, and should receive, real and authoritative information on those trade matters in which he and
his fellows are most vitally interested. When that information is of the sort suggested by the merchant himself
there can be little room for criticism.
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