Music Trade Review

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50
THE MUSIC TRADK REVIEW
Band Instrument Sales
(Continued from page 49)
SELLING MUSICAL
MERCHANDISE
By J. R: FREW
This is a practical book that describes
the methods pursued by a successful
music dealer in conducting his musical
merchandise departments. It covers
every routine problem incident to
establishing and operating a depart-
ment devoted to band and orchestra
instruments.
This branch of the music industry
has had a very prosperous year and
an excellent opportunity awaits other
dealers who take it up. It requires a
small investment, gets quick turnover,
involves no risk and, in addition to
being highly profitable itself, increases
the sale of talking machines, records,
etc., and helps make a given store the
music center of its community.
READ THE CONTENTS of
THIS PRACTICAL BOOK
Chapter
From the Publisher.
Introduction.
PART I
THE PROBLEM OP BITTING
I. Iiuying in General.
II. Importance of Quality in Iiuying.
III. Where to Huy.
IV. Future Buying.
V. Iiuying for Special Sales.
VI. Some Don'ts for the Buyer.
PART II
THE PROBLEM OF PUBLICITY
VII. Advertising in General.
VIII. Space or Display Advertising.
IX. Advertjsing by Personal Contact.
X. Advertising Through Service.
XI. Direct and Mail Advertising.
XII. Advertising Through Musical
Attractions.
PART III
THE PROBLEM OF MANAGEMENT
XIII. Management in General.
XIV. Stock Display.
XV. The Care of Stock.
XVI. Inventory and Sales Analysis.
XVII. The Question of Credit.
XVIII. The Repair Department.
XIX. The Value of Co-operation.
PART IV
THE PROBLEM OF SELLING
XX. Selling in General.
XXI. The Sales Organization.
XXII. Psychology of Salesmanship.
XXIII. Collective Selling.
XXIV. Organizing a Band or Orchestra.
XXV. The Used Instrument Problem.
PART V
INSTRUMENTATION
XXVI. Musical Organizations and Their
Instrumentation.
XXVII. The Principal Instruments of the
Band and Orchestra Described.
APPENDIX
List of Principal Musical Merchandise
Products
FREE INSPECTION OFFER
Edward Lyman Bill, Inc.,
383 Madison Avenue, New York.
You may send me, on five days' free inspec-
tion, your book SELLING MUSICAL MER-
CHANDISE. I agree to return it to you
within five days, or remit $2.00.
Name
Address
City.
quartet, with its possibilities for increased inter-
est in meetings and social affairs, will surely be
interesting to any order and the dealer who
helps them put it through will be building for
himself a good will that will repay him hundred-
fold.
Sales of certain articles very often fall oil
through lack of additional avenues of enjoying
their use, and inasmuch as some purchasers of
saxophones would welcome the opportunity of
playing their instrument in ensemble, it will pay
the dealer to promote organization of saxophone
clubs, orchestras, etc. This gives rise to the
thought that it might be good business for the
dealer to advertise in his local papers the idea
of home or neighborhood orchestras, offering at
the same time his co-operation in getting them
started, and perhaps a special combination dis-
count on sets of instruments. The idea is worth
trying and, since people who play a little them-
selves are the most ardent boosters for music,
it will all help the good work along.
The dealer who is not right at the fore in
every movement calculated to develop musical
appreciation and general interest in playing is
overlooking a big bet. He cannot in justice to
himself and his business be too busy to see to
it that regular free band concerts are provided
during the outdoor season and that a few indoor
musical events keep the public interested musi-
cally during the cooler months. He cannot con-
sistently neglect seeing to it that bands and
orchestras in the schools are properly organ-
ized, equipped and instructed and that the idea
"play an instrument yourself" is presented to
every person in his territory again and again.
No one will deny the tremendous public good
that will result. Bringing to every man, woman
and child a greater appreciation of music, apply-
ing every effort to the end that there will be in
every home a fireside combination of two, three
or four instruments, will help make this a really
musical America to the betterment of home,
community, State and nation.
Outing of Associated
Musical Merchandise Trade
Shore Dinner at Sheepshead Bay Proves One
of Most Enjoyable Features of Convention
Week
One of the most enjoyable features of last
week's convention from the standpoint of the
musical merchandise men was the shore dinner
and outing tendered by the Associated Musical
Instrument Dealers of New York to the visit-
ing members of the trade. The affair was held
on Thursday evening when a party of eighty-
three, including wives and sweethearts, boarded
two big Grey Line omnibuses at the Hotel
Waldorf-Astoria and were driven to Sheepshead
Bay.
The party sat down to a delightful shore din-
ner of many courses at the famous old Ville-
pigues Inn. Following the dinner the buses
were again boarded and a sightseeing trip to
Coney Island was made. The entire party made
the rounds of Luna 1'ark. After an evening of
merry-making the return trip was made in time
for the members to enjoy the Frolic at the
Waldorf.
Among those attending were the following:
Al. E. Hunter, the Regal Musical Instrument
Co., Chicago; F. R. Johnson, Globe Music Co.,
St. Charles, 111.; John L. Luellen, Conn Chicago
Co.; Edward E. Felsberg and H. C. Ball, the
Felsberg Co., Newark, N. J.; Geo. H. Way and
Al Kuerst, Leedy Mfg. Co., Indianapolis.
J. C. Volkwein, Volkwein Bros., Pittsburgh;
Henry Gerson, Carl Fischer, Inc., New York;
F. E. Burgstaller, Carl Fischer, Inc., Boston;
H. H. Sliiigerland, Slingerland Mfg. Co., Chi-
cago; J. R. Stewart, Harmony Co., Chicago;
Wm. J. Smith, Win. J. Smith Music Co., New-
York; George A. Peatc, Pcate's, Ltd., Montreal.
JUNE 14,
1924
A. L. Brown, W. J. Dyer & Bro., St. Paul;
H. L. Hunt, Chas. H. Ditson & Co., New York;
Guy Caldwell, Pratt Reade Player Action Co.,
Deep River, Conn.; F. W. Kiefe-rle and Maurice
Lifton, Lifton Mfg. Co., New York; Harry Perl-
berg, Perlbcrg & Halpin, New York.
William J. Haussler, M. Hohiicr, Inc., New
York; Walter M. Gotsch, Walter M. Gotsch
Co., Chicago; J. P. Grant, of William L. Lange;
E. J. Delano, Marcellus Roper Co., Worcester,
Mass.; Francis Larkin, Larkin Music Co., Bing-
hamton, N. Y.; H. B. McClellan, McClellan
Music Co., Buffalo; Will Levis, Levis Music Co.,
Rochester, N. Y.; Robert L. White, Robt. L.
White Music Co., Cleveland; Phil Nash, Fred
Gretsch Mfg. Co., Brooklyn.
J. C. Freeman, Wurlitzer's, New York; Ben
Kline, Phoenix-Kline Music Co., Syracuse,
N. Y.; Fred Gretsch, Fred Gretsch Mfg. Co.,
Brooklyn; Richard M. White, H. N. White Co.,
Cleveland; William Fort, King-Slater Co., New
York; Claude Pierce, Conn Boston Co.; Carl D.
Greenlcaf, C. G. Conn, Ltd., Elkhart; C. A.
McDonald, Lamport-McDonald Co., South Bend,
Ind.; E. W. Ungcr, Paragon Case Co., Oregon,
111.
J. C. Taylor and A. K. Trout, Waverly Musi-
cal Products Co., New York; Ben Landay and
Joseph Finnegan, Progressive Musical Instru-
ment Corp., New York; Samuel Buegeleisen,
Felix Baer and Charles T. Kaffenberger, Buegel-
eisen & Jacobson, New York; A. E. Davidson,
Ludwig & Ludwig, Chicago; Geo. M. Bundy,
H. & A. Selmer, Inc., New York.
Groulx Increases Space
GRKKN BAY, WIS., June 9.—An annex is now
being built for the Groulx Music Shop on Wash-
ington street, which is to be utilized as addi-
tional space for displaying pianos and Victrolas.
The addition, which is on the rear of the build-
ing, is about twenty by twenty feet in size and
two stories in height with basement. It is
planned to show pianos on the ground floor and
Victrolas on the floor above and the basement
of the annex is to hv fitted up as a shipping
room. While the decorative .scheme has not
been worked out in full, Mr. Groulx will make
an attempt to have it resemble a private home.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.
T
HE LEADING MUSIC MER-
CHANT, the man who takes a
just pride in the fact that his mer-
chandise is a bit better is the type of
merchant we serve. "BOSTON" cases
are invariably sold by the quality dealer
for he knows that a satisfied customer
means a permanent customer. An hon-
est product, honestly sold, is the policy
upon which we have been building and
selling an increasing number of violin
cases every year. Correspondence in-
vited from dealers in places where we
are not at present represented. We can
supply a few high-grade dealers in sev-
eral cities with the agency for Boston
violin cases.
Boston Violin Case Co.
100 Haverhill St.
Boston, Mass.
SEND FOR TRADE PRICE LIST OF
for
Violin, Viola,
'Cello and Bass
MULLER & KAPLAN,
154 East 85th St., N. Y.