Music Trade Review
Issue: 1924 Vol. 79 N. 25 - Page 40
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38
THE
MUSIC
TRADE
DECEMBER 20, 1924
REVIEW
IN THE WORLD OF MUSIC PUBLISHING
Conducted By V. D. Walsh
The Development of Group Sales in
the Store of the Retail Music Dealer
A Direct Means of Increasing the Volume of Sheet Music Sales—What Must Be Done in Order
to Permit of the Development of This Means of Selling
SONGS THAT SELL
All Alone (New), by Irving Berlin
Oh, Mabel (New)
Charley, My Boy
What'll 1 Do?
Driftwood
When I was the Dandy and You Wen
the Belle
Morning (Won't You Ever Come Round?)
I Can't Get the One I Want ,
Seventeen (New)
Show Me the Way (New)
Take Me (New)
Get Yourself a Broom (New)
I Couldn't Get to It in Time (New)
While no one wants to undermine present
TPHIS department in some of the recent is-
•*• sues has suggested that with the wealth established prices or present profits, a group
of meritorious popular song material a plan sales plan that would mean more sales and
of selling such issues in "group sales" would more profits and add to the general health of
add further to the health of popular retailers the trade would undoubtedly receive attention.
This is merely presented for thought and con-
and publishers.
Most of the leading popular catalogs have a sideration.
series of active numbers available for the mu- It has been brought to The Review's atten-
sic counters of the country but, while this tion that a retail store recently compiled fig-
material is active, it does not by any means ures showing that with an item retailing for
reach what could be termed a normal sales thirty-five cents in single lots the grouping of
total. Particularly is this true when the cost the merchandise into sales of three for one
of exploitation, the energy necessary to place dollar showed an increase in the volume of
them among the best sellers and general over- business on the item of close to 30 per cent.
Thirty-five cents is a good figure with which
head cost are given consideration.
BOOKS THAT SELL
The weakness with the group sales plan idea to work. If some of the publishers were to
TIDDLE
DE UKES — Comic Songs fri
is, of course, in arranging a glan without low- suggest an increase in the retail price of their
the
Ukulele
]|
ering the standards of established retail issues popular music could then be sold at
1
Universal
Dance
Folio
No.
8
,.«
'
I
prices and the publishers and retail profits. three for a dollar. The dealers' profits in both
X
Special 1925 Edition
. ji*!'
Since the vogue of thirty cent music all too single and in group lots would be larger than
Peterson's Ukulele Method
many sheet music customers make only single at present. Indeed it would be inviting and
—
World's Favorite Songs
purchases when visiting the music store. They in addition it would restore enthusiastic activity
really are buying only what they come in for to the popular music business. A 25 per cent in-
and with the thirty cent price there is no crease in volume would be an item worth while
4th MUSIC BOX REVUE, 1925
sales argument to entice group purchases other for the dealer and from the publishers' stand-
than, of course, calling to the prospect's atten- point on a national scale would be considerable.
In the Shade of a Sheltering .Tree
This is quite feasible. The public which is
tion the popularity and merit of other offerings.
— Tell Her in the Springtime
With the thirty cent retail price established as often paying thirty-five, forty and forty-five
Listening
<
it is, the legitimate sheet music dealer has no cents for music according to locality would
The
Call
of
the
South
psychologically attractive figure to offer cus- hardly note the difference in the territory
Tokio Blues
tomers say in groups of three songs. Three where the thirty cent figure prevails. And
for eighty-nine cents would hardly prove a considering that music itself is alluring the in-
Rock-a-bye Baby
magnet and with the correct sales price of such crease in volume of sales should be larger in
issues being thirty cents each there is no group- this instance than was possible from the fig-
DIXIE TO BROADWAY
ing that would make possible the sale at one ures compiled by a single retailer on a strictly
dollar and still retain present profits. The dol- merchandising item. It is feasible and profit-
Mandy, Make Up Your Mind '
lar figure, however, undoubtedly would be a able and the obstacles in setting the arrange-
Dixie Dreams
ment in motion are few. It should be given
psychological price.
I'm a Little Blackbird
It might be possible to sell four songs for consideration at once. January 1 would be a
one dollar and still retain the thirty cent re- good time to start. The idea seemingly is
tail price on individual sales. This certainly right, the price is right and the time is most
Hits from TOPSY and EVA
would be a reduction that would have a wide fitting.
appeal so far as consumers are concerned. If
Rememb'ring
the great bulk of popular song sales now being
Issue "Hot, Hot, Hottentot"
I Never Had a Mammy
made are in single lot purchases the greater
Fred
Fischer,
Inc.,
has
just
issued
a
new
nov-
profit from the sale of four songs for one dol-
IRVING BERLIN, Inc.
lar should be worth while. It would tend to elty song, entitled "Hot, Hot, Hottentot." The
renew interest in popular sheet music and of song is already being heard in vaudeville and
1607 Broadway, New York
course the piano. The'* strictly popular offer- its fox-trot rhythm in dance form is proving
its catalog during the coming weeks, and a
ings are now wholesaled at sixteen and eighteen popular with orchestras.
11 s
The Fischer organization is planning to make canipai^ i being .arrange^\o cover the coun-i
cents and the margin of profit in both single
trv.
"Hot, Hot, Hottentot" the feature number of
and group lots would be good.
—
DEAR
I Made A
Hit WitK
38
THE
MUSIC
TRADE
DECEMBER 20, 1924
REVIEW
IN THE WORLD OF MUSIC PUBLISHING
Conducted By V. D. Walsh
The Development of Group Sales in
the Store of the Retail Music Dealer
A Direct Means of Increasing the Volume of Sheet Music Sales—What Must Be Done in Order
to Permit of the Development of This Means of Selling
SONGS THAT SELL
All Alone (New), by Irving Berlin
Oh, Mabel (New)
Charley, My Boy
What'll 1 Do?
Driftwood
When I was the Dandy and You Wen
the Belle
Morning (Won't You Ever Come Round?)
I Can't Get the One I Want ,
Seventeen (New)
Show Me the Way (New)
Take Me (New)
Get Yourself a Broom (New)
I Couldn't Get to It in Time (New)
While no one wants to undermine present
TPHIS department in some of the recent is-
•*• sues has suggested that with the wealth established prices or present profits, a group
of meritorious popular song material a plan sales plan that would mean more sales and
of selling such issues in "group sales" would more profits and add to the general health of
add further to the health of popular retailers the trade would undoubtedly receive attention.
This is merely presented for thought and con-
and publishers.
Most of the leading popular catalogs have a sideration.
series of active numbers available for the mu- It has been brought to The Review's atten-
sic counters of the country but, while this tion that a retail store recently compiled fig-
material is active, it does not by any means ures showing that with an item retailing for
reach what could be termed a normal sales thirty-five cents in single lots the grouping of
total. Particularly is this true when the cost the merchandise into sales of three for one
of exploitation, the energy necessary to place dollar showed an increase in the volume of
them among the best sellers and general over- business on the item of close to 30 per cent.
Thirty-five cents is a good figure with which
head cost are given consideration.
BOOKS THAT SELL
The weakness with the group sales plan idea to work. If some of the publishers were to
TIDDLE
DE UKES — Comic Songs fri
is, of course, in arranging a glan without low- suggest an increase in the retail price of their
the
Ukulele
]|
ering the standards of established retail issues popular music could then be sold at
1
Universal
Dance
Folio
No.
8
,.«
'
I
prices and the publishers and retail profits. three for a dollar. The dealers' profits in both
X
Special 1925 Edition
. ji*!'
Since the vogue of thirty cent music all too single and in group lots would be larger than
Peterson's Ukulele Method
many sheet music customers make only single at present. Indeed it would be inviting and
—
World's Favorite Songs
purchases when visiting the music store. They in addition it would restore enthusiastic activity
really are buying only what they come in for to the popular music business. A 25 per cent in-
and with the thirty cent price there is no crease in volume would be an item worth while
4th MUSIC BOX REVUE, 1925
sales argument to entice group purchases other for the dealer and from the publishers' stand-
than, of course, calling to the prospect's atten- point on a national scale would be considerable.
In the Shade of a Sheltering .Tree
This is quite feasible. The public which is
tion the popularity and merit of other offerings.
— Tell Her in the Springtime
With the thirty cent retail price established as often paying thirty-five, forty and forty-five
Listening
<
it is, the legitimate sheet music dealer has no cents for music according to locality would
The
Call
of
the
South
psychologically attractive figure to offer cus- hardly note the difference in the territory
Tokio Blues
tomers say in groups of three songs. Three where the thirty cent figure prevails. And
for eighty-nine cents would hardly prove a considering that music itself is alluring the in-
Rock-a-bye Baby
magnet and with the correct sales price of such crease in volume of sales should be larger in
issues being thirty cents each there is no group- this instance than was possible from the fig-
DIXIE TO BROADWAY
ing that would make possible the sale at one ures compiled by a single retailer on a strictly
dollar and still retain present profits. The dol- merchandising item. It is feasible and profit-
Mandy, Make Up Your Mind '
lar figure, however, undoubtedly would be a able and the obstacles in setting the arrange-
Dixie Dreams
ment in motion are few. It should be given
psychological price.
I'm a Little Blackbird
It might be possible to sell four songs for consideration at once. January 1 would be a
one dollar and still retain the thirty cent re- good time to start. The idea seemingly is
tail price on individual sales. This certainly right, the price is right and the time is most
Hits from TOPSY and EVA
would be a reduction that would have a wide fitting.
appeal so far as consumers are concerned. If
Rememb'ring
the great bulk of popular song sales now being
Issue "Hot, Hot, Hottentot"
I Never Had a Mammy
made are in single lot purchases the greater
Fred
Fischer,
Inc.,
has
just
issued
a
new
nov-
profit from the sale of four songs for one dol-
IRVING BERLIN, Inc.
lar should be worth while. It would tend to elty song, entitled "Hot, Hot, Hottentot." The
renew interest in popular sheet music and of song is already being heard in vaudeville and
1607 Broadway, New York
course the piano. The'* strictly popular offer- its fox-trot rhythm in dance form is proving
its catalog during the coming weeks, and a
ings are now wholesaled at sixteen and eighteen popular with orchestras.
11 s
The Fischer organization is planning to make canipai^ i being .arrange^\o cover the coun-i
cents and the margin of profit in both single
trv.
"Hot, Hot, Hottentot" the feature number of
and group lots would be good.
—
DEAR
I Made A
Hit WitK
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