Music Trade Review
Issue: 1928 Vol. 86 N. 9 - Page 6
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The Music Trade Review
REVIEW
(Registered in the U. S. Patent Office)
Published Every Saturday by
Federated Business Publications, Inc.
at 420 Lexington Avenue, New York
President, Raymond Bill; Vice-Presidents, J. B. Spillane, Randolph Brown; Secre-
tary and Treasurer, Edward Lyman Bill; Assistant Secretary, L. B. McDonald;
Assistant Treasurer, \Vm A. Low.
B. BRITTAIN WILSON, Editor
CAKLETON CHACK, Business Manager
W. H. MCCLKAKY, Managing Editor
R \ Y Bu.r, Associate Editor
K. L. AVEKY, Circulation Manager
K. B. MUNCH, Eastern
Representative
UK8TKKN DIVISION:
BOSTON OFFICE:
FRANK W. KIRK, Manager
JOHN H. WILSON, 324 Washington St.
Telephone: Lexington 1760-71
Cable: Elbill New York
Republic Bldg., 209 S. State St., Chicago
Telephone: Wabash 5242-5243
Vol. 86
O
Telephone: Main 6950
No. 9
March 3, 1928
The One Rotten Apple
NCE again an experienced business man who has come
into the piano trade from another field has seen rea-
son to criticize both the manufacturing and retailing
branches of the industry for their apparent tendency to devote
too much attention to competing one with the other, rather than
towards the development of sales plans that will prove effective
in competition with the scores of other industries trying for a share
of the American citizen's dollars.
This particular individual made a tour of inspection recently
and came back more or less perturbed over conditions as he had
found them. "I came in contact with many upstanding and com-
petent retail music merchants," he declared, "men who were con-
ducting their affairs, particularly in the matter of allowances and
terms, on a thoroughly sound basis. In every case, however, there
were near at hand competing music dealers who in an anxiety to
make sales extended allowances beyond reasonable limits, made
ridiculous terms, and succeeded in that questionable occupation
of building volume without profit. The result is that they not
only are making no money for themselves, but they are cutting
into the profits of the men who by their energy and business ability
are entitled to a substantial return for their work.
"I see nothing to condemn in one dealer seeking to sell his
particular musical instrument in clean competition with his fellow
merchants. There is a market to be satisfied and in most cases
MARCH 3, 1928
it is sufficiently large to provide business for all. But when he
simply kills a sale for another piano dealer and realizes nothing
tangible for himself as a result, he is simply a drag on the industry
rather than a help."
Tt is, of course, very easy for the outsider to come in and
criticize, but consideration must be given to the fact that the out-
sider properly equipped with business experience has a perspective
not enjoyed by the men who are closely associated with the business
from day to day. When the intelligent men of the industry itself
feel moved to.express opinions on the conditions outlined, how
much more pronounced must those conditions appear to the man
who comes along with a fresh, broad and unbiased viewpoint.
As The Review has stated on numerous occasions, the com-
petitor of the music merchant is not the dealer in the same line,
but the fellow who has some other sort of product to sell. If too
much effort is given to competition within the industry, it affords
that much more opportunity for the activities of the outside. If
memory serves right, Aesop once told a fable of the two lions
which were fighting so hard to determine the ownership of a rabbit
that the little animal managed to escape during the scrimmage.
That is probably what is happening to many piano sales.
I
Bringing Music in the Home
HE Victor Talking Machine Co. has reported gross
sales of $46,886,842 during 1927, and the Radio Corp.
of America reports gross sales of $56,651,658 for the
same year. This represents a grand total of over $103,000,000
spent by the American public last year for the products of only
two concerns engaged in the production of media for bringing
music into the home, not taking into consideration the scores of
other manufacturers in the same field who also enjoy substantial
sales volume, nor considering that the figures given are naturally
on the basis of wholesale prices.
These reports emphasize most strongly the demand in the
United States for music in the home, for both the talking machine
and the radio depend upon music primarily for their appeal. It
offers encouragement, too, to those who have other types of musical
instruments to sell, for it means that there exists a wide and gen-
eral appreciation of the art as a means of entertainment and educa-
tion within the home circle.
It is to be admitted, of course, that both the phonograph and
the radio offer music without requiring any great amount of labor
in return. The snapping of a switch and music is at hand, but the
appreciation that is made so distinctly evident leads eventually to
the desire for self-expression, not in every case but in a sufficient
number of instances to provide a tremendous field for the sale ot"
instruments which will make such self-expression possible.
Each day it becomes more apparent that the problem is not
with the market, but with the ways and means for approaching
and realizing upon that market. The piano man's task is not arous-
ing interest in music, but in directing that interest into the proper
channel. It is a big job, but in no sense impossible.
and Gordon Campbell of the Brambach Co., of
New York.
Speaking of the New England Music Trade
Association, it is of interest at this time that
Presidents of Chamber of Commerce arid Na- within the past few months fully thirty names
tional Association of Music Merchants to At- have been added to the membership roll, this
largely through the effort of Secretary Merrill.
tend Affair in Boston on Monday
It appears to be a foregone conclusion that
Shepard Pond, at present first vice-president of
BOSTON, MASS., February 28..—Edward C. Boy-
kinj- executive secretary of the National Piano the association, will be the next president.
Manufacturers' promotion committee was in
town yesterday in attendance upon the sessions
this week of the National Educational Asso-
ciation, and he had lunch with Billy Merrill,
secretary of the New England Music Trade
Louis S. Roemer, president of the New York
Association, whose guest Mr. Boykin is to be
at the annual meeting and dinner at the Hotel Piano Manufacturers' Association and former
Statler on March 6. The other guests at this president of Cable & Sons, w r as a passenger on the
dinner will include Hermann Irion, president of Seaboard Air Line train which was derailed near
thfi Music Industries Chamber of Commerce; Philadelphia on Monday "morning of this week,
C: J. Roberts, president of the National Asso- killing the engineer and injuring several pas-
ciation of Music Merchants; Delbert L. Loomis, sengers. Mr. Roeme.r_._was_i.n the club.car when
executive secretary of the same body-;-Louis R. -it overturned, but -escaped with a -severe-shaking
Dressier of C. H. Ditson & Co., of New York; up.
Prominent Guests for New
England Association Dinner
Louis S. Roemer's Narrow
Escape in Train Wreck
A. J. Kendrick Offices
Now in New York
Alfred J. Kendrick, vice-president and gen-
eral sales manager of the Sonora Phonograph
Co. and Acoustic Products Co., has moved his
headquarters to tlie New York offices of the
company in order to keep in direct and constant
association with P. L. Deutsch, president of
the Sonora Co., and other administrative offi-
cials at headquarters.
The new Sonora offices on 50 West Fifty-
seventh street are now occupied by the com-
pany, although the business of outfitting of
the new establishment has not been entirely
completed.
The Chicago offices will be under the man-
agement of Harry B. Bibb, who recently joined
the company.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.
The Music Trade Review
REVIEW
(Registered in the U. S. Patent Office)
Published Every Saturday by
Federated Business Publications, Inc.
at 420 Lexington Avenue, New York
President, Raymond Bill; Vice-Presidents, J. B. Spillane, Randolph Brown; Secre-
tary and Treasurer, Edward Lyman Bill; Assistant Secretary, L. B. McDonald;
Assistant Treasurer, \Vm A. Low.
B. BRITTAIN WILSON, Editor
CAKLETON CHACK, Business Manager
W. H. MCCLKAKY, Managing Editor
R \ Y Bu.r, Associate Editor
K. L. AVEKY, Circulation Manager
K. B. MUNCH, Eastern
Representative
UK8TKKN DIVISION:
BOSTON OFFICE:
FRANK W. KIRK, Manager
JOHN H. WILSON, 324 Washington St.
Telephone: Lexington 1760-71
Cable: Elbill New York
Republic Bldg., 209 S. State St., Chicago
Telephone: Wabash 5242-5243
Vol. 86
O
Telephone: Main 6950
No. 9
March 3, 1928
The One Rotten Apple
NCE again an experienced business man who has come
into the piano trade from another field has seen rea-
son to criticize both the manufacturing and retailing
branches of the industry for their apparent tendency to devote
too much attention to competing one with the other, rather than
towards the development of sales plans that will prove effective
in competition with the scores of other industries trying for a share
of the American citizen's dollars.
This particular individual made a tour of inspection recently
and came back more or less perturbed over conditions as he had
found them. "I came in contact with many upstanding and com-
petent retail music merchants," he declared, "men who were con-
ducting their affairs, particularly in the matter of allowances and
terms, on a thoroughly sound basis. In every case, however, there
were near at hand competing music dealers who in an anxiety to
make sales extended allowances beyond reasonable limits, made
ridiculous terms, and succeeded in that questionable occupation
of building volume without profit. The result is that they not
only are making no money for themselves, but they are cutting
into the profits of the men who by their energy and business ability
are entitled to a substantial return for their work.
"I see nothing to condemn in one dealer seeking to sell his
particular musical instrument in clean competition with his fellow
merchants. There is a market to be satisfied and in most cases
MARCH 3, 1928
it is sufficiently large to provide business for all. But when he
simply kills a sale for another piano dealer and realizes nothing
tangible for himself as a result, he is simply a drag on the industry
rather than a help."
Tt is, of course, very easy for the outsider to come in and
criticize, but consideration must be given to the fact that the out-
sider properly equipped with business experience has a perspective
not enjoyed by the men who are closely associated with the business
from day to day. When the intelligent men of the industry itself
feel moved to.express opinions on the conditions outlined, how
much more pronounced must those conditions appear to the man
who comes along with a fresh, broad and unbiased viewpoint.
As The Review has stated on numerous occasions, the com-
petitor of the music merchant is not the dealer in the same line,
but the fellow who has some other sort of product to sell. If too
much effort is given to competition within the industry, it affords
that much more opportunity for the activities of the outside. If
memory serves right, Aesop once told a fable of the two lions
which were fighting so hard to determine the ownership of a rabbit
that the little animal managed to escape during the scrimmage.
That is probably what is happening to many piano sales.
I
Bringing Music in the Home
HE Victor Talking Machine Co. has reported gross
sales of $46,886,842 during 1927, and the Radio Corp.
of America reports gross sales of $56,651,658 for the
same year. This represents a grand total of over $103,000,000
spent by the American public last year for the products of only
two concerns engaged in the production of media for bringing
music into the home, not taking into consideration the scores of
other manufacturers in the same field who also enjoy substantial
sales volume, nor considering that the figures given are naturally
on the basis of wholesale prices.
These reports emphasize most strongly the demand in the
United States for music in the home, for both the talking machine
and the radio depend upon music primarily for their appeal. It
offers encouragement, too, to those who have other types of musical
instruments to sell, for it means that there exists a wide and gen-
eral appreciation of the art as a means of entertainment and educa-
tion within the home circle.
It is to be admitted, of course, that both the phonograph and
the radio offer music without requiring any great amount of labor
in return. The snapping of a switch and music is at hand, but the
appreciation that is made so distinctly evident leads eventually to
the desire for self-expression, not in every case but in a sufficient
number of instances to provide a tremendous field for the sale ot"
instruments which will make such self-expression possible.
Each day it becomes more apparent that the problem is not
with the market, but with the ways and means for approaching
and realizing upon that market. The piano man's task is not arous-
ing interest in music, but in directing that interest into the proper
channel. It is a big job, but in no sense impossible.
and Gordon Campbell of the Brambach Co., of
New York.
Speaking of the New England Music Trade
Association, it is of interest at this time that
Presidents of Chamber of Commerce arid Na- within the past few months fully thirty names
tional Association of Music Merchants to At- have been added to the membership roll, this
largely through the effort of Secretary Merrill.
tend Affair in Boston on Monday
It appears to be a foregone conclusion that
Shepard Pond, at present first vice-president of
BOSTON, MASS., February 28..—Edward C. Boy-
kinj- executive secretary of the National Piano the association, will be the next president.
Manufacturers' promotion committee was in
town yesterday in attendance upon the sessions
this week of the National Educational Asso-
ciation, and he had lunch with Billy Merrill,
secretary of the New England Music Trade
Louis S. Roemer, president of the New York
Association, whose guest Mr. Boykin is to be
at the annual meeting and dinner at the Hotel Piano Manufacturers' Association and former
Statler on March 6. The other guests at this president of Cable & Sons, w r as a passenger on the
dinner will include Hermann Irion, president of Seaboard Air Line train which was derailed near
thfi Music Industries Chamber of Commerce; Philadelphia on Monday "morning of this week,
C: J. Roberts, president of the National Asso- killing the engineer and injuring several pas-
ciation of Music Merchants; Delbert L. Loomis, sengers. Mr. Roeme.r_._was_i.n the club.car when
executive secretary of the same body-;-Louis R. -it overturned, but -escaped with a -severe-shaking
Dressier of C. H. Ditson & Co., of New York; up.
Prominent Guests for New
England Association Dinner
Louis S. Roemer's Narrow
Escape in Train Wreck
A. J. Kendrick Offices
Now in New York
Alfred J. Kendrick, vice-president and gen-
eral sales manager of the Sonora Phonograph
Co. and Acoustic Products Co., has moved his
headquarters to tlie New York offices of the
company in order to keep in direct and constant
association with P. L. Deutsch, president of
the Sonora Co., and other administrative offi-
cials at headquarters.
The new Sonora offices on 50 West Fifty-
seventh street are now occupied by the com-
pany, although the business of outfitting of
the new establishment has not been entirely
completed.
The Chicago offices will be under the man-
agement of Harry B. Bibb, who recently joined
the company.
Consult the Universal Want Directory of
The Review. In it advertisements are inserted
free of charge for men who desire positions.
Future scanning projects are planned by the International Arcade Museum Library (IAML).