Music Trade Review
Issue: 1953 Vol. 112 N. 8 - Page 8
Music Trade Review -- © mbsi.org, arcade-museum.com -- digitized with support from namm.org
NATIONAL ASSOCIATION OF MUSIC MERCHANTS
OFFICERS and DIRECTORS — 1953 • 1954
President—Russell B. Wells, C E. Wells Music Co., Denver, Colo.
Vice-President—Earl Campbell, Campbell Music Co., Washington, D. C.
Secretary—Paul E. Murphy, M. Steinert & Sons, Boston, Mass.
Treasurer—Parker M. Harris, Philip Werlein, Ltd., New Orleans, La.
Executive Secretary—Wm. R. Gard, 28 E. Jackson Blvd., Chicago, 111:
Board Chairman—Harry E. Callaway, Thearle Music Co., San Diego, Calif.
A M. C. Trustee—Frank O Wilking, Wilking Music Co., Indianapolis, Ind.
D I R E C T O R S :
For 3 years—Earl Campbell, Campbell Music Co, Washington, D. C.
Thos. J. Holland, Glen Bros. Music Co., Salt Lake City, Utah
James F. Maroney, Thos. Goggan
Oliver H. Ross, Jr., O. H. Ross Piano Co., Ft. Worth, Tex.
R. W. Schirrmg, Halle Brothers Co., Clevland, Ohio
Rudolph Siegling, Siegling Music House, Charleston, S. C.
H. J. Sneller, Sneller Music Co., Minneapolis, Minn.
For 2 years—Charles B. Adams, Adams Music Co, Peoria, 111.
J. A. Brown, Brown Music Company, Jackson, Miss.
E. E. Forbes, Sr., Forbes Piano Co., Birmingham, Ala.
E. R. McDuff, Grinnell Brothers, Detroit, Mich.
Chas. O. Morgan, Morgan Piano Co., Miami, Fla.
Emory Penny, Penny-Owlsev Music Co., Los Angeles, Calif.
Wm. H. Schmoller II, Schmoller-Mueller Piano Co., Omaha, Nebr.
Wm. R. Steinway, Steinway & Sons, New York, N. Y.
For 1 year — Perry Avery, Avery Piano Co., Providence, R, I.
Ted Brown, Brown's Music House, Tacoma, Wash.
Arthur E. Godfrey, Williams Piano Co., Sioux Falls, S D.
R. O. Grassmueck, Grassmueck Music House, Pasadena, Calif.
Parker M. Harris, Philip Werlein, Ltd., New Orleans, La.
John H. Trour J. H. Troup Music House, Lancaster, Pa.
Russell B. Wells, C. E. Wells Music Co., Denver, Colo.
Frank O. Wilking, Wilking Music Co., Indianapolis, Ind.
than those of anyone else. As a matter
of fact, they are identical, and they
are all summed up in one word—sell-
ing. There isn't a problem you have,
whether it's product or programs, in-
dustry, labor or public relations that
does not involve selling. It's all a sales
job. You've had these problems be-
fore, and you're going to have them
again. Anybody who knows anything
about selling knows you are never
through—nothing in business is ever
permanent.
"If I can, I want to sell you an
idea—a very simple idea. It is tied
up in the title I picked for this talk
of mine—USE IT OR LOSE IT.
"When spring comes, many of you
get out the spade and the lawn mower
and go to work on the yard. The next
day you're stiff and sore but that does
not surprise you. After all, why not
after sitting around all winter; your
muscles are bound to react that way
because you haven't been using them.
Neither do you expect to play a very
good game of golf your first time out.
You haven't been practicing so when
you get licked it doesn't concern you
too much. Well, apply this reasoning
to selling. If you don't use what you
know, aren't you in danger of losing
out?
Who Knows All the Answers
"Too many of us who have been in
business for a long time think we know
all the answers. If you think that,
you're dead wrong. Remember this:
None of us is smart enough to remem-
ber all we know. We must constantly
re-study, re-learn, reconsider. Take a
look at everything you are doing. It
doesn't do any good to have knowl-
edge if you are not using it. passing
what you know along to others. It
doesn't do any good to have knowl-
edge of a market, of how many people
there are and how much they have, if
you don't do something about it. Of
course you have problems, but you
also have the know-how to solve those
problems. There isn't any problem in
business that cannot be solved if we
use what we know—put the knowledge
we have to work for us.
Associated Strength
"You are banded together in this as-
sociation and that is a wonderful
thing. Because of this open exchange
of ideas that you enjoy, your strength
is increased a thousand-fold. You can
make your voices heard in situations
where an individual voic? would be
lost. But you must never lose sight of
the fact that what we do as individuals
will spell out what we become in the
end. Everything that has happened in
your business and mine, every im-
provement and all progress we have
made, has come about because of some
little fellow who used what he had.
"Take a look at everything you are
doing. Common sense will tell you
when you are going wrong. And don't
leave your opportunities for success to
chance. Study and re-study everything
you have ever learned about good
salesmanship. You've got what it takes,
but most of you are not using it. And
if you don't use what you know, you
are in danger of losing our most
precious freedom of all—a freedom
that we Americans alone enjoy—the
freedom from tradition that permits us
to try something new, do something a
different way. Don't be afraid because
you're a "little guy." The yeast, the
ferment that spells progress in all
business still comes from the little fel-
low who has courage and imagination;
who is willing to take a chance on
testing a new and different way of
doing business.
"Sure here and there somebody gets
hurt—goes broke. But more often
there is a success story to tell. I don't
know what 1954 will hold for you. but
I will make this prediction. It will be
definitely better, not alone for you
and the people who work for you, but
for your communities and the people
you serve if you use what you have.
"So. I say to you with all the ear-
nestness at my command, 'USE IT OR
LOSE IT.' "
Annual Meeting
At the annual meeting of the N.A.
M.M. held Tuesday, July 14th eight
new directors were elected. These in-
clude: H. J. Sneller, Sneller Music
Co., Minneapolis, Minn.; R. W. Shir-
ring, Halle Bros., Co., Cleveland, 0.;
Thomas J. Holland, Glen Bros. Music
Co., Salt Lake City, Utah; Rudolph
Siegling, Siegling Music House, Inc.,
Charleston, S. C ; Ben. E. Neal, Neal-
Clark-Neal, Buffalo. N. Y. ; Oliver H.
Ross Jr., Oliver H. Ross Piano Co.,
Fort Worth, Tex.; James F. Maroney,
Thomas Coggan & Bros.. Houston.
Texas, and Earl Campbell. Campbell
Music Co.. Washington, D. C.
Wells Elected President
At the meeting of the Directors Rus-
sell B. Wells, Denver. Colo., was
elected president for 1953-54. He suc-
ceeds Harry E. Callaway of San Diego,
Calif., who became chairman of the
board of the Association.
Mr. Wells is president of the Charles
E. Wells Music Co., which has stores
in Cheyenne and Casper, Wyo., as well
as in Denver. Earl Campbell, presi-
dent of Campbell Music Co.. Washing-
ton, D. C, was elected vice-president
of the Association, the post filled by
Mr. Wells during the past year.
Paul E. Murphy, treasurer of M.
Steinert & Sons, Boston, Mass., was
chosen secretary, succeeding Ben. F.
Duvall of Chicago. Parker M. Harris,
president of Philip Werlein. Ltd.. New
(Turn to page 12)
THE MUSIC TRADE REVIEW, AUGUST, 1953
NATIONAL ASSOCIATION OF MUSIC MERCHANTS
OFFICERS and DIRECTORS — 1953 • 1954
President—Russell B. Wells, C E. Wells Music Co., Denver, Colo.
Vice-President—Earl Campbell, Campbell Music Co., Washington, D. C.
Secretary—Paul E. Murphy, M. Steinert & Sons, Boston, Mass.
Treasurer—Parker M. Harris, Philip Werlein, Ltd., New Orleans, La.
Executive Secretary—Wm. R. Gard, 28 E. Jackson Blvd., Chicago, 111:
Board Chairman—Harry E. Callaway, Thearle Music Co., San Diego, Calif.
A M. C. Trustee—Frank O Wilking, Wilking Music Co., Indianapolis, Ind.
D I R E C T O R S :
For 3 years—Earl Campbell, Campbell Music Co, Washington, D. C.
Thos. J. Holland, Glen Bros. Music Co., Salt Lake City, Utah
James F. Maroney, Thos. Goggan
Oliver H. Ross, Jr., O. H. Ross Piano Co., Ft. Worth, Tex.
R. W. Schirrmg, Halle Brothers Co., Clevland, Ohio
Rudolph Siegling, Siegling Music House, Charleston, S. C.
H. J. Sneller, Sneller Music Co., Minneapolis, Minn.
For 2 years—Charles B. Adams, Adams Music Co, Peoria, 111.
J. A. Brown, Brown Music Company, Jackson, Miss.
E. E. Forbes, Sr., Forbes Piano Co., Birmingham, Ala.
E. R. McDuff, Grinnell Brothers, Detroit, Mich.
Chas. O. Morgan, Morgan Piano Co., Miami, Fla.
Emory Penny, Penny-Owlsev Music Co., Los Angeles, Calif.
Wm. H. Schmoller II, Schmoller-Mueller Piano Co., Omaha, Nebr.
Wm. R. Steinway, Steinway & Sons, New York, N. Y.
For 1 year — Perry Avery, Avery Piano Co., Providence, R, I.
Ted Brown, Brown's Music House, Tacoma, Wash.
Arthur E. Godfrey, Williams Piano Co., Sioux Falls, S D.
R. O. Grassmueck, Grassmueck Music House, Pasadena, Calif.
Parker M. Harris, Philip Werlein, Ltd., New Orleans, La.
John H. Trour J. H. Troup Music House, Lancaster, Pa.
Russell B. Wells, C. E. Wells Music Co., Denver, Colo.
Frank O. Wilking, Wilking Music Co., Indianapolis, Ind.
than those of anyone else. As a matter
of fact, they are identical, and they
are all summed up in one word—sell-
ing. There isn't a problem you have,
whether it's product or programs, in-
dustry, labor or public relations that
does not involve selling. It's all a sales
job. You've had these problems be-
fore, and you're going to have them
again. Anybody who knows anything
about selling knows you are never
through—nothing in business is ever
permanent.
"If I can, I want to sell you an
idea—a very simple idea. It is tied
up in the title I picked for this talk
of mine—USE IT OR LOSE IT.
"When spring comes, many of you
get out the spade and the lawn mower
and go to work on the yard. The next
day you're stiff and sore but that does
not surprise you. After all, why not
after sitting around all winter; your
muscles are bound to react that way
because you haven't been using them.
Neither do you expect to play a very
good game of golf your first time out.
You haven't been practicing so when
you get licked it doesn't concern you
too much. Well, apply this reasoning
to selling. If you don't use what you
know, aren't you in danger of losing
out?
Who Knows All the Answers
"Too many of us who have been in
business for a long time think we know
all the answers. If you think that,
you're dead wrong. Remember this:
None of us is smart enough to remem-
ber all we know. We must constantly
re-study, re-learn, reconsider. Take a
look at everything you are doing. It
doesn't do any good to have knowl-
edge if you are not using it. passing
what you know along to others. It
doesn't do any good to have knowl-
edge of a market, of how many people
there are and how much they have, if
you don't do something about it. Of
course you have problems, but you
also have the know-how to solve those
problems. There isn't any problem in
business that cannot be solved if we
use what we know—put the knowledge
we have to work for us.
Associated Strength
"You are banded together in this as-
sociation and that is a wonderful
thing. Because of this open exchange
of ideas that you enjoy, your strength
is increased a thousand-fold. You can
make your voices heard in situations
where an individual voic? would be
lost. But you must never lose sight of
the fact that what we do as individuals
will spell out what we become in the
end. Everything that has happened in
your business and mine, every im-
provement and all progress we have
made, has come about because of some
little fellow who used what he had.
"Take a look at everything you are
doing. Common sense will tell you
when you are going wrong. And don't
leave your opportunities for success to
chance. Study and re-study everything
you have ever learned about good
salesmanship. You've got what it takes,
but most of you are not using it. And
if you don't use what you know, you
are in danger of losing our most
precious freedom of all—a freedom
that we Americans alone enjoy—the
freedom from tradition that permits us
to try something new, do something a
different way. Don't be afraid because
you're a "little guy." The yeast, the
ferment that spells progress in all
business still comes from the little fel-
low who has courage and imagination;
who is willing to take a chance on
testing a new and different way of
doing business.
"Sure here and there somebody gets
hurt—goes broke. But more often
there is a success story to tell. I don't
know what 1954 will hold for you. but
I will make this prediction. It will be
definitely better, not alone for you
and the people who work for you, but
for your communities and the people
you serve if you use what you have.
"So. I say to you with all the ear-
nestness at my command, 'USE IT OR
LOSE IT.' "
Annual Meeting
At the annual meeting of the N.A.
M.M. held Tuesday, July 14th eight
new directors were elected. These in-
clude: H. J. Sneller, Sneller Music
Co., Minneapolis, Minn.; R. W. Shir-
ring, Halle Bros., Co., Cleveland, 0.;
Thomas J. Holland, Glen Bros. Music
Co., Salt Lake City, Utah; Rudolph
Siegling, Siegling Music House, Inc.,
Charleston, S. C ; Ben. E. Neal, Neal-
Clark-Neal, Buffalo. N. Y. ; Oliver H.
Ross Jr., Oliver H. Ross Piano Co.,
Fort Worth, Tex.; James F. Maroney,
Thomas Coggan & Bros.. Houston.
Texas, and Earl Campbell. Campbell
Music Co.. Washington, D. C.
Wells Elected President
At the meeting of the Directors Rus-
sell B. Wells, Denver. Colo., was
elected president for 1953-54. He suc-
ceeds Harry E. Callaway of San Diego,
Calif., who became chairman of the
board of the Association.
Mr. Wells is president of the Charles
E. Wells Music Co., which has stores
in Cheyenne and Casper, Wyo., as well
as in Denver. Earl Campbell, presi-
dent of Campbell Music Co.. Washing-
ton, D. C, was elected vice-president
of the Association, the post filled by
Mr. Wells during the past year.
Paul E. Murphy, treasurer of M.
Steinert & Sons, Boston, Mass., was
chosen secretary, succeeding Ben. F.
Duvall of Chicago. Parker M. Harris,
president of Philip Werlein. Ltd.. New
(Turn to page 12)
THE MUSIC TRADE REVIEW, AUGUST, 1953
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