Presto
Issue: 1923 1947 - Page 25
25
PRESTO
November 17, 1923
SHEET MUSIC TRADE
TO PUBLISHERS
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
THE COMBINED CIRCULATION
OF PRESTO (EST. 1884), AND MUS-
ICAL TIMES (EST. 1881), IS BY FAR
THE LARGEST IN THE FIELD OF
THE MUSIC TRADE. COMBINA-
TION RATES OF SPECIAL AT-
TRACTIVENESS FOR ADVERTIS-
ING SPACE IN BOTH PAPERS
WILL BE MADE TO MUSIC PUB-
LISHERS.
This department is designed to advance the sales
of sheet music, and give any current information in
the Sheet Music Trade.
This publication believes that Sheet Music will
pay the dealer, just as any other commodity pays
those who merchandise it properly.
The conductor of this department will review
any numbers that are sent in for the purpose. It is
not the intent to criticise, but to review these offer-
ings, giving particular information of the theme and
a description of the musical setting of the number
discussed.
Address all communications to Conductor Sheet
Music Dept., Presto. 407 S. Dearborn, Chicago, 111.
SHEET MUSIC PRICES
In Letter to Trade from National Association
of Sheet Music Dealers, Views of
Officials Are Conveyed.
The National Association of Sheet Music Dealers
has addressed general letter No. 1 to the sheet music
trade under a November date. In it are the views
of President Edward R. Little and three of the
directors on subjects of general interest to the sheet
music trade. The subjects which were suggested for
discussion in this, the first general letter to the trade,
are the following:
(1) The extending to dealers of the on sale privi-
leges and long-time credits that publishers offer to
schools and teachers. (2) Co-operation between pub-
lishers and dealers on special price offers, new issues,
complimentary music and advertising. (3) Whole-
sale rates on popular music that are at least as favor-
able to music dealers as to syndicates. (4) Assistance
to our committees and the Music Industries Cham-
ber of Commerce in the carrying on of the associa-
tion's work. (5) The organization of local sheet music
associations and their affiliation with the National
Association. (6) The need of the utmost publicity for
the National Association.
"It is said that publishers can offer long-time
credits at retail but not at wholesale,'' the letter goes
on to say. '"This means that they must sacrifice the
wholesale profit for the advertising secured through
sending music on sale. Retailers also need adver-
tising. No concern can get all the business. Dis-
tribution is the biggest problem that confronts
modern business. The chief cause of trouble in the
retail sheet music business has been the unfair com-
petition of music publishers.
"The earnest interest that music publishers are
taking in the subject of prices is reflected in the three
resolutions which were passed at the meeting before
Federal Trade Commissioner Van Fleet, October
2nd, 1923, as follows: 'That the proper method is to
print on music the actual retail selling prices; that
the benefit to the public is not sufficient to justify the
expense of the change; that the music publishers will
accede heartily to the final decision of the Federal
Trade Commission on the subject of retail prices
and will assist in the carrying out of the same.' "
Here are views expressed by officers and directors
in special letters:
E. P. Little, president—I believe it is advisable for
every retail sheet music dealer to co-operate with the
publishers on "special price" offers on their new issues
and even in the issuance of complimentary music, for
by so doing they will hold their retail trade. We arc
all constantly on the lookout for new sales avenues
and new issues properly handled will increase sales
considerably through "the old channels.
Jos. M. Priaulx, director—Any town having two
or more dealers should be requested to form a local
association and keep secretary of our National As-
sociation posted as to their doings. If officers and
members of local associations will only work with
officers and directors of National Association same
will naturally cause much publicity. I very much
doubt that publishers would seek a representation
of their goods other than through the dealer if dealer
would show a greater interest in standard and edu-
cational works.
S. Ernest Philpitt, director—I see no reason why
the dealer should not enjoy every privilege that the
publisher offers to schools and teachers and then
some, for surely the dealer is entitled to be con-
sidered as the representative of the publisher. In
my estimation the publisher has no right to solicit or
receive retail business over a dealer's head. The
small dealer will always" be a small dealer if the
publishers continue to discriminate against him by
favoring syndicates with a better wholesale rate.
EMIL H. PFLOCK WINNER
First Prize in National Association of Sheet
Music Dealers' Membership Contest Goes
to Boston Traveling Man.
Mr. Emil H. Pflock. the traveling representative of
the Boston Music Co., has been awarded the first
prize by the National Association of Sheet Music
Dealers in the new membership contest between trav-
eling salesmen for the season of 1922-1923. The prize
is a fine silver loving cup, presented by S. Ernest
Philpitt, of S. Ernest Philpitt & Son, Jacksonville,
Tampa, Miami, St. Petersburg and Orlando, Florida,
and Washington, D. C. Mr. Philpitt was the pre-
decessor of Edward P. Little in the presidency of
the association. A large increase in membership has
been the result of Mr. Philpitt's generous prize offer
and the splendid co-operation of the traveling men in
the employ of the music publishers.
Other salesmen who deserve honorable mention in
extending the membership and influence of the Na-
tional Association of Sheet Music Dealers are Joseph
M. Skilton, of G. Schirmer, Inc.; George W. Fur-
ness, of the Oliver Ditson Company; Charles A.
Keller, of the Lorenz Publishing Co.; Arthur Hauser,
of Carl Fischer, Inc.; E. C. Howell, of Enoch & Son,
and Holmes R. Maddock, of Whaley, Royce & Co.,
Ltd., Toronto.
Mr. Philpitt and Mr. Little also brought in new
members. Mr. Little would have been a close com-
petitor for first place had he been eligible. Although
a salesman of no ordinary ability and a traveler with
many thousand miles to his credit, Mr. Little's offi-
cial position is that of manager of the sheet music
department of Sherman. Clay & Co., San Francisco,
and its branch houses.
In past years, when there was no prize for which to
strive, the sheet music travelers have not stinted their
efforts in behalf of the association. These salesmen
have been •selling to the retail sheet music trade the
idea of co-operation for the common good of all.
That a higher standard prevails in the sheet music
business than did beforc the organization of the Na-
tional Association of Sheet Music Dea'ers is obvious
to all.
Sheet music dealers are awake to the possibilities
that lie within their grasp. They have joined hands
with all the other music industries in the great cause
of the advancement of music. Music publishers are
competing less and less for business by mail that
rightfully belongs to the man on the ground. The
day is not far off when the retail music dealer will be
the only means of distribution of sheet music, with
the exception, perhaps, of the publications of those
houses whose business will be mail orders exclusively.
SHEET MUSIC TRADE NOTES
A Few Items Interestiner to People in Sheet Music
Department Are Printed.
Mary Hutton is opening up a music store in Clin-
ton. Iowa.
,
A good many of the smaller piano stores
are putting in sheet music counters. They
supply the income with which to pay an
extra clerk to keep shop while the "boss" is
out closing piano sales.
There is talk of a general catalogue of
sheet music. It is needed. The. first enter-
prise of the kind developed away back in the
seventies. It is today impossible to locate
the publishers of about one-half of the prints.
How are you to stop the cry against
"smut" in the pop song field when publishers
persist in putting forth such titles as "It
Tickles Me to Tickle You"? A. J. Hunt,
of Altoona, Pa., has such a song. But who
would care to sing it, or even to look at so
silly a number?
Arthur Bros., of Detroit, is a music pub-
and make your own conditions instead of being
lishing rirm that is doing some good work.
at the mercy of them.
100%
"Songbird" is meeting with great success,
PROFIT
THE BIGGEST CASH REGISTER CATALOGUE
and it is beautifully gotten up.
YOU CAN HANDLE
"Lonesome and Blue" is the title of the
Rings the bell, like a bill collector
very latest "blues." It is from the press of
BIG PROFITS — QUICK SALES — BIGGER BUSINESS
the National Music Co., of Milwaukee, and
There is no loss on any HEARST Song. All
is having a remarkable run. It seems to
unsold copies fully returnable
have jumped into popularity and is to be had
Prices F. O. B. Nearest Office:
on any of the big player rolls.
100 of one Song
14'ic,
H P YOUR CASH REGISTER
VA/G/A/G
HEARST MUSIC
STANDA
POPULAR
INSTRUMENTAL/
100 Assorted .
Less than 100. 15c
Write for Catalogue
Featuring HEARST Music is likv making love to a
Widow—You can't overdo it!
IVIfl\A/ from your Jobber or any of tha follow-
IMUW
ing Offices
HEARST
16SS Broadway, NEW YORK
MUSIC
PUBLISHERS
OF CANADA LTD.
Phoenix Bid*., WINNIPEG
199 Yong« St., TORONTO
BERNARD BROWN'S LATEST.
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
.
)
Louis Mack, who has his sheet music de-
partment in the Wiley B. Allen store in
Portland, Ore., received an autographed
copy of Bernard Brown's new composition',
"Little White Moon," from the composer
and publisher. Mr. Mack predicts that the
song will be a great hit, as his former songs,
"Baby" and "All For You," which were
a great success with the Portland music
lovers. •
PRESTO
November 17, 1923
SHEET MUSIC TRADE
TO PUBLISHERS
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
THE COMBINED CIRCULATION
OF PRESTO (EST. 1884), AND MUS-
ICAL TIMES (EST. 1881), IS BY FAR
THE LARGEST IN THE FIELD OF
THE MUSIC TRADE. COMBINA-
TION RATES OF SPECIAL AT-
TRACTIVENESS FOR ADVERTIS-
ING SPACE IN BOTH PAPERS
WILL BE MADE TO MUSIC PUB-
LISHERS.
This department is designed to advance the sales
of sheet music, and give any current information in
the Sheet Music Trade.
This publication believes that Sheet Music will
pay the dealer, just as any other commodity pays
those who merchandise it properly.
The conductor of this department will review
any numbers that are sent in for the purpose. It is
not the intent to criticise, but to review these offer-
ings, giving particular information of the theme and
a description of the musical setting of the number
discussed.
Address all communications to Conductor Sheet
Music Dept., Presto. 407 S. Dearborn, Chicago, 111.
SHEET MUSIC PRICES
In Letter to Trade from National Association
of Sheet Music Dealers, Views of
Officials Are Conveyed.
The National Association of Sheet Music Dealers
has addressed general letter No. 1 to the sheet music
trade under a November date. In it are the views
of President Edward R. Little and three of the
directors on subjects of general interest to the sheet
music trade. The subjects which were suggested for
discussion in this, the first general letter to the trade,
are the following:
(1) The extending to dealers of the on sale privi-
leges and long-time credits that publishers offer to
schools and teachers. (2) Co-operation between pub-
lishers and dealers on special price offers, new issues,
complimentary music and advertising. (3) Whole-
sale rates on popular music that are at least as favor-
able to music dealers as to syndicates. (4) Assistance
to our committees and the Music Industries Cham-
ber of Commerce in the carrying on of the associa-
tion's work. (5) The organization of local sheet music
associations and their affiliation with the National
Association. (6) The need of the utmost publicity for
the National Association.
"It is said that publishers can offer long-time
credits at retail but not at wholesale,'' the letter goes
on to say. '"This means that they must sacrifice the
wholesale profit for the advertising secured through
sending music on sale. Retailers also need adver-
tising. No concern can get all the business. Dis-
tribution is the biggest problem that confronts
modern business. The chief cause of trouble in the
retail sheet music business has been the unfair com-
petition of music publishers.
"The earnest interest that music publishers are
taking in the subject of prices is reflected in the three
resolutions which were passed at the meeting before
Federal Trade Commissioner Van Fleet, October
2nd, 1923, as follows: 'That the proper method is to
print on music the actual retail selling prices; that
the benefit to the public is not sufficient to justify the
expense of the change; that the music publishers will
accede heartily to the final decision of the Federal
Trade Commission on the subject of retail prices
and will assist in the carrying out of the same.' "
Here are views expressed by officers and directors
in special letters:
E. P. Little, president—I believe it is advisable for
every retail sheet music dealer to co-operate with the
publishers on "special price" offers on their new issues
and even in the issuance of complimentary music, for
by so doing they will hold their retail trade. We arc
all constantly on the lookout for new sales avenues
and new issues properly handled will increase sales
considerably through "the old channels.
Jos. M. Priaulx, director—Any town having two
or more dealers should be requested to form a local
association and keep secretary of our National As-
sociation posted as to their doings. If officers and
members of local associations will only work with
officers and directors of National Association same
will naturally cause much publicity. I very much
doubt that publishers would seek a representation
of their goods other than through the dealer if dealer
would show a greater interest in standard and edu-
cational works.
S. Ernest Philpitt, director—I see no reason why
the dealer should not enjoy every privilege that the
publisher offers to schools and teachers and then
some, for surely the dealer is entitled to be con-
sidered as the representative of the publisher. In
my estimation the publisher has no right to solicit or
receive retail business over a dealer's head. The
small dealer will always" be a small dealer if the
publishers continue to discriminate against him by
favoring syndicates with a better wholesale rate.
EMIL H. PFLOCK WINNER
First Prize in National Association of Sheet
Music Dealers' Membership Contest Goes
to Boston Traveling Man.
Mr. Emil H. Pflock. the traveling representative of
the Boston Music Co., has been awarded the first
prize by the National Association of Sheet Music
Dealers in the new membership contest between trav-
eling salesmen for the season of 1922-1923. The prize
is a fine silver loving cup, presented by S. Ernest
Philpitt, of S. Ernest Philpitt & Son, Jacksonville,
Tampa, Miami, St. Petersburg and Orlando, Florida,
and Washington, D. C. Mr. Philpitt was the pre-
decessor of Edward P. Little in the presidency of
the association. A large increase in membership has
been the result of Mr. Philpitt's generous prize offer
and the splendid co-operation of the traveling men in
the employ of the music publishers.
Other salesmen who deserve honorable mention in
extending the membership and influence of the Na-
tional Association of Sheet Music Dealers are Joseph
M. Skilton, of G. Schirmer, Inc.; George W. Fur-
ness, of the Oliver Ditson Company; Charles A.
Keller, of the Lorenz Publishing Co.; Arthur Hauser,
of Carl Fischer, Inc.; E. C. Howell, of Enoch & Son,
and Holmes R. Maddock, of Whaley, Royce & Co.,
Ltd., Toronto.
Mr. Philpitt and Mr. Little also brought in new
members. Mr. Little would have been a close com-
petitor for first place had he been eligible. Although
a salesman of no ordinary ability and a traveler with
many thousand miles to his credit, Mr. Little's offi-
cial position is that of manager of the sheet music
department of Sherman. Clay & Co., San Francisco,
and its branch houses.
In past years, when there was no prize for which to
strive, the sheet music travelers have not stinted their
efforts in behalf of the association. These salesmen
have been •selling to the retail sheet music trade the
idea of co-operation for the common good of all.
That a higher standard prevails in the sheet music
business than did beforc the organization of the Na-
tional Association of Sheet Music Dea'ers is obvious
to all.
Sheet music dealers are awake to the possibilities
that lie within their grasp. They have joined hands
with all the other music industries in the great cause
of the advancement of music. Music publishers are
competing less and less for business by mail that
rightfully belongs to the man on the ground. The
day is not far off when the retail music dealer will be
the only means of distribution of sheet music, with
the exception, perhaps, of the publications of those
houses whose business will be mail orders exclusively.
SHEET MUSIC TRADE NOTES
A Few Items Interestiner to People in Sheet Music
Department Are Printed.
Mary Hutton is opening up a music store in Clin-
ton. Iowa.
,
A good many of the smaller piano stores
are putting in sheet music counters. They
supply the income with which to pay an
extra clerk to keep shop while the "boss" is
out closing piano sales.
There is talk of a general catalogue of
sheet music. It is needed. The. first enter-
prise of the kind developed away back in the
seventies. It is today impossible to locate
the publishers of about one-half of the prints.
How are you to stop the cry against
"smut" in the pop song field when publishers
persist in putting forth such titles as "It
Tickles Me to Tickle You"? A. J. Hunt,
of Altoona, Pa., has such a song. But who
would care to sing it, or even to look at so
silly a number?
Arthur Bros., of Detroit, is a music pub-
and make your own conditions instead of being
lishing rirm that is doing some good work.
at the mercy of them.
100%
"Songbird" is meeting with great success,
PROFIT
THE BIGGEST CASH REGISTER CATALOGUE
and it is beautifully gotten up.
YOU CAN HANDLE
"Lonesome and Blue" is the title of the
Rings the bell, like a bill collector
very latest "blues." It is from the press of
BIG PROFITS — QUICK SALES — BIGGER BUSINESS
the National Music Co., of Milwaukee, and
There is no loss on any HEARST Song. All
is having a remarkable run. It seems to
unsold copies fully returnable
have jumped into popularity and is to be had
Prices F. O. B. Nearest Office:
on any of the big player rolls.
100 of one Song
14'ic,
H P YOUR CASH REGISTER
VA/G/A/G
HEARST MUSIC
STANDA
POPULAR
INSTRUMENTAL/
100 Assorted .
Less than 100. 15c
Write for Catalogue
Featuring HEARST Music is likv making love to a
Widow—You can't overdo it!
IVIfl\A/ from your Jobber or any of tha follow-
IMUW
ing Offices
HEARST
16SS Broadway, NEW YORK
MUSIC
PUBLISHERS
OF CANADA LTD.
Phoenix Bid*., WINNIPEG
199 Yong« St., TORONTO
BERNARD BROWN'S LATEST.
Enhanced content © 2008-2009 and presented by MBSI - The Musical Box Society International (www.mbsi.org) and the International Arcade Museum (www.arcade-museum.com).
All Rights Reserved. Digitized from the archives of the MBSI with support from NAMM - The International Music Products Association (www.namm.org).
Additional enhancement, optimization, and distribution by the International Arcade Museum. An extensive collection of Presto can be found online at http://www.arcade-museum.com/library/
.
)
Louis Mack, who has his sheet music de-
partment in the Wiley B. Allen store in
Portland, Ore., received an autographed
copy of Bernard Brown's new composition',
"Little White Moon," from the composer
and publisher. Mr. Mack predicts that the
song will be a great hit, as his former songs,
"Baby" and "All For You," which were
a great success with the Portland music
lovers. •
Future scanning projects are planned by the International Arcade Museum Library (IAML).