The talking machine world (July-Sept 1921)

August 15, 1921 THE TALKING MACHINE WORLD 129 LMSWORLIVMIISI MOVING OF SURPLUS MUSIC STOCK How the Dealer May Secure Co-operation ol Publisher in Cleaning Up Slow Sellers Much has been said regarding the co-operation of the sheet music publishers with the talking machine trade and the extent of the "tie-ups" that have been arranged by mutual agreement is quite remarkable. This holds true of publishers co-operating with the manufacturer, distributor and dealer, but one very important channel through which a publisher may lend aid to the retail dealer has, to a great extent, been overlooked. We refer particularly to the dealer or dealers in a given locality who find his or their shelves with a surplus stock of popular titles. By requesting the aid of the publisher of the number it is often possible to have the publisher make a special campaign in the territory on the title or titles which it is sought to move and thus create a special demand. In the large trade centers many of the publishers have cither branch offices or representatives and in such localities the publishers' representatives, upon being informed of the desire upon the part of the dealer to move a certain number, will see to it that the orchestras, including those of the dance, motion picture bouses and theatres, and very often some vaudeville performers, are persuaded to make a feature of a song for a short period. The dealer or dealers, by giving the record a window display at the same time and by other co-operation "hooking up" with the special drive, find tlici stock of the shori period. song In smaller communities of a size that would not justify the publisher sending on a special campaign manager the dealer can carry out such a campaign on his own behalf and in this he will have the co-operation of the home or branch publishing offices. The following is the method that should be pursued in such instances. Finding a surplus slock upon bis shelves the dealer makes note of the number of orchestras in his city that in a given week are to be active. He then semis to the publisher, explains his proposed campaign and requests that the publisher forward him orchestrations for the various organizations that will lend their support to his campaign. He will find the publishers will readily respond, as will, too, the orchestras in his home city. The depleted in a latter will feel gratified to know that they a to be the means of assisting in a successful cat paign goods. ihich elicves a local dealer of : irplus : has only been in recent months that talking machine record dealers have been acquainted with what it means to have a surplus stock of popular numbers and to some this has opened up a new problem. However, if the record titles are the copyrighted works published by a hading publishing house there need be no great amount of worry as to their salability, for arrangements, as outlined above, will quickly move the dead stock and also be the means of adding to the activity of the Store, which, of course, can cash in on the campaign in other directions. Briefly put, dealers will find it most profitable to get in touch with publishers when they have sales problems to solve. LOUIS BERNSTEIN NOW PRESIDENT TED BARRON WITH BROADWAY CORP. At the recent annual election of the Music Publishers' Protective Association Louis Bernstein was elected president; Saul Bornstcin. vice-president; Joe Keit, secretary, and Charles K. Harris was continued in the office of treas Tcd Barron, the well-known songwriter and former head of a music publishing company, but who during the past year has not been actively interested in the sheet music field, has joined the Broadway Music Corp. as manager of the orchestra department. "LAND OF MINE" SUNG AT PAGEANT JACK MILLS, INC., GET S RIGHTS J. G. MacDcrmid's "Land of Mine" was sung by 10,000 voices at the Pageant of Progress in Chicago, which was celebrated July 31 to August 14. ''Land of Mine" is published by Forster, Music Publisher. Inc. Jack Mills, Inc., has secured the exclusive publication rights for Zcz Confrey's scries of piano solos, These numbers arc one of the features of the Brunswick records and his "Kitten on the Keys" is nationally known. ZheTfostZa/AedJSoutSong s/WMISSOURI WALTZ" "MISSISSIPPI CRADLE