MMR April 2012

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w w w. m m r m a g a z i n e . c o m

April 2012

Guitar Technology:

The Future is Now(?) Survey:

Print Music Trends Gibson’s Henry Juszkiewicz:

On the Record

NEW, MMR iPad APP NOW AVAILABLE

Contents APRIL 2012 VOL.171 NO. 4

32 Spotlight: Guitar Technology: The Future is Now (?)

MMR speaks to guitar companies and retailers across the industry about new trends toward selftuning guitars, synth guitar hybrids, and other attempts to integrate old-fashioned axes with the latest technology. Cover photo: Godin RG-3

28 Upfront Q&A: Music & Arts’ Kenny O’Brien

50 Survey: Reading the Fine Print

MMR speaks with the CEO of Band & Orchestra giant Music & Arts on its 60th anniversary about his changing strategies since the days when his father founded the company in 1952.

54 Fretted: Smooth Sailing

44 Stomping Ground: Guitar Effects Pedals A special spotlight on a few fresh, handpicked stompboxes.

48 On the Record: Gibson CEO Henry Juszkiewicz After he recently found his company at the center of an industry-wide controversy surrounding the federal government’s Lacey Act, Henry Juszkiewicz has become a de facto spokesperson for those struggling against the act’s restrictions. He speaks candidly here about the latest developments in this ongoing saga.

The results of a far-reaching reader poll about the changing landscape of the Print Music market.

Manufacturing veteran George “Pete” Duane, Jr. talks about a lifetime in the business with Chem-Pak and FingerEase.

56 Retailers Powering Up

In every issue: 4 6 22 24 64 70 74 80

Editorial Upfront People Financial New Products Supplier Scene Classifieds Advertisers’ Index

Through Turnkey Tech Solutions Retail Up! reps Bee Bantug and Gordon O’Hara give MMR a tour through the possibilities of full-service web and data solutions for retailers.

60 Fresh Faces: Vic’s Drum Shop A Chicago icon opens shop.

www.mmrmagazine.com MMR Musical Merchandise Review® (ISSN 0027-4615) founded in 1879, is published monthly by Symphony Publishing, LLC, 21 Highland Circle, Suite 1, Needham, MA 02494 (781)453-9310, publisher of School Band and Orchestra, Choral Director, Music Parents America and JazzEd. All titles are federally registered trademarks and/or trademarks of Symphony Publishing, LLC. Subscription Rates: U.S.A., US possessions, one year $32; two years $40. Canada one year $80; all other countries one year $159. Single issues $5 each. May Supplier Directory $35. Periodical-Rate Postage Paid at Boston, MA and additional mailing offices. POSTMASTER/SUBSCRIBERS: Send address change to Musical Merchandise Review, P.O. Box 8548, Lowell, MA 01853. Periodicals circulation is directed to music dealers and retailers, wholesalers and distributors, importers and exporters and manufacturers of all types of musical instruments and their accessories, related electronic sound equipment, general musical accessories, musical publications and teaching aides. The publishers of this magazine do not accept responsibility for statements made by their advertisers in business competion. No portion of this issue may be reproduced without the written permission of the publisher. Copyright ©2012 by Symphony Publishing, LLC, all rights reserved. Printed in USA.

2 MMR

APRIL 2012

Portaffordable.

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Editorial Sidney Davis

Volume 171 Number 4 April 2012

Target Marketing

PUBLISHER Sidney L. Davis sdavis@symphonypublishing.com

Anyone in sales can relate to the character of Shelley Levene, the role played by Jack Lemmon in the classic American drama, Glengarry Glen Ross. In brief, the film depicts two days in the lives of four real estate salesmen and how they become desperate when the corporate office sends a representative to “motivate” them by announcing that, in one week, all except the two top salesmen will be fired. Shelley, a once-successful salesman, now down on his luck, is desperate for the “good” Glengarry leads. To quote business consultant Barry Graubart, “For a salesperson, consistent lead development remains the Holy Grail.” In an earlier period I can recall salesmen on our own staff shuffling through 3x5 cards looking for the good leads, later replaced by the more compact Rolodex. While some businesses remain in the cold call development (“We are looking for 50 houses that need aluminum siding?”) bar coding and the computer have developed lead information into an art form. Purchase an aspirin and become inundated with messages and coupons for all types of analgesics, pain, and cold remedies. Closer to home, charge a music book or a metronome and one can imagine how marketable the information is for variety of companies, both in and out of the industry. Based on a recent article in the New York Times, Target has gone one step beyond in identifying “a good lead,” citing how they go about identifying parents-to-be. The piece notes that Target assigns every customer an ID number based on their credit card. That then becomes a file of information compiling a history of everything purchased, which they collate with other demographic information. As an example, they compare this data with other women who had previously signed up for Target baby registries and analyze similar purchasing patterns. Target sets up a pregnancy score criteria (i.e, purchase of unscented lotions, calcium supplements, hand sanitizers and washcloths, large purses, and bright blue or pink rugs) and based on further analysis predict an 87 percent chance the buyer is pregnant. Target then proceeds to send coupons for baby items to the identified group… and here is where the report gets interesting (as documented in the Times). A man went to a Target manager with a coupon mailer and said, “My daughter got this in the mail… she is still in high school, are you trying to get her pregnant?” The manager apologized. However, soon thereafter he received a call from the parent who said, “I had a talk with my daughter; she is due in August and I owe you an apology.” Further to the point, the Times author suggests that Target’s revenue spurt from $44 billion in 2002 to $67 billion in 2010 is somewhat attributable to the company’s marketing efforts of identifying product user groups. And therein rests the real value of Google, Facebook, Groupon and the like… the ability to deliver the demographics of every individual who ever typed the word “contrabassoon.”

ASSOCIATE PUBLISHER Rick Kessel rkessel@symphonypublishing.com

sdavis@ symphonypublishing.com

4 MMR

EDITOR Christian Wissmuller cwissmuller@symphonypublishing.com ASSOCIATE EDITORS Eliahu Sussman esussman@symphonypublishing.com Matt Parish mparish@symphonypublishing.com CONTRIBUTING WRITERS Chaim Burstein, Dennis Carver, Kevin Mitchell, Dick Weissman ADVERTISING MANAGER Iris Fox ifox@symphonypublishing.com SALES & MARKETING MANAGER Jason LaChapelle jlachapelle@symphonypublishing.com CLASSIFIED & DISPLAY AD SALES Maureen Johan mjohan@symphonypublishing.com PRODUCTION MANAGER Laurie Guptill lguptill@symphonypublishing.com GRAPHIC DESIGNERS Laurie Chesna lchesna@symphonypublishing.com Andrew P. Ross aross@symphonypublishing.com CIRCULATION MANAGER Melanie A. Prescott mprescott@symphonypublishing.com ADMINISTRATIVE ASSISTANT Popi Galileos pgalileos@symphonypublishing.com SYMPHONY PUBLISHING, LLC Chairman Xen Zapis President Lee Zapis lzapis@symphonypublishing.com Chief Financial Officer Rich Bongorno rbongorno@symphonypublishing.com Corporate Headquarters 26202 Detroit Road, Suite 300, Westlake, Ohio 44145 440-871-1300 www.symphonypublishing.com PUBLISHING, SALES & EDITORIAL OFFICE: 21 Highland Circle, Suite 1, Needham, MA 02494 (781) 453-9310 Fax: (781) 453-9389 www.mmrmagazine.com

APRIL 2012

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Upfront Fender Files for $200M IPO Fender Musical Instruments Corp. recently filed papers for a $200 million initial public offering. In its filing with the SEC, Fender said it’s the country’s biggest seller of electric, acoustic, and bass guitars. The company, of course, also makes amplifiers and other instruments including banjos, ukuleles and mandolins, and sells instruments under other brands such as Squier, Jackson, Guild, Ovation, and Latin Percussion. Private equity firm Weston Presidio currently owns 43 percent of Fender. Its distributor in Japan, Yamano Music, holds the No. 2 stake with 14 percent of the company.

Launching the IPO will help the company pay down its debt load of $246.2 million. Fender said it plans to use about $100 million of the IPO’s proceeds to repay debt, with money left over for working capital. With sales in 85 countries, Fender said revenue could get a boost from growing interest in guitar-based music from emerging markets like China, India and Indonesia. But it warned that increasing popularity of other types of music, such as rap or house, could hurt demand for its guitars. The company plans to trade the shares under the “FNDR” symbol on

the NASDAQ, but didn’t say how many shares the company and its shareholders intend to sell or set a price target on its stock. It also didn’t say when it plans to go public. Fender said it posted net income attributable to common stockholders of $3.2 million in 2011, from a net loss of $17.3 million the year before. Revenue grew 13 percent to $700.6 million from $617.8 million. The company reported a net income of roughly $19 million for the fiscal year ending January 2, 2012, compared to a net loss of $1.6 million in the previous fiscal year. The filing included details of executive compensations, select excerpts of which are shown below.

The following table sets forth, for each NEO, the amount of fiscal 2011 annual incentive award paid to each NEO based on achievement of the applicable performance goals described above. Fiscal 2011 annual incentive plan payments table

Executive

Target % of salary

Target % of salary $

Actual % of salary achieved

Actual $ of incentive achieved

Larry E. Thomas

100%

$600,000

116%

$696,000

James S. Broenen

50%

$155,000

56%

$172,360

Mark D. Van Vleet

50%

$136.607

48%

$132,372

Andrew M. Rossi

50%

$113,509

57%

$130,110

Gordon L.T. Raison

50%

$107,839

16%

$34,077

Call for Entries for MEA Awards to be Held at MIAC Show The Music Industries Association of Canada (MIAC) has announced that it is now accepting entries for its second Annual “MEA Awards” which will take place on Sunday, May 13, 2012 at the MIAC Show. This program recognizes institutional excellence, individual achievements, and contributions to the Canadian music

products market and music making. Awards are given in various categories, from manufacturing to retail, and are meant to recognize the extraordinary contributions of member institutions and individuals. To enter, all active MIAC member manufacturers, distributors and retailers should visit http://www.miac.

net/events/awards.of.excellence/awards. of.excellence.php to download and fill out the appropriate form. Nominations must be submitted no later than April 27, 2012. MIAC 2012 & The PAL Show are scheduled for May 13-14 at the Toronto International Centre. For more information about the shows please visit www. miac.net or www.thepalshow.com.

Music China Adds Hall to 2012 Show Music China is adding an extra hall to its 2012 show, which will be held at the Shanghai New International Expo Centre, China from October 11 – 14. The show, organized by Messe Frankfurt Shanghai Co Ltd and the 6 MMR

China Music Instrument Association (CMIA), INTEX Shanghai, will have seven halls, totaling nearly 279,000 square feet of exhibition space and is expected to attract more than 53,000 visitors.

Commenting on the 2012 show, Mr. Evan Sha, deputy general manager of Messe Frankfurt Shanghai Co Ltd said, “Following the success of last year’s 10th anniversary show, almost all of the 2011 exhibitors have reserved space at this APRIL 2012

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Upfront year’s show, and some are even looking for bigger booth space. Along with industry key players, we have confirmed pavilions from Belgium, the Czech Republic, Germany and the UK, and are under

discussions with pavilions such as France, Italy, the Netherlands, Scandinavia, Spain, Taiwan and many more.” For more information about the

Musikmesse fairs, visit www.musikmesse.com. Details about Music China can also be found at www. musikmesse-china.com or by emailing, music@hongkong.messefrankfurt.com.

MakeMusic and Hal Leonard Announce Joint Development Plan MakeMusic, Inc. (NASDAQ: MMUS) recently announced it has signed an agreement with Hal Leonard Corporation. Under the agreement terms, MakeMusic will dramatically expand its SmartMusic music library to include many of the most popular songs of the 20th century and today’s contemporary hits. For the first time ever, those songs will be available for purchase from within the SmartMusic application. “This agreement represents a new era of joint development between the Hal Leonard Corporation and MakeMusic,” said

MakeMusic CEO Karen van Lith. “This new, pay-per-title business model will enable current SmartMusic subscribers and future music-makers to practice and perform their favorite pop compositions within SmartMusic.” Van Lith also notes that the Hal Leonard partnership further positions SmartMusic as the category leader, allowing MakeMusic to more deeply penetrate the large and growing community of music

makers everywhere. Hal Leonard president Larry Morton said, “We’re proud and pleased to provide many of the world’s most popular, best-loved songs for MakeMusic to offer its SmartMusic subscribers under an exciting new business model. We’re closely integrating our production processes which will benefit both companies, our songwriters, publisher partners and student musicians alike.”

NAMM Announces Activities of 6th Annual National Wanna Play Music Week NAMM has announced the weeklong activities of its 6th annual National Wanna Play Music Week, May 7-13, and is encouraging its Members to participate and inspire new music makers during the week. National Wanna Play Music Week is the year’s biggest effort on behalf of NAMM’s public awareness campaign called Wanna Play?, and utilizes public relations efforts to encourage potential music makers of

all ages to experience the fun and benefits of making music by visiting their local retail stores and participating in the week’s many music-making activities. Members can join in on the fun that week by organizing their own National Wanna Play Music Week in-store events and promotions, arranging a Music Monday event at their store engaging people to play instruments as a group, challenging the public to take NAMM’s

“Pledge to Play” on Facebook, and maximizing the store’s visibility through public relations outreach. NAMM has provided an outline of each day’s themed events and an online tool kit with template press releases, web banners, logos, tips on how to arrange a Music Monday group music-making event, and downloadable music and lyrics to NAMM’s designated Music Monday song called “I Wanna Play!” To view the tool kit and for more details about 2012 National Wanna Play Music week, visit: www.namm.org

Progressive Music Center Celebrates 20th Founded in 1992 as Progressive Beat, a drum and percussion-only teaching studio in Greenville, North Carolina by local drummer and music fan Billy Cuthrell, Progressive Music Center was the combination of Cuthrell’s desire to make music a full-time flexible job with enough income to help pay his way through college, and a way to get out of working on a farm in the summer heat. 8 MMR

Cuthrell started the company with only 78 cents to his name and a handmade flyer while going house to house teaching out of the back of his car. Once he grew his student base large enough to consider an actual brick and mortar location, Cuthrell rented a small broom closet at Pearson Music. Today, Progressive Music Center teaches over 30,000 music

lessons annually in multiple locations and is credited as being one of the first music schools in the United States to offer a “Rock School” format through their Rock Academy program founded in the Greenville, N.C. location in 1996. Cuthrell sold the original Greenville location and closed down the Wilmington branch to concentrate on growing APRIL 2012

Upfront in the Raleigh market and moved his newly renamed studios to a new location on Glenwood Avenue in February 2002. It was during this time that musicians such as Rick Latham (B.B. King, Edgar Winter), Jim Chapin (Harry Chapin’s father, author, and drummer for Simon and Garfunkel) and drumming sensation Johnny Rabb started teaching classes at Progressive. Chapin was such a regular at Progressive that he began bringing other legendary drummers to town with him for clinics and master classes and had his own house key to Cuthrell’s home. Cuthrell reflects, “Jim was my mentor and I studied drums with him for years. He really put us on the map and brought

a lot of attention to our efforts. Once he started teaching here we had a lot of validity and it reinforced that we were a serious place to study not only drums and percussion, but all types of instruments and music.” Progressive Music Center currently has plans to expand in the Triangle area and back into the Greenville, North Carolina market in late 2012. An expansion into the northern Virginia/Maryland markets have been on hold since the recession of 2008-2009, but those plans are being revisited for late 2012 as well. Cuthrell’s philosophy has not changed much from when he started. Cuthrell states, “The typical retailer is interested in selling lots of instruments first and

Super-Sensitive’s Cavanaugh at Perlman Reception During this year’s Perlman Music Program (PMP)/Suncoast Winter Residency, the Rotary Club of Sarasota Bay had the opportunity to invite Itzhak and Toby Perlman to a dinner. Super-Sensitive Musical String Co.’s chairman, John Cavanaugh, is a trustee of The Perlman Music Program/Suncoast (PMP/S), which hosts annual The Perlman Music Program (PMP) Winter Residency in Sarasota, FL. PMP offers young string musicians, ages 12 to 20, intensive residencies and year-round

mentoring. With a faculty led by Itzhak and Toby Perlman and comprising some of the most gifted musical talents of our time, PMP offers an artistic and personal experience that changes students’ lives forever. The Perlman Music Program welcomes young musicians of rare and special talent into a richly supportive musical community. Through intensive summer programs, year-round mentoring, and on occasion, an international study or performance tour, the pro-

Rotarians and guests: Tim Milligan, Toby Perlman, Jules Rose, Itzhak Perlman, Susan Atherton (president of the Sarasota Bay Rotary Club), Norma Johnston and John Cavanaugh (former board member of the Sarasota Bay Rotary Club) at the End Polio Now reception Tuesday in the University of South Florida Rotunda. 10 MMR

then bringing in lessons to supplement those sales. I was more interested then, as I am now, in how to play the instrument and not what type of instrument to play. A good music education will help me sound more like Jimi Hendrix than a $5,000 guitar and amp, so we design and offer innovative concepts and programs to get our students excited about learning and sounding their best no matter what equipment they use or purchase. We start with the core of the student to get great results, not the core of an amplifier.”

Antioch Music Closes

In mid-March, we received a letter announcing that Gladstone, Missouri’s Antioch Music has closed: Music Center concludes its primary retail presence on March 10, 2012. The 35 years of service to Kansas City’s Northland since our inception has been a great privilege and honor. It would not have been possible without the help and reliable support we have received from our many suppliers over the years. (And in spite of the few stinkers around!) Sadly, we are not the first in the Kansas City music scene to leave the traditional retail business environment. What we have provided over time is no longer sufficiently valued by enough of our community for us to continue. At the same time, we are heartened that those whom we serve have for years consistently recognized our efforts by voting Antioch Music the top music instrument store in the annual Best of the Northland series. We are living in a time of dramatic and exciting change. This is, in part, our contribution to that eternal truth and our first step to something else. With our most humble and sincerest THANKS. Steve Wells. APRIL 2012

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Hey, remember the ‘80s? A lot of bad clothes perhaps but some way-cool, aggressive distortions. Tight, muscular grind with buzz-saw harmonics never went out of fashion and the Boost Distortion delivers that fast punchy tone. It features its own unique SAG control that adds an expressive,tube-like response to every pick stroke.

Putting an overdrive pedal in front of a hard-pushed amp has been the secret weapon for generations of guitarists wanting to punch up the midrange and add sustain. The Boost Overdrive is packed with voluminous amounts of screamin’ tone. Just hit the Boost switch to go bigger and badder. The unique SPARKLE control adds upper harmonics for an open, snappy sound.

Vintage pedal hounds know that germanium fuzz sounds are way sweeter than silicon fuzz…but only when the temperature is just right and doesn’t spike. The Boost Fuzz solves that problem by nailing that creamy germanium tone, consistently all night long. This SAG control allows notes to bloom and sing at your command, for dynamic, organic performances.

When you need a huge, 360-degree, room-filling bass tone, step up to the Bass Boost Fuzz. Get the fat, gritty sounds of the ‘60s fuzz bass and put some musical rage in your low-end. When you need more focus and edge, dial in the +CLEAN control to add just the right amount of direct tone to your mix.

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Upfront gram offers unparalleled musical training for students, ages 12 to 30, who play the violin, viola, cello, bass and piano.

With a faculty led by Itzhak Perlman and comprising some of the most gifted musical talents of our time, the Pro-

Denver Folklore Center Celebrates 50th Anniversary Always a multi-tasker, Denver Folklore Center owner Harry Tuft took some time in early March to speak with MMR in between helping do some maintenance work at the shop. “It’s been a pretty interesting year for me personally,” Tuft said. “I just released my second solo CD (my first solo album in 30 years) and was later inducted into the Colorado Music Hall of Fame. Now, in May, we’re doing a 50th Anniversary 3-day celebration of concerts and parties. “When I first started, there was no such thing as a guitar shop. Now when I get a survey from [MMR], there’s a ‘Fretted Instruments’ category. So I’ve watched the rise of both acoustic and electric guitars, to the point where they top the list of gross sales, and that’s pretty amazing to me. When I started, the only guitar I bought around here was… probably a Harmony or Kaye, and that’s all there was. I mean, times have changed! “The idea of a Folklore Center is to

have a good selection of not just instruments, but books and LPs or CDs and to service the whole aspect of learning – not just learning how to play guitar but lots of other stuff. And we were fortunate enough to get the Martin franchise fairly early on. I also produced concerts at concert halls early on – people like Pete Seeger, Arlo Guthrie, and Joan Baez. “The greatest change for us is now the ability to buy a well-made solid-top instrument that sounds accurate for a very reasonable price. Frankly, that’s due to the technology from the Chinese factories. I’ve never claimed to be much of a businessman. I’ve survived these years though the kindness of friends and strangers. [laughs] Almost from the get-go, I could see that there was not only a need for this kind of a place, but in the 1960s, a lot of businesses were not into customer relations. People were looking for a kind of contact, though – one decent experience. We were able to offer that and, 50 years later, we still try to do that.”

Zildjian Names 2011 Salesman of the Year The Avedis Zildjian Company recently announced that Mike Carter and Chris Flatt of World Class Percussion Marketing were awarded Zildjian’s Salesman of the Year

Award. Craigie Ziljdian, Zildjian CEO, presented them with a signed cymbal at the 2012 Winter NAMM Show in recognition of their exceptional performance.

gram offers an artistic and personal experience that changes students’ lives forever.

Martin Launches Updated Web Portal

C. F. Martin & Co. has announced the launch of its completely redesigned website, martinguitar.com. Liquid Interactive, a global interactive marketing agency based in Breningsville, Pa., was selected to redesign the site in October 2011. The re-design includes the addition of a Guitar Finder feature, allowing easy access to a list of official Martin dealers; an updated 1833 shop e-commerce

portal; updated information about the Martin Custom Shop; a more comprehensive database of instrument and string choices; and the official Martin Guitar blog featuring news about the company’s offerings as well as the music industry in general. Existing features that Liquid Interactive enhanced for the redesigned version of martinguitar. com include the 1833 Shop, Martin’s e-commerce site for Martinbranded items and apparel; an updated News Room; social media feeds linking directly to Martin’s Twitter, Facebook and Flickr pages; photo and video galleries; a section on guitar care; and one entitled Players dedicated to Martin’s famous fans, guitar and string Brand Ambassadors and Signature Artists. Liquid will also develop a mobile website version coinciding with the redesign allowing for streamlined browsing from mobile devices as well as a Spanish-language micro-site.

(left to right) Bob La Clair, Mike Carter, Craigie Zildjian, Debbie Zildjian, Chris Flatt, and Bob DeLorenzo. 12 MMR

APRIL 2012

A Sure Cure for Island Fever

Nicole Fox Miss Hawaii 2008

When you’ve been in the Islands too long, a Mahalo Ukulele is just the thing to snap you out of the doldrums. Fifteen models and a full palette of color choices will suit your every mood. It is so easy to get started and Mahalo Ukes won’t pile your budget onto a reef either. Just follow Miss Hawaii into your local music store …surf’s up!

Mahalo Ukuleles Priced from $29.95 Retail Saga Musical Instruments • P.O. Box 2841 • South San Francisco, CA 94080 • [800] BUY-SAGA sales@sagamusic.com • www.sagamusic.com • DEALER INQUIRIES INVITED!

U-320

Upfront Fret-King and Vintage to be distributed in Canada by ADI Worldwide trade distributor John Hornby Skewes & Co. Ltd. has signed an exclusive deal for Canada with Audio Distributors International, who will distribute the Leeds, UK-based firm’s Fret-King and Vintage guitar brands.

Hartley Peavey Named ‘Citizen of the Year’

Hartley Peavey and the company he founded in 1965 have figured heavily in the success of their mutual hometown of Meridian, Mississippi–so much that The Meridian Star has recognized Hartley’s ongoing commitment to his hometown by naming him Citizen of the Year. “It’s a testament to Peavey’s commitment to his hometown that he’s not only continued to keep his business here, but that his business is continuing to grow and innovate,” said Meridian Star publisher Crystal Dupré. “Meridian is lucky to have a man who has provided the type of consistency he has for this community.” “Peavey is a place where people can grow,” said Peavey. “When I was younger, there was no place for me to grow—that’s why I started Peavey Electronics. We’re fortunate to have been able to give that same opportunity to more than 14,000 employees in Meridian through the years, and that means a lot to me. I want our young folks to realize that they can make it if they try.”

14 MMR

ADI, a respected pro audio distributor in Canada, is creating an entirely new company division to bring the two guitar

brands into the Canadian market, and has thrown its backing behind them. It will distribute the entire FretKing range and will also take on Vintage ReIssued electrics, Vintage ICON distressed electrics, and the whole Vintage acoustic line.

Launch of Hohner Anacleto Series Site Hohner, Inc. has announced the launch of the Anacleto Series website at www.anacletoaccordions.com. The site showcases Hohner’s new line of hand-made premium accordions manufactured in the oldworld style by master craftsman in Castelfidardo, Italy. Every Anacleto Series accordion is made using handmade (a mano) reeds “of the highest quality available.” These reeds are fabricated from the finest ribbon reed stock and are placed in hard aluminum frames with exceptionally tight tolerances. Each accordion is designed with crystal patterns and color schemes to fit the

artists taste and create stage presence. In order to meet the functional demands of different music styles, the Anacleto collection offers 3, 5, and 9 registers for different tonalities. Norteño, Conjunto, Tex-Mex, and Zydeco players will find Anacleto Series products designed specifically for their music genre. For those who demand even more versatility, the two-tone (two accordions in one) and 4-row diatonic models extend the note range. For more information, visit www.hohnerusa.com or www.anacletoaccordions.com.

Kala Ukulele Circle At Bertrand’s Music More than 60 enthusiastic beginning musicians of all ages packed Bertrand Music’s first Ukulele Circle in San Diego, Calif., co-sponsored by Kala Brand Music on February 22nd. Bertrand’s promoted and staged the event using Kala’s free downloadable dealer guide, “The Ukulele Circle Starter Kit.” The starter kit is a step by step guide to organizing a Ukulele Circle that Kala has created in collaboration with ukulele virtuoso and educator, James Hill. It includes songs, chord charts, tips for organizing and leading a circle, and even a poster to help promote the event.

Dealers are invited to watch a video chronicling the Bertrand’s event on Kala’s YouTube page, accessible at www. kalabrand.com.

APRIL 2012

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Upfront New Fender HQ

Fender Musical Instruments Corporation (FMIC) executives and employees were joined by local dignitaries for a ribbon-cutting ceremony to celebrate the grand opening of the company’s new corporate headquarters in Scottsdale, Ariz., on February 14. The new 110,000-square-foot building is located at 17600 N. Perimeter Drive, and replaces its previous corporate location on 8860 E. Chaparral Road.

Samick Industrial Training School Opens Samick Music Corporation (SMC) has announced, on behalf of Samick Musical Instruments Co., Ltd., the opening of the Samick Industrial Training School in Indonesia. The 14,000 square foot school officially opened its doors on February 23, 2012 to a large group in attendance, including vice chairman of Korea Red Cross Jong Sup Kim, vice president of KOICA (Korea International Coopera-

tion Agency) Sung-ho Choi, president of Samick Indonesia Steve Kim, and several local government VIPs from Bogor, Indonesia. The building is located on approximately two acres of land inside the Samick Indonesia factory and includes dormitory housing for all students. The school accommodates 100 students and offers several six-month classes, including Piano Tuning, Guitar Making, Woodcraft, Dress Making, and Bread Making.

All students attend the Samick Industrial Training School for free, as Samick pays for each student’s full tuition and housing for the duration of the training session. The training program has been designed to provide unemployed young people with the opportunity to learn a skill set and apply it to a new job. Should any trainee find difficulty in securing employment upon completion of Samick’s training, they will be hired by Samick’s Indonesia factory.

Scott Robertson Opens New PR Shop Longtime director of marketing & communications/PR for NAMM, Scott Robertson, has announced the opening of Robertson Communications, a new PR/branding/marketing agency operating in Orange County, Calif. Focused on meeting the marketing needs of MI, technology and con-

sumer companies, Robertson Communications will provide counsel, strategy and implementation of programs to increase sales, build market share and strengthen corporate reputations. “Having a brand isn’t really a choice, but creating and managing a truly great one that can win in the

marketplace is,” said Robertson. “I’m delighted to take all that I’ve learned during my 10+ years at NAMM and from all of my friends in this amazing industry and put it to work for some of the best MI, technology and consumer companies in the world.” For more information, visit www.robertsoncomm.com or call (949) 212-7096.

Lake Bluff Music to Open in Chicago Lake Bluff Music, Inc. has opened at 36 E. Center Ave. in Lake Bluff, on Chicago’s North Shore. Owners Nick and Shelia Christofalos will be offering new and used music instruments, books, and accessories in the new operation. “We are excited about the opportunity to expand into the retail side 16 MMR

of the music industry after 11 years of operating Activator Academy Music School (in partnership with CROYA since 2007),” Shelia, the store’s president told Gazebo News. “For years our music school families have been asking us to assist them with the purchase or rental of music instruments and sup-

plies, and we get a lot of requests to find new homes for gently used guitars, drums, keyboards, etc. Now we will be able to provide a complete solution and support the local economy at the same time.” Visit www.lakebluffmusic.com for more information and updates. APRIL 2012

Upfront D’Addario Hosts Rep. Israel to Announce ‘Bring the Jobs Home Loan Act’ In late February, Congressman Steve Israel (D-Huntington, N.Y.) visited D’Addario & Company in Farmingdale to announce the “Bring the Jobs Home Loan Act” to

Congressman Steve Israel and Jim D’Addario

allow the Small Business Administration (SBA) to offer loans to help manufacturers bring production back to the United States for products that they are currently manufacturing overseas. The loans will encourage the investments necessary for

re-shoring. The loan program would also provide assistance for manufacturers to provide technical, high-skilled training to their employees. Rep. Israel said, “Despite naysayers who predict the death of American manufacturing, we’ve seen manufacturing become a growing industry in the United States–actually adding jobs, despite our struggling economy. Congress should encourage this trend of ‘re-shoring’ jobs by passing my legislation that would reduce the risk for businesses that invest in America through SBA loans and assistance to re-train workers.” Rep. Israel was also joined by Jim D’Addario, CEO of D’Addario & Company. “Quality control of our products is much easier when our team is able to inspect and monitor them regularly and be part of the process,” said Mr. D’Addario. “I am proud that D’Addario is an example of the benefits of American manufacturing, and I

Crestview, Florida’s Upbeat Music Crestview, Florida is home to a nationally renowned high school band, as well as strong elementary and jr. high music programs. Dick Reinlie is expecting that such a climate bodes well for his new music store, Upbeat Music, which recently held its “soft opening.” “We’re still stocking, but so many people have been putting their noses in the door we decided to go ahead and open,” Reinlie told The Crestview News Bulletin. “We didn’t want to open without a full store, but we’ve had so many people stopping by.”

Upbeat Music specializes in guitars, including Ibanez, Fender, Martin, Crafter, Segal and Yamaha; band instruments by Jupiter; and Yamaha and Casio keyboards. The store also carries drums, sheet music, and music accessories. A special front room displays a selection of acoustic guitars. The store also features four lesson rooms, including a drum practice room. Additionally, off the showroom is a recital room with a small stage for performances and open-mic nights.

2012 NAMM Top 100 Dealers Awards NAMM will host its second annual Top 100 Dealer Awards at Summer NAMM in Nashville, Tenn., July 12-14. In addition to being considered for the Top 100, participants can also enter their stores into 11 other “Best Of” categories, including Best Curb Appeal, Best Website, Best Use of Social Media and the prestigious Dealer of the Year. 18 MMR

Honorees will be spotlighted during an evening gala on Friday, July 13, at Summer NAMM. Submissions will be accepted through April 30, 2012. You must be logged in as an active NAMM Member Retailer to enter. Look for updates and contest information when the Summer NAMM Top 100 Dealer Awards page goes live on March 1.

hope that more manufacturers will see that re-shoring makes financial sense. I applaud Rep. Israel for introducing legislation to encourage manufacturers that want to move production back home.” Rep. Israel’s legislation will encourage manufacturers to continue this trend by reducing capital costs and providing a cash flow to businesses that are re-shoring. To allow for greater flexibility, the bill will give discretion over the grant program and the amount of the loans to the SBA Administrator. Within two years of receiving a loan, manufacturers must report back to the SBA what facility or equipment changes have been made and which products are being produced in the United States that had previously been produced abroad.

Obama’s in the Band…

In February, President Obama joined a band featuring the likes of Mick Jagger, B.B. King, Buddy Guy, and Booker T. Jones for a performance of “Sweet Home Chicago” at a concert in the East Room of the White House celebrating the blues. The event, “In Performance at the White House: Red, White and Blues,” aired on PBS. Obama, who recently impressed many by singing some of Al Green’s classic “Let’s Stay Together” at an event in Harlem (not badly, either!), seemed equally at home on the mic during this unplanned performance, which came about when the musicians on stage urged the Commander in Chief to join in. Politics aside, it can (likely) only be a good thing for the music industry and music education when the President of the United States can easily sing a few bars (without a teleprompter!) of soul and blues standards, while demonstrating that he: 1) doesn’t have a tin ear and; 2) does have decent pipes…

APRIL 2012

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Upfront SLM Distributor of Hamilton Combo Stands Hamilton Stands has agreed to an exclusive distributorship of all their comborelated stands and products. “Hamilton Stands is pleased to partner with St. Louis Music for the expansion of our combo line,” says Hamilton Stands’ president William Carpenter. “St. Louis Music is a proven leader in our industry and we have enjoyed decades of working with them. SLM will be representing not only current combo stands,

but also the largest expansion of Hamilton combo line ever. These products will allow us to offer dealers quality and price alternatives in keyboard, microphone, speaker and guitar stands.” Hamilton B&O-related products will still be distributed by DANSR, Inc. For more information on placing an order or becoming a Hamilton dealer, contact info@usbandsupplies.com or (800) 727-4512.

Wilder2 Marketing Services for Music Products Industry

Marketing veteran, Mark Wilder has joined forces with wife Corrie Wilder, an award-winning creative director, to form Wilder2, a full-service, boutique advertising and marketing agency. “By offering advertising creative, strategy and placement,

New KMCMusicorp Site KMCMusicorp recently launched its new website: www.kmcmusicorp.com. KMCMusicorp’s strategically redeveloped online presence is designed to allow for easier navigation, provide enhanced functionality, and encourage site visitors to explore the line of KMCMusicorp products. The site showcases the

new corporate identity, and features the entire brand portfolio of KMCMusicorp as one centralized web presence. The site also focuses on KMCMusicorp’s ‘1-Stop Catalog’ and the almost 1,000 pages spread is available online as an e-book for fast browsing, intuitive searching, and downloading.

California’s Jensen Guitar & Music Co. to Close Store in Orcutt The ten-years-running Orcutt, Calif. branch of Jensen Guitar & Music Co. closed its doors for good recently. Another victim of the drawn-out recession hitting everything from shipping costs to local construction jobs, the branch is the second one (along with the business’s Solvang location in 2007) to close, leaving only the original location in Santa Barbara still open. Owner Chris Jensen, who opened the original Jensen Guitar & Music Co. in 1973 and the Orcutt location in 2002, says it’s just a matter of not being able to outlast the economy. “The recession finally caught up with us,” he told MMR in February. “Certain expenses kept going up in this recession, which is crazy, and your income is flat. People don’t see the changing expenses – all they see is the Internet prices and what they can get things for on Craigslist.” Jensen says the area around Orcutt and Santa Maria was particularly hard20 MMR

hit recently with foreclosures and stalled development projects. “The customers ran out of jobs and ran out of money. Construction was really raging until about 2006, then we just hit the brakes and everything stopped.” The business deals widely in guitars and drums, as well as operating what Jensen calls a healthy lesson program, which thrived as public schools began cutting their own music programs. “Even when the schools cut the programs, parents do understand the value of music in the whole scheme of things.” The Orcutt store also did all repairs in-house, which will be missed by the locals. A healthier outlook may exist for the remaining location, though. “We’ve had customers saying they’ve lost their job and have to move for years, but you don’t really hear that anymore,” he says. “Either everyone’s settled down and they’re just hanging on to their jobs, or things are just looking up.”

web design and development, product launches, brand identity and of course social media strategy, our aim is to enhance the inhouse marketing team or be that team where it doesn’t yet exist,” says Corrie. Encouraging potential clients to, “Get Wilder,” Wilder2 will deliver strategic use of strong creative to overcome the challenges a business faces. Visit the company’s new website for complete details on services at www.wilder2.com. Follow Wilder2 on Facebook at facebook. com/getwilder2 or on Twitter at getwilder2.

Breaking News! Find it in the Hot News section of MMR’s Web site, www.mmrmagazine.com

APRIL 2012

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People Samson Technologies has announced Jack Knight as the company’s new president. Having been with Samson since 1993, Knight has risen through the company’s ranks to this new po- Knight sition. Initially working as Samson’s national sales manager, he held the post of vice president of operations since 2000. Knight’s appointment comes after the departure of Samson’s previous president, Scott Goodman. Goodman had been with the company since its inception in 1980. “Samson will always be close to my heart,” says Goodman. “Under Jack’s leadership, it’s ensured that the company will continue to mature and only get better. I’ll miss all the terrific people I’ve had the sincere pleasure of working with.” “Scott had a profound impact on this company and we’ll miss him dearly,” says Knight. “Moving forward, we’re really excited to continue the company’s innovation, growth and success.”

Korg USA has hired Matt Kanjo as the company’s new district sales manager in the Southern California territory. Kanjo is an experienced sales professional from the SoCal region, Kanjo having worked previously for Peavey Electronics and Loud Technologies in various roles. In his new role, Kanjo will develop and maintain relationships with Korg USA retailers, support and carry out dealer sales and promotional programs, and interface with Korg USA’s inside sales team. EAW has appointed pro audio veteran Alex Schloesser to the position of EAW Asia-Pacific sales director. The announcement was made by Jeff Rocha, EAW president, and reflects the Schlosser company’s ongoing commitment to growth in the Asia-Pacific region. In his new ca-

pacity, Schloesser will report to and work closely with Davwinder Sheena, LOUD Technologies’ Asia & Pacific-Rim managing director. Yamaha Corporation of America has announced the appointment of Jonathon Breen as national sales manager for the Company’s Band and Orchestral Division. Reporting directly to general manager Garth Gilman, Breen will oversee Band & Orchestral accounts on the national level, including major MI dealers and retailers. Breen has served as district manager to the largest budget territory in the Midwest for the past eight years. During his tenure, he was responsible for the national network of distributors and his successful leadership earned him the title of District Manager of the Year in 2011. As district manager, Breen oversaw all aspects of sales, while managing artist relations, retailer relationships and educational contacts within the territory.

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Gibson has named Bob Weissburg as its new global executive vice president. In the newly created position, Weissburg will report directly to chairman and CEO Henry Juszkie- Weissburg wicz, and he will work closely with all of Gibson’s divisions to develop and grow the company’s worldwide sales. Gibson recently purchased the majority stake in Onkyo, with its relationship with the home theater electronics manufacturer as an inroads for delving into consumer electronics. Weissburg joins Gibson from D&M Holdings where he served as president of sales and marketing for the Americas, overseeing the activities of Denon, Marantz, Boston Acoustics, McIntosh and D&M Professional products. Graph Tech has added Joe Markovitch as their new marketing and advertising manager. Markovitch’s background includes nearly 10 years as a senior account executive with several in- Markovitch

ternational ad agencies such as Foote Cone Belding, McCann Erickson and Campbell Mithun Esty. Additionally the company has named Meaulnes Laberge (a.k.a. Mo) as Laberge their new product manager. Laberge earned in-depth knowledge through 20 years of diverse experience in the field of stringed musical instruments; designing, developing, and building instruments. DPA Microphones has hired Susanne Seidel as executive VP of sales and marketing. Seidel’s most recent position was president of global marketing for Seidel Sennheiser Electronics. The appointment is concurrent with the decision of DPA Microphones’ cofounder Morten Støve leaving the company. Støve led the company through two decades of new technologies and markets, building its reputation of delivering high quality microphone solutions to the pro audio market.

Connolly Music Company has appointed two new leaders to their sales force. In their new roles, regional sales manager Mike Zucek and sales director Andrew Magnani Zucek will be responsible for maintaining and expanding Connolly’s customer base and identifying new opportunities. For 21 years, Zucek Magnani managed the global sales and marketing efforts, at the Rico Corporation. He also worked as regional sales manager for Yamaha and D’Addario. As regional sales manager for Connolly, Zucek will be responsible for growing the Midwest region. Magnani comes to Connolly after 30 years in the healthcare distribution industry. As director of sales and marketing for Henry Schein, he was responsible for increasing company sales and revenues, implementing ground breaking strategic initiatives, and expanding f ield operations nationally.

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MMR 23

Financial Steinway Reports Quarterly Earnings

FY 2011 Results Compared to Prior Year • Sales of $346.3 million, up $28.1 million, or 9% • Gross margin increased to 30.4% from 30.2% • Income from operations of $15.9 million • Adjusted EBITDA of $28.0 million • Earnings per share of $0.13 • Adjusted diluted earnings per share of $0.48

quarter increased $1.0 million over the prior year period. The increase included $2.7 million in severance charges incurred in connection with the resignation of the Company’s former CEO in October. For the year, operating expenses increased $16.1 million, or 22%. The increase included $7.3 million of non-cash charges associated with stock-based compensation and the impairment of goodwill, trademarks and property, plant & equipment, as well as $3.8 million in severance charges incurred in connection with the resignation of the Company’s former chairman and former CEO. Vacancies at the Company’s Steinway Hall building in New York City continue to adversely impact earnings in 2011, generating a loss of $0.16 per diluted share for the year compared to a loss of $0.10 in 2010. The Company is evaluating alternatives for the property. As a result of the Company’s partial bond redemption in May of 2011, total debt net of cash at the end of the quarter declined $16.6 million, or 48%, from December 2010. Net interest expense decreased $1.4 million, or 63%, for the fourth quarter and $3.9 million, or 41% compared to the prior year.

Balance Sheet Highlights • Cash of $49.9 million • Borrowing availability of over $100 million • Inventory reduced $12.1 million, or 8%, from December 2010 CEO Michael Sweeney commented on the quarter, “We are pleased to report that our piano division delivered solid growth in sales and gross margins again in the fourth quarter. The top line also improved in our band segment, though gross margins continued to be impacted by the lingering effects of the strike at one of our brass instrument plants in 2011.” Looking at the twelve-month period, Mr. Sweeney said, “We had a great deal of atypical activity at the Company in 2011. Despite the potential for distraction, operating managers remained focused on their businesses and delivered strong results for the year.” Operating expenses for the fourth

Piano Operations For the fourth quarter, sales in the Asia-Pacific region increased $3.5 million, or 25% over the prior year period, including a $0.7 million positive impact of currency translation. Unit shipments of Steinway grand pianos increased 16% while shipments of Boston and Essex pianos increased 40%. Sales in Europe increased $1.3 million, or 7%, as compared to the fourth quarter of 2010. Unit shipments of Steinway grand pianos increased 15% while shipments of Boston and Essex pianos decreased 13%. Sales in the Americas increased $0.6 million, or 2%, over the prior year period as unit shipments of Steinway grand pianos declined 10% and shipments of Boston and Essex pianos decreased 3%. Higher retail sales in the Americas and increased sales in our higher margin European and Asia-Pacific markets led to

Steinway Musical Instruments, Inc. (NYSE: LVB) reported earnings for the quarter and twelve months ended December 31, 2011. Fourth Quarter Results Compared to Prior Year Period • Sales of $94.6 million, up $6.6 million, or 7% • Gross margin decreased to 32.0% from 33.2% • Income from operations of $8.2 million • Adjusted EBITDA of $8.8 million • Earnings per share of $0.26 • Adjusted earnings per share of $0.24

24 MMR

improved gross margins for the quarter. Higher production levels at both piano factories also contributed to the increase. For the full year, the Company realized double-digit percentage increases in revenue in Europe, the Americas, and the Asia-Pacific region where unit shipments of Steinway grand pianos rose 17%, 7% and 9%, respectively. Total unit shipments of Boston and Essex pianos increased 6% over 2010. Gross margins for 2011 improved in all regions as a result of higher production levels and higher retail sales. Band Operations Revenues for the fourth quarter improved 4% over the prior year period. An increase in woodwind shipments mitigated a decline in shipments of brass instruments. Gross margins declined from the prior year period primarily as a result of unfavorable overhead variances associated with the strike. The strike at the Company’s brass instrument manufacturing facility in Ohio, which ended in October, impacted fourth quarter production levels at that facility by approximately 50% as the Company continued to train new employees. The resulting unavailability of certain brass instruments led to an estimated $1.0 million in missed sales opportunities in the fourth quarter. For the full year, band segment revenues increased $3.1 million, or 2%. A 7% increase in shipments of woodwind instruments more than offset a decrease in sales of percussion instruments. As a result of the strike, higher shipments of brass instruments during the first six months of 2011 were offset by lower shipments in the second half of the year. Gross margins for 2011 decreased from 2010 primarily as a result of the strike. Increases in material costs also contributed to the decrease. Agreement in Principle to Sell Band Division As previously announced, in January the Company reached an agreement in principle to sell its band division to an investor group led by two current directors of the Company. The parties are currently in the process of negotiating a definiAPRIL 2012

tive agreement which will include a “goshop” provision under which the Special Committee of the Board of Directors will be permitted to solicit, receive, evaluate and enter into negotiations with respect to alternative proposals for a 60-day period. In addition, the Special Committee continues to actively consider other strategic alternatives. There can be no assurance that the Company will enter into a definitive agreement for any transaction or that any transaction will be completed. Outlook Discussing management’s outlook for its band segment, Sweeney said, “Orders in the fourth quarter, the beginning of our band instrument selling season, were up 12% over the prior year period. Also, with production levels improving at our Eastlake facility, we expect to reduce our backlog significantly. We expect revenues

to increase over 2011 and gross margins to steadily improve as we put the impact of the strike behind us.” Looking at the piano business, Sweeney said, “The results of our piano business continue to improve. Despite the economic uncertainty surrounding Europe, our business remained strong throughout last year. We believe that our overall positive sales trends will continue in 2012.” Segment Information Piano Segment Fourth Quarter Results Compared to Prior Year Period • Sales of $66.7 million, up 9% • Steinway grand piano unit increase of 2% • Boston and Essex piano unit increase of 6% • Gross margin increased to 37.2% from 35.9% • FY 2011 Results Compared to

• • • •

Prior Year Sales of $215.5 million, up 13% Steinway grand piano unit increase of 10% Boston and Essex piano unit increase of 6% Gross margin increased to 35.6% from 33.5%

Band Segment Fourth Quarter Results Compared to Prior Year Period • Sales of $28.0 million, up 4% • Brass and woodwind units up 3% • Gross margin decreased to 19.7% from 27.1% FY 2011 Results Compared to Prior Year • Sales of $130.7 million, up 2% • Brass and woodwind units up 3% • Gross margin decreased to 21.8% from 25.1%

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Note from Joe NAMM’s Top 100 Dealer Awards Last year at Summer NAMM, we introduced the Top 100 Dealer Awards and found that what began as an idea to spotlight what NAMM Member retailers were doing to succeed in these challenging economic times really struck a chord. The response was great as dealers had an opportunity to feel recognized. It was a thrill to see the packed ballroom at the Nashville Convention Center as Members gathered for a night of sharing, camaraderie and celebration. The nominees were all fantastic, making the judges’ job difďŹ cult. The outpouring of support for the winners from friends and peers was inspiring, some of which were well-known stores like West Music and Chuck Levin’s Washington Music Center, others––like Candyman Strings and Things and Tobias Music––were fresh names with an important message to share. When it came to the ďŹ nal award, Lori Supine had a genuine and heartfelt response as she took the stage to accept the Dealer of the Year Award for her store, Senseney Music in Wichita, Kansas.

s !S MUCH AS WE TRIED TO GET THE WORD OUT MANY DEALERS did not enter. You can’t win if you don’t compete. s 3OME DEALERS ASKED WHY THEY HAD TO ENTER AT ALL shouldn’t everyone know them by now? A fair question, but we felt it was best to get each store to submit what they thought they did particularly well. If you can’t promote and brag about your own store, who will? Isn’t it what the best stores do every day? s 4HE NUMBER OF WAYS TO RUN A MUSIC STORE IS ENDLESS We found the creativity of NAMM Members in serving their customers and communities was outstanding and changing rapidly—a great lesson for everyone. If you’re frustrated by the way things are going for your store, come and see what others are doing to succeed. You’ll be inspired. s 4HE LESSONS OF THE BEST .!-- RETAILERS COULD lLL NAMM U sessions for years––these folks are that good! One could do worse than study what successful dealers are doing to thrive in the ultra-competitive world of retail. We’re looking forward to this year’s Top 100, and hope your store will participate. This is the ultimate sharing of best practices, raising the bar on the industry’s ability to serve a changing marketplace, and the kind of coming together of friends and peers that only happens at a NAMM trade show––all in the laid-back atmosphere of Nashville’s Music City. Won’t you join us? *OE ,AMOND s .!-- 0RESIDENT #%/

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Q&A Music & Arts’ Kenny O’Brien There’s no bigger name in Band & Orchestral instrument sales than Music & Arts. A division of Guitar Center since 2005, the company fields over 100 retail operations, with four new locations having opened in the past year, and an aggressive expansion strategy in play for 2012. Music & Arts has also distinguished itself though active community outreach and support of music education – in 2011 alone, monetary and instrument donations totaled well over $200,000. With Music & Arts celebrating its 60th anniversary this year, we decided to check in with CEO Kenny O’Brien to get his thoughts about the history of the organization, changes brought about since the GC acquisition, and the state of the B&O market.

MMR: Let’s start at the beginning – how did you first get involved with the company? Can you discuss your father’s vision for the operation and how your role evolved over the years?

“First and foremost, Music & Arts is dedicated to making music accessible to everyone.”

28 MMR

Kenny O’Brien: My father, Ben O’Brien, was a professional pianist who established a local music store in 1952 called Music & Arts, so naturally music was infused into my life at a young age. The store began in the basement of my family’s home as a community arts and music center, focusing on school and family music education. I started working for the store in my early teens–since that time, I’ve been involved in every aspect of the music retail business and now serve as the company’s CEO. Throughout my years here, Music & Arts has transformed from a local and regional music store to the largest band and orchestra instrument retailer and lesson provider in the country. It has been an incredible journey and I have been lucky to have worked with such smart and pas-

sionate people, Music & Arts is extension of my family.

MMR: Tell me a little about the acquisition by Guitar Center in 2005. How has it changed Music & Arts? KO: Guitar Center was attracted to Music & Arts because we’ve served students, teachers, and families through retail stores and school representatives for over 60 years. The acquisition allowed us to utilize the resources of a larger company, while remaining on a separate operating platform. With the support and assets of GC, Music & Arts has grown, while retaining our company values and continuing our commitment to our employees, who really make up the fabric of Music & Arts. MMR: Currently, how many Music & Arts retail outlets are there, and how many employees, total? KO: Music & Arts has over 100 retail locations, and we’re continuing to grow. We also employ 1,120 people in our corporate office, stores, education markets, and repair centers. A lot of these people have been with us for a long time, some of them for over 20 years. We invest heavily in both our long-term employees and our new hires, providing them life skills and supporting their career growth. I APRIL 2012

am incredibly proud of our company culture and the passion and dedication our employees bring every day, it’s a major reason we have been successful. Music & Arts is built on the belief that quality service is the fundamental starting point for the business, and this conviction is shared throughout the organization.

MMR: What do you have planned for 2012? Store openings, special promotions? KO: First of all, Music & Arts is celebrating its 60th birthday this year, so expect to see a variety of sales, promotions, and events around this major milestone. Music & Arts is also continuing to grow in 2012, both in new markets and existing ones. We have five new store openings planned in new markets. We’re continuously learning–because of this, we’ve slated a new store model and design that better accommodates the needs of families who visit our stores. MMR: How has Music & Arts embraced the Internet, both as a selling and promotional tool? KO: We recognize that the Internet is a powerful tool that can be used for a variety of functions, both in promotions and for sales.

APRIL 2012

Music & Arts utilizes the Internet as a way to virtually increase our store SKUs by giving store sales associates and educational reps the ability to purchase gear for the customer that is normally not kept in stock. We offer music educators the ability to purchase products with their commercial account through a secure site. We also give affiliates the opportunity to have access to our online inventory, creating a new sales opportunities without additional inventory cost. Many of our customers are kids and their parents, so it’s very important that we engage them through social media sites like Facebook. While I can’t share exact percentages of sales, I can tell you we offer a variety of promotions, coupons, and specials, and we’re just wrapping up our first ever “Find Your Voice” contest in which Music & Arts teamed with Yamaha and pop star Greyson Chance to inspire young people who have a passion for music to enter a musical video that expresses individuality and imagination. We saw an immediate significant increase in Facebook community engagement and fans during this promotion.

MMR: The Company has been an active advocate and supporter of a number of phil-

anthropic organizations and projects. Can you talk briefly about Music & Arts’ ongoing or upcoming partnerships of this nature and why you chose to get involved to the degree that you do? KO: First and foremost, Music & Arts is dedicated to making music accessible to everyone. We also believe strongly in investing in the communities that we serve. For this reason, we invest heavily in national and regional philanthropic opportunities that are important to the music community and to our customers. For example, in 2011 we conducted a “Think Pink” sales promotion in October where a percentage of the sales price of all pink products went to the Breast Cancer Research Foundation, we partnered with electric violinist Mark Wood on a school tour, and we worked with the Rachael Ray Show to donate over $170,000 in instruments to a Tuscaloosa, Ala. school devastated by a tornado. We’re also committed to the Baltimore Symphony Orchestra’s Orchkids program that provides music programs in Baltimore’s inner city Elementary schools, and we support various local initiatives with the El Sistema movement.

MMR 29

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MMR: The hot-button topic for the past few years has (unfortunately) been the shaky economy. What are your projections for the coming year? What trends have you been noticing? KO: For Music & Arts, one of the most troubling effects of the shaky economy has been its impact on school music programs. Not only are these programs important for Music & Arts from a revenue perspective, but also we truly believe in the power of music education on our young people. As you know, a steady program of music education can impact a child’s intellectual development and

establishes a solid foundation for learning in other areas. Music & Arts plans on continuing investments in our local communities to support and promote music education. We also see this as a growth year, and have identified additional regions in which we want to open our doors to spread and support music education.

MMR: Final thoughts? KO: We are very excited about the year ahead, celebrating our 60th anniversary with our employees, partners and customers and bringing the possibility of music to even more people.

30 MMR

APRIL 2012

Spotlight

Guitar Technology: The Future is

Now(?) Self-tuning and new synth guitar hybrids – what does it mean to players and dealers? From the 12th Century to the early 1930s, it could be argued that the basic elements of the guitar changed very little. Once the likes of Mr. Les Paul and Leo Fender got involved, however, the guitar was changed forever. Are we on the cusp of another such revolution? Or as one dealer surveyed for this article postulated, are these next generation guitars just showing a “desperation” among manufacturers? Self-tuning guitars, new advancements in guitar synth, USB-fitted instruments, and even guitars that use technology in new ways to teach players were all on display at this past NAMM Show as Peavey, Gibson, Godin, Roland, Parker, Line 6, and Behringer, among (many) other companies, all had new or recent technologically enhanced guitars to show off. “For a lot of beginning players, tuning and intonation are two barriers to learning how to play guitar,” states Peavey CEO Hartley Peavey. “Having a guitar that is out of intonation and won’t tune properly can take away the motivation and joy in playing. Giving players the ability to correct those deficiencies easily can encourage those beginners to stick with the instrument.” But the new technology doesn’t cut one any slack with his or her ability to play, says Parker Guitar’s Chris Walker: “You still need to know how to play in order to use this technology to its fullest capabilities, so in that respect, once players realize they can express themselves as they always have, we got very positive feedback [on our hightech guitars]. You could see the wheels turning, the smiles popping on their faces!” “To be perfectly honest, I never say that a guitarist needs [self-tuning capability],” states Fret-King’s Trev Wilkinson. “We have been playing guitars for a long, long time and using alternate tunings forever. What I do say, though, is why would you not want it?” 32 MMR

“How reliable will these things be in 50 years? And great – this is all we need: to remove another skill from a player…” John Files, Bass Emporium

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the likes of Gibson CEO Henry Juszkiewicz, who believes the self-tuning revolution will happen in a very big way – and inevitably will someday represent 100 percent of the market. “I draw the analogy to the T.V. remote control. When it came out in the early days, everyone said, ‘Stupid!’ ‘Ridiculous!’ and ‘How lazy can people get to not stand up and change the channel?’” Also when television remotes first came out, they didn’t work that well. “But the fact is, today you can’t find an electronic device without a remote. Convenience wins. There’s no reason not to have it at your fingertips. Something like [self-tuning technology] can change behavior, and I predict it will be ubiquitous.”

MMR launched an exclusive survey, and there was little positive feedback about these “tech-y” developments to guitars [see page 41 for full report]. While only three percent reported not hearing of selftuning guitars, only the same percentage report stocking them. “Gimmick” and “fad” are two words that came up frequently in our poll of dealers. “It’s silly,” pens John Files of the Bass Emporium in Austin. “How reliable will these things be in 50 years? And great – this is all we need: to remove another skill from a player…” Then there are the natural challenges, including high price and the cost of buyin. Plus there’s this: “I have a customer

with two of them, and he’s had to send them both back to Gibson,” reports Jim DeStafney of Blues Angel Music in Pensacola. “They could not be field repaired.” The new lower-priced Peaveys seem to cause a few to be more open to the idea: “The newest Peavey models have a lot of possibilities,” says Mike Guillot of Ms. Music Inc. in Flowood, Miss. “In my opinion, there is a place for [these types of guitars] in the market. Imagine the number of students who don’t learn because their parents don’t know how to tune the guitar or work the tuner and neither do Johnny or Suzie. Imagine the number of weeks of practice that was for naught because the guitar was not properly tuned.” The other extreme is represented by

Peavey With much bally-hoo and promises to “forever change the way guitars are played and recorded,” Hartley Peavey, CEO, was personally on hand in Anaheim to unveil his company’s entry into the self-tuning market, showing off the Peavey AT-200 featuring Auto-Tune which was developed through a partnership with Antares Audio Technologies. “The Peavey AT-200 was a huge point of interest for our dealers, as well as the media, at NAMM,” Peavey said in a post-show interview. “As word spread through the show, more and more people came by to see and hear the AT-200 for themselves. It was a big success because of its totally new technology, which allows the guitar to electronically self-tune and self-intonate at the push of a button.” Many noted the instrument’s impressive below-$500 price. “The trick was to adapt this technology in a way that enabled Peavey to offer this product at that price point,” Hartley says. “For as long as I can remember, dealers have told me that they go to NAMM to find new and exciting products. Our AT-200 is break-

through technology at a realistic price point that can be hugely profitable for our dealers and distributors around the world.” Peavey says the partnership with Antares has been great, creating an affordable instrument that electronically selftunes and self-intonates at the push of a button that is different than others on the market. Of course, he also understands the retailer, and acknowledges there are going to be some skeptics. “Our AT-200 overcomes multiple problems encountered with guitar synths and similar products in the past,” he states emphatically. “The AT-200 is a whole new deal—a breakthrough that only happens once in a decade. We enjoyed watching the reactions of people when we demoed the AT-200 at NAMM. Everyone walked away feeling positive about the instrument and what it does. It’s important to note that the AT-200 doesn’t correct bad playing, only poor tuning and intonation. The technology is even smart enough to know Hartley Peavey

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when players intend to manipulate pitch, so bends and vibrato sound as natural as they always have. The AT-200 has both active and passive modes, so if there’s ever a need to bypass the auto tuning and intonation, it’s easy to do so.” He adds that the company isn’t stopping with this, citing Peavey’s history of innovation that has earned them more than 180 patents. “That legacy of innovation includes pioneering the use of computers in guitar making and in creating the first digitally configured and controlled audio system (MediaMatrix).” Game changer? Peavey thinks so. “We have always tried to create better products with unmatched performance, and that will continue through all of our product lines. The AT-200 is a game changer, and once again Peavey is leading the pack. When the true extent of the amazing technology included in the AT-200 is fully disclosed, the industry will recognize the amazing technological breakthrough that it actually is.” The AT-200 will be out in July at Peavey dealers. Parker Parker has also incorporated Antares’ technology, and say there’s is an entirely DSP-based suite of functions that offer everything guitarists have always wanted from their guitars, along with capabilities never imagined possible. On the Maxxfly, the six strings tune with the push of a button – there are no motors or gears. Alternative tunings and virtual capos are possible, and proprietary modeling technology allows the player to select a guitar/pickup combo and then select from the pickup configurations that would be

available on the original guitar. “There’s a MIDI interface that allows every parameter of every function to be controlled by standard MIDI continuous controller messages,” says Parker’s Chris Walker. “This opens up the possibility of control by MIDI foot controllers, programmable control surfaces, iPhones or iPads, computers, or any source of MIDI as well as creating presets and recalling them using MIDI preset change commands.” But don’t look for it on just any Parker … “At this point, we are very excited to say that Auto-tune is exclusive to our flagship model, the Parker Maxxfly,” says Chris Walker. “We don’t currently have any plans to expand to other models, but if there is a demand for that then we will certainly take a look at what we can do.” Walker, too, reports a strong response at NAMM. “Guitar players are very traditional in the respect that it is a craft and most prefer to hone that craft over years of practice and hard work. The Auto-tune technology in our Parker doesn’t take away from that, but enhances every player’s bag of tricks by incorporating their imagination in how they use the technology to compliment their playing. Once most

players played around with the guitar, they realize it’s just another tool, like an effects pedal, that they can use to express themselves. Overall, we Chris Walker feel that this increases and inspires creativity.” He saw it on players’ faces as many played the MaxxFly. “At least 80 percent had that ‘light bulb moment,’ when they realized that [this technology] wasn’t going to make them play or sound differently. You hit a bad note, it’s still a bad note! [laughs] If you have a distinctive vibrato, it still shines through.” Walker doesn’t see a future where this technology is on every guitar, though. “The Parker Antares Auto-tune for guitar was devised for the typical Parker player – someone who is interested in using the most advanced technology on the planet that allows them to express themselves in ways not possible with traditional guitars.” Behringer “We’ve been in the guitar business for a decade now, building solid state guitar amps and launching the world’s largest line of stomp boxes,” says Behringer’s senior vice president of marketing, Costa Lakoumentas. “We want people to experiment with their sound in ways that

“Our AT-200 is breakthrough technology at a realistic price point that can be hugely profitable for our dealers and distributors around the world.” (left to right): Hartley Peavey of Peavey Electronics, Max Mobley and Dr. Andy Hildebrand of Antares Audio Technologies, and Fred Poole of Peavey Electronics.

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Hartley Peavey, Peavey

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are affordable. Making great products affordable means buying parts at the right price.” Behringer has applied that philosophy to guitars, which they’ve been making since 2005. “The whole art of making guitars is something you can do in one of two ways,” Lakoumentas says. There’s the handcrafted one, where the maker “gets to know the tree before it’s actually a piece of wood, which we love” or there’s the one for the mass market. The latter and takes advantage of owning a factory with all the necessary tools to build a quality instrument at an affordable price – and one that includes some untraditional technology. Their Metalien USB Guitar iAXE629 is part of a new series that allows the player to connect straight to the computer and comes with built-in modeling amps and affects. “We wanted to create something that has great, enabling technology that is completely teton_guitar_HALFad_M_OL.pdf

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simplified for the aspiring guitarist and also is delivered with a whole tool kit [of sounds] they can experiment with,” he says. The kit comes with a CD, USB cable, adjustable guitar strap, and three picks. There’s also access to guitar combos from a Behringer edition of Native Instruments software, providing a virtual guitar amp and stomp box modeling which comes with multi-track recording and editing features. “It’s very cool to be able to hear your music as you record it, and do it from a listening posture, not just a playing posture, so you can critique yourself as you learn. For the customer trying to learn, this can be very satisfying, and can provide the kind of instant gratification that encourages them to keep playing.” Debuting at the Consumer Electronics Show, and shown off at NAMM as well, is the iAXE Guitar for iPad and iPod. The stringless gui3:44 PM

tar-teaching tool was developed by Lee Behringer himself and includes patentheld technology. “The way we conceived it was there are LEDs up and down the neck of the guitars representing the notes and you strum the iPad that you place into it. It comes with a ‘party mode’ where you just hand it to someone who doesn’t play and they ‘strum’ to a song right away. It allows [novices] to enjoy the experience, but gets them keyed into one of the important elements of music, rhythm.” Behringer hopes the iAxe bridges the gap between such

The Roland G-5

games as Guitar Hero and a real guitar. It’ll come with a range of free apps, allowing users to play it right out of the box. “We’ve not scheduled a firm launched date on this, but it will come out sometime this year,” Lakoumentas says. Roland At NAMM, Roland’s booth there was a buzzing with the release of the G5, a synth-equipped guitar created in cooperation with Fender. “The G5 is revolution in that it’s a

hot-rodded, customized Strat with 22 medium jumbo frets and available in two colors,” says Gary Lenaire, product manager. But what Roland is calling the next step in the evolution of the instrument – acoustic guitar, electric guitar, and now “electronic guitar” Gary Lenaire – features more than may meet the eye. It features Roland’s COSM technology, which allows the user to dial in a world of electric and acoustic guitar tones, even 12-string. “There’s a selection of guitar models and tunings, but other than the edition of two black knobs, it looks, plays and sounds like a classic Fender Strat, and you can have it ‘just’ be a Strat 24/7 if that’s what you want.” He laughs and adds that one of the sounds to be had with a turn of the knob is… a Strat. “Why would you want to model

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Elegance Defined 36 MMR

a Strat on a Strat? Well, with the ‘Strat’ mode there’s no 60 cycle hum typical of the guitar – the noise associated with those pickups are gone.” Behind the two Strat sounds, there are another 123 combinations. “There’s no programming by the player needed,” Lenaire says. “And it’s a standard output.” This is part of their V Guitar series. “The V Guitar has been part of Roland for many years and now it’s coming full circle for us.” They are the sole distributor of it, and it’s managed and merchandised only by Roland. “Having that internal pickup is a

The Roland G-5

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great marriage,” he says. “And with so many sounds in one guitar, it’s really great for the working professional who has to fly from city to city – now he or she only needs one guitar not five or seven.” Though it seems like they are competitors, Lenaire has high praise for the people at Fender. “[CEO] Larry Thomas and his entire staff of Fender have been amazing during the entire process, and working with them has been amazing. What a positive, exciting group of individuals. It’s been a fantastic experience.” When asked if this new guitar is the future or a mere fad, Lenaire points to the history of the Roland V Drum. “People might not realize we started way back with a drum machine that was the only one on the market. From there we created V Drums, and the innovations slowly and gradually influenced the market. Today it’s a major competitor in the drum market and to me that’s a wonderful statement.” Over at Roland, Gary Lenarire says dealer response has been “overwhelmingly positive,” their booth was crowded the entire time at the show on their synth guitars and Roland/Fender hybrid. “For the hobbyist, the V guitar is an amazing product for the player sitting at home wanting different sounds and not just hemmed into the guitar.”

Godin At Godin, they took the model that John McLaughlin takes on tour, The Passion RG-2, and made it with a 13-pin connection. “The other thing is that the body has a chamber that re-voices and augments the frequency range and allows the player to go from passive to active pickups,” says Mario Biferali, sales and marketing

manager of Godin. “When you sit down with the guitar, it’s very dynamic.” As for its synth possibilities, he says the output has a filter switch that filters out unnecessary frequencies when using it with a guitar synthesizer. “We wanted to make sure first and foremost that if you never used the synth [application] you had a monster guitar. It has a very deep neck pocket, and a lot of wood connec-

Mario Biferali

Godin RG-3

AxCent Tuning Systems Knows Self-Tuning All this noise about the “new” self-tuning guitars must be making the people at AxCent Tuning scratch their heads a bit. “It was 1987 when we developed our first unit, and our first customer was Jimmy Page when he bought one in 1991,” says Neil Skinn. With partner Frank Strazzabosco, they have been fitting guitars with their self-tuning system for more than 20 years, and their artist list includes Joe Perry, Pat Metheny, Eddie Van Halen, Peter Frampton, Pete Townsend – even filmmaker David Lynch and Microsoft co-founder Paul Allen have them. “We were playing in a garage band together – and this was before the advent of the little $25 tuner – and one guy said, ‘it sure would be nice if these [guitars] tuned themselves,” Skinn recalls. Their system is not for the faint of heart, nor is it cheap: to install it 38 MMR

on your Les Paul or Stratocaster, it costs between $3,400 and $5,000, and you supply the guitar (it can only be one of those two guitars because it requires a guitar that doesn’t have a beveled edge). It is a computerized mechanical tuning system that adjusts the tension of the strings. “What we’re proud of is it actually changes the tension of the string, not just sensing the strings,” Strazzabosco explains. “We never heard anything about those that continually sense the strings.” Besides the list of star artists, Skinn says their customers are affluent doctor/lawyer types as “our price tag is pretty high. And it’s complex to install, so people send us their guitars or let us buy one for them and we do the installation in the shop.” Another challenge is that AxCent doesn’t work with retailers (at least not yet), and players have to take a huge leap of faith, relying only on the extensive testimonials on their site and buying without playing first. As for the wave of self-tuning guitars costing considerably less than tunings, they aren’t worried: “The ability to change theirs in the middle of the song is what sets us apart,” Strazzabosco says. APRIL 2012

tion for more vibration and sustain.” The pickups act more as sensors, and the saddle is essentially the pick up, which allows better communication from the guitar to the synthesizer. “This guitar is extremely light as well, which was a goal because we asked players – both professionals and those around the office – what they like and what they don’t like in these types of guitars,” Biferali continues. So they went with a special Spanish cedar and a maple top. “Basically the same way we build our acoustics.” In addition to the RG-2, there’s the RG-3 with a 13-pin, the difference being the latter comes with the three single coils. As for the ability to connect with a USB cable, “That’s just convenient. You have it there, and you can plug it right into your computer, and the computer recognizes what it is. It’s an easy great way to get the audio onto the computer.” He sees this trending, because it’s welcomed by guitarists making music who don’t want to just be limited to guitar sounds. “For the player who doesn’t play keyboards, it allows for so much more.” But even that has limits: “We don’t release guitars like these so they can get a great clarinet sound – it’s the opposite of that.” So for the beginner or the person demoing an arrangement, again, it’s convenient; but “at the end of the day, if you want a sax sound you should really get a sax player!” He’s cautious about the market for the 13-pin/USB guitars. “It’ll be for the guitarist that has several guitars but wants something different, or someone who falls in love with this because of the quality of the instrument and then goes, ‘oh a 13-pin, that’s cool – that’s there if they need it.’”

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Don’t look for Godin to offer selftuning guitars in the near future, though. “Everybody does what they think is cool, but we won’t be pursuing that,” he says. “We’d rather be more about finding the ultimate tone. At the very least, every guitarist should know how to tune his or her instrument. I respect those who are making guitars [with that feature], because anything that makes anybody interested in guitars is great … but we’re about how to built guitars with the ultimate tone.” Fret-king Trev Wilkinson offers the Super-Matic guitar, which he says is the first ever to feature the Wilkinson ATD HT440 selftuning hard tail guitar bridge. “The main advantage is that this is ‘real tuning’ and by that I mean it is the same as using tuning keys to vary the tension of the strings, and that gives you the real feel of the tuning, not like a digital system where the strings never change,” Wilkinson says. “Real users of alternative tunings really appreciate this.” The second advantage is that it is “totally non-intrusive for a guitar or a

guitar player. My whole take on it from the beginning was that I did not want the guitarist to know he had this fixed to his guitar until he needed it. We are not the first with this technology, but I believe we are the most affordable and the most user friendly.” Wilkinson and team have been developing the self-tuning bridge for many years, and the low-profile addition uses “ultra hi-tech micro gearboxes, designed to retrofit unobtrusively to a standard Strat like vibrato bridge rout,” he explains. There’s a micro hex pickup, and controls small enough not to notice. “For me it is inexpensive enough and unobtrusive enough to use it when you want. “No one can tune a guitar as fast or as accurate as this unit can. Then, add to that the benefit of your audience never actually seeing or hearing you tune on stage.” He adds that when one thinks about the implications in the recording studio, “think about never again hearing the engineer tell you were out of tune on the last take!” For dealers and players there will be a bit of a learning curve but “certainly not

as a mobile phone.” For now it’s just in the one model: “I’m a realist and know that not everyone will want it. “As some guitarists embrace all the new technology that is being offered to them, most do not. Good, affordable guitars are the future of guitars. Frustrating as it sometimes is for a guitar designer, guitarists till look back through rose tinted glasses at a classic 1952 or a 1954 guitar, but only the people who really own these guitars and try to play them in a stage environment understand what they can do and, more importantly, what they can’t do!” Gibson Henry Juszkiewicz is blunt in admitting that since the Gibson’s Robot Guitar featuring self-tuning debuted five years ago, sales have been under- Henry Juskiewicz whelming. But that is just as he expected and he’s more

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than fine with it. “I feel good about it, but yes, it’s a radical innovation in a market of traditional customers. There is a general feeling in the guitar business of, ‘well, who needs it?’” Juszkiewicz laughs. “It’s understandable that, for people who spend so much time learning guitar, anything new is potentially offensive. So our radical innovations are small in volume now.” Juszkiewicz is a man who believes history is on his side, as he reminds us that the Les Paul languished for 15 years, selling a mere couple of hundred units annually, before taking off. “But the good news is that this period allows us to get consistency and quality before we ramp up and have to produce volume.” And as to who is buying the Robots, “It’s the bleeding edge consumer, the pro-sumers. It’s the people who bought the first electric cars, the first $15,000

plasma T.V. screen – typically that four- to six-percent of the total buying population that loves to be on the edge of change, the thrill of being first.” Interestingly with just a few exceptions, the pros aren’t embracing Gibson’s Robot guitars, at least not yet. “The number of professionals who actually make their living playing guitar is small, and they spent a lifetime getting their tone, their sound, and need their equipment set up a certain way. You throw something radical at them and it throws them off.” So with some exception, “the real target is someone who loves the puzzle of the new, and that’s part of the appeal. They

are the pioneers, part of the vanguard. There are bunches of people like that.” As to all the others coming

out, it’s something Juszkiewicz expected, as well as other companies creating products with similar features at lower price points. “In a few years the [self-tuning] feature will be practically free and be in millions of units, and the price will come down to the point that it’s essentially no added cost, and at no added cost, who wouldn’t want it?” In addition to that, there’s Gibson’s

Self-Tuning & ‘Robot’ Guitars: ‘Silly’ or Wave of the Future? Many guitarists are notoriously traditionalist… and, appropriately, so are those who sell to them. So it’s no surprise to anyone, including the manufacturers producing the new wave of self-turning instruments, that the politest way to characterize this MMR survey’s response is “tepid.” “Stupid idea,” says D.A. Law of Crossroads Music in Sierra Madre, Calif. “If you can’t tune it, you’re not a musician.” “It’s a fad,” states Ken Huddleston of KK’s Music, Manchester, Tenn. “It’s just what Dave Grohl [of the Foo Fighters] said at the Grammys. No one wants to take the time to learn the craft. I’m not sure if you never learn to

tune your guitar that you could ever hear the chord changes, et cetera.” But then there’s this from James Bethea of The Perfect Bass in Baton Rouge, La.: “If executed in a way that the mechanisms are visually no different than a traditional guitar, they function in a consistent and reliable manner, it doesn’t impact the weight of the instrument, and doesn’t cost any more than a traditional guitar, it could catch on big.” But few could disagree with John Maniatis from Hidden Music in Palos Hills, Ill., who, when asked if this technology is the wave of the future or mere fad, responded: “Sorry, crystal ball not working today.”

Have you heard of self-tuning guitars, “robot” guitars, and the like?

Are you stocking any of these types of instruments?

Yes: 97%

Yes: 3%

No: 3%

No: 97%

Have you checked out any of these guitars, personally?

Yes: 61% No: 39%

“No. Seems like a fad to me. Most of the dealers I know who have stocked them practically had to give them away.” –Jon Hiller, Cowabunga Music, Anna, Ill. “No – but debating the impressive Peavey [AT-200].” –Brad Sears, Consumer Music, Vallejo, Calif. “Yes – why not?” –John Leitz of Leitz Music, Ft. Walton Beach, Fla.

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new Firebird X, which he says combines a number of different technologies including fourth-generation robot tuning, sound emulation, offers a variety of guitar sounds including acoustic, blue tooth wireless technology and more. “It has so much technology it whacks people out,” Juszkiewicz says. “Any of the individual technologies are going to have a profound implication, and something like this is going to change the nature of the guitar and guitar rig very radically over the next five to seven years. “The bottom line is it will give players more creative freedom. If you introduce innovation to the creative minds, and musicians can reflect on it a while, the innovations will lead to new formats of music and new ways of playing – that’s really exciting stuff.” While not able to talk about it yet, Juszkiewicz hinted that announcements of new products by the end of the

year could include acoustic versions which have been reported to already been proto-typed and new versions at the lower than $4,000 price point typical of a Robot Guitar. Line 6 “The original Line 6 Variax® guitars debuted back in 2002 to an outstanding reception,” says Line 6’s Gabriel Whyel of the company’s most “high tech” guitar offering. “Introduced in 2010, the new The James Tyler® Variax® is the only guitar in the world that can sound like an entire collection of vintage instruments. Designed by legendary boutique builder James Tyler, it is one of the best-playing guitars on the market. And, it also has something under the hood no other guitar has: Variax technology that gives you 28 classic electric and acoustic instruments, and instant

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alternate tunings.” Whyel feels these types of guitars offer very real and obvious benefits for players who require versatility and multiple options Gabriel Whyel from their instruments: “James Tyler Variax provides an endless variety of guitar sounds to inspire the musician’s creativity, from vintage electric and classic acoustic sounds all the way to sitar, banjo, and more. Guitarists can switch their tunings on the fly — or go beyond what’s possible in the physical realm and create custom instruments with Variax Workbench. James Tyler Variax is great for guitarists who need a variety of guitar sounds to realize their creative vision.” While he concedes that – for now, anyway – the market for these types of instruments is limited, Whyel sees potential for growth. “We find that many guitarists work with a variety of tones when they play, so we have developed an instrument that provides a huge tonal palette that guitarists can use to sculpt their own sounds,” he says. “We believe this group of guitarists is growing. Actually, the reception to Variax guitars has been outstanding. By combining industry-leading Line 6 digital modeling with boutique-style craftsmanship, James Tyler Variax provides the ultimate instrument: the sounds of 28 vintage instruments plus the sound of a beautifully crafted electric guitar from a master luthier.”

Marc Eric

www.mmrmagazine.com

Nashville Guitarist/Singer Songwriter/Producer

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Stomping Ground-

Guitar Effect Pedals ISP Decimator II ISP Technologies expands on their Noise Reduction technology by introducing the second generation of patent pending Decimator pedals. The Decimator II™ and the Decimator G String II™ are able to be linked with a 1/8” phone cord allowing both pedals to directly track the instrument in the same manner as the professional ProRackG system. These pedals allow players to use one block of Decimator between the guitar and amplifier and a second in the effects loop. Players can also use the link function with dual preamps with a Decimator II after each pre-amp for a true stereo noise reduction system. Also featured are improvements in the expander tracking with our new linearized Time Vector Processing™. This provides a transparent release response and virtually eliminates any release ripple for smooth decay of notes. www.isptechnologies.com

Apocalypse Fuzz Pedal from Death By Audio The new Apocalypse pedal utilizes five unique fuzz circuits combined with a sweepable frequency equalizer yeilding an extremely usable and versatile fuzz tone shifters. A Drive control adjusts the input gain, ranging from a mild boost to a full on fuzz. On some channels this knob has special effects. The Sweepable Frequency Equalizer is an intense passive tone control that sweeps the output from a full bassy sound to a scoup to a mid hump to a brittle treble boost and 44 MMR

Ravish Sitar from Electro-Harmonix Electro-Harmonix’s Ravish Sitar is designed to transform guitars into droning guitars, tracking your notes polyphonically with a wide range of tonal possibilities. The pedal allows users to utilize features like selectable decay speed for the Lead voice, sympathetic string drone simulation with a wide tonal range, selectable keys and scales including major, minor and exotic provided for the Sympathetic strings, custom Sympathetic string scales from the guitar, modulation adds movement to the sympathetic strings, bending of the pitch of the Lead voice using an optional expression pedal, and a separate Main Output for all voices plus a secondary Sympathetic Only Output. Users can save and recall 10 presets. A 9-Volt power supply is provided. www.ehx.com

with many subtleties in between. “Scoup” is a unique EQ curve suited for heavy bass and treble at the same time, designed for palm muting metal and more. Gainiac channel is designed with lots of beautiful sustain and harmonics on this channel to emulate the sound of a stack of amplifiers. “Square Wave” clips the waveform for a solid wall of distortion sound, while the “Octavious” employs fullwave rectification for a nasty octave up sound. The “Wave Form Shifter” makes for a splatty and blown out fuzz sound. www.deathbyaudio.net APRIL 2012

SFX-10 Déjà Vu Tap Delay from Seymour Duncan While the Deja Vu includes the standard wet/dry blend control and the required delay time adjustment, the DejaVu also features an analog/digital blend control, to achieve any desired level of balance between the warmth of a real Bucket Brigade delay and the squeaky clean sound of a microprocessor-based digital delay. There’s also a Feedback control, which allows users to dial in a runaway recycling of your sound in the style of an analog tape echo. Also features two insert jacks. The Feedback Insert jack allows an external processor to be included in the recycling path, so that the processor’s effect becomes more intense at each regeneration, continuously morphing the delayed sound as it recycles.

Röttweiler Distortion from TC Electronic Röttweiler Distortion’s all-analog design features a unique distortion circuit based on soft clipping – just like real tube amps – which gives users authentic response and tone. Röttweiler Distortion is voiced to burn through mixes. A classic stompbox problem in this hardcore setting is a tendency to get “lost in the mix”. Typically, these pedals sound great on their own, but once the band starts playing, they become less convincing. The Röttwei-

APRIL 2012

The Wet output/loop jack works on the sound after it leaves the recycler, allowing custom tweaking of the overall character of the wet signal before it recombines with the dry signal. The Deja Vu has Tap Tempo to match the delay time to the tempo of the music. And a Ratio Control that gives you multiple delays for each press of the Tap Tempo footswitch. And a tempo “Heartbeat” red flashing LED to keep everybody honest (or, at least, in time). And a “Modulation” control that lets you add a flange/chorus effect to the time delay. Connect a second amp to the stereo output for a space-filling stereo effect. Or use the stereo output by itself to get a sound with a totally different timbre. www.seymourduncan.com

ler Distortion as it has been designed with live performances in mind. The ‘Voice’ toggle switch allows you to choose between two midrange voicings that will create tones from classic hard rock to full-on death metal instantly. The pedal also includes true bypass, a onescrew battery access for lightning fast battery changes, and a custom “hammerhead” rugged die-cast aluminum casing. www.tcelectronic.com

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P3 Joel Weaver “Full Metal Jacket” Distortion Pedal Under the hood, this pedal has the same acclaimed HBE “Full Metal Jacket” distortion circuit. Depending on the setting of the Drive knob, this pedal can go from bluesy and touch-sensitive all the way to a take-no-prisoners, face-melting flame-thrower. The P3 Signature Series Joel Weaver Distortion Pedal includes comprehensive instructions, full support, and a 9-volt battery. P3 Technology allows the battery to remain installed yet fully disconnected, ensuring it does not accidentally discharge and is available in an emergency or when P3 Power is not available. Remotely supplying abundant, regulated power via standard cables, the patented P3 Technology eliminates 9-volt batteries, wallwarts, and AC power at the pedalboard; halves wiring; stops voltage droop; stabilizes tone; suppresses ground-loops; and makes the dreaded “dead on arrival” a pain of the past. When set to use P3 Power, P3 Pedals actually reverse the purpose of their DC barrel connectors, making them into 9-volt power sources, perfect for powering stock pedals. www.p3dals.com

VOX DelayLab Delay Pedal Housed in a rugged diecast chassis, the DelayLab combines a wide array of modeled delay effects with multi-mode stereo looping and complete expressive control of all the delay parameters. Set up for intuitive ease of use, the DelayLab parameters are con-

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trolled by five vintage-style knobs. Four footswitches provide access to the presets, and any function can be assigned to an optional expression pedal (such as the Korg EXP-2). All totaled, there are 30 types of delay effects modeled in the DelayLab, including echoes, analog, tape, reverse, and ambient delays. The DelayLab delivers accurate models from a carefully selected set of historically significant delay units. It also contains numerous original and up-to-date delay effects. Dual Delay makes effective use of two independent delay times; Distortion Delay adds distortion to only the delayed sound; Reverse Delay can adjust the mix ratio between forward and reverse; Space Delay applies a string-like tonal effect to deepen the cascading delays. The DelayLab also provides extensive looper capabilities, offering 28 seconds of memory. Three types of delay can be used simultaneously with the looper, and the looper can be set to attenuate the volume of the looped phrases with each overdub so that the latest phrase will stand out in the mix. In addition, the L/R delay times can be set independently for more creative applications. Stereo ins and outs, 24-bit converters, and a sampling rate of 48 kHz provide optimal fidelity for recording or stage use. VOX has introduced their Seamless Bypass and Seamless Program Change features to ensure a smooth transition in sound when bypassing the unit or switching between the 30 editable effect programs; the Kill Dry feature completely mutes the direct sound. Power is provided by six AA batteries; an optional AC adapter is available. Retail price: $350. www.voxamps.com

APRIL 2012

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Q&A Gibson’s Henry Juszkiewicz:

On the Record When Gibson CEO Henry Juszkiewicz spoke with us about our guitar technology coverstory (page 32), we took the opportunity to ask him for an update on Gibson’s struggles with the federal government’s Department of Fish and Wildlife. Since 2009, the department has sent in armed agents twice to remove products they say contained wood illegally cut and shipped from Madagascar. In addition to NAMM and other members of the industry standing on the side of Gibson, Juszkiewicz personally become something of a celebrity, doing scores of interviews and even speaking at a Nashville Tea Party Rally. Remarkably candid, he gave MMR an exclusive update.

“If our industry doesn’t get involved with a new version of this law, and a few points aren’t thought through, it’s going to be bad.”

MMR: So where is Gibson today in relation to the government raids on the factory? Henry Juszkiewicz: One, there is of course our individual problem [of the raid]. That’s just a Gibson issue, and there are going to be things we have to resolve … The second issue is more exciting in that I’ve taken the bull by the horns to organize an effort to actually to improve the Lacey Act, to make it so it leads to a more productive and sustainable future, which, in the end, is what our industry needs, frankly. If you’re against a strong Lacey Act, you’re against our industry. MMR: What kind of things are you involved with? HJ: We’re trying to work within the political process, but politicians aren’t good at understanding “win/win.” If our industry doesn’t get involved with a new version of this law, and a few points aren’t thought through, it’s going to be bad. With laws, there can be unintended consequences. So now Gibson is squarely

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in the political process, working with congress, senators, political regimes to improve the situation. I can’t really talk about it beyond that right now… but I can say there is a very bipartisan sensitivity and will to make this better, to make this work and improve it. Not to defeat the law as sometimes quoted – that couldn’t be farther from the truth.

MMR: In other reports, you’ve been quoted as feeling that Gibson has been singled out. HJ: We have been singled out. Nobody else has been harmed by this. Thousands of dollars worth of products taken… I don’t know of any [other guitar company]… so, factually, we’ve been singled out. We’re not the only one under investigation, but we are the only company attacked and injured in a very aggressive fashion and that’s a fact. MMR: So many other guitar companies – any ideas of why Gibson? HJ: The feds aren’t talking. I don’t APRIL 2012

know why. I don’t think it’s justified. I don’t know what their motivation is… honestly, I’m totally confused.

MMR: When this first broke, there was lots of talk about scenarios where an individual player taking a guitar into another country or that guitar dealer here buying a 1948 acoustic from someone in, say, Germany – that in both those cases their guitar would be confiscated and they would suffer under the law. Do you know of any instances of that actually happening? HJ: The law is very clear and it puts everybody at risk. To comply with the law, almost no guitar can cross a border. That’s according to the letter of the law, which of course would virtually shut down commerce because that applies to anything with wood in it. Now the government has come out and said they aren’t going to enforce that part of the law. Well, okay. So why would you pass a law you’re not going to enforce? They could do some bad things for some reasons, but the justice department has said they are not going to mess with consumers. MMR: So no individual dealing with a single guitar has been arrested or fined? HJ: They haven’t, though they’ve scared a lot of people. I have heard of a couple of instances, though not with a guitar, but other musical instruments. Just two or three cases of enforcement [of Lacey] and not severe, but the facts are that, according to the law, you have to know every species of wood in your guitar, know where it came from, and be able to document it. Who is going to do that for a 1940s guitar? It’s not possible. MMR: If the law were enforced in this manner, what would be the consequences? HJ: There’d be large fines. Up to $100,000. That’s factual, what the law says. Now in my view that’s baloney and the law should be changed because aspects like this don’t accomplish anything. It only puts consumers at risk, and puts Congress at risk. Again, if the government isn’t going to enforce the law, then why have it? APRIL 2012

“We have been singled out. Nobody else has been harmed by this.” MMR: When do you see the Gibson case wrapping up, and how do you see it wrapping up? HJ: This is the government. They don’t move fast. I don’t expect a quick response. We’ve been in this battle for over two years now and no charges have been filed. But if I was to project, I think there Multi-item_Ad_Mar11

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will be a resolution in less than a year. The way I’m reading the tea leaves, there are some developments that argue for a settlement-type of resolution, but that’s by no means guaranteed. But I believe in the end, what we’re going through will be a great thing for conservation and our industry.

12:55 PM

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Survey

Reading the Fine Print…

Print media of all types has been experiencing a sea change (don’t we know it!) and music folios are no exception. We recently polled over 200 MMR subscribers and print music dealers to find out their experiences in the current climate, the expectations for the coming year, and their general observations on the market. While just over half reported being affected by the advent of digital and online “print music” options, it’s notable that those who do feel the impact of these technological advances feel it strongly. “It is easy for people to utilize online sites to obtain music and tablature instead of buying the print copy,” says Alissa Saucier of The Music Shop in Southington, Conn. Phil Sollar of San Mateo, California’s Drum Worlds puts it in even stronger terms: “The Internet, with no tax and free shipping is killing the music business and small dealers.” Read on to see what our survey respondents had to say about all things print in 2012…

“Like everything else, the print music market is redefining itself.” Menzie Pittman Contemporary Music Center

Compared to this time last year, print/sheet music sales are…

Up: 29% Level: 34% Down: 37% What types/genres of print music are selling best? “Classical Piano, Instrumental, Vocal, and Choral Pop/Rock Instrumental Band Methods/Instructional Broadway Folios Single Sheets Print on Demand Sheets Concert Band & Jazz Ensemble Arrangements.” Jeremy Carney Northern Music & Video Potsdam, N.Y.

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APRIL 2012

“Instrumental music is up 9%, band music is up 40%, keyboard music is down 22%, popular music is down 29%.” Drew Parker Separk Music Lewisville, N.C. “Billboard Top 100 & 200 titles in both sheet and collection ‘Catalog’ selections (i.e. Beatles, Eagles, et cetera) are selling well, as are instructional materials (all instruments).” Scott Duncan Katzin Music Durango, Colo.

What price points are doing best?

Low: 29% Intermediate: 68% High-end: 3% Have you noticed an impact on your sales of print music with the advent of digital folios?

Yes: 51% No: 49%

keep up for several reasons, volume pricing, digital files from publishers, or like the rights to make more selection available from digital media. There’s a growing concern about tablets...” Randy King Kingmusic, Inc. Bradley, Ill.

What other trends have you been noticing in print music sales? “Method books are still one of the biggest sellers, for piano and guitar especially, and pop radio hits are always good to have in stock.” Alissa Saucier The Music Shop Southington, Conn. “Our online sales are less than half because Hal Leonard and Alfred started selling direct from their websites a couple of years ago. It has all but killed our online business, even though we are on the first page of a Google search. We are a small store and have been very successful for 27 years, but sell only print music.

“Method book and books with CDs have remained steady. Sales of pop folios, sheet music, and TAB books have dropped off substantially.” Jim Nardi Uptown Music Keizer, Ore. “Like everything else, the print music market is redefining itself. Content remains important, but ‘format’ is in a period of change. Digital has entered the market place so dependable school music method sales simply are no longer ‘dependable.’ Directors are morphing into online systems, which affects local retail sales of print music.” Menzie Pittman Contemporary Music Center Chantilly & Haymarket, Va. “The bigger stores and online retailers keep getting bigger, small to medium size music stores selling print music can’t APRIL 2012

MMR 51

Forced retirement is certainly a possibility with us in the next year or two, which will leave our area with no print music store.” Julie Perry Allegro Music Germantown, Tenn. “The upside is that I’ve been getting a better margin from some of the publishers than before — Hal Leonard in particular. Alfred has always been great to work with and I’m always happy when I get a request for an Alfred publication.” Richard Hannemann Hannemann Music Los Alamos, N.M.

“Guitar [print music] is dead. Free tabs are on the Web.” Jim Tooher Three Village Music east Setauket, N.Y. “Well, they can only print what’s available. There seems to be a lack of originality in popular music these days

and it’s damn hard to put rap crap on paper...” Mitchel Banks Don Banks Music Tampa, Fla.

selection of books for the general population.” Linda Zehr Simple Sounds, Inc. Shipshewana, Ind.

What are your projections for print sales in the coming months?

“Hopefully everything will stay level as the forthcoming economy does not look promising.” Preston Wollaston Central Music Phoenix, Ariz.

“2012 has started out well and we’re anticipating sales to continue to be strong throughout the rest of the year.” Cindy Weber West Music Coralville, Iowa

Breaking News!

“I think we will do more print business this year primarily because we are focusing on it a bit more than we have in the past.” Donovan Bankhead Springfield Music Springfield, Mo.

Find it in the Hot News section of MMR’s Web site,

“I hope to increase my sales in this area. I do not carry all of the teaching series for piano in my store, I order for my teachers. This way I can offer a better

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Kumbaya or Crazy Train? Which would your students choose? If you were a beginner, which

would you choose to play: “Crazy Train,” “Smoke on the Water” and “Smells Like Teen Spirit,” or “Yankee Doodle,” “Kumbaya” and “Down in the Valley”? The Hal Leonard Guitar Tab Method gets students playing great music from page one. It uses tab notation and music from the Beatles, Nirvana, Green Day, Hendrix, and dozens more to demonstrate concepts and rhythm playing. The Book One book/CD package features over 90 riffs and retails for only $12.99. Excited students playing guitar equal more lessons for your store, more songbook sales, and more gear purchases as students progress into more advanced players. We want you and your guitar instructors to check out this new method. Call your Hal Leonard sales rep today for complimentary copies of Book 1 so each teacher in your store can decide for themselves if this is the method their students will choose! The Hal Leonard E-Z Order Line: 1-800-554-0626

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Sailing Veteran Industrial Manufacturer George “Pete” Duane, Jr. On a Long History in the Business of Aerosol, Injection Molding, and Musical Instrument Lubricant You could call Pete Duane a tinkerer. At 85 years old, he runs a manufacturing business that services customers across the world, some of whose products have thrived for decades as first and best solutions to problems from instrument lubricant to rifle maintenance. It was early on in his moonlighting career as as a musician that he decided to make a guitar string product, Finger-Ease. “I played in a combo in ’68 with a great guitar player who was always using an oily rag to slick his strings up so they wouldn’t tear his fingers all to pieces,” he remembers. “I worked on that and developed FingerEase, which is now distributed all over the world.” Duane is president of Chem-Pak, which develops industrial products and the aerosol packaging for all kinds of products – from injection molding repair to deer attractant. A long-standing jewel in their catalog remains some of the most widely available and consistent musical accessories on the market – String-Ease, Speed-Oil lubricants, G’Wax Guitar Polish, Electro Sound Cleaner, Woodwind-All Conditioner. It may sound like a tough market to wrap your head around, but Duane was a natural-born engineer and has thrived with every new technical challenge thrown his company’s way. “When I was a five-year-old kid, I just had to know how everything worked,” says Duane. “I’d 54 MMR

tear everything down my daddy had in his garage and find out how it worked.” It led to an interest in physics, chemistry, and mechanics on one side, but also a long life of music performance. Born in the small town of Stony Creek, Virginia near the border of North Carolina, he unearthed a trumpet with a busted, dented bell in his father’s garage and began to learn it correctly, trying to emulate TV bandleader Harry James, while his music teacher aunt made him take piano. He went into the army during World War II, during which he serviced trainer planes for new pilots in Texas, working on engines and gaining a thorough understanding of mechanics that would serve him for the rest of his life. But Duane also found a short career in music. “I had a big band for awhile that traveled a bit,” he says. “But our booking agent said we were a New York band. That’s where everyone was.” He finally APRIL 2012

started Chem-Pak in 1966 in Winchester, Virginia with a jones to get into the aerosol business and a knack for problem solving. Duane’s work in his old garage and on planes soon came in handy as he began developing lubricants and aerosol solutions for all types of needs, including, of course, the musical instrument products. “We always did contract packaging for other marketers,” he says. “In the process of developing products that they wanted, we’d set up our own proprietary lines.” In the early days, there wasn’t a lot of products aimed at lubricating brass valves or maintaining woodwind pads. “In the old days, trombonists used cosmetic cream and water,” he says. He hooked up with Orin Sepp, a prominent television musician who had helped found the pioneering Chicago Musical Instrument Co. “He dressed like a millionaire and drove the biggest car you could buy, but he’d come down to that little dinky shop of mine.” “I moved to Winchester, Virginia to start the business after I was asked to help out by a CPA on a business making

APRIL 2012

products for new supermarkets,” he says of those early days. He started working out problems with injection molding parts for aircraft and bus passenger systems, a product category that remains a top money-maker for the company. “We’ve helped

When I was a little five-year-old kid, I just had to know how everything worked solve industrial problems ever since the beginning and we have staff of smart, very competent people.” He traveled the South checking Yellow Pages for companies who would buy his industrial products and soon built a network of customers. He was eventually doing work for companies like Rubbermaid – “Whatever was needed, we’d figure out ways to do it.” After a series of fires at the company’s

headquarters, they finally relocated in 2001 to a large bit of land and brand new facilities that they built about 20 miles across the border in Martinsburg, in theeastern panhandle of West Virginia. Today, the music products make up a small percentage of Chem-Pak’s business – Duane estimates that they’re good for about 7-8 percent of the company’s sales. Much bigger on their books are products like Duane’s flaw repair products for injection molding materials, patented coatings, and firearms lubricants, polishes, and finishes. But the music bit will always be dear to his heart. “I just love music,” he says. “It’s just been something I’ve always done because I loved it.” Those musical pieces are well-established and won’t be changing any time soon, but Duane says he will always be on the lookout for new items from Chem-Pak. It’s a company focused on discovering what’s needed and how to fix it. “I think it all goes back to my days as a five-year-old kid, trying to figure out how it all worked. It took me into not only all this industrial stuff, but also the music world.”

MMR 55

Retailers Powering Up Through Turnkey Tech Solutions Retail Up! and the Advantages of Converting Your Store’s Arsenal of Digital Tools Since the beginning of retail, one of the biggest unseen obstacles a shop faces is the ever-changing ability to keep records and process orders. Those that stuck with tried and true methods were able to maintain expertise, but there were always new tricks and tools that provide the competition with advantages. Sitting in one place has always been a risk. That’s never been more true than the last ten years, as social media has emerged and internet tools have developed to the point of utility that few could have imagined at the start of the decade. And whereas it’s been common practice for shops to seek out local help to set up websites as online fronts or placeholders for their own shops, an era of turnkey solutions may be upon us. The publishing world has already seen this, with most writers opting out of outdated, built-from-scratch websites to easy-to-use blogs. Musicians have built entire careers by utilizing simple tem-

plates like Bandcamp and Soundcloud to create instant online presence. A young company based in Austin, Texas called Retail Up! is hoping to serve as a similar, though far more powerful, solution for music retailers. Bee Bantug, a managing partner at the company, says its aim is to provide retailers with an affordable way to even the playing field with larger businesses. “It’s very difficult for retailers who are limited in their capital, staffing, or time just to make it work in this day and age,” she says. “What we’ve been doing is providing technology to im-

prove how retailers perform online and to improve their operations in their stores. We want them to become more profitable despite the conditions.” Retail Up! essentially offers retailers a time-tested system of online marketing and sales tools which are augmented by in-store applications for POS systems access their own powerful ordering capabilities databases of customers and students in lesson and jam programs. It’s almost a one-stop shop for running a retail business. Bantug notes a few upfront advantages to using a top-to-bottom system

What often happens is that retailers will put a click-through on their website to send the customers on to a vendor’s website. Doing that is like making their website the open seas – they capture their customers but then let them loose on the big, wide world of the internet. 56 MMR

APRIL 2012

Gordon O’Hara, Bee Bantug

like Retail Up!’s. “Often when a retailer builds their own website, they can later be caught in a position where they can’t upgrade quickly,” she says. “They built it one way and then the person who did it for them might not be around longer or not have the skills to do something else. Then they need to scrap everything to start over. “The idea of a turnkey, ready-to-go program like ours is that the upgrades are ongoing.”

Retail Up!, currently installed for over a hundred music retailers in North America and has been in business since 2003, is tough to define, but Bantug and managing partner Gordon O’Hara recently provided the run-down to MMR over the phone. “Online, it’s a suite of tools,” says Bantug. Tools are enabled for everything from online ordering and rental applications to content management, social media marketing, e-newsletter generation, and customer database analysis. “In addition to online marketing, it’s grounded in the ability of music stores to have quick access to over half a million products that they can display right on their own website.” The service that Retail Up! provides is designed to help smaller stores compete with the inventory of bigger stores. By offering what is essentially an online catalog under its own brand, stores with

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access to Retail Up!’s product database can serve as a hub of far more products than they have the capability to host. “What often happens is that retailers will put a click-through on their website to send the customers on to a vendor’s website. Doing that is like making their website into the open seas – they capture their customers but then let them loose on the big, wide world of the internet. To prevent that, the key is having the dealers themselves have access to those products.” Bantug says that too many retailers tend to look at their websites as if they’re brochures – static sketches of what visitors might find at the store, or an online presence that at best creates business but tends to operate on a life of its own. “We want the websites to integrate all the activities they do in a real store as services for the web,” she says. “Activities

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that can be accessible through the site. This is necessary to grow your customer base.” Growing customer base is imperitive, says Bantug. “Stores can become hubs for referring students to teachers in the community even if they don’t run lessons out of the actual shop.” This is a method of interaction that Bantug recommends for anyone hoping to see their community of musicians (and customers) grow, since stores would still greatly benefit with records of all music students in the area – every student is a sales lead that no store should ignore just because they aren’t taking lessons in-house. Using Retail Up!’s scheduling software, “It’s About Time,” makes this kind of thing easy, but setting up jam sessions and music camps is another activity that helps out. These can be advertised, sold, and registered online with efficient marketing and sales tools. Retail Up! also offers tools to drive traffic to the store and to maintain an interested group of online visitors, including constantly updated community information and a selection of fresh video content available from manufacturers themselves. In order to make sure everyone knows about the content, a good website presence can be made or broken with proper use of social media. O’Hara notes that in their system, Retail Up! provides management of several social networks and easy management of e-newsletters, a tool that he notes is important to make use of increasing abilities to separate audiences into specifically targeted niches. He also points out that creating a broad

interest in music in general could go a long way. “If I were a music store today,” says O’Hara, “I’d be linking to The Voice’s website and American Idol. I mean, you talk about growing the market – here’s a million people watching. It’s not just manufacturers but music in general.” Increased efficiency in a store’s website can also lead to an expanded territory, notes O’Hara, especially for online rentals for instruments and pro audio, as well as products. If stores can offer tools online for far-flung customers to work completely through a rental application process, it saves customers a trip to the store for that process and increases its chances of reaching those customers. Furthermore, a robust and functional online presence can help retain customers even after they’ve left the area. “We have a client who has recorded a list of over 5,000 customers who moved away but who they continue to promote to because those customers all really loved the store,” says O’Hara. “Now they can retain that relationship with these kinds of customers.” In general, the effect of establishing a well-integrated system like that of Retail Up! seems to be to create a system easier for customers to find, navigate, engage in and operate, much like the thought put into designing any physical shop. “We’re trying to get retailers to stop being so product-focused,” says Bantug. “You have to put the products into the context – being played, being sang, being read. You want to be people-focused. APRIL 2012

Fresh Faces: Vic’s Drum Shop

The Return of the Drum Shop A Longtime Scene Vet in the Heart of Chicago Opens a Massive Space with a Boutique Attitude “So I thought it was long overdue, given the history of this town, the size of this town, the number of drummers in this town – it was incredibly important to me to be right in the city.”

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It’s been nearly 20 years since Chicago has had a full-on drum shop to call its own. But the recent star-studded opening of the massive new downtown retailer Vic’s Drum Shop means that the shopping habits of area drummers and percussion fanatics just got a lot more interesting. Built on a lifetime of experience in the industry on the part of owner Victor Salazar and featuring a unique relationship with rehearsal space company Music Garage, the new store is full of innovative twists and turns. “I’m doing 18-hour days here until we get everything running,” says Salazar over the phone from his shop. “I don’t have a problem with that. My name’s on the door and I take pride in that and everything we’re doing.” Salazar and his crew (all percussionists) worked around the clock up to and beyond the Drum Shop’s opening. By the looks of it, the work is paying off. The store boasts a variety of carefully designed independent rooms for auditioning new gear. “In most stores, there’s one big room,” says Salazar. “If you have someone auditioning a snare drum in one corner of the room and

someone’s playing a cymbal in another area and someone’s hitting a drum set and someone’s playing congas and the TV is on and the phone’s ringing – what you have is sonic mayhem and it becomes very difficult to discern what it is that you’re listening to.” At Vic’s Drum Shop, there are two cymbal rooms, a snare drum room, a general percussion room, an electronic drum room, a drum kit showroom, a stick room, and a drum head room. At the time of opening, the store housed 800 models of sticks, over 1,500 cymbals, currently 120 snare drums, and over 100 drum sets in stock. APRIL 2012

The cymbal room at Vic’s drum shop.

“It’s pretty staggering,” says Salazar. Expert employees roam the store to help customers and all use a POS system that Salazar says was influenced by his love for Apple stores – the Apple iPod Touch checkout system, which enables employees to scan products across the store and process payment on the spot. No one has to wait in line at a cashier. The shop’s location, in the midst of Chicago’s North Loop warehouse district and housed as part of the 65,000 square foot Music Garage complex (the original Music Garage is in Brooklyn), is another advantage. The complex has about 120 practices spaces, each with a band and, Salazar reasons, at least one drummer. “That’s 120 automatic customers!” he says. Not only is Vic’s the most convenient place for a whole building’s worth of musicians to stop by for extra sticks and new equipment, but he’s also able to send members of his service department directly to rehearsal spaces for repairs. “It’s like I’m in a hotel where you call downstairs to the main desk for room service,” he says. APRIL 2012

Salazar has worked in the Chicago area all of his life, combining passions for playing drums and percussion (he’s been an active musician for 36 years) and a dedicated retail experience. He made his name in the drum world while working for 16 years as the manager at the well-known Drum Pad in nearby Palatine, Ill., where he would organize clinics and in-store appearances by drumming stars from every genre. “You don’t necessarily make a lot of money doing drum clinics – or maybe any at all all,” he says. “But it’s certainly a great way to get people interested in drums and drumming, inspire and educate them, and make them focused on your store and the products that the artists are playing at the clinic. It doesn’t pay off immediately, but if you look at it in the long-term sense, you can see the benefit of hosting them.” His reputation quickly grew as a reliable, respectful manager to work with, and it soon seemed as if he knew everybody in the business. But it was his experience in retail that

Victor Salazar, Gavin Harrison, Terry Bozzio

formed the foundation for his success. Salazar sincerely credits his time spent managing the men’s designer sportswear department in the downtown Chicago Marshall Fields store for honing his sales chops. “Selling men’s designer sportswear is somewhat similar to selling drums and percussion – especially high-end drums and percussion – in that both are not considered necessities,” he says. “You really don’t need a pair of $600 Giorgio Armani trousers and maybe you don’t necessarily need to spend $400 on a pair of hi-hats. You have to sort of romance both products and point out what makes them unique and special in a way that you can make it appealing and irresistible for the consumer. “Coming from a boutique background, I try and keep that attitude regardless of if you’re selling something expensive or MMR 61

Fresh Faces and quantity of marquee names on hand for Vic’s Drum Shop’s grand opening last October. The store held what amounted to a drum summit to celebrate their opening, with reps from all over the industry and famed drummers like Terry Bozio, Gavin Harrison, Johnathan Mover, Nathan Townsley, Derek Roddy, Todd Sucherman, William Calhoun, Mike Portnoy, Jimmy Chamberlain, and more. In the rush to get everything ready, Salazar says he couldn’t have asked for greater company, and he often got more than he bargained for, with several musicians taking extra time to mill around all day long helping to sell equipment. Metal drummer Jimmy DeGrasso, known for his work with Alice Cooper, Nathaniel Townsley, John Riley, Gavin Harrison, Victor Salazar, Will Megadeth, and Suicidal TenCalhoun, Chad Wackerman at Vic’s grand opening. inexpensive. The level of service you provide should always be first rate.” Carrying new skill sets from job to job – from his time in fashion through his time as a musicians’ ringleader at the Drum Pad – has paid off, evident in the level

dancies among others, even showed up a bit early and tuned 100 snare drums in the show room. “Jimmy owns a drum shop in San Jose and understands the business,” says Salazar. “When he got here, he said, ‘Put me to work!’” Reps were just as agreeable, often stepping over each other to help set up displays and drummer demo stations, regardless of what brand equipment they happened to be carrying. Salazar points to a long, storied history of musicians and music shops in Chicago as an inspiration for staying in his hometown so long and for making sure to find a place downtown. He points to legendary Chi-town drummers like Gene Krupa and Danny Sheraton as classic examples of the city’s percussive spirit and notes industry benchmark companies like Ludwig and Slingerland as having deep roots in the city. But he also gives a nod to drum shops of the past – Frank’s Drum Shop and Bill Crowden’s Drums Limited – that

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faded away and have left a significant hole in the city’s drum community. “Both of those stores used to be on Wabash, not too far from where I am right now,” he says. “When they ceased to exist around 1993, there became this huge void in the city of Chicago. So I thought it was long overdue, given the history of this town, the size of this town, the number of drummers in this town – it was incredibly important to me to be right in the city.” With that in mind, Chicago area drummers have something to be excited about. For the rest of the country, don’t worry – Salazar has plans to eventually expand, though he may need a rest after a few months of non-stop building on this shop. “I want to be the best,” he says. “Sometimes to be the best, you have to put in a lot of time and effort. But I’m not doing this to be a multi-millionaire. I’m doing it to fill a void in the city of Chicago and to help out the drummers in this community.”

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New Products FastTrack Rock Songbooks from Hal Leonard FastTrack songbooks are the new songbook/CD packs for students of the guitar, bass, drums and keyboard. All of the books feature the same tunes – carefully arranged for beginners – so players can form a band and jam together. The songbooks all correlate with the bestselling FastTrack method books. Each book contains these hit songs: “Are You Gonna Be My Girl,” “Clocks,” “Dani California,” “Gives You Hell,” “Grenade,” “Home,” “21 Guns,” and “Use Somebody.” Retail price: $12.99. www.halleonard.com

multi-voltage power supply: 12V DC 100240V, 50/60Hz. Very efficient to operate, it consumes just 7 watts of electricity maximum. Weighing just 2 lbs./0.8 kg. and measures a mere 6”L x 4.75”W x 2.5”H/ 149x110x60mm. Retail price: $279.95. www.americandj.com

American DJ’s Affordable Micro Royal Galaxian The coveted blue laser has been brought down in cost by ADJ and incorporated into this tiny new unit, which weighs just 2 lbs. (0.8 kg) and fits in the palm of your hand.

with leather appliqués and complementary embroidery, bordered by suede fringes. Pictured is model MS17AIF available in six original designs. www.levysleathers.com

Equipped with a red laser as well, the petite Micro Royal Galaxian will light up an entire club with a “galaxy” of more than 200 red and blue laser patterns that can be projected on the ceiling, walls or dance floor. In addition to manual onboard controls, it comes with its own RF wireless remote controller. At the push of a button, you can change programs, control blackout, change colors (R, B, R+B, Random), control rotation (Clockwise, Counterclockwise, Random), and switch between Auto and Sound Active modes. The unit’s 80mW (650nm) red laser, and a 60mW (450nm) blue laser are in total compliance with FDA standards, ensuring it can be used safely at any type of venue or event. The Micro Royal Galaxian is fan cooled and comes with a dual hanging bracket, as well as a UL-listed 64 MMR

Levy’s Indian Design Guitar Straps Levy’s new American Indian design guitar straps utilize the spirit of Native American art using natural suede leather

On-Stage Stands MSB-6500 Mic Stand Bag The MSB-6500 offers an easy, compact way to store and transport up to three weighted-base stands without worrying about scratches, dents, or lost components. The MSB-6500 is a heavy-duty nylon bag that opens flat. On one interior side are three zippered pockets that can each house either a single round base or single hex base. On the other interior side are three long pockets to hold the related shafts. The bag folds together and is closed with a heavy-gauge 2-pull zipper. With everything in its own pocket, nothing bangs around, meaning no damage, no lost washers, and no missing cable clips. Two wide, centered straps make for a balanced package, and the fold-flat design makes transport a breeze. Corded piping and internal padding help keep the bag’s shape. The MSB-6500 fits most On-Stage

Stands models, including the thread-free MS7625 Quarter-Turn Stand. Overall dimensions of the MSB-6500 are 36”(w) x 12.6”(h) x 3.75” (d). List Price: 59.99 www.onstagestands.com Curbow Bass from Cort Guitars Cort Guitars has announced the Curbow Series for 2012, including the Curbow 41, Curbow 42, Curbow 51 and Curbow 52. They feature sturdy bolt-on necks, soft maple bodies, and Bartolini electronics with slap-switch system. The Curbow Series basses were developed in collaboration with legendary bass builder Greg Curbow and feature the iconic Curbow designed headstock. The 2012 series basses are available in single and dual-pickup models. All include a soft maple body, three-piece Canadian hard maple neck, a rosewood fretboard, die cast tuners, platinum hardware, and D’Addario strings, and are all available in black and brown burst. www.cortguitars.com Meisel Spitfire E-Fusion 6000E Electric Violin The Meisel Spitfire E-Fusion 6000E Electric Violin offers the excitement of a “wired” electric instrument, yet aims to maintain the authentic acoustic sound of a traditional violin. The 6000E’s violin sound is reproduced by a new Shadow transducer system mounted under the bridge, using nanoflex technology. A built-in active pre-amp with volume and tone controls provides plenty of output. (Two 3 volt coin batteries are included). A Wittner light alloy tailpiece allows for precise tuning. Extremely lightweight (18oz, 520g) and easy to handle, the violin features a unique shape by award winning designer Rich Roland. It is available in three different finishes: Antique Sunburst (SB), Metallic Black (BK) and Metallic Red (RED). The Spitfire E-Fusion Violin fits all 4/4 cases. APRIL 2012

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New Products All full sized violin accessories (shoulder rest, mutes, etc.) will fit. www.rsberkeley.com Planet Waves American Stage Cable This special cable features Planet Waves’ exclusive In=Out technology for optimum signal transparency, in-line solder joints

for superior conductivity and strength, and the exclusively patented Geo-Tip design for improved fit in all jacks. The custom designed, made in the U.S.A. wire reproduces full lows and rich highs, accurately transferring true tone with clarity and noise free operation. The 22AWG Oxygen Free copper center provides enhanced signal transfer,

while the 100% shield cover with 95% tinned copper braid and conductive PVC under jacket provides excellent electromagnetic interference rejection and no handling noise. The in-line solder process utilizes modern micro flame technology and specially formulated RoHS compliant solder to create a permanent bond between wire and connector. The flexible cable construction provides reduced tangling, effortless handling and uncoils easily. Available in 10’ – 30’ lengths. Retail price: $39.99 to $69.99. www.planetwaves.com The Floyd Rose Discovery Series V The Discovery Series DSOTV features two super-hot highoutput humbuckers, a 3-way pickup selector switch and comes equipped with a Floyd Rose Special Series tremolo system. Lightweight Linden/Basswood body highlighted with a 24 fret bolt-on maple neck and super fast Rosewood fingerboard and custom Floyd Rose V-style headstock. Available in Black and White. www.floydrose.com

Pearl Championship Maple CarbonCore Marching Snare Previously only shipped to the world’s top drum corps and world champion indoor drumline ensembles, Maple CarbonCore is now available for everyone to achieve their own peak Championship performance. Championship Maple CarbonCore snares and tenors feature the warmth and musicality of 6Ply Maple combined with the Power and strength of an inner player of Carbon Fiber for maximum tone, projection, and power. Cham66 MMR

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pionship Maple CarbonCore snares and tenors will be stocked in #368 Black Silver Burst lacquer and available in 40 additional lacquer finishes by special request. All Championship series instruments are designed to be integrated with Pearl’s CX AirFrame Carrier and Advanced Marching Hardware Systems. www.pearldrums.com CAD Audio MH110 Studio Headphones The new CAD MH110 Studio Headphones are equipped with high output 50mm neodymium drivers that produce an extended frequency response of 18Hz to 18kHz along with exceptional detail and clarity in the widest range of recording applications. Featuring a circumaural, precision-built monitor design, the MH110s are lightweight and include an easy-fold, comfortfit headband that allows easy convenient storage and hours of fatigue-free listening. CAD Audio is also offering dealers a special HP110 Recording Bundle that includes four MH110 headphones and one HA4 Stereo 4-Channel Headphone Amplifier. Retail price: $39.99. www.cadaudio.com Line6 Mobile Keys Mobile Keys premium controllers are designed for an exceptional playing ex-

perience on an iOS device, Mac and PC. Featuring full-sized, velocity-sensitive keys, essential controls and easy bus-powered operation, Mobile Keys controllers perfectly complement CoreMIDI music

apps and digital audio workstations such as GarageBand®. Mobile Keys 25 and 49 are also compatible with digital audio workstations including GarageBand, Reason, Logic and more. Mobile Keys controllers feature essential controls including smooth-action Pitch and Mod wheels, Volume and Pan knobs with full MIDI controller range, and Octave Up and Down buttons for instant access to different registers. Other advanced functions include include Transpose, MIDI Channel, Program Change, Velocity Curve and Controller Assign (knobs, pedals and Mod wheel). The Volume and Pan knobs, and Sustain and Expression pedal jacks can be reassigned to any MIDI controller number. www.line6.com Kala U-Bass Acoustic Electric 21” Scale Kala has adds five new models to the UBass line of Acoustic Electric 21” scale

bass instruments. New models include Sunburst, Gloss Black, Solid Spruce Top HH (Hutch Hutchinson Model), Spalted Maple, and Exotic Mahogany. The Sunburst, Spruce Top HH, and Gloss Black all come with solid spruce tops and mahogany back and sides. The Spalted maple features a solid spruce top and maple back and sides while the Exotic Mahogany body is assembled from Kala’s mahogany wood. The Hutch Hutchinson model incorporates special features that include a cutaway neck design and custom louvered sound hole openings on its spruce top. Hutchinson is the longtime bass player for Bonnie Raitt and a renowned session player. Each bass is available in four-string fretted models and feature Kala’s proprietary Polyurethane Strings, a custom Shadow pickup system, Rosewood finger-

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board and bridge, custom tuners, and solid mahogany neck. U-Basses meet all airline carry on requirements and include a deluxe custom gig bag with every model. www.ubass.com Lock-It® Straps - Press Release - March 6, 2012 Newly patented, Lock-It guitar straps are designed as a better way to secure guitars straps without the hassles associated with metal strap-locks. Lock-Itutilize a super-tough, flexible, all-inone design which features a spring-loaded system that’s easy to operate. Encased in 100% top grain leather, Lock-Its technology fits most all guitars. Their universal design is fast, secure and dependable and there’s no need for guitar modifications. Lock-Its high quality straps are made in the U.S.A. and come in a variety of colors; heavy-duty polypro, cotton and leather. www.lockitstraps.com Maestro Mate Maestro’s Mate is designed to help music students focus on their music by easily displaying up to four pages of music simultaneously hands-free. It’s designed to take away distractions for young musicians caused by loose sheet music falling off a stand and by the simple act of turning a page in their music book (not easy for a student still learning to play). The Maestro’s Mate takes away these hindrances by displaying up to four pages of music simultaneously. The individual sleeves that hold the music sheets, and the hinges that hold the sleeves together, are easily detached and re-attached to allow variations in the num-

ber of sleeves displayed. While most pianos will accommodate up to four sleeves, the standard music stand will accept up to three. Maestro’s Mate can be folded up easily for carrying around in a briefcase. Maestro’s Mate has a patent pending. www.teshida.com 68 MMR

APRIL 2012

Tech 21 Introduces a 1000-Watt VT Bass Amp Head The VT Bass 1000 head is a new offering from Tech 21’s Private Stock division. Weighing in at 12 lbs., this 2-channel, 1000-Watt RMS head features a Class D power section. Lightweight and powerful with 2000 Watts peak output, players can utilize the analog warmth of the SansAmp circuitry that was designed to recreate the distinctive tones of SVT-style bass stacks, without dealing with those units’ weight.

Each channel allows players to easily dial in complex bass tones with a powerful threeband EQ section and a full-range Drive control. The unique Character control alters the entire sonic structure of each channel, moving voicings from the early ‘60s to classic “super valve” industrial distortion. Features include a +10dB Gain switch to enhance low output pickups and allow active pickups to drive the amp harder, a switchable SansAmp XLR Direct Output, Effects Loop, an independent buffered tuner output, and rackmount kit. Manufactured in the U.S.A. Retail price: $2,495.00. www.tech21nyc.com THR Amps from Yamaha Yamaha’s unique THR amplifiers are the first hi-fi stereo units to feature realistic guitar multi-effects and classic amp modeling. They also function as an exceptional guitar recording interface. The THR10 and THR5 are attractive amps with a multitude of capabilities that fit on a coffee table or desk and provides great sound for the times when a guitarist isn’t on stage. Fully portable, the battery powered THR amps feature Yamaha’s exclusive Virtual Circuit Modeling (VCM) effects, including profes-

SCRAPS Guitar Straps LM Products recently announced the arrival of their new line of guitar straps: SCRAPS. Inspired by the creations of urban artists, SCRAPS are a collection of eight designer guitar straps for musicians in the modern age. The designs feature super-fashionable stencil and spray-style street art with tonguein-cheek humor, cultural statements, and

illustrations of Abraham Lincoln as a punk rocker, Albert Einstein as a leather jacketwearing rebel, and Charlie Chaplin as a battle-ready boxer. All SCRAPS are handmade and handdistressed in the United States on ultra-durable cotton with suede leather ends and antiqued steel buckle adjustment. Retail price: $29.99. www.lmproducts.com

Meeting the Needs of Students for More Than 30 Years ... Our Best-Selling SV-175 Cremona Violin! Cremona bowed instruments have set the pace for the vibrant student and rental markets for over 30 years. Strict adherence to international sizing requirements, domestic educational set-up standards and continuous quality improvement have made Cremona Violins, Violas, Basses and Cellos proven sales leaders. Our best-selling, ebony fitted SV-175 Cremona Premier Violin Outfit has recently been upgraded to include the J.LaSalle LB-13 Octagonal Bow and the TL-33 deluxe rectangular Travelite case.

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sional sounding reverb, and realistic tubelike amp response. It also includes an input for an mp3 player and a USB direct input. The THR comes bundled with Cubase AI6 Digital Audio Workstation and offers near-zero latency computer recording. And, when connected to a computer, it serves as a monitor, mixing the guitar input with the hi-fi stereo playback. www.yamaha.com APRIL 2012

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Supplier Scene Grammy Awards Uses AudioTechnica for 15th Year For the 15th year in a row, Audio-Technica microphones appeared on Grammy Awards Show, known throughout the industry as Music’s Biggest Night. This year, the 54th Annual Grammys, held February 12, 2012, at the Staples Center in Los Angeles, featured a wide selection of art-

ists from various genres of music. For the live show and broadcast, Audio-Technica supplied over 250 of its acclaimed microphones, including an impressive array of hard-wired mics and Artist Elite 5000 Series UHF Wireless Systems. The Grammy Awards ceremony itself has garnered widespread notice throughout the years as it continually

raises the standard for broadcast entertainment. The Emmy-winning production was the first major awards show to venture into HDTV and 5.1 surround sound, and it was Mike Love of The Beach outfitted with the Boys performed at the 54th Annual GRAMMYs, most advanced held February 12, 2012, tools to ensure the using an Audio-Technica highest fidelity for 5000 Series UHF Wirethe evening’s perless System. Photo by Frank Micelotta/Picture- formances. For the home Group via AP IMAGES audience, CBS once again delivered the most advanced form of HDTV, with 1,080 lines of picture resolution and 5.1-channel surround sound. Artists who performed throughout the evening using Audio-Technica’s Artist Elite 5000 Series UHF Wireless System included Audio-Technica endorser Jason Aldean and The Beach Boys. Aldean performed using wireless AEW-T6100 Hypercardioid Dynamic Handheld Transmitters for his lead vocals, and The Beach Boys used a combination of AEW-T5400 Cardioid Condenser Microphone/Transmitters and AEW-T6100 units for their vocals. The backline mic complement of A-T wired microphones included additional AE5400s for backing vocals, horns and rotary speaker cabinets (high and low); ATM350 Cardioid Condenser Clip-On Microphone for strings; AE5100 Cardioid Condenser Instrument Microphone for hi hat and ride; AT4050 Multi-Pattern Condenser Microphone for overheads; and AT4081 Phantom-powered Bidirectional Ribbon Microphones and additional AT4050s for guitar cabinets. www.audio-technica.com. Blessing Added to Chesbro Lineup Chesbro Music Co. recently added the line of hand-crafted Blessing Instruments to its lineup. Blessing and Chesbro now offer to the student and the professional these American-made trumpets, cornets, flugelhorns, trombones, and marching brass instruments. “Blessing is a long time family owned

70 MMR

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business just like Chesbro,” says Chesbro Music Co. owner Vanetta Chesbro Wilson, “and we feel privileged to partner with the Blessing company that offers quality and values not only in their products, but in their corporate culture.” The E. K. Blessing Co. has been manufacturing brass instruments since 1906;

and Chesbro Music Co. was founded 5 years later in 1911 to provide local students with access to music education. A century later, both companies are still flourishing with an active hand in music and are still wholly anchored in Idaho and Indiana. Chesbro is carrying a variety of Blessing products, including cornets, flugelhorns, mellophones, baritones, French horns, trombones, and trumpets. Chesbro Music Company was founded in 1911 and has grown from it’s local roots to exist as a major national wholesale distributor of instruments, print music, music accessories and music gifts. www.chesbromusic.com Danley at Kelowna Christian Centre By hosting numerous special events and conferences throughout the year, the Kelowna Christian Centre in Kelowna, British Columbia, is a hub of community life. KCC’s flexible, decade-old sanctuary is heavily used by the church and the school, and also for events, but until recently its multi-media infrastructure and sound reinforcement were outdated and approaching haphazard. Local A/V integrator AVcom Technical Productions designed and installed a new state-of-the-art A/V system centered on Danley Sound Labs loudspeakers and subwoofers. The overhaul at KCC included a complete redesign of the stage and FOHcontrol area and completely new sound, video,

and lighting. The project alsoincluded a whole new look, with new house lighting, paint, carpet, and chairs. Of paramount importance was the way that all of the technology would integrate. Part of the challenge was the room itself, which was not originally designed for public assembly. Danley Sound Labs’reputation for building relatively compact boxes with great pattern control suggested a solution The final system offers stereo with mixed mono side fills and subwoofers. Because KCC was concerned about energy from the subwoofers vibrating the

stage and floor, AVcom installed two Danley TH-118 subwoofers into isolating cavities to redirect any back energy out into the audience area. A pair of Danley SH-96s deliver the main stereo output, with four SH-69s for side and downfill. An Allen and Heath iLive console provides input, Crest amplifiers power the system, and Xilica DSP provides control. AVcom used SMAART V7 with Audix measurement microphones to ensure that every seat in the house gets great sound. www.danleysoundlabs.com

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Supplier Scene Sennheiser and Paste Present 33 Bands in Three Days in Austin Sennheiser partnered with Paste Magazine to present an ultimate music lovers’ showcase last month. All in all, the event featured 33 performances over the course of three days by an eclectic mix of new and established acts held at the Sennheiser-endorsed The Stages on

Sixth. The marathon lineup at Austin’s The Stages on Sixth included indie rock veterans The Wedding Present, The dBs, and Built to Spill, as well as newer acts such as We Were Promised Jetpacks, Blitzen Trapper and Lumineers. Each of the two indoor and outdoor stages featured sound delivered by premium audio brand Sennheiser. www.sennheiserusa.com

HUNTER MUSICAL INSTRUMENTS

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Provide your customers with the highest quality instruments and the best possible price points. Hunter offers a full line of instruments that are made to the best standards. Call us today to find out how you can profit from Hunter Musical Instruments. Fast shipping available from our New York warehouse.

HUNTER NEW YORK

3300 Northern Blvd., Long Island City, NY 11101 (718)706-0828 ■ FAX (718)706-0128 ■ www.huntermusical.com

72 MMR

Alfred’s Drum Method, Book 1, Celebrates 25 Years Alfred Music Publishing celebrates the 25Th anniversary of its best-selling Alfred’s Drum Method, Book 1, the industry’s most comprehensive beginning snare drum method. With more than 500,000 units sold worldwide, the book was created by award-winning arranger/composer, percussionist, and author, Dave Black, and the late educator, conductor, and awardwinning arranger/composer, Dr. Sandy Feldstein. The instructional method, featuring the solid pedagogy that paved the way for all drum method authors who followed, focuses on rudimental studies, roll studies, contest solos, and bass drum and cymbal technique, as well as 23 solos suitable for recitals and contests. www.alfred.com Dave Koz Celebrates 20 Years with Yamaha Yamaha Artist Services Indianapolis celebrates the 20th Anniversary of the company’s relationship with six-time Grammy nominee, record company owner, radio talk show host and sensational saxophonist, Dave Koz. Koz plays the YAS-62IIS. His latest album, Hello Tomorrow, which debuted at No. 1 on both Billboard’s Top Contemporary Jazz Albums chart and iTunes’ Jazz Album chart, was named the Best Smooth Jazz Album of 2010 by iTunes. Koz has offered invaluable input to Yamaha, and has been called upon to test instruments at the Yamaha Los Angeles Atelier for consistency. After playing 23 seemingly identical YAS-62IIS saxophones several times each, Mr. Koz noted the exceptional quality of every single instrument, but identified 15 of the 23 as being uniquely remarkable and professional-gig-ready. Each Dave Koz Artist Selected instrument has a special oval badge just above the serial number APRIL 2012

and is currently for sale along with a signed authenticity card. www.yamaha.com Rico Signs Birdland Big Band Sax Section Rico recently announced the signing of the saxophone section of Tommy Igoe’s Birdland Big Band, which plays every Friday night at the Birdland Jazz Club in Manhattan. The band programs a number of guest artists, surprise performers, and a wide variety of musical genres every show in efforts to create events every weekend. The Birdland Big Band will begin its North American tour in the fall of 2012 and spring of 2013.

linois, where they stock guitars for North American distribution. Crabb says that the company’s target buyers are parents, teenagers, and college students, and that the company’s motto is “We are not your first guitar, we are your next guitar.” www.aceproguitars.com

The Birdland Big Band Saxophone Section is composed of Nathan Childers (alto and soprano sax, flute), Matt Hong (alto saxophonist), Rob Middleton(tenor sax, flute), Barbara Cifelli (baritone sax, flute), and Dan Willis (tenor sax). www.ricoreeds.com and www.tommyigoe.com/birdland ACEPRO Guitars Stepping Onto the Scene ACEPRO guitars, a South Korea-based company which began building guitars for various brands (Dean, Luna, Washburn, and Rogue) in 2004, has begun targeting the U.S. market with its own ACEPRO line of guitars. The name is already an established brand in Asia. The company builds guitars in the $300 to $700 range. ACEPRO’s Brian Crabb says, “We started out doing a wide variety of models of guitars but have started narrowing the line to shape and form our own identity. Currently we offer semihollow and hollow body guitars with unique paint and tone woods, old standards in bolt-on and set neck design and basses.” The company has factories in South Korea, Malaysia, and China. Their American office is located in Marion, IlAPRIL 2012

MMR 73

Classifieds MMR CLASSIFIEDS INFO: ☛ ☛ ☛ ☛

RATES: Classified Display: $30 per column inch for text only. $40 per column inch, 1 color, logo, graphics. $50 per column inch 4 color. PAYMENTS: ALL ADS ARE PREPAID. Charge on Mastercard, Visa or American Express. SEND YOUR ADVERTISEMENT TO: 21 Highland Circle, Suite 1, Needham, MA 02494 mjohan@symphonypublishing.com. QUESTIONS? Call Maureen Johan at 800-964-5150 x 34 mjohan@symphonypublishing.com.

Accessories

Business Opportunities

Breaking News! Find it in the Hot News section of MMR’s Web site, www.mmrmagazine.com

Business Opportunities Are You Tired of Trying to Climb the Corporate Ladder?

For Sale is a multi-store, family owned and operated full-line retailer based in Metro Atlanta. Ken Stanton Music has over 60 years’ success and customer satisfaction.

Seeking: Certified Band/Orchestra Repair Techs, Print Music Manager, Store Managers, Company-Wide Lesson Coordinator, and Sales Associates in the following departments: Guitars, Pro Audio, Drums and Percussion, and Band/Orchestra. Looking for friendly, customer service oriented, self-motivated, proven closers with good listening skills and 2+ years experience. Availability for flexible scheduling a must. Bi-lingual a plus. We feature: Competitive non-commission based pay, medical/ dental coverage, 401(k) plan, vacation/holiday/sick time, and room for advancement.

• Band and Orchestra Rentals • New and Like New Educator-Approved Brand Name Instruments • Personalized Rent-To-Own Program • No Franchise Fee or Inventory Investment • No Shipping Costs • High Commissions Paid the 1st of Every Month • Exceptional Service

New! Selling warm Florida Retail Music Store 9 teaching studios, 25 year rep, great lines, $500k inventory, buy/partner $200,000+-, turnkey! Bruce 321-725-3047

Complete application online at: www.kenstantonmusic.com By mail:

Via email:

74 MMR

Ken Stanton Music Attn: Scott Cameron, General Manager 119 Cobb Parkway North, Suite A Marietta, GA 30062 scottc@kenstanton.com

Visit the Classifieds on the Web: www.mmrmagazine.com APRIL 2012

For Sale Opportunity knocks Owner retiring after 40+ years. Music store and building. Retail sales, repair shop, lessons and rental program. Turn key potential. Located in South New Jersey suburbs Contact Ron 609-458-6303

For Classified Sales Call Maureen 800-964-5150 ext. 34

Gifts

Instruction

BandGifts.com

Guitar • Horns • Piano • Strings T-shirts, Hats, Stickers, Jewelry, Keychains, Miniatures, Ties, and more.

Business Opportunities

mjohan@symphonypublishing.com

Merchandise Liberty Adjustable Clarinet Barrel Precision manufactured from aerospace grade materials, the Liberty Barrel allows you to be in tune under any playing conditions. No more pulling at the joints or clumsy rings. Will save you time, money and frustration. Adjustable in length from approximately 59mm to 69mm. Band Director’s Top Pick RSBerkeley.com | 1.800.974.3909 info@rsberkeley.com

Breaking News! Find it in the Hot News section of MMR’s Web site, www.mmrmagazine.com APRIL 2012

MMR 75

Business Opportunities

Merchandise ACCORDIONS, CONCERTINAS, & BUTTON BOXES new, used, buy, sell, trade, repair, tune, CASTIGLIONE DISTRIBUTING CO. 13300 E 11 MILE WARREN, MI 48089 PH # 1-586-755-6050 WWW.CASTIGLIONEACCORDIONS.COM

equatone@earthlink.net

Visit the Classifieds on the Web: www.mmrmagazine.com 76 MMR2012 MARCH

APRIL MMR2012 76

Business Opportunities

www.mmrmagazine.com

Merchandise

Attn: PIANO DEALERS!

We Want to Give You the Business! We can deliver quality prospects to you, whether your business is Local, National, or International. Piano World is the world’s most popular piano web site. We are where people searching for piano information land first. And we get more traffic in a month than other piano sites see in a year. Invest your advertising dollars wisely, get the details at: www.PianoWorld.com/advertising

PianoWorld.com Home of the world famous Piano Forums APRIL 2012

Hunter Music Instrument Inc adds in an accordion line. From button accordion to Piano accordion, from Kid’s to adult, from entry level to professional, from solid color to combo, we have a wide selection for the accordion player.

718-706-0828 www.huntermusical.com MMR 77

Merchandise

YAMAHA–KAWAI

CERTIFIED PRE-OWNED PIANOS Japanese High Quality

GUARANTEED

Repair Tools

You get what you pay for!

1-800-782-2694

North American Music 11 Holt Drive Stony Point, NY 10980 Fax: (845) 429-6920

FINANCING AVAILABLE

Repair Tools

For Classified Sales Call Maureen 800-964-5150 ext. 34 mjohan@symphonypublishing.com

Seeking Employment Let me help you take your brand to the next level!

12 year music industry veteran seeks brand to take to the top. Me: creative, big picture thinker with eye for detail & drive for success. Experienced in marketing mgmt., brand mgmt., artist relations, advertising, social media, event logistics, tradeshow planning & more. Expert in all aspects of woodwinds, from mouthpiece to horn (sax player). Experience at Dansr/Vandoren, D’Addario, Yamaha & Selmer. Seeking FT Marketing/Artist Relations in Chicago or remotely. Contact Jim Metz: 312-547-9107 or JPMetz17@gmail.com 78 MMR

FAST TURN-AROUND ON STOCK REPAIRS NATIONWIDE NAPBIRT member, 29 Years Experience Contact: Dan Rieck, 801-733-4243 dan@utahwoodwindrepair.com

www.mmrmagazine.com

BOW REHAIRING Expert Bow Service

Order forms,Pricing and Shipping label at:

www.bowrehairing.com Violin bows as low as $10.00 per bow in quantity incl. shipping (see website for details.) Large inventory of replacement parts both new and vintage. IRA B. KRAEMER & Co. Wholesale Services Division

“An industry leader since 1967” 467 Grant Avenue, Scotch Plains, N.J. 07076 Tel: 908-322-4469 Fax: 908 322-8613 e mail: info@bowrehairing.com

APRIL 2012

Services

SHIPPING YOUR PIANO

with Lone Wolf Trucking

Wanted To Buy WANTED: c.1950 - 1990 Musical Instrument CATALOGS of Electric Guitars, Drums, Band Inst. Boxful or a few pieces. What do you have? Email: david.n.portman@gmail.com

is a “grand” idea!

An independent, long-distance Mover specializing in coast-to-coast residential Relocation.

1-800-982-9505

www.lonewolftrucking.com Alamogordo, New Mexico. 88310

WE BUY, SELL, TRADE and ship worldwide. ONLINE APPRAISAL SERVICE GRUHN GUITARS, 400 Broadway, Nashville, TN 37203

(615) 256-2033

fax (615) 255-2021

www.guitars.com

Breaking News!

Find it in the Hot News section of MMR’s Web site, www.mmrmagazine.com

ICC MC-256289

Classified Advertising To Advertise Call Toll Free 1-800-964-5150 Deadline: Fourth Friday of every month

Vintage Instruments

PLACE YOUR AD BY MAIL OR FAX: Attention: Classified Ads MMR 21 Highland Circle Ste. 1 Needham, MA 02494 FAX your ad copy to (781) 453-9389

PLEASE PLACE MY AD UNDER THE FOLLOWING HEADING

AD RATES $30.00 per inch (1 inch minimum). 1 inch = 7 lines, 36 characters per line . $40.00 per inch if one color, logo or graphic added. Add $1.00 per bold face line, $5.00 for use of a box number. Display classified: $50 per inch. PAYMENT MUST BE RECEIVED IN ADVANCE.

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__ Books __ Business Opportunities __ Distributors __ For Sale __ Help Wanted __ Instruction __ Lines Wanted __ Schools __ Luthiers __ Merchandise __ Miscellaneous

Visa

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Credit Card #: _________________________________________________________ Expires_____/_____ Authorized Signature: _____________________________________________________________________ Name: ___________________________________________________________________________________

Wanted USED TUBAS ANY CONDITION-CASH PAID THE TUBA EXCHANGE 1825 CHAPEL HILL RD. DURHAM, NC 27707 1-800-869-8822 LUC@TUBAEXCHANGE.COM APRIL 2012

Company: _______________________________________________________________________________ Street: ___________________________________________________________________________________ City:_____________________________________________State:__________ Zip Code: _______________ Telephone #:________________________________Fax # _______________________________________ Email Address: ___________________________________________________________________________

MMR 79

Ad Index COMPANY NAME

E-MAIL/WEB ADDRESS

PAGE

A Acepro America Al Cass, Inc Allparts Music Corp Amati’s Fine Instruments Arriba Cases

www.allparts.com www.Amatis.us www.arribacasej.com

39 67 67 66 9

www.bigbends.com www.jpstrings.com

68 68

www.casio.com www.cedist.com www.chesbromusic.com

17 70 35

www.daddario.com www.davapick.com www.davidgage.com

15 68 55

www.epiloglaser.com www.danelectro.com www.floydrose.com

25 5 71

www.moondogmfg.com www.galaxyaudio.com www.georgels.com www.godinguitars.com www.godlyke.com www.grandplaymedia.com www.graphtech.com www.graphtech.com www.grotro.com

57 63 42 37 57 31 62 63 30

www.halleonard.com www.huntermusical.com www.isptechnologies.com

54 72 46

www.kalaukulele.com www.kmcmusic.com www.kysermusical.com

46 45 73

C Casio America, Inc CE Distribution Chesbro Music Co.

D D’Addario & Co. The Dava Co. David Gage String Instrumens

E/F Epilog Laser Evets Corporation Floyd Rose

G Gable Piano Service Galaxy Audio George L’s Godin Guitars Godlyke Inc. Grand Play Media, LLC Graph Tech Guitar Labs Graph Tech Guitar Labs Grover Musical Products

H/I Hal Leonard Corp. Hunter Music Instrument Inc. ISP Technologies, LLC

K Kala Brand Music Co. KMC Music, Inc Kyser Musical Products Inc.

80 MMR

E-MAIL/WEB ADDRESS

PAGE

L www.aceproguitars.com

B Big Bends LLC Breezy Ridge Instruments Ltd.

COMPANY NAME

LM Products Lollar Guitars

www.LMProducts.com www.lollarguitars.com

30 40

M/N Music & Arts Center NAMM National Educational Music Co. New Sensor Corp.

www.musicarts.com www.namm.com www.nemc.com www.newsensor.com

22 26-27 65 47

P Pantheon Guitars Prestige Guitars Ltd PRS Guitars (Paul Reed Smith

www.pantheonguitars.com www.prestigeguitars.com www.prsguitars.com

62 36 21

R Raw Talent Guitar Roland Corp. U.S.

www.rawtalentguitar.com www.rolandUS.com

59 cov4

S Saga Musical Instruments Saga Musical Instruments Saga Musical Instruments Samson Technologies Corp. SHS International Shubb Capos SKB Corp. String Swing Mfg. Inc. Super-Sensitive Musical String Co.

www.sagamusic.com www.sagamusic.com www.sagamusic.com www.samsontech.com www.shsint.net www.shubb.com www.skbcases.com www.stringswing.com www.cavanaughcompany.com

69 49 13 3 52 68 43 7 58

T/U Tech 21 www.tech21nyc.com TKL Products Corp. www.tkl.com U.S. Band & Orchestra Supplies/St. Lowww.StLouisMusic.com

11 1 23

V/W Visual Sound W.D. Music Products Inc.

www.visualsound.net www.wdmusic.com

cov2 51

Y/Z YouRock Guitar Avedis Zildjian Co. Zon Guitars

www.YouRockGuitar.com www.zildjian.com www.zonguitars.com

39 19 39

APRIL 2012

Save The Date!

Jazz Education Network 4th Annual Conference Networking the jazz arts community... local to global!

Atlanta, Georgia January 2-5, 2013 The Jazz Education Network

is dedicated to building the jazz arts community by advancing education, promoting performance, and developing new audiences. For complete membership information/beneďŹ ts please visit us at:

www.JazzEdNet.org

Visualize your music and control your mixes in real time

Play by ear

Create Minus One

Remix & Noise Cancel

With R-MIX, you can extract specific instruments from your source mix and adjust their volume— a great way to learn source by ear Select your instrumental or vocal part of choice and reduce its volume to create a “minus-one” track (karaoke) Clean up your old recordings, isolate instruments and remix them by changing volume levels or applying effects

Try R-MIX with the special iPad version!

Visit www.RolandUS.com/R-MIX for more info.

Turn static files into dynamic content formats.

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