MMR November 2008

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

November 2008

Music China

2008 Survey: Percussion Market Zeswitz Musicâ&#x20AC;&#x2122;s 85th Anniversary

Contents Cover design by Laurie Chesna

NOVEMBER 2008 VOL.167 NO. 11

Features 24

Webwise: DIY Web Sites MMR’s Kevin M. Mitchell speaks to someone who has and finds out that it’s not easy, but it can be done.

Guest Editorial: Spencer Brewer Spencer Brewer, owner of Ukaih, California’s Ukaih Music Center, offers creative solutions to help small MI dealers hang in there and survive these tough economic times.

Best of the Blog: Bogus Imports MMR associate publisher Rick Kessel blogs on the issue of China’s lack of government oversight, particularly when it comes to exporting guitars.

Survey: Percussion Market Percussion Marketing Council The PMC is looking to make some big noise and bring some public awareness to the drum community, and maybe even recruit some new drummers while they’re at it.

Show Report: Music China ‘08 Despite opening during one of the worst weeks in global finance history, the Music China and Pro Light & Sound Shanghai Show provided a positive outlook for the MI trade.

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Report: Musical Instrument Museum Funky Munky and the Art of Guerilla Marketing The fun and games created by Funky Munky owners Jon Kluiter and Pat Redd have not only garnered them attention, but some business too.

Zeswitz Music’s 85th Anniversary This Reading, Pennsylvania retail institution turns 85 years old and, despite some changes and tough times, continues to grow.

Perspective: Growing When Times Are Tough When times are tough, the tough get creative and keep growing. Joe Fucini, president of Fucini Productions, a marketing and public relations agency, explains how to seize opportunities, beat the odds, and avoid the downturn.

Australian Boutique Brady Drum is Back Don’t call it a comeback because they never left. As owner Chris Brady explains to MMR—he’s restructuring and going back to basics.

Departments www.MMRmagazine.com

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Editorial Upfront

18 71 75

People Stats Supplier Scene

89 96

Classifieds Advertisers’ Index

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 ©2008 by Symphony Publishing, LLC, all rights reserved. Printed in USA.

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NOVEMBER 2008

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Editorial

Volume 167, Number 11, November 2008 PUBLISHER Sidney L. Davis sdavis@symphonypublishing.com

A Tale Of Three Dealers

EDITOR Christian Wissmuller cwissmuller@symphonypublishing.com MANAGING EDITOR Kevin M. Mitchell kmitchell@symphonypublishing.com

few years back I participated in a seminar sponsored by AIMM (Association of Independent Music Merchants) which discussed the prospects for music products retailing. Following the session, two of the movers of the organization, George Hines (George’s Music) and Skip Maggiori (Skip’s Music), approached me and, in the course of conversation, cautioned, “Remember, when you write about independent dealers that the word is ‘thrive’ and not ‘survive.’” In reviewing the contents of this issue I believe MMR has more than met their expectations. We profi le three dealers: Ukiah Music Center, a five-year-old operation with an impressive 18-to-25 percent annual growth rate; Funky Munky, a Shawnee, Kansas operation that reversed the trend and moved from being an Internet site to operating as a brick and mortar retail outlet. (As co-owner Jon Kluiter explains, “We found that in the last 10 years many music stores have closed, yet more electric guitars were being sold than ever. Someone was buying them. They just weren’t buying from the people who were going out of business.”); and Zeswitz Music, 85 years young, a survivor of the Brook Mays acquisition and subsequent bankruptcy and more recently resurrected by Rayburn Music. Three dealers, three business models – each “thriving” in a manner of speaking. Spencer Brewer, owner of Ukiah Music Center (page 26) points to what he terms “soft guerilla marketing,” including a summer concert series within the store, gaining publicity from an older instrument give-away to local school programs and developing a profitable “Rock Camp” for kids. Equally important, as he points out, “We made our store as people friendly, interesting, and as ‘cool’ place to hang out as possible.” Kluiter and his partner Pat Redd of Funky Munky (page 56) are also proponents of guerilla marketing. They started in 2002 by buying old guitars and selling the parts on eBay and two years later opened a retail outlet and invited customers to submit a logo idea for the new store. They continue to heighten their visibility with a string of clinics and autograph sessions. Their biggest promotion to date, in conjunction with a local radio station, was achieving Guinness World Record status by gathering the most guitarists playing one song in one place in June, 2007: 1,721 six-stringers performing Deep Purple’s “Smoke on the Water.” As the partners point out, “We established ourselves as kind of the P.T. Barnum in town… if you don’t toot your own horn, someone else will use it as a spittoon.” In August 2006 Zeswitz Music (page 64) was in the hands of liquidators. With an infusion of capital from Rayburn Music and the direction of Rick Dietrich who joined the Reading music dealer in 1991 as a woodwind repair apprentice, Zeswitz restored its status in the community and operates with a staff of 37 employees and nine teachers. They aggressively promote to their audience with e-mail blasts and a monthly newsletter and sponsor an in-store jazz club as well as a local jazz festival.

ASSOCIATE EDITOR Denyce Neilson dneilson@symphonypublishing.com ASSOCIATE PUBLISHER Rick Kessel rkessel@symphonypublishing.com STAFF WRITER Eliahu Sussman esussman@symphonypublishing.com ADVERTISING SALES Iris Fox ifox@symphonypublishing.com CLASSIFIED AD SALES Maureen Johan mjohan@symphonypublishing.com PRODUCTION MANAGER Laurie Guptill lguptill@symphonypublishing.com GRAPHIC DESIGNERS Andrew P. Ross aross@symphonypublishing.com Laurie Chesna lchesna@symphonypublishing.com CIRCULATION MANAGER Melanie A. Prescott mprescott@symphonypublishing.com ADMINISTRATIVE ASSISTANT Popi Galileos pgalileos@symphonypublishing.com WEBMASTER Sanford Kearns skearns@symphonypublishing.com SYMPHONY PUBLISHING, LLC Xen Zapis • Chairman Lee Zapis • President lzapis@symphonypublishing.com Rich Bongorno • Chief Financial Officer 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

sdavis@ symphonypublishing.com

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NOVEMBER 2008

THANK YOU.

Band Instrument Line of the Year MMR Dealer’s Choice Awards, 2007

Overall Supplier Excellence Music Inc. Supplier Excellence Awards, 2007

Dealer Support Music Inc. Supplier Excellence Awards, 2008

Companies to Watch NAMM’s Best in Show Awards, 2008

jupitermusic.com

Upfront Hal Leonard One of Wisconsin 75 Hal Leonard Corporation made its inaugural appearance as one of the 2008 Wisconsin 75 companies named by the Milwaukee accounting firm of Deloitte & Touche. The company was also honored to be selected as the sole winner in the Community category for Deloitte’s Distinguished Performer awards. Now in its sixth year, the annual Wisconsin 75 listing recognizes the top closely held companies headquartered in Wisconsin. All publicly and privately owned companies with $50 million or more in annual revenues and employee, family, individual or group majority ownership are eligible for inclusion. As part of the Wisconsin 75, the 2008 Distinguished Performers were chosen

based on a company’s efforts in one of five award categories — Community, Entrepreneurship, Environment, Generations and People. These categories were created and the winners selected by an independent advisory panel of Wisconsin corporate and civic executives. Hal Leonard won in the Community category for launching the Hal Leonard Young Musicians Program in conjunction with the Boys & Girls Clubs of America, and for its continuous support of Milwaukee’s Daniels/Mardak Boys & Girls Club and the Mardak Center for Administration and Training that serves

all 27 Club sites throughout the metropolitan area. The company was also recognized for: its contributions to the Milwaukee Youth Symphony Orchestra and First Stage Milwaukee Children’s Theater under the umbrella of the Milwaukee Youth Arts Center; its support of the Milwaukee Children’s Choir and the Milwaukee Ballet; and its sponsorship of the Milwaukee Symphony Orchestra and the Hal Leonard Jazz Series; among other philanthropic ventures that give back to the community.

NAMM’s “Say You Wanna Play” Contest Anthony Salari, a 24-year-old guitar player from Bullhead City, Ariz., recently won first place in an amateur musician contest on YouTube called “Say You Wanna Play.” The contest was developed by NAMM to inspire people to share their love of music with other self-taught musicians. Anthony competed against other amateur musicians from across the nation and is a true inspiration to others thinking about pursuing their dream of making music. NAMM created the “Say You Wanna Play” contest to encourage people who

have always wanted to play an instrument or sing, but either stopped playing or never took the steps to start. In a recent 2008 Harris Poll, 35 percent of people said they didn’t think they had the natural talent to play and that prevents them from learning. “We wanted to encourage the many different amateur musicians out there to keep playing and hopefully motivate more people to pick up an instrument for the first time,” says Joe Lamond, president and CEO, NAMM. “Music has an amazing power to inspire and ignite passion in everyone; this contest shows everyone can make music, and it’s never too late to start.” In January, Anthony will travel with a friend to Anaheim, Calif., to perform at the NAMM Show, the largest music products trade show in the United States. The contest is part of NAMM’s national Wanna Play? public awareness campaign created Anthony Salari sits down with Kelly Forsythe at AJ’s Music and Vintage Guitars for his first to communicate the benlesson, part of his “Say You Wanna Play” prize package. efits of playing music to 6 MMR

people of all ages. For more information about the Wanna Play? campaign, visit www.wannaplaymusic.com.

Sennheiser’s International Audio Summit The International Audio Summit will be held in Santa Monica, Calif., Nov. 17-19 at the Sheraton Delfina. The conference covers new technologies in information acquisition and sharing, as well as trends in audio and video production. The Sennheiser Sound Academy – advised by a distinguished panel (Jim Anderson, president of the Audio Engineering Society (AES) and professor of recorded music at New York University; Roger Furness, executive director of AES; and Philip Laven, chairman of the DVB consortium DVB Project) – organized a series of lectures, presentations, workshops, case studies, and discussions. For more information, call Dawn Birr at (860) 434-9190, ext. 183, or visit www.audiosummit.com. NOVEMBER 2008

Upfront Rodgers Wins Innovation Award Rodgers Instruments LLC was among the companies honored for innovation recently at the annual Infor Excellence in Action Awards, which recognize customers for the use of technology to enhance business agility, drive innovation, streamline performance, and grow profitability. The event, Inforum 2008, is the largest annual gathering of Infor customers, partners and experts who want to connect, learn and maximize the value of their Infor solutions. The nine winners were selected from more than 60 nominations provided by Infor customers, employees and channel partners. Rodgers received the Innovation Award for its use of Infor ERP Baan, In-

for PLM 8 and Infor CRM software to fuel a complete business model transformation as part of the creation of Rodgers Organ Architect (ROA). By introducing ROA, Rodgers was able to begin offering fully customized products at the same price and lead times as their competitors’ standard models. This innovative transformation established several new efficiencies throughout Rodgers’ business, including the areas of product design, manufacturing, dealer relationships, inventory management, and purchasing, while simultaneously opening new revenue channels. More information is available at www.rodgersinstruments.com.

Slash Appears at Sam Ash Hollywood Guitar legend, artist, and philanthropist Slash was at the Sam Ash Music store in Hollywood, located at 7360 Sunset Blvd, Los Angeles on Tuesday, October 7th for an exclusive meet and greet. The iconic rock star was celebrating the release of the new Gibson USA and Epiphone Slash Signature Les Paul model guitars. The Epiphone Slash Signature Les Paul Goldtop is limited to just 2,000 guitars worldwide. The Gibson USA Slash Signature Les Paul

Goldtop gives guitar enthusiasts around the world the chance to own a guitar created and designed by Slash and is limited to only 1,000 guitars worldwide. Both versions of the limited edition guitars will be available that day at Sam Ash Music locations across the country. Slash signed autographs during his appearance at the Sam Ash Hollywood location – any customer who purchased either model on the day of the appearance or who attended the event with any

Yamaha Restructures in Light of Economy Yamaha Corp. will revamp its growth strategy due to the economic slowdown and could pull out of some businesses as it restructures, the head of the instruments maker says. President Mitsuru Umemura also tells Reuters in an interview that he was expecting a severe set of numbers when the company announces its first-half results later this month and warned it may need to cut its full-year outlook. The downturn is forcing the company to rethink a three-year business plan under which it had aimed to expand group-operating profits to $439 million into March 2010. Umemura says businesses unable to consistently produce a profit or at risk of losing money would come under review. This would include its car interior, semiconductor, kitchen and bath units, and magnesium parts operations. But any restructuring would not be limited to these four businesses and could also involve the mainstay musical instruments operations. Source: Reuters and Forbes

other Slash signature Gibson or Epiphone guitar which may have been purchased previously, had the opportunity to have the guitar autographed by the musician.

GAMA Announces MI Internet Dealer Panel Discussion The Guitar and Accessories Marketing Association (GAMA) has put together a panel of web based musical instrument dealers to be the feature of its upcoming annual meeting. During their meeting in Nashville this past July, the GAMA Board decided that they needed a powerful follow up to the last GAMA membership meeting which featured Marty Albertson. So, they decided to put together a panel of musical instrument retailers 8 MMR

that do business on the web. The panel will consist of: Noah Herschman - Amazon.com; Jim Hovey - American Musical Supply; Craig Johnson - Musician’s Friend. Evan Skopp, past-president of GAMA, notes, “In Musician’s Friend, American Musical Supply and Amazon, GAMA joins two of the strongest non-’bricks’ guitar and accessory dealers with the world’s most innovative e-commerce re-

tailer. This panel will give us a glimpse into the possible future of M.I. retailing. For anyone who wants to know what’s around the bend, this is a must-see event.” The meeting will be held at the Anaheim Marriott on January 14, 2009. Guitar products manufacturers and distributors that wish to attend should contact the GAMA office at (212) 795-3630 or visit www.discoverguitar.com. NOVEMBER 2008

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Upfront Taylor and Yamano Announce Distribution Agreement Taylor Guitars announced a strategic distribution partnership with Japan’s oldest distributor of musical instruments, Yamano Music Company. The agreement will facilitate expanded distribution of Taylor guitar models and accessories in Japan, with Yamano providing an expansive distribution channel and the first line of support for Taylor’s Japan-based customers. “As the demand for Taylor guitars continues to grow, we are confident that Yamano can best leverage its dealer network to give buyers the complete

Taylor experience,” shares Kurt Listug, co-founder and CEO of Taylor Guitars. “From warehousing and distribution, to product expertise and service, Yamano has a solid history of bringing major American guitar brands into the market, with sound results. We consider the company to be the premier guitar distributor in Japan and the best partner for our brand.” The Yamano Music Company has been a leader in building Japan’s music market for over 100 years. Seitaro Yamano, who believed music was a tool to help people from

World’s Most d n a r G e v i s n e p x E Kuhn Studio announced pending availability of a $1.2 million grand piano, likely the most expensive new piano available today. The 7’4” black Kuhn-Bösendorfer piano (along with its matching bench) is inset with as many as 100,000 hand-cut, polished jewels arranged in diamond patterns. The instrument has been eighteen months in the making and is a “grand collaboration” between L. Bösendorfer Klavierfabrik GmbH of Vienna, Austria and Jon Kuhn, the “world’s foremost cold glass sculptor.” Richard Ruggero, president of Ruggero Piano, the authorized Bösendorfer dealer for North Carolina, brought the potential collaboration to the attention of Bösendorfer and played a key role in developing the relationship between the piano maker and the glass artist. “Working with Jon Kuhn has been exciting,” Ruggero says, “because Bösendorfer and Kuhn strive for the same level of perfection. This special Kuhn-Bösendorfer has exceeded everyone’s expectations, including my own.” Inaugural presentation of the first Kuhn-Bösendorfer will be in Kuhn Studio’s Winston-Salem, N.C. gallery shortly after it is shipped from Vienna, which is scheduled for October. For more information about the Kuhn-Bösendorfer, please contact the companies directly.

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different cultures and languages communicate, founded the company in 1892. Yamano established his first music store in the Ginza district in Tokyo, the same spot where the Yamano Music flagship store stands today. Through the past 100 years, Yamano has grown to represent international leaders in the musical instrument industry while remaining a family-owned company. Earlier this year, Taylor Guitars announced a similar sales and distribution partnership in Europe and the Middle East with Fender Musical Instruments Corporation. Additional information can be found at www.taylorguitars.com/news.

TAG Reaches Distribution Deal With Geoffrey Daking Brad Lunde, president of Transamerica Audio Group (TAG), announces the company’s new international distribution agreement with Geoffrey Daking, Inc. Co, which expands on its longstanding U.S. distribution agreement. Because Daking designs straightforward, no-compromise outboard processing gear, it has become a cornerstone of the TransAudio Group’s domestic line, which includes many of the brightest names in high-end studio/installed sound equipment. The decision to expand their relationship internationally coincides with the introduction of Daking’s Mic-Pre One, an elaborated single-channel version of the Daking Mic-Pre IV housed in a “DI-style” enclosure. Early reports suggest the renown of the Mic-Pre One may soon eclipse that of its progenitor. Other Daking products include the FET Compressor II, the Mic-Pre/EQ, and a host of modular components for customized console construction. For more information, visit www. transaudiogroup.com. NOVEMBER 2008

QUALITY SUPPORT PROFESSIONALISM VALUE These principles are the foundation of every Yamaha B&O product and service. They are the reasons you can DEPEND ON YAMAHA.

Band & Orchestral

Upfront Tri-Technical Systems Announces Integration of AIMsi and Music-Search

Musicorp Adds Perri’s Leathers Ltd

Tri-Technical Systems Inc. recently announced the availability of a direct integration between the AIMsi software and Music-Search. This enables retailers to access the Music-Search database without leaving the AIMsi software. Users no longer need to navigate to a different software application or website to access the Music-Search content. Instead, users can access MusicSearch straight from the AIMsi software that they use for their everyday work. Tri-Tech and Music-Search already serve many of the leading music stores across the U.S and Canada. The partnership integrates their flagship offerings:

Musicorp announces the addition of Perri’s Leathers Ltd to Musicorp’s distribution line. Perri’s Leathers Ltd is one of the premier manufacturers of guitars, sax and bass straps. Musicorp will officially carry 30 different Perri’s Leather strap designs immediately to be stocked in Musicorp’s Louisville, KY central shipping facility. From Elvis Presley to David Bowie, Perri’s straps are available from $11.99 to $39.95 retail price. Kimberly Hawthorne, Musicorp Product manager remarks, “We are excited to have Perri’s Leathers, a premier strap line, added to our offering. Our goal is to carry a vast assortment. Perri’s Leathers Ltd is well known for their unique designs.”

Tri-Tech’s AIMsi software and MusicSearch’s Music-in-Print database. Myles Reck, president of Music-Search states, “The integration of our database with AIMsi software streamlines the search and importing process for sheet music. This new feature allows even the smallest of sheet music dealers to make a profit on add-on sheet music sales with just a few simple keystrokes. MI stores and sheet music dealers will simply see this as a musthave addition to their AIMsi software.” For more information on Tri-Technical Systems visit www.aimsi.biz or e-mail sales@aimsi.biz or call (800) 670-1736.

Eastwood Launches Partners Program In support of the growing recreational musical community, Mike Robinson, president of Eastwood Guitars, launched the Partners Program at the opening of the League of Rock (LOR) fall session. The event was hosted by Terry Moshenberg, founder & executive producer of League of Rock at the world famous Phase One Studios in Toronto. League of Rock (www.leagueofrock.com) currently has two Canadian Chapters and is planning to open Chapters in major cities across

North America. The Eastwood Partners Program is a new initiative to assist recreational musician programs around the globe, by giving access to the complete line of Eastwood and Airline guitars, basses and accessories. This unique corporate program offers members of associations a 15 percent rebate on all online purchases from www.eastwoodguitars.com for a 24-month period. Visit www.eastwoodguitars.com for more information.

Hudson “Complete” Launched Hudson’s new “Complete” multi-media approach to drum instruction offers teachers and students an integrated system that combines its educational DVDs with companion books and its books with CDs containing play-alongs, printable exercises and audio examples, while also connecting these conventional media with free, high-quality online content, such as audio and video excerpts, supplemental lessons and bonus material. 12 MMR

To help support both its educational activities and its ever-expanding range of DVDs, Books and CDs, Hudson has also announced a major redesign of the hudsonmusic.com Web site. The site has a “fresh, clean look with streamlined menus that are highly functional and easy to navigate,” according to the company. It also features upgrades such as expanded video content as well as free lessons from Hudson’s world-class roster

of drum artists that are either taken from existing Hudson titles or produced specifically for the site. “As a leader in instructional and performance video, it’s important for us to be on the cutting edge of content management and delivery, too,” states Mike Hoff, Web Manager for Hudson Music. For more information, please contact Hudson Music at (888) 796-2992 or visit www.hudsonmusic.com. NOVEMBER 2008

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Upfront New Holton Horn Site Goes Live Conn-Selmer announced that a new Web site for Holton horns, www.holtonhorns.com, recently went live on the Internet. This new site will be the clearinghouse for all information regarding the Holton Student, Holton Farkas and Holton Merker lines French horns. The

site also includes links to other valuable information such as articles written by Phil Farkas, designer and developer of the Holton Farkas French horn, featured Holton artists, along with exclusive performance

resources especially for French horn players and teachers. As the Web site continues to develop, more information and resources will be added. For more information, visit www.conn-selmer.com.

like no others, Herb set out to fi nd the source. Tat Kosaka was the president of ProMark Japan, Ltd., and served as liaison for all company activities in the Pacific Rim until his death. He is survived by his wife, Machie, daughter Chieko and husband Yossi, daughter Chikako and husband Tetsuo, four grandchildren and four great-grandchildren. In a statement, Pro-Mark president Maury Brochstein said, “Tat was a huge

part of this company. We might well not exist today were it not for his dedicated efforts early on and in the 50-plus years that followed. We will miss him.” Memorial contributions may be made to the American Cancer Society online at AmericanCancerSociety.org or by mail at P.O. Box 22718, Oklahoma City, Okla. 73123-1718.

the Jazz Standard. Hedman was too ill to attend the event, which raised more than $7,500 toward his medical expenses. A funeral Mass was celebrated Oct. 3 at Holy Cross Church in Manhattan, followed by burial at Calverton Cemetery in Long Island. In lieu of flowers, tax-deductible donations may be sent to Memorial Sloan-Kettering Cancer Center, P.O. Box 27106, New York, NY 10087. Please include

your full name and address, and specify that the gift is in memory of Norman Hedman in support of leukemia research. Ask them to notify the Hedman family at 484 W. 43rd St., Apt 3-S, New York, NY 10036. Checks should be made payable to Memorial Sloan-Kettering Cancer Center. For more on Norman Hedman, visit the Berman Music Foundation at www.bermanmusicfoundation.org

dulcimers, and autoharps, he had little time for much else. Still, he tinkered on various vintage sports cars and motorcycles. He was also granted a United States patent, number 4508003, for a dual acting truss rod used in musical instrument necks. Peter is survived by his fiancé Shelia Heaton, sons Peter C. Smakula, Bob

Smakula and wife Mary, and Eric “The Ultimate Dude” Smakula, daughter Heidi Smakula and husband Don Fine, Shelia’s children Jennifer Rotter and husband Chuck and their three children, sons Scott Heaton and wife Danielle, Edward Heaton, and Peter’s eight grandchildren.

Trade Regrets: Tatsuo Kosaka Mr. Tatsuo (Tat) Kosaka, an important figure in the history of Houston-based Pro-Mark Corporation, died at his home in Kobe, Japan on September 25, 2008 at the age of 80 following a long battle with cancer. In a story that has been well-documented over the years, Mr. Kosaka was the “Japanese Associate” often referred to by Pro-Mark founder Herb Brochstein when recounting how the company started in 1957. After discovering Japanese white oak sticks that felt and sounded

Norman Hedman Master conguero, composer and bandleader Norman Hedman, a longtime friend and consultant of the Berman Music Foundation, died Sept. 29 in New York City after a struggle of many months with acute myeloid leukemia and pneumonia. He was 63. In April, representatives of the Berman Music Foundation traveled to New York to attend a benefit for Hedman at

Peter H. Smakula Peter H. Smakula, the owner of Cleveland, Ohio’s Goose Acres Folk Music Center passed away from lung cancer on September 23. Though Peter never made more than a living with Goose Acres, he was responsible for encouraging a strong Old Time music scene in northeast Ohio. Between his 40 music students a week and building banjos, 14 MMR

NOVEMBER 2008

Upfront Online Survey Best Buy plans to open 85 musical instrument musical instrument “store-within-a-store” departments in existing units during the coming year. How do you view this development? Their entry will broaden the marketplace and bring in new consumers.

29% 24% They will not be successful.

47%

This be severely detrimental to traditional MI stores.

Letters This is in response to your article on “The Kids Aren’t All Right.” NAMM again gets it wrong! The problem at any show I have been at isn’t the under 16-year-old kids. Most of those are kids that are along for the ride and are respectful enough. The real problem is all the young adults that have no business being there in the first place. Try checking for pay stubs or other verification of employment. This will keep half of the unemployed California musicians out of my way. I really don’t think that NAMM wants to stop all that traffic, as this will show lower numbers for attendance. I was thinking of attending the California show this January with my 14- and 15-year-old children, but that is now off the table. Thanks again NAMM for nothing! Your former member... James Winter Winter Sound Co. Gloucester Point, Va. 16 MMR

NOVEMBER 2008

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People Remo Inc. welcomes Angelo Remo Belli, M.D. as he has joined the staff in the capacity of vice president – Scientific Affairs and Medical Development. In continuing with the tradition of the Belli family and the ongoing agenda of Remo Inc., Angelo will be actively involved

with Remo’s activities, spanning the medical and recreational applications of group drumming. His endeavors will include further development of Remo Inc.’s Health Rhythms program. As a Belli

family practice physician, a certified teacher in the Arizona school system, and an educated musician, Angelo brings a unique bank of knowledge to help lead Remo Inc. in efforts to expand the use of drumming as an integral component of an individual’s general well being.

TC|US is pleased to announce the recent appointment of Miguel Hadelich to the position of technical sales manager for the Live and Install division. Hadelich Reporting to Ken Blecher, TC|US director of Live and Install sales, Hadelich will have a technical sales focus within the growing Live and Install division of TC|US, particularly with the Lab. gruppen brand. Hadelich previously held the position of applications engineer at Dolby Lake where he was responsible for training on Dolby Lake processors as well as technical advice and support. His new role within TC|US will encompass many of the same responsibilities including sales for the Lab. gruppen brand, thus utilizing his extensive knowledge of real world applications using Dolby Lake processors. Sonaré Winds has reorganized its sales force and will now operate with dedicated sales specialists who work exclusively for Sonaré and its partner brands, Keilwerth, York, and Schreiber. Christina Cobas has been in both Sales and Marketing for Verne Q. Powell Flutes for over six years. Christina will cover the West coast sales for Sonare. E-mail Christina at Cmcobas@sonarewinds.com. Stephanie Stathos is responsible for sales in both the Midwest and Southeast regions. She served as assistant manager of Gunther Schuller’s GM Recordings for seven years and executive director of Betsy M. Green Associates Artist Management for seven years. E-mail Stephanie at Sstathos@sonarewinds.com Susan Kenny has been a sales specialist for Sonaré, handling primarily international sales for the past year. In addition to the international customers, she will be responsible for a portion of the 18 MMR

NOVEMBER 2008

Juliane Santos is the new Sales and Marketing administrator for SonarĂŠ Winds. She has previous experience as a sales operations coordinator where she supported a worldwide sales team. She will handle all of the tradeshow logistics, newsletter communications and sales support for the company. E-mail Juliane at Jsantos@sonarewinds.com. Maryann Zschau, director of Sales and Marketing says, â&#x20AC;&#x153;When I assumed the responsibility of reorganizing the sales team, it was essential to me that the sales specialists have a more direct relationship

Midwest territory as well. E-mail Sue at Skenny@sonarewinds.com Jan Carey-Wilson comes to SonarĂŠ Winds as a former educator who specialized in Enrichment Programs focused on the visual and performing arts. For many years prior to teaching, she was the sales manager for a large temporary employment agency. She is owner and designer of North Pond Studios, a custom design wearable art company, located outside of Boston, Mass. Jan will be responsible for Sonare sales on the East Coast. E-mail Jan at Jcareywilson@sonarewinds.com

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with our customers. This dedicated team of professionals will allow us to provide superior customer service as we continue to sell a line of high value musical instruments at affordable prices.â&#x20AC;? E-mail Maryann at mz@sonarewinds.com

Alfred is proud to introduce Sheldon Curry as the new managing editor of Sacred Music. Curry brings to the Alfred family more than 25 years of experience in church music publishing. Curry is a native of West Texas and a graduate of Baylor University where he studied and performed choral music under Robert Young and Euell Porter. He studied composition and orchestration privately with Prix de Rome winner Richard Willis. He is a member of the Anglican Association of Musicians and has delivered lectures and seminars on church music in their national conferences. Having directed choirs off and on since he was 14 years old, Curry has worked as an editor at Word Music, Inc. and has planned and directed music for worship in Baptist churches and Eucharists in Episcopal cathedrals. He has also arranged for and conducted orchestras in New York, London, Chicago, Los Angeles, Cleveland, and Nashville. Lowrey Organ Company has announced additional restructuring steps within its sales unit. Brad Bryan, Lowrey regional sales manager for the southeast territory, has been named business management director. In his new post, Brad will direct efforts in developing new domestic and export business. Sales team coordination, sales forecasting, sales training, and strategic planning will also be part of Bradâ&#x20AC;&#x2122;s new role. Bruce Mihalek, Lowreyâ&#x20AC;&#x2122;s western sales territory regional sales manager, has been named sales program development manager. In this role, Bruce will coordinate sales program efforts such as Home Organ Holiday, Lowrey University, and dealer events. Bruce will also contribute direction to the Artists Program, Lowrey Magic, and product development.

Breaking News

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20 MMR

www.MMRmagazine.com NOVEMBER 2008

TA K I NG T H E FIELD WITH COLOR

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ADVERTORIAL

NOVEMBER 2008

News

EEWAY Â˛ R & HE T R TE F ! G IN O ' Âą7EÂ´RE

NAMM Establishes Foundation for Industry Giving Fo Founded in 2007, the NAMM Foundationâ&#x20AC;&#x2122;s mission is clear: to increase active participation in music making across the lifespan by supporting scientiďŹ c research, philanthropic giving and public service programs. The Foundationâ&#x20AC;&#x2122;s contributions to the industry throughout the year have provided opportunities to reach new audiences and create new music makers of all ages. Here are some recent highlights: The NAMM Foundationâ&#x20AC;&#x2122;s 2008 grant program allocated more than $1.1 million in funding to support 26 recipients that include community music-making programs, scientiďŹ c research on the effects of making music, and music programs for seniors and school-aged children. For a complete list of grant recipients, please visit www.nammfoundation.org.

Note from Joe Building on a Good

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ed the ď&#x192;&#x17E;rst October 1, 2008 mark ation of the NAMM anniversary of the cre ization is different an Foundation. This org itâ&#x20AC;&#x2122;s a 501(c)(3) from NAMM in that arity and the non-proď&#x192;&#x17E;t entityâ&#x20AC;&#x201D;a ch our industryâ&#x20AC;&#x2122;s â&#x20AC;&#x153;community chestâ&#x20AC;? of . philanthropic giving

undationâ&#x20AC;&#x2122;s work. some of the NAMM Fo n see dy c ea alr ve ha You may onâ&#x20AC;? program to publi ities for Music Educati un mm Co m est gra â&#x20AC;&#x153;B pro the nt From in Youâ&#x20AC;? gra e Disneyâ&#x20AC;&#x2122;s â&#x20AC;&#x153;The Music service initiatives lik NAMMâ&#x20AC;&#x2122;s Museum of by d ere off programs and the many exciting eady making a MM Foundation is alr Making Music, the NA signiď&#x192;&#x17E;cant impact. ll do many things, NAMM Foundation wi ke Moving forward, the lp us continue to ma entiď&#x192;&#x17E;c research to he tions iza an org including funding sci er oth ing viding grants allow our case for music, pro ing a public service kers of all ages and be ma sic to create more mu beneď&#x192;&#x17E;ts of playing world about the many vehicle to educate the . musical instruments a place where you can dation, now there is sic. With the NAMM Foun world with more mu believe inâ&#x20AC;&#x201D;ď&#x192;&#x17E;lling the MM NA give to the cause you the of gth m the ď&#x192;&#x17E;nancial stren e NAMMâ&#x20AC;&#x2122;s resources for do. If your plans includ to re mo ch mu so is re the t er bu sid n, tio con da ase Foun king, ple education or music ma gifts to support music llar you donate will do ery Ev n. tio MM Founda a donation to the NA please call me at na programs. To do te, ing ak -m sic mu to ly go direct m.org. d an e-mail to joe@nam 760-438-8001 or sen Sincerely,

Joe Lamond EO NAMM President/C

With the growing popularity of music-based video games, a research grant awarded to Drexel University by the NAMM Foundation is allowing researchers to examine the effect of virtual music making (video games like Guitar Hero, Rock Band, etc.) and how it relates to musical skill development, the pursuit of other music-making outlets and the desire for additional formal music education. Now in its tenth year, the Best Communities for Music Education survey has identiďŹ ed school districts in the United States that support music education. The NAMM Foundation works to recognize communities ranking high in the survey by promoting them to local and national media.

ADVERTORIAL

The Support Music Coalition continues to grow, as more than 190 companies and organizations have joined nationwide. The NAMM Foundation promotes this effort and helps with the distribution of the Support Music Community Action Kit to parents, educators and community members who want to become music education advocates. The NAMM Foundation and Disneyâ&#x20AC;&#x2122;s â&#x20AC;&#x153;High School Musical: The Music in Youâ&#x20AC;? Grant Program invite public middle and high schools to apply for a grant to put on their own school stage production of Disneyâ&#x20AC;&#x2122;s High School Musical 1 and 2. The public affairs initiative utilizes the popularity of the High School Musical movies and the licensed amateur theater adaptations to encourage kids to get involved in music and the arts. Currently, a new grant cycle has begun to seek programs and research sharing a common mission: NAMM Foundation Program Grants, Sounds of Learning: The Impact of Music Education, Sounds of Living: The Impact of Music Making, NAMM Foundation ScientiďŹ c Grants and the sequel to Disneyâ&#x20AC;&#x2122;s â&#x20AC;&#x153;High School Musical: The Music in Youâ&#x20AC;? Grant Program. The grant proposal submission deadline for The Music in You is December 15, 2008; the deadline for the other grants is December 1, 2008. For details on these grants or other NAMM Foundation news and information, please visit www.nammfoundation.org. , ++ +@H=@M <?B@N $0## 3IODG "@>

After the deadline, they are $25 each.

NAMM News

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ws, aking industry ne on the latest bre keep up-to-date m.org. To am . @n MM tal NA igi by kd at playbac published al e-newsletter NAMM News is PLAYback Digit sign up for our

Anaheim, California January 15-18, 2009 www.namm.org

WEBWISE

A Case Study: How to Do It Yourself Anatomy of a Great Web Site Part II By Kevin M. Mitchell

ast Webwise column I took a look at a terrific MI retailer’s Web site, Music Matters of the Atlanta, Ga. area. They

had sought out a small one-person Web designing company and were able to put together a good site inexpensively. Now let’s look at a do-it-yourselfer. I met Bob Hupka at the Winter NAMM show when he came to my talk on the “seven deadly sins of weak Web sites.” It turned out he didn’t need to be there at all, because he had put together an excellent professional site for his company, himself. Now as a rule, I don’t recommend those with no experience or training to do this – as in “don’t try this at home, kids” – but there are a few individuals out there who can pull it off, and Hupka is certainly one of them. 24 MMR

Hupka joined Tadlock & Associates (www.tadlock.com) three years ago, and right away he thought the Web site was not worthy of the Panama City, Fla.-based Rodgers organ dealer. “It was a one-page Web site that had about two paragraphs about the company on it,” he says. “It had zero hits. I would never refer to anyone to it because it was an embarrassment.” He approached owner Fred Denecke about upgrading the site, “kind of hounded him,” and finally Hupka was given the green light. Hupka himself started on organ at age eight and is a graduate of Candler School of Theology at Emory University. He has 25 years of experience in the church, directing both classic and contemporary music programs. (During many of those years he also handled communication duties.) He’s been representing Rodgers for eight years. The Tadlock site exudes dignity yet is friendly and inviting. Visually, it’s loaded with pictures, yet is never busy. Right on the front page is a great picture of the

president, Fred Denecke, and a well-written letter of introduction from him. The site is easy to navigate, with great sections about Tadlock’s history, Rodgers’ history, and one called “Our Distinction” which makes the convincing case for why this operation should be considered for any church organ need in the southeast.

Distinguishing from the Competition “We first needed to decide what the purpose of the site would be,” Hupka says. “Once we decided, we did talk to some designers, but they were always trying to take us in other directions, directions that basically highlighted their ‘creativity,’ at the expense of what we wanted,” NOVEMBER 2008

he laughs. “And that’s when I decided to do it myself!” He turned to the do-it-yourself program Homestead (homestead.com), which is popular and easy to use. The site has thousands of templates to choose from, and allows users to easily personalize the end result. It can help the retailer set up the domain, and Homestead’s staff is just a phone call away if help is needed. (Homestead costs around $20 to $50 a month or more, depending on a retailer’s needs and how expansive the site is.) Pretty quickly they realized what the most important point of the site would be: While everyone at Tadlock is sure of the quality advantage of a Rodgers organ, sometimes that can be lost on a layperson. “So what we needed was for our Web site to distinguish ourselves from the competition,” says Hupka “Also, part of what we’re doing is trying to develop a relationship – trying to get people to understand who we are and that we’ve been around a long time.” For initial inspiration, he looked no further than the actual Rodgers organs themselves. “Our product line has a warmth to it, is very inviting,” he says. “Our products conjure up those stable, traditional feelings, so the Web site had to be all those things too: Warm, stable, traditional.”

Ever Evolving

Hupka approached the building of the site one page at a time. His first page took him six hours to build. Than two days later, he started another. Through the process he taught himself to import graphics, create links, and know what size a photo needs to be to upload it. “I still don’t know some things we’re doing!” he jokes.

Hupka didn’t come to this project as a complete novice. During his 25 years working for churches, he found himself putting together newsletters in the old PageMaker program, which certainly gave him a good eye for design, and an idea of what works and what doesn’t. “Also, I’ve always been interested in graphics, and I actually keep a fi le of advertisements that have especially nice ones,” he says. “If it’s a goodlooking ad, I like to see if I can be inspired by it.” After the initial simple launch, he says he spent about an hour and a half a week changing photos, adding something, and improving the site. He was particularly challenged to find different ways to present the image of an organ, using graphics that show the instrument from different angles – anything to keep up the visual interest. Hupka had never done a Web site before which in an odd way, he found “freeing, because you can do almost anything you want, try anything you want – it’s not

NOVEMBER 2008

Hupka possesses something not all of us do: The patience to work through something like this, and the disposition to enjoy the process. “First of it, it is kind of a kick to do it. You create a page, you publish it, and then you go back later and tweak it.” Tweaking is his specialty: he says he is constantly going back and making adjustments, or sometimes just swapping out one background color for another just to keep it fresh. Keeping it fresh also involves updating the “news” section. “It’s real easy to get dated,” he says. But as churches tend to not return often after the initial big purchase, Hupka has astutely gone back to news items that have been up for a month or so and simply taken the date off. Also, he finesses the language of a news item to play in the favor of a long shelf life. For example, instead of announcing the release of a new product coming in the first week of March, he’ll opt for saying it’s coming “this spring.”

like developing a print piece where you’re concerned about the cost of going from two color to four color.” And it’s all a journey, not a destination. “I’ve made many changes over the last year and a half or so, but have always kept things simple and clean,” he says. “I learned, for example, that you should never use more than two fonts, three max – and the third has to be just a headline or something really special.” To each is own, though. While they went with a very simple Verdana font type, he points out a drum store would go with something more wild, and a guitar store would want something in between. One thing all retailers could benefit from not using, though, is movement – banners that roll across a page, instruments that dance, et cetera. “I’ve tried to use some movement, but I don’t like that they make the page take longer to download. Also they can bounce and jerk in a way that doesn’t add anything.” An element he does feel there is a universal need for on every music retailer’s site is people. “It’s crucial to have a lot of pictures of people,” he says emphatically. “By showing pictures of our salespeople, our technicians, our people sitting with our customers, it personalizes us. Also, nothing sells a product like a picture of a happy customer. And pictures are so easy to include on your site… yet many retailers don’t even begin to use them.” Denecke was not only pleased with his handywork, but so were the people at Rodgers. He says Rodgers has been encouraging all their dealers to have strong Web sites. Today Tadlock & Associates get 10 to 12 hits a day, which for a retailer that specializes in high-end church organs is pretty good. “Importantly, each hit stays for three to five minutes, going through many of our pages. So we’re getting quality hits.” And in their business, all they need is one “good” one – Hupka tells that one church asked them to submit a bid, they did, and they won it. “That was strictly because of the Web site, and it more than paid for the time and expense of putting it up.”

“Part of what we’re doing is trying to develop a relationship – trying to get people to understand who we are and that we’ve been around a long time.”

MMR 25

PERSPECTIVE

Down Economy Causes Small Market Stores to

Think Big Creative Three-Prong Assault Creates Business, Proﬁts By Spencer Brewer Owner, Ukiah Music Center Ukiah, California

The question is this: What to do in a down economy, especially if you’re in a smaller market? At the last NAMM show, I spent several evenings over wine and dinner with different retail owners, all sharing and

26 MMR

brainstorming for ideas. I took several suggestions away and since have instituted each and every one of them with success. First, a word about Ukiah Music Center. We are located in Ukiah, in the northern most county of the California wine country where we meet the redwoods in the mountains of Mendocino. We cover two counties in northern California, and in a survey done a few years ago, Ukiah came out number six on a “100 best small towns in America” list. We’ve been in business for five years and had an average growth of 18 to 25 percent a year.

We grossed $750,000 last year, despite five other MI stores in the region going out of business in 2007 alone. This year our numbers won’t dive bomb, but will probably not make those of past years. These are the things we’ve done that I believe have allowed us to have a good year despite the economic challenges.

Creating Community Awareness We created events where community building is the focus—so called “soft guerilla marketing”—and thus we become “top of mind” when folks think about local music stores. Acoustic Café We added the Acoustic Café, a summer concert series out back that featured a stage, holiday style NOVEMBER 2008

Patrons enjoying a performance at the Acoustic Café.

lights, and Parisian-style catering and wine sales tables benefiting local community functions. We ended up selling out every concert. We highlighted local acts that performed “unplugged” in an intimate setting and it worked better than we expected. At intermission we opened the store and had folks check it out. These are people, mostly non-musicians, who otherwise would have never walked through our doors. Not only did we generate sales at the gate and percentages of the beverage booth, but upon polling the crowd, over 75 percent of the audience had never been here before. We bought all of the tables and chairs at the local Goodwill and Hospice stores, so nothing matched, which people thought was way cool. We put on tablecloths (nothing matched) and glued vases to the top of old 33s, then fi lled the vases with flowers. We hung all the old junk instruments lying around on the walls for the “Walls of Fame” and it now looks like a cool instrument gallery/graveyard. As far as our locals were concerned, we couldn’t hold enough of these concerts. They were cheap to do and the buzz we generated was huge. Instrument Giveaway We started a giveaway program to school music departments of our pianos and instruments that were older, but still in good condition. At a time in California when virtually all school music budgets are being cut, these gifts not only helped the NOVEMBER 2008

school programs, the local news media liked the stories and ran front page articles on them. It was the kind of press you couldn’t buy. We also were able to write all of these instruments off. Instead of selling some items way cheap and moving them on, schools need these items and we need the publicity. Rock Camp We started our own version of Rock Camp for kids. We offered four camps outside on our Acoustic Café stage, gave away CDs of the gigs, and sold DVDs of the performances. We made money on the camps, but more than that, we got kids and their parents now upgrading and buying new gear. The best part was the concerts. All parents, friends, and family were standing up yelling for their kids and bands! Talk about developing a loyal following for our organization.

accessories, we closed in the front windows with wood panels and insulation (which also saves us 20 percent on our utility bills!). Then we put up plainer slat wall, which we picked up used on Craigslist. Next we bought sticky contact paper which was diamond plate simulated and applied it to the walls and cut out the grooves. We also bought out a furniture store’s track lighting on Craigslist for $450, and redid the entire room. We put in new carpet ($500 at Home Depot), added new ceiling guitar hangers, and painted the ceiling black, which really helps. Now we have a room that customers want to hang out in, and including labor and a used counter we also picked up, we only spent $3,500. Classy We needed the piano room to be classy. We painted two walls and the ceiling a warm brick red and the two other walls gold and hung inexpensive chandeliers. We then bought classic reissue posters that advertised pianos or concerts and framed and hung them. You walk in and now you have the feeling of being in a old European castle room. I placed an old gramophone,

“We thought about what will catch the customer’s eye — why not throw an organ through the front window?”

Makeover on a Budget We made our store as people friendly, interesting, and as “cool” a place to hang out as possible. Cool We have 2,500 square feet of retail floor space divided into four rooms, and we gave each its own cool vibe without spending a lot of money. For the front room, which held guitars, amps, and MMR 27

it over for print music and made it a place everyone wants to cruise through to see what we have. We framed 75 to 120 year old pieces of excellent quality sheet music covers and hung them throughout the room. It now looks like a gallery. We kept

“Create events where community building is the focus – so called ‘soft guerilla marketing.’”

Ukiah’s Rock Camp.

vintage microphones, et cetera, and now people come in with their friends just to see the cool displays. Total cost with labor for this room was around $1,500. Bold In our third room where the drums, keyboards, and pro audio products are, we went “in your face.” We did the same thing as the front room for the slat walls with diamond plate contact

paper, painted the walls bright purple, painted the ceiling black, replaced the carpet, and added more of those Craigslist track lighting. The room now visually explodes and makes a statement that something exciting is happening there. The total cost for this room was about $2,000. Serene Our fourth room used to be pro audio and keyboards, but we switched

the room white because people are looking at sheet music and need to see. Total cost of the room was about $300 for the frames. Wacky Finally, we thought about what will catch the customer’s eye when they are driving by whether they are interested in musical instruments or not? Well, why not throw an organ through the front window? Not literally, but for a total cost of $500 (which was all labor), we gutted an old pump organ, sliced off three-quarters of it, and mounted it to the window frames. We then painted the cracks and from the road driving by, it looks like

Not sold at Target's Best Buy Bed Bath Guitar Center Store! Please call toll-free 877-999-4327 for information or catalog

28 MMR

NOVEMBER 2008

someone made a huge “owie” in our front window. This has been our best advertisement because it is the talk of the town. The word on the street now is that Ukiah Music Center is one hip, cool place to come in to and check out gear.

Working Smarter We believed it was time to get smarter with our ordering and inventory system and service to our customers. Upgrade Equipment We tried a software program that did not work out so we upgraded Quickbooks.POS. We then upgraded QuickBooks POS to 7.0 and put into place reorder minimums. Now we print out a weekly list of what is needed, not what is wanted, thus keeping our inventory numbers down. We’re turning products quicker and I am not warehousing lots of inventory. The upgrade cost was $1,000 for two terminals from eBay, and is already paying off because now less unsold inventory on the books. Spiff We instituted a system so that if any item is on our floor for more than six months, it is to be sold around cost,

NOVEMBER 2008

and the sales rep who closes the deal quickly, gets a spiff (a small, immediate bonus). It always amazes me that if I have been pushing a certain amp or guitar for months or even years, and there is no movement at really discounted prices, the second there is a spiff for my employees – whoosh, within days the item is sold. All I can do is shake my head at why, smile, and walk away.

Kid “Credit Cards” We give students credit cards! Well, they aren’t real credit cards, but they look like them. They allow the user a 10 percent discount on all items in the store. These are made at Two Street Music in Eureka, California, and they have been great. When a kid buys anything in our store, we give him or her (not the parent) the card. There is such a sense of pride

MMR 29

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and ownership from the kids that they always want to come back here to use it. It immediately develops a long-term client at little up front cost. Freebies With every purchase of a set of sticks, heads, picks, or strings, we give them a card and stamp it for every purchase of these accessories. When they reach ten of whatever they are buying, itâ&#x20AC;&#x2122;s free. Now this is not new, but what we call the card is what gets peopleâ&#x20AC;&#x2122;s at-

â&#x20AC;&#x153;I placed an old gramophone, vintage microphones, et cetera, and now people come in with their friends just to see the cool displays.â&#x20AC;? tention. For sticks, the card states at the top â&#x20AC;&#x2DC;Got Wood?â&#x20AC;? On the strings, they get a â&#x20AC;&#x2DC;Well Strungâ&#x20AC;? card. For drum heads it says â&#x20AC;&#x153;Great Head.â&#x20AC;? Regulars like this a lot and ask for the cards.

Have Fun, Get Creative There are so many other ideas out there, but these are just a few that have worked for me. These were spurred by my behind the scenes talks with other owners, but the fun is in the pudding when you unleash your staff and state â&#x20AC;&#x153;have some fun, get creative, and cook up some interesting and unique ideasâ&#x20AC;? â&#x20AC;&#x201C; and they do! The next part is also getting creative with how and where you get the materials and thus keep your costs low. Itâ&#x20AC;&#x2122;s a matter of turning every opportunity into an advantage, and in these challenging economic times, we have to make our own opportunities and advantages. 30 MMR

NOVEMBER 2008

Bestof theblog Every Wednesday an MMR staffer blogs about the industry. Here’s one by associate publisher Rick Kessel that was posted on September 10th. To comment on this, and to read other blogs, go to www.mmrmagazine.com.

nyone who has gone into a flea market or walked along Canal Street in New York City has seen dozens of vendors selling knock-off items, including Gucci bags, Rolex watches, Montblanc pens, and many other “brand name” products. One of the challenges in doing business with China has been a failure of their government to provide the proper oversight to control patent and trademark infringement. The companies mentioned above have fought a tough battle in the courts against these imitation products, but it seems like they’re playing “whack-a-mole” and losing the game. Recently, musical instrument makers have become more concerned as evidence of fake Gibsons, Fenders, Rickenbackers, Epiphones and other well-known brand guitars have been streaming into our country. While this used to be relegated to the shady underside of our business and Internet auction sites, it is now becoming more of a main stream problem. Companies like eBay have been carefully monitoring their site for shady looking instruments, but often sellers are able to get around this scrutiny by placing their listing under different categories, changing the name of the instrument in the listing slightly, and other tricks of the trade. According to the “in Sync” news blog from Sweetwater Sound, there are some lessthan-honest importers and retailers “who knowingly sell these fake guitars to unsuspecting customers.” The danger to these dealers ranges from losing the real manufacturer’s line, to losing customers, to winding up in the local county jail. The faux instruments are often easy to spot for a veteran guitarist or dealer, but there are younger, inexperienced buyers who often cannot tell the differences—especially on the lower priced guitars. There are several resources to help people identify counterfeit instruments, including one site specifically for recognizing fake Gibsons. On eBay, there are many in-depth guides that are specifically designed to help spot phony Rickenbackers, Deans, Washburns, Ovations, and others. Let’s hope that better oversight and policing can help protect these valuable brand names and consumers.

MMR Blogs about the MI industry every Wednesday. Go to www.mmrmagazine.com to see what is “Off the Record” today. 32 MMR

NOVEMBER 2008

SURVEY: PERCUSSION

Drumming Up

Business A

s with most segments of the MI trade â&#x20AC;&#x201C; and the consumer market overall â&#x20AC;&#x201C; percussion sales are feeling the pinch of a highly unstable economy. Interestingly, however, in this recent MMR poll of percussion retailers, there was greater parity than one might have expected when folks reported their overall sales in 2008 compared to 2007 (Level: 33%, Up: 31%, Down: 36%). Merchants are drawing upon increased traffic in accessory purchases, exploring more specialized niche markets such as vintage instrument sales, and paying even closer attention to the interests and needs of their customers in order to thrive. 34 MMR

NOVEMBER 2008

What is the most significant recent trend you have noticed in the percussion market?

82% 7% 5% 4% 2%

Slow-down in full kit sales, increase in accessory sales

Greg Allen Long Island Drum Center Nyack, N.Y.

Decrease in cymbal sales

Things are very much up now with sales, as we walked away from almost all of our new lines. Not much in new drums – if a customer can buy the product any place online for cost, why bother? Let the catalogs and Web retailers kill ‘em all off. Only vintage sets and repairs work really well for us. It is really nice to be making money again.

Drum repairs are up Increase in vintage kit sales

Rockhaus Milwaukee, Wis.

Quality of Chinese-made goods is improving

People are definitely settling for less and basing purchases even more on price and value. High-end set sales are representing much less of overall business for us. People are much less brand-oriented and really want the most bang for their hardearned dollar. There are too many “custom” drum makers out there right now – it’s almost passé to play a custom kit, I think. I predict it’ll be “cool” to have an established, name-brand kit here very soon. With custom kits, the emphasis is on who can glue the craziest things to the shells rather than the sound and functionality. It’s reached over-saturization.

Clark Bennet Colorado Drum & Percussion, Inc. Fort Collins, Colo.

With our emphasis on the student market, we are noticing the results of the economic situation are causing new students to purchase more entry-level models and less mid-level.

Russ Maddox Birmingham Percussion Center Birmingham, Ala.

Are your numbers up or down, compared to last year?

Down

Level

36%

33%

31% Up I thought last year was pretty soft, but this year is even softer. I hate to say it, but this has been the softest year of sales since I have been here at the shop, to my memory. I don’t think it has NOVEMBER 2008

anything to do with the manufacturers. The quality of product by these guys is at an all-time high. Everyone is making nice stuff. It’s simply the economy of the country, possibly the world.

What level of product is selling best?

Pro

Entry level

17%

48%

35% Intermediate

What are hot colors and finishes?

31% 20% 19% 13% 6% 6% 5%

Sparkle/Glitter Black

Fades Red Gold Blue

Natural

MMR 35

What percussion accessories are moving?

19% 19% 15% 15% 12% 5% 4% 4% 4% 3%

Cymbals

What’s your best selling percussion accessory, overall?

Sticks

Heads

38%

Hand percussion

Practice pads

20% 42%

Sticks Cymbal stands

Drumheads

Bags Practice pads

Do you hold drum clinics/workshops?

DVDs

Books Cowbells

Yes

43% 57%

Further thoughts? This is a tough, highly competitive market that switches trends in an instant. It’s increasingly difficult to stay ahead of what’s cool for next year. It’s nice to have companies like Mapex and Meinl that not only follow trends, but also set a standard of cool that customers want to be around and be a part of.

Jeremy Hammons Auburn Guitar Shoppe Auburn, Ala.

Be sure to carry what your customers want and always have those items in stock.

Mike Henry Percussion Center Houston, Texas

Sales go in cycles for us: there are times when it’s boomboom-boom and very busy; then there are times when we fi nd ourselves dusting off product frequently.

Mitchel Banks Don Banks Music Tampa, Fla.

36 MMR

NOVEMBER 2008

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PMC Gets Aggressive November will Offer Largest Giveaway, Many Promotional Opportunities

“B

ecause drums are loud and command attention, whenever we reach outside the NAMM market we are making a difference, especially in education and public events,” says Brad Smith of Hal Leonard, and a Percussion Marketing Council officer. “Drumming and percussion has the lowest entry point for any novice, so our reach outs make a difference quickly. Drum circles and in-school clinics are the most effective diplomatic mission of any instrument marketing group. PMC makes the difference. Now in its 13th year, the Percussion Marketing Council (PMC) seems poised to make a bigger splash – and bigger difference – in promoting drumming then ever before. And because of the efforts, “our PMC Members have a very bright outlook about the future of drumming products and the market in general,” says Karl Dustman, PMC executive director. At the very least, all involved seem excited about November. It’s “International Drum Month” and it’s going to be a bit louder this year. A big contest, new initiatives, and several new Web sites are 38 MMR

launched, all designed to get people more excited about playing (and buying) drums. “We believe we will bring unprecedented public awareness to the drumming community about the PMC in November,” Dustman says. “Directing the drummer to the PMC Web site, the new guest will learn about the organization, its many educational programs, and be able to participate in our Drum Gear Contest. At the same time the PMC will be providing exposure for the new products included in the contest from all the PMC Membership firms. This is a tremendous public relations effort.”

“PMC will be providing exposure for the new products included in the contest from all the PMC Membership firms. This is a tremendous public relations effort.”

Karl Dustman NOVEMBER 2008

Free Gear Fueling Interest The launch of the PMC “Free Drum Gear Contest” is designed to drive domestic and international drumming audiences to the PMC Web site, www.playdrums.com for the contest entry, details, and complete description of prize merchandise and brands. There, the contest entrant will be required to tell the PMC “Why Drumming Is Important to Me,” a clever way to include everyone in a contest as opposed to making it about monster playing and musicianship. Entrants will be able to enter either via video or in writing. A special YouTube Channel has been created (www.youtube.com/ WeDrum) which ties back directly to www.playdrums.com for accepting video entries. And the PMC site has been modified to accept traditional written entries as well. The contest entry began on September 5th with the release of full-page color advertisements and announcements in both Modern Drummer and Drum! magazines. “Both consumer drum publications have provided a tremendous launch of the contest with large-scale visibility in their publications and respective Web sites,” says PMC co-executive director Pat Brown of Pro-Mark. “Each of our mem-

PMC gathered at last year’s Winter NAMM to start planning for November’s events. Left to right: Billy Cuthrell, PMC director of marketing and promotions/president of Progressive Percussion, North Carolina; Dr. Craig Woodson, author of PMC’s Roots of Rhythm Curriculum/founder of Ethnomusic, Inc.; David Levine, director of Roots of Rhythm; and Karl Dustman, PMC executive director.

ber firms has contributed tremendous amounts of exciting percussion equipment and educational support materials for the 21 different contest prize packages. From the gracious product donations we have received from all our members and assembled into these prize packages, we feel we have maximized the chances for more individuals to become winners. “We are able to review and recognize those individuals who are able to express the many different positive elements that drumming has brought to their life,” Dustman says. “We seek stories and insights that convey how drumming impacted their life, family, friend-

ships, career path, and self-expression. We have always considered drums and drumming to be life changing. Now we can learn from players of all types what it is that makes this music making so much fun.” PMC marketing and promotions chairman Billy Cuthrell was behind the idea of turning to YouTube as a means of reaching more people. “He is extremely connected to the current and everchanging young people trends and technologies,” Dustman says. “A YouTube site was a direct result of wanting to connect with the youth while providing both video and written contest entry.”

Five-Star Drum Shops Aim to Beat Record Eighteen percussion vendors in the industry have donated merchandise totalling more than $160,000 in retail value for the “Five-Star Big Beat” charity event. Aiming to set a record, raise money for Mr. Holland’s Opus, and of course, awareness and interest in drumming, the event was scheduled in nine cities in North America on Sunday, November 2, 2008. Each participating store gave away about $18,000 worth of drum gear to participants. Each location held a raffle for participants with the overall winner getting an authentic autographed replica Beatles logo bass drum head. The first 200 participants in each city received a goody bag full of drum-related items and each location also gave away prizes donated by the biggest names in the drum industry. NOVEMBER 2008

“The Big Beat” attempted to bring together the largest gathering of drummers ever assembled. Not only did each location try to break the Guinness world record for the most drummers playing the same beat at one time (previously set by Donn Bennett Drum Studio, with 533), but the participants also aimed to set a record for drummers in all cities playing simultaneously, something that had not yet been attempted. The event is patterned after similar events that have been held by Five-Star members in Seattle, Tulsa, and Houston. The events were open to drummers at all skills and levels. “It’s a privilege for Sabian to be connected with ‘The Big Beat,’ this year,” says Stacey MontgomeryClark, vice president of marketing

at Sabian. “We relish opportunities like this in which we can support the percussion industry and in particular the drummer consumer and independent retailer.” Five Star Drum Shops involved include Buffalo Drum Outlet; Columbus Percussion (Columbus, Ohio); Donn Bennett Drum Studio (Bellevue, Wash.); Drum World (Tulsa); Memphis Drum Shop; Percussion Center (Houston); Resurrection Drums (Hollywood, Fla.); Stebal Drums (Willowick, Ohio); and Just Drums, Toronto, Ohio. Percussion vendors participating include Drum Fun, Evans, Kaman, Ludwig, Mapex, Pacific, Paiste, Pearl, Pro-Mark, Regal Tip, Remo, Sabian, Sonor, Tama, Universal Percussion, Vater, Yamaha, and Zildjian. MMR 39

“Drumming is a social instrument by nature,” Smith adds. “It is best when you support an ensemble. The web caters to this same tendency. You are a sender – you need a receiver. Drummers love this environment.” But he adds that it is too early to see how they respond to the site, though “we are very optimistic.” The contest entry period will run through November 30th. After that, a team of PMC Board members will start reviewing all written and video entries for the contest. From this review process, 21 winners will be identified based upon the personal creativity in responding to the “Why Drumming Is Important to Me” statement. The PMC will then initiate formal prize notification processes to be completed by January 31, 2009. “I believe this is the largest overall contest prize offering we have ever had for the International Drum Month,” Brown adds.

Smith adds: “By the increase in female drummers, I hope we had some effect, but I think it is was a matter of time until all teens, regardless of gender, realized how much fun it is to play drums and got behind a kit. It’s similar to what has happened for motorcycles and soccer. But ultimately the retailers are the ones that have to actually make the effort to say, ‘Come in, the water is warm…’” Another initiative, Roots of Rhythm (ROR), reports to be making progress in its goal of getting percussion classes into upper-elementary school curriculums. It has announced that a series of free training workshops for trainers and teachers has been scheduled to take place at the One World Theatre in Austin, Texas during the weekend of November 7-9, 2008. The PMC, NAMM, and One World sponsor the hands-on workshops. ROR workshops feature instruction and certification by ethnomusicologist, ROR author and master-trainer, Dr. Craig Woodson. The two-day ROR Trainer Training workshop (Friday-Saturday) is intended for individuals who are interested in becoming

“We seek stories and insights that conveys how drumming impacted their life, family, friendships, career path, and self-expression.”

Initiatives and Outreaches Dustman also says that they are increasing their efforts to appeal to more women. The use of nationally recognized drummers of both genders has been key, and the PMC has created multiple annual campaigns geared towards recognizing the growing number of prominent female drummers and how to capture this growing interest by young girls at the local music store retailer level. “This has been extremely successful in terms of response from the female drummer sector, drum teachers, the media, and parents,” he says. “We have educated the retailer on how to market to and develop this segment,” a segment that makes up 50 percent of the population, yet has essentially been largely ignored historically by drum makers and sellers. “We have reduced some of the barriers and stereotypes about ‘girls playing drums.’” 40 MMR

NOVEMBER 2008

Roots Of Rhythm facilitators and taking on the responsibilities of training inschool and after-school teachers in their local communities. The seminar covers the fundamentals of ROR content, music making and instrument building as well as suggestions about how to connect with local teachers, music dealers and media. Attendees will receive a complete set of ROR teaching materials plus the comprehensive ROR Teacher Training Manual that includes a stepby-step guide to implementing ROR’s 12-session Teacher Training system. In addition, ROR workshop attendees will receive free admission to the Percussive Arts Society International Conferences (PASIC) 2008 Expo and evening concerts courtesy of the Percussive Arts Society that is also being held in Austin from November 6–8, 2008. Since 2004, over 1,000 teachers have taken Roots Of Rhythm workshops and have incorporated the innovative curriculum into their classroom activities.

PMC: Where’s it’s Been, Where it’s Headed Dustman offers a little history: In 1995, before the PMC existed, there was the creation of International Drum Month by a few in the percussion industry with the intention being to raise awareness about drums and drumming. “From that core group of dedicated industry leaders, the PMC was created shortly thereafter to bring even greater impact to the public. At the same time David Levine became involved and began serving as the first executive director.” (Levine is now director of ROR and still very active in the PMC.) As a non-profit industry trade association, he says they are constantly searching for both music related and non-related opportunities to take our messages to growing population numbers. Disney, National Geographic, International House of Blues Foundation, and National BLAST Tours, all are part of their collaborative efforts and promotional podium to increase awareness while working and existing within the limitations of our own resources. “In realizing that percussion is one of the music industry’s few product categories that has not had significant declines in overall sales over the past decade, we would like to think that some part of the market stability and growth NOVEMBER 2008

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can be attributed to our efforts and the investment by our growing diverse membership,” Dustman says. “While drummers seem to always be positioned in the back of the band, we have a continuous quest to bring drumming out in front of everything else. The audience seems to acknowledge this with more interest and recognition that we feel will someday approach the popularity of guitar.” Beyond that, he feels the group has been successful in taking advantage of and further promoting the “World Percussion” phenomenon. “This has had a positive affect on the entire percussion world and industry. There are no age barriers, no gender stereotypes, no ability requirements, and it’s affordable to most everyone wanting to start playing. This has become cash register phenomenon for the MI retailer, most of whom did not really see it coming. Now everyone from moms to execu-

tives and everyone in-between are catching the drumming fever, through just simple hand-drumming self expression and enjoyment.” Dustman places credit for all success with the council. At the meeting they work out plans for educational programs, campaigns, and activities. “While this is not always easy, it is rewarding for long standing members getting involved with activities that they can directly contribute to while also receiving a variety of benefits as a member.” The PMC seeks to have the entire percussion industry as members, providing those members a multitude of opportunities to contribute their expertise, expose their products, design or administer programs. At the same time the organization does not have requirements placed on members for time, promotional product donations, or project responsibility.

“I believe this is the largest overall contest prize offering we have ever had for the International Drum Month.”

The four officers directly responsible for running the organization are Brown (Pro-Mark), Paul Damiano (Kaman Music), Smith (Hal Leonard), and Dustman, (Dustman & Associates Marketing Communications). Each officer is responsible for certain projects, programs and duties within the organization, which directly connects to the seven-member PMC Advisory Board. Both groups communicate regularly and openly about the PMC direction, needs, changes, and development. “The PMC has evolved to become the sole source for ‘connecting the dots’ in bringing percussion to educators, parents, students, schools, and an industry that is dedicated to cultivating more percussion players,” Dustman says. “One of the organization’s greatest strengths is in the stability of the executive team and the trust and open communication which has been maintained,” he says. “By demonstrating to the percussion industry the highest caliber of executive serving in this capacity as well as the consistent stability of organization’s top leadership, the PMC remains on solid ground and a positive path for the future.”

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SHOW REPORT

Music China 2008 Strong trafďŹ c at Asian event

espite the worst week ever recorded in the worldwide economic markets, the Music China and Pro Light & Sound Shanghai Show, which took place October 9-12, bucked the trend and provided a strong flow of buyers and reports of positive business.

In this bustling metropolis of nearly 20 million people, the burgeoning middle and upper classes were widely visible in their Audis, Mercedes Benz, BMWs, and especially Buicks, which have a special cache in China. Shanghai is undergoing a tremendous economic growth and you can see new bridges, roads and buildings

Paul Heid of Heid Music, Wis., Betty Heywood of NAMM, John K.C. Lee of Tom Lee Music Co., and Chip Averwater of Amro Music. 44 MMR

NOVEMBER 2008

“The mainland Chinese market represents one of the largest opportunities for the musical instrument industry in the coming decades.”

being built throughout the city. There is a unique blend of traditional Chinese history offset by ultramodern, western style skyscrapers that highlight the landscape and make a powerful statement that Shanghai is on the cutting edge both economically and culturally.

According to a number of exhibitors, the mainland Chinese market represents one of the largest opportunities for the musical instrument industry in the coming decades. The show, sponsored by Messe Frankfurt, was held at the Shanghai New International Expo Centre. Over 1,100 exhibitors were visible at the Music China show and 300 exhibitors were present at the ProLight show, which continued a six-year pattern of growth.

Exhibitors from over 22 countries were present – pavilions from France, Germany, Italy, Spain, Austria, Czech Republic, Taiwan and the UK, were among those set up at the show. According to Veronique Noury, market manager of the French Agency for International Business Development, the French pavilion featured 23 companies, more than at any time during the past four years. Franck Bichon, of BG Intl., reported that his company is selling more products into the Chinese market and is building a network of distributors who can support dealers in the Asian markets. Bichon also expressed some concerns about gray market goods reaching China as currency fluctuations affect the costs of goods. Additionally, Udo Heubeck from Meinl mentioned a strong flow of South American distributors who were also in attendance.

Nikki and Harvey Levy of Levy’s Leathers.

Angel Ho and Amy Crane Walls of Messe Frankfurt.

International Presence

NOVEMBER 2008

NAMM in China In addition to a variety of concerts, seminars, drum circles and other events, NAMM’s reach was felt at the Music China show as they sponsored a variety of NAMM University sessions for both domestic Chinese dealers, as well as the international attendees. One particularly pertinent session was focused on the impact of weakening economies on the global MI industry, moderated by NAMM’s Betty Heywood. It featured such luminary international industry leaders as Huang Weilin, chairman of Guangzhou Pearl River Piano Group; Jon Gold, senior VP of Fender Musical Instruments; Werner Husmann, director of Marketing and Sales, Steinway & Sons; Joe Lamond, chairman of NAMM; Wu Hsieh, president of KHS; and Cheng Jiantong, president of Roland Shanghai.

Ken Ellington of Ken Ellington String Distributors L.L.C, with Britton and Christine Davis of Summerhays Music. MMR 45

Brodmann Piano’s Christian Hoefferl, Gary Trafton, and Scott Shebeck

Lauren Keiser of Carl Fischer Music Publishers with MMR’s Rick Kessel

Kirk and Gary Burgett with Tom Lagormarsino of Pianodisc/ Mason & Hamlin

There were a variety of points brought up by these leaders and Wu Hsieh suggested that the current economic cycle is now coming to a low and that there’s not much that the industry can do to change that reality. However, he did indicate that the primary function that any company needs to address, especially during a downturn, is the management of cash flow, which is like the blood flow to a human being. Managing cost must be wellcontrolled during both down and up cycles and a company must stay focused on their core business, as the music industry seems to suffer a delay in recovering than the general economy. John Gold of Fender discussed the value of what our industry offers, something he calls, “human happiness, which

is good for the soul. It’s essential to protect your brands and reputation even when times are tough. Consumers will always fi nd the money to make them feel better and in particular, people will buy blue chip brands as they recognize the value that is intrinsic in those products.” He also encouraged retailers to help consumers enjoy the experience of buying. Joe Lamond indicated that “as you look across all categories and countries in NAMM’s history, they have seen many different downturns and that overall sales have dropped along with NAMM membership.” Joe’s personal experience while working at Skip’s Music during the early 1980s recession was that they paid their bills using a dartboard. Each month a different supplier was paid and they did their best to con-

trol their cash flow. As the general economy improved, he has seen new growth which exceeded previous highs and, over NAMM’s one hundred year history, there has been a trend of overall growth. There are many important reasons to be optimistic about the future of the music industry, as there is more research than ever linking improved test scores, overall health, and a variety of other benefits for music making. The adult recreational music making market is ready for our products and represents a significant growth area in the USA and around the world. According to Werner Hussmann of Steinway & Sons, in the past the company sold 70 percent of their instruments to professional musicians but now 50 percent are sold to people who enjoy music

Handwork being done on a traditional Chinese instrument

Meinl Musik’s Udo Heubeck 46 MMR

BG France’s Franck Bichon

Tim Laskey of Wyman Piano Co

Grotrian’s Burkart Stein

Barry Pease and Wu Cheng Bin of Burkart Flutes

Bob Dove of Steinway Musical Instruments Japan NOVEMBER 2008

John Hornby Skewes & Co. Ltd., Dennis Drumm with Trev Wilkinson

NAMM University panel discussion: Cheng Jiantong of Roland Shanghai, Wu Shieh of KHS, Huang Weilin of Guangzhou Pearl River Piano Group, Jon Gold of Fender Musical Instruments, and Joe Lamond of NAMM

making. The industry must continue to work closely with educators, as there is a common goal of offering music education to people who love music. To enlarge the customer base is day-to-day work with retailers to help them fi nd new customers as part of a long-range strategy. In another session, Harvey Levy of Levy’s Leathers in Canada presented a session to Chinese dealers about merchandising accessory products called “Accessories: the Cornerstones of Every Healthy Music

Store.” Levy highlighted the benefits of selling accessories during difficult economic times as they provide very high profit margins in comparison to more expensive instruments. Since they are impulse items that are often purchased without previous plans, they represent additional business for the dealer. There has been an explosion of accessories on the market in the last ten years so it is important to be selective. 30 years ago there was only one type of capo available on the market but now there is a

NOVEMBER 2008

P. Mauriat Saxophones’ Alex Hsieh and Ed Lu

MMR 47

Dolphin Piano at Sejung Booth.

Sejungâ&#x20AC;&#x2122;s hand-painted piano.

tremendous variety in a wide range of prices, offering many profit opportunities. Levy also encouraged dealers to look at different industries and how they merchandise accessories. Clothing retailers are masters of cross merchandising as, for example, when purchasing a suit, they always offer ties, belts, and shirts. Another industry that is effective at selling accessories is the sporting goods market, which, like our market, deals in leisure products that are focused primarily to hobbyists

and only a few professionals. They offer many impulse items, including golf balls, putters, tennis balls, and many other accessories. Most interestingly, Levy cited a study from Williams & Sonoma, which sells kitchen-oriented products. He discussed how they offered a range of bread makers in three price points. They had four price points available, for $150, $250, $350, and $500, but they didnâ&#x20AC;&#x2122;t offer the most expensive price point at the beginning as they thought people would not

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NOVEMBER 2008

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REPORT

Music Instrument Museum Pursues Industry Support “Without music, the soul has no language”

f you’re a manufacturer, you’re probably on Frank Muzurko’s list. He’ll be calling soon.

When he does, it won’t be about Steinway Pianos, the company he was once president of. And it certainly won’t be to reminisce about old times, because since he’s “retired” he’s too busy for that. No, he wants to talk about the Musical Instrument Museum, an ambitious project that is on track to open in early 2010. “The building is going up now, the steel beams and rods are in place,” the alwaysaffable Mazurka says. “It’s going to be a beautiful building, and will be an enormous project. It will be the most important musical instrument venue in the world.”

The new Musical Instrument Museum (MIM), the first global museum of its kind, broke ground last winter for its 180,000square-foot facility on 20 acres of land on the north side of Phoenix, Ariz. Key museum figures, Arizona Governor Janet Napolitano, and members of the Phoenix Symphony, were all on hand. Scheduled to open by early 2010, the new museum “will celebrate the universal language of music by exhibiting instruments from every country in the world.” Muzurko wants the MI industry to get involved, support the project, and see it as he sees it: an opportunity to celebrate and promote music making. MIM is a 501(c)3 private operating foundation pursuing charitable contributions inside and outside the MI industry. The project is currently pegged at the $100 million

“We’re on the search for unique instruments around the world.”

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mark, with former Target CEO Bob Ulrich kicking in a large part of that sum. The museum expects a quarter-to a half million visitors per year.

The Man for the Job Muzurko got into the MI business in 1974 when his first job out of college was selling pianos in Cincinnati. “My first piano sale was a Steinway, and I thought I was the bank of Ohio,” he laughs. “That got me focused on Steinway.” He says he was criticized many times because he’d let customers walk rather than sell them an inferior instrument. In 1981, he went to work for Steinway as a district manager, where he got to know dealers and the business. This led to him becoming executive vice president in 1987. He was instrumental in bringing out the other “by Steinway” lines: Essex and Boston. On his birthday, November 20, 2007, he retired. But the retirement wouldn’t stick. NOVEMBER 2008

Bob Ulrich would call with the proverbial offer that couldn’t be refused. Ulrich, the son of a 3M executive, became president of Target Stores in 1984. He was promoted to CEO a few years later and steered the giant retailer to unprecedented growth and profits, earning a “CEO of the Year” award in 2007. More importantly to the MI industry, he’s always harbored a deep love for music making on all levels. While it is well known that Target donates five percent of all profits back to the community. It is lesser known that musicrelated causes are often the recipient. Muzurko first met Ulrich when he needed some support for a special project: funding the “William Steinway Diary” project for the Smithsonian. “Target got behind the Steinway Diary and gave $600,000 for it. That’s when I first met Bob and when we first developed a wonderful relationship.” William Steinway (1835–1896) religiously kept a diary for 35 years, and the Smithsonian was interested in archiving his writings and putting them up online. The diary offers a real glimpse of what life was like during the last half of the 19th Century through the eyes of a

NOVEMBER 2008

Architect’s rendering of MIM interior.

successful business icon, Mazurka says. (In addition to pianos, Steinway was responsible for launching Mercedes Benz car engines in the U.S., served as head of the New York Subway Commission, and was involved with various banking institutions.) Ulrich retired in May. But prior to that, as the story goes, he was enjoying a cigar at an outdoor bistro in Europe discussing with a friend his possibly purchasing an extremely expensive painting. The friend looked at him and said, “For that kind of money, you can buy a museum.” “Bob isn’t a musician, but he has been collecting musical instruments for a long time, and he’s especially interested in how the different cultures make music,” Mazurka says. “All these countries around the world, all creating music in different ways … he truly believes that music is a universal language.” And he believes he needs knowledgeable people to spearhead the project. In addition to Mazurka, Bill DeWalt, the former director of the Carnegie Museum of Natural History, was tapped as MIM president and director. Target’s executive vice-president of marketing is MIM’s vice president and secretary. “When he found out I was retiring, he asked if I was interested in the museum,” Mazurka continues. “I said I’d love to but I just retired, and so I passed on it.” Yet Ulrich enticed Mazurka into a couple of meetings and then was persuaded to work on the project as a part time consultant.

Now Mazurka is calling on MI manufacturers and people in the industry. “I’m getting them to understand that we’re on the search for unique instruments around the world. Many know where special ‘first’ instruments are and are helpful getting us prized instruments.” He shows industry leaders a presentation about the project. The building itself will be impressive: designed by a top designer of Target stores, the museum’s design features a palette of stone materials and subtle, Modern massing that is drawn from the surrounding landscape. “One thing about the museum is that it won’t be a traditional one,” Mazurka says. “One of the features is a workshop exhibit. We will pull part of a MI factory and ‘transplant’ it in the museum, so visitors can see how instruments are made.” The museum will maximize the visitor’s experience with state-of-the-art technology. Wireless communications will allow the curious to wander through and stop at any artifact and dial in to hear its story. An on site recording studio will record the sound of each instrument, and they’ll be a 300-seat performing arts center as well.

MIM’s Goal The MIM will “pay homage to the history and diversity” of instruments, promises the press material. “MIM will be an engaging, entertaining and informative experience, in which the uninitiated and MMR 51

Treasures Already in the MIM Museum Collection When the museum opens, the visitor will find among its artifacts:

An early alto sax by Conn, Elkhart, Indiana (c. 1888).

Two double-piston valve B-flat trumpets by Graves & Co., Worcester, Massachusetts (c. 1845).

complete set of these types of Civil War-period instruments. Q

A 19th-century clock-spring slide trumpets by Ulyate, London (c. 1830).

A slide trumpet made for the famous English player John Distin (c. 1833).

A rare curved English horn by August Grenser, Dresden (c. 1760). A preserved C clarinet by John Astor of London (c. 1785).

A C clarinet by Naust of Paris (c. 1780).

An oboe by Lehnhold of Dresden (c. 1800).

A unique prototype alto saxello by H. N. White, Cincinnati (c. 1925).

A set of seven over-the-shoulder brasses by Hall & Quinby of Boston (1872), the only known

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Doerffel of Klingenthal (c. 1750). Q

A treble viol by the noted maker Leandro Bisiach, Milan (c. 1895), one of two known reproductions of a 16th century viol.

A rare mandolin by Joanies Vinnacia of Naples (1763).

A keyed trumpet by Antonio Apparuti, Modena (c. 1835), a rarity as the only example in the United States.

A mandora of the Presbler School in Milan (1785).

A hammer dulcimer (ca. 1877) by James A. MacKenzie of Minneapolis.

A designed disc valve cornet by J. A. Kohler, London (c. 1853).

A Tsuri-Daiko (“Hanging Drum”) from Japan from the Edo Period (1603–1868).

One of the only surviving “semi-grand” pianos, and one of the earliest surviving American-made grand pianos, by Jonas Chickering, Boston (1850).

Five 18th century violas d’amore, including a notable instrument by Johann Andreas

A 3-manual, 5-octave reed organ [ca. 1889] by Mason & Hamlin of Boston.

NOVEMBER 2008

Several examples of suona (oboe) from China.

Two shofar (ram’s horn) from Israel.

A matching Dobro guitar and mandolin (1932–1933).

nificance, and cultural context of music and musical instruments from every country in the world working that. The research done at MIM will be cross disciplinary in nature, drawing primarily on methods and paradigms from the fields of ethnomusicology, musicology, organology, and museum conservation. Curators will work on the documentation of sonic, social, cultural, and historical aspects of music and dance in local, regional, and global contexts, including traditions that are rapidly disappearing.

There will be an introductory area to orient visitors to the MIM experience, and then the instruments will be organized across these ten major regions of the world: Africa, Middle East, Central Asia, South Asia, East Asia, Southeast Asia, Oceania, Latin America and the Caribbean, North America, and Europe. Ticket prices will be relatively inexpensive, and promise to be “no more than the cost of going to a movie.” In addition to general support and letting companies know that sponsorship opportunities are available, Mazurka

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the knowledgeable, the young and the old will feel welcome.” The museum’s goal is to acquire instruments that have been used for fold and tribal occasions wherever possible. The emphasis on world culture, as opposed to just focusing on musical instruments for musical instrument’s sake, no doubt will broaden the appeal of the museum. The museum will also be a center for scholarship and research, with a staff

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MMR 53

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says that right now the search is on for instruments to fi ll the museum. While Ulrich’s collection will be a resource, his instrument collection alone won’t fi ll the museum. In April, MIM acquired a historically significant collection of musical instruments from Claremont University Consortium’s Kenneth G. Fiske Museum at The Claremont Col-

leges in California. This collection includes more than 1,200 American, European, and world instruments dating from the 17th through the 20th centuries. The Fiske Museum, which began as a brass collection purchased in 1954, closed to the general public in November of 2006. Phoenix as a location for all this might raise eyebrows, and maybe an audible sigh when it’s learned that’s where Ulrich retired (and Mazurka also has a home in the area). It’s not New York, L.A., or Nashville, but the city does get 30 million visitors a year, including over one million international vacationers. “It’s a huge vacation destination. And we’re close to Vegas, Sedona, Santa Fe, and the Grand Canyon.” The availability of land is a consideration, too, because as big as the museum is, the 20-acre plot of land it sits on provides ample room for growth.

Show and Tell DeWalt in fact trumpet in high school and college, though “I don’t make any claims to be a musician!” he says with a laugh. Still, the cultural anthropologist in him became attracted to the project. “The idea of how different cultures cre-

ate and use music is a very exciting one,” he says. “There will be a big difference between this museum and others that just display musical instruments in that regard. We want to show people how the instruments are played within their cultural context and do so with audio and video.” By being able to see how an instrument is played, and what it exactly sounds like, will be a learning experience not like any other currently available. “I think the big take away will be that people will gain new appreciation to the central importance of music in the lives of probably every single human being on the planet,” DeWalt adds. “Showing the history and diversity of music is one way that we can understand just how important music is to our lives.” There are plans to offer traveling exhibits as soon as the museum is opened and established, he added. As for Mazurka, he’s enjoying the work. He’s spoken with quite a few companies already about being involved including Steinway, Mart Guitars, Fender, Roland, and Zildjian, to name a few. “I’m having a blast because it keeps me in touch with the industry.”

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Young Partners “Tenacious” to the “T”

“I

think any independent retailer can set themselves apart from the Guitar Centers, and now the Best Buys, through guerilla marketing,” Jon Kluiter says. And he and partner Pat Redd have certainly made their case with Funky Munky. The unusually named store, located in Shawnee, Kansas, a suburb of Kansas City, looks like your better-than-average store at first glance, but dig a little deeper, and innovative, fresh initiatives make this shop anything Funky Munky owners Pat Redd and Jon Kluiter but traditional. 56 MMR

“These guys are always inquisitive, always looking for something new, and the perfect business model of what the modern music retailer should be,” says US Music’s inside sales rep Steve Gill. “Something new will happen here, and I’ll send them a picture, and they will immediately be like, ‘can we start selling it now?’ They are known for having cool, unique products not seen everywhere else, and their customer service is above and beyond what is typical. They are tenacious about everything.” Jon and Pat’s ability to implement ideas that come out-of-the-box is thanks to the fact that… well, as they will admit, they were never in the box to begin with. NOVEMBER 2008

They are the fi rst to confess their vision is skewed, as they are the outsiders looking in, asking “why not?” rather than “why?” But for the two 30-something guitarists with successful careers in very different industries prior to starting a music store, it’s been a bumpy road. For one, just trying to apply what they feel are basic business practices to the quirky world of MI leaves their jaws gaping to this day. “I’m amazed at just how many nonbusiness minded people hold high positions in big companies in this industry,” says Kluiter. “Some have absolutely no idea what really goes on – no business sense, no sales ability, very limited customer service ability, and no idea about how to help retailers grow.” Kluiter and Redd chose not to wait around until “they” figured it out.

Parts and Glory Kluiter grew up in Iowa and attended Northwestern Missouri

NOVEMBER 2008

State University, where he met Redd, with whom he formed a band – and a lasting friendship. Kluiter plays drums, guitar, bass, and is a guy who by the time he hit 30 had already figured out he didn’t want to work for someone else. “I was a white collar guy, and made good money as a regional sales rep for a car stereo company,” he explains. “But I was traveling a lot and missing my family.” In 2002, he started a business in his basement: he would buy old guitars and sell the parts on eBay. “It’s like that old 1962 Chevy that doesn’t really run,” Kluiter says. “You might get $150 for it at a scrap metal yard, or you can sell the doors, parts of the engine, the wheels, and then wow – you’ve made $2,000 on it instead.” Quickly, he coerced Redd into helping out after Redd had moved back to Kansas City himself. The business was making $12,000 to $15,000 a month, but it was a lot of extra work for guys that had day jobs. “At one point I told Pat we couldn’t do this any more. My basement was full of boxes where a home theater had been, and now it looked like a guitar factory.”

“We had to grow online and sustain locally, and it was difficult for employees to wrap their head around our non-traditional business model.”

MMR 57

was intrigued. “It seemed like a cool thing to do,” he smiles. “And yes, jumping into something we knew

proachable as one in the U.K., and we developed our business model around that reality.” So after purchasing the store, one day

“When you see a depressed market [like MI], there are two ways to look at it: either the market is dead, or there are many who doing something wrong.”

Rich Shelby, sales associate, with Scot Zelle, store manager.

Redd would bite him back, and called later one day with a pretty off-the-wall idea: why not buy a music store? Redd, a Kansas City native, had studied guitar at Berklee College of Music, but after a year, funds ran out. He ended up at North Western studying broadcasting and, after graduating, launched into a successful radio career. “I did that for 10 years, but then got burnt out from the transient life radio can be,” he says. Back in his hometown, Redd had noticed a music store for sale in a strip mall on the Kansas side of the area and

58 MMR

nothing about was a brilliant move.” Kluiter laughs: “Yes, we knew a lot more about this stuff five years ago! But honestly, we both have a sales and marketing background, and when you see a depressed market [like MI], there are two ways to look at it: either the market is dead, or there are many who are doing something wrong. There are many who must have a bad business model.” Citing their research, he said in the last 10 years many music stores have closed, yet more electric guitars were being sold than ever. “Someone was buying them. They just weren’t buying them from the people who were going out of business.” The Internet had changed everything. “It made a small store in Kansas as ap-

it closed, and the next day, October 1, 2004, the Funky Munky opened. It was hardly a smashing success from day one. First of all, they admit they were largely absentee owners the first year or so, both keeping their other jobs. Second, getting brand lines was extremely hard. “We didn’t have $400,000 to buy into some of these lines,” Kluiter says. What was left wasn’t much: “If Harris Teller didn’t sell it, the old store didn’t carry it,” Redd says. “We had no lines to speak of – and basically it was all hodgepodge.” Oh, and within six months of that, a MARS opened up in the area. But they rolled on. “The good people at Washburn were kind enough to open a line with us, as were Charvel, which was great because Pat and I both idolized Eddie Van Halen,”

NOVEMBER 2008

and Charvel makes guitars in Van Halen’s style. There were plenty of growing pains in the beginning, including challenges with the people who had worked for the old store. “We had to grow online and sustain locally, and it was difficult for employees to wrap their head around our non-traditional business model,” Redd says. “They didn’t understand why all this product was coming in, then going out without even being put out on the floor.” “We bought products to Arnie Swift, Repair Specialist sell, not to keep in the store like it was a museum,” Redd “There’s no original idea, just twists says of their heavy emphasis on online on stolen ones,” Redd says. With “smoke sales, an emphasis that paid off locally, too. and mirrors,” they put together a press “People would see an item online, and want release and called every local media perto come into the store to see it in person.” son they could, and “by luck of the draw, it was a slow news day – I guess no buildThe Guerilla in Marketing ings were burning down!” The local mePerhaps the unofficial slogan for anydia took the bait. thing Funky Munky does is “why pay for In a clever idea that fit local media’s it?” hunger for the wacky fun story, they held a Nothing too small falls into this catpress conference to announce a contest for egory. For example, everyone else upon people to submit their logo idea for their opening a store would have decided they new store. The reward for the winner was needed to hire a graphic designer to create a thousand bucks in gear. How could they a logo. Redd, pulling from his bag of radio afford that? tricks, pitched having a contest for it. “We begged, borrowed, and stole from vendors to come up with that,” Kluiter says. Redd, imitating a stupefied supplier, mimicked: “You just took delivery, and now you want to give free stuff away already?!?” For six weeks they ran the contest, hung all the contest’s work on the walls of their store with the name and age of the artist, and let people vote. The winner was picked, another press conference was called, the big fake cardboard check was made and… oh yeah. A guy in a monkey costume was summoned. “We established ourselves as kind of the P.T. Barnum in town,” Kluiter says. “It’s something we live by – you know, ‘if you don’t toot your own horn, someone else will use it as a spitoon.’” “We try to be where everyone else isn’t,” Redd says. “We studied a lot of Guitar Centers, and what other stores do, and we have tried to reach out to people that they don’t.” Contacts in radio have provided them advertising opportunities and allowed them to focus NOVEMBER 2008

MMR 59

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on promotions and events in unique ways. “We do things that get people in the store, and this can include specific clinics but also autograph sessions. The radio stations and the suppliers have been helpful with this.” This means either getting a rock star that is playing a concert to come sign autographs, or more likely, a key endorser of a product that they carry. Either way it’s a throwback to what record stores used to do. Most recently, Disturbed’s Dan Donegan, a Randall and Washburn endorser, recently held a session. “When you ask for these sessions, the [manufacturers] look at you cross-eyed, because nobody asks for things like that.” Kluiter laughs. “I’m like, ‘I want Dan [Donegan] here for an hour.’ Jackson, too knows we put on a good show, so in another instance we were able to get [their endorsers] Lamb of God here. We had 550 show up for autographs. It was insane!” Then it is pointed out that those people are fans, not necessarily players. Redd responds: “But it’s working big time. Everybody knows someone who wants to play guitar or wants to get one. It’s come to the point that people will never forget us. It puts a seed in someone’s brain, and the next time they think they should take some bass lessons, we’re the top choice.”

NOVEMBER 2008

Funky Munky’s biggest coup to date, which has been repeated by others so often at this point it seems like old news, was achieving Guinness World Record status with the most guitarist playing one song in one place ever. On June 3, 2007, 1,721 guitarist of all ages and skill gathered at the Community American Ballpark in Kansas City for the largest performance of Deep Purple’s “Smoke on the Water” up to that point.

All in a Name Not that one would advocate a contest as to who has the most unusual names, but if there was such a challenge, it’s hard to image Funky Munky not making it into the top three, if not grabbing the proverbial “gold” in such a contest. Both owners, Jon Kluiter and Pat Redd, crack up when the inevitable question comes up as to how “Funky Munky” came to be, well, the moniker … “We brainstormed ideas on the name for months, and we never came

“I’d love to take credit for that, but I knew radio folks at the local rock station, and they came to us saying they needed guitarists,” Redd says. Funky Munky was asked how far they were willing to go and they answered “all the way.” “We’ll do whatever it takes – and we had rehearsals here, worked out logistics, worked out how it was going to be promoted, everything.” It was wildly

successful and they got major local, regional, and even national exposure for their efforts.

Monkeys & Merchandising The store floor is 3,000 square feet, and it is well merchandised. One can’t help notice the stuffed monkey dolls big and small that are hung throughout it. Kluiter tells that many are actually left

“Um … what else you got?”

up with something we liked,” Redd explains. Typical band references, guitar references, name combinations, et cetera, all fell flat. “Then one night, my wife and I had a few drinks, and we started a long list of words that were completely unrelated to the business. It was a huge list.” In the morning, one in particular jumped up at the then presumably clear-eyed clear-headed Redd. “I called Jon and said, ‘okay I got it, but don’t react right away … how

about ‘Funky Munky Music’? It’s fun to say, catchy, easy!” Kluiter laughs, recreating his part of the story: “I said, ‘Um, what else do

you got?’” Redd insisted he think about it for a day, take it out for a spin, say it to his wife and kids, and call him tomorrow. “I called back 10 minutes later, and said, ‘you’re right, that’s it!’” Kluiter says.

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by customers themselves. “At the end of the day, sometimes I’ll see one that wasn’t there before. It’s gotten to the point where people just bring them in and leave them!” Shirts and hats with the store’s logo and funny sayings (“more cowbell”) are prominent. Picks, strings, and other accessories are not in “glass coffi ns” but are accessible to everyone to touch and look at it. While many dealers don’t do this because of concerns of shrinkage, Funky Munky believes it leads to selling more product. They recently rebranded their lesson program making it a “school,” and it gets a lot of their attention. Today they have about 300 students coming in for lessons a week, but they are “still finding ways to try and grow it.” The lesson rooms account for another 2,000 square feet of the operation. They are selective of the brands they carry, not only in terms of quality, but also in terms of deals and margins. “Overall, we’re a massive dealer for US Music products and do well with Washburn, Parker, Randall amps, et cetera, “Kluiter says. “And also we do a lot of Gretsch, B.C. Rich, and Luna guitars.” Other guitar lines include Guild, Jackson (custom and import), Schecter, Breedlove, Guild, Peavey, and Dean. Amps include ISP Technologies, Krank, Peavey, Engle, and Line 6. Their pro audio department is heavy in Peavey gear. Recently, they outgrew their space. Since they could not coax immediate neighbors in the strip mall from moving, they did take the empty space two doors down. Typically, they made the disadvantage an advantage and made the new place home to their high-end instruments and amps. “It’s basically a boutique shop for guitars in the $1,000 to $5,000 range,” Redd says. The advantages include keeping the high-end guitars from being dinged by kids, while allowing the deep-pocket shopper plenty of time to try out different guitars in a home-like environment. In the room are the custom models and high-end models of the brands mentioned, plus Buddy Blaze, Campbell American, and Bernie Rico Jr. “We do well with Ludwig – we’ve become a destination for the brand,” Kluiter says. Mapex is also part of the drum mix. The store boasts great displays for cymbals and sticks, too. For NOVEMBER 2008

the former, it’s Zildjian and Sabian. “We’ve been down the road with others, but we keep coming back to those two because they sell. It’s a matter of profits-per-square-inch for everything we stock. We don’t keep something just because it’s cool.” They had inherited from the previous store’s owner some B&O products and accessory, something they are now shedding. Kluiter shrugs and admits that they just never were able to do that segment justice, and “I’d rather send someone to another store that can really take care of their needs then just ‘kind of ’ take care of them here, and just ‘kind of ’ have the selection.” Given their backgrounds, naturally their advertising plans leans on radio plus a little bit of newspaper. Otherwise, there is a lot of direct to consumer emphasis. They gather as much infor-

mation on everybody who calls, comes in, asks a question, or buys something. The clerks are trained to quickly back off if a customer doesn’t want to provide it. They are always tweaking, changing, and trying new things. But Funky Munky is assured of continuing it’s unusual path. The team was mum on expansion ambitious, other than to say they are always expanding their Internet presence. “We will continue to be your local neighborhood store no matter where you are in the world,” says Kluiter. As for getting rich … “I’m making less money now than I have in the last 14 years, but I’m having more fun than ever,” says Kluiter. “I agree,” Redd adds. “best job ever is being a small business owner living in the hometown with your friends and family around.”

“It’s a matter of profits-per-square-inch for everything we stock. We don’t keep something just because it’s cool.”

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888-942-CMIC (2642) www.hofner.com NOVEMBER 2008

MMR 63

Zeswitz Music Resurges Under Rayburn’s Wing Stronger Than Ever, the Reading Penn. Retailer Celebrates its 85th Year in Business

“O

ne of the single most important factors that has made Zeswitz such a strong force in our region is the longevity an dedication of the employees,” says Rick Dietrich, executive vice president Zeswitz Music. “The Zeswitz family cultivated this organization and even being after being sold, and going through a bankruptcy, only one employee resigned.” He pauses, then repeats for emphasis: “During those tumultuous and difficult times, only one employee bailed!” The store does boast something of a story that starts with a long rise, a short period that put them down-but-not-out, a union with another strong family-run 64 MMR

organization, and now a future that is brighter than ever. Looking at it today, it’s hard to believe the store was even ever in trouble. Bouncing back from its bare-bones days of liquidation, Zeswitz has now tripled its inventory, has increased the number of studios for private instruction, and expanded its repair operation. Its sheet music inventory has increased by nearly

Rick Dietrich

500 percent, and its rental programs now reach into 70 school districts.

The Blind Date Bill Zeswitz Sr., a violin maker/repairer/restorer who had moved to Reading, Pennsylvania to practice his trade, founded Zeswitz Music in 1923. In 1944 Bill Zeswitz Jr. got involved and developed the school service program. By the end of the 1950s Bill Jr. was at the helm, and then further expansion and success followed beyond band and orchestra, and even beyond the state’s borders. The operation would serve a quad-state region, as it does today. Dietrich joined the company in 1991 as a woodwind repair apprentice, and rose through the ranks over the next decade. When Brook Mays bought the store from Zeswitz in 2002, Dietrich was named general manager. Impressively, the storied staff stuck around through that transition. Then in August 2006, Brook Mays collapsed into bankruptcy, and the operation was handed over to liquidators. NOVEMBER 2008

Many in similar straights were forced to shut their doors for good, but not Zeswitz. “We had a cooperative relationship with the liquidators,” Dietrich says. But it would take more than cooperation, and luckily for all parties, Rayburn got involved. “Technically the store was owned by liquidators for about three weeks, and then we officially came under the wing of Ronni Ginott, owner of Rayburn Music,” Dietrich says. “The only way I can describe it is that it was much like a very successful blind date,” laughs Ronni Ginott, Rayburn’s owner. “All of a sudden one day it belonged to us, and we met all these wonderful people, and the relationship has flourished.” It would become a strong union, able to not only continue on the strength of Zeswitz’s long tradition of service, and take advantage of Rayburn’s rich heritage of quality and personal relationships. Rayburn has been in business since 1939, and has stores in Boston, New York, and Connecticut. The owners of both had a long history of mutual admiration and respect. Ginott says they had kept an eye open for possible expansion, but all paled to the opportunity to own Zeswitz. It was

as good a fit as possible. “The more we got to know them, the more we liked them, and the feeling was mutual.” She sites similar business model, history, and emphasis on rental programs as some of the many reasons the transition went so smoothly. “The Zeswitz business model was similar to that of Rayburn and we wanted them to continue doing business as they had been. We left the name and didn’t make any drastic changes.” One significant change – Ginott was so impressed with Dietrich, she soon expanded his responsibilities to extend across all four stores. This resulted in many corporate operations and processes being centralized in the Reading location. Between the team at Rayburn and the team at Zeswitz, what could have resulted in a shutdown of the much loved music store became merely an inconvenient blip on the radar.

Today and Tomorrow The store itself is currently a full line operation with 37 employees and nine teachers. The operation is 30,000 square feet, of which 5,000 square feet make up

the retail floor. The teaching facility takes up another 3,500 square feet. Plus there is a stage for open mic events, clinics, and workshops. Products found in the store include a lot of Yamaha winds, which he says are an especially “hot ticket.” Also included in the B&O segment are Conn-Selmer products, EM Winston, the Gemstone family, Jupiter, Sonaré, Buffet Crampon, Engelhardt, Amati, Strunal, EMMC, and Zeswitz Violins. Their MI combo segment includes Yamaha, Peavey, Randall, Washburn, Samick, Parker, Eden, Casio, Mapex, Ludwig, PDP by DW, Zildjian, Paiste, and Sabian, among others. “Right now acoustic guitars are quick to move, as are most entry level electrics,” Dietrich says. “Drum sets were down for several months, but are suddenly really picking up for us. Wind instruments are always consistent for us, with flutes being the leader almost all the time. Digital keyboards are also doing really well.” Marketing and promotion-wise they “do a little bit of everything.” This includes email blasts and a monthly newsletter that features ‘meet the staff’ segments and information on particularly hot prod-

“I like to think we have the best school reps in the world!”

NOVEMBER 2008

MMR 65

Danny Seraphine Clinic

ucts. They run ads in the local papers and outlining areas, and sometimes even do a little radio. They also sponsor a popular weekly in-store jazz club, “Berks Jazz Jam.” They are behind a local jazz festival and the “Gerald Veasley’s Bass Bootcamp,” among other high-profile events. They are currently starting or expanding programs that invite the public in for open mic night events, which is especially popular with the under 21 crowd who also need something to do and somewhere to go. Zeswitz is also reaching out to the underprivileged community, too, through a program called the Reading Musical Foundation. It puts instruments in the hands of kids whose families couldn’t otherwise afford them. It all seems to be paying off. “We’re doing really well today,” Dietrich proclaims. “Last year we experienced double digit growth in our rental volume. We’ve certainly regained any ground we may have lost during our challenging times, and are now poised for substantial future growth.” He says that fortunately

for the store, the area schools have always had and continue to have strong music programs. He says he’s not seen much of a slow down in school budgets as might be expected, and its certainly doesn’t seem to be effecting the store’s rental program. Helping are Zeswitz’s reps. “I think we have the best school reps in the world!” he says. But he stresses that they are so good because of the emphasis on the relationships they have developed with the band and orchestra directors. Dietrich, looking toward the future, says: “We’re expecting more of the same. We’re in a growth pattern for both retail and school rental, and we see opportunities to expand further in our ability to provide music education and become even stronger in the community. Continuing relationships is where we will have the most impact.” “We’re optimistic,” echoes Ginott. “Rayburn is doing well, Zeswitz is doing well … we have perfected what we do and haven’t changed the model. Hopefully we’ll continue to grow.”

Bill Zeswitz Sr at his workbench, circa 1985 66 MMR

NOVEMBER 2008

GUEST EDITORIAL

Growing

When Times Are Tough Myths about economic downturns are exposed By Joe Fucini

“Almost every business suffers during an economic downturn.” That’s the common wisdom that guides much of the strategic planning in small business offices and corporate boardrooms alike. Common? Maybe, but wise? Not so fast. In a landmark study of the early 1990s recession, the late British economist Paul Geroski and colleague Paul Gregg found that only 10 percent of companies accounted for 83 percent of the total decline in profits, while 40 percent actually saw profits rise during the “tough” times. History shows that the fortunes of most fi rms are only weakly connected to the economy, while those that reinvent themselves and develop new ways to serve customers enjoy robust growth despite gloomy news headlines.

Consider this: More than half the companies that make up the Dow Jones Industrials were started either during a recession or depression. The Geroski and Gregg study found that two out of ten businesses accounted for 92 percent of the decline in profits during the 1989-91 recession, while four out of ten boosted profits, leaving the remaining 40 percent more or less holding their own. Why do some businesses come out of a recession unscathed or even stronger, while others bear the brunt of the downturn? The answer has little to do with the size of the company, or its financial health at the start of the recession. Over one in ten (11 percent) of the companies that were ranked as “top performers” in 1986, were counted

among the “worst performers” when the recession ended in 1991.

When The Going Gets Tough, The Tough Start Listening. The companies that do best when times get tough are those that have the patience to listen to their customers, and the will to use this input to reinvent or reposition themselves, so they are better able to serve their markets during a difficult period. Too often businesses make the mistake of viewing an economic downturn only from their own perspective, focusing on things like the impact of a slowing economy

“History shows that the fortunes of most firms are only weakly connected to the economy, while those that reinvent themselves and develop new ways to serve customers enjoy robust growth despite gloomy news headlines.” 68 MMR

NOVEMBER 2008

Burger King addressed the dual nature of its market by implementing its â&#x20AC;&#x153;Barbellâ&#x20AC;? plan, which promoted dollar meals at the low end and the Steakhouse Burger at the high end. Although relatively expensive by Burger Kingâ&#x20AC;&#x2122;s standards, the Steakhouse Burger offered an affordable alternative to the casual dining chains. Being able to serve two markets under one roof (and with one consistent quality image) has allowed Burger King to enjoy a 5.4 percent increase in same store sales, compared to a 2.9 percent rise for arch-rival McDonalds and a 1.6 percent drop for Wendyâ&#x20AC;&#x2122;s. Meanwhile, the casual dining industry is in one of the worst slumps in its history.

Welcome The Opportunities That Come With Tough Times. on volume, and the effect of rising costs on profits. Although these issues are critically important, they can overshadow another vital question: How is the economy changing the attitudes and expectations of my companyâ&#x20AC;&#x2122;s customers? Understanding how economic conditions affect your customerâ&#x20AC;&#x2122;s outlook is critical to developing a marketing strategy that works during tough times, says Harvard Business School professor and author John Quelch. â&#x20AC;&#x153;Research the customer,â&#x20AC;? Quelch advised in February 2008. â&#x20AC;&#x153;Instead of cutting the market research budget, you need to know more than ever how consumers are redefining value and responding to the recession.â&#x20AC;? Companies that listen are not only more likely to survive tough times, but thrive in them. A case in point is Burger King. By tuning in to the needs of its market, the quick serve giant recognized that the softening economy had created two large blocks of customers at its restaurant chain. The first is made up of people hard pressed by rising gas prices who want to stretch their breakfast and lunch budgets. The second group has more disposable income, but is still affected by the economy, so itâ&#x20AC;&#x2122;s looking for a more affordable alternative to dinner at casual dining restaurants like Applebeeâ&#x20AC;&#x2122;s and Chiliâ&#x20AC;&#x2122;s. NOVEMBER 2008

Given a choice, every business would like to avoid operating in a sluggish economy, but as Burger Kingâ&#x20AC;&#x2122;s growth shows the economic clouds often have a silver lining. Recessions can act as incubators of change and innovation, making it easier and more natural for companies to reinvent themselves. According to one theory, economic downturns come about because existing business models no longer work as well as they once did. By their very nature, then, tough times create a greater demand for new ideas. This in turn creates greater opportunities for companies that are able to innovate and reach customers in new, different and unique ways. The reversal of fortune from the recession of the late 1980s and early 1990s, when 11 percent of the top performers became bottom performers over a five-year period, almost never happens during an economic boom. When times are good, the market leaders typically only get bigger (witness General Motors during the 1950s and 1960s). Itâ&#x20AC;&#x2122;s typically during tough times, when there is pressure for change that good new ideas are more likely to rocket to the top. Small wonder, then, that Hewlett Packard was founded during the Great Depression of the 1930s and Microsoft got its start during the mid-1970s era of long gas lines, high unemployment and runaway inflation.

Incremental Changes Donâ&#x20AC;&#x2122;t Change Anything Rather than simply look for new ways to market the merchandise you sell, examine what customers really want when they visit your music store. If giving the customers what they want means radical-

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ly changing your format or product mix, be willing to reinvent your business. Small incremental changes that characterize most new marketing programs are easier to accomplish than reinventions, and in some cases, they may even provide a business with a temporary advantage. However, any incremental change that is successful will quickly be copied by competitors, so in the end the company will enjoy little, if any, improvement in market share. Markets and consumers never emerge from a recession unchanged. Companies that fail to change with them often end up falling behind when good times return. In the economically troubled 1970s, Sears and K-Mart were the two dominant retailers in the United States. Today both companies have fallen far from this lofty perch. McDonald’s was the nation’s leading restaurant chain in the 1970s, a position it holds on to just as fi rmly as ever more than 30 years later. How to account for these different outcomes? Sears and K-Mart made only incremental adjustments to their business models during the 1970s, while McDonalds reinvented itself during this turbulent decade, introducing its drivethru window concept in 1975 and its fi rst breakfast food (Egg McMuffin) in 1977. With two bold strokes, McDonalds not only transformed how it served customers, but also what and when it served them. In so doing, it demonstrated once again that weak economic times not only present tough challenges, but also extraordinary opportunities for companies that are willing to listen to seize them.

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Joe Fucini is president of Fucini Productions, a marketing and public relations agency serving clients in several industries, including MI. He can be reached at joe@fucnipro.com. NOVEMBER 2008

Stats Brass/Woodwind U.S. Imports: 2008 Quarterly Data Country

HTS Number

First Quarter

Second Quarter

Argentina

9205904080 WOODWIND INSTRUMENTS, NESOI

784

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 21

2,404

Australia

9205904080 WOODWIND INSTRUMENTS, NESOI

453

166

9205904080 WOODWIND INSTRUMENTS, NESOI

394

0 270

9205906000 WIND INSTRUMENTS, NESOI

615

4,180

9205904020 CLARINETS

4,048

2,440

0 1,600

9205904040 SAXOPHONES

451

Country

HTS Number

In Actual Units of Quantity

9205906000 WIND INSTRUMENTS, NESOI Bangladesh 9205904080 WOODWIND INSTRUMENTS, NESOI

5,750

First Quarter

Second Quarter

In Actual Units of Quantity

Indonesia

Bolivia

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO)

Canada

9205906000 WIND INSTRUMENTS, NESOI

21,412

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 7,403

China

9205100080 BRASS-WIND INSTRUMENTS VALUED OVER $10 EACH

18,871

27,427

9205904080 WOODWIND INSTRUMENTS, NESOI

228,050 63,627

9205906000 WIND INSTRUMENTS, NESOI

986

9205904020 CLARINETS

5,404

11,189

Ireland

9205904080 WOODWIND INSTRUMENTS, NESOI

458

2,650

9205904040 SAXOPHONES

11,639

10,497

Japan

5,634

21,250

9205100080 BRASS-WIND INSTRUMENTS VALUED OVER $10 EACH

4,591

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 15,674 9205904080 WOODWIND INSTRUMENTS, NESOI

71,660

9205904020 CLARINETS

1,380

993

1,920

1,258

Czech Republic

France

Germany

India

36,921

4,704

9205906000 WIND INSTRUMENTS, NESOI

38,742

19,856

9205904040 SAXOPHONES

9205100080 BRASS-WIND INSTRUMENTS VALUED OVER $10 EACH

254

215

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 1,534

4,430

9205904080 WOODWIND INSTRUMENTS, NESOI

18,055

29,744

9205904020 CLARINETS

201

9205904080 WOODWIND INSTRUMENTS, NESOI

280,775 207,070

9205904040 SAXOPHONES

9205906000 WIND INSTRUMENTS, NESOI

48,100

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 0

9205904080 WOODWIND INSTRUMENTS, NESOI

9205100080 BRASS-WIND INSTRUMENTS VALUED OVER $10 EACH

114

9205904020CLARINETS

3,860

3,055

9205904040 SAXOPHONES

1,374

681

9205904080 WOODWIND INSTRUMENTS, NESOI

776

1,990

9205906000 WIND INSTRUMENTS, NESOI

5,446

9205100080 BRASS-WIND INSTRUMENTS VALUED OVER $10 EACH

1,908

1,294

9205904020 CLARINETS

1,515

3,782

9205904040 SAXOPHONES

150

201

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 124

339

9205904080 WOODWIND INSTRUMENTS, NESOI

1,584

16,709

9205906000 WIND INSTRUMENTS, NESOI

14,584

22,251

9205100080 BRASS-WIND INSTRUMENTS VALUED OVER $10 EACH

108

122

Sources: The data presented in this chart been compiled from tariff and trade data from the U.S. Department of Commerce and the U.S. International Trade Commission.

Korea

Peru

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 9,764

5,500

9205904080 WOODWIND INSTRUMENTS, NESOI

3,206

9205906000 WIND INSTRUMENTS, NESOI Philippines 9205904080 WOODWIND INSTRUMENTS, NESOI Poland

57,856

0 0

4,706

12,672

9,492

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 213

446

Switzerland 9205906000 WIND INSTRUMENTS, NESOI

12,132

Taiwan

9205100080 BRASS-WIND INSTRUMENTS VALUED OVER $10 EACH

8,447

7,684

9205904020 CLARINETS

2,455

103

9205904040 SAXOPHONES

8,795

10,971

Vietnam

9205904060 FLUTES AND PICCOLOS (EXCEPT BAMBOO) 35,601

1,776

9205904080 WOODWIND INSTRUMENTS, NESOI

10,268

32,187

9205906000 WIND INSTRUMENTS, NESOI

46,839

21,257

9205100080 BRASS-WIND INSTRUMENTS VALUED OVER $10 EACH

190

240

9205904040 SAXOPHONES

404

827

* HTS: The Harmonized Tariff Schedule was enacted by Congress and made effective on January 1, 1989. The HTS comprises a hierarchical structure for describing all goods in trade for duty, quota, and statistical purposes. ** NESOI: Not Elsewhere Specified Or Included

NOVEMBER 2008

MMR 71

Australian Boutique

Brady Drum is Back While never entirely gone, new resurgence in place

ince 1988, Chris Brady has scoured the Australian woods for exceptional trees from which to create unique drums. He pioneered a revolutionary method of making shells that has been often copied, but never matched. However, like many passionate artists, the nuts-and-bolts aspect of business has sometimes eluded him.

72 MMR

In years past “there were problems” with others he worked with, and bad business decisions were made while he was focused on building drums, Chris says from his office near Perth, Australia. But now he’s back with a core group of employees that include his children, Shane and Kelly, and Ric Shinnick, who has been making drums with Brady since the very beginning. “This is a re-launching of sorts, a ‘regime change’ if you will,” explains Kelly with a smile. Kelly, based in Los Angeles working with artist relations, is handling some of the promotional and marketing duties, and is effectively the

face of Brady, especially in North America. “We’re getting back to the grass roots, what the company stood for 15 or 20 years ago,” Chris adds. “I want to get back to making unique drums. Here in western Australia, there is such a diversity of trees, you couldn’t get to know them all in a lifetime unless you studied it full-time.” He’s also getting back to recreating some drums from his past, like the one used by the B-52s on their hit, “Love Shack.” (In fact, they are making the most of the hit song’s 20th anniversary next year with new versions of the Brady snare that gave the songs its distinctive sound.) But the products aren’t cheap – the snares alone can run $2,200. So the question becomes, in these challenging economic times, is there a market for highend drums? Brady’s answer is “yes.” “Having Brady drums allows the retailer to distinguish themselves,” says Rob Birenbaum, marketing and dealer relations consultant. “It’ll appeal to the certain kind of player who the dealer already knows has a willingness to say, buy that high-end pedal.” Reflecting on his days when he owned Drum Headquarters in St. Louis, Birenbaum adds that while he might have only sold six or eight of Brady’s NOVEMBER 2008

drums a year, it appealed to a special clientele – the type that comes in for something special. Chris says: “Believe it or not, the greatest time for our company ever in terms of sales was during the recession of 1989–1991, so we’ve had phenomenal sales in tough times.”

Labor of Love As a builder, Brady has received rock star status, complete with fan mail. “Nickelback drummer Danie Adair just wrote to say the amazing snare drum sound he got in the studio was with one of my drums,” he says. Brady doesn’t have paid endorsers, but plenty of “clients” who line up to buy their drums: Dave Abbruzzese of Pearl Jam, Travis Barker of Blink 182, John Blackwell of Prince, Will Champion of Coldplay, Liberty Devitto of Billy Joel, Tre’ Cool of Green Day, Chad Smith of Red Hot Chili Peppers, Larry Mullens Jr. of U2 – all drummers who are known for having a distinct sound. Brady drums are made only of woods indigenous to Australia – no birch or mahogany here; It’s Jarrah, or Sheoak. Then there is Brady’s unique “block” method of

Left to Right: Shane Brady, Chris Brady (seated), Lea Adams, Ric Shinnick

building drums that is featured in many of their models. “You don’t need to have a discerning ear to tell the difference between these drums and others,” Bierbaum says. “This year we are doing very well – we’re thrilled!” Kelly says. “I give credit to having Rob [Birenbaum] on board, who helped line up good programs for

dealers.” But the company is working to provide more assistance to, and promotions for, retailers, and initiating grass roots marketing campaign. “Whether a store buys two snare drums or ten, we send an e-mail blast out to drummers within 100 miles of that store,” she says. They are active on

Huge innovation in a new package. The new Vandoren Flow Pack packaging. Every reed we make is now wrapped in humidity balanced packaging resulting in reeds that are factory fresh. The most remarkable part of this innovation is you don’t have to do anything to benefit from it. No special storage, no little bags...nothing. Just put them in the store and watch your customers marvel at the consistency and quality you provide...at no extra cost. Now there’s a new point of purchase display availble! Contact your sales representative for details. It’s a huge innovation, but that’s what Vandoren is all about...one huge innovation after another.

NOVEMBER 2008

MMR 73

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social sites, and have 8,000 “friends” on their MySpace page, plus another 2,500 on their Facebook page. They also have a mailing list that includes 13,000 drummers, worldwide. And the communication isn’t just one-way: “We want to engage drummers, want their feedback, so they can let us know if we’re on the right path, or if something can be improved on.” In keeping with the overall approach to marketing the specialty drums they create, Brady won’t be appearing in mass merchants. “We’re fiercely proud of every independent music retailer we are currently working with,” Kelly says. “We appreciate the efforts of them and want to give them as much support as we can.” She sites a recent event at Fork’s Drum Closet in Nashville. In September, Fork’s held a “Brady Day” that displayed more than 30 Brady snares in addition to some kits. Over 60 drummers showed up including a lot of name studio and touring professionals. Kelly herself was on hand and she made some authentic Aussie food served with wine and beer from down under. But in the end, it all seems to support their father’s fascination with making drums. Kelly says her dad is like a kid in a candy store in terms of the type of woods her native Australia offers. “There are 600 different kinds of eucalyptus trees alone!” she laughs. Chris confesses that despite the final price, their margins are actually unusually low, largely due to their circumstances. “The fact that we’re down here in Australia where it is expensive to manufacturer and expensive to ship is not smart in some ways I suppose,” he sighs. “I really do it here for the sound, though. I really like making these things.”

Now Available from these US Distributors SHS International 800.475.7686 74 MMR

Chesbro Music 800.243.7276

Hanser Music Group 800.999.5558

The Block shell snare drum: The individual staves (blocks) have tongue and groove joins on each side. They are then glued together to form a cylindrical shape. NOVEMBER 2008

Supplierscene SKB Case for Microphones and Small Electronics

New Dealers for Lowrey

SKB’s new 3I-0907-6BDD offers a new interior configuration with a double layer of adjustable padded dividers, making it the perfect solution for handling microphones and smaller electronics in a secure watertight environment. The case measures 9” x 7” x 6” and can easily house six standard vocal microphones safely and securely. The case has a gasket seal and pressure equalization valve, providing a watertight design that

As part of Lowrey’s 2008 growth initiative, the company has added three new Lowrey dealers to the company’s roster—Lowrey Organ Learning & Wellness Center, A.L. Collis, Inc., and American Music World, Inc., while current dealer Music Education Center of America (MECA), run by Bob and Linda Tischler, have just added a second store to their business in the western Chicago suburbs. Lowrey Organ Learning & Wellness Center is located in Tulsa, Okla, American Music World is based in Niles, Ill., and A.L. Collis operates in St. Johns, Newfoundland. www.lowrey.com

NOVEMBER 2008

is also resistant to corrosion and impact damage. The case includes a continuous molded-in hinge and a comfortable snap-down rubber over molded cushion grip handle and two integrated padlock locations. It also features SKB’s proprietary trigger release latching system. As with all SKB products, the 3I-0907-6BDD is covered by SKB’s unmatched Million Mile Guaranty (Lifetime Warranty). 3I-0907-6BDD Injection Molded Watertight Case is available now with a U.S. estimated street price of $64.99. www.skbcases.com

MMR 75

Supplierscene Morley Thunderfunk 750 Morley’s Thunderfunk bass amplifier delivers 750 watts @ 4ohms, measures 17” x 11” x 3.5” (2U rack space) and weighs in at 21 lbs. The unit features: Dual inputs – Input 1 designed for passive or active basses, Input 2 is a Line Level Input; Input Mute Switch (Mutes Both Inputs) with LED indicator; Semi-parametric

Bass Equalizer; Gain with Switchable Input Limiter; 4 Additional Controls (Bass, Treble, Enhance, Timbre); Master Volume; Line Output / Headphone Jack; Solid State or Tube Emulation Select (no Vacuum Tubes = No Microphonics); Instrument DI XLR Output with Ground Lift; Post EQ DI XLR Output (with

Ground Lift and Level Control); Dual FX Loops (FX 1 Pre-EQ, FX 2 Post-EQ); Parallel 1/4” and Speakon Speaker Outputs (we recommend AccuGroove speaker cabs); Switchable Cooling fan (On or Auto with Backlite); Voltage Selector Switch for Worldwide Use (100-120-220240VAC, 50-60Hz); Fuse: 100-120 volts 8 amps at 60 Hz OR 220-240 volts 4 amps at 50 Hz; High Quality M6 Steel Power Transformer ; 300 percent more Power Supply Capacitance so dynamics are maintained at highest levels and lowest frequencies; Handcrafted Modular design with Superior Components; All aluminum chassis with 500 square inches of heat sinking; Rack Mount Kit included. www.morleypedals.com

NS Design Fretted Bass Cellos NS Design is now offering fretted models for the very fi rst time, with both four and five string bass cellos added to its full range of electric bowed instruments. Special new tooling has been employed in the manufacture of the new high radius fi ngerboards with frets, the former a must for bowing. Frets not only provide accurate intonation, but also plucked chords and bowed arpeggios that are simply impossible without frets. The exclusive NS Polar pickup system delivers acoustic upright bass tone with unparalleled detail and dynamic range. In addition, EMG magnetic pickups deliver a smooth ‘electric bass’ sound. An onboard mixer also allows players to optimize both plucked and bowed sounds, making versatility a very important feature of these new instruments. Supplied with the NS Design Boomerang shoulder strap system, this feature enables players to adjust the position of the instrument through a wide range of vertical or horizontal positions. www.nedsteinberger.com 76 MMR

NOVEMBER 2008

sE Gemini Microphone Industry legend Don Was is “incredibly impressed” by sE. The sE Gemini is a dual-tube, transformerless-balanced cardioid condenser microphone that was recently upgraded to the MK II edition, now with -10 dB pad and high pass filter switches. After a recording session with the sE Gemini, Don said, “We were recording a saxophone overdub in an overly reflective, live

room...I am incredibly impressed by the seemingly contradictory combination of warmth, crispness and definition that was captured in the tracks...the songs we were working on had dense arrangements yet the sax cut through without ever sounding abrasive or disconnected from the rest of the track...it was a beautiful, natural sound—we didn’t even use any EQ.” www.seelectronics.com

M & M Merchandisers joins the Washburn Family Washburn Guitars, a division of US Music Corporation, and M & M Merchandisers, Inc. have agreed upon a distribution deal for their line of guitars. M & M Merchandisers has been a longtime distributor of the Oscar Schmidt products from US Music and will now add Washburn to round out their product offerings. M

NOVEMBER 2008

& M will offer the products to MI dealers across the nation and will stock the products in both their Fort Worth, Texas and Atlanta, Georgia locations. For more details on how to get the Washburn line please contact M & M Merchandisers at 800-299-9035 (Texas) or 800-290-5666 (Georgia).

Tune in proﬁts with the OH-11 Clip-on Tuner

• • • • •

12 note full range chromatic tuner with back light Works by picking up vibrations, so it’s not affected by ambient noise Clips to most instruments Super compact size and price... easy sale Excellent dealer margin (A mark +)

Oasis, Inc.

410-772-5380/866-263-7965 www.oasishumidiﬁers.com

MMR 77

SHUBB the

America’s Premier Guitar & Bass Parts Supplier

CAPO

Delta Series by GOTOH 1:21 ratio

Hailun’s New “Concert Performer” Series Hailun Distribution, LLC announces the arrival of four new models dubbed “Concert Performer” Series. Included in the new series are the H31P 52” Professional Upright and three grands: HG198 (6’5”), HG218 (7’2”) and HG277 (9’1”). www.hailunusa.com

New Merchandiser Option from Pro-Mark Resilient like your fingertip,

so it will not create tuning problems. www.shubb.com • shubb@shubb.com 707-876-3001

AVAILABLE IN A VARIETY OF FINISHES & STYLES

Send $4 US for COLOR CATALOG 13027 Brittmoore Park Drive, Houston, Texas 77041

Breaking News Find it in the Hot News section of MMR’s Web site, www.MMRmagazine.com 78 MMR

Pro-Mark’s DF36-A holds nearly 450 pairs of sticks in less than 2 ½ square feet and takes less than 15 minutes to assemble. In addition, it is UPS-shippable, which keeps the freight charges down. The DF36-A is free with the purchase of 432 pairs of drumsticks. Optional side racks can be ordered singly or in a package of two. They, too, are available free with purchase of accessory packages containing Pro-Mark’s accessory items. Other Pro-Mark Merchandisers include the DF12 Stack-It (12 compartments holding over 144 pairs in less than 2 square feet), the DF36 Portable Percussion Shop (36 compartments holding over 450 pairs, and accessories, in 3.4 square feet,), and the DF28 Master Merchandiser (over 1000 pairs, depending on configuration, in a 42” circular footprint). www.promark.com

Paiste’s Black Alpha Paiste’s Black Alpha “Slipknot Edition” consists of Joey Jordison’s personal selection of Alpha models, creating a Black Alpha Set that features the core look and sound of Joey’s 2008/2009 touring set. The cymbal set consists of the 20” Metal Ride, 17”, 18” and 19” Rock Crashes, an NOVEMBER 2008

Supplierscene HQ Percussion RealFeel Practice Pad HQ Percussion introduces the RealFeel Bass Drum Practice Pad, a compact and durable pad that features realistic rebound feel designed for single or double

pedals. It also offers portability and durability in a sturdy package. The RealFeel retails for $79.99. www.hqpercussion.com

18” Rock China, a 14” Sound Edge HiHat, and a 10” Metal Splash Black. Alpha Cymbals are hand-hammered using traditional methods and are finished with black ColorSound coating and the series logo, along with the Slipknot logo. The core set consists of a metallic ride with an icy wash, coupled with powerfully cutting, sturdy crashes, and energetic HiHats. The set is rounded out by a loud, shattering China and Splash. www.paiste.com

Evans G-Plus Tom Heads Evans’ new G-Plus heads are constructed from a single-ply of an exclusive 12-mil fi lm and come in either clear or translucent frosted-style coated finish, available in sizes 6” – 20”. The heads will retail from $24 - $47. www.evansdrumheads.com NOVEMBER 2008

MMR 79

Supplierscene Rico Reserve Soprano Saxophone Reeds Rico Reserve Soprano Saxophone Reeds are made exclusively from lower-internode cane, the highest-density cane available. In addition, French cutting techniques and optical lasers ensure consistency in thickness from reed to

reed. Rico has refi ned its manufacturing process, as part of a $10 million capital investment project, resulting in a consistent reed; consequently, new Reserve Soprano Saxophone Reeds are

designed using the latest 3-D reed modeling software. Rico Reserve Soprano Saxophone Reeds will retail for $29.95 for five reeds. www.ricoreeds.com

Universal Percussion Now Distributing Remo Products Universal has expanded its selection to include the full range of Remo drumheads. In particular, Universal is stocking many hard-to-find models and sizes including the classic and contemporary drum set heads (Diplomat, Ambassador, Emperor, Pinstripe, CS, Suede, Renaissance, Powerstroke, and Powersonic), along with marching heads (Falams,

Black Max, and White Max) and timpani heads (standard, custom, and Renaissance). Also available from Universal is Remo’s complete line of percussion instruments including: congas, bongos, djembe, and hand percussion featuring Remo’s distinctive graphic designs. Universal is also stocking Remo’s complete line of accessories such as: Muffles, Kids

Percussion, Rhythm Club instruments, Lynn Kliner instruments, practice pads, and more. Discounts offered on drumheads are 50 percent and 20 percent for orders of one to 11 heads and 50 percent and 25 for orders of 12 or more. The discount on world percussion is 50 percent on any item. www.universalpercussion.com

VARIETY FROM VJ’S CLEAR LUCITE ELECTRIC GUITAR AVAILABLE IN LP BODY, STRAT BODY, V, 4 STRING BASS

F-STYLE MANDOLIN

Yes, we drop ship 80 MMR

NOVEMBER 2008

New Tuners from Planet Waves Planet Waves’ redesigned Universal II Chromatic Tuner is based upon the Universal Chromatic Tuner, with bold, easyto-read display graphics and offers precision tuning with chromatic and manual modes, now with a lower price tag. The Universal II Chromatic Tuner features, chromatic or manual tuning modes; built-in condenser micro-

NOVEMBER 2008

phone and ¼” input jack; large, easy-toread LCD display; battery included. The compact Metronome Tuner is equipped with onboard tempo, beats, and time division variations. The accurate chromatic meter-style tuner, with its easy-to-read, oversized LCD readout, ensures spot-on tuning. Any electric instrument can be plugged into the Metronome Tuner. Plus, a built-in condenser microphone makes it equally adept at tuning acoustic instruments. www.planetwaves.com

New Reunion Blues Merino Wool Guitar Straps Reunion Blues is expanding their leather gig bag line to include three new natural fiber guitar straps made from 100 percent merino wool. These new additions come in rich, Designer Black, Pinstripe and Chestnut Brown, all artistically trimmed with full grain leather. The straps retail for $50. www.reunionblues.com

MMR 81

Supplierscene Grover Pro Percussion Launches New Web Site The focus of the new Web site will continue to be on Grover Pro’s tambourines, triangles, and percussion accessories, but also offers visitors a greatly enhanced browsing experience. The site allows percussion players and music educators access to a comprehensive

Tambourine Selection Chart. A f lash based easy-to-use dealer locator generates lists of local dealers with contact information and a detailed vicinity map. Visitors to Grover Pro’s new site also have one-click access to online “Live Help,” an interactive chat service

JBovier’s New North American Distribution JBovier, manufacturer of mandolins and banjos, announces the appointment of Musquip Inc. as its exclusive distributor for Canada. JBovier mandolins and banjos are hand crafted in Korea. Constructed entirely from solid woods, each JBovier mandolin features an Engelmann Spruce top, which along with the back is carved to graduations that enhance tone

82 MMR

and volume. All models feature radiused ebony fret boards and bridges. The back and sides of the F5-Z model are in solid African zebrawood, unique to JBovier mandolins. The JB-1N banjo features solid flamed maple neck, solid Curly maple resonator, and solid copper-rich bronze tone ring. www.jbovier.net

staffed by a percussion product specialist. www.groverpro.com

The SilverFox CM Drumstick The SilverFox CM drumstick was designed with heavy input from Italian drumming star Cristiano Micalizzi, one of Europe’s top recording and touring artists. The CM measures 16” long with a diameter of .585”. The round ball tip measures .410” in diameter. A short taper gives the stick added bulk in the neck area. Like all SilverFox drum sticks, the CM model is strengthened with SilverFox’s Duracrylx finish. www.beststick.com

NOVEMBER 2008

Wittner Fine Tune Pegs Wittner has developed pegs for violin and cello that offer a unique internal gearing system. When fitted, the shaft of the peg does not move when positioned in the peg box. The only parts of the peg that move are the button and the geared middle section of the shaft on which the string is wound

as it is tensioned and tuned. The pegs have an internal gearing ratio of B 5:’1 affording precise tuning. The gear mechanism is also self inhibiting, meaning that it cannot slip back once tuned. As the peg shaft does not move when fitted there is no wear on the peg box. The Hidersine Piacenza student line will offer both violins and cellos with the Wittner Fine Tune pegs pre-fitted, as will the Bridge line of electric and acoustic stringed instruments. www.bandm.co.uk

Majestic Concert Mallets Majestic’s concert series gives players the best in performance with attention to detail. The flagship model of the Majestic concert mallet series is the M8650H five octave professional marimba. The newly designed bar geometry is player friendly, with an appreciation for the demands of contemporary marimba repertoire. The xylophone and vibraphone models also feature details that improve upon traditional design. The X7535H xylophone features long bars of select Honduran rosewood and meticulous quint tuning. The vibraphones use a reinforced fan belt with cogs, a memory gel damper and a wide pedal. Rounding out the full series of new Majestic concert models is the widest range and largest selection of chimes, including 22-note models. The chimes use an enclosed damper box to maintain optimal performance of the pedal over time. www.majesticpercussion.com NOVEMBER 2008

getmore profits with

LESS competition

Eastwood dealers get it:

• Solid 50%+ markup • A-mark dealer pricing • In-stock inventory • Protected territory Get your profits started today with Eastwood Guitars

905-702-8291 www.eastwoodguitars.com MMR 83

Supplierscene Mallets for Drummers: A Rhythmic Approach to Learning Melodic Percussion Mallets for Drummers: A Rhythmic Approach to Learning Melodic Percussion, by Lynn Glassock, utilizes drumming experience by presenting the melodic

fundamentals of music in an interesting and challenging way. The package includes: play along CD; melodic music fundamentals; performance fundamen-

Kent Armstrong Pickups

Mapex Releases New Quantum Models

SF Distribution, LLC, the U.S. distributor of D’Aquisto Guitars, is now offering Kent Armstrong’s handmade pickups as a pickup exchange option to U.S. dealers. Kent Armstrong handmade pickups will be available as an alternative for the D’Aquisto guitar line in the U.S. and do not come standard.

84 MMR

Mapex has released new models and accessories to complement its Quantum marching series. A tenor case and practice covers highlight the accessories options. The Agility snare and a new 32” bass drum expand the drum offering. The new Quantum drum covers and cases feature wheels on the tenor case making transport easier. The neutral grey color of the drum covers help to reflect heat. Covers feature D rings on each side to

tals; scale studies; triad studies; reading studies; solo studies; utilizes snare drum/drum set skills. www.meredithmusic.com

hold stick bags and easy to reach pockets are big enough to hold a dot book. A lighter and shallower drum, the Agility is brighter and more articulate than the Quantum XT. Jenison Winter Drumline tested prototypes of the Agility snare last season. Under the direction of Will Gordillo, Jension used the Agility prototype in their performance at the WGI finals. www.mapexdrums.com

NOVEMBER 2008

Hamilton Stands Improves Desks Hamilton Stands has improved its KB90 Traveler II and KB990BL portable stands by adding Hamilton’s proprietary solid desk, which is used on all of Hamilton’s symphonic stands. The desk features durable steel construction with rolled edges and corners that resist bending. The shelf is reinforced with corner gussets to assure it remains perpendicular, and the

platen is ribbed across its full surface to reduce bending and warping caused by use, as well as abuse. Finished with a scratch resistant black textured paint, the desk is embossed with Hamilton’s logo across the top. The trade price and suggested retail price are not being increased as a result of this improvement. www.hamiltonstands.com

Gripmaster Distribution Prohands Music, the inventors and manufacturers of Gripmaster hand and finger exerciser, have taken back exclusive distribution and have just launched two new hand exercis-

NOVEMBER 2008

ers for musicians. Gripmaster was previously distributed to the music market through an agreement with D’Addario/Planet Waves. Since taking back distribution they have begun a

print advertising campaign, launched a new Web site, and lowered the retail price of Gripmaster from $19.95 to $13.95. www.prohands.net

MMR 85

Supplierscene Karaoke-On-Demand Jukebox The Acesonic KOD-800 320GB KaraokeOn-Demand Jukebox is the latest system from Acesonic. CD or CD+G Discs can be directly ripped into the hard drive from the DVD drive in a matter of minutes. Up to 40,000 songs can be stored in

an uncompressed format and accessed instantly. The new song search interface has also been revamped; users will now be able to search by artists as well as by titles. www.acesonic.com

Sabianâ&#x20AC;&#x2122;s Additions to Vault Collection Available in sizes 17, 18, 19, and 20 in Medium Light and Medium Heavy weights, Vault Artisan Traditional Symphonic hand cymbals feature traditional Sabian hand hammering, augmented by subtle design enhancements. www.sabian.com

Samson Technologies Samson Technologies will now be available in over 700 Best Buy stores nationwide. Best Buy will be carrying a number of wired and USB microphones as well as the G-Track and StudioDock. www.samsontech.com

The Best Of Sher Music Co. Real Books Sher Music The Best Of Sher Music Co. Real Books, containing over one hundred of the best-known tunes selected from The New Real Books, The Standards Real Book, The Latin Real Book, The Real Easy Books, and other Sher Music publications. Composers represented include: Bill Evans, John Coltrane, Miles Davis, Charlie Parker, Joe Zawinul, Thelonious Monk, Duke Ellington, Antonio Carlos Jobim, Horace Silver, John Scofield, Michael Brecker, and many more. The list price is $26. www.shermusic.com 86 MMR

NOVEMBER 2008

Hartke Launches WhyHyDrive Micro Site WhyHyDrive.com provides background about the development of HyDrive, including what prompted the development to fuse paper and aluminum cones for these unprecedented hybrid transducers. It offers detailed descriptions of the individual products and even provides videos of this equipment being used by bass virtuosos such as Victor Bailey, Byron Miller, David Hull, J.D. DeServio, Paul Reneiri, Steve Adelson, and Stu Hamm. www.whyhydrive.com

jj Babbitt’s 90th Anniversary The jj Babbitt Company, producers of mouthpieces for clarinet and saxophone will celebrate its 90th anniversary in 2009. The company was founded in 1919 by inventor and amateur photographer, Jesse James Babbitt. In commemoration of its 90th anniversary, jj Babbitt will be introducing a special limited edition mouthpiece. The jj Babbitt Company has been managed by three generations of the Babbitt family. Rocky Giglio is the current president of jj Babbitt. Bill Reglein, formerly president, is now owner/chairman. Babbitt’s 2,000 different mouthpiece variations are manufactured under the brand names of Otto Link, Meyer, jj Babbitt, Wolfe Tayne, Guy Hawkins, and Hite. The company also produces custom mouthpieces with private labeling. www.jjbabbitt.com NOVEMBER 2008

Together over 15,000 backing tracks! Give your customers the chance to perform with a top notch band or orchestra. From Classical to Top 40 we have it all! Visit our websites to hear audio samples:

www.musicminusone.com www.pocketsongs.com

Also visit our dealer site for marketing tools and shipping specials:

www.mmogroup.com

Proud Distributors of MMO Hal Leonard • Pro Sing • Music Sales • Charles Dumont OSTW • Forsyth • Schott • Europa Music • Arpege Diffusion Proud Distributors of Pocket Songs Pro Sing • Atwood • East Coast • Ace • OSTW Singers Choice • KDS • Lynns • Forsyth • Karaoke Paris

Contact Steve Rose - srose@mmogroup.com 50 Executive Blvd. • Elmsford, New York 10523-1325 ph: 914 592-1188 • fax: 914 592-3575

Breaking News Find it in the Hot News section of MMR’s Web site, www.MMRmagazine.com MMR 87

Supplierscene New Conn-Selmer Endorsing Artist Conn-Selmer announced that Bryan Murray is a new addition to its artist endorsement roster for Selmer saxophones. Bryan pursued his musical studies at the University of Kentucky with Miles Osland. He was

a member of the ensemble Mega Sax, which made several recordings on the Seabreeze Jazz label. Upon completion of his Bachelor of Music, he continued his education and obtained a Masters in Jazz Studies at DePaul

University under the instruction of Mark Colby. He is currently performing and recording with many ensembles including Jon Lundbom and Big Five Chord, the Nick Russo Quintet, and the Aaron Irwin Group.

T-shirts Designed by Musicians for Musicians Southland Music Distributors, Inc. introduces Audio Tease, its new line of apparel. Unique and affordable, these t-shirts are designed by musicians for musicians and were test marketed in Nashville, Tenn. during Summer NAMM 2008. www.southlandmusic.com

Carl Martin DC Drive The Carl MartinDC drive features Clean Boost, a bump up in signal volume that can be used either with clean or overdriven sounds. The result is a multiuse pedal that provides a variety of rhythm and solo volumes at your feet. Like the rest of the Vintage line, the DC drive comes with retro die cast housing, chicken-head knobs, and CM graphics. The pedal can be powered by 9v battery. www.carlmartin.com 88 MMR

NOVEMBER 2008

Classifieds Accessories

Visit the Classifieds on the Web: www.MMRmagazine.com

Business Opportunities Piano Tuning LEARN AT HOME

with approved home study course.

American School of Piano Tuning 1-800-497-9793

Visit our website: www.piano-tuning.com Tools Included - Diploma Granted

For Classified Sales Call Maureen

800-964-5150 ext. 34 mjohan@symphonypublishing.com

Guitar Show Operators Promote your show dates and reach every guitar dealer in the US through the classified pages of MMR. Call Maureen 800-964-5150 ext 34

Business Opportunities

For Classified Sales Call Maureen â&#x20AC;˘ 800-964-5150 ext. 34 â&#x20AC;˘ mjohan@symphonypublishing.com NOVEMBER 2008

MMR 89

Visit the Classifieds on the Web: www.MMRmagazine.com

Business Opportunities

• 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

For Sale MUSIC STORE FOR SALE ON MAUI Have you ever dreamed of living in Hawaii? This could be your chance! Full Line Music Store in Paradise. All inventory and xtures included. Most major lines are represented. Established in 1979 $2,400,000 For info 808-870-5953

FOR SALE Beautiful central Florida Well-known music store, Located 21 years on East Coast! All inventory/xtures, turnkey! Major brands, full-line. No real property. 6 + studios Owners have aging parents. Call PM only 321-723-6489 Or 321-725-3047

Breaking News

For Classified Sales Call Maureen

800-964-5150 ext. 34 mjohan@symphonypublishing.com 90 MMR

Find it in the Hot News section of MMR’s Web site, www.MMRmagazine.com NOVEMBER 2008

Visit the Classifieds on the Web: www.MMRmagazine.com

Help Wanted

Merchandise

ACCORDIONS: All sizes —

over 100 in stock — new & used. Regular, Electronic, MIDI, etc. JOHN GAUNT, Distributor, 1248 S. Highland Ave., Clearwater, FL 33756, (727) 443-4113. 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

Wristies® fingerless gloves Warmth for hands-dexterity for fingers! Find out why so many musicians are wearing them for practice and performance. Wholesale, retail and quantity discounts available.

wristies.com 800-811-8290

equatone@earthlink.net

Retail Yamaha Piano Manager

Regional Yamaha piano and Disklavier dealer is looking for candidate to manage piano store in major Northeast city. Candidate should have at least 5 years of piano sales experience. Commission based compensation plus comprehensive benets package including health insurance, 401k, etc. Please email resume and earnings history in condence to musicemployment15@yahoo.com. NOVEMBER 2008

Merchandise

For Classified Sales Call Maureen 800-964-5150 ext. 34 • mjohan@symphonypublishing.com MMR 91

Visit the Classifieds on the Web: www.MMRmagazine.com

Merchandise 333,000 Piano Lovers!

Oboes & Bassoons

That’s how many unique, piano loving people visit PianoWorld.com every month. Over 10,000 visitors a day.

We create the finest hand-crafted Oboes & Bassoons. Also replacement 5K Bassoon Bocals.

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PianoWorld.com Home of the world famous Piano Forums.

For more interesting statistics and advertising information:

1013 Alma St. Elkhart, IN 46514 U.S.A. PH: 1-866-220-2909 Fax: 574-266-7658 E-Mail: info@lintonwoodwinds.com www.LintonWoodwinds.com

Visit www.PianoWorld.com/advertising ... Now!

YAMAHA–KAWAI & MORE

CERTIFIED PRE-OWNED PIANOS

Asian High Quality No other supplier offers superior service before, during and after the sale. You get what you pay for!

GUARANTEED LANDED QUALITY

1-800-782-2694 North American Music 11 Kay Fries Drive Stony Point, NY 10980 Fax: (845) 429-6920

FINANCING AVAILABLE

Studios, Consoles, Spinets Lot Pricing: $195-$350 Solid, Reconditionable Pianos. Some have Benches. JAY-MART PIANO WHOLESALERS P.O. Box 21148 • Cleveland, OH • 44121

800-411-2363

Fax: 216-382-3249 • Email: jaymartpianos@sbcglobal.net

Guitar Show Operators

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800-964-5150 ext 34

“The Piano Store For Piano Stores” 92 MMR

NOVEMBER 2008

Visit the Classifieds on the Web: www.MMRmagazine.com

Miscellaneous BAND INSTRUMENT REPAIR VIDEO Save $$$ on repair expense. Earn extra income. Journeyman repairman offers “How To” videos on the repair of brass and woodwind instruments. For information write to: B.I.R.V. Co. 880 Slater Rd. Bellingham, WA. 98226 (360) 384-6707

Repair Tools 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

Repair Tools

Seeking Employment

FAST TURN-AROUND ON STOCK REPAIRS NATIONWIDE NAPBIRT member, 26 Years Experience Contact: Dan Rieck, 801-733-4243 dan@utahwoodwindrepair.com

Pianos/Digitals/Organs I Don’t Sell, You Don’t Pay Closer for hire! 20 years experience Outside promo specialist timfeager@msn.com • 561-379-4718

Services SHIPPING YOUR PIANO

with Lone Wolf Trucking

is a “grand” idea!

Sales Reps Wanted INDEPENDENT SALES REPS

For 60 years we have provided musical instrument repair tools to technicians and musicians around the world. We have a wide selection of pads and other supplies in addition to our repair tools. Contact us today for a FREE CATALOG.

For Classified Sales Call Maureen 800-964-5150 ext. 34 mjohan@symphonypublishing.com NOVEMBER 2008

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

1-800-982-9505

lonewolftrucking.com Alamogordo, New Mexico. 88310

Sales Reps Wanted Band & Orchestra Instruments Most territories open A Great Job! AMERICA LONGXING

(718) 706-0828 Ask for Paul shanlin0596@hotmail.com

ICC MC-256289

LOCAL & NATIONWIDE PIANO MOVING • CRATING • STORAGE •

(800) 222-2888

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Sales Representatives Wanted!! Michigan-based Brass, Woodwind and accessories line. Join a great new organization with an “artist-endorsed” product. Competitive Commissions with incentive. Contact: toya@dymusicusa.com 734-384-1705

CLASSIFIEDS on the MOVE! check

www.mmrmagazine.com for daily updates!

MMR 93

Visit the Classifieds on the Web: www.MMRmagazine.com

Software

Used Band Instruments Clarinets and utes from $50 Alto Saxes from $250 Trumpets and Trombones from $100 French Horns and Baritones from $395 Clarinets and Flute repad $69 Alto Sax repad $149

Call Jimmy Hayes 800 559-4472

Used 4 Less Music For Classified Sales Call Maureen

Vintage Instruments

800-964-5150 ext. 34 mjohan@symphonypublishing.com

MOVING?

Don’t miss a single issue of MMR...

Wanted To Buy ’re g e W in

y os u B ian P

We are buying grands — and smaller verticals Honest - Professional - We Sell Nationwide JAY-MART PIANO WHOLESALERS P.O. Box 21148 • Cleveland, OH • 44121

800-411-2363

Fax: 216-382-3249 Email: jaymartpianos@sbcglobal.net “The Piano Store For Piano Stores”

Wanted USED TUBAS ANY CONDITION-CASH PAID THE TUBA EXCHANGE 1825 CHAPEL HILL RD. DURHAM, NC 27707 1-800-869-8822 WWW.TUBAEXCHANGE.COM 94 MMR

PASTE OLD LABEL HERE!

www.mmrmagazine.com

Let us know 6-8 weeks before your move so we can continue to send your magazine without interruption.

WE, BUY, SELL, TRADE and ship worldwide. Written APPRAISALS available. GRUHN GUITARS, 400 Broadway, Nashville, TN 37203

(615) 256-2033

fax (615) 255-2021

www.gruhn.com

www.mmrmagazine.com

NEW ADDRESS HERE! Name ___________________________ Address _________________________ _______________________________ City ____________________________ State ____________Zip ____________

21 Highland Circle, Suite 1 Needham, MA 02494 (781) 453-9310 NOVEMBER 2008

What’s it worth? We buy, sell, trade, consign and appraise fine guitars, banjos and mandolins.

629 Forest Ave., S.I., N.Y. 10310 Phone (718) 981-8585 mandolin@mandoweb.com www.mandoweb.com WE, BUY, SELL, TRADE and ship worldwide. Written APPRAISALS available.

GRUHN GUITARS 400 Broadway, Nashville, TN 37203

(615) 256-2033 fax (615) 255-2021

www.gruhn.com

Call Maureen Johan 800-964-5150, ext 34

Vintage Showcase

PUBLISHER’S STATEMENT 1. Publication Title: Musical Merchandise Review. 2. Publication No.: 0027-4615. 3. Filing Date 10/3/08. 4. Issue Frequency: Monthly. 5. No. of Issues Published Annually: 12. 6. Annual Subscription Price: $32. 7. Complete Mailing Address of Known Ofce of Publication: Musical Merchandise Review, 21 Highland Circle Ste. One, Needham, Norfolk, MA 02494. 8. Complete Mailing Address of the Headquarters or General Business Ofce of the Publisher: (Same as #7). 9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor: Publisher: Sidney L. Davis, 21 Highland Circle Ste. One, Needham, Norfolk, MA 02494; Editor: Christian Wissmuller, 21 Highland Circle Ste. One, Needham, Norfolk, MA 02494; Managing Editor: None. 10. Owner (If owned by a corporation, its name and address must be stated and also immediately thereafter the names and addresses of stockholders owning or holding 1 percent or more of total amount of stock): Zapis Capital Group, LLC; Leon Zapis, 26202 Detroit Rd. Ste. 300, Westlake, OH 44145; Xenophon Zapis, 26202 Detroit Rd. Ste. 300, Westlake, OH 44145; Richard Bongorno, 26202 Detroit Rd. Ste. 300, Westlake, OH 44145; Maria Wymer, 26202 Detroit Rd. Ste. 300, Westlake, OH 44145; Donna Thomas, 26202 Detroit Rd. Ste. 300, Westlake, OH 44145; Renee Seybert, 26202 Detroit Rd. Ste. 300, Westlake, OH 44145. : 11. Known Bondholders, Mortgages, and Other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages, or Other Securities: None. 12. (For Nonprot Organizations - Does Not Apply) 13. Publication Name: Musical Merchandise Review. 14. Issue Date for Circulation Data Below: October 2008 15. Extent and Nature of Circulation. Average No. Copies Each Issue During Preceding 12 Months/Actual No. Copies of Single Issue Published Nearest to Filing Date: a. Total No. Copies : 11,246/10,702 b. Legitimate paid and/or requested distribution: (1) Paid/ Requested Outside-County Mail Subscriptions:. 7,305/7,728 (2) Paid/Requested In-County Subscriptions:.0/0 (3) Sales through dealers and carriers, street vendors, and counter sales:.0/0 (4) Requested copies distributed by other USPS mail classes:.0/0 c. Total Paid and/or Requested Circulation:. 7,305/7,728 d. Nonrequested distribution: (1). Outside county nonrequested copies:.3,095/2,759 (2) In County nonrequested copies:. 0/0 (3) Nonrequested copies distributed through other USPS mail classes:0/0 (4). Nonrequested copies distributed outside the mail: 664/45 e. Total nonrequested distribution:. 3,759/2,804 f. Total Distribution:11,064/10,532 g. Copies not distributed:182/170 h. Total: 11,246/10,702 i: Percent Paid and/or Requested Circulation: 66%/73% 16. This Statement of Ownership will be printed in the November 2008 issue of this publication. 17. I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions and/or civil sanctions. Sidney L. Davis, Publisher

or mjohan@symphonypublishing.com MMR Blogs about the MI industry every Wednesday. Go to www.mmrmagazine.com to see what is “Off the Record” today. NOVEMBER 2008

for Special Offer Details! MMR 95

Adindex COMPANY NAME

E-MAIL/WEB ADDRESS

PAGE

A A.I.M. Gifts/Albert Elovitz In Access Bags and Cases Ace Karaoke/Acesonic USA Acoustics First Corp. Al Cass Alfred Publishing Co. Allparts Amati’s Fine Instruments America Longxing Inc. American DJ Supply Inc. American Way Marketing LLC Anderson Silver Plating Antigua Winds, Inc. ASC

www.aimgifts.com www.accessbagsandcases.com www.acekaraoke.com www.acousticsfirst.com

www.antiguawinds.com www.sejungusa.com

29 54 36 70 76 15 78 43 61 33 82 76 62 67

www.mikebalter.com www.hofner.com

42 63

www.daddario.com www.daddario.com email: psgpi@aol.com www.jimdunlop.com

32 40 61 16

www.alfred.com www.allparts.com www.Amatis.us www.huntermusical.com www.americandj.com info@americanwaymktg.com

B/C Mike Balter Mallets, LLC Classic Musical Instruments

D D’Addario & Co. D’Addario & Co. Diplomatte Musical Dunlop Manufacturing Inc.

E/F E.M. Winston www.emwinston.com Eastwood Guitars www.eastwoodguitars.com Freed International Inc. www.freedmusic.com French American Reed Mfg. Co. www.frenchamericanreeds.com

30 83 75 81

G/H Gold Crest LLC Gulf Music Sales Hamilton Stands Inc. Harris Musical Products Inc.

www.mightybright.com www.gulfmusicsalesonline.com www.hamiltonstands.com www.harrismusical.com

41 41 30 60

www.jupitermusic.com www.jupitermusic.com

85 5 21

I/J Irradiant Inc. Jupiter Band Instruments Jupiter Band Instruments

COMPANY NAME

E-MAIL/WEB ADDRESS

PAGE

Monteverdi Music www.monteverdemusic.com Morley/Sound Enhancements Inc. www.morleypedals.com The Music People www.musicpeopleinc.com

88 52 cov 2

N NAMM www.namm.com National Educational Music Co. www.nemc.com National Music Funding www.nationalmusic.com

22-23 19 81

O/P Oasis Inc P & D Wholesale Peace Musical Co. LLC Peterson Strobe Tuners Petrof USA Players Music Accessories Pocket Songs Pro-Mark

www.oasishumidifiers.com www.PDWholesale.net www.peacedrum.com www.petersontuners.com www.petrof.com www.players-music.com www.pocketsongs.com www.promark.com

77 83 28 84 48 70 87 37

www.realdelosreyes.com www.remo.com www.rocNsoc.com

16 48 83

R Real de los Reyes Remo Inc. Roc-N-Soc Inc.

S Sabian Ltd. www.sabian.com Saga Musical Instruments www.sagamusic.com Samson Technologies Corp. www.samsontech.com Schilke Music Products www.schilkemusic.com Sennheiser Electronics www.sennheiserusa.com SHS International www.shsint.net Shubb Co. www.shubb.com SKB Corp. www.skbcases.com Sonaré Winds www.sonarewinds.com Sunlite Industrial Corp. www.sunlitedrum.com Super-Sensitive Musical String Co. www.cavanaughcompany.com

cov 4 53 3 77 17 74 78 31 47 79 66

T TKL Products Corp. ToneGear Tycoon Percussion

www.tkl.com www.theStringCleaner.com www.tycoonpercussion.com

1 85 69

www.vjrendano.com www.dansr.com www.vater.com www.VicFirth.com www.VicFirth.com

80 73 55 59 18

www.WestheimerCorp.com www.wymanpiano.com www.yamaha.com.com

7 78 11

V K Kaman Music Corp. Ken Smith Basses Ltd. Kurzweil Music Systems Kyser Musical Products Inc.

www.kamanmusic.com www.kensmithbasses.com www.youngchang.com www.kysermusical.com

20 60 13 86

W/Y

M M&M Merchandisers Inc. Metropolitan Music Co. 96 MMR

V.J. Rendano Vandoren, Inc. Vater Percussion Vic Firth, Inc. Vic Firth, Inc.

www.mmwholesale.com sales@metmusic.com

87 9

Westheimer Corp. Wyman Yamaha Corp. of America

NOVEMBER 2008

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