MMR September 2008

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

September 2008

Spotlight On Institutional

Piano Sales Veteran Voices: Victor Tibaldeo and the Sale of an Institution Survey: Piano Market

Best Buy Enters MI Arena

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Contents 38

SEPTEMBER 2008 VOL.167 NO. 9

Features 32

Webwise: Becoming e-Savvy is Being Made Easier Bee Bantug, of Retail Up!, a Web services company for independent retailers, talks to MMR about the necessity and value of a Web presence for the independent dealer and supplier.

Report: Best Buy To Open 85 MI Stores by Year’s End Best Buy embarks on a challenging endeavor, ambitiously stepping into the number two spot as an MI retailer, only one step behind Guitar Center.

42 Best of the Blog: Fighting City Hall (or Best Buy) Petitions, backpedaling, and rumors in Washington, D.C.? MMR’s Kevin M. Mitchell shares his blog, focusing on a small MI retailer, fighting the invasion of the big box. Will she win?

Spotlight On Institutional Piano Sales: A Life Preserver During Economic Downturns As piano dealers hang on and ride out tough economic times, they focus on their institutional business to keep them afloat.

56 Survey: Piano Dealers MMR surveys piano dealers from around the country to get a sense of trends in the market.

64 Houses of Worship: How to Break In and Succeed in a Nearly “Recession Proof” Business MI Dealers tap into the church market—a seemingly stable, reliable, and growing resource for sales.

Changing of the Guard: Two MI Retailers Pass the Torch Steve West and Denny Senseney, two of the industry’s most admired and respected retailers, retire and illustrate the importance and the art of a good exit strategy.

79 Is the MI Business Recession Proof? MMR asked the question and shares the results from a recent survey of MI dealers.

80 Steinway Piano Galleries Orlando Reaches Out, Gives Back Owners Gary and Kathy Grimes demonstrate their passion for the arts by sharing it with their community, making their business “more than just a piano store.”

84 Veteran Voices: Victor Tibaldeo and the Sale of an Institution After 60 years in the business, the owner of Victor Pianos and Organs is selling it all and retiring. But, as MMR found out, with 60 years worth of stories and fond memories, he’s not in such a hurry.

Departments www.MMRmagazine.com

4 Editorial 6 Upfront 26 People

28 Stats 30 Financial 83 At A Glance

87 Supplier Scene 97 Classifieds 104 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.

MMR

SEPTEMBER 2008

L E T T HE T OURS BE GIN.

Stu Hamm on tour with Joe Satriani

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Editorial

Volume 167, Number 9, September 2008 PUBLISHER Sidney L. Davis sdavis@symphonypublishing.com

At The End Of The Line, Who Really Gives A Damn?

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

n another life as the editor of the nation’s first discount store newspaper (Modern Retailer) I interviewed a senior buyer for Zayre, one of several chains that had a meteoric rise and fall during the retail turbulence of the ‘70s. He was plagued with an uneven pattern of markdowns within a specific department. It was noted that, even within the same trading district, one unit in the chain had almost a complete sell through of a specific item whereas the same item had barely moved in another store. What was most distressing to the buyer was that he knew the answer, but in fact could do little to alleviate the problem. Prophetically, he said, “At the end of the line, who really gives a damn?” The self-service movement, originally spawned by retail guru Michael Cullen when he opened his first “supermarket” King Kullen (1930) in a New York suburb, introduced the public to wide aisles, shopping carts, and self-service. Two decades later, Martin Chase adopted the same practice to general merchandise areas in an outdated Rhode Island (Ann & Hope) mill building. Factor in a shifting suburban population, inexpensive land, ease of parking, and evening hours, and the five and dime stores of the ‘20s, along with the department stores of the ‘40s, gave way to the “stack-em-high” and “clear-the-aisles” philosophy of present day merchants such as Wal-Mart and Target. Best Buy, the newest contender on the music products scene, was launched in 1966 as Sound of Music, an audio specialty store in St.Paul. The company approved a new corporate name (Best Buy) in 1983, opening its first superstore and the rest, as they say, is history. Today they are the largest specialty retailer of consumer electronics in the United States and Canada with an estimated 21 percent market share. The company has some 950 Best Buy stores (opening monthly) in the U.S. plus a gaggle of more specialized audio video stores, as well as units in several foreign countries. After testing the MI market last year, the retailer has rolled out an ambitious program of opening 75 to 85 store-within-a-store departments averaging 2,500 square feet, with an impressive brand lineup ranging from Fender and Gibson to Roland and Drum Workshop. The plan also includes music centers “manned” by trained musical instrument specialists which will also offer group and individual guitar lessons. According to TWICE, a trade publication for the electronics field, a Best Buy executive was quoted as saying, “Whether they’re just learning to play, or have been playing for years, customers can trust the knowledge and expertise of our trained musical instrument specialists…Our musical instrument specialists can help anyone find the perfect instrument.” From personal experience I can state that Best Buy has some very knowledgeable “blue shirts,” however the interest and knowledge level varies greatly from department to department. My impression of departments varied from store to store – a lot of interest and information available about television and audio equipment, but a 20-minute wait for service on a microwave, and still waiting to find out if the model is available in stainless steel… It’s obvious to all that personnel is among the biggest problems within the retail spectrum, music dealers included. Guitar Center, which leads the field, has an almost 100 percent turnover rate. On the surface Best Buy’s entrance into the business makes perfect sense, now they just have to hire and train some gifted people who will really give a damn at the end of the day.

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

4 MMR

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Upfront Music China 2008 October 9-12 The next big international show in the annual musical instrument calendar will take place October 9 – 12, 2008 at the Shanghai New International Expo Centre. The event will bring thousands of music product suppliers from all over the world together in what is one of the most rapidly growing music markets in the world. A renewed focus on education by the Chinese government, and the burgeoning incomes of Chinese consumers spell huge opportunities for musical instrument suppliers. As the market becomes more transparent and the distribution channels easier to navigate, more and more foreign companies are flocking east to do business. Music China has established itself as the foremost platform in Asia upon which the global music products industry can meet. Every year, the profile of the show is raised as more and more international brand names and music industry celebrities take part, as well as the usual big names — Yama-

ha, Roland, Warwick, Steinway, and AXL amongst many others. Exhibitors for 2008 will include Schimmel Piano (Germany), who will show the K 230 traditional piano, an instrument that has received the highest award “Choc” in the French piano test from “Monde de la Musique.” The Oxford University Press (UK) will join the fair for the first time as part of the British National Pavilion organized by the Music Industries Association. Oxford University Press is one of the largest and most respected music publishers in the world, with an impressive catalogue of 2,500 items covering the education, scholarly, and performance fields. Around 12 other British companies will join the British pavilion, including ABRSM, Faber Music, Denis Wick, Howarth, EMC, Piano Auctions, Kemble and Period Piano. Other groups joining the show this year include Austrian (supported by Austrian Federal Economic Chamber),

Czech (supported by Association of the Musical Instruments Makers of the Czech Republic), French (supported by UBI France), German (supported by German Federal Ministry of Economics & Technology), Italian (supported by ICE), Spanish (supported by Spanish Guitar Master Craftsman’s Guild and ICEX), and Taiwan (supported by Importers & Exporters Association of Taipei and Taiwan External Trade Development Council). A total of 1,100 exhibitors are expected to participate, and six exhibition halls have been reserved for the show. Prolight + Sound Shanghai, specializing in pro-audio equipment, entertainment lighting and stage technology, will run alongside Music China, creating a comprehensive music and sound event. The fair is organized jointly by the China Music Instrument Association, INTEX and Messe Frankfurt. For more information, visit www.musikmesse.com.

Lowrey’s “Home Organ Holiday” Lowrey’s ‘music camp for retirees’ was a terrific success for the company. Filledto- capacity crowds attended Lowrey’s 11th annual user group, ‘Home Organ Holiday’, helping the company break 2nd quarter sales records. Attendees of this year’s ‘Music Camp for Retirees’ honed their skills and immersed themselves in music while meeting up with new and old friends during the three-day event. The ‘camp’ is also an opportunity for Lowrey Dealers who typically accompany their customers to the event to build excitement and desire for showcased product, which translates into post event sales. This year, Lowrey topped previous years, selling out of all floor models used at the event. Typically the company highlights 6 MMR

between 50-85 models. The event was held from June 23rd through June 26th at the Crowne Plaza Hotel in Rosemont, Ill. Lowrey owners from around the world shrugged off escalating gas and airline prices to attend dozens of music-making workshops and nightly three-hour live music concerts performed by the industry’s leading artists. This year, attendees were treated to concerts and workshops that covered a wide range of music styles: Rock-n-Roll, Country, Big Band, Latin, Swing, Rock and more. Highlights included two ‘firsts’ for Lowrey: A ‘Show of Show’s’ variety show that packed the house and had among other ‘acts’, Lowrey artist Bruce Mihalek performing on guitar in 50s rolled up jeans and teeshirt.

“We wanted to put on an event this year that brought together all types of people, age ranges and music styles,” says Frank West, Lowrey Marketing manager. “Seijiro Imamura, our new GM, who came onboard in January, has encouraged the team to look beyond the traditional in all aspects of the business. We saw this year’s event as a new opportunity to host more of a ‘Music Camp’, than an organ only event. With that perspective in mind, we filled the program with ‘all things music,’ so we included variety acts, a ‘50s celebration, and offered workshops that covered the gamut of music styles and included other instruments. We ended the event with another Lowrey first - all our artists together for a grand finale of different types of music. Imamura even joined in the group on the trumpet.” SEPTEMBER 2008

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Upfront Kawai’s 11th Keyboard Academy In May, Kawai America hosted the 11th session of its highly regarded Kawai Keyboard Academy in San Pedro, Calif. Each year, the event attracts storeowners and salespersons from North America and around the world for intensive training on Kawai products and marketing programs. Since its inception in 2000, the Academy has hosted over 600 participants from 13 countries. “It’s amazing how much we accomplish in three short days,” said Brian Chung, senior vice president for the company. “The schedule goes from 8:00am to 9:00pm on some days with hardly a break. But, despite the pace, everyone goes home energized and excited. Our

team does its best to make the Academy a tremendously valuable experience for everyone who attends.” The curriculum covers a breadth of topics from Kawai’s history, piano building techniques and philosophy, digital sound creation, acoustic/digital piano selling principles, general selling skills and personalized testing to be sure the material has sunk in. Commenting on the Keyboard Academy experience, attendee Nancy Fanzlaw of Forte Piano Gallery in Ocala, Florida says, “Our staff is more knowledgeable and competent in helping match the perfect instrument to each client, thanks to Kawai’s Key-

board Academy. Annual attendance is part of our commitment to bringing the joy of making music into people’s lives.” For information about future Kawai Keyboard Academy sessions, contact Brian Chung at Kawai, 800-421-2177, ext. 870.

able step to minimize expenses and increase sales. Unfortunately, despite these efforts, management was forced to conclude that there was no reasonable prospect of future profitability for this business. “The demise of this family owned business has taken a tremendous emotional and physical toll on management. Management deeply regrets its inability to honor its financial obligations to its longtime suppliers and vendors. Unfortunately, management was forced to conclude that there was no option available other than to cease business operations. Meisel will be closing its doors on Friday,

August 22. Thereafter, the assets of the company will be liquidated. The assets of Meisel Music, Inc. are subject to a lien held by the company’s lender, Wachovia Bank. Although every effort has been made to maximize the proceeds from the sale of the existing inventory and collection of accounts receivable, management does not believe that funds will be produced in an amount in excess of the indebtedness due to Wachovia. Therefore, regretfully, it does not appear that there will be funds available to pay any unsecured trade creditor claims. We sincerely regret that Meisel will be unable to pay any amount towards its trade obligations.”

Meisel Closes Down Wasserman, Jurista, & Stoltz, attorneys at law, serve as counsel to Meisel Music, Inc. and have announced that the MI retailer will be unable to honor its obligations to its creditors and vendors. A statement issued by the law fi rm states: “As you are no doubt aware, the marketplace for musical instruments has become very challenging recently. Meisel is largely dependent upon sales of instruments to schools for its revenue. Because many school systems have drastically reduced the budgets for their music programs, the sales of Meisel have experienced a precipitous drop. Management has taken every conceiv8 MMR

SEPTEMBER 2008

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Upfront Pearl to Open Pa. Distribution Facility Pearl Corporation will be opening a new 50,000 sq. ft. distribution facility located in Chambersburg, Pa. The new facility began operations on August 1st. “This new facility, in cooperation with our Nashville and Reno facilities, will allow us to ship anywhere in the country in two days with standard ground service, giving our customers freight savings and expedited service, which we feel is especially

Mark Barnhart, Chambersburg facility manager

Terry West, President/CEO, Pearl Corp.

important in today’s economic climate,” says Andy Strayer, Pearl’s vice president of Sales. The Chambersburg facili- Pearl’s new Chambersburg facility ty’s primary coverage area includes Virginia, West Virginia, Delaware, nies. He has experience managing large Maryland, Pennsylvania, New Jersey, operations within the Food, PharmaceuNew York, Connecticut, Massachusetts, tical, and Automotive industries. Rhode Island, Vermont, New Hampshire “We are very excited to have Mark inand Maine. volved with our Chambersburg facility,” The new facilsays Terry West, president/CEO of Pearl ity will be managed Corporation. “His experience will be an inby Mark Barnhart, valuable component towards the success of who brings 12 years this endeavor, and I have every confidence of Distribution and he will continue Pearl’s tradition of outLogistics managestanding service and customer support.” ment experience All Pearl Drums, Pearl Percussion and from around the Adams products will be stocked in the U.S., having worked Chambersburg facility. with several ForFor more information on Pearl, visit Andy Strayer, VP Sales, Pearl Corp. tune 100 compawww.pearldrum.com, or call (615) 833-4477.

Behringer and Bugera Announce new Partnerships Behringer and Bugera have announced new Artist and Public Relations partnerships for their European territories. UK based AMP Ltd will be handling AR and PR for Behringer and PR for Bubera while Artist Relations LLC will handle European AR for Bugera. AMP Ltd’s Jonathan Miller comments on this auspicious agreement: “We at AMP Ltd. are delighted to be taking Behringer and Bugera’s Artist, Media and Public Relations to the next level. Behringer are already massive providers of some incredible audio solutions to musicians and producers all around the planet, largely due to a mixture of feature-packed products that combine innovative design at affordable prices. Bugera

Artist Relations’ Randy Fuchs (with phone) and AMP’s Jonathan Miller 10 MMR

are already making their mark in the field of guitar amplification with some incredibly strong products that are already wowing artists and producers, as well as both print and online media outlets in the States.” Commenting on the new partnership, Artist Relations’ Randy Fuchs says: “I am delighted to be working with Bugera and their European artists. I have long been an admirer of the European music scene and have

lots of friends and contacts involved within it. Together with AMP Ltd we are keen for artists across the continent to be introduced to – and be blown away by – products from both Bugera and Behringer.” For more information about AMP Ltd, e-mail: info@amp211.com. For more about Artist Relations, visit: www.artistrelations.com. Visit Behringer/Bugera online at: www.behringer.com.

Graph Tech Partners with Schecter Graph Tech Guitar Labs has announced a new partnership with Schecter Guitars. Schecter is now using Graph Tech’s Black TUSQ® Nuts on their guitars. Black TUSQ is a synthetic man-made material which has internationally become an essential tone performance tool for many guitar manufacturers, luthiers and playing professionals. Black TUSQ precision slotted nuts have rich tone and sustain. Conventional bone and ivory nuts have hard and soft spots (grain), throughout each piece, hampering bal-

anced and consistent transfer of string vibration to the guitar. Black TUSQ Nuts are designed to enhance your guitar’s performance. Using highly resonant TUSQ® man-made ivory this precision slotted nut is made under high heat and pressure. The consistency within each piece and from piece to piece means there are no dead spots to obstruct sustain. They are lightweight, yet very rigid and crystalline in nature. For more, see www.graphtech.com or call (800) 388-7011. SEPTEMBER 2008

Upfront D’Addario Music Foundation Supports New Orleans The D’Addario Music Foundation, a non-profit established in 1981 to support the growth of music and music education worldwide, recently completed its review of grants for the first half of 2008. 56 or-

OSHA Fines Steinway Vendor The U.S. Department of Labor’s Occupational Safety and Health Administration (OSHA) has proposed $114,600 in fines against Steinway vendor O.S. Kelly Company for alleged violations of federal workplace safety standards. The company manufactures and refurbishes piano plates for the piano maker. OSHA selected Springfield, Ohiobased O.S. Kelly for inspection as a follow-up to a February 2007 inspection that resulted in citations for overexposing employees to silica, a chemical compound which can lead to silicosis, bronchitis, and in rare cases, cancer. As a result of OSHA’s follow-up inspection, opened in January 2008, the federal agency issued citations alleging three serious violations with proposed penalties of $5,400, three repeat violations with proposed penalties totaling $19,200 and one citation for failure-toabate with penalties totaling $90,000. The violations address hazards associated with confined space entry and personal protective equipment. Repeat violations address problems with respirator fit testing and employee overexposure to crystalline silica during cut-off operations. The failure-to-abate violation addresses employee overexposure to silica during the grinding of piano plates. OSHA has inspected O.S. Kelly 22 times since 1973 with multiple serious and repeat citations issued. A 2005 inspection also found silica overexposures, as well as a number of other safety and health violations. 12 MMR

ganizations have been awarded more than $155,000 in grant money and $33,000 in product support from D’Addario brands. The D’Addario Music Foundation provides $300,000 in funding annually to not-for-profit organizations that focus on music education and instrument instruction. One of this round’s most deserving organizations is The Roots of Music, an after-school music instruction program based in New Orleans. The endowment comprised cash and music gear/accessories totaling $5,000, and will help the group assemble partners who can host, hire teachers, and provide organizational and administrative support in addition to links to the music industry. The Roots of Music was created for middle school students in all neighborhoods of New Orleans. Organized and run by NOLA music notables—Program Director Derrick Tabb (of The Rebirth Brass Band), Band Director Lawrence Rawlins, and instructors Shoan Ruffin, Allen Dejan, and Edward Lee—the curriculum centers on the rudiments of marching band music, a long-standing musical tradition in New Orleans. Currently, there

are 70 students enrolled in free sessions three days a week at the famed Tipitina’s nightclub, and by fall, they anticipate the program will be running daily and housed in a dedicated facility with an enrollment of 200 students. “The Foundation looks to support organizations that foster the growth of music and music education among the youth worldwide,” says Suzanne D’Addario. “In the wake of New Orleans post-Hurricane Katrina, we felt The Roots of Music had much to offer in terms of continuing a long musical tradition in its city, in addition to giving students a place to go after school and plug into their community. It is a perfect fit for our Foundation’s mission.” For more about The Roots of Music program, visit: www.therootsofmusic.com.

TecAmp Announces US Distributor Thomas Eich, president of TecAmp, recently announced with Ed Matthiack of Osiamo LLC, that Osiamo LLC would be the exclusive distributor of TecAmp in the United States. Eich has been the president of TecAmp since the company’s inception over 20 years ago and has worked continuously to improve the sound reproduction for the bass guitar in a live environment. “We are happy to be entering the U.S. market with such an experienced team,” says Thomas Eich, “and happy to have Osiamo LLC as our distributor. Osiamo’s team is experienced in the bass amplification market and understands the needs of bass players.”

“I am thrilled to be associated with this great product,” says Ed Matthiack. “I have not been involved in the music industry for a few years and I look forward to a long and successful relationship with Thomas and TecAmp. I am also very happy to have Rawn Randall on-board as Product Manager. Rawn is a veteran in the bass market and will be a key to our success. For me, TecAmp sounds tremendous and is the best bass amplifier available in today’s market.” For additional information or inquiries about TecAmp contact Rawn Randall or visit www.osiamo.com. SEPTEMBER 2008

advertorial

A Conversation... Bernard Van Doren discusses the new Flow Packs and other issues. Michael Skinner: Bernard, it's always interesting to me to see how new ideas like the Flow Pack started. How did this come Bernard Van Doren about? Managing Director Bernard Van Doren: It actually started in the United States. I was on a dealer tour with you and noticed that in many of the stores the dealers were storing reeds in very unfriendly places where heat or the lack of humidity could damage the reed due to warping which will have an adverse affect on its performance. My concern was that the musician could receive reeds with our name on it that would not play like we wanted them to. I knew then I had to design a system that would help the dealers present a higher quality product to our musicians. The Flow Pack is the end result. MS: So what exactly does the Flow Pack do? BV: Cane is very sensitive to hygrometric changes and that is why our factory is regulated. The new packaging maintains the proper hygrometry of the reed during the transportation of the reed from our factory all the way to when the musician opens it. This is the first time this has truly been done. So now if the dealer is not exactly sure where to store his reeds, we can still insure that the reed the musician opens is factory fresh and at its optimum performance level. Remember, the Flow Pack is extra protection. Once opened, the reed will react to their hygrometric environment exactly as before. MS: What has been the response? BV: So far we have heard very positive comments from our musician friends like Jon Manasse, Claude Delangle and many more. The new packaging, of

course, is different to accommodate this innovation, but the more you use the new packaging, the more you will appreciate it. MS: Yes, the packaging is larger and looks very different. BV: Yes it does. It is because each reed is now packaged individually in the Flow Pack packaging. We needed to make the box to fit the Flow Packs. We understand the packaging is different, but we think it's worth it to insure that every time you open a Flow Pack you have a reed that is factory fresh. MS: I agree. I've heard from many musicians that the reeds are playing very well. Do you have any concerns regarding the packaging with regard to the environment? BV: This is an interesting question because we are very concerned with our environment. Let me give you a few examples: From the beginning – The cane used to manufacture reeds is a 100% natural plant. We use no fertilizer or pesticide during its growth and no chemical components during its transformation into reeds. Any leftover cane resulting from reed manufacturing is completely reused as either compost in our plantations or fuel for the boiler that heats our factory. Our high performance boiler, gives off only water vapor and CO2 into the atmosphere. It is important to note that this CO2 exhaust is of plant, not fossil origin and that its atmospheric evacuation contributes in no way to the greenhouse effect. Inside the new box – The reed protector is 100% recyclable and has the PP5 mark on the edge of the protector. The film we use to protect the reeds is very important. If we use any other type of packaging or method, the amount of waste is much more. It is a recoverable packaging (in the form of energy recovery as it has a high calorific ratio in incineration). The new box – the paper we use

From a recent interview by Michael Skinner, President, DANSR, inc.,the U.S. importer for Vandoren Products

comes from trees planted expressly for paper production and does not contribute to deforestation. Moreover, trees are systematically replanted in each section as they are felled. We have also replaced toxic inks, fixatives, developers and solvents, with others less polluting in nature (for example, the use of offset inks instead of habitual UV inks). Inside the factory – we use electric vehicles to move around our factory and finally I am happy to tell you that I drive a hybrid vehicle. MS: Wow! So it would seem to me that every step of the way, you not only found ways to protect the reeds, but to protect the environment. BV: Yes, it's true. MS: Are there any additional advantages to the new packaging? BV: Yes, in recent years we have seen the increase in counterfeit products that concern us very much. The level of sophistication required to create this packaging and product makes it difficult to copy. Again, our goal here is to create the best product so musicians can continue making the beautiful music for which we are so passionate. MS: Thank you Bernard!

For more information on Flow Packs or the environment, consult the Vandoren website at www.vandoren.com

Upfront Dr. Ron Hufstader Named as Clinician for Conn-Selmer Conn-Selmer, Inc is has announced that Dr. Ron Hufstader is a new addition to its Rehearsal Clinicians for Conn-Selmer instruments. Conn-Selmer Rehearsal Clinicians work with ensembles around the country to improve rehearsal and performance techniques. Ron Hufstader has served as director of Bands at the University of Texas at El Paso since 1976 and served as chairman of the Music department from 1990 to 2002. He presently serves as director of Instrumental Studies. He conducts the University of Texas at El Paso Wind Symphony, the UTEP Orchestra and teaches undergraduate and graduate conducting. It is under his direction that the Wind Symphony was selected to perform for the Texas Music Educators Association and the College Band Directors National

14 MMR

Association conventions. Dr. Hufstader’s many professional activities include coordination of halftime shows for some of the major bowl games including the Sun, Alamo, Liberty, Gator and Sugar bowls. He played principal trombone in the El Paso Symphony Orchestra until 2005 and has played with orchestras such as the Greensboro Symphony, the WinstonSalem Symphony and the Classical Music Seminar Orchestra in Austria. Dr. Hufstader has served as a guest conductor and adjudicator throughout the United States, Canada, Mexico and Latin America. In 1995, Dr. Hufstader established the El Paso Wind Symphony, a professional concert band composed of music teach-

ers and business people from the El Paso area. This group now has a subscription season of five concerts. In 2006, the ensemble was invited to perform for the Texas Bandmasters Association Band Symposium. Dr. Hufstader holds a Ph.D. in music education from the University of Iowa, a Master’s degree in performance from the University of Iowa, a Master’s degree in music education from the University of North Carolina at Greensboro and a Bachelor’s degree in music education from East Carolina University. For complete information about Conn-Selmer endorsing artists and clinicians, please visit the artist section of www.conn-selmer.com.

SEPTEMBER 2008

Upfront

New Zildjian Artists

Duesenberg Guitars Appoints SF Marketing as Canadian Distributor SF Marketing has introduced Duesenberg Guitars to the Canadian market. Canadian retail prices for the guitars range from $1999 to $4499 (CAD). Founded by Dieter Goelsdorf, a leader in design and innovation for decades,

Duesenberg Guitars represent a unique combination of German engineering and classic art-deco styling. Each instrument embodies the construction techniques, features and sounds that have written music history.

Trade Regrets: Hiram Bullock Hiram Bullock, a member of the original band for “Late Night with David Letterman,” passed away on July 25 in Manhattan. He was 52. The jazz-rock guitarist studied with the likes of Pat Metheny and Jaco Pastorius before going on to record and perform with Billy Joel, Steely Dan, Barbara Streisand, David Sanborn, and James Brown, among many others.

The Avedis Zildjian Company has announced that many top drummers have recently switched to Zildjian Cymbals. According to John DeChristopher, Zildjian’s vice president, Artist Relations & Event Marketing Worldwide, new Artists recently making the move to Zildjian include Eric Kretz (Stone Temple Pilots), Gary Mallaber (LA session ace), Ronald Bruner Jr. (Stanley Clarke), Taku Hirano (Bette Midler, Fleetwood Mac), Peter Michael Escovedo and Juan Escovedo. Following on the heels of John Blackwell (Prince, Justin Timberlake) and Chris Layton (Double Trouble, Arc Angels, Kenny Wayne Sheppard) switching to Zildjian, the new Artists were also previously endorsing other cymbal brands and cited sound, consistency, service and the “family vibe”, as their reasons for switching to Zildjian. Visit www.zildjian.com for information on their cymbal set-ups and stay tuned for other top artists making the move over to Zildjian.

Independent Thought. “ACCESS has it all—the quality’s there, the price is there, the proﬁt’s there. Our customers recognize the difference and the sales exclusivity is a competitve advantage. If you’re an independent dealer, you need ACCESS bags and cases.” Dan Clopton, Hames Music Gaffney, SC

16 MMR

Call For Free Prot Checkup! SEPTEMBER 2008

Upfront Conn Vintage 8D Release VIP Party On Wednesday, July 2nd, Conn-Selmer, Inc., in conjunction with Rayburn Music in New York, held a special invitation event to unveil the new Conn Vintage 8D to the horn players of New York at Steinway Hall. Created in the Pro Shop at the Conn-Selmer Eastlake, Ohio facility, the new Vintage horn provides the superior options for clarity, flexibility, sound and performance. “Being that the New York players have supported Conn horns for many years, this was a great opportunity to show them our latest creation by bringing the sought after Elkhart 8D sound back to life” says ConnSelmer director of marketing, horns, Michael Kamphuis. “The Conn Vintage 8D

takes the design of the early Elkhart 8D era, combined with some modern design features and creates an instrument for and by professionals who demand the very best from their instruments”. With close to forty horn players in attendance, all had the opportunity to play test a wide selection of these special horns throughout the rooms at Steinway Hall. The Conn Vintage 8D was officially released to the public on July 22nd at

American Audio “Redefines” Accessories American Audio is setting out to broaden the concept of musical accessories – and create some exciting new profit opportunities for dealers in the process. The Los Angeles-based company has introduced several products that, while not fitting the mold of “musical accessories” in the traditional sense, hit this market squarely on the head by performing functions that music store customers want and need. The best thing about American Audio’s new breed of accessories is that they’re not instrument-specific. They cut across categories and can potentially generate add-on sales to virtually anyone who visits your store, whether a teacher, student, professional musician, garage band player, singer, songwriter or just someone who enjoys music. For example, one of American Audio’s new accessory products is a lightweight, pocket-sized, battery-operated digital recorder. Aptly called the Pocket Recorder, this go-anywhere device records professional-quality digital audio fi les in both WAV and MP3 formats. Equipped with built-in condenser microphones and stereo audio inputs, it creates fi les with professional-quality true stereo sound. The fi les are recorded directly onto an SD card, and the unit also has a built-in USB port that lets you connect to a computer, 18 MMR

so you can playback, manipulate and send your recordings as you see fit. Although a digital recorder may not fit the standard notion of a musical accessory, the Pocket Recorder taps into the needs of a broad cross-section of customers who patronize music stores. Virtually any type of customer who walks in the door, regardless of what type of instrument they play (or whether they play one at all), is a candidate to buy a Pocket Recorder. The Pocket Recorder’s reasonable price tag ($209.95 MSRP) and easy operation add to its impulse appeal. Another new product from American Audio that would fit this new understanding of musical accessories is the TT Record, a belt-driven turntable that converts 33 and 45 RPM vinyl records into digital MP3 files (256 kbps). Unlike other groove-to-digital converters, the TT Record does not require a computer or additional software to create MP3 recordings. Users simply place their vinyl record on the platter, insert a USB memory stick or SD card into the unit’s built-in USB slot, press the Record button, and the track is ripped to MP3 format. The unit records directly onto the USB stick or SD card, from which the track can be transferred onto a computer or MP3 player. At $299.95 MSRP, the TT Record, like the Pocket Recorder, is affordable to the customer, yet also

the International Horn Symposium. To learn about C.G. Conn Vintage horns, please visit www.cgconnhorns.com or contact via e-mail at horns@conn-selmer.com.

represents a relatively high-ticket sale for the retailer with a good margin. American Audio notes that the best way to promote sales of accessories like the TT Record and Pocket Recorder is to give them maximum visibility in the showroom. Because of their broad appeal, displaying these types of products in several areas (keyboard, MI department etc.), allow them to seen by different types of customers. For more information, visit American Audio online at: www.adjaudio.com

Hard Rock Park Opens with Peavey Hard Rock Park, “the world’s first rock n roll theme park,” located in Myrtle Beach, S.C. boasts themed rock n’ rollercoasters such as, “Led Zeppelin: The Ride” and “Eagles: Life in the Fast Lane” among its 50 rides and attractions. Peavey worked closely with the park and systems integrator, Electrosonic, “to create an unparalled music experience.” The Hard Rock Park makes extensive use of the Peavey MediaMatrix® NION® audio distributions system, the ribbon-loaded Peavey Versarray™ line array and the Crest Audio® Pro 200™ Series power amplifiers. SEPTEMBER 2008

Groundbreaking Bass Effects from the Legendary Name in Rock. Bass Big Muff The prodigy reborn with underworld instincts that come to life wielding the drive of the original Muff and the earthy support of a bass tailored design.

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Bassballs Twin tuned filters sweep your signal creating a unique vocal tone. The envelope follower for bass players who gotta be funky.

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Upfront GC Session with Mustaine Attracts Thousands Guitar Center recently held its latest Guitar Center Sessions event with legendary songwriter/guitarist Dave Mustaine of Megadeth, at Guitar Center’s Hollywood store, located at 7425 Sunset Blvd.

Dave Mustaine of Megadeth meets with fans and signs autographs after the recent Guitar Center Sessions event at GC’s Hollywood store.

Co-sponsored by Marshall Amplification, Dave Mustaine of Megadeth (L) with interviewer and radio personality Full Metal Jackie (R) the over-capacity event at the recent Guitar Center Sessions event at GC’s Hollywood store. showcased an intimate who led a 90-minute conversation touchdiscussion, plus live performances, with ing on Mustaine’s career, the state of the one of metal’s most legendary icons. music industry, his approach to songwritSince forming Megadeth in 1983, Dave ing and his experiences in the recording Mustaine has gone 20 times platinum, studio and on the live stage, as well as an has received seven Grammy® nominain-depth discussion of the various gear tions, and has influenced and inspired a he uses to create his signature sound. generation of guitarists and fans alike. Mustaine shared stories from his past A music education-based initiative and talked about his current projects and featuring informative, provocative disthen took time to answer questions from cussions and hands-on tutorials, GC the audience during the night’s Q&A sesSessions serves as an incubator for musision. This was followed by an intimate cians and provides them an opportunity signing, where over 1,500 fans lined up to network with their peers while gaining to have their guitars, posters and records insight and knowledge from their heroes autographed. in a comfortable and intimate setting. More information on Guitar Center The evening began with Mustaine can be found by visiting the Company’s being interviewed by Full Metal Jackie Web site at www.guitarcenter.com. of southern California’s Indie 103.1 FM,

Leblanc Web site Now Live Conn-Selmer is pleased to announce that a new Web site for Leblanc clarinets, www. leblancclarinets.com, recently went live. The new site will be the clearinghouse for all information regarding the complete line Leblanc clarinets. The site also includes links

to other valuable resources such as an artist list, a Leblanc Players Forum, and exclusive performance resources especially for clarinet players and teachers. As the website continues to develop, more information about the complete line will be added.

Sama ProSound Celebrates 40 Years with Shure This year, Shure Incorporated’s channel partner in Korea, Sama ProSound, is celebrating its 40th year as a Shure Distributor. Mr. Joong S. Inn established the firm and began its partnership with Shure in 1968. “In today’s marketplace, it has become increasingly rare to find the kind of longlasting, productive, and cooperative partnership that we have enjoyed with Sama ProSound over the past 40 years,” says Sandy LaMantia, president and CEO of Shure. “We recognize that our own growth and reputation in Korea is directly impacted 20 MMR

by Sama ProSound’s interactions with our customers, and we truly appreciate the relationship that we have with Mr. Inn and his staff. They have played a vital role in our success in Asia.” Sama ProSound Company is one of the most successful and renowned distributors in the pro-audio industry in Korea. The company currently represents/distributes QSC Audio, TC Electronic, Dynaudio, PreSonus, OHM as well as Shure in Korea. For more information, visit: www. shure.com.

The Web site also contains information about the complete professional Leblanc professional line as well as the Vito student line of clarinets offered through Conn-Selmer. “At Leblanc, we are creating a clarinet revolution. With our engineers, master designer Morrie Backun, and our artists, we have developed concepts that are challenging the traditional idea of what a clarinet is and can be,” says Scott Kurtzweil, director of marketing, clarinets. “Our computer-aided acoustic modeling gives us a clarinet with the most secure intonation I’ve ever experienced!”

SEPTEMBER 2008

Upfront Dealers and Technicians on C. Bechstein Germany Tour A select group representing the North American network of Bechstein retailers and craftspeople made a “musical” pilgrimage to C. Bechstein in Germany in June to learn first-hand all that goes into the making of Bechstein’s handcrafted European instruments. They were accompanied by Bechstein America’s CEO, Ken Ambrose, and National sales manager, Bob Preim. Their tour included visits to C. Bechstein’s Headquarters and Showroom in Berlin, tours of the Bechstein manufacturing facility in Seifhennersdorf and the Bechstein Europe factory in Hradec Kralove (Czech Republic), and lots of sightseeing in Berlin and Dresden. “The reason we bring our dealers and technicians over to Germany,” says Ambrose, is because we believe it is extremely important for them to understand what actually goes into the creation of Bechstein pianos. We want them see for themselves the attention to detail and the enormous pride that the workers put into what they do. They come back, says Ambrose, “with an appreciation for the people, the product, and the level of competency—and an understanding of just how good the product is.”

David Smith, RPT; Kevin Stock, RPT; Werner Albrecht; Ken Ambrose and Bob Preim in the C. Bechstein factory’s Soundboard Conditioning Room 22 MMR

Bechstein dealers and technicians pose for a photograph at the Dresden Zwinger Palace, Dresden’s most famous landmark, during their week-long visit to C. Bechstein in Germany. Left to right: David Smith, RPT – The Colburn School, Los Angeles, Calif., Sean Mallari, RPT –Williamsburg, Mass., Arndt Christian Schmitz – C. Bechstein, Germany, Kevin Stock, RPT –The Colburn School, Los Angeles, Calif., Jan Bjorn Feyerabend – C. Bechstein, Germany, Ken Ambrose – Bechstein America, New York, NY, Patricia Glaser Hattendorf – Vintage Piano Works, Georgetown, Ind., Allan Gilreath, RPT – Allan Gilreath & Associates, Calhoun, Ga., Bob Purdon – The Piano Company, Leesburg, VA, Antoinette Purdon – The Piano Company, Leesburg, Va., Matthew Grossman, RPT – Vintage Piano Works, Georgetown, Ind., Geisla Manchen – Ero Grand Piano Gallery, Naples, Fla., Bob Preim – Bechstein America, New York, NY, Gunter Manchen – Euro Piano Gallery, Naples, Fla.

At the C. Bechstein Pianofortefabrik AG headquarters and showroom in Berlin, they were warmly greeted by the company’s Chairman of the Board, Karl Schulze and marketing assistant Jan Bjorn Feyerabend. From a personal standpoint, Antoinette Purdon of The Piano Company in Leesburg, Va. says she was impressed by how genuinely committed the Bechstein folks were, and how professionally the trip was handled: “Karl Schulze spent most of his time with us, and this was very important to the dealers. We asked a lot of questions about how the making of a Bechstein compares with the manufacturing of other

instruments, and it was clear that Karl is a master at his craft—he really knows the entire piano business, not just Bechstein.” At the Bechstein factory in Seifhennersdorf, the guests received the full VIP treatment from tour guides Karl Schulze and Jan Bjorn Feyerabend, and had an opportunity to meet Werner Albrecht, Bechstein’s vice technical director. A tour of the entire facility included every step of the piano-making process from machining, to plate-making, rim pressing, final finishing and voicing. Allan Gilreath, RPT, of Allan Gilreath & Associates in Calhoun, Ga. says that taking the trip to Germany

A C. Bechstein factory worker individually hand sorts hammer shanks by stiffness and sound.

Werner Albrecht, C. Bechstein Vice Technical Director, describes the details of Bechstein’s plate manufacturing process SEPTEMBER 2008

the Right POP

for YOUR Store

Sennheiser makes it easy to add on microphone sales for every piece of gear you sell in your store with the new Right Mic POP! Colorful hang-tags on products help pre-sell your customers on which mic they’ll need to capture every nuance of the gear they crave. Three-sided POP checkout counter displays and a fold-out brochure reinforce The Right Mic message while cards in your display case highlight the features, beneﬁts and applications of Sennheiser’s evolution mics. Add web-resources, promotional incentives and a vigorous national ad campaign and you’ve got an in-store promo that’ll rock your register. Call your local Sennheiser Rep to ﬁnd out what The Right Mic can do for you!

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Upfront

Bob Preim, Sean Mallari, Kevin Stock and David Smith inspect the construction of a concert grand.

was an opportunity he just couldn’t afford to pass up. “The Bechstein craftspeople are impeccable in their attention to detail, and quality is paramount, all through the process,” says Gilreath. “Bechstein maintains a number of Master Technicians on staff, and these are the people empowered with deciding what goes into the piano and what changes happen along the process. Bechstein is interested in making the very best piano they can possibly make.” The contingent of dealers and technicians also had a tour of C. Bechstein Europe, Bechstein’s exclusive manufacturing facility in Hradec Kralove, where Bechstein’s W. Hoffmann pianos are built. Ken Ambrose believes that this is an essential part of the tour—for the group to have the opportunity to witness the devel-

opment, the “birthing” of W. Hoffman pianos. And, to see first-hand that the same state-of-the-art technology and equipment, and the same attention to detail that goes into the making of a C. Bechstein or Bechstein Academy piano is exactly replicated in the Czech Republic factory. Bob Preim was pleased with his guests’ reactions to the trip. “I think that everyone who joined us on the trip really got to see first-hand the care, the precision and the high standards that Bechstein uses in all their manufacturing. It is one thing to talk about it. But it is another to actually see it. I think they all came away with a better understanding of what it takes to create a truly fine, handmade piano, and the artistry and consistency that makes Bechstein genuinely different.”

The group in the Selection Room at the C. Bechstein Europe manufacturing facility in Hradec Kralove, Czech Republic. 24 MMR

SEPTEMBER 2008

People Kaman Music Corporation (KMC) is pleased to announce that Mike Feinberg has been promoted to the position of Merchandising/ Product manager. Feinberg Feinberg joins the KMC/MCP Merchandising Team, which is responsible for developing product opportunities and promotions to help maintain KMC/MCP’s market leader position as a wholesale distributor. Feinberg received his B.S. degree in Communications from Southern Connecticut State University. Mike began his career with Kaman Music Corp in January 1999 as a Call Center representative. In August 2002, Mike was promoted to the position of Sales and Marketing representative for Kaman Music International. He worked directly with over 80 distributors worldwide in markets such as, Poland, Russia, Greece, South Africa, Israel, Switzerland, India and Brazil. In this new position, Mike will report to Roger Hart, director of Merchandising. Stanton Group announces the appointment of Tim Dorwart and Mike Quandt to Stanton Group’s Board of Directors. Dorwart began his career as a professional musician and followed that up with successful stints at Bose Corporation and DMX Music where he built up their sales, marketing and distribution divisions and pioneered innovative selling channels. With over 25 years of experience, Dorwart has managed the profit and loss results for major national/multi-national corporations as well as multi-million dollar capital, expense and revenue results. Quandt was appointed to the position of president and COO in February 2007. Mike joined the Stanton Group as CFO in 2002 and was responsible for overseeing the Groups administrative and financial operations and also held the title Senior Vice President of Operations. Quandt is a CPA with over 20 years of financial and operational management experience, including Vice President of Finance at AAR Landing Gear Services and held several senior level financial positions at Phelps Dodge Corporation. 26 MMR

Korg USA announces the appointment of David Volpe and Rick Greenly to their new positions as district sales managers. Volpe will serve dealers in New Jersey and Volpe Pennsylvania, while Greenly will serve the Mountain States region. In their new positions, they will be responsible for implementing dealer sales and support programs for Korg, Marshall and VOX products. The announcement was made by director of sales Doug Nestler. Volpe’s MI background includes serving as district sales manager for Kaman Music, selling Ovation, Takamine and Hamer Guitars, Toca and Gibralter percussion and Trace Elliot Amplification. In addition, he’s worked as a professional singer/guitarist for over 30 years. Greenly comes to Korg USA most recently from the Numark, Akai Professional and Alesis group of companies, where he served as a regional sales manager. Greenly Additionally, Greenly has experience as a professional musician and as a Front-of-House engineer at the Telluride Jazz Festival, and he currently operates a private recording and rehearsal facility in Phoenix. Jupiter Band Instruments, anInc. nounced that members of its Customer Rosborough and Bell Service and Product Management departments will shift responsibilities. Dana Bell, an integral member of the customer service team, has been appointed Customer Relations manager. Brent Rosborough will take on a new role as Wind Instrument product manager. Ed Gobbel will assume the duties of Altus Flutes sales manager and Flute product manager. Grover Pro Percussion, Inc. recently welcomed sales veteran Jim Simonian as the new director of International Sales.

A native of Cleveland, Ohio, Jim Simonian spent the majority of his career in the recording industry. He received his bachelor’s degree from Cleveland State UniverSimonian sity in 1989, and has maintained a balance of professional drummer and professional salesman ever since. Simonian enjoyed careers first at Capitol/EMI as a national account manager, then at Telarc/ Heads Up records as a sales manager, and has accumulated extensive experience in retail, distribution, and repping. As the director of International Sales, Simonian is responsible for the direction and focus of the worldwide sales effort for SilverFox drumsticks, Grover Pro Percussion, and now the U.S. distribution of Premier marching and concert percussion.

Samick Music Corporation of Gallatin, Tennessee announces that Jay Cross has been named vice president of Sales and Marketing for the Keyboard Division. After coming to SMC Cross from Young-Chang in 2004, Cross has served as Midwest Regional sales manager for four years. For the last two years, he assumed the role of director of Marketing for Acoustic and Digital Pianos. SMC announces that Rich Pritikin will assume the role of Western US Digital Sales manager and also serve as director of Product Development for Samick Digitals. Rich has an es- Pritikin tablished sales record in the digital piano industry, having held positions at Suzuki Corp, Viscount Corp, Pearl River, and most recently as Vice President of Sales for Adagio Digital Pianos. Barnabas Fekete has accepted the title of Product and Service manager for Samick Digitals. Fekete has served in various roles in the development of digital pianos for SMC, including establishing the Kohler Digital line. He will continue to assist in the development of new products for the Samick Digital Division. SEPTEMBER 2008

Stats MI SalesTrak® Snapshot: Share of Digital Piano Sales by Type

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When you only have time to read one music trade magazine, turn to MMR. First. 28 MMR

SEPTEMBER 2008

n R i hythm fi e

twinkle

DESIGNER COLLECTION

Financial Steinway Reports 2Q Profits Steinway Musical Instruments, Inc has announced that revenues for the second quarter rose seven percent over the prior year. In addition, it reports $0.9 million in sales from a new online business. Overall gross margins decreased from 31.5 percent to 29.5 percent due to $.06 million of severance costs for band plant closures and $0.4 million of costs associated with the closing of their U.S. piano plant. Operating expenses increased 8 percent as compared to the previous year due to $1.1 million of costs related to band facility rationalization. Net interest expense decreased 10percent due to lower borrowings during the quarter. Revenues for the six-month period increased 4 percent and gross profit increased slightly to $56.4 million. Operating income declined 6 percent as costs associated with band facility rationalization and piano plant shutdowns negatively impacted results. On an Adjusted basis, EBITDA improved 7 percent, reflecting improvement in band manufacturing efficiency absent the impact of plant closure costs. Band sales for the quarter increased $3.1 million, or 8 percent, over the prior year period as the business realized revenue increases in all major product categories. Gross margins decreased from 22.7 percent to 21.8 percent as a result of severance costs associated with previously announced plant closures. Adjusted margins improved to 23.2 percent for the quarter. Piano revenues for the second quarter increased $2.2 million, or 4 percent. Worldwide, unit shipments of Steinway grand pianos remained level with the prior year period. Domestically, shipments of Steinway grand pianos increased 10 percent over the prior year period. Overseas, the Company saw a 9-percent decrease in shipments of Steinway grands due to the absence of a large institutional sale which was recorded in the second quarter of 2007. Excluding that sale, overseas unit shipments would have increased 10 percent. Unit shipments of mid-priced pianos declined 15 percent as compared to the second quarter of 2007. This decrease is primarily

a result of unusually high shipments in the second quarter of 2007 when many dealers took initial delivery of the re-launched Essex piano line. In order to control inventory levels of Steinway pianos, the Company operated its New York piano factory under a reduced production schedule during the second quarter of 2008. This action negatively impacted gross margins, which declined from 36.7 percent to 35.1 percent. For the six-month period, piano revenues increased 4 percent. Steinway grand unit shipments declined 7 percent and mid-priced piano unit shipments remained level with prior year. Sales remained strong in China and former Eastern Bloc countries, somewhat mitigating the impact of soft demand in the United States. Gross margins for the sixmonth period decreased from 36.3 percent to 34.8 percent primarily as a result of lower production levels at the Company’s New York piano plant. CEO Dana Messina discussed the Company’s results, “We are very pleased with our results for the second quarter. In the midst of band plant consolidation and a difficult U.S. economy, both the band and piano divisions posted increased sales for the period.” Messina added, “We are nearing completion of our band facility rationalization and expect to start realizing improved profitability from our plant consolidation efforts in the fourth quarter of this year. Regarding revenue expectations, our band instrument orders were up slightly through June. Solid order rates coupled with less plant disruption should result in improved sales for 2008.” Discussing management’s outlook for piano operations, Messina said, “While we had decent domestic shipments of Steinway grands this quarter, there is much uncertainty in the current worldwide economic outlook. Over the next six months, we expect worldwide piano sales to be in line with last year. We plan to continue a reduced production schedule at our domestic piano facility in the third and fourth quarters.”

Sennheiser Posts Record Numbers for Fiscal 2007 Audio specialist Sennheiser, the parent company of Sennheiser Electronic Corporation located in Old Lyme, Connecticut, announced a positive balance for the fiscal year 2007 with worldwide sales up by 10.9 percent. Total global sales at the Sennheiser Group amounted to 395.3 million€ (approximately $626 million USD). With this result, Sennheiser electronic GmbH & Co. KG is continuing the successful series of results of recent years. Among the Sennheiser product divisions, the headphones segment held the top position. “We are very pleased to have completed fiscal year 2007 once again with two-digit growth,” said Volker Bartels, speaker for the executive team and president of manufacturing and logis30 MMR

tics, at Sennheiser’s balance sheet press conference held at the Wedemark, Germany headquarters in July. Sennheiser Group sales increased by 10.9 percent compared to 2006 to a total of 395.3 million. In the same period, earnings rose by 19.8 percent from 16.9 million (approximately $27 million USD) to 20.2 million (approximately $32 million USD). “All Sennheiser markets worldwide have developed positively. In particular, the systematic expansion of our international sales network and the opening up of further markets have contributed to the good annual result,” Bartels continued. In spite of the weak dollar, the region of America increased sales by 2.0 percent to 104.5 million (approximately $165 milSEPTEMBER 2008

lion USD), thus remaining Sennheiser’s strongest region overall. After adjustment for currency effects, this even represented an increase of 10.3 percent. The leading growth market was once again the region of Northern and Eastern Europe, which recorded a 26.0 percent rise in sales amounting to 79.8 million (approximately $126 million USD). All segments of the Sennheiser Group contributed to the successful annual result. The front-runner was the headphones segment, which saw a 19.7 percent increase in sales. With total sales of 111.7 million/$177 million, this product segment accounted for the largest share (28.3 percent) of Sennheiser Group sales. “This excellent result was positively influenced by continued growth in the consumer electronics sector and the worldwide market development in mobile music,” Bartels explained. “The wireless technology product segment also recorded continuous growth rates.” As the second-strongest segment, with sales of 102.9 million (approximately $163 million USD), wireless microphones achieved an increase of 9.2 percent compared to the previous year. Output from the Sennheiser production sites amounted to 150.4 million (approximately $238 million), up by 2.2 per-

SEPTEMBER 2008

cent over the previous year. Further improvements in materials management and the supply chain ensured even higher profitability at the plants in Germany, Ireland, and the USA. “We were also able to implement activities in the field of ‘lean manufacturing’ at all production locations,” Bartels reported. The positive development was also reflected in Sennheiser’s growing workforce: in 2007, the number of employees rose by 6.7 percent to an average of 1,976 employees worldwide. As for 2008, the first six months of the year have already been positive for Sennheiser. “We are expecting further growth from expansion in the Asian market, in particular due to the foundation of our subsidiaries in Japan and China,” said Bartels. At the same time, Sennheiser sees further development potential in Europe. And the company is equally positive about its future at the Sennheiser headquarters in Wedemark. “We plan to consolidate our production capacities at the site by building a new manufacturing and technology center in the second half of 2008,” Bartels continued. For more information, please visit www.sennheiserusa.com

MMR 31

WEBWISE

Becoming e-Savvy is Being Made Easier Retail Up! Levels the Playing Field for the Independent Retailer By Kevin M. Mitchell

o those retailers on the fence about updating his or her Web site and expanding its features, Bee Bantug has

one word for you: Indispensable. “A multifunctional, participatory website today is absolutely indispensable,” Bantug says emphatically. “Just as it’s essential to have real estate for your brick and mortar store, it’s equally essential to have a functional, dynamic, interactive Web site. What Retail Up! has done is bring all this technology that’s out there to the independent dealer and supplier.” Bantug is a managing partner of Retail Up!, which provides website services to independent retailers. “A Web site able to do multiple tasks is key to sustaining a retail business in 32 MMR

today’s world,” she continues. “Over 80 percent of the customers of independent music stores already use the Web – not just to buy, but to do research, support their lifestyle and interests, communicate, and interact with their local communities … we want to advocate for the retailer so he or she can find a way to use the technology available to his or her advantage.” She stresses that the retailer doesn’t need to think it’s all about selling on the Web; in fact, she recommends against it, saying the bigger e-commerce sites “clobber” smaller operations. “The misconception is that you only want a good website if you’re going to do e-commerce, but that is not the case at all. We want retailers to think in terms of e-business. It’s about providing the technology to allow retailers to be more efficient in their daily retailing operations. ” Moreover, it’s not the whole

“What the industry needs to do is supply support to the independents, as they make up the fabric of the entire MI industry.” SEPTEMBER 2008

big world independent retailers want or can attract, it’s the local communities. Bantug is that rare technology expert – certainly capable and knowledgeable, but completely sympathetic and appreciative of the retailer whose day-to-day running of operations keeps him or her from keeping pace with the ever-changing tools available. “We help retailers prioritize their needs and get the technology they need – we know it can all be overwhelming.”

Filling the Gap Retail Up! began in 1999 with technology that was designed from scratch using Microsoft ASP and SQL platform. “Our program allows retailers to build Web pages that they can update on the fly,” Bantug says. “It’s high-end programming and technology that we’ve used from the very beginning.” The programming team members each have at least 10 years or more experience and constantly keep up to date on the latest technological advances. The emphasis of the company is to provide support, tools, and advice to make a retailer’s Web presence a success. The team first introduced themselves at the 2003 Winter NAMM. And most of the key players at Retail Up! are, in fact, players themselves. “We have a passion for music, and almost all of us play instruments.”

SEPTEMBER 2008

Looking around the MI landscape in 2002, Bantug and company partner Gordon O’Hara saw a real need for accessible and easy-to-use, yet sophisticated websites. “Typically, those retailers who did have sites had ones that were just informational,” she says. “The gap we fi ll are those who want more from their site – more information about products, more information on customers, more customer and staff participation. And customers want to interact with retailers about products and services on their own time, 24–7.” This includes a world of possibilities, starting with finding out about lesson programs and being able to ask teachers questions or set up appointments. Making a store’s educators and their availability easily accessible to parents goes a long way in keeping the customers engaged. Engaged customers mean more loyalty, and that means a lower drop out rate. One critical trend involves the “simple” act of renting an instrument for a school music program. “That’s another important service we offer. Customers find and rent right online the instruments, accessories and music books for their child’s specific school. They sign

up their rental agreement online and then the store completes the contact.” Increasingly, parents are too busy to stop by a music shop to do all this. Or, it may be past store hours or it’s on a weekend when they can. The store that allows this to be done online is the one that’s going to get the business. Another component of Retail Up! services is the ability to narrow and personalize e-newsletters to reach a retailer’s audience. A band and orchestra special promotion can go out just to those “band parents” who are labeled such in the system. That advertisement on your “two for one drum stick sale” can just go to the rock and roll kids who bought percussion accessories in the last six months. “By targeting and personalizing, the retailer can do a better job of speaking one-on-one with the demographic, and this builds a relationship and leads to increased business.” There are a multitude of other services offered, too. Retail Up provides pictures, descriptions and other data on over 90,000 music products and 200,000 print music books from over 200 manufacturers and 300 publishers. Also, being able

“A Web site able to do multiple tasks is key to sustaining a retail business in today’s world.”

MMR 33

to easily track what SKUs are moving and what aren’t is an important feature. And recently the company launched the industry’s first touch-screen Pointof-Sale system.

Getting with the Program

Raxxess has been providing high quality, innovative products and rack solutions to musicians, recording professionals and dj’s for nineteen years. We remain dedicated to supporting our customers with a variety of attention-getting displays and merchandising opportunities, sure to attract the consumer. Our margin-making products are backed by a liberal stock balancing program and no-nonsense warranties.

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34 MMR

Today music retailers continue to look to Retail Up! to get their sites up to the level that customers demand. “Of the top 200 dealers, almost 15 percent are already our clients,” Bantug says. Still, sometimes it’s a hard sell. As Retail Up! has chosen to exclusively focus on independent retailers, she knows well the challenges of the “Mom and Pop” stores. Those retailers who understand the importance of an interactive professional site capable of multiple tasks and networking opportunities have taken advantage of their services. The issue is often generational, she says. “There are people who have not had anything to do with the Internet from the beginning and they are naturally and understandably apprehensive. There’s always a fear of what you don’t initially know about or are not comfortable with.” Included in those who “get it” are the people who run NAMM University. Retail Up! has been a fi xture on their slate of seminars and workshops for every winter and summer show going back five years (most recently I myself got to share a panel discussion with Bantug on the topic of Web sites at the Summer NAMM). No doubt they will be in Anaheim in January, too. And Retail Up! has anything but a one-size-fits-all mentality. “We analyze your operation first, then analyze your competition.” For Bantug, this is all a calling. “What the industry needs to do is supply support to the independents, as they make up the fabric of the entire MI industry. From our point of view, for the industry as a whole to stay vibrant, we have to support those stores. That is what we laid out as a mission from the beginning. “Essentially, when you think about it in business terms, those operations need the business tools that a solid Web site can provide. That’s where we come from.” Big companies develop their own internal team to handle this, and Retail Up! has positioned itself to provide the same resources to the independent retailer. The phrase “creating a level playing field” gets bantered around a lot, but this is certainly one way to truly do it. SEPTEMBER 2008

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News

&REEWAY Â˛ HE T R TE F ! G IN O ' E R Âą7EÂ´

Why Belong? The BeneďŹ ts of NAMM Membership It that time of year when Members are renewing their Memberships and updating contact Itâ&#x20AC;&#x2122;s informationâ&#x20AC;&#x201D;a process that sparks the question: Why belong?

Note from Joe Larry

(NAMM Member) MM

Why I Belong to NA

107 years and NAMM has existed for thousands of over that time period, decision to people have made the ation for a variety belong to this associ industryâ&#x20AC;&#x2122;s nt to be a part of the of reasons. Some wa a unique blend of owsâ&#x20AC;&#x201C;events that are most vibrant trade sh ustry each year. fun that drive our ind business, music and eive group savings er Members and rec oth th wi n joi to nt Some wa ge and â&#x20AC;&#x153;what worked or share their knowled on business services gh NAMM University. for meâ&#x20AC;? stories throu res like mine with e NAMM provides sto us ca be g lon be I , lly Persona nity, share ideas and e together as a commu the opportunity to com t exploring this sses. If stores are no cce su s erâ&#x20AC;&#x2122; oth ch ea e ll celebrat ssing an area that wi mbership, they are mi aspect of NAMM Me proď&#x192;&#x17E;table entity. a better run and more make their company d the many services an

for its Members in t NAMM provides value portant function is jus t perhaps its most im programs offered, bu ur eryone knows yo Cheers bar where â&#x20AC;&#x153;ev being NAMM. Like the y where those who ays be the communit name,â&#x20AC;? NAMM will alw g. me, will always belon believe in music, like

Larr y Fullenkamp Moeller Music Franklin, Ohio

By belonging to your industry association, you play an important part in your industryâ&#x20AC;&#x2122;s effortsâ&#x20AC;&#x201D;the work to improve trade shows, fo market development, government relations, business services and various networking gatherings that all contribute to our mission of strengthening the industry and creating new music makers of all ages. While NAMM iis working year-round to create and develop beneďŹ ts designed to help Members like you b succeed, these recent events also demonstrate u NAMMâ&#x20AC;&#x2122;s commitment to growing the industryâ&#x20AC;&#x201D; A one e business at a time.

NAMM Trade Shows N NA NAMM shows are the best places to feel the vibe of the music products industry. Members use these events to ďŹ nd the latest products, network and bring home new business ideas. Successful trade shows are at the core of the NAMM business model, where proceeds are reinvested back into the industry by funding music-making charities, programs and initiatives designed to help our Members succeed.

Saving You Money with Group Buying Power NAMM helps Members save money on business services they use every day including Shipping/ Freight, Credit Card Processing and Healthcare Insurance. NAMMâ&#x20AC;&#x2122;s 9,000-Member-strong buying power allows us to negotiate better rates for everyone.

ADVERTORIAL

Going After the Freeway of New Customers NAMM helps Members reach out to new music makers through a wide array of market development programs. For example, each summer, the Vans Warped Tour reaches thousands of music-hungry teens in a nationwide live music tour. This year’s event traveled to 45 markets across the United States and Canada. To make the most of this widespread event, NAMM offered retail Members some great marketing opportunities to reach this powerful youth demographic, including a simple “promotion-in-a-box” to set up within stores, as well as an opportunity to give lessons in a Wanna Play? tent at their local tour stop. Retailers responded: 125 participants opted in to the program, with 106 boxes ordered and 25 retailers who represented their stores on site. This kind of publicity sends teens through the doors of NAMM Members—another chance to connect with a growing market by placing music products right in their hands!

2009 NAMM Show Housing Opens September 15

Representing the Industry NAMM represents your interests in Washington, D.C., in state legislatures and with partners around the world. As an example, NAMM’s annual “Advocacy Fly-In” event brings delegates from the music products industry to Washington, for an opportunity to learn more about the association’s public affairs and government relations activities. The powerful connections made here make sure the industry’s message is communicated on the important issue of music education. Because today’s students are tomorrow’s music makers—and leaders.

Preserving Your Stories and History This unique program, which captures important video testimonials, stories and history from longtime industry leaders, mentors and heroes, just reached a major milestone with the recording of the 1,000th interview: Dennis Houlihan, president of Roland U.S. and past chairman of NAMM. Interview subjects include retailers, suppliers, sales representatives, publishers, instrument designers and innovators, corporate founders and leading performers who shaped the industry. These video archives help NAMM Members learn from the successes and challenges of industry legends through the years and celebrates our history. Learn more at namm.org Of course, this is just the tip of the iceberg—more that 9,000 NAMM Members belong to the association for a variety of reasons that are essential to their individual businesses. But in order to receive these beneﬁts, you must be an active Member. Whether it be through the trade shows, opt-in market development programs, moneysaving business services or any of the other valuable Membership programs, NAMM is an international community designed to help companies like yours. Please make sure to renew your Membership and update your company’s contact information, so you can continue to stay connected to your industry this year.

NAMM News

September 2008

, ing industry news the latest break ep up-to-date on org. ke m. To am . @n MM tal NA igi at playbackd published by al e-newsletter NAMM News is PLAYback Digit sign up for our

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

REPORT

Best Buy To Open 85 MI Stores by Year’s End Move Will Make Big Box Electronics Retailer “Number Two” In Number of Outlets First a trickle, Now a flood. Richfield, Minn.-based electronics retailer Best Buy will open up to 85 of its music centers by the end of the year, and may add more locations in the future. The sealed off 2,500-square-foot departments will be called “Best Buy Musical Instruments,” and the move will make Best Buy the second largest MI retailer in number of units in the country, after Guitar Center. “We’re not just extending the shelf space in the store, we’re creating a designated area specifically for this experience,” Kevin Balon, the company’s vice president of musical instruments, told the Associated Press. “And we’re trying to create an authentic and genuine musical instrument store look and feel inside of Best Buy.” 38 MMR

The retailer, already an industry leader in sales of everything from digital cameras to video games, has serious aspirations to carve a niche into the $8 billion spent yearly on musical instruments. The initiative is expected to counter the continual softening of CD and DVD sales experienced by the company. Much speculation abounds. Many see Best Buy going directly after Guitar Center, but even the casual industry observer knows that Guitar Center has had it’s own challenges as of late. There’s been noticeable belt-tightening actions like ceasing to offer additional discounts to professional musicians and telling managers on the floor that there is no longer

any wiggle room for haggling beyond the already razor-thin margin price on an instrument’s ticket. Then again, others point to the huge success of music-based video games like Guitar Hero and Rock Band and say that Best Buy’s executives felt that, in addition to their test market data, this recent trend would enable them to take the kids that come in for those games and successfully tempt them into picking up the real thing. Those inside and outside the industry are skeptical. According to retail analyst Brady Lemos of Morningstar, an investment fund research firm, this endeavor will take up a lot of real estate and notes that SEPTEMBER 2008

MI is generally a slow growth segment even during good economic times, making it a challenging proposition. One manufacturer speaking off the record personally expressed some skepticism about musical products’ ability to sustain a presence in mass merchants, but then pointed out that Best Buy is a sophisticated company with extensive market research capacity, so it can be assumed that their market research is accurate and that the company will be at least somewhat successful in this endeavor. Not surprisingly, some MI retailers aren’t enthused by the new development. “I don’t think you could print my actual comments,” quipped Mick Faulhaber of Ward-Brodt Music when asked about Best Buy’s opening of one of these stores-within-a-store in his Madison market. He expressed some surprise that they would do so in such a relatively small town, though he’s already ready for it: “I am glad that we decided to scale back our [MI combo] presence last January, as I saw this coming. What kind of impact this will have on the market remains to be seen. Broader distribution and purchase polices have already taken its toll on many of us. “Things started this way with MARS, and it’s been downhill ever since for independents, unless you are Sam Ash or a very focused entrepreneur.” Companies working with Best Buy include Fender, Gibson, Marshall, Line 6, Yamaha, Roland, Korg, and Drum Workshop, among others. “We are pleased to be part of Best Buy’s new entry into musical instrument retailing,” says Roland CEO Dennis Houlihan. “We look forward to working with them.” Zildjian’s Bob DeLorenzo says he has faith that the mass merchant retailer will do a good job representing their cymbals and related products. “Best Buy stocks some of the best, well-known brand names in the

world ... Sony, Apple, etc.,” says the vice president of new business development. “We feel that they understand branding, the importance of product features, and will provide an educated staff. They know that representing MI brands well is the key to their growth in the category.” He adds that the same representation that Best Buy will give all the MI brands it chooses to stock is what the best independent retailers provide including brand/product focus, strong merchandising, and an educated staff. DeLorenzo is not unaware that this will cause some concern with Zildjian’s vast network of independent dealers, but this move certainly doesn’t “cancel” anything out. “First, we have and will continue to support all independent retailers to

help them grow their business regardless whether Best Buy was in the MI business or not,” he says. “We will continue to provide new products and programs, strong customer service, merchandising, etc. “Second, should the overall market grow by Best Buy’s presence, then all music retailers should benefit. We believe that this is the goal – that more and more people start getting actively involved in creating music regardless of age, gender, etc. The downstream benefits of that goal help everyone, especially the independents.” [For comments on the plan from Yamaha’s Rick Young, see sidebar.]

Three Years in the Making As first reported in MMR in January 2006, Best Buy quietly dipped its toe in the

MMR Readers Sound Off MMR received quite a few comments when news of the 85-store expansion first went out in the e-newsletter on August 3rd. Here are what some readers had to say: “Customer feedback has been very positive. Best Buy management is smart, sophisticated, and visionary ... this wasn’t on a whim. They will hurt Sam Ash and Guitar Center, and unfortunately some weaker independents too. The line between music and technology (electronics) is blurred more and more every day so this does make sense.” “The industry’s fear of a giant like Best Buy entering the MI market is a little unfounded. Others have attempted the mass-market format and seen disaster. For those of you whom hope that it pains Guitar Center or Sam Ash and think it will benefit you, shame on you. Go clean up your store, train your staff, streamline your inventory, review your accounting practices, get involved with local schools, hire a professional to do your marketing, make your store environment more family friendly, stop whining, and become proactive rather that reactive.” “It’s really sad to see the big boxes going into the MI business. It really hurts the Mom & Pop and smaller stores that work so hard to make a living. I hate to see it happen.” “After many successful years in the MI field, I bid anyone luck on obtaining the sheer quantity of (quality) employees, educator support, and locating the skilled repair technicians needed to support the volume of sales imaginable. These three items pain any MI retailer, large or small. A massive marketing budget helps, but if you cannot back it up with service, word is quick to get around and customer will return to the stores that provide quality customer service. If my personal experiences with needed service and repairs at Best Buy is an indicator of the level of service that they will provide, we have absolutely nothing to worry about.”

SEPTEMBER 2008

MMR 39

waters with a test market of six MI storeswithin-a-store with a “test” in a Riverside, Calif. Best Buy location that first opened in the late fall of 2005. In that article, a spokesperson for Best Buy said that the tests were “scientific” in nature, with “a lot of direction and study” going into the proj-

ect. Another spokesperson added that they “look at all the statistics we can find, studying publications that track sales of musical instruments. We also rely on our vendor partners to tell us what is hot, and we do have [music] vendors approaching us. And we pay attention to what others are doing.”

“Others” no doubt included competitors Target, Wal-Mart, and Circuit City. Today, those, along with Costco, seem to have mostly resigned themselves to dabbling in the category only a seasonal basis. They stock a few instruments for the “back to the school” season and then de-

Yamaha: Best Buy ‘Intends to Deliver’ Yamaha’s new senior vice president, Rick Young, sat down to discuss the latest development with Best Buy’s entrance into the MI segment. MMR: Yamaha has long done some business, typically lowerend keyboards, with Best Buy. Do you feel they will do well with more of your products, particularly the higher-end ones? Rick Young: In a word, yes. When any retailer takes on a new area of business, they do their homework and believe they can be successful. Best Buy has added Magnolia Home Theater and the Geek Squad over the past several years, which have worked well for them. Now, they are adding musical instruments and are convinced they will be successful with these products as well.

for a few years have experienced a new store coming into their market while seeing another leave. It’s a constant retail dynamic. The key to their success is to do what you do best and to build relationships. When a new store comes to town, customers are naturally going to check it out. What independent retailers provide to their customers in the way of value-added service is the true differentiator. And the independent retailers Yamaha aligns with are the best in our industry.

MMR: Was Yamaha a part of the testing process? RY: Best Buy has been testing the music store concept for quite some time and has been carrying Yamaha Pro Audio & Combo products in their test stores. Our team has visited the stores and has been impressed with the quality of the staff and with management’s dedication to ensure a pleasant customer experience. Yamaha has had a very successful relationship with Best Buy for many years with keyboard products and electronics. Best Buy intends to deliver what its customer base is asking for and we look forward to mutual success.

MMR: Does Yamaha think this is an opportunity to truly grow the market and create more music makers? RY: Yes, absolutely. For years, our industry has aggressively pursued market-building initiatives to grow overall participation in music making and we will continue to do so for many years to come. Any industry not actively looking for business from new areas is traveling down a rocky road. All of the efforts made by manufacturers, retailers and leadership organizations such as NAMM, the Support Music Coalition, and Music for All are vital to our future. We think that a retailer like Best Buy does have the ability to bring more new musicians into the fold.

MMR: Some independent retailers are concerned – need they be? RY: Not necessarily. Evaluating what your competition is doing is certainly a part of running any good business. Distribution models continually evolve over the years in all markets, regardless of size. Most independent music retailers that have been around 40 MMR

cent of the population that makes it into a traditional MI store… RY: Best Buy has one billion customer visits a year—people who clearly represent a market that we are not penetrating today. Creating more musicians is one of our core goals shared by everyone in the music products business, and getting even a percentage of these one billion visitors will work to ensure our industry’s future. MMR: That’s a lot of customers – how many are potential music makers? RY: Best Buy’s customers purchase home theaters, stereo components, CD’s and accessories that cater to those consumers interested in music. The company’s innovative in-store marketing may very well grab some of those aspiring musicians who have always wanted to play but never followed through. Offering lessons and service will help people make that decision. We have seen from polls that a high majority of the population would like to play a musical instrument. If we all want to tap into those people, we need to have our products in places that they can be seen and an impulse will occur, regardless of whether or not were talking about an independent music retailer, Best Buy, or Yamaha.

“Best Buy has one billion customer visits a year—people who clearly represent a market that we are not penetrating today.”

MMR: Best Buy attracts a much broader portion of the general population then the typically sited 5 per-

SEPTEMBER 2008

vote significantly more shelf space to the products at Christmas. Even three years ago, Best Buy was more interested in this market segment than the other “big boxes.” It had 70 skus of musical instrument products, not counting karaoke and DJ categories. Best Buy said at the time that the Web site is a vital part of their overall sales strategy in music product. “We can offer a much larger assortment online, and if we don’t have space in the store, it’s a good place to attach [add-on] products. If you’re buying a guitar or keyboard there you might want a gig bag or a dust cover. It’s what someone may want but not something we have space in a store for.” Today they have over 100 skus of just guitars online alone. The number of total skus cited by Best Buy’s release for the new department is going to be near 1,000. As of now there are a total of 10 Best Buy Musical Instrument centers operating: five in California, two in Chicago, two in Minnesota, and one in Wisconsin. They are not rolling out quietly, either. Blues legend and Rock n’ Roll Hall of Fame inductee Buddy Guy performed at one of the Chicago openings, with Grammy winner Jim Peterik performing at the other Chicago opening last month. The selection will include everything but acoustic pianos: Shoppers will find picks, sheet music, cases, up to $3,200 guitars and $5,000 drum kits. Best Buy says they are dedicated to hiring knowledgeable musicians to work these departments. They are also on record as saying they will offer group and individual music lessons, and repair services. “The introduction of musical instruments is a natural progression for Best Buy,” explained Steve Hehir, senior vice president of musical instruments for Best Buy. “Consumers have always looked to us as a resource for music in a variety of formats. Now they’ll be able to rely on us for help with musical performance and creating too.” Best Buy’s plans extend to across the pond. In related news, Intent Media UK-based PC Retail magazine reported that Carphone Warehouse had confirmed that its shareholders had approved a 50 percent purchase by the American firm and that the formation of the new company would mean Best Buy is now set to enter the UK market within the next six months. MI Pro, which covers the MI business for the UK, reported that Britain is slated for four Best Buys over there, though it remains unclear if those will include a Best Buy Musical Instrument” section. SEPTEMBER 2008

MMR 41

Bestof theblog Every Wednesday an MMR staffer blogs about the industry. Here’s an excerpt from one that appeared on www.mmrmagazine.com’s site on July 9. To comment yourself, and read our other blogs, go to mmrmagazine.com.

Fighting City Hall (or Best Buy)

ne of my favorite people in this business is Myrna Sislen, who owns Middle C Music in Washington, D.C. Sislen got into the business later in her musical career, but she’s already made an impressive mark, and is often quoted in our magazine and in others. Her local community paper recently featured her in an article:

Sislen believes her customers’ response stymied whatever plans Best Buy had, telling the Northwest Current that “there was a flash from this community that made it go away.” Could it actually be that easy? It seems unlikely that a couple of hundred of signatures is all it takes to scare a big corporation. I know through my research and reporting what anyone who has been in a Best Buy can logically figure out. Stand in the middle of that store, and look around at all the CDs and DVDs and

the footprint they take up. Now, knowing that music and movies will be largely digitally downloaded in the next three to 10 years making CDs and DVDs obsolete, ask yourself what you would put in the store to try to make up for that loss of product. The fact that it is expanding beyond the initial test market tells you that the company has deemed expansion successful, and lest anyone think this isn’t a concern, my initial sleuthing revealed that Best Buy is smart enough to stock these

Patrons of Middle C, an independent music store a block from Best Buy, [have] drawn up a petition to oppose the possible Best Buy expansion, fearing it would threaten the livelihood of the local establishment. In addition to selling and renting instruments and selling sheet music, Middle C provides lessons to more than 350 students. Middle C owner Myrna Sislen said a Best Buy manager told her of the plans for the music store-within-a-store a little over a week ago... Sislen feared her store would be unable to afford competition “against a big box.” The story goes on to say the local Best Buy backpedaled and said there were not in fact going to be expanded musical offerings in that store after all. A corporate spokesperson also confi rmed that no heavy music component would go into that store “for the foreseeable future.” 42 MMR

SEPTEMBER 2008

sections with musicians who know the product, and are separate from the typical “I’ll get you a box of that” employee usually found there. As for Sislen, whatever else you think of this tale, it was great to get a story with the heart-tugging headline: “Local Store Won’t Face ‘Big Box’ Guitar Sales.” Maybe it’s good to shoot first and ask questions later... –Kevin M. Mitchell Managing Editor

MMR Blogs about the MI industry every Wednesday. Go to www.mmrmagazine.com to see what is “Off the Record” today. SEPTEMBER 2008

MMR 43

SPOTLIGHT

Spotlight On

Piano Institutional Sales: A Life Preserver During Economic Downturns

or Meridian Music’s Craig Gigax, he’ll keep up with the Joneses, sure—he’s just not waiting for them.

Craig Gigax

Dan Onnen

Mick Taylor

Brendan Murphy

44 MMR

“Mr. and Mrs. Jones aren’t walking into our showroom lately, and they aren’t responding to our outside sales events like the usually do, so the emphasis today is on institutional sales,” Gigax says. “Without it, we’d have had a very tough couple of years.” “There is defi nitely more of a focus on institutional business now, and I think that should be the case for everybody who wants to survive,” says Brandon Murphy of M. Steinert and Sons. “In the past, in-

stitutional sales have been a bonus, but now we’re really targeting the schools.” Tony Prichard of L.A.’s Keyboard Concept explains the unique allure pianos have for a school: “The piano is one of the very few instruments that the students aren’t expected to furnish themselves. If you play clarinet, it’s your instrument – even something like the tuba, the school only supplies a locker for it. But a piano needs to be there, and so by extension it becomes a potential for recruitment. You tour a potential student through your facility and you see a lot of nice looking, nice sounding new instruments as opposed to some beat up Baldwin from the World War II era, and it’s going to make an impression.

SEPTEMBER 2008

“There is denitely more of a focus on institutional business now, and I think that should be the case for everybody who wants to survive.” SEPTEMBER 2008

MMR 45

“So spending money on these pianos is as important as spending big money on certain professors.” And it good times and bad, the money is found to do it. If the retailer goes after it.

“Slow Gestation Period”

lion-dollar writers. As the business began to decline, it became more and more difficult to hit that number, as there has been a 35 percent decline in the overall piano market since 2000.” And that’s had to be made up somewhere. Gigax says they’ve gotten increasingly serious about institutional sales and brought some experience to the table for it. Prior to coming into this business after his father passed away, Gigax spent 19 years in outside sales in the semiconductor industry, which he says conditioned him to be proactive and comfortable making cold calls to end users. He stresses his staff needs to be “proactive and aggressive” in this area. Gigax says he is “blessed” that he’s a Steinway dealer. His local competition

“Administrators may know

Meridian Music was founded in October 1988, but its roots date back to 1963 when Richard Gigax accepted a position with Steinway & Sons as a District Sales Manager. Today, Meridian Music is led by Craig Gigax, Richard’s son. Meridian Music also represents Yamaha. “It’s a slow gestation period,” Gigax says of the institutional sales process. “If we go back to the ‘glory years’ of the past, the period around 1998 to 2000, there were plenty of solid sales people who were mil-

nothing about

music, and have to accept input

from teachers and professors.”

has other brands, and “they tend to resort to folk lore and spin to make their point, whereas I have the endorsement of the Van Cliburns of the world.” Success stories include Ball State University, which became the first all-Steinway school in the state. He also says he believes Indiana University has the largest inventory of Steinways anywhere in the U.S., “maybe the world. And they understand the quality of the Steinway because they have Steinways still being used on their campus that were made in the 1890s!” Keyboard Concepts has been in the Southern California area for over 50 years, and today there are five locations. They deal in Yamaha, Bosendorfer, Schimmel, Knabe & Co., Pearl River, and Piano Disc products. Tony Prichard has been in the business for 15 years now, and last year he assumed the title of director of institutional sales. His organization’s increased attention to institutional sales is “a necessity. It’s the difference between a homeowner wanting but not needing a new piano, and a school needing one. For the homeowner, it’s a luxury that lately has been one of the first things crossed off the list.”

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Prichard acknowledges that they are going against the “all Steinway school” concept, and they do appeal to the desire of some music schools to offer more variety for their professors and students. At the moment they are working with a music school in Southern California that is building a new music facility, and the proposal is on the table for a storage area for three nine-foot concerts: a Steinway, a Yamaha, and a Bosendorfer. Prichard also discussed the “loaner” program, which seems to be falling out of favor for at least some administrators.

48 MMR

The idea of lending a music school say 20 pianos, then at the end of the year selling them at one of the school sales has some drawbacks: First, the sales themselves seem to be less popular then they use to. Secondly, a lot of schools find it not to the benefit of the school’s image to hosts these kind of events. Finally, there’s the physical reality of the needs of the instruments itself. Upon delivery they naturally need to be set up, then time is needed as the wood and strings get used to that particular environment. Sometimes that can take a while. Then once they get settled in they are gone,

and the entire process starts over again. Yet “sometimes they are a necessary evil.”

“Technologically Forward” Prichard said of all their product offerings, the Disklavier is a staple for institutions. “Music schools want to be seen as ‘technology forward,’ and the opportunities to teach with the instrument are many,” Prichard reveals. “To name just one example, jazz pianist and professor Shelly Berg at University of Southern Californiawas able to give a student in New York lessons from his studio at the school because of the Disklavier Mark IV.” Piano Distributors, with eight stores in Florida and another five in North Carolina, opened an operation in St. Louis in 2006. Run by Bill and Sandy Boyce, they came to town when the Yamaha dealership became available after the demise of the Ludwig-Aeolian store that had roots going back to 1876. The Boyce’s put together a strong sales team immediately, a new storefront in a tony suburban neighborhood with over 200 pianos displayed in 12 rooms. The operation includes a 100 seat recital hall made available to their local area piano teachers. Dan Onnen has 30 years experience in the business and is currently the St. Louis Piano Distributor’s operation’s manager. He credits Alla Alperin, who was focused on institutional when she was at Ludwig-Aeolian before she joined Piano Distributors, as keeping the store strongly represented in the educational community despite being somewhat “new” to the area. Her long-time roots, knowledge of the area’s music schools, and respect with area teachers has helped the organization be strong in this area. Piano Distributors St. Louis has had notable success already. “We have placed Clavinovas and acoustic pianos at the Southern Illinois University in Edwardsville (Ill.) and the St. Charles Community College,” Onnen says. “Also, we put some Clavinovas at Washington University Music School,” which is one of the most respected music schools in the country. He adds that the Clavinovas are especially popular in piano labs at the music schools and universities in the bi-state region, as the teacher is able to use a console to listen in on any individual student while the entire class in practicing. He too says that they are focusing more on institutional sales as a whole, SEPTEMBER 2008

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and the Yamaha P22 upright is especially popular. Onnen says they just placed a large order with a local school. That said, Onnen admits that many schools prefer the Steinway 9’ concert grand for the recital, but “for a lot of teachers, they seem to prefer Yamahas in their personal studios. Also, while the Steinway B is popular, it’s also very expensive, and the Yamahas offer a good value.” Finally, the preference might be shifting, he says. He points out that he’s seeing a lot of younger teachers coming up through the ranks that are familiar with Yamaha, preferring it, and know that it’s a quality instrument. “And they are able to spread the budget allowance with their purchases of Yamahas.”

Challenges Those without patience need not apply. Gigax says he’s worked with some universities that may take 10, 12 years to raise the funds to get what they want. And he’s seen them get fewer pianos at a time rather than compromise and get more of something other than a Steinway. Murphy too says the majority of these sales take at least a year, sometimes more. “Sometimes it’s quick, sure,” says Piano Distributor’s Dan Onnen. “But more often it can take years.” Prichard spends his time mostly cold calling (“warm calling whenever possible”), and relies on that old rule of thumb for this type of sale – that it takes a minimum of six calls to make a sale or “even get started on a sale.”

“I’ve had staff who were not

good at working

institutional sales, and they are

no longer with me as a result.”

50 MMR

Prichard has a sharp eye—along with a sense of fun—about exactly what he has to do to make a successful sale. “The challenge is first to put together a really good, comprehensive plan that the music teacher can use to sell the administration on. The teachers of course are very excited at the idea of new Yamaha pianos, and for them, it’s like a ‘kid’ who wants the ‘toy’ – they want it!” he smiles. “So then you’re working with them helping them convince the ‘parent’ to buy it for them. You have to be good at helping them convince the administration of the need of new Yamahas, and the possibilities they offer.” Another challenge he fi nds is that many of those who have the authority to press the proverbial button, are naturally inclined to hesitate less he or she makes a “mistake” that will “curse” them for years. He successfully overcomes that by convincing them that it’s the right choice through testimonials and examples of other notable, respected music schools who are happy with the decision they’ve made. “Administrators may know nothing about music, and have to accept input from teachers and professors.”

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For Gigax, the biggest challenge to being successful in the personality of the sales people themselves – “thinking outside the store is something that is very foreign to a traditional retail sales person. It takes that person to knock on the door, cold call, and say ‘I’d love to see your facility.’” Another challenge is that it can be a moving target, as one can be working with a particularly person within an institutional sales, and then that person moves onto another position. “But that can also be a positive, as in if you’re working with a general music

teacher who may ultimately become the fine arts director. Then that kind of move can work to our advantage.” It’s been a game changer on many levels for Meridian Music: “I’ve had staff who were not good at working institutional sales, and they are no longer with me as a result. Those people who sit and wait for someone to walk in can no longer make a living at it nor help me pay my bills, so I’ve tailored my sales staff accordingly. I need people who are confident and competent to make those calls.”

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52 MMR

One that certainly fits that mold is Cathy Bloemker, who he credits as being especially proactive and comfortable going outside the store for the sale. “She’s successful because she goes out there, and she’s gotten our staff on board, too,” he says. “She knows the importance of networking and the importance of referral sources – the gal has done in excess of a million in a down market.” Cathy was a single Mom raising three kids and working two jobs, delivering newspapers and selling an off-name yellow pages,” he tells. “She had certainly gotten over her fear of going door to door. She’s great about going on site and talking to administrators and educators about their hopes and dreams … I wish I had three more just like her.”

When It’s Good, It’s Very Good M. Steinert & Sons has a history that goes back to 1860, and has been a Steinway dealer since 1869. Today the Boston-based retail operation is run by brothers Paul and Jerome Murphy. Brendan Murphy, son of Paul, has worked in the store since college, and has been primarily focused on institutional sales for last two years. “Things are pretty good,” Brendan Murphy says. “We’re growing this part of the business, and I think it’s due in part because we have a dedicated staff focused on it.” When it’s good, it’s very good: he cites 2006 as a particularly banner year as they completed a single sale to nearby Tufts University of 12 pianos. Most recently they sold 10 pianos the University of Massachusetts Dartmouth, and it was largely due to a bit of detective work. Looking through some old paperwork they saw that Paul Murphy had sold them some pianos back in the mid 1970s. “So I could see that they hadn’t gotten any new pianos since then, at least not from us. So I gave them a buzz.” The call lead to the sale, and the “sale involved me taking back in trade the very pianos my father sold them 30 years ago!” He credits Steinway’s aggressive pursuit of this market as a key component to their success with it. “Steinway really supports institutional sales and has affective programs,” he explains. “They do an inventory analysis, and put a report together that shows them what kind of shape their pianos are in. That’s how we start a dialog.” The particularly dialog with Dartmouth ended with them taking in one new Steinway and nine Bostons. Outreach is key, and for M. Steinert that means recently working with SteinSEPTEMBER 2008

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way and inviting all the area music school faculty, deans, and instructors to a nice Boston restaurant for a special dinner and presentation. “We get to meet all the people and get to know them, and present the ‘all Steinway school’ concept.” Murphy says at the last one a Dean called to say he couldn’t make it but wanted to know what he’d be missing. This conversation lead to meetings, and those meetings lead to the school getting new pianos. “It took a year, and when the data was compiled, they just couldn’t replace all their pianos; but we figured out which ones needed replacing the most, which pianos would fit in what rooms, and now they are very excited about their new instruments. We just delivered them last month.” Murphy says is that while there are those institutions that ask about used instruments because they think they will be more affordable, he discourages that. He’ll say instead of a used Steinway, why not a new Boston? Mostly, he points out that for an institution the key issue is longevity. Steinways increase in value, but schools rarely have to be concerned about resale value. They do need to be concerned about how long they will last. While he has seen statistics that show some schools have Steinways that have lasted 100 years, realistically a school’s piano will last 40 years. Of course, no matter how well the instrument is made, if it’s not properly maintained it won’t hold up to the use and abuse an endless procession of piano students can put on it. “And there is another part of the inventory analysis,” Murphy explains. “We can provide service recommendations they might not realize they need. Steinway breaks it down to general guidelines depending on whether the instrument is in a practice room, a classroom, a teaching studio, or on the concert hall.” And Murphy says that Steinway takes maintenance very seriously because “if you put a piano in a school, and it doesn’t sound good, it reflects badly on the company who made it.” So it’s especially important that a maintenance program is in place to keep them at their best. “This is a big push for Steinway, as the majority of schools can weather economic storms.” Going forward, Gigax sees institutional sales being an important part of the mix for the indefinite future. “While Mr. and Mrs. Jones don’t have the money for the piano because of the housing crisis, schools still need the pianos.” 54 MMR

SEPTEMBER 2008

ssurance — it is what every church or individual customer wants when making a decision to purchase a new organ. At Rodgers Instruments, we are proud to celebrate 50 years of leadership in the classical organ business and 20 years as part of the Roland Corporation. Thousands of churches, homes, educational institutions and concert halls have chosen Rodgers. Why? Sound quality, trust in our local dealers, and the knowledge that Rodgers is a solid company with unparalleled nancial strength to support existing products and innovate the best new instruments. Have you thought about what being a Rodgers dealer can do for your business? These are just a few of the benets of representing Rodgers organs:

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Keys to Success in an Unstable Market

â&#x20AC;&#x153;As strange as it may sound, we have prospered during economic hardship.â&#x20AC;? 56 MMR

MMR recently spoke with piano dealers from around the country to get a sense of trends in the market and how businesses are coping with an unstable economy. Like many, dealers expressed concern about the spike in gas prices and explained the adjustments they have had to make. Despite new economic challenges, for both dealers and consumers, most dealers report that sales of digital pianos have remained strong. However, most report that overall sales in 2008 have been down. Some dealers are choosing to refocus on institutional sales, while others are looking to gain new customers from the student market and recreational music making. SEPTEMBER 2008

“In terms of overall sales, we’re off about 10 percent from last year, but sales were actually up for May and June. We’re hoping this trend will continue. I don’t think it will be difficult to have an increase from the second half of last year. Clavinovas and high-end, home-style verticals are strong sellers right now, but grand piano sales are down across the board. Institutional sales have stayed about the same. We have a lot of churches here and they don’t seem to be impacted by the downturn in the economy. The plunge in the economy and the rise in gas prices have caused us to watch our spending much closer. We’re also paying close attention to freight costs and, unfortunately, we have had to pass these costs on to the consumer.

Piano Central Clint Tucker Greenville, S.C. “Currently the stronger sellers for us are the used console pianos. Although, I still get some customers who have not been affected by the bad economy and have no problem purchasing an expensive grand piano. Sales for 2008 are definitely lower than 2007. The plunge in the economy and the rise in gas prices have forced me to raise my price for piano tunings substantially, and it has helped. People realize that everything is going up and understand that I have to raise prices. I do most of my own piano tunings now. I do mostly everything now including sweeping out the store. I’ve picked up some rebuilding jobs from customers who want their Steinway grands rebuilt over the summer while they are on vacation. This has been very helpful over the slow summer season. Institutional sales have slowed down to a trickle. Most of the schools are content right now to have their old pianos tuned and repaired.”

White Plains Piano Silverio Mazzella White Plains, N.Y. SEPTEMBER 2008

“Sales this year are about the same or maybe just a bit lower than 2007. Customers seem to be comparison-shopping more. They are looking for the best deal, whether they’re shopping on the Internet or in a music store. This has prompted instore salespeople to improve their product presentations. Our stores really need to be retail-ready in such a competitive market. We’re working harder, smarter and longer. Today’s consumer is more educated and informed before he or she walks into a retail store. People want good value for their money along with good service. The best customer service usually wins out. “Our strong, consistent sellers are digital pianos. Our music education programs have also done well--people still want to play. Institutional sales are about the same as last year. I predict an increase in the church organ business for the fall. The steps that we are taking to increase sales are focused on creating new music makers through our teaching programs. We are also focusing on publishing a new adult recreational music making piano method book this month. We like to get out of the store and see people. That’s the first rule of sales — see the people. “Surges in sales can occur in a good or bad economic climate, depending on the products that are being offered and how they are presented or marketed to consumers. I believe that a demand for playing a musical instrument can be created. Attitude is everything, and I always believe that the glass is half full.”

Valley Keyboards Matt Perez McAllen, Texas “Over the last two years we have seen a definite shift away from decorator furniture upright pianos in favor of taller upright vertical pianos. The entry-level digital piano continues to erode the entry-level new and used acoustic vertical piano sales. We are finding more and more that customers in the market for a used piano are using online resources. In grand piano sales, Steinway sales have been strong, and we are seeing a trend

away from wood color finishes in favor of ebony finish. Our acoustic piano sales declined 10 percent over the first six months of 2008. However, our digital piano sales increased by 10 percent over that same period. Player grand sales units, such as Yamaha Disklavier and PianoDisc have been strong sellers over the last six months. In March our rollout of the new Yamaha Clavinova CGP1000 grand helped sell quite a few of the Clavinova CVP407 and 409’s as well as some of the new CGP1000’s. Our total piano business is off seven percent this year versus last year. “Of course the rising gas prices may be causing customers to not feel good about spending money on any major purchase. However, in my opinion, the major cause of the decline in our piano sales has been the declining values in the housing market. Customers don’t have the equity in their homes to make major purchases like grand pianos. The housing market and the unstable stock market have slowed down the piano traffic in our stores. “As a result of the economy, we are trying to go outside of our store to get piano sales. We are very active in the Costco piano road shows. Costco promotions are defi nitely a plus for business and great for prospective future sales. We also partner with our local orchestra organizations in our major markets. Using their mailing lists and facilities for a piano sale gets us customers who normally would not come to our stores. We also demonstrate our keyboard products at the Minnesota State Fair. With so many people attending the fair, it’s a great opportunity to expose our products. We have had a presence here for many years and, every year we fi nd many new customers who buy throughout the year. We also try to take full advantage of the customers who walk into our stores. All of our acoustic piano shoppers are given a demonstration on the exciting player piano systems that offer a great entertainment package for the home. This is a great add-on package that increases our average sale dramatically. In addition, all of our digital piano customers are shown a Yamaha Clavinova CVP ensemble product, again in an effort to increase our average sale. “In terms of institutional sales, we have always viewed them as a very important facet of the piano business. For a number of years now we have had a full-time sales associate focus on colleges and universities, as well as churches and local school districts. In our MMR 57

stores that are located quite a distance from headquarters in Twin Cities, we have the keyboard store managers working with these important clients. We consistently run house of worship promotions as well as institutional faculty dinner promotions in all of our major markets.”

Wayne Reinhardt Schmitt Music Company Twin Cities, Minn.

“Although we only sell digital pianos, our sales in 2008 are actually up about 20 percent so far. I don’t think the rise in gas prices has affected us very much; maybe it has been offset by the stimulus checks. Our institutional sales have also been fairly good. In the aftermath of Katrina, all the rebuilding has caused a substantial increase in government sales tax revenues and many school boards have surplus funds. However, the continued negative news about the economy in general appears to be slowing our in-store traffic down.”

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“The current trend in the piano market is the absence of piano stores to help promote the idea that pianos and piano study are important. In our market we have gone from nine stores selling new pianos down to two, and one of those stores is full-line with much of their resources going to band and orchestra. People are no longer buying pianos for their home. “The piano relevancy issue has resulted in a glut of used pianos, many being passed on to family or friends for little or no cost, and with the availability of cheap new stencil acoustics and digitals, we have had to focus on features and benefits not otherwise available. We’re running a little ahead of last year’s sales, with the strongest products being Disklavier and CVP model Clavinovas. “The economy is less of an issue for our customers. Gas prices are like an awful tax that everyone pays, but our piano customer is an upper income consumer. Although, the negative press about gas prices and the economy hasn’t helped consumer confidence in general. “Our strategy is to continue to promote the benefits of piano study and performance to the general public and show them the benefits of using the instruments that make playing fun. We’re not planning on making our living from the home piano buyers as we always have. Our concentration is on the people who use pianos regularly in piano studios, churches, schools, and funeral homes.”

Jim Foster Foster Family Music Bettendorf, Iowa “We are getting more adult students than ever, but they are spending less money on instruments. Overall, piano sales are down, but digital pianos are still selling well. Thank God for Lowrey Organs! The Kawai RX series are moving and, we are selling more Shigeru Kawai’s than we ever have. Institutional sales are still strong. Those customers still seem to have money. 58 MMR

SEPTEMBER 2008

“In addition to the bad economy and the rising gas prices, St. Louis has had some bad news lately with Chrysler closing their plant and Anheuser Busch being bought out by a Belgian company. We have found that if we offer our customers the lowest possible monthly payments, they won’t let a weak economy stop them from purchasing a piano. It might take a 15- to 20-year loan to make the payments affordable, but they’ll do it. Selling instruments through recreational music making is still very effective.

Programs like Lowrey Magic create the incentive to own a musical instrument.”

Steve Lacefield Lacefield Music St. Louis, Mo. “I have noticed that in order to grow our company to be the piano focal point of our community, it is vital that we do everything in our power to make our presence felt. Long gone are the days when you can depend upon walk-in traffic to pad your store’s revenue and only worry about salesmanship. Nowadays, you have to place as much emphasis not only on selling but also cultivating the

need for potential customers to take a look at your product. We continually hold more and more sales events every year to create a necessary blend of exposure as well as urgency. As it stands, sales are up dramatically in 2008 due largely to a lack of complacency on our part. “We are a full-line digital and acoustic Kawai dealer. With the exceptional product mix Kawai offers, at varying price points, it is our most consistent piano being sold. There are also customers who are interested in handcrafted and American-engineered pianos. Most of these customers fall in love with the Charles R. Walter product. Being a family owned and operated company, the Walter Piano product has the appeal of inviting cus-

“Surges in sales can occur in a good or bad economic climate, depending on the products that are being offered and how they are presented or marketed to consumers.”

60 MMR

SEPTEMBER 2008

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tomers to achieve greatness. It may not be for everyone, but for those privileged enough to bring one home, it becomes a part of an extended family dedicated to precision and excellence. Heritage speaks volumes to customers who are buying a piano as well as a story. “As strange as it may sound, we have prospered during economic hardship. Interestingly enough, it seems to be easier to distinguish serious shoppers from fairweather, window shoppers. The benefit of selling high-ticket items like pianos is that customers typically only buy one or two in their lifetime. Therefore, serious customers have made strides toward garnering economic security long before a recession could change their lifestyle. Our customers are smart, remain undaunted, and will not succumb to ants at a picnic. Through strong demographic research, we do our very best to become acquainted with those who stand to benefit from the exceptional service we provide. Our sales events fall in line with these demographics. We purposefully tailor our location to fit the needs of the clientele that our products are intended to serve. “Some institutional sales take time. It is time we are more than willing to provide, while not sacrificing our day-today business. With every business, there must be a good blend of short and longterm goals and objectives. Institutional sales are no exception. We have seen an increase in companies pursuing institutional sales, which can have a negative effect because too many distributors are trying to copy what very few have perfected. Nonetheless, we are convinced we can find the right solution for any serious institution, as they perceive us as the experts in our field. Our reputation now is such that we will tell qualified institutions what they need to hear. Most times, what they need is to be reaffirmed that the benefits of a new instrument are long overdue. With regard to school sales, we think a better long-term option for schools is a piano loan program. Thereby, we have the ability to furbish the schools with new instruments every three years while conducting an annual sale on their premises. This benefits all parties because it builds a lasting relationship without sacrificing quality.”

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MMR 63

MI Retailers Servicing

Houses of Worship How to Break In and Succeed in Nearly “Recession Proof” Business

“We’ve grown up in a society where every day, every one is inundated with media. If someone goes somewhere where you don’t get that, you could lose their attention, even if it’s a worship service.” 64 MMR

“W

e run into some churches who don’t want to come out of the 19th century, and joke about bringing them into the 20th century,” says John Rook, of the retail music store Instrumental Influence.

But that is changing, and houses of worship are increasingly turning to their local MI retailer to help with everything from getting a new mic to planning a major install of audio, lighting, and video equipment into the new church they are building. MI dealers in smaller, more rural markets are especially benefiting from understanding how to provide for this market. SEPTEMBER 2008

Yes, years ago, ministers came in and were happy to pick up a simple Shure Vocal Master, a pair of mics, and be done with it. But today that market is much more diversified and sophisticated. “Often I’m still dealing with the pastor, but we’re also at the other end of the scale now, getting involved with new construction, and they are wanting more than just sound systems,” says Tower Music’s Greg Maglione. And it’s not the mega churches that are the growing source of business – though in a way they are influencing churches of every size to enhance their worship experience through lighting and sound. “We’ve grown up in a society where every day, every one is inundated with media,” adds Maglione. “If someone goes somewhere where you don’t get that, they could lose their attention, even if it’s a worship service.” “A lot of time small churches don’t understand the value of a sound system until they get one, then they start expanding on it,” says Hank Stark, who with Gordy Wilcher, owns Owensboro Music. “Then suddenly they need more and better mics … and typically music becomes an even bigger part of the service, and then they need drum sets, keyboards, et cetera. It really snowballs.”

Recession Proof? Kent Morris, an audio/visual designer with Cornerstone Media, has been a consultant for Peavey for 13 years, and also

consulted for Electro Voice, Audix, and Shure, among others. He’s run sessions for NAMM University on this subject. He credits Hartley Peavey with being especially in-tune with the market and helping independent music instrument retailers tap into this market: “His vision is to empower dealers, and consider these secondary markets,” Morris says. He also points to the company designing specific products for it: “The Sanctuary series is a unique church-oriented product, and I’ve been doing clinics about them to dealers, and organizations like Sweetwater.” While he didn’t go so far as to say the church market is completely recession proof, he did point out that during challenging times people tend to revert to faith-based organizations. And in good or bad times, rarely is there a church that isn’t looking to upgrade their sound system in some way or add a few lights. “In this post-contemporary environment, even in a 300- or 400-seat church, instead of a $10,000 PA you’re going to find they want a $40,000 one.

John Rooks

SEPTEMBER 2008

Hank, Gordy

They will want monitors, ties into the hard drives, and more.” “More” can include a retailer’s bread and butter: The trend is for the churches to supply the backline and even the instruments. “For the music store, this can be a huge bonanza. If you can keep one church happy and always coming back to you, it’s a nice source of business. It’s what I call ‘going deep instead of wide’ – selling a lot of things to a fewer number of people.” Yet houses of worships are generally as budget-conscious as anyone, though how that’s approached differs. “I try to determine upfront the budget, and design the system within those parameters,” Rook says. “When a budget is predetermined to be a little low, we try to work it out – for example, can we do the project in phases? Can the church do more fundraising? We see ourselves as both a partner of and an advocate for the church.” But there’s a number being thrown around out there of what a new sound system should cost: $100 a seat. So for a 400-seat sanctuary, a common number for a system would be $40,000. Owensboro Music is in Owensboro, Ky., and partners Starks and Wilcher have a long history of serving churches. “It’s

Kent Morris

MMR 65

a big part of our business,” Starks says. “It probably accounts for as much as 40 percent.” Owensboro is on the Kentucky border, southwest of Evanston, Ind. Stark says Owensboro Music presents every potential client with a “good, better, best” scenario. “They all start with ‘we don’t have money,’” If the representatives of the church come in and they are

older, they are less likely to be as knowledgeable of all that is available as younger members. In either case, “we want to sell them the right stuff.” Stark uses a lot of products from Grund Audio, out of Council Bluffs, Iowa. “It’s an amazing sound for its size, and we can fly them or mount them on walls. They are my go to company, and just great people to

work with.” For those on more of a budget, they turn to speakers by JBL, Yamaha, and Peavey. Offering a lot of options is important. “We tell people we’re not a cookiecutter organization. Not every church is the same. We look at every room and analyze it, and some speakers do a better job in certain situations than others. “We used the new Peavey line array systems recently, and were impressed. Also we’ve worked with Yamaha C112-V speakers… it just depends on the budget.” For mixers, they typically recommend Yamaha or Peavey, or if the budget allows and it’s a bigger project, they will turn to Crest. “You put in a Crest, and it never misses a beat. In all the years we’ve installed those, we’ve never had a single call about them,” which is something he can’t say about all higher-end boards.

“Anybody can wire up thousand-watt par cans and shoot it at the altar, but then it looks like a performance space, not a church.” “A Bigger Business” Since 1974 Maglione has been with Tower Music, which is located in Fenton, Mo., a suburb found south of St. Louis and on the edge of the Ozarks. Today with business partner Sylvia Hoffman they run a successful full-line store. “We’ve really always been in the church installation business, though over the last 10 or 15 years it’s become more serious, a bigger business, and more professional,” he says. “Today we’re aware of the need to rig a system, not just set a few speakers up.” For Maglione, the smallest act can lay the foundation of a long-term relationship. The minister can come in for a new mic, and then down the road, they need a couple more. Then a few pieces here and then, and then when wireless mics became more prevalent, he saw more ministers wanting those. “Next thing you know, its 30 years later and not only has the total business added up, but now you’re installing an entirely new system for them.” Stark agrees: “Anything is just a foot in the door, especially in an area like 66 MMR

SEPTEMBER 2008

ours. We’re in the Bible belt, and we don’t think any church is too big or too little.” Plus he adds how quickly things can turn. He says his store worked with a church for 20 years, selling them small items here and there, and suddenly a new, younger minister came in, and updated

the whole system at once. “The congregation’s eyes just popped.” Morris says when one typically thinks of this market, it’s the mega churches that come to mind. But actually, that’s not the most profitable part of business. “If you have a half a million dollar job, the stakes

are high.” Something as unmusical as dry wall going in late can eat into the profits. And you don’t get paid until the general contractor gets paid. The smaller jobs, the ones $50,000 and less, are more manageable and ones where “you’re going to walk away in the black.”

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SEPTEMBER 2008

Chauvet Lights Up Houses of Worship LEDs are Meeting the Needs of Churches of All Sizes Chauvet’s Berenice Chauvet reports that their lighting products have been installed in at least 10 houses of worship so for this year. And that’s only the ones she knows of, not counting the MI retailers who are successfully working serving this market with their lights in their own communities on small – and big – levels. One recent stand out project has been the First Baptist Church of Marco Island, Fla. This 500-seat worship center proved how much could be done with just a few critical elements. The church is said to be thrilled with the combination and with its lighting capability, the options are endless, Chauvet says. “The design of the wall required strong side-light from multiple color changing fixtures,” said Ron Robertson, the lighting designer on the project. “We set our sights on a product that would be an inexpensive, small unit with a powerful punch and smooth dimming. The Chauvet COLORado 1 units did an incredible job. Due to the focus on video, we were looking for a product with high refresh rates to eliminate flicker with the camera’s eye. Chauvet had just upgraded there’s recently and they are great lights.” The plywood/Formica wrapped wall is lit with 16 COLORado 1 LED units from the side with additional front lighting units. The stretched fabric ceiling is lit with three COLORado 1 units per panel. Once installed, the church was excited about the rich color saturation. They were also pleased with the consequences of the COLORados: LEDs use much less power consumption, being a big advantage both ecologically and financially. The COLORado 1 features a sturdy die-cast aluminum body with a total of 36 one-watt red, green, and blue LEDs evenly distributed. It responds to DMX-512 control, performing RGB mixing, color transitions and fades, blackout, dimming, strobe, and a fading pulse effect among other functions through nine channels. Chauvet points out that the LEDs makes it ideally suited for permanent, hard-to-reach installations while its small weight, compact profile, and sturdy double yoke facilitate portability and ease of setup and use. Very little heat is produced from them and they are extra quiet because they don’t need a fan or gel scrollers. These add up to big pluses, especially during a religious service. This particular house of worship space was designed by Brawner & Associates, in conjunction with Audio/Video partners, SG Integration. 70 MMR

“Dealing with the construction of a new church is a challenge,” agrees Maglione. “Then you’re dealing with general contractors, getting proper permits, etc. Another challenge is the cost of keeping people on staff who know how to do the really big work.” What he has done is network with some local experts, people they can pull into a project when he needs to. Sedalia, Mo.’s Instrumental Influence has built an impressive business largely on its ability to connect with houses of worship. “We’ve been here a little over 16 years, and we started with a store that was under 1,000 square feet, and today we’re in a store that is 10,000 square feet,” says Rook, systems engineer. The store, located in the center of the small town in western Missouri, has a full-line retail operation plus dedicated audio and lighting divisions. For the large amount of church business, which accounts for 75-80 percent of their install work, Rook says: “Understanding their needs by being involved in our own churches, learning what it takes to work with and for a church,” has been a key factor. He first got into serving churches when he joined Instrumental Influence six years ago, and he says that a quality, well-designed system should enhance the worship service, not distract. “It has to be integrated into the room.” He likes to rely on “proven brands,” which for him include JBL, Crown, and Mackie, among others.

Less Knobs One thing all agree on: the retailer trying to sell the most technology-advanced gear to these houses of worship are not going to do well in this market. “The bigger institutions already likely had a paid professional staff dealing with these situations, and they are obviously knowledgeable,” says Maglione. “But the smaller churches typically have volunteers running the equipment, and I need to understand that. I try to keep the systems as simple as I can. If you sell them something they can’t understand, you’re going to do more harm than good.”

SEPTEMBER 2008

Rook agrees: “It has to be designed for someone who uses it once a month, not every day. It’s one thing to be able to talk someone through it on the phone, but on Sunday morning when I myself am in church, that’s not going to happen. So you don’t want something that will intimidate the average volunteer. If it’s too scary to really use, they won’t feel

comfortable making the minor changes during a service that would make it all sound better.” “The smaller churches don’t want a lot of stuff,” Stark adds. “Like some of these effects processors that do hundreds of things – how many are they going to ever actually use? Three? They don’t want a lot of things that their volunteers won’t ever

Sennheiser Microphones Chosen for Grace Cathedral Grace Cathedral in San Francisco, with its history of hosting religious leaders including Dr. Martin Luther King, Billy Graham, and Desmond Tutu, recently overhauled their microphone collection adding Sennheiser MKH 8020 and MKH 8040 high-end condensers. “The church had been using some noisy 1970’s-era mics with acoustic properties that were poorly matched for the job,” explained Art Yeap, director of San Francisco’s Novo Group. “The church itself is huge – 220’ from the choir to the back wall – with a nine-second RT60 on the low-end. Those peaky old mics accentuated footfalls, rustling papers, and other such distractions so that listening to a recording or Webcast became an exercise in keeping focused.” While Yeap initially selected the MKH 20 and 40 Series for Grace Cathedral, area Sennheiser representative Marke Burgstahler demonstrated the new line of MKH 8000 high-end condensers. The MKH 8020 omni, 8040 cardioid, and 8050 super-cardioid deliver extended, flat frequency response (up to 60kHz), very low self-noise, and uncolored off-axis response. Moreover, all of the MKH 8000-series microphones are small, a factor that was aesthetically important for Grace Cathedral. Although the mics would hang from a hundred feet above the floor, they would still be below windows that would provide revealing top light. Yeap ordered four cardioid MKH 8020s to cover the Grace Cathedral Choir of Men and Boys. He placed two more MKH 8020s above the congregation to capture congregational singing and orchestral performances, and two more at the back of the space to capture the rear gallery organ. For the main organ he positioned two MKH 8020 omnis. Each mic feeds into an APB-DynaSonics analog console with the EQ section left completely flat.

72 MMR

learn.” He shares a scenario of a church having a condenser mic on their podium, one that needs phantom power from the board. During the week the cleaning lady will notice that a button is “on” on the board and turn it off. Then before service, they suddenly can’t get the mic to work. “That’s a big one,” he laughs. “We get calls on that twice a month. “Keep it simple. The fewer knobs, the more they like it.”

Breaking Into the Market Marketing to churches is a long-term prospect. Maglione says for it’s word of mouth, and for Tower Music that begins in his lesson rooms: you have a kid having a good experience learning guitar from one of your teachers, and next thing you know the dad was put on the committee to update the sound system. The dad is naturally going to start with the music instrument store he’s already comfortable with. Morris says the first thing a retailer must do to commit to this market is to be willing to personally go to the site. “You have to be there. You can’t do this from behind the counter.” Patience is also required. A big presentation to a church board, complete with an on-site demo, may seem to go well, but the board will likely debate it … and debate it. “Don’t get discouraged – this has a long tail.” But once a church starts a relationship, they are very loyal. “The biggest advantage the local retailer has to offer is local service. If they discover a problem at 4:00 on a Saturday, they want to be able to have it fixed, or at least have access to backup gear. Otherwise, they want to be comfortable getting everything from 9v batteries to mixing consoles from the same store.” Morris offers another loyalty-building tip: make sure that you let the church know that you know all the good musicians in town. This means you can be the source for when they increase the size of their band for their Easter service and need another great keyboardist or a horn player. Morris says that often the larger denominations are part of some regional group that meets occasionally. If the retailer can offer to bring a small portable P.A. with a couple of mics to that event in exchange for the opportunity of handing out business cards, it can lead to relationships. “They aren’t going to say no to that offer, and they will say, ‘thanks to John’s Music for coming out and supplying the SEPTEMBER 2008

sound,’” and that will make an impression. The next step in getting additional church business is hosting clinics specific to that market. Offer to walk through typical problems found in the small- to medium-sized churches at the local Holiday Inn, offer some finger food, stage it during a weekday night, and for a minimum cost and a little advertising, “it has a stunning effect,” Morris says. “Retailers can get five solid leads from hosting an educational event like that.” Sometimes retailers can err in thinking they have to treat people from this market differently. Maglione says he’s not had to act any differently to this clientele then he does with any of his others. “Often, we’re talking for a half an hour before I realize they are with a church,” he says. “You just treat them with the same respect you do everyone.” Morris agrees: “Don’t overplay the hand and act super religious. Be yourself.” This means even if your background has been playing for or being on the road in some capacity with “colorful” bands. “Churches respect those who have been on the road, though you might want to frame it in generic terms as in, played ‘with a number of traveling groups.’ “Remember – the principles of basic sound, lighting, and backline remain the same of all these situations.”

Beyond the Sound Maglione says he’s heard the typical house of worship goes through three systems before they get it right. They have an idea of what they want, buy it, but it doesn’t meet their needs; then they upgrade it and make it a little better, only to eventually start from scratch. Getting it right isn’t easy, though. He points out that the nature of today’s churches do so much. They have a rock band on the altar, but the sanctuary is also a boardroom at times. There’s music reproduction, recorded music, ministers speaking, “there’s a lot going on. I take into consideration the most diverse set of needs and try to do as well as I can with all of them.” And don’t forget the lighting. “There is absolutely more interest in lighting in houses of worship,” Rook says. SEPTEMBER 2008

“We tell people we’re not a cookie-cutter organization. Not every church is the same.” “Where in the past you were only dealing with lighting the room, now you’re lighting for what goes on the screen, too.” But there are challenges here as well. The church should first and foremost look like a church, not a production studio. “Anybody can wire up thousand-watt par cans and shoot it at the altar, but then it looks like a performance space, not a church.” Lighting manufacturers catering to this market understand it and they too are providing products that can accommodate the less-is-more needs. Maglione sites that he has recommended the smaller, easier-to-work with lighting packages of American DJ and MBT with success. Also, multimedia systems are increasingly in reach. “It’s not just the mega churches, but more midsized and smaller ones want them,” says Maglione. “And they want turnkey technology.” For that he shows all who come in the door MediaShout, software made specifically for the church market that he has permanently displayed on his floor. “It integrates different applications, and makes it easy to put Bible verses, song lyrics, and images on the screen. It’s allowing small churches to do things that only the really big churches could do 20 years ago.” For many, working in the church market is, in addition to being profitable, a satisfying gig: “I really do like this – it doesn’t take me long to get jazzed up and enthusiastic about working with a particular house of worship,” Rook says. “When a project turns out really well, it’s a lot of fun.” MMR 73

RETAIL

Changing of the Guard: Two MI Retailers

Pass the Torch

Steve West, Denny Senseney, and the Art of a Good “Exit Strategy”

T 74 MMR

he commonalities are striking. Two of the industry’s most admired and respected retailers, both deeply involved in many associations (NAMM, RPMDA, NASMD), both known for their Midwestern sensibility and work ethic, both “retire” within a month of each other.

ers who are forward thinking enough to really take in the big picture – one that included something that music retailers everywhere often leave to chance: a good exit strategy. Steve West handed the reigns to Robin Walenta, and Denny Senseney handed his to Lori Supinie. Here’s their story, and why they are not among the many “music store for sale” classified found in the back of this magazine.

And this is where it gets especially curious: Both Steve West and Denny Senseney hand off their operations to their long-time accountants who happen to be women (and not members of their family). But upon digging deeper, it turns out to not be some mere curious coincidence, but the result of two lead-

Making Room Neither of these men left anything unplanned when they were in the business, so neither of them were going to leave how they left the business unscripted. “I just turned 63, and I was not in a hurry to retire,” West says. “But it was a good time for Robin [Walenta]. She had SEPTEMBER 2008

been handling and running the retail side of the business for the last several years effectively and efficiently. Then we had the announcement of [son] Ryan joining us as senior vice president, and that will allow him to be mentored by Robin and myself. And we have a very strong ‘bench’ – just wonderful managers who are smart and in tune with customers. It was the right time.” By his own admission, he’s always been a planner, and while it’s been a family business, it’s been professionally managed. “We budget and we have long term strategic plans … this process started 25 years ago when we were smart enough to hire Robin [Walenta],” he says. Senseney says, “When you sell a business you can pick who you sell it to, and you can pick when you sell it, but you can’t pick both.” It was more important for him to find the right person then it be the right time for him. “When people are ready to grow, you have to make room for them,” adds West. So he started the process of thinking about his retirement “years ago – when I realized I was going to get older!” he laughs. Senseney says he started thinking of his exit strategy 10 years ago, when he was 50. “It seemed like self-preservation to me,” he says. “Most of us who are independent small business people realize that Wall Street isn’t going to buy us.” He saw three options: Shutter the doors and liquidate, in which case the employees and the community loses; sell off to someone in the business who is bigger but outside the community, but that might not be good for customers or employees either; or find someone inside the operation to groom take over. “The inside sale seemed to make the most sense.” A key factor on who to make this “inside sale” to was that he or she needed

Denny Senseney SEPTEMBER 2008

Lori Supinie

to be at least a generation younger than him. He and Supinie settled on each other, and years ago began to lay the groundwork and to “make it possible for her to succeed.” This meant having her handle the banking duties sooner than later. “Not only have we been with the same bank, but we’ve had the same bank officer for 23 years. So they knew her, and had confidence in her.” Another aspect was visibility within the industry. Together they started going to the trade shows and association meeting together. “She got to know and earned the respect of key vendors and industry personnel and this is to her credit,” he says. “She’s a wife and a parent with responsibilities at home, but she took all of this on.” He adds that Supinie never looked at this as a 9-to-5 job, and knew that if she was going to be an effective owner, she would have to learn who the customers were, which she has done as well. West followed a very similar path with Walenta, and he’s especially proud that she is a newly elected member of the board of directors of NAMM.

The Senseney Story Denny Senseney was a popular and respected Wichita band director for nine years when in 1978 he entered into a partnership with Joe Hume of Hume Music of Topeka. Together they opened a separate operation in Wichita, and in 1984, Senseney bought Hume out and renamed the store Senseney Music. A tuba player, in addition to running the store, he played in the community band. “One of the highlights of being in the business for 30 years is the friends you make,” Senseney reflects. “The friends you make among your suppliers, the other music store owners, through the years

“When you sell a business you can pick who you sell it to, and you can pick when you sell it, but you can’t pick both.”

of being on the boards of the associations like NAMM, NASMD, RPMDA, and others – those friendships become very important. They are especially important for those of us who operate a small, independent business. You work really hard at home, so you make your friends at these conventions and meetings. And these relationships help make your business better.” The other highlight for him is how he’s been able to grow his business, and more importantly, help the people who work there grow personally and professionally. “Our model was always high service, value-added music retailing,” Senseney says. But that is dependent on selling products at a good margin. As he’s seen the opposite model, one of low margins and limited service move into the industry in general and his area specifically, it has been more challenging, but he never shrunk from the challenge. “Our model has always included ‘How do we hire people who can be of value to our customers?’ And then let these people develop and grow personal relationships with customers. It’s like gardening – our employees have to help teachers grow, pull weeds, and flourish. So the challenge has been how do we continue that ‘garden’ yet keep businesses that don’t adhere to that model from climbing over the fence and stealing the watermelons?” Coming into the business understanding the needs of teachers helped build Senseney Music -- that and a personal commitment. “Part of owning a business is you want to be successful not only economically, but you also want to feel that music education in your area was better off because of what you’ve done. A lot of students involved themselves in music here, and a lot of teachers took advantage of

Steve West

Robin Walenta MMR 75

services we offered, so you lock the store door at the end of the day and you want to believe youâ&#x20AC;&#x2122;ve made a difference, plus know youâ&#x20AC;&#x2122;ve controlled the business aspect enough that there is a little money left over.â&#x20AC;? But heâ&#x20AC;&#x2122;s locked the door for the last time, and now the keys are in the hands of Lori Supinie.

elementary school he licked the stamps for mailings, in junior high he was the custodian, and by high school he was moving pianos and fi xing instruments. (His instrument of choice, which he still plays, is the bass clarinet.) After graduating from the University of Iowa with a degree in marketing, he returned to the family business. â&#x20AC;&#x153;We had about 14 employees and one location, and then added a second store five years later,â&#x20AC;? he says. â&#x20AC;&#x153;But it was evident when I first got into the business that ours was more dependent on the

The West Story Steve West himself got into this business not unlike so many others: His parents founded the store in 1941, and in

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price of hogs and corn then whether or not we were brilliant at music instrument retailing,â&#x20AC;? he says. So along with growing and opening new retail operations, West diversified with distributing a line of flutes. â&#x20AC;&#x153;Literally, we had a flute manufacturing shop in the basement of our house with all the machines,â&#x20AC;? he said. â&#x20AC;&#x153;My father had an expertise in flute design, and in 1974 we went to Japan to start a relationship with Miyazawa Flute Company, and now we distribute those instruments.â&#x20AC;? These instruments were created in collaboration with Westâ&#x20AC;&#x2122;s dad, P.L. West and Masahi Miyazawa. (This is one area that West will now focus more of his energy on.)

â&#x20AC;&#x153;This is my fourth or fifth recession weâ&#x20AC;&#x2122;ve been through, and in all cases we continue to grow. We always come out as a stronger company.â&#x20AC;? West diversified further by becoming an advocate of the teaching methods of Carl Orff. Since 1984, heâ&#x20AC;&#x2122;s been president of West music. â&#x20AC;&#x153;I have no regrets whatsoever,â&#x20AC;? he says reflecting on his work so far. â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;m very passionate about the work we do. Our mission statement states we want to enrich peopleâ&#x20AC;&#x2122;s lives, and we breathe it. On the business side, this is the fourth or fifth recession weâ&#x20AC;&#x2122;ve been through, and we always come out as a stronger company. â&#x20AC;&#x153;The formula for success is always the same: get great people with a passion who have a great work ethic, you have some fun and you change the world!â&#x20AC;? he adds with a laugh. As confident as he is in Walentaâ&#x20AC;&#x2122;s ability, heâ&#x20AC;&#x2122;s equally confident about the talents of his son Ryan. He went to New York University earning a theater degree with a computer minor, and since those days heâ&#x20AC;&#x2122;s been part of the West Music team, having a hand in Internet related projects. â&#x20AC;&#x153;Heâ&#x20AC;&#x2122;s always been on the peripheral, and heâ&#x20AC;&#x2122;s been a great contributor to the operation. Heâ&#x20AC;&#x2122;s a lot of fun and has a SEPTEMBER 2008

great worth ethic. The timing is right for him to move back.” Ryan says he’s “looking forward to continuing in the incredible business my grandfather started 67 years ago. West Music has taught so many people the power of making music, and I hope, with my help, we can reach even more.” He earned his bachelor’s degree in drama with a minor in Web applications from New York University’s Tisch School of Arts. He also holds a master’s degree in acting from the Moscow Art Theater in conjunction with the American Repertory Theater at Harvard University. On a personal level, West is understandably pleased to have his son come home. “The timing was right,” he repeats.

people are thinking a recession is coming, but we see an opportunity to continue to grow and develop.” As for the flooding: “We’re fortunate because all of our stores in those communities remain dry, but unfortunately the towns are bad off. We’re operating from a position of assistance – helping out friends and neighbors, schools, private school teachers, all those not as fortunate. We’ve gotten tons of instruments in for repair, and have been moving pianos constantly, so we’re basically telling those communities, ‘we’re here to help.’”

At the University of Iowa, Cedar Rapids, West Music helped save all the Steinways from flood, though some of the other pianos may not have made it. “And the school’s performance space won’t be ready for the fall, and maybe not even by the spring, so we’re partnering with them to help figure that out.” Supinie grew up in Coal City, Ill., and graduated from the University of Illinois, Champagne/Urbana with a degree in elementary education. After teaching for five years, she returned to school and earned an MBA in accounting. All the time she

The New Leaders Robin Walenta stands on the floor of Summer NAMM in Nashville and scribbles out the word “vice,” leaving only “president” on her business card before she hands it out. “I haven’t had time to get new cards!” she smiles. Though there is certainly nothing sudden about the rise to that position. Walenta is a pickup truck driving Iowa gal who graduated with an accounting degree from Middle Tennessee University, Murfreesboro, Tenn., and entered the banking industry. After a few years of that, she ended up in her home state and went to work for Steve West. “When I first came here, my role was as accountant,” she says. “But this business is so diverse that I had the opportunity to grow and develop behind that. I can’t think of a better teacher [than West]. He’s an awesome mentor who is passionate about people and this business. That has made my job easy.” The foundation for her to assume the president title has been being laid for years, so the “official” handoff of day-today running of the retail operation certainly didn’t throw her any curves. But she has had to face unexpected difficulty: five of their six stores are located in towns that have been adversely affected by the flood. And that’s on top of that there is the softening economy. “We are a very budget-strategic, plandriven company, and we believe it is those types of companies that fare better during troubled times.” Prior to the recent downturn in the economy, they had already implemented plans to shore up inventory, cut expenses, et cetera. “Some SEPTEMBER 2008

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played bassoon, along with playing the piano and singing in choirs. Her husband’s job transferred them to Wichita, and she met Denny Senseney playing bassoon in his store’s community band. The band went to France to perform at the 50th Anniversary of D-Day, and it was during that trip that two spoke about Supinie coming onboard as a controller for the music store. “It was kind of a dream job,” she says. “I got to combine something I am good at, accounting, with something I am passionate about, music and music education. This is a store that focuses on that.” Since her arrive, she’s seen the store and her responsibilities grow. “He’s always been a mentor for me, and even before we even talked about me buying the store, he made sure I was involved, met people in the industry – he’s been very generous that way,” Supinie says. “Once we started talking about future possibilities, he made sure I got more involved with the associations and trade shows. That paid off big time when we started making this transition.” Now that she’s had a few months to settle in, and is looking past the present

economic challenges to the future. “The economy is crazy, but I feel strongly that here in the Midwest we are isolated from what is happening to some degree. Economically, we’re not experiencing doubledigit growth, but we’re doing strong. And I think our staff is the best in the country, and we can continue to serve people. “Denny started that model and we’re fortunate to be able to continue it. We try to take care to not take any customers for granite, and keep at it.” Beyond continuing to build on the tradition established, she did express a desire to improve their web presence. “We do have a shopping cart, but I’d like to make that more customer friendly, and find ways to connect with customers through our site. That’s a focus in the near term.” Another immediate focus is her duties as incoming RPMDA president. It’s not surprising that the two women already know each other. “Oh yeah,” Walenta laughs when Supinie’s name is brought up. “We connected at an NASMD event. She’s extremely capable.” Supinie expressed that the feeling is mutual. In addition to all they have in common, the two women also agree on some-

thing else: they both have very big shoes to fi ll.

And About That “Retirement” … And you won’t find either men putting around the house and falling in front of the TV in the afternoon. “I don’t know how I had time to work, I have so much going on!” says Senseney. He’s still engaged in the industry, though he stresses that he’s careful to not interfere with Supinie’s new roll. But he will continue on the Midwest clinic board, and is involved in a lot of community projects, including sitting on the board of the area’s United Way. “Since he’s ‘retired,’ there hasn’t been a day when he hasn’t come into the office,” laughs Walenta. While the day-today operation has been handed over to Walenta, West remains involved in special projects as company chairman, and he too will spend more time on outside interests which includes being president of a local community college foundation and director of a regional bank. Most importantly, he will spend more time advocating for music education. “And of course I’m here for the store to help in anyway I can.”

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78 MMR

SEPTEMBER 2008

Is the MI Business Recession Proof? While debate rages on about whether we’re actually in a recession or not, for many it sure feels like we’re in one. These are the results from a recent survey.

when people are nervous about the e c o n o m y, they don’t buy instruments.

Yes -- in fact, hard

46% 44%

times often mean an increase in my business.

10%

Maybe

some segments do better, but others are affected by a slower economy. It’s a toss up.

How to Create New Business “There is no question that a slow to poor economy cuts into those areas where live music is performed and

SEPTEMBER 2008

music stores feel the effect of the lack of spending. Clubs, parties, weddings, shows, and events are all impacted by a cut back in spending and generally the active musicians become less active and are less apt to spend on new instruments and accessories. “This is the time retailers should review their business and the vendors they do business with. They need to watch turnover closely and support the brands that work to drive sales and profits while keeping an eye on all floor plan commitments without overextending their finances. If you can’t turn it quickly, it isn’t that good of a buy. “Learn to advertise to create new business and send lots of letters on a regular basis to existing customers to keep them in touch with you and

your business. A change in economy both good and bad requires a change in how you approach business. It’s up to the business owner how successful they make it through a slow to poor economy.” Joe Bredau Korg USA Tucson, Ariz. “In rural areas where customers must drive, they are less likely to enroll their children in music lessons, therefore reducing the overall instrument sales. As long as schools continue to keep strings in their programs, I will have a business as we rent approximately 1,700 instruments each year. This is now our bread and butter.” [Unsigned] MMR 79

RETAIL

Steinway Piano Galleries Orlando

Reaches Out, Gives Back Innovative programs endears them to community, makes them “more than just a piano store”

Gary and Kathy Grimes

n a Sunday in July, art lovers from all over the central Florida region gathered for an exhibit in the Orlando, Fla. suburb of Altamonte Springs. Called “Visual Harmonies,” it displayed the watercolor paintings of regional artists who are board members of the Women’s Caucus for Art, Florida Chapter. But the location was not a local art gallery, though it was placed in the immediate proximity of what many feel is other “works of art”: it was held at the Steinway Piano Galleries.

“We wanted the recital hall to be used for music and the arts, and I think it sets us apart.” Women’s Caucus for Art’s president Jo Anne Adams said the show was a great success. “We’ve had individual members work with [Steinway owners] Gary and Kathy Grimes on other shows, and this event was really great. There was a wonderful jazz band that came in and played, and that just enhances the whole experience. Steinway Piano Galleries does a wonderful show and they are always well attended. We have a long history of working with them.” 80 MMR

“We have been doing the monthly art shows for over six years and at this point have done over 75 of them,” president Gary Grimes says. “It’s our ‘give back’ to the community, and makes us more than just a piano store.” He does not claim to be the first to open up his piano store for art, but he’s the first to do it well and for this long. “Everybody tries something like this,” he says. But in 2001, when they founded the store, they had the vision to create a 150seat recital hall that features special light-

ing and fi xtures specifically for the proper display of art. “We wanted the recital hall to be used for music and the arts, and I think it sets us apart,” he says. “It’s been used for fundraisers for the local hospice, and we’ll have ballerina-inspired art for a fundraiser for the local ballet, etc.” Wife and Steinway Piano Galleries executive vice president Kathy Grimes takes care of booking the artists, and currently they are booked 18 months out. “She does the hard work,” Gary says. “There’s SEPTEMBER 2008

quite a bit of coordination as a lot of different groups and artist naturally want to take advantage of what we offer. We supply the music, the wine and cheese, and always pick up the tab. We don’t charge artist for displaying, but most will make a donation to our PianoBank charity.” The upside is naturally notices of the monthly art showings are always in the local papers, and all those who come to them get to be exposed to all those pianos he has in the showroom. And it’s an extra carrot for getting someone in the store, too: “We’ll invite perspective clients to an art show, and that gives us a chance to meet them in another environment.” In addition to opening their doors to regional artists, they also do some major events. The Seminal County Art Council holds a major show there once a year. “It’s all worked out very well.”

About that “Piano Bank” Of all their endeavors, Gary and Kathy Grimes are most proud of the organization’s work with the PianoBank, which is officially called the Steinway Society of Central Florida. Founded in 2006, the non-profit 501(c)

SEPTEMBER 2008

charity puts pianos that would otherwise It’s a lot of publicity for a very good be neglected under the fingers of deserving cause. economically disadvantaged youth. They “We work with local music teachers, got the idea when the music department and there is an application on our Web at the University of Central Florida traded in its old pianos for new Steinways, becoming an all-Steinway school. “I thought, Why not create a piano bank? Why not refurbish the old pianos and give them away to deserving youngsters?” For its launch, Grimes contacted Orlando’s Mayor Buddy Dyer, “who was very excited about the program” and was on hand when the first seven pianos were given out. They also get some high profile help from Bob Frier, a local television news anchor, who is featured on Steinway Orlando mayor Buddy Dyer and Gary Grimes presenting a piano. Piano Galleries website and often comes to events. Also the local news station often runs public site,” he explains. “Those chosen get a service announcements about the program piano for three years, and they have to and the events surrounding it. come in and perform at a recital once a

MMR 81

year. At the end, if they’ve kept up with playing, they get to keep the piano forever.” If not, it returns to the “bank” and others will get a chance. In addition to

“There’s no commercial motivation for any of this, though obviously we all like good PR.” the Grimes’ donating, others in the community are encouraged to donate their pianos or money for the cause. As part of the program, they are providing free music lessons at a local recreation center where currently 18 young players are receiving training they would not normally be able to afford. He has and continues to receive extensive media coverage for their efforts, and this includes a recent 30-minute program regarding the piano bank charity shown on a local television station. They work with other organizations, too.

82 MMR

Seminole Cultural Arts Council piano gifting.

“Working with charities providing pianos for live auctions is also a really good thing – it provides high-visibility in the community.” The entrepreneur and philanthropist has positioned his store as a patron of all the arts and has been a part of fundraisers for the Orlando’s opera, ballet, and philharmonic groups, in addition to the PianoBank and art shows. This has all certainly gone a long way in

keeping Orlando’s Steinway Piano Galleries in the minds—and hearts—of the central Florida population. “But when you do something like this, you have to do it on the basis of doing it for the community and not expect to get something out of it,” Grimes says. “There’s no commercial motivation for any of this, though obviously we all like good PR.”

SEPTEMBER 2008

At A Glance: Kathi Kretzer of Kretzer Piano Who:

Kathi Kretzer, Kretzer Piano

Where:

West Palm Beach, Fla.

When:

Founded in 1985.

Brands carried:

Yamaha, Pearl River, Ritmüller, and Story & Clark.

How many employees: Five full time employees; several piano turners and teachers who are independent contractors. Instrument: “Piano, since I was six years old.” Schoolin’: Bachelor of Arts of Music Education, with a principle in piano from Florida State University in Tallahassee, Fla.

Best thing about my job: “I’m able to provide concerts and opportunities for young artist.” Worse part of the job: “Hurricanes. Once we had to close for two weeks because of one, and that was terrible!”

Personal: Daughter (Amanda, 27). Soul-searching moment: “I graduated from college and was offered $8,000 a year teaching. At the time I was already making more than that playing piano professionally, so I knew I had to do something else with my life.” ‘Ah-ha!’ moment: “While teaching at Sims Baldwin in Tallahassee, I watched [owner] Lee Sims sell pianos. I asked him if I could help sell for a month, and I sold a piano my first day. That was my ‘Ah-ha!’ moment.” Auspicious gigs: Performed at the Florida Governor’s Mansion twice for gubernatorial inaugurations; played organ at the Atlanta Fulton County Stadium for Atlanta Braves games. Not so auspicious gig: Played piano at two McDonald’s restaurants two nights a week for two years. Career low point: “I took a year off from selling pianos when I lived in Atlanta, and sold phone systems. I hated it!” Kudos: Recently received the Palm Beach Chamber of Commerce Business Leader of the Year Award. Community outreach: Kretzer Piano holds a “Music for the Mind” concert series the third Tuesday of every

SEPTEMBER 83 MMR 2008

month, which has featured over 5,500 local performers and raised over $135,000 for music education in Palm Beach and Martin County schools and youth music groups.

If I could go back in time and tell my younger self one thing, it would be… “Buy my real estate instead of renting.” People might be surprised to know: “My sister and my niece are both professional clowns in Washington, D.C.” The most important thing about running a piano store is to… “Go beyond just treating people well. People talk about it a lot, but few actually do it. We’ve found out a client’s favorite restaurant and provided a generous gift certificate to that for them, down to writing thank you notes to our teachers who are doing a great job.” Most admired people in the business: “[Former Yamaha president] Terry Lewis has done a lot for our industry, and so has Dennis Houlihan [of Roland]. Joe Lamond has done an amazing job with NAMM.” If I was a cartoon character, I’d be: Betty Boop. True or False: Can you be happy AND rich in the music instrument business? “Absolutely!” [Laughs] Words to live by: “Winston Churchill said: ‘You make a living by what you get, you make a life by what you give.’” SEPTEMBER MMR2008 83

Veteranvoices

Victor Tibaldeo and the Sale of an Institution

fter 60 years in the piano and organ business, 85-year-old Victor Tibaldeo is retiring. Victor is the owner of Victor Pianos and Organs, located in five two-story showroom buildings in downtown Miami. He is selling his business, buildings, and even some luxury condominiums. But, as MMR found out, Victor may not be ready to exit the stage just yet. How did you get started in the musical instrument business? “I grew up in New Haven, Conn. I went to the public schools there and used to walk by the Yale admissions office everyday. One day I walked in and said, ‘I want to go to school here.’ I filled out some paperwork and they let me in. I graduated with George Bush in the class of 1948. I was one of the few guys who worked and went to school. During my time at Yale, I taught piano and accordion and had 55 students. I also played piano in nightclubs and in the orchestra pit at the Shubert Theater. After I graduated, I opened 84 MMR

a studio and taught piano, accordion, and trumpet. I also began to sell pianos and organs, and that’s how it started.”

How did you end up settling in Miami? “I used to visit Miami a lot; I loved the weather. After a trip there in 1958, I went home and told my family that we were moving to Miami in 90 days. I had 10 upright pianos moved down there with my furniture. I started my business in Miami with those uprights. I sold each one for $500. “I went to visit the original owner of my place; back then it was called Mi-

ami Piano Mart. I have always and still do visit dealers all over the world. The owner was ready to retire and he said to me, ‘You know so much about pianos and organs, why don’t you buy this place?’ He wanted $75,000. I went to the bank and got a cashier’s check, and that was it. At the time, there was only one building, about 10,000 square feet. Since then I have acquired four more buildings next to the original.”

How large is your staff now? “We have a small staff of five people. They are all family members. We also have SEPTEMBER 2008

service people, but they are all independent contractors. Twenty years ago, when the organ business was booming, we opened nine stores in various malls and, of course, had a larger staff then. As the organ boom diminished we closed all of those stores.”

What products have you had the most success with? “Our specialty and the reason for our success, has been used pianos and organs. People in the business today who are selling the new stuff are suffering. People aren’t buying the new stuff; the prices are too high, and the quality is not as good as it used to be. We have Steinways that are half the price of the new ones, and they are better than the new ones. We have the largest selection of grand pianos in the United States, both new and used. We have Steinway, Mason & Hamlin, and all the famous pianos. Our used pianos have always sold the best.” What trends have you noticed in the industry over the years? “The old pianos were made by the technicians in New York years ago, when Fifth Avenue was lined with piano shops. During that time, there were 275 piano companies in New York and now there is only one, Steinway. “It’s different today; the quality is not the same. I have always been passionate about what I sell, and I don’t see that in many dealers today. Dealers today who are passionate are usually old-timers. Since I’ve been here, there have been 50 dealers who have opened and closed, even the big ones like Baldwin and Steinway. They can’t survive because expenses are too high. “The problem with pianos is that they are large items and need a lot of space. Most people don’t have that luxury anymore. Even in New York, people are paying $30,000 a month for rent and still don’t have the space. Diamonds are easier to sell--they don’t take up a lot of space. What I have here in Miami couldn’t exist in New York now, like it did at one time. No one could afford the rent. One of my buildings here is called the Grand Building---it’s two SEPTEMBER 2008

stories full of 400 grand pianos, mostly used, and that is what most people want.”

During the past 60 years, what were the times when your business has struggled the most? “Oh sure, there have about a half dozen times over the years when the entire industry has suffered. Since I started in New Haven in 1939, there has been a dip every 10 to 15 years, mostly due to the economy. This period right now is probably the worst I have seen, due to all of the home foreclosures. Even though there are tough times, I am a firm believer in pianos. They will never go away; people will always want them.”

the center of downtown. It has been word of mouth for the most part. They call us. “Tennessee Williams called me and ordered a piano. It took a while for us to deliver the piano to him. He kept calling me over and over saying, ‘Where’s my piano?’ I spoke to him a lot. Itzhak Perlman came in with his daughter to buy her a used Steinway. He didn’t even look at the piano; he stood on one side of the room while his daughter played it, and he just listened. After only a few minutes, he knew it was what he wanted. Jackie Gleason was a regular customer and I gave him piano lessons. He came in one day and said he wanted an organ. I showed him a $10,000 Allen organ, which is a fabulous organ. He bought it and we delivered it to his house. “One day five young guys came into the office. I was sitting at the front desk, as I always do, and one of them was so little, I could barely see the top of his head. They rushed in at closing time and

“Even though there are tough times, I am a firm believer in pianos. They will never go away; people will always want them”

You have had so many famous clients, from Itzhak Perlman and Ray Charles to Donald Trump. How did you amass such a clientele? “At one time we were the only ones in Miami, and we have a great location in

A vintage shot of Victor (seated) with representatives of Hallet, Davis & Co., Boston. MMR 85

Veteranvoices

An early 60’s shot of Victor (center) with Bosendorfer reps.

said they needed a piano, right away, to be delivered to their hotel for a show. As it turned out, they were the Jackson Five and the little one was Michael Jackson. “Ray Kroc, the owner of McDonald’s, and his wife came into one of my mall organ stores. His wife was a fantastic church organist. She pointed to a Conn organ and said, ‘I want two of those organs, refinished in driftwood, for my boat.’ We didn’t know who she was at the time, but we found out when they signed the contract. We delivered one organ to the boat, which was a 140 feet yacht. We shipped the other one to her home on Michigan Avenue in Chicago. “Francis Ford Coppola came in one day. He arrived in a taxi. He was wearing an old t-shirt and had a scruffy beard—I thought he was a street person. He said he wanted a piano. My salesman came back and said, ‘He bought the piano.’ I said, ‘Who is he?’ My salesman said, ‘He’s Francis Ford Coppola, and he wants the piano shipped to his hotel in Belize.’ So, we shipped the piano to Belize.” 86 MMR

What are you going to do now that you are retiring? “I will never leave Miami. I am going to help whoever buys this place, if anyone buys it. I am not going to sell this place to just anyone who calls and has the money. It’s not a question of money for me. They have to be qualified and they have to really want something like this. They must be dedicated to it or else I won’t sell it to them. I won’t answer any questions on the phone. I want to meet them, know who they are and what they’ve done. I want to make sure that they understand this business and feel the way I do about pianos. “I have been going to the same piano convention for 55 years. The first one was at The New Yorker Hotel in Manhattan. I’ve been to every one of them. I used to travel all over the country and visit piano dealers to see how they did things. I have always said that I have learned at least one thing from every dealer. Even if they were doing everything wrong, there was always one thing they were doing right, and I learned from that.” SEPTEMBER 2008

Supplierscene Super-Sensitive Musical Strings Super-Sensitive Musical Strings have made design changes to Red Label Strings, most notably is the use of copper eyelets instead of traditional brass eyelets. According to company chairman John Cavanaugh, the science behind the use of copper is seen and heard by its reaction

with Red Label’s solid core and nickel winding. The resonance and vibrations created when struck cause the steel core to resonate with more center of midrange tones, which creates greater warmth. Brass is a good choice within a recipe of other cores and windings, but Red Label’s

solid steel and nickel create the warmest sound wave when anchored by copper. Additionally, Red Label Strings now employ a thinner twist near the ball end for easier installation through the variety of today’s tailpieces. www.supersensitive.com

Wyman Piano’s Newest Pianoforte Vertical Wyman Piano Company announced its new 52” Wyman Pianoforte Vertical Model WV132 upright piano at the recent 2008 Summer NAMM Convention in Nashville, Tenn. This striking new instrument is finished in Classic Polished Ebony with a tasteful new music desk design. The contemporary cabinet features

traditional upright design elements, slow close fallboard, as well as polished brass hardware, and an adjustable deluxe artist taboret bench. Quality features relating to musical performance, as well as durability, are consistent with features found in the Wyman Pianoforte grand models: for example, the premium Yumei hard rock

Pro-Mark’s Diversity Series Keyboard Mallets Designed by the percussion staff of The Concord Blue Devils, the Diversity Series™ is a part of Pro-Mark’s new System Blue line of marching and education products. This eight-mallet line features four graduated marimba mallets and four graduated xylophone mallets. It was created to satisfy any musical demand while maintaining a true, fundamental tone from the keyboard. The DV1 through DV4 range from soft (DV1) to hard (DV4). They feature latex-wrapped synthetic heads with a nylon-wool blend yarn wrapping and a birch shaft. These mallets can be used on marimbas with either synthetic or rosewood bars. Suggested retail price is $44.95 per pair. The DV5R through DV8R range from soft (DV5R) to hard (DV8R). They feature mushroom-shaped, cord-wrapped heads on rattan shafts. Suggested retail price is $54.95 per pair. www.promark.com SEPTEMBER 2008

maple action, premium Yumei spruce keys, 19-ply hard rock maple wrest plank, solid copper wound bass strings, treble strings crafted from Roslau music wire, Lifetime TriPhonic spruce soundboard, and a transferable 12-year parts and labor warranty. www.wymanpiano.com

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Kaces Grafix Valve Guards Kaces introduces four new trumpet valve guards that allow the creative musician a cool path for self expression while protecting the horn from dirt and corrosive hand oils. These new valve guards feature vivid four color printed Grafi x designs, non-abrasive interior lining, convenient Velcro

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closures, and are designed to fit Bb trumpets. With a retail price of only $9.95, these new Grafix valve guards are sure to be a hit with band instrument dealers, educators, and musicians who would like to add a visual flair to their instrument. www.kaces.com

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LED Sun Wash From Irradiant The LED Sun Wash from Irradiant incorporates all of the functionality required to be applied professionally. With five program cues available, each program can contain a maximum of 10 scenes with 36 timed events that can be set to any desired clock time. The Led Sun Wash also has a built in thermal sensor to enable operations below 60°C. Whether operated with DMX-512, stand-alone or, via the built-in, sophisticated, and simple to operate one time/scene selection system, the LED Pro Wash delivers professional results. The Sun Wash / RGB utilizes 24 red (one watt LEDS), 18 green (three watt LEDS), and seven blue (three watt LEDS) to give it brilliance. The Sun Wash /AW unit is also available in an amber white version to give crystal clear white wash. With the combination of white and amber LEDS this unit is perfect for video and television studios. The Sun Wash / RGB retails for $1,499.99 and the Sun Wash /AW retails for $1,799.99.

Zildjian K Custom Dry Complex II Rides Zildjian announces the introduction of a second generation series of ride cymbals designed with renowned jazz drummer, Bill Stewart. The new K Custom Dry Complex Ride II cymbals are available in sizes of 20, 22, and 24-inch and incorporate many of the successful design elements, along with some new additional features of the original Complex Rides that were modeled after Mr. Stewart’s distinctive ride sound. These new cymbals feature a brand new wider bell design with a much lower profi le that helps to promote more control while offering a smooth and less metallic array of rich overtones. With medium-thin weight specifications, which are slightly heavier than the first generation of Complex Rides, these new cymbals are SEPTEMBER 2008

now more versatile, as they provide ride patterns that can be heard clearly from within an airy wash of overtones. Each

cymbal employs traditional lathing with no tonal grooves on top, and a scratch lathing method underneath except at the outer edge to assist with a “loose” but easily contained set of overtones. Unlike the 24 and 22-inch models, the 20-inch Ride features full scratch lathing on the bottom. www.zildjian.com

Check out the Demo Videos!! www.modtone-effects.com

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Now Available from these US Distributors SHS International 800.475.7686

Chesbro Music 800.243.7276

Hanser Music Group 800.999.5558 MMR 89

Reserve Soprano Reeds from Rico Rico introduces their new Reserve Soprano Saxophone reeds. Reserve reeds have literally been designed from the ground up, starting with raw materials. They are made exclusively from lower-internode cane—a technique pioneered by Rico. These reeds yield the highest-density cane available. In addition, French cutting techniques and optical lasers ensure consistency in thickness from reed to reed, attuned to the industry’s strict standards. Rico has refined its manufacturing process, as part of a $10 million capital investment project, resulting in an extremely consistent reed; consequently, new Reserve Soprano Saxophone Reeds are designed using the latest 3-D reed modeling software.Rico Reserve Soprano Saxophone Reeds will be available July 1, 2008 and will retail for $29.95 for 5 reeds. www.ricoreeds.com

The Serious Jazz Book II: The Harmonic Approach Following the success of guitar legend Barry Finnerty’s first book, The Serious Jazz Practice Book, Sher Music Co. has released the second volume in this series. In this book, Barry (who recorded with Miles Davis, The Brecker Brothers, and The Crusaders) shows how to become a better soloist by melodically mastering the individual chords used in jazz, how they connect with each other, and how they are used in various song forms. The retail price is $32. www.shermusic.com 90 MMR

SEPTEMBER 2008

Supplierscene Harpsiclet Harps in the Woodwind Section Rees Harps Incorporated announces that The String Centre, a division of Woodwind Brasswind of South Bend, Indiana, will be featuring the entire Harpsiclet Harp line on the inside back cover of their new catalog. The harps will also appear in the Lyons catalog being mailed out to schools and teachers across North America. Both of the catalogs and Woodwind Brasswind itself will carry Harpsiclet Harps on their Web sites. www.thestringcentre.com www.4lyons.com

ACCESS Stage One Gets “Fat” At Summer NAMM ‘08 The Stage One FatBoy 1 is a rectangular, soft shoulder electric guitar case that’s specifically designed for Les Paul-style single cutaway guitars. The Stage One “FatBoy” 1 (AC1FS1) carries an MSRP of $129, the MAP is $95 and the Dealer Net Price is only $42.50. To mark the release of the “FatBoy” 1, ACCESS has produced a limited run of 300 cases that are finished in their rugged Stage Three exterior covering. These cases will sell for the same price as the standard production “FatBoy”1 cases and will be awarded to dealers on a first-come, first-serve basis. Interested parties can contact: sales@accessbagsandcases.com.

which features a pine wood base plate. Both models safely hold acoustic or electric guitars. They also feature black velveteen foam rubber to prevent your guitar’s finish from staining. Only the GS7730, however, comes with rubber end caps to help keep the guitar in place. The yoke on

the GS7730 swivels to allow the guitar to hang straight, even with non-symmetrical shaped guitars. The GS7640’s optional swivel yoke, on the other hand, can be tightened to lock the yoke in place. Assembly instructions for both models are included on the reverse side of the

Not your ordinary POP FILTER! Innovative design and professional engineering have led to the creation of Air Pressure Dispersion Technology™ the most effective method for ensuring pop-free recording - available exclusively from Music Accessories.

Thanks to A.P.D.T™ �Air Pressure Dispersion Technology�, our Split Screen Pop Filter eliminates unwanted explosive �P� and �B� consonants to satisfy the most discriminating customer.

1st screen diffuses air

Split Screen Pop Filter

Opening between screens disperses air �relieves pressure�

Our pop filters are engineered to perform. 2nd screen diffuses any remaining air pressure and passes full-range vocals

ALSO AVAILABLE

On-Stage Stands Guitar Hangers The new guitar hangers from On-Stage Stands mount to an interior wall and hang guitars by their head stocks. The two new models are the GS7640 hanger with a round metal base plate and the GS7730 SEPTEMBER 2008

800-266-7225 or music-accessories.net

MMR 91

Deep, Dimensional Sound Introducing...

The

Wedge

packaging. The GS7730 lists for $21.99 and the GS7640 at $16.99. www.onstagestands.com

FDW-Worldwide New Distributor of Sontronics Microphones FDW-Worldwide announced the addition of Sontronics microphones to its distribution line. Founded by company managing director Trevor Coley, Sontronics was launched at the 2005 Winter NAMM Show. Sontronics began with an array of eight microphone products that attracted a great deal of attention from dealers as they recognized the outstanding quality and value. Since that time, Sontronics has continued to grow and now is available to dealers, artists, and engineers in over 30 countries around the world. www.sontronicsusa.com

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

Music Freight Partners with AIMM Versatile large-diaphragm studio condenser mic Wedge shape effectively reduces plosive sounds and wind/pop/breath noises Innovative free-standing design results in more open, detailed sound from any angle First stage circuit is located close to the capsule for improved sound quality

violetusa.com Handcrafted in Latvia

92 MMR

AIMM is pleased to recommend Music Freight as a new Business Program for AIMM Dealers. With margins changing and costs rising, it is more important than ever to look at all expenses associated with doing business. Freight costs are no exception. Music Freight’s Retailer Inbound Freight (RIF) Program is specifically designed to help music retailers, of all sizes, reduce shipping expenses. The RIF Program leverages the volume generated by Music Freights consortium of participating companies and passes on the benefits of lower shipping costs. In addition, using proactive e-mail notifications and a robust Web site, Music Freight makes it easy to track the status of shipments inbound to your store(s). The RIF program is easy to implement. Music Freight can conduct a cost-free, confidential comparison to determine the potential savings opportunity. Then all you need to do is pick the option that suits you best. For more information, contact www.musicfreight.com. SEPTEMBER 2008

Supplierscene Twinkle Twinkle has recently celebrated its 10th year in the giftware business. Since then, the company has grown to become one of Canada’s largest specialty giftware brands, with a large distribution network in North America

the 14 lb., 18 watt, full featured, and hand wired, tube rectified Royal Bluesman. With a footprint of only 11.5” x 6.75” x 7.13”, the Royal Bluesman also features reverb with dwell and mix, vibrato, and line level input, allowing the guitarist to

play along with an external music source. Also featured is volume control, providing volume capabilities from bedroom to gigging level, a custom chassis, cathode biased, variable ohm outputs, and a universal power supply. www.burrissamps.com

and Europe. Twinkle’s bestselling Life and Rhythm, is an exclusive product line that presents musical instruments and performance arts. This popular series features a variety of unique decorative creations that includes musical water globes, music boxes, wall decors, and stationeries. The Jazzy Piano water globe featured here is a blend of classic and contemporary art styles. It has a decaled ceramic base and the globe scene rotates to the “Music of the Night” from Andrew Lloyd Webber’s Phantom of the Opera. www.twinkleglobe.com

Royal Bluesman from Burriss Amps Burriss Amps and Effects Pedals introduce the Royal Bluesman – perhaps the world’s smallest, full-featured, custom, and hand-wired tube amplifier. Known for his line of full size tube amps, Switch Master, Shadow and dB Special, designer and builder Bob Burriss responded to the need for a small versatile amp with SEPTEMBER 2008

MMR 93

Because we love music.

GROTRIAN PIANO COMPANY GmbH Postbox 58 33 D-38049 Braunschweig Germany

Tel: 00149.531.210 10.0 Fax: 00149.531.210 10.40 contact@grotrian.de www.grotrian.de

Solange Knowles Touring With Sennheiser Solange Knowles hit the road for a sixweek string of shows in theaters and club venues to promote her second album, SoL-AngeL and the Hadley St. Dreams. Opening for co-headliners Raheem DeVaughan and Chrisette Michele on the Art of Love Tour, Solange and her two background singers/dancers are equipped with Sennheiser RF microphones and wireless monitor systems, while her four-piece band relies almost exclusively on wired Sennheiser evolution 900 Series microphones. Berry shares that he is also a fan of Sennheiser’s 900 Series wired microphones. “I put the whole band on the 900 Series when I have the choice.” For the Art of Love Tour, he says, “I use a combination of the e 901 and the e 902 on the kick drum. I do something a little different. I don’t use the e 904 on the toms. Instead I use the e 906. It’s a little bit crisper and it has a little tighter pickup pattern. I also use a 906 on the snare bottom, and e 914 condensers on the hi-hat and overheads. And I use an MD 421 II on the guitar amp.” www.sennheiserusa.com

Lenny White Signature Stick from Vic Firth

Find Breaking News in the Hot News section of MMR’s Web site, www.MMRmagazine.com 94 MMR

Lenny White is best known as one of the forerunners of the jazz-rock/funk movement. He has performed with some of the all-time greats of jazz including Freddie Hubbard, Joe Henderson, Woody Shaw, Jaco Pastorius, Gato Barbieri, Gil Evans, Stanley Clarke and Stan Getz among others. He has also expanded and reinvented his caSEPTEMBER 2008

Supplierscene reer by becoming a very successful producer. Regardless of his role, Lenny is always on the cutting edge of the music scene. While designing his stick, Lenny stated, “I really liked the feel of the 5B. But I discovered that in taking a little bit off the shaft thickness and making the tip oval that I really got my perfect feel with a great ride cymbal sound!” The stick is designed in hickory with a white finish at 16 ¼” in length and at a thickness of .580”---a great choice for those looking for a stick between 5A and 5B. www.vicfirth.com

development of affordable alternatives. The Elite 3412 proves it can be done. The 3412 will soon be followed by two additional models, an affordable two tone and five switch accordion scheduled to debut at the up coming NAMM show in Anaheim, 2009. Key options: GCF/Sol, FB-

bEb/FA, EAD/MI, and ADG/LA. Colors: black, white pearl, red pearl, green pearl, and dark and light blue pearl. Deluxe rollaway case and Italian leather straps are also included. Weight 13.3 lbs. Retail $1995. www.gulfmusicsalesonline.com

Vivaldi’s The Four Seasons Music Minus One has taken one of the world’s greatest classical pieces, The Four Seasons by Vivaldi, and had one of the world’s finest flutists, Paul Fried, arrange and adapt the work to enable flutists everywhere to perform this work on that instrument. He demonstrates by performing the piece with the provided full orchestral backgrounds, performed by the Czech Symphony Chamber Orchestra. www.musicminusone.com

SofiaMari Elite Accordion Gulf Music Sales introduces the SofiaMari Elite accordion. Engineered and designed by Pierluca Polverini, of Castelfidardo, Italy. Elite accordions are built using Italian components and deliver the ultimate in sound quality, performance, and craftsmanship. We’re extremely pleased to be able to offer this quality and price point, say’s Luis Rodriguez, owner of Gulf Music Sales distributors of SofiaMari accordions. We’ve been working with Pierluca on the SEPTEMBER 2008

MMR 95

Supplierscene Yamaha Launches Clavinova 25th Anniversary Sweepstakes Yamaha Piano Division has launched a unique contest and Web site celebrating the 25th anniversary of the award-winning Clavinova Digital piano. Between September 1 and November 30, 2008, contestants can enter to win the grand prize of a brand new CVP405 digital piano. In

addition to simple entry forms, Yamaha encourages contestants to showcase their musical talent and passion for the Clavinova by entering in the following ways: • Tell Us About Your Clavinova Experience. • Share Your Original Compositions.

For further details and full contest rules, visit www.clavinova.com. At this year’s NAMM show, the Clavinova received its 12th award from MMR, this time for “Pro Digital Keyboard Line of the Year”. www.yamaha.com •

Footime Page and Score Turner While watching a musician struggle with a printed musical score in Pasadena, California a few years ago, inventor Tianhou Li came up with a brilliantly simple idea: harness digital technology to allow musicians to turn pages using their feet. The resulting device, called the Footime Page and Score Turner, uses a common USB interface and works with popular software programs like Acrobat Reader, Microsoft Word, and Power Point. “Footime solves a centuriesold problem in a simple way,” said Li. “It frees music players’ hands by letting them use their feet -- so they can play without interruption.” As a “green” solution, Footime saves on paper and ink, while allowing to rehearse and perform long compositions that would be impracticable with ordinary paper scores. Better yet, when used with a program like PowerPoint and a projector, Footime allows a band or worship leader to change pages while presenting the projected score to any number of musicians and audience members on a large screen. Bili Inc’s Footime is compatible with both Windows and Apple personal computers, and features USB connectivity, a durable, rubberized case, a 68” cable, and two large red switches with internal LEDs for easy visibility, even in low light settings. Retail price is $49.99 www.bilila.com 96 MMR

SEPTEMBER 2008

Classifieds

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

Accessories

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

Business Opportunities

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

MMR 97

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 BIGGEST MUSIC SCHOOL in the HOUSTON AREA FOR SALE 25 Teachers; 500-plus students and 2-story bldg. in prime real estate location with music store and rental space! For more information Call broker at 281 359-2593 or Owner at 832 445-5668 Upstate New York Music Store For Sale

STORE FOR SALE Ohio College town, for $20,000. Your choice on buying inventory and xtures. Lessons and staff. Low rent & utilities. Contact: musicstore4sale@yahoo.com 98 MMR

Located in East Greenbush, Rensselaer County, NY. Well established for 21 years. Full line instruments, rental program, teaching studios, and instrument repair. The store size is approximately 1300 square feet, with ve teaching rooms. Turnkey ready, lease available. Make offer. Please call for more information on this great opportunity. Call Chris today at 518-479-4118.

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

Northern California - Arcata Near Humboldt State University · $15,000 + Inventory = Turnkey · Established music store · Minor repair business and rentals · Lessons (2 rooms) · Located in small shopping center Owner going back to school Scott Pesch, Broker (707) 845-3459 scott.pesch@coldwellbanker.com Coldwell Banker Commercial Pacic Partners

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 SEPTEMBER 2008

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

Help Wanted Piano Salesperson Position Want self motivated individual for piano sales. Steinway and Yamaha lines represented. Excellent pay structure,Benets. Email resume to:

jimshback@fresnopiano.com

Merchandise CASES CASES CASES Factory Direct! Any ATA Case For $99 Mixers, Amps, Heads, or Keyboards www.newyorkcasecompany.com

877-692-2738

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

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! 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. SEPTEMBER 2008

LOOKING FOR DISTRIBUTORS Throughout USA and Europe to promote our revolutionary Rick Rock Acoustic Guitar Pick Guards and Guitar Picks (Patent Pending). Both with Photo quality imprint in a transparent 3D dome covering. Picks provide brighter sound andtones with a longer durability. Email all inquiries to marketing@zoogee.com

www.mmrmagazine.com

GUARANTEED LANDED QUALITY

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

FINANCING AVAILABLE MMR 99

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

Merchandise Oboes & Bassoons

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

Linton Woodwinds Corporation, Jack Linton 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

300,000 Piano Lovers! Thatâ&#x20AC;&#x2122;s how many unique, piano loving people visit PianoWorld.com every month. Be smart, advertise your piano or music related business where your new customers are hanging out.

PianoWorld.com Home of the world famous Piano Forums.

For more interesting statistics and advertising information: Visit www.PianoWorld.com/advertising ... Now!

HARD SHELL PLASTIC CASES great seconds & overruns Flute $9.00, Piccolo $6.00 Clarinet $10.00, Oboe $12.00 www.Elkcases@aol.com 1-800-582-0319

equatone@earthlink.net

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

100 MMR

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

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

Merchandise 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 “The Piano Store For Piano Stores”

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

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

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

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

(718) 706-0828 Ask for Paul ahanlin0596@hotmail.com

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. SEPTEMBER 2008

BAND INSTRUMENT REPAIR Complete woodwind/brasswind repair, from rental return service to complete overhauls. Dealers welcome. All work guaranteed. Member of NAPBIRT. Quality Repair Service PH #574-268-5360 email: mwebb451@embarqmail.com

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

MMR 101

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

Sales Reps Wanted

Used Instruments Used 4 Less Music

MADAROZZO™ looking for Distributors or Independent Manufacturer Representatives throughout USA, Europe and Asia. Martin Ritter’s new Boutique Brand for Gig Bags, Cases and Accessories is already established in almost 20 International markets. WWW.MADAROZZO.COM. Please e-mail your details to Creative Bags and Cases Ltd. cbac@mac.com or FAX 1-347-710-8819.

Seeking Employment 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

CLASSIFIEDS on the MOVE!

over 2,000 used parts and 400 used instruments. 50 – 70% less than new. Repaired with one year guarantee or not repaired. Brand names Clarinets and utes from $50 Alto saxes from $250 Everything from piccolos to Sousaphone Clarinet & Flute repad $69 Call Jimmy Hayes 800 559-4472

Vintage Instruments

check

www.mmrmagazine.com for daily updates!

Services SHIPPING YOUR PIANO

LOCAL & NATIONWIDE PIANO MOVING • CRATING • STORAGE •

(800) 222-2888

(310) 830-3362 (FAX) • http://www.pianomove.com

with Lone Wolf Trucking

is a “grand” idea!

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

1-800-982-9505 www.mmrmagazine.com

Alamogordo, New Mexico. 88310

ICC MC-256289

Software

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

www.mmrmagazine.com 102 MMR

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

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

Wanted To Buy re

g n i y os u B ian P ’ We

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”

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

For Classified Sales Call Maureen

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

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

Vintage Showcase WE, BUY, SELL, TRADE

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

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 or mjohan@symphonypublishing.com

for Special Offer Details! SEPTEMBER 2008

MMR 103

Adindex COMPANY NAME

A Access Bags and Cases Al Cass Allparts Amati’s Fine Instruments America Longxing Inc. American DJ Supply Inc. American Way Marketing LLC Anderson Silver Plating ASC Audix Corp.

E-MAIL/WEB ADDRESS

PAGE

www.accessbagsandcases.com

16 96 90 25 58 11 82 96 61 67

www.allparts.com www.Amatis.us www.huntermusical.com www.americandj.com info@americanwaymktg.com www.sejungusa.com www.audixusa.com

B Bechstein America LLC Bluthner USA LLC. Bohemia Piano Burriss Amps

C Cable Up Cecilio Music Chauvet Lighting

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

E/F Eleca International Evets Corporation Flaxwood Guitars North America

www.bechstein-america.com

www.burrisamps.com

51 48 62 43

www.cableup.com www.ceciliomusic.com www.chauvetlighting.com

90 60 71

www.bluthnerpiano.com www.bohemiapiano.cz

www.daddario.com www.daddario.com www.jimdunlop.com

24 86 78 41

www.eleca.com www.danelectro.com www.flaxwood.com

68 5 cov 2

email:psgi@aol.com

GAMA www.menc.org/music-classes/guitar/intro. Goodsell Electric Instrument Co., LLC www.goodsellamps.com Graph Tech Guitar Labs www.graphtech.com GRK Mfg. Co. www.grk.mfg.com Grossman Music Corp. www.grotro.com Grotrian www.grotrian.de Grundorf Corp. www.grundorf.com Gulf Music Sales www.gulfmusicsalesonline.com

H Hailun House of Troy

www.HailunUSA.com www.houseoftroy.com

Kaman Kawai America Corp. Ken Smith Basses Ltd. Kyser Musical Products Inc.

www.KamanMusic.com www.kawiausl.comom www.kensmithbasses.com www.kysermusical.com

L LM Products Lowrey Organ Co.

104 MMR

www.LMProducts.com www.lowrey.com

COMPANY NAME

35 50 78 50 94 94 66 43

M&M Merchandisers Inc. Metropolitan Music Co. Middle Atlantic Products, Inc. Morley/Sound Enhancements Inc. Musicorp, Inc.

N/O NAMM National Educational Music Co. National Music Funding New Sensor Oasis Inc

P P.Mauriat Paris/ALBEST Musical Inst Pearl River Piano Group Petrof USA PianoDisc Pocket Songs

R Raxxess Metal Real de los Reyes Rodgers Instruments LLC

S Sabian Ltd. Saga Musical Instruments Samson Technologies Corp. Schimmel Piano Co. Sennheiser Electronics SHS Shubb Co.national SKB Corp. Sonare´ Winds Super-Sensitive Musical String Co.

T/U TKL Products Corp. Twinkle Enterprises Ltd. Tycoon

47 52

Vandoren Violet Design Visual Sound

cov 3 54 93

34 27

Washburn Int./U.S. Music Corp. Westheimer Corp. Wm. Rees Instruments Wyman Piano

Y Yamaha Corp. of America Young Chang

E-MAIL/WEB ADDRESS www.mmwholesale.com sales@metmusic.com www.middleatlantic.com www.morleypedals.com www.musicorp.com

PAGE 66 46 91 31 69

www.namm.com www.nemc.com www.nationalmusic.com www.ehx.com www.oasishumidifiers.com

36-37 21 68 19 92

www.monteverdemusic.com www.PearlRiverUSA.com www.petrof.com www.pianodisc.com www.pocketsongs.com

95 54 49 7 88

smithssales@raxxess.com www.realdelosreyes.com www.rodgersinstruments.com

34 41 55

www.sabian.com www.sagamusic.com www.samsontech.com www.schimmel-piano.de www.sennheiserusa.com

9 77 3 63 23 89 90 17 14

www.shubb.com www.skbcases.com www.sonarewinds.com www.cavanaughcompany.com 73 www.tkl.com www.twinkleglobe.com www.tycoonpercussion.com www.dansr.comcom violetdesignusa.com www.visualsound.net

1 29 88

13 92 cov 4

www.oscarschmidt.com www.WestheimerCorp.com www.harpsicleharps.com www.wymanpiano.com

15 92 87 58

www.yamaha.com www.youngchang.com

59 53

SEPTEMBER 2008

The Premier Piano of Japan

t h e

e d u c a t e d

s h i g e r u aichi prefectural university of fine arts and music american academy of dramatic arts beijing conservatory brigham young university bunkyo university (japan) the carrollwood cultural center catholic fu jen university chapman university chinese cultural university clarence valley conservatorium (australia) clayton state university the colburn school conservatory of music columbia college chicago conservatoire cuillera (spain) conservatoire de chalon sur saône (france) conservatoire de musique de québec conservatoire of liria (spain) conservatoire profesional de valencia (spain) conservatoire st. brieuc (france) conservatoire superior alicante (spain) conservatoire superior castellon (spain)

p i a n o s

conservatorio superior de musica de palma (spain) ecole de musique (france) egå gymnasium (denmark) etta and joseph miller performing arts center ikast gymnasium (denmark) interlochen center for the arts kungsholm gymnasium (sweden) kyoto city university of arts laugalækjarskóli (iceland)

c h o i c e.

s e l e c t e d

listaháskóli islands (iceland) musashino academia musicae (japan) music academy mlinaric vladimir (slovenia) music school nova gorica (slovenia) music school slovenske konjice (slovenia) music school trebnje (slovenia) musikhochschule nürnberg-augsburg (germany) national center for the performing arts (china) national taipei university of education national taichung university of education national university of ireland maynooth newington college nordiska musikgymnasiet (sweden) norges musikkhøgskole (norway) pacific union college reinhardt college scots college (australia)

b y :

seitoku university (japan) shanghai conservatory of music shorter college showa academia musicae (japan) staatliche hochschule für musik freiburg (germany) taipei municipal university of education tallinna muusikakeskkoolile (estonia) terni conservatory (italy) tokyo college of music tokyo gakugei university university of houston university of nevada - las vegas university of western australia waseda university (japan) westminster school atlanta wheaton college xi’an conservatory of music (china)

Shigeru Kawai Piano Company 2055 E. University Drive Rancho Dominguez, CA 90220 www.shigerukawai.com 310-223-0900

ROUTE 66

H2O

Normal/Lush switch added on Chorus channel. Same great chorus and echo tones that H2O is famous for.

JEKYLL & HYDE New noise reduction on New noise reduction and improved Compressor channel. Additional Mid control on Hyde channel. low-drive range on overdrive Additional low-drive range on channel. Same great compression Jekyll channel. Same great and overdrive tones that overdrive and distortion tones Route 66 is famous for. that Jekyll & Hyde is famous for.

LIQUID CHORUS

COMP 66 The compressor channel of the new Route 66 in a single pedal.

The chorus channel of the ROUTE 808 new H2O in a single pedal, One channel of Double The Hyde distortion channel Trouble in a single pedal... with an added Depth knob. from the new Jekyll & Visual Sound’s interpretation Also has 2 outputs, normal and inverted, for running Hyde in a single pedal. of the TS-808 (with bass in stereo. boost and lots more volume).

SON OF HYDE

4922 PORT ROYAL ROAD B-11 5 SPRING HILL, TENNESSEE 37174 5 1-931-487-9001

www.visualsound.net

DOUBLE TROUBLE

Visual Sound’s interpretation of the TS-808 (with bass boost and lots more volume), times 2! Use either overdrive by itself or combine them.

ANGRY FUZZ A brand new effect unlike any fuzz pedal you’ve ever heard. Blend in an octave up with the Anger Level knob and get crazy low octave overtones to boot! Octave tracking is flawless even with the fastest shredding imaginable.