Music & Sound Retailer January 2021, Vol 38 No 1

THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

January 2021 Volume 38, No. 1

21 ‘21 Products for

The Music & Sound Retailer presents its Believe in Music Week Product Showcase.

NEWHowYEAR’S RESOLUTIONS MI retailers and manufacturers expect 2021 to shake out.

L AT E S T

Hal Leonard Expands Distribution Hal Leonard has announced the further expansion of its MI Products Distribution division.

This comes as the company plans for even more expansion that includes website updates, branding, new product categories, more lines and staff expansion. The announcement was made by Hal Leonard CEO Larry Morton.

In addition to publishing and distributing printed music, Hal Leonard has also been using its skills in processing, warehousing and shipping to distribute products for other companies.

Starting with a few accessories

and gift items in the 1990s and music notation software in the early 2000s, the division began to grow more substantially in 2009. Since that point, every year has seen new distribution lines, including software and technology relevant to musicians from companies such as Avid and IK Multimedia. Hal Leonard also began expanding into gear and instruments including Blue Mics, Samson, Line 6, PreSonus, Flight Ukuleles, Warm Audio, Michael Kelly Guitars, Cordial Cables, TASCAM and more.

In 2016, Hal Leonard began to develop a full line of drum-related

distributed brands as well, and started a separate “Drum Team” of sales reps to support these efforts. Hal Leonard now distributes Gretsch, Gibraltar, KAT, Tycoon, Remo, Paiste and Vater products.

“Our goal from day one was to expand our offerings so that we could support music stores by giving them the ability to consolidate their order to get everything they need for a successful business from one source — with no minimum order requirements — and to have those orders ride along with existing print orders and our existing freight programs,” Brad Smith, vice president, MI products, who oversees

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the roster of distributed companies, said. “We love hearing from our accounts about how easy and efficient ordering all these lines has become.”

Plans are in the works for 2021 to expand into more product categories and lines, including DJ and lights, live sound, more guitar gear, and more digital delivery of software products. Hal Leonard has also added additional warehouse support for inbound and outbound shipments, quality assurance inspection at the warehouse for fretted instruments, and added purchasing agents to work with product ordering and inventory management.

NASMD 2021 Convention Postponed

Due to concerns surrounding the COVID-19 health crisis and recent spikes across the United States, the National Association of School Music Dealers (NASMD) announced it will postpone its 2021 convention, originally scheduled to take place from March 17–20 at the Lanier Islands Legacy Lodge in Buford, Ga. The organization has not set new dates as of the time of this writing, but it is hoping to reschedule for a later date in the spring or sometime over the summer. More information will be released as the situation progresses.

The 2020-2021 NASMD Board of Directors are (l to r) Cris Behrens, secretary/ treasurer; Paul Finke, director; Ryan West, director; Whitney Grisaffi, president; Kim Koch, director; Rick Thacker, director; and CJ Averwater, vice president. Onscreen is Gayle Beacock, director.

Godin Receives Huge Canadian Honor

Robert Godin of Godin Guitars received the Order of Canada Honour (C.M.) by the Governor General for his research and development activities in guitar manufacturing.

Established in 1967

by Queen Elizabeth II, the Order of Canada is the cornerstone of the Canadian Honours System and recognizes outstanding achievement, dedication to the community and service to the nation. The order recognizes people in all sectors of Canadian society; their contributions are varied, yet they have all enriched the lives of others and made a difference to this country.

Godin has been designing and building guitars for nearly 50 years and has earned the reputation of being a global pioneer and a constant innovator in guitar manufacturing. He joins the ranks of many other remarkable Canadians in the Order of Canada, such as Jack Long (Long & McQuade), Randy Bachman, Alain Caron, Alex Lifeson, Céline Dion, Sarah McLachlan, Tom Cochrane and Leonard Cohen.

MUSIC & SOUND RETAILER

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THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

VOLUME 38, NO.1

COVER STORIES 18 21 Products for ‘21

The Music & Sound Retailer Presents Its Believe in Music Product Showcase

26 New Year’s Resolutions

How MI Retailers and Manufacturers Expect 2021 to Shake Out

FEATURES 17 MSR Special

Gibson acquires Mesa/Boogie.

27 Special to the Retailer

Rain Retail Software’s Holly Wade tackles an important topic rarely covered in the pages of this magazine: how to get more online reviews.

28 Five Minutes With

For the first time, we talk with Tagima’s Ney Nakamura, Marcio Zaganin and Ernie Lansford to discuss the company’s tremendous growth in the U.S. market, plus much more.

32 MI Spy

In our Best of 2020 story, we look at all the retailers MI Spy liked the most last year and why.

38 Sights of 2020

We take a look at some photos that best described 2020 in the MI industry.

44 Shine a Light

We check in with Donovan Bankhead, who in September, more than 18 years since he first began working for Springfield Music, officially took over ownership of the company.

46 Under the Hood

With the MI pro audio market still on fire, it is time to check out two microphone launches from Sennheiser, the MD 435 and MD 445.

47 Under the Hood

Our second Under the Hood features C.F. Martin’s just-announced launch of the 00L Earth guitar, which the company states is the first acoustic guitar that is both Forest Stewardship Council (FSC)-certified and plastic-free.

54 The Final Note

If he weren’t in the MI industry, Ofer Webman, CEO, founder/creator, ToneWoodAmp, believes that he would be involved in one of the issues that currently affect our lives: the environment, homelessness and, of course, fair royalties to musicians.

COL U MNS 40 Not Your Average Column

In the midst of a crisis, a great idea is to get back to basics, states Tim Spicer.

41 In the Trenches

A lot of changes are taking place regarding industry sales reps, notes Allen McBroom.

42 Veddatorial

Dan Vedda recaps some lessons learned from 2020.

47 4

BUZZ 3 Latest 10 People 12 Products JANUARY 2021

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EDITORIAL

More Changes Ahead Call me superstitious. I did not want to put the finishing touches on this column until after Jan. 1. I figured 2020 has to be officially over before we can say good riddance. That’s why this is the last thing I wrote for the entire issue, when normally, I write it first. In fact, I waited until Jan. 4 to fully put pen to paper.

First, I want to say happy new year. Turning the page to 2021 was perhaps the most anticipated flip of the calendar in recent times, based on what 2020 brought.

Clearly, we are still facing a pandemic crisis, and each day brings more somber news. But as we look to the end of 2021, the news is encouraging. Two vaccines are already being distributed, with the hopes of two more from Oxford University/AstraZeneca and Johnson & Johnson. Let’s all hope these vaccines flood the market to get us back to “normal” as soon as possible.

Shifting to a focus on business and the MI industry, I want to stress that you are reading this magazine.

Hence, you navigated the choppiest-ever waters of 2020.

Although the pandemic has been and remains awful, one positive I have seen is that MI retailers have made great changes to their businesses — changes that were forced upon them immediately, as opposed to making gradual adjustments over several years. Many individual efforts, as well as the efforts of retailers and manufacturers, were chronicled in the pages of the Music & Sound Retailer last year. But as for general themes, the great things I noticed were impressive improvements to e-commerce, bulking up virtual lessons, an even-bigger focus on the cleanliness of the store, and a concerted effort to sell to a new wave of MI buyers, namely the stay-at-home crowd with more time on their hands.

Put succinctly, I believe you likely have an even stronger operation heading into 2021 than in years past due to these changes. But you need to prepare for more changes coming down the road. The changes are likely good things, though. Live gigs should return by the end of this year, bringing back important customers to your store(s). And I am cautiously optimistic that the school year beginning in September will be somewhat normal, which will be another big boon to business.

Please check out our cover story this month, as we ask retailers and manufacturers what they think the end of this year will look like.

Before I conclude, I had to bring up NAMM. I can’t ever remember a January issue of this magazine when NAMM was not a main topic. That should never change. I hope you get the chance to check out Believe in Music Week, taking place from Jan. 18 to 22. Although it is not an in-person event, and I unfortunately will not get to see many of our readers this time around, there is one big plus: You don’t have to leave your store.

The educational sessions are sure to be as good as ever, as well as the virtual booth visits and entertainment.

I also encourage you to check out the new products being featured throughout this issue. And for the latest news and information about Believe in Music Week, stop by the special portal we have created on our website, msretailer.com.

January 2021 Volume 38 No. 1

The FX Bar 5050 has been nominated for the Music & Sound Retailer ‘Best ‘Best Lighting Product of 2020’ 2020’ Award. This high powered 3-in-1 LED fixture offers air-piercing beams, wide-open wash, and crowd-blinding strobe effects. The FX Bar 5050 is a compact and affordable all-in-one fixture, perfect for any rig no matter what level your lighting game is at. We thank you for your votes and invite you to visit www.JMAZlighting.com to learn more.

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ELLEN LEVITT MICHELLE LOEB WILL MASON ALLEN MCBROOM

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JANUARY 2021

L AT E S T

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Taylor Guitars Transfers Ownership to Employees Taylor Guitars announced its transition to 100percent employee ownership through an Employee Stock Ownership Plan (ESOP).

“We have delighted in giving people the joy of music and hope to do so for generations to come,” Bob Taylor, co-founder and president of Taylor Guitars, said. “Becoming 100-percent ESOP allows us to ensure our independence for the long-term future and continue to realize our vision for the company as an innovative guitar manufacturer.”

Kurt Listug, co-founder and CEO added, “While Bob and I are not retiring, we have been preparing for our eventual exit. Master guitar designer Andy Powers is not only the wellspring of our guitar designs for the future, but he also joined our leadership team several years ago, and strengthening our leadership team has been essential to our succession planning.”

Taylor’s new ownership structure supports continuity. Taylor Guitars will serve its customers, suppli-

ers and the broader community as it always has. Bob Taylor, Listug, Powers and other members of Taylor’s leadership team remain committed to the company.

There will be no changes to management structure, operations policies or practices, the company stated.

Promark Donates Nearly 7K Drumsticks

The impact of the COVID-19 pandemic has left many music programs with reduced funding. That is why Promark Drumsticks has donated more than 6,900 pairs of drumsticks and stick bags to 43 music education programs in need across the United States and Canada.

The programs that will be receiving these stick donations are all previous recipients of grants awarded by the D’Addario Foundation. Each program offers free or low-cost music instruction to children, who, if not for the program, would have little to no access to music education.

While these community music programs were adversely impacted by school closures and social-distancing measures brought about by the pandemic, they quickly and effectively transitioned to online learning to serve their students. Programs went above and beyond developing innovative ways to meet the new needs of their community, many even delivering the necessary instruments, technology and resources directly to students’ homes so that they may participate in virtual music-making.

“We are running virtual classes and our drumline lives on,” Daniela Grigioni, executive director of After-School All-Stars in Washington D.C., said. “The problem is that students need sticks to use at home to really keep them engaged. So, this is great!”

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JANUARY 2021

PEOPLE

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YOUR Liles Joins Gibson CUSTOMERS DESERVE THE REAL THING. YOU CAN CARRY SOME OF THE OTHER STUFF, OR GIVE THEM WHAT THEY REALLY WANT. 10

Kevin Liles was named to the Gibson Brands board of directors. Liles brings more than 30 years of music industry experience. He currently serves as the CEO, chairman of the board and co-founder of 300 Entertainment, based in the greater New York City Area. Liles was recently named “Executive of the Year” by Billboard magazine for his groundbreaking work with his impressive roster of artists, including Megan Thee Stallion, Young Thug, Migos Kevin Liles and Gunna.

“I am excited to join the Gibson board, one of the most iconic brands in the music world,” said Liles.

“I am ready to engage with the board and the extended team to find ways to help drive the music culture forward and explore new opportunities for growth.”

“As we stare down the future, Kevin is a welcome addition to the existing strong Gibson board and to the Gibson leadership team,” said James “JC” Curleigh, president and CEO of Gibson. “I look forward to engaging with Kevin on relevant and creative ways to shape our future.”

Betting on Boggs

Fender Musical Instruments Corp. (FMIC) appointed Paula Boggs to the company’s board of directors. Boggs is founder of Boggs Media LLC, a business that manages her music, speaking and other creative business activities. She is also a guitar player, musician, public speaker, writer, lawyer and philanthropist, having served as board member of numerous for-profit and non-profit organizations. She previously served as executive vice president, general counsel Paula Boggs and secretary, law and corporate affairs at Starbucks Corp.

“Though Fender’s products touch every corner of the globe, I can’t think of a brand more reflecting America’s rich musical traditions from the Delta, to Appalachia, to Kansas City jazz, to Carnegie Hall to Seattle’s grunge,” said Boggs. “As a longtime fan, customer and working musician, I’m excited by Fender’s dynamic present and future. It’s an honor to join the Fender team.”

“I’m thrilled to welcome Paula to FMIC’s board. Paula’s impressive professional experience, coupled with her passion for music, brings tremendous value to FMIC’s management team as we enjoy record company growth,” said Andy Mooney, CEO of FMIC. Since leaving Starbucks, Boggs has volunteered for a presidential campaign, and she serves on for-profit and non-profit boards; raises money in support of causes she champions; gives speeches across the United States and beyond; and writes music, co-produces albums for, and tours extensively with the Paula Boggs Band. In 2013, President Barack Obama appointed her to the President’s Committee on the Arts and the Humanities, and in 2018 she received the Seattle Mayor’s Arts Award.

JANUARY 2021

PEOPLE

School Days

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Yamaha Corp. of America announced that Rachel Hibser has joined the company as the Midwest district manager for school service sales. She reports to Chris Dolson, regional sales manager, school service sales. In her new position, Hibser is responsible for managing the U.S. Midwest Territory, including Indiana, Illinois, Missouri, as well as parts of Iowa and Kentucky.

Hibser first began her career with Yamaha as a wind instrument marketRachel Hibser ing intern in 2017.

“Rachel’s history as an accomplished sales professional, as well as her background in music education, made her a clear choice for this position,” said Dolson. “I have no doubt that Rachel will be a strong addition to our sales team.”

Double Play

Korg USA Inc. hired two product specialists, Luciano Minetti and Kenny Echizen.

Minetti joins Korg USA as a product specialist in the home and digital piano, arranger and workstation categories. He arrives from Apple Inc. in Nanuet, N.Y., where he served as lead, business development. He is also the founder of Minetti Custom Keyboards. Minetti leverages his extensive Luciano Minetti performance experience, with roots in Cuban and traditional jazz, having performed with renowned artists at famous venues. He was most recently featured as a guest performer at the Cuban International Jazz Festival in Havana, Cuba.

Echizen joined Korg USA as product specialist in guitar brands after working with the company over the past few months and appearing in several VOX and Blackstar videos.

Previously, Echizen was a Product Specialist for Taylor Guitars and Xotic Kenny Echizen Guitars and Effects. He is a professional musicianwith more than 13 years of international touring and recording experience, including film, TV and commercial credits.

In Memoriam: Jim Eaton

Jim Eaton passed away on Dec. 16. He became a professional cellist and played often with his brother, as well as in several orchestras, symphonies and small groups. Eaton’s passion and knowledge of string instruments made him an excellent buyer for St. Louis Music. His role within the company expanded over the years, and he eventually became vice president when Mark Ragin purchased the wholesaler from LOUD and moved it back to St. Louis. Eaton was a strong supporter of school music programs and organizations that serve them, including the National Association of School Music Dealers (NASMD).

MUSIC & SOUND RETAILER

LPMUSIC.COM

PRODUCT

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All Locked In

Grover Musical Products introduced the Roto-Grip Locking Super Rotomatics (509 Series). These locking machine heads feature a three-step button that gives them a distinctive look and which utilizes an 18:1 Rotomatic design with a “thumb screw” mechanism that locks the string into place. Players insert the string through the post hole, wrap around once, then lock by tightening with the thumb screw. Roto-Grip Locking Super Rotomatics can replace most standard machine heads. All mounting hardware is included. Available in nickel, black chrome and gold finishes. grotro.com

Big Bundle

CAD Audio introduced three new broadcast/podcast mic bundles for the expanding content-creation and podcast markets. The PodMaster D USB and SuperD USB are plug-and-play USB microphones, while the PodMaster SuperD is an XLR microphone.

The three products are outfitted with broadcast-quality dynamic capsules. The SuperD varieties feature an upgraded 35mm large-diaphragm broadcast capsule.

The SuperD capsule supplies VOG performance while delivering a smooth and articulate profile, stated the company.

PodMaster bundles are studio ready, and are supplied with PodMaster boom mic stands, mounting clips/shock mounts, windscreen and USB cables. cadaudio.com

Perfect Precision

Music Nomad’s six-piece Precision Setup Gauge Set allows end users to check the vital areas of an instrument and use their tools (sold separately) to perform their own setup. Whether an end user has an electric, acoustic, classical or bass guitar, the product provides the exact spec needed by instrument type, including instructions printed right on the product, taking the guesswork out of each task, stated the company. It includes a truss rod gauge, pick capo, string action gauge, two radius gauges and a nut height gauge.

It also includes a 24-page instructional booklet and a carrying case. musicnomadcare.com

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Drumming Up Excitement

Chris Johnson has been one of the top in-demand drummers in the music industry for the last 20 years, which led to the release of Hal Leonard’s “Pop, R&B and Gospel Drumming: A Guide to Developing Grooves, Improvisation, and Technical Mastery Within Modern Music Styles and Settings.” This “video book” features a book with online access to more than three hours of video content. The video is accessed by using the unique code within each book.

In the book, Johnson gives advice on playing techniques and approaches, and shares experiences of playing in both live performances and studio sessions. The accompanying videos showcase him playing pop hits along with original music and arrangements played by his band, as well as bonus material featuring interviews with iconic drummers and other industry professionals. The book includes a foreword by Rickey Minor, as well as other featured guests and performers. halleonard.com

Going Mobile

Yorkville Sound debuted EXM Mobile 8, a wedged, lightweight, three-way, battery-powered speaker with Bluetooth technology.

It contains an eight-inch woofer and a coaxial mid-range and tweeter. With a cabinet that is designed to be displayed flat on a table-top surface, tilted up vertically, wedged horizontally or mounted on a standard speaker pole, it is designed with versatility and everyday use in mind. It features three inputs and an internal mixer, positioning the unit as ideal for solo performers, DJs and small ensembles on the move, stated the company. Using all channels at max output still allows for many hours of battery performance. It can be linked to multiple EXM Mobile units with an XLR cable to run all speakers simultaneously. By using the link feature, all three inputs on each speaker are available to the user and can be used together. yorkville.com

JANUARY 2021

PRODUCT

Quite the Selection

Dean Guitars amped up its Select Series with the introduction of the Cadi Select 3 Pickup Classic Black. Featuring the addition of a third Seymour Duncan pickup in the middle position, the Cadi Select 3 is intended for excellent attack and tone, offering all the appointments of a classic model at an affordable price point that won’t break the bank, stated the company. It includes Dean’s all-mahogany body with a classic flat top. The cutaway provides easy access to the three-piece mahogany neck, supported by the highly resonant set-through neck construction and reliably sturdy dual-action truss rod. It also features five-ply W/B/W/ B/W body and headstock binding, along with single-ply neck binding and black hardware. deanguitars.com MUSIC & SOUND RETAILER

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Pedal to the Metal

Electro-Harmonix introduced a new, compact version of the Metal Muff distortion pedal, featuring extensive EQ control and a built-in noise gate with dedicated LED. The Nano Metal Muff’s EQ section: Bass +/- 14dB of cut or boost, Mid +/- 15dB and Treble +/- 10dB, equip the pedal to cover a broad tonal landscape and appeal to metal players who demand a wide array of high-gain tones. Its VOL control sets the pedal’s output level, while its DIST knob adjusts the Nano Metal Muff’s input gain and distortion. It offers a nine-volt battery and accepts an EHX 9.6DC200mA power supply. ehx.com

Be Heard with Confidence Digital Wireless USB Microphones

The easiest way to improve the audio quality for virtual meetings or virtual learning is to upgrade to an external microphone.

VocoPro’s USB-CAST connects directly to the computer’s USB drive via a USB receiver. No cables, no complicated set up, a true plug-and-play on PC and Mac.

Now you won’t be asked to talk louder or get closer to the laptop to be heard with USB-CAST. FEATURES: • Transmitters sync to the USB receiver automatically, with quick tap-to-sync functionality to avoid interference • Two users can use the microphones simultaneously without interference or set up • Operates in 900 MHz away from radio, TV, and Wi-Fi interference

USB-CAST-Conference MAP $149

USB-CAST-Bodypack Includes: USB Receiver, Bodypack Transmitter x2, Headset Microphone x2, Lavaliere Microphone x2, Instrument Cable x2

USB-CAST-Conference Includes: USB Receiver, Tabletop Base Transmitter x2, Gooseneck Microphone x2

USB-CAST-Handheld Includes: USB Receiver, Handheld Microphone Transmitter x2

USB-CAST-Handheld MAP $149

USB-CAST-Bodypack MAP $149

w w w.vocopro.com

PRODUCT

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Take a Seat

Gator Frameworks released an addition to its seat/ stand combo line with the new deluxe guitar player’s seat (GFW-GTR-SEATDLX). The deluxe guitar seat and single hanger stand combination takes the features from Gator’s seat models and packs them into one ultimate solution, stated the company. It comes equipped with a three-point height-adjustment system designed to give users maximum control over the sitting position. The firm, three-inch, 76-millimeterthick, foam-padded seat cushion keeps users feeling comfortable, especially during longer performances, added the manufacturer. When not in use, users can hang an instrument behind them on a rear-side yoke to safely store electric, acoustic or bass guitars. gatorcases.com

Sing to Your Heart’s Content

Alfred Music, in conjunction with Faber Music, released “Eat Sleep Sing,” a practical guide to the benefits of singing through the exploration of the physical, emotional, mental, spiritual and ultimately life-changing benefits that singing can bring. It has been created to encourage everyone to sing, from those who had never even considered singing but are interested in improving their mental and physical wellbeing, to beginner and amateur singers, right through to trained musicians and teachers.

The book aims to take the reader on a fun and informative journey as they uncover the secrets of singing and get the best out of their voice.

It includes simple practical exercises, a step-by-step warmup guide, advice, illustrations that can be colored to support mindfulness, tonguetwisters to practice, as well as a mood-tracker to help monitor progress. Knowledge of how to read music is not required. Readers will learn how to discover the chemical responses to singing that reduce stress and encourage a good sleep, master exercises to gain stronger breath control and a happier mind, explore the myriad ways singing connects us to each other and the world around us, and unlock tips to boost confidence and keep memory sharp and agile. alfred.com

Premium Performance

Ibanez introduced new BTB Premium bass models. There are four models joining the collection: the BTB1835, BTB1836, BTB1905LW and BTB1906LW. The BTB1835 and BTB1836 feature a nine-piece maple/bubinga/panga panga neck-through design with a bubinga top over ash body wings.

Other features include medium stainless-steel frets, a bound panga panga fretboard, and Aguilar DCB pickups paired with an Ibanez custom three-band EQ. The BTB1905LW and BTB1906LW are limited-run BTB Premium models.

The overall specs are similar to the BTB1835 and BTB1836 with three exceptions: Theses basses feature a special figured lacewood top over mahogany body wings and a sevenpiece panga panga/purpleheart neck also featuring neck-through construction. ibanez.com

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Packed With Protein

Browne Amplification released the Protein Dual Overdrive pedal.

It is a collaboration between David Brown and guitarist/producer Adam Sniegowski. After years on the road and in the studio using backline amps that the pair found very inconsistent, they wanted to create a dual overdrive that would sound great with any backline they encountered. The Blue Side is based on the classic OD used by the likes of John Mayer on the “Continuum” album. The Green side was inspired by the classic “Nashville” overdrive, which has been used on the pedalboards of session greats from Tim Pierce to Jerry McPherson. The company lowered the amount of gain (distortion) to make it usable through the entire sweep of the pedal, added some of the mids back to make it not quite so “scooped” and eliminated some of the “woofiness” in the low end. When running the green side into the blue of this pedal, a secret third channel provides added gain and fullness without sacrificing note clarity or getting that “mushiness” that can happen while stacking some overdrives, the manufacturer stated. browneamps.com JANUARY 2021

I Believe in Music...

And the people who bring music to the world.

I believe we will overcome the anxiety that results from living in such uncertain times by staying true to our mission.

Advocate Education Build Meaningful Relationships Cultivate Community

We are excited that many more associates at West Music will participate in Believe in Music Week, supporting our mission.

Robin Walenta CEO, West Music

Global Livestream January 20 | Marketplace January 21 - 22 | Believe in Music TV January 21 - 22

PRODUCT

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Big Boost

VocoPro’s Boost-Play, BoostAcapella and Boost-Conference systems are intended to make wireless microphone distance a thing of the past, stated the company. Available in multiple mic configurations, the Boost systems all provide 600 feet of range. Boost-Play-4, available with four, eight, 12 or 16 headset microphones, easily sends signals across the venue with a powerful booster that extends the range up to 600 feet line of sight.

Boost-Acappella-4 is available with four, eight, 12 or 16 handheld microphones, and sends signals across the venue with a powerful booster that extends the range up to 600 feet line of sight. And Boost-

Conference-4 is available with four, eight, 12 or 16 conference microphones, and sends signals across the venue with a powerful booster that extends the range up to 600 feet line of sight. vocopro.com

This Is US

TASCAM introduced the US-HR Series highresolution USB audio interfaces. Consisting of three models, the US-1x2HR, US-2x2HR and US-4x4HR, these audio interfaces offer 24-bit/192kHz audio performance, ultra-low latency (four sample driver buffer), Ultra-HDDA mic preamplifiers with +48-volt phantom power for superior sound quality, a comprehensive suite of included software, and more, stated the company. Designed for use in a variety of environments, these interfaces are intended for everything from entry-level recording to project studio operations to podcasting and webcasting applications. In addition to the aforementioned features, all US-HR Series interfaces have a Loopback function with stereo/mono switch support (Windows, Mac, iOS, iPad OS), support for OBS streaming

software, a USB Type-C connection with an included USB C-A cable, and are USB bus power capable. All three interfaces offer a unique die-cast aluminum honeycomb structure on the side panels with a slight upward tilt. tascam.com

Take a Stand

K&M’s 12195 Laptop Stand mixes a steel base with aluminum elements to insure the perfect balance of stability and light weight, stated the company. Made in Germany, the stand is ideal for mobile DJs and musicians, the company added. It folds flat for easy transport, and an optional carrying case is available. Individually adjustable pins adjust to fit a variety of laptops, mixers, CD players and more. Its height extends to 10.5 inches and folds flat to 2.5 inches.

Protective support pads and anti-slip rubber feet offer added protection. It features a gray powdercoat finish and comes with a five-year warranty and 10-year parts replacement. connollymusic.com JANUARY 2021

M S R SPECI AL

GIBSON ACQUIRES MESA/BOOGIE stood the test of time. This is a perfect partnership based on our collective professional experiences and passion for sound.”

“I’m 75 years old and still at work every day,” asserted Smith.

“This is my art, and many of our crew have worked along my side for 30 to 40 years. As we witnessed JC and Cesar [Gueikian] transform Gibson, we saw kindred spirits sharing common values and a fierce dedication to quality. Today, Gibson’s guitars are the best ever, and when they asked if we’d like to become Gibson’s Custom Shop for Amplifiers, we envisioned a perfect collaboration that would expand our outreach while preserving our legacy beyond my time. Gibson realizes the unique value of what we’ve all built together, and this next chapter in the Mesa/Boogie story is a continuation of that dream. I am so fortunate for this partnership with the new Gibson after 50 years of doing what I love. It’s been the ride of my life . . . and it ain’t over yet!”

“Mesa Boogie, led by Randy, has been in service to sound without

Gibson’s Cesar Gueikian (left) and James “JC” Curleigh (right) are flanked by Mesa/Boogie’s Randy Smith.

Gibson announced a major acquisition, adding Mesa/Boogie to its family of brands. Mesa/Boogie, known as the “original boutique” amplifier company, was founded 51 years ago by Randy Smith, who is responsible for creating circuits that drive some of the most influential sounds of our time. Smith will join Gibson as master designer and pioneer of Mesa/Boogie. In his new role, he will continue his “passion for tube technology and his vision for building hand-crafted, highperformance amplifiers that continue to redefine how we experience sound across Mesa/Boogie and Gibson,” stated Gibson.

Beginning in a converted dog kennel under the redwoods of northern California, Smith was wrenching amplifiers for many San Francisco-area bands more than 50 years ago when vintage gear was new. Being close to so many great guitar players, from Bloomfield to Santana and The Rolling Stones, Smith learned the virtues and shortcomings of the era’s gear and began a process of innovation that continues today. “Mesa/Boogie, the company Smith founded, was the first boutique amplifier builder and revolutionized amplifier performance in ways that impacted rock music worldwide. Simultaneously respecting and improving the vintage classics he grew up with, Smith, through Mesa/Boogie, pioneered the invention of High Gain,” Gibson noted in a news release.

“At Gibson, we are all about leveraging our iconic past and leaning into the innovative future, a quest that started more than 100 years ago with our founder Orville Gibson,” said James ‘JC’ Curleigh, president and CEO of Gibson Brands. “Today, this quest continues with the addition of Mesa/Boogie into the Gibson Brands family, along with the visionary leadership of Randy Smith and his team who, for the past 50 years, have created an iconic and innovative brand that has MUSIC & SOUND RETAILER

Randy Smith hard at work

compromises since the very beginning, and that’s a perfect fit for us,” said Gueikian. “We are looking forward to being the best custodians of Mesa Boogie’s iconic heritage that we can be, and at the same time, a steward of its future. We are honored that Randy and the Mesa/Boogie team have trusted us to lead Mesa/Boogie into the future. Together, we will continue to pursue our mutual quest of sound, quality and craftsmanship, and to push the boundaries of how guitar sound is delivered and experienced.”

“This is very exciting, I can’t think of a better company to carry the Mesa/Boogie torch, and I can’t wait to see what we can do together,” stated Adam Jones, guitarist for the multi-platinum and multiple GRAMMY-award winning band Tool. “I have been using Mesa/Boogie amplifiers and cabinets for a long time. I use them at home, in the studio when I record and on stage when I play live; they go across all of my needs.”

And concluded Captain Kirk Douglas, guitarist for the multiple GRAMMY-Award winning hip-hop group The Roots, “I’ve been using Gibson guitars together with Mesa/Boogie amps onstage with the Roots for well over a decade. Recently, I’ve been doing a lot of home recording with my Mesa/Boogies; it’s exciting to see the two brands joining collaborative forces.”

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‘21

The Music & Sound Retailer presents its Believe in Music Week Product Showcase.

Products for

By Brian Berk Just because there is no in-person NAMM Show does not mean tons of great new products won’t be launched or featured this month. Many new product releases will be showcased during NAMM’s Believe in Music Week, taking place virtually from Jan. 18 to Jan. 22. Here is a look at 21 products being featured for 2021. And keep an eye out for even more debut products in our February issue, as well.

Lights, Camera, Action Music Nomad’s patent-pending precision String Action Gauge features accurate measurements that are easy to read. The black finish is contrasted with deep-etched white markings, and the stainless-steel design combined with numbers and lines that don’t rub off ensures years of use, noted the manufacturer. Measurements in inches, metric and 64ths are included to customize to a user’s preference. A chart on proper height by instrument type takes out the guesswork, while a pickup ruler helps end users dial in their sound even more. The String Action Gauge is designed with four different side lengths that lie across three frets and can be used as a Fret Rocker to check if there are any uneven fret heights. musicnomadcare.com

Just Hanging Around Gator released a series of guitar closet hanging bags for those who want to keep their guitars in small living spaces and those who are in need of extra space but do not want to sacrifice their guitars. They feature dual-rail closet hooks, soft tricot interior lining and a ventilation grommet for humidity control. One can simply hook the bags directly over their closet railing and load in their guitar of choice. The grey polyester fabric exterior and soft tricot interior lining prevents damage to the instrument when coming into contact with other items in the closet, along with providing coverage from dust, stated the company. The built-in ventilation grommet ensures proper humidity during long-term storage. Mesh pockets with hook-andloop closures on the rear side of the bags provide additional storage for accessories, such as a tuner, pedals and strings. gatorcases.com

Three-Point Play CAD Audio introduced three wireless in-ear monitor systems to its GXL Series. The GXLIEM Wireless IEM Systems are available in three configurations: a single-mix transmitter (GXLIEM), a dual-mix transmitter (GXLIEM2) and a quad-mix transmitter (GXLIEM4) base station that transmits discrete mixes to performers. The systems’ frequency-agile design aides in the assurance of a clean, clear channel plan. In addition, the bodypack receiver has a high-contrast display and a battery-life indicator, and is supplied with MEB1 high-performance earbuds. The rack-mountable, all-metal transmitter is supplied with rack ears, antenna-relocation kit and half-wave antenna. Systems operate in 900-megahertz band free from TV and FCC regulatory issues, stated the company. Systems are supplied with an equal quantity of bodypack receivers to transmitters. cadaudio.com

Double the Bass, Double the Fun ddrum announced the Mercury Double Bass Drum Pedal. This double chain drive pedal offers extreme durability matched by functional aesthetics, stated the company. The liquid-smooth bearings and hemispherical cam allow for any style of playing, from feather-light intricacy to the most full-on, aggressive attack. While it may be called the “slave unit,” the secondary pedal uses the same motion technology equal to that of the primary pedal. The ultra-quick response in both pedals is strong and smooth, noted the manufacturer. ddrum.com

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JANUARY 2021

Getting Warmer Alfred Music celebrates the 25th anniversary of its “The Complete Choral Warm-Up Book” with the addition of the “Harmonic Warm-Ups.” The book contains 211 warm-ups with information on usage, photos illustrating correct posture and vowel formation, and an organized index to make finding the right warm-up a snap, stated the company. Many singers regard warm-ups as a monotonous requirement, a trivial exercise, or an unnecessary delay before the actual rehearsal starts, but it doesn’t have to be this way; this resource will help reinvent routines with an innovative approach that leads the way to more meaningful and diversified warm-ups, added the manufacturer. “Harmonic Warm-Ups” is filled with uncomplicated melodies that are quickly learned, and then turned into multiple-part exercises by singing in canon or stacked parallels. Online access to MP3 demos of every exercise is included. alfred.com

From Down Under Fender Musical Instruments Corporation released the Tash Sultana Stratocaster. In the past 5 years, Sultana has rocketed to global fame; from open-mic nights and busking in Melbourne to sold-out shows around the world. Designed in collaboration with Sultana, the Stratocaster reflects Sultana’s unique, multifaceted playing style, allowing for a wide range of tones and sounds. Finished in vibrant Transparent Cherry and a matching painted headstock with all-gold hardware, it features a custom skull neck plate and the clarity and sparkle of Yosemite single-coil Strat pickups combined with the powerful Double Tap humbucking bridge pickup. The deep “C”-shape maple neck with 9.5inch radius fingerboard and 22 medium jumbo frets provides comfortable modern playability, while the vintage-style synchronized tremolo offers classic Strat vibrato action, stated the company. fender.com

I’m All Ears Audix is now shipping the TM2, an integrated acoustic coupler for in-ear monitors (IEMs). Earsimulator “couplers” are the measurement devices used by manufacturers of IEMs during research and development, final production and quality control of IEMs. Using patent-pending technology, the TM2 incorporates the functionality of lab-type testing equipment into an integrated compact package, ideal for live sound and studio engineers who want a simple, yet effective way to test IEM performance. Featuring precision-machined brass and aluminum components, the TM2 is built for the road and includes adapters to fit a wide range of IEMs, including custom molds. With the TM2 and available measurement software such as Rational Acoustic’s SMAART or Studio Six Digital’s Audio Tools, a monitor engineer can easily confirm the functionality of each performer’s IEMs before the show, stated the company. The TM2 is also ideal for house-of-worship applications, where it can be used to check the performance of the IEMs of every member of the praise team on a regular basis. audixusa.com

Rhythm and Blues Hohner released the Blues Bender Harmonica 586BX. The setup of a harmonica consists of a process called “gapping.” Gapping is setting the reed position in relation to the reedplate to allow the air to flow around and actuate the reed. The new Blues Bender benefits from this setup and tuning process that is on par with Hohner’s professional models, stated the company. The new 586BX features a clear plastic comb with classic “sandwich-style” construction for a traditional feel. The coverplates are made from stainless steel and include improvements from harmonica models costing three times as much. As a finishing touch, the reedplates are chrome plated, adding to the sleek classiness of the instrument. This model will be available in Hohner’s most popular major keys: A, Bb, C, D, E, F and G. hohner.de

Pump up the JAM TAMA announced the latest addition to its line of Club-JAM kits, the Club-JAM Suitcase. The design centers around a 16-inch by 15-inch bass drum, which features a two-piece shell design that opens and allows the rack and floor tom to be completely stored within it. The kit’s three-piece configuration provides for a full-featured playing experience, while the 100-percent poplar shells deliver a clear, full and defined tone, stated the company. Whether a small, impromptu performance, a private acoustic jam or a spur of the moment busker set, the Club-JAM suitcase offers TAMA reliability and tone, along with new possibilities in portability for today’s drummer, noted the manufacturer. A three-piece bag set is available separately. Finish is Indigo Sparkle. tama.com

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JANUARY 2021

Magnetic all attached y !

DEALERS GAIN NEW REVENUE! sEE What they say:

Tonewoodamp.com MUSIC & SOUND RETAILER

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ICONic in Stature Earthworks Audio is entering the USB space with the release of ICON, a studio-quality USB microphone, and ICON PRO, a broadcast-quality XLR streaming microphone. Both products enhance the quality and experience of remote working, podcasting, gaming and home recording, stated the company. As part of the look, Earthworks partnered with Triad-Orbit to design and build a custom desktop microphone stand that ships as part of the full ICON experience. The stand is sleek yet robust enough to hold and balance the stainless-steel microphone. For maximum flexibility, the integrated M2-R swivel ball joint can be disconnected and re-mounted on any studio mic stand or boom arm. ICON PRO looks and feels similar to the ICON USB microphone, but it is hand-tuned with an extended frequency response, and the capsule has a faster Rise Time Speed of just 11.67 microseconds. That extra speed is designed to make vocals even richer, fuller and more detailed. Because it is an XLR broadcast microphone requiring 48 volts of phantom power, it offers extended headroom and dynamics. ICON PRO ships with an integrated Triad-Orbit M2-R adaptor as well. earthworksaudio.com

Blackbird Fly Jensen Loudspeakers announced the release of the Jensen Blackbird 40, a 12-inch guitar speaker in the Jet Series. It is a 40-watt speaker with a 1.26-inch copper-wound voice coil and a reinforced AlNiCo magnet in the classic horseshoe format. Development of the Blackbird 40 focused on achieving two different goals. The first was to capture the classic vintage character and chime, in order to resemble the tone of one of the most popular Jensen Speakers, the P12Q. Second was to offer a significantly increased sensitivity and a stronger magnet to achieve a firmer and more powerful bass response. These characteristics make the Blackbird 40 best suited for more modern applications, including those requiring higher gain and overdriven tones. The Blackbird 40 is the first speaker in the Jet Series featuring Jensen’s exclusive Reinforced AlNico magnet technology. This new technology results in a magnet which has been reinforced and made more efficient, raising the overall Flux Density (the “strength” of the magnet) by more than 30 percent, stated the company. This results in the behavior of a much bigger and more expensive magnet without the added cost. cedist.com

Mic’ed Up Shure unveiled the MV7 Podcast Microphone, the company’s first hybrid XLR/USB microphone.

Shure’s Voice Isolation Technology elevates the user’s voice to help take podcasts or live streams to the next level, stated the company. No matter the environment, the microphone’s pickup pattern focuses solely on the vocals by bringing them to the forefront of the recording for uninterrupted audio, added the manufacturer. Auto Level Mode sets gains perfectly in real time, so the output levels stay consistent. This enables creators to focus on the content, and not on their mic technique, resulting in less time editing post-recording, and more time creating. Auto Level Mode also acts as a virtual audio engineer and adjusts audio levels on the fly, giving audiences a more consistent listening experience. An integrated touchpanel optimizes control for quick, convenient adjustments.

It is complemented by the new, free Shure MOTIV App for desktop. Users can also select their tone (dark, natural or bright), depending on if they want a deep “radio” voice or a crisp and clean sound; these settings are available in Auto Level Mode. shure.com

Power Play HARMAN Professional Solutions debuted the JBL EON ONE USB power cable, which expands the versatility of JBL EON ONE Compact battery-powered portable PAs by powering AKG WMS and DMS100 and DMS300 wireless systems and DigiTech and DOD guitar pedals directly from the sound system. The one-meter EON ONE USB Power Cable features a USB-A terminal that connects to an EON ONE Compact P.A. and a 5.5-millimeter power terminal that connects to external devices. Two versions are available: a 12-volt version powers AKG WMS wireless systems, and a nine-volt version powers AKG DMS100 and DMS300 wireless systems as well as DigiTech and DOD effects pedals. The EON ONE USB power cable is perfect for musicians, DJs, presenters and entertainers who want freedom of movement, clear vocals and an easy way to enhance their sound with effects, stated the company. jblpro.com

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JANUARY 2021

THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

Looking for the latest from NAMM’s Believe in Music Week?

Check out the Music & Sound Retailer’s Believe in Music Week portal now at msretailer.com/conventiontv-believe-in-music-week

@MSRETAILER

WWW.MSRETAILER.COM

Steady Eddy Electro-Harmonix debuted the Eddy pedal, a vibrato and chorus with an all-analog signal path that includes envelope and expression control over modulation rate and depth. The Eddy also features LFO shape warping and a tone control, which expand the versatility of its classic modulation effects.

Despite its pedalboard-friendly footprint, the Eddy offers a full set of controls. Toggle switches let the user select between vibrato or chorus and rate or depth control via envelope or EXP. RATE sets modulation speed, DEPTH the amount of modulation, SHAPE the shape of the modulation LFO, and ENV determines how playing dynamics cause the pedal to respond. The Eddy is equipped with two LEDs: a white status LED indicates when the effect is engaged, and a Blue strobing LED displays the rate and shape of the modulation. ehx.com

Game, Set, Match Austrian Audio announced OC818 Dual Set Plus, a kit centered around two of its OC818 largecapsule condenser microphones. To introduce the new kit, Austrian Audio is offering a free OCR8 Bluetooth dongle with every Dual Set Plus purchase, while supplies last. The OC818 Dual Set Plus comes in a stylish carrying case and contains two OC818 large-diaphragm condenser microphones with switchable polar patterns, two OCS8 microphone shock mounts, two OCW8 windscreens, two OCH8 mic clips, two OCC8 Mini XLR cables and an SB1 Stereo bar, all coming in a large carrying case with cut-outs for two optionally available OCR8 remote controls/Bluetooth dongles. austrian.audio

Lesson Plan Hal Leonard published Jake Shimabukuro’s “Ukulele for Young Beginners: Easy Lessons for Kids,” designed to inspire and excite kids with their first step into a lifetime of making music. The book can be used by families or in a classroom setting. Each chapter includes a video lesson by Shimabukuro that’s accessed online, in which he provides age-appropriate instruction. The full-color nine-inch by six-inch book includes simple lessons with fretboard photos and fun supplemental activities to reinforce what the kids are learning from the videos. By the end of the book, the kids will be able to sing and strum familiar folk songs, ensuring that their first lessons with music are successful and rewarding. The songs include optional teacher chord frames so an adult can play along with the student. halleonard.com

Quite the Array Yorkville Sound announced two new additions to the Synergy Array Series: The SA102 active fullrange loudspeaker and SA115S active subwoofer. When paired together, these components make a smaller, lighter and more portable version of the Synergy Array Series, Yorkville’s most powerful and versatile point-source system to date. Equipped with a 10-inch low-frequency woofer and one high-frequency compression driver, the SA102 delivers 1,200 watts (program) and 2,400 watts (peak) and provides a seven-degrees-up, 38-degrees-down coverage pattern. Like its predecessor, the cabinet can be turned 180 degrees from top to bottom to flip the coverage pattern. The Danley patented 15-inch tapped horn allows for the SA1153 to deliver 6,400 watts (program) and 13,000 watts (peak) in a compact cabinet. The SA102 can sit secure on the sub using interlocking feet or can be raised up by connecting a speaker pole to the SA115S built-in mounts. yorkville.com

A Storm Is Brewing

Blizzard’s StormChaser Supercell is a one-meter RGB wash-plus-pixel-effect light fixture with 224 5050RGB/0.2-watt LEDs. It creates vivid, colored wash effects, and its 16x individually grouped cells can deliver spectacular, fast-paced visual effects via DMX, auto or sound-active modes, stated the company. The newest fixture in the StormChaser series offers color mixing and presets using its four-button LED control panel, as well as 59 built-in color-chase effects. Different looks can also be created by using any of its three interchangeable lens options (frosted, opaque and clear), which are all included. Also available is Supercell’s five-volt USB, which can power Blizzard’s SoC-It wireless DMX controller (sold separately). blizzardpro.com/supercell

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JANUARY 2021

In Rhythm Author Joel Rothman released his latest drum book, “AMBIDEXTERITY.” The exercises in the book show two different rhythmic patterns in the first of two bars: One rhythm is above a single staff line and played with the right hand; the other rhythm is below the staff line and played with the left hand.

In the second bar, the rhythms are reversed, enabling each hand to play each rhythm. The reader does not have to be a drummer to play this book; as long as they can read rhythm, the exercises can be played by drumming with their hands on their thighs, stated Rothman. “AMBIDEXTERITY” can also be used like a fun game book for adults and makes for a great gift, Rothman added. musictime.com

Everything VENN D’Addario Woodwinds announced VENN, which the company calls “a new species of reeds.” VENN combines the stability and longevity of a synthetic reed with the sound and feel of natural cane, stated the company. To mimic the organic structure of cane, D’Addario reverse-engineered cane itself, layering different strengths of polymer fibers with resin and organic reed elements to make up the reed blank. VENN outlasts and outperforms anything else like it, all while sounding great, D’Addario stated. VENN is available now. daddario.com

Fits Like a Glove Hosa Technology Inc. introduced its Hosa A/V Work Gloves. The gloves feature synthetic leather tips on the thumb, index and middle fingers, allowing for use of touchscreen devices. They are form-fitting, so end users don’t have to sacrifice dexterity while wearing them, stated the company.

The gloves utilize a breathable fabric on the back of the hand to help ventilate and keep hands from overheating, added the company. And they feature an adjustable hook and loop strap for adjustable security and comfort. The gloves are washable and reusable. hosatech.com

MUSIC & SOUND RETAILER

25

By Brian Berk It goes without saying, but 2020 was probably the most difficult year the world has faced, at least in our lifetimes. From a business standpoint, MI retailers and manufacturers had to adjust — a lot.

As we look to what we hope is a much better year in 2021, we asked the respondents for this feature two questions: What are your New Year’s resolutions for 2021? And, as we look to the end of the 2021 (11 months from now), what do you think the world and the music instrument industry will look like? Here are the answers we received.

“My resolution is to continue to work on the things that I committed to as part of my ‘COVID Isolation Improvement Program’: exercise, healthy diet, laugh more and worry less.

Hopefully, in 2021, I can also add dedicating more time to spend with family and friends in person when it’s safe and socially acceptable to do so! And I should probably curb my binge watching of past ‘SNL’ skits on YouTube …” — David Jahnke, Hal Leonard senior vice president, national sales “So, for Kepma, our resolution is clear — expansion of disDavid Jahnke tribution. Put a Kepma Guitar in a player’s hands and the story tells itself, the guitar sells itself. Kepma has kept international distribution and manufacturing very limited (even if you consider 30,000 guitars per month to a small handful of countries limited). But going into our 12th year, we are planning on expanding into more major countries/territories and increasing our product/pricing offering. We provide players with an outstanding value proposition: superior build and sound quality guitars at a very reasonable price. And better yet, we provide our retail partners with a superior offering as well: higher profit margins.

Plus, we are already in the process of adding manufacturing facilities to new geographic areas to facilitate this growth, which we hope to announce details about in early 2021. Kepma may have been relatively unknown to western countries until now, but even with COVID, our growth in 2020 proved that customers, retailers and distributors around the world are taking notice. Our goal for 2021 is to educate more Tony Moscal and Brandon Foster retailers in the United States about Kepma and present them with the opportunity to sell better-made guitars at better pricing and make more money for their store.” — Tony Moscal, CEO Kepma USA, and Brandon Foster, managing director, Kepma USA “If 2020 has taught me anything, it is that numbers aren’t everything. When the pandemic first hit, I was so concerned about our numbers. Up to that point, our team had done an excellent job year after year, increasing our numbers and growing our business. Along with customer ser vice, that was always (continued on page 50)

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Frank Pampenella

JANUARY 2021

S PEC I AL T O THE R ETAIL ER

HOW TO GET MORE ONLINE REVIEWS

By Holly Wade

When I need or want a new product or service, I Google it first thing to find out where I can get it. Then I choose a local store that has the best reviews.

I’m not alone in this. A study done by BrightLocal in 2016 showed that 84 percent of people trust online reviews as much as a personal recommendation, and that stat has been showing up all over the internet ever since. Another study done in 2019 showed this number to have increased to 91 percent. Additionally, Google now factors your reviews and the quality of those reviews into how it ranks its local search results. So, if you want to come up on top for music shops in your area, you’ll want to get those positive reviews.

Just as important, there is research that shows that some shoppers feel that reviews that are as little as three months old are irrelevant. This makes sense, since a lot can change in just three months; customer ser vice could change, product quality could change, etc.

This means frequently getting online reviews is a key component to bringing in new customers to both your physical and online store.

MUSIC & SOUND RETAILER

Where Should I Get Reviews?

While every good review you get will be beneficial to you, you’ll want to focus your efforts on Google and Facebook reviews, as these come up first in Google search results with a star rating. Your Google review star rating will also come up when someone is looking for directions to your store on Google maps.

ask the following question while ringing up the sale: “Did we take care of you today?” If the customer responds positively, your follow-up request for a review can go something like this: “Great! If I send you a text with a button that takes you to a review website, would you mind leaving us a quick online review?”

How Do I Ask for Reviews?

Music shops that use our point-of-sale and review request tool have found that requesting a review via text message rather than via email is much more successful. In fact, we found that, of thousands of review requests sent, a higher percentage of people opened the text message request than the email request for every single music store we analyzed. That being said, if email is what you have, then work with what you have.

It’s better than nothing, and there were still some customers who clicked the button in an email to leave a review. You can also ask customers in person or on the phone to leave a review; some have found great success that way.

How Many Requests Should I Send?

MI stores using retail software send a great amount of requests to ensure that they build up their reviews. Looking at the data from our music stores, we found that between 13 percent and 36 percent of those who were either emailed or texted a review request will proceed to Facebook or Google to leave a review. The exact results will vary depending on your customer base. That being said, wherever you are located and whomever you serve, you’ll want to get in a habit of sending requests on an ongoing basis to keep your online profiles relevant. To save time, you’ll want to have a process that is either automated, or at the very least, includes some sort of template for your review requests. Make your request short and sweet with a clear button or link that the customer can click on to proceed to leave a review.

When Do I Ask for Reviews?

You want to ask customers when their shopping experience and your products are fresh in their mind. If they ordered something online, you want to wait long enough so that they have received, opened and used your product. If you’ve spent time helping someone pick out the right product in your store, they will generally be grateful for your assistance. In this case, we’ve found it effective to

How Many Reviews Should I Aim to Get? The short answer is more.

While there is not any ideal number of reviews, Bright Local found that consumers want to see about 40 reviews before they trust a star rating.

That being said, you want your

reviews to stay recent, so it is best to make review requesting an ongoing part of your business strategy. You should always be looking for more reviews.

How Do I Respond to Reviews?

Many places, including Google and Facebook, will allow you to respond to individual reviews.

When you respond, it shows that you care about what your customers think. You don’t necessarily need to respond to all of your reviews, but responding to at least some adds a nice touch.

A store we work with, Rustic Music in New York, has a fivestar rating on Google reviews and responds to a majority of the reviews its customers write, which shows that it cares about its customers. That’s probably why it has five stars.

Another store we work with, Carl’s Pro Band in Illinois, has a five-star rating on Google and a 4.9 rating on Facebook, and responds to most of their reviews in both places, thanking customers for their feedback.

What if you get a bad review?

Respond to it. It will be seen, and people pay attention to how businesses handle negative reviews.

Do your best to resolve the issue publicly and go out of your way (within reason) to turn that reviewer’s opinion around. Having a customer share how you fixed an (continued on page 53) 27

FI V E M INUTE S W ITH

NEY NAKAMURA, MARCIO ZAGANIN AN Tagima

"In Brazil, about 70 percent of our sales are acoustic guitars.

It is opposite in the USA. We have not scratched [the surface]."

"We tripled business [in 2020] versus [2019]. ... The Tagima USA sweet spot is the independent dealer."

"I have been building guitars since 1989. In the beginning, I designed many traditional guitars. Then, I designed my own models using Brazilian woods."

Ney Nakamura

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Ernie Lansford

Marcio Zaganin

JANUARY 2021

ND ERNIE LANSFORD

By Brian Berk As several U.S. dealers have learned, Tagima is a growing Brazilian guitar manufacturing company based in São Bernardo do Campo, São Paulo. The name Tagima comes from Seizi Tagima, a luthier of Japanese descent who learned to craft guitars just by watching the process and whose designs formed the early foundations of the Tagima brand. In the 1980s, Tagima began to produce his own electric guitars and basses; he spent the next several years growing his reputation as a luthier, and in 1997, he sold the rights to the Tagima name to Marutec Music, a local importer of musical instruments, under CEO Ney Nakamura, who still runs Tagima to this day.

We reached out to Tagima to learn much more about the company, including what is behind its recent U.S. growth.

Joining us from the United States is MI industry veteran Ernie Lansford, who is in charge of Tagima’s U.S. operations, and from Brazil, Ney Nakamura and master luthier Marcio Zaganin.

The Music & Sound Retailer: Let’s start with Ney. Can you tell us about the histor y of Tagima and how you became involved?

Ney Nakamura: Tagima is a Brazilian brand. It has been around for more than 25 years.

It started with Mr. [Seizi] Tagima-san. He was a small luthier in the ‘80s. I later approached him about the brand, and in ’97, my company, Marutec Music, bought the rights to Tagima.

Since that day, Tagima has been [the reason for] my life’s existence. Tagima was already known by local musicians, but we started to develop it as a nationwide brand. After 20 years, MUSIC & SOUND RETAILER

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Jet Blues

we are happy to say we now work with many different countries in the world, including the United States. We are very proud to share it with [the U.S. audience].

Mr. Tagima-san stayed with the company for about five years [after Marutec bought it] as a consultant. But after that, he left Marutec.

Fortunately, we have Marcio Zaganin, who has been here since 2006.

Everything we make comes from his designs. We are Brazilian-made in our factory here in São Paulo, where we make our Brazil series. We work with Brazilian woods and some imported electronics.

The Retailer: Brazilian wood is known for its quality worldwide. Does that give you an advantage when manufacturing products?

Nakamura: Yes. In fact, we have some woods to show you [on the Zoom screen where we conducted the interview].

Marcio Zaganin: This is a type of Brazilian hard maple. It is a little bit flamed.

The Retailer: What are your philosophies when manufacturing guitars?

Zaganin: I have been building guitars since 1989. In the beginning, I designed many traditional guitars. Then, I designed my own models using Brazilian woods. I tried using some American woods like maple and alder. Those were really nice woods, but the Brazilian woods are different and produce a very good sound. It has been a long history. Thirty years of trying different things and trying again and trying again.

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Jet Blues Standard

Jet Blues Deluxe

Ernie Lansford: Every Tagima guitar starts with a solid piece of Brazilian cedar. It is not several pieces glued together.

The Retailer: How has the COVID-19 pandemic affected you in Brazil?

Nakamura: We had a very good year [in 2020]. Many past guitar players came back to playing again. String instruments have done well. At Marutec, we also have a drum company, Nagano Drums. Early in the pandemic, acoustic drums were not selling well. But that was OK. It was amazing how well people reacted to our musical instruments. I think Brazil is like most other countries [in terms of the pandemic]. The most famous brands in each country have done very well [in 2020]. In fact, although Tagima USA is just starting, we also had a very good year there as well.

Lansford: Tagima in Brazil is No. 1. I like to use the Billboard chart concept and say in the USA, we are No. 238 with a bullet point [laughs]. But it is growing. We tripled business [in 2020] versus [2019]. That’s phenomenal. We are seeing new dealers come onboard. The Tagima USA sweet spot is the independent dealer that often has an online presence as well, perhaps on Reverb or Amazon. We’re small, but we are growing. We have approximately 400 dealers. We service those dealers with a strong attitude of customer success [and] customer service. We want them to be profitable. We back up [the products]. Every guitar in America is adjusted by technicians that are players. They adjust them as if they are adjusting guitars for themselves. We also have a freight program that is working. It comes down to adding value to our customers and helping our customers serve their customer with excellent quality and valued products.

The Retailer: U.S. MI dealers have been complimenting you for having products in stock, something that may seem simple but was certainly not a given during a pandemic.

What is your secret?

Nakamura: We have been in the USA for about three and a half years now. In October 2019, Ernie Lansford joined us. He has helped a lot. Besides that, we have inventory. In Brazil, we sell about 15 containers of product per month. We have a very good source in China. We have goods coming through from China every single month. We reallocated some of those products to the USA. That is why we have inventory. Marcio and myself go to China three or four times every year. We have staff and employees there.

Lansford: Tagima is a Brazil-based company that makes a really fine handmade guitar with limited production and also manufactures products in China. We are allocated about 400 units in the JANUARY 2021

The Retailer: Tagima is of course extremely popular in Brazil, but in terms of marketing, how do you get the word out about the brand worldwide without any current in-person trade shows?

Lansford: I can speak to it in the USA. Frankly, as we grow, we need to add a marketing department and some marketing contractors. We have been very blessed with people who have YouTube channels and do reviews. You can go to YouTube, type in Tagima, and videos come up by the dozens. It’s phenomenal. Plus, we keep our dealers informed via email and have a group of highly dedicated, professional independent sales representatives. We keep them up to date, and they spread the word from there.

Nakamura: We have had very little marketing in the USA. The videos Ernie mentioned have been great. The sales reps have done a very good job. We do have a showroom bus. It goes all over Brazil to many cities. We have our guitars there, as well as musician clinics.

Lansford: It also has a lot to do with the dealers we are partnering with. They are committed and show the brand to consumers. Some people say it is very difficult to pioneer a new brand. I tell them, “I agree with you. But we don’t want you to pioneer. We want you to endorse for your own reasons, such as quality, high perceived value, profit margin, etc.” The sales rep endorses the product with the dealer. The sales rep has high credibility. They have an open door and a platform to endorse a product. And the dealer has credibility within their community. And they, in turn, endorse the brand for their own reasons. From there, it just goes.

The Retailer: Tell us what you have planned for 2021 in terms of goals or new products?

Zaganin: One new product we have is MIRACH. It is a redesigned single-cut model.

Lansford: That will MAP for $595 with a hard-shell case. Also, the new WS series will be introduced at the virtual NAMM show [Believe in Music Week, this month]. WS stands for “Walnut Size.” All of the acoustics will have electronics on them.

Nakamura: It is interesting that in Brazil, about 70 percent of our sales are acoustic guitars. It is the opposite in the USA. So, I think we have not scratched [the surface] of the acoustic market in the United States. We would really like to put our focus on acoustics.

Lansford: The new WS series and the new Canada series will help us do that.

The Retailer: Are you optimistic about the future?

Lansford: We are very bullish that there is going to be a Summer NAMM [in July]. We have already purchased a 10 [foot] by 20 [foot] booth at the Summer NAMM Show in Nashville.

Nakamura: I am so optimistic about the USA. I am very happy about it. A good amount of [credit] has to go to Mr. Lansford joining the company.

Lansford: It’s a team effort, and we are building a team culture where people want to come to work. People want to add value for the customers. It shows. It permeates outside the building.

Nakamura: I also wanted to mention we have an annual event here [in Brazil]. We have had it for 15 years. We usually invite 450 MUSIC & SOUND RETAILER

dealers from all over Brazil. We pay for airfare and a resort hotel for two days. In the middle of the pandemic, our governor authorized that events could take place. This [past] year, due to the pandemic, we had the event from Oct. 19 to 23 as a hybrid event. At our factory, we had a total of 240 dealers. We had 60 per day so everyone could keep their distance. And at the same time, we were running an online event, where we were selling goods. It was great.

The Retailer: Is there anything you would like to add?

Nakamura: We have been here about 25 years. We are a very serious company. We are very ethical. We hope to stay in the market for many, many years.

Lansford: We are really honored you wanted to interview us. We appreciate this opportunity. We are bullish on retail. We are bullish on brick and mortar. We are bullish on entrepreneurism. We are very bullish about our industry and what NAMM is doing as a whole. 2020 was an exciting, but challenging year. But it has also been a foundational year that allowed us to build a structure going forward. We have one-year, two-year, three-year and four-year goals. We have a certain figure we want to get to by the end of 2023. I have committed to that [goal]. Ney has committed to that. I will be 75 by that time, and I think I will work part-time when we hit that goal. Then, I will drive around the country in the Tagima bus [laughs].

For the Zoom version of this interview, visit msretailer.com/ specialreports.

over

USA. We have to sell more to earn a greater allocation. We have a lot of endorsees in Brazil, and are adding them in the USA. The most popular model in the USA is the Jet Blues series. That is a Marcio design. There are three models of that. There is the Jet Blues Standard; the Cosmos model, which has a veritone switch down below the tailpiece; and then there is the Jet Blues deluxe, which is all of what I just mentioned, but has a Bigsby tremolo. The model with the Bigsby is $1,500 MAP in the USA. We also have a Stella series, which is $1,199 MAP, but we have a Chinese-made version with the same specifications that’s $695 MAP. So, we have three segments: Brazil series; inspired series, which I call the center pivot point; and then we have the entry-level series that has a $229 MAP. These three segments let us service the entire USA market.

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M I SPY

MI SPY’S BEST OF 2020

Now that 2020 is behind us, one thing we can all say for sure is that it was a transformative time that provided music retailers with a lot of lessons to learn. It was a strange year for the MI Spy, too, with some of my retail reconnaissance missions having to be conducted online by browsing websites instead of brick-and-mortar stores.

Here is a look back through my mission reports for 2020, featuring all the top picks for each edition of this year’s MI Spy feature. These reports are packed with insight into what these stores did so well in adapting to this most unusual year. They should give retailers a lot to think about as we head into 2021 and beyond.

JANUARY Brighton Music Center 2110 Babcock Blvd.

Pittsburgh, PA 15209 412. 821.5908

FEBRUARY/MARCH Tobias Music 5013 Fairview Ave. Downers Grove, IL 60515 630.960.2455

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Brighton Music Center was the only musical instrument store in Pittsburgh that I visited that had a parking lot, which was a definite plus (and it had at least 20 parking spaces to boot). This was an advantage over the other music stores I visited in Pittsburgh, where I had to find curb parking, and in two cases, had to scrounge for change for the parking meters. (Don’t scoff, folks. Convenient parking isn’t always an easy thing to find. My life is full of parking woes. It’s the truth.) The parking lot also features a large sign that is lit up at night; when I visited, it advertised an upcoming Marching Band Festival.

Brighton Music Center began in 1958 and has undergone a few name changes since then. Interestingly, it was the only shop I visited in Pittsburgh that had any female staff, with two young women working the sales desk. I also liked how the sales desk was located in a central section of this store (rather than packed into a corner or off to the side). At this central desk was an assortment of compact discs by independent artists (a few were for cash sale only).

I chatted with one of the young women at the sales desk about a curious “heavy-metal-style” ukulele with a shiny black finish that the store sells, and she gushed about it. “People really like that one!” she told me. But do musicians take it seriously? “Oh, yeah!” she responded. “We get great raves about it. Kids, teens, adults, so many people want to play it.” In addition to the heavy-metal uke, there was a good selection of other ukes for sale.

Brighton Music Center is a big store, and while most of it is open space, there were also some lofts and back rooms, and a few tucked-away spots, so that it seemed to be even bigger than I thought at first.

There were even a few balcony areas, including one that had lots of orchestral and brass instruments, and another with mostly acoustic guitars. One of the upper walls served as a kind of tribute area, with various instruments arranged in a circle around an American flag.

If you need a musical instrument, from stringed to brass to percussion, from beginner to advanced, from novelty to serious, this store seemed to have a huge amount of options. Many products were labeled new, used or consignment. The price tags were smallish in size but clearly written. Accessories galore were also in stock, including a vast selection of sheet music and music books for all levels of experience. There was also a rack of harmonica gift boxes — the Bluesband seven-harmonica set with case.

In terms of in-store character, there was actually a group of ukulele enthusiasts rehearsing some oldies when I visited, and I was amused to hear the uke gang playing spirited versions of the Everly Brothers’ “All I Have to Do Is Dream” and Del Shannon’s “Runaway.” In another rehearsal room, a jazz band was playing. The presence of these enthusiastic musicians made Brighton Music Store feel like more of a store/community center.

I cruised down to Downers Grove, a charming community due west of the city, with a classic Midwestern downtown business district lined with well-kept streetscapes, buildings and storefronts. I easily found Tobias Music, an independent, single-location, family-owned store that, for more than 40 years, has served Chicagoland’s western suburbs, and as I came to understand, also far beyond.

Tobias Music specializes in up-market handcrafted acoustic guitars and also offers electric guitars, acoustic and electric bass guitars, mandolins, ukuleles, amps, related supplies and accessories, and sheet music. Its product offering also includes used instruments, and notably, a personal concierge-style service to help customers design and commission one-of-a-kind guitars from among the top brands the store carries.

On the service side, Tobias offers guitar, bass, mandolin, banjo and drum lessons. The store is also home to the Garage Band University Music School, devoted to helping develop aspiring performers in ensemble stage performance. In addition, the store provides guitar and amp repairs, both in-house and in partnership with Chicago’s Third Coast Guitar Service.

When I first walked into the store’s short entry hallway, I was surprised to find an open door across from the entrance that led into an inviting performance space. Its warm wood walls were adorned with antique guitars, and a breakfront display case pulls shoppers into its engaging atmosphere and folksy acoustic vibe. This wellappointed space, complete with stage, lighting and sound, can seat up to 80 guests, and when I popped in, it was set with a combination of theater and cabaret seating. I learned that they use this space for manufacturer and supplier demos, pro clinics and workshops, and select talent showcases. It also offers room for rental, and for hosting events including parties, private showcases and worship services. What a unique space for a small hometown music store!

JANUARY 2021

Upon entering the small shop itself, I saw two other customers, one engaged with the owner, and the other waiting.

I was immediately drawn into the front room devoted to the Taylor brand, where instruments hung two and three high on all four walls. The collection included four 12-strings ranging in price from $1,599 to $2,899, probably beyond the entry-level price point for my pretend students (and their parents), although it was an impressive selection.

Also of note were a couple of eightstring baritone guitars, also beautiful instruments, yet in the same price range.

Overall, the product mix felt quite well curated, though targeted to a decidedly up-market clientele.

I learned later that the shop usually also had at least one Taylor 150CE in that brand’s entry-level $900 price range for 12-strings on hand, but demand at the moment was outpacing production. It’s interesting to consider that the two national chain stores I visited earlier both had this model in stock, yet Tobias was sending them out the front door as soon as they came in the back. Go figure.

I’d been scoping out the front room for less than 10 minutes when the owner excused himself from his other customer for a moment to welcome me, apologize for being busy, inform me that “pops” would be there shortly to help, thank me for dropping in, assure me that my interest was important to him, and invite me to make myself at home with the instruments. I was already so impressed with the layout and selection — and itching to get my hands on a few of these exceptional guitars — that his thoughtful consideration sealed the deal. I settled in to sample the goods and wait my turn with little concern for time or attention I spent the next half hour sampling the Taylor 12-strings and roaming the rest of the store. In the Taylor room, there was a $2,999 562CE on sale, marked down to $2,599. There was also a $2,299 362CE that was especially attractive in appearance, feel and tone for the price. There was another nook in the shop featuring the Martin brand with a great selection and inviting seating to sample the wares. The store also advertises and stocks many other top brands, including Santa Cruz, Gibson and Takamine guitars, along with Genzler, Fishman and NuX amps.

While I was exploring, several other customers came and went, two with new guitars in hand, including the

MUSIC & SOUND RETAILER

Taylor 362CE that had caught my eye. I learned later that a third sale was finalized on the phone while I was there. Pops had arrived and was at the center of the action. As it turns out, he is the owner’s father, the founder of the store, and though now supposedly retired, still unmistakably part of the heartbeat of this shop.

With sales at hand complete, the owner then sat with me and focused on pulling out my story and interest. I concluded by remarking that his store’s offerings appeared far more upscale than my students’ (and their parents’) interest and budget.

On the contrary! Right away he recommended Washburn’s Oscar Schmidt models as just one appropriate quality and value fit for my first-time 12-stringers. Though they didn’t currently have these models in stock, he could certainly get them, and though I wasn’t buying myself, he said that he’d like to have at least one on hand anyway. With an assist from Pops, they quickly came up with a price range ($180-$280 depending on model) and in-store availability (soon).

We had a thorough conversation as I peppered the owner with questions relating to how he would advise students and

33

parents about a 12-string purchase. He went into great detail about body size and neck length considerations, informed in part by influence from Bob Taylor, Kurt Listug and the designers at Taylor guitars, with whom Tobias Music has enjoyed a personal and professional relationship since the early ‘80s. He also talked about his personal connection with Chris Martin of C. F. Martin & Co. guitars, and the shop’s website details its longstanding tight relationship with Richard Hoover of Santa Cruz Guitars.

I asked about his take on Taylor’s ES2 electronics, as it was now becoming something of a litmus test for retailer product knowledge. He started by explaining the science behind the quartz-crystal-coated piezo pickups, distinguished by Taylor’s unique pickup placement, and concluded that the tone appeal is great but still subjective — not necessarily better, just different. And setup cost for a 12-string was $15, plus your choice of strings.

Tobias Music bills itself as “The Ultimate Mom and Pop Experience.” If that means “expert in product knowledge and caring customer service,” then yes, they are.

APRIL Guiliano’s Music 70 High Ridge Road Stamford, CT 06905 203.614.9920

MAY Rudy’s Music 461 Broome St. New York, NY 10013 212.625.2557

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It took a bit of trial and error to locate the just-opened Guiliano’s Music store (and school) in central Stamford, owing to outdated listings on Google and Yelp. Complicating matters somewhat, the store used to occupy space in an office building right up the street, and a sign reading “Guiliano’s” is still outside the building; venture inside, and you’ll find a crowded yoga studio. I later learned that Guiliano’s had, indeed, consolidated into one location (in Norwalk, six miles east) several years ago, but decided to reopen in Stamford. The new store, located in the center of a strip mall across the street from a standalone Lord & Taylor, is well worth finding.

I visited on a late afternoon and found the salesman both attentive and extremely knowledgeable. He was, for starters, somebody who had picked up his first guitar at just about the same age as my fictitious nephew. Moreover, he was a graduate of a college that a) specializes in music, and b) your MI Spy had actually heard of.

During my visit, a salesperson from Guiliano’s somewhat-bigger Norwalk store came in to obtain some sales gear, which added a layer of insight into mastering the wonders of the guitar. For beginning guitar players, the salesperson recommended the nylon-stringed Kohala KG100N. Because the description I invented of my “nephew” was of a five-foot-eleven adolescent, the salesman recommended an adult-sized guitar. It is worth noting, however, that Kohala makes identical instruments to the KG100N that come in two smaller sizes for younger (or smaller) learners. (By the way, Kohala’s headquarters is in Tennessee, but its roots are in the Aloha State. Yes, the company is quite well known for ukuleles — which Guiliano’s also carries.)

The next step up represented a significant jump in both price ($300 vs. $149) and richness of sound.

This was the Seagull S6 Original Slim Qit. Because he was an accomplished guitarist, and because he had a storewide audience of one, the salesman picked up both the Seagull and the Kohala and played a few chords for me. The more expensive model had a deeper tonality to it, owing to both its steel strings and its construction. “It definitely projects more,” the salesman said. “But nylon strings are going to be much easier on the fingers and hands for the beginner.” This would make it more likely that a student guitarist will continue practicing and playing.

The Kohala was no slouch in the sound department, however. It had a nice, warm tone, although it seemed tamer and softer. It clearly would do a yeomanlike job of encouraging a young learner to master the guitar, as well.

This Guiliano’s Music location is still new and did not yet carry any instruments at price points between $150 and $300 at the time of my visit. The Norwalk location does, however. What’s key wherever you shop, said the salesman, is getting a good education, and both of its outlets can help in that regard, he noted.

I took another long but nice walk over to Rudy’s Music — yes, this is the famous Rudy’s that used to be a key cog of New York City’s Music Row on 48th Street, although that location is long gone. The first thing I noticed at Rudy’s was how clean and beautiful the store is. I also found it to be spacious, especially considering the huge cost of real estate where it is located. Although its size certainly does not rival a Guitar Center or Sam Ash, the store’s excellent layout made its two floors seem like a really nice, impressive space.

Several staff members were working when I walked in, and I noticed both male and female employees, which is always nice to see. I quickly glanced at some guitars and Rudy’s Music T-shirts before finding my way into an acoustic guitar room, where an employee was ready for me.

First, I brought up Rudy’s former famous 48th Street location and asked how long it had been since the store had moved and what the reason was for the move. The salesperson responded it must have been a decade since they moved and that Music Row, as 48th Street used to be called, was no longer a thing, unfortunately, so a move was required.

The salesman pulled a Taylor off the rack, and instead of just describing it, he played it for me for about 10 seconds. I really liked that. Hearing the Grand Acoustic Academy 12 made me want to buy it more than if I were just told about it. The price was $649, including a gig bag and lifetime warranty. The salesman then proceeded to play the guitar again. I told him I would have to think about, so he invited me to go upstairs and check out some more guitars.

I proceeded up the stairs, where there was one customer and another employee waiting at the ready. The room is dedicated to C.F. Martin, with several guitars behind a glass case. I heard the salesman explain several of the models to the customer, such as which were the newer models. The salesman seemed to be on a roll. I did not want to break his stride, and hence did not ask for help. So, I just let him talk to the customer and checked out the Martins myself.

I made my way back downstairs in an effort to leave, but was impressed that another salesperson ap-

JANUARY 2021

proached me and asked how I was doing. He then welcomed me to check out any electrics I wanted to. I told him I was looking at acoustics, specifically a Taylor, and he noted that the store has much more than Taylors,

including a Gibson J-45 for sale. “We have a little bit everything,” he said.

I thanked him and was on my way. The one thought that went through my mind was that Rudy’s exuded class throughout my visit.

ONLINE REPORT JUNE/JULY Twin Town Guitars www.twintown.com Visit the Twin Town Guitars website, and you’ll immediately be greeted by a scrolling carousel of clickable images accompanied by clear, concise messages about the store’s deals and services. When your MI Spy visited the site, these links included “Online Lessons” and “Quarantunes,” which demonstrated that the store is already reaching out to us in our socially distanced lairs. And the promise of “Curbside Pickup: Monday through Friday, noon to 5 p.m.” is another very good way for the store to show its adaptability. At the top of the site is the store’s logo and slogan: “Keeping Your Life Loud & Local Since 1997.”

Twin Town’s website offers a wide variety of instruments and accessories, and the homepage has a clean layout. One of the first things I clicked on was the “About Us” section, and I was pleased to see that the page recaps the store’s history, and it even mentions that they have solar panels on their roof (more signs of modernity and adaptability!). A bit of the store’s pedigree is also mentioned in that they are “picking up where the legendary Benedict’s Guitar Shop left off in 1995.”

Overall, Twin Town’s website is inviting and well organized. It is easy to navigate, and its drop-down menus work well. For each type of instrument or accessory, there are easily accessed options to limit your search results on the left-hand side of the page (including options to limit your results by category, price and brand). One minor quibble is that, in the search results, the prices are listed in a lighter gray font and are harder to read than the names and descriptions of the items for sale.

Sweep your mouse over an item’s image and “Quickview” will appear; click on that button, and it will open a popup with some information about the chosen product. You can also get more detailed information by clicking on the image or the product name, or by clicking “View more details” in the “Quickview” pop-up.

Twin Town’s website offers up electric and acoustic guitars, basses, amps, effects pedals, drums, keyboards and a variety of accessories. Within the acoustic desig-

ONLINE REPORT AUGUST Capitol Guitars capitolguitars.com

MUSIC & SOUND RETAILER

Guitars, upfront and personal.

That’s what this website offers, and with a store name such as Capitol Guitars, that’s exactly the way it should be. Capitol’s website features lots of new and pre-owned electric guitars, acoustic guitars, bass guitars, amps, effects and pedals, and a variety of accessories. The labelling and descriptions, as well as the prices, are easy to read.

The site also indicates which are demo models.

It’s a clean, colorful, welldesigned website with lots of tempting items and a variety of price categories. Each of the seven staff members has a photo and a set of “stats,” as if they were baseball cards (and there is a photo of each guy playing his favorite instrument). The website also lists three instruc-

nation, you can see banjos, dulcimers, ukuleles, mandolins, harmonicas, resonators and even sitars. It also offers band and orchestra instruments such as violins, violas, cellos, upright basses, clarinets, flutes, saxophones, and trumpets. In addition, the store does repairs for many instruments.

As for depth of inventory, electric and acoustic guitars, as well as drums, are best represented here. The store offers products covering many prices; for acoustic guitars, it has a $99 guitar as well as some over $3,000. It sells new as well as used instruments and equipment. There are dozens upon dozens of guitars offered here, as well as basses. Some instruments have more limited supply, such as banjos, saxophones and woodwind instruments.

Twin Town offers private lessons and classes, for both children and adults, for several instruments and genres, including jazz and blues. It even features a few tribute groups (including The Blues Brothers, CAKE and Juanes). Classes include workshops, seminars and a songwriting course. (These offerings may be handled differently during the pandemic, so contact the store for precise details.) The site lists 30 different music instructors, male and female, for various instruments and specialties.

You can click on each instructor for a bio, personal statement and photo.

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tors and has a photo of each, with a bio. The store also does lots of repairs, and the website enumerates this.

The store has an eye-catching black-and-white logo, and overall this is a solid website. There was a good ratio of photos to text. I was surprised to see that the site doesn’t feature a “history” section or mission statement, since many music store websites do have these.

SEPTEMBER/OCTOBER PM Music Center 4411 Fox Valley Center Dr. Aurora, IL 60504 630.978.9927

NOVEMBER Gorham Brothers Music 118 Seeley Road Syracuse, NY 13224 315.214.3573 36

PM Music Center is located on the drive ringing the Fox Valley Mall in the city of Aurora in Chicagoland’s west suburban region. The Fox Valley Mall is the heartbeat of a (usually) vibrant commercial area and attracts a healthy level of retail traffic. PM Music Center has been in business since 1982 and offers a full range of instrument sales, repair, instruction and accessories, especially focused on school band and orchestra programs. Past industry press about this retailer talks about how it prizes customer service over store size and business volume. Situated in a market area thick with both national and local dealers just several moments away, it appears to have held their own so far through the most recent challenges.

The store entrance had a prominent sign requiring masks as mandated by the state governor’s office, and immediately inside were several hand-sanitizer pumps readily visible and available. The checkout register station featured a Plexiglas barrier. The store had just opened for the day, and there were a couple of other customers already being taken care of.

I was warmly greeted moments after entering by a smartly dressed and masked staffer offering his help. When I explained what brought me in, he remarked that they did have “a limited selection” of keyboards on hand and could get anything else I may be interested in. He then led me from the main floor to an airy side room filled with nearly a dozen full keyboards, all of which met the criteria for my search.

The selection featured both Yamaha and Casio brands. Display signage promoted a current “Sale-A-Bration” offering an additional 10-percent off the store’s already-discounted pricing, and opportunities for financing options. Its entry-level-price-point offering was a Yamaha P45B for $489.99, not including stand, bench or pedal — a sturdy starter keyboard, but no bells or whistles. The next step up was a Casio Privia PX-160 for $529.99 featuring 18 tones and including a sustain pedal. This is another sturdy starter and discounted from a suggested list price close to $850, which struck me as quite a value.

For $100 more at $629.99, PM Music offered the Yamaha P125B. This weighted keyboard has a great feel and excellent dynamic touch sensitivity. With 24 voices, from grand piano to rock organ, it’s a versatile instrument and an exciting playground, especially for new young students. Though pedal, stand and bench are add-ons, the asking price was deeply discounted from a suggested retail price around $1,000, which leaves room in the serious student budget for a solid-value investment in an instrument that will serve well for years to come.

Additional offerings worth mentioning included Yamaha’s DGX660B for $789.99, a tech-packed “arranger” workstation with expanded polyphony, selection of preset songs, track-recording capabilities and rocket ship display features; the Arius YDP-144R console model at $1,049.99, with even more finely engineered hammer action, best emulating a real piano feel; and the top-of-the-line Arius YDP-164R rosewood console for $1,449.99, a beautiful piece of furniture as well as a fine instrument.

The staffer was most attentive and helpful to me. He made sure that I had literature on the store’s expansive Private Music Teacher Perks program, including additional discounts, exclusive access to special events and workshops, and even a referral service for teachers looking to take on new students. This store is totally tuned into partnering with teachers to best serve students area-wide. I went on my way quite impressed with their “limited” product offering, pricing, attitude and customer-service experience.

I had one of the funnier conversations of this trip with a music store worker at Gorham Brothers, and I will remember it for a while. I spotted a poster on one wall, for a band called Ed Gein. I assumed it was a punk band that used to gig in New York City back in the late 1980s-early 1990s, and I started talking about them to one of the guys working there. We chatted about Ed Gein until I realized that we were actually talking about two different bands. The one I knew was actually called Ed Gein’s Car and was a quartet; he was talking about a trio based in Syracuse. Big oops, but we had a laugh!

When you enter Gorham Bros., you’re greeted by one poster that reads “Practice Safe Shopping” and another that says “Cover Your Face!” Each had cool, retro-styled graphics; they were propped up next to guitar and bass cases for sale at the main desk. As soon as I strolled into the store, one of the two workers greeted me; he was working on a guitar repair on the side of the store. The repair corner is like a friendly fortress, and the outer sections hold displays of various guitar and bass accessories.

I slowly strolled around the sales floor, checking out the electric and acoustic guitars, drum sets, various accessories, as well as recorded music (mostly CDs) from local bands and performers. The store stocked a hearty selection of guitar effects, including the WhiteCap. I did inquire of the gregarious worker who greeted me about pedals and he asked, “Which musical style are you focusing on?” When I mentioned jazz, he mentioned the “slapback” sound quality and reverb of a few particular effects. He offered to let me plug in a guitar and try out pedals, as long as we wiped them down before and after.

Gorham Bros. is not too far from Syracuse University, so I asked the guys if they get many students in their shop. “Not too many, but when classes were in session, we did get some. Usually they take Uber or Lyft to come out here. One kid skateboarded over here, too.”

Just as GC offers its free cherry-red guitar picks, Gorham Bros. offers its own free picks, although theirs are green. It’s a really impressive store full of instruments, accessories, equipment and recorded music, but it’s

JANUARY 2021

laid out well, so you don’t have to worry about tripping over items on the floor. It also has hoodies and T-shirts in stock with a few variations of the catchy store graphics. And Gorham Bros. is flanked by a bike shop and a martial arts school, so that takes care of three of your basic food groups right there.

DECEMBER Robbie’s Music City 514 U.S. Route 46 Wayne, NJ 07470 973.256.1717 When I pulled the car into the parking lot at Robbie’s, it was like finally getting to speak with a neighbor you keep seeing but haven’t met formally.

I’ve driven past this store a number of times over the years but had never gone inside because I’m too often in a rush. I’m glad I finally made the time to stop by.

Robbie’s is a large, sprawling store with big windows, showcasing lots of items for sale. MHD and I walked in and were impressed by the vast inventory. The woman working here, wearing the requisite mask, greeted us as soon as we entered; while we were there, she took several phone calls and chatted with us as well.

However, it was a bit too quiet in the store, and I was surprised. At times, I felt like I was strolling through a museum to musical instruments.

The store seemed to have almost everything musical: loads of drums and percussion, brass instruments, accordions, sheet music (new and old, some discounted too), keyboards, violins, mandolins and banjos, acoustic and electric guitars, xylophones, pianos (grands and uprights), basses, plastic instruments such as kazoos and recorders, amps, and all manner of accessories, cases and furniture, such as music stands, benches, and so on. It stocks new and used (some products labeled with “Make an Offer” signs), and the layout is a series of rooms branching off from a main sales area. Hanging on the wall of one of the offices was a vintage fourstringed instrument that I found pretty intriguing.

OK, now let me tell you about the Trumpet Bucket. There was a blue plastic bucket on the floor, and it held six or seven trumpets. A sign said “As is, $75.” I was suddenly feeling the urge to make like Miles Davis, and picked up one of the horns as if to play it. The woman working there chuckled and told me “They’re mostly

MUSIC & SOUND RETAILER

sold for parts. Some are in better shape than others, and with a little work, some could be made playable!” But handy with the brass instruments I’m not, so I declined the offer.

I asked if local students and teachers had been coming in, and she turned a bit somber. “Not too many yet. We’re waiting to see.” But she told me some schools had begun to call in orders, especially for instructional materials.

The store was orderly and had a fun atmosphere. If you love musical instruments and are looking for a “find,” or would rather just select something easily displayed, you will be pleased with Robbie’s. (One friend of mine, when I told him later on that I’d stopped by here, told me he wants to bring his son by so they can scope out used equipment.)

Robbie’s also has a repairs department, and it offers lessons (although currently online) and other services.

There is also a Hackettstown location for Robbie’s, so you might want to check it out too.

Before we look forward to the rest of 2021, here is a glance back at some of the sights 2020 brought us.

“The Future of Retail in a Post-Pandemic World” was one of the keynote speeches delivered during the 2020 Summer NAMM Virtual Summit.

San Diego Music Studio’s Robin Sassi conducts one of the store’s many virtual lessons.

Baseball World Series champion and guitar aficionado Bernie Williams held up the January 2020 cover of the Music & Sound Retailer upon his visit to the Testa Communications booth at The NAMM Show.

Fender celebrated George Harrison at its 2020 NAMM Show booth.

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Santa Monica Music Center suffered significant damage due to rioting, but it roared back to life thanks to help from the local community.

JANUARY 2021

A bustling Gibson booth at The 2020 NAMM Show.

At The 2020 NAMM Show, Hal Leonard’s Larry Morton accepted the lifetime achievement/hall of fame 2020 Music & Sound Award, Manufacturer Division.

Candyman Strings & Things’ Rand Cook, pictured here in a store photo, accepted the lifetime achievement/hall of fame award in the 2020 Music & Sound Awards, Dealer Division.

Gig Gear’s Daniel Shatzkes served on the front line as an emergency medical technician during the COVID-19 pandemic.

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Clampable Universal Laptop Desktop Stand with Adjustable Height Ted Brown Music’s Joel Holloway recreated the retailer’s Puyallup, Wash., store with LEGOs during the coronavirus pandemic.

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GATORFRAMEWORKS.COM MUSIC & SOUND RETAILER

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N OT YO UR AVE R AGE COL UM N

GETTING BACK TO THE BASICS

By Tim Spicer

If the complexities of 2020 have taught me anything, it’s how easy it can be to lose focus in the midst of a crisis.

In 2020, business leaders around the world were forced to make seemingly impossible decisions on a daily basis. These difficult decisions often involved the future of career employees or the future of the company. So how do managers stay focused during challenging seasons? How do business leaders lead with clarity and direction when the future is so uncertain?

I believe your business can thrive instead of simply survive if you refocus on the basic principles of business.

I had a moment of clarity in 2020 when I finally got my head out of pandemicthinking management.

I spent some time studying a variety of leaders from different industries. My moment of clarity came from Vince Lombardi, the famed NFL coach of the Green Bay Packers. After a heartbreaking loss in the fourth quarter of the 1960 NFL Championship, Lombardi became a symbol of single-minded leadership as he reoriented his coaching priorities for the following season. Instead of teaching his team a new technique, or rethinking how to better play football, Lombardi decided to refocus on basic principles.

On the first day of training camp for the 1961 season, Lombardi famously held up a football and said to his players, “Gentlemen, this is a football.” He was coaching professional athletes who had just nearly won the NFL Championship a few months prior, yet in order to progress, Lombardi felt that he needed to go back to the basics. To make a long story short, the Green Bay Packers 40

went on to win the 1961 season’s NFL Championship, and the team was redeemed for its devastating loss the year prior.

After studying Lombardi’s singleminded leadership style, I began focusing on four “business basics” to give my business the clarity it needed.

I believe these four fundamental principles are key to small business survival during challenging seasons.

The first fundamental step to getting back to the basics is to focus on the business leaders.

Ensure that business leaders are healthy by monitoring stress levels, encouraging healthy lifestyles and offering mental health support. In times of overwhelming stress and uncertainty, physical and mental health can be negatively impacted. Organizations that are best equipped for meeting challenges head on are those that have leaders who are able to manage stress effectively. Maintaining a healthy lifestyle, ensuring a strong work/ life balance, setting limits on work demands and protecting personal relationships are key. If individuals notice significant disruptions in sleep, eating, thinking patterns or relationships, consultation with a mental health professional should be considered.

The next step is to look back over your fundamental business procedures with fresh eyes. Are the processes and procedures as streamlined as possible? We often continue to do things the same way simply because it’s easiest, but there is often room for im-

provement. Are there any improvements that can be made to help your staff work more effectively?

This is a great step to involve others beyond the normal leadership team.

Fresh eyes looking from the outside in may be needed to see unneeded complexities that management has become blind to.

Simplifying processes and procedures can save valuable time, energy and resources.

One of the most important business fundamentals is communication. Are the current communication channels as effective as possible?

Ensure there is open and consistent communication traveling both ways between management and the front lines.

More often than not, communication only flows downhill. Actively listening to employees may reveal missed opportunities. I once read that Google has a weekly meeting where all employees, including new hires, have a 30-minute question-and-answer session with leadership. Google executives used this opportunity to get full buy-in from new employees, to air out any concerns and to hear new creative ideas. Fully opening the communication channels may reveal new ways to fix old problems and help the business operate at higher levels of efficiency.

The final, most basic, most common-sense, but far too often overlooked step, is to center your focus on the customer. Being customer-focused should be the foundation of every executive decision in the business. We all know this, but it’s easier said than

done. “Customer obsession” is a common phrase in business and entrepreneur magazines right now for a reason. Many companies are even creating new positions dedicated solely to customer happiness.

The truth is, in a world that is quickly evolving to rely more on online business, local businesses must be focused directly on their customers to succeed. Businesses owe it to their customers to make them the focal point of everything they do. If we focus on our customer happiness with precision, seemingly difficult decisions begin to have clarity.

The goal of the business should be to make the lives of its customers better, happier and more complete. The challenge for any leadership team is to continue thinking from the customer’s point of view. So, be obsessed with the customer.

These four basic business fundamentals aren’t rocket science. They are, however, the key to businesses surviving during challenging seasons. As we have faced shutdowns, staff quarantines, layoffs and changes in business operations, we have continuously been forced to make difficult decisions. Thinking through these business principles has helped us clarify our goals, reimagine our future and explore new possibilities.

We wish you the best in 2021 and hope it brings health, wise business operations, strong communication and clear customerfocused decisions.

Have you focused back on the basics recently? If so, I would love to hear about it. Feel free to send me an email at tim@spicersmusic.com with any questions, concerns or comments.

JANUARY 2021

I N T H E T RENCHE S

By Allen McBroom Hopefully by the time you read this, a COVID-19 vaccine will be on its way to being widely distributed, and we’ll see some semblance of normalcy returning to our industry. Unfortunately, some of our folks will never see the old normal again, especially among the ranks of our sales reps.

A lot of the sales reps we knew so well back in February 2020 are no longer part of the sales force. The pool of reps has been drained to a large extent, and I miss the folks I used to talk to.

Instead of the familiar voices, now I often have to send orders to inside employees who are unknown to me, and I’m unknown to them. While it shouldn’t make a difference, it does. Retailers know there is a world of difference between communicating with some anonymous voice or email on the supplier side and communicating with someone who has a personal interest in making sure our order gets filled correctly and shipped in a timely manner.

I am also concerned about the reps we still have. These folks are trying to move Product A while explaining why the immensely popular Product B won’t be available until sometime in the third millennium. I suspect they spend their days getting a lot of questions they can’t (or shouldn’t) answer, doing the job of three reps, and they probably long for the normal days of yore.

I asked a few supply-side reps to tell me what’s on their minds as they approach each day’s work, and I have their permisMUSIC & SOUND RETAILER

HOPEFULLY

BY THE TIME YOU READ THIS … sion to share their answers below.

I have taken care to remove all identifiable information from the bits that follow, so you can imagine these comments being said by each of your own reps.

The first observations are from a rep who works for a manufacturer who is also a distributor.

“We’ve been busier than ever before and are working overtime to make sure our independent dealers are taken care of. Things are taking longer than usual for most aspects of the business.

Our factory is producing and delivering as well as or better than before the pandemic, but the value-added services we include on select products, like USA setup, are taking longer. We have to make sure all of our USA employees are safe and follow all local COVID regulations, so daily output is impacted.”

This supplier continued to elaborate on the increased demand being seen from new dealers, advising, “Make a plan now for the holes, and start doing research for alternate vendors with similar products that can ship now. Call your rep, and they’ll go deep into their catalog. You might be surprised by what they have in stock to ship.”

So, on top of dealing with all the issues we’re already familiar with, this rep is hearing from new dealers who want to buy, and he doesn’t have enough product to service them. I spoke with this rep on the day I wrote this article, and he told me the newest wrinkle in the fabric is this: The manufacturers’ factories are running wide open, product is ready to ship, but they cannot get the product into shipping containers

at the port because there are no empty containers available. He’s here, stateside, ready to receive.

The factory is there, in China, ready to ship, but they have no empty containers to use. Given this reality, can you imagine the frustration these reps are having at work each day? I can’t.

Another rep I talked to is our inside guy at an all-USA-made manufacturer, so I was hoping his world would be a little more settled, since he wasn’t dealing with these import struggles.

However, I think he’s got the same alligators to fight; his fight is just in a different pond. In our conversation, we covered a lot of the things he struggles with, and then he offered some good advice for keeping the shelves stocked in these weird times. (I did modify his comments a bit to conceal the nature of his products.)

This rep told me, “Most actions from the wholesale side are made with a big picture in mind. That being said, there’s no real incentive to stick dealers with slow product, and too often dealers purchase in habits dictated by software and history of sell-through. In times like these, where not enough people are making the products you want or producing maintenance products for factory machinery, it’s a perfect time to try products you haven’t loaded in before. Not only does this help supplement the products being backordered or removed from purchase orders, but the [new] products’ performance might just surprise you as well.

My advice is to not have missing items removed in a reactionary way, but supplement them with

opportunity items recommended by the supplier.”

I’m going to paraphrase some here … Instead of harping on the rep, demanding over and over “When can I get ABC? We sell a lot of those, and we need those items!” ask your rep, “Hey, I know ABC is out of stock.

What can you send me that will be a good replacement product?”

Add that new product to your line and see how it does. If the rep doesn’t have a good substitute, ask another rep “What do you have to replace ABC?” It’s important to not be wearing blinders right now. If you can’t get ABC from your friendly rep, there’s a good chance nobody else can, either. Be the store that doesn’t live like it’s still last year, and become the store that stocks new products (“new” in the sense that maybe these products have been around, but they are new to you). Make these new products available to your clientele. Talk to your customers and tell them the story.

We’re having to do all of these things in our store. For example, one major string brand has dropped all but 13 SKUs from its manufacturing schedule for the time being, so we’re replacing that stock with similar stock from other companies. Now, when Oscar Lee comes in and we don’t have his favorite strings in stock, we can tell him they aren’t being made right now, but try these instead.

And remember, be nice to your reps. They’re dealing with all the same stuff we are, just even more of it.

Happy trails ....

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V E D D AT O R I A L

By Dan Vedda By the time you read this, 2020 will be long over. It’s almost certain that none of us will look back wistfully at all the good times we had this past year, because we left the good times way back in 2019.

But if nothing else, there were lessons we learned this year, and those stores that are still kicking have emerged with a survival kit that will be needed for a long time to come.

That said, what did we learn?

First, that even in the toughest times, people will turn to music.

For our industry, this is the most positive news we could hope for. In the direst circumstances, we still sold the things people needed to start, resume or continue playing. Reports of high demand for guitars surprised no one who was paying attention.

Even big-ticket home items like pianos fared better than many product categories.

All of this was driven, though, by the hobbyist or casual music maker. So the second thing we learned is that our “traditional” school and combo markets are beset with all the chaos of a 42

kicked-over anthill. The pros have had no money for months, and relatively few have been able to create satisfactory alternate revenue streams within music. Schools have responded haphazardly, lacking guidance, resources and solid information. Some schools have made it work; others have thrown in the towel and suspended arts activity entirely. For the dealers who have made these segments their bread and butter, it’s a nightmare.

Third, we have found that a significant percentage of new and returning music consumers will not automatically seek us out for help. Whether because of the fear of contagion, an excess of shyness or force of habit, many have sought products, information and instruction online. The businesses in our industry with strong e-commerce have captured a portion of that online business, but far too much of it goes to places like Amazon, where the emphasis is on simply moving products, in some cases without regard for repeat business or the niceties of intellectual property law.

Having learned these things, what do we do about them?

I have been watching the overall society’s reaction to the pandemic as the disease cases rise and fall. While there will always be those who refuse to consider COVID-19 a reality, fewer each week can say they don’t know someone who has contracted the disease, and more and more know someone who has died or become seriously ill. Overall, more people are being cautious.

I know, more than three million people flew over Thanksgiving weekend. But that was about half the 2019 total, and out of a population of over 300 million, it still shows a change in activity. Certainly, the airlines aren’t happy at the drop, and are still losing money even though the number of flyers that weekend was the highest of the pandemic year.

I have been watching at the micro-level, too, taking the proverbial pulse of my customers through whatever means they contact us. Over the last quarter, these observations have led me to keep a couple of things in mind

as we look to the “post-vaccine” period, where people will start popping up like green shoots from the ashes of a forest fire (and just as slowly — there will be no “all clear” signal that will start everything up again).

First, the worst thing we can do is hunker down, in the sense of cutting hours or just dealing with incoming requests. We have to make some noise. This is a crucial time to capture people’s attention while they are still open to trying music and bored-beyond-binge-watching (and while they’re making their New Year’s resolutions). We need to launch ads, social media, email bursts, anything that gets the word out.

If we fall in the forest and no one hears us, it won’t matter if we make a sound.

Consider also being hyperpresent in the community via outreach. We’ve gotten good response to things like our “Music for Shut-ins” random videos, and others across the country have done a much better job with greater regularity and seen the benefits right away. We did our JANUARY 2021

“Music Against Hunger” Performance Day for the Greater Cleveland Food Bank (after this issue went to press), and based on the local buzz we’ve already seen, it will both help the food bank and get our name and character out in front of a lot of people. Thanks to COVID, it was not just a live event; we streamed a telethon of sorts, combining live performances with prerecorded ones.

You may find that your best avenue to community involvement might be acting outside of the industry, helping with shelter for those in need this winter, or furnishing your logistic, web or design resources to groups in need of help. Or maybe it’s safe and distanced pop-up concerts. Only you can decide your best course of action. What we need to do, though, is take the reins and get involved rather than waiting to be asked. The needs are there; show some leadership and make some noise.

Speaking of pop-up concerts, that reminds me of the second takeaway I get from talking to people these days: OUR customers are starved for live music, and we can use that fact to our advantage.

We need all the advantages we can get right now. Of course people are tired of the pandemic restrictions, but they’re not necessarily tired of shopping online. Some are on the fence about returning to the local music store, but we will have to win them back, rather than assume they’ll revert to pre-pandemic activity patterns.

That’s where the built-up desire for live music comes into play.

As restrictions loosen (likely closer to late spring according to current estimates) we should be ready with live music events.

The musicians will need the support — and their income will bounce back slower than ours will — and the consumers will be aching for a fun musical experience. Again, let’s make MUSIC & SOUND RETAILER

some noise! It doesn’t matter what genre or level of performance you present. Anything that meshes with your store identity will draw the people you hope to see. But if you’re looking to rein-

vigorate our market, we have to explode as we launch our efforts.

On the downside, we’ll have to plan meticulously to pull these types of live events off, and timing will be hard to predict. On the

upside, the joy of music is baked into our business, and our people get what we do. Dropping a live band in front of a day spa won’t create the desired effect. For us, it’s magic.

S HINE A LI GHT

SPRINGING INTO ACTION

By Michelle Loeb In September, more than 18 years since Donovan Bankhead first began working for Springfield Music, he officially took over ownership of the company.

“From the beginning, the owner wanted to find someone who could grow his businesses and eventually take it over from him,” said Bankhead, who described the former owner as “semi-retired, more of a chairman of the board.”

Over time, the business grew, acquiring new store locations and pushing off the eventual transfer of ownership. In the meantime, Bankhead learned every aspect of the business, diving into one particular area at a time until he learned it well and could get it on the right track, before hiring a dedicated person to take each aspect of the business over.

“That started with being a school service rep, then looking at how the stores ran, then into the lesson programs and finally onto the financial side.

My degree is in music educa44

tion, so learning the numbers side of things was important,” Bankhead explained.

Now Bankhead is at the helm of an operation that includes four retail stores in two separate states — Springfield Music, Fazio’s Music and two locations of Ernie Williamson Music — plus one warehouse that isn’t open to the public.

The stores are approximately three to four hours apart, so it’s still possible for his team of vice presidents to make deliveries between the stores and maintain relationships with each location’s employees. But running all of those properties involves a staff of dedicated experts handling the various areas of the business, with Bankhead occasionally stepping in when something in particular interests him.

“I’m not involved in the day-to-day operations of the individual stores anymore,” he said. “I appreciate the flexibility that allows me in my personal life, but I miss working with the

customers. I like people and I like gear, so I miss that.”

Choosing the staff members who interface with customers is something that’s very important to Bankhead as he seeks to build his ideal music store culture, something that can be hard to do when dealing with multiple stores spread across a wide geography.

“The challenge has been to create a culture, because culture is something that happens automatically,” said Bankhead.

“When you have one location, it’s easy to make changes, but it’s more difficult with four locations, and the nature is for a culture to become toxic if you’re not constantly working on it and comparing where you are with where you want to be.”

In order to find the best people and minimize necessary firings, Bankhead has moved away from the idea that you need to hire musicians. Instead, he developed a list of key core values that every employee should espouse.

Springfield Music 3100 S. Fremont Ave. Springfield, MO 65804 (417) 881-1373 www.springfield-music.com Mon.–Sat. 11 a.m.–7 p.m.

Sun. 12 p.m.–5 p.m.

Donovan Bankhead, President

“My love of gear and musicians and starting new musicians is non-negotiable. You have to embrace that idea if you’re going to work here,” said Bankhead. “You have to believe that music makes life better. You need to be grateful for the company, your customers and your coworkers, and believe that they always deserve your best efforts. And you should always be a problem solver and be good natured and fun. Humor and music are allies.”

Customers who visit Springfield Music and its sister locations are met with a store that offers “a good selection of products that’s priced fairly, in a good environment, with good people,” said Bankhead, espousing his philosophy for what he thinks his customers are looking for.

“Not every business needs JANUARY 2021

to have the things we have,” he continued. “I care about selection and environment.

Someone else could take a different strategy and make that work, but whatever strategy it is, it needs to be defined and well executed, and you need enough customers who will support it.”

Bankhead makes sure that his salespeople are empowered to make decisions without having to constantly get a manager to sign off on things, noting, “I don’t want the customers to feel like they’re buying a car.”

He also tries to maintain a positive environment rather than impose a laundry list of

rules based on one-off experiences. “We don’t make policies off of one bad experience. We keep everything as friendly as possible and don’t make changes over every little thing. [We only make changes] if something is widely being taken advantage of,” he said. “The wrong way to do things is to have signs saying ‘no’ and then make exceptions. It creates a negative environment.” He added, “It’s hard to get customers right now, so why push them away?”

Springfield Music, like every other MI business, is learning to recalibrate in the age of COVID-19. The pandemic has caused lesson revenue to decline, so

Bankhead has taken new steps to focus on an online strategy for his store. “I didn’t want to out-Sweetwater Sweetwater,” said Bankhead, who has focused mainly on third-party e-commerce but hopes to eventually integrate the website with his point-of-sale system so that “customers don’t get upset shopping on a third-party site while, at the same time, that product gets sold in the store.”

He is also looking to focus new efforts on in-store merchandising to figure out the best ways to present his stock while also meeting the changing needs of his in-store customers.

“You need sales right now but not necessarily traffic. I thought

they went hand in hand, but COVID proves that they don’t,” said Bankhead. “There are less browsers and more buyers, so we want an inviting store environment that gives off that culture and that feeling of ‘ooh, look at this,’ but not where you hang out and spend the afternoon.

“It’s going to be a change; not necessarily something good or bad,” he continued. “I just try to look at the reality and adjust and adapt. If you have a well-run business, you’ll come out of COVID OK, and we will get back to meeting in groups again. I can’t wait to go back to The NAMM Show and see my friends. That aspect will remain.”

U N DER T H E HOOD

SENNHEISER’S MD 435 AND MD 445 MICROPHONES

By Brian Berk

Sennheiser concurrently announced two microphone launches: the MD 435 and MD 445. Let’s start with the MD 435, with information about the MD 445 to follow.

Sennheiser’s MD 435 largediaphragm microphone brings accentuated presence, sparkle and pleasant detail to every voice, stated the company.

“With the MD 435 cardioid high-end microphone, even soft voices will effortlessly assert themselves,” said Kai Lange, senior product manager with Sennheiser. “Singers will not only cut through the mix; their voices will also retain that natural quality and detail that the MD 9235 is so famous for.”

The MD 435’s lightweight aluminum-copper voice coil ensures fast transient response, resulting in a detailed, nuanced and transparent sound, especially in the treble. The largediaphragm microphone features very wide dynamics of 146dB(A) and can handle sound pressure levels of up to 163dB/1kHz. The outstanding acoustics come with a mechanical design created to take on the rigors of life on tour: The MD 435 features a metal casing and has a shockmounted capsule to protect it from structure-borne noise. A hum-compensating coil protects

46

the microphone against electromagnetic interference.

The cardioid MD 435 features a pleasant proximity effect, and the microphone is tolerant of sound hitting the capsule at different angles, stated Sennheiser.

It reproduces vocals clearly and confidently, even in loud live settings. For use with Sennheiser’s wireless transmitters, the capsule of the MD 435 is also available as the MM 435 microphone head.

Benefitting from an improved production process, it will soon replace the existing MD 9235 capsule. The MM 435 features Sennheiser’s standard capsule interface, ready for use with Sennheiser wireless series ranging from the evolution wireless G4 and 2000 series to Digital 6000 and Digital 9000.

Technical aspects of the MD 435 include: dynamic transducer principle; frequency response of 40 to 20,000Hz; cardioid pickup pattern; diaphragm diameter of 25.4 mm/1 inch; sensitivity (free field, at 1kHz) of 1.8 mV/ Pa; -54.9dBV/Pa; Max. SPL (at 1kHz) of 163dB; equivalent noise level of 17dB(A); dynamic range of 146dB(A); nominal impedance (at 1kHz) of 245Ω; minimum terminating impedance of 1kΩ; an XLR-3M connector; dimensions of 47.5mm (diameter) x 181mm; and weight of 350g.

Beauty and the Beast

As for the MD 445, the largediaphragm, dynamic stage microphone combines a direct, head-on sound with a tight super-cardioid pick pattern, providing not only maximum isolation from other onstage sound sources but also an extremely high level of feedback resistance. With the highrejection MD 445, vocalists can effortlessly assert their presence even in the loudest of environments, stated the company.

“The MD 445 is the most powerful microphone in our MD range,” said Lange. “If its sister model, the MD 435, is the beauty, the MD 445 certainly is the beast. It effortlessly cuts through loud stage sound and establishes an audibly greater proximity to the vocals. Its direct, high-resolution sound gives vocals a totally new richness, intensity and assertiveness.”

The acoustics of the MD 445 have been tailored to modern stage setups with B stages and runways in front of the PA. At the core of the acoustic design is a newly developed voice coil made of lightweight aluminumcopper. Its fast transient response ensures a detailed, nuanced and transparent sound that is complemented by rich mid-range and bass, stated the company.

Thanks to its high-rejection,

MD 445

super-cardioid pickup pattern, the MD 445 has enormous gain before feedback. Dynamics are wide at 146dB(A), and the microphone can handle sound pressure levels of up to 163dB/1kHz. The MD 445 also features a metal casing and has a shock-mounted capsule to protect it from structure-borne noise. A hum-compensating coil protects the microphone against electromagnetic interference.

For use with Sennheiser’s wireless transmitters, the capsule of the MD 445 is also available as the MM 445 microphone head.

Fitted with Sennheiser’s standard capsule interface, the MM 445 can be used with Sennheiser wireless series ranging from the evolution wireless G4 and 2000 series to Digital 6000 and Digital 9000.

Here is a look at the technical aspects of the MD 445: dynamic transducer principle; frequency response of 40 to 20,000Hz; highrejection, super-cardioid pickup pattern; sensitivity (free field, at 1kHz) of 1.6mV/Pa; -55.9dBV/ Pa; maximum SPL (at 1kHz) of 163dB; equivalent noise level of 18dB(A); dynamic range of 145dB(A); nominal impedance (at 1kHz) of 245Ω; minimum terminating impedance of 1 kΩ; an XLR-3M connector; dimensions of 47.5mm (diameter) x 174mm; and weight of 329g.

JANUARY 2021

U NDER T H E HOOD

C.F. MARTIN'S 00L EARTH GUITAR

Robert Goetzl

Even though NAMM’s Believe in Music Week show is virtual this month, manufacturers are not skipping a beat when it comes to big product launches.

Case in point: C.F. Martin introduced the 00L Earth guitar during the show, which the company states is the first acoustic guitar that is both Forest Stewardship Council (FSC)-certified and plastic-free.

On March 15, 2019, artist Robert Goetzl watched the news in awe as a million students, across 125 countries, took part in the School Strike for Climate, an international movement of students who skip Friday classes in protest to demand action from political leaders against climate change. The movement started in 2018, when Greta Thunberg, a then 16-year-old activist from Sweden, staged a lone protest outside the Swedish Parliament holding a sign that read “School strike for climate,” inspiring students across the globe to stand together to fight for the future of the planet.

The movement fanned a flame in Goetzl that had been slowly burning for many years. He wanted to use his talent to become part of the solution, so he immediately dropped what he was doing and painted a watercolor of the earth. His hope was that it would one day adorn the top of a Martin guitar that could be used to bring awareness to the urgent need for climate action.

Upon completing the painting, Goetzl wasted no time, driving to Nazareth, Pa., to share his idea with Martin chairman and CEO Chris Martin. Like Goetzl, the sixth-generation leader of C.F. Martin has a deep passion for fighting climate change and preserving the earth for future generations.

This shared passion, reignited by the energy and perseverance of this new generation of activists, put into motion the plans to develop what is now being introduced as the Martin 00L Earth guitar.

“When I first heard this eloquent young woman, Greta Thunberg, speak so passionately about climate change, I was immediately inspired and thought, why not design a guitar with a visual element as a tool to promote the message ‘Save the Earth,’” said Goetzl. “Perhaps this is a way to help raise awareness of resource sustainability and our society’s failure to take action against the global crisis that this troubled planet is facing.”

With Chris Martin’s blessing, Goetzl set about doing what he does best: turning his initial ideas into refined art. He later presented several variations to the Martin team; the final design featured the earth and stars with a beautiful light burst breaking over the horizon.

While Goetzl was finalizing the artwork, Martin lead instrument designer Tim Teel and former Martin green team leader Chris Thomas began working (continued on page 48) MUSIC & SOUND RETAILER

47

The

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For advertising rates and deadlines...

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THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

Au g u st 1 0 -1 2 2 0 2 1 H ard R oc k Ho t e l, Atla n tic C ity, NJ

THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

DJ Times Magazine UNDER THE HOOD

You can read our magazine online as soon as it comes out.

(continued from page 47) on building out the model that would ultimately become the master canvas for Goetzl’s artwork. Teel and Thomas decided to use the framework from the Martin 17 Series, and then went on to collaborate with many colleagues throughout the company to select and source only materials that are 100-percent FSC certified and free of all manmade plastics. Even the gig bag was specially sourced and made with hemp, a fast-growing and highly sustainable material, another first for the company.

“I respect working for a company that takes environmental issues seriously,” said Teel. “This project illustrates the importance of our planet and is depicted in this amazing graphic by Goetzl.

By using responsibly harvested materials, we will ensure the next generation of musicians and luthiers will have great tonewoods to choose from when designing, 48

All it takes is three easy steps:

DJ Times Magazine building, and playing stringed You can read our magazine online as soon as it comes out. instruments of the future.”

All it takes is three easy steps: Read us on issuu Martin chose to go plasticRead us on issuu free with this model because single-use plastic is destroying JOIN US entire ecosystems and greatly Becoming a member is completely FREE, and it will contributes to global warming, grant you access to tons of cool Becoming a member is publications—including ours! the company stated. “The world completely FREE, and it will urgently needs to reduce singlegrant you access to tons of cool use plastic, and Martin hopes ours! this guitar willpublications—including be another vehicle for spreading the message,” C.F. Martin stated.

FIND US “There’s so much that we can After you’ve joined ISSUU, search “the Music & Sound Retailer” or head to do as individuals to fight climate FOLLOW US www.issuu.com/msretailer.

Once you’ve found the Retailer on change in our daily lives,” said ISSUU, make sure to hit the “Follow” Chris Martin. “Yet, we are conbutton so you’ll be kept in the loop about all of our latest updates! tinually looking for ways that our company can inspire musicians and their fans to take action.

Not just on Earth Day, but every day. Music has always been a powerful tool forAfter bringing people you’ve joined ISSUU, search “the together for change.”

Music & Sound Retailer” or head to In honor of the 00L Earth guitar, @MSRETAILER www.issuu.com/msretailer.

Martin will make a charitable donaOnce you’ve found t tion to the Rainforest Alliance.

ISSUU, make sure to hi

01

JOIN US

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02

03

02

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FOLLO

MSR-ISSUU-FOLLOW-fullPage.indd 1

5/7/2020 2:22:47 PM

button so you’ll be ke JANUARY 2021

about all of our la

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49

(continued from page 26) my No. 1 business goal. Since the pandemic, I have come to the basic realization that health, friendships, family and our employees are infinitely more important than if our business grows year over year. So, my resolution for 2021 is to slow down and take the time to enjoy the people I come in contact with at a deeper and more personal level. I am always looking for ways to help and going out of my way to be there when needed.

I have found by doing this, it has made me happier and less stressed. This is my No. 1 goal for 2021, and I hope to continue to practice this for the rest of my life.” — Frank Pampenella, president, PM Music Center “To make more music!” — Sterling Doak, director of marketing, Gibson Brands Inc.

Sterling Doak

Trevor Fedele

“At MXL, we are optimistic for what 2021 has in store for the music industry. We’ve released some great new mics this year and have even more products on deck for 2021.

Our resolution for 2021 is to continue to actively engage with our community to help artists around the world continue to play and record music.” — Trevor Fedele, director, MXL Microphones “To try to be grateful for small and simple things.” — Paul Tapper, CEO, NUGEN Audio “We are super excited heading into the new year, as we are sure most everyone is.

Can’t say there is a new year’s resolution coming out of 2020, as we believe our daily rhythm will stay basically the same: Take care of the customer the way we would want to be taken care of. Our focus will always be on service and no discounts. We really put in the work here at LAWK STAR Guitars Music, and we have a blast with every single opportunity to work with our amazing clientele. It’s an honor to be a part of the incredible music business.” — Dave Locke, LAWK STAR Guitars

Paul Tapper

Dave Locke

Dave Mandelbrot

Chris Spahr

Shogo Hayashi

50

“In 2021, Reverb will continue to pursue our mission to make the world more musical. To break that down even further, we want to continue to enable our sellers to grow their businesses by making it easier for them to connect with the millions of people now shopping for musical instruments online. The past year has brought many challenges to our industry, but a bright spot has been seeing so many people find comfort in musical instruments. With more people purchasing music gear online in 2020 than ever before, Reverb’s job is to ensure that those players not only find our sellers and their inventory, but continue to come back and further engage with the dealers and brands on our site. Our marketing team’s sole focus is to promote our sellers’ inventory and grow our community of five-star buyers, and in 2021, we have plans to launch even more ways for dealers on Reverb to connect with music makers directly.

“Recently, we launched a new ‘Combine & Save’ feature, which allows sellers to offer discounted or free shipping rates to buyers that purchase multiple items from their shop. Sellers are already seeing success with this tool, and early data suggests that it can motivate buyers to purchase additional items from a seller. Tools like this, as well as updates that make shipping more seamless for sellers, will continue to be a focus in 2021. Finally, while Reverb has always been known as a great place to sell used gear, we saw an increase in new gear orders in 2020, so we’re working to continue to improve how new gear is bought and sold on the site.

“On a personal level, I have always been an acoustic guitar player, and in 2021, my resolution is to explore the worlds of electric guitars and pedals further. That’s perhaps an inspiration that has been sparked by Reverb’s upcoming documentary, ‘The Pedal Movie.’” — David Mandelbrot, CEO, Reverb “One of the few positive developments of a locked-down 2020 is the extra time I have been able to spend with my family, enjoying them and the simple things in life that I think we all take for granted. My resolution is to carry this into 2021 and beyond!” — Chris Spahr, vice president of sales and marketing, DPA Microphones JANUARY 2021

“I’m intent on remaining highly optimistic for 2021, and I believe our industry will see one of its best years in history after a very challenging 2020. New and established players are turning to music now more than ever. People are looking for ways to pass the time at home, as well as alleviate stress, and music has proven a major refuge during

this period. The beauty of music is many of its benefits can be experienced at home — the living room, garage, bedroom or even through digital media. We are so fortunate to be in this industry; music never becomes obsolete, and always stays relevant.” — Shogo Hayashi, president, Hoshino USA

As we look forward to the end of 2021, what do you think both the world and music instrument industry will look like?

“2020 was filled with so much tragedy, controversy and negativity, but one thing that didn’t change was the world’s love of music. As we start to emerge from our isolation, the in-person experience will explode! That’s great news for music ensembles and school music programs, as well as our industry associations like NAMM, RPMDA and NASMD. The world has connected at a new level where Zoom is now a noun and a verb, but nothing can truly replace in-person meetings.

The one sure thing we can all count on if all goes well in 2021: Winter NAMM 2022 will be the party of the century!” — David Jahnke “Did you buy a 2020 planner? Realistically, we can only speak to what we believe the music industry will look like through 2021 based on the positive impact of 2020 (yes, we think there was something positive that came from this mess), and that is overall growth and a wider approach to reaching more consumers, but in completely different ways. Clearly, acoustic guitars (among other categories) did receive benefit from the pandemic with people migrating to musical instruments not only for the first time, but to expand their use within the industry, live music to livestream, recording music to streaming services and other new experimentation that benefitted huge segments of the industry. With social restrictions in place, many musicians and aspiring musicians created a new market for learning, and we feel that will continue. Newer technologies have made, for better or worse, more people ‘accessible,’ which will only enhance the music-making market as a whole. We’ll see an influx of more musicians making more varied music and, in general, enhancing the overall creative output of the industry. The trends in self-publishing will continue to benefit the independent musician, and we feel there’s never been a better time for music creation that shatters the established formulas and truly elevates the quality of what’s being created and delivered to consumers. We believe that newcomers to the industry, as well as established contributors, will feel the excitement of playing and creating music once again in as big a way as customers did in the ‘60s British Invasion. And add productive technologies to the mix, and we’re primed for some exciting years to come with some amazing creative and inventive output.” — Tony Moscal and Brandon Foster “Business is always changing, and the music industry is no exception. I believe by the end of 2021, schools will be back in session, restaurants will be fully open, and the music industry will be close to normal. As always, it is essential for businesses to continue to adapt and change in order to stay relevant and grow. We’re going to see more publishers and even some manufacturers trying to go direct to the end user, cutting out the music retailer when possible. As music retailers, we need to find sources of musical instruments, equipment MUSIC & SOUND RETAILER

and accessories from manufacturers who are willing to protect us and continue to work with the music retail industry. This also helps us diversify by not having all of our eggs in one basket.

“As music retailers, we need to continue to put up less roadblocks, and make it as easy as possible for customers to purchase the equipment they need, such as having curbside pickup, home deliver y, free shipping, better customer ser vice training and improving our online presence, to name a few. As a brickand-mortar store, we have the advantage of developing relationships with our customers, either in person or on the phone, as well as giving our customers a hands-on in-store experience that can’t be duplicated online. It’s up to us to make that experience a great one.” — Frank Pampenella “This global pandemic has forever changed all of our behaviors and approaches to creating music. It has been an extremely trying time with so much uncertainty, yet people all over the world continue to turn to music as an outlet to stay positive and productive. KRK has been inspired by artists and producers who have taken this time to build creative spaces and dedicate more time to their craft. If there is one silver lining to 2020, it’s that the music industry will have so many more artists contributing to it, along with new and innovative ways of creating and connecting.

I’m confident that the music industry will continue to adapt and thrive as it has always done, because music is eternal.” — Sterling Doak “I believe we will continue to see massive growth within video communications as families, friends and colleagues stay connected from a distance. One major takeaway from 2020 is that location is no longer a limiting factor for keeping an open line of communication. On the MI side, I believe that the industry will continue to evolve in a way that leans towards at-home production. Wireless instruments, low-latency products and streaming equipment are just 51

Ad Index

Company

Pg

AMAHI UKULELES................. 45 ARMADILLO ENTERPRISES.. C-II BOURNS PRO AUDIO.............. 53 C.F. MARTIN & CO................... 5 CALTON CASES....................... 29 CASIO......................................... C-IV CHAUVET LIGHTING.............. 8 CHAUVET LIGHTING.............. 9

a few of the areas within the music industry that we expect to see major growth. Last year proved that we’re capable of getting a lot done within the safety and comfort of our homes, and I think that the industry will continue to see a shift toward people getting more creative at home. The do-it-yourself world is growing rapidly. Whether you’re producing your own podcast, recording classes from home or building a home studio, the possibilities of what we can create at home are endless. Let’s continue to create great recordings together.” — Trevor Fedele “The COVID-19 pandemic certainly set a new path for the world and our industry that no one could have expected. Despite all that 2020 has brought, we are hopeful that 2021 can only be vastly improved. Over the past several months, we’ve been forced to change some of the ways that we work as a company, and also provide different support to our users who are experiencing unprecedented disruption. Despite the difficulties, there have also been some positives, including not only new ways of conducting business, but also of approaching creative projects. I hope that, by the end of 2021, we will have seen the pandemic recede, with day-to-day freedoms returning. I hope we will continue to see the world in new ways, appreciate the simple things in our lives, and be flexible and creative in working together to overcome hurdles. Above all, I look forward to everything the new year has in store for the industry and the world at large.” — Paul Tapper

CHEM-PAK................................ 51 CONNOLLY MUSIC COMPANY.............................. 35 DRUM WORKSHOP................. 10 DRUM WORKSHOP................. 11 GATOR CASES.......................... 39 HAL LEONARD........................ 7 IK MULTIMEDIA...................... C-III INTERFACIO............................. 30 JJ BABBITT............................... 31 JMAZ LIGHTING...................... 6 KIRLIN INDUSTRIES............... 25 MANHASSET SPECIALTY COMPANY.............................. 3 NAMM........................................ 15 ODYSSEY INNOVATIVE DESIGNS................................ 37 OMG MUSIC.............................. 16 SHURE....................................... 33 TAGIMA USA............................ 19 TONEWOODAMP..................... 21 VOCOPRO.................................. 13 YORKVILLE.............................. 43 While every care is taken to ensure that these listings are accurate and complete, The Music & Sound Retailer does not accept responsibility for omissions or errors.

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“As we move out of 2020 and onward and upward into 2021, we only have to assume that the world has an abundance of brand new musicians and some new extraordinary musicians that have had the time to master their instrument/craft. Our lives are really inspired by all kinds of art. This world cannot survive without art. We believe music leads the way in this category. To us here at LAWK STAR GUITARS music, there is ‘no life without music.’ We hope, as we get control of COVID-19, that stages across the country and the world will be filled with great bands touring once again and on a regular basis. We believe in being the utmost optimists and hold onto the belief that something great is always about to happen!” — Dave Locke “Over the years, shopping for musical instruments online has become increasingly more popular, but 2020 sped up the shift to online buying dramatically. Even when all stores are back open at full capacity and with no restrictions, I believe that consumers will continue to shop for musical instruments online now that they’ve experienced the vast inventory, both new and used, that is available online and how easy it is to purchase a guitar or synthesizer from an online seller and get it shipped to their door just a few days later.

“If 2020 is any indication, 2021 will be a year in which dealers continue to find new ways to improve their online operations and connect with customers online. At Reverb, we have a team of musicians that works one-on-one with our top sellers to help them increase their sales on the site. In addition to helping many sellers take their entire operations online at the onset of the pandemic, that team has spent the past year helping sellers put processes in place to sustain and streamline their online sales — like syncing their Reverb inventory to that of their website or automating functions of their Reverb shop, like accepting offers.

“We are looking forward to working closely with dealers and brands to partner on campaigns that engage buyers, drive sales, and help them bring new and unique music gear to the market. As an example, we worked with Korg USA to promote the launch of its Darkglass Electronics Element Cabsim Headphone Amp and drive sales to its dealer network. Especially when it comes to engaging with the new generation of players that connected with instruments during 2020, we’ve only just scratched the surface on the creative ways we can keep players engaged and excited to continue their musical journeys.” — David Mandelbrot “At the height of the pandemic, we saw that the world would be set on a new path — not only on a social scale, but in the way all business is conducted. For the music industry, that meant new ways of performing and recording in a socially distanced capacity. This change sent the creativity and ingenuity of musicians, producers and manufacturers off in a totally new direction. At DPA Microphones, we have been fortunate in that we were able to use the current difficult state of the world to focus on product development and innovation, zeroing in on some incredibly exciting solutions that have long been discussed internally. We’re excited to see what our artists, customers and students will bring to the industry. Though much remains to be seen about the state of the world in the coming year, we’re certain that the music industry at large will continue to progress. We know that musicians are a resilient bunch, and we look forward to the creative new projects that are sure to stem from these challenging times.” — Chris Spahr JANUARY 2021

“I would anticipate the first half of 2021 will continue to present many of the same challenges we’ve been facing this year, but with the proverbial ‘light at the end of the tunnel,’ not just in business but in every aspect of life. My belief and sincere hope is, as we move toward the end of 2021, enough supply and rapid delivery of the COVID-19 vaccine will result in people finally being able to settle into a more familiar, pre-pandemic way of life.

For the MI industry (and many other industries, too), we do not expect that consumer behavior will revert back to how it was before the pandemic. This tumultuous time has proven one thing:

online commerce has become, and will remain, the dominant method of retail moving forward. This reality is really not new; it’s been a trend that has been steadily increasing over the past 10 to 15 years, and the pandemic really has just accelerated that process. It seems like we’ve observed about five years’ worth of change in just the past 12 months, due to how everyone has been forced to operate in that time frame.

“However, the aim and goal of our business has not changed. Our destination is still the same, though we may just need to take a different route to get there. It may involve more

Be Phenomenal The real trick to getting a lot of great reviews is to do such a great job that your customers are compelled to write a positive review for you. Like most people, I shop with several different businesses and need services from a variety of places. I don’t review every one. I do review those that stand out to me because of their exceptional service. If they’ve treated me well, I want to help them do well, and I know what a difference a good review makes.

the absence of live music. I truly believe nothing is more important than this for the industry, and I really hope musical performances find their way back to the stage as soon as possible in 2021.” — Shogo Hayashi

COMING in the February Issue of the Music & Sound Retailer:

• A Recap of Believe in Music Week • More Products Introduced at the Virtual Show • EVH Pays Tribute to Eddie Van Halen

SPECIAL TO THE RETAILER

(continued from page 27) issue they had will do a world of good for your online reputation.

detours, rest stops and roads less traveled, but we remain determined to deliver the same high-quality instruments and service that we always have. Finally, one of the biggest missing pieces of the puzzle right now is

If they do a phenomenal job and ask me to leave a review, I do.

Be exceptional. Ask for a review. Respond to your reviews.

Then do it all again.

Holly Wade has been at Rain Retail Software (rainpos.com) for more than a decade, helping retailers implement Rain’s POS system to improve their online and in-store sales. Music has always been an important part of her life since playing the piano as a young girl and working in a music store.

Today, she loves playing her digital Kawai piano with headphones while her children are sleeping.

• Five Minutes With: Dan Roberts, Manhasset Specialty Co. • The Final Note: Hoyt Binder, Hosa Technology Inc. • MI Spy Returns to New Jersey And more!

THE FINAL NOTE

(continued from page 54) your hometown and why you enjoy living there.

Webman: We have been calling Phoenix home for 20 years.

To get the full experience, turn on your oven to 150 degrees and put your head inside … But that’s only in the summer. The winter is lovely, and getting out north or south with our recreational vehicle is quite magical.

The Retailer: What are your most prized possession(s) and why?

Webman: My one-of-a-kind, custom-made tenor guitar. It’s a unique, full-size-body, four-string guitar with an almost two-inch-tall MUSIC & SOUND RETAILER

bridge, hand-built by master luthier Luke Willson from Nevada County, Calif. Luke is still using the tools his grandfather gave him many years ago.

1/6 VERT.

The Retailer: What’s your favorite book and why?

Webman: Just recently, I listened to James Taylor’s (short) biography on Audible.com. That was a very bittersweet read.

Another great book I read was “Cutting for Stone’’ by Abraham Verghese. Both books, while very different, were very inspiring as a testament to the human spirit’s capability to overcome unbelievable obstacles.

53

THE FINAL NOTE

OFER WEBMAN

CEO, FOUNDER/CREATOR, TONEWOODAMP

By Brian Berk

The Music & Sound Retailer: Who was your greatest influence or mentor and why?

Ofer Webman: Musically, I was most influenced by Pink Floyd, Pat Matheny, Vicente Amigo and Philip Glass.

The Retailer: What was the best advice you ever received?

Webman: “You don’t know what you don’t know, so listen up!”

The Retailer: What was your first experience with a musical instrument?

Webman: When I was 7 years old, my parents decided that I needed piano lessons. I wasn’t so agreeable, so the gig lasted for only a few months. When I was 14, I met a guy who played guitar, and who was a “chick magnet.” I wanted the same, so I started taking guitar lessons from him. This worked perfectly well for me; even my wife fell for it …

The Retailer: What instrument do you most enjoy playing?

Webman: While most of my life I played standard six-string (nylon and steel) guitars, for the last two years, I made a strong move to tenor guitars (four strings) tuned in fifth. I found the tuning inspiring, and I haven’t looked back since.

The Retailer: What’s your favorite activity to do when you’re not at work?

Webman: Playing my custommade tenor guitar with a ToneWoodAmp. Next to that is going for a long weekend vacation boondocking in our little but sweet Airstream RV. The Retailer: If you could see any musician, alive or deceased, play a concert for one night, who would it be 54

and why?

Webman: Vicente Amigo is a master Flamenco guitar player who I would travel far to see.

I admire the skill and energy Flamenco guitar players project, and Amigo may be the best in the world.

and what do you remember about it the most?

Webman: David Porter’s “Hang on Sloopy” full version.

There are many more, but this one for some reason stayed with me forever. (I even own vinyl of this song).

The Retailer: What musician are you hoping to see play in the near future (postpandemic)?

Webman: Any artist. Musicians were hit so hard this year, so we can’t wait to see them going back on stage. This is also why we came up with our weekly “Live With Our Artists” event, where every Monday a ToneWoodAmp artist performs from his/her home, and we share with him/her the sales revenue of that day.

The Retailer: What’s the most fun thing you saw/did at a NAMM Show?

Webman: I haven’t seen much of the NAMM Show. We are always busy in our booth … We do love being involved with many shows during NAMM, from our own shows that we host at the famous BlueBird Cafe in Nashville, to the All-Star Guitar Night we sponsor in Anaheim. It is amazing to see all of these artists come together for the music.

The Retailer: What song was most memorable for you throughout your childhood

The Retailer: What is the best thing about the MI industr y?

Webman: That most people do

it for the love of music first, and that is refreshing.

The Retailer: What technology could change MI down the road?

Webman: A technology, system or legislation that will allow musicians to earn a decent living from streaming will be a huge game-changer.

The Retailer: If you weren’t in the music industr y, what would you be doing and why?

Webman: For most of my adult life, I was part of the MI industry, mostly as a customer/ consumer. But if I [wasn’t], I would like to believe that I would be involved in one of the issues that currently affect our lives: the environment, homelessness and, of course, fair royalties to musicians.

The Retailer: Tell us about (continued on page 53) (continued on page 45) JANUARY 2021