NAMM SHOW REVIEW ISSUE NAMM SHOW REVIEW ISSUE NAMM SHOW REVIEW ISSUE NAMM SHOW REVIEW ISSUE THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS
February 15, 2017 Volume 34, No. 2
BE SURE TO WATCH
NOW HEAR THIS! By Dan Ferrisi
We Present 21 Additional Product Debuts From Last Month’s NAMM Show
Last month’s NAMM New Product Spotlight featured dozens and dozens of music products that MI manufacturers introduced at the 2017 NAMM Show. Amazing as it might sound, those nearly 60 products barely scratched the surface of what was unveiled in Anaheim CA. Therefore, as has become The Retailer’s custom, we present this month another 21 new releases that we feel are worthy of your attention. The wide assortment— you’ll find drum products, guitars, pro-audio gear, lighting fixtures…even a dash of band and orchestra—befits the NAMM Show itself, which is a microcosm of our increasingly diversified industry. You’ll find additional releases in our monthly Product Buzz section, as well as on our newly revamped Web site (msretailer. com). So, before you firm up your inventory plans, look at our curated collection of hot new products. (continued on page 22)
ANXIETIES WASH AWAY AT BUSTLING, OPTIMISTIC NAMM SHOW
GIMME
By Dan Ferrisi
The 2017 NAMM Show, emanating from the soon-to-be-expanded Anaheim Convention Center, might have been rather soggy when it came to the weather, but I left the show thinking that fourth-quarter storm clouds for the music products industry might have passed, ushering in some much-needed sunshine in 2017. I draw that conclusion from information provided by NAMM—we’ll dive into official figures herein—as well as from dozens of conversations with manufacturers and dealers on the show floor, and from my own observations. The presidential election dominated much of the latter part of 2016, not only sucking all the oxygen out of the room but also, and perhaps more importantly, introducing a troubling uncertainty as to the future. Once the election was decided, though, the stock market rally that followed was a “sigh of relief” of sorts…the kind that comes when uncertainty is mitigated and stability once again prevails. In the run up to the NAMM Show, I was struck by the (as compared to previous years) conservative investment some companies made in “extracurricular” morning and evening activities. A scaling down of parties, press events and swanky dinners seemed of a piece with a cautious outlook for the music products industry. During the show, however, dealers and industry observers alike were impressed by the level of product innovation—Yamaha, for example, introduced 77 products—and they seemed persuaded that this year might see more robust industry growth. If the NAMM Show is a reliable barometer of the MI market, then there is reason for cheer. The exposition attracted a record 1,779 exhibiting companies (a three-percent increase) and 7,000 brands (a two-percent increase). Registrants, who comprise a mix of retail employees, exhibitors, media members, artists and endorsers, invited guests, college music students, school music teachers and administrators, and NAMM member buyers, also powered the show to a new record: 106,928 registrants, a five-percent increase from 2016. (continued on page 50)
SHELTER
L AT E S T
Sweetwater Hosts Don Felder
Sweetwater recently welcomed Don Felder, former guitarist for The Eagles, in Studio A of Sweetwater Studios as part of a sold-out Recording Master Class rerecording of the song “Hotel California.” The song’s co-author, Felder, and Sweetwater Studios’ own Mark Hornsby took the participants through the process of recording Felder’s iconic guitar parts on the hit song. Those attending the Recording Master Class had a great time, both during the workshop and at a dinner with Felder and Hornsby. Louis, a participant from Taunton MA, said, “It was a first-class experience all the way through, and I am grateful to Sweetwater for making this opportunity available to all of us. Don and Mark were tremendous individuals with whom to work!” Renee, a participant from Vashon WA, sent this message: “It was a great pleasure to meet you and watch you work on ‘Hotel California.’ I can’t believe how much material you actually covered in the class. Very impressive.” The event was part of an ongoing series of Recording Master Classes being held in Sweetwater Studios. More than 500 customers from
Asterope Signs Several New Dealers Asterope has signed a number of new dealers to its distribution channel, both in the U.S. and internationally, broadening the company’s global sales footprint. The audio cable products’ quality, the company’s customer service and the products’ profitability for dealers factored into the decision. Dealers are carrying a variety of Asterope’s products for both musical instrument and pro audio customers, including quarter-inch instrument cables, XLRs for standard microphone configurations, TRS to XLR for near-field monitors and head-to-cabinet speaker cables, RCA interconnects and Asterope amplifier speaker harnesses, which allow customers to retrofit their current amplifier’s internal speaker wire, greatly improving overall performance. “Last summer, we began managing our distribution channels directly,” Dariush Rad, Asterope’s CEO, said. “As our product line expanded, we’ve found that having a single point of contact for all our products is a more efficient way to manage the sales and production process.” He continued, “We’re delighted to be adding our new dealers, and we look forward to providing them with the products and resources they need to be successful.” “We recently added Asterope audio cables to our product line, and we’re delighted with the results,” Georges Haymann, Owner of GuitarAddicts in Paris, France, remarked. “Our customers come to us for everything from vintage guitars by leading luthiers to boutique
Don Felder lays down tracks recreating the famous solo from “Hotel California.”
Sweetwater Studio’s Mark Hornsby (left) and Don Felder (right) take workshop attendees through “HotelMark California.” Terry
all over the world have attended the workshops. Recent guest artists have included Rick Nielsen, Carl Verheyen, Jordan Rudess, Russ Taff, Mike Keneally, Adrian Belew, Kenny Aronoff, Spyro Gyra, Brent Mason, Fastball and Richie Faulkner.
amplifiers, and everything in between. They are looking for excellent products, and they love the quality and the tone they get when using Asterope. As a dealer, we love Asterope’s customer service, broad product line, product quality and revenue opportunities.” “We auditioned several high-end cable companies in our search for a cable that was worthy of selling with our finest Martin guitars,” Steve Rohrer, Owner of Reno’s Music in Indianapolis IN, added. “Asterope delivered a product that met the challenge: tone, tone, tone!”
Floyd Rose Audio Names U.S. Distributor
SECA Group LLC recently announced that it has appointed Alliance Entertainment as the exclusive U.S. distributor of Floyd Rose Audio products. The 2017 product collection includes headphones, earphones, speakers and home audio products, all of which will be introduced throughout the year. All products are custom designed for style, comfort and superior sound quality, while being conscious of price points that are affordable by today’s consumer. MUSIC & SOUND RETAILER
3
Brittany Ballantyne
VOLUME 34 NO.2
Jesse Grant/Getty Images for NAMM
Features ON THE COVER
Gimme Shelter
The 2017 NAMM Show, emanating from the soon-to-be-expanded Anaheim Convention Center, might have been rather soggy when it came to the weather, but The Retailer’s editorial team left the show thinking that fourth-quarter storm clouds for the music products industry might have passed, ushering in some muchneeded sunshine in 2017.
ON THE COVER
Now Hear This!
Amazing as it might sound, the nearly 60 products we featured in last month’s NAMM New Product Spotlight barely scratched the surface of what was unveiled at the NAMM Show. Therefore, as has become The Retailer’s custom, we present this month another 21 new releases we feel are most worthy of your attention.
Columns 20 The Music & Sound Independent Retailer Jesse Grant/Getty Images for NAMM
32 Five Minutes With
Casio America’s Electronic Musical Instrument Division is rapidly growing in both prestige and market share. That’s due not only to its talented R&D team, but also to its sales and marketing brain trust, of which Mark Amentt, Director of Sales, is an indispensable member. In our interview, Amentt discusses his career, Casio’s continuing evolution and the company’s firm commitment to dealers.
38 MI Spy
San Francisco CA has a rich musical tradition, particularly when it comes to jazz and the blues. So, it seemed like a fitting destination for the MI Spy. This month, The Chief demanded intel on electric guitars. With a wellrehearsed cover story and BART fare in hand, our super sleuth set out to investigate.
40 Special To The Retailer
46 Retailer Rebel
42 From The Trenches
47 Veddatorial
43 Confessions Of A Retailer
54 Under The Hood
44 Shine A Light
Buzz
Michael Lux, Director of Video Production at Reverb.com, builds on his previous op-ed with a discussion of five things you’ll need to start making great videos for your store.
According to Allen McBroom, you need to own your personal time. Decide when it is, and then enjoy it. Refuse to allow non-critical situations to interfere with it.
The new year is when you dive in and begin to work on your business, instead of just in your business. Donovan Bankhead shares some of his favorite ideas.
52
Deep in the heart of Columbia SC lies a music scene that Justin Sims described as “the best kept secret in the country.” Serving it is the venerable Sims Music.
4
This month, Gabriel O’Brien has spent a lot of time thinking about the music retail business, and about how much he relies on the good people who work in it.
Evidence indicates that the majority of consumers will shop at physical stores if the retail experience is good. Retailers must take care of the storefront, and suppliers need to have dealers’ backs.
The Floyd Rose Audio Collection Headphones are price-conscious, high-quality new products built for the working musician.
Latest...3
People...16
Products...18 FEBRUARY 2017
SELLING MADE EASY
LEARN HOW MONSTER MUSIC GREW ONLINE SALES FROM 0% TO 20%
“
Reverb gives me access to cutting edge e-commerce sales and marketing tools that have never before been aaordable or accessible to Mom & Pop shops like mine.
Two years ago, I had negligible online sales. This year 20% of my store's revenue will come from Reverb. That type of growth in this economy has been a godsend.
BRIAN REARDON
OWNER, MONSTER MUSIC NAMM BOARD OF DIRECTORS Reverb.com/MonsterMusic
EDITORIAL
Thoughts About NAMM You might think that, after having spent more than seven years covering the music products industry, I’d consider attending the NAMM Show old hat by now. You’d be wrong, though. A couple of months out, when our team begins to receive Music & Sound Awards ballots, solicit NAMM New Product Spotlight submissions and prepare for ConventionTV@NAMM on-site coverage, the feeling starts…that inimitable mix of excitement about, and anticipation of, the MI community’s premier global gathering. Make no mistake: There’s no week during the year when I’m busier. Doubtless, some of you reading this spied me hurtling down one of the show floor aisles, camera crew or award plaque in tow. However, there’s also no week during the year when I’m more surrounded by friends whom I respect and have affection for in equal measure. In short, when I’m at NAMM, it feels like home. In this month’s cover story, “Gimme Shelter,” I dive deeply into the 2017 NAMM Show’s strength, and I won’t duplicate those observations here. However, I’d be remiss not to note that, from my perspective, an optimistic attitude prevailed from the first day onward. I met with several dozen manufacturers from Thursday to Sunday, and nearly all of them were impressed with their booth traffic and the general level of activity. I took note of not only the abundance of new products on display (including nearly 100 from Yamaha alone), but also the products’ quality and uniqueness. Fender, for instance, showcased American Professional, its American-made flagship series of electric guitars and basses. Taylor Guitars, meanwhile, bowed its Academy Series of affordable acoustics, making high-quality guitars accessible to beginning players. The fifth annual She Rocks Awards was, as always, a personal highlight of my NAMM Show experience. Held just one day before the widely publicized Women’s March on Washington, the ceremony unabashedly
celebrated not only women’s equality with men, but also women’s incalculable contributions to the music industry. It was thrilling to see industry friends like Musical Innovations’ Tracy Leenman, PRS Guitars’ Bev Fowler and Roland’s Rebecca Eaddy take the stage alongside global music celebrities like Esperanza Spalding and Shirley Manson to accept their awards. They join an esteemed list of past winners who include Seymour Duncan’s Cathy Carter Duncan, Zildjian’s Craigie Zildjian, Martin Guitar’s Amani Duncan and Gator Cases’ Crystal Morris. All of the She Rocks winners—and uncountable others—prove that women can rock just as hard as men can. More than any individual experience, though, what I found myself thinking about most during my red-eye flight back to New York was the earnestness with which nearly everyone at the NAMM Show spoke about making music. Before retirement, my father was involved in the home textiles industry, and it brought him to numerous trade shows throughout the year. There, as at many industry trade expositions, representatives would rattle off details about their sheets or drapes, with little genuine conviction in what they were saying. It was “a job”…“another show.” Does anybody believe that’s the case for Andy Powers of Taylor Guitars? For Chris Martin of Martin Guitar? For Larry Fishman of Fishman? Those individuals, and so many of their peers, live and breathe what they do. Putting quality instruments into people’s hands and, thereby, giving those people a creative outlet truly inspires them. They believe in music; and, if you ever doubted, they’ll make you believe, too. That makes our industry special. It makes our industry different. It reminds me that I’m privileged to be a part of it. Next month, we honor our Music & Sound Award recipients with our annual winners issue. Please join us as we celebrate the finest dealers, manufacturers and industry executives in an MI community that’s replete with excellence.
February 15, 2017 Volume 34, No. 2
VINCENT P. TESTA President/Publisher
JANICE PUPELIS Art Director STEVE THORAKOS Production Manager CIRCULATION circulation@testa.com FRED GUMM Digital Art Director MATT VAN DYKE Editorial/Social Media Coordinator mvandyke@testa.com
STEVEN LOEB MICHAEL LUX ALLEN MCBROOM
GABRIEL O'BRIEN DAN VEDDA Contributors
DAN FERRISI dferrisi@testa.com Editor
ROBERT L. IRAGGI riraggi@testa.com Advertising Director
ANTHONY VARGAS avargas@testa.com Assistant Editor
RICKY PIMENTEL rpimentel@testa.com Art/Production Assistant
BRIAN BERK Contributing Editor
ROBIN HAZAN rhazan@testa.com Operations Manager
GEORGE HINES SKIP MAGGIORA Editorial Advisors DONOVAN BANKHEAD JEFF KYLE JR. MICHELLE LOEB
Editorial and Sales Office: The Music & Sound Retailer, 25 Willowdale Avenue, Port Washington, New York 11050-3779. Phone: (516) 767-2500 • Fax: (516) 767-9335 • MSREDITOR@TESTA.COM. Editorial contributions should be addressed to The Editor, The Music & Sound Retailer, 25 Willowdale Avenue, Port Washington, New York 11050-3779. Unsolicited manuscripts will be treated with care and must be accompanied by return postage. Sound & Communications • DJ Times • Sound & Communications Blue Book The Music & Sound Retailer • The DJ Expo • IT/AV Report The Retailer’s Vnewsletter • Convention TV @ NAMM • InfoCommTV News VTTV Studios The Music & Sound Retailer (ISSN 0894-1238) (USPS 0941-238) is published 12 times a year for $18 (US), by Retailer Publishing, Inc., 25 Willowdale Ave., Port Washington, NY 11050-3779. Periodicals postage paid at Port Washington, N.Y. and additional mailing offices. POSTMASTER: Send address changes to The Music & Sound Retailer, PO BOX 1767, LOWELL MA 01853-1767
6
FEBRUARY 2017
L AT E S T
Drum Gear Companies Form Alliance Seven drum gear companies have formed an alliance: the Drum Gear Alliance (DGA). It is composed of a group of drummers who became inventors of innovative drum gear. Carlo Cooper, of CooperGroove High Performance Drum Sticks, said, “I started this group so we all could help one another out. We aren’t in competition, and we are all small business owners.” The newly formed DGA made its first appearance this past January at the NAMM Show. “Our mission and purpose is really one for all and all for one,” Cooper continued. “We work together to cross promote, co-brand and share exhibit space.” He added, “It’s expensive for startups and small companies to get a booth at
some of these shows. Now, we can offer a one-stop shop and have a larger presence and impact at the exhibits. And, we will be having a lot of fun.” The DGA also helps one another by putting its members’ ideas, thoughts and knowledge together, so each one can be more effective in everyday business operations. The DGA’s members are the owners and/or inventors of Sledgepad bass drum dampeners, Kick Strap, Jamtec USA, Queen City Drums, Smyrna Cymbals and CooperGroove. They plan to open up the group to new members in the near future.
EV Celebrates 90 Years With ‘Loud & Clear’ Electro-Voice (EV) kicked off its 90th birthday year with a “Loud & Clear” pledge to portable speaker customers at the NAMM Show, held last month in Anaheim CA: “Big wattage is fine, but clarity is key. Whatever sound you make, sound your best with EV.” Under the “Loud & Clear” banner, EV’s NAMM booth served as a live performance venue to showcase talent playing through EV’s family of portable loudspeakers and new ND Series microphones. Nine artists, spanning a broad scope of genres, performed through various system setups—ZLX, ELX, EKX and ETX models were in use—at the booth over the course of the four-day show. Visitors had the opportunity to hear EV sound quality for themselves. Multiple product experience areas gave guests a chance to compare and contrast the various features each series offers to suit a range of portable applications and budgets.
8
EV also launched the new #EVsound social media campaign at the show. EV users can post/tag music they’ve made with EV gear to be featured on the #EVsound Web page and entered into monthly drawings for EV-branded merchandise. Entries will also be in the running to be featured as soundtracks on new EV videos.
AVL Media Group Takes On GLP In Canada
GLP Inc. has increased its North American presence with the appointment of a new Canadian distributor. GLP’s President, Mark Ravenhill, has confirmed that Montreal, Canada-based AVL Media Group will take on distribution with immediate effect. The company was founded by Steve Kosters, and it’s headed by experienced Managing Director Andrew Hope, who has 30 years’ experience in the world of live entertainment. “Andrew leads a strong and passionate team at AVL, who have been serving the Canadian market for many years,” Ravenhill stated. “We look forward to working closely with them and introducing more of the Canadian market to the full GLP range of products and solutions.” “We are delighted to have GLP as part of our distribution portfolio,” Hope noted. “Their unique LED solutions have become highly specified items, and we look forward to a long and fruitful partnership between the two companies.”
FEBRUARY 2017
I am an innovative thinker with a flavor of fresh thoughts that lead to ideas that stick.
DATES ANNOUNCED New Venue, Same Mission AUGUST 14-17, 2017 w w w.the d j ex po.com
For information about exhibiting, contact Robert L. Iraggi at 516.767.2500 Ext. 519 or riraggi@testa.com.
L AT E S T
Yamaha Recognizes SoCal Pianos, Metroplex Piano
Yamaha Corp. of America has recognized SoCal Pianos and Metroplex Piano with the company’s annual “Dealer of the Year” awards. The awards were presented to the piano retailers at last month’s NAMM Show in Anaheim CA. SoCal Pianos was named “Yamaha Dealer of the Year,” whereas Metroplex Piano was honored as “Bösendorfer Dealer of the Year.” (Yamaha acquired Bösendorfer in 2008.) The two dealers, recognized for their outstanding sales and marketing success, were selected from hundreds of retailers throughout the U.S. SoCal Pianos’ Owner and Founder, Dennis James, and Metroplex Piano’s President, Darren Speir, accepted the awards from the Yamaha Keyboard Division’s top management. “SoCal Pianos and Metroplex Piano are wonderful examples of retailers that not only strive for excellence in sales and marketing, but also
Your Band Rental Business Start or Expand with Our Flexible Plan No fees, shipping charges or chargebacks. You set the rental rates. You take the profits on step-up instruments. We pay for all repairs. We carry only top brands. You may quit at any time without penalty. Your area is protected–we don’t operate retail stores. We pay our commissions on time, every time.
1.800.356.2826
W I L L S I M M O N D S AT E X T. 10 5
Harmony Music Band Rentals 17725 NE 65th, Suite B235 Redmond, Washington 98052 wsimmonds8@gmail.com
10
(L-R): Paul Calvin, Vice President and GM, Yamaha Keyboard Division; Darren Speir, President, Metroplex Piano; Hale Ryan, Marketing and Sales Director, Metroplex Piano; and Bob Heller, National Sales Director, Yamaha Keyboard Division.
exhibit passion toward their work,” Bob Heller, National Sales Director, Yamaha Keyboard Division, enthused. “They both have demonstrated the ability to create a great marketing plan and stick to it diligently to ensure their sales success.” SoCal Pianos was founded 25 years ago as a single storefront, called The Piano Warehouse, located in San Marcos CA. Since then, the venture has outgrown its original name and expanded into a multi-store, fullpiano retailer with selection centers, education facilities and piano clearance centers. For its part, Metroplex Piano has a rich history of piano sales, service and restoration, beginning with Cousin’s Piano in 1990 and continuing with the purchase of Dallas Piano Warehouse in 2009. Speir is a Registered Piano Technician with the Piano Technicians Guild.
Reverb.com Gives Employees The Gift Of Music
Reverb.com announced this past December that all employees would receive free music lessons as a holiday bonus. Through Reverb Lessons, Reverb.com’s online marketplace for music lessons, employees got the opportunity to choose from online or in-person lessons in guitar, violin, piano, voice, songwriting, audio production and everything in between. “From critical thinking, creativity and confidence to patience and teamwork, the benefits of playing music have been proven by study after study over the years,” Reverb.com’s CEO and Founder, David Kalt, explained. “We believe that we can improve the world around us by creating more musicians and, as a result, more music. That starts with our team members.” He continued, “Even if you don’t have previous music-making experience, it’s never too late to learn how to play an instrument, write your own songs or mix tracks.” Of Reverb.com’s more than 120 employees, nearly 85 percent are musicians. According to Kalt, the free lessons enabled team members to improve upon current abilities or learn an entirely new skill. Aside from the personal and professional benefits to employees, the free lessons also encouraged employees to spend time on the Reverb Lessons platform. “We’re literally putting employees into the shoes of our customers,” Reverb Lessons’ President, Jason Hunt, remarked. “I’m excited to hear what team members love about the platform, as well as what services, tools or technology we can implement to make the experience even better.” Reverb.com launched Reverb Lessons in 2015 with the mission to make it easy for aspiring musicians to connect with experienced instructors for in-person or online lessons. In just under a year, the company has built a community of 2,000 instructors across the top 30 markets. FEBRUARY 2017
L AT E S T
Lee Oskar Harmonicas Builds On Legacy
Lee Oskar Harmonicas is ushering in 35 years of manufacturing, marking the milestone with market share expansion and growing retailer profitability. Known for consistent design and manufacturing excellence, in collaboration with Tombo Mfg. of Japan since 1983, Lee Oskar Harmonicas’ market share is continuing to grow, as retailers increasingly sell the line to all kinds of musicians: harmonica beginners, virtuosos, singer-songwriters and multi-instrumentalists, spanning all musical genres, styles and levels. Harmonica virtuoso Lee Oskar gives meticulous attention to every detail of manufacturing, assuring quality and consistency. Lee Oskar Harmonicas features its unique “state of the harp technology,” which includes an interchangeable system of reed plates, combs and cover plates. It’s designed to be practical, economical and simple to maintain. There are 43 different harmonica models, and the products within the Lee Oskar Harmonicas line work together well. This adds to the appeal to retailers that sell them, as well as to consumers. Retailers and consumers alike particularly appreciate that, no matter which harmonica key or tuning is selected, the prices are all the same. Lee Oskar Harmonicas can be tied in to promote sales with items such as effect pedals, chromatic tuners and other instruments carried by retailers. Moreover, by utilizing a neck rack (a harmonica holder), they can be
incorporated into guitar, ukulele and piano playing for added artistry and variety. Salespeople in music stores frequently use the selling point that the harmonica, in addition to being easy and fun to play (for all kinds of music), is an excellent compositional tool…ideal for making melodies and coming up with hook lines. Lee Oskar
C.V. Lloyde Audiovisual Receives NAMM Milestone Award
At the NAMM Show, C.V. Lloyde Audiovisual of Champaign-Urbana IL was honored with the NAMM Milestone Award for 150 years of service in the music products industry. Presented annually by NAMM’s President and CEO, Joe Lamond, the Milestone Award recognizes music businesses that have flourished through a changing business environment to reach a noteworthy anC.V. Lloyde Audiovisual’s Stephen Morris and NAMM’s Joe Lamond. niversary. “NAMM’s recognition of the Lloyde family business simply punctuates the pride and passion of serving customers musically for so many decades,” Stephen Morris, Owner and President of C.V. Lloyde Audiovisual, stated. “We are honored for this award, and we’re inspired to continue our contributions to this industry and all its customers.” Founded in 1867, D.H. Lloyde forged what soon would be lasting relationships with local houses of worship, schools and universities, offering sheet music, pianos, pump organs and band instruments. Through four generations, the Lloyde musical family has continually grown with the times, trends and technology to meet the ever-changing demands of musicians and sound enthusiasts. From pump organs to touring with bands like Boston, C.V. Lloyde and family have remained a Midwest leader in music and sound-reinforcement products and services. “NAMM is honored to recognize C.V. Lloyde Audiovisual for their 150 years in business and in service to both the music products industry and their community,” Lamond noted. “C.V. Lloyde Audiovisual has demonstrated the perseverance and passion to stand the test of time, inspire countless others and create a more musical world for the benefit of all.” MUSIC & SOUND RETAILER
11
L AT E S T
Guitar Center’s Nationwide Expansion Continues
Guitar Center continues to expand its presence nationwide with recent store grand openings in Alexandria VA (January 12) and Goodlettsville TN (January 19). The Alexandria store, which covers 15,425 square feet, is located at 3155 Duke St. in the Alexandria Commons Shopping Center. The Goodlettsville location, an 11,000-square-foot facility, will further serve the wider Nashville TN community. It can be found at 1000 Rivergate Pkwy. in the RiverGate Mall. Both stores feature modern showrooms, equipped with a wide range of products for musicians: guitars, amplifiers, percussion instruments, keyboards, live sound equipment, DJ gear, lighting products and recording equipment. Customer services include Guitar Center Lessons, an in-house music academy for players of all ages and skill levels; GC Repairs, an on-site maintenance and repairs service; GC Rentals, which offers easy rentals of instruments and other gear; and Guitar Center Workshops, which offers free introductory classes and instruction on guitar, ukulele and recording. Shoppers at both locations can also enjoy Guitar Center’s multi-channel “endless aisle,” which gives customers the ability to combine in-store, online and phone options to purchase music equipment from anywhere.
The employee team at Guitar Center’s new retail location in Alexandria VA.
Every mixer has features. Only TouchMix guarantees results. ™
TouchMix™-16
TouchMix™-8
Touc To uchM uc chM hMi Mix™--30 30 P 30 Pro ro o TouchMix
If you’re a live sound professional, TouchMix has everything you’d want and expect in a h world-class mixing console — in a package w ssmall enough to be carry-on luggage. If yo you’re a more casual user, TouchMix P Presets, Wizards and Simple Modes help yo you get a professional mix quickly and easily. E Either way, once you experience TouchMix ffor yourself you’ll understand why pros and fo n novices alike rave about their TouchMix and c consider it one of the best purchases tthey’ve ever made. Go online. Read the th rreviews. Then see—and hear—what all the re talk’s about. You’ll never look at mixing ta a the th h same way again.
qsc.com/beyondmixing © 2017 QSC, LLC. All rights reserved. QSC and the QSC logo are registered trademarks of QSC, LLC in the U.S. Patent and Trademark Office and other countries. TouchMix is a registered trademark in the U.S., China and the European Union.
L AT E S T
Eastman Music Company, Backun Musical Partner Eastman Music Company recently announced that it has made a significant investment in Backun Musical Services, a manufacturer of clarinets and woodwind accessories. The investment builds on the existing Eastman distribution of Backun products to dealers in North America. The Eastman family of products, which includes Eastman, Wm. S. Haynes and S.E. Shires, now includes Backun clarinets and accessories. The agreement brings Backun’s advanced woodwind instrument designs and manufacturing technologies into the Eastman portfolio, while leveraging Eastman’s brand and established dealer relationships. Qian Ni, Eastman’s CEO, commented: “We are so happy to welcome Backun Musical Services to the Eastman family. The level of quality of their products complements the Eastman
Neumann Supports Female Music Makers
Neumann.Berlin was a lead sponsor for the 2017 She Rocks Awards, hosted by The Women’s International Music Network (The WiMN). The awards ceremony, held during the NAMM Show in Anaheim CA, marked its fifth year paying tribute to women who display leadership qualities across a diverse range of roles within the music products industry. The WiMN and Neumann also sponsored a panel discussion on women in the music industry, entitled “Women in the Music Industry Sound Off.” The event featured panelists who included The WiMN’s Founder, Laura B. Whitmore; Producer Julie Kathryn (aka I Am Snow Angel); Fabi Reyna of She Shreds Magazine; Karrie Keyes, Engineer for Pearl Jam; and Dawn Birr, Commercial Manager, Audio Recording, Sennheiser. The first Sound Girls NAMM Mentoring Session struck a similar chord. Karrie Keyes of SoundGirls.org and Heather Rafter of RafterMarsh hosted the session, which also included Birr, among many other prominent female industry leaders. MUSIC & SOUND RETAILER
line of instruments and accessories, while providing a foundation upon which to grow our woodwind offerings. Having followed the impressive growth of Backun over the years, we know great things are ahead for this partnership.” Backun, its leadership team and its staff will continue operations and manufacturing in Burnaby, Canada, while providing sales, marketing and manufacturing support and expertise to the Eastman group of companies.
ADVERTORIAL • FEBRUARY 2017 • NAMM.ORG
Note From Zach
2017 Retail Resolutions Over the years, you’ve taken in countless NAMM U sessions. You’ve spent time on NAMM U Online and discovered the best ideas of your retail peers. Now what? If you’re like most NAMM retail members, you’re trying to figure out how to act on all those good ideas while still managing day-to-day business. And we’re here to help. Below, we’ve highlighted some key priorities for music retail in 2017. Let this guide your thinking as you navigate the new year and strategize your business growth. Also, you can always turn to NAMM U Online (namm.org/ nammu) for more great ideas, straight from your fellow retailers. And it’s never too early to start planning for Summer NAMM. Held July 13–15 in Nashville’s Music City Center, the summer show will deliver more business-building ideas and strategies. Embrace mobile. Don’t underestimate the importance of a mobile-friendly website. On Black Friday alone, sales from mobile devices passed $1 billion for the first time, a trend that’s certain to impact music retail. Is your website mobilefriendly? For many customers, it’s their first impression of your business. Re-evaluate checkout. Amazon’s latest retail experiment is a checkout-free grocery store—consumers are charged the moment they remove an item from the shelves. Do you make this critical final step smooth and effortless at your business? Rest assured, other retail industries are raising the bar right now. Host events. If you have a physical location, you have a unique opportunity to engage the community—and pick up new customers. Dig into NAMM U Online to discover all the ways
your peers are using their brick-and-mortar stores to interface with the community. Also, consider adding Make Music Day to your summer calendar, and capitalize on all the goodwill surrounding this international celebration. Rethink social. Social media can help forge stronger bonds with customers, but it’s a moving target. In the last year alone, we’ve seen the explosion of Snapchat, Instagram Stories and Facebook Live. Not all social platforms might be right for your business, but it’s worth evaluating them to ensure you’re reaching your customers on their terms, and not passing up new opportunities to communicate your unique brand. Take stock. According to financial gurus Alan Friedman and Daniel Jobe, the biggest problem in music retail is a lack of sales; the second, right behind that, is poor inventory management. Don’t miss a chance to bolster your bottom line or carry new products because you’re sitting on outdated inventory. Blow out the old, and take a hard look at your purchasing habits. There are plenty of resources on NAMM U Online to help you streamline your stock and firm up your fiscal management. And, of course, let us know your good ideas for retail success. Email nammu@namm.org. Let’s keep the conversation going year-round! Zach Phillips NAMM Director of Professional Development
NAMM U Online
NAMM Membership
Make Music Day
Top 100
Looking for new ideas to grow your business? Turn to NAMM U Online 24/7/365 for tips and strategies across subjects, including sales, promotions, management, finance, lessons and staff training. Bring problems and find solutions!
NAMM benefits go well beyond the trade shows. Members have access to critical business information, cost-saving resources and advocacy tools to help activate local communities. Grow your business with NAMM. Join today!
Join more than 750 cities in 120 countries for the worldwide phenomenon on June 21. Make Music Day is the ideal opportunity to create an event around your store that engages local musicians and new customers.
Enter your store for the 2017 Top 100 Dealer Awards. The submission period opens March 2017 across eight categories, including the coveted Dealer of the Year title. Learn what makes an effective top 100 submission.
NAMM.org/NAMMU
NAMM.org/Membership
NAMM.org/MakeMusicDay
NAMM.org/Top100
NAMM Advertorial is published by NAMM. To keep up-to-date on the latest breaking industry news, sign up for our NAMM News e-newsletter at info@namm.org.
Book Hotels and Register for Badges March 29, 2017 Book Hotels and Register for Badges March 29, 2017 namm.org/summer/2017 namm.org/summer/2017
JULY 13-15, 2017 • MUSIC CITY CENTER • NASHVILLE, TENNESSEE • NAMM.ORG/SUMMER JULY 13-15, 2017 • MUSIC CITY CENTER • NASHVILLE, TENNESSEE • NAMM.ORG/SUMMER
PEOPLE
The Torch Is Passed
In conjunction with the milestone 40th anniversary of Dean Guitars, Armadillo Enterprises— composed of Dean Guitars, Luna Guitars and ddrum Percussion—is celebrating the passing of the torch. Elliott “Dean” Rubinson’s son, Evan Rubinson, has assumed the position of President and CEO. Evan Rubinson started his career with the company working countless summers in the warehouse of the Armadillo headquarters, learning the business and the industry. Subsequently, he received a Division I track scholarship to Duke University, where (L-R): Elliot Rubinson he studied economics and public and Evan Rubinson. policy. During his college years, he interned with Wall Street firms, as well as private equity firms, before eventually making his way to the corporate offices of Armadillo Enterprises, where he shadowed Elliott Rubinson. The father and son traveled together to China, Korea and Hong Kong during the in-depth mentoring process. The trips provided Evan the opportunity to visit myriad factories, which, in turn, allowed him to gain a comprehensive understanding of the internal workings of Armadillo Enterprises, as well as the external factors that affect the industry. After graduating from Duke, Rubinson founded Koroit Capital Management, a healthcare-centric hedge fund that specialized in biotech and pharma-related investments. He served as Koroit Capital’s CEO and Chief Investment Officer. Now, however, he turns his business and international finance expertise squarely to the music products industry.
Willing And Abel
Reverb.com has hired Dan Abel to lead the company’s marketing efforts. In the past year, Reverb.com has more than doubled its sales and, as Director of Marketing, Abel will help cultivate continued growth and success. Abel joins Reverb.com after more than four years at YouTube’s New York NY office. Most recently, he served as YouTube’s Content Partnerships Manager, supporting the growth of YouTube’s robust music offering and ensuring the platform’s ongoing value for artists and the broader music community. Abel joined YouTube as Creative Strategy Marketing Manager, co-leading the company’s editorial team and creative agencies, after spending two years in music marketing at entertainment and sports agency Creative Artists Agency. As Director of Marketing, Abel will work closely with Reverb.com’s Founder and CEO, David Kalt, and its COO, Dan Melnick, to drive marketing and brand strategy across all aspects of the business, including Reverb Lessons and future initiatives. Leading a marketing team of more than 20 creative and marketing professionals, Abel will oversee video, social media, e-mail, search and print marketing, as well as merchandising and public relations. 16
Movin’ On Up
Hal Leonard has promoted two of its long-term employees. Brad Smith has been promoted to Vice President – Musical Instrument Products (MI). Smith joined Hal Leonard in 1993, and he’s worked primarily as the main contact for developing custom products for musical instrument manufacturers. Since 2009, Smith has led the rapidly growing MI Products division, which markets and distributes third-partyproduced musical gear, software, gifts and accessories. By utilizing the Hal Leonard veteran sales staff and Brad Smith its strong marketing and fulfillment services, the division has grown to become a leader in the MI industry for those who are looking for brand-name products from one source. Smith also serves on the executive board of the Percussion Marketing Council (PMC), and he’ll serve as President of the Guitar and Accessories Marketing Association (GAMA) starting this year. Trish Dulka has been promoted to Vice President – Communications/ Trish Dulka Advertising. Dulka started at Hal Leonard in 1989 as an Advertising Coordinator, and she became Advertising Manager in 1999. Dulka is responsible for overseeing all PR and advertising for Hal Leonard, including the company’s Web site, social media, trade shows, catalogs, print advertising and other marketing activities. She works closely with the heads of all the Hal Leonard departments to make sure the world knows about the more than 220,000 titles the company sells. Dulka will also be overseeing an expanded push into digital marketing for the company.
Kist The Rain
A.K. Kist has been promoted to National Sales Manager of the combo division at KHS America. A lifelong drummer, Kist has more than 16 years’ experience in a wide range of business roles. He joined KHS in 2010 as a District Manager in the education division. Prior to KHS, he worked as the General Manager for Jim’s Music Centers (Tustin CA) and the Assistant Manager at KYR Music (Chino CA). Kist holds a bachelor’s degree in business administration from California State Polytechnic University, Pomona, as well as a master of business administration degree (MBA) in marketing from the University of Redlands. In his new post, Kist will be responsible for strategic and tactical sales initiatives, and he’ll participate in furthering KHS’ core principles, centered on music, integrity, ingenuity, respect and teamwork. His responsibilities will include developing strategic sales initiatives, conducting training/field assistance, and facilitating the success of dealers that represent KHS-owned and -distributed brands. FEBRUARY 2017
PEOPLE
Sweetwater Counts On Clark
Sweetwater has promoted its Senior Vice President of Finance, Greg Clark, to Senior Vice President of Finance and CFO. He succeeds Marc Leveridge, who recently retired after 18 years with the company. Clark joined Sweetwater’s accounting and finance team in 2014, and he was promoted to the position of Senior Vice President of Finance in 2015. He boasts a diverse background in public and corporate accounting, as well as process development and improvement. He will be responsible for corporate financial planning, reporting and analysis; treasury management; and risk management. Sweetwater’s Founder and President, Chuck Surack, said, “With his combination of skills and experience, as well as his thorough knowledge of Sweetwater’s financial operation, Greg Clark was the obvious choice as our
new CFO. He will be a great addition to our executive management team.” Clark is a Certified Public Accountant (CPA) and a graduate of Indiana University’s Kelley School of Business with bachelor’s degrees in accounting and computer information systems.
Grossman Stands For SLM
St. Louis Music (SLM) has given Richard Grossman, the National Sales Manager for SLM, additional responsibilities as Director of Sales for Hamilton Stands. In the newly created position, Grossman will be responsible for managing the diverse customer base for Hamilton Stands, Stage Pro Stands by Hamilton and a significant private-label stand program. Bill Carpenter, President and CEO of Hamilton Stands, said, “Hamilton enthusiastically welcomes Richard to the family. Richard is a seasoned sales professional, with extensive experience in the industry as an outside salesperson, and as National Sales Manager for SLM. We are sure that all our customers will enjoy working with Richard.” Mark Ragin, SLM’s President and CEO, stated, “We feel Richard can bring tremendous value to the Hamilton brand, helping Bill to manage Hamilton’s products and customer base.” MUSIC & SOUND RETAILER
THE HUMAN EYE CA N ’ T D E T E CT E V E RY IMPERFECTION. GOOD THING WE U S E X - R AY S .
R E I N V E N T I N G C R A F T S M A N S H I P F O R T H E 2 1 S T C E N T U R Y.
PRODUCTS
Little Strummer Boy
Fall For Them
Over view: Crafter’s Autumn Leaves Rose Plus and Autumn Leaves Maho Plus Specifics: Crafter has announced new additions to its Anniversary series of guitars: the Autumn Leaves Rose Plus and Autumn Leaves Maho Plus. The Autumn Leaves Rose Plus features a solid Engelmann spruce top, solid rosewood back, rosewood Sides and a mahogany neck, as well as an autumn leaves inlay, Grover gold tuners, and LR-T DX Preamp with L.R. Baggs Element Pickup. It comes with a gloss finish. The Autumn Leaves Maho Plus features a solid Engelmann spruce top, solid mahogany back, mahogany sides and a mahogany neck, as well as an autumn leaves inlay, Grover chrome tuners and a new preamp with L.R. Baggs Element Pickup. It comes with a satin finish. MSRP: Call company Ship Date: Call company Contact: Crafter Guitars, 804.798.2006, crafterusa.com
Rex-N-Effects
Over view: T-Rex Effects’ Replicator Module Specifics: T-Rex Effects’ Replicator Module is a Eurorack version of the company’s Replicator analog tape echo pedal. Housed in a compact 44HP Eurorack module, the Replicator Module uses much of the same technology as found in the stompbox version, but certain parameters and features have been optimized for modular use, creating a synth/studio-friendly version. New CV inputs accept zero-to-five-volt control signals, allowing users to plug in their favorite oscillator module and control delay time and/ or feedback electronically. A new filter switch dampens high-frequency content in the delay signal for less noise and a darker echo sound. The unit’s power requirement has been modified to the +/-12-volt Eurorack standard. The Replicator Module features 100-percent analog echoes and signal path, with delay time governed by a digitally controlled motor. In addition to standard delay time and feedback controls, Replicator offers a head selector switch that alternates between three repeat modes (long, short and hybrid), a chorus control for pitch modulation of the echoes, a saturation control for driving the repeats, a kill dry switch for parallel processing and a tap tempo control. The Replicator Module uses a BASF C30 1/8-inch chrome tape cassette (two cassettes included; additional cassettes sold separately). Street Price: $899 Ship Date: Now Contact: T-Rex Effects, +45 75 72 71 81, t-rex-effects.com 18
Over view: Loog Guitars’ Loog Mini and Loog Pro Models Specifics: Loog Guitars has revamped its guitar lineup with the introduction of the Loog Mini and Loog Pro models. The Loog Mini is a new, smaller version of the Acoustic Loog Guitar. Designed for kids ages three and up, it comes in a wide color palette. Just like all Loog Guitars, the Loog Mini includes access to the Loog app, which has video lessons, a tuner and a songbook with songs by The Beatles, The Rolling Stones, Bruno Mars, Taylor Swift and more. The Loog Pro is an upgraded version of the original Loog Guitar. It introduces a new pickup, a new all-maple neck, a new bridge and other enhancements that improve its sound, intonation and playability. The Loog Pro line will have acoustic and electric models. Price: Loog Mini: $79 (street price); Loog Pro Acoustic: $179 (retail); Loog Pro Electric: $199 (retail) Ship Date: Call company Contact: Loog Guitars, 800.554.0626, loogguitars.com
Through The Wire Over view: R&M Tone Technology’s PowerWire Active Guitar Cables Specifics: R&M Tone Technology’s PowerWire family of active guitar cables deliver clean, amplified, analog boost from the guitar’s pickups down to effects pedals and amplifiers. PowerWire offers the same effect as adding active pickups to any guitar. A self-contained, battery-powered preamp built into the jack features circuitry that offers a bass response and high end that surpass many active pickups, with greater response to the player’s technique. All-analog circuitry delivers a cleaner, warmer sound. PowerWire offers a significant, noticeable tone improvement. Four cable models are available in 20- or 40-foot lengths: Clean Boost CB6 (an effective universal cable for vintage, standard and single-coilpickup electric guitars); Clean Boost CB0 (best matched with highoutput pickups, acoustic-electrics and steel guitars); Super Sizzle SS (gives electric and bass guitars a richer, fuller sound spectrum); and Dynamic Distortion TS09 (classic, wide-spectrum distortion effect). MSRP: Call company Ship Date: Call company Contact: R&M Tone Technology, rmtonetech.com FEBRUARY 2017
PRODUCTS
Synthetic Symmetry
Over view: Remo’s Expanded Symmetry Conga Drumhead Line Specifics: Remo has expanded its Symmetry Conga drumhead line. The line now features a low collar height, accommodating two major OEM brands: LP Compact Conga and Congas with X Rims and Pearl’s Travel Congas and Congas with EasyPlay Rims. The additions answer the call from many consumers who want to experience the benefits of Remo’s film technology for synthetic conga drumheads.
MSRP: Call company Ship Date: Call company Contact: Remo, 661.294.5600, remo.com
Series Premier
Over view: D’Angelico Guitars’ Premier Series DC Model Specifics: D’Angelico Guitars now offers its semi-hollow double-cutaway DC model in the all-new Premier Series. Driven by a pair of D’Angelico humbuckers, its bold mid-range and glassy high-end provide balanced output. The DC features cream binding, a maple top and chrome hardware. It is available with the company’s Stairstep tailpiece (a trapeze style that allows for freer string bending), a traditional stop tailpiece (for added sustain and resonance) or in a closed-top, no f-holes option (to eliminate feedback). In particular, the no f-holes option bridges the gap between solid-body and semi-hollow designs, completely eliminating feedback and making for outstanding resonance and sustain. At 16 inches wide and 1.75 inches deep, the Premier DC is a thin-line semi-hollow built with playability and comfort in mind. Its slim C-shape neck makes fretting easy, and its two cutaways allow every note on the neck to be reached. Available in black, white and wine. MAP: $750 Ship Date: Now Contact: D’Angelico Guitars, 646.460.8472, dangelicoguitars.com MUSIC & SOUND RETAILER
Step up to a higher level of sales and service. Contact our team of Sales & Customer Service Professionals today.
john.pizzirusso @daddario.com
rob.caniglia @daddario.com
davis.douglas @daddario.com
phil.carnivale @daddario.com
nick.maldonado @daddario.com
josh.sodikoff @daddario.com
andrew.connolly @daddario.com
alicia.berwind @daddario.com
hector.rodriguez @daddario.com
tania.ayvazian @daddario.com
guillermo.castaneda @daddario.com
john.campaiola @daddario.com
nick.barbieri @daddario.com
andrew.moore @daddario.com
anne.gellineau @daddario.com
peter.daddario @daddario.com
mike.alessi @daddario.com
tommy.aniano @daddario.com
800.323.2746 SALES@DADDARIO.COM
Daddy O’s Facilitates Generous Uke Donations
Daddy O’s Music Co. (Stillwater OK) is celebrating its 28th anniversary, and it has marked the occasion with ukulele donations to regional schools. Most recently, Daddy O’s Music Co., in partnership with the Stillwater Ukulele Association (SUA) and Amahi Ukuleles, donated 90 ukuleles to schools in and around the Stillwater area. According to the store’s Owner, Mike Shannon, “We’ve donated guitars and ukuleles to local and surrounding schools in recent years, and we are very pleased we are able to do so again this year.” He added, “The tireless efforts of Kami Koontz from the SUA, along with generous help from Michael Shearer of Amahi Ukuleles, really helped to make this a much larger donation than we could do on our own.” The 90 ukuleles donated as part of this initiative went to schools at Ripley, Oak Grove, Olive, Carney, Coyle, Morrison, Pawnee, Perry and Sangre Ridge OK. In total, 211 ukes and guitars have been donated, and they’ve reached 17 schools and more than 1,000 kids. The ukes are used in Christmas programs, assemblies and graduation programs. Some schools use the instruments in class, whereas some are used for after-school programs. “We have seen an enthusiastic response from the kids,” Shannon confirmed. “Several teachers have written grants to purchase more ukuleles to expand their programs.” In addition, this past December, the SUA, in conjunction with Daddy O’s Music Co., offered $1 tickets for a $200 ukulele package that was raffled off. The money raised will be used to start a public ukulele program. Ukes will be available to be checked out at public libraries, and they’ll also be available for customers to play at coffee shops and tea shops in the area.
DrummerFest Highlights Cascio Interstate Music’s Year
Cascio Interstate Music SuperStore (New Berlin WI) offers an annual, free DrummerFest that’s a yearly highlight for the drum customers who attend. This year, the event certainly lived up to expectations. On October 22, major drummers Shannon Forrest, Jimmy Chamberlin, Gorden Campbell and Matt Garstka displayed their talents, answered questions and kept the crowd entertained throughout the day. “Cascio Interstate Music is proud to present some of the world’s finest drummers in our unique and intimate format of DrummerFest,” the company’s CEO, Michael Houser, said. “We fully believe this event continues to inspire both young and old musicians.” “This year’s lineup featured a wide range of styles, including R&B, jazz, rock and country,” Scott Thayer, Cascio Interstate Music’s Drum Buyer, added. “Many thanks go to our great drum company partners and artist endorsers for helping us put on this outstanding event with these major performers.” First up was a rare clinic performance from Forrest, a superstar Nashville session drummer and the most recent drummer with the band Toto. Forrest displayed his legendary feel, and he demonstrated the process of crafting a drum part to fit a song. He also talked about how artists like John Bonham and Jeff Porcaro have influenced his playing. In another rare clinic performance, the store hosted Chamberlin. He played along with classic Smashing Pumpkins tracks, as well as instrumental tracks from Jimmy Chamberlin Complex. Between songs, he broke down the tracks and told interesting band stories, peppered with his clever wit and charm. Campbell provided the fireworks for this year’s event. His power, speed and versatility were on display 20 20
Jimmy Chamberlin
FEBRUARY 2017
Gist Piano Center, Brickman Make Young Musicians’ Dreams A Reality After two months of practice and two hours of intense auditioning, two Kentucky piano students won the right to appear live onstage with legendary pianist Jim Brickman as part of his “Comfort and Joy” tour. Fourteen-year-old Myah Bagshaw and 11-year-old Daniel Bronfman performed holiday songs during the concert on a new Roland LX-17 digital piano as part of “The Jim Brickman Experience of a Lifetime,” a student outreach and audition program sponsored by Gist Piano Center (Louisville and Lexington KY), the Brickhouse Network and Roland Corp. U.S. As part of the event, several other local piano students performed on a new Roland piano in the theater’s lobby before the show and during intermission. “Gist Piano Center and Roland have worked together for years to build a musical future for Louisville,” Hannah Gist, HR Coordinator and Operations Management at Gist Piano Center, said. “We’re thrilled to have this incredible opportunity to partner with an artist of Jim Brickman’s caliber and share the magic of making music with his enthusiastic audience.”
The “Jim Brickman Experience of a Lifetime” began last November with 20 local piano students between the ages of 10 and 18, all of whom auditioned for Brickman at a private event in Gist Piano Center’s recital hall. Each student participant received personal feedback from Brickman, as well as an autographed photo and a copy of his “Comfort and Joy” CD. Student participants were also invited to record their songs on the Roland piano and have those performances aired on Jim Brickman’s radio station during the holidays. Brickman personally selected Bronfman and Bagshaw to perform with him live onstage during his concert in Louisville.
as he played along with energetic and diverse tracks that got the crowd moving. Naturally ambidextrous, he led with both his right and his left hand, grooved and played dizzying fills around Gorden Campbell
his large kit. Finally, the last spot of the day was reserved for Garstka. He opened with a long drum solo, with complex and difficult timings, moving into various meters and feels. He also shared stories of his early days with his musical family, tagging along to his guitarist father’s gigs, as well as his time learning and woodshedding at Berklee. MUSIC & SOUND RETAILER
2121
(continued from cover)
3 ANNUAL NAMM NEW PRODUCT RD
Hair Trigger
WRAP-UP
Yamaha’s DT50S and DT50K are the latest additions to the company’s family of drum triggers. The DT50S is for snares and toms, whereas the DT50K is for bass drums. Both models feature a solid metal die-cast body, chrome finish and Yamaha Absolute lug-style design to maintain a durable, clean and professional look. The revamped, stylish form matches acoustic drum hardware to blend in with the appearance and feel of any acoustic drum kit. The DT50S features dualtrigger capability, with complete isolation between the head and rim sensors to capture vibrations separately, giving drummers accurate sound when triggering. Both models from the series mount easily on virtually any rim, and each offers a small trigger footprint and soft material for head contact, so the acoustic drum sound is unimpeded. Easily secured with a thumbscrew, both models sit firmly on the drum. Yamaha Corp. of America, 714.522.9011, 4wrd.it/drumtriggers
Let Your Flag Fly Oscar Schmidt Guitars has introduced two new models. The Oscar Schmidt Flag Guitar (OG10CEFLAG) lets players express their patriotism. The concert-sized, cutaway guitar is a special edition model that features a graphic of the American flag. The acoustic/electric Flag Guitar includes Barcus Berry four-band EQ with a built-in tuner and black die-cast tuning machines. Additionally, the Oscar Schmidt QuarterSized (OGQS) steel-string guitar suits young players who are just beginning their musical journey. Building on the tradition of the Oscar Schmidt line of small-sized guitars, it features an overall length of 30 inches. The model’s nut width is 38 millimeters. It features chrome die-cast tuners and a spruce top and mahogany back and sides. Oscar Schmidt Guitars, 800.877.6863, oscarschmidt.com
22
Little Boy Blue Dixon has debuted the Limited Edition Motion Blue Burst three-piece kit. The kit features a unique electric finish that moves. As the audience moves around the kit, the finish presents a lava lamp motion effect. The finish is complemented by black hardware, creating a distinctive look. The Limited Edition Motion Blue features a six-ply mahogany shell, a 45-degree bearing edge and the unique Limited Motion Blur wrap, highlighted with black burst. The kit also features an eight-lug bass drum, an eight-lug snare drum and black drum hardware. It comes with 9"x12" tom (no mount), 16"x16" floor tom and 14"x24" bass drum. Dixon, 314.727.4512, playdixon.com
FEBRUARY 2017
Buzz On The Street Warwick Music’s pBuzz enables young children to discover, experience and practice how sound is produced in brass instruments. It enables a natural progression onto the trumpet or trombone when the children are older. The new instrument is made in Britain, and it was created by the team of musicians behind the pBone and pTrumpet. Built to introduce children to brass instrument playing in a fun and engaging way, pBuzz develops necessary skills, such as correct embouchure and an ear for accurate pitch. The bell is lightweight and brightly colored, and the inner tube has an insert labeled with different notes. pBuzz is available from Rhythm Band Instruments. Warwick Music, 888.238.5189, warwickmusic.com
Why Choose PRS Guitars?
Space Oddity EarthQuaker Devices has released the Space Spiral Modulated Delay device. It’s an analog-voiced digital delay with 30 milliseconds to 600 milliseconds of delay time and a variable waveshape LFO affecting the repeated signal. EarthQuaker describes the Space Spiral as “a dark and dreamy modulated delay designed to take you across the highways of fantasy.” The company continues, “If you are a fan of old oil can delays or well-loved tape delays, the Space Spiral is totally going to tickle your tone bone.” The Space Spiral’s LFO, which modulates the repeats of the delay line, is variable from a “soothing triangle shape” to a “choppy square shape.” EQD encourages users to experiment with the LFO’s “Depth” and “Rate” controls to create unique polyrhythmic modulated delay textures. EarthQuaker Devices, 330.252.9220, earthquakerdevices.com
MUSIC & SOUND RETAILER
DIVERSE OFFERINGS
Electric guitars, acoustic guitars, basses, and amplifiers to meet your customers needs
High-quality electric and acoustic instruments for every level player $499 - $879
FINANCING
GE financing program available to help your cash flow and improve your inventory
Reimagined designs at an exceptional value $999 - $1,649
Bolt-on feel with a unique voice $1,999
EDUCATION
Free in-person training available to all dealers to educate your sales staff and your customers
Boutique-style for modern and vintage tastes $1,349 - $3,700
www.prsguitars.com
Fancy Signature
A Killer Bb
After Kyle Shutt began to play the Reverend Manta Ray with his band, The Sword, but swapped out the pickups for Railhammers, conversations started about creating a signature model. The result is the Reverend Kyle Shutt Signature Model. The guitar is a sealed semi-hollow, complete with diagonal “diver down” block inlays, Kyle Shutt Signature Railhammer pickups and a Reverend first four-knob control layout. It’s capable of delivering a broad range of sounds. The double-bound body, bound headstock and pearl inlay Reverend logo make it a sharp-looking guitar. It’s available in Midnight Black, Alpine Burst or Three-Tone Burst. On all Reverend Guitars, there is a Boneite nut and locking tuners, Reverend’s Bass Contour Control and a dual-action truss rod, assuring maximum performance. Reverend Guitars, 419.517.5317, reverendguitars.com
KHS America, manufacturer of XO Professional Brass Instruments, has launched an addition to its professional trumpet line: the XO 1602S-LTR lightweight Bb trumpet. The 1602S-LTR suits serious trumpet players, and it brings a different sound and feel to the XO trumpet lineup. The instrument features a .460-inch, mediumlarge bore size with nickel-silver mouthpiece receiver and reverse rose brass leadpipe; one-piece, five-inch yellow brass lightweight bell with a fast taper; and yellow brass valve casings, balusters and tuning slides. The 1602SLTR is a lightweight instrument that projects a full, rich sound with low resistance. It gives players another voice to express themselves in any musical setting. XO Professional Brass Instruments, 800.283.4676, xobrass.com
Elite Force Yorkville Sound has comprehensively updated its flagship Elite Series of loudspeakers. The speakers boast new construction materials, proprietary woofers and horn drivers, redesigned horns and a new amplifier design. Beyond the upgraded components, Yorkville has introduced an iOS and Android control app to help users fine-tune the EQ and limiter settings via Bluetooth connectivity. The EF15P (replacing the EF500P) delivers more power and a lower THD rating, and it’s more manageable at 64 pounds. That’s a 22-percent reduction in overall weight. Finely tuned multi-band limiting and four new user-selectable playback/ performance modes ensure flexibility and control. The ES18P (replacing the LS801P) features cabinet-design upgrades, the proprietary 18-inch (four-inch voicecoil) cast frame longexcursion woofer and the addition of three DSP-based preset modes for fine-tuning the bass tone for any application/environment. Yorkville Sound, 905.837.8481, yorkville.com
24
FEBRUARY 2017
Pack Man Zildjian is offering four music-genre-based cymbal sets. The Zildjian Rock Pack is an explosive collection of the iconic “A Zildjian” cymbals. Each bright, crisp, full-bodied cymbal was hand selected to deliver the look, sound and feel that rock drummers need to cut through and project across the stage or in the studio. The Zildjian Country Pack features the “K Zildjian” cymbals that capture the right tone, volume and sustain for country music played around the world. Each cymbal is dry, dark and expressive, and the larger sizes deliver volume and projection in any environment. The Zildjian Worship Pack helps the church-based drummer lay the foundation for the worship team. The warm and complex collection features the “K Custom” range, which are both powerful and vibrant, yet dark and gentle. The Zildjian Gospel Pack features a handpicked selection of Zildjian “A Custom” cymbals that have the right amount of brightness and sweetness that gospel music demands. Zildjian, 781.871.2200, zildjian.com
‘Lolli’-Drop Vanguard Audio Labs has announced the release of the V34C “Lolli” multi-pattern, removable large-diaphragm capsule assembly. The V34C features a custom-voiced, hand-tuned, 34-millimeter capsule with twin three-µm gold-sputterered Mylar diaphragms suspended in a shock-absorbing saddle. The switchable design allows for cardioid, wide cardioid and omni-directional polar patterns, and the chassis is CNCmachined from aircraft-grade aluminum for a lightweight design. The M21 x0.5 threading allows the Lolli to fit many small-diaphragm microphones, allowing the engineer to upgrade his or her existing microphone. The Lolli comes with a padded pinewood storage box. Each V34C undergoes final assembly and 100-percent testing and quality control in southern California. The product comes with a five-year warranty. Vanguard Audio Labs, 909.920.5600, vanguardaudiolabs.com
10,000 PRODUCTS 250 BRANDS
info@stlouismusic.com
Tel: 1-800-727-4512
www.stlouismusic.com 25
MUSIC & SOUND RETAILER
St Louis Music is a division of U.S. Band & Orchestra Supplies, Inc.
Enter The Arena
Light ’Em Up CHAUVET DJ’s Helicopter Q6 multi-effect light features adjustable RGBW beams, a round SMD strobe and a red/green pattern laser on a rotating base with continuous pan rotation. In addition, the FX Par 3 compact effect par boasts multiple technologies in a single fixture. It includes three eight-watt quad-color (RGB+UV) center LEDs, RGB SMD LED lights and SMD strobes. Separate control of the features makes creating effects easy. Plus, CHAUVET DJ’s EVE F-50Z LED Fresnel fixture shines a soft-edged, warm white spot and features D-Fi USB compatibility for wireless master/slave or DMX control. Manual zoom provides the flexibility to project from any distance. EVE TF-20 is a compact, energy-efficient, soft-edge LED accent luminaire that can function as a regular PAR can. Its classic Fresnel style emulates stage and theatrical lighting. CHAUVET DJ, 800.762.1084, chauvetdj.com
New from Godin Guitars, La Patrie has released the handcrafted Arena thinline series. It boasts features and playability that distinguish it among nylon-string guitars. The Arena’s generous cutaway allows the player to explore the entire radiused fingerboard of its extremely fast and comfortable mahogany neck. The guitars feature intricate rosettes, custom-polished finishes and an innovative double-function truss rod system not generally found in traditional classical guitars. The four models in the series are offered in a choice of three tonewoods: mahogany, wild cherry or flame maple. All benefit from select pressure-tested spruce tops to ensure a high level of stiffness and rigidity, along with maximum harmonic vibration. It’s offered with either Godin’s Q1T electronics or LR Baggs’ Crescent II preamp. La Patrie Guitars, 514.457.7977, lapatrieguitars.com
Strike Force Alesis has debuted its Strike electronic drum kit family. Strike features a new drum and cymbal design. The drums have larger dual-hoop pads with adjustable Alesis Mesh heads, with their multi-sensor, multi-contact Enhanced Articulation System. This delivers a natural and responsive drumming experience. Strike’s premium Hybrid Birch wood shell drums come in standard acoustic drum sizes (eight inches, 10 inches, 12 inches and 14 inches). The three-zone Strike 16-inch ride cymbal, 14-inch crash and 12-inch movable hi-hat cymbals feel extremely realistic. They are fully covered with a new, thick, comfortable rubber that creates a nice blend of feel, control, bounce and volume. The cymbals offer a larger bell area for enhanced playability, along with a cool “hammered” look. The cymbals are also much quieter, suiting late-night practice sessions. Alesis, 401.658.3131, alesis.com
26
FEBRUARY 2017
Blending country melodies with hard-edged rock, “The Voice” alumna Cassadee Pope has become a legitimate superstar. Vnewsletter pulled back the curtain on the freewheeling lightshow that helps her rock out.
Photo: Cory Hall
Check your inbox each Thursday for The Retailer’s Vnewsletter!
www.msretailer.com/vnewsletter
Bow To The King The Fret-King Fluence Series guitars mark an important union between Fret-King guitars and Fishman. Available in three popular Fret-King models, all fitted with Fishman’s Fluence pickup systems, with optional voicing at the flick of the switch, and none of the noise and interference problems of vintage pickups. The guitars offer a range of classic tones, all wrapped in a playable and responsive package. The Fret-King Corona “Fluence” FKV6F-OCB uses a center-joined, twopiece American alder body and mates it to a Canadian hard-rock maple neck. The Butterscotch-finished Fret-King Country Squire “Fluence” FKV2F-BS uses the same tone wood mix of alder and maple, combined with a Wilkinson WTB bridge that provides a traditional three-saddle design. Boasting a Gloss Black finish, the Fret-King Esprit V “Fluence” has a solid agathis body and easyaccess maple set neck. This gives the player excellent sustain and tone via the Wilkinson direct-mounted Tune-O-Matic-style bridge and stop tailpiece. Fret-King, 817.335.2561, fret-king.com
Splice Of Life
Featured Featuredat at
Call Callfor foraaFree Free 15-min 15-minDemo Demo
Serpent Audio has engineered the features of its Splice MkII compressor into a single-slot 500 Series module. The Splice SA76-500 is an 1176-style FET compressor that offers the choice between “Blue Stripe” or “Blackface” 1176 circuitry on the input and output stages separately—in effect, splicing the two modes together. The Splice SA76-500 also provides an “All Buttons In” SLAM mode, integrated high-pass side chain filter and a “Blend” control for parallel compression techniques. In addition, a selectable 600R Output loading allows the user to optimize the module for use with both vintage and modern equipment. The Splice SA76-500 module adds flexibility and creativity to 500 Series processing. Serpent Audio, 973.728.2425, serpentaudio.com
FEBRUARY 2017
Rock The Ashba Morley has released the DJ Ashba Skeleton Wah. The signature wah is switchless; simply step on to engage wah and step off to go to bypass. It is also electro-optical, meaning there are no pots to wear out and get scratchy. The Skeleton Wah is tuned into DJs’ preferred tone and sweep, and it’s equipped with Morley’s custom MQ2 inductor for more intense wah, smooth range and less noise. It has an internal wah level trimpot for those who want to tweak the wah’s output level. The Skeleton Wah is suitable for use with guitar, bass, keys or any other instrument you can plug into it. It’s housed in a cold rolled steel chassis, equipped with LED indication and Morley’s Quick Clip battery door. Morley, 800.284.5172, morleypedals.com
Spin A Web Elixir Strings has added to its lineup of electric guitar strings. OPTIWEB Coating is a new, lightweight coating that sounds indistinguishable from uncoated strings, but that has a long-lasting tone life. The key innovation behind the OPTIWEB Coating is a proprietary process that produces a lightweight coating, which not only protects the string from the elements for longer tone life, but also allows the string to vibrate with less damping. This ensures a crisp tone with a firm, natural grip, putting you in control of bends, vibrato and sustain. OPTIWEB Coated Strings debut a new, modern packaging design for Elixir Strings, featuring a premium look and feel. The simplified, updated packaging is both eye-catching and easy to read. The result is improved “shopability” for customers and clerks alike. Elixir Strings, 800.367.5533, elixirstrings.com
MUSIC & SOUND RETAILER
‘E’ Is For Excellence QSC has added two models to its E Series loudspeaker line: the E218SW dual 18-inch subwoofer and E215 dual 15-inch full-range cabinet. The subwoofer features two 18inch die-cast frame woofers with four-inch voice coils. Power handling of the subwoofer is 1,800 watts continuous (6,400 watts peak), delivering 132 decibels maximum SPL and LF extension down to 32 hertz at -10 decibels. The full-range speaker features dual 15-inch LF drivers (3.5-inch voice coil) and utilizes a frequency-shading topology, minimizing vertical lobing through the HF crossover transition. A large-format, 1.4-inch (2.8-inch voice coil) device provides transparent high-frequency reproduction. It offers 1,200 watts continuous (4,800 watts peak) power handling, along with QSC’s Directivity Matched Transition (DMT) for uniform frequency response across the entire 75-degree coverage area. QSC, 800.854.4079, qsc.com
C O M I N G NEXT MONTH
World Of Color
30
The Retailer spotlights all the Music & Sound Award winners We celebrate the NAMM Show’s ‘Class of 2017’ Five Minutes With Seymour Duncan’s Max Gutnik Under The Hood: Fender’s American Professional Series MI Spy travels to Harrisburg PA for sax-y spy intrigue
Blizzard Lighting has released the Colorise Sky LED par can. Colorise Sky fixtures come fitted with seven 15-watt, high-output, six-in-one RGBAW+UV LEDs with a 25-degree beam angle. It’s loaded with the company’s built-in AnyFi wireless DMX receiver, which can support both Skywire and W-DMX wireless DMX signal types for wireless DMX connectivity capability. It’s like an outdoor fixture, with a fanless, convection-cooled housing. In addition, the internal Intelion lithium-ion battery system makes the fixture durable and portable. Users can control Colorise Sky fixtures in master/ slave using either 4/5/6/7/9 or 12 channels of DMX. Plus, it has an easy-to-navigate LED control panel menu with four electronic, touch-sensitive buttons. The fixture features five built-in auto programs that can be accessed individually via the control panel, or in DMX mode with a separate speed control channel. Blizzard Lighting, 414.395.8370, blizzardlighting.com
Shine A Light: Drome Sound (Schenectady NY) Front And Center: Sennheiser’s Dawn Birr and much, much more! FEBRUARY 2017
On The Tail Babicz Full Contact Hardware, distributed by AP International, has unveiled the newly patented LX2 tailpiece. It features locking set screws, combined with two stud nuts, firmly holding the tailpiece in place both laterally and vertically. The twinlocking design creates a stable, rock-solid tailpiece. The LX2 tailpiece fits Gibson-type Les Paul or SG model guitars, and it’ll be offered in chrome, black and gold finishes. The product is expected to ship in Q2/17. AP International, 732.919.6200, apintl.com
Hang With Me On-Stage’s latest release is the GPA7155 Guitar Hanger for M20 Bases. The convenient guitar hanger attaches to any base stand with standard M20 threading (base must be able to support the weight of hanger and instrument). That means you can convert or repurpose an extra microphone stand base, or add a guitar hanger to the GPA1003 Utility Stand for Pedal Board. It’s an all-in-one solution for tight spaces. In addition, the GPA7155’s height easily adjusts with an ergonomic cat’s-eye knob to accommodate different sizes and styles of guitars and basses. Rubber end pieces keep your guitar from sliding off, but won’t harm your instrument’s finish. On-Stage, 800.289.8889, on-stage.com
MUSIC & SOUND RETAILER
31
F I V E M INUTES W ITH
MARK AMENTT
DIRECTOR OF SALES, CASIO AMERICA
By Dan Ferrisi If there were an award in the music products industry to recognize the company that, in the past half-dozen or so years, has most increased its profile and most gained market share, respect and admiration in its categories, the winner would probably be Casio America and its Electronic Musical Instrument Division. That’s due not only to Casio’s talented R&D team, but also to its sales and marketing brain trust, of which Mark Amentt, Director of Sales, is an indispensable member. In this month’s in-depth interview, Amentt discusses his winding path to a career in the MI space, Casio’s concerted efforts to raise its products’ profile, the company’s bone-deep commitment to its brick-and-mortar dealer partners, and its desire to expand relative to both vertical markets and product categories. If you want the skinny on what’s going on with one of the most exciting companies in MI, this interview’s a must read.
The Music & Sound Retailer: Tell me about how you initially became interested in, and passionate about, music. Did it begin in early childhood? Later on in life? Mark Amentt: I actually started playing drums when I was six years old. I played drums for about 20 years…self-taught. Then, I played guitar…played that for about 12 years. During this time, I began playing bass, and I still play bass as my main instrument. I actually still gig quite a bit. I didn’t always have a desire to get into the music products industry, though. That happened later. But, I’ve been a musician most of my life. It’s a significant part of who I am. The Retailer: Starting from its beginning, how did your career progress? Did a passion for music factor into your early jobs? If not, when did you transition into the music products industr y? 32
Amentt: Believe it or not, I started out in the pharmaceutical and publishing industries, working in sales and sales management. But, as time went on, I realized that I didn’t love my job. I had a really good conversation with my wife about this, as well. I’d been in that industry for quite some time. Then, about 17 years ago, a friend got me a badge to go to Summer NAMM in Nashville. I went there with 300 résumés and three of my best suits. I walked the floor and I talked to people about opportunities. I wanted to do something with my passion for music. I’m a firm believer that you should follow your passion to feel more fulfilled in life. Music had always been such a big part of my life. The pharmaceutical industry was great. It paid very well, and I had great opportunities. But I wasn’t passionate about it. I was passionate about music. So, that’s how I got into the industry.
The Retailer: What was your first job within the music products industr y? Amentt: When I went to Summer NAMM and I was passing out résumés, I actually did have some interviews. There was one quick offer that came out of it, which I didn’t accept. But, a few months after that, I was contacted by the folks at the Alliance of Independent Music Merchants (AIMM). I was brought in as Director of Operations. Having a heavy sales and sales management background, I found myself doing a lot of finance and operations duties. I was at AIMM for a little more than 10 years. While there, I worked with some of the best independent retailers in the United States, as well as many of the top manufacturers. So, I had a pretty good overview of everything that was happening in the industry during that time. I learned quite a bit. The Retailer: What initially brought you to Casio? Was there FEBRUARY 2017
something in particular that attracted you to the company? If so, what was it? Amentt: I heard about the Casio opportunity, and I felt that it was time to make a change. I also felt that there were things I could contribute there. I’d watched the company make great strides for several years. And, I think that, if you speak to people, they’ve almost all owned a Casio keyboard at one point in their life…and I’m no exception. So, I ended up making the transition to Casio. The AIMM folks were very gracious while I was there, and very good about me moving on. It was a great move both personally and professionally. I’d heard about the position through the grapevine and, because of Casio’s place in the music industry, I felt it was a great opportunity. In addition, I understood that some of the products they were starting to come to market with were innovative and different. I viewed Casio as a little bit of an underdog, since they became known for their very successful portable keyboards, but they were bringing professional instruments to market again. I liked that challenge. So, that’s what brought me here.
The Retailer: Discuss your contributions, responsibilities and achievements within Casio’s four walls. What have been your career highlights within the company? Amentt: I have to frame my response first by saying this: It would be wrong for me to take credit for any highlights solely on my own, because I couldn’t really have accomplished anything without the folks I work with here. We’re a very, very small team, and we wear many hats. It’s important for us to have open and honest dialogue, and for us to collaborate. We have a great team. Any achievements are because of everybody I work with.
I think one of the contributions that I—again, along with everybody else—am proud of is that we’ve continually grown the business, in a somewhat declining market, since I’ve been here. When I first got to Casio as Director of Sales, I was directly responsible for the independent reps and one admin person. But, now, that’s grown to a handful of regional managers and internal staff. We’ve also expanded into the piano dealer market, which has definitely been a highlight. We’ve seen some great success in that area in a very short period of time. Part of that has to do with the folks I brought in. I mentioned AIMM earlier, and John Anning is someone I worked with at AIMM for 10 years. We just had a great chemistry. I managed to bring John over to Casio, and it’s been even better ever since. John has had a major impact on our success with piano dealers. That, in conjunction with some of the regional managers I’ve hired, has been powerful. These folks are really hard workers. They understand the goals that we’re trying to achieve, and they know how to get us there. Additionally, the internal staff at Casio has had a great impact. It’s a great group of folks. We’re all chasing the same thing. We all have the same mindset. If I were to name one additional highlight, I would have to say that, after leaving AIMM, I saw an opportunity to help continue to foster a connection between the manufacturer and independent retailers. I feel as though I’ve managed to do that, and that’s very important to me. So, in addition to my responsibilities being expanded, bringing in the right folks and continuing to realize growth, I’m proud of the continued focus on our dealer partners. I would identify those things as the highlights. But, again, those highlights couldn’t have happened without our great team and strong leadership.
At the most recent NAMM Show, Casio continued its trend of packing showgoers into its booth, underscoring the company’s renewed prominence among serious musicians.
MUSIC & SOUND RETAILER
33
The Retailer: What is the ver y best part of being Director of Sales with Casio’s Musical Instrument Division? What makes you most excited to get out of bed in the morning and get to work? Amentt: Well, I have to begin by saying this: I get up at 4:30am every day, and I’m in the car by 5am. I have a two-hour commute one way. I travel quite a bit, so it’s not like I’m doing that every day. But, when you’re in the car for four…sometime six…hours a day, you have to have a reason to get up and do that. I’ve yet to oversleep, because I realize the importance of what my responsibilities are. I realize that what we’re doing is making a difference in a lot of ways. I really feel that I’m making a contribution to the success of Casio: not only in America, but also worldwide. In some ways, it’s a big responsibility; in other ways, it’s a really fun challenge. I love my job! I really care about the people I work with. We have a fantastic management team. I get to work with folks like Mike Martin and Stephen Schmidt. It’s a great place to be, and I’m very proud to be there. I see us making a difference. That’s what gets me out of bed every morning. The Retailer: What is the “secret sauce” at Casio that ser ves to distinguish the company not only from its direct competitors in the electronic musical instrument space, but also from MI companies more broadly? Amentt: There are several things. Because we’re a small team and we wear several hats, and because we collaborate so effectively, we find ourselves in a good situation to be a little bit more agile. We can react differently and more swiftly, in some cases. There’s also the fostering and support of the MI and piano dealers. That’s something that’s been very helpful to us…just keeping that focus on those brick-and-mortar retailers. We all see what’s happening currently in the industry. The Internet, in many ways, is taking over. But, we’ve done a lot of things to make sure that we’re supporting these independent retailers with our
policies and programs. It’s been mentioned several times that we have very flexible programs. That’s kind of the “secret sauce.” The Internet guys are going to continue to grow, and we know that. But we’ve limited the number of online retailers with which we work. The way I grew up as a musician was going to the local store. It was a destination. It was a place that was cool. You got to know the folks in the store. That’s still very important to me. And, piggybacking on that, we’re doing more things now in the education market. We’re doing things more in the house of worship area. Education, for example…this past year, we were intimately involved with many programs as part of the VH1 Save The Music Foundation. All those things are important, and all those things are factors for our success, because we always run all these programs directly through our dealer network. We don’t go direct to the schools. We rely on our dealers, because we want to do anything and everything that we can to support them. It’s a tough market out there, and I see folks that are small to medium-sized businesses that, you know, have a passion for the business like I did when I got into it. We’re all helping each other here. That’s the common thread. That’s the beauty of it. We all have a love and passion for music. All those factors together—trying to create more players and more musicians—drive us all. And that kind of thought process is very prevalent inside Casio. So, those are some key things that really make the difference for us.
The Retailer: For a number of years, Casio had a reputation as a seller of “toy”-type products, as opposed to being perceived as a manufacturer of pro-level musical instruments. Describe the dramatic way in which that perception has changed in recent years. Amentt: I remember vividly being in a meeting two weeks after I was hired. Mike Martin, who’s now the GM of Marketing, and I were meeting with the Chairman. Stephen Schmidt, the Vice President of the
THE
REMASTERED
Introducing the all new K Custom Special Dry Collection. We created the dry sound over a decade ago and have now remastered these raw and earthy cymbals for today’s modern music styles. Each cymbal delivers a dry, funky sound with a fast attack and lots of trash for a unique expression. Once again, Zildjian has taken the art of cymbal making to the next level and has left its imitators behind. This is #DryDoneRight. The K Custom Special Dry is now available. Email us at sales@zildjian.com
#drydoneright
©2017 Avedis Zildjian Company
ORIGINAL DRY
instruments that sound great, play great and that are durable. It’s havdivision, was there, as well. The question was, “How do we sell more ing an impact. keyboards?” We looked at each other and kind of came up with some quick answers, the least of which was, “Well, how do we make Casio The Retailer: Looking at the markets in which Casio musical cool?” Because we realized there was this stigma out there. Now, that instruments are used, are there particular categories or marwas six years ago. What’s interesting is, the stigma isn’t as strong as kets that are seeing growth, contraction or other changes? it once was. I believe, on a personal level, that the idea that they were Amentt: Ever since I’ve been here, it’s been a roller coaster, changtoys was because of the price points, the availability and the outlets ing daily. We’ll have a conversation today about what may be happenwhere the products were sold. ing in the industry and, next week, it’ll be something different. It’s It’s no secret that Casio built a very big foundation in the mass chanchanging that quickly. We’ve been pretty steady with our growth. I nel. It’s also no secret that Casio has influenced several musicians. mentioned earlier that, you know, since I’ve been here, we continue to Mariah Carey was actually quoted as saying that she wrote one of her see opportunity and grow. But I also see that, in various markets, there Christmas hits on a Casio in her bedroom. Back in the ’80s, the Casio are still opportunities for us to continue our growth. So, I guess about a MT-40 played a significant role in modern reggae. You take a look at year-and-a-half ago, I was given the responsibility of handling the eduJimmy Fallon today, and he uses one of the smaller Casios on his show. Everyone’s been influenced by Casio. All we have to do is continue to change the mindset and show that Casio is more than that. We make products for every level of player. Much of the shift is because of people like Mike Martin. Mike realized some of the things that we could do to enhance the existing products. We also made sure that we spoke to the right artists about the different enhancements. And we’ve come to market with pro-level products at an affordable price. I have to add something here that I think is interesting, and that I believe is an American mindset. When people see something inexpensive, they think it’s cheap or that it’s a toy. The original concept from Casio was to create an instrument that was feature-rich, but of significant value to the consumer, while also adding value to the dealer that sells the product. That got turned into, you know, the “toy” stigma. I thought that was interesting, because it’s really not the case. If you take a look at some of the products we have out there…being affordable doesn’t mean they’re toys. We’ve also utilized other things that are happening in the Casio group of companies. Take a look at the watch division, as an example. The G-Shock helped put Casio on the map. Casio is a very strong brand. So, we saw what they were doing, and we recalled that original ® PATENTED FLIGHT READY meeting where the thought was, SERIES CASES “How do we make Casio cool?” Well, Casio’s now cool. We’ve attracted various artists, such as Joe Sample, Steve Weingart and Larry Dunn from Earth, Wind & Fire, just to name a few. These folks play our instruments on stage in front of thousands of people. These are affordable I
THE
MUSIC & SOUND RETAILER
NEW
N
N
O
STANDARD
V
IN
A
DJ
T
I
GEAR
V
E
D
E
PROTECTION
S
I
G
N
S
cation and house of worship markets. There are a lot of opportunities there. And, again, running all that business directly through our dealers helps them, as well. I think the biggest challenge, really, is how to market effectively to consumers, because even that’s changing on almost a weekly basis. But we really don’t see any kind of a decline. We’re still realizing growth, because there are new products that are coming out. I mentioned the piano dealer space…that’s been a big benefit to us. Although I can’t talk about the number of outlets, it’s significant how many we’ve put on in a short amount of time. So, those dealers… those piano dealers…they realize the value that we offer. They realize the great margins. They realize the quality of the product. Along with that, I need to mention something very important: We are finding other compa(L-R): Casio America’s Electronic Musical Instrument Division’s “dream team”: Director of Sales Mark nies to partner with. For example, C. Bechstein Amentt, GM of Marketing Mike Martin and Vice President Stephen Schmidt. is our partner on our latest product: the Celviano Grand Hybrids, which are winning quite a few awards these from them. I learned a lot about what they need from a manufacturer, days. These new pianos are really making an impact. So, we continue so I try to incorporate that into the things that we do. And the one thing to see growth. We’re very lucky in that respect. You know, to be honest I told them then—and it’s something I’ll tell them today—is this: You with you, it’s a great place to be. I frankly love my job. [Laughs.] have to be unique. You have to be a destination. You have to “use” the Internet. You have to use social media. You have to embrace technology The Retailer: Give our brick-and-mortar-dealer readers to help get the word out about who you are. insight into Casio’s commitment to working through the dealer You know, I do a lot of Facebook posting, and I’m always talking about channel, as opposed to pursuing direct sales like some compashopping local. I make it a point to “like” on Facebook every retailer I nies have done. can find whom we sell to. I want to see what they’re doing, and I want to Amentt: Well, look, anything can change, but we’ve always been find ways to help them. The retail world has changed significantly in the focused on the brick-and-mortar retailers. We also have some great refew years that I’ve been with Casio, and it’s certainly changed in the 17 lationships with Internet-based retailers. I should add, though, that we years I’ve been in the industry. It’s a whole different market now. So, the only have relationships with Internet retailers that are good partners. advice I would give to these retailers—I’ve kind of mentioned it—is this: That’s very important to us. We don’t want to overshadow the brick“Be unique; be a destination; be a part of your community; embrace the and-mortar retailers with our Internet business. We really have no deteachers; and embrace the musicians. Do whatever you can to foster sire to go direct to consumer. We feel as though the brick-and-mortar music in your community, but don’t neglect the opportunities that you retailer, in particular, adds something. It’s part of the community! may see on the Internet.” Whether it involves having a decent Web presOur initiatives with education and houses of worship, which also ence or even a decent Facebook page, dealers should use the Internet align with this communal theme, all go through our dealers. We value to their advantage. what they bring, so we try to make it as easy as possible for them to do business with us. Not everybody is completely happy, but you’re never The Retailer: As people watch Casio over the next one, three going to satisfy everyone. We do our dead level best to do that, though. and five years, what can they expect? Do you foresee major changes, or largely a continuation of what we’ve seen in recent The Retailer: Do you have any suggestions you’d offer to the years? brick-and-mortar dealers who are reading this inter view…ideas Amentt: You know, it’s a combination. Obviously, there will be that you think would help them bolster their business? Do you changes that I can’t discuss. And, when I say “changes,” I mean new have any constructive criticism for your dealer partners? product offerings and things like that. I think what you’re going to see Amentt: Yeah, I do, and part of it comes from my 10 years at AIMM. is more innovation. We’re on this path where Casio is definitely being You know, I had a great opportunity to work with, in my opinion, some taken seriously: not only by dealers and by consumers, but also by our of the best independent retailers in the United States. I learned a lot competitors. That’s flattering, frankly…that our competitors look at us
THE KYSER QUICK-CHANGE TWENTY COLORS. TAKE YOUR PICK. www.kysermusical.com
Guaranteed for life
MADE IN AMERICA
36
KYSER® MUSICAL PRODUCTS
FEBRUARY 2017
so closely. I think it’s a good thing. I think it helps everybody in our space kind of sharpen our pencils and be better at what we do. We’ve come to market with some significant products: the CGP-700 with its color touchscreen, the Celviano Grand Hybrids and so on. Our market base—with the MI retailer, the Internet retailer and, now, the piano dealer, which is growing significantly due to the new product offerings—is getting us to the next level. You can see it with all the awards we’ve been nominated for—or outright won—in the past six years for the products that we’ve introduced. The Celviano Grand Hybrids are a perfect example: a collaboration between C. Bechstein and Casio where, basically, we’re using components of a Bechstein grand piano key action, coupled with our digital piano technology. It’s a great collaboration that’s being recognized and very well received. Most companies find themselves in a situation where they’re trying to emulate a grand piano action. We just put one in. [Laughs.] It’s that simple. So, those types of things are going to continue to evolve and, really, they’ll continue to take us to the next level. There’s one thing I’d like to add to that, which I think is important. Earlier, I mentioned the Casio philosophy…creating a product that is affordable, feature-rich, etc. One huge piece of it is making the product accessible to everybody. That was the original concept of how, really, Casio keyboards in their purest form came to be. One of the original principles of the company was to bring music to the masses. Casio has a standing vision: to bring valuable products to the marketplace under the premise of “from nothing to something.” We want to be innovative. We want to be the first to do certain things. We want to make sure that we’re satisfying the needs of the customers, while keepSTAY ON TOP ing in mind the dealers we sell OF THE through to get to those consumers. Those kinds of things really LATEST motivate and drive us. INDUSTRY We’re always exploring, looking at areas other than INFO digital pianos and keyboards. We always have to look at those opportunities. You always have to be open-minded to what the opportunities may be, and we’re constantly looking at that. We’re a global company. As such, you always have to make sure you’re Receive the looking a few years ahead. We constantly do that. There are most timely news, products coming in the pipeline product updates that are pretty remarkable. I’m and happenings happy to say that we have folks in Casio America, like Stephen sent right to your inbox. Schmidt, Mike Martin and Rich msretailer.com/subscribe Formidoni, who are part of our team and who are so innovative. They come up with some great ideas, which we use to collaborate with Tokyo.
So, I can’t wait to see what’s going to happen next year. I can’t wait to see what’s going to happen in three years. And, you know, like I said, these are the things that get me up in the morning. They’re the reason why I love my job.
The Retailer: Is there anything I’ve forgotten to ask? Amentt: Nothing immediately comes to mind, but I would like to add that Casio, more than ever, has a clear and defined focus on innovative products and cutting-edge technology. We’re doing a lot of things that are changing the way that people look at digital keyboards. It’s a great place to be, and I am very proud of what we do. For the future, just keep an eye on Casio. We’re going to continue to innovate. We’re going to continue to be nominated for awards and, as we have recently, we’re going to continue to win them.
LET’S STAY CONNECTED
MUSIC & SOUND RETAILER
www.msretailer.com
M I SPY
GOLDEN GATE GUITAR SHOPPING San Francisco CA has a rich musical tradition, particularly when it comes to jazz and the blues. It was once known as the “Harlem of the West,” and the city once hosted the likes of Louis Armstrong, John Coltrane, Ella Fitzgerald, Billie Holiday and Charlie Parker. Let’s be honest, though: When most people think of the San Francisco music scene, it very likely begins (and ends) with the summer of 1967. The Summer of Love happened there, and it’s the home of the Fillmore, where the Grateful Dead, The Steve Miller Band, Santana, The Who, The Doors and Jimi Hendrix all played at one time. Truth be told, you’re now probably more likely to run into a tech billionaire in San Francisco than any tie-dye-wearing hippies. It’s not the city that it once was, but San Francisco’s image as a left-wing kingdom remains to this day. The city has never truly recovered from being the place where you’re supposed to “be sure to wear some flowers in your hair.” So, it’s rather fitting that my assignment was to pretend to be in the market for an electric guitar…the instrument of choice for so many of those classic rock bands. Given my lack of experience playing the guitar (strumming an acoustic in college is as far as I’ve gotten), it seemed like a good idea to say I was buying for someone else. I chose my girlfriend, who is just learning how to play and whom I wanted to surprise with a gift. Armed with nothing more than a pen and a notebook, along with a stealthily placed iPhone recorder, I ventured out to see which of the stores would give me the help I needed….
Haight Ashbury Music Center 1540 Haight St. San Francisco CA 94117 415.863.7327
If there’s one section of San Francisco that lives up to the stereotypes, it has to be HaightAshbury. Filled with all kinds of psychedelia and long-haired weirdos, it’s one of the last sections that seemingly have not succumbed to the tech bubble. Standing outside Haight Ashbury Music Center was a man playing an acoustic guitar, singing in a voice that I couldn’t help but no38
tice sounded a lot like Johnny Cash. I declined to ask him whether he had purchased his instrument from the store I was about to enter. Haight Ashbury Music Center is shaped sort of like a bowling lane—much longer than it is wide—with a hardwood floor stretching back. Taking over a good portion of the left side of the store is a larger-than-usual front desk, where numerous workers mill around, talking to customers and taking orders. With nobody out on the floor from whom to solicit help, I approached the desk, waiting behind a queue of other customers, expecting a bit of a wait before I was helped. To my surprise, I was actually noticed very quickly. Within two minutes of entering, I was already being shown what the store had to offer. The first guitar that the salesman showed me was a vintage modified Squier Stratocaster for $350. The guitar, he told me, was meant to sound like what a modified guitar would sound like in the ’70s. “Some of the guitars that are an older style…like a vintage style…have thicker necks. That makes it harder for new players to get their hands around,” he explained. “This one’s got that classic look…a little bit of a modified kind of sound to it. It’s not the classic Stratocaster pickups. They’re kind of like a little more present.” He also showed me a Classic Series Stratocaster for $400, which, he said, gives “more of that iconic Fender kind of sound.” The pickups are the main difference, he told me. The ones on the Classic Series are “what made the Stratocaster famous,” he said, while also citing the wood. “Say, like, a maple neck, or a rosewood…there’s a different feel to it,” the man continued. I was told that maple is a little slicker and rosewood is easier to grip, but that the difference in sound is negligible. Looking beyond Fender models, he showed me an Ibanez for $400. “It seems to be geared toward a certain style of playing,” he explained. “Like, a lot of metal heads really go for it.”
The man continued, “They’re not necessary bad or anything. They’re fine pickups; it’s very lightweight; and it’s nicely figured.” Ultimately, though, none of that matters unless the person you’re buying for likes the guitar, he affirmed. That was far and away the most important thing. “My basic idea is, anything that’s going to get them to be interested in learning is a good guitar,” he declared. “Typically, for me, that’s something that plays well and sounds good, but it might also be the look. Somebody could say, ‘This is my guitar. I love the look of it.’ So, whatever it takes to get them to play.”
Panhandle Guitars 1221 Fell St. San Francisco CA 94117 415.522.1302
Nestled between Ted & Al’s Towing and the New Antioch Baptist Church, Panhandle Guitars was the store where I feel like I got the most personalized experience. It was also the store that I spent the least amount of time in, simply because it had, by far, the smallest selection of all the stores I visited. Except for a few guitars and a banjo, which sat in a window display, and a row of guitars on the left-hand side, Panhandle Guitars was basically one big, empty room. If I didn’t know any better, I’d think that the store hadn’t even been there very long. However, the Owner informed me that it has actually been around for two decades. Everything in the shop is used and/or refurbished. “I used to go to estate sales…guitar shows,” he began, “but, now, we’ve been here almost 20 years.” The man continued, “We’ve got regulars who come in and buy, sell, trade and consign stuff here. I go through the whole guitar and tighten every nut and bolt, put on new strings, adjust the action. So, everything plays really nice.” At the back of the shop was a glass desk. My eyes were immediately drawn to the wall behind it, which featured an eclectic mix of FEBRUARY 2017
toys and figurines, both music related and otherwise. It gave the store a very distinct flavor. There was a Paul McCartney, playing his bass guitar; a large, dented, popcornsized tin with Elvis on it; a Beetlejuice doll; and, by my count, at least three Pee-Wee Hermans stuck to the wall. Back to business, though! The first thing the man recommended for a beginner looking for an electric guitar was a Strat. “The reason being, the Stratocaster is the most versatile guitar,” he contended. Unlike the others to whom I spoke, this man mentioned, more than once, the potential resale value of what I was buying, noting that my girlfriend would eventually want to step up. Given that resale is his business, though, perhaps that shouldn’t have come as a surprise. The first guitar he showed me was a Squier Affinity Series Stratocaster for $179, with “fully adjustable, die-cast sealed tuners.” I was told that cheaper guitars have tuners that, once they begin to vibrate, can’t be adjusted. However, the guitar he showed me had exposed screws to help keep it in tune. I told him I wanted to spend between $300 and $400, so he recommended getting something “a little nicer.” Next, he showed me a Squier II ($379) that was made in 1989. The man explained, “They made this look like a ’57. It’s got standard bolt pickups.” He continued, “The nice thing on this is the resale. If you’re going to resell it, there are always people looking for the older ones. They just don’t make them like this anymore.” Finally, he also showed me a limited-edition Fender Jaguar, in mahogany, for $395. “This thing…she’s not going to need another guitar,” he declared. “This will keep her busy for a long time. And, if you ever go to resell it, people go gung ho for Fender.” However, he added that Squier is decent for starting out and, if I wanted to save a little money, that would be the way to go.
Real Guitars 15 Lafayette St. San Francisco CA 94103 415.552.3310
Real Guitars is a shop that, seemingly, doesn’t want to be found. A 10-minute walk from the nearest BART MUSIC & SOUND RETAILER
station, the store is located on a side street leading to a residential area. One would not be faulted for never even knowing it was there at all. Hundreds of people must pass it by every single day, never knowing that they’re passing what the store says is, “San Francisco’s oldest vintage guitar store.” Even I passed by it at least twice. Not wanting to look too dumb in front of the construction crew that was working across the street, I busted out my smartphone. Only then did I realize that… oops…I was literally standing right in front of the place. That was when I spotted the small, red sign in the window: the only thing indicating that any kind of activity was taking place inside. Upon entering the store, the first thing I noticed was the size; it’s a pretty small store. The second thing I noticed was the sheer number of guitars, which lined the walls and the floor. The shop is quite narrow, and there’s barely any room to walk given the number of instruments. As per its slogan, it specializes in vintage and used instruments and amps. Directly to the left of the door is the front desk, where I asked for the man to whom I had briefly spoken on the phone earlier in the day. Without hesitation, he immediately helped me look for the ideal guitar. The first three he showed me were Squier Bullets Strats. “The differences between them are in their pickups and electronics,” he explained. “That really doesn’t matter until you have an amp situation going. Otherwise it’s just about what feels best.” Next, he showed me a Squier Stratocaster, which was considerably less expensive than the other three. The difference in price comes from where it was made (Korea), he said, intimating that, comparatively, it was a lowerquality instrument. “You’ll find with guitars that things made
in China, Korea or Indonesia are going to be of lower quality, and they’re usually cheaper,” I was told. “Things made in the U.S., Japan or Mexico are, generally, better made.” He cited, in particular, the materials used. However, he added it wouldn’t really be noticeable to a beginner. Next, he showed me two Danelectro guitars, which were priced at $350 and $280, as well as a $400 Harmony Rocket semi-hollow body, which was made in the mid-’60s. The last had a wider body, changing how the guitar would sit when played, he told me. “There a lot of different-looking Harmony Rockets out there,” he continued. “They’re pretty good guitars. They hold up, and they’re well made. People tend to like them a lot.” Ultimately, though, he suggested that I come back with my girlfriend so that she could see which guitar would suit her best.
Guitar Center 1645 Van Ness Ave. San Francisco CA 94109 415.409.0350
Compared to the other three shops I visited, all of which were small and fairly intimate, Guitar Center was like walking into a completely different world. It’s an enormous store, with at least three help desks. It’s easily larger than the other three all put together. There’s just so much stuff to look at and wade through that it can almost be intimidating. Here’s the other big difference: the number of people sitting around playing guitars. Both Real Guitars and Haight Ashbury Music Center had other customers, but Guitar Center was the only one where, at times, it was actually difficult to concentrate on what the salesman was telling me. First, I wandered to the back of the store to a large, circular desk, where one salesman was talking to a customer. I patiently waited for him to finish. Before he was done, though, he looked over to me and asked if I needed help. When I told him what I was looking for, he pointed me back to the desk at the front of the store and told me to ask “the tall guy.” When I returned to the desk I had previously passed, I was greeted not by the tall salesman who had been pointed out but, (continued on page 53) 39
S PECI AL T O THE R ETAIL ER
FIVE THINGS YOU’LL NEED To Start Making GREAT VIDEOS
By Michael Lux
By now, you likely understand how your brick-and-mortar retail store can benefit from video marketing. Videos can inspire action and increase trust in your brand. They help you add faces and personalities to your store’s online presence. They can improve your Web site’s search rankings, which literally puts you ahead of the competition when potential customers search online for nearby music retailers. But, to reap those benefits and others, you need to make an upfront investment in the right tools. Luckily, you can create great video content for your store without spending thousands of dollars on fancy equipment. At the most basic level, here are the five things you’ll need.
1. A camera
Although a camera might be the most obvious tool you need to begin to create videos, it can also be the most intimidating. The good news? You don’t have to shell out $40,000 for a professional camera package. In fact, I’m willing to bet that you have a perfectly capable camera sitting right next to you as you read this. Today’s smartphones have great cameras, as well as a host of hardware and software options: from simple editing apps to attachable lenses and audio hardware. Those things can help you create great videos. Willing to upgrade? For as low as $350, you can get a quality DSLR camera from trusted brands, such as Nikon, Canon, Lumix and Olympus. In addition to creating great videos, you’ll also have the perfect tool to take photos of your inventory. Just make sure the DSLR option you’re 40
considering has video-recording capabilities.
2. Audio equipment
One common hurdle that can stand in the way of a great video? Bad audio. Your camera can have all the bells and whistles in the world. But, if you’re recording the audio on a built-in iPhone microphone, the poor audio will overshadow all the hard work you put into the visuals. For crisp, clean audio, consider a lavalier microphone or a handheld microphone. If you’re using a smartphone, companies like Shure and IK Multimedia make microphone solutions that plug directly into your phone. If you’re plugging into a DSLR, there are various options from RØDE, Audio-Technica and Sennheiser, among others. Pro tip: If you’re planning to record other sources, such as a guitar amp,
in addition to your subject, consider a second microphone, such as a Shure SM57, and a two-channel recorder for your DSLR, such as the TASCAM DR-60 or the Zoom H4n. Doing so will allow you to capture both sound sources separately, and then put them together during the editing process. The audio recorders can input multiple sources and output to your DSLR camera, acting as the main audio source when recording.
3. A set
Once you’ve acquired the right recording tools, you’ll need a place to record. That could be your store’s showroom floor after hours, a back room that you’ve designated for video recording or even a room in your house. Whatever location you choose, the space should reflect the look and feel of your brand. Many opt for a clean, simple, white FEBRUARY 2017
background, which can be a painted white wall or a portable white backdrop. That type of background also works well for photos of your inventory, enabling you to kill two birds with one stone, in effect. If you’re looking to add a little more character to your set, consider shooting in front of a unique wall of gear in your store, or even piecing together a background with props in a dedicated room. If you’re able to designate an area where the props can remain 24/7, you’ll always be ready to roll.
videos with basic editing tools. Free software—iMovie and Editshare’s Lightworks, for example—is made for beginners, and it allows you to easily cut video and adjust audio levels. You can even use such tools to add your logo, text and music: all great ways to make your video stand out. Once you get the hang of editing, you can always get more creative down the line. Pro tip: Want to run a soundtrack in the background of your video? If you don’t have an original piece of music to use, it’s easy to purchase royalty-free music. Sites such as AudioJungle, PremiumBeat and Pond5 are all good options, and purchasing the music royalty-free grants you the right to use it in your online video. Michael Lux is Director of Video Production at Reverb.com.
4. Lighting
One of the most overlooked elements of creating quality video is having good lighting. As consumers who view commercials, films, television shows and other media, we’re accustomed to video that is properly lit by professionals. That means that, when we watch a video that is not properly lit, we instantly notice that something isn’t quite right. Luckily, similar to a good camera, you don’t have to spend thousands of dollars to make your lighting look professional. Consider starting with something as simple as a bright floor lamp. Place it in front of your subject off camera, about 45 degrees from the center of his or her face on either side. Then, add another lamp with less light—or a lamp with the same amount of light, pulled back a foot or two further than the first lamp—on the other side of the subject. To ensure that your subject stands out, reduce the overall amount of light in the background. That strategy will put just the right amount of light on your subject and create some natural shadows that you can’t achieve by simply relying on the overhead fluorescents. Willing to upgrade? If you want more control and better quality, there are many great photo lighting kits available, which come with items like softboxes or umbrellas to diffuse the light on your subject. For as little as $70, you can get a nice, two-light kit that can also be used for inventory photos.
5. Editing tools
Editing is a skill that can take years to master, but you don’t have to be an editing wizard to improve your
AVAILABLE NOW, THE LEARN TO PLAY STARTER KIT INCLUDES * Kala Soprano Ukulele * Free Online Lessons * Quick Start Guide * Free Tuning App * Custom Logo Tote Bag KALA-LTP-S
MUSIC & SOUND RETAILER
KAL ABRAND.COM
41
FROM T H E TR ENCHE S
OWNERSHIP, NOT MANAGEMENT By Allen McBroom Your average week probably looks a lot like mine. You arrive Monday morning with a list of tasks you need to accomplish. The day starts great, but, pretty soon, the reality of being the guy or gal in charge kicks in. An order is late to arrive; a long-term customer needs your advice; an inventory issue crops up; a sales rep drops in; and the list goes on. Being a responsible individual, you try to get your list done before and after store hours, when there are fewer interruptions. That’s a great plan, except that it extends your workday from the mythical eight hours to the more realistic 10 hours or more. That additional time can’t be subtracted from the time you’re obligated to spend with your family, your church or other civic obligations. Others depend on your presence, and you can’t let them down. So, where do you find the extra time it takes to get your daily/weekly/monthly/annual list done? If you’re like a lot of store operators, it comes from the only pile of time that you alone can control: your personal time. (Something I would do at this point is say, “I don’t need another tutorial on time management,” and flip the page. Stay with me here. Time management is an old, tired topic, but that is not what this article is about. This article is about time ownership.)
My mother-in-law has been quoted as saying, ‘A person needs 30 minutes of fun every day to be healthy,’ and I think she’s right. (Please don’t tell her I said that.)
42
Although we are self-programmed never to short the store on our time obligations, we know it’s equally important to get in family time and to meet our civic obligations. I’m going to suggest that it’s just as important to schedule personal time (i.e., time spent doing something just because we want to do it, not because others are depending on us). I am perhaps the world’s worst at protecting my personal time, instead sacrificing it on the altar of other obligations. But, I’ve come to realize that becoming overdrawn in the personal time column creates a deficit in the other two columns. Without regular personal time—time away from obligations to others—I’m not as effective, nor as sharp, as I can be. I’ve stopped thinking of my time as something I manage and, instead, I’ve started to think of it as something I own. I have 24 hours each day. If I’m going to perform as well as I can during store and family time, I’d better protect my personal time and make sure it doesn’t become reassigned without my permission. My mother-in-law has been quoted as saying, “A person needs 30 minutes of fun every day to be healthy,” and I think she’s right. (Please don’t tell her I said that.) I’ve decided that, in order to meet my store and family obligations properly, I owe it to them to take personal time on a regular basis. Working with civic groups doesn’t count as personal time, either, even if I enjoy it. Going to church doesn’t count. Visiting with family doesn’t count. All those things are important, but they aren’t personal time. My personal time is something I own…it’s mine. I spend it reading non-business-related books or magazines, playing ham radio, working on my coin collection or Scout patch collection, or building something in the shop. Personal time is how I recharge my batteries, so that I can feel happier, perform better, and meet my obligations without finding myself drained and ornery at the end of the workday. Own your personal time. Decide when it is, and then enjoy it. Refuse to allow non-critical situations to interfere with this vital component of your mental and physical well-being. If, at the end of the day, you still have unfinished, non-time-sensitive tasks at the store, put them on your list for tomorrow. If you’ve put in a full day, don’t erode your personal time to complete store tasks. Protect your personal time so that you’ll be at your peak tomorrow, when you tackle the next day’s list. Years ago, I was talking to an older man about my upcoming weeklong vacation. I told him the list of home-maintenance projects I was going to get done during the week. He told me how sorry he was to hear that I wasn’t getting a vacation. “But I am!” I told him. “I won’t be going back to work for a week!” He pointed out that I wasn’t leaving work; instead, I was merely changing its location for a few days. That, he said, was no way to live. I think he was, and is, right. Part of owning your personal time is doing something different from what’s involved in the other two columns. Think of something you wish you could do, and then learn how to do it. Learn a new language. A lot of state universities offer free college courses to folks of a certain age. Learn how to fly a plane and get a pilot’s license. Study martial arts. After all, there’s no upper age limit on learning taekwondo or judo. Take a cooking class or join a local book club. Research your family tree. Take a wine appreciation course. Learn to whittle. There’s a long list of new things you can do…things that will revive the old spark, recharge you and leave you once again ready to tackle the store. New ideas and new skills can foster a sense of excitement that’s hard to acquire anywhere else. That renewed sense of mental vigor can translate to feeling better at the store, or at your next family gathering. Your coworkers and family will thank you for it. FEBRUARY 2017
CONF E SSI ON S O F A R ETA IL ER
BE BETTER THAN YOU WERE YESTERDAY
By Donovan Bankhead
Ahhh…February. I love February! For me, it’s when the new year really starts to take hold. January is an extremely busy month; generally, retail sales are still strong, and we find ourselves spending half of the month attending the NAMM Show and our state music educators’ convention. So, February is the time where I can dive in and begin to work on my business, instead of just in my business. So, with that in mind, allow me to share a few of my favorite ideas that invigorate me for the new year. The first—and perhaps most obvious—one is to attend the NAMM Show. Now, by February, it’s too late if you didn’t go in January. So, if you missed it, make plans now to attend next year. Take as many of your staff as you can, so they can get inspiration to work on your business, as well. Obviously, the new products are always exciting; if you spend time in the NAMM Idea Center, too, though, you will come away with many ideas that will make your business better. Also, make it a goal at each NAMM Show to meet new people and strengthen the industry relationships you already have.
‘Fortune favors the bold.’ —Latin proverb
Are you planning any travel this year? If so, then arrange some time to visit other music stores during your travels. I love to drive when possible, primarily so that I can spend time visiting other music stores during my trip. This past November, I took a trip to Ohio for a three-day meeting. I made a week out of it and visited three other music stores. I reached out to them before my trip and asked if I could get a tour of their business. All three stores welcomed me, and I was introduced to their people and processes. During that trip, I took pictures and notes, and I followed up later with additional questions. I’ve already implemented many of the things I saw during that trip. If you don’t have any travel planned, then make it a working vacation and get out there! Use Google Reviews to see which stores are highly respected. Also, check the NAMM Top 100 Dealers list and see if any of those folks are within driving distance. Seeing how other stores handle the issues we all deal with can be incredibly enlightening. Plus, it’s a great way to build your network of industry friends.
‘Mentoring is a brain to pick, an ear to listen and a push in the right direction.’ —John C. Crosby Find an industry mentor. Is there someone in our industry whom you respect greatly? Reach out to him or her, and ask that person to be a mentor. Granted, that, too, will require some boldness on your part, but the worst-case scenario is that he or she says no, and then you’re back to where you started. That’s not that terrible of an outcome, if you think about it. And, in reality, the more likely scenario is that he or she will agree (or, perhaps, he or she will decline a full-on mentoring MUSIC & SOUND RETAILER
Here’s a quick take for what you should schedule this month: Contact someone you met at the NAMM Show and ask that person how he or she handled a situation with which you are struggling. That will give you a new perspective, while also building your network of industry friends. Look at your travel schedule for the year and arrange some extra time to visit good music stores during your trip. Reach out beforehand and arrange things a month in advance. Pick one or two people you would like to have as a mentor, and then reach out to them by phone or e-mail and ask for their guidance. Create your monthly focus: your plan of attack for each month of 2017.
relationship but agree to talk to you occasionally when you are stuck). Several years ago, I heard one of the icons of our industry present at the NAMM Show. I had always admired him and his business. So, I built up my nerve and, realizing that the worst he could do was say “no,” I reached out to him and told him about my business and myself. I shared how I respected him and his philosophy on business, and I asked if he would be willing to allow me to reach out to him when I had questions. To my surprise, he agreed, and that relationship has been very beneficial to me over the years.
‘If you fail to plan, you are planning to fail.’ —Benjamin Franklin Lastly, plan your year. Sit down with your calendar and develop your plan of attack for 2017. At this stage, just look at big-picture items. I like to look at each month at a glance and determine the major things I would like to accomplish that month. These should be things that, if completed, will make you look back on 2017 as a successful year. As you approach each new month, set aside some quiet time to work out the broad details. Consider doing this off site…maybe at a local coffee shop. (In my case, I usually do this at my local cigar shop. Nothing like a good cigar to inspire you to think deeply.) Then, gather your team, who will execute the goals, and have them flesh out the specifics. I hope you are now inspired to plan to make 2017 a success for your business, your people and you! If you have other ideas that you’d like to share, please drop me a line at donovan@springfieldmusic.com.
43
SHINE A LIGHT
COLUMBIA IS BURSTING AT THE ‘SIMS’
Sims Music 1110 St. Andrews Rd. Columbia SC 29210 803.772.1185 simsmusic.com Mon-Thu: 10am-8pm Fri-Sat: 10am-6pm Justin Sims, Manager
By Michelle Loeb Deep in the heart of Columbia SC lies a music scene that Justin Sims described as “the best-kept secret in the country.” He explained, “The talent in this small city is incredible, and the community vibe that exists is unlike anything out there.” A major factor that contributes to the vibrancy of the Columbia music scene is Sims Music, which has been providing instrument sales, lessons and repairs to area residents since November 1979. That’s when Justin’s father, Jerry Sims, a graduate of Berklee College of Music with more than 10 years’ experience playing and studying music, decided to open up a music store with his wife, Debbie. To be more precise, according to Justin Sims, “It was a small teaching studio with a few guitars and some packs of strings on the wall.” That has now grown into a 10,000-square-foot store with more than 700 guitars, 50 drum sets, 350 cymbals, and full keyboard, DJ and lighting departments. Sims Music has also greatly expanded its lessons programs over the years, partnering with Freeway Music in September 44
2015. Sims Music is now home to one of its five locations, which collectively serve more than 1,000 students. “We were putting so much work into the retail side of things, but we wanted to get our lessons program back to where it used to be,” Sims explained. “However, we didn’t want to compete with our friends, who are the best in the business.” He continued, “So, partnering with them has been the perfect relationship. We send customers to all their locations for lessons, and they send them back to us for their gear and repairs.” Through all of its growth, Sims Music has been able to survive and thrive thanks to two principal factors. First is the conservative buying strategy followed by Jerry Sims. “One of the most important lessons he learned in the early years was to keep finances under control,” Sims noted, adding that his father had no business experience prior to opening the store. “He learned not to be pressured by companies into spending money on things/products he didn’t believe in. With smart buying, he could run the business free of debt, which would allow him to grow in ways he felt necessary and important.” Second is a reputation for honesty and exceptional customer service. According to Sims, “Dad has always had a very honest and respectable reputation around town and in the music business. I’ve always respected that about him so much, and I’ve tried to treat everyone and every situation just as he does. By doing so, customers will always trust my family and our store.” Sims Music currently has 10 employees, including Justin Sims, who was named Manager in 2015 after working at the store for five years. “I never wanted to be the Owner’s son, who came in and tried to run the place, and I didn’t have any intentions of it becoming my career,” he explained. “However, it didn’t take long for FEBRUARY 2017
me to completely fall in love with the job.” Sims is a relatively new addition to the store, as most of the staff has been with Sims Music for more than 20 years. Not only is that level of tenure impressive, but it also creates a sense of familiarity for longtime customers, of whom there are many. “Every week, I have someone tell me that my dad sold them their first guitar or drum set 30 or so years ago,” Sims said. “Our local customers, who have shopped with us for over 30 years, will always be our top priority.” The Columbia community also remains a top priority for Sims Music, as the store holds many in-store events, as well as sponsoring community events that enhance the lives of musicians in the area. One of the biggest and most popular is Customer Appreciation Day, which takes place at the beginning of summertime. Now in its sixth year, according to Sims, “It’s an all-around party and the community loves it. We have a huge stage out front with Columbia’s best bands. There are special sales; reps come and represent products; we raffle gear for charity; the Gibson tour bus comes out; and there’s free food and swag for everyone!” Since taking on the role of Manager, Sims has worked hard to build and strengthen ties to the community. He handles all the social media and marketing for the store, including an e-mail newsletter that MUSIC & SOUND RETAILER
reaches thousands of customers. Plus, he helped to spearhead the Sims Music loyalty program, which, he said, “keeps in touch with all of our customers and lets them know where they stand with achieving special discounts based on their loyalty.” One of Sims’ major focuses is to use his relative youth to connect with Columbia’s next generation of music makers. He makes a point of reaching out to Sims Music’s younger customers and students, so they can fall in love with music, as well. He explained, “We don’t care if these young kids come in and can’t buy expensive gear. We know they’re a major part in the music scene and the community, and we want to support them and their families as much as we can.” Looking ahead, Sims hopes to expand the store’s online presence this year, although not at the expense of its focus on the local market. He hopes to keep the business going strong so that, one day, his children will hear about how customers remember buying their first instrument at Sims Music decades prior, just as he frequently does. “Like I said, I never intended to take over the family business,” he admitted. “But, now, I’m absolutely in love with the job. The worst part of my day is when I clock out and have to head home.” He concluded, “I strive to grow up to have the knowledge and reputation that my dad carries, and I hope, down the road, to pass it on to my children.” 45
R E TA I L E R R E B E L
TOGETHER, WE ARE
By Gabriel O’Brien
Leaning On And
Editor’s Note: Gabriel O’Brien’s regular column took a break last month so that he could write his cover story about Reverb.com. Every day, we’re so inundated with normal retail operations issues, customer service issues, staff issues and the “I’ll bet you didn’t see that coming” ephemera that I can see why so many stores end up underwater. For instance, right now, as I write this, my store is dealing with my own unplanned absence. I ended 2016 a little prematurely. On December 21, I had to leave work early, which I hate to do, but managed to sell and load up a drum set on the way out the door before going in for emergency hernia surgery. It actually turned out that I had two hernias, so I got a doctor-ordered week off for each, plus a couple of days right after the surgery. I thought I’d be back in a few days, and I was completely wrong. What I’ve learned is this: Sometimes, the best assets you have are people who are smarter than you are… those who give you sound advice and watch out for you. In this case, that’s been my very pregnant wife, who, by the time you’re reading this, will have given birth to our first child. Recently, though, she’s been taking care of me. We’re like a goofy comedy sketch in which neither of us is very flexible, nor can we lift anything heavy. If that isn’t already a “Saturday Night Live” sketch, I’m convinced it should be. While I’ve been laid up at home recovering, since I can’t do much else, I’ve spent a lot of time think-
Learning From
46
Smart People In The Industry ing about the retail business and how much I rely on people in it when things go wrong. I wanted to take a minute and highlight a few of those people and how they help me do what I do. Jerry Lambert of U.S. Music Corp./KMC Music used to manage Metronome Music in Mansfield OH for the great Larry Miller before becoming one of the best reps that MI retail has ever seen. He’s a great example of the right way to do business in our industry. Jerry is always quick to point out hot pieces of gear that we should stock; he’s adept at showing us how to demo them; and he explains parts of the industry that I’m still learning about with the wry insight of someone who’s been there and done that. And he still manages to love playing guitar and working in MI retail! Always a straight shooter, he offers counsel and insight into industry trends, which are often repeated in my conversations with other retailers. They also spur ideas for this column. A few months ago, I got into a lengthy conversation with Brad Shreve, Owner of Larry’s Music Center, and Jerry about our store and how we could improve sales, specifically electric guitar sales. (They have always been a weaker area for me than acoustic guitars.) I love amps, pedals and pickups, and I can talk about them all day; however, I don’t play like Brad or
Jerry. I’m not a hot licks guy, and my playing isn’t going to “wow” most people. So, I’ve always shied away from doing too much demoing in that area. Thankfully, both of them took the time to explain to me why I was mistaken, as well as to give me the courage to do more, and do better. I’ve taken the time to explore some pedals—like DigiTech’s TRIO+, a personal favorite practice tool—and I’ve learned how to play to my strengths and my love of tone, while showing off amps and guitars. I’ll never be as good at demoing as Brad or Jerry: Those guys are the kings. But, I’ll continue to get a little better and try to have more fun with it every day. Another of my long-term industry friends is Terry Dockrill at CAD Audio. Terry has been a rep to our store for as long as I’ve worked there, and I’m pretty sure even before that. He’s an enthusiastic guy. He loves music, and he still gigs on a regular basis. Terry has always been a strong supporter of our store, and he always makes sure we have whatever we need to take care of our customers. He’s the kind of guy you want in your corner when you need something fast, or when something goes wrong. Terry has a “fix it first, ask questions later” mentality. He goes above and beyond every time, without being asked to. Often, he has ideas for
solutions to any problem I have before I do. Finally, I’d be remiss if I didn’t talk about Dan Salvatoriello at KMC Music. Dan might be the single most competent guy in the whole industry. I have industry friends who talk about how hard it is to get reps to return e-mails, and I’ve even had reps like that myself. I understand how frustrating it can be to try to get orders filled, be updated on things or fix a problem. It’s even more stressful when it’s my mistake, and those things do happen. Having confidence in other people allows me to move on to other tasks. And having that confidence comes from years of knowing someone is on top of things. With Dan, it doesn’t matter. It’s done…it’s fixed…it’s immediately taken care of. He and I have never met in person, because he’s too indispensible to send to the NAMM Show. But, he e-mails me to see how my wife is doing and to see how I’m recovering, and he calls when he sees a cool piece of gear on our store’s Facebook page that he’s interested in. This industry is full of people who are incredibly good at what they do, and I’m lucky to know more than I’ve been able to highlight in one column. I’ll try to mention others through the coming year as I focus on new issues, new technology and new ways to be better at what we do. If you have topics you’d like to see covered, or any questions you’d like me to answer, e-mail me at gabriel@larrysmusiccenter. com. FEBRUARY 2017
V E D D AT O R I A L
By Dan Vedda The 2016 Christmas Season (and, in retail terms, it’s hard to call it anything else) is in the books and, from my perspective, it was more positive than negative. Although many retail pundits published articles with clickbait titles—for example, “As Online Sales Boom, Is Brick-and-Mortar On The Way Out?”—a more careful read would suggest that, despite dramatic changes, the evolution of retail is not as simple as one channel replacing another. It’s true that online sales grew by double digits compared to 2015. However, as retail analyst Greg Maloney noted in Forbes online, “Online sales are still in their nascent stages compared to traditional brick-and-mortar sales and, therefore, they are operating off a much smaller base. When you calculate percent growth off a much smaller base, it’s far easier to have more impressive numbers.” It’s crucial to remember that, despite the increases, government stats indicate online sales are still just over 11 percent of total retail sales. That is significant, but it’s far from a brick-and-mortar death knell, even at the current rate of increase. Also encouraging is a newly published Pew Research Center report. Although it indicates that as many as 80 percent of Americans do some of their shopping via the Internet, it also discovered that more than 65 percent of online shoppers would prefer to shop in a store if they had the option. It’s important to note that “the option” is where price, inventory availability and physical proximity come into play. Those are the factors hurting physical retail. Statistics also indicate that the biggest gainers are “blended” channels: options that allow you to buy online and pickup in-store, and physical retailers that leverMUSIC & SOUND RETAILER
BRICK-AND-MORTAR RETAIL LIVES
age their brand identity in their online presence. Of course, methodology is a little soft in these emerging channels, too. PayPal tells me that more than 90 percent of my PayPal revenue is mobile. No, it’s not. My PayPal Here app resides on an iPad on our sales counter. Those are brick-and-mortar sales. It’s fair to ask how many sales reported as mobile occur at a physical retail location; that level of reporting, however, is not yet in place across the board. My personal experience—both as a consumer and as a retailer— bears this out. I shopped in stores that were more active and better stocked than last year, with more sales help who were ready to assist. Granted, I wasn’t looking for Hatchimals or consumer electronics, so I missed the real madness. Nonetheless, plenty of people were there with me, and they were buying. At my store, I noticed many more customers coming to us for their needs this year. They were glad that we had the items on their shopping list, or happy to have us order for them. The concept of a biological shopping assistant is alive and well, and humans still trust humans more than bots that run algorithms. I’m now seeing pullback by people burned or scammed by, or disappointed with, online shopping.
A growing number is opting for in-person shopping, just as others start to do their shopping online. I can envision slowing growth as people become more selective about what they will buy on the Internet, and from which sources. There’s an echo chamber in place, though. Just as many iPhone owners think the majority of people own an iPhone (when, in fact, more than 75 percent of the market is Android), many heavy online shoppers seem to believe that buying everything online is inevitable. Rather than throwing in the towel and succumbing to that supposed destiny, and rather than denying the existence of a transformative trend, we need to adapt continuously for our stores to remain viable in today’s market. We also need suppliers on board: not some half-hearted feint of support but, rather, full engagement. Why? Because—surprise!— supplier survival is at stake, too. At least one savvy manufacturer in our industry understands that. I’ve had conversations with representatives and managers, and they realize that most online merchants list products by a database load, not by selective curation. No one proselytizes for new products. Instead, it’s up to the consumer to parse an undifferentiated selection. Product benefits are ubiquitous bullet points (often unread);
suggestions come from an unreliable or ignored algorithm; and reviews, when posted, can hurt as much as they help. And that’s just for the legitimate products; counterfeits, as we’ve discussed, are worse. So, that manufacturer is giving physical retailers that support its products a price advantage, making it possible to compete against online pricing. It is policing Amazon and eBay to ensure that only its (diligently authorized) dealers sell its products. The company is investing in brick-and-mortar retailing not out of nostalgia or even out of loyalty (although that’s also there) but, rather, because it’s convinced that—in our industry, at least—brick-and-mortar stores are an important part of the picture. There are many other ways that suppliers can support physical retail. I think we’re missing an important one, though. While we’ve adapted to fight our trench war against online sellers, many suppliers remain mired in 20th century practices. (A reminder: This is the 21st century.) If we are to go up against “always-on, everythingavailable-with-rapid-free-shipping” competitors, where’s the sense of urgency from suppliers? Why do some of our supply companies still close for lunch? Why do so many suppliers on (continued on page 53) 47
The
Retailer's Mall
For advertising rates and deadlines...
Call Rob Iraggi 516-767-2500 x519 or email at riraggi@testa.com
For advertising rates and deadlines... Call Rob Iraggi 516-767-2500 x519 or email at riraggi@testa.com
EVER!
Inlightened Jewelry Design
Since 1972
Guitar Pick Jewelery
Buy Sell Trade Consign
FRETTED INSTRUMENTS 888-473-5810 x102 swerbin@elderly.com
www.elderly.com
...Your control knobs will thank you for it. Keep those tampering fingers (or worse!) away from your sound & video systems settings with your HSA Desk fitted with a high-security Stainless Steel Rolltop and Institutional Grade locks!
www.hsarolltops.com (574) 255-6100
Well-Designed Furniture Solutions for Audio & Video For Your Church, School & Boardroom
For advertising rates and deadlines... Call Rob Iraggi 516-767-2500 x519 or email at riraggi@testa.com 48
tm
Celluloid, Wooden and Metallic Designs Handmade with attention to detail and quality Custom orders welcomed great for gifts inlightenedjewelrydesign.com
516-972-5051 FEBRUARY 2017 Inlightened Jewelry Aug2015 classified.indd 2
1/3/2017 2:16:35 PM
The
Retailer's Mall
MUSIC & SOUND RETAILER
For advertising rates and deadlines...
Call Rob Iraggi 516-767-2500 x519 or email at riraggi@testa.com
49
GIMME SHELTER: ANXIETIES WASH AWAY AT BUSTLING, OPTIMISTIC NAMM SHOW
Ad Index
Company
(continued from cover)
Pg
BOURNS PRO AUDIO.............51 CASIO........................................7 CHAUVET LIGHTING.............C-II CHEM-PAK...............................52 D'ANGELICO GUITARS.........C-III D'ADDARIO..............................17 D'ADDARIO..............................19 FLOYD ROSE...........................41 GALAXY AUDIO.....................3 GEORGE L'S.............................53 GRAPH TECH...........................21 HARMONY MUSIC BAND RENTALS...............................10 KALA BRAND MUSIC CO.....41 KYSER MUSICAL PRODUCTS............................36 LPD MUSIC..............................10 MANHASSET SPECIALTY COMPANY.............................6 NAMM.......................................14-15 ODYSSEY INNOVATIVE DESIGNS................................35 PRO X........................................29 PRS GUITARS..........................23 QSC............................................12 RAIN RETAIL SOFTWARE.....28 REVERB.COM..........................5 ROLAND...................................C-IV TASCAM...................................51 THE CAVANAUGH COMPANY.............................11 TRUSST.....................................31 U.S. BAND & ORCHESTRA SUPPLIES..............................25 VOCOPRO.................................13 WD MUSIC PRODUCTS.........8 ZILDJIAN..................................34 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.
50
Some exhibiting manufacturers griped that buyers were a smaller proportion of booth traffic than in previous years, but The Retailer cannot confirm or deny those anecdotal reports. [Editor’s Note: According to NAMM, buyer numbers indicated a strong showing.] To borrow a phrase from The New York Times’ Tom Friedman, the world is flat. So, it was heartening to see NAMM’s international attendance increase at a pace disproportionate to the show’s overall growth: 17,964 registrants, representing 125 countries and marking a 13-percent increase. If the NAMM Show can be thought of as the music products industry in microcosm, then, on balance, our market seems to be healthy. Apart from the robust attendance and the profusion of exciting new products, though, the sophisticated education and networking opportunities bespoke a mature industry. NAMM U offered more than 50 sessions focused on transformative business know-how, leading strategies, and tips for music industry professionals and businesses of all sizes. Frequent topics included Web site design, online and social media marketing, ecommerce and lessons programs. Recognizing the integration of advanced technologies in inventory management and point of sale, the new NAMM Retail Tech stage offered sessions on retail software, technology platforms and strategies for business modernization. NAMM Idea Center sessions, which were held every half-hour, highlighted innovative, proven ideas for music retail businesses. And Retail Boot Camp delivered immersive training the day before the show started. All of that’s not even to mention the NAMM U Breakfast Sessions each morning, which delivered inspiring business insights and key lessons for success. No single thing will better ensure the music products industry’s long-term success than seeding the next generation of music makers, who will populate school band programs and retailers’ showroom floor. Firmly in support of that goal is the NAMM Foundation’s Day of Service, which marks the
The stage at Yamaha’s “Heart of Inspiration” concert was ablaze with outstanding musical talent.
A rare blue-skied moment during a heavily trafficked, but also quite rainy, NAMM Show in Anaheim CA.
Organizers, presenters and honorees took to the She Rocks Awards stage for an electrifying ‘girl power’ moment.
beginning of the NAMM Show and which, this year, brought a contingent of NAMM members to Patrick Henry Elementary School in Anaheim CA. The service event celebrated the Anaheim Elementary School District’s (AESD) commitment to music-education programs and, in collaboration with NAMM Foundation members and school and district officials, it helped further
the district’s efforts to provide music education to all students via a $10,000 donation. In 2014, the AESD launched a plan to reinstate its music-education curriculum and orchestral program for its 18,500 students. Last year, the district continued hiring new music teachers; the final goal is 28. Activities like the Day of Service remind us of the critical FEBRUARY 2017
Photo courtesy @Bob Steshetz / Bob By Request 2017.
ing, LLC.; Alun Hughes, Managing Director, British Band Instrument Company Ltd.; J. Scott Mandeville, President, Tim’s Music; Eric Matzat, President, Palen Music Center, Inc.; and Chris Syllaba, President/CEO, Jordan Kitt’s Music. As always, the NAMM Show
celebrated industry excellence in all its forms. Perhaps no event garnered more attention than the fifth annual She Rocks Awards, produced by the Women’s International Music Network (The WiMN) on January 20 and held at the Hilton Anaheim. The yearly event that celebrates and
Don’t want to wait until next month’s Music & Sound Award Winners issue?
Photo courtesy Jesse Grant/Getty Images for NAMM.
Just go to msretailer.com or facebook.com/msretailer to see all the winners!
Choose
12
Great USB Audio Interface
Get
Great Offers!
TASCAM US-2x2 TASCAM US-4x4
TASCAM US-16x08 TASCAM US-20x20 (not shown) • Ultra HDDA Mic Preamp • Class-Compliant Drivers • Bio-cell Side Panels • Stellar Sound Quality
RECORD NOW
Buy a new TASCAM USB Audio Interface and you’ll get FREE remote online assistance from OBEDIA to get up and running.
TRADE UP
For more details, visit www.TASCAM.com/twogreatoffers
Photo courtesy Brittany Ballantyne.
Get Inspired. Get TASCAM.
work NAMM does throughout the year, as well as the organization’s outstanding leadership. And the association remains very capably directed, as NAMM welcomed eight new members to its Board of Directors during the show. “As we eagerly welcome our newly elected board members and reluctantly say goodbye to the outgoing class of 2016, we express our deep gratitude to MUSIC & SOUND RETAILER
both groups for their willingness to serve,” Chairman Mark Goff said. The new members are as follows: Lauren Haas Amanfoh, President, Royalton Music Center, Inc.; Bryan Bradley, Senior Vice President/GM, HARMAN International; Philip Cajka, President and CEO, Audio-Technica U.S., Inc.; Kathy Donahoe, President and Member Partner, American Way Market-
&
With our new loyalty program, buy a new TASCAM USB Audio Interface and we’ll buy back your old one! New preamps, new design, same TASCAM reliability.
www.TASCAM.com
.bo www
urns
.c
pro om/
audi
o
51
52
Esperanza Spalding
sibling guitarists The Command Sisters and the house band, led by Divinity Roxx. On the same evening, the “Heart of Inspiration” concert, produced by Yamaha Entertainment Group and held at the Anaheim Marriott, wowed the company’s dealer partners and industry friends. The impressive bill of performers included Grace Kelly, Jeff Coffin, Randy Brecker, Butch Walker, Shoshana Bean and Stephen Schwartz, and U2 founding member Larry Mullen Jr. In addition, Mullen Jr. received an award for Lifetime Achievement in Music Excellence. The following night, industry members toasted winners in 31 technical and creative achievement categories at the 32nd annual NAMM TEC Awards, presented by the NAMM Foundation. Comedian Sinbad hosted the ceremony, which saw four companies—AVID, iZotope, Sennheiser and Solid State Logic—score several Outstanding Technical Achievement awards, taking home two statues each. Joe Perry, one of music’s most significant artists and executives, received the evening’s highest honor: the Les Paul Award, which is presented to distinguished and accomplished individuals in the music industry.
Sinbad
Photo courtesy Jesse Grant/Getty Images for NAMM.
advocates for women in the music industry honored a diverse array of deserving individuals, including Musical Innovations’ Tracy Leenman (Enterprise Award), PRS Guitars’ Bev Fowler (Spirit Award), Roland’s Rebecca Eaddy (Excellence Award), and music industry icons like Esperanza Spalding, Shirley Manson, Ronnie Spector and Lita Ford. The event’s co-hosts, FOX KTTV anchor Christine Devine and Daisy Rock Girl Guitars’ CEO, Tish Ciravolo, helped The WiMN’s Founder, Laura B. Whitmore, deliver a fast-paced and well-rounded program. The show included performances by Kat Dyson, Victoria Renee, all-female tribute band Lez Zeppelin, Yasi Hofer,
Johnny Depp and Joe Perry
Actor Johnny Depp, his Hollywood Vampires bandmate, presented the award to Perry, and then he joined Perry, Brad Whitford and Alice Cooper onstage for a live performance. In addition, famed Aerosmith engineer and producer Jack Douglas became the newest inductee to the NAMM TEC Awards Hall of Fame. And we can’t forget the 31st annual Music & Sound Awards (MSAs), presented by The Music & Sound Retailer to dealers, manufacturers and industry executives who exemplify the highest standards of excellence. We’ll have a complete MSA wrap up in next month’s issue, but I won’t neglect to mention our Lifetime Achievement/Hall of Fame inductee, Chris Martin of Martin Guitar; our Manufacturer of the Year, D’Addario & Co., Inc.; our Multi-Store Dealer of the Year, I DJ NOW; and our Single-Store Dealer of the Year, Kraft Music. Each MSA winner garnered attention during the show by being featured on ConventionTV@ NAMM, the NAMM Show’s TV news program. As is only natural for the MI industry’s annual gathering, great music was omnipresent during the show’s four days. There were nightly performances on the Nissan NAMM Grand Plaza Stage, kicking off on January
19 with a jam that featured rock guitarists RSO: Richie Sambora and Orianthi. The next night, the NAMM Foundation’s Celebration for Music Education welcomed former New York Yankees centerfielder and Turnaround Arts music-education advocate Bernie Williams and his All-Star Band. Special guests included legendary percussionist Poncho Sanchez and fellow Turnaround Arts artist Keb’ Mo’. On January 21, the NAMM Foundation and the John Lennon Educational Tour Bus presented R&B songstress Ronnie Spector and The Ronettes, as well as a special introduction from musician Jackson Browne, as part of the Lennon Bus’ 20th anniversary celebration. And that’s not even to mention the fabulous music at the Hilton Anaheim and the Anaheim Marriott. If uncertainty breeds trepidation and stability brings relief, then we—as people whose livelihood depends on a robust music products industry—can be heartened by what the 2017 NAMM Show delivered. According to Joe Lamond, NAMM’s President and CEO, “This show once again proved to be a stable, reliable platform for growth: both in business and in professional development, as well as in solidarity to share our common vision of creating a world with more music makers.” FEBRUARY 2017
Photo courtesy Jesse Grant/Getty Images for NAMM.
Fishman’s Larry Fishman chats with NAMM’s Joe Lamond during the Breakfast of Champions.
Photo courtesy Jesse Grant/Getty Images for NAMM.
Photo courtesy Jesse Grant/Getty Im ages for NAMM.
Performers included RSO: Richie Sambora and Orianthi.
MI SPY: GOLDEN GATE GUITAR SHOPPING
(continued from page 39) rather, by a shorter salesman with long, black hair. The first guitar he showed me was a Fender Duo-Sonic, which was priced at $499.99. He told me it would give a “clean tone.” He followed up with a Squier Classic Vibe Telecaster ($399.99), which, he stated, would give a more “twangy sound.” I was also shown an Epiphone ES-339 PRO for $469. “Don’t go too cheap,” he warned, “It would basically make it harder for you to learn, because then you’ve got to struggle with the guitar.” At that point, the customer who had been playing in the background stopped playing and joined in, concurring with what the salesman had said. “If you buy somebody a cheap guitar, it’s going to turn them off from playing,” he remarked. At that point, the clerk went off to go help another customer, so I continued to talk to the other guy about his experiences learning to play. “I learned on a bad guitar,” he admitted. “That’s why I’m speaking from personal experience. There were a couple years where I just put it down…left it alone. Then, I came back to it when I was an adult.” He recommended that I buy my girlfriend a Telecaster. “As far as playing for a long time, especially learning, it’s comfortable in your hand because it’s
small. I’ve always liked that,” the man continued. “Some people like a thicker neck so that you can hold on to it a little better. But, if she has small hands, then that’s a nice way to reach everything. And, they just sound good…classic.” His other piece of advice? Buy used. “They’re going to want you to buy a brand new guitar. But, if they’ve got a Telecaster in the used section in decent condition, I’d go that way,” he recommended. “Used guitars are generally just as good as new ones. It’s like buying a car. Sure, you can buy a car straight off the lot. But, if you buy last year’s model, it’s half the price and it drives just as well.” The original salesman, I should point out, never mentioned that the store even had a used guitar section. So, I ventured over on my own to look around. I found a wide range of models and prices, with guitars as low as $199 for a Cort G250 and as high as $1,399 for an ESP Standard Series Horizon. It’s an unusual experience to get better service from a random customer in a store than from the actual salesperson whose job it was to help me, but that’s exactly what happened that day.
The Sale
The choice really comes down to two stores: Real Guitars and Haight Ashbury Music Center.
Panhandle Guitars was eliminated simply because of the lack of selection. Although the Owner was extremely personable, friendly and helpful, I just didn’t think there was enough to choose from in his shop. I would be more inclined to frequent the store for repairs than for buying. Guitar Center was taken out of contention early for the opposite reason. Although the store had the best selection by far, I didn’t get the feeling that the guy whose job it was to help me was very interested in doing so. In fact, I left feeling as though I got better advice from the random customer playing nearby. That doesn’t inspire me to want to give GC my money. Finally, I eliminated Real Guitars. Although the store has a
good selection and a helpful staff, I wasn’t entirely sure whether it was the store at which I’d get the best deal. Given that it’s a vintage guitar shop, Real Guitars had less to show me that was in my price range. It’s a store that’s better suited for someone who has experience, as well as more money to spend. That leaves Haight Ashbury Music Center to earn The Sale. The salesperson I dealt with was very knowledgeable and gave me good advice about what I’d need to get started, including accessories and amps. The shop also featured a good selection, with plenty of guitars in my price range. So…if you’re going to San Francisco…be sure to check that store out!
UTH: FLOYD ROSE AUDIO COLLECTION HEADPHONES
(continued from page 54) to the sound quality of a wired connection, and NFC (Near Field Communication) connectivity to simplify the wireless connection process. The FR-36 packs 40-millimeter drivers and a frequency response of 20 hertz to 20 kilohertz. Its cushioned ear cups offer excellent noise cancellation and increased comfort during longterm use. And, the FR-36 comes with a protective carrying case. Both the FR-18 and the FR-36 are available now for a retail MAP
of $169.95. FR-18 color options include mahogany, black and light oak with a white headband. The FR-36 is currently available in black; a white option will be available in the second quarter. Floyd Rose Audio also plans to announce customization options for its headphones in the near future. To find out more about the Floyd Rose Audio Collection, as well as view some user testimonials, visit floydroseaudio.com or instagram.com/floydroseaudio.
VEDDATORIAL: BRICK-AND-MORTAR RETAIL LIVES
(continued from page 47) Eastern Time close at 4:30pm, cutting off the west coast right after lunch? Closed 10 days for inventory around the holidays? American retail doesn’t run that way anymore. Please don’t talk about “B2B” online ordering when many sources can’t even email me a tracking number when my order ships. Too many others take a day to return an e-mail or a call. Even more of them are habitually out of stock, even as plenty of their products are available online. Please tell me how we can compete with Amazon if you aren’t doing your job. It isn’t even about price as much as availability. I clocked about $2,000 in sales lost this Christmas Season to supplier sluggishness. I had the sale. Suppliers didn’t respond, didn’t have MUSIC & SOUND RETAILER
product or didn’t get it right. We all know, too, that it isn’t just “a lost sale”; it’s also a lost customer, driven to another channel, along with every dollar he or she might have spent with us for years. Evidence indicates that the majority of consumers will still shop physically if the retail experience is good. We need to take care of the storefront, and suppliers need to have our backs. In many ways, we are now a service industry as much as a commodity industry, and service—in every direction— is our best hope. Customer service isn’t just “fixing mistakes”; it’s a way of life. It shouldn’t just be the privilege of high rollers, either. Our baseline level of service should be impeccable. We all should do our jobs as if our lives depend on it. Because they do. 53
UNDER THE HOOD
FLOYD ROSE AUDIO COLLECTION HEADPHONES By Anthony Vargas
Headphones are big business these days. A pessimist might point to our ever-increasing desire to shut out the outside world as a reason for the trend. All negativity aside, though, music lovers really just want to listen to their favorite tracks with the best possible sound quality. That means people are picky about their headphones. And, thanks to an influx of new companies entering the market and the sheer diversity of product offerings—from Bluetooth wireless sets, to in-ear monitors, to designer earbuds and more—consumers have a wealth of options to choose from. With so much happening in the headphone market as of late, some major names in MI are looking to get in on the action. One such brand is Floyd Rose, whose Founder and namesake is known throughout the music products industry as the creator of the locking tremolo. The company recently launched its Floyd Rose Audio brand with two initial headphone offerings: the FR-18 and the FR-36. It hopes to make the Floyd Rose name as synonymous with high-quality, affordable headphones as it is with guitars and guitar accessories. According to Alan Cabasso, CEO of SECA Group LLC, which coordinates marketing and product development for Floyd Rose Audio, “A couple of things came to mind when we designed the product line. First was price consciousness, because we know the working musician can’t afford to spend $300 to $500 on a pair of headphones.” He added, “We also took comfort into consideration. DJs, sound mixers and other people in the industry tend to wear their headphones longer than the average consumer does. So, our product is very lightweight and comfortable to wear. Also, DJs and musicians are fashionistas. They want 54
FR-18
something that not only sounds great, but also looks great.” Floyd Rose Audio went to considerable lengths to ensure that its headphones would live up to the high standard set by the heavy hitters in the headphone market, as well as the high level of quality established by the Floyd Rose name. In fact, Floyd Rose himself was heavily involved in the design proFR-36 cess. “The Floyd Rose Audio Collection has been designed in collaboration with Floyd Rose, who is a big audiophile,” remarked Joe Setton, who headed up the design and development of the new headphone line. “And the line was created to offer the consumer a value-priced product that also has great aesthetics and very high-quality sound, which Floyd is known for as far as his other products are concerned.” When it comes to the technical aspects of the headphones, “Floyd was very involved,” Cabasso explained. “We worked with the factories based on the specifications he gave us, and he was a big influence in fine-tuning the products’ specs.” Floyd Rose Audio’s FR-18 headphones feature stylish, handcrafted wood cans with 50-millimeter drivers. They offer a frequency range of 20 hertz to 20 kilohertz for warm, articulate recreation of sound. Each individual FR-18 headset has its own unique wood grain, which makes for a one-of-a-kind, artisanal look. And, in a nod to the Floyd Rose brand’s fame in the guitar world, “The shape of the headphones looks like a guitar pick,” Cabasso explained. “It’s a pretty cool design. And, wood is always a great conductor of sound. The FR-18 comes in a wood box, too, so it’s a very classy look.” The headphones also feature an anti-tangle, detachable fabric cable with built-in microphone and volume control, as well as cushioned ear cups that increase comfort and block out outside noise. The FR-36 headphones feature Bluetooth functionality for wireless use, as well as offering users the option of a wired connection to their audio source or mixing console of choice. The FR-36 can be used wirelessly for up to 14 hours on a full charge. The product features CSR and Qualcomm’s aptX technology, which enables wireless audio playback that’s comparable (continued on page 53) FEBRUARY 2017
A standout in the all-new Premier Series, the Premier DC is a powerful double-cutaway semi-hollow with standout tone, driven by double humbuckers.
Inspired by the timelessness of Marilyn Monroe, the all-new limited edition Marilyn Monroe EXL-1 features iconic artwork and custom inlays on our most popular model.
DANGELICOGUITARS.COM
Co-designed with guitar legend Bob Weir, the Bob Weir Deluxe SS is an innovative masterwork featuring the Bigsby B-50 tremolo system, push/pull tone knobs for coil tapping, and a master volume knob.
THE NEW
S TA N DA R D Roland completely redefined electronic drumming with the iconic V-Drums in 1997. Outstanding dynamics, realistic sound, great response and playability have been hallmarks of V-Drums, and has set the standard by which all other electronic drums are measured. With the TD-50 Drum Sound Module as the centerpiece, Roland has elevated the expressiveness, response, and playability to a new level. All new sounds have more realism, natural resonance, clarity, and a wider dynamic range to capture every nuance of the player’s technique.
T D - 5 0K V
Acoustic/electronic kick drum and additional hardware sold separately. www.roland.com