Music & Sound Retailer May 2018, Vol 35 No 5 by Music & Sound Retailer

GOOD STUFF ISSUE GOOD STUFF ISSUE GOOD STUFF ISSUE GOOD STUFF ISSUE GOOD STUFF ISSUE May 2018 Volume 35, No. 5

THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

OOD & PLENTY T H E G R E AT T H I N G S G O I N G O N I N M I T O D AY

By Brian Berk There is a treasure trove of things that are great about MI. One of the best is its involvement in charities and communities. A large swath of MI manufacturers is involved in such efforts, whether out in the forefront or behind the scenes. This month we take an extensive look at some of the great things going on in our industry today. We hope you enjoy these uplifting stories, presented in the order received.

(continued on page 24)

Vote Online Now

Manufacturers: Please donâ&#x20AC;&#x2122;t delay! Make sure your voice is heard. Your vote can make a huge difference!

BE SURE TO WATCH

Voting is officially open for the 32nd annual Music & Sound Awards at msretailer.com/vote. HURRY, the deadline is June 4. We will not accept votes following this date.

See the Retailer Award Nominees on Page 30

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Yamaha Announces Formation of New Subsidiary

Yamaha announced the formation of a new U.S.-based wholly owned subsidiary, Yamaha Guitar Group Inc. (YGG), which will bring together the intercompany teams that have been focused on serving the needs of guitarists worldwide. This took effect April 1. Since the acquisition of Line 6 in 2014, the growing collaboration between the two complementary brands led to the formation of a dedicated Guitar Division headquartered in Japan at Yamaha Corp. in April 2017, with Line 6 being included within this division. Shoji Mita, based in Japan, and Marcus Ryle, based in the United States, were named co-general managers of this new division. Throughout 2017, this new formation led to Marcus Ryle expanded collaboration in strategy, development, sales, marketing and artist relations, including the relocation of Yamaha Artist Services, Los Angeles to the same California campus as Line 6. According to Yamaha, the natural evolution of these collaborative efforts becomes formalized within one multibrand organization, with a dedicated team committed to producing and marketing products and services for guitarists under both the Yamaha and Line 6 brands. The YGG U.S. headquarters will also serve as the strategic base for Yamaha guitar business worldwide. In addition to their current roles as guitar division general managers, Ryle and Mita will serve as co-presidents of YGG, and Mita will Shoji Mita relocate to the U.S. “We are enthusiastic about bringing this multi-brand entity together under one organizational roof. This will better enable our team members to take a customer-driven approach to how both brands develop products and serve their customers,” said Mita. “Our centralized guitar focus will also help us to work with each of our Yamaha and Line 6 U.S. and international distribution partners, to ensure that we can meet the needs of their markets effectively.” YGG will be headquartered at the Calabasas, Calif., campus, where Line 6 and Yamaha Artist Services, Los Angeles have been located. Although an independent U.S. entity, YGG will be working closely with Yamaha Corp. of America, and all other Yamaha sales subsidiaries around the world, to continue providing retail partners and end users with the excellence that Yamaha has been known for worldwide. “Since Line 6 joined the Yamaha family four years ago, the energy between the two brands and the people who drive them has continued to build,” said Ryle, co-president, Yamaha Guitar Group and co-founder of Line 6. “It became apparent that we could further this momentum by formally unifying the teams and expanding the potential for both brands. We’re excited to further serve the needs of today’s and tomorrow’s guitarists.” MUSIC & SOUND RETAILER

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Gibson Files for Bankruptcy

Gibson Brands Inc. on May 1 filed for bankruptcy, seeking protection from its creditors. “Over the past 12 months, we have made substantial strides through an operational restructuring,” Gibson CEO Henry Juszkiewicz said in a statement. “We will refocus on our core business” of musical instruments, which “we believe will assure the company's long-term stability and financial health.” According to the bankruptcy filing, the company owes as much as $500 million to creditors. These creditors include Silver Point Capital, Melody Capital Partners and funds affiliated with KKR Credit Advisors. Lenders will provide a new loan of up to $135 million to keep Gibson in business. Juszkiewicz owns 36 percent of Gibson, but Bloomberg reported Gibson will repay bank loans while it goes through a “change of control” transaction, meaning Juszkiewicz will no longer own a stake in the company. He will however remain with the company upon emergence from bankruptcy “to facilitate a smooth transition,” reported the news outlet. Court papers state the Gibson CEO will receive a one-year consulting deal and compensation package. In an April New York Times article, writer Danny Hakim called Gibson CEO Henr y Juszkiewicz’s decision to purchase the audio and home entertainment division of Royal Phillips in 2014 a “disaster,” as the euro collapsed following the purchase. Some media outlets have opined this decision was primarily responsible for the bankruptcy filing. “No, it wasn’t a great decision,” Juszkiewicz told the news outlet last month. “It didn’t work out very well. I think it was a rational decision, but it turned out to be a very poor decision, and it’s a decision I made. It is what it is.” In March, Gibson executives Henry Juszkiewicz and David Berryman attempted to negotiate terms with KKR. These talks concluded on March 28, as the shareholders and KKR were “significantly divergent” in their views regarding the appropriate consideration for the various parties involved.

Features

VOLUME 35 NO.5

THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

On the Cover Good and Plenty: The Great Things Going on in MI Today

Tons of manufacturers are making huge efforts to support charities and local communities. We take a look at some of these special efforts.

And the Retailer Nominees Are…

For the first time, the Music & Sound Retailer will hand out its Music & Sound awards to retailers at Summer NAMM in Nashville. Here’s a complete list of the nominees.

Columns 34 Five Minutes With

We spend some time with Jamie Mann, who recalls his 10 years at the company, big 2018 product launches and looks forward to the company’s Experience PRS event.

36 MI Spy

The Iowa-Illinois Quad Cities region may be overlooked by some, but not any longer. MI Spy traveled to the region rich with MI stores.

38 Shine a Light

In a slight twist to the usual column, the Retailer presents a Q&A with Music & Arts president Steve Zapf, who provides information about the retailer’s explosive growth.

40 Retailer Rebel

Gabriel O’Brien recounts the many lessons imparted upon him by his mentor, Jerry Lambert, the king of customer service and dealer relationships.

42 In the Trenches

Allen McBroom discusses some of the many fees MI retailers must accept and offers advice on how to add some money to the bottom line.

44 Not Your Average Column

Tim Spicer explains when it comes to your store — as well as any retail location — first impressions are everything.

46 Veddatorial

It’s uncertain if a “trade war” will actually come to fruition, but if it does, Dan Vedda opines that it is bad for MI.

47 Retailing Better

We are in a fun industry. Let your passion shine through and have fun, explains Robert Christie.

54 The Final Note 20

We go 20 questions (actually 21) with Terry Platt, CEO of Crush Drums. Find out why A.I. could change MI soon, why snorkeling in Florida is the best and learn about the secret power of karaoke. Editor’s Note: The Front and Center story with Lynette Sage of Reverb, which was mentioned in our April issue, will appear in June.

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EDITORIAL

Good Vibrations Let’s face it. When the national media highlights MI, the coverage is invariably negative. No, not all the time. But most of the time. This has been most recently evidenced in the alleged guitar sales decline in stores that several national sources reported on, despite the fact that I believe the premise is false (read my editorial last month for more on this topic). Sure, some local newspapers may cover great things you are doing as retailers, which is great to see. But the national news sources rarely ever go there. Of course, not everything in MI is positive. As a news outlet, we need to cover the news that’s out there to provide you with the best possible information we can, pure and simple. But negative we are not. Music is uplifting, exciting and enthralling. Not negative. To prove this positive outlook, check out Exhibit A: “The Good Stuff” cover story feature in this issue. This is about some of the best things MI is doing for charities and local communities. This story is just a sampling of everything going on, and it’s easy for me to say what MI is doing is fantastic. Whether it’s coming through when natural disasters strike or providing instruments to help schools or promote future music makers, MI does everything it can to help. This isn’t the only positive vibe you’ll see in this issue. Check out Robert Christie’s “Retailing Better” column for example. He outlines that, although MI retailers deal with many stresses, this is a great industry to be in and explains why. Gabriel O’Brien’s “Retailer Rebel” has plenty of positivity as well. He provides several lessons learned from the great Jerry Lambert. In addition, add the cover story about Music & Sound dealer nominees listed in this issue to the cadre of overwhelmingly positive features in this issue. Please make sure to check this story out to see if you are nominated.

Although there are several returning nominees, there are a plethora of different retailers nominated this year compared to last year’s list. Better yet is the fact that retailers were nominated by manufacturers, making for a great list. Added this year is something we’ve never presented before, a lifetime achievement/hall of fame award for an outstanding retailer. Our inaugural list is absolutely tremendous: Chuck Surack, Robin Walenta, Skip Maggiora and George Hines. This year, we are handing out the awards at Summer NAMM. The awards will be handed out at the Music & Sound Retailer booth, booth #806, on Friday, June 29 from 10 a.m. to 1 p.m. We definitely hope to see you at Summer NAMM for an award presentation! But even if you are not one of the lucky winners, you are welcome to come by and chat with me during this time about your business, MI or anything that crosses your mind. I definitely want to hear from you. And for any manufacturers reading this issue, please make sure to vote for the winners of this year’s retailer awards. To sum it all up: MI retailers have a lot of challenges, such as internet competition and perhaps future tariffs, as explained by Dan Vedda in “Veddatorial.” As a magazine, we are not the national press, and we are hence free to discuss all of the positive things going on in MI. For MI retailers, I hope you can take a moment to think about how we are in a great industry that brings joy to the masses. That’s something to cheer about.

May 2018 Volume 35, No. 5

BRIAN BERK Editor bberk@testa.com ANTHONY VARGAS Associate Editor avargas@testa.com MATT VAN DYKE Assistant Editor mvandyke@testa.com

GEORGE HINES SKIP MAGGIORA Editorial Advisors

ROBERT L. IRAGGI Advertising Director riraggi@testa.com

JANICE PUPELIS Art Director STEVE THORAKOS Production Manager CIRCULATION circulation@testa.com FRED GUMM Digital Art Director

RICKY PIMENTEL Art/Production Assistant rpimentel@testa.com

GABRIEL O’BRIEN DONOVAN BANKHEAD ROBERT CHRISTIE JEFF KYLE JR.

MICHELLE LOEB WILL MASON RICK MOORE ALLEN MCBROOM

ROBIN HAZAN Operations Manager rhazan@testa.com VINCENT P. TESTA President/Publisher TIM SPICER DAN VEDDA LAURA B. WHITMORE Contributors

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

MAY 2018

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SLM to Distribute Antigua Winds

St. Louis Music acquired the distribution of Antigua Winds in North America effective May 1. Antigua Winds, founded in 1991, is known for its line of band instruments, which are used by players at all skill levels. Additionally, SLM will assist and drive future marketing and development efforts for the line, focusing on product quality while enhancing worldwide brand awareness. “St. Louis Music is the perfect sales and distribution partner for Antigua Winds, as they continue to grow,” commented Mark Ragin, president and CEO of SLM. “We have a time-honored dedication in serving the school music market through a dealer base and look forward to working with Antigua dealers and introducing the brand to many more.” According to Mike Sails, director of Antigua Winds, “Antigua Winds is excited about this new opportunity to partner with St. Louis Music. With the impressive growth Antigua has been experiencing the last few years, we needed to partner with a leader in sales and marketing band instruments to allow Antigua to achieve its full potential. This a perfect partnership for Antigua Winds.” Antigua Winds will remain based out of San Antonio, the city it has called home for more than 25 years. Mike Summers will assume the role of brand director for Antigua and be responsible for its day to day success. Current and prospective authorized Antigua retailers are encouraged to contact Summers or their SLM inside sales representative for additional details.

Hal Leonard Purchases Several Music Sales Divisions

Hal Leonard LLC purchased the physical and online printed music businesses of global independent music publisher The Music Sales Group. In addition, Hal Leonard and The Music Sales Group will continue to work together in the future by entering into a global licensing agreement to represent Music Sales’ copyrights in print. Keith Mardak, Hal Leonard’s chairman, said, “We’ve had a long and rewarding relationship with Music Sales over the years and we look forward to that continuing into the future. Bob Wise has built an incredible printed music business, and we feel privileged to be the new custodians of his many years of hard work. Mark Mumford, the managing director of Hal Leonard in Europe, will oversee the integration of the two companies in Europe.” Added Music Sales’ chairman and owner Bob Wise: “Printed music has played a special role in the long history of Music Sales, but our direction of travel has been very clear in recent years as we continue the expansion of our portfolio of copyrights in all styles and genres across the world. In making this deal it was important for us to find the right buyer for our printed music business, and we are confident that Keith Mardak and his team at Hal Leonard will do a great job with this business in the future.”

Music China to Get Bigger

Music China, set to take place Oct. 10-13 at the Shanghai New International Expo Centre in China, is expected to occupy 135,000 square meters spanning 12 halls, an eight-percent increase compared to last year. Last year’s show welcomed a total of 2,124 exhibitors and 105,125 visitors from around the world. “As a music trade event, Music China is unrivalled within the industry in Asia. The show acts as a perfect gateway for global brands to tap into Asian and Chinese markets, and successfully creates abundant business opportunities for the entire industry. Its effectiveness has been the reason that our exhibitors keep coming back year after year,” said Judy Cheung, deputy general manager of Messe Frankfurt (Shanghai) Co. Ltd. ABRSM, Alfred, BAM, BG, Bluethner, Buffet, Casio, D’Addario, ESP, Fazioli, Fender, GEWA, Hsinghai, Ibanez, Jinbao, Kawai, Korg, Marshall, Martin, Medeli, Meinl, Miyazawa, Muramatsu, Music Sales, Pearl River, Petrof, Roland, Samick, Sankyo, Sauter, Schimmel, Schott Music, Seiler, Selmer, Steingraeber, Steinway, Tama, Taylor and Yamaha are among the confirmed exhibitors. According to Music China, more than 80 percent of booth space has already been reserved with months to go until the show. MAY 2018

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Manhasset Specialty Awarded for Its ESOP Manhasset Specialty Co. has been named a Silver ESOP Award winner by The ESOP Association, recognizing companies for their work in sustaining their Employee Stock Ownership Plan for 25 years or more. Manhasset is one of 41 corporate members of The Association to be honored in 2018 with a Silver ESOP Award. Based in Yakima, Wash., Manhasset is an employee-owned company specializing in music stands and related accessories. “We are proud to have been named a Silver ESOP Award recipient. We believe strongly in the power of employee ownership and we are pleased that Manhasset and our employee owners have

From Metal

been recognized for their efforts,” said Dan Roberts, president of Manhasset. As a Silver ESOP Award recipient, Manhasset Specialty Co. will be recognized at The ESOP Association’s 41st Annual ESOP Conference in Washington, D.C., on May 24 and 25 and will be highlighted at the 27th Annual Awards Ceremony on the evening of May 23. “I consider it an honor and a statement of significance to recognize Manhasset Specialty Co. as a Silver ESOP Company,” said J. Michael Keeling, president of The ESOP Association. “Manhasset evidences that with proper management and planning, a company can remain employee owned, benefitting all employees for years to come.”

GHS Stresses the Bassics

To Magic

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Trusst. It’s what gigs are built on. Trusst.com

GHS Strings became the U.S. distributor for the Bassics range of bass amplification products. “Bassics is pleased GHS has become the U.S. distributor for its range of bass amplification products,” said Bassics owner Malcolm Toft. “GHS is a great fit for us. They are in the same market, and it comes at the right time because we have significantly increased our product range with four new pedals and two high-power, compact amplifiers. The new products were extremely well received at their 2018 NAMM launch and with GHS onboard, this year looks set to be a period of real growth for us.” The agreement to distribute the Bassics range of bass amplification products is the perfect complement to GHS Strings’ commitment to great-sounding products for guitarists, under the Rocktron moniker, commented Jonathan Moody, manager of product development at GHS Strings. “As a working bassist, having a high-quality preamp that is easy to use and understand is vital. I’m extremely excited to be able to help more bassists like myself find products that will fit their gigging and recording needs,” he concluded. MAY 2018

O R I G I N A L D E S I G N S . F E N D E R TO N E .

CLASSIC OVERDRIVE A R E S P O N S I V E , TO U C H – S E N S I T I V E P E D A L D E S I G N E D TO R E P L I C AT E T H E S O U N D S O F C L ASS I C OV E R D R I V E N TUBE AMPS.

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Make Music Day Returns Next Month

Make Music Day, the annual global celebration of music on the summer solstice, returns this year on June 21 with more than 4,500 free outdoor concerts, music lessons, jam sessions and other music-making events taking place in more than 70 U.S. cities in 31 states. New York City; Los Angeles; Austin; Boston; Chicago; Cincinnati; Cleveland; Hartford, Conn.; Madison, Wis.; Miami; Minneapolis-St. Paul; Philadelphia; Salem, Ore.; and Nashville are among the numerous cities hosting major celebrations, as well as the entire states of Vermont and Connecticut. Additionally, iconic buildings and landmarks in participating U.S. cities will turn orange to mark the all-day musical free-for-all, which brings together musicians of all ages, backgrounds and genres, amateur and professional alike, to make and enjoy music. Completely different from a typical music festival, Make Music Day celebrates and promotes the natural music maker in all of us, regardless of ability. Launched in France in 1982 as the Fête de la Musique, Make Music Day is presented in the U.S. by The NAMM Foundation and coordinated by the nonprofit Make Music Alliance. In addition to major citywide celebrations, Make Music Day will also include smaller festivities in other communities nationwide.

Highlights of Make Music Day will include Street Studios in more than 10 cities, including New York, Boston, Chattanooga, Minneapolis-St. Paul, Nashville and Philadelphia, where DJs and producers bring their gear and engage passersby and musicians in the spontaneous, collaborative production of original music. Sousapaloozas will take place in Chicago; Fullerton, Calif.; Hartford; Minneapolis-St. Paul; and Salem.

C.F. Martin Unveils New Museum

C.F. Martin & Co. hosted a reception on March 20 to unveil a new museum exhibit that celebrates the company’s iconic D-28 guitar. The exhibit represents one of the most substantial additions to the Martin Museum in years and showcases a dozen Style 28 instruments set off by original backdrop artwork by artist Robert F. Goetzl. The evening included an opening address by Chris Martin IV, Martin Guitar chairman & CEO, and featured a live performance by local musician and D-28 player Jim Roberti. The multi-panel exhibit tracks the development and evolution of the D-28 acoustic guitar in music history. It showcases important Style 28 guitars crafted from 1880 through 2017. Some of the artifacts include an 0-28 from 1880; a 1914 000-28; 1931 D-28; 1941 D-28; 1966 D-28; 1974 HD-28; and the re-imagined D-28 from 2017. The exhibit walks visitors along the guitar’s journey through history with various items displayed from the Martin archives, such as a price list from the early 1800s and

news headlines and historical milestones, including the beginning of the Panama Canal construction in 1880, the opening of the Empire State Building in 1931, the premiere of Miracle on 34th Street in 1947 and the U.S. Bicentennial in 1976.

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Benedetto’s Golden Anniversary

Benedetto Guitars celebrated its 50th anniversary on March 29 with a concert at the Savannah (Ga.) Arts Festival. The event featured a full spectrum of Benedetto players taking the stage, including jazz star Howard Alden, Brazilians Romero Lubambo and Chico Pinheiro, as well as jazz master Pat Martino and young bluesman “King” Solomon Hicks. Founded by Robert “Bob” Benedetto and handcrafted in Savannah since 2006, Benedetto guitars have been played by four generations of jazz guitarists. Benedetto retired in 2015. “We are entrusted with Bob’s legacy of uncompromising performance, minimalist aesthetic and extraordinary value,” said CEO Howard Paul. “The brand is the culmination of decades of personal customer interaction between both Bob and Cindy Benedetto, and we strive to carry on that family sensibility.”

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EHX Enhances Web Presence

Electro-Harmonix (EHX) introduced a new web presence for retailers, shop.ehx.com, which provides customized service and accessibility, including a 24/7 ordering experience optimized for all devices; on-demand account information, order status and tracking details; easy access to transaction history; complete product offerings across all categories including pedals, tubes, parts and merchandise; top selling product and related items recommendations; marketing repository for dealer websites and e-commerce listings featuring product descriptions, specifications, images, videos, user manuals; and more. “[The website] provides dealers with an efficient, seamless and comprehensive solution to manage their accounts and transactions. ElectroHarmonix’s commitment to our customers remains strong, and along with our dedicated and experienced sales representatives, this solution will help us better serve our global network of dealers now and in the future,” said EHX founder Mike Matthews.

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ADVERTORIAL • MAY 2018 • NAMM.ORG

Note From Zach

The Retail Training Summit Six years ago, we launched Retail Boot Camp. The idea was simple: NAMM members were invited to Summer NAMM a day early for powerful sales and marketing training. It was free. It was impactful. And now, six years later, we can say the concept had momentum. Fast-forward to today, and you can’t avoid the headlines about seismic shifts in retail. We often hear from NAMM members who want to take their businesses to the next level and, at the same time, surmount new, sometimes unexpected challenges. And so, at 2018 Summer NAMM, we’re debuting an all-out miniconference the day before the show, on Wednesday, June 27. Think of it as a chance to elevate your store through more educational opportunities, more track options and a more tailored approach for everyone in music retail—owners, managers, salespeople, marketers, you name it. We’ve even given it a new name to reflect this evolution: the Retail Training Summit. So why should you be there? In short, the Retail Training Summit is the premier one-day education experience for music retailers. This is education for a world where Main Street and Amazon co-exist—a world where even the smallest boutique is expected to deliver world-class customer service. And for the first time, you and your staff can choose from six different tracks that cover everything from enhancing your online presence to growing as an entrepreneur. It’s free to NAMM members, so bring the whole team. Here’s a rundown of the different tracks you can expect. Each is designed to elevate your business know-how, and each runs a half-day, so you can attend up to two of them.

MORNING PROGRAM Business Growth and Entrepreneurship: Want a proven method to grow your music retail business, seize new opportunities and solve long-term issues—even those you may not be aware of?

Check out this immersive training for owners, managers, entrepreneurs and business leaders. Social Media: Immerse yourself in the inner workings of social media and online marketing. Interact with successful real-world examples and dissect social content to best understand the strategies that lead to success. Financial Management: Discover how to boost the bottom line and become more profitable by tackling the biggest financial challenges facing all music retailers. Find out how to buy the right mix and quantity of music products and gear, as well as better manage your inventory.

AFTERNOON PROGRAM Website and SEO: Dive into the latest website and e-commerce best practices—including layout, design, functionality and mobile—along with tips to improve your Google presence, all tailored to music stores. Sales and Customer Experience: Today’s connected consumer knows more, expects more and has more choices. Are you giving them enough reasons to come into your store other than just the right products? Discover the best practices for relationship selling, and get actionable ideas to improve your customer experience. Succession Planning: It’s never too early to start thinking about your future. Find out everything you need to know to get started with your succession strategy. This track, presented for the first time at Summer NAMM, is also designed for successors looking to purchase a music store. Go to namm.org/retail-training-summit today for more information and to register. See you this summer! Zach Phillips NAMM Director of Professional Development

NAMM U Education Great Ideas That Will More Than Pay for Your Trip!

PRE SHOW WEDNESDAY, JUNE 27 Arrive a day early for the all-new Retail Training Summit, the premier one-day education experience for music retailers.

MORNING SESSIONS THURSDAY - SATURDAY, JUNE 28-30 Start each show day with powerful Breakfast Sessions, featuring iconic speakers and thought-provoking topics.

SHOW FLOOR SESSIONS THURSDAY - SATURDAY, JUNE 28-30 Pick up new ideas every half hour of each show day at the Idea Center, with proven retail know-how delivered by experts.

Featured Session

Social Media and Online Marketing Training Jenn Herman, Social Media Expert

How to Become a Digital Powerhouse: 7 Steps to Online Transformation Marcus Sheridan, IMPACT

4 Surprisingly Simple Ways to Motivate and Empower Your Team Will Mason, Mason Music

Get an in-depth understanding of what works in social media today and how to grow your business online.

Learn how to use online marketing, e-commerce and new technologies to your advantage.

Discover effective techniques to better train and empower your team to run y our business for you.

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Sweet Retirement at Sweetwater

Christopher Guerin, vice president of corporate communications for Sweetwater, will retire, effective May 29. Guerin joined Sweetwater after serving as president of the Fort Wayne Philharmonic. Sweetwater founder and president Chuck Surack employed Guerin as a consultant in July of 2005, and in April of 2006 hired him full time as director of program development. Guerin’s title was later changed to vice president of corporate communications. “Christopher brought a wealth of community knowledge when he came to Sweetwater,” said Surack. “It only seemed fitting he transitioned into a full-time position, eventually heading up our corporate communications and charitable donations. It’s been a privilege to work with Christopher for the past 12 years, and I wish him the best in his retirement.” Guerin’s duties at Sweetwater included public relations, corporate public involvement, mentoring and community engagement, including serving on numerous nonprofit boards. He worked in several departments in various capacities, including service, the Sweetwater Studios and marketing. In addition to expanding the scope and reach of Sweetwater’s public relations efforts, he was responsible for executing the company’s first social media program and creating and managing its video department. “I will always be grateful to Chuck Surack for believing that I could make a difference at Sweetwater, applying my skills to help the company grow. I’ve enjoyed every minute of working with him personally and with the talented and dedicated employees of Sweetwater,” said Guerin. Guerin and his wife, Ruth, plan to remain in Fort Wayne. He will continue his volunteer work on nonprofit boards, and looks forward to writing, reading and traveling. His book of 200 sonnets, “My Human Disguise,” was published in April. According to a Facebook post by the television network, Fort Wayne, Ind.-based WANE-TV’s Heather Herron will replace Guerin upon his retirement.

Huge Hire of Hugh

Korg USA Inc. hired Hugh Dungey as the company’s new distribution operations manager. Dungey will coordinate the day-to-day operations and procedures of the East Coast warehouse, including all shipping, receiving and inventory of the numerous brands housed under Korg USA. Prior to his new position, Dungey was employed at Dynatech International in a variety of positions over a 26-year span. “Korg USA is committed to increasing the level of service we provide to our retail partners,” said Bill McGloine, vice president of operations. “After an extensive search our management team decided to bring Hugh on because of his many years of experience in distribution operations and his long history of refining processes.”

Gruendler Goes to Guitar Center

Guitar Center appointed industry veteran Donny Gruendler vice president of music education. In this role, Gruendler helps expand Guitar Center’s focus on music-education programs to provide more individuals with the tools and resources needed to learn the craft of music. Gruendler spearheads Guitar Center’s lessons programs nationwide, in addition to further engaging with music educators around the country. “With the rapid growth of Guitar Center’s lessons program, Guitar Center is positioned to be the largest provider of student-direct music education. Donny’s appointment further emphasizes Guitar Center’s ongoing commitment to music education, which engages music educators, students and communities around the country in promoting the benefits of music education programs,” said Wayne Colwell, executive vice president of stores at Guitar Center.

International Addition

Reverb.com hired Gérard Danjou, former executive vice president of global business development at Gibson Brands Inc. to drive growth of Reverb in EMEA and APAC. Over the past two years, Reverb buyers, sellers, orders and sales outside the United States have grown by more than 500 percent, and, as global operations director, Danjou is expected to cultivate continued international growth and success. Danjou joins Reverb after more than three years at Gibson. He joined Gibson as president EMEA after 15 years in various leadership roles at Newell Brands (formerly Newell Rubbermaid) and more than eight years in various sales, marketing and finance roles at BIC. Operating out of Reverb’s Amsterdam-based European headquarters, Danjou will be responsible for expanding relationships with potential sellers — including retailers, distributors, manufacturers, and individuals — leading local initiatives to attract new buyers and pursuing partnerships and acquisition opportunities to accelerate international growth. He’ll also manage and grow Reverb’s international workforce, which currently includes employees in the UK, the Netherlands, France, Germany, Australia and Japan.

LOUD and Clear

Private equity firm Transom Capital Group appointed John Maier to the board of directors at LOUD Audio LLC. Maier is CEO of Blue, a designer of microphones, headphones and accessories. Before Blue, Maier was the CEO of TC Group Americas where he helped the company build its brand’s presence in the region, tripling the company’s revenue. Prior to TC, Maier held several leadership positions in the audio industry, including Alesis, Guitar Center and Sound Marketing. “I am thrilled to get involved again with Mackie and the LOUD group of companies,” said Maier. “I’ve been a customer, a user, a salesman and an employee of these brands at one point or another during my lifetime and I see great potential ahead. I’m in the unique position of knowing the brands and market well, but still bring an outsider’s perspective. I look forward to adding value and helping LOUD and Transom achieve all of their goals.” MAY 2018

PRODUCT

z z u B The Rhythm Is Gonna Get You

Roland launched the TR-8S Rhythm Performer, which fuses Roland’s rhythm machine legacy with modern sound design features tuned for live performance. According to the company, the TR-8S is filled with the most iconic TR drum sounds of all time, plus an extensive selection of samples from Roland’s vast library. The instrument also supports both mono and stereo user samples and comes packed with hands-on controls and production tools that make patterns move and groove. Included in the TR-8S is every sound from TR drum machines, with authentic recreations of the 808, 909, 707, 727 and 606, as well as several modified versions. MSRP: Contact company Ship Date: Contact company Contact: Roland, roland.com

Battle Royale

Rane DJ introduced its Seventy-Two battle mixer, which allows two DJs to “battle it out” with their own laptops simultaneously via two USB computer connections. With a new 4.3-inch color touchscreen interface, the Seventy-Two not only shows Serato DJ’s moving waveforms and their cue points, but also brings a much-needed interactive experience to FX workflows, with two internal FLEX FX engines and stacked Serato DJ Effects, stated the company. It also allows users to experience Rane’s new Mag THREE Fader, which offers a touchless, tensionadjustable fader with tactile feel and precision, combined with a long and reliable life, the manufacturer added. MSRP: $1,899 Ship Date: Spring Contact: Rane, rane.com

Star Trek

Galaxy Audio’s Galaxy Trek offers a choice of headset or lavalier mics that are compact, lightweight in design and feature 2.4GHz digital wireless performance. The Galaxy Trek’s GT-R Receiver, included with both the GT-V Lavalier and the GT-S Headset system, plugs into the 3.5-millimeter headphone jack of your smartphone or smart device. Galaxy Trek systems have a typical six-hour battery life; the mic and receiver are easily recharged from any USB charging port, utilizing the included dual charging cable. The GT-S Headset system includes a detachable headband. The GT-V Lavalier system includes a transmitter belt clip. Both systems include a receiver extension cable, Apple and Android adapter cables, eighth- to quarter-inch mic adapter and windscreen. Street Price: $79.99 Ship Date: Contact company Contact: Galaxy Audio, galaxyaudio.com

24K Magic

VocoPro’s LightShow Magic system is intended for karaoke enthusiasts seeking a portable, self-contained Bluetooth karaoke PA system with its own three-in-one light show. The product includes a built-in sound-activated moonflower LED, strobe light and RGB-lighted subwoofer, as well as houses a built-in Bluetooth receiver, USB, FM radio and two microphone inputs with echo effects for quality karaoke jamming. A 10-inch woofer kicks out 100 watts of max power; it has a 3.5Ah rechargeable battery for two to five hours of continuous use; built-in handle and wheels for ease of transportation; one professional vocal mic; and a remote control. MAP: $149, ($199 retail) Ship Date: Contact company Contact: VocoPro, vocopro.com

MAY 2018

PRODUCT

The Sky’s the Limit

The Prestige

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The PRS Silver Sky is the result of a close collaboration between Grammy Award-winning musician John Mayer and Paul Reed Smith. More than two and a half years in the making, the instrument was inspired by Mayer and Smith’s favorite elements of 1963 and 1964 vintage instruments, resulting in an ideal version of a vintage singlecoil guitar, stated the company. Some of the more distinctive specifications include a “reverse” PRS trademark headstock shape, vintage-style tuners with PRS’ locking design, a 25.5-inchscale-length bolt-on maple neck with Mayer’s signature 635JM carve, 7.25-inch fretboard radius, a steel PRS tremolo bridge with PRS trem arm, saddles and Gen-III knife-edge screws, a trio of special PRS 635JM single-coil pickups, and precisiontuned electronics. MSRP: Contact company Ship Date: Now Contact: PRS, prsguitars.com

Prestige Guitars released The Prestige Troubadour RS, the single-pickup counterpart to its Troubadour model launched in 2015. The Prestige Troubadour RS is a single cutaway solid-body guitar, boasting a combo of threequarter-inch carved Canadian maple top and solid mahogany body and neck. The guitar is finished with a satin/matte black top, with satin/matte stained mahogany sides, back and neck with cream three-ply binding surrounding the body, and a cream-bound neck and headstock. The guitar features an ebony fingerboard with clean, understated, offset motherof-pearl dot inlays. MAP: $999, (’78 Custom Version at $1,199) Ship Date: Now Contact: Prestige Guitars, prestigeguitars.com

Award Winning Brands World-Class Service We are dedicated to Music Retailers We are St. Louis Music T: 800-727-4512 F: 314-727-4710 E: sales@stlouismusic.com W: www.stlouismusic.com

SLM Marketplace Everything In Accessories

260 Brands 13,000 Products

PRODUCT

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Mix it Up Protect and Serve

SABIAN introduced the Max Protect, a tour-grade ABS-plastic case designed to take cymbals from gig to gig quickly, easily and safely. From the smallest splash up to a 22-inch ride, nearly any cymbal fits safely inside the Max Protect, stated the company. In addition to ABS plastic, the Max Protect has a wide wheelbase to ensure stability when rolling and a telescoping handle for easy transport and storage. MSRP: Contact company Ship Date: Contact company Contact: Sabian, sabian.com

Gator Cases added the G-MIXERBAG-0608 to its series of padded mixer bags. This small gear bag is designed to be an excellent accompaniment to a small micro mixer and other equipment. The bag’s slick, black, rugged nylon exterior is durable and repels dust and dirt, while the interior is plush with a tricot-lined, 10-millimeter dual layer of padded foam, protecting a micro mixer from scratches and accidental bumps, stated the company. The bag’s interior measures in at 8.25"x6.25"x2.75". It weighs less than one pound and allows players to choose between the removable, adjustable shoulder strap or the comfortgrip carrying handles. MSRP: Contact company Ship Date: Contact company Contact: Gator, gatorcases.com

Fade to Black

ProX introduced its Padded Bags for Base Plates. According to the company, the product is a great way to protect base plates from scratches and scuffs when transporting them. Each bag is equipped with reinforced fabric handles, durable foam interior and a reinforced bottom layer, which rests safely and makes for easy transportation. MSRP: Starting at $49.99 Ship Date: Contact company Contact: ProX, proxdirect.com

The Buzz About Fuzz

Introducing Concert Black • Easy assembly & transport • Conveniently folds flat • Helps prevent fatigue • Available in multiple heights

Safe at the Plate

Double Play

Celestion announced two new additions to its CF range of ferrite-magnet drivers for demanding tour sound and fixed install applications. The 500-watt RMS, 12-inch CF1230F has a nominal sensitivity of 98 decibels (one watt, one meter). With a three-inch, copper-clad voice coil, it is particularly suited to bass applications in two- and three-way systems. The 1,200watt RMS CF1540HD has a 97-decibel sensitivity (one watt, one meter), and a four-inch inside/outside voice coil, wound on both sides of the former for better heat dissipation preventing sensitivity loss through thermal compression. MSRP: Contact company Ship Date: Second half of 2018 Contact: Celestion, celestion.com

MOD Kits’ Rock Bottom bass fuzz pedal kit is intended to deliver all the “sizzle” expected from a vintage fuzz pedal without sacrificing the low frequencies. The pedal has the range to produce very sludgy bass tone, super clean boost or everything in between. MOD Kits are designed to give novice and experienced musicians the opportunity to build their own amps and effects pedals. All kits come with easy-tofollow instructions and use point-to-point wiring. A pre-drilled enclosure and all necessary parts are included. The effect pedal operates on a nine-volt battery, but for a longer-lasting option, a nine-volt adapter can be purchased separately. MSRP: Contact company Ship Date: Contact company Contact: modkitsdiy.com MAY 2018

PRODUCT

Metal Gear

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Audio-Technica released ATH-M50xBB Professional Monitor Headphones, a limited-edition blue/black version of its ATH-M50x, as part of its M-Series line of headphones. The headphones feature metallic-blue earcups and black accents, including distinctive trimming, earpads and headband. It features 45millimeter large-aperture drivers, sound-isolating earcups and construction, very high SPL capability, and natural, accurate sound with impactful bass and high-frequency extension. With professional-grade earpad and headband material and a collapsible design with detachable cable, the ATH-M50xBB headphones remain comfortable throughout long monitoring sessions and transport easily, stated the company. MAP: $169 Ship Date: Now Contact: Audio-Technica, audio-technica.com

Solid Choice

Washburnâ&#x20AC;&#x2122;s acoustic-electric Comfort All-Solid Model WCG700SWEK-D features an ergonomic armrest bevel that provides guitarists with greater comfort and reduced player fatigue. The new guitar also has a solid Torrefied Sitka spruce top, solid African Ovangkol back and sides, an ebony fingerboard and bridge, bone nut and saddle, and Graphtech Ratio-tuned tuners, as well as Fishman Presys Blend electronics with microphone and tuner. This unique combination of top-quality materials and built-in electronics is what gives the guitar the loud and warm tone that is craved by many of todayâ&#x20AC;&#x2122;s players. The Ovangkol back and sides provide characteristics that fall somewhere between Indian rosewood and black walnut. A hardshell case is included for protection and portability. MSRP: $1,783.90 ($999 MAP) Ship Date: Now Contact: Washburn, washburn.com

MUSIC & SOUND RETAILER

PRODUCT

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Good Reflexes

Toca introduced its Bass Reflex Cajons. The flagship of the new series is the Toca Extended Range Cajon. According to the company, the dimensions exceed those of standard cajons, inherently deepening the bass and expanding projection. Thus, it works hand-in-hand with the bass reflex system to promote smoking bass tones while offering a broad dynamic range. Also part of the series, the Flamenco Cajon — Mahogany represents the marriage of the folkloric Peruvian and Spanish traditions, the Toca Flamenco Cajon offers high sensitivity and a shimmering high end, the Corner Accent Cajon is detailed right down to the adjustable Flamenco snares, and the Workhorse Cajon is affordable with a full tonal palette. MSRP: Contact company Ship Date: Contact company Contact: Toca/RBI Music, tocapercussion.com

Point of Sale + Website + Rentals

Neither Rain, Nor Sleet, Nor Gloom of Night

Blizzard expanded its IRiS video panel line with the addition of two new models: IP3 and R2. The IRiS IP3 is built to perform anywhere — rain, shine or snow. Beyond its outdoorsy personality, the IRiS IP3 also has 4,500-nit brightness that can render perfect video images even in direct sunlight, said the company. The IRiS R2 has exceptional brightness, contrast and refresh rate, which easily rank at the top of the list of available solutions, added the manufacturer. Both the IP3 and R2 have ETL certification and are designed for easy one-person handling. MSRP: $1,699.99 Ship Date: Contact company Contact: Blizzard Lighting, blizzardlighting.com

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Gauge of Success

D’Addario Accessories released the D’Addario String Height Gauge, an all-in-one tool intended to help musicians set up their guitars with the highest possible level of precision. Made of stainless steel, this durable tool helps end users easily measure the height of their strings and pickups, neck relief and other critical measurements. The D’Addario String Height Gauge includes U.S. and metric sizes. MSRP: $14 Ship Date: Now Contact: D’Addario, daddario.com MAY 2018

PRODUCT

Tenor Madness

Hal Leonard introduced two new volumes in its Omnibooks series, The Trumpet Omnibook and the Sonny Rollins Omnibook. Omnibooks are comprehensive collections featuring the accurate note-for-note transcriptions right from the recordings. They also include chord symbols and metronome markings and are comb-bound for easy usability. The Trumpet Omnibook features transcrip-

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tions of solos as played by some of the world’s leading jazz artists, including Miles Davis, Dizzy Gillespie, Nat Adderly, Freddie Hubbard and others. The Sonny Rollins Omnibook celebrates the bebop legend that worked with Miles, Monk, MJQ and many others. MSRP: Contact company Ship Date: Contact company Contact: Hal Leonard, halleonard.com

‘Big Phat’ Deal

Alfred Music released Big Phat Jazz Piano Solos, an intermediate/late-intermediate jazz piano book by Gordon Goodwin. Big Phat Jazz Piano Solos contains piano solo adaptations of jazz band composer Goodwin’s most popular Big Phat Band titles. These 10 Big Phat Band classics capture the essence of the Big Phat Band versions. They reflect Goodwin’s ability to combine jazz excellence with a variety of musical styles, including Latin, rock and funk. MSRP: $9.50 Ship Date: Now Contact: Alfred Music, alfred.com

MUSIC & SOUND RETAILER

GOOD & PLENTY: THE GREAT THINGS GOING ON IN MI TODAY

(continued from cover)

JOSEPHSON ENGINEERING Josephson Engineering once again provided the microphones for the recording and broadcast, as well as other technical assistance, for the nonprofit Cabrillo Festival of Contemporary Music, which is one of the major festivals of contemporary music in the United States, with people coming from all over the world to play and attend.

ELECTRO-HARMONIX

Electro-Harmonix has made donations to many worthy causes. Here is a list of several of these donations: • Hurricane Irma relief • Hurricane Harvey relief • Jewish Federation of Broward County • Little Haiti Optimist Club • Amor y Poder Pentecostal Church • American Red Cross • The Salvation Army • Southern Baptists • Catholic Archdiocese • Relay for Life — Sponsor of Vintage Guitar’s Team Josie • Toledo School of Arts Guitarfest • She Rocks Awards • Guitar Mash • Montville School of Rock (Montville Township High School) • Bootsy Collins Foundation • Healing Newtown Through the Power of the Arts • Joseph Harp Correctional Center Band Program

G7TH

Modern-day slavery is a scourge of civilization in the 21st century. Since 2015, G7th has been supporting Hope for Justice, an international organization working to eliminate human trafficking. “Hope for Justice is working across four continents to bring an end to modern slavery by preventing exploitation, rescuing victims, restoring lives and reforming society,” said Tim Nelson, international development director at Hope for Justice. “But, we can only do that with the support of ordinary people and the amazing generosity of their regular giving because rescue is not an event; it is a process. We are so grateful to companies like G7th who help us reach a wider audience with our message of hope for people who have been trafficked.”

SUPER-SENSITIVE MUSICAL STRING CO.

Super-Sensitive Musical String Co. has launched a new internship program for both high school and college students. According to president Jim Cavanuagh, “Our interns are gaining real-world experience while being taught skills not learned in a school environment.” Tasks include various aspects of manufacturing as well as customer service. Super-Sensitive states that it is flexible with interns’ school and extra-curricular schedules.

MAY 2018

ORANGE AMPLIFICATION Orange Amplification is helping to raise funds for the Salvation Army’s Strawberry Field Campaign. This charitable cause aims to reopen the Strawberry Field site, immortalized in the Beatles song “Strawberry Fields Forever.” As a child, John Lennon famously used to jump over the wall in the Strawberry Field grounds, where he would play and listen to The Salvation Army band. Lennon grew up just a stone’s throw away from the site, which has been left unused for 12 years. The Salvation Army has owned Strawberry Field since the 1930s and wants to build a hub that offers training and valuable work placements, providing real employment prospects to young people with learning disabilities, helping them achieve their full potential. It also hopes to open the world-famous gates of Strawberry Field to the public for the first time in summer 2019. The tranquil gardens will promote the themes of peace and love, and feature a new exhibition dedicated to the history of Strawberry Field, the song “Strawberry Fields Forever” and Lennon’s early life. Cliff Cooper, CEO and founder of Orange Amplification, has been appointed an honorary patron of the campaign to help raise funds for this project. He will be working alongside Lady Martin OBE, also an honorary patron and widow of the legendary Beatles producer, the late Sir George Martin, affectionately known as the 5th Beatle. The song “Strawberry Fields Forever” was one of his favorite tracks.

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ROLAND CORP. U.S.

Roland Corp. U.S. is involved with various charity and community initiatives each year. One such initiative is the company’s relationship with the Playing For Change Foundation. In 2017, Roland served the organization as the official lead partner and official 10th anniversary sponsor. Playing For Change is a global nonprofit organization dedicated to creating positive change through music and arts education. The foundation develops and supports school music programs in underserved communities around the world, providing free classes in music, dance and languages that combine cultural traditions with technology. As the first-ever official musical instrument partner of the

MUSIC & SOUND RETAILER

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organization, Roland worked closely with Playing For Change throughout 2017 to provide a positive impact on the lives of children, their families and their respective communities. Roland made its artist relations centers around the world available to Playing For Change, to support them with their local events/ activities, including supplying Roland, BOSS and V-MODA equipment, assisting with video content capture and supporting the Playing For Change’s 10th Anniversary celebration. Roland Corporation U.S. also hosted members of the Playing For Change Band for a special Facebook Live performance and fundraiser last year. Donations collected during the online event benefited the organization’s global work in supporting school music programs in underserved communities by providing free classes in music, dance and languages.

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CASIO AMERICA

Casio America teamed up with national nonprofit Little Kids Rock and Disney/Own star Roshon Fegan to surprise more than 500 students from Magnolia Science Academy 8-Bell in Los Angeles for Music in Our Schools Month. Billed as a “routine” school assembly, the unsuspecting students got a thrill when “Shake It Up,” “Camp Rock” and “Greenleaf” star Roshon Roshon Fegan Fegan snuck on stage to give a live performance and gift enough Casio CT-X700 Series keyboards to give all of the school’s 170 Modern Band music program students access to an instrument. “Giving back to the next generation of musicians is so important to Casio,” said Stephen Schmidt, vice president of Casio’s Electronic Musical Instrument Division. “Partnering with organizations like Little Kids Rock and performers like Roshon, who is a featured Casio artist, ensures that we are collectively helping to impact local communities in a positive way through music. This donation is just one way to thank young, impressionable students and help them to grow into artists that continue to believe in making music and will one day hopefully give back to the next generation of musicians.” Little Kids Rock developed the nationally renowned Modern Band programs that reach over 650,000 students across the country and that teach kids to play culturally relevant music they already know and love, like pop, hip-hop, country, rock and R&B. Kids become proficient while playing the music that inspires them, and participation in Modern Band increases their engagement with school, learning and inclusion, while fostering critical 21st century skills like teamwork, creativity and communication. “Little Kids Rock is grateful to receive Casio’s continued support and commitment to empowering young music makers in Los Angeles and across the country,” said Little Kids Rock CEO and founder David Wish. “By supporting the Modern Band program at Magnolia Science Academy 8-Bell and donating these state-of-the art instruments, [Casio is] ensuring that these students will have access to a first-rate and entirely new type of music program in their community.” MAY 2018

KORG USA INC.

Korg USA Inc. has dedicated another year to supporting various nonprofit organizations via its roster of brands, including Korg, VOX, Blackstar, Spector, Tanglewood and Crush Drums. In the past year, Korg has also continued its efforts supporting Long Island Cares — the Harry Chapin Food Bank, as well as continued its support for the local Marcum Challenge race at Long Island’s Jones Beach State Park. Korg’s popular Brew Music campaign also included a philanthropic donation to Foundations of Music, a nonprofit organization in Chicago, at its Lagunitas Brewery event. The NAMM Show included a special performance at the Korg USA booth from the Heartstrings Band, composed of members of the charity One Step Beyond Inc., which provides support through music programs to individuals with intellectual disabilities. The organization also received a donation of Blackstar amps, Korg keyboards, a Crush drum kit and more, to keep music education a prime focus in the program. In addition, Korg Edu created a unique bundle for aspiring ukulele players. Partnering with Guitars in the Classroom, a nonprofit organization that trains classroom teachers to incorporate music into all curriculum subjects, the Smart Start song book teaches ukulele without the need of traditional music theory. Also, TRL’s DC Young Fly surprised the students of Manhattan Early College School for Advertising, with the help of Korg, earlier this year, to teach students how to use Korg’s volca series. At this school, and many others across the city, students are eagerly looking to find themselves in a music-centered career, so giving them the opportunity to delve deeper into Korg’s products is a great opportunity for them, said Tiffany Stalker, senior manager of Korg’s Education Division, adding that watching them interact with DC Young Fly and generally expressing such gratitude and excitement inspires the company to keep going and to keep providing schools with as many instruments as possible.

MUSIC & SOUND RETAILER

See us at Summer NAMM, Booth 1501

D’ADDARIO & CO.

The D’Addario Foundation, led by fourth-generation family member Suzanne D’Addario Brouder, assists in the development of the strongest and most immersive music education programs in underserved communities across the country. Each year, it vets upwards of 600 applications from music education programs seeking support. To be considered, programs must have a high level of integrity, a deep commitment to the communities they serve, quality mentorship and the ability to offer music instruction to children for as long as possible. On an annual basis, the foundation dedicates up to $1 million in cash and instrument accessories to its chosen grantees. “It’s when music programs become frequently accessible to students that we begin to see positive change. We see improvements in academic studies, development in discipline and cooperative skills, neurological benefits, and, most importantly, a heightened level of joy, self-confidence and purpose,” said Brouder, executive director of the foundation. Expanding on the core programming it supports each year, D’Addario recently established the Music Education for Girls Initiative, which dedicates funding to provide girls with advanced learning opportuniRemo Belli

THE ZILDJIAN CO.

ties, scholarships and transformative musical experiences that foster personal and professional growth. The initiative was promoted this year on International Women’s Day when D’Addario & Co. donated half of all D’Addario product sales at Guitar Center to this very cause. Proceeds from that day have gone to create scholarships for girls in a free music program that D’Addario has operated for four years. Scholarships provide instruments, private lessons and the opportunity to participate in a local youth orchestra. While the foundation continues to invest in its existing programs and initiatives, it took on a new project hosting instrument collection events to collect, repair and distribute gently used instruments to programs in need. These events are made possible by unique partnerships with Hungry for Music, Todd Rundgren’s Spirit of Harmony Foundation and Instruments in the Cloud. “We are actively seeking partnerships with like-minded companies to give our programs the resources they need,” said Brouder. “Through these collaborations, we’re able to inspire the educators who work tirelessly to bring music to their students. We believe that music has the power to breathe new life into communities in need, and that’s why we do what we do.” D’Addario is also a pioneer in sustainability. “For decades, we’ve been pursuing every avenue imaginable to minimize our carbon footprint and do what we can to save the planet. Using 100-percent eco-friendly packaging, recycling instrument strings and planting trees in family-owned forests are just a few ways we’ve made an impact so far. It’s all part of our larger mission to create positive social change and remain fully committed to the environment,” the company stated. In 2013, the foundation created “Play. Plant. Preserve.,” Promark’s landmark reforestation program that replants the trees it uses to make drumsticks. “Here’s how drummers help: For every purchase of Promark sticks, we provide seedlings to family-owned forests in Tennessee, restoring old forests and growing new ones too. The goal is to replant every tree used by the year 2043. So far, we’ve replaced over 250,000 trees (and counting!),” said the company. Then, after learning that over 1.5 million pounds of strings (2.5 times the weight of the Statue of Liberty) could end up in the landfill every year, D’Addario took its commitment one step further. To help solve the problem, it teamed up with the global recycling organization TerraCycle to create Playback, an industrywide instrument string recycling program that turns waste into worth. In less than one year, D’Addario recycled 1.7 million strings and hopes to reach 2.5 million by the end of 2018. “In many ways, these programs speak to D’Addario’s commitment, not only to our loyal players and social responsibility, but also to our mission of building an ongoing, self-perpetuating cycle of music,” said CEO Jim D’Addario. 28

The Zildjian Co. established a Music Therapy Internship program at the Berklee College of Music in Boston. The gift was made in memory of the late Remo Belli, founder of the Remo Drumhead Co. and a longtime supporter of Music Therapy. This spring, a second Remo Zildjian Music Therapy Internship has been established at the Able ARTS Work in Long Beach, Calif. Able ARTS Work is an arts-based organization assisting the disabled in low-income urban areas. The internship will build upon the many years of support the organization has received from both Remo and his wife, Dr. Ami Belli. “The Zildjian family has had a longstanding relationship with Remo Belli,” said CEO Craigie Zildjian. “First as an endorser when Remo toured with singer Anita O’Day, and later as our largest dealer on the West Coast. In establishing the Remo Zildjian Music Therapy Internship Program, we pay tribute to Remo’s passion and commitment to helping people through the power of music.” “I feel I am in the life-enhancement business ... drums can be used by anyone for relaxation and enjoyment,” Remo Belli once said. “They can be used for helping people with autism or Alzheimer’s, or for someone just showing up at a recreation center on a Tuesday night having a ball ... as a rhythm instrument. They’re accessible; they’re instantaneous.” MAY 2018

WD MUSIC PRODUCTS

Throughout its 40 years of doing business, WD Music Products has supported a number of organizations that provide assistance to surrounding communities. Just recently, the company made a special donation to the Children’s Advocacy Center of Fort Myers in Lee County, Fla. As part of its fundraising auction to raise money to help abused children and survivors of abuse, WD donated a red Stratocaster guitar, complete with case, stand and guitar strap. The guitar raised a sizeable donation. The Children’s Advocacy Center provides a number of services and assistance under one umbrella, including assistance with adoption, children’s advocacy and support, disabilities and health conditions, food, clothing, healthcare and financial assistance in many surrounding counties. It also provides help with housing and utilities, legal services, mental health and substance abuse.

Now Presenting... Music & Sound Award Winners,

IBANEZ GUITARS

From December to Jan. 6, Ibanez Guitars conducted a fundraiser to raise money for the victims of the many hurricanes and other natural disasters last year. The fundraiser was named “Rock & Rebuild,” and in order to help increase visibility, the company teamed up with longtime Ibanez Signature Artist Steve Vai to help promote the campaign. Ibanez decided to offer up a Steve Vai signature JEM77 to one randomly selected contributor and Vai was kind enough to agree to sign the guitar. Debi Thomas from Nevada was the eventual winner of the guitar. As it turns out, her son is a huge fan of Steve Vai, and he ended up as the proud new owner of the autographed Ibanez JEM77. Most importantly though, the fundraiser was very successful. It ran for a period of five weeks and Ibanez was able to raise more than $13,500 for disaster relief. (continued on page 50) MUSIC & SOUND RETAILER

Dealer Division, at Summer NAMM

Find out which dealers were voted Best of 2017 by manufacturers ... It could be you!

Can’t make it to Summer NAMM? Look for the full list of winners in our July issue of the Music & Sound Retailer!

/MSRetailer

w w w . m s r e t a i l e r. c o m

And the Retailer Nominees Are... By Brian Berk The Music & Sound Retailer made a big change this year. Instead of handing out the Music & Sound retailer awards at the same time as the manufacturer awards, we decided the awards will be handed out at the Summer NAMM Show from now on. This way, we can give more coverage to truly fantastic retailers in MI. That’s not the only change we made. We also added a retailer Lifetime Achievement/ Hall of Fame award, which will be awarded to one of four incredible candidates: Sweetwater’s Chuck Surack, West Music’s Robin Walenta, Skip’s Music’s Skip Maggiora and George’s Music’s George Hines. Please read on to see the entire list of retail nominees for the 32nd annual Music & Sound Awards.

MULTI-STORE DEALER DIVISION BEST GUITARS & BASSES

BEST INSTRUMENT AMPLIFIERS

Alto Music (NY)

Guitar Center

BEST RECORDING-RELATED PRODUCTS

Guitar Center

Heid Music (WI)

Bananas at Large (CA)

Sam Ash

Hermes Music (TX)

Guitar Center

Schmitt Music (MN, WI, ND, NE, CO, KS)

West Music (IA, IL)

Sam Ash Springfield Music (MO)

BEST KEYBOARDS

BEST SOUND REINFORCEMENT

George’s Music (PA, FL)

Guitar Center

BEST PERCUSSION

Menchey Music (PA)

George’s Music (PA, FL)

Sam Ash

Portman’s Music (GA)

Ken Stanton Music (GA)

West Music (IA, IL)

Sam Ash

Paige’s Music (IN) (Chops Percussion Division)

Skip’s Music (CA)

MAY 2018

Manufacturers: Please don’t delay! Make sure your voice is heard. Your vote can make a huge difference! Voting is officially open for the 32nd annual Music & Sound Awards at msretailer.com/vote. HURRY, the deadline is June 4th. We will not accept votes following this date.

As a reminder of who is nominated for awards this year, please read below.

BEST DJ EQUIPMENT

BEST CUSTOMER SERVICE

Bailey Brothers Music (AL)

A&G Central Music (MI)

Guitar Center

George’s Music (PA, FL)

Hermes Music (TX)

Robert M. Sides Family Music Centers (PA, NY)

I DJ NOW (NY)

West Music (IA, IL)

BEST CLINICS

BEST SALES STAFF

A&G Central Music (MI)

MULTI-STORE DEALER OF THE YEAR

A&G Central Music (MI)

Mason Music (AL)

A&G Central Music (MI)

Mason Music (AL)

Skip’s Music (CA)

George’s Music (PA, FL)

Schmitt Music (MN, WI, ND, NE, CO, KS)

West Music (IA, IL)

Schmitt Music (MN, WI, ND, NE, CO, KS)

West Music (IA, IL)

MUSIC & SOUND RETAILER

SINGLE-STORE DEALER DIVISION BEST GUITARS & BASSES

BEST KEYBOARDS

Blues Angel Music (FL)

Chuck Levin’s Washington Music Center (MD)

Chicago Music Exchange (IL)

Middle C Music (DC)

Music Villa (MT)

Romeo Music (TX)

Sweetwater (IN)

Uncle Ike’s Music & Sound (IA)

BEST INSTRUMENT AMPLIFIERS

BEST SOUND REINFORCEMENT

Beacock Music (WA)

Chuck Levin’s Washington Music Center (MD)

Five Star Guitars (OR)

Full Compass (WI)

Red Dragon Guitars (NC)

Sweetwater (IN)

Righteous Guitars (GA)

Uncle Ike’s Music & Sound (IA)

BEST RECORDING-RELATED PRODUCTS Chuck Levin’s Washington Music Center (MD) Full Compass (WI) Sims Music (SC) Sweetwater (IN) BEST PERCUSSION Columbus Pro Percussion (OH) Fork’s Drum Closet (TN) Memphis Drum Shop (TN) Vic’s Drum Shop (IL) MAY 2018

Lifetime Achievement Award (Individual person at either a multistore or single-store retailer) Chuck Surack, Sweetwater George Hines, George’s Music Robin Walenta, West Music Skip Maggiora, Skip’s Music

Chuck Surack

George Hines

Robin Walenta

BEST DJ EQUIPMENT

BEST CUSTOMER SERVICE

Chuck Levin’s Washington Music Center (MD)

Antonio Violins (OH)

International House of Music (CA)

Spicer’s Music (AL)

Sims Music (SC)

Sweetwater (IN)

Third Rock Music Center (OH)

BEST CLINICS

BEST SALES STAFF

SINGLE-STORE DEALER OF THE YEAR

Cascio Music (WI)

Music Villa (MT)

Contemporary Music Center (VA)

Spicer’s Music (AL)

Cream City Music (WI)

Sweetwater (IN)

The Music Zoo (NY)

The Candyman Strings & Things (NM)

MUSIC & SOUND RETAILER

Skip Maggiora

FI V E M INUTE S W ITH

JAMIE MANN

PRESIDENT, PRS GUITARS

By Brian Berk Summer NAMM isn’t the only big event coming up next month. Experience PRS will also be taking place at PRS headquarters in Maryland. We asked Jamie Mann, president at PRS, to talk about the upcoming event, his fondest memories of his decade at the company, his daily discussions with Paul Reed Smith and much more.

The Music & Sound Retailer: You’ve been at PRS for 10 years. Please tell us some of the highlights in those 10 years and what you remember most. Jamie Mann: I joined PRS Guitars in 2008. We had a backlog and plans were on the table to grow an amplifier and an acoustic guitar business. Construction was near completion on 85,000 square feet of additional manufacturing space. On the first day on the job, Paul wanted to go for a walk. First, we walked through the 34

new factory space, and the conversation went as one would expect. Then Paul and I walked outside. I could tell he was excited to talk about something. Once we were out of earshot and eyeshot, Paul showed me a handwritten list with 21 bullet points. In marker across the top in large letters, it read, The 21 Rules of Tone. I imagined it was something akin to KFC’s Colonel Sanders sharing his secret recipe with the new guy. At the time, he hadn’t really talked much about this list. It did seem a bit odd to me that the first thing Paul wanted to go over wasn’t the budget or the org charts or capacity planning or team introductions. The scary thing is, 10 years later, it makes perfect sense. The list has evolved a bit, but it has also become part of what we do here every day. We were actually just discussing the list this morning in a meeting. Another moment that will stick with me took place during The NAMM Show in 2016. I was not actually in California at the show. I was in Maryland, and we were in the middle of a two- to three-foot snow storm. On Saturday night, I received a call from Veronika, one of our production managers who lives close to the factory. The sprinklers had gone off, so she met the fire company at the factory. The snow had drifted to heights of 12 to 15 inches, where the roof lines of the old and new buildings meet. The roof had sagged deep enough to damage the sprinkler system. Long story short, our contractor Glen Lindengren worked quickly to put together a plan to build a structure underneath the roof and crank it back into position. On Monday morning, I was on the phone with Glen. He was updating me on the MAY 2018

cultures, very different value sets and very different approaches to product development. I figured out early on that many of the specific business processes from “my old life” were not going to translate directly to PRS. Over the years, we have implemented several business practices that my former Black and Decker colleagues would recognize, but most of the focus and effort has really been on fundamentals: aligning the right people with the right roles, focusing on product quality and innovation, improving communication among the teams and giving the manufacturing teams the resources they need to improve each year. The team here at PRS is extremely talented, and the passion for the guitars and amplifiers throughout the building is very real. It’s more about providing some direction and giving folks room to run.

The Retailer: What advice has Paul Reed Smith imparted on you, and how often do you communicate with Paul? Mann: Paul and I talk every day; several times on most days. He’s active in just about every aspect of the business. He likes to know what’s going on with the numbers, but his passion and focus are mainly on the product. If there is an issue that impacts the tone or functionality of the instrument, he’ll either be right in the middle of figuring out the solution or want the play-by-play until the issue is figured out and a plan is in place. As far as advice is concerned, I look at his impact as more of a slow education through a thousand conversations. Paul and I spend a significant amount of time discussing tradeoffs between cost and quality. Paul will make an adjustment to a pickup or a bridge or a tuning peg or the finish, and he’ll plug in and be very excited. I’ll listen, hear a small difference, and ask myself, What will this do to production? How much will it cost? Does this obsolete any inventory? How much engineering time will be necessary to implement? Through the discussions, we remind ourselves that it is the sum of these small, incremental improvements that have made our guitars and amps better each year. The shift for me is that the Paul Reed Smith, Jamie Mann and Jack Higginbotham return on investment for each incremental change may not be there, if you look at each change on its own. However, when you look at the reputation that we have built for plan that he and our engineers had formuproducing high quality, innovative instruments, you view the small moves as part of the larger lated, when the roof started to make some equation ... macro advice. moaning noises that could have worked in the background of a horror movie. I The Retailer: What’s the best part about your new job and why? moved into the other building and within Mann: Right now, that’s tough to actually narrow down. I was fortunate to step into the role a few minutes — bam — a section of the of president at the time I did. The market is up, demand for our product is up and our sales roof came down. Glen calmly asked if are up. We’re in a really good place as a company. So, really the best part of the new job is conthat sound in the background was what tinuing the work we’ve been doing together as a group through the last bunch of years. he thought it was. I told him we were We’ve worked hard to take quality to higher and higher levels, and it seems that the music moving to Plan B. As terrible as things world is giving us some credit for the quality of our instruments. The team takes pride in this, looked at that moment, we quickly had all and it shows in the attitude and morale in folks throughout the business. That feels good. hands on deck, cleaning, organizing, and The second area would be the way the teams within the business are working together. We salvaging equipment and product. Glen’s don’t see much turnover in our management ranks, so many folks have worked together for team built us a tunnel to transport matequite a long time. (I’m still considered a new guy after 10 years.) But what we have seen is a rial through the open area, and we were management team that has matured, focused, worked together and pushed each other year afback in production three days later. It was ter year to improve the business. We weathered some very challenging years following 2009. unbelievable. Coming through the tough times with a strong team and experiencing some real success is very rewarding. The Retailer: You were previously a Black and Decker executive. How did The Retailer: You have the PRS experience event coming in June. Tell us about you take knowledge from there and the importance of the event for you and what visitors will get to check out while there. implement it at PRS? Mann: Relationships are important to us. We want people to understand what we do and Mann: This one is complicated. The (continued on page 53) two companies have very different MUSIC & SOUND RETAILER

M I SPY

The Iowa-Illinois Quad-Cities, midway between Chicago and Des Moines, isn’t exactly known as a hotbed of musical talent, which is quite an oversight. Jazz pioneers like Bix Beiderbecke and Louis Bellson, pop and rock artists like Jude Cole, Robert White Johnson, and The Time’s Jesse Johnson, and country singers Suzy Bogguss and Margo Price are just a few notable musicians who are from what the natives call “the QCA,” the Quad-City Area. It’s comprised of Davenport and Bettendorf, Iowa; Rock Island and Moline, Illinois; and a couple dozen outlying suburban and rural towns that collectively total nearly half a million residents,

AM Guitar Works 5259 Jersey Ridge Rd. Davenport, IA 52807 563.370.6810

AM Guitar Works is a small, locallyowned shop tucked into a strip mall next to a sports bar, and it doesn’t have a lot of street visibility. The store seems well-known in the QCA, though, partially for the honest reputation of the owner who plays guitar in the area’s popular 12-piece band, an indication that he’s not in this solely to make money. I entered the store and I was greeted with a warm smile. I was told to take a look around and try out

West Music Co. 4305 44th Ave. Moline, IL 61265 309.764.9300

West Music is a longtime institution in eastern Iowa and western Illinois, and this Moline store is one of several West Music locations. A third-generation business, the store handles all types of equipment, from high school band and symphonic instruments to electric professional entertainment gear. As soon as I entered the store, a smiling long-haired guy was right there to see if I needed help. But not in an overbearing way by any means. He was friendly, and when I told him

QUADRUPLE THE FUN IN THE QUAD CITIES with an international airport, and the Mississippi River running down the middle of it all. And a recording studio/live venue called Daytrotter offers a subscription service that features once-in-a-lifetime recordings of prominent acts of all genres, acts that make it a point to drop in and record as they make their way east and west on Interstate 80. So, with all that and more going on, it makes sense that substantial numbers of both pro and amateur musicians in the QCA have to spend money on gear. Even though the internet has taken some brickand-mortar business, this part of the country is largely loyal to the atmosphere of days past, where one actually walks into a store to amble around and shoot the breeze with neighborhood pickers. In the spirit of good journalism (Mark Twain wrote for his first newspaper a few minutes from here), and as a good detective (since this is the hometown of The Rockford Files’ Stuart Margolin), your humble MI Spy thought it fitting to see what the acoustic guitar market was like in this very scenic, but occasionally fish-and-slaughterhouse smelling, metropolitan midwestern area.

whatever I wanted. The store carries mostly mid-range or slightly higher brands of acoustics, no Gibsons or Martins here, though the store also does consignment sales, so there may be one on the wall from time to time. The business offers Takamine, Washburn, Cort and some others. I tried out a Washburn and a Jay Turser before a really large Takamine GJ72CE jumbo, like the elephant in the room, caught my eye. It was a little big for me, but I pulled it off the wall and gave it a test drive, and I liked it. I expressed my interest in the jumbo, which had a $599 price tag on it, and asked the guy what his best cash price would be, and he went to the other side of the store for a minute to do the math. He came back with a number of $550, not bad considering the $877.99 list price. That was without a case, but he had one that would work for an additional 99 bucks. It was a good price from a small store that probably doesn’t have much room to dicker, and I appreciated his effort to make the sale. I told him I’d think about it, and he wrote down all the info for me.

I wanted to look at acoustic guitars he pointed me to the store’s humiditycontrolled acoustic room, telling me to help myself and to let him know if I had any questions. Inside the room was another long-haired sales guy who told me to just grab whatever I wanted, making sure I knew how to get the guitars off the wall from the auto-lock hangers. After trying out a Yamaha and a Breedlove, I set my sights on a Martin 000-18 reissue (sans pickup), which was extremely well-made and hard to tell apart from an older model. List price was $3,099, and the store’s price was $2,299. A third salesman with less hair then entered the room, and we had a great conversation about guitars in general and Martin in particular. He was extremely knowledgeable and really knew his stuff after decades in music retail. After he went to his desk to do some research, he said I could get the 000-18, with a sweet wood hardshell case, for an additional 15-percent off the store price if I had cash. No price break for plastic, but a decent price for cash. I told him I’d let him know, and as I left, the entire staff smiled and thanked me for stopping in. I got the impression that everybody in this store loved music and musicians.

MAY 2018

The Sale

Guitar Center 3860 Elmore Ave. Davenport, IA 52807 563.355.5667

A metropolitan area this size is bound to attract the attention of the ubiquitous Guitar Center chain, and this GC store on Davenport’s north side is part of a mile-long shopping area. Its location had pretty obviously been some sort of home improvement or catalog store in the past, with only one entrance door and a drive-thru that looked like a plywood-loading area. But hey, whatever works. The staff inside was mostly 20-somethings who didn’t seem to have a lot to do on what was a slow day, but they were friendly enough and eager to help. After I was directed to the acoustic room and told to let the salesman know if I needed anything, I tried out several acousticelectrics, including a Fender and a Yamaha, before setting my sights on an Epiphone 500MCE Masterbilt, which sounded and played a lot better than I expected. One of the young salesmen had been in the room showing someone else a guitar, and when he finished with that customer I asked him what he could do for me in terms of a cash price on the Masterbilt, which was tagged at $679.99. He said he’d go check, and I tried out a cool Epiphone acoustic bass while I waited. And waited. When he finally came back, he said that he couldn’t come down on the price at all. The guy didn’t seem to have much negotiating clout, or the store had a built-in bottom line on this one. And there was no case either, which surprised both of us. Then he just sort of walked away, never bothering to see if I might be interested in something else. At least one of the other sales guys told me goodbye as I left.

MUSIC & SOUND RETAILER

Griggs Music 3849 N. Brady St. Davenport, IA 52806 563.391.9000

Griggs Music has been headquartered in Davenport for more than a century and has additional stores on both sides of the river. It’s been a goto place for the area’s pro musicians for decades, but it’s also a favorite place for high-school band players. The store was quiet the day I went in, with four staff members mostly standing around at the counter doing something on their phones, and not paying much attention to me though I was ripe for the picking. I finally told one of the salesmen I wanted to look at acoustic guitars, and he told me to help myself, pointing the way to an acoustic room that didn’t really lend itself to trying out instruments, with rather loud, straight-ahead jazz playing through a stereo setup. I tried out Recording King and Yamaha acoustics before I saw something I’d never checked out — and few stores carry — a guitar with a multi-scale, or fanned-fret, neck. This guitar was an Ibanez AEW40FFCDNT acoustic-electric gloss natural, and after I tried to adjust my playing to work with the neck for a few minutes, I summoned the referring salesman to talk money. He said he’d be able to drop the price from $599 to $569, but would have to check to see if he could find a case to go with it, which would be extra. He was a nice enough guy and the deal wasn’t bad, but I still got an overall feeling that there was no real sense of urgency when it came to customer service on his part, or on the part of the other staff, who were in pretty much the same positions I found them in as I departed.

To start, deal making is not the main mission for MI Spy. I knew that coming in, but I wanted to share my total experience at the stores. An overall observation about this geographic area is that salespeople don’t seem quite as hungry as they are in more densely-populated cities, or where there are larger professional music scenes. Not necessarily a bad thing, but an observation. While AM Guitar Works didn’t carry top-of-the-line gear, it was a cool store for the small operation that it is, and the sales guy was friendly, articulate and accommodating. He was willing to do whatever he reasonably could to make the customer happy and make the sale. And he knew his stuff about the gear he sells. The guys at Guitar Center were friendly enough. But there was no recommendation about what to do concerning the lack of a case. When the salesman didn’t bother to suggest a different model or inquire about what I wanted in a guitar, it kind of made me want to see what the guy up the street had to offer. Griggs Music is an established Midwest institution, and perhaps its people rest too much on that reputation, and don’t feel the need to put forth a lot of effort. Or, like so many stores that also rent high school band instruments, they may be resting on their laurels too much when it comes to being overconfident about staying in business. Whatever it is, the staff seemed to be there more for the gig than for the love of music or customer service. And the winner is: West Music Co.’s Moline, Ill., store. Don’t get me wrong, the other stores weren’t deplorable, and AM Guitar Works ran a close second. But, at West the atmosphere was one of a store where gear guys who love instruments really care about helping others make music. And while retail is still about making money in the end, any retailer that projects a real interest in their product, and in the customer, is more likely to make the sale. 37

SHINE A LIGHT

AN IN TE R V I E W W I T H

STEVE ZAPF PRESIDENT, MUSIC & ARTS

By Brian Berk This month, we decided to change up our Shine a Light feature slightly for one time only. We shine a light on a retailer that is experiencing explosive growth. Music & Arts opened its 160th store in February, and has added more since. The retailer is definitely not stopping there either. We asked Steve Zapf, president, seven questions, which we present in a question-and-answer format.

The Music & Sound Retailer: Please tell us about your background, your involvement with the music industr y and career at Music & Arts. Steve Zapf: I suppose you could say that I’ve been involved in the music business all of my life. My grandfather was trained in Germany as a violin maker, and, in 1918, he and my great-grandfather opened up a Zapf’s Music Haus in Byreuth. However, life during the depression, which followed World War I, was very difficult, with little room for discretionary purchases like musical instruments. Thus, the family picked up and emmigrated to the United States, eventually settling in Philadelphia, where they opened Zapf’s Music Store in 1928. My father, Erik, joined the business in 1964 and focused on growing several key product categories: guitars and school music, e.g. woodwind, brass, strings and sheet music. Fast-forward to the 1980s and I enter the Zapf’s scene as a highschool kid trying to save up for college; cleaning instruments and working the retail floor. I was pre-med as an undergrad in college, but still vacillated between a career in medicine and business, spending summers either working in medical research labs or computerizing the family music business. Evidently business won out, and, following my graduation from Yale in 1990, I moved to Chicago to work for a management consulting firm, McKinsey and Co., and then full circle back to Philadelphia for my MBA at the University of Pennsylvania. My return to the music business was firmly cemented in 1999, when a McKinsey colleague and I left the firm to join my brother Rich and start up Music123. The Music123 story was as exciting as it was tumultuous, mixing innovation and creativity to deliver epic growth rates. Growth was only constrained by capital, so we looked for deeper pockets and sold the business to Woodwind & Brasswind, which in turn was sold to Musician’s Friend. And that is how, in 2006, I first joined the GC organization… Guitar Center had also acquired Music & Arts in 2005. In 2012, following my tour of duty at Musician’s Friend and then Guitar Center corporate, I was tapped to run both Music & Arts and Woodwind & Brasswind from our corporate headquarters in Frederick, Md.

quality of, and access to, music education in this country. Although we haven’t completed a comprehensive analysis of every market in the country, it seems reasonable that we will double in size over the next four to five years. For example, in the first two months of 2018 we’ve acquired five new locations and opened two more organic stores, bringing our total store count as of March to 164. By year-end, we plan to add another 30 locations through acquisition and organic expansion. All The Retailer: You have been aggressive both acquiring and new stores will offer the full compliment of sales, rentals, lessons and opening new stores. Have you set forth future goals for the num- repairs. In addition, we have 140 school music road reps and plan to ber of stores you hope to operate? Will most new stores include add 10 to 15 more this year. your full complement of sales/rentals, ser vice and lessons? How Indeed, if there are any independent stores out there who might conbig do you want to become? sider partnering with us, I can sincerely say that there has never been a Zapf: Our mission is to support, professionalize and extend the better time to reach out and discuss valuation.

MAY 2018

into five- and 10-year pro formas. Using this method, we are able to have a high degree of confidence that our new locations — be they organic stores, acquisitions, or new rep territories — will drive incremental sales and profits not only for us, but for the market as a whole. Of course, if a competitor was struggling before we moved in, then some of our growth will come at their expense, but in general, we find that the well-run independents continue to do well and that we can coexist and collectively benefit from growth in the overall market.

The Retailer: The music industr y has certainly withstood the test of time, but it’s not seeing massive year-over-year sales increases as an industr y either. What makes you confident that growth in this industr y is the proper move to make? Zapf: As you know, we serve beginner musicians in all categories, but specialize in school band and orchestra sales, service, rentals and repairs. When we look at neighborhoods in need of better access to music lessons and expert advice, and when we look at school districts in need of rentals and professional support, we still see a lot of white space where our format works well. Furthermore, with well over 1,000 associates in markets across the country, we are able to get great firsthand intelligence about the local market. Finally, all of the data we collect about a market is carefully modeled MUSIC & SOUND RETAILER

The Retailer: How are you staving of f competition, namely internet competition? What do you do better than the competition? Zapf: Approximately half of our revenues are service based. There is no question that services can be disintermediated by new webbased competitors, but it’s not as dramatic as it is for pure productbased retailers. For example, you could find a great repair shop online and box and ship your instrument to them (at your expense), then ask for a quote, get the work done if the quote is to your liking, and then pay again to have it shipped back to you. ... But there are a lot of hoops for, and a lot of time and expense for, the customer to make this service work; thus we believe that repair, like lessons and rentals, has enduring value when the need is served directly from the local market. Music lessons are also a great example. Yes, there are some quality digital programs out there, but more than 35,000 students take lessons in person each and every week at a Music & Arts. This level of tutelage can be supplemented, but never be fully replicated, online, and that’s one of the reasons we’ve focused on growing and developing this part of our business. Furthermore, it drives great foot traffic that can — and does — turn into incremental product sales. The Retailer: How has your lessons program grown in the past few years, and what do you attribute that success to? Zapf: We’ve grown the lesson program by about 15 percent over (continued on page 51) 39

R E TA ILER R E B E L

IT’S A PARTNERSHIP By Gabriel O’Brien I’ve written about mentorship before, and I’ve certainly mentioned Jerry Lambert before, such as back in my March 2017 column in the Music & Sound Retailer. Given my long history with Jerry, and that he has only recently announced his retirement, it feels like the end of an era to me. Maybe it does to you, too. Maybe it is. It makes sense, because Jerry has always been a retail man at heart. Sure, he’s been on the vendor side of the fence my whole career, but he started out as the manager of Metronome Music, under the great Larry Miller, which is just right up the road from Larry’s Music Center, where I work, in nearby Mansfield, Ohio. The more I write about social media and tech, the more I also feel compelled to write about customer service and dealer relationships. Jerry Lambert is the king of both those things, and I’ve been watching his mastery at them as long as I can remember. These are a few things I’ve picked up along the way.

A lifetime of lessons learned from Jerry Lambert

Have a Good Story

If you’ve spent time with Jerry, you know he’s the king of good stories, and always has a great one or a quick joke at the ready. They’re great icebreakers and keep the mood light. They make you feel like you’re in the inside of something, like you’re important, like you have a friend. This is especially great on the sales floor. Talking to a customer, learning about that person, and being able to connect on a personal level and share a brief story or funny anecdote about something builds trust and erases doubt. It’s also a great way to relax people; this helps them get out of their own way when they’re trying to decide whether or not to buy something.

Have a Good Demo

Jerry is the king of demos, or at least one of them. My boss, Brad Shreve, is certainly up there also. Jerry has always been able to succinctly boil an amp or a pedal down to a few key features and illustrate them with broad strokes in a solid, quick demo. Never showy in a way that a customer of lesser skill might feel embarrassed to try something for him or herself, a great demo is about being able to skillfully give a bird’s-eye view of any relevant facts or features and to gain the attention of a prospective buyer. A good demo is succinct, shows the product off in an enthusiastic and fun light, and is about the product and not the player. Having a good demo down is an art. While mine may never be as good as Jerry’s, or Brad’s for that matter, I’m always working on it.

You Can’t Sell What You Don’t Stock

This is like the retail version of, “If you build it, they will come.” If you want to attract customers to your store, having new and interesting things, and restocking the things that sell well, are key elements. I can’t quote Jerry directly, but his wisdom basically goes like this: You sell an item; you reorder it so it’s there for the next customer. It’s not complicated, but you wouldn’t believe how often I go to the pet supply stores in town in a never-ending game of musical chairs. Trying to figure out who’s going to have the dog food I want in stock. It’s insane. It seems to me that, if something is popular and you sell it a lot, you stock more of it or buy it more frequently. This is true in music retail stores, and it’s not only frustrating for customers, but if they come in two or three times and you don’t have what they were looking for, they’ll never come back to look for it again.

Be a Good Partner

MI retail is a symbiotic relationship between retail stores and their suppliers. Those relationships serve each other and allow us all to stay in business. Good communication and good business practices will carry us a long way, but trust and good relationships are the keys to long-term growth and success for everyone. The thing I perhaps learned most from Jerry is that making this look easy takes years of diligent work to build those confidences among industry peers. I’ve been fortunate to know and learn from a great many wise and interesting people during my time in this business, and, while I’m sure Jerry is looking forward to retirement (and come on, there’s no way he’s totally retiring). I can’t imagine MI retail without a Jerry Lambert out there showing us all how it’s done every day. I’m glad I’ve been able to work with him these last years and will continue to try and absorb everything he’s around. Congrats, Jerry, you’ve earned it.

MAY 2018

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By Allen McBroom

Ben Franklin, by way of his Poor Richard’s Almanac, is often given credit for the phrase “a penny saved is a penny earned.” Whether old Ben originally coined the phrase (sorry for the pun) or not is a topic of some dispute, but the wisdom of the phrase is pure gold. You’ve probably read before in this column that “all profit is measured in single percentage points.” The corollary to that is that all expenses are also measured in single percentage points. Store owners often watch the large expenses, while overlooking the smaller, easier to miss expenses. Let’s start with an easy example: your monthly credit card statement. Credit card processors are big on selling us their services based on their low, low discount fees. We’ve all gotten the call where the cold-call salesman pitches you “only a 1.55-percent discount rate.” You’ve heard this line if you’ve stayed on the phone long enough to hear the rate. When the credit card statement arrives though, the 1.55-percent discount rate balloons from the addition of payment card industry compliance fees, mid-qualified and non-qualified transactions, and other fees that are hard to decipher. Typically, a traditional credit card processor is going to end up with 3 percent (or more) of your transaction money once all the monthly fees are added. If you want to know your actual rate for using your processor, just take the total of all the fees you’re charged for the month and divide it by the total amount of credit card transactions. These numbers are usually on the last page of the card statement. If your total fees are $750, and you ran $25,000 through the card machine, you’re paying 3 percent of your money for the privilege of using that processor’s services. That’s too much. There are now card processing services that charge a flat rate with no transaction fees for processing your card transactions. For a swipe or chip card, Square charges a maximum of 2.75 percent, period. Other services charge similar rates. If you run a lot of cards, call and ask if there is a quantity discount. (There probably is.) We’ve been using Square almost three years, and we’ve saved a lot of money over using the traditional card processors. Square isn’t the only non-traditional card company out there; they are just the only one we have experience with. It’s well worth some of your limited time to investigate these new-fangled processors, if you’re still using the old-fashioned processors. Do you sell on Amazon? While I’m ducking, let me point out a lot of merchants do sell on Amazon. If you are one of those, be aware of what your costs are. Fifteen percent is not an unusual Amazon fee for selling MI-related products. Be aware that Amazon also charges you 15 percent of your shipping fees. If you sell a $25 item with a 35-point margin in your physical store, your brick-and-mortar profit is $8.75. If you sell that same item on Amazon, and charge $4 shipping, your Amazon profit nose dives to $4.40. (That’s $29 less 15 percent for Amazon, less $4 for shipping, less $16.25 product cost.) Considering a small Amazon seller store costs $39.95 per month, and a portion of that has to be paid out of that $4.40 profit, well, you’re clearing less than $4.40 and Amazon is clearing $4.35. You also have to handle returns and return postage, should they occur, out of your measly $4.40. It’s not unusual for Amazon to make as much on a transaction as the merchant. Since you can’t reduce Amazon’s usurious fees, you can offset their fees if you raise your Amazon prices. Some merchants raise

their Amazon prices to about 18.5 percent above their in-store prices, and then the 15 percent of the product and the shipping just about balances out the revenue to where it would have been in the physical store. Keep in mind this won’t work selling common items, but if you’re the only one on Amazon selling certain items, you can still sell there and maintain your margins. That price-increase strategy will kill all sales of common items, though, so you’ll have to decide if selling for low margins works for you or not. eBay’s seller policies are becoming more and more Amazonlike each year, so the cost analysis above can be applied to eBay as well. One bright spot in the eBay realm is that some of its MI selling fees have dropped to only 3.5 percent (curiously reminiscent of Reverb’s fees), but they still have monthly fees or other costs associated with selling there. Your volume and seller rank also impact your fee structure, so each seller has to figure his/her own costs of selling on eBay. If you sell on either Amazon or eBay, tracking your revenue, fees, and actual shipping costs for a month may prove to be an eye-opening bit of research. Excel is easy to use for tracking those numbers. We’ve talked plenty about shipping in this column, but if you’re using UPS or FedEx, don’t be shy about telling your rep (yes, you’ve got a rep, even if they’ve never been to your store; call UPS or FedEx and ask for their number) you want to re-negotiate your discounts. Ask both companies for rates and do whatever makes the best sense for your stores’ bottom line. Saving what seems like small money adds up over time and can positively impact your store’s bottom line. It’s up to you to do the necessary homework and make sure the pennies are staying in your pocket, not someone else’s. MAY 2018

Have Your Voice Heard The Music & Sound Retailer will print its 13th annual Independent Retailer Roundtable later this year. We want your help. If you are a retailer attending Summer NAMM in Nashville next month and can spare some time to talk about your business, we want to hear from you. Please email Brian Berk, editor of

the Music & Sound Retailer, at bberk@testa.com by June 18 to express your interest in this great story. We hope to see you at Summer NAMM!

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N O T Y O U R AV E R A G E C O L U M N By Tim Spicer

FIRST IMPRESSIONS ARE EVERYTHING At the end of the day, we want our businesses to stand out to our customers. A key way to make your store memorable is by creating a pleasing store appearance, including attractive store displays. I’ve covered this topic at NAMM University sessions throughout the years. Store appearance can alter a first impression for a new customer. Studies indicate we have about seven seconds to make a good first impression. What do your customers experience in the first seven seconds of walking into your store? I like to walk into my store from the viewpoint of a first-time customer and observe what my eyes are drawn to. It’s easy to become numb to our surroundings when we see the same things every day. We may not notice the full trashcan, the crooked guitar on the hanger or the wall that needs a new coat of paint. Your customers don’t spend five to seven days a week in your store, so they see things you may overlook. They notice much more than you think. These first impressions of overall store appearance can make a difference in how long a customer stays and how much they spend. It’s also important to take a closer look at your manufacturer displays. You know, the ones that come free when you buy a product. For the most part, these displays are color neutral and they display the merchandise neatly with a logo on top. There is nothing wrong with using these displays, but are these really special if every music store has them? If every store hangs their guitar straps on the same display, what is setting your store’s appearance apart from your competition? Where is the originality? Music is all about creativity; that creativity should show in your store design. Many clothing boutiques have perfected this. Last year, I took my wife to the Blue Ridge Mountains for New Year’s. My wife has a thing for shoes. She pretty much buys a pair every time we go on a trip. While shopping with her one day, I had an “aha” moment. We visited a store that had clothing and shoes every-

where. It had a lot of inventory, but no central theme. Stuff was scattered throughout the store without reason. The background music was loud, and it was hard to focus on anything other than the clutter. We quickly walked out. About 30 minutes later, we walked into another store with a completely different vibe. There were unique displays everywhere. Clothing, shoes and jewelry hung from unique platforms around the store. My wife picked out a pair of boots that were displayed on a driftwood shelf suspended from the ceiling. I recognized the boots. I saw the exact same pair at the previous store we were in. The other store lost her business because of its display. Are you losing business because of your displays? As music retailers, we sell the most beautiful inventory in the world. It’s time we display our inventory to intentionally showcase the beauty. We are selling more than instruments. We are selling passion. What if music store displays were as diverse and creative as clothing boutiques? What if we made our own unique strap or stick displays? We can slap retail on the walls, or we can tailor our displays to meet our unique needs. If you are thinking of refreshing your store, there are a couple things to focus on. First, when we shop, we have a natural tendency to move from right to left. You can use this to your advantage. Think about the inventory you want customers to look at first and place it on the right. Place the quick-turning inventory toward the back left of the store, ensuring that your customers walk past new inventory to get to these

items. However you choose to locate and display your inventory, it’s important to be intentional. Don’t just throw stuff on the walls; think of it as showcasing art at an exhibit. Everything should have a purpose. If you don’t have the budget for a remodel, it doesn’t mean you can’t change your appearance with some affordable do-it-yourself projects. Think about putting a fresh coat of paint on your walls. Go to a flea market or antique store and see what you can find to repurpose for a display. If you need inspiration, find a local clothing boutique and see if anything grabs your attention. Above all else, spend time focusing on how to grab and maintain your customers’ attention. Involve your team. There are plenty of affordable ways to brighten your store and give your customers something to be excited about. It just takes a little creativity. And in this business, we are good at that … it’s who we are! I’d love to hear your creative ideas on store displays: tim@spicersmusic.com. MAY 2018

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V E D D AT O R I A L

By Dan Vedda It doesn’t matter where you fall on the political spectrum: A “trade war” would be bad for the music products industry. I’m not saying that there will be one, but given the news, I can’t say there won’t be one. So, I want to address the scenario at an early stage. I think it’s a valuable exercise to think about the ramifications of such disruption rather than blithely going on assuming “it can’t happen to us.” First of all, I should point out something: Music products are, and have always been, global. The finest woodwinds still bear the stamp of Paris, violins from Europe have the greatest cachet among players and American guitars are still the gold standard, despite global manufacture. Even before products are made, the components and raw materials sourced from around the world — woods from the equatorial tropics to the mountainsides of Europe and Canada, reed cane from France and South America, and copper — part of anything brass and anything electrical — from Chile and Canada. (We don’t produce enough copper domestically. Natural resources are like that.) I don’t expect this to change soon. Despite research into alternatives, we still attach a mystique to things like rosewood, and copper is, well, copper. So, given the broad sourcing of our products and raw materials, it would be hard to imagine any restraint or tariff that would have no effect on us, directly or indirectly. Keep in mind that tariffs have economic ripples that show up in unpredictable ways. (For one possible example, any rise in the price of “must have” commodities may divert disposable income back to essentials. That may mean fewer restaurant visits, or it may mean “no new guitar.”) China is a prime target for tariffs, of course. How does that affect us? Imagine that 15-percent to 20-percent premium tacked onto guitars. Oh, I know there are wonderful American guitars. Can we make a decent guitar in the United States that hangs on the wall tagged at $129? Perhaps we can — but if it were easy, we’d have never imported guitars. All these overseas instruments didn’t happen because “made in China” sounded hip and exotic. Band instruments (not counting the horrible knockoffs and counterfeits) will all list over $1,000. Who will take the hit to keep rental prices affordable? Perhaps creative companies can crack the 46

production equation. (Don’t expect much from the robotics end of things, as research and development would likely eat the savings at our scale.) So, if we can’t — or won’t — make those decent-yet-inexpensive instruments domestically, what happens to our entry level? Playable low-cost instruments have opened huge opportunities for recruitment of players young and old, launched school guitar programs, and kept band and orchestra programs viable. Raise the price, and what happens? If you’re gleefully thinking, “That will push up the price of those crappy no-name instruments!” Yes, it will. But our import instruments will rise as well, so the garbage products will still be the low-cost alternative. So, the short answer is, we don’t know, but we can speculate. And speculation should scare us enough to plan. We don’t know, first of all, how raising prices would affect participation, but it’s logical to assume that anything that raises the cost of adoption reduces participation. We also don’t know what tariffs might do to the flow of products and raw materials. What sort of documentation might clog the system? Living in an on-demand world, how are sales affected? Consumer behavior is extremely volatile. I lose sales every week not to competition, but to lags in product availability, whether from backorders, slow suppliers or even unpredictable events like the hammering the East Coast took from the weather in March (and even early April in some places). That can hurt us as much as price. I can only note in passing ancillary effects of a trade war like rising interest, stock market drops and the counter-tariffs that make it harder for our domestic companies to export profitably. The results are complicated, and this isn’t an economics forum. Yet these ripples can still swamp us. So how do we plan, when we can’t know exactly what will happen? I think that no matter what happens, even if trade war is just a scare tactic, we’ll benefit from doing these things. First, we need to redouble our market outreach. We have to get the message to potential music consumers about the benefits of playing and that we are the source in the community for information and assistance. We need people involved enough that they prioritize spending on music. Once people are playing, they are more likely to continue. It could become increasingly difficult to get people started; it’s always far less effort to keep people playing. Second, we need to bolster our offerings with income the tariffs (or other disruptions) don’t directly touch: repairs, lessons, and used or consignment sales. (Sorry, manufacturers.) Given internet competition, many brick-and-mortar stores may have added these features. If so, now is the time to up our game. We need to increase the quality and publicize the availability of these services. These are things we should be doing even if trade wars never materialize. You may also think, “Well, there are still dealers doing well without all that — particularly those who have harnessed the (ahem) (fanfare) “power of the internet.” Sure, but good as things may be, they could suffer more than storefronts if product flow or pricing took a hit. There is always a deal-breaker threshold. The lowest price may still be too high. Online retailers also have fewer options: You can’t download a repair, and the revenue model for online instruction leaves a lot to be desired, particularly competing against the large number of established free and paywall sites. Take heart: We’ve actually withstood something even worse during a real war. With rationing and redirected manufacturing during WWII, there were no new instruments. We were also just coming off the Great Depression. Stores repaired, taught, traded and diversified just to survive — pretty much the same approach I’m advocating today. The difference is that today we have more sophisticated ways to do this, more people who wish to play, and strong domestic accessory and instrument brands. The good news is that if we really get creative and resourceful, we can do better than many other industries because people don’t just want our products; they want to make music. And we can position ourselves to make that possible. That’s powerful, and why I have so much hope for our industry. Thoughts? Post an opinion or a tactic on the Veddatorial Facebook page. MAY 2018

R E TA I L I N G B E T T E R

PASSION AND FUN By Robert Christie

I guess everyone who enjoys their work feels they are lucky to be doing what they are doing. In MI, we truly are. We could be selling plumbing supplies. (Plumbers, no hate mail, please. It’s just a little joke.) Instead, we get to go to work each day surrounded by things that bring immeasurable joy into the world. After all, we don’t often say that we “operate” our instruments; we “play” them. Since music is what we love, how can work become a grind? But, this is the real world, and, for some of us, it can. My news feed is full of suggestions on how to improve my work-life balance. People, it’s 2018. How about we just agree not to get bogged down with the concept and definition of work-life balance. Instead, we may do better to remember not to simply count hours spent on completing a task or doing that one important thing. Let’s make the work we do as meaningful and enjoyable as we can, which brings its own kind of balance. We can accomplish this by simply being mindful that all our work, even the dull, every-day tasks, is tied to the thing we love: music. To keep the joy in our work, we need to feel engaged, and for most of us that means we need to be busy. Just going through the motions isn’t satisfying. Put thought into how you organize the tasks ahead of you. Avoid diving into the deep end of the stress pool by packing 20 hours of work into a five-hour morning. This requires you to be more realistic about the time necessary to complete the work that needs doing. Recognize what busy means to you and be sure you are staying happily engaged by scheduling tasks accordingly. Then, make an effort to turn tasks into rituals. You may find this will enhance the experience of your daily responsibilities. Identify those moments that bring you joy and savor them. I love the feeling I share with a customer who is purchasing their first instrument, the joy and thrill that shiny new noisemaker brings. I work to revisit those feelings each time I see that customer by asking what they are working on in lessons, discussing a recent performance, or just asking for recommendations on new music. Having fun, and bringing joy to your tasks, shows through to your customers, sometimes in unexpected ways. March was Music MUSIC & SOUND RETAILER

in Our Schools Month (MIOSM). As part of a MIOSM promotion, we thought it would be fun to make a bracket-style tournament featuring woodwind, brass and percussion instruments facing off against each other. We also thought it would be funny to post ESPN SportsCenterstyle updates on the daily match-ups, capped off with an “ad” for a product or service we offer. We invited our customers to play along by voting on social media for their favorite instrument, and to submit brackets. Our customers enjoyed the content, and we certainly had fun creating it. When the tournament was over, we decided to post a short blooper reel, so our customers could share in the fun we had creating the tournament. Something strange happened. The blooper reel was the most viewed and shared video of the entire tournament. Customers visiting our stores came in smiling and wanting to talk about how much fun music is and how much they enjoyed our promotion, right before they purchased something. Here’s your homework, class. Over the next week, be mindful of the joyful moments in your workday. Remind yourself the ways that your current task is connected to your passion for music. Then take the time to imagine a few ways you can share that sense of fun with your co-workers, teachers, students and customers. Once you’ve taken those steps, try to design a fun event, social media campaign, product demonstration or other activity. I truly believe it will drive profit to your bottom line. Part of our branding is that Central Music is a fun place to visit. We are at our best when sharing the joy of our every day with those we engage with. After all, fun is infectious. Remember, people want their experience with your business to be both entertaining and authentic (two buzz words we will discuss in a future “Retailing Better”). This is something you can’t fake. It takes practice to remain mindful of our joyful connection to music … especially when you’re cleaning the employee bathroom. A side benefit to all this fun is that it helps you to just chill out. When you are happy, you are more likely to be relaxed. Being relaxed can make you more open to new experiences or opportunities others miss. It also makes you more aware of what’s happening around you. While anxiety, in small measure, can help some of us zero-in on one perceived problem, it can also cause us to lose focus on the big picture. My prescription for keeping the gray clouds of discontent away? Stay connected to the passion that brought you to this business in the first place. Stay engaged by remaining busy and thoughtfully organizing your daily tasks. Most of all, remember to have some fun! 47

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MAY 2018

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GOOD & PLENTY: THE GREAT THINGS GOING ON IN MI TODAY

Ad Index

Company

(continued from page 29)

AMAHI UKULELES............. 27 BOURNS PRO AUDIO.......... 52 CELESTION........................... C-II CHAUVET LIGHTING.......... 7 CONNOLLY MUSIC COMPANY.......................... 53 D'ADDARIO........................... 25 D'ANGELICO GUITARS....................... C-III FENDER................................. 9 FENDER................................. 11 GALAXY AUDIO.................. 3 HAL LEONARD.................... 17 KALA BRAND MUSIC CO.......................... 26 KALA BRAND MUSIC CO.......................... 5 KYSER MUSICAL PRODUCTS......................... 12 MANHASSET SPECIALTY COMPANY............................. 6 MARSHALL ELECTRONICS................... 21 MUSIC & ARTS CENTER.... 45 NAMM................................14-15 PRO X..................................... 23 RAIN RETAIL SOFTWARE........................ 22 RC WILLIAMS...................... 20 TRUSST.................................. 10 U.S. BAND & ORCHESTRA SUPPLIES........................... 19 VOCOPRO.............................. 13 WD MUSIC PRODUCTS...... 8 YORKVILLE........................C-IV 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.

YAMAHA CORP.

From enriching the experience of music students and teachers to nurturing hope for sick children or traumatized veterans, Yamaha has been raising and donating hundreds of thousands of dollars per year in funds and goods for charitable and humanitarian causes. The company enjoys a long-standing partnership with the Make-a-Wish Foundation, bringing musical instruments and experiences to young music lovers with life-threatening medical conditions. In December, the company donated a $5,900 saxophone to a teen clarinetist from Ukraine, Ivan Lisitsyn, who had a wish to learn to play the sax and explore his love for jazz. Yamaha and Make-a-Wish also presented a young high-school band enthusiast in Massachusetts, Naro Kang, with a new professional oboe. Lisitsyn’s father, Sergey, is looking forward to his son’s learning to play the saxophone with love. “Learning a complicated instrument like the saxophone takes a lot of effort, and I hope this will help him through his illness and recovery,” he said via an interpreter. Brian Petterson, marketing manager, wind instruments, Yamaha, said that the partnership with Make-a-Wish “Fits right in with our company’s commitment to helping educate young music makers.” Also, the relationship between Yamaha and Children’s Hospital of Orange County (CHOC), a California pediatric facility in the backyard of the Buena Park headquarters of Yamaha itself, has been bearing fruit for 10 years running. Yamaha just finished its most successful fundraiser for CHOC in March by participating in the Southern California Half Marathon and 5K races. The company raised $32,000 for the hospital to devote to juvenile diabetes, 100 percent of which will go directly to fund research for a cure, with no strings attached, stated the company. This latest event brings the grand total of overall donations from Yamaha to CHOC to more than $142,000, and Yamaha plans to extend this project’s reach to the University of California at Irvine as an additional research partner. “It is wonderful to have so much participation from our community, supporting such a worthy cause,” said David Jewell, marketing communications manager for Yamaha. Jewell bears a personal stake in CHOC’s success in this particular field, as his own daughter, Katrina, was diagnosed with juvenile diabetes when she was just 13. The healing power of music is applied in a more literal sense in the ongoing collaboration between Yamaha and the Guitars for Vets program (G4V). Co-founder Patrick Nettesheim discovered that playing guitar helped ease post-traumatic stress disorder symptoms in returning vets, redirecting their bad memories toward making music. Through its dealer, Kraft Music in Franklin, Wis., Yamaha helps to supply more than 600 guitars a year to G4V, which now has more than 70 chapters in 38 states. In other neighborhood charitable endeavors, for the last 10 years, Yamaha Cares has also worked with the Buena Park Police department and the Orange County Food Bank on Project “Give a Christmas.” This past year, 75 Buena Park children were “adopted” and received gifts from Yamaha employees. Jewell emphasized the importance of Yamaha dealers in the success of the humanitarian efforts of Yamaha: “Our company’s contribution to these wonderful causes is greatly amplified through support from our dealers. Just as they have entrusted the Yamaha brand to represent them in the marketplace, Yamaha entrusts our dealers to enhance and extend our philanthropic outreach,” he said. MAY 2018

ALFRED MUSIC

Alfred Music believes that music education is essential to a well-rounded education and thinks every person should have the opportunity to experience the joy of making music. As part of its ongoing philanthropy, the company strives to support as many music-making opportunities as possible and is proud to announce the re-launch of the Alfred Cares initiative, which was established to support music education where and when it’s needed the most. Through Alfred Cares, Alfred Music... • Donates educational materials to support nonprofit partners and music educators looking to launch new music education programs or grow existing programs. • Provides professional development support for music educators through free clinics, workshops, and in-service programs at events and in schools. (Alfred’s top clinicians and authors travel around the country all year long to meet with music educators and share their knowledge and experience.) • Participates in Music Education Advocacy efforts on the national, regional and local levels, learning and sharing the most up-to-date and relevant information to help support music education programs across the country. • Develops products that support music education associations and organizations by giving back all or a part of proceeds and/or royalties on those products sales. Specifically, in collaboration with The ASCAP Foundation, and in support of the VH1 Save The Music Foundation, Alfred Music assisted in providing over 65 new school music programs with 2,500 band, string, piano and general classroom method books. Alfred Music also worked with Young Musicians Foundation to donate the Complete Sound Innovations Method for both its beginning and intermediate community bands and orchestras. Donations included nearly 300 books valued at more than $2,500. Alfred also took part in these efforts: • Via Texas and Florida State Music Associations online resource

tools, Alfred Music worked with six schools and one community band in Texas, and one school in Florida, to help replace music lost in the devastation by Hurricane Harvey and Hurricane Irma. Schools were offered either direct replacements of Alfred Music product that was lost or up to a $500 credit to replace needed performance music. • The company provided Teaching Guitar Workshops with more than 1,500 Guitar Method books for participating teachers at more than 18 Teaching Guitar Workshop Locations in 2017 and is happy to continue helping teachers start new guitar programs in their local school districts. “I am inspired every day by stories that teachers, students and parents share with us about their music-making journeys and I am so grateful that Alfred Music gets to play a part. It is up to us to ensure that every person who has the desire to learn has access to a quality music education. Because if we don’t, who will?” said Ron Manus, chief business development officer of Alfred Music. Editor’s Note: To learn all the good stuff one retailer, Guitar Center, is doing, visit www.msretailer.com/good-stuff-guitar-center.

SHINE A LIGHT: INTERVIEW WITH STEVE ZAPF — PRESIDENT, MUSIC & ARTS

(continued from page 39) the last three years. We only hire university-trained, backgroundchecked lesson instructors, some of whom are even Emmy, Tony, or Grammy recipients. While our teachers might be the primary reason students continue to take lessons at Music & Arts, the program is professionally managed by a dedicated team that is committed to deliver an outstanding learning experience for students and parents alike.

The Retailer: On the sales side, what are some of the trends you’ve seen thus far in 2018? What are some of your MUSIC & SOUND RETAILER

hottest-selling products and what market segments are doing particularly well? Zapf: Band and orchestra instruments — along with the accessories that go with them — are consistently the biggest sellers for us. Our “Upgrade Your Sound” event is a great example of the growth we have been able to drive in this category. We held our first one in 2011, and it’s now a major semi-annual sale with revenues well into the millions. We’re also seeing upticks in digital keyboard sales, driven by big leaps in technology over the past several years, including

better sound and the ability to connect directly to a computer for songwriting and recording. Many of these features were previously only available in high-end models, but can now be had at lower price points. Keyboards are a natural go-to for band and orchestra students looking to learn a second instrument, and they have great options across the board.

The Retailer: What are some of your future goals for Music & Arts? Zapf: I think we’ve come back to our mission: Support, professionalize and extend the quality

of, and access to, music education in this country. And to do so in a way that is good for both our growing associate pool and also satisfies the needs of our owners. In fact, it’s a privilege to work in the furthering of music, but it’s also a fun time to be at Music & Arts right now … growth is always exciting and the challenges of new markets, new deals, new products and a growing team are exciting and fulfilling. And with growth, we believe, comes more opportunity for our team, and, importantly, more music for our communities … all of which is a very good thing indeed. 51

THE FINAL NOTE: TERRY PLATT — CEO, CRUSH DRUMS

(continued from page 54) just the guy keeping time.

The Retailer: What songs are on your smartphone right now? Platt: “Of Dirt and Grace” by Hillsong United and “The Loft Sessions” by Bethel. I listen to those two albums a lot. But depending on the day I could be playing anything from NWA to Tonic to Erykah Badu and everything in between. Lots of hair metal, rock and pop, too. The Retailer: What’s the most fun thing you saw/did at a NAMM Show? Platt: Being a part of the Korg USA family with its massively impressive booth space, Crush’s new display being in a prime location and having our artists like Brent Easton demo gear in our performance space was by far the best NAMM show for Crush. In addition, watching Snarky Puppy at the Sabian Show was unreal!

perience with an MI retailer (without naming them). Platt: I happened to be in Asia to visit with our manufacturing partners and one of our retailers happened to be there at the same time. We went horseback riding up a mountain to the Great Wall of China and then wound up in a karaoke bar singing ’80s hair metal songs until 2 or 3 a.m. That was definitely a memorable day.

The Retailer: What is the best thing about the MI industry? Platt: I think it’s the players buying the instruments and creating music. Music has always been a way of escape or expression that gives people a voice and a platform to share with others. Music knows no color, religion or financial status. It is something that remains pure in that aspect. It is the players that make this a reality.

The Retailer: If you had to select three people, past or present, to have dinner with, who would they be, and what would you ask them? Platt: Jesus. (So many questions, can’t pick just one.) Abraham Lincoln. Where did you find the strength to keep moving forward with your fight to abolish slavery, and what advice could you give us as we still strive for equality today? John Bonham. Can I take a couple lessons with you?

The Retailer: Who do you admire most outside of the music industr y and why? Platt: I admire so many people outside this industry and I can’t pick just one that I admire the most. I have the utmost of admiration for anyone that puts others above themselves. I have friends that are police officers, soldiers, doctors, teachers. People that work with special needs children and adults, church volunteers, etc. People that place the safety or joy of others before themselves are so inspirational to me.

The Retailer: Tell us about your most memorable ex-

The Retailer: What technology could change MI down

the road? Platt: I think A.I. is going to become a huge part of our industry very soon. I also think that in our search for renewable building materials the manufacturing of instruments in high volume will change. We are currently working with some groundbreaking scientists that have replicated the structural and tonal characteristics of wood with renewable sources that are pretty incredible. This is coming from someone who loves wooden instruments and is a little bit of a “snob” (laughs). When it comes to how things are made and even I’m shaking my head because it is getting really hard to hear the difference from the real wood and the new stuff. Can’t say much more than that, but hopefully in the very near future we can start to share this with the artists.

The Retailer: If you weren’t in the music industr y, what would you be doing and why? Platt: Definitely carpentry. I fancy myself a little bit of a furniture maker. I love taking different kinds and ages of wood. Then shaping and molding them into something that is functional and beautiful. The Retailer: Tell us about your hometown and why you enjoy living there. Platt: I was born in Clearwater, Fla., and raised in a small town called Safety Harbor. Now I reside not far from there in Tarpon Springs. Everywhere I have lived in Florida has been surrounded by water, either Tampa Bay or the Gulf of Mexico. Being able to spend almost every day watching the most unreal

sunsets, fishing, kayaking or snorkeling with my two sons is something I couldn’t imagine living without.

The Retailer: What are your most prized possession(s) and why? Platt: I don’t think I can refer to my family as a possession, but that is the most important thing to me. If we’re talking about actual objects that I possess, it would have to be an old Colt .38 from 1897 that belonged to my great grandfather and grandfather before it was mine. I grew up around guns and hunting, and when my grandpa got too old to hunt, he gave me his old lever action Winchester 30/30, but he kept the .38 for home protection; he loved that old gun. I remember my grandpa wearing that gun in the old leather holster, that it is still in, every time we went out into the woods. When my grandpa passed away a few years back, I went over to see my grandma, and she took me back into their bedroom and said that before grandpa passed away he wanted to make sure this went to you. I guess for me having that old colt is like having a piece of what made my grandpa who he was. The Retailer: What’s your favorite book and why? Platt: My favorite book is actually a book within another book. That book is the Book of Proverbs from The Bible. Whether you believe what The Bible says or not, the Book of Proverbs contains incredible wisdom for all aspects of life, business, family, relationships, etc. I read that book over and over. I read one chapter every day, and when I finish, I start it from chapter one again.

COMING IN THE JUNE ISSUE OF THE MUSIC & SOUND RETAILER: • Summer NAMM Preview • MI Spy Goes to Phoenix • Shine a Light: Illinois’ Music Makers www.bourns.com/proaudio 52

• The Final Note: Paul Reed Smith MAY 2018

FIVE MINUTES WITH: JAMIE MANN — PRESIDENT, PRS GUITARS

(continued from page 35) how we do it. We look at the Experience PRS event as a way to open up our business to our customers, retailers, distributors, artists, media partners ... or anyone else interested in what we do. When people get a chance to see the factory and talk to some of the folks who design and build the guitars and amps, they see that we’re not just a manufacturer cranking out product. We probably have a couple thousand years of guitar building experience in Maryland, if you add up everyone’s tenure. Many of the builders are also guitar players. So, it’s a chance for people to meet and chat with folks from all areas of our business, to see and play our new products, to stain figured maple with our Private Stock team, to catch up with old friends they have made at previous PRS events, to learn about the music industry from the talented clinicians we bring in and to hear some great music. We’ll have three stages active with bands, demos, clinics and stories throughout the event.

The Retailer: What’s the biggest thing(s) that separate PRS from the competition? Mann: I probably touched on the many important factors previously. Internally, the energy and passion everyone at PRS has that goes into developing beautiful, high quality instruments is very real. As an example, every Friday morning the management team pulls a few guitars (at random) from the warehouse, and we open them up for inspection. It’s become a bit of a ritual for us. We see the guitars exactly as the customer will. We’ve been doing this for about six years now, and in almost every meeting, we will find something that should be done better, and we’ll act on it. We are constantly looking for ways to improve the product or the processes. The other area is relationships. We’re not out to leverage and wrangle every sales dollar out of retailers and distributors at any cost. Jim Cullen (director of sales) and Gavin Mortimer (managing director of PRS Europe) have established a culture within our sales teams of looking at relationships from MUSIC & SOUND RETAILER

a long-term perspective. We’re on a roll right now, but we don’t want to take advantage of that at the expense of our dealers and distributors. A few years ago, we were in tougher times, and there were many people who stepped up to help us out by keeping the orders coming although in some cases they were already heavy on product. We’re all in this together for the long haul, and we try to always respect that.

The Retailer: What’s the state of the guitar industr y right now? Are you bullish about the future? Mann: The economy is good, which generally helps the higherend electrics, but we are seeing healthy demand in all areas of the business. We’re sitting on a backlog of six months to a year right now depending on the product line. We are ramping up production as fast as we can while sticking with our no-compromise mentality toward quality. To that end, we just added a second shift to production here in Maryland. We certainly have some external tailwinds helping us out, but within the guitar business, it looks like we’re growing a little faster than our peers. If the electric guitar business is dying, we just aren’t seeing it, but we know it doesn’t take long for the tide to turn. We

like to use the term “cautiously optimistic” about the future.

The Retailer: What are some products you recently released, or will release, and why are they different/cool? Mann: We’ve had three larger product announcements this year. First, we released a completely revamped SE Acoustic line. This past year, Jack Higginbotham, our chief operating officer and former president, wanted to take some time to dive deep into our SE product portfolio. He has moved very quickly to bring even more value to the product, which is evident in this acoustic lineup. They are beautifully appointed, taking many design queues from our Private Stock acoustics. The craftsmanship is in keeping with PRS’s quality reputation. And, last but not least, the guitars sound and project beautifully. Next, we released the MT 15: a powerhouse 15-watt lunchboxstyle amp that we developed with Mark Tremonti. Mark has been with PRS for a long time now, but this is his first signature amplifier. He is a self-proclaimed amp fanatic, so developing an amp that he was proud to put his name on was a serious task. The end result is a two-channel, all-tube amp that retails for $649, but sounds like a $2,000 amp.

The third significant launch for us this year was a little project we worked on with John Mayer: the new PRS Silver Sky model. If you are reading this, I am willing to bet you have heard about this guitar! All I will say is that once you pick one up and play it, you will understand why it took us more than two years to bring to market. We retooled almost every component on this guitar, and to say it paid off is an understatement. We don’t make anything easy on ourselves! All of these releases, have been extremely well received. We gave ourselves the time to make sure we got them right, and it has definitely paid off.

The Retailer: Anything you’d like to add? Mann: I have met a lot of great people over the last 18 or so months ... dealers, distributors, journalists, partners, artists and more. It’s been said many times that business is all about relationships, but I think that is even truer in the music industry. People and relationships have always been important to PRS, and I hope to continue to support that culture. So, thank you for this interview, and thank you to those of you who took the time to read it. If we haven’t met, I look forward to meeting in the future.

THE FINAL NOTE

TERRY PLATT CEO, Crush Drums By Brian Berk

sette tape or any other music I could find.

The Retailer: What instrument do you most enjoying playing? Platt: Drums and percussion. The Music & Sound Retailer: Who was your greatest influence or mentor and why? Terr y Platt: My grandfather, El Platt. He was a touring country and western guitarist and singer in the ’50s and ’60s and later a worship leader in church. He lived his life simply and taught me that ... It’s the simple things that make life great. Faith and family are what really matters. If you’re going to do something, do it to the best of your ability, and, even if you fail, don’t give up and keep going. The Retailer: What was the best advice you ever received? Platt: Control what you can and don’t let the things that are out of your control take a second of your focus or effort away from achieving your goals. The Retailer: What was your first experience with a musical instrument? Platt: At 10 years old, a drummer from church gave me an old metal snare drum and a pair of sticks. I played that thing along to every TV show song, cas54

The Retailer: Tell us something about yourself that others do not know or would be surprised to learn. Platt: Well some people know. I took three years away from music in my early 20s and trained with the Malenko Family to become a professional wrestler. I was well on my way with a wrestling gig in Japan that never happened due to a tragic accident with a chopsaw that left me with all the tendons for my fingers and wrist in the top of my left arm severed. After surgery and a year of rehab, I started playing the drums again to

strengthen the muscles that had atrophied and fell back in love with my instrument.

Live at the El Mocambo, I can only imagine how it would be to watch that magic unfold live.

The Retailer: What’s your favorite activity to do when you’re not at work? Platt: Snorkeling the beautiful Florida waters with my two sons.

The Retailer: What musician are you hoping to see play in the near future? Platt: I would really like to see the drummer for Cold Play live. I love drummers that find creative parts to support the song and understand dynamics.

The Retailer: What is the best concert you’ve ever been to? Platt: U2 Vertigo tour when my ticket was randomly selected to get me and my friend right in front of the stage in the middle of the catwalks. The Retailer: If you could see any musician, alive or deceased, play a concert for one night, who would it be and why? Platt: Stevie Ray Vaughn. After watching

The Retailer: What song was most memorable for you throughout your childhood, and what do you remember about it the most? Platt: Stryper’s Soldiers Under Command. That’s when I started thinking about building a showpiece drum set and realized that the drummer could be more than (continued on page 52) MAY 2018