PRO AUDIO ISSUE PRO AUDIO ISSUE PRO AUDIO ISSUE PRO AUDIO ISSUE PRO AUDIO ISSUE July 2018 Volume 35, No. 7
THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS
Washington Capitals Advocacy Fly-In delegates treated warmly by politicians.
By Brian Berk Like the Washington Capitals, who defeated the Vegas Golden Knights last month for its first Stanley Cup victory since its founding in 1974, NAMM delegates on May 23 at the NAMM Advocacy D.C. Fly-In were definitely champions. For the most part, NAMM delegates’ “ask” of politicians was simple: increase Every Student Succeeds Act funding for arts education from the current $1.1 billion to be fully funded at $1.65 billion. Considering the enormity of the U.S. federal budget, an increase of $550 million isn’t much, to which the politicians NAMM delegates visited seemingly agreed. (continued on page 24)
Heading in the Right Direction Manufacturers weigh in on trends in headphones and in-ear monitors. By Anthony Vargas The line between consumer and professional audio products seems to blur more and more with each passing year. In response to the high standards of audiophiles, in addition to the demands of gigging musicians, part-time DJs and shadetree audio engineers, many manufacturers now offer professional-grade audio equipment priced for pro-am users. And, as technology continues to advance and prices continue to drop, this professional-grade equipment has become more accessible than ever for everyday consumers. Thanks to this influx of potential customers, the high-end headphone and in-ear monitor (IEM) market has seen continued growth over the past several years, and it is poised to continue growing into the foreseeable future. Headphone sales revenues in the United States alone are projected to total approximately $3.9 million for 2018, according to Statista. And, according to Business Insider, the global earphone and headphone market is expected to see a compound annual growth rate (CAGR) of 7.31% for the years 2017 to 2023. (continued on page 28)
ARE YOU SELLING SOUND TAP YET? A SIMPLE NEW WAY TO MONITOR JUST TAP, PLUG, AND PLAY A PERSONAL MONITORING DI BOX
Personal monitoring made easy. Sell more accessories. Solve problems. Works with existing stage equipment. Give your customers a reason to try in-ear monitors.
BUY ONE TO STOCK AND WE'LL SEND A FREE DEMO UNIT TO SHOW GREAT MARGINS - NO MINIMUM PURCHASE - LEARN MORE
pro.ultimateears.com
(800) 589-6531
customsales@ultimateears.com
L AT E S T
z z u B
Experience PRS Enjoys Record Attendance PRS Guitars’ ninth Experience PRS open house on June 8 and June 9 saw record attendance, more than quadrupling since the debut Experience PRS in 2007. During the course of the two-day event, attendees were treated to artist-led clinics, non-stop concert performances and factory tours, plus interactive areas to stain figured maple and check out gear (including the new Silver Sky guitar and MT 15 amplifier). There were also nearly 20 authorized PRS Dealers manning a fully stocked sales floor, complete with limited-edition models, for a chance to buy a PRS right on the factory floor. “We are very grateful that, when we open our doors, so many people come out to support PRS, manufacturing and music. We truly love putting this event together and hosting people who have become a part of our journey through the years, from fans to artists to media partners and our dealers and distributors. It’s amazing and inspiring what we have all been able to create here. When it’s all over, our feet may be tired, but our hearts are full,” said Judy Schaefer, director of marketing for PRS Guitars. The event kicked off at the PRS shop in Stevensville, Md., on Friday night with a VIP event for PRS Signature Club Members and special guests. The intimate crowd was treated to a private cocktail hour and exclusive preview of the Experience PRS sales floor, where more than a dozen dealers were gathered with a selection of PRS gear for sale. Included in the event’s offerings was the Experience PRS Limited Edition Paul’s Guitar, which celebrates PRS founder and managing general partner Paul Reed Smith. Several other limited-edition guitars were also unveiled, including a Semi-Hollow McCarty 594, Singlecut Semi-Hollow McCarty 594, Semi-Hollow Special and a very unique Private Stock “Graveyard Limited” model. The doors opened to all for the main event on Friday night and all day Saturday. After a warm welcome from Paul Reed Smith on Friday night, guests were treated to a concert on the event’s main stage with Washington, D.C., go-go legends E.U., followed by the David Grissom
Paul Reed Smith shreds on stage with friends.
Band. Throughout the day on Saturday, guests enjoyed performances from D!NG, Visible @ Night, the Boscoe France Band and Sam Grow, as well as clinics from Mike Palmisano of Guitar Gate, Emil Werstler and Boscoe France, Tyler Larson of Music is Win, David Grissom, Dave Weiner, Tim Pierce, Bryan Ewald and Peter Denenberg, Simon McBride, and Gerry Leonard. Experience PRS culminated Saturday night with a concert on the event’s main stage. Kentucky-based blues-rock band Magnolia Boulevard kicked off the concert with an electrifying performance. Vertical Horizon followed with a solid set of songs both new and old. Finally, the Paul Reed Smith Band took the stage and unleashed a fun-filled set of its signature “Chesapeake Gumbo” style. No stranger to inviting artists to the stage to join the fun, Smith’s band was joined by all of the artist clinicians, including Gerry Leonard, who joined the band for a goosebumps-inducing rendition of David Bowie’s “Let’s Dance.”
That’s a Rap
RapcoHorizon, an RHC Holdings company, announced that it has finalized the acquisition of all assets of Lava Cable. The Lava Cable brand and its products will be supported by RHC. Mark Stoddard of Lava Cable will be joining the RHC team as the Lava Cable product specialist and will support all sales efforts of the product line. “We are thrilled to bring Lava Cable, an esteemed brand in our industry, under our umbrella of product offerings,” said Darius Seabaugh, vice president of marketing for RHC Audio. “The company’s products complement our existing offerings to the MI market, and we are excited for the future of Lava as an RHC brand.” Lava Cable products are designed to improve tone, functionality and durability, while providing unique solutions that enable musicians to enjoy playing and performing music. Since its inception in 2004, the company has been developing and producing innovative cable and accessory products for the music industry. Lava Cable production and shipment will transition to RHC’s corporate manufacturing facilities, with minimal delays.
MUSIC & SOUND RETAILER
3
THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS
VOLUME 35 NO.7
On the Cover Washington Capitals
20
NAMM advocacy delegates were treated warmly in our nation’s capital in late May. Find out what they were asking politicians and perspectives from retailers and manufacturers on their experience in Washington, D.C.
Columns
Heading in the Right Direction
40 Five Minutes With
For our annual pro-audio issue, we zero in specifically on the headphone and in-ear monitor market. Find out the state of the market and technologies that are changing the industry.
Roland had a major drum launch event at its U.S. headquarters, where the Music & Sound Retailer met up with Takahiro Murai, Roland HQ drum product manager, and Jules Tabberer-Stewart, Roland MU drum marketing strategy manager, to talk about the state of the drum industry and how the sound produced by electronic drums is closing the gap on its acoustic brethren.
Features 32 32nd Annual Music & Sound Award Dealer Winners 33 Not Your Average Column
Tim Spicer recalls his experience at this year’s NAMM Advocacy Fly-In.
34 NAMM Fly-In Photo Spread 36 The Music & Sound Independent Retailer 38 MSR Anniversary: Yorkville Sound
44 MI Spy
MI Spy takes to Baltimore, where he/she hopes to be charmed in Charm City.
46 In the Trenches
12
Backstage Music did a lot of celebrating to honor its 40th anniversary in May, including connecting with local ham radio operators to conduct a “special event station” May 3 to May 6, recognizing the occasion. It also honored the sacred National Doughnut Day.
Buzz
48 Shine a Light
3 Latest 16 People 18 Products
MI has been a part of Lisa Canning’s life for the past 35 years, specifically as a professional clarinetist. Coming in at less than 1,000 square feet, Lisa’s Clarinet Shop focuses solely on high-end clarinet sales and has created an excellent relationship with its community.
50 Retailer Rebel
It’s hard to see critical words written about yourself or your staff. Reading these types of criticism can immediately lead to self-doubt, anger and fear of what other people think when they read those words. Here are 10 tips on how to maintain professionalism under fire.
We take a look at the history of Yorkville Sound Ltd., celebrating 55 years in business.
51 NAMM Top 100 Dealer Awards A photographic look at all of the winners honored June 29 at Summer NAMM in Nashville.
52 Veddatorial
There is a competitor that commands significant market share, undercuts our pricing and offers legitimate brands that band directors heartily approve. It’s not a national chain, internet behemoth or foreign entry into our turf.
53 Retailing Better 20 20
Retail is not dead, explains Robert Christie. But it has changed, and you need to adjust with it.
54 Under the Hood
The aforementioned Roland event featured many product launches. Key among them was the Roland TD-17 V-Drums Series.
62 The Final Note
Learn plenty about one of MI’s most effervescent personalities: Ron Manus, chief business development officer, Alfred Music.
48 4
22 JULY 2018
BECOME A BETTER DRUMMER, FASTER When you’re serious about drumming, you need a kit to match your ambition. The V-Drums TD-17 series lets your technique shine through, backed up with training tools to push you further. Combining a TD-50-class sound engine with newly developed pads results in an affordable electronic drum kit that’s authentically close to playing acoustic drums – accurately mirroring the physical movement, stick coordination and hand/foot control that every drummer needs. Meanwhile, an array of built-in coaching functions will track your technique, measure your progress and increase your motivation. Becoming a better drummer is still hard work, but the TD-17 can help you get there. TD-17 Series V-Drums
www.roland.com
EDITORIAL
Capital (and Capitol) Thoughts Considering this year’s Stanley Cup result and the recently completed July 4 holiday, it’s fitting this issue features a lot of info about Washington, D.C., namely regarding the NAMM Advocacy Fly-In. I hope you will glance at the cover story, as well as this month’s “Not Your Average Column” (p. 33) to check out plenty of great perspectives about the event. I wanted to provide my thoughts on my experience in Washington here, but with a bit of a different take. I’ll start by saying the event (I was there May 22 and May 23) was a fantastic success. From the moment I arrived at Union Station on AMTRAK and made a short walk to the Hyatt Regency Capitol Hill, I not only witnessed the importance of the event, but had a lot of fun as well. It might be surprising to say, considering my attendance at trade shows like The NAMM Show, Summer NAMM, and several manufacturer and retailer events every year, but there’s no better place to meet and chat with manufacturer and retail executives alike. There are too many I met to list here, but I do want to at least name some of the fantastic retailers I had the pleasure of spending time with: Cindy and Rand Cook from Candyman Strings & Things, Mark Despotakis from Progressive Music, Kimberly Deverell from San Diego Music Studio, Donny Gruendler from Guitar Center, Rosi Johnson from Mississippi Music, Tracy Leenman from Musical Innovations, Menzie Pittman and his daughter Summer from Contemporary Music Center, and Brian Reardon from Monster Music. May 23 was the day we took to Capitol Hill and also marks the moment I got an adrenaline rush. After all, this is where it all happens in our country. I’m pleased to say that our political representatives’ aides at least pub-
licly expressed enthusiasm about increasing funding for arts education: the No. 1 advocacy goal this year. That’s a great sign. The only real negative was the actual voting politicians did not make any of the meetings I attended, save for a quick photo opportunity provided by U.S. Rep. Thomas Suozzi. Two politicians, U.S. Reps. Daniel Donovan and Peter King, had been expected to join our respective meetings, but both were whisked away on Air Force One to attend an event with President Trump on Long Island, N.Y., the day we were supposed to meet. On a separate note, I know it has nothing to do with music education (or anything else for that matter), but being a memorabilia fan, I was really looking forward to seeing what adorns politicians’ walls. I bet someone could write a good book about this. I saw a bunch of cool stuff. Beyond the standard map featuring the coverage area each politician serves, I spotted several photos of the politicians with Presidents Clinton, George W. Bush, Obama and Trump, as well as magazine covers they appeared on and newspaper headlines when they were first declared winners in their respective elections. The winner of the best office I visited this year had to be King. His office wall is like a museum, filled with the aforementioned photos, as well as photos with various Mets sports stars, pictures from his career as a boxer and even photos of his beloved Brooklyn Dodgers, who won the World Series in 1955 before moving to Los Angeles. Who had the nicest office? Well, senatorial offices are nicer than offices for House of Representatives members, to start. So that leaves it to the two Senatorial offices I visited: New York’s Kirsten Gillibrand and Chuck Schumer. If you think Schumer — being Minority Leader — would have the nicer office, let’s just say you are correct.
July 2018 Volume 35, No. 7
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
DONOVAN BANKHEAD ROBERT CHRISTIE JEFF KYLE JR. ELLEN LEVITT
MICHELLE LOEB WILL MASON ALLEN MCBROOM GABRIEL O'BRIEN
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
JULY 2018
OFTEN IMITATED. NEVER DUPLICATED. INTRODUCING
THE PLAYER SERIES TELECASTER® NEW PICKUPS. NEW COLORS. AUTHENTIC TONE.
PLAYER SERIES TELECASTER IN POLAR WHITE ©2018 FMIC. FENDER, FENDER in script, TELECASTER, DELUXE REVERB and the distinctive headstock commonly found on Fender Guitars and Basses are registered trademarks of Fender Musical Instruments Corporation.
L AT E S T
z z u B
Music & Arts Continues Growth
Music & Arts opened three new locations with the acquisition of Gard’s Music in southern California. The stores, located at 848 S. Grand Ave. in Glendora; 350 S. Mountain Ave. in Upland; and 11837 E. Foothill Blvd. in Rancho Cucamonga, will continue to provide local residents with services including private and group lessons, instrument rentals, repairs and a wide assortment of instruments and accessories. Each location will also serve school music programs throughout nearby counties. “Music & Arts is proud to start a new chapter of rentals, lessons and repairs in SoCal. We thank Gard’s Music for its service to the local musical community and promise to continue to serve with the same level of dedication and pride,” said Music & Arts president Steve Zapf. Now in its 66th year, Music & Arts comprises 176 retail stores, more than 120 educational representatives and over 350 affiliate locations. In addition to carrying a wide assortment of top-name brands, they offer expert repairs and university-trained, background-checked lesson instructors.
8
From left: Joe Lamond, NAMM president and CEO, and David Scheirman, AES president.
AES, NAMM Ink Three-Year Pact
NAMM and the Audio Engineering Society inked a three-year agreement for January 2019, 2020 and 2021 at The NAMM Show in Anaheim, Calif. AES@NAMM delivers a wide range of educational offerings from the Audio Engineering Society, including expert speaker sessions, technical presentations and hands-on trainings to benefit current and future industry professionals. “AES and NAMM share in a member-focused mission to offer important and affirming professional-development opportunities to keep the industry strong,” said Joe Lamond, NAMM president and CEO. “Audio is everywhere — and with The NAMM Show as the platform for AES’s expert education sessions, courses and workshops, NAMM members and audio professionals can fulfill the need for continued education and networking, as well as to experience the latest in products and technologies from the leaders in pro audio across The NAMM Show floor. We look forward to continuing our work with AES in this space, and in building a bright future for the industry at large.” David Scheirman, president of AES, added, “With the professional-audio industry growing and changing rapidly, we believe it makes sense for our society’s in-person gatherings to evolve as well. Considering the rapid advances that are taking place in the technologies and tools we use as audio professionals, there is nothing like direct, in-person exposure to the latest advances in audio equipment and workflow processes. We look forward to serving our growing West Coast membership, and future members, by bringing AES@ NAMM to The NAMM Show in January 2019 and beyond.” JULY 2018
DESIGNATED
DRIVER Leading Pro Audio brands choose Celestion
ST E FRA M CA
NG
TE
I
, AGNET
O & FERR
O & FERR
EM
-R FULL
A
L&
NE
NE
IT
IA
EL F RA ME
G ITE M A
TE
HF ET N
&
RR
X COA
N EO FE
E
Innovation, performance and reliability make Celestion the drivers of choice for a growing number of big-name PA brands. So when your customers need superior quality compression drivers or professional loudspeakers, tell them about the speakers the pros use.
S M AGNE T,
celestion.com
L AT E S T
z z u B
NAMM Foundation to Give $675K to 25 Organizations
The NAMM Foundation announced that it will give 25 music-making organizations a total sum of $675,000. The beneficiaries hail from all corners of the world and, while each is unique in the instruction and areas it serves, the beneficiaries share in the foundation’s mission: creating and supporting access to quality music education programs to inspire a lifelong love of music making. “Through the transformative work of nonprofit music organizations, thousands of people will be served with the opportunity to discover their talents and experience the joy and benefits of making music,” said Mary Luehrsen, executive director of The NAMM Foundation. “We are grateful for the generosity of many new and existing donors to The NAMM Foundation in helping us expand this grant program that will bring more music to the world.” Since its inception in 1994, the annual grant program has donated more than $17 million in support to domestic and international music education programs, scientific research, advocacy and public service programs related to music making.
TMP-Pro Separates Apart Audio from the Competition
TMP-Pro, the professional audio, video and lighting distribution division of The Music People, announced it will partner with Apart Audio as its U.S. distributor. A company with over 25 years of corresponding experience in fixed-audio installation, Apart Audio manufactures products well suited for small to medium-sized applications. Founded in 1992 by Tom Gheysens, Apart Audio prides itself on practical, progressive technological innovation and outstanding quality. “Our team recognized Apart’s strength in design, which is evident in the products’ innovative function, which will be much appreciated by U.S. installers,” said Music People President John Hennessey. “Apart has a strong reputation with their customers around the world with a broad appeal in their markets and a very low failure rate. We are excited to represent Apart Audio’s unprecedented product in the U.S. for the first time.”
C.F. Martin Honored for Energy Productivity The U.S. Department of Energy (DOE) recognized the energy productivity achievements of C.F. Martin, a partner in its Better Plants Challenge, where Martin Guitar committed to improving its energy performance across all of its U.S. operations by 25 percent within 10 years. “Manufacturing competitiveness is a key goal of this administration,” said Daniel Simmons, principal deputy assistant secretary in the Office of Energy Efficiency and Renewable Energy at DOE. “Through the DOE’s Better Plants program, manufacturers like C.F. Martin are using energy more productively, creating jobs and driving economic growth.” To improve its energy performance, Martin Guitar upgraded its aging distributed HVAC Systems with a state-of-the-art Central Hot/Chilled Water Plant. The heart of the central plant is three water-cooled centrifugal chillers (each with a capacity of 500 tons) and three high-efficiency condensing boilers. The company invested more than $8 million in the central plant, modular piping and 18 custom air handlers as well as a plate and frame heat exchanger installed as a waterside economizer. Starting in November 2016, the new system’s performance was measured by monitoring electrical and gas consumption. The project exceeded Martin Guitar’s expectations, cutting electricity use by 46 percent.
WE PUT THE “LEI” IN UKULELE. Say aloha to our new Hawaiian-themed ukulele Quick-Change® capos. www.kysermusical.com
L AT E S T
Clyde Revived
Sweetwater announced the completion of a renovation of Fort Wayne’s historic art-deco Clyde Theatre into a state-of-the-art music/performance/ arts venue. Chuck Surack, president and founder of Sweetwater, stated, “The renovated Clyde Theatre in every aspect bears the stamp of Sweetwater excellence. An amazing sound system, awesome acoustics, luxury dressing rooms and many other artist amenities, plus top-tier lighting and staging, make this a unique performance space and a preferred destination for both musicians and music lovers. We’re excited to have created a venue that optimizes the concert experience, in every category, not the least of which will be Sweetwater’s commitment to world-class customer service,” said Surack. The theater, which was built as the region’s premier movie house in 1951, had stood vacant since the early 1990s. It was purchased in 2012, and in 2017, ground was broken to recreate the space as a cutting-edge performance and arts venue for the 21st century. Sweetwater provided the technology specifications and fulfilled the venue’s massive gear requirements. Acoustic and design expertise came from Russ Berger Design Group. Funding was provided by Chuck and Lisa Surack with incentives from local and regional economic development organizations “The Clyde Theatre was a shining light in the Fort Wayne area, and it has been a real thrill to be part of bringing this historic and gorgeous facility back to prominence as a beautiful, world-class venue for music. We left no stone unturned to ensure a comfortable, safe environment for those attending concerts and other events,” read a statement. The venue consists of several spaces. The 21,000-square-foot main performance hall has had all of its fixed seats removed, and will be utilized as a 2,150capacity, general-admission, multi-functional concert hall and special events center. Chairs can be brought in to seat 830 in theater style. Additional features include a 10,400-square-foot lobby, an art gallery and a box office, plus a second-level VIP Gallery with box seating and a second art gallery. Artist amenities include 7,000 square feet of dressing rooms and hospitality.
z z u B
L AT E S T
z z u B
Connolly, Genzler Partner
Genzler Amplification and Connolly Music Co. announced a U.S. MI distribution partnership. Connolly Music and Genzler Amplification began a distribution relationship in the summer of 2017, focusing on the new Genzler Acoustic Array PRO, acoustic amplifier. This new expanded partnership now takes advantage of even more synergies with the goal of further solidifying both companies into the MI/combo market. In recent years, Connolly Music has enjoyed an increasing presence in the MI/combo and pro-audio markets via K&M stands and Faith guitars, in addition to its stronghold in the orchestral world. “Jeff [Genzler’s] uniquely outstanding bass and acoustic amplification products are a flawless enhancement to our offerings,” said Connolly’s Jake Connolly. “On our third anniversary of launching the Genzler brand, we’re excited for this opportunity to expand our sales representation deeper into regions we have not penetrated. And working together with a solid and valued company like Connolly Music, and the success and integrity they’ve earned in the industry makes us very bullish on the next phase of our company,” said Genzler founder Jeff Genzler.
D’Addario Ends the School Year Right
Back row, from left: John Ortenberg and Jeff Frohman, Musicology; CJ Ramone; New York State Sen. John Flanagan; and Pat Castania, Musicology, pose with students at the Rock the Lot event.
Korg ‘Rocks the Lot’
Long-Island, N.Y.-based performance school Musicology hosted Rock the Lot, a fundraiser to promote awareness for Autism Speaks with support from Korg USA. The event honored New York State Sen. John Flanagan, as well as legendary bassist CJ Ramone for their generous contributions to the cause through the years. The day was filled with games, raffles and performances led by the students, including a memorable cover of the classic Ramone’s hit “Blitzkrieg Bop” with CJ Ramone himself. “With the support from Korg USA Inc., Flanagan and Ramone, we were able to raise a few thousand dollars for this incredible charity,” said Patrick Castania, owner of Musicology. “All the proceeds were donated to Autism Speaks, and we look forward to supporting them again soon,” Castania concluded. Korg USA donated a wide variety of gear, including a Crush Drum Alpha kit, a selection of VOX and Blackstar amps, Korg Pitchclip tuners, a digital piano, and Korg’s popular Microkorg and monologue synthesizers.
On May 21, the D’Addario Foundation hosted the Long Island Lesson Program’s end-of-year recital at the D’Addario & Co. Factory in Farmingdale, N.Y. Through the newly founded Music Education for Girls Initiative, six scholarships were awarded to the students in the Copiague School District. The D’Addario Foundation awarded scholarships to Susan Rivas, Jennifer Calderon, Suzanne D’Addario Brouder (right) and D’Addario Foundation scholarship Kierah Harris, Victoria recipient Jennifer Calderon. Wheby, Jazmin Infante and Caitlyn Carrington. The scholarship provides yearly youth orchestra participation and 30 weeks of private lessons. “String music education and advocacy are growing all thanks to the D’Addario Foundation. My students, before they started, did not know what a violin, viola, cello or bass was. Now, they won’t listen to any music without these instruments. Music is history, and when it is not being taught, a whole world of understanding one another is cut off,” said Kelly Flynn, lead harmony teacher, D’Addario Foundation. The Long Island Lesson Program, financed completely by the D’Addario Foundation and managed by the Harmony Program, has operated for the last four years in the Copiague School District chosen because of its constituency of high-needs families. “D’Addario has opened these worlds and doors for these children, and their lives have already changed for the better,” said Flynn. “Through music, they have become well-rounded, compassionate, hardworking and dedicated human beings.”
12
Godin Debuts New Website
Godin Guitars introduced a new website that is mobile friendly, easy to navigate and includes detailed spec pages on all the new-for-2018 models in the Godin fleet, stated the company. The new site is product focused with the Godin customer in mind, with new features like a product search function, searchable specs, demo videos from the Godin Atelier and more detailed product pages, telling viewers everything they need to know. “It was important for us to make the website more user friendly. It offers a more dynamic and visual experience, which reflects our new style at Godin,” said Simon Godin.
JULY 2018
FIVE REASONS TO LOVE THE AUDIX i5 • Designed, assembled and tested by Audix in the USA • All metal construction (no polycarbonate grill to break) • Great frequency response with extremely high SPL capability (140 dB) • 5-year warranty • Equally exceptional on guitar cabinets, snare, horns, vocals and percussion We could go on ... but we promised just five.
AUDIX CABGRABBER Complete your guitar cabinet miking solution with the Audix CabGrabber™. The Cabgrabber easily clamps directly on to all popular size guitar cabinets.
www.audixusa.com | 503.682.6933 ©2018 Audix Corporation. All Rights Reserved. Audix and all Audix logos are trademarks of Audix Corporation.
A SOUND DECISION
Note From Larry Fishman
ADVERTORIAL • JULY 2018 • NAMM.ORG
The 29 Volunteer Leaders of NAMM In order to accomplish its Vision, Mission and Objectives, NAMM relies on the leadership of industry professionals from every facet of the business. For the past three years, I’ve had the pleasure and responsibility of serving on NAMM’s Board of Directors, working alongside an amazing group of peers, who like me, were all voted in by NAMM members just like you. Through my board service, I have had the unique opportunity to give back and contribute to my association, as well as the industry that has been so important to me and my family, and to provide counsel to improve NAMM and represent the collective interests of its members.
industry, especially as we have our first woman Chair of the Board, Robin Walenta, since NAMM was founded in 1901!
We recently completed a four-day Board of Directors meeting. I left there energized. And while it would be nearly impossible to recap all that we discussed, I wanted to share a few of my reflections regarding the important work that took place as we guided the NAMM staff to maximize the value of your membership.
Through our unique Circle of Benefits business model, we discussed how the team at The NAMM Foundation can best utilize proceeds from NAMM’s trade shows and membership programs to ensure that everyone can learn and grow with music. We also discussed expanding the Foundation’s grant recipient program and brainstormed ways to encourage more members and music lovers to support NAMM’s vision through our donor program. We reviewed our DC lobbying activities and got a better picture of how legislation and regulations are impacting NAMM members, large and small.
With a full update from the capable NAMM Staff, we focused our spirited debate and the tough job of prioritization of resources by using NAMM’s Vision, Mission and Objectives as our roadmap. For example, we discussed all aspects of The NAMM Show, from the number of visitors and sound levels to hours of access and security. We also reviewed your member survey results on how to make the show more valuable. Then we dug deep into the complexities of staging large events, safely, in the era of massive technological shifts. All ideas and directions were laser focused on making our industry’s annual family reunion as effective as possible for all participants across the business ecosystem of MI, sound and event technology. We also examined current membership categories and discussed the changing landscape in retail, distribution and manufacturing. We encouraged staff to create more mentoring programs to help young professionals and business leaders, and to continue providing tools and resources that connect NAMM members to financial savings, information resources and community opportunities. In addition, we discussed creating opportunities for more diversity within our
We shared our biggest business issues and directed NAMM U to create professional development opportunities, including new sessions focused on topics critical to your success—such as leadership, financial management, security, HR and creating unique content.
And finally, we discussed how we can accomplish all of our objectives on a global basis. Going forward, with the combination of the strategic direction we charted and the capable NAMM staff to implement it, you can expect to see some big changes in 2019—starting at The NAMM Show in January. Serving on the board has been an incredibly rewarding experience, as it gave me the unique opportunity to help guide an organization dedicated to its members and our great industry’s success. I’ve also met some great new friends too, people from segments that I might not normally connect with. Take my advice, a career in this industry is not complete without giving back, and serving on the NAMM Board of Directors has been one of the highlights of my life! Larry Fishman Fishman Transducers
The Music Begins Here Discover
new products to drive sales
tips and tactics that build careers
n | More ore Educatio
cts | M
More Produ
Learn
Connect
with the global music, sound and event tech industry
Networking
Accomplish More at the Crossroads Our new expanded campus features the latest products, cutting-edge education centers, live music across multiple stages, industry-leading award shows and hundreds of networking events. Now NAMM members can accomplish even more at the global crossroads of music, sound and event technology.
Learn more at namm.org/thenammshow/2019
PEOPLE
z z u B
Surack Receives Honorary Degree
Sweetwater president and founder Chuck Surack received an Honorary Doctorate from Taylor University in Upland, Ind., on Saturday, May 19, during the 2018 Commencement ceremonies at the Kesler Student Activities Center. “Surack founded the Sweetwater enterprise in 1979 as Sweetwater Sound — a four-track recording studio that was housed in the back of his Volkswagen bus. A few years later, Surack gained a national reputation for his skills with the Kurzweil K250 synthesizer, while providing custom sound design and recording studio consulting to many well-known artists. Today, Sweetwater is the No. 1 online retailer of music instruments and pro-audio equipment in the United States, employing over 1,300 team members who are focused on serving Sweetwater’s more than four million customers each year,” Taylor University noted in a statement. “In addition to Sweetwater, Surack has translated his commitment to creating jobs into ownership of 10 other businesses, including SweetCars, Sweet Aviation, Sweet Helicopters and Longe Optical in Fort Wayne, Ind., and All Pro Sound in Pensacola, Fla.” Surack received his citation for the Honorary Degree of Humane Letters, Honoris Causa, from Taylor University President Lowell Haines. “On behalf of my family and my employees, I’m humbled and honored to receive this honorary degree from such a fine institution of higher education as Taylor University,” said Surack.
Bucking the Trend
Guitar Center added Erica Moran as vice president of marketing and Bob Buckborough as vice president of e-commerce. In her new role, Moran will lead Guitar Center’s marketing efforts, including email marketing, Erica Moran Bob Buckborough retail and category marketing, visual merchandising, and media and partnership marketing. Moran joins Guitar Center with more than 20 years of success in marketing, having developed and executed comprehensive direct and online marketing efforts for multiple Fortune 500 companies, including Stride Rite and PetSmart. Most recently, she served as a retail and digital marketing consultant for ACIRE Consulting Group located in Phoenix. In Buckborough’s new role, he will lead guitarcenter.com and musiciansfriend.com, along with marketplace efforts and e-commerce operations for the company. Buckborough brings to Guitar Center 20 years of experience and skills in developing successful omni-channel plans for both retail and wholesale divisions. He’s a believer in company culture driving company brand narrative. Most recently, he served as the vice president of ecommerce at West Marine, where he worked to create omni-channel digital strategy and brand repositioning.
16
Welcome, Matt
Yamaha Corp. of America announced that Matt Searfus has joined the company in the newly created position of vice president of marketing. Searfus reports directly to YCA President Tom Sumner. Also, the Keyboard division of Yamaha Corp. of America has promoted two executives, with Dane Madsen named director of marketing, electronic keyboards, and Ben Harrison promoted to product marketing manager, digital pianos and portable keyboards. In his new role, Madsen is responsible for developing and implementing marketing campaigns for products ranging from PSR portable keyboards to digital pianos including the CLP-, CSP- and CVP-series Clavinova digital pianos throughout the United States. He started with Yamaha as a product specialist in 1997 before officially joining the company in 2002 as product manager for what was then known as the Piano division. He has steadily risen through the ranks, serving as Disklavier marketing manager and most recently as digital piano and Clavinova product marketing manager. Harrison joined the Yamaha Keyboard division in April 2014 as electronic keyboard product manager, having worked for seven years at Yamaha Canada. He distinguished himself recently in leading the launches of the Genos digital workstation keyboard and Clavinova CSP, playing a pivotal role in the initial successes of these concept products.
Matt Searfus
Dane Madsen
Ben Harrison
The Wrightson Stuff
D’Addario appointed William (Bill) Michael Wrightson as the business unit director of D’Addario Woodwinds, reporting directly to John D’Addario III, president of D’Addario & Co. Inc. Wrightson will be succeeding Gary Smith, who will be leaving the company in late July. Wrightson is an accomplished business professional with a successful track record in retail and manufacturing organizations in the music, consumer electronics and computer technology industries. In fact, Bill Michael Wrightson Wrightson worked with Guitar Center Inc. from 2005 through 2016, where he held several executive positions in merchandising and marketing. During his tenure at Guitar Center, Wrightson earned the President’s Award for Outstanding Achievement and Leadership. In his role with D’Addario, Wrightson will be responsible for the overall profitability of the entire Woodwinds Business Unit, and for driving operational excellence and continuous improvement throughout the supply chain. In addition, he will partner with D’Addario’s executive staff and his team to create a sales, marketing and product development vision for the business unit, and translate this vision into significant market share gains and global revenue growth. JULY 2018
PEOPLE
z z u B
In Memoriam: Fredy Shen
Fredy Shen passed away on May 16. Remo issued the following statement: “It is with great sadness that we announce the passing of Fredy Shen, a beloved leader and integral part of the Remo family. Fredy was an inspiration to all who were fortunate enough to have known him. In his 40 years with Remo Inc., Fredy filled positions on the board of directors of multiple companies and organizations. While acting as executive vice president of Remo Inc. and president of Remo Asia, Fredy played an instrumental role in opening and fostering relationships between many companies in the
musical products industry. His friendships with manufacturers, retailers and distributors in every corner of the globe positioned Fredy as a true ambassador of the musical products community. A kind and considerate man to everyone he met, we mourn his passing, and he will be missed by people all over the world.”
In Memoriam: Kazuo Kashio
NEW 3000 Series
Fourth-generation wireless system expands the possibilities of performance Kazuo Kashio, one of four brothers who founded Casio Computer Co., died on June 18 at age 89. “It is with profound sadness that Casio announces the loss of Kazuo Kashio, 89, Chairman and CEO of Casio Computer Co. Ltd., who passed away at 11:35 p.m. on June 18. The cause of death was aspiration pneumonia. A private wake will be held for family and close relatives, and a company service will take place at a later date. Details of the service will be forthcoming,” Casio stated in a news release. Kazuo Kashio was the third president of Casio and the third eldest of the four Kashio brothers who founded the company in 1957 by developing the world’s first compact all-electric calculator 14-A. He led the development of the personal calculator Casio Mini released in 1972. Kashio also expanded the conditions in which wristwatches could be worn by introducing the shockresistant G-SHOCK. In 1995, Kashio demonstrated yet another example of new market creation by paving the way for the launch of digital camera QV-10, ushering in today’s era of image communication.
The Audio-Technica fourth-generation 3000 Series wireless systems offer the power and flexibility to operate within the congested UHF spectrum. They have an operating range of 300' and are available in two frequency bands providing class-leading 60MHz tuning range. Visit TMPPro.com to learn more.
TMP-Pro® is a national distributor for industry-leading pro audio, video, lighting and accessory brands. info@musicpeopleinc.com | 1-800-289-8889 | TMPPro.com ©2018 The Music People | ©2018 Audio-Technica. All Rights Reserved.
PRODUCT
z z u B
Tools for Success Great Vibes
Based on the 2016 NAMM debut of the Candela, ZVEX Effects released a smaller, traditionally enclosed Vibrophase. The Vibrophase is designed to dramatically broaden the spectrum of textures available, using the original circuitry from the Candela in a traditionally vertical enclosure. This five-knob, four-stage phaser creates phase and vibrato nuances never heard before, the company stated. MSRP: $269 Ship Date: Now Contact: ZVEX, zvex.com
Alfred Music teamed with the GRAMMY Museum to jointly present Careers Through Music: Building Employable Skills in Your Music Class — a new tool for music educators that highlights valuable skills developed in ensemble and music classes. Careers Through Music provides a pathway to achieving success in any career — both in and outside of music. Each of the book’s 15 eight-minute lesson plans have the same simple format and focuses on a specific transferable skill, such as problem solving, networking, teamwork and self-management. MSRP: $34.99 Ship Date: Contact company Contact: Alfred Music, alfred.com
Drift Away
VocoPro launched the Drifter system for DJs, karaoke hosts, karaoke enthusiasts, singer/songwriters and bands seeking a quality rechargeable, portable PA system. The Drifter’s convertible design compresses line array speakers into a rechargeable 120-watt, all-in-one karaoke and PA system. Tower-style, line array PA systems offer better coverage of sound and have traditionally been very expensive and out of the reach of many singers and bands, but the Drifter brings the portability and power of this type of system at a lower price, stated the company. MAP: $299; Retail: $399 Ship Date: Contact company Contact: VocoPro, vocopro.com
Answering the Dexibell
Dexibell’s VIVO H1 is a digital piano with 88 weighted, hammer-action keys in an upright form. A gateway instrument to the VIVO H-series, the VIVO H1 digital piano packs the same sound engine and many of the same features as the flagship VIVO H7 and VIVO H3 series — making this a highly accessible option for students, teachers and professionals, said the company. Every feature of Dexibell pianos has been designed to reproduce, with integrity, every single aspect of acoustic sound, capture every possible interaction with the wood as a living material and respond to every subtle nuance of the player’s touch. Its many features include high-definition tone (24-bit and 48kHz), intended to provide cutting-edge, pure sound recordings featuring more than 15 seconds of state-of-the-art sampling. MSRP: Contact company Ship Date: Now Contact: Dexibell, dexibell.com
18
JULY 2018
PRODUCT
z z u B
Hey, Mr. DJ
The ProX XS-DDJ1000WLT Digital DJ Controller case fits the Pioneer DDJ-1000. It’s made from military-grade materials. Features include recessed spring-action handles, recessed butterfly-twist lockable latches, heavy-duty steel ball corners, industrial-strength rubber feet, GigReady laminated 3/8-inch plywood shell, dual-anchor rivets, heavyduty low-profile caster wheels, and easy-lock and fit-tongue edges. MSRP: Contact company Ship Date: Contact company Contact: ProX, proxdirect.com
Head of the Class
RCF’s EVOX J models feature a composite enclosure, taking weight out of the system, yet maintaining the same performance specifications, stated the company. It comes in two models: EVOX J8 and EVOX JMIX8, with both available in black or white. The EVOX J8 is similar to the original EVOX 8 model, featuring a line source satellite module with eight two-inch full-range drivers paired with a high-powered 12-inch woofer in a bass reflex enclosure. It’s powered by onboard 1,400-watt Class D amplification. The EVOX JMIX8 adds a powerful eight-input digital mixer with dedicated app for iOS and Android management from any smartphone. MSRP: Contact company Ship Date: Contact company Contact: RCF, rcf-usa.com
QRS-Connect
oon ing S ow m o C rder N O e r P
Hardware, Software & Sensors to Track and Capture Rechargeable Battery - portable
5 Pin MIDI In & out - 2 ins or 2 outs or 1 in & 1 out
Buttons & LEDs - toggle use with indication
USB to MIDI - MIDI to USB Delays, Sync and programing
Bluetooth MIDI and Audio - to and from Bright LED acts as a Flash Metronome, and flashlight
Digital to Audio & Audio to Digital
Built in Mic for scratch tracking General MIDI Sound Module
Tuner & Beat Finder
Audio & mic Ins & Outs
Accelerometer Micro & Type C USB -
Capture, Communicate & Charge
Wi-Fi & Wi-Fi Direct - Direct device log in and auto upload to the QRS-Connect.com cloud
QRS-Connect.com - Cloud Ecosystem for Analytics, Sharing, Archiving & More
Micro SD Slot - Expandable portable storage
Built In speaker - for voice prompts, notifications, & previews
QRS Widgets - Application Specific Functions That Utilize the I/O - Programmable & Assignable
What is QRS-Connect? It ‘s three components: QRS-Connect compatible hardware, QRS-Connect.com cloud based
QRS-Connect.com
ecosystem, and a library of applications, content and widgets. The QRS-Connect’s patent pending technology opens doors, never thought possible. All accessible from any Wi-Fi enabled device. From auto-recording/naming/tagging/ saving/archiving to analytics, account/device/content management to feeds/collaboration/groups/sharing and 3rd party app integration- it does all that plus so much more.
QRS Music Technologies, Inc. 2018 - Music & Sound Retailer - advertisement - QRS Connect.indd 2
to pre-order go to: qrsmusic.com/qrs-connect.asp
adqrsc/61818 6/18/2018 10:57:43 AM
PRODUCT
z z u B
Hawaiian Trifecta
Kyser Musical Products Inc. created three new Hawaiian-themed QuickChange capos for ukuleles: Red Hibiscus, Pastel Hibiscus and Hawaiian Lei. These Kyser Quick-Change capos are specifically made for the small neck and flat fretboard of ukuleles. The capos feature a much smaller body, no curved radius and lighter spring tension than the original Kyser Quick-Change capo. Ukulele players can now use a beautiful, island-themed capo to quickly and easily change the pitch of their instrument without changing their chord fingerings, stated the company. MSRP: $24.95; MAP: $19.95 Ship Date: Now Contact: Kyser, kysermusical.com
High Tech
Blockbuster Audio
D’Addario now offers its Nyltech Ukulele strings for six- and eight-string tenor ukuleles. Developed in cooperation with Aquila, Nyltech is known for its traditionally warm, gut-like tone, and D’Addario Nyltech strings deliver precise intonation and tuning stability, stated the company. These new D’Addario Nyltech string sets also feature optimized tensions and gauges for six- and eight-string ukulele to maximize tone and playability. MSRP: EJ88T-6 (six string): $15.50; EJ88T-8 (eight string): $17.40 Ship Date: Now Contact: D’Addario, daddario.com
Hal Leonard released songbooks featuring arrangements of the scores for three blockbuster movies: Black Panther, The Post and The Shape of Water. Black Panther transports moviegoers to the vibrant world of the fictional African nation, Wakanda. The Post, a political thriller about the publication of the Pentagon Papers by the Washington Post in 1971, features Tom Hanks, Meryl Streep and an all-star supporting cast. And The Shape of Water is a fantasy film about a mute custodian at a government laboratory who meets and falls in love with a humanoid amphibian creature, which won the Academy Award for best picture. MSRP: Black Panther: $14.99; The Post: $16.99; The Shape of Water: $16.99 Ship Date: Now Contact: Hal Leonard, halleonard.com
Smart Move
Yamaha introduced the P-125 digital piano, featuring smart technology that enhances learning and enjoyment, stated the company. The P-125 faithfully reproduces the sound of the Yamaha CFIIIS ninefoot concert grand piano, along with the finest level of nuanced expression, thanks to four-level Pure CF sampling and the Graded Hammer Standard (GHS) keyboard. Other key features of the P-125 include 24 instrument Voices (pianos, electric pianos, organs, strings, bass and more), 20 simple drums and bass Styles, and 50 Classical Music Masterpieces. MSRP: $999 Ship Date: Now Contact: Yamaha, usa.yamaha.com
20
JULY 2018
PRODUCT
By the Dozen
D’Angelico introduced the DC 12-string, a 12-string semihollow electric boasting remarkable playability and tone at an accessible price point, stated the company. Featuring the same body shape as the standout Premier DC, the DC 12-String offers organic semi-hollow tone and crystalline 12-string clarity, strapped with Duncan Designed humbuckers that span an impressive tonal range. Available in black, white, trans wine and ocean turquoise. MSRP: Starting at $899.99 Ship Date: Contact company Contact: D’Angelico, dangelico.com
z z u B
Bottoms Up
The Rhythm Tech Cajon Model RT5751EB-U improves the entire playing and listening experience with a high-quality build that includes finely crafted edges for added comfort while playing, the company said. The port represents a real innovation in tonality that delivers a remarkable low end for anyone looking for a big bottom sound, added the company. This carefully tuned instrument also provides percussionists with an incredibly wide range of musically pleasing tones suitable for every style of music. MSRP: $213.95; MAP: $149.99 Ship Date: Contact company Contact: Rhythm Tech, rhythmtech.com
From Metal
To Magic
Channel Surfing
Nady Systems introduced the Satellite-100, its latest UHF wireless system designed for both electric and acoustic instruments. Tailor-made for the gigging musician, this compact, 100-channel selectable unit features instant pairing of receiver to transmitter, with “IR Sync” and SCAN function that immediately locates a clear, open frequency in the 900MHz frequency band. The Satellite-100 ensures clear-channel operation with no interference from Wi-Fi or other devices in the 2.4GHz range, stated the company, while True Diversity (dual antenna) guarantees the best possible signal with limited dropouts; range is up to 300'. MSRP: $299.99 (electric guitar system); $335.99 (horn system) Ship Date: Now Contact: Nady Systems, nady.com
MUSIC & SOUND RETAILER
Jesus Christ Superstar at Pembroke Pines Theatre of the Performing Arts - Pembroke Pines, Florida
Trusst. It’s what gigs are built on. Trusst.com
21
PRODUCT
z z u B Rat Pack
Iron Man
EMD Music’s MINI-LANEY range features two battery-powered models in three bite-size, iconic designs. According to the company, it is perfect for desktop, backstage or practice, and a super compact solution for guitar tone and performance anywhere. The MINI range is available in two models MINI and MINI-ST (stereo). Each model features a clean and drive channel, gain, tone, volume controls, guitar in, aux in, headphone out and the unique LSI (Laney Smartphone Insert). The LSI allows end users to connect an amp to a favorite tone-generating app. LSI cable is supplied with the amp and works with iOS and Android devices. MSRP: MINI-IRON, MINI-LION, MINI-SUPERG: $79.99/$59.99 MAP; MINI-ST-IRON, MINI-ST-LION, MINI-ST-SUPERG: $119.99 MSRP/$89.99 MAP Ship Date: Now Contact: EMD Music, emdmusic.com
Electro-Harmonix introduced Oceans 11, a compact pedal with advanced functionality that features 11 reverb styles ranging from essential to exotic. The Oceans 11’s reverbs include Hall (reverb characteristic of a grand concert hall); Spring (pays homage to vintage Fender tube reverbs); Plate (a lush plate reverb); Revrs (emulates the reverse reverb effect created in studios where a note’s reverb fades in backwards); Echo (reverb plus delay, a digital delay feeds into the Plate reverb); Trem (reverb plus tremolo applied to both the wet and dry mix of a Hall reverb); Mod (modulated reverb, a combination of various modulations creates rich reverb tails); Dyna (three dynamic reverb algorithms: swell, gate and duck); and Auto-Inf (auto infinite reverb that triggers a reverb wash for each note or chord). The Oceans 11 comes equipped with a standard EHX 9.6DC 200mA power supply. Street Price: $147.80 Ship Date: Now Contact: Electro-Harmonix, ehx.com
Starting Lineup Unforgettable Experience
PRS Guitars at its Experience PRS event introduced the McCarty 594 Semi-Hollow, Singlecut McCarty 594 Semi-Hollow and Special Semi-Hollow. For each of these models, there is no cap to the number that will be made, but they are available for order through PRS Guitars’ authorized dealers through Aug. 31 only. The McCarty 594 is a vintage-inspired instrument that provides both rich, authentic, vintage humbucking tones and nuanced single-coil sounds. Offered as both double-cutaway and single-cutaway models, the McCarty 594 Semi-Hollow limited-run model joins the 594 family. And the PRS Special Semi-Hollow limited-edition guitar is very similar to a Custom 22 in its foundations but offers players a versatile hum/ single/hum configuration with two PRS 85/15 MT (Multi-Tap) humbuckers and a PRS Narrowfield middle pickup. MSRP: Contact company Ship Date: Contact company Contact: PRS, prsguitars.com
22
Fender is introducing the all-new Player Series of electric guitars and basses, replacing the Standard Series. The Player Series blends authentic Fender tone, sound and style with a modern edge that’s versatile enough to handle any style of music. The series includes Alnico pickups for all models, updated body radius, 22-fret necks, upgraded bridges, fresh and bold colors, and a revised classic logo for a more traditional look. It has 95 SKUs across 21 models and hero colors, including Sage Green, Polar White, Tide Pool, Butter Cream and Sonic Red. The line comprises the Player Stratocaster, Player Stratocaster Left-Hand, Player Stratocaster HSS, Player Stratocaster HSH, Player Stratocaster Plus Top, Player Stratocaster HSS Plus Top, Player Stratocaster Floyd Rose HSS, Player Telecaster, Player Telecaster Left-Hand, Player Telecaster HH, Player Jazzmaster, Player Jaguar, Player Jaguar Bass, Player Precision Bass, Player Precision Bass Left-Hand, Player Jazz Bass, Player Jazz Bass LeftHand, Player Jazz Bass Fretless and Player Jazz Bass V. MSRP: $649.99 – $774.99 Ship Date: Now Contact: Fender, fender.com JULY 2018
PRODUCT
Custom Guitar in Paradise
The Jimmy Buffett Custom will surely not “waste away” in Margaritaville. Legendary artist and chief Parrothead Buffett was inspired when he saw Chris Martin’s CEO-6 Black model from 2013. Along with his guitar tech, Dan Cook, Buffett worked with the Martin Custom Shop to create a version of this guitar all his own. The result is a slopedshoulder dreadnought, finished completely with black lacquer and Jimmy’s signature mother-of-pearl palm tree swaying in the breeze on the headstock. The guitar includes a comfortable high-performance neck, a Fishman pickup, and a customized interior label bearing Buffett’s signature. MSRP: $5,999 Ship Date: Contact company Contact: C.F. Martin, martinguitar.com
z z u B
Slay the Dragon
Morley, makers of pedals, switches and Ebtech audio solutions, released three new custom shop pedals: The Mini Steve Vai Bad Horsie 2, the Mini George Lynch Dragon 2 and the Kiko Loureiro Switchless Wah. The Vai and Lynch Wahs are mini versions of their large pedal counterparts but measure 6.85-inch in length, 4.5-inches wide and only 2.75 inches in height. Street Price: Mini Kiko Wah: $229; Mini Bad Horsie 2: $239; Mini Dragon 2: $249 Ship Date: Contact company Contact: Hal Leonard (distributor), halleonard.com
Nitro Boost
Alesis introduced the Nitro Mesh electronic drum kit, an eightpiece kit (five drums, three cymbals) with next-generation Alesis mesh heads. This kit has an eight-inch dual-zone mesh snare drum and three eight-inch mesh toms. It includes three 10-inch cymbals, a custom-designed Alesis hi-hat pedal and kick pedal, and a durable four-post aluminum rack. Also included is all the cabling, the power supply and drum key. It all connects to the Nitro electronic drum module, which has hundreds of drum and percussion sounds, 40 drum kits and 60 built-in play-along tracks. And it has an aux input to connect a smartphone or music player for instant practice and accompaniment. MSRP: $349 Ship Date: Summer 2018 Contact: Alesis, alesis.com
QUALITY • VALUE • SELECTION With over 40 Colors & designs to choose from, finding the right ukulele has never been easier! CHOOS E K A LA A ND Q UA LITY. Paired with our free Kala App that includes a tuner, play-along songs, and lessons, our free resources guarantee you will get more than your money’s worth.
K A L A B R A N D . C O M
MUSIC & SOUND RETAILER
23
WASHINGTON CAPITALS: ADVOCACY FLY-IN DELEGATES TREATED WARMLY BY POLITICIANS
(continued from cover) Of the eight New York political offices the Music & Sound Retailer visited, all (at least publicly) said the politician they represented supported increasing funds for arts education. In fact, all but one had a story about playing music themselves or being close to someone who was a musician. “The senator has been a huge proponent of arts education funding,” said Jasmin Palomares, legislative correspondent for Sen. Kirsten Gillibrand (D-N.Y.). “This is important to
Views from the Hill In addition to the Music & Sound Retailer’s reporting on the NAMM Fly-In, we asked a couple of other delegates to provide a brief description of their time in Washington, D.C., in May. Here are their thoughts. Also, another report appears in delegate Tim Spicer’s Not Your Average Column, appearing in this issue. “We believe every child should have access to a well-rounded education that includes music. Participating in the NAMM Fly-In is a good reminder that when we advocate for what we believe in, we can make a difference.” Jennifer Paisley-Schuch
24
—Jennifer Paisley-Schuch, trade shows and partnership director, Alfred Music
the senator.” In all, one politician, U.S. Rep. Thomas Suozzi (D-N.Y.), made an appearance at the meeting, but he did so after the NAMM delegate pitch, due to a House vote. Two other politicians, Congressmen Daniel Donovan (R-N.Y.) and Congressman Peter King (R-N.Y.), were expected to attend the meetings but were whisked away on Air Force One for an event with the president instead. Of the eight meetings, some featured some extra firepower. NAMM president and CEO Joe Lamond and former Yankees superstar and musician Bernie Williams attended three, including both Senatorial visits to the offices of Gillibrand and Senate Minority Leader Chuck Schumer. VH1 Save the Music Executive Director Henry Donahue, who appeared in a commercial during the hit show “The Voice” the prior night, attended and made the pitch at one meeting with Congresswoman Nita Lowey (D-N.Y.), who represents New York’s 17th district, where he is a constituent. “Music education is one of the last non-partisan issues left on earth,” remarked Donahue during his Congressional pitch. Mark Wood of Trans-Siberian Orchestra and Wood Violins fame piggybacked on Donahue’s comments that “$500 million can change so many lives,” during the meeting with Lowey legislative correspondent Katelynn Thorpe. “The congresswoman is committed to music education,” responded Thorpe. “She will fight for it.” JULY 2018
Views from the Hill “The 2018 NAMM Fly-In marks my 10th year going to Capitol Hill and advocating with NAMM for music education. In that time frame, NAMM has been instrumental in helping craft language for the Every Student Succeeds Act (ESSA), and this year NAMM’s task for Congressional leaders is to get ESSA fully funded. We were met with encouragement from lawmakers, as most are on board with the knowledge that music education does have power; they know the benefits it provides all students who have the opportunity through schools to gain exposure to music. This year we were joined by J. Dash, aka Jameyel Johnson, the young rapper. His fresh enthusiasm was infectious and inspired more than 90 NAMM members to become even more passionate about getting the message to Capitol Hill. For those NAMM members who contemplate attending the NAMM Fly-In, know this: You learn very quickly that this yearly event is unequivocally good for the soul.” —Menzie Pittman, Contemporary Music Center, Virginia
Menzie Pittman and his daughter Summer Pittman, who also attended the NAMM Fly-In.
The remainder of the New York contingent featured stalwarts in both MI retail and manufacturing alike. Jennifer Paisley represented Alfred, Daniel Shatzkes appeared on behalf of Gig Gear, Brian Reardon from Monster Music, Paul Chu from Hunter Musical Instruments, and Tim Barbour and Jenny Mann represented Strüng. Following their meetings, the delegates made sure executives for the politicians did not leave empty handed following their meetings. All were given a new Music Matters pamphlet, an effort from the triumvirate of the Arts Education Partnership, CMA Foundation and NAMM Foundation, which details how music education helps students learn, achieve and succeed. In short, the pamphlet alerts politicians that music is the foundation of intellectual learning. Many were also given a flag denoting school districts in their represented area that were honored as 2018 Best Communities for Music Education. Many of the recipients seemingly enjoyed this memento, with several pointing out they still had a similar item from the prior year that they proudly display. Following a busy day on Capitol Hill entailing five miles of walking, delegates were treated to food and drinks at the U.S. Capitol, where Lamond and Donahue MUSIC & SOUND RETAILER
were among those who thanked everyone for the hard work, and Williams regaled those in attendance with some stories.
Day of Prep
The Advocacy D.C. Fly-In wouldn’t have been made possible without a preparation day on May 22 at the offices of Nelson Mullins near Capitol Hill. In addition to the nuts and bolts regarding
how to talk to politicians and their aides, such as developing a rapport and not asking for too much at once, delegates were treated to inspirational speeches and memorable moments. Although perhaps unintentional, one of the best moments came from a delegate. San Marcos, Calif.-based San Diego Music Studio, named a NAMM Top 100 Dealer for the past six years from 2013–2018,
Point of Sale + Website + Rentals
and represented at the Fly-In by studio manager Kimberly Deverell, made a huge difference in its nearby San Marcos Unified School District, which has a total of 19 schools. These efforts were alluded to on multiple occasions as an example of how music advocacy can make a huge difference. “San Marcos Unified School District decided earlier this year that they didn’t have the money to
ALL IN ONE
cloud-based system • POS & Website (Integrated Inventory) • Rent to Own • Reverb Integration • Product Data Integration (Alfred & D’Addario) • Class Management • Service/Repairs Tracking • Automated Marketing • And more!
"Our year-over-year sales increased by 35% after switching to Rain Retail"
See how it works at
~Jeremy Chapman, Owner, The Acoustic Shoppe
www.rainpos.com/music sales@rainpos.com • (801) 893-3680
Booth #603 25
Views from the Hill Guitar Center’s Vice President of Music Education, Donny Gruendler, an active supporter of music education, participated in the event at the invitation of NAMM. Guitar Center and its sister brand Music & Arts are in nearly every U.S. state with 286 Guitar Center stores and 171 Music and Arts stores. Gruendler held one-onone meetings with seven key members of Congress, including Sen. Jeanne Shaheen (D-N.H.); Sen. Roy Blunt (R-Mo.); Sen. Chris Murphy (D-Conn.): Congresswoman Rosa DeLauro (D-Conn.); Sen. Maggie Hassan (D-N.H.); Sen. Susan Collins (R-Maine); and Congressman Tom Cole (R-Okla.), to discuss their support of music education and specifically the Every Student Succeeds Act (ESSA). These visits encouraged Congress to recognize those engaged in music education while providing funding to those schools who need it.
Donny Gruendler
Views from the Hill “I am inspired every day by the 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 child who has the desire to learn and participate has access to a quality music education. Because if we don’t, who will?” —Ron Manus, chief business development officer, Alfred Music
“Guitar Center, as the largest entity in musical instrument sales, believes strongly in the value and benefits of music education, the need to support music education in our schools and is invested deeply in our mission to help put more music makers in the world,” stated Gruendler. “I was happy to partner with NAMM in this great event, and grateful that these congressional representatives took the time to engage with us around the value of Music Education.” In January 2018, Guitar Center hired Gruendler to help expand the retailer’s focus on music education programs in stores in order to provide more individuals with the tools and resources needed to learn the craft of music. Additionally, as part of Guitar Center’s missions to support music makers, Guitar Center recently launched The Guitar Center Music Foundation to provide grants and instrument donations to those musicians and future musicians in need. The foundation’s mission is to support musiceducation programs nationally by providing those in need with instruments and by advocating the benefits of music education.
Ron Manus
26
JULY 2018
NAMM president and CEO Joe Lamond presents U.S. Rep. Suzanne Bonamici with the NAMM SupportMusic Champion Award.
Kimberly Deverell
fund the music program any longer,” Deverell told the Retailer. “They were going to cut all of the elementary school music teachers they had just hired a year ago. Last year, the district was voted as a Best Community for Music Education. Part of the reason is they reworked the whole program. They implemented a visual performing arts program. They had decided that in order to keep good music teachers in the schools, they needed to provide full-time jobs.” Deverell added that San Marcos accomplished this goal, but just a year later, the school board felt it didn’t have the money to fund its music program. But this music program was not going to be eliminated without a battle. “The whole music program put up a fight. We showed up at every school board meeting wearing visual and performing arts T-shirts. We were all standing (in support) every time somebody from our group was speaking. We filled the room, and it was power in numbers.” Fortunately, the music program wasn’t alone. Parents and students also spoke at these school board meetings to express their support for a music program. “Music is really supported in our community. The community is really proud of its Best Community for Music Education designation,” said Deverell. Also providing support for the cause was local media coverage. “At the end of the school board meeting [in March], I thought it seemed really hopeful [the music program would not be eliminated],” recalled Deverell. “But the [board of education] still gave the pink slip to the elementary music teachers, which they have to do just in case. It was really disheartening.” Deverell was especially disheartened after learning that San Marcos had also received a Best Community for Music Education designation in 2018, but the program was about to be eliminated. “I immediately sent out emails to the music teachers, many of which are my friends. The moment they got that news, it was like there was a light. To quote one of my [music teacher] friends, ‘We needed this.’ It was huge. It was the clincher.” Hence, the music program was armed with a valuable new weapon in its battle with the school board. “I just found out [in mid-May] the school board voted to keep the elementary school music program,” relayed Deverell, who has served San Diego Music Studio for 21 years. “Music brings us together,” concluded Deverell. “We want a better future, and I really think music does that.”
believe we are having an impact. Your voice counts.” “I made connections in life through music,” said Williams, who belted 287 home runs to the tune of a .297 lifetime batting average and earned four World Series rings. “Life lessons learned from music helped me as a baseball player and helped me handle pressure.” The day was capped off with a seated dinner in honor of U.S. Rep. Suzanne Bonamici (D-Ore.), who received the NAMM SupportMusic Champion Award for her tireless support of arts education. “As the daughter of a piano teacher, I’m thrilled to receive the SupportMusic Champion Award,” said Bonamici. “I grew up in a home full of music, and I understand and appreciate the power of music to teach, entertain, engage, and connect people of all ages and backgrounds. In Congress, I’m working to make sure all students get a well-rounded education that includes music.”
Additional Highlights
The NAMM Fly-In had numerous other highlights, led by speeches from Lamond, Williams, NAMM Chairwoman Robin Walenta and NAMM Director of Public Affairs and Government Relations Mary Luehrsen, the latter of whom noted the Fly-In is a “rewarding and lifechanging experience.” “Every parent wants the best for their children,” she added. “ ... I MUSIC & SOUND RETAILER
27
HEADING IN THE RIGHT DIRECTION: MANUFACTURERS WEIGH IN ON TRENDS IN HEADPHONES AND IN-EAR MONITORS
(continued from cover) Clearly, there is money to be made in headphones and in-ear monitors, and manufacturers are eager to cash in. For example, Apple has been a major player in the headphone category since its acquisition of Beats Electronics and its ubiquitous colorful cans back in 2014, but the company will reportedly release a line of Apple-branded over-theear headphones, as well as a waterproof “pro” version of its in-ear AirPods, in 2019. Likewise, none other than Dwayne “The Rock” Johnson recently revealed that he is entering the high-end headphone market in collaboration with JBL and Under Armour. And, of course, established legacy pro-audio brands have been expanding their offerings and adopting new technologies in response to the widening market for headphones and in-ear monitors. This widening of the market has led to a stratification of the market, as well. Manufacturers are offering solutions designed for just about every conceivable application, with different models priced for every level of user. There are custom solutions that involve crafting headphones or in-ear monitors specifically for the ears of an individual user, as well as one-size-fits-all options. And there are several additional features to choose from, including wired or wireless connectivity, noise-canceling and 3D audio technology, and waterproof and ruggedized construction, to name a few. With so many options for so many different users available, it can be hard for retailers to determine which products to stock in their stores. With that in mind, the Music & Sound Retailer talked to a number of manufacturers of high-end headphones and in-ear monitors about the current state of the market, the features and functions that matter to different users, and what the future holds for this hot product category. Respondents are Luca Bolognesi, vice president of marketing for V-Moda; Alan Cabasso, CEO of SECA Group and marketing coordinator for Floyd Rose Audio; Nithin Cherian, product marketing manager for Yamaha Pro Audio; Philippe Depallens, vice president and general manager of Ultimate Ears; Matt Engstrom, senior category director for Shure; Justin Norvell, senior vice president of Fender products at Fender; and Glenn Roop, vice president of business development for CAD Audio.
‘The pros and aspiring pros that use our headphones do so for applications that generally don’t require them to move around much, so adding an additional layer of technology to include wireless features that they’re not likely to use is not worth the risk of increasing latency with Nithin Cherian, product marketing manager, Yamaha Pro Audio
28
the added complexity.’
‘Casual listeners have been influenced by the heavy marketing investments of big brands pushing [active noise canceling]. However, there are features which have always been important and will always be important for casual listeners and professionals alike. These features are sound quality, the durability of the Luca Bolognesi,
products, choice of materi-
vice president of marketing,
als and design. These four
V-Moda
pillars are here to stay, regardless of where technology takes headphones in the future.’
Market Watch
All respondents were universally positive about the relative health of the headphone/IEM market and its potential for future growth. “The market for high-end headphones/in-ear monitors is healthier than it’s ever been. Headphone sales surpassed desktop PC sales in America in 2017, becoming the fourth-best-selling category in consumer electronics, excluding mobile phones,” said Bolognesi, citing research from the NPD Group. “The average selling price is increasing thanks to Bluetooth products, new technology and novelty subcategories entering the market.” Cherian also pointed to increased sales over 2017 at Yamaha. “The markets are as strong as ever. Our professional over-ear models, such as our HPH-MT8 headphones and others in that line, have been selling well; sales are up over last year,” he said. Respondents whose brands are newer to the headphone/IEM category shared that, while their brands are making headway in the United States, they have seen more early adoption in foreign markets. “We do a lot of business in the European market — a little bit more than the USA market,” said Cabasso. “The USA is still trying to figure out that, while Floyd Rose makes instruments, they also make headphones.” According to Norvell, “Globally, the high-end headphone and in-ear market is a very unique space. It’s a new, exciting segment for [Fender,] and we see a great growth potential across the global market. In the U.S., you are dealing with audio engineers, musicians and some audiophiles, but our largest market is in Asia with high-end audiophile customers centralized in Hong Kong. We are new to this space and very excited by the early results.” While Depallens was optimistic about the strength of the IEM market itself, he also pointed to the importance of the accessories market and the greater pro-audio ecosystem for continued adoption of IEMs, particularly among professional users. “The market adoption of in-ear monitors has been increasing steadily, but there is still more room for growth,” he explained. “Many still perceive in-ear monitors as tools JULY 2018
for musicians playing large arenas, when in reality they are tools for anyone who takes their craft seriously and wants to take their performance to the next level. In the past, getting in-ears required significant investment beyond just the in-ears. Two years ago, we introduced the Ultimate Ears Sound Tap, which allows anyone to plug into the onstage sound mix and use in-ears. Our hope is that there will be more innovation around the stage ecosystem, so more people can access in-ear monitors and protect their ears during performances. The more the ecosystem accommodates in-ear monitors, the more growth is possible.”
‘When we’re talking about professionals — recording producers, remix guys, DJs — the headphones have to have good-quality sound, but besides the sound, they’ve got to be lightweight
Tech Trends
The respondents pointed to a number of technology trends dominating the headphone and IEM market. Chief among these were wireless Bluetooth technology, enhancements meant to increase portability and ease of use, and noise-cancelling effects. But, of course, sound quality, comfort and durability are still of the utmost importance to professional and casual users of all levels of expertise. “Two big trends have shaken the industry in the past 18 months: active noise canceling (ANC) and ‘true wireless,’ which quickly became prominent with Apple’s AirPods,” said Bolognesi. “Both these trends, however, come with compromises, and they are not the best choice for every user. In fact, ANC actually pollutes the sound and relies on EQ vs. analog tuning. It’s still early days for ‘true wireless’ technology, as it currently compromises the stability of the Bluetooth connection (causing dropouts), battery life and, of course, sound quality, with the drivers being so small in order to give space to the electronics.” He added, “Casual listeners have been influenced by the heavy marketing investments of big brands pushing ANC. However, there are features which have always been important and will always be important for casual listeners and professionals alike. These features are sound quality, the durability of the products, choice of materials and design. These four pillars are here to stay, regardless of where technology takes headphones in the future.” Bolognesi also explained that wireless technology has progressed to the point that the loss in sound quality and increase in latency typically
‘Audiophiles, by nature, are
and comfortable. That’s the most important thing, really. Everybody, when they pick up a pair of headphones, they check to see if it’s too
Alan Cabasso,
heavy. You want a guy sit-
CEO, SECA Group/marketing
ting in his studio for four or
coordinator,
five hours with headphones
Floyd Rose Audio
on to go “Wow, I forgot they’re on my head.”’
associated with wireless is not as impactful as it once was. “The compromise of sound quality for wireless technology used to be very true in the past. For this reason, V-Moda didn’t release a Bluetooth headphone until late 2015,” he said. “However, we have been able to shift the paradigm with our Crossfade Wireless series, creating a headphone which is analog first, with Bluetooth added for convenience. Since 2014, wireless tech has made a huge leap in sound quality and has made huge improvements with the lightsforlife4_12x4_37.pdf 6/8/2017 9:29:42 AM
more willing to pay a higher price. Because they want more and expect more, they understand that it takes
You’d look a little beat up too if you spent the last 30 years on the road.
higher-end components and more complex workmanship to obtain that quality. Some of these customers also spend $10,000 on speakers, amps and super high-end audio sources. Because in-ears
C
M
Y
If you purchased a Littlite in 1986, chances are it still works. And if it doesn’t, chances are it is still under warranty.
CM
MY
Philippe Depallens, vice president and general manager, Ultimate Ears
are performance enhancers and not required to play an instrument, musicians are
CMY
K
typically more price sensitive. It’s more of a tool, so just like any other craftsman, musicians start at entry level and slowly progress.’
MUSIC & SOUND RETAILER
CY
Gooseneck Lamps & Accessories Made in Hamburg, MI USA www.littlite.com sales@littlite.com 29
introduction of high-resolution Bluetooth audio codecs such as Qualcomm aptX. In our most recent Crossfade 2 Wireless Codex Edition, launched on June 6, we added aptX along with AAC and SBC for universal Bluetooth compatibility with any device and to provide the best possible wireless experience. We can proudly say that our Bluetooth sound is virtually indistinguishable from the sound in analog mode.” Engstrom likewise expressed excitement at how recent advances in wireless have opened new opportunities to enhance the listening experience through the use of apps and other software. “Wireless connectivity meant merely fewer wires until just a few years ago. Now we are seeing greater functionality over wireless connections via apps that enhance the user experience,” he explained. “The convenience of wireless has always been sought after, and we are finally at a point where technology meets the needs of the wireless user. There are several wireless codecs now available which boast a high-enough sound quality that they can be taken seriously by both professional and audiophile customers.” Engstrom also pointed to the growing public demand for noisecanceling technology, in addition to higher-quality wireless connections. “Higher-resolution Bluetooth quality and more effective noise-canceling properties have become more important for highend headphone consumers,” he declared. “Great sound quality and comfort have always been required, but now more than ever, top wireless and noise-canceling technology are necessary.” Norvell identified some hot technology trends, but he also stressed that the stratification of the market makes it all but impossible to offer a list of functions that will please all users. “True wireless is the big technology trend and artificial intelligence is the other. As technology evolves, it’s not for everybody, and if there’s one thing that you can say about the marketplace today it’s that it is extraordinarily fragmented,” he described. “The continuum of customer needs goes from the most discriminating audiophiles down to people who want to jog and listen to music at the same time. People want products that perform well and relate to their specific needs. It’s not a one-size-fits-all world anymore. Your average music-loving consumer is not expecting the same performance as somebody who’s on stage or that’s running the monitors for a concert. Everybody has a specific, unique need and they are looking for a specific, unique solution.” According to Norvell, flashy
‘Wireless connectivity meant merely fewer wires until just a few years ago. Now we are seeing greater functionality over wireless connections via apps that enhance the user experience. The convenience of wireless has always been sought after, and we are finally at a point where technology meets the needs of the wireless user. Matt Engstrom,
There are several wire-
senior category director,
less codecs now available
Shure
which boast a high-enough sound quality that they can be taken seriously by both professional and audiophile customers.’
new tech like wireless functionality is less important to audiophiles who simply want the best possible sound quality. “For some customers, the extraordinary high-fidelity performance is what they are after. They don’t need wireless function,” he asserted. Cherian noted that customer feedback has led to innovations in ease of use and portability. “For over-ear headphones, customers have consistently wanted something collapsible with detachable cables,” he said. “This allows for both portability and the ability to easily replace a cable in the field.” Depallens also described how his company redesigned its IEMs with ease of use and durability in mind in response to user feedback. “We’ve spent a great deal of time researching ways to improve reliability, and we’ve found that the cable In the classroom, on the marching field connection point is typically and under the spotlight. where failure happens the most,” he explained. “To address this industry-wide issue, we co-developed a new cable and connection system, the Ultimate Ears IPX Connection System, which now comes on all of our custom in-ear monitors. It’s designed to minimize the need for service and maintenance, because it can withstand the rigors of muwww.jpmusicalinstruments.com | info@jpmusicalinstruments.com sic touring: sweat, makeup, hairspray, humidity, set up, break down and travel.”
JP Musical Instruments
30
JULY 2018
While prioritizing audio fidelity, portability, and ease of use seems to be a winning recipe for attracting customers, some manufacturers have also begun incorporating more experimental technologies in their products in an attempt to stand out from the pack. For example, Floyd Rose Audio plans to release over-the-ear and in-ear models that feature 3D technology in the near future. “For our new series that’s coming out in the next couple of months, we’ve designed a 3D headphone. It’s got divider frequency boards built into each ear cup, with two speakers in each cup and two sound coils instead of one,” Cabasso described. “The sound is unique. It’s different. When you have them on your head, it’s like you’re sitting in the middle of the room and an orchestra is surrounding your body. And we also have a 3D earbud coming out that uses the same technology.”
musicians, there is more and more interest in Bluetooth. The ability to connect to smart devices without a cord is growing rapidly (especially with the removal of the popular 3.5mm jack). Convenience, most of the time, wins over quality. Even though Bluetooth may affect the intended performance of the in-ear monitor, the listener still has great sound quality and isolation, while getting to cut the cord. For most, the tradeoff is acceptable.”
The most commonly cited difference between professional and casual users was the utilitarian emphasis on comfort and usability among pros. “When we’re talking about professionals — recording producers, remix guys, DJs — the headphones have to have good-quality sound, but besides the sound, they’ve got to be lightweight and comfortable,” said Cabasso. “That’s the most important thing, really. Everybody, when they pick up a
pair of headphones, they check to see if it’s too heavy. You want a guy sitting in his studio for four or five hours with headphones on to go ‘Wow, I forgot they’re on my head.’” Cherian agreed that professional users are primarily concerned with finding comfortable headphones and IEMs that are suited to the specific task at hand, while non-professional users are more attracted to aesthetics and (continued on page 58)
INTRODUCING
D’ADDARIO’S ALL NEW B2B EXPERIENCE
Pros Vs. Joes
Certain features and functions are equally appealing to both casual and professional consumers of headphones and IEMs, but there are also some areas of disagreement. For example, although wireless Bluetooth technology is currently all the rage among casual users, it still isn’t a top priority for professionals. “The pros and aspiring pros that use our headphones do so for applications that generally don’t require them to move around much, so adding an additional layer of technology to include wireless features that they’re not likely to use is not worth the risk of increasing latency with the added complexity,” said Cherian. According to Depallens, while musicians would enjoy the convenience of wireless in their IEMs, the technology just isn’t ready for showtime just yet. “The technology must be extremely reliable, and with the bare minimum amount of latency. Musicians are extremely sensitive to very short latency, and even a small amount of latency can throw off a performance. The current wireless standards, like Bluetooth, are not yet ready for stage use.” He added, “But for non-
MUSIC & SOUND RETAILER
Inner Circle, our new B2B Ecommerce experience, is designed to make your D’Addario buying experience more personalized and efficient than ever. It can process orders in a flash, recommend new and top-selling products to keep you ahead of the competition, and is optimized for all devices to deliver the most convenient ordering experience possible.
innercircle.daddario.com 31
2018 MUSIC & SOUND AWARD DEALER WINNERS 32 32
SINGLE-STORE DEALER DIVISION Best Guitars & Basses Sweetwater (IN)
MULTI-STORE DEALER DIVISION Best Guitars & Basses Sam Ash
Best Instrument Amplifiers Red Dragon Guitars (NC)
Best Keyboards George’s Music (PA, FL)
Best Keyboards Chuck Levin’s Washington Music Center (MD)
Best Instrument Amplifiers West Music (IA, IL)
Best Sound Reinforcement Sweetwater (IN) Best Recording-Related Products Sweetwater (IN) Best Percussion Fork’s Drum Closet (TN) Best DJ Equipment Chuck Levin’s Washington Music Center (MD) Best Clinics The Music Zoo (NY) Best Customer Service Sweetwater (IN) Best Sales Staff Candyman Strings & Things (NM) Single-Store Dealer of the Year Candyman Strings & Things (NM)
Best Sound Reinforcement Guitar Center Best Recording-Related Products Bananas at Large (CA) Best Percussion Skip’s Music (CA) Best DJ Equipment I DJ Now (NY) Best Clinics West Music (IA, IL) Best Customer Service Robert M. Sides Family Music Centers (NY, PA) Best Sales Staff West Music (IA, IL) Multi-Store Dealer of the Year West Music (IA, IL)
Lifetime Achievement Award Chuck Surack, Sweetwater
Chuck Surack
JULY 2018 2018 JULY
NOT Y OUR AV ER A GE C O L U M N
WHY ADVOCACY IS SO IMPORTANT By Tim Spicer Every May, NAMM members from around the country join forces in Washington, D.C., to lobby for policy and funding regarding music education. This May was the 20th year of NAMM advocacy trips, and the effects are being felt in schools across the country. We may have different political or spiritual beliefs, but I know everyone reading this column can agree our world is a better place with music. I’m sure we can also agree every child should be given an equal opportunity to fall in love with a musical instrument. The NAMM Fly-In is a chance for you to take action. You can directly impact the lives of American children through music education. What occurs at the NAMM Advocacy Fly-In? Let’s start with the basics. After years of relentless work in delegate meetings on Capitol Hill, real changes are occurring. Under the “No Child Left Behind Act,” math, reading and other subjects were elevated with a heavy focus on testing. Many schools reacted by cutting funding for arts programs. According to the U.S. Department of Education, 40 percent of high schools didn’t require arts courses in 2010. In 2015, the “Every Student Succeeds Act”(ESSA) took the place of “No Child Left Behind” and the focus shifted. Under ESSA, music is defined as being part of a “well-rounded education.” The power is now split between the federal government (funding through the annual appropriations process), and state/local education departments (specific funding, policy and curriculum). As advocates, we have the ability to provide information at all levels: federal, state and local. We not only need to attend the D.C. Fly-In and lobby on a large scale for music education, but we also need to be active in our own school districts, as we stress the importance of music education to the development of a well-rounded child. Why is the NAMM Fly-In so important? According to the National Association for Music Education’s (NAfME) 2015 report “Music Makes the Grade,” schools MUSIC & SOUND RETAILER
with music programs have a graduation rate of higher than 90 percent, as compared to a 73-percent graduation rate for schools with no music education. In addition, the average student daily attendance rate was 94 percent at schools with music programs as compared to an average daily attendance rate less than 85 percent in schools without music education. A quick search on Google will result in staggering statistics relating music education and adolescent brain development, social skills and self-esteem building. Music shapes cultures. It ignites change and has the power to connect nations. In today’s climate, it could be argued that we need music now more than ever. The problem is many school districts simply haven’t had the funding for arts programs. Other districts may have the available funding but focus on other subjects. What if a child who was never exposed to music would have become the next Mozart, the next instrument manufacturer or your next all-star employee? We owe it to ourselves to give all children an opportunity to fall in love with music. Why should you get involved with the NAMM Fly-In? I just completed my fourth year as a delegate advocating at the Fly-In. I almost didn’t attend this year due to store schedules and finances, as we continue to grow and expand. Deciding to attend was one of the best decisions I’ve made in 2018 so far. Why? Because our efforts not only directly affect the well-being of youth across the country, but also the future of our country. America’s young people are not only our future leaders and business owners, but they are our future customers and employees. Today’s youth will lead tomorrow. Don’t we want a country that cherishes music and music education? This means more future creativity, effective communication, instruments and even instrument sales! The NAMM Fly-In is paving the way for a strong future in the music industry. For me, music education advocacy hits close to home. My store is in a progressive city in the second-fastest growing county in my state. The Auburn (Ala.) City Schools district has many prestigious music programs, and we were just named by NAMM as having one of the “Best Communities for Music Education” in the nation. However, drive a few miles out of the city limits, and you’ll find a different story. When I started attending the NAMM Fly-In, I did some local research. I found that out of seven county elementary schools in Lee County, we had one music teacher and zero art teachers. One music teacher for seven schools! I was astonished. I had no clue children this close to my home and business were without music. That is why it’s important we get involved. Our voices together can bring change. I challenge you to do local research. Get involved in advocacy. Shape our future! 33
NAMM Advocacy Fly-In In Photos
NAMM hosted its annual Advocacy Fly-In in late May. The event featured a plethora of memorable moments, including a visit to Capitol Hill. Here’s a look at a few of those moments in photo form.
The New York delegates joined NAM and Williams at Congressman John
The New York delegate group, joined center), speak to Katelynn Thorpe, leg
Former Yankee star Bernie Williams gives a pep talk at the offices of Nelson Mullins the day before delegates took to Capitol Hill.
Reardon speaks while other delegates look on at the o Rice (R-N.Y.).
The New York delegates: Daniel Shatzkes, Gig Gear; Brian Reardon, Monster Music; Mark Wood, Wood Violins; Jenny Mann, Strüng; Paul Chu, Hunter Musical Instruments; and Tim Barbour, Strüng, on Congressman Peter King’s (R-N.Y.) terrace.
Shatzkes (center) talks to Michael Martin, legislative a Donovan (R-N.Y.) (left), while Reardon looks on.
Gator Cases’ Crystal Morris with recording star J. Dash.
34
JULY 2018
MM President and CEO Joe Lamond Katko’s (R-N.Y.) office.
Taylor Guitars’ Barbara Wight, Alfred Music’s Ron Manus and Tracy Leenman of Musical Innovations.
d by Henry Donahue, VH1 Save the Music Foundation (back, gislative assistant for Congresswoman Nita Lowey (D-N.Y.).
office of Congresswoman Kathleen
assistant for Congressman Daniel
Williams, now known by many for his musical accomplishments, is joined by Hal Leonard’s Doug Lady.
Barbour, the Music & Sound Retailer’s Brian Berk, Congressman Thomas Suozzi (D-N.Y.), Mann, Shatzkes and Wood.
Chu, Williams and Alfred Music’s Jennifer Paisley-Schuch stand outside Katko’s office.
Korg’s Tiffany Stalker with Menchey Music Service’s Joel Menchey.
MUSIC & SOUND RETAILER
Deering Banjos’ Greg Deering, Benedetto Guitars’ Howard Paul and C.F. Martin’ s Chris Martin.
Although Congressman Donovan (second from left) missed the NAMM delegate meeting due to flying with President Trump on Air Force One, Barbour, Mann and Wood ran into him, accidentally, earlier in the morning.
35
Todd Rundgren poses with music students at a Spirit of Harmony Foundation event.
Cascio Gets in the Spirit
Beacock Music in Oregon
Vancouver, Wash., stalwart Beacock Music announced it would open a second store in Oregon. “We are opening a new store this summer in Eugene, Ore.,” the retailer posted on Facebook. “Russ, Susan and I have been busy this week prepping our new space. This will be a band, orchestra and repair store specifically focused on school music programs and step-up/pro instruments, too! Our new neighborhood is welcoming us with open arms! We are in the Pacific Winds building where Willie operated for 30 years. He and his wife Pat came in today and we had a good time talking shop. We are proud to continue his excellent level of service! Believe in music!!”
Cascio Music continues to be an integral supporter of Todd Rundgren’s Spirit of Harmony Foundation, which believes that every student deserves access to high-quality music instruction and is dedicated to helping educators, districts, administrators, parents and engaged communities. It hopes to create and nurture sustainable music education programs in the schools and organizations in their community. Music education programs are fundamental to ensure the optimal social, neurological, economic and academic development of America’s students. The purpose of the foundation’s advocacy work is to give individuals the research and tools necessary to help bring high-quality music education programming to their schools and communities. “Aside from the intuitive things that everyone believes about music: that it encourages kids to learn teamwork, and it gives kids something to do — keeps them off the street, the discipline that’s involved, etc. — recent data have found that there are actually organic effects from learning how to play an instrument at a very young age,” said Todd Rundgren, founder and president of Spirit of Harmony Foundation. Cascio Music has been an integral supporter of the Spirit of Harmony since its founding in 2013 with joint promotional events, coalition building and musical instrument drives. Cascio Music hopes to increase awareness and exposure for the Spirit of Harmony Foundation, as well as provide musical instrument donations. “It’s clear that education is accelerated through music programs, so it’s critical for us as a music retailer and supporter of the arts to partner with the Spirit of Harmony Foundation,” said Michael Houser, CEO of Cascio Music. “We are proud to again support music education as Utopia tours the nation.”
West Music Hands Out Vendor Recognition Awards
West Music announced the recipients of its 2018 Vendor Recognition Awards. Vendor of the Year was presented to Yamaha, Vendor Representative of the Year was awarded to KHS America and Business Partner of the Year was presented to RSM US. These awards were given during the West Music Annual Celebration. The Vendor of the Year award is given to the vendor or supplier who is a partner and resource for West Music, as both companies work to fulfill their missions of bringing music to everyone. This partnership is 56 years strong and West Music is proud to celebrate Yamaha’s innovation, commitment to quality and consistency of communication. The 2018 Vendor Representative of the Year Award was given to Tim Henry of KHS America. This award recognizes an individual who works with the West Music team by providing them with training, tools and resources that allow them to exceed customer’s needs. Tim Henry has From left: Ryan West, senior vice president, West Music; Roger been assisting West Music since 1992 and previously received the award Eaton, chief marketing director, Yamaha; and Robin Walenta, president/CEO, West Music. in 2009. The 2018 Business Partner of the Year Award was given to RSM US and accepted by Joe McCarragher, partner at RSM US. This award is given to an organization that works as a partner and resource for West Music. RSM has been with West Music for most of the company’s 77-year history and has advised West Music through a variety of projects from acquisitions to restructuring to exploring how to best use technology.
36 36
JULY 2018
Cassell’s Comes Through for Family in Need San Fernando, Calif.-based Cassell’s Music reached out to its many generous customers, receiving more than $500 in new donations to Cassell’s “Play It Forward” program and awarded a family a $500 scholarship to continue private lessons at the store. The money is going to the Pierson family, whose three kids are all adopted and have special needs, including autism and developmental challenges. In addition, the kids were all born with substances in their system and had to spend months detoxing the drugs and alcohol out of their bodies, stated Casell’s. The money will go toward Joanna playing the piano, Shanel studying flute and clarinet, and Max learning the guitar. “I’m amazed at the progress the kids have shown in their lessons, and how enthusiastic they are about music from week to week,” said Ed Intagliata, owner of Cassell’s Music. “As far as the ‘Play It Forward’ program goes, once again, people have demonstrated their desire to help others share in the joy that only music making can bring to the heart and soul.”
Ed Intagliata, owner of Cassell’s Music, presents a music-education scholarship to the Pierson family.
Spotlight: Jeremy Gilless, Instructor at Bill’s Music
Jeremy Gilless, guitar and bass instructor at Bill’s Music in Catonsville, Md., has logged 15 years and hundreds of students for music instruction at Bill’s and has become one of the store’s most in-demand instructors. Each week he teaches approximately 30 students at Bill’s on a mix of acoustic/electric guitar and electric/ upright bass. Students range from elementary school age to adults. Gilless enjoys observing the gradual increase in skill level in all of his students from week to week. As a self-proclaimed extrovert, the enthusiastic instructor finds it gratifying getting to know his students and their families when they come in for their lessons. Influenced by ’70s rock, including Rush, Yes, Steely Dan and Eric Clapton, Gilless started playing the cello at age eight in his third-grade orchestra and dabbled with the guitar by age 10. He eventually switched to string bass and continued with that through his sophomore year at Towson University. When asked how he got into teaching music, Gilless reported that back in ’91 a friend asked him if he gave music lessons. Though he wasn’t an Pictured front: Jeremy Gilless; Back row, from left: Bill’s Music Family Owners instructor at the time, he was happy to give it a try. This student Brian Higgins, Tracey Kern, Nancy Higgins and Jamie Reese. and another young man he taught during this period would go on to join successful local Baltimore bands Jimi’s Chicken Shack and Kelly Bell Band just a few years later.
Roland and BOSS Dealer Achievement Awards Winners
Roland Corp. U.S. hosted the Roland and BOSS Dealer Achievement Awards for the 2017 calendar year. Among the recipients were several members of the company’s Premier Dealer program, which was created for brick-and-mortar dealers that have chosen to partner with Roland to provide the best and most satisfying end-user experience with expanded product offerings from Roland, BOSS or V-MODA. These Premier Dealers in the western region were acknowledged with the Dealer Achievement Award for “Outstanding Performance 2017”: PSSL ProSound & Stage Lighting (Cypress, Calif.); Cream City Music (Brookfield, Wis.); Cascio Interstate Music (New Berlin, Wis.); Dunkley Music (Boise, Idaho); and The Guitar Store (Seattle, Wash.). The following Premier Dealers in the eastern region were also acknowledged with “Outstanding Performance 2017”: Drum & Strum Music Center (Warrenton, From left: Tony Price, vice president of sales, Roland Corp. U.S.; Ben Derickson, Va.) and Steve Weiss Music (Willow Grove, Pa.). co-owner, Cream City Music; Brian Douglas, owner, Cream City Music; and Mark Schindler, district sales manager, Roland Corp. U.S. “These dealers not only showed strong sales for Roland in 2017, but each of them, as a member of our Premier Dealer program, also has exhibited a deep and ongoing partnership with our company,” stated Tony Price, vice president of sales for Roland Corp. U.S. “And most of all, these awards recognize the positive ways in which they interact with their customer base.” MUSIC & SOUND RETAILER
3737
M S R ANNI VE R S ARY
55 YEARS OF YORKVILLE SOUND By Brian Berk
When you think of the number 55, sports fans would most certainly think of Michael Jordan’s “Double Nickel” outstanding game against the New York Knicks on March 29, 1995. But in terms of years, 55 is an excellent accomplishment, something Yorkville Sound Ltd. accomplished this year. In honor of the Music & Sound Retailer’s Pro Audio issue, we take a closer look at the history of Yorkville Sound, based in Pickering, Ontario, Canada, with its U.S. headquarters a couple hours’ drive away in picturesque Niagara Falls, N.Y. Jack Long opened a small music retail/teaching operation in Toronto, J.E.Long Music Co., in 1956. A year later, he and his friend Jack McQuade opened a shop in Toronto and named it Long & McQuade Musical Instruments. Pete Traynor was a Long & McQuade customer in his early 20s and had been repairing amps for his friends and
38
JULY 2018
playing bass in local bands since high school. He would hang around the store for hours, like many young musicians, and frequently mentioned to Long that he could do a good job of fixing amps if given a chance. A few weeks after Traynor started working at the store full time, a customer requested that he design and build a pair of portable PA speakers for him. This appears to have prompted one of those “lightbulb” moments. Incredibly, no one seemed to be building portable speakers for public address, nor portable amplifiers, nor anything else. There were commercial PA amps that “could” be adopted for portable systems, but they were clumsy to set up and offered only one or two mic inputs. Meanwhile, the systems built into most playing venues were awful antiques that squealed and distorted or didn’t work at all. From 1963 through the 1970s, Traynor and the Yorkville Sound team created a series of “firsts” in the Pro Audio world: The first stand-mounted PA cabinet and the first “wedge” floor monitor, stated Yorkville. By the 1980s, big PA stack-type systems began to fade a little in popularity due to transportation issues and others, such as the problem of finding space for the huge things in smaller clubs. Fast forward to 1985. A Yorkville Sound engineer had a vision for a high-end North American-made “little speaker with a big sound.” The élite series was born, and Yorkville Sound changed the face of high-powered portable speakers. Indestructible wood cabinets with high-output drivers offered PA users a new level of high-SPL speakers in portable packages. Over the next 30 years, élite grew into a family of speakers known for fidelity, durability and power. It was not easy creating a new élite series following the success of the first-generation élite line. In 2017, Yorkville delivered the EF12P and EF15P models, which use a 1,200-watt power amp and allow for Bluetooth control for increased versatility. 2018 saw MUSIC & SOUND RETAILER
the release of the EF10P, a powerful small-format front-of-house speaker. “All of Yorkville’s élite cabinets were built to deliver remarkable peak power and sound quality expected by our faithful users,” stated the company. “With this type of power and versatility,
the EF-Series powered cabinets are setting a new standard for active loudspeakers.” The reputation of élite subwoofers is known industry wide. With the ES12P, ES15P and ES18P models, Yorkville Sound delivers powerful subs in a compact
footprint. These subwoofers are designed to dial up the watts to produce an astonishing amount of low-end output. “As Yorkville Sound looks back 55 years to our first PA, we look forward to the constant evolution of the new élite,” the company concluded.
39
FI V E M INUTE S W ITH
TAKAHIRO MURAI Roland HQ Drum Product Manager
JULES TABBERER-STEWART Roland MU Drum Marketing Strategy Manager
40
JULY 2018
By Brian Berk The Music & Sound Retailer visited Roland’s U.S. headquarters in Commerce, Calif., in May, where the company hosted its Totally Drums event, at which several innovative percussion products intended to drive more drummers to the MI market were introduced. While at the event, we sat down with Takahiro Murai, Roland HQ drum product manager, and Jules Tabberer-Stewart, Roland MU drum marketing strategy manager, to learn more about the product launches, what’s next for Roland drums and to get a look at MI in general. For more information about the product launch of the TD-17 series, check out this month’s “Under the Hood” feature.
The Music & Sound Retailer: Tell us a little about the Totally Drums event. Jules Tabberer-Stewart: We’ve learned that acoustic drummers and electronic drummers coexist beautifully. The electronic drum business has taken off in the past few years. For the record, we are not about replacing acoustic drums. As drummers, we love to touch and play the instrument in any form. But electronic drums have taken off because of the ease of use, low noise and the accessibility. The electronic drum business is so big now and Roland has played a big part in that, as we have the brand reputation and image. But also, it’s because I believe we are good at what we do. We’ve taken many years at Roland to get what we do right. We started with the TD-10 kit [in 1997]. If you put the TD-10 kit next to the TD-17 we introduced [in May], they are like night and day. But people still play and enjoy the TD-10 series. The difference between that kit and today would be like the difference between a mobile phone then and now. Since we are a significant part of the electronic drumming business, I think it’s important for music retailers to have a product that’s in demand, which people will want to play, enjoy, and my hope is, with the TD-17 series, we will inspire people to play drums. As more and more fresh blood comes in [to the market] and find the experience engaging, inspirational and it enriches their lives, it’s good for all of us. It’s good for Roland. It’s good for the retailer because they have an instrument that will bring new customers into their stores. The Retailer: Tell us about the evolution regarding the sound difference between acoustic and electronic drum sets. Takahiro Murai: The big difference is modeling technology. It simulates the behavior of acoustic drums. Modeling provides a natural feeling for electronic drums. Drumming is greatly improved by modeling technology. Tabberer-Stewart: When we started making electronic drums, the sound was very synthesized. When you play a snare drum back, you want to play dynamics. You want to play from a light hit to a full-on heavy hit. If you only played one level of samples, you would only have one tone. So, we developed a sample playback system to give you multiple layers, so you can make an expressive instrument. It’s the technology that we applied to the sample, which allows you to change the sound in real time. If I had an acoustic drum and wanted to adjust the snare wires or the tension of the drum, that is something we can do to the sample inside the drum module itself. That was the big step forward with V-Drums technology. Since MUSIC & SOUND RETAILER
then, we’ve constantly found new ways to develop new algorithms or software inside the module. It’s all about capturing the essence of the sound, but also playability. The end result is about analyzing the input from the drummer, helping the sound react smoothly and organically to the drummer’s input to capture the acoustic playing experience. Every individual [drum hit] should sound individually, one by one, and that’s what we’ve managed to do with V-Drums.
The Retailer: On both an industr y and company basis, can you tell us how the overall drum industr y is doing? Tabberer-Stewart: The drum sector is a small community within an industry. I very much keep my feet on the ground when it comes to drums. From a drumming point of view, it’s been challenging in recent years, partly due to economic factors globally. The general global population has had more economic challenges, which means they may have less disposable income. We live in a time when all sorts of scary things are happening throughout the globe. That doesn’t fill people with confidence to say, “Hey, I’m going to go out and spend money on drums.” That does create some challenges. At the same
42
time, Roland has seen growth in our digital drum business. Like everyone, we had a difficult time when the economic crisis hit. Before that, we saw excellent growth in the electronic drum market. Since [the economic crisis], the growth has steadied. It has not been as exponential as it was. The curve is a little bit smoother than that huge peak we saw previously, but we are seeing growth year over year. I hope we will continue to create new products, which is what the market wants, and inspires new people to come in to drive that growth. That’s important for our business and our retail partners as well.
The Retailer: Do you need celebrity influence to be more successful? Tabberer-Stewart: “Yes” is the answer. There’s credibility in the professionals who play your instruments. I’ve never wanted to put an instrument in someone’s hands and expected them to play it as a reward. In other words, let me pay you to play our instrument. That’s not something I’m remotely interested in at all. If somebody comes to me and says, “Hey, I really get what you do, and I want in,” of course, there’s a relationship to be had there. With the TD-17 series, we’re working
with a German drummer named Anika Nilles. She’s becoming a global superstar. We worked with her for our campaign. That was a really great moment for me. She’s a renowned acoustic player and yet she chose to work with us because she got to the point where she said, “Roland, I think electronic drums can do something for me.” Just the fact she can use electronic drums in her music creation is a really powerful story for us. So, I think having that sort of celebrity is a very helpful thing for us.
The Retailer: Technology is amazing. Just a few years ago, it was hard to imagine what new technologies can come about for a drum set. It just seemed that very little could change. But you keep innovating new drum sets. How do you do it? Tabberer-Stewart: The technology is amazing. The [Roland team] constantly spots things they can do and pushes the envelope to make the playing experience better. One thing that’s happened in recent times for us is we’ve really opened up to talking directly to our customers. We want to talk to the people who play and use our products every day. We don’t ask for just anecdotal information, like what about the instrument is good or bad. We really want to
understand them. How do they play their drums? Where do they play their drums? When do they play drums? What challenges do they face? We have a philosophy at Roland that by having people enjoy music, their lives will be enriched for having that. Through that, you form relationships and get enjoyment in life. I think that’s very important. Our founder’s goal was always that music brings people together. Murai: It’s true, we truly get to know the customers and their lives. We do a significant amount of research. [But] it’s very simple. Years ago, people used cassette tapes. Then they used CDs. Now, it’s smartphones. The technology changes considerably [and we can therefore make technological improvements to our products].
The Retailer: On a retail standpoint, of course some have small stores, which can be a challenge. But how would you want retailers to present your products to get the best bang for their buck? Tabberer-Stewart: That’s an excellent question. One of the challenges for any brick-andmortar store today is showrooming. It’s not specific to the music industry either. That’s a real challenge for everybody. You
JULY 2018
invest in the product and give it floor space. Somebody shows you a smartphone and says, “Can you beat this price?” Or, even worse, they play it in the store and buy it somewhere else. The best way for me to think about it is if I were going to open a store today. If so, what I would want to do is create an environment where, yes, I have the products, but it wouldn’t be just like an online catalog. When they come in the store, they will get an experience that will make them want to purchase the product. First, my staff would be really well trained, well qualified and an authority on the topic, whereby when the customer asks questions, they can offer advice. Then, I would make sure there’s the right environment for the customer to touch and feel the product. That could be a private space, like a demo room, or somewhere they feel welcome to try and play the instrument. You can’t say, “Hey, don’t sit on that [drum] kit because it makes too much noise,” or “You kids need to get off the kit.” The other part is you need
to make the instrument look beautiful. Even if you’re going to buy a Ferrari, if it’s covered in mud, with stuff all over inside, a horrible smell and someone spilled some milk, the customer is not going to want to buy it. The Ferrari needs to be shiny, polished, beautiful, tidy and nice. It’s exactly the same with instruments. You have to invest the time to make them look nice. That can be challenging, because you constantly need to clean it and set it up. I hope they invest that time to make the retail experience strong, and offering after sales is very important. That is my dream store in my head, and I hope it would get me some sales.
The Retailer: I know you released a ton of new drum products in May, so I hate to ask, but what’s next for Roland drums? What might we see at The NAMM Show, perhaps? Tabberer-Stewart: [Laughs]. I definitely think the drum industry goes through trends. Just like fashion and everything else. I’m
keen not to jump on any bandwagon and just do something for the sake of doing it. But, you can see there is a development in the electronic drum industry, particularly where people are interested in making the online connection and offline connection. We talked at our [Totally Drums event] about Melodics, which is an interactive platform where somebody can learn and improve their playing. Its aim is to make you practice without making you think you’re practicing. I think the online and offline need to work together a little bit more in terms of being an online platform for a community, or it could be an online platform for sound creation; for example, bringing sounds from a cloud-based system. We’ve got the Roland Cloud, which is in a startup phase. We’re bringing out new products for the Roland Cloud all the time. There could be opportunities for us there to have some kind of cloud-based sound and make a connection there. That’s not to say we will definitely do that. In my head, it’s where I’d like to see it go. [Laughs]. In
terms of the products that will come out, I don’t want to “pull the pin on that one.” Murai: Acoustics drums and electronic drums have a divide. There is a wall between them. We’d like to break the wall. Tabberer-Stewart: We’d really like to bring acoustics and electronic together. All kinds of sound creations and possibilities is a great thing in the professional world. The hybrid market is huge. We’ve launched several products this year alone.
The Retailer: Anything you’d like to add? Tabberer-Stewart: I’m extremely grateful for the support we receive for what we do. I don’t take it for granted. We never think we are Roland, so of course people will choose us. We will only stay relevant by pushing the envelope and giving people something they want to be involved with. Whether that’s an artist, end user or retailer, I want to say we are going to keep pushing the boundaries to give them what they need.
We are dedicated to Music Retailers We are St. Louis Music SLM Marketplace Everything In Accessories
260 Brands 13,000 Products
M I SPY
BEING CHARMED IN CHARM CITY MI Spy goes to Washington, D.C., a lot, but Baltimore, although visited a few times in the past, often gets overlooked due to its proximity to our nation’s capital. Let’s give it some love this month, shall we? I am a major fan of American history and culture. I also love baseball, and few places are better to see “America’s Pastime” than Camden Yards, which set a standard by being the first ballpark in the mold of the much more beautiful stadiums we see today, compared to run-of-the-mill cookie-cutter ballparks that were in vogue in the 1970s and 1980s. In addition to visiting MI stores, I also got to see several interesting sights and sites, such as the Walters Art Museum, The Washington Monument, the harbor area, the American Visionary Art Museum (that one I have to check out fully sometime), Basilica of the National Shrine and more. It was such a quick trip in and out — more of an introduction to this storied city. (In a few areas, I also passed by junkies stumbling around, which was not a wholesome sight.) An interesting group of celebrated musicians has ties to Baltimore: Tori Amos grew up here and attended the Peabody Conservatory of
Music; jazz drummer and bandleader Chick Webb was born and died in the city; Philip Glass was born here and attended the Peabody, and his father owned a record store; rhythm and blues star Sisqo is from the city and his first group was formed here; the early doo-wop group, The Orioles, were Baltimore natives; indie rock duo Wye Oak hails from Baltimore; Gina Schock of The Go-Go’s was born here; Poulenc Trio of classical chamber music fame is from here; legendary rapper Tupac Shakur attended high school and art school here; and of course, there is the Baltimore Symphony Orchestra (BSO), founded in 1916, and, would you believe it, the BSO was originally established as a branch of the municipal government. Turns out that within the city itself there are not too many musical instrument stores; more of them are in nearby suburbs such as Ellicott City, Catonsville, Towson, Glen Burnie and Timonium. Two of the Baltimore stores do stock a wide variety of musical instruments, but two others actually specialize in stringed things. All were interesting, and one shop offered a fascinating look at how instruments are repaired and maintained.
Brothers Music F 2112 North Charles St. 2nd Floor F Baltimore, MD 21218 F 667.212.5328 The first thing that caught my eye, as I entered the Brothers Music shop in the Old Goucher neighborhood, was a tribute album, “Baltimore Does Bowie,” with a cartoon rendering of the legendary musician in his “Ziggy Stardust” persona. That and a wall decorated with signs including a “NO Stairway to Heaven” poster, a refrain made popular in the movie “Wayne’s World.” I could tell quickly that this is a quirky, small musical instrument store, stuffed to the gills with an impressive variety of instruments. Synthesizers, guitars, 44
ukuleles, drums and percussion, and a lot of sheet music are just some of the things you can try and buy at Brothers. The front of the store has spacious windows, so you can see everyone and everything going by on the street (and, if you are on the street, you can look up and admire the wares sold here). It was like walking into someone’s apartment and realizing they were hiding a big store inside. The employee working the counter was very cool, inviting me to try some of the synthesizers and other keyboards dis-
played. She explained to me that they stocked reproductions of vintage Korg synthesizers and others, particularly because they are less expensive than the originals. “Go ahead, try them,” she encouraged me, and turned on the machines and amplifiers. I really enjoyed playing the Korg Minilogue, and Brothers also stocked Arps and other Korgs. The woman working there also discussed the Bowie tribute album with me and asked if I wanted to try a drum machine. I scoped out the rest of the store, which stocked a modest variety
of acoustic and electric guitars and basses, ukes, drum sets and machines, various accessories, select brass instruments and percussion, and more. The store logo is nifty, and it is emblazoned on T-shirts and guitar picks. In fact, I purchased three guitar picks for a buck and the woman proudly handed me a store sticker, too. I liked the low-key atmosphere here and the jumbled, yet organized, display. The store also had the feel of a hangout, and a customer who was there beside me was talking about guitars to the saleswoman. JULY 2018
Ted’s Musicians Shop F 11 E. Centre St. F Baltimore, MD 21202 F 410.685.4198 Right across from the Peabody Institute, and close to the Walters Art Museum and the Washington Monument, is Ted’s, in the storied Mount Vernon neighborhood. It is a busy commercial street that has places to eat, as well. Ted’s is easy to spot, and it sports a few real neon signs, including a red one that reads “We Buy And Sell Harmonicas.” As I walked in, I spied a large variety of instruments, many hanging from the walls and others displayed in counters. Ted’s runs the gamut from trumpets to drums, guitars to harmonicas. In
fact, there were Snoopy harmonicas for sale. I debated buying one of those adorable harps, but I do have a few at home already. They also sell smiley-face, brightly colored ukuleles that come with drawstring bags in matching hues. As I strolled slowly through this shop, which is a bit longer than Brothers Music, I saw a lot of drums, especially snares and the harnesses used for drummers in marching bands. There were also a handful of atypical stringed instruments hanging from the wall behind the counter (a beautiful deep-brown, acoustic bass;
another strangely shaped bass; two see-through electric guitars and more). When I entered Ted’s, I could tell it was a bit sleepy. A worker and a customer spoke quietly, looking over guitar accessories. And there were Latin-music percussion instruments for sale. I asked the worker if Peabody students came in all the time, and he said, “No, not too many,” which surprised me. “The marching bands come here,” he informed me, and he pointed out what they like to buy. “High-school kids, college kids, they like these things.
We sell to them.” I also told him that the store had a cute assortment of ukes, and he smiled. “Little kids like those. They’re good birthday gifts.” But then he went quiet, poring over paperwork. I admired the clarinets, flutes, trombones and other woodwinds and brass, and checked out an old black-and-white Buddy Rich Zildjian poster, as well as other jazz and rock posters. I liked stopping by Ted’s Music, even though it was stuffy with no air conditioning on.
Perrin and Associates Fine Violins F 517 N. Charles St. 2nd Floor F Baltimore, MD 21201 F 410.539.0043 Unexpected surprises and friendliness: I encountered both at Perrin. I was more than a bit intimidated within a few steps inside this second-floor shop, but the worker who showed me around was so full of enthusiasm and good will that I truly enjoyed my visit here. What can you buy or get
repaired at Perrin? Violins, violas and cellos. Thus, this shop is not for everyone and has a niche appeal. But I appreciated the courtesy extended to me by the young man, a bow maker, who showed me the two showrooms with their neat rows and rows of beautiful stringed instruments. And it was fascinating to
watch the few people on staff at their work tables, repairing and examining instruments. I admired their handiwork; a woman was attaching and adjusting a series of clamps to a violin and gave me a smile. The young man explained to me that they do a lot of their work for members of the Baltimore
Symphony Orchestra, and for students and staff of the Peabody. I asked if younger students do come here, and he said occasionally they do. But, I would recommend that serious younger, junior students do pop in and look carefully at the work and dedication of this firm. They are down to earth here, and it is a good learning experience.
Philtone Guitar Co. F Basement South F 1601 Guilford Ave. F Baltimore, MD 21202 F 410.783.0260 Philtone is found in Greenmount West, a kind of transitional neighborhood. I had received the wrong address at first and had to drive against the early rush hour current heading downtown. When I arrived, I was a bit confused, and had to search for the door and bell. Turns out Philtone is a small,
crowded, one-man shop run by a person who is extremely dedicated to repairing and building guitars. He explained to me that “This is the home of wayward toys,” and spread out his arms to acknowledge the space. It was essentially a large workshop with a wide variety of electric and acoustic guitars. He told me about
doing repair and maintenance work for the guitars of rock musicians and gospel guitarists. (Later, I looked up his credentials online, and they were impressive.) But, he also explained to me, in a somewhat mournful tone, that “There is not much in the way of retail musical-instrument stores in Baltimore,” and he suggested
that many more of the stores are in surrounding suburbs. I expressed my surprise at this assessment, and he shrugged his shoulders. “That’s how it is, but there are a few lively music scenes here, and musicians need repairs. That’s why I’m here.”
ers Music is the best choice in the city. It may be a compact place, but it stocks a good amount of instruments with some interesting choices. A bus line runs right by the store, and parking is not hard to find. Hence, Brothers Music is this month’s winner. Close behind is Ted’s, which also carries a good variety of
instruments and accessories. Its location is somewhat more accessible for music students and tourists than Brothers, but the parking situation is tougher. Gotta hunt for those spots. For an unusual, memorable, behind-the-scenes musical experience, do check out Perrin Violins. And if you happen to play the
violin, viola or cello, this will be a must-visit at some point in your training and career. Probably more than once, if you are in the Mid-Atlantic. I hope to return to Baltimore and visit Camden Yards. Tickets shouldn’t be hard to find, considering the Orioles’ 2018 record (just a little humor there).
THE SALE I was disappointed to see that Baltimore does not have more musical instrument stores and that those that exist are not too big. The chains, such as Guitar Center, are in nearby suburbs, but none in town. For an all-around shopping experience with choices and a fun, creative atmosphere, BrothMUSIC & SOUND RETAILER
45
I N T H E T RENCHE S
Whiskey-Five-Bravo
By Allen McBroom
We’ve heard it said that “variety is the spice of life.” I’d add that variety breaks up the monotony of running the same old promotions. Having a percent-off sale for Labor Day sounds great, but it’s done so often, by so many stores, that a Labor Day sale is not just expected, it’s ho-hum at best. A quick Google search for “labor day guitar sale” produced around seven million results, so you can bet the garden-variety 10-percent-off promotion doesn’t attract much attention. Keeping in mind that a promotion is an action that raises awareness of a store in the community, promotions don’t have to revolve around the usual sales calendar, and don’t even have to involves sales at all. Promotions can be purely for fun, and cost close to nothing, yet still raise the value of the store’s stock in the local market. Hosting a uke club, displaying art from local artists and delivering tubs of ice-cold water bottles to give away at outdoor events are all low-cost, fun promotions that raise the local market’s positive awareness of your store. If you really want to think outside the box, try involving your store in some events that aren’t normally associated with a music store. Here are a couple of non-standard promotions we did recently that were a lot of fun, and pretty cost-effective to host. Special Event Station W5B. May 3 was the 40th anniversary of Backstage Music, so we connected with local ham radio operators to conduct a “special event station” May 3 to May 6, recognizing the occasion. You may not think that amateur radio and music stores have much in common, but a lot of amateur radio operators are also musicians. Bob Heil and Joe Walsh come to mind as two well-known music guys who are also licensed amateur radio operators. We connected with a local blues band front man, who is also a ham radio operator (Steve Akers, aka N5OMK), and he jumped on the chance to organize and operate the special event station in honor of our store. Steve got a special call sign (W5B) from the Federal Communications Commission for the event, and for four days, several radio operators in our area were on the air making radio contact with radio operators across the nation and the world. Each contact began with the 46
script “This is Whiskey Five Bravo special event station commemorating the 40th anniversary of Backstage Music in Starkville, Miss.” The stations operated on frequencies that ended with the number “40.” Other stations lined up to make contact with the special event station. Backstage Music mailed QSL cards (cards confirming the contact) to every station who sent in a QSL card of their own. All in all, 356 stations from 35 states, as well as Venezuela, Spain, France and Eastern Europe made contact with W5B, and almost one hundred of those mailed in a QSL card and got one in return. This event didn’t line our cash drawers with fresh moolah, but it generated a lot of goodwill among our local amateur radio community, and our total cost for hosting this was under $100, all spent on printing the QSL cards and postage. Plus, it was a lot of fun to watch the event be planned and executed. National Doughnut Day. Everyone loves a good, fresh doughnut. In the past we’ve had doughnuts in the store on National Doughnut Day, and, coupled with a fresh cup of coffee, that was a pretty nice treat. The problem with offering doughnuts is that so many people are watching their weight, or eating gluten-free, or avoiding sugar, that offering doughnuts might have become counter-productive to creating floor traffic.
This year we used National Doughnut Day a bit differently than we had in the past. Instead of offering doughnuts, we offered a “keep 20-percent in your pocket” deal on Doughnut Day. The promotion was pretty simple: Buy anything we have in the store, and at checkout, show us a photo of a doughnut. Showing the doughnut photo got 10 percent off at the register, plus the purchase was entered on the customer’s Backstage Pass card for another 10 percent back in store credit. That’s 20 percent the customer gets to keep. We pushed this promotion on Facebook, Instagram and Twitter, and spent a grand total of $15 on a boosted Facebook post. The promotion got a lot of interest, and it was fun to make the doughnut images and post them on social media. This same event idea could be replicated for your store. Just check an online calendar to see what special days are coming up. Since there’s a National (Fill-In-The-Blank) Day almost every day, there are plenty of opportunities to pull off one of these promotions in your store. While there’s nothing wrong with running the usual lineup of promotions, a few years of doing the same things over and over gets dull and can dim your promotional spark. Avoid the fatigue of sameness by introducing some unique, fresh promotions to your annual promotions calendar. They can be wacky, or silly, or odd, and that’s fine. The point is to make your store stand out from the wall of retail noise any way you can and capture the attention and imagination of your market. Happy trails. JULY 2018
HARRAH’S RESORT ATLANTIC CITY AUGUST 13-16, 2018 ATLANTIC CITY, N.J.
THE NEXUS OF ALL THINGS DJ /djexpo
/thedjexpo
@djexpo_ #djx18
thedjexpo.CoM
For exhibition and sponsorship information, please contact Rob Iraggi at 516-767-2500 Ext.519 or RIraggi@testa.com
SHINE A LIGHT
GIVING MI A WOMAN’S TOUCH
Lisa Canning Lisa’s Clarinet Shop 364 Pennsylvania Ave. Glen Ellyn, IL 60137 773.756.2163 lisasclarinetshop.com Mon. – Fri., 10 a.m. – 7 p.m. Sat.10 a.m. – 4 p.m. Lisa Canning, President
48
By Michelle Loeb The music industry has been a part of Lisa Canning’s life for the past 35 years. Carving out a path as an entrepreneur, she has seen the music business from all sides and made a strong impact in each aspect of the industry in which she’s played a part — first as a professional clarinetist, studying under Robert Marcellus at Northwestern University, graduating at the top of her class; then as a retail store owner managing stores of various scope and size; and, finally, as a mentor to other young women looking to enter the industry. Canning’s first retail endeavor was launched out of her college dorm room when she was 17 years old. Over time, Canning grew her retailing operation, buying real estate and running what she described as “typical walk-in retail shops in downtown main street types of areas.” Remembering that time, she recalled, “Through them, and our high-end catalog, we sold high-end clarinets, flutes, oboes, saxophone, trumpets, trombones and French horns. Locally, we had a road staff and rented more than 5,000 band instruments out in northern Illinois.” At its peak, Canning’s business encompassed approximately 40,000 square feet over four locations, with 50 staff members between them. Following her divorce 12 years ago, all of that changed. The stores and real estate she owned with her husband were sold off, and Canning decided to rethink her business model. She opened Lisa’s Clarinet Shop, allowing her to return to her roots with a smaller, more specialized store. “We downsized into selling just one product line, Buffet Crampon, and exploited that as a value proposition,” said Canning. “I decided to niche my business because I loved my interactions more with my customers than my suppliers, and this was a way to focus on helping them more. I had an established customer base that loved us, and often still refer to — and miss — our larger footprint to this day. But all the same, they were right there, interested in continuing to patronize the shop.” Coming in at less than 1,000 square feet, the store focuses solely on high-end clarinet sales. There are three employees, as well as clarinet repairs performed by Rick Sayre, a business owner with whom Canning has partnered. Clients visit the store by appointment only because, as Canning explained, “Folks don’t impulsively buy high-end clarinets. When people come into the shop, it’s set up like a lesson studio with lots and lots of clarinets. We also have business articles on the wall and a pretty interesting bass clarinet lamp that gets a lot of comments.” Working on this smaller scale, Canning is able to create more of a community feel and give more personalized attention to her customers. She is also able to put more of a feminine touch into the customer service environment at her shop — something she feels is generally lacking in the MI business. JULY 2018
“A huge factor in the continued decline of interest in music is that men don’t know how to market very well in this industry or grow a broader audience. And what this industry needs is a softer, more creative, feminine approach to growth,” said Canning. “From the way we approach customers to our follow through, women have more empathy and care more about their customers’ success and not just if they got the product at the price they were promised. Over the years, I have come to recognize this as my strength and have used it effectively to help grow my brand and business.” Canning has found that this approach has helped her to grow her business not just among other women but among families in general. “Families care about their kids, and when they see you do, too, especially when buying an expensive instrument, it provides the basis for a lifelong friendship and countless referrals.” Coming of age in the music business, Canning often found that the lack of femininity went beyond sales tactics and into every aspect of the industry, creating what she felt was a boys’ club. “The biggest challenge I had for years and years is that, in this industry, women are not taken seriously,” said Canning. “When I was in my 20s, I was constantly hit on by industry people, which was completely frustrating. “The only one, honestly, who invested into my success was Neil Smith, who was once the president of Boosey and Hawkes. He cared that I succeeded and went out of his way to help me.” Canning has made it her goal to help other women in this industry, making sure they feel welcome and mentored. This past year, Canning launched a new business called clarinetcon sultant.com, the goal of which is “to help the next generation get into the industry, learn how to sell and run a business, and help them expand their skills.” Canning explained, “It is a very rewarding experience helping them grow in an industry that does not offer this kind of support typiMUSIC & SOUND RETAILER
cally. My goal is to teach more people to love the music business and build their own followers and communities to sell to.” In the age of #MeToo, Canning has proven to be an invaluable resource for women in the music industry and beyond, focusing on the empowerment of women
in business and teaching them to stand up for themselves and make themselves heard. “My advice to women is simply, ‘Don’t see us as competition; see other women as collaborators,’” Canning said. “We need to support each other and band together. If we want men to treat
us differently, we need to demand that they do so by not tolerating it. I see how they take advantage and will walk over us if we don’t. It’s pitiful this is where we are, but, largely, we are here because there are not enough women speaking out and taking action to change it.”
R E TA ILER R E B E L
10 TIPS FOR MAINTAINING PROFESSIONALISM UNDER FIRE
By Gabriel O’Brien Over the last few years, I’ve made a lot of friends in MI retail, thanks both to this column and to attending NAMM shows. When I meet someone new, or get an email from someone, the first thing I do is follow their store on social media (mostly Instagram and Facebook). I like to see what people are doing and get a sense of their store, and how they interact with customers. Nothing to me is so telling as seeing how a storeowner or manager responds to negative criticism or what I like to call “revenge reviews” from the disgruntled. It’s hard to see critical words about yourself or your staff; reading these types of criticism can immediately lead to self-doubt, anger and fear of what other people think when they read those words. Here are 10 tips drawn from my following along on social media, and from my 17 years of MI retail experience in dealing with “haters.”
1
2
3 50
Respond kindly. Put yourself in their shoes. Put aside your momentary frustration at the idea that someone has made your life harder and potentially sullied your reputation, and ask yourself, “Why are they here? What drove them to the point of posting about this?” Ask yourself how you can defuse the situation, and what you’d like to hear if you were so incensed that you’d reached the point of complaining on Yelp, Google or Facebook about it. Showing some kindness and admitting your humanity goes a long way. Respond quickly. Don’t leave negative feedback just hanging out there. I understand that it’s sometimes hard to know what to say, but it looks like you don’t care if you don’t respond. If all you can muster is, “Gosh, I’m really sorry. We’ll try harder next time,” that’s so much better than people looking at something wondering if you didn’t notice or don’t care. Concurrently, it’s also important to respond to positive feedback and thank people, or at least give it a like. Take responsibility. When faced with an unhappy customer, many people’s immediate instinct is to pivot to blaming someone else. In my own experience, falling on the sword in front of them and claiming
responsibility is often akin to letting the air out of their sails. Being willing to swallow your own pride and take the brunt of someone’s anger isn’t a favor to your co-worker, it’s mitigating the damage by giving them a living, breathing person to interact with, and putting a face on the mistake.
4
5
6
Don’t make excuses. How many times have you been waiting on a product and someone blames the company they ordered it from? That excuse is played out, even if it’s true. If the criticism is situation-specific, and you feel the facts aren’t accurately represented, post them and offer to discuss it further in person to see if you can help, then move on. Don’t get defensive. There’s nothing wrong with giving the facts on a situation, but don’t slip into a defensive posture where you risk coming off as argumentative. The damage has been done, and all you can do is mitigate it now. If you can, find a way to turn a negativite into a positive, to acknowledge the problem with humility and to express your desire to always do your best. Don’t argue with haters. People love arguing on the internet. It’s a sport. There is absolutely nothing for you to win by engaging in a public argument with someone who’s upset enough to post about it or leave a negative review. State your facts, be fair and courteous, and then move on with your life. I’ve seen storeowners get into a flaming argument with a disgruntled mom, and if you think seeing that happen in person can’t play out any worse, let me tell you it can. There are people who start off in the red zone, and there are those who are driven there. Do not give people an excuse to detonate, because they may just be looking for it. And if you think one person being angry is your worst-case scenario, you will quickly realize things can get much worse when you see what it’s like to have a group of people dogpile on you in the comments. Don’t be made into a villain. (continued on page 59) JULY 2018
Music Makes a Difference honors were given to Australia’s Big Music.
Best Store Design went to Midwood Guitar Studio in North Carolina.
Season seven winner of “The Voice,” Craig Wayne Boyd, performed during the event.
Best Sales Promotion winner Cosmo Music in Canada.
New York-based Ish Guitars was honored as Best Emerging Dealer/Rookie of the Year. NAMM chairwoman Robin Walenta and C.F. Martin’s Chris Martin prepare to name the Dealer of the Year winner.
NAMM’s Top 100 retailers were honored during an Oscar/Grammystyle ceremony on June 29. Here’s a photographic look at all of the winners, plus more, from the NAMM Top 100 Dealer Awards.
Oregon’s Five Star Guitars accepts the Best Store Turnaround award from TV personality Kelly Ford.
British-based Andertons Music won Best Online Engagement.
MUSIC & SOUND RETAILER
New Mexico-based Candyman Strings & Things took home the Best Customer Service award.
Winning the Dealer of the Year award was Andertons Music, taking home its second victory of the evening.
5151
V E D D AT O R I A L
By Dan Vedda
Get Used to
I’ve been thinking about the market for band and orchestra instruments this week. Of course, the school programs represent the lion’s share of the market ... but how big is the lion’s share? The straight answer is, we don’t know. Certainly, a portion of sales sidestep MI and go to the internet-only quasi-disposable horns and strings, stenciled with sound-alike or seemingly legit names to anyone unfamiliar with our iconic brands. Thankfully, they are less present than they were a few years ago when band instruments suddenly cropped up in non-MI chain stores for less than the price of a PS4 Pro. They’re still out there, obviously, but it’s hard to track how much market share they’re grabbing. In addition, there is a competitor we have that commands significant market share, undercuts our pricing and offers legitimate brands that band directors heartily approve. It’s not a national chain, internet behemoth or foreign entry into our turf. It’s the used market. I’m sure some of you scoff at the thought of this. Certainly, there are a lot of dealers who are doing well enough in their markets that they can’t imagine used horns being much of a thing. However, the Cleveland market is an active, contentious one, and there are scores of highly populated band and orchestra programs here. No major local program has gone inactive due to failed levies (despite threats), and I actually hear grousing from a few directors that they have too many kids. (Having come up as a band director that would gladly take any kid with a pulse, I have no sympathy there.) So, active, well-populated programs abound, and it would be easy for the very aggressive school music dealers to see yearly increases and assume they’re pounding the competition and capturing ever-increasing market share. But the growth of these programs may mask the true numbers. Why do I suspect this? Last season, we signed on as a rental affiliate for a larger company as a way to serve our customers better without incurring the staggering costs of a rental fleet. Our rental numbers, therefore, really jumped. But in tracking the rentals, I also began tracking other instruments flowing through our store. When I consider the used consignments or rental retirees we sold, plus
52
THE USED MARKET
the instruments that went through our repair system for refurbs (whether acquired via private sale, handoffs from family and friends, or the resurrection of mom or dad’s old horn), we put as many used instruments in circulation as rentals. Now, your results may vary. We are known for repairing “Lazarus” horns that others turn away. We have cultivated used consignments for many years, again when other dealers have dismissed them. But despite that, I am confident that the used market is a strong component in the marketplace at large. After all, we aren’t seeing all the used stuff: We’re only seeing items sold through us or that need service. I’m convinced there are generations of horns still floating around, since I regularly fix horns from as far back as the 1960s. Absent heavy damage, they’re still viable. This should concern the manufacturers even more, particularly since I have heard several band directors and college professors express the opinion that “they don’t make them like they used to” when it comes to some of our iconic brand names. Chalk that up to the difficulty of making a competitively-priced horn for students, but band directors don’t necessarily understand the real-life issues of manufacturing. Used prices are also artificially low right now, because a newbie parent has a hard time paying $350 for a used name-brand clarinet when they can get a “new one” for only $149 on the internet. You and I know it’s craptastic, but that’s a tougher sell to mom and dad. So, the used instruments in my area sell for only about a quarter of the “new” price. Fifteen years ago, I would tell sellers to expect about half the price of a new horn. You may be thinking, “Nah, not seeing that in my market.” But if you or someone on staff isn’t actively monitoring the used market, clocking repairs and crunching the numbers, you’re only speculating. Stuff sells through dozens of channels, from social media and auction sites to music-booster networks, garage sales and flea markets. How many of the students in your market did not get a rental or a new horn from a dealer? What surprises me most is that manufacturers have not been more aggressive trying to track this. “New horns shipped” is an inaccurate measure at best, and as prices go up (through normal cycles or accelerated by tariffs or other influences), the used market just gets stronger. These are serial-numbered instruments. Offering a beneficial registry with access to mundane replacement parts like valve buttons or finger rings, plus links to local dealers who can offer repairs (or upgrades!) seems like a reasonable marketing approach. No, you won’t get everyone, but the majority are newbies who need help. Most dealers are in contact with band directors who can help get the word out, and they really want dad’s old horn to function well in class. Tracking serial numbers could provide a clearer metric of the true market. Manufacturers could even partner with their premier dealers to offer certified used instruments, mirroring the auto trend. Now, perhaps some of this has been tried in some fashion in the past — but it’s certainly not a feature on the manufacturer sites I checked. You can search serial numbers for older horns, so the company knows people go there for info. Why not offer a benefit and capture them? People give out far more personal info just to play a game these days. Enroll them in the Bach Nation or a similar affinity group. Offer perks. A large percentage are active, potentially lifelong players. Why would you not try to capture them, even if they only have a used horn? Our band and orchestra industry has focused on new horn sales and left used instruments out on the margins. In the auto industry, used cars have always been a factor, even though a 30-year-old car is a rarity. A horn that age is common. If we ignore these horns, they will still come back to haunt us, again and again. Finally, the used market is large for one reason: We don’t keep people playing beyond eight school years — if they even last that long. Even with increasing enrollment, we fall short of our potential, year after year. Most of us would not consider that success. JULY 2018
R E TA I L I N G B E T T E R
Authentically You By Robert Christie
Contrary to what you may have heard, retail is not dead. It has changed, though. To stay relevant as the way musicians shop for their gear changes, consider what will prompt them to get in the car and pay you a visit. Although pricing does motivate customers, I don’t believe it’s a good choice. If all we have to offer is a low price, our competition need only undersell us by a penny, and we lose. So, what can we offer that can’t be matched? I believe we can create an unbeatable advantage by offering an unbeatable buying experience. Building an authentic and unique in-store experience will be your greatest advantage over the internet or the store across town. By providing your guests with an original, awesome encounter, you’ll not only stand out from your competition but be on your way to becoming a destination that shoppers will not want to miss.
owned and operated, embrace the cache of everything that goes with that. Research shows that consumers feel a greater connection to small and family-owned businesses. So, remind your customers of who you are. Incorporate photos, pieces of your history and personal touches that advocate for your business. While we love our manufacturing partners, endeavor to create your own signage and avoid manufacturer POP and displays whenever possible. You need to steer clear of items that are in every other shop your guests have visited. When designing your own displays, create signage that goes beyond providing basic information and pricing. (Let’s all agree that every item should be clearly priced.) Tell a story. Show your guests how an item has solved a problem for other musicians just like them. Take pictures that connect a product to a local artist or venue. Signage doesn’t have to be just about products. Use it to tell your guests about your community involvement. Highlight all the benefits of music and music making by adding facts or testimonials. Remember, you are presenting your story. When you build your displays, don’t be afraid to repurpose old or damaged instruments in with new products. Be mindful of what you find visually pleasing as you go through your day, then incorporate those textures, colors and everyday items into your displays. Estate sales can be gold mines for material. Also, there’s nothing wrong with using old concrete blocks, pallets, crates or anything else you find useful or attractive. All these things are likely not found in your competition’s stores and will help make your store uniquely you.
The Look and FEEL of Your Store
Creating an Authentic Experience
Look around your store. What do you see? Plenty of slat-wall and gondolas covered in stock and peg hooks? Likely, there are also plenty of fancy posters, displays and point-ofpurchase (POP) materials, courtesy of your manufacturers. Many of us have chosen to merchandise this way because that’s what “the big boys” do. Maybe we do it because it looks clean and organized. But, it’s important to ask, as you look around, does your store tell your guests the story of who you are? When you merchandise like someone else, you may meet the basic criteria of being organized, neat, easily navigated and clean, but your store might also feel like every other store. Scrutinize your sales floor and try to equate what you see with your company’s culture. You help your customers get a feel for what your store is about, even before interacting with the staff, by bringing your in-store marketing, merchandising and design into harmony with your culture. Part of being authentic is creating this type of harmony. It’s one of those things that can be hard to quantify, but we often describe it as a store’s “vibe.” So, strive to have your space feel good. If you’re a small company, celebrate your micro-ness. If you’re family-
MUSIC & SOUND RETAILER
Your guest’s buying decision begins long before they call, click or visit your store. Her buying decision begins the moment she first considers the possibility of ownership. Each time she thinks of purchasing that item, she increases her emotional investment in it. We should always be mindful of the time our guests spend pondering or dreaming about a purchase. Try to connect with them by matching their emotional investment with your own. Their planning also builds expectations for the actual buying experience. Having empathy for a guest’s emotions surrounding a purchase will help you provide an encounter that lives up to, or exceeds, their expectations. There are a few simple tools that will help craft a great buying experience for your guests. Finding ways to trigger as many senses as possible will deepen a buyer’s involvement. Attempt to create a “wow” moment for each guest by identifying and reinforcing their positive expectations. Choosing words carefully is also important. Always consider what feelings they engender. Use certainty when you are responding to a question with “I will,” not “I’ll try.” Avoid words like “probably,” “may” or “might.” Tapping into the emotional element of a sale can be more complicated when we are selling a service. It is helpful to give your guest a small item with their transaction. This physical reminder ties your guest to the positive feelings surrounding a service purchase. For example, include a logoed cleaning cloth with a repair. Each time it’s used, the customer is reminded of how happy they were with your repair service. When a student signs up for lessons, provide them with a practice log or calendar with inspirational messages.
You Can Do It
Become a destination for musicians by building a complete shopping experience. Amazing service and relationship building are just the beginning, though. Think about what makes you unique, embrace it, then build a customer experience around it. Create a vibe in your store by creating displays and designing signage that tells your story. Connect with your guests emotionally and match their passion for music with your own. Taking small steps toward these goals each day will help you shape your store into a home full of great buying experiences for your guests. 53
U N DER T H E HOOD
ROLAND’S TD-17 V-DRUMS SERIES By Brian Berk Considering only about one in every 10 people consistently play a musical instrument, there is — and perhaps always will be — room for growth. Roland believes its new product launches, introduced at its Totally Drums event at Roland U.S. headquarters in Commerce, Calif., in May, will help drive more drummers to the MI market by significantly closing the gap between the sound produced by electronic drums and their acoustic drum brethren. A key introduction at Totally Drums was the TD-17 series, the latest addition to the V-Drums lineup. Combining flagship-level sound with newly developed pads, the TD-17KVX, TD-17KV and TD-17KL kits deliver an experience that’s authentically close to playing acoustic drums, accurately mirroring the physical movement, stick coordination and hand/foot control that every drummer needs, the company stated. “When [players] play the TD-17, it should accurately reflect the same experience they had when playing an acoustic drum,” said Takahiro Murai, Roland HQ drum product manager. “For example, we heard from a customer who just started to learn drumming. They said they still needed to practice acoustic drum techniques. I think this is one of the problems when playing electronic drums. So, we designed the TD-17 to make the experience as close as possible to acoustic drums.” The product line also includes integrated access to an array of motivational coaching functions, plus built-in Bluetooth for playing along with songs and video lesson content streamed wirelessly from a smartphone. When using a TD-17 series instrument, drummers can play with the same techniques they’d use on
54
Jordan West, Roland Product Specialist
acoustic drums, freely and without compromise. At the heart of each kit is the new TD-17 sound module, designed to provide a superior drumming experience with advanced Prismatic Sound Modeling inherited from Roland’s top-of-the-line TD-50. Its sounds faithfully reproduce the character and tone of acoustic drums, with fast response times, wide dynamic range, and natural tonal changes that vary depending on where and how hard the pads are played. The TD-17KVX and TD-17KV kits come with the new PDX-12 snare pad, which features a dual mesh head and large 12-inch playing surface that supports the development of stick control and proper playing techniques. The head tension can be adjusted for natural rebound, while the height of the snare hoop enables the player to hit open rim shots with a natural stick angle. The TD 17KVX also includes the new VH-10 V-Hi-Hat, which mounts on an acoustic hi-hat stand and replicates the natural feel and swinging motion of a real hi-hat cymbal. Offering advanced triggering with continuous open/close detection and bow/edge sounds, the VH10 allows users to execute traditional playing techniques to perfection. All three kits in the TD-17 series include the new KD-10 kick pad, which combines rock-solid feel with a noise-reducing design that offers quiet operation while playing at home. The KD-10 can be used with any standard kick pedal and supports dual pedals as well. The TD-17 module includes 50 ready-to-play kits suitable for any music style, plus a wide range of easy-to-use training functions that encourage skill develop(continued on page 60) JULY 2018
WE’RE HIRING EDUCATIONAL REPRESENTATIVES JUMPSTART YOUR CAREER
WITH NEW OPPORTUNITIES AT THE #1 SCHOOL MUSIC RETAILER.
Career-minded? Goal-oriented? Looking for a job that combines your relationship skills with your passion for music? Music & Arts is looking for you! Music & Arts Educational Sales Representatives have access to the largest array of the most popular products from the best brands, through every major supplier using the latest in tools, technology, and the best support teams in the industry. The Music & Arts rental instrument fleet is the largest in the industry and able to accommodate the needs of any music program. At Music & Arts, you will have the support of those that share your passion for music education from marketing, sales support, customer service and lastly your team members.
APPLY NOW BY CONTACTING BRIAN WILSON NATIONAL SCHOOL SERVICES DIRECTOR
BWILSON@MUSICARTS.COM INSTRUMENTS | LESSONS | RENTALS | REPAIRS
MUSICARTS.COM
The
Retailer's Mall
For advertising rates and deadlines...
Call Rob Iraggi 516-767-2500 x519 or email at riraggi@testa.com
FOR SALE Full Line Store & Studio Building with Apartment
Owners need to retire due to health issues
Call 989-350-4329
Musik Haus.indd 1
5/22/2018 4:19:11 PM
Your trusted source for fretted instruments Buy • Sell • Trade • Consign appraisals@elderly.com
(888) 473-5810 www.elderly.com
Inlightened Jewelry Design ...Your control knobs will thank you for it. Keep those tampering fingers (or worse!) away from your sound & video systems settings with your HSA Desk fitted with a high-security Stainless Steel Rolltop and Institutional Grade locks!
www.hsarolltops.com (574) 255-6100
Well-Designed Furniture Solutions for Audio & Video For Your Church, School & Boardroom
Celluloid, Wooden and Metallic Designs Handmade with attention to detail and quality Custom orders welcomed – great for gifts tm
here! Y O U R
56
A D
inlightenedjewelrydesign.com • 516-972-5051
Inlightened Jewelry Aug2015 classified.indd 1
7/22/2015 2:20:12 PM
For advertising rates and deadlines... Call Rob Iraggi 516-767-2500 x519 or email at riraggi@testa.com
JULY 2018
The
Retailer's Mall
MUSIC & SOUND RETAILER
For advertising rates and deadlines...
Call Rob Iraggi 516-767-2500 x519 or email at riraggi@testa.com
57
HEADING IN THE RIGHT DIRECTION
Ad Index
Company
(continued from page 31)
Pg
AMAHI UKULELES...................49 AUDIX CORPORATION.............13 BOURNS PRO AUDIO................60 CELESTION.................................9 CHAUVET LIGHTING...........C-III D'ADDARIO.................................31 EARTHBOARD............................59 FENDER.......................................7 GALAXY AUDIO........................3 JOHN PACKER............................30 KALA BRAND MUSIC CO........23 KYSER MUSICAL PRODUCTS...............................10 LITTLITE.....................................29 MANHASSET SPECIALTY COMPANY................................6 MARSHALL ELECTRONICS.....41 MUSIC & ARTS CENTER..........55 NAMM.....................................14-15 PEAK MUSIC STANDS..............60 PRO X...........................................39 QRS MUSIC TECHNOLOGIES.....................19 RAIN RETAIL SOFTWARE........25 RAPCO/HORIZON COMPANY................................27 RAT...............................................61 ROADHOG...................................61 ROLAND......................................5 TMP / THE MUSIC PEOPLE!.....17 TRUSST........................................21 ULTIMATE EARS.................... C-II U.S. BAND & ORCHESTRA SUPPLIES.................................43 VOCOPRO....................................11 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.
58
trendy tech. “Headphones can have many applications in the professional market, and pro users tend to choose headphones according to the task they need to approach,” he said. “For tracking purposes, to take one example, they need to isolate the outside noise, be loud enough that the wearer can focus on his or her performance, and minimize bleed outside the headphones. Other times you choose headphones based on how comfortable they feel over long periods of time; you don’t want to have to worry about comfort while monitoring audio without breaks for an hours-long job like a sporting event, awards show, etc. Casual or recreational users, on the other hand, tend to prioritize the aesthetics of the headphones themselves, as well as the benefits of wireless capacity.” Engstrom asserted that accurate sonic reproduction and durability are the most important factors for both professional and casual users, although he agreed that casuals are also drawn to aesthetics. “Musicians require accurate, balanced audio quality and rugged, reliable design. These attributes are appreciated by casual listeners, but they will also have a preference on things like color and extra features, where musicians usually tend to leave out the unnecessary features,” he said. Engstrom also pointed out that, while many manufacturers offer headphones and IEMs with drivers that emphasize a particular range of sounds, these solutions are likely to appeal more to casual listeners. “Musicians tend to prefer a more balanced sound — one that reflects the sound of the input, whatever instrument that is,” he said. “Casual listeners sometimes prefer a more tailored sound quality with an emphasis in a particular frequency range.” Norvell emphasized that many professionals use their equipment in active, demanding environments where reliability and durability are
‘The continuum of customer needs goes from the most discriminating audiophiles down to people who want to jog and listen to music at the same time. People want products that perform well and relate to their specific needs. It’s not a one-sizefits-all world anymore. Your average music-loving consumer is not expecting Justin Norvell,
the same performance as
senior vice president
somebody who’s on stage or
of Fender products,
that’s running the monitors
Fender
for a concert. Everybody has a specific, unique need and they are looking for a specific, unique solution.’
paramount. “The stage can be a very dynamic environment,” he declared. “For musicians, in-ear monitors have to perform on stage with the same reliability as a sport-type device. They need to be durable and reliable.” Price point is, of course, another differentiator for casual users and professionals. Professionals are willing to pay more for quality and reliability, while casual listeners tend to be the most sensitive about price. According to Roop, price point is a reflection of the performance of the solution, and professional users recognize this. “Price points follow performance. Generally, a musician will require higher performance than a casual listener,” he said. “Casual listeners tend to respond to marketing efforts rather than performance. Conversely, musicians are a more informed buyer and require proven value; they recognize design and performance characteristics.” Somewhat surprisingly, many of the respondents suggested that non-professional audiophile listeners are willing to pay the most for their headphones and IEMs. “In our experience, the most demanding, critical user that’s willing to pay the most money is an audiophile; they want custom fit and custom design, and that’s regularly offered in the $2,000-plus range,” Norvell said. “The next-leastexpensive offering will be for audio engineers, monitor and frontof-house professionals, and of course, performers. Non-musicians follow with the most-affordable pricing.” Depallens echoed this assessment. “Audiophiles, by nature, are more willing to pay a higher price. Because they want more and expect more, they understand that it takes higher-end components and more complex workmanship to obtain that quality. Some of these customers also spend $10,000 on speakers, amps and super-highend audio sources,” he explained. “Because in-ears are performance enhancers and not required to play an instrument, musicians are typically more price sensitive. It’s more of a tool, so just like any other craftsman, musicians start at entry level and slowly progress.” Bolognesi also supported the claim that non-musicians are willing to pay the most for the right product, but he also suggested that, while musicians of different experience levels used to have different JULY 2018
RETAILER REBEL
(continued from page 50)
‘Price points follow perfor-
7
Don’t be humorous. We’ve all seen the articles about Wendy’s flaming haters on Twitter and have seen the following they’ve grown out of it. That’s an aberration, the exception not the rule. Don’t assume your witty response will be met with a resounding whoop from your followers. Even if your friends think you’re hilarious, this is just reckless. It’s a one-in-a-million chance it’s going to be received the way you intend it.
8
Offer to move it offline. No, don’t come back with, “OK, Shelly, we can take it outside, and you can say it to my face!” Offer to contact someone and handle the situation personally. Nine times out of 10, they’ll never take you up on it, but asking if there’s a number or email you can use to contact them and get some further feedback about how you can improve the situation, and use it as a teaching moment, is a valuable tool. Even if the disgruntled person doesn’t engage, you get the benefits of appearing to be trying to go the extra mile. If they do, you may actually learn something or be able to better resolve the situation. There isn’t a way to lose here.
9
Enlist reinforcements. This is probably a controversial suggestion, but I’m always happy to offset negative feedback on friends’ pages with positive feedback from me and, in some instances, have engaged in some dialogue to defend the business as an outsider. This can be an effective tool, but it’s one you want to exercise with restraint.
10
When all else fails, hide them from the page. Deleting people’s comments can lead to further blowback across other channels, whereas hiding their comments keeps them from appearing on your page for anyone but you and the original poster and his/her friends. Now, this only works on Facebook, and I recommend using it sparingly, as your audience seeing how you respond to some negative feedback can actually be a plus for you. How do you combat negative feedback online? Write to me at gabriel@upperhandstudios.com
mance. Generally, a musician will require higher performance than a casual listener. Casual listeners tend to respond to marketing efforts rather than performance. Conversely, musicians are a more informed buyer and Glenn Roop, vice president of business development,
require proven value; they recognize design and performance characteristics.’
CAD Audio
pricing expectations, those days may be done. “Casual listeners are currently willing to pay premium price tags when headphones feature the ‘latest and greatest’ in technology, or at least what consumers perceive that is,” he said. “Musicians were once divided into two groups: beginners and professionals. The beginners, or casual musicians, considered headphones as the last accessory to buy after the rest of the equipment had been acquired. On the other hand, highly skilled and professional musicians always understood that a great headphone could make a big difference to their entire setup and this was never something to be compromised. With headphones becoming increasingly popular however, the difference between the two categories is being blurred, and overall, the [average selling price] musicians are willing to spend for their headphones is increasing.”
The Changing Market
To conclude our discussion, the Retailer asked our respondents for their take on heavy-hitters like Apple getting more involved in the headphone and in-ear market in 2019. Everyone seemed to agree that, when it comes to competition, the more the merrier. “When a major player excites a category, it’s always good for the players in that category,” Roop said. “An excited market is a fruitful market.” “When Apple decides to enter a category, they look past the shortterm ‘flash-in-the-pan’ buzz features and instead focus on having a long-term lasting impact,” Engstrom said. “Apple wasn’t the first to do discrete wireless — we first saw a lot of these features a decade ago (charging cases, smart controls integrated into each side, etc.). But, with AirPods, Apple made the first affordable, dependable and very easy to use/pair/charge set of truly wireless earphones. I’d expect no less if they were to enter the headphone market.” “Apple AirPods have already created an earthquake effect in the headphone market, so I would expect something similar to happen with an Apple-branded over-the-ear headphone,” Bolognesi predicted. “However, if big brands like Apple enter into the market focusing on technology, it’s good for the competition and ultimately for the consumers. As a brand, we are always challenged to push the envelope and fulfill the needs of our customers. Competition fuels innovation in the headphone market, just like in any other industry.”
MUSIC & SOUND RETAILER
59
UNDER THE HOOD: ROLAND'S TD-17 V-DRUMS SERIES
(continued from page 54) ment and make practice fun and productive. Players can improve their time with the aforementioned Coach Mode exercises. “Practicing with a metronome can become monotonous,” acknowledged drummer, singer, songwriter and Roland product specialist Jordan West, who demonstrated the TD series during the Totally Drums event,
(and who is featured in the October issue of the Music & Sound Retailer). “[Coach Mode] can make it more enjoyable. The cool thing about it is, as you get more advanced, you can change the settings. You can change the tempo, time signature and more. … You can also see how you improve over time.” Also, the TD-17 series allows the user to pair their smartphone via Bluetooth, whereby they can wirelessly stream audio from songs and video lesson content through the module and play along. The TD-17 also integrates with Melodics for V-Drums, a Windows/Mac software application that offers a growing selection of free drum lessons to develop rhythm, timing and muscle memory. “Bluetooth is essential for today’s musician,” said West, adding that it’s simple to set up this function. For those who don’t have Bluetooth capability, functionality is still there to connect to a laptop via a cable. Songs can also be uploaded via an SD card. Both internal songs and uploaded songs can be slowed down or sped up, noted West, allowing the end user to slow down a tricky part of the song, and then, once mastered, speed up this part of the song once again.
Behind the Drums
“In 1997, we introduced the V-Drums brand and the TD-10 series, where we gained the reputation as the best drumming experience,” Jules Tabberer-Stewart, Roland MU Drum marketing strategy manager, said at the
Totally Drums event. “We live and breathe drums every day. Like so many of our customers, we enjoy playing, practicing, performing and enjoy the creativity of freedom of expression that drumming every day can bring. It’s that passion for drumming that drives our relentless innovation. At Roland, we design the future.” “The TD-17 series represents a significant advancement in our core V-Drums lineup,” he added. “Our concept with the TD-17 is simple. When any drummer plays an electronic [drum] kit, that kit should be able to reflect their skills and their creativity. It should inspire them to play more and more to help them hone their skills, develop and keep challenging themselves to be better drummers. That’s why we call the TD-17 series the electronic drums to help you become a better drummer faster.” The TD series was specifically developed in three key areas to help drummers accomplish these goals. “First, we developed exceptional pads and sensing. Drumming is all about feel,” TabbererStewart stated. “The pads you hit help define the playing experiTHE FINAL NOTE: RON MANUS
(continued from page 62) was also special in that I got to meet and talk with Pete Townshend backstage before the show. We were in negotiations to get the print rights for The Who and Pete’s catalog. I was told I had five minutes, but the conversation was going so well Pete invited me to sit down, and we talked for almost 30 minutes. It was a dream come true, and then they went onstage and kicked ass! My favorite album was performed in its entirety. It was such an amazing night. If you could see any musician, alive or deceased, play a concert for one night, who would it be and why? I can’t limit this to just one. Pete Townshend playing with his Deep End band in the 1980s; Bob Dylan going electric; Led Zeppelin; Robert Johnson; Slim Gaillard and his trio, bassist Bam Brown and drummer Scatman Crothers.
www.bourns.com/proaudio 60
ence, even allowing acoustic drum techniques to be used. Meanwhile, the sensing picks up all the information the drummer hits, one by one, no matter how fast. That important drumming information is then sent to the module and works with the sound engine to give true-to-life and natural expression.” “The TD-17 sound is then enhanced by incredible dynamics and great customization,” continued Tabberer-Stewart. “The sound that comes out of the TD-17 series is a key part of the drumming experience. Realistic sound that authentically recreates acoustic drums. Every nuance and subtlety the drummer plays becomes very important to the player.” Most of all, Roland wanted to make sure playing TD-17 series electronics drums is a fun experience for the end user. “The connection to music really gives drummers the motivation to play,” concluded TabbererStewart. “We want to make sure that when someone plays an electronic drum kit, it’s a musical experience, not just a drumming experience.”
What musician are you hoping to see play in the near future?
I’m going to see Bruce Springsteen on Broadway next week! What song was most memorable for you throughout your childhood, and what do you remember about it the most? That’s a tough question. There have been different songs for different times in my life. In the mid ’70s, it was The Who’s “Love Reign O’er Me.” I was an awkward kid transplanted from New York at 12 years old. L.A. was very lonely, and I wanted so badly to fit in and fall in love. What songs are on your smartphone/iPod, etc. right now? Billie Joe Armstrong’s new band The Longshot is a lot of fun. I also love the new Courtney Barnett; she is the perfect mix of Kurt Cobain and Liz Phair, and she adds so much new to that, it is awesome. And then, of course, the classics — anything Pete Townshend, be it solo or The Who; Elvis Costello; Randy Newman; Warren Zevon; and the JULY 2018
lesser-known Richie Furay (Buffalo Springfield, Poco, SoutherHillman-Furay Band and solo). What is the most fun thing you saw or did during a NAMM Show? I have been attending NAMM since 1988, and there were some pretty wild years for me early on. Probably best for my reputation to keep those private. The truth is, when you are working the show from the manufacturer’s side, there’s not much time for shows and events. I am usually working the booth all day and then out with clients/retailers having meetings/dinners. One special day was when we had a small stage area in our booth, and I got to perform a short set with Tish from Daisy Rock, Vicki Peterson from The Bangles, and John Cowsill from The Cowsills and The Beach Boys. We rocked! If you had to select three people, past or present, to have dinner with, who would they be and what would you ask them? Sam Manus, Rose Kopelman and Morty Manus. I never met my grandfather on my dad’s side, Sam, or my Grandmother on my mom’s side, Rose. I would love to have a conversation with these three people that really started and evolved Alfred Music into what it is today. I would love to know what the early years were like in the 1920s and the details about why and how this all started. Rose worked at Alfred Music as the bookkeeper and Morty married her daughter Iris. Tell us about your most memorable experience with an MI retailer (without naming them). The most memorable, not sure I remember all of it, but it was awesome and only Jon Haber (Alto Music), Jake Connolly (Connolly Music) and Crystal Morris (Gator Cases) know the true story. There may have been alcohol and police involved. Snitches end up in ditches! What is the best thing about the MI industr y? It is like a big extended family. We all look out for each other and take care of each other. When you see someone leave one job, MUSIC & SOUND RETAILER
you just know you are going to see them somewhere else in this industry! It’s just a matter of where. Every January, we all meet again to renew old friendships — it’s like the best family reunion or Thanksgiving. I am so lucky to have so many amazing friends. I thought at one point that maybe it was time to get out, but then I thought, what would I do in January? Am I really going to miss The NAMM Show? No way! I am in forever!
me when I was a kid. I have a 1958 Guild M-20 acoustic guitar, a 1965 Guild Starfire IV SR electric guitar and a 1965 Fender Deluxe Reverb. These were instruments he bought for himself, and when I started to learn to play in 1976, I got them. They all play great. I love them and use them all the time. What’s your favorite book and why? You mean other than the
incredible books published by Alfred Music? Reading has always been tough for me; I am dyslexic, so it takes a long time to read. Growing up, my favorite book was Catcher in the Rye by J.D. Salinger. It really connected with me in a way no other book had at that point. The same is probably true for most musicians. I could totally relate to the alienation. It is the perfect prequel to teenage rebellion ... and punk rock.
Who do you admire most outside of the music industr y and why? There is something outside the music industry? What technology could change MI down the road? I have been hearing this question for 30 years. Just like there is no “magic pill” for diet, there is no “magic pill” for music. It does a disservice to the great tech products we have. Tech has been with us for years, and it is another great tool that we musicians use, either with a new sound or ease-of-use. Music is hard, and if a piece of technology turns you on and motivates you to play or practice or learn, that’s just awesome! We embrace that every day, but it is simply another tool for us all to use. Embrace it, don’t be afraid of it. If you weren’t in the music industr y, what would you be doing and why? “A salesman, like maybe in a, uh, haberdasher, or maybe like a, uh, um ... a chapeau shop ... I don’t know, what are the hours?” — Spinal Tap Tell us about your hometown and why you enjoy living there. I lived in New York until I was 12, but then my folks moved us to Los Angeles. I love it here. There is so much to do, and it is amazing waking up in paradise every day. Today’s forecast, 72 degrees and clear! We have the beach, the mountains, with skiing a couple of hours away, and the desert. Weekend trips in the car to San Diego or Santa Barbara. Oh, and of course the Lakers! What are your most prized possession(s) and why? A few instruments my dad gave 61
THE FINAL NOTE
RON MANUS
Chief Business Development Officer, Alfred Music By Brian Berk Who was your greatest influence or mentor and why? My Dad, Morty Manus. He was brilliant and wise and taught me so much about life and business. He treated everyone the same; everyone got the same level of respect and attention. My dad could clearly see the bigger picture and From left: Ron and Morty Manus what was really important. He would say, “Publishing is easy, people are hard.” He knew that anyone could publish a book, but Alfred Music has always been special because of our authors, and the subtle little things, like how we inspire and interact with each other. That’s what really makes the difference. What was the best advice you ever received? “Make it great!” Back in the early 1990s, I was working on a recording for a major revision for Alfred’s Basic Guitar, and I was having a hard time in the studio getting a great recording. I called my dad/boss, Morty, and said, “I can get the recording done on budget, but it won’t be great.” He told me to make it great. He went on to say, “If you release a product that isn’t great, it may sell for a short time, but if you make it great, it will sell for a long time.” I took his advice and got a great L.A. session guitarist to come in, and we made an amazing recording — a recording we are still using today, over five million units sold, 25 years later! What was your first experience with a musical instrument? Growing up at Alfred Music, there was a lot of pressure to play an instrument. In second grade, I picked the trombone because it looked fun to me. The biggest problem was that my arm wasn’t long enough to play all the notes, so my teacher asked me to switch to the trumpet. Well, that didn’t take either. After trying a bunch of other instruments, I gave up on music until several years later when I 62
discovered the guitar in junior high school. I immediately loved it! I continued with private lessons for years and still play today. What instrument do you most enjoy playing? The guitar! There is something really special about it. I love the interaction between your fingers and the strings, the wood and the vibration. When it all is working perfectly, it really is magic. You have so much control over the sound with your fingers, choosing how hard to press and the impact that has on the tone. Also, the way you contact the strings as you strike them — there is so much control, and it all happens in an instant. Tell us something about yourself that others do not know or would be surprised to learn. I play electric punk rock autoharp. It is a beautiful-sounding instrument, and when you put it through some distortion and a big amp, it can be aggressive and punk rock, in its own way, of course. What’s your favorite activity to do when you’re not at work?
Be in my home recording studio. I graduated from school with an audio-engineering degree and tried to make a career of it in the late 1980s, but that is a tough job, and it isn’t until you are a big success that you actually get to choose what music you work on. So, as a hobby, I get to do just that. I love working on mixes and layering parts, playing with compression, EQ, effects and locating parts in the mix to make a song come together and shine. What is the best concert you’ve ever been to? Two concerts come to mind: In 2012, I got invited to the Van Halen “Friends and Family” concert they did at The Forum in L.A. I had been working with Matt Bruck, who works closely with the band, on some photos for the books we were doing with them, and he invited me to the show. The show was really “the final dress rehearsal” for Van Halen’s upcoming North American tour, the first with David Lee since the early 1980s. And The Who Quadrophenia tour in 2013. This one (continued on page 60) JULY 2018