THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS
July 2021 Volume 38, No. 7
THE LAST OF THE VIRTUAL EVENTS? NAMM ADVOCACY SUMMIT TAKES PLACE VIRTUALLY FOR POSSIBLY THE FINAL TIME BY BRIAN BERK
Just Scratching the Surface Despite Uncertainty in 2020, DJ and Lighting Manufacturers See a Bright Future Ahead By Brian Berk
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NAMM CEO Joe Lamond to Step Down in 2023
During the annual NAMM Board of Directors meeting on June 28, Joe Lamond, NAMM President and CEO, shared his intention to step down as the leader of the 120-year-old trade association, effective spring 2023. Lamond, who has served at the helm of NAMM for the past 20 years, will work with the NAMM Executive Committee over the next two years to ensure a smooth transition of leadership for the association, The NAMM Show and Summer NAMM, and its other member activities. “Serving our global membership and working with the talented NAMM team has been an absolute honor,” said Lamond. “However, I’ve always thought of my life in terms of chapters, the musician and touring chapter, the music retail chapter, this amazing NAMM chapter, and now perhaps one more mountain ahead left to climb. One thing is for sure, we’re going to take the time to get this transition right. We are committed to finding the best possible CEO for NAMM, one who can lead this great organization and industry and serve our global membership in the years ahead.” Chris Martin, chair of the NAMM Board of Directors and executive chairman of C.F. Martin & Co., said, “I have enjoyed working with Joe for many years. During my time on NAMM’s Executive Committee, I watched Joe maneuver the ever-changing association and trade show landscape with skill, enthusiasm, and vision. His desire to bring all of us together as one community has created a stronger and more durable
NAMM. I personally want to thank Joe for his unwavering dedication to this thing of ours.” During his announcement, Lamond noted that the longevity of steady leadership seemed to be a hallmark for much of NAMM’s history, with his predecessor Larry Linkin’s appointment to the role in 1981, and before that, William Gard in 1948. The NAMM Executive Committee will undertake the search for the next president and CEO to lead the organization. After the leadership transition is complete, Lamond is committed to remaining active with the NAMM Foundation and its work in support of music and music education.
Sennheiser Teams With Sonova
Sennheiser and Sonova Holding AG, headquartered in Stäfa, Switzerland, have announced their future cooperation. The global provider of medical-hearing solutions will fully acquire Sennheiser’s Consumer Electronics business. Subject to regulatory approval, the plan is to complete the transfer of the business to Sonova by the end of 2021. Sennheiser announced in February that it would focus on its
ing point for future growth,” co-CEO Dr. Andreas Sennheiser added. “We are convinced that Sonova will strengthen the Sennheiser Consumer Business in the long term and capture the major growth opportunities.” As part of the partnership, a complete transfer of operations of the Consumer Electronics business to Sonova is planned. This will be aligned with the Sennheiser works councils. Currently, a total of around 600 employees working for Sennheiser’s consumer business will move to Sonova.
professionsal buisness in the future while seeking a partner for the Consumer Electronics business. With this acquisition, Sonova is adding headphones and soundbars to its hearing-care portfolio, which includes hearing aids and cochlear implants, among other hearing solutions. Sonova will leverage the complementary competencies of both companies to strengthen and further expand its business areas in the future. “We couldn’t have asked for a better partner than Sonova for our Consumer Electronics business,” said Daniel Sennheiser, co-CEO at Sennheiser. “Sonova is a strong, well-positioned company. Not only do we share a passion for unique audio experiences, we also share very similar corporate values. This gives us an excellent foundation for a successful future together.” “The combination of our strengths provides a ver y good startMUSIC & SOUND RETAILER
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THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS
VOLUME 38, NO.7
COVER
18 The Last of the Virtual Events?
NAMM Advocacy Summit takes place virtually for possibly the final time.
26 Just Scratching the Surface
Despite uncertainty in 2020, DJ and lighting manufacturers see a bright future ahead.
F E AT U R E S
28 Summer NAMM/NASMD Education Sessions 34 Special to the Retailer
In our second Special to the Retailer, Muzie.Live’s Sam Reti digs into a really important topic today: improving your virtual lessons.
35 Special to the Retailer
The common thread between musicians and online content creators is, of course, audio — it’s just not necessarily musical audio. And while you know how to sell a microphone or audio interface, there are a few more considerations to take into account when selling to this new demographic. PreSonus’ Ryan Roullard explains.
36 Five Minutes With
In his first-ever magazine interview, David Duane, president and CEO of New Britain, Pa.-based McMillan Music Co. LLC, talks about the origin of his company, manufacturing products for the band-and-orchestra market, why he is optimistic about the future, and more.
38 MI Spy
MI Spy decided to visit Vermont, to not only check out some musical instrument stores, but also some awe-inspiring architecture and a heckuva lot of nature, in all its breathtaking glory.
44 Shine a Light
Nearly a decade ago, Geoff Metts, Jeremie Murfin and Johnpaul Simonet purchased Oregon-based Five Star Guitars. They have certainly taken it to another level.
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46 Under the Hood
We look at a new product in the wireless microphone space, Sennheiser's Evolution Wireless Digital Series, intended to bring “simplicity to wireless.”
47 Under the Hood
When Josh Misko switched from an acoustic to an electric guitar, he fell in love. However, he became frustrated because, like so many other electric guitar players, his hand kept hitting the pickup switch and knocking it out of place. That’s when The Switchlock was born.
54 The Final Note
If Michael Brandt Rinkenberger, owner/sales and marketing, b3 Guitars, could see any musician play, alive or deceased, it would have to be Miles Davis sometime in 1958-60 when John Coltrane was a member of his sextet.
COLUMNS
42 In the Trenches
BUZZ
Latest 3 People 10 Products 14 4
Selling gift cards may not seem like a lucrative business, but if you are not selling them, you’re missing the boat, explains Allen McBroom.
43 Veddatorial
A new report from Amazon reveals it blocked 10 billion attempted counterfeit listings in 2020 — up from 6 billion the year before — and destroyed 2 million fake goods in its warehouses. While this sounds like real progress — and in many ways, it is — it also offers a dismaying picture of the scope of counterfeiting online, claims Dan Vedda.
JULY 2021
Never run out of these impulse accessories that your customers always need! The following essentials are must-have add-ons to include on every order you place from Hal Leonard.
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Strings
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Drum Sticks
Drum Hardware
Drum Heads
Hal Leonard offers these gear and accessories staples from the highest quality brand names in the industry: ALPINE HEARING PROTECTION AUGUSTINE STRINGS CORDIAL CABLES GIBRALTAR GRETSCH DRUMS INNOVATIVE PERCUSSION KORG TUNERS LEVY’S LEATHERS REMO SAMSON SNARK VATER PERCUSSION
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EDITORIAL
Great Progress Although we are clearly not out of the woods when it comes to the COVID-19 pandemic, look at how far we have come in only a few short months. NAMM wrapped up what will hopefully be the last of its virtual events in late May with its Advocacy Summit, and there are a host of live, in-person events happening this month, including the Summer NAMM show in Nashville. For vaccinated individuals, all states have eliminated outdoor mask-wearing requirements, while most states have also removed indoor mask requirements in most settings, with trains, plains and buses often the most common exceptions. There is no question: We have made some real progress. One year ago this month, there was a good chance your MI store was closed, with ecommerce and curbside pickup your most likely sources of revenue. And even if your store was open, there was a good chance store traffic was way down. Of course, some products were really hot sellers last year. Guitars, pro audio and keyboards come to mind. But if band-and-orchestra sales and rentals were even a small part of your business, you felt the pain. The good news is, it looks like B&O at schools will be back at full force in September. I know I already received the paperwork asking what instrument my 9-year-old son wants to play in the fall. To say I am pleasantly surprised to have a live, inperson NAMM show taking place this month would be an incredible understatement. If you are able to make it to Nashville, I hope you can celebrate the MI industry regarding everything we lost and are slowly regaining, while taking home some great education session ideas, seeing your colleagues for the first time in 18 months, and enjoying a relaxed atmosphere. It would be a great opportunity to check out the new products manufacturers have coming out, as well. It looks like January will be reserved for another huge
international event — The NAMM Show — that may be unlike any MI has ever seen. After a two-year hiatus, Anaheim, Calif., will be rocking (and it will be well worth walking the 10 miles a day at the convention center my iPhone said I was averaging during my last visit). It could be the best trade show in the history of our industry. But in the meantime, consider taking the trip to Summer NAMM to enjoy the show and, of course, Nashville’s atmosphere and nightlife, something we could not experience only months ago. For those who attend, it is sure to be memorable. But if you cannot attend, please make sure to check out next month’s issue of the Music & Sound Retailer for a recap of the show. If we can officially put COVID-19 in the rearview mirror, I expect our industry to thrive as live events return. The demand for concerts and live performances will be enormous. We also have thousands of new musicians that the pandemic brought into the MI family. Sure, many of these new musicians are going to be hard to keep once people have other entertainment opportunities available to them again, but right now the MI industry has something it rarely has ever had before: more demand for instruments than supply. The future of our business has never looked so bright. For the past few years, MI’s impending doom was constantly predicted. Now, we have more demand than supply. We could emerge from the pandemic stronger than ever. Incredible, isn’t it? Let’s keep the musical dream going.
July 2021 Volume 38 No. 7
THE ALL NEW RADIANT PAR SERIES
BRIAN BERK Editor bberk@testa.com ANTHONY VARGAS Associate Editor avargas@testa.com CHEYENNE CHAO Integrated Media Manager cchao@testa.com DONOVAN BANKHEAD ROBERT CHRISTIE KIMBERLY DEVERELL JEFF KYLE JR. ELLEN LEVITT
JANICE PUPELIS Art Director STEVE THORAKOS Production Manager CIRCULATION circulation@testa.com FRED GUMM Digital Art Director MICHELLE LOEB WILL MASON ALLEN MCBROOM GABRIEL O'BRIEN MIKE & MIRIAM RISKO
ROBERT L. IRAGGI Advertising Director riraggi@testa.com RICKY PIMENTEL Art/Production Assistant rpimentel@testa.com ROBIN HAZAN Operations Manager rhazan@testa.com VINCENT P. TESTA Founder and Publisher TIM SPICER DAN VEDDA 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.
CONTACT JMAZ LIGHTING FOR MORE INFO (626) 380-0883 sales@jmazlighting.com www.JMAZLIGHTING www. JMAZLIGHTING.com .com
Sound & Communications • DJ Times • Sound & Communications Blue Book The Music & Sound Retailer • The DJ Expo • IT/AV Report The Retailer Report • 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.
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J-40
STILL HANDMADE BY DAN. Dan has been using his hands to expertly craft and assemble our guitars for over 7 years, because we believe it’s the only way to create the perfect tone. And it’s that legendary tone that has inspired music icons and passionate guitar players for generations. Hear Dan’s story and find your handcrafted J-40 at www.martinguitar.com/handmade.
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Hosa to Distribute Gruv Gear Gruv Gear is joining forces with Hosa Technology Inc. for U.S. distribution of its products. Established in 1984, Hosa is a supplier of analog and digital connectivity solutions for the MI and pro-audio industries. “Gruv Gear has been dedicated to creating innovative products since its inception,” Mayumi Allison, CEO of Hosa, said. “Today, the Hosa family is excited to embark on a journey to get Gruv Gear’s products to more people than ever before. We are confident the combination of Hosa’s reach and experience in the music instrument space and Gruv Gear’s product innovation will make this a fruitful partnership for years to come.” Hosa will be stocking a range of Gruv Gear’s products including tech bags and cases specifically designed with mobile creatives and jetsetters in mind; FretWrap string dampeners for guitarists, bassists and
players of other stringed instruments; adjustable, padded guitar and bass straps; and guitar and bass bags. “We connected with Hosa way back in 2010 when we first launched our company,” Jay Baldemor, president of Gruv Gear, added. “I’m thrilled to join forces to bring our products across U.S. retailers in a bigger way. Mayumi, Jose and the rest of the Hosa team have been awesome, and I love their passion for excellence. We’re honored to be working with them.”
Sam Ash Donates $22K of Instruments Sam Ash Music visited David Paterson Elementary School on May 14 to present the school with more than 60 brand new instruments worth a total of $22,240. Sam Ash, represented by family members Jerry (former chairman), Sammy (chief operating officer), and fourth-generation members Ben, Adam and Derek, made
the donation in Bernice Ash’s name. “From the time we opened our first store in Hempstead [N.Y.], our mom, Bernice Ash, was committed to Long Island music education as head of our Sheet Music, Band and Orchestra Department,” said David C. Ash, CEO and general counsel at Sam Ash. “Many students and teachers benefited from her experience, which she brought to many other states as we expanded. We are proud to make this donation in honor of mom, who would be proud to support Hempstead schools.” “I literally grew up in our music store in Hempstead,” said Richard Ash, CEO and president at Sam Ash Music. “My mother Bernice Ash and my father Jerry Ash worked at the store six days a week. We owe so much to this town. Our company would not be where it is today if were not for the town of Hempstead. In fact, we liked Hempstead so much that, in addition to our store on Fulton Avenue, we opened a warehouse and executive offices on Peninsula Boulevard. My mother, Bernice, was especially proud of having a business in the ‘Hub of Nassau County.’ I thought that the donation by the Sam Ash family of all of these band instruments to the Hempstead school district would be something my mom would have wanted.”
IMC Debuts New Look
After more than 20 years of service to the Tucson, Ariz., music community, Instrumental Music Center (IMC) debuted a new logo, website and storefront remodel. In partnering with Tucson-based Saywells Design Co. for its rebranding, IMC aimed to incorporate colors from the surrounding desert, while paying homage to Tucson’s historical neon signs and murals. The look and feel of IMC’s new brand identity is in the process of extending into its E. Speedway Boulevard location, “with an updated store layout to ensure you continue to have the best shopping experience possible when visiting IMC,” the retailer wrote. The store will also feature redesigned orchestral string, woodwind and brass, and combo shops. Keep an eye out for a new front sign, and a whole new lesson studio experience, and more, the retailer added.
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In the Groove
THE FEEL, THE SOUND, THE QUALITY— NOTHING COMPARES TO THE ORIGINAL. SELL WHAT SELLS.
Hal Leonard has promoted Asa Doyle to chief technology officer. He oversees the company’s wide range of technology products and teams. These products cover e-commerce, music technology, media delivery, internal systems, and integrations for existing and future initiatives. In 2018, Hal Leonard acquired Doyle’s company Groove3, which produces a popular website that includes online tutorials for music technology products. In addition to overseeing the general operations of Groove3, Doyle started leading several new development initiatives for Hal Leonard, such as Essential Elements Music Class and the expansion of the digital books technology that was built by Groove3 and powers Hal Leonard Digital Books. “Asa has been such a great asset to Hal Leonard since he came onboard,” said Larry Morton, Hal Leonard CEO. “His technological chops and music background have been a valuable combination that have helped us to build exciting new tools for musicians and music educators. We’re excited to see what other innovations and systems he can help us to develop in his new role.”
Ripsam Named C.F. Martin CEO
C.F. Martin & Co. named Thomas Ripsam its new CEO, effective June 14. He succeeds longtime chairman and CEO, Christian “Chris” Frederick Martin IV, who assumes the role of executive chairman. An experienced growth strategist and leader, Ripsam has a deep passion for companies with a strong heritage and legacy. He is a trusted advisor and business partner, having guided numerous boards of directors and leadership teams to shape strategies and deliver results, stated C.F. Martin. His expertise in strategy development, digital/technology deployment and continuous improvement will ensure the continued growth of the 188-year-old company. After 35 years as C.F. Martin & Co. CEO, Chris Martin is stepping into his new leadership role of executive chairman. During his time as CEO, Martin has guided the company through booms and crises, leaving a legacy of growth and manufacturing excellence. This transition comes as the company is experiencing unprecedented demand for its products, stated C.F. Martin. “First, I want to thank everyone in the music products business for their support during my 35-year career as CEO of my family’s business. What a ride!” said Martin. “I complete my term as NAMM Chairman this July at the show in Nashville, and I have been thinking about retiring for several years, so this felt like the right time. I look forward to transitioning to the role of executive chairman of Martin Guitar, where I will continue to be a cheerleader for the Martin brand. I am excited to work with Thomas as he gets to know all of us and shares the love we all have for the guitar.” JULY 2021
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LPMUSIC.COM
Ripsam has a 25-plus-year career, first at Booz Allen & Hamilton, and most recently as a partner at PricewaterhouseCoopers, where he took on leadership responsibilities for growing the business, developing service offerings and managing teams. He has worked with consumer goods companies, specialty retailers, technology solutions providers, Fortune 50 companies and family-owned businesses, helping to drive profitable growth, enhancing digital capabilities, improving customer experience and engagement, and generating hundreds of millions in incremental value for his clients. An avid guitar player, Ripsam collects fretted instruments and even took a sabbatical in 2019 to work with a luthier to learn about the process of building acoustic guitars. He holds an MBA in strategy and finance from Columbia Business School and a BA in business administration and management from Reutlingen University in Germany and Middlesex University in London. “I have admired Martin guitars since I was a teenager,” said Ripsam. “My first real acoustic was a Martin guitar, and it has been a close companion to me since. Martin has always been an iconic fretted instrument builder, and I have a deep appreciation for the company’s continued focus on quality, craftsmanship and innovation, as well as its unique culture and history. I am honored and humbled to join the Martin family and to carry on the legacy of Chris Martin and his predecessors.”
Step up to the Mic
DPA Microphones appointed Søren Høgsberg as executive vice president of sales and marketing. As a former executive with many of Denmark’s leading corporations, Høgsberg calls on his global experiences to lead DPA in strengthening the coordination of its sales and marketing initiatives. “In an effort to further increase DPA’s impact in the global market, it has been our recent goal to bring sales and marketing together under one functional, joint management team,” said Kalle Hvidt Nielsen, CEO of DPA Microphones A/S. “In recognition of these continued efforts, I am incredibly excited to introduce Søren Høgsberg as the newest member of the team. With his extensive experience from large acoustical corporations, Søren has an ideal background to help lift DPA to an even stronger position in the pro-audio market. Søren will have the overall responsibility for our global sales and marketing organization, which includes product management, customer care and corporate service.” A graduate and post-graduate of the Aarhus School of Business, Høgsberg most recently served as vice president of international sales at Demant A/S, an international healthcare company. “There are similarities from my previous positions that I can bring to my new role with DPA, and I look forward to learning and growing the brand,” noted Høgsberg. “I can really sense and feel that DPA is something special. The company has a fantastic range of products and history. I have a wonderful feeling about stepping into a more focused company, where I can help to further develop DPA’s exceptional culture. That is something that truly excites me. It will provide me with a better chance of taking DPA to the next level, and I’m certain I can utilize the many tools that I’ve developed while working with larger brands. I’m thrilled to begin this role and help grow DPA Microphones further as an acclaimed pro-audio brand.” MUSIC & SOUND RETAILER
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In Memoriam
Janet D’Addario
Janet D’Addario, a creative and philanthropic force and the wife of D’Addario Chairman, Jim D’Addario, died on June 14 in her home, surrounded by her entire family. She was 72. The cause was complications from gallbladder cancer. D’Addario was born on December 10, 1948 in Nassau County, N.Y. Her education circumnavigated Long Island, taking place at institutions like St. Brigid in Westbur y; St. Dominic’s High School in Oyster Bay and Nassau Community College in Garden City. In 1966, the course of her life would forever change when the 18-yearold lead singer of a folk group met another young, budding musician who was instantly smitten by her tender voice and magnetic personality. Jim and Janet D’Addario would go on to marr y, sing and perform onstage together, and start an extraordinar y 50-year partnership that produced a family, a philanthropic legacy and a music accessories business. When D’Addario & Co. was first founded in 1973, D’Addario used her creative talents to design the company’s advertising, as well as the packaging design for all of its products. As a fledgling organization, Janet’s vision and compassion had a tremendous influence on the development of the culture that guides the organization today. She would go on to wear many hats, including head of artist relations and co-founder of the D’Addario Foundation, which continues
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to provide music education to young children in underser ved communities. D’Addario ser ved as the managing director of the foundation for 20 years, helping to raise awareness for the cause by producing classical music concerts in cities around the world. D’Addario was known by family and friends for her compassion and generosity, fer vently believing that actions mean far more than just words. She would go on to ser ve 11 years on the board of Long Island Cares, the charity created by Harr y Chapin to eradicate hunger on Long Island. As a devout Catholic, she supported numerous Catholic charities across the globe, the Long Island Catholic Hospital system as well as her own personal parish, St. Brigid. The one charity that held a particularly special place in her heart was Providence House, a New York institution that provides transitional housing for homeless women and children. D’Addario ser ved as a board member of Providence House for 21 years and as its president from 2004-2019. Over those years, she helped raise millions of dollars to ensure thousands of women and children would have a pathway to a brighter future. Her invaluable work led to Janet and Jim D’Addario being named the first People of Hope in 2002, and also led to the construction of the 43-unit D’Addario Residence in Bedford Stuyvesant, Brooklyn. “Providence House is, in so many ways, the ver y embodiment of my wife,” said Jim D’Addario. “When she saw pain, she wanted to ease it. When she saw hunger, she brought food. When she saw homelessness, she provided shelter. But most importantly, when Janet saw someone with no hope, she worked hard to provide them with the tools to restore their will to overcome the challenges they were facing.” In addition to her philanthropic work, Janet D’Addario was an avid foodie and prolific painter. Her greatest joy was bringing friends and family together for a homemade meal and the occasional musical performance by her and Jim, as well as their many musical friends. D’Addario was the daughter of Robert James Carbone and Annabelle (Eannaccone) Carbone of Westbur y, N.Y. She is sur vived by her loving husband of more than 50 years, Jim D’Addario, and their three children: Julie (Pat), Amy (Marcus) and Robert (Gina). She is also sur vived by eight grandchildren, and her beloved dogs, Dave and Blue. In lieu of any gifts or flowers, the family is asking anyone wishing to pay their respects to consider a modest donation to Providence House, which can be made at providencehouse.org/ support-our-work. JULY 2021
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In Memoriam Doug Wilkens W. Douglas Wilkens passed away on May 15. He was 76. Wilkens was a talented audio engineer, successful business owner and manager, and a sales and marketing professional. His career began at Trans World Radio, designing broadcast studios throughout Europe in the late 60s. Wilkens and business partner Charlie Moore founded Dimension Five Sound and the audio division of Peirce-Phelps, Inc., Philadelphia. Wilkens also became the University Sound product manager at Electro-Voice. Later, he was the Director of Sales and Marketing at Community Professional Loudspeakers, and then became vice president/general manager of Inter-M Americas. He ended his career as senior project manager at the Dubai office of Maryland-based AVI-SPL. Wilkens was an active member of the Audio Engineering Society (AES) and completed many SynAudCon training programs. He actively promoted audio excellence through education and wrote numerous instruction manuals and magazine articles Those who knew Wilkens remember him as a principled man with strong values and a dedicated friend who had mastered the art of listening. He also possessed a strong Christian faith. He is survived by Fran, his wife of 56 years, and their two sons, John and Joel. Charlie Moore, his business partner for 52 years said, “We’ve lost my best friend, who was like a brother. He will be sorely
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missed by his family, friends and the professional audio industry, where he worked in making gains in both technology and education. His work was impeccable, and he was always careful to do what was right. Our prayers are with his wife and sons for the loss that they have suffered.” Contributions in his memory can be made to Trans World Radio, twr.org/donate.
Joan White
Joan (pronounced “Jo-Ann”) White passed away in May, ending a special musical era in Muncie, Ind. White began her career with Muncie Music Center in 1944, just three years after the store opened. She remained with the store until her retirement in 2016. Although she started by organizing the sheet music department, White assisted with all areas of the business. One of White’s key roles for many years was working with the local school band directors, who were so grateful for her support they would often call the store and ask for her directly, even during the time that road reps would visit them weekly.
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First Compressions
IK Multimedia released the T-RackS Comprexxor, featuring eight selectable curves, selectable second- or third-order harmonic saturation, high-pass/band-pass filters on the sidechain path, and more. Comprexxor delivers endless sonic flexibility, whether that’s emulating classic sounds of the past or inspiring new ones for tomorrow, stated the company. Comprexxor’s eight selectable ratio curves represent analog compressor designs, as well as others only imagined. Each ratio selection features its own threshold setting, starting from the 1:1 mode, which adds warmth without compression, all the way to the MAX setting, which is a dramatic brick-wall limiting curve. Comprexxor can also be set to work as a traditional opto-compressor. By simply adjusting the attack and release controls while in the optical mode, users can give new life to any element in the mix. Ikmultimedia.com
Enter the Dragon Luna Ukes released three ukuleles featuring its own signature laser-etchings, showcasing a henna dragon on the top. Historically, the symbol of the dragon is deeply rooted in cultures throughout the world for its spiritual meaning of offering courage to those who need it most. Much like Luna’s Henna Dragon acoustic/electric guitar, Henna Dragon ukuleles are powerful allies to musicians of all skill levels. Luna Henna Dragon ukes are available in concert, tenor and baritone models, and feature mahogany tops, bodies and C-shape set necks, which give the instrument a warmer sound overall and higher-pitched tonality, stated the company. In addition, they have pau ferro bridges and fretboards with pearloid moon phase inlays, chrome hardware, slotted headstocks with open-gear chrome button tuners, Luna UK-T2 preamps with built-in EQ and tuners, and open-pore natural finishes, and come equipped with Aquila strings and a gig bag. lunaguitars.com
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Shock-ing Development
Gator Frameworks launched two new deluxe shockmounts to reduce unwanted noise when recording. The shockmounts consist of a universal pencil-style condenser model and a deluxe universal model. The deluxe universal mic shockmount (GFWMIC-SM1855) preser ves sound quality by isolating a small or large-diaphragm condenser mic from the stand, reducing noise from mic stand vibrations and accidental nudges. The shockmount supports most studio mics ranging from 18-55mm in diameter and features three centrally mounted rubber gripping clamps that adjust to secure the mic. The universal pencil-style condenser mic shockmount (GFW-MIC-SM1525) supports most studio mics ranging from 15-25mm in diameter and features dual, tight rubber bands on the top and bottom to firmly grip and comfortably suspend the mic. gatorcases.com
Message Received
Shure introduced the Axient Digital ADX5D Portable Receiver, a dual-channel, portable wireless slot receiver that is designed to provide superior RF performance, spectral efficiency and transparent audio quality. The new portable form factor proudly enhances the Axient Digital ecosystem of wireless audio solutions. ADX5D was born from one simple need: how to translate the superiority of Axient Digital into a portable option. Shure understood there was an industry demand for wireless capabilities that addressed the needs of today’s ever-evolving production environments. Shure also recognized that it needed to innovate in a way that would take Axient Digital beyond the stage, stadiums and studio broadcast environments. ADX5D is ideal for environments like sports/events broadcasting, electronic news gathering, film/episodic television and electronic field production (EFP), all of which rely on quality location sound, stated the company. shure.com JULY 2021
We Believe in the Music Products Industry... And the people who bring music to the world. We believe in the power of music for every person and salute those that manufacture, distribute, teach and perform music. The opportunity to gather together to learn, support and inspire each other is just what we all need—now more than ever. We are proud to be a part of Summer NAMM because we are stronger together, and the experience energizes, motivates and encourages us all to keep doing what we all do: Make lives better through music.
Cindy and Rand Cook Owners The Candyman Strings & Things
namm.org/attend We Are Better Together! • July 15-16, 2021 • Music City Center • Nashville, Tennessee
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Uke From the Queen City
Amahi introduced the DDUK19 Dinosaur ukulele. Custom designed locally in Cincinnati, Ohio, this colorful and playful design is sure to wow dinosaur lovers of all ages, stated the company. It features new colorful fret and bridge inlays, with a matching bag and brightly colored packaging. Available in soprano size. amahiukuleles.com
Take a Stand
Hosa Technology Inc. introduced two new microphone stands, ideal for the streamer, creator and podcaster. Both offer familiar designs to complement any space requirement or setup, whether stationary or on the move. The Hosa Desktop Microphone Stand features a light, foldable die-cast-steel tripod base for quick setup and teardown wherever needed. The stand is height-adjustable from 4 to 6.75 inches and can hold up to 0.75 lbs. The non-slip rubber feet add increased stability, ensuring the stand won’t slip on even the most slick surfaces, stated the company. The Hosa Desktop Microphone Boom Arm features an easy C-clamp and scissor-style design for maximum adjustment on any table or desk. With an adjustable angle from 0 to 160 degrees, any position is possible to maximize even the most compact spaces. The all-metal construction creates a solid base, holding up to 4 lbs. for stationary, multi-purpose setups. hosatech.com
If We Were Vampires
Fender Musical Instruments Corp. released the Jason Isbell Custom Telecaster, marking Isbell’s first collaboration with the guitar brand as part of its Artist Signature Series. The four-time Grammy award-winning singer-songwriter worked closely with Fender on the design, ensuring his signature Telecaster came equipped with all of the same modifications — even his known Road Worn markings — that the Americana guitarist has sought out for touring and recording throughout the years. Isbell has emerged as a leading face of the “Americana” movement — a blend of traditional roots music and modern rock. Isbell’s collaboration with Fender aims to provide fans with the same songwriting and playing tool that has led him to pioneer this intersection and “define an entire genre of music,” stated Fender. Mentored by the legendary late John Prine, Isbell’s highly sought-after sound was used to inspire Bradley Cooper’s character in “A Star Is Born,” and he’s lent his talents to groups like Drive-By Truckers and The 400 Unit, in addition to his prolific solo career. fender.com
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Hi-Five
Building on the popularity of its Hi-X55, Austrian Audio’s Hi-X65 professional headphones are designed as professional monitoring headphones for mixing and mastering. The open, over-ear design and the High Excursion driver ensure absolutely transparent sound for sound engineers and audiophiles alike. The development of the Hi-X (High Excursion) technology results from decades of experience and today’s state-of-the-art technologies, and it’s the key to the detailed sound of the Hi-X65 headphones, stated the company. All Austrian Audio Hi-X headphones feature a 44mm driver and a ring magnet system; this design allows for improved airflow and includes the strongest magnetic field in its class, the company added. The ring magnet, combined with a copper-clad aluminum voice coil, reduces the weight of the membrane and the voice coil connected to it, allowing the membrane to move or change direction faster, providing a more responsive impulse reaction. The result is great bass imaging and superior low THD at low frequencies; a linear frequency response; and open, precise, high-resolution sound that simplifies error detection and makes mixing and mastering a pleasure, stated the company. austrian.audio JULY 2021
NEW. SOUND. POSSIBILITIES. There is simply no other synth that offers more to explore sonically than the new NAUTILUS. Dive into three broad categories of sound; Standard sounds provide all of the most impor tant instruments you need to cover any genre, Current sounds focus on cutting-edge modern music p ro d u c t i o n , a n d U n i q u e so u n d s d raw u p o n co m p l ete l y n ew sa m p l i n g a n d p ro g ra m m i n g te c h n i q u es to d e l i ve r n eve r - b efo re - h ea rd i n st r u m e nts a n d l aye rs, l i ve - re co rd e d p h ra ses, fo u n d p e rcu ss i o n , a n d so m u c h m o re. With nine powerful engines to drive this new approach, along with plentiful sampling, audio recording, effects and processing power to spare, NAUTILUS give you everything you need in one streamlined instrument.
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THE LAST OF THE VIRTUAL EVENTS? NAMM ADVOCACY SUMMIT TAKES PLACE VIRTUALLY — FOR POSSIBLY THE FINAL TIME BY BRIAN BERK
Editor’s note: Photos appearing in the story are from 2019, the most recent in-person NAMM Advocacy event. In what NAMM hopes is the last virtual-only event of any kind it will host, the trade group on May 25 presented its NAMM Advocacy Summit, formerly called the NAMM Advocacy Fly-In, over Zoom. Traditionally, each year approximately 100 NAMM delegates travel to Washington, D.C., to speak to members of the U.S. House of Representatives and the Senate, as well as governors and their staffs. Although it is difficult to replicate the in-person experience on Capitol Hill, the four-hour virtual event, for which there were more than 700 registrants, provided plenty of good information and fun, and even included a cameo appearance from music education champion and former New York Yankee superstar Bernie Williams.
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JULY 2021
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As is the case each year, NAMM presented its “asks” of politicians, or what the MI industry seeks to achieve through legislation. This year, a key “ask” is fully funding the Every Student Succeeds Act (ESSA), Title IV, Part A, to state and local school districts to expand access to well-rounded subjects, specifically including music and the arts. Fiscal year 2021 funding currently stands at $1.22 billion; however, the fully authorized funding amount of $1.65 billion is “necessary to ensure that the well-rounded goals of ESSA are realized for every child.” Also, the “ask” requests support of ESSA’s “Title I funding for our nation’s most vulnerable children and Title II funding that promotes the effectiveness of our teachers”; NAMM further requests that the federal government “fulfill the intent of the law with authorized funding.” Prior to making this “ask” however, NAMM suggested its advocacy members thank their politicians first. NAMM offered a template for what advocates could write to their politicians: “Thank you for your leadership through the pandemic and your ongoing commitment to address the challenges, needed changes and opportunities for our country. [We thank you] for the pandemic-related emergency assistance to states and local communities for education so that every child in our country receives the needed resources and support from schools and communities for their education and development needs.” NAMM also suggested that advocates should share peer-reviewed research concerning mitigation protocols for in-person music learning as children return to school and sign or support the “Arts ARE Education” pledge, as well as share this support on their websites and via constituent outreach. The “Arts ARE Education” pledge asserts that the arts are “part of a balanced education, and asks signees to commit to supporting equitable access to arts education that includes instruction in all arts areas.” The final NAMM Advocacy Summit “ask” is for politicians to authorize funding for the National Endowment for the Arts, which provides competitive grants in every state and congressional district for national arts and culture organizations. NAMM also encouraged advocates to alert politicians if their local school
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JULY 2021
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Most of all, NAMM emphasized that the local constituent voice carries the most weight with politicians, and that constituents should not be afraid to ask for what they want from their political representatives.
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districts were named Best Communities for Music Education. A total of 686 school districts received this coveted distinction, with 80 receiving Support Music Awards. In fact, this topic sparked discussion in chat boards during the event, with attendees recalling politicians being so proud about having their districts named as one of the Best Communities for Music Education that they would brag to other members of Congress about it in places like elevators. Most of all, NAMM emphasized that the local constituent voice carries the most weight with politicians, and that constituents should not be afraid to ask for what they want from their political representatives. According to Chris Cushing of law firm Nelson Mullins, your voice really matters. “To call this is a once-in-a-lifetime opportunity undersells it,” he said. “The amount of money out there is more than ever before. Funding is not a problem.” Meeting with a politician’s staff is just as important, whether virtually or in person, Cushing added, but make sure to convey individual stories during meetings about the benefits of music, which can go a long way. Cushing further stressed that because we are in a unique historical moment, there is an opportunity for us to effect change. “Vladimir Lenin once said, ‘There are decades when nothing happens. Then, there are weeks when everything happens.’ This is one of those times,” he said. When it comes to reaching out to governors specifically, Stephen E. Parker of the National Governors Association offered some fascinating information. “A large number of governors ‘get’ music education, but more must be done,” he said. Parker specifically mentioned Colorado Gov. Jared Polis and California Gov. Gavin Newsom as governors involved in music education. But more are getting involved. “Gaps in education is the biggest recent problem governors are facing,” said Parker. “Students have lost a year or more.” When appealing to governors, Parker also recommended connecting your “ask” to job
JULY 2021
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Due to the COVID-19
creation (i.e., by emphasizing that increased funding for music education creates job opportunities for musicians and teachers). “Governors are graded on how many jobs they created and the revenues they bring in,” he said.
pandemic, students
What Students Lost
lost a lot in terms of education, something which will be very hard to replace.
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Due to the COVID-19 pandemic, students lost a lot in terms of education, something which will be very hard to replace. However, more educational funding was needed even before the pandemic. Chris Duncombe and Claus Von Zastrow of the Education Commission of the States presented many data points regarding students. According to the Commission, in the 20172018 school year, 52 percent of U.S. students were eligible for free or reduced lunches and are in turn eligible for Title I funding. Also, 11 percent of students were homeschooled in March 2020, double the prior year, something that carries “short- and long-term implications,” the Commission stated. One form of assistance to schools is the Elementary and Secondary School Emergency Relief Fund (ESSER), which is part of the Coronavirus Aid Relief and Economic Security (CARES) Act. Duncombe stressed that music education is eligible for this funding, and the funds are available in addition to any ESSA funding. “What better way to reengage than music education for in-person learning?” he asked. Dr. Mackie Spradley, president of the National Association for Music Education (NAfMe), stated the pandemic made a huge change to music education. “Music educators had to find a new way of doing things,” she said. “The good news is, we could have a change in the paradigm of thinking. I hope we do not go back to normal. We need to fall forward and lean into the future.” David Dik, national executive director of Young Audiences, stressed the importance of advocacy to counter learning loss during the pandemic as well. “There is a very narrow definition of learning loss,” he said. “It is something we need to think of. It is not about restoring what we had before, but to go back better. The precious commodity is not money; it is time.” Scott Lang of Be Part of the Music, which was recently acquired by Music & Arts, added that focusing on students is paramount. “Students are the currency,” he said. “Enrollment is the one panacea that cures all ills. Never apologize for getting kids enrolled in music.” The biggest thing lost during the pandemic has been ensemble music-making, added artist Eric Whitacre. “People ache to make music with other people in the room,” he said. “But now that music was taken away from us, there will be an explosive resurgence of musicmaking. We will see the world in song. It is essential that people are making music together.” “Students have missed the camaraderie function at a high level,” asserted Joe Lamond, president and CEO of NAMM. “They need it back. Kids suffer when not doing things collectively. Music and arts’ role in that is critical.” Other than collectively playing music, what do students need to have a successful career in music? “Students have told us beyond traditional things for music leadership, they need three things,” relayed Bill Pelto of the College Music Society. “Entrepreneurship training, community engagement and music advocacy.”
JULY 2021
Duncan Opines
To get NAMM advocates inspired, NAMM dialed up speeches from several heavy hitters, including a keynote speech from Arne Duncan, former U.S. Secretary of Education and current managing partner of Emerson Collective. Duncan recalled growing up in a household where both his parents were devoted to music. He talked about growing up in a poor neighborhood and the inequities seen in America. “Talent is evenly distributed,” he said. “Opportunity is not.” Duncan added that music education should be considered a core activity and no longer carry the stigma of being “extracurricular.” “The idea that music is extracurricular [makes no sense],” he said. “It has to be the norm [in schools], not the exception.” Losing music and arts education for many students during the COVID-19 pandemic took a huge toll, Duncan noted. “We need to make opportunities available for every child,” he asserted. “That is what we have to fight for.” Following these powerful words, the conversation shifted to whom Duncan admires most, as well as his leadership advice. First on Duncan’s list for those he admires is former U.S. Secretary of Education Richard Reilly, whom himself has often appeared on Capitol Hill with NAMM members to help take up the fight for music education. “I really look up to him for his compassion and balance,” said Duncan. The former Secretary of Education next mentioned that he greatly admires Dr. Martin Luther King, Jr., as well as Barack Obama, with whom he remains friends. (Duncan acknowledged that he no longer plays basketball with Obama, because Duncan’s home is in Chicago, while Obama now lives in Washington D.C. However, Duncan does still play basketball in
MUSIC & SOUND RETAILER
Chicago nearly every morning.) Regarding being a great leader, Duncan said what is most important is what comes from the heart: passion. “My parents pursued their passion of music collectively for more than 40 years, and they made a difference,” he said. Duncan added that being a great leader requires building a top-notch team comprising the strongest, most diverse individuals. “I want people who tell me the truth, not what I want to hear,” relayed Duncan. “You might not want to hear it, but you need to hear it.” He continued, “Give your team the ability to make mistakes. I have told my team to do the right thing. And if they make mistakes, I told them I will take the blame. You are going to make mistakes. You are not going to bat 1.000.” Duncan also made sure to praise music educators, who he said don’t just teach music, but touch souls. “The creativity, heart and compassion of teachers have been remarkable with a lot of fear and uncertainty at home during the pandemic,” he said. Duncan concluded with these words: “Music educators, thanks for helping to change lives.”
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Just Scratching the Surface
Despite Uncertainty in 2020, DJ and Lighting Manufacturers See a Bright Future Ahead By Brian Berk
It would be easy to assume the COVID-19 pandemic had a huge affect on sales of DJ and lighting products. After all, if clubs are closed, there is no need to purchase such products. But this is not the entire story. Some segments of the industry saw growth, and our panelists are optimistic about the future in a post-pandemic environment. Joining us to discuss DJ equipment, lighting and related products are Daniel Boatman, marketing and sales director, IK Multimedia; Eric Abad, business development director, JMAZ Lighting; Darren Butt, Yorkville Sound’s pro audio product specialist; and Rob McCoy, Gator’s director of product management. We started by asking: During the height of the pandemic, did you see a decline in sales of DJ/lighting and related products? If so, what did you do to adjust? If not, how were you able to buck the trend of no in-person gigs? Boatman responded that IK Multimedia had seen “the opposite” of a decline in sales. “From basically day one of lockdowns, we saw a spike in iRig Stream and other livestreaming products of about 10 times, almost overnight,” he said. “As more and more DJs looked for ways to maintain their followings and grow their social network, we became an absolute must-have.” “Yes, we definitely felt the impact of the pandemic,” stated Abad. “Sales across our retail and distribution channels saw a dramatic decline. However, our integration and installation channels saw growth.” “Yorkville has a vast line of brands and products,” said Butt. “While
"We have seen a rise in categories that support live events like speaker stands, lighting bags and DJ bags." — Rob McCoy
"We began to see sales trends increase in late January to February with our resale MI partners." — Eric Abad
our large-format sound reinforcement products dialed back during the pandemic, our strong presence in the studio world saw a huge increase in business. Although concert systems have seen better days, rehearsal and studio speaker solutions are up more than ever before. We expect this to shift back to large-scale systems once gatherings are permitted again.” “There was a clear transition to in-home, and we have a popular line of in-home products in the Gator Frameworks brand,” noted McCoy. “We were able to give artists and creators what they needed to perform or gig virtually and create at home with a high-quality line of mic stands, laptop and monitor stands, ring lights, etc. We gave them what they needed to create the perfect in-home setup so they could still perform and create.” As restrictions have been lifted in most states, we could see big shifts in DJ and lighting sales. We asked our panelists to comment on this and what products have seen improving sales in recent months. “Yes, we have seen a rise in categories that support live events like speaker stands, lighting bags and DJ bags,” said McCoy. “We expect demand to continue to increase. We’ve seen this with our artists and the gear they are needing.” “Specific products like our EXM and YXL series of powered speakers have gone through the roof,” responded Butt. “A lot of customers have ‘upgraded’ to smaller cabinets in anticipation for smaller gatherings, which are starting to happen. Lighting products have continued to do well, as these are continuously being used to add ambiance to live streams.” “We began to see sales trends increase in late January into 26
JULY 2021
"This is the beautiful part about not only distributing but manufacturing your own products. We have many plans and processes put in places to keep our products flowing." — Darren Butt
"I think both live and livestream events are going to live side-by-side. DJs are becoming extremely savvy about building followings through live interactions." — Daniel Boatman
February with our resale MI partners,” answered Abad. “Our Firestorm F3 [Cold Spark Machines] and our PIXL FX Bar 5050 saw the biggest increase in sales. We also saw a spike in sales of our battery-powered fixtures, presumably because of the ease of use in outdoor scenarios.” “We honestly haven’t seen much change,” noted Boatman. “I think the online/livestreaming movement is here to stay and seems to be holding steady even as DJs get out and start doing shows again.” To follow up on the earlier question, we asked if our panelists are optimistic about the future once we reach a postpandemic period. Will demand for live events (including DJ gigs) be unprecedented (in a positive manner) like some predict, or are our respondents looking at the future more cautiously? “Again, I think both live and livestream events are going to live side-by-side,” said Boatman. “I think DJs are becoming extremely savvy about building followings through live interaction. We see major DJs maintaining followings on YouTube, Twitch, Instagram and other spots; and having really invested time and money in building followings, I don’t see this changing even as they go back to live gigs.” “Given the spike in musical instruments and recording equipment from our catalog during the pandemic, we are very optimistic,” noted Butt. “People have been stuck at home for over a year with their thoughts and creativity. It’s a bubble that’s going to burst as soon as we’re allowed to get out there again. Live music will rise again.” “Though optimistic about the (continued on page 51) MUSIC & SOUND RETAILER
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2021 SUMMER NAMM EDUCATION SCHEDULE Nashville, Tenn.
NAMM U SESSIONS
kickoff event. Hosted by NAMM President and CEO Joe Lamond, this special session will look forward by looking back at a year we’ll never forget. In a series of one-on-one interviews, Lamond and a group of industry thought leaders will explore the state of business, the future and lessons learned from a once-in-a-lifetime pandemic. They’ll also weigh in on new innovations to emerge in a post-pandemic world. Expect insights and inspiration you won’t hear anywhere else at this not-to-miss opening session.
9–10 A.M.
10:30 A.M.
Opening Session: 2021 State of the Industry Address Joe Lamond, NAMM President and CEO (Host), and Guests Summer NAMM will feature an all-out innovation fest of new ideas, and it starts with this
The Retail Store of the Future Chris Walton, Founder and Editor-in-Chief of Omni Talk “Store of the future” is a fun phrase to throw around, but what does it really mean? And, of course, what does this store of the future look like? In a humorous and insightful presentation, Chris Walton, omnichannel retailing expert and former Target Store of the Future executive, will set the record straight. He’ll share why he thinks much of retail’s future is already visible within the world around us and how it’s only a matter of time before the kit of parts comes together to express itself in new and unique ways. And, boy, oh boy, does the future look like a heck of a lot of fun, too!
All sessions are a half-hour and take place at the NAMM Event Center (Music City Center) unless otherwise noted.
THURSDAY, JULY 15
11 A.M. Instagram, TikTok, YouTube: What’s Working in Online Marketing Right Now Tracy Hoeft, Marketing Expert and Founder and President of Amplify 11 Your customers are changing fast, as are the best ways to reach them. Is your marketing keeping up? Find out how to meet customers where they are today in this session with Tracy Hoeft of Amplify 11. Hoeft will share insights on what’s working right now and how you can leverage social media, content creation and other marketing tools to get real results. A can’t-miss presentation for anyone looking to keep their marketing relevant for 2021 and beyond.
11:30 A.M. New Innovations in Music Lesson Programs Pete Gamber, Music Lessons Expert, and Melissa Loggins, Music Authority COVID-19 accelerated the future of music lesson programs, as more businesses adopted to hybrid and virtual. In this half-hour idea fest, lessons experts Pete Gamber and Melissa Loggins, co-owner of Music Authority, will explore how they — and other successful lesson operators — innovated during the pandemic. Hear the latest insights for adapting to the next generation of students, and walk away with new ideas to level up your own program.
12 P.M. New Innovations in School Music Retail
JULY 2021
How Recording Studios Can Thrive Through Disruption Sean Giovanni, Producer, Engineer and Owner of The Record Shop The past year has posed an incredible challenge for the recording industry. However, disruption is a well-known hurdle for audio professionals, and these challenges were not unprecedented. In this inspiring session, recording studio owner Sean Giovanni will explore the strategies behind what helped his busi-
ness grow during the pandemic, and how these shifts will impact the post-COVID-19 landscape.
2 P.M. Live Sound Post-COVID: Interview With Blackbird’s John McBride John McBride, Blackbird Studio and Blackbird Academy, Interviewed by Mark Frink Mark Frink will interview Nashville pro audio icon John McBride, founder of Blackbird Studio and Blackbird Academy, on the changes that will occur
leading up to concert sound reopening. What will be the new normal in live sound protocols? There’s much to talk about and no better time to get an expert opinion. A can’t-miss session for anyone in audio and live sound.
2:30 P.M. The Future of Livestreaming Stephen White, StageIt; Nick Whitehouse, Fireplay; and Peter Sotos, Epic Proportions Tour (Moderator) This panel will bring together Stephen White, CEO of StageIt, and Nick White-
APPRO
ROAD TESTED
D VE
New Innovations in Store Events DeDe Heid, Heid Music (Moderator); George Quinlan, Quinlan & Fabish; and Jeremy Chapman, The Acoustic Shoppe The pandemic accelerated the next phase of retail events. In the last year, savvy music retailers have found creative, new ways to drive business and keep customers engaged with their brands via livestreaming, video and hybrid events. This has also given businesses an opportunity to connect with local and global audiences alike. What events worked well virtually? What worked in-store? What new ideas will continue long after the pandemic is over? Find out at this powerful panel discussion, led by DeDe Heid of Heid Music, and featuring George Quinlan of Quinlan & Fabish and Jeremy Chapman of The Acoustic Shoppe. Walk away with ideas to improve your own events.
1:30 P.M.
D VE
12:30 P.M.
TEC TRACKS SESSIONS
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CJ Averwater, Amro Music (Moderator); Robert Christie, A & G Central Music; and Jeff Bertrand, Bertrand’s Music How did school music retailers innovate during the pandemic? What changes did they make to stabilize their businesses and drive future growth? Find out at this special session, moderated by CJ Averwater of Amro Music and presented in collaboration with the National Association of School Music Dealers (NASMD). Join Averwater and fellow retail leaders Robert Christie of A & G Central Music and Jeff Bertrand of Bertrand’s Music as they share new innovations, ideas and best practices, and discover what it means to you.
1 P.M. Lessons Learned for the Next Pandemic Alan Friedman and Daniel Jobe, Friedman, Kannenberg & Co. Music retail can be tough enough in the best of times. But the daily challenges of generating revenue, managing inventory, monitoring operating expenses, staffing a business, negotiating with vendors, controlling debts and ultimately preserving cash flow often snowball during an unexpected crisis … like a global pandemic. Before the COVID era, there were lessons we needed to learn, and now there are new ones as we put the pandemic in the rearview mirror. Join the industry’s financial soothsayers Alan Friedman, CPA, and Daniel Jobe, EA, for the pearls of wisdom to implement before the next pandemic knocks out your business for good.
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house, CEO of Fireplay, to explore how to use the emerging set of livestreaming, virtual and digital tools to maximize promotion and audience engagement for the postCOVID touring world. Peter Sotos, owner of Epic Proportions Tour, will moderate.
3 P.M. Chuck Ainlay on the Future of the Recording Industry Chuck Ainlay, Producer and Engineer, Interviewed by Dr. Dave Tough Dr. Dave Tough will sit down with Chuck Ainlay to discuss his star-studded engineering and mixing career, as well as his current work with TEC and the Grammy P&E Wing on where the industry is headed. Get insights you won’t hear anyplace else!
3:30 P.M. Cross-Cultural Issues and Solutions in the Music Industry Brian Hardgroove, Public Enemy, Bassist and Producer In this inspiring session, Public Enemy’s Brian Hardgroove will dive into solutions to cross-cultural issues in the music industry. Glass ceilings have long inhibited the full impact of America’s diverse culture from reaching its potential. How do we address and reverse this trend? Find out as Hardgroove leads the discussion.
FRIDAY, JULY 16 GENNEXT SESSION
9:30 A.M.
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The NAMM Foundation-College Music Society Music Industry Forum Level 2, 202 ABC Gather with music business professionals and college music department faculty to explore college to career opportunities, mentoring and job-entry possibilities. Presented by the NAMM Foundation’s GenNext program in collaboration with the College Music Society.
NAMM U SESSIONS
9–10 A.M.
EXPLORE EXPLORE YOUR YOUR CREATIVITY CREATIVITY
Opening Session: Best in Show Frank Alkyer, Publisher of Music Inc. and UpBeat Daily Magazines (Moderator), and Panel What will be your best-sellers in the year ahead? Find out at “Best in Show,” an exciting roundup of the biggest products, services and technologies at 2021 Summer NAMM. Frank Alkyer, publisher of Music Inc. and UpBeat Daily magazines, will moderate a panel of top music retail judges as they reveal their winning picks. They’ll also weigh in on why they chose particular products, sharing sales tips and potential customers for this gear. Whether you’re a retailer or exhibitor, “Best in Show” is a can’t-miss start to Friday morning.
10:30 A.M.
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The Next Five Years: The Biggest Trends in Retail Chris Walton, Founder and Editor-inChief of Omni Talk If there’s one thing Chris Walton and Jeff Bezos have in common, it’s the number of times they’re asked, “What’s going to change in the next decade?” A fair question, but maybe the more important question is, “What’s not going to change in the next decade?” And in this candid and humorous NAMM U session, Walton will reveal his insights on the future of retail and what he thinks those changes will look like. Filter out the noise, and get to the real heart of understanding how retail will evolve in the next five years — and what it means to your business. Walton is an omnichannel retailing expert, former Target Store of the Future executive and the CEO and founder of
JULY 2021
DEALERS GAIN NEW REVENUE! sEE What they say: DEALERS GAIN NEW REVENUE! sEE What they say:
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retail blog Omni Talk. Don’t miss your chance to get an insider’s look at what lies ahead.
11 A.M. New Content-Creation Ideas for Music Businesses Katharine Richardson, Marketing and Artist Relations Executive (Moderator), and Christie and Walter Carter, Carter Vintage Guitars Dig into content-creation ideas to build your brand, grow your sales and improve relationships with customers and artists. This how-to session will be chock-full of best practices for production; strategies for such emerging platforms as Club House and TikTok; and tips for maximizing YouTube, Facebook and Instagram content. Marketing and artist relations executive Katharine Richardson will lead the discussion and be joined by Christie Carter, NAMM board member and co-owner of Carter Vintage Guitars, and Walter Carter, esteemed journalist, historian and coowner of Carter Vintage Guitars.
11:30 A.M. Customer Experience in a Post-Pandemic World Causby Challacombe, NAMM’s Director of Membership (Moderator), and Panel What does customer experience look like in a post-COVID world? How did the pandemic change the way forward-thinking music retailers deliver an experience — in-store and online? And what changes are permanent? Find out at this fast-moving panel discussion with retail leaders, moderated by Causby Challacombe, NAMM’s director of membership. Walk away with new insights to meet your customers where they’re at in 2021 and beyond.
12 P.M. Navigating Business in Times of Unrest Dennis Stafford, Organiksol Marketing 2020 was a difficult year for many music retailers, but the pandemic wasn’t the only factor. Conversations about equality and justice dominated the news, and many retailers wrestled with the potential impact on business continuity. How might you respond to recent events? How is employee morale or performance affected? Will business be impacted? In this session, Dennis Stafford, founder of Organiksol Marketing, will look at the impact and hidden opportunities current events could have on your business, employees and customers during times of unrest.
12:30 P.M. Gen Z: New Insights on Managing the Next-Generation Workforce Lindy Campbell, Music on the Hill Generation Z (people born in 1997 or later) is joining the workforce and starting to make its mark on the music industry. And not surprisingly, they’re different from previous generations, including millennials, in terms of their preferences, motivations and unique skills. Join Lindy Campbell of Music on the Hill, and get a roadmap for working with and motivating your youngest team members. Find out how Gen Z stands apart from previous generations, and pick up new management strategies to bring out the best in them.
POLICY SESSION
1 P.M. Update From the NAMM Sustainability Task Force Mary Luehrsen, NAMM’s Director of Public Affairs and Government Relations (Moderator) Share and explore sustainability practices across the music industry and how NAMM members are adopting sustainable practices for the health and well-being of employees, consumers and precious natural resources.
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S PEC I AL T O THE R ETAIL ER
Improving Your Virtual Lessons 101 1. Be organized and consistent It might sound simplistic, but good organization makes a huge difference in all aspects of life, including your lesson program. I’ve come across teachers using a variety of platforms to share documents and communicate with parents and students, and it can get very messy very quickly. Have your teachers send lesson reminders and assignments to students via one platform, whether that’s email, Google Docs or another solution. This makes it simple for the parents and students, so they don’t have to search multiple platforms to find what they are looking for. Plus, using one platform eliminates the hassle of having to remember a slew of passwords. To help streamline the teacher’s work, I strongly suggest building a content library that can be easily shared. Scan books and worksheets rather than giving out paper copies. Remember, digital is king.
By Sam Reti When the pandemic hit in March 2020, MI retailers were forced to change many aspects of their business, from sales and rentals to repairs and, no doubt, lesson programs. With a lot of lesson teachers being of older age, along with lessons typically taking place in confined rooms, retailers with lesson programs are still experiencing hesitancy around safety when it comes to returning to in-person lessons. And while many programs have gone virtual during the last year, concerns surrounding the quality of the audio and video have abounded. Luckily, there are a few ways you, as a retailer, can help improve and streamline your teachers,’ students’ and parents’ experience. Let me break down a few easy ways to do this.
2. Don’t be afraid to branch out and use external gear to improve quality Provide your teachers with external mics, cameras and ring lights that will vastly improve the audio and video quality of your students’ lesson experience (if you can’t provide this equipment yourself, urge your teachers to get their own). Remember, student retention is key, and kids are more likely to quit — with parents more likely to not see the value in the lesson — if they are having a negative audio or video experience. While hearing every note of a students’ playing can be tricky with an online platform, this can be greatly improved when using the proper gear. And due to the COVID-19 pandemic, there are now a slew of great options on the market when it comes to ring lights and external mics that won’t break the bank. 3. Use online lessons as an opportunity to grow your program With in-person lessons, teachers are limited by time and amount of lesson studios at your store. With online lessons, teachers no longer have to share studio space and, if willing, can greatly increase the number of students they are teaching. In fact, teachers can take on larger groups of students at once. Where 10 students might not fit into one lesson room, there is certainly room for everyone in a virtual lesson room. 4. Consider making hybrid lessons a permanent offering As pandemic restrictions begin to lift, the role that virtual conferencing plays in our lives has no doubt changed, and, most likely, it won’t be going anywhere any time soon. Online lessons are here to stay. Many students prefer the flexibility of being online, and so do their parents. Allowing students to pick their preferred method of learning will make your program more enticing. If your studio is offering online, in-person and hybrid lessons, students will be more likely to choose your program over another thanks to the flexibility you offer. You can also take advantage of technology to minimize makeup lessons and rescheduling by providing online or pre-recorded lessons when a student is unable to attend their regular lesson time. Personally, as a teacher myself, I don’t offer make-up lessons. I use the hybrid method and record a video of what we had planned to cover and send that to the student in place of the lesson. It works better for everyone’s schedule, and parents and students walk away feeling like both their time and money is valued. 5. Consider using technology specifically built for music lessons There are a few software programs on the market developed particularly for lesson programs. While Zoom and Google Hangouts may be a good option for your average business meeting, software designed specifically for music lesson programs feature the proper audio connections to be able to hear each note and every nuance of a student’s or teacher’s playing. Plus, many of these software options store all essential tools teachers and students need in one place, from sheet music to practice materials. Some programs even feature practicing and dueting capabilities. All of these advanced features greatly improve the lesson experience. While virtual lessons may not seem ideal compared to their in-person counterparts, taking these steps are sure to improve the virtual experience, increase student retention and allow you to potentially grow your lesson program. Sam Reti is the founder of Muzie.Live, a virtual music studio for online, hybrid and in-person lessons.
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Why Podcasting Is Important for MI
By Ryan Roullard There’s no denying that streaming and podcasting are now established media platforms with mainstream appeal. “The Joe Rogan Experience” has eight million subscribers, and top Twitch streamer Ninja boasts a staggering audience of 16.6 million. As the affordability and accessibility of the required technology increases, streaming and podcasting have also become popular hobbies. So where do MI retailers come in? The common thread between musicians and online content creators is, of course, audio — it’s just not necessarily musical audio. And while you know how to sell a microphone or audio interface, there are a few more considerations to take into account when selling to this new demographic. Let’s take a look at not only why you would want to get into this market, but also how you can leverage your existing sales and marketing know-how to move the needle. Why Get Into the Podcasting and Streaming Markets? Consider the following: • According to Activate, eSports viewership is second only to the NFL in viewership numbers and is more than that of the MLB, NBA, NHL or MLS. • According to PodcastHosting. org as of May 2021, there are more than 2 million podcasts and more than 48 million episodes. MUSIC & SOUND RETAILER
Approximately 55 percent of the population of the United States has listened to a podcast. • According to Verve, Twitch served 17 billion (with a B) hours of video, mostly gaming media. • According to TwitchTracker, Twitch had 9.5 million active streamers — that’s active streamers, not viewers — in Feb. 2021. Look hard at that fourth statistic. That’s at least 9.5 million microphones and audio interfaces. And you sell microphones and audio interfaces, right? Make no mistake: Streamers and podcasters are today’s pop stars, and these potential sales are not necessarily based around music. But these customers do all need audio products. It may be reassuring to know that, while the landscape has changed a bit, the dream mostly hasn’t. Your job is the same as it ever was: sell the dream to the dreamers. And by “the dream,” I mean microphones, audio interfaces, headphones, speakers and software. Accessorize and Bundle High-tech tools can be difficult for first-timers to navigate, particularly when a new streamer has to get so many tools communicating with one another: microphones, interfaces, software, cameras, lighting, etc. Save them the trouble by doing a bit of research on compatibility and assembling a few hardware bundles for them. Some suggestions: • Entry-level streamer bundle: A USB microphone, a boom arm, inexpensive headphones and an RGB light strip. • Mid-grade podcasting bundle: Two XLR broadcast mics, a twochannel audio interface and two sets of headphones. • High-end livestreamer: An XLR broadcast mic, an audio interface, a boom arm, a pop screen, headphones, two small studio monitors, and a ring light or RGB strip. Note that RGB lighting for decor/atmosphere is very popular in
the streaming community, and it can be surprisingly inexpensive. RGB strips could make for a great accessory or impulse-purchase item alongside your mics, interfaces and other hardware. Mobile Compatibility For the non-gamer set that prefers to use a mobile-only platform like TikTok or Instagram, the ability to stream straight from their phone is key. These customers aren’t using a desktop computer with the robust processing power and advanced connectivity that’s required to use a multichannel audio interface. These customers aren’t recording multi-channel band productions, they’re shooting from the hip without a linecheck. Record, edit, upload … and on to what’s next. For these customers, I recommend USB microphones that are compatible with the iOS, iPadOS and Android platforms. Demonstrate the portability element for these customers. Consider a bundle with a tripod and ring light. Older ≠ Better Avoid using the kind of messaging that you use to sell a minty made-in-Japan BOSS HM-2 to a graying shredder. With some crossover exceptions (e.g., a podcaster with a show about vintage guitars), the streaming crowd is about today’s tech. When they see a classic Neve preamp in your glass display case, it does not register as vintage mojo. It registers as something that looks like it was salvaged out of a submarine circa 1963. Knowledge Is King Ask around, and you may well find that you have an employee (or several) for whom livestreaming or podcasting is already a hobby. Check out their content, and if it seems like they know what they’re doing, consider inviting them to host a free class for your customers (in-person or online) on how to set up a livestreaming rig or a
podcast studio. For the podcasting crowd, topics worth covering will be a little more in line with some musicproduction conventions you and your staff may already be familiar with: vocal (dialog) recording, acoustic treatment of studio space, etc. Be sure to include a bit of software how-to as well. Studio One Prime and Open Broadcaster Software (OBS) are wonderful free applications suitable for podcast production and livestreaming, respectively. Of course, some interfaces, like those made by PreSonus, also come with some level of recording software, which can be an amazing value-add for anyone just starting out. Offer a bundle discount or a giveaway to incentivize attendance. Hit your email list and social profiles hard to pitch the event a few weeks ahead of time, and send a reminder a couple days before the event. (By the way, you’re using that email list for social media ad retargeting too, right? Good.) Why Now? The logarithmic rise of streaming’s popularity managed to coincide with a global pandemic that found people relying upon new communications technologies for socially responsible/distanced communication. And for many, work-from-home forcibly raised their standard of media tech savvy. Furthermore, folks have been stuck at home bored, and many have begun to look into streaming as a new hobby. It also turns out that many people have been unable to spend their dining-out money for over a year. So go get yourself a slice. Ryan Roullard is documentation manager for PreSonus Audio Electronics. He has been active in the audio equipment biz for a while now, in varying capacities: social media management, copywriting, email marketing, graphic design, technical support and heavy lifting. 35
FI V E M INUTE S W ITH
DAVID DUANE President and CEO,
McMillan Music Co. LLC By Brian Berk In his first-ever magazine interview, David Duane, president and CEO of New Britain, Pa.-based McMillan Music Co. LLC, talks about the origin of his company, manufacturing products for the band and orchestra (B&O) market, why he is optimistic about the future, and more.
The Music & Sound Retailer: Can you tell us about the origin of McMillan Music and how you became involved? David Duane: The business started with my uncle in 1955. My grandfather played the coronet. Starting the business was basically a way to keep my uncle out of trouble. He wasn’t the best student but was very innovative and very driven. My grandfather and my uncle came up with the idea to make oil for the valves on the trumpet, grease for clarinets and grease for saxophone corks. It was a small family business that started out in the basement of their house outside of Philadelphia. I remember my uncle telling me stories that he needed to wait to go to work until dinner was done, because he needed to cook the grease on the stove late at night. He had to cook upstairs, take the grease downstairs and start filling it. It was a great way to keep him out of trouble, and the business slowly grew over the years. We are a small family business. As far as I know, we are the only ones [doing what we do] in the United States — everything from start to finish. All of the materials are manufactured here in the U.S. I was born into the business because Don, McMillan Music’s founder, is my mom’s oldest brother. My mom always worked for Don. She still works for the company after all these years. I started working for the company during summers and breaks [from school]. I took over as president and CEO in 2017. I have been trying to cultivate growth for the business throughout the mom-andpop stores and whoever else might need our products throughout the world. The Retailer: Can you tell us more about the business regarding ever ything 36
you provide today? Duane: We manufacture valve oils, slide oils, cork grease, slide grease, key oil, bore oil, rotor oil, brass mouthpiece brushes, reed mouthpiece brushes, valve casing brushes for the valves on the trumpet, trumpet snakes and trombone snakes. Our biggest seller right now is care kits. In the future, we will have a specialty care kit coming out for deep cleaning of musical instruments. I cannot say any more about it legally right now, but it will be coming out very soon, and I see it being a great addition to our product line.
The Retailer: A deep cleaning product is likely in high demand during a pandemic. But on the other hand, making products for the band and orchestra industr y might have been difficult recently. Can you tell us about that? Also, it looks like schools may have a more “normal” opening in the fall. If so, are you more optimistic about your business? Duane: During the pandemic, we basically saw all schools close, which took away band and orchestra rentals. Recently though, we have seen a spike in sales for B&O, rental supplies and accessories. So, we are really optimistic. We are in the Pennsylvania/New Jersey/Delaware area where we have seen a lot of [COVID-19] regulations recently get revoked as far as mask wearing is concerned. I drove by my local high school, and [there was] some marching band stuff finally coming out of the trailers. People are getting ready for the next season. So, I am really excited about what is going to happen for the future. I am extremely optimistic with where things are going. Also, NAMM has been really great at keeping businesses like ours up to date on
what is going on with the government, what we can look forward to, and helping B&O retailers and schools deal with the pandemic. Overall, things look good for our business.
The Retailer: When did you start to see the pickup in sales? Can you pinpoint an exact time? Duane: April was when things started to open up. Orders are not what they used to be during many periods of the last 50 years, but sales are really starting to pick up. People are starting to see there is a need for our products again this year. The Retailer: We should mention that if we get to a post-pandemic period, that not only means students playing B&O products, but live gigs taking place again. Is that another reason for optimism? Duane: Absolutely. I have a friend of mine who called me and said, “Can you send me product out to California?” There is a sheriff’s band that is a non-profit [organization comprising] a bunch of sheriffs in the Los Angeles area. We sent products out to them that they were having trouble getting. [My friend] told me they wanted to start playing again and asked if I could help them out. So, it is not just schools that are starting to open up. I am seeing more concerts going on. For us, [that includes] the Philadelphia Orchestra. The Retailer: Let’s shift to your philosophy with MI retailers. You mentioned your interest in independent retailers. Can you tell us more about that and your desire to work with them? Duane: We have always been a momand-pop/independent retailer company. The most important thing for retailers to know when working with us at McMillan’s is you JULY 2021
are dealing with an American manufacturer who is always here to listen to you and help you grow your business. If you see trends at your store, we have the capability to change and work with the independent retailer. I think it is really important that they can call me at any time and say, “Hey, Dave, we are seeing this, what can you do to help us with this?” That assistance, I feel, is priceless. All of my relationships with the retailers are so good. I am so happy and thankful I have those relationships. When everyone was going through the pandemic, those were the first people I called and said, “Hey, how are you doing? What can we do to help? Where do you see things going?” That closeness in relationship and support we give to each other goes a long way during a pandemic and post-pandemic to help people get back on their feet. We have always held mom-and-pop stores near and dear to our hearts. We have always thought we can work together as a team.
The Retailer: You mentioned your products, from start to finish, are manufactured in the U.S. Retailers have stated that supply issues are a big problem. Is it an advantage right now to be U.S.-made and not have to deal with potential international shipping problems? Duane: I think so, and I hope people do see value in that. Retailers can have products in days, instead of weeks or even six months.
MUSIC & SOUND RETAILER
We can provide products retailers are looking for in a quick turnaround time, with custom labeling for their store. Everything is made in the U.S., so lead times are minimal. There are no duties or taxes you need to deal with. We want retailers to know there is a U.S. supplier that is here to be their ally and help them in any way we can. I want to say to retailers, if you really want to support an American business, look us up. Give us a call. Send us an email. We are always here. We have been here forever, and we are not planning on going anywhere. It is time that we support each other.
The Retailer: To sum up what you just said, if the retailer calls you now, you have product? Duane: Absolutely. If you call today, and if you need something tomorrow, I can get it to you tomorrow. The Retailer: This is your first magazine inter view. Are you going to do anything additionally to help promote your business? Duane: Yes. As I mentioned earlier, we will be having new products coming out, so we will probably do advertising around that. We do not have a web page yet. But if people are interested, they can contact us via phone or email. We have always wanted to focus on the customers that we have and provide the best possible service and value to them.
The Retailer: Can you tell us about the charitable efforts you were involved with during the pandemic? Duane: The pandemic hit home for me personally. I was thinking how I [could] help people. A couple of friends of mine are musicians. I helped them start a non-profit called The Miracle of Music. They have played more than 500 shows for Wounded Warriors, hospitals, nurses and doctors, as well as homeless people in Philadelphia. We have been trying to raise peoples’ spirits. For example, in our local hospital, Doylestown, nurses and doctors worked 12-hour shifts. As they were coming out of the hospital, they could text us, so as they were going on lunch break or walking to their car, they would be serenaded by their favorite tune. We also got a lot of donations from manufacturers to help us out. I cannot say enough great things about D’Addario and all of its donations and help. Yamaha was also great, donating a keyboard and being really responsive when I said to them we do not have the equipment we need to play. I asked if they could help us, and they did. The Retailer: Anything to add? Duane: Keep an eye out for products coming out from McMillan’s in the next couple of months. [Retailers] may even receive a sample of our new products. We’re here, and we are ready to help.
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M I SPY
Where to Spend Some Green in the Green Mountain State “Believe it or not, I’m walking on air.” If you’re over 40 years old (or if you’re a big “Seinfeld” fan and remember George Constanza’s answering machine parody version), you might recognize those lyrics from the theme song to early-‘80s TV hit “The Greatest American Hero.” Well, believe it or not, your MI Spy is not walking on air, despite my return to the field after months of lockdown. (No, it’s not that I’m feeling down. It’s just that my hover boots are still in the shop for repairs over at Spy HQ.) And believe it or not, I do have a reason for invoking those somewhat obscure TV theme song lyrics. Because believe it or not, your MI Spy does have interests beyond musical instruments and everything related to musical instrument stores. In addition to old TV shows and, of course, James Bond movies (side note: come on already and release the new one!), I’m also fascinated by architecture and nature. So for this mission, I decided to visit Vermont, to not only check out some musical instrument stores, but also some awe-inspiring architecture and a heckuva lot of nature, in all its breathtaking glory. Vermont’s cities, like Montpelier and Burlington, are great places to visit for the admirers of architecture among us. Outside the cities, the Green Mountain State boasts some of the most astonishing scenes of green you’ll find anywhere in the USA. And, as a big fan of President Calvin Coolidge and his wife Grace, I was fan-crushing at the various tributes to them that are sprinkled throughout Vermont, especially Montpelier, the state capital. Believe it or not, “Silent Cal” Coolidge was an avid harmonica player. With a name like that, he could have been a blues legend — although I guess president isn’t a bad gig if you can get it. I hadn’t been to Vermont in many years. The last time was back when I was a fool for skiing and came to hit the slopes, with their mashed-potato snow. This time around, I encountered a lot of rain. A whole day of rain, in fact. But I also found four musical instrument stores on my day-long trip that are all worth looking into. 38
Guitar Sam 71 Main St. Montepelier, VT 05602 802.229.0295
Propped up in a display at Guitar Sam is a giant harmonica. A Marine Band harmonica, might I add. I don’t think that President Coolidge played this particular mouth harp, but it is one of the many intriguing things you’ll find while shopping at Guitar Sam. (And how much more New England can you get with an address on Main Street?) I didn’t know in advance that I could have parked the MI Spy Mobile in the back, so I popped a few coins into a parking meter and left my car at the curb. I was the sole customer for most of the time I was inside Guitar Sam, although that was most likely due to the rain growing heavy at that point. For those in search of a wide, tantalizing variety of stringed instruments, this store is a fantastic option. It stocks acoustic and electric guitars and basses, banjos, ukuleles, mandolins and much more. The depth of the accessories is way better than the typical store; you can find nearly anything you need to fix, upgrade or Frankenstein your guitar. There is a good selection of new and used effects pedals, including a purple Danelectro wah wah. I spoke with the worker on duty, and he told me “This is a great little pedal, and it’s a very good price. I’ve even spoken with people who use it with their acoustic guitars.” I asked him if he knew of banjo players who liked to use particular pedals, and he mentioned that “Some do, especially younger or more adventurous types,” although not typically wah wah pedals. We also chatted about the fretless three-string box guitar (a used model) that hung from the wall. “It’s a novelty now, but those used to be pretty popular a long time ago,” he told me. “It has a mellow sound. There are a few musicians who specialize in this, and they’ve made instructional videos and performance videos featuring it.” Guitar Sam had some keyboards for sale, but the more prominent instruments. aside from all the stringed things, were the many hand JULY 2021
drums, sold for various prices. They looked beautiful. The store also stocked a strong assortment of tambourines, shakers, cymbals and other percussives. The store was well organized and the price tags were clear. If you stop by, don’t forget to check out the “Free Music” bins by the entrance to find some slightly dog-eared sheet music and books that need good homes. Adopt wisely!
Guitar Center 21A Hawthorne St. Williston, VT 05495 802.872.7627
The rain was still quite heavy when I found the outdoor mall where the Williston Guitar Center is located. On my way to the front door in the downpour, I tapped into my humble inner animal lover by rescuing a few worms that had escaped the patches of lawn and depositing them into a nearby garden. Then I strolled into the store. Your MI Spy has visited many Guitar Center (GC) locations, in cities and in suburbs, and this was one of the smaller GC shops. But what it lacked in size, this branch managed to make up for with a stock that featured a wide inventory of musical instruments, accessories and gifts. I noticed mostly new items for sale, but also a decent amount of used gear. As soon as I walked in, looking wet and a bit woebegone, two workers greeted me kindly. A third worker, a young woman, showed me to the restrooms. Shortly afterward, I chatted about guitar effects with one of the workers, who told me, a bit apologetically, that the store was awaiting more shipments of pedals and hardware. “The shortage is due to COVID weirdness,” he told me. It happens! This GC had a few rooms set aside for lessons and rehearsals, and each room was named for a Vermont musical luminary. The names on the signs above the doors included (Aaron) Lewis, Doveman (Thomas Bartlett), (Grace) Potter and (Trey) Anastasio. I thought this was a fine teaching concept and a worthy tribute to local legends. I watched as one of the customers who came by bought cords for his electric guitar, and a mom and her school-age kids discussed lessons with two other workers. They were all treated well by the staff here. The store was neat and laid out well, with signs advising customers to follow distancing protocols. Due to the smaller size of this GC location, the acoustic instruments, drums and keyboards departments were smaller than what I typically see at other Guitar Centers. I get that you
can only do so much when space is hard to come by, but seeing these product categories underrepresented in a GC location was bit of a head scratcher for me.
Music and Arts 75 Maple St. Burlington, VT 05401 802.651.1013
It’s not every day that I find myself having a conversation about ocarinas, but at Music and Arts Burlington, I did. And I cannot recall the last time I had a conversation with a store employee who admitted that it was his very first day on the job, but at Music and Arts Burlington, I did. The employee, a friendly young man, greeted me when I first walked into the store. Then, several minutes later, he spoke to me after I asked him if the store sold many of the plastic trumpets like the red one that was hung on the wall. “I’m not sure if we do. It’s only my first day here,” he said. “But I really like the ocarina!” (A Sweet Potato ocarina was about a foot to the right of the red trumpet.) He added, “One summer at music sleepaway camp, a bunch of us played ocarinas, and it was a lot of fun. I definitely recommend the ocarina.” Then we actually talked for a few more minutes about ocarinas (and also about the halcyon days of summer camp). I like to see enthusiastic music shop workers, as well as a large variety of musical instruments, and at this shop you have a really good combo of both. I took note of the depth of the drum set selection offered here, the variety of percussion (including the Treeworks chime set) and the vast selection of sheet music and music books. The store also stocked a few gorgeous new electric guitars, such as a blue hollow-body Ibanez model. As with other Music and Arts locations, there was an emphasis on youthful musicians and beginner musicians. There were lots of sheet music and teaching aids for lessons, and lots of less-pricey models on display for younger musicians to start out on their journeys with. But you can find products for more sophisticated players here, too. The prices were clearly marked on the tags, and there were even some sections with special sale prices. This Music and Arts location (which is also known as Advance Music) was a bit sprawling, but well organized and easy to navigate. There was also a good amount of parking spots. This store is also just minutes away from my next stop, Randolin Music, so University of Vermont students and staff can go easily shop at both.
Randolin Music 215 College St. Burlington, VT 05401 802.865.3890
Sometimes in the course of my MI Spy duties, I find myself entering a music store and wondering, hmmm, did I accidentally break into someone’s home that happens to be filled with a whole lotta instruments? Randolin is one of those places. It’s basically a few rooms on the second floor of a building, but wow, are those few rooms chock full of impressive instruments and accessories. This is no slick chain store, but a homey, rather impressive and dedicated little shop within walking distance of the University of Vermont. I was afraid that I would miss out on visiting this store because I arrived about two minutes before the official closing time. Your MI Spy dashed up the stairs to the entrance with more oomph than I was able to muster at any other time this day. And as I got to the store’s door, I saw the owner at the front desk working on a repair to an acoustic guitar. I said a quick hello, and the rather calm man behind the counter said “Hi! You can take a look around the store. Go ahead.” This small shop was crammed (but orderly) with all kinds of acoustic stringed instruments, from guitars to violins, banjos to ukes, mandolins to dulcimers, and beyond. There was also a small selection of vintage electric guitars. A big part of this business seemed to be repairs and custom-made instruments: in fact, the owner is a luthier with four decades of experience. (He’s definitely seen a
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few generations of University of Vermont students come and go.) Customers can go in person or request online an estimate for their instrument repairs. Randolin stocks some lesserknown guitar brands that are great finds for aficionados, such as Ortega, Lora, Blue Ridge and Aria. I couldn’t help but ogle the orange Ortega Gaucho RGA that hung from one wall. Oh, and if you love ukuleles but are looking for an instrument that’s a little more nightmare-inducing, check out the double-necked Ortega uke that looked like a genetics class experiment gone horribly wrong (it does come with a special gig bag to fit its monstrous form, thank goodness.) As for violins, you can come to Randolin not only for modern violins but also antique (like, 1800s and early 1900s) models from European countries. These works of art were delightful to gaze at. At times, being in Randolin felt like I had stumbled into a small museum. The owner was pleasant and mellow. He told me that occasionally people who eat at the restaurants on the street level of the building will come upstairs and look around, a bit timidly. Many of his customers, as I suspected, are from the University of Vermont community and their music programs. One of the few drawbacks about this store was that there is only metered parking nearby; there was no parking lot, unlike the other Vermont stores that I visited. But I get the sense that many of the store’s customers are just walking, scootering, biking or skateboarding over from the university. Randolin is certainly a niche store, but there is so much to see, and it’s enticing. This is the kind of indie store that many musicians dream about. The store is practically bursting with instruments and accessories, but it doesn’t resemble a pack rat paradise. Rather, with its couch, potted plants and a well-curated selection of photographs and artwork on the walls, it gives off a welcoming vibe — the perfect local spot for jamming. It would be difficult to be totally socially distanced at Randolin on a busy day since it’s a cozy castle, but there were bottles of hand sanitizer available, at least. MUSIC & SOUND RETAILER
The Sale
It was good to be back in the Green Mountain State (and to actually see the green without snow this time — when it wasn’t pouring rain, that is). All four music stores gave me good vibes. As COVID-19 restrictions begin to relax somewhat, these stores have responded. But they all still following good safety and health practices: each store had wellplaced bottles of hand sanitizer, signs requesting mask use and
similar protocols. I was particularly impressed by Guitar Sam; this is a destination store for guitarists both serious and curious. And the percussion selection was also very good. It had a very good balance of instruments for people of all different abilities and interests. Hence, Guitar Sam is the winner this month. Both Randolin and Music and Arts are doing fine jobs in Burlington, giving the good University of Vermont folks what
they need and want for their music-making endeavors. Randolin is a special store, but more niche. Music and Arts had a little bit of something for everyone. The Guitar Center in Williston was a nice store, if smaller than usual for this chain, which was a disadvantage as far as depth of inventory went. All in all, Vermont was pretty darn nice, and I do hope to return. But please … next time give me a sunny day, OK?
I N T H E T RENCHE S
WHY YOU SHOULD SELL GIFT CARDS
By Allen McBroom Not too long ago, I was cleaning out a pile of papers in my home office, and I found several things I’d forgotten about, such as a photocopy of my FCC amateur radio license, some notes on some ideas that didn’t pan out, and an envelope with a gift card in it. The gift card was for a bookstore I rarely visit, but when I realized I had a $50 gift card, I made it a point within the next few days to saddle up and ride over there. I ended up spending about $80, and that gift card really took the sting out of paying at the register. Using the gift card was no problem at all, even though it was a couple of years old. If you’re surprised that a $50 gift card almost went unredeemed until I rediscovered it, well, don’t be. Depending on whom you listen to, somewhere between 3 percent and 33 percent of all gift cards sold are never redeemed by the card recipient. No matter which percentage is most accurate, the point is some gift cards never get used. For retailers, that’s good news. Maybe 3 percent doesn’t sound like much, but if you’re selling a lot of gift cards, that could amount to a significant amount of cash. If you’re not pushing gift cards, you’re missing the boat. Gift cards are easy to sell and getting easier to sell every year. They are a real solution for people who are hard to buy for. And every time you sell one, there’s a 42
chance it may not get redeemed — or, a more likely scenario, it may be only partially redeemed. The recipient may use it to pay for some gear in your store, and then forget about the card, or forget that it has a balance and toss it, or maybe even lose it. Each of those situations increases your profit margin on gift cards. There are multitudes of ways to sell gift cards, ranging from making your own certificates at the copy shop to using plastic gift cards that can be swiped. But no matter what format your store’s gift cards take, you need to be pushing them as a major inventory item. Our store has been using Square card processing for several years, and Square has a cool system for handling gift cards. First, you can offer plastic gift cards that you load with a dollar value. Customers can swipe the gift card just like a credit card and pay for their purchases. At any given time, we can access our Square account and see how many gift cards are out there, as well as the remaining balance on each card. Other card processors probably offer the same (or a similar) service, so check with your processor and see what they offer. One way to sell gift cards is online. Going back to Square, all we had to do to get set up to sell gift cards online was go into our store settings and make a few changes. Square then provided a link that we could put on our website or on social media; customers can buy gift cards by clicking that link, and Square will email them to the recipient. The card buyer can even schedule the delivery of the card for some future date, which I think may be the coolest thing about that service. If Aunt Jennie looks at the online gift card page for our store, she can go ahead and buy her nephew a gift card for his birthday and graduation
at the same time. She pays for it at the time of purchase, and Square emails the gift cards to the nephew on the appointed day. The money goes into your store account the next day, and the nephew may (or may not) use the card at some point in the future. No matter how it works out with Aunt Jennie’s nephew, you’re “money ahead.” (Square is certainly not the only company who provides this gift card feature, but I’m using it as an example since it is the one we are familiar with. A little internet research will easily return a menu of providers to pick from.) Pretty much everyone knows the old adage “A penny saved is a penny earned,” a phrase oft attributed to Ben Franklin, but also attributed to George Herbert, Thomas Fuller and others. It doesn’t really matter who said it first, of course. What matters is the truth of the thought, which is pretty simple to grasp: Any time you can save some money, it’s just like having earned some money. With some creative thought, gift cards can be used to save you money. And they can generate not just extra earnings, but also a lot of local good will. Recently, we had an eight-hour music festival planned for our town, featuring primarily local musicians, almost all of whom are our customers. The event organizer approached us about being an event sponsor, and that honor usually equates to handing over cash for event expenses. The organizer wanted to pay each musician $100 for playing at the festival, and considering how tough the last year was on musicians, that seemed like a noble idea. But if we chipped in $500, that would only be about $18 per musician, which is not putting much of a dent in the $2,700 budgeted for the 27 musicians. After thinking about it, we came
up with a better idea than cash. If we donated cash, each musician would get part of what we donated, mixed with donations from other sources. Our part in the festival would probably be briefly noted, and then forgotten. That’s when we decided that instead of cash, we’d come through with gift cards. We agreed to provide 27 gift cards for $30 each. That’s $810 in gift cards, which is a pretty solid sponsorship arrangement. It’s more than the $500 cash we’d considered, but in reality, it will end up costing us less than the initial $500 consideration. Thirtydollar gift cards will probably be used on accessories (i.e., strings, sticks, etc.), and the margin on those items is higher than the store’s overall average margin. Let’s say, for sake of illustration, that our accessory margin is 45 points. That means that whatever the $30 cards are used for, each $30 card will only cost us about 55 percent of the face value, which amounts to about $16.50. That means that even if all 27 cards are completely redeemed, we’ll be out less than $450, instead of $810. It also means those musicians will be coming into the store at least one time each to redeem the cards, and chances are, they’ll buy more than just $30 worth of stuff. Those purchases above the $30 mark also help defray the cost of the cards and increase our bottom line. There are probably a lot of other ways you can use gift cards to support local events, and it certainly will give your store more direct exposure with the participants than a stack of cash ever would. No matter what form of gift cards you use in your store, don’t overlook the power they hold to improve your engagement with the community, as well as your bottom line. Happy trails. JULY 2021
V E D D AT O R I A L
FAKING IT By Dan Vedda
I last wrote about the problem of counterfeit goods on Amazon in April of 2019. At that time, Amazon had just introduced “Project Zero,” a program that would allow brands to find and flag knock-off products and take them down themselves (subject to Amazon review). This invitation-only cadre of prominent brands was empowered to do the whack-a-mole grunt labor of counterfeit hunting at their own expense. That’s right, in a Tom Sawyer-esque ploy, Amazon convinced brands to do the work and sold it as a benefit, rather than policing its platform itself. Tellingly, Amazon only launched the platform with prominent, name-recognition brands, many of whom had threatened to remove their products from the Marketplace (or, like Nike, who had already done so.) So, two years and a pandemic later, how’s that working? As you know, we experienced a massive surge (up 44 percent in 2020) in online buying during the worst of the quarantine period, and while that surge has flattened out a bit, it now qualifies as a trend. More people buying online would make weeding out counterfeits even more important, right? Here’s how things are developing, according to Elizabeth Segren in a mid-May article for FastCompany: A new report from Amazon reveals it blocked 10 billion attempted counterfeit listings in 2020 — up from 6 billion the year before — and destroyed 2 million fake goods in its warehouses. While this sounds like real progress — and in many ways, it is — it also offers a dismaying picture of the scope of counterfeiting online. I find it particularly troubling that Amazon has had fake product actually reach its warehouse. Destroying two million fake products is good, but it doesn’t tell us anything about the raw number that may have made it past the merchant application, seller vetting and (one would think) additional scrutiny it would MUSIC & SOUND RETAILER
take to allow goods to cross the warehouse threshhold. The brazen aggression that inspired counterfeiters to put goods directly in the Amazon warehouse suggests that Amazon may not have detected every last one. The Amazon report states that “only .01 percent of goods received a consumer counterfeit complaint.” Based on the number of transactions estimated to occur for the over 350 million products on the Amazon Marketplace, that paltry “hundredth of a percent” translates to “millions, perhaps more.” How many counterfeit products does that really represent? And that’s just factoring in those who actually made consumer complaints. It’s possible that consumers (which in 2021 have become an admittedly less savvy group, given the large influx of music newbies forced online during quarantine) didn’t detect some substandard items. When a customer receives a counterfeit product, there’s also a tendency to misplace the blame. In an earlier column on the problem of counterfeits, I cited an exchange I witnessed on a saxophone forum. A consumer was railing against a reed company, which he claimed was releasing “crappy seconds” to the market. Another poster told him he had likely bought fake product. The buyer shot back, “No one would counterfeit reeds. [Company X]’s just screwing us.” That sort of reaction is likely mirrored with other products, as well. No complaint to the seller: It must be the brand’s fault. That story highlights a bigger problem: Everything is counterfeited, from reeds and strings in our industry to items whose counterfeits can actually prove
dangerous, like baby formula, vitamins and car parts. The FastCompany article states there is an “entire underground economy devoted to creating every possible consumer product imaginable.” As you can see from that forum poster placing the blame on a company that had nothing to do with the substandard product he had purchased, the damage isn’t done just to sales, but to the very reputation of the brands being knocked off. So counterfeiting is more like a “brand cancer” than just a problem of lost revenue. Even Amazon isn’t immune to reputational damage from customers being burned by imitation products. The Fast Company article further notes that “many consumers and brands have lost trust in the platform.” That might be why Amazon is finally taking the problem seriously. Alongside Project Zero, it has added an artificial detection engine and paved the path to litigation and law enforcement for fraudulent product. Still, while there are signs that Amazon has stopped a lot of fakes from being sold, the company is not ready to declare victory just yet. It claims to have invested “over $700 million” in anti-counterfeit measures, including hiring more than 10,000 people for the task. But Segren wonders in the article if it’s a case of “too little, too late.” Certainly, the vast scale of product fraud shows the daunting level of effort needed to fight it. And Amazon isn’t the only online place where counterfeits live. But I wonder again: Music brands have a vetted network of both online and brick-and-mortar merchants; I think we’d all be better off educating our customers that the best products, service and advice are available from within
our industry, in our online and physical stores. You know what you’re getting from us. Some brands have already pulled goods from Amazon because they can’t make the same guarantee. Year after year, we lament that consumers aren’t aware of our stores and products, or that they have become disenchanted with the MI experience. But we haven’t — as an industry (although some of us have done so on an individual level) — advertised effectively across the board that we can help, we have legitimate product, and we’re right here in your city and state. I honestly am astonished that our biggest players — companies like Guitar Center, Sweetwater, Reverb, etc. — haven’t done more to promote the benefits of their own platform and to pressure manufacturers to abandon Amazon. (Side note: Some manufacturers seem to be looking toward going direct-to-consumer, prioritizing their own channel over all others. Folks, do you have any idea of the costs of marketing your brand alone? Because that’s where you’ll end up, and then one misstep or ticked-off influencer can cost you a lot of revenue and brand equity.) Finally, now that people are visiting stores once again, I see people every week who are glad we’re still open and who pledge their support for a local small business. Can’t we try to ride that wave, rather than assuming the counterfeit problem is something we have to live with? Can’t we build our industry infrastructure (there’s a word we hear a lot lately) instead of taking the “quick-and-dirty” path of thirdparty sellers or trying to grab market share from our peers? Asking for a friend. 43
S HINE A LI GHT
SHINING STAR By Michelle Loeb
Five Star Guitars 17305 NW Corridor Ct #100 Beaverton, OR 97006 (503) 439-9500 www.fivestarguitars.com Mon.–Sun. 11a.m.–7 p.m. Geoff Metts, CMO Jeremie Murfin, CFO Johnpaul Simonet, COO
L to r: Johnpaul Simonet, Jeremie Murfin and Geoff Metts
It was just about a decade ago, on February 1, 2012, when Ken Potter retired from Five Star Guitars, the Beaverton, Ore.-based music store he founded in May 1998 out of a 2,500-square-foot residential ranch style house converted to retail. The opportunity to purchase the store wasn’t lost on three longtime employees, Geoff Metts, Jeremie Murfin and Johnpaul Simonet. Metts had a business degree from University of Idaho; Murfin was a former fifth-grade teacher with an interest in finance and degrees in media arts and teaching; and Simonet had a background in customer service, technical training and support. All three were also musicians who had been involved with the Portland music scene for decades. Together, they decided to combine their backgrounds in music, their knowledge of the local community and their various business expertise to purchase the store and take Five Star Guitars to the next level. “The biggest challenges included spreading awareness throughout the Portland metro area, modernizing our website to include a shopping cart, and scaling up our inventory on a relatively modest budget,” said Metts, who was one of nine employees at the time he and his fellow co-owners purchased the store. “We learned that if we take care of our customers, employees and vendors, they would take care of us.” Under the new ownership, Five Star Guitars expanded its retail sales, lessons program and repair department in ways that capitalized on what Metts calls a symbiotic relationship. “We designed this offering of goods and services so that we could be a hub of musical activity for our community,” he explained. “Customers can buy instruments, learn to play them and have them maintained all in one convenient location.” The team curated a unique mix of products to fill its 7,500-squarefoot store, with offerings running the gamut from major brands like Gibson, Mesa Boogie, PRS and Tom Anderson to innovative local manufacturers like Benson Amplification, Ear Trumpet Labs, Breedlove, Mr. Black Pedals, Spaceman Effects, Divine Noise Cables and AMR Drumsticks. The showroom is decorated with strands of Edison lights that Metts says drape from the 12-foot-high ceilings “in a way that mimics local vineyards,” as well as a color palette that distinguishes departments “while simultaneously drawing your eye across the room.” The space includes customized retail experiences carved out within the store to spotlight manufacturers such as Breedlove, Taylor and Fender, the latter of which Metts, Murfin and Simonet worked closely with to create the first ever “Fender Shop-In-Shop” experience — a 450-square-foot area featuring custom fixtures and product offerings from the iconic brand. An additional 350 square feet is set aside for Five Star Guitar’s highly regarded repair facility, which inspects, evaluates and performs a custom setup on each instrument a customer may find on the sales floor or on the store’s website. “Whether you buy in our showroom or on our website, we have made sure it is a good example and optimized for playability at no extra costs to the customer,” said Metts. The goal, he continued, is to ensure that “instruments purchased from Five Star Guitars play better, sound better and have fewer problems down the 44
The Five Star Guitars' staff
road than instruments bought elsewhere.” The repair shop “has become not only a good source of revenue, but also a way to bring new customers into Five Star Guitars,” Metts explained. As a warranty repair facility for many of the brands they carry, as well as some they don’t, “we get referrals from manufacturers and other stores alike,” Metts added. The final piece of the puzzle is the store’s lesson program, which teaches hundreds of students out of six lesson rooms each year. Students range in age from 6 to 76 and encompass all skill levels, “all having a great time making music,” said Metts. Each year, Five Star Guitars holds a series of student concerts at JULY 2021
established music venues and city-sponsored events. “The student concerts, which are open to the public, have become an effective way to market our lesson program as well as our retail and repair business,” said Metts. “We’ve branded Five Star Guitars as a community-minded musical hub, and these concerts are a fantastic way of demonstrating to our customers and potential (continued on page 52)
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U N DER T H E HOOD
SENNHEISER
Evolution Wireless Digital Series
By Brian Berk
Barring any setbacks, live performances are soon to return, if they have not already done so when you are reading this. This means that wireless microphones will again take the forefront. Sennheiser offers a new product in this space, bringing “simplicity to wireless” with its Evolution Wireless Digital Series. The series introduces an easy, app-based workflow while retaining all the professionality, multi-channel capability and reliability that users have come to expect of UHF and 1G8 microphones. “We talked with dozens of bands prior to the development of Evolution Wireless Digital,” said Oliver Schmitz, product manager for Evolution Wireless Digital. “Many band members are in fact multitasking, driving the gig bus, setting the wireless up, performing onstage, doing the accounting, the marketing, you name it. They do not want to become experts at radio frequency (RF), they do not want to scan a venue for open frequencies, they do not want to battle with settings. They 46
just want something that works right away, so all they have to do is switch on and go.” “This is why we came up with an app that does all the planning for you and guides you through the setup — an app where all the expertise is under the hood, and where you don’t have to be a mechanic to drive the car,” added Benny Franke, who was responsible for the software. “There were many details that we sweated over so that you can keep your cool before, during and after the show.” According to Franke, ever ything starts with the Smart Assist App, which guides end users through the setup process in easy steps. “If you can handle an app, you can handle the RF wireless setup with ease,” Franke noted. The intelligent setup automatically creates reliable wireless connections with no wireless expertise required. End users can name the channels to make it easy to stay organized and have access to all system settings. Bluetooth Low Energy allows for remote access to the
stem and makes sync’ing with the receiver convenient. The app also includes tutorial videos presented by Franke to get end users started. Evolution Wireless Digital transmitters have an input dynamic range of 134dB, five times more than the usual 120dB. This means that they can pick up everything from a very soft whisper to a jet engine at 50 yards’ distance, and this eliminates the need for a sensitivity setting on the transmitter entirely. The receiver has been set to a gain value covering most applications, which can easily be changed if desired. A new user interface makes this easy; there are no complex sub-menus, and everything is available at a glance, stated Sennheiser. With more and more RF appearing on stage, Evolution Wireless Digital takes on this complexity and helps end users go with the flow. The app will scan the environment to find open frequencies. And, as the product has borrowed tech from Sennheiser’s top Digital 6000 and Digital 9000 series,
the wireless microphone systems do not generate any significant intermodulation products. This not only makes for more room in a given frequency window, but the app can also set the wireless links at 600kHz intervals without any frequency calculation; it is therefore able to fit in more frequencies than a standard mic system would be able to. Evolution Wireless Digital has a low latency of 1.9 milliseconds and a transmitter batter y life of up to 12 hours with the BA 70 rechargeable batter y pack. This charge will take end users all the way from soundcheck through to the end of the show and beyond. A bandwidth of 56MHz with up to 90 channels per band makes it easy to find space even in the most crowded of RF environments. As a digital system, it does not use a compander, and gone are the associated noise floor and artifacts. According to Sennheiser, the system will sound like it’s plugged in with a cable. From newly designed (continued on page 52) JULY 2021
U N DER T H E HOOD
THE SWITCHLOCK By Brian Berk
Many MI manufacturers form companies to solve a specific problem they have encountered while playing an instrument. This is certainly the case with lifelong musician Josh Misko. When Misko switched from an acoustic to an electric guitar, he fell in love. However, he became frustrated because, like so many other electric guitar players, his hand kept hitting the pickup switch and knocking it out of place. Doing some online research, he found he wasn’t the only player with the problem, yet there was no simple solution available anywhere. His challenge was clear: how to lock the pickup switch without changing the look, feel, function or tone of an iconic guitar. “In January of 2020, I was playing a show in Atlanta. I found that every time I would get lost in the moment and really dig into my performance, I would accidentally bump my pickup switch out of position and completely wonk my guitar tone,” Misko, co-founder and artist relations manager for The Switchlock, told the Music & Sound Retailer. “I had avoided playing Stratocasters for years because of this problem, but had recently bought a new Fender for its iconic ‘Stratty’ tone. So, albeit very frustrating, it was no surprise to me that I was having the same problem all over again. When I wrapped the gig, I went straight home and scoured the internet for a solution. I knew I couldn’t be the only player with the problem, and it turned out I wasn’t. I found that for decades, players had used tape to lock down their pickup switches to prevent this surprisingly old issue. My problem with tape, however, was that I didn’t want to permanently lock my pickup switch and lose the ability to switch between tones during a song. The challenge was clear: I had to find a way to lock my pickup switch without changing the look, feel, function or tone of my guitar. “The next day, I called up an old buddy in Oregon, Adam Mendel (who happens to be a brilliant engineer and luthier), and told him about my problem,” Misko continued. “In literally a matter of days, he had a prototype in my mailbox, and it was that moment I knew we were dealing with something special. I immediately called my pal, Chris Ingram in Nashville, to get his opinion. A brilliant businessman and musician himself, I knew Chris would be the voice of reason on whether or not we had something here. Shortly after that phone call, Chris, Adam and I partnered, and the Switchlock was born. As guitar players ourselves, we can’t begin to express how grateful we are for the opportunity to help our fellow guitarists solve this age-old problem onstage, in studio (continued on page 52) MUSIC & SOUND RETAILER
47
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NAMM U
Monday, July 12
SCHEDULE AT-A-GLANCE
(continued from page 32)
6:30 pm
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Opening Party
EVENT SAFETY ALLIANCE / SHOW MAKERS SESSION
SCHEDULE AT-A-GLANCE
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Alan Friedman & Daniel Jobe Alan Friedman Alan Friedman & Daniel& Jobe Daniel Jobe
ESSER Funds: How to Help 11:00 am ESSER Funds: How to Help How to Help 11:00 am 11:00ESSER am Funds: Your Educators Make the Your Educators Your Educators Make the Make the Most of ESSER Funding Most ofMost ESSER ofFunding ESSER Funding
Mary Luerhson (NAMM), Mary Luerhson Mary Luerhson (NAMM),(NAMM), Tiffany Kerns (CMA Foundation), Tiffany Kerns Tiffany (CMA Kerns Foundation), (CMA Foundation), Ryan West (West Music), Ryan West Ryan (West West Music), (West Music), Lisa MacDonald (Yamaha) Lisa MacDonald Lisa MacDonald (Yamaha)(Yamaha)
Bridging the Gap Between BridgingBridging the Gapthe Between Gap Between Beginner and Step-Up Beginner Beginner and Step-Up and Step-Up Orchestra Orchestra Orchestra
nasmd.com
and CEOand & Zach CEOPhillips, & Zach Phillips, NAMM Director of Professional NAMM Director NAMM of Director Professional of Professional Development Development Development
Best Ideas Session - It 1:45 pm Best Ideas BestSession Ideas Session - It - It 1:45 pm1:45 pm Worked for Me, It'll Work WorkedWorked for Me, for It'll Me, Work It'll Work for You, Too! for You,for Too! You, Too!
Garrison Grisaffi & John Meyer Garrison Garrison Grisaffi &Grisaffi John Meyer & John Meyer
Historical Context: COVID Historical Historical Context: Context: COVID COVID Past, Present, & Future Past, Present, Past, Present, & Future& Future Brian Majeski & Frank Alkyer Brian Majeski Brian&Majeski Frank Alkyer & Frank Alkyer
thisManagement: fast-moving Orchestra half-hour. Which Jason Bartel Measurements make the Biggest Impact
3 P.M.
12:00 pm
New Innovations in School KHS Music Retail @ NAMM U CJ Averwater, Robert Christie,
and Jeff Betrand Randy Shayler HOW Acoustical Challenges and Common-Sense Solutions Thursday, July 15 Good Measurement is Good Steve Durr, Studio Designer and Acoustician Management: Which New Inn 12:00 pm Leading studio designer and acoustician Steve Durr will discuss the commonMeasurements make the sense fundamentals of acoustics for speech and music performances in houses Music R Biggest Impact CJ Averw of worship, and how amplified music, such as a large praise band, requires a and Jeff B Randy Shayler unique acoustical environment. Discover the latest HOW audio technology — and when it’s best to stick with the traditional.
3:30 P.M.
Future-Proofing Your Creative Media Hillary Howell, Archivist, and Chuck Ainlay, Producer and Engineer Step-Up Sales Roundtable: Step-UpStep-Up Sales Roundtable: Sales Roundtable: Whether your latest creative work was recorded on analog tape or digitally to a Add Some Pep to Your Add Some AddPep Some to Your Pep to Your hard drive, preserving your recordings is paramount for future playback. This Step-Ups Step-Ups Step-Ups applies to remixing to new formats like Dolby Atmos, greatest hits compilations Jeremy McQueary - Paige's Music Jeremy McQueary Jeremy McQueary - Paige's Music - Paige's Music or simply ensuring that your recordings are in the best possible condition if you Fred Schiff - All County Fred Schiff Fred - All Schiff County - All County Jeff Bertrand - Bertrands Music Jeff Bertrand Jeff Bertrand - Bertrands - Bertrands Music Music sell your catalog. This session will look at the practical and technical considerations for long-term archiving, various media storage methods, best practices and future catalog monetization.
Leadership for the 21st Century 3:00 pm Leadership for the 21st for the Century 21st Century 3:00 pm 3:00Leadership pm
Closing Speaker: Jimmy Blackmon Closing Speaker: Closing Speaker: Jimmy Blackmon Jimmy BlackmonNAMM
Wednesday, July Wednesday, Wednesday, July 14 14July 14
YOUNG PROFESSIONALS (YP) SESSION
4–5 P.M.
NAMM YP Keynote: Andy Zildjian, President of Sabian (Double Session) KHS KHS KHS Jason Bartel NAMM Young Professionals Jason Bartel Jason Bartel Whether you’re new to the industry or a seasoned veteran, NAMM Young Professionals (YP) welcomes all to its annual Summer NAMM keynote. Expect an Thursday, July 15 Good Measurement is Good Thursday, July 15July 15 Good Measurement Good Measurement is Goodis Good Thursday, Management: Which insightful discussion with Andy Ziljdian, president of Sabian, on leadership, career New Innovations in School Management: Management: Which Which 12:00 pm New Innovations in School in School 12:00 pm 12:00New pm Innovations Measurements make the development and the role of mentorship in the music industry. He’ll also look at Music Retail @ NAMM U Measurements Measurements make the make the Music Retail Music@Retail NAMM @U NAMM U Biggest Impact CJ Averwater, Robert Christie, BiggestBiggest Impact Impact CJ Averwater, CJ Averwater, Robert Christie, Robert Christie, how Sabian navigated the pandemic and lessons learned along the way. NAMM and Jeff Betrand Randy Shayler and Jeff Betrand and Jeff Betrand Randy Shayler Randy Shayler YP is a group of young music products industry professionals focused on the future of the business by providing opportunities to connect, learn and grow.
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KHS Tour 1:00 pm KHS Tour KHS Tour 1:00 pm1:00 pm
JULY 2021
(continued from page 27)
Just Scratching the Surface future and hopeful that we can come back to a ‘normal’ that allows us to return to in-person live events, we are still proceeding with caution,” relayed Abad. “The health and safety of our team and their families are a top priority for us. We are as excited as anyone about the opportunity of being back in front of our customers at shows, events, etc., but not at the risk of anyone involved.” “Yes, we are optimistic, but we recognize a lot has changed and we have to listen to our customers. Live music is important to our communities,” stated McCoy. “People want to be reunited. We understand the return of live events is not just good for our industr y, but it’s great for people in general. It’s clear that live, in-person events have been missed. There will be caution, which is important. But we all know the positive impact that music has, and we will continue to support it.” Despite the boost that a postpandemic world could bring, supply problems have plagued the MI industry — as well as many other industries — recently. We asked our panelists how they are making sure there is enough supply for MI retailers to sell their products. “We were fortunate enough to have had several containers en route before the closures caused by the pandemic,” stated Abad. “Because of that, our warehouse racks were full once things started to open back up. To further ensure availability, we began production at our factory immediately after seeing the initial burst of sales. This allowed us to get out ahead of the microchip shortages that many are facing. We also have an excellent team of procurement specialists overseas that have helped us navigate and ensure we have what we need to keep MUSIC & SOUND RETAILER
our factory online.” “Extreme prioritization, proactive communication and constant data analysis,” relayed McCoy. “The demand is great, so we are hyper-focused on this challenge, which is affecting everyone globally. We have a very diverse catalog of products and suppliers to help us prioritize and deliver for our customers, team members on the ground, and frontlines with our suppliers and shipping partners for daily communications and updates. [We have] task-force-level operations to gather and review intel for fast and effective decision-making.” “It’s been a real struggle,” said Boatman. “Luckily, IK [Multimedia] owns our own factor y in Modena, Italy, and manufactures about 60 percent of our products — including all our iRig interfaces — in-house. So, we have much tighter control over production and suffer less from component shortages or shipping backlogs.” “This is the beautiful part about not only distributing but also manufacturing your own products,” stated Butt. “We at Yorkville have many plans and processes put in place to keep our products flowing through the production line. We are increasing part orders and forecasting even more accurately than ever.”
The Future of DJ and Lighting
Shifting gears from the past and present to the future (because the DJ and lighting industry is all about new technology); we asked our respondents if they could share new technologies we might see in the near future regarding DJ and lighting products. “One word: batteries. Long gone are the days when batterypowered sound was a luxury. Now it’s a necessity. Expanding
on the success of our EXM-MOBILE products, our new EXMMOBILE8 and EXM-MOBILE SUB are the newest innovative powered speaker solutions that don’t require an outlet or a power cord. The EXM-MOBILE SUB in particular is one of a kind, as it’s our industry’s first lithiumion-battery-powered subwoofer,” answered Butt. “I think you’re going to continue to see the sophistication of livestreaming and video capture setups increase. We already see lots of even amateur DJs with fairly sophisticated, dedicated streaming rigs. And I think this will continue,” responded Boatman. “Not necessarily brand-new technologies but new uses of technology,” said McCoy. “For example, more DJs are streaming from home, so there is need for more custom, flexible setups that work very well on the road or in-home. Our Gator Frameworks and Gator Cases products answer that need.” “JMAZ Lighting has always been excited about wireless and battery-powered fixtures,” said Abad. “Our team is continuing to push forward with these technologies hoping to advance and create more sustainable wireless, battery-powered fixtures that can meet the demands of mobile entertainers.” Lastly, we got company specific, asking our panel about any new or soon-to-be-released DJ and lighting products their company has. “Although I can’t share any specifics, I can say that our research-and-development and product-development teams have been hard at work preparing the next generation of our top-selling fixtures,” answered Abad. “These teams have spent countless hours as well reimagining some of our previously popular SKUs. Of course, we are also ver y
excited about new products that have never been seen before. I guess you can say that the future is looking bright for JMAZ Lighting.” “Our portable battery-powered EXM-MOBILE8 and EXMMOBILE SUB are designed to bring the sound of the club anywhere,” said Butt. “Both feature 5.5 hours of battery life at max output, and can be used practically anywhere in the world without A.C. We’ve also been selling our YXL series of speakers with great success and plan on adding a few more models to the line.” “We are always following the DJ market and the new technologies that emerge,” McCoy answered. “We’ll continue to develop new products to help DJs perform and stream as this industry evolves.” “We have several new products in the livestreaming market coming soon!” concluded Boatman.
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SHINE A LIGHT
(continued from page 45)
Ad Index Company
Pg
ACT ENTERTAINMENT........... 27 AMAHI UKULELES................. 33 ARMADILLO ENTERPRISES.. C-II AUSTRIAN AUDIO / GROUP ONE........................... 21 B3 GUITARS.............................. 28 BOND AUDIO............................ C-III BOURNS PRO AUDIO.............. 26 C.F. MARTIN & CO................... 7 CASIO......................................... C-IV CE DISTRIBUTION.................. 25 CHAUVET LIGHTING.............. 8 CHAUVET LIGHTING.............. 9
customers what we’re about and why they should be involved.” The lesson program did evolve as a result of the COVID-19 pandemic, moving from in-person classes to virtual meetings that have “allowed us to start teaching anywhere in the world, and [this] will most certainly continue to be a part of our operations moving forward,” explained Metts. Optimizing the website was one of the first challenges that Metts, Murfin and Simonet faced when they took control of the store, and their efforts to modernize Five Star Guitars’ ecommerce turned out to be essential;
the website was a “lifeline” at the start of the pandemic, and now accounts for more than 40 percent of the store’s revenue nationwide, according to Metts. As the virtual world once again gives way to the face-to-face interactions musicians have so dearly missed, Five Star Guitars is ready to continue to strengthen its presence in the community. Over the years, the store has dedicated itself to Portland-area music makers by supplying instruments and gear for local Parks and Rec summer music programs; teaching classes on issues affecting small businesses for Portland Community College and the
Small Business Administration; and investing in local nonprofit groups like MusicPortland and the Oregon Music Hall of Fame, among other activities. “Our goal is to continue to expand our offering of goods and services for our community,” said Metts. “We don’t see ourselves as simply selling commodities for more money than we bought them for. Instead of seeing how much money we can get off of someone today, we concentrate on anticipating the customer’s needs so they will come back for all current and future needs … and bring their friends with them.”
wireless capsule. This includes the Neumann KK 205 and KK 204, the new Sennheiser MM 435 and MM 445, as well as the Digital 9000 capsules. “Whether you are a singer/songwriter doing your first gigs and want to use your own microphone system, or a band tech who has mics, IEMs (in-ear monitors)
and a mixer in one convenient rack and uses a mixing app, Evolution Wireless Digital will perfectly fit into a preferred usage scenario, no matter whether users are planning an in-person or a streamed live gig,” concluded Schmitz. Evolution Wireless Digital is available now.
UNDER THE HOOD: SENNHEISER
HAL LEONARD........................ 5
(continued from page 46) antennas, to antenna splitters, boosters and charging sets, users can find everything to expand their system and accommodate larger multichannel setups for in-person and streamed live shows. Evolution Wireless handheld transmitters couple with any Sennheiser or Neumann
IK MULTIMEDIA...................... 39
UNDER THE HOOD: THE SWITCHLOCK
CHEM-PAK................................ 51 DRUM WORKSHOP................. 10 DRUM WORKSHOP................. 11 G7TH, THE CAPO COMPANY.............................. 45 GATOR CASES.......................... 29
INTERFACIO............................. 53 JJ BABBITT............................... 12 JMAZ LIGHTING...................... 6 KORG USA................................ 17 KIRLIN INDUSTRIES............... 22 MANHASSET SPECIALTY COMPANY.............................. 3 MCMILLAN MUSIC................. 53 NAMM........................................ 15 OMG MUSIC.............................. 40 RCF............................................. 30 SENNHEISER............................ 19 TECH 21..................................... 32 THE SWITCHLOCK.................. 53 TMP / THE MUSIC PEOPLE!..... 23 TONEWOODAMP..................... 31 VOCOPRO.................................. 13 YORKVILLE.............................. 41 ZEPPELIN DESIGN LABS....... 24 While every care is taken to ensure that these listings are accurate and complete, The Music & Sound Retailer does not accept responsibility for omissions or errors.
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(continued from page 47) and all over the world.” The Switchlock is known as “The solution to locking your pickup switch without changing the look, feel, function or tone of your guitar.” According to Misko, “We designed the Switchlock to be extremely easy to install and to work on any Stratocaster- or Telecaster-style guitar. The Switchlock installs in less than one minute using your guitar’s stock toggle-switch screw. On the off chance the stock screw isn’t long enough, however, we provide an extra screw with each order just in case.” Misko added, “The Switchlock currently comes in three popular colors: clear, white and black, and is quickly becoming a gear staple for professional and hobbyist guitar players alike. Our Les Paul-style lock is still in development, but don’t worry, we haven’t forgotten about you! It’s coming soon.” The Switchlock already has a group of endorsing artists including R.J. Ronquillo, Ian Fowles, Adam Fluhrer, Jax Hollow, Brandon Moore, Matt Drummey, Andre Matadian, Gabe Jimenez,
Joe Costa and Ian Osborne. “The Switchlock is so simple that it begs the question, why hasn’t anyone thought of this before, since Leo invented this instrument in 1954?” asked Fluhrer. “Feedback thus far has been overwhelmingly positive,” stated Misko. “Since our rollout in late 2020, the response has been an incredible experience. We’ve sold Switchlocks to guitar players all over the world, and it has been humbling to garner so much support so quickly. Some of my favorite professional guitar players and recording engineers in the industry have endorsed our product, and every now and then I get a phone call from a musician friend about how they’ve run into another Switchlock in a studio.” Misko continued, “I can’t tell you how many times I’ve personally seen someone accidentally knock their pickup switch out of position in the middle of a passionate take while recording or rocking out on stage at a show, that simply doesn’t have to be a problem anymore, and it’s the best feeling in the world knowing our product
is helping players capture their peak performance.” The Switchlock first launched during the pandemic, so Misko cannot say if the recent meteoric rise of guitar sales has lifted his company’s sales. “We have seen a steady increase in sales since our rollout, so as our brand awareness continues to grow, we hope to see the Switchlock on sale at local music stores across the nation,” he said. “I love that there are more and more people choosing to learn guitar, by the way. It’s our favorite instrument, and if there’s anything positive about the pandemic, it’s that!” In addition to the Les Paul product, there are plans for another new Switchlock product launch soon. “We have a new product we are preparing to launch hopefully come the end of this year,” concluded Misko. “I can’t get into much detail yet, but we are very excited for it! Both the Les Paul-style Switchlock and our new product are coming soon, so make sure to keep up with the Music & Sound Retailer, because they’ll be the first to know when!” JULY 2021
THE FINAL NOTE
(continued from page 54)
The Retailer: What is the best concert you’ve ever been to? Rinkenberger: Ravi Shankar at the Symphony Center, Chicago, in 2005, hands down. I’ve never witnessed firsthand the type of transparent mastery over one’s instrument he possessed before or since, and I’m grateful to have experienced it. The Retailer: If you could see any musician, alive or deceased, play a concert for one night, who would it be and why? Rinkenberger: It would have to be Miles Davis sometime in 1958-60 when John Coltrane was a member of his sextet. Some of my favorite work from both musicians is from that era they played together. The Retailer: What musician are you hoping to see play in the near future (post-pandemic)? Rinkenberger: Really any of my buddies’ bands. So many of my friends play professionally, and the past year has really taken a toll on their career trajectories and bank accounts alike. I just want to support them when they’re able to get back to doing what they love safely. The Retailer: What song was most memorable for you throughout your childhood and what do you remember about it the most? Rinkenberger: That would be a universal tie for any song by New Kids on the Block. Enough said. The Retailer: What are your favorite songs on your smartphone/iPod? Rinkenberger: No favorite songs for me, as a constantly changing rotation is key to me not getting bored of what I’m listening to. My playlists cover everything from Chopin to Meshuggah. The Retailer: What’s the most fun thing you saw/did at a NAMM Show? Rinkenberger: Just interacting with and getting to catch up with everyone I’ve formed lasting relationships with over the years. It never ceases to amaze me how small and tight-knit our industry is for being so large. MUSIC & SOUND RETAILER
The Retailer: Tell us about your most memorable experience with an MI retailer (without naming them). Rinkenberger: I’m fortunate to have lasting and memorable experiences with my dealers on a daily basis. b3’s dealers are family to us, and we’ve made a point to partner with some of the best retailers in our industr y. The Retailer: What is the best thing about the MI industr y? Rinkenberger: The best thing about our industry is definitely the diversity of those that comprise it. Sound business is predicated on strong relationships, and I’ve had the pleasure of working alongside and learning from some amazing folks over the years. The Retailer: If you weren’t in the music industr y, what would you be doing and why? Rinkenberger: My first job was teaching private bass lessons at the ripe old age of 15, and I’ve been in the industry in some capacity ever since. It’s all I’ve ever known, and I love what I do, so the thought of doing something else has never crossed my mind. The Retailer: Tell us about your hometown and why you enjoy living there. Rinkenberger: Chicago blood runs strong through my veins, and I’ve lived in or within 40 miles of the city my whole life. I love Chicago because it’s a hotbed of diverse experiences. Daily city life puts one in direct contact with virtually every walk of life and culture imaginable; you’re always learning something new. The Retailer: What are your most prized possession(s) and why? Rinkenberger: I don’t have any prized possessions and stopped giving and asking for tangible gifts surrounding the standard occasions years ago. Rather, I enjoy giving and receiving meaningful interactions and experiences as those memories really last. Possessions are just stuff that can be replaced.
The Retailer: What’s your favorite book and why? Rinkenberger: My favorite book would have to be the “Pāli Canon” because it’s timeless words of wisdom and concepts that I strive to live by. Even though I’ve read it cover to cover
multiple times, I can always open it up to a random page and read a passage that carries a new relevance for me now than it did on prior passes — something that is meaningful to me today in a way that previously I didn’t know I needed.
As you get back out on the road you’re going to need the best performers. Sales managers, designers and marketers, who talk your customers’ language. They help you plan for the future, and keep you center stage. Interfacio sources and places qualified music and entertainment technology professionals into your key roles. We connect you with the best performers in their field.
Music... it inspires and unites us, now more than ever.
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T H E FINAL NOTE
MICHAEL BRANDT RINKENBERGER OWNER/SALES AND MARKETING, B3 GUITARS By Brian Berk The Music & Sound Retailer: Who was your greatest influence or mentor and why? Michael Brandt Rinkenberger: My greatest influence in life is my father, as he has the strongest moral fiber of anyone I know. His actions and words have always reflected what he believes, and he was diligent about instilling that core value in his sons. My greatest mentor in business was Rich Karnuth from Naperville Music. While I didn’t get into the industry in any serious capacity until after my tenure there, I cut my teeth at that shop and learned a lot from him. He taught me important principles that are a part of my core business acumen and that I employ every day while also exposing me to values I vowed to never repeat in my business relationships. The Retailer: What was the best advice you ever received? Rinkenberger: Be yourself. The Retailer: What was your first experience with a musical instrument? Rinkenberger: Piano lessons from my mother at age four. That’s what happens when both of a child’s parents have multiple music degrees. The Retailer: What instrument do you most enjoy playing? Rinkenberger: I commissioned a long-scale singlecut bass from Vincent Guidroz of The New Orleans Guitar Co. several years ago. Vincent is a true artisan and crafted a bass that’s a perfect fit for me. That’s an instrument I’ll die with. The Retailer: Tell us something about yourself that others do not know or would be surprised to learn. Rinkenberger: I played tuba from grade school through high school. The stereotypical chubby pimple-faced tubist doesn’t get the chicks, thus the natural progression into the bass and wannabe rock stardom. The Retailer: What’s your favorite activity to do when you’re not at work? Rinkenberger: It’s a tie between being outside with and training my dog, Rox, and wrenching on my motorbike. (continued on page 53)
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JULY 2021
SUMMER PLANS. New from Bond Audio—the D'Angelico Deluxe Brighton, Supro Delta King 12, and Pigtronix Infinity 3 Looper with Universal Remote.
