Five Minutes With

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.

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. 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: A deep cleaning product is likely in high demand during a pandemic. But on the other hand, making products for the band and orchestra industry 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

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

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. 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 interview. 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.