THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS
VOTE
December 15, 2017 Volume 34, No. 12
ONLINE
Voting is officially open for the 32nd annual Music & Sound Awards at msretailer.com/vote.
Vote Online Now
Please don’t delay! Make sure your voice is heard. Your vote can make a huge difference! Voting is officially open for the 32nd annual Music & Sound Awards at msretailer.com/vote. HURRY, the deadline is January 2. We will not accept votes following this date.
As a reminder of who is nominated for awards this year, please see pages 28-45. A total of 29 awards are up for grabs, including Product of the Year, Rep of the Year, Outstanding Community Service Award, Manufacturer of the Year and Lifetime Achievement/Hall of Fame. 2017 Rep of the Year
2017 Product of the Year Promark by D’Addario FireGrain QSC K.2 Series Shure Axient Digital Taylor GS Mini-e Bass
Misha Guiffre, The Music Link
Bob Newhouse, KHS America
Jim Mingo, The Music People
Best
Dave Batson, Peavey
Lifetime Achievement/Hall of Fame
2017 Outstanding Community Service Award D’Addario Fender Peavey Yamaha
2017 Manufacturer of the Year D’Addario Paul Reed Smith Peavey Yamaha
Albert Chauvet, Chauvet Lighting
Crystal Morris, Gator Cases
Richard McDonald, Fender
Jim Hennessey, The Music People
Acoustic Guitar
Keyboard/Sound Module
Percussion Accessory
Bass Guitar
Amplifier
Wireless System
Guitar Accessory
Speaker
Cabled Microphone
Electric Guitar
Mixer/Console
Lighting Product
Effect Pedal
Multitrack Recorder
DJ Product
Non-Guitar Fretted Instrument
Acoustic Drum Product
Bag/Case
Strings
Electronic Drum Product
Book/Video/Software
Band & Orchestra Product
Cymbals
Accessory Product
of 2017
Voting is officially open for the 32nd annual Music & Sound Awards at msretailer.com/vote.
NAMM PREVIEW ISSUE NAMM PREVIEW ISSUE NAMM PREVIEW ISSUE NAMM PREVIEW ISSUE THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS
December 15, 2017 Volume 34, No. 12 BE SURE TO WATCH
By Brian Berk Winter NAMM is about to get even bigger. That’s saying something, as the show, taking place again in Anaheim, Calif., from Jan. 25 to Jan. 28, was named one of the top U.S. tradeshows by BizBash, earlier this year, based on attendance and experience. To be more exact, it will be 200,000 square feet bigger than last year, primarily based upon the opening of Anaheim Convention Center North (ACC North), which officially opened on Sept. 26. The expansion gives NAMM the ability to develop a full-scale pro-audio platform and community that will attract buyers from around the world, particularly those who like the convenience of engaging with multiple product communities at one show. Pro audio will now be (continued on page 66)
By Brian Berk It’s a time of giving, and this includes the Music & Sound Retailer. We have plenty of Music & Sound Award hardware to hand out, but we need retailers’ help to do so. If you are a dealer reading this magazine, please fill out the ballot online at msretailer.com/vote, so that we can ensure the right manufacturers take home the top prizes. For manufacturers and retailers alike, please read this feature for a photographic look at all of the candidates. All 32nd-annual Music & Sound manufacturer awards will be handed out at The NAMM Show in January, with features on the winners to be showcased on ConventionTV@NAMM. Dealer awards will be presented at Summer NAMM in Nashville this June. Winners will be chosen directly from the votes we receive from retailers, with no editorial panel influencing the outcome. This was a tremendous year for new product releases, and these nominations reflect the best of the best. Unfortunately, 2017 will also be remembered for its many tragedies, both natural and manmade. However, many MI manufacturers stepped up to help the communities affected by these events, and that’s something that should receive a boisterous round of applause. Regretfully, only one of these manufacturers can win the Outstanding Community Service Award this year. Without further ado, here’s a look at the nominees: (continued on page 28)
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L AT E S T
Yamaha Donates to Hurricane-Ravaged Schools
Yamaha Corp. of America has joined forces with the Mr. Holland’s Opus Foundation to start the “Share the Gift” campaign, which helps rebuild music education programs devastated by Hurricanes Harvey and Irma. Through this campaign, Yamaha will donate more than 1,300 instruments and music products, including keyboards, guitars, headphones and recorders, to schools in hurricane-ravaged communities in Texas and Florida. Through Dec. 31, Yamaha is asking anyone that wishes to help those in need to post a photo or video of themselves explaining how music education has changed their lives. For every photo or video posted with the hashtag #YamahaSharetheGift on Twitter or Instagram, or video submitted to YouTube via the Share the Gift website,
The WiMN Celebrates Website Launch with PRS Guitar Giveaway
The Women’s International Music Network (The WiMN) has launched a new website, boasting a clean, modern look, a robust selection of inspiring articles about women in the music and audio industries, artist news, and more. To celebrate the new site, The WiMN has partnered with PRS Guitars to offer a giveaway contest. Through Dec. 31, visitors to The WiMN’s website can enter the GRL PWR Giveaway for a chance to win one of four prizes. • Grand Prize: PRS S2 Vela electric guitar with gig bag ($1,349 value) • 1st Prize: PRS SE Angelus A20E acoustic guitar with pickup and hardshell case ($699 value) • 2nd Prize: PRS SE Standard 24 electric guitar with gig bag ($499 value) • 3rd Prize: PRS Guitars “Guitar Lovers Bundle” ($75 value) “As an advocate and supporter of female musicians, PRS Guitars is pleased to help our longtime partner, The Women’s International Music Network, launch its new website by providing a few tasty guitars,” said Jeanne Nooney, public relations & partnerships for PRS Guitars. “We’re looking forward to being a part of The WiMN’s continued efforts to raise up female musicians and industry leaders for years to come and wish them much success with the new platform.” Those that wish to participate in the giveaway contest can visit thewimn.com/girl-pwr-giveaway and enter to win. Four lucky winners will be selected after Dec. 31.
MUSIC & SOUND RETAILER
the company will donate a new instrument to Music Rising, the disaster relief fund of the Mr. Holland’s Opus Foundation. Music Rising helps schools to rebuild music programs that lose instruments and musical supplies due to natural disasters. One critical area this campaign will impact is the Houston Independent School District, which lost $1 million worth of instruments across 13 campuses. Many schools have been closed indefinitely, or relocated temporarily to serve their students. Mr. Holland’s Opus has been working closely with the district to determine the most critical areas of need to be addressed. Additionally, many schools in southern Florida that have experienced sustained flood damage will benefit from the Share the Gift initiative. “Like the rest of the world, we at Yamaha have been saddened to see the devastation left in the wake of both Hurricane Harvey and Hurricane Irma,” said Tom Sumner, senior vice president, Yamaha Corp. of America. “Through our longstanding partnership with the Mr. Holland’s Opus Foundation, we hope that our donation will help bring the benefits of music education, and the joy of music making, back into the lives of students, as their communities continue to recover.”
THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS
Features ON THE COVER On Top of the World
VOLUME 34 NO.12
We present the nominees for all 29 categories of the 32nd Music & Sound Awards. Please make sure to vote for your favorite manufacturer products, representative and community service provider, in addition to selecting the latest entrant into the Music & Sound Retailer’s Hall of Fame.
ON THE COVER Bigger Than Ever
The NAMM Show is set to take center stage in Anaheim, Calif., once again next month. Learn about several changes, including 200,000 square feet of additional exhibit space, plus much more, directly from NAMM president and CEO Joe Lamond.
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Columns 46 The Music & Sound Independent Retailer 50 Five Minutes With
Lee Oskar has the rare distinction of being a big name in both the music and music instrument industries. The founder of Lee Oskar Harmonicas offers plenty of info about his company, and he also takes time to discuss the band War, for which he is a founding member, as well as his role in the charity Playing For Change.
54 MI Spy
62 Veddatorial
Dan Vedda focuses on the things that drive customer dissatisfaction by providing a short list, gleaned from direct contact with customers of course, but informed by studies and surveys, including the American Customer Satisfaction Index.
70 Under The Hood
We go “Under the Hood” to check out Cerwin-Vega’s CVE series of loudspeakers, which carry the “Technology Simplified” tagline.
MI Spy heads out west, specifically the Pacific Northwest. Did Seattle offer up an “emerald in the rough” among The Trading Musician, Guitar Center, American Music and Dusty Strings?
56 In the Trenches
Allen McBroom explains why it’s easier both financially and in terms of time and effort to maintain current customers versus acquiring new ones.
58 Shine A Light
Randy Shayler, CEO of Zeswitz Music, is not a musician. But the owner of an MBA from Harvard Business School has plenty of business acumen, which has propelled the Reading, Pa.-based MI store to great heights.
Buzz
5 Latest 16 People 22 Products
60 Retailer Rebel
Gabriel O’Brien explains why it’s more important than ever to not only effectively communicate with each other, but also to make sure we’re delivering the information in the correct context and via the best medium.
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12 DECEMBER 2017
SELLING MADE EASY
EDITORIAL
What the Future Holds I have to admit it. Nearly every day, I think about the future of MI retail in terms of who the next generation is and what technology could swoop in to disrupt your business model as we know it. These two factors are perhaps the two biggest threats to MI retail. Sure, a sudden decline in consumer MI interest would of course be as serious a threat as any other, but I think this “death of the electric guitar” sentiment is a bunch of hogwash. Yes, there have been some small declines in electric guitars on a year-over-year basis, as MI SalesTrak data has shown. We will learn in the near future what 2017 had in store for us in terms of guitar sales, but I seriously doubt electric guitar sales dropped by 10 percent compared to 2016, which could be considered a crisis-like number. Nor do I doubt the figure declined by the tune of 5 percent year over year either. True, we’ve seen some MI stores close lately, some of which are well-known names who have served their communities for many years. We certainly shouldn’t take this lightly. But few, if any, of the owners of these stores have claimed a sudden decline in MI interest as the reason. The most popular refrains have been the challenge of the internet in terms of customers who visit MI stores, but then buy an instrument via another source, and older owners who no longer want to deal with the grind of working 60, 70 or 80(!?) hour weeks, which is often required to successfully run a retail store. Many other retail industries have had to shutter their doors lately. In fact, they have done so at a much more rapid pace than the MI industry. Walgreens Boots Alliance announced on Oct. 25 it would close 600 stores following its purchase of 2,000 Rite Aid locations. Sears announced plans to shut down hundreds of stores this year. Toys “R” Us declared bankruptcy. And for some
retailers who are public companies, activist shareholders have, or likely will, tighten the screws and ask retailers to close or sell stores. Case in point: Activist investor grocery chain Supervalu, whom shareholder Blackwells Capital asked to sell 30 percent of its stores. Whether we approve or not, the retail landscape is changing rapidly. A few years ago, delivering groceries via drone was a pipe dream. And now, via Amazon Key, we are going to let people inside our house to deliver packages and groceries? Right now, even with a security camera, I say a flat-out “no” to inviting people inside my house and placing groceries in my refrigerator, due to security worries I still have. But I acknowledge there probably will come a day when this service becomes commonplace, with convenience the No. 1 reason. Remember how many people bristled at buying things on the internet? Putting your private information on the world wide web is a major security problem. Everyone will steal my identity. Nobody says that anymore. In short, the world is changing rapidly and retail will bear the brunt of these changes. On a separate note, of course, I can’t sign off before I salute the great manufacturers who were named Music & Sound Award nominees. Kudos to your fantastic work in 2017, a year that will be remembered for many great product launches. Of course, if you are a dealer, please make sure to vote for the winners online at msretailer.com/vote. I look forward to handing out some hardware next month at The NAMM Show!
December 15, 2017 Volume 34, No. 12
BRIAN BERK Editor bberk@testa.com ANTHONY VARGAS Associate Editor avargas@testa.com MATT VAN DYKE Assistant Editor mvandyke@testa.com
GEORGE HINES SKIP MAGGIORA Editorial Advisors
ROBERT L. IRAGGI Advertising Director riraggi@testa.com
JANICE PUPELIS Art Director STEVE THORAKOS Production Manager CIRCULATION circulation@testa.com FRED GUMM Digital Art Director
RICKY PIMENTEL Art/Production Assistant rpimentel@testa.com
GABRIEL O'BRIEN MICHELLE LOEB DONOVAN BANKHEAD SETH MACKENZIE JEFF KYLE JR. ALLEN MCBROOM
ROBIN HAZAN Operations Manager rhazan@testa.com VINCENT P. TESTA President/Publisher DAN VEDDA LAURA B. WHITMORE Contributors
Editorial and Sales Office: The Music & Sound Retailer, 25 Willowdale Avenue, Port Washington, New York 11050-3779. Phone: (516) 767-2500 • Fax: (516) 767-9335 • MSREDITOR@TESTA.COM. Editorial contributions should be addressed to The Editor, The Music & Sound Retailer, 25 Willowdale Avenue, Port Washington, New York 11050-3779. Unsolicited manuscripts will be treated with care and must be accompanied by return postage. Sound & Communications • DJ Times • Sound & Communications Blue Book The Music & Sound Retailer • The DJ Expo • IT/AV Report The Retailer’s Vnewsletter • Convention TV @ NAMM • InfoCommTV News VTTV Studios The Music & Sound Retailer (ISSN 0894-1238) (USPS 0941-238) is published 12 times a year for $18 (US), by Retailer Publishing, Inc., 25 Willowdale Ave., Port Washington, NY 11050-3779. Periodicals postage paid at Port Washington, N.Y. and additional mailing offices. POSTMASTER: Send address changes to The Music & Sound Retailer, PO BOX 1767, LOWELL MA 01853-1767
DECEMBER 2017
L AT E S T
D’Addario Foundation Hosts Instrument Collection Event
On a bright and unseasonably warm November day, the D’Addario Foundation partnered with Hungry for Music, Todd Rundgren’s Spirit of Harmony, Instruments in the Cloud and Lyft to host an instrument collection event at D’Addario & Co. headquarters in Farmingdale, N.Y. Representatives from Korg were also among those who made donations at the event. The D’Addario Foundation is a 501(c)(3) nonprofit whose primary mission is to support robust, community-based, not-for-profit programs bringing quality music education to underserved areas. “The foundation reviews hundreds of applications every year. What we’ve noticed is a significant increase in the need for instruments,” Suzanne D’Addario Brouder, executive director of the D’Addario Foundation, told the Music & Sound Retailer. “We have never been able to fulfill that need. So, we decided to reach out and identify other not-for-profits whose main focus is in acquiring instruments and distributing them to programs. We met Jeff Campbell, the founder of Hungry For Music, Todd Rundgren’s Spirit of Harmony foundation and a fairly new organization called Instruments in the Cloud, whose main mission and purpose is the acquisition of instruments for underserved programs.” She continued, “We thought [the event] would be a wonderful way to serve some of the needs of our programs by partnering with those organizations and running an instrument drive event. This is the first [event] we hope of many. We hope to replicate this model and have it in cities across the country.” The need for charities is of even more importance in the aftermath of several natural disasters in 2017. “Disaster relief is obviously a big issue right now,” said D’Addario Brouder. “We’re working with the Mr. Holland’s Opus Foundation to identify programs in the Houston area and hopefully fulfill needs there.”
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Music China Surpasses 100K Attendance Milestone
Music China drew 105,125 visitors to its show in November, a record turnout and a large 15,000 year-over-year increase compared to the 2016 event. Visitors came from 86 countries and regions to attend this year’s show. “The new record not only suggests that there is an optimistic feel within Asia’s musical-instrument and music-education market, but also restates the fair as the largest industry trade event within the region,” said Judy Cheung, deputy general manager of Messe Frankfurt (Shanghai) Co. Ltd. “The fair has a great combination in terms of internationalism, professionalism and diversity. Together with a full spectrum of fringe events and exciting live shows, the fair was continuously immersed with music, joy and positive vibes.” At the show, taking place at the Shanghai New International Expo Centre, a total of 2,124 exhibitors from 30 countries and regions assembled in 125,000 square meters of exhibition space. The fair’s product portfolio covered every aspect of the musical-instrument industry, including pianos, bowed instruments, percussion instruments, woodwind and brass instruments, electronic and electric instruments, music education, sheet music, and many others. In addition, the show also featured 12 international pavilions that enriched the fair’s internationalism, with dedicated areas for Belgium, Bulgaria, the Czech Republic, France, Germany, Italy, Japan, the Netherlands, Poland, Spain, Taiwan and the UK. DECEMBER 2017
L AT E S T
Yamaha Introduces New Music Program
Yamaha has introduced the Music DeLIGHTS program — a group music participation program that uses linked, portable keyboards to inspire musicians to play along with lighted keys — that guides students’ progress and performance. Music DeLIGHTS is a continuation of Yamaha’s ongoing development of evidenced-based, recreational music-making (RMM) programs, which
provide fun music-making experiences that have been scientifically proven, according to the company, to reduce stress. This new program is aimed primarily at the senior market, and is seeing early success at several assisted-care facilities across the nation, where group participants experience the joy of playing well-known songs from the very first time they touch the keys, stated the company. While earlier Yamaha RMM programs required multiple units of the company’s larger Clavinova digital pianos, Music DeLIGHTS incorporates only one “teacher” Clavinova CVP705 digital piano connected to either four, eight, 12 or 16 smaller Yamaha EZ220 keyboards for the students. Music DeLIGHTS is made possible by patented technology that enables two-way communication between the Clavinova and the EZ220s via lighted keys powered by Yamaha SmartLIGHT. When the teacher holds down any key on the teacher unit, the same note illuminates on each student’s keyboard in the room. This technology also comes with preprogrammed orchestral background music that plays as students follow the lights. This special programming can also send different lights to each keyboard, allowing music makers with no prior instruction to play four-part group ensembles. Furthermore, if a participant’s motor skills are a challenge, Music DeLIGHTS features an “any key” mode. (i.e., no matter which key is played, the correct note will sound.) Music DeLIGHTS’ first test program was offered aboard last year’s three-month World Cruise on Crystal Serenity. “One of our clients, who is now 90 years old, took piano lessons as a child. We started with ‘Twinkle, Twinkle, Little Star’ and by the third session, she was able to play the song perfectly,” said Chris Pawola, life engagement coordinator at Abe’s Garden, a memory care center in Nashville, Tenn. “Her memory of piano fingering came back to her, and she started using all five fingers. She absolutely loved the experience.” Abe’s Garden is the site of the first land-based pilot program. Additional placements include San Diego’s Resounding Joy Wellness Center, which serves patients with Parkinson’s Disease, Pittsburgh’s Jewish Association on Aging and Rodman Street Missionary Baptist Church. “We felt it was time to bring the indisputable benefits of music making to an even wider audience,” said Paul Calvin, vice president/general manager, keyboard division, Yamaha. “I’ve seen people moved to tears with this program. They had always wanted to make music but were afraid to try. Now, with Music DeLIGHTS, they are enhancing their lives and having a lot of fun at the same time.” The Music DeLIGHTS system includes keyboards, course materials, MIDI boxes, tables, Clavimover, USB MIDI cables, power adapters and video instructions. For more information, visit 4wrd.it/musicdelights. DECEMBER 2017
L AT E S T
Manhasset Stands Hosts Special Guest at Shanghai Booth Jiang Jin Yi, a recipient of the prestigious Conducting Award from the Cultural Department of the People’s Republic of China, visited Manhasset Stands’ booth at Music China in Shanghai, China, in November. Currently, the music director and principal conductor of the China National Symphony Orchestra in Beijing, China, as well as the music director and president of the China National Choir, Jin Yi is also the music director and chief conductor of the China National Opera
and the orchestra for the National Ballet of China. He holds an honorable professorship at the Central Conservatory of Music in Beijing, and the Xi’An Conservatory of Music in Xi’An, China. Additionally, he is the music director and chief conductor of the Chinese American Artists Association Symphony Orchestra in the United States. According to Manhasset Stands, Jin Yi was so impressed with its Noteworthy White House Lyre stand that he purchased it for his personal use.
Sabian Funds Film Screening and Event
Sabian picked up the tab for a special film screening and concert event, The Capital Project Presents: The Final Concert. The night was part of “The Capital Project,” a documentary series on the New Brunswick, Canada, music scene, produced by filmmakers Tim Rayne and Arthur Thomson. The concert kicked off the 2017 Silver Wave Film Festival and featured screenings of clips from the documentary. Attendees were also treated to a concert headlined by a selection of bands featured in the film. Adding another layer of significance to the evening, the concert and screening were filmed, and will end up being used as the ending of the full feature, which is scheduled for release in 2018. “‘The Capital Project’ is an important documentary that explores and celebrates the musical landscape right here in our own backyard. Making it possible for the New Brunswick community to attend is our way of contributing to the crucial role that music plays in our local culture, and enriching the lives of our young musicians and fans,” said Andy Zildjian, president of Sabian. The event took place Thursday, Nov. 2 at Fredericton Boyce Farmers Market in New Brunswick. The concert lineup included The Hypochondriacs, Kill Chicago, Little You Little Me, Motherhood and many more.
DigitalQuad Play 16
DigitalQuad Acapella 8
DigitalQuad Conference 12
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Check www.Vocopro.com or your retailer on special free carrying bag promotion.
e Note From Jo
.ORG 17 • NAMM 0 2 R E B M L • DECE DVERTORIA
A
If You Want to Win, It Starts by Placing a Bet. Remember that old joke about the man who pleads with God to win the lottery? Day after day he doesn’t win, which only increases his urgent cries until finally the clouds part and a booming voice says, “Can you at least meet me half way and buy a ticket?!” As we look towards a brand-new year and all the opportunities that a fresh start brings, I’m reminded of the choices that each NAMM member must make on a daily basis. And with the accelerated pace of change, the decision on which bets to make can lead to some sleepless nights. Risk is inherent in the choices we make, but in business, hedging our bets with calculated risk is critical to success. It’s human nature to look at successful businesses and think that it must have been easier for them or that they got a lucky break. The reality is, behind each of these success stories is someone who made a bet and took the chance to try something new. Many probably had to go long periods of time doubting their decisions and perhaps even experiencing the ridicule of others. How willing are you to take some risks in 2018? If you seek better results from your business, what will you change? New product lines? Expanded services? Remodeled stores and websites? Or perhaps a new hire or two? With so many possibilities and questions, where can you look for answers? In my opinion, The NAMM Show is the number one place any industry member can go to truly get a sense of clarity and direction. When planning a successful strategy, it is critically important to gather all the information you can to make wise decisions. While not trying to be overly dramatic, I imagine many NAMM members feel like they are “betting the farm” with each new move.
The key areas where The NAMM Show can help you grow your business include: expanding your product selection, improving your skills with continuing education and connecting you to the passion and camaraderie that gets us all through the tough times. So now we are just weeks away from The 2018 NAMM Show. The trade show team is ready to load in, the educational sessions are scheduled, the exhibitors have worked all year to create new products that your customers will want to use, the Anaheim community is geared up for the influx of NAMM members and their guests, and the best and brightest members in the industry are already booked to attend. Remember, taking risks is an essential part of being an entrepreneur and has been at the root of every innovation and advancement in history. If you’re still unsure about how a trip to NAMM might benefit you and your business, yet you earnestly desire to be successful in the year ahead, then may I suggest following the guidance from above and buy a ticket? (Actually, they’re free for NAMM members!) We look forward to seeing you next month in Anaheim. On behalf of the NAMM Board and staff here in Carlsbad, we wish you and your families a safe and happy holiday season.
Joe Lamond NAMM PRESIDENT AND CEO
Spark Your Passion Improve Your Skills Find New Products New products drive the growth of any industry, and our exhibiting members have taken great risks in bringing new products to market. Our retail buyers, key influencers, bloggers and professional end users, like engineers, artists and educators, will ultimately weigh in and shape what is sold in the year ahead. Having the right mix of products on your floor will be critical for success in 2018, and you’ll find them all here.
With the expanded campus and new partnerships with the Audio Engineering Society (AES) and the Entertainment Services and Technology Association (ESTA), alongside our anchor programs NAMM U and TEC Tracks, we are virtually tripling the education at this year’s show. Want to become a better online retailer? Or want to expand into the live sound rental and event production market? All of this and so much more can be found at NAMM.
Whether you are new to the market or an industry veteran, you are part of a passionate group of pros who have dedicated their lives to music. The NAMM Show is the perfect time to connect. Interacting with your friends and peers on the show floor, in the hotel lobbies, and at countless parties and concerts is a proven remedy for the day-to-day grind that will leave you reinvigorated for the future.
Register for your badge today! Visit namm.org/attend to get started.
PEOPLE
Reverb Makes Trifecta of Major Moves Reverb.com hired former Braintree engineering manager Scott Parker as CTO and added longtime Grubhub CFO Adam DeWitt to its board of directors. Both will support Reverb as it continues to expand. “It’s an exciting time to join the Reverb team. The current tech talent is incredible and the company’s growth is explosive,” said Parker. “I’m looking forward to helping build the engineering team as it continues to grow and improve the online buying and selling experience for musicians all over the world.” Parker joins Reverb after more than four years at Chicago-based payments company Braintree. As he grew his team at Braintree from six to more than 60, Parker scaled back-office engineering and data efforts while also defining standards for interviewing, management and onboarding of engineers. Prior to Braintree, Parker managed sales and marketing engineering at Groupon and consulted for a variety of Chicago companies. As CTO, Parker will lead and scale the growth of Reverb’s expanding engineering team, ensuring that results, productiv-
Scott Parker
ity, culture, quality and more stay intact as the company grows. He will assume the responsibilities formerly split by COO Dan Melnick, who has taken the lead on the company’s new record marketplace, Reverb LP, and former CTO Yan Pritzker, whose new role as director of infrastructure will allow him to focus on scaling Reverb’s technology as the company’s massive user base continues to grow across the globe. DeWitt has served as CFO of Grubhub, whose annual revenues
Adam DeWitt
grew to an expected $675 million in 2017 and led the company through one of the most successful initial public offerings of 2014. “I’m thrilled to join the board of directors and lend my experience scaling Grubhub during this exciting time of explosive growth for Reverb,” said DeWitt. “CEO and founder David Kalt is a true visionary, building a powerful two-sided marketplace at Reverb, reinforced by a great company culture that supports and celebrates musicians and music lovers.”
“Since launching in 2013, we’ve grown from several employees in a cramped room above a drum shop to a marketplace that sees more than 10 million visitors per month from all over the world,” added Kalt. “As our company continues to evolve to meet the needs of our growing community of musicians and music lovers, we’ll continue to add strong tech leaders like Scott and Adam to our team.” Reverb.com also announced that Andy Martin has joined the Reverb. com team. As video producer, he will lead and support the continued production of the Pro Guitar Shop (PGS) and Tone Report videos, articles and other content. “My mission has always been to help guitar players achieve the sound they’re after, support the creation of new guitar players and help bring the boutique gear market to the forefront of the electric guitar industry — and Reverb.com shares that mission,” said Martin. “I’m excited to sustain the PGS and Tone Report legacy and continue doing what I love with the support of the entire Reverb.com team and community.”
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Greg Sutton, who has worked with media publications focused on musical instruments and pro audio since 1999, has joined the Music & Sound Retailer as an advertising sales representative, effective immediately. Sutton will be responsible for selling advertising space for the Retailer’s ConventionTV@NAMM broadcast, as well as its Vnewsletter, both starring Jill Nicolini. He is well known in the MI industry, having helped marketers develop and deliver effective campaigns across almost all manufacturing and service segments of the industry. “I’m very pleased to be working with the marketing power of strategic video advertising and a great team of people at Testa,” said Sutton. “Very few promotional tools grab the attention and create the immediate positive effect that ConventionTV and Vnewsletter do in our industry.” DECEMBER 2017
PEOPLE
Fishman Goes With Fitz
Fishman named Ryan Fitzsimmons its marketing manager. Fitzsimmons will be responsible for managing the company’s website, social media, trade shows, graphic design and marketing communications. As a singer-songwriter, Fitzsimmons has established himself as a veteran of the New England Americana music scene, winning awards such as the Providence Phoenix Best Male Vocalist in 2005 and Boston’s Redline Root’s Favorite Local Rock and Roller in 2013. He’s also performed at venues and events such as Club Passim and the Newport Folk Festival. Fitzsimmons previously served Bourgeois Guitars, where he spent the last three years as marketing manager. “We’re thrilled to have Ryan on our team. His background as a musician, combined with his experience on both the retail and manufacturing side of our industry, will be a huge asset
Zooming Forward
Zoom North America named David Via as its vice president of marketing. Via will be responsible for the development and execution of Zoom’s marketing strategies and brand engagement. He joins Zoom after 12 years at D’Addario & Co., where he served as vice president of business development and vice president of global sales. Via held executive positions in marketing, sales, product management and artist relations over the course of his career. After starting his career at Yamaha Corp. of America, Via went on to manage global marketing and sales activities for SKB Cases and Sabian. “I’m pleased to have David coming onboard with Zoom,” said Scott Goodman, CEO of Zoom North America. “He brings a wealth of knowledge and experience to the position and, importantly, understands our customers who count on us to help support and foster their creativity.” Via holds a bachelor’s degree in Music Business from Millikin University, a master’s degree in Percussion Performance from Northwestern University and an MBA degree from the Olin School of Business at Babson College. MUSIC & SOUND RETAILER
to Fishman’s continued growth and marketing goals. Ryan understands our products, our brand and our customers,” said Chris DeMaria, vice president of marketing and artist relations for Fishman.
PEOPLE
Castelino Has All the Tools
Chauvet appointed John Castelino as its vice president of global marketing at Chauvet. Castelino is responsible for Chauvet’s entire brand portfolio. He joins Chauvet after a distinguished career at Stanley Black & Decker, where he served as vice president of product management and marketing. “John’s experience, leadership and passion for brand building make him a valuable addition to our management team,” said Berenice Chauvet, shareholder and senior advisor to Chauvet. “We have built Chauvet into a leading and trusted name in the entertainment and architectural lighting industries. The insights and expertise that John brings to the table will help us take our company to the next level.” Castelino will report directly to Chauvet CEO Albert Chauvet, who was equally enthused about the appointment. “There is a great fit between John and our entire management team,” said Albert Chauvet. “We share a common vision for this company’s future. John has the judgement, skill set and ideas that can help us turn our shared vision into a reality.” “I am thrilled to join Chauvet and work with a visionary CEO in a fast paced, dynamic industry,” said Castelino. “Chauvet’s commitment to being a leader, our customer-centric approach and our commitment to new product development is a great combination.” Castelino will work out of the company’s global headquarters in Sunrise, Fla.
Rigidlite™ MP Custom-Molded Exterior Cushion-Soft™ Secure-Fit™ Interior Providence-Forge® Hardware 24/7 Protection® Lifetime Warranty
The Vectra® MC™
electric guitar case by TKL combines 30-plus years of experience with state-of-the-art designs and materials. The result is reduced weight, superior protection and a host of TKL innovations in an ergonomic form that’s shape-of-the-art for today’s musicians.
TKL ProducTs corP. 1-804-749-8300 • www.tkl.com
Retailer and distributor inquiries invited.
Pham-tastic
Joe Pham, president and CEO of QSC LLC has been named presidentelect of the 2018 board of directors for AVIXA (formerly InfoComm International). This will be Pham’s fourth year serving on the board, where he served as secretarytreasurer in 2017. “Part of AVIXA’s rebranding is to reinvigorate the market and focus more on the user experience,” said Pham. “As this industry shifts into a world of convergence, AVIXA is looking to grow the AV industry globally and offer additional support and programs to its members. It really is an exciting time in our market, and I’m thrilled to be part of this transformation.”
RCF Takes Stock in Brock RCF named Justin Brock as its new retail accounts manager. Brock joins RCF after a 10-year MI retail position, as well as owning a recording studio, and will work all RCF national retail accounts along with major independent retailers. “The first time I heard RCF, I listened to the ART312-A. It was unbelievable, and I’ve been a believer ever since,” said Brock. “It’s
exciting because now I get to sell the speaker line I like so much, which always meets or exceeds expectations. With my recording studio, the most intoxicating thing for me was the excitement of people hearing the results of their work.”
Coming in the January NAMM Issue of the Music & Sound Retailer: • Five Minutes With: Mike Matthews, Electro-Harmonix • Front and Center: Sharon Hennessey, The Music People • MI Spy Heads to Nashville • New columns are introduced! And much, much more! DECEMBER 2017
PEOPLE
Focusing in on Mario
Focusrite Pro appointed Mario de Arce as its western U.S. accounts manager. Reporting to Kurt Howell, national sales manager, North America, de Arce is responsible for growing sales of Focusrite Pro’s Red, RedNet and ISA ranges. “It is an absolute pleasure to join the Focusrite Pro team and to have the opportunity to represent such fantastic solutions. I look forward to working with more innovative solutions to advance Focusrite Pro’s offerings in the music and post markets,” said de Arce, who joins Focusrite from Avid, where he was a pro audio solutions specialist. Rich Nevens, vice president of global sales, Focusrite Pro, said, “Mario joins us in Los Angeles, serving the large TV and film postproduction and music markets here. He has the strong technical sales and presentation skills needed to help build our presence in the Hollywood post community.”
Promote From Within
St. Louis Music (SLM) promoted Lang Shen to the position of product manager of Knilling Strings. In her new role, Shen will oversee and drive the dayto-day operations of the Knilling and Nicoló Gabrielli lines; she has played a critical role in the development and success of both lines. “Lang has been a wonderful friend and a key member of the SLM team for many years,” said Craig Denny, vice president — band & orchestra at St. Louis Music. “She knows Knilling and Nicoló Gabrielli better than anyone, having shepherded both under previous product managers. She also has a deep sense of the string business, which will prove invaluable in this new role. It’s a pleasure to be able to offer her a very well-deserved promotion.” Shen brings 36 years of experience to the Knilling brand, having spent almost her entire career with the St. Louis Music family. She is an accomplished musician in her own right, having majored in cello performance at SUNY Purchase with a bachelor in fine arts, while teaching in the Si-Yo Society Foundation Program at Pace University, and freelancing in New York City in the American Philharmonica, 92nd St. Y, and Bronx Opera Orchestras. “I’m thrilled to have the opportunity to oversee Knilling,” said Lang. “The brand has continued to thrive and grow, and the success of Nicoló Gabrielli is very exciting and speaks to the hard work we’ve done over the years. I am privileged to do a job I love to do and excited to keep the momentum going.”
In Memoriam: Peter Bartkus
Long time music store owner Peter Bartkus has passed away on Halloween at the age of 94 in his hometown of Rockford, Ill. Bartkus established a Tru Tone Music in his hometown in the early 1950s, which became a hub for musicians and was known throughout the area for Barkus’ creative and precise instrument repairs. With a passion for the accordion, Bartkus enjoyed the innovations he witnessed over the years, including the Roland accordion complete with MIDI in the early 2000s. He also made his own Tru Tone brand of guitars and basses and proudly handed the business down to his son.
In Memoriam: John Stiernberg
John Stiernberg passed away in November at the age of 66. He was active in the music industry for decades and provided services as a consultant that he developed from his experience and relationships. Before establishing his consulting firm in 1993, Stiernberg was a rep for an audio equipment company as well as a marketing manager. His goal to encourage passionate music makers to improve their business skills resulted in the book Succeeding In Music: Business Chops for Performers and Songwriters, published by Hal Leonard.
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DECEMBER 2017
DIGITAL CONSOLES and RACK-MOUNTED MIXERS / STAGE BOXES
StudioLive 16
StudioLive 24 StudioLive 32
The StudioLive Series III mixers from PreSonus are available in 16, 24, and 32-channel
StudioLive 32
configurations—now in rack and console
StudioLive 32R
Onboard Capture™ SD Card recording without a computer —multitrack on consoles, stereo on rack mixers.
formats. While varying in I/O and channel counts, these mixers share nearly identical tech and workflow. The console mixers include touchsensitive, motorized faders, recallable channel
StudioLive 24R
Totally re-designed Fat Channel with State Space Modeling now has vintage EQs and compressors in an all-new UI.
presets, and a gorgeous 7-inch TFT touchscreen. StudioLive 16R
Recording? Leave your laptop at home and
Connect a Series III rack mixer to a Series III front-of-house console with one lightweight CAT5e or CAT6 Ethernet cable via AVB, and you've got either a simple stage box or a combination stage box and monitor mixer.
use the onboard SD recorder. Expanded
100mm touch-sensitive motorized faders offer intuitive 1:1 fader-per-channel workflow or classic split console mode.
connectivity supported by Series III includes AVB, Ethernet, Ethercon, and USB. There’s a StudioLive Series III right for your
Includes new versions of Studio One® DAW, Capture™, QMix® UC, and UC 2.0 — all with groundbreaking integration.
project. Visit presonus.com to learn more.
©2017 PreSonus Audio Electronics, Inc. All Rights Reserved. PreSonus, StudioLive, QMix, and Capture are trademarks or registered trademarks of PreSonus Audio Electronics, Inc. Studio One is a registered trademark of PreSonus Software Limited.
PRODUCTS
Grand Slammi
Over view: Electro-Harmonix’s Slammi Plus Pedal Specifics: Electro-Harmonix’s Slammi Plus Polyphonic Pitch Shifter/Harmony Pedal features glitch-free pitch shifting over a + threeoctave range and with the ability to transpose up, down or both simultaneously. An 11-position Shift switch selects the transposition interval starting with Detune for a chorus or doubling effect and includes the following: Minor 2nd, Major 2nd, Minor 3rd, Major 3rd, Perfect 4th, Perfect 5th, Major 6th, 1 Octave, 2 Octaves and 3 Octaves. The pedal’s Dual Mode outputs two separate pitch-shifted intervals simultaneously and provides 11 interval combinations. The Slammi Plus also features an X-Fade function in which the pitch-shifted interval is fixed (does not bend) and the pedal cross-fades between the player’s dry note and pitch-shifted note, or cross-fades from one pitch-shifted interval to another. The Slammi Plus is fully polyphonic at all times and provides flexibility in setting the heel position’s pitch-shifted interval. A Blend control is also included that allows users to fine-tune their wet/dry mix. Street Price: $168 Ship Date: Contact company Contact: Electro-Harmonix, 718.937.8300, ehx.com
The Magnificent 7
Overview: JBL Professional’s 7 Series Studio Monitors Specifics: JBL Professional’s 7 Series of powered studio monitors includes the 705P and 708P self-powered models. They feature newly developed high- and low-frequency transducers driven by dual 250-watt power amplifiers. Proprietary JBL waveguide technology provides neutral response and room-to-room consistency, while built-in room EQ solves low-frequency issues. The system includes balanced analog and AES/ EBU inputs for connecting to a range of sources. A HARMAN HiQnet Network port is provided for future upgrades. When combined with the JBL Intonato 24 monitor-management and tuning system, 7 Series monitors offer a monitoring platform for audio mix control of all sizes. MSRP: Contact company Ship Date: Now Contact: JBL Professional, 800.397.1881, jblpro.com
Award Winning Brands World-Class Service We are dedicated to Music Retailers We are St. Louis Music T: 800-727-4512 F: 314-727-4710 E: sales@stlouismusic.com W: www.stlouismusic.com
SLM Marketplace Everything In Accessories
260 Brands 13,000 Products
PRODUCTS
Molten Hot CORE Over view: DPA Microphones’ CORE Specifics: DPA Microphones has launched CORE, a new amplifier technology that lives within its line of miniature lavalier and headset microphones. Looking to minimize distortion, as well as increase the dynamic range, or workable area, of its d:screet and d:fine lines of microphones, DPA developed this amplifier to create clearer sound from the “highest of the highs” to the “lowest of the lows.” The dynamic range has been expanded in all CORE miniature capsules. For example, the dynamic range of the d:screet 4061 and the d:fine 4066 has been increased by 14 decibels at one-percent Total Harmonic Distortion (THD).
According to the company, CORE technology gives the microphones a clearer, more open sound in the whole level range, from a whisper to a scream. MSRP: Contact company Ship Date: Contact company Contact: DPA Microphones, 303.485.1025, dpamicrophones.com
Paul Melancon, Sales Rep
Years at Alfred Music: Three Instruments: Composing, Trombone, Guitar, Uke, Keyboard, Bass, Mandolin, etc. Best Perk of Working at Alfred Music: Building relationships with wonderful people who are passionate about music Favorite Genres to Play: Music of films and video games Favorite Artist: Nobuo Uematsu First Concert Experience: B.B. King, 2005
Mighty Fine
Over view: Ampridge’s MightyMic W+ Bluetooth Microphone Specifics: Ampridge’s MightyMic W+ SmartPhone Bluetooth microphone features a Bluetooth 4.1 profile with DSP noise reduction. It is designed to auto-connect to the MoviePro video-recording app or MightyMic Pro Recording apps (iOS only). It offers wireless monitoring that is compatible with GarageBand and Filmic Pro. It features a rechargeable battery for five hours continuous operation; custommolded, non-reflective, soft-touch body; built-in headphone jack with volume booster; 60-foot transmission range; side-mounted On/Off switch; multi-function button that controls playback; and rear-mounted metal clip. It works with iPhone, iPod Touch, iPad and Android devices (app required). Includes mic, charging cable, foam windscreen and carrying pouch. MSRP: $69.99 Ship Date: Contact company Contact: Ampridge, 973.910.6479, ampridge.com
alfred.com
As a composer, keeping quick resources handy is a great way to keep your creativity going on the fly without having to spend too much time thinking about chord voicings or music theory. Speed is always a factor when incorporating new instruments into my music. These guides are small enough to keep in the case of an instrument making it easy for me to reference at home or in the studio.
PRODUCTS
New Wave
Over view: Steinberg’s WaveLab Pro 9.5 and WaveLab Elements 9.5 Specifics: Steinberg has released WaveLab Pro 9.5 and WaveLab Elements 9.5. The updates focus on spectral editing, offering an overhauled Spectogram with additional display settings. Both WaveLab Pro and Elements introduce RestoreRig, a new plugin suite that boasts three modules: the DeNoiser, DeBuzzer and DeClicker. With its restoration toolset, RestoreRig detects and removes unwanted noise and audio artifacts in real time. New spectral features exclusive to WaveLab Pro 9.5 include the Wavelet display, which analyzes and displays musical content based on pitch scaling. The Spectrum Editor comes with new selecLive Spectrogram meter delivers real-time spectral information during tion tools, such as Lasso, Brush and Magic Wand, as well as additional playback and recording. processing capabilities like spectral watermarking. Audio Inpainting MSRP: WaveLab Pro 9.5: $579.99; WaveLab Elements 9.5: $99.99 allows users to remove unwanted noise from audio material and then fill Ship Date: Now in the omission by analyzing the adjacent spectral information. The Error Contact: Steinberg Media Technologies, 844.358.4022, steinberg.net Correction toolset has been made more accessible, while the included
KC Here I Come
Over view: Roland’s KC Series Keyboard Amplifiers Specifics: Roland has refreshed the KC series lineup of stage amplifiers for performing keyboardists. The six new KC models feature wide-range sound reproduction with two-way speaker systems and Roland’s twin bass-reflex design for extended low-frequency response without distortion. New models include KC-80 (50 watts of power, 10-inch speaker, custom tweeter), KC-200 (100 watts of power, 12-inch speaker, custom tweeter), KC400 (150 watts of power, 12-inch speaker, custom tweeter, stereo link capability), KC-600 (200 watts of power, 15-inch speaker, custom tweeter, stereo link capability), KC-990 (320 watts of stereo power [160 watts x 2], two 12-inch speakers, two custom tweeters, onboard effects [reverb, chorus, tremolo, rotary], stereo link) and KC-220 (30 watts of stereo power [15 watts x 2], two 6.5-inch speakers, two custom tweeters, chorus and reverb effects, support for battery-powered operation).
A Broad Spectrum
They can accurately reproduce the full frequency range of all types of keyboards, including 88-note stage pianos, organs and synthesizers. The amps are also equipped with multiple inputs, mixing capabilities and DI connections. MSRP: Contact company Ship Date: Contact company Contact: Roland, 323.890.3700, roland.com
Over view: Audio-Technica’s 6000 Series High Density Wireless System Specifics: Audio-Technica’s 6000 Series High Density Wireless System is a spectrum-efficient solution that allows users to pack 31 channels in four megahertz of bandwidth. The 2016 FCC Incentive Auction reduced the amount of spectrum available for wireless microphone operations, driving the need for spectrum-efficient technology to operate a high number of simultaneous channels. The 6000 Series was developed to address this need; its channels are spaced at 125-kilohertz intervals, and can all be used simultaneously. The system operates in the 944 to 952-megahertz band, which is free of broadcast TV. The Federal Communications Commission has expanded license eligibility for this band to include sound companies and venues that routinely operate 50 wireless microphones or more. The 6000 Series system consists of the ATW-R6200 receiver, the ATW-T6001 body-pack transmitter, an optional ATW-DA410 antenna distribution system, and a number of compatible Audio-Technica lavalier and headworn microphones.
24
MSRP: Varies by model Ship Date: Contact company Contact: Audio-Technica, 330.686.2600, audio-technica.com
DECEMBER 2017
WE’RE BRINGING THE TETONS TO NAMM. BOOTH 6402 MAKE AN APPOINTMENT OR STOP BY 1.800.243.7276
Before NAMM, check out what we’re doing on youtube
and facebook
PRODUCTS
Air Buds
Over view: Floyd Rose Audio’s FR-360 Pro Series Wireless Sport Earbuds with In-Line Microphone Specifics: Floyd Rose Audio’s FR-360 Pro Series Wireless Sport Earbuds with In-Line Microphone are hand crafted and deliver true, balanced highs and lows for audiophile-quality sound, according to the company. The driver offers a full 20 to 20,000-hertz frequency range for warm and articulate recreation of sound. An anti-tangle cable with built-in microphone and volume control is included. Cushioned earbuds offer comfort and deliver isolation from outside noise without adding bulk. Each pair of FR-360 earbuds include a USB charging cable; Power Bank Charger; and extra small, medium and large ear tips. Available in black or white. MSRP: $179.95 Ship Date: Contact company Contact: Floyd Rose Audio, 718.226.0214, floydroseaudio.com
All Wound Up
Over view: Cable Porter’s Cable Solution Specifics: Cable Porter has introduced a solution for wrapping, storing and unwrapping mic and instrument cables. Musicians and engineers can extend the life of their cables, while also speeding up setups and teardowns, according to the company. The Cable Porter attaches to the cable, keeps it securely coiled and prevents the ends from tangling. Cable Porters are available in black, so they are inconspicuous on stage. MSRP: $3.49 Ship Date: Contact company Contact: Cable Porter, cableporter.com
Keep It Simple
Over view: Hal Leonard’s “Simple Songs” Series Specifics: Hal Leonard’s “Simple Songs” series combines songs with easy-to-follow notation and backing tracks to ensure beginner students can excel in their musical ambitions, according to the company. The “Simple Songs” books include 14 melodies from acts including Coldplay, Adele and John Legend, and feature songs from films like “The Lion King” and “Beauty and the Beast.” The series includes books for flute, clarinet, alto and tenor sax, trumpet, horn, trombone, violin, viola, cello, oboe and keyboard percussion. Demo and play-along audio arrangements are also included for all 14 songs. The audio arrangements include full-band instrumentals to provide students with a more complete learning and listening experience and a blueprint for what to play. Audio tracks can be accessed online using the unique code inside each book and can be streamed or downloaded. The audio files include PLAYBACK+, a multi-functional audio player that allows users to slow down audio without changing pitch, set loop points, change keys and pan left or right. MSRP: $12.99 Ship Date: Contact company Contact: Hal Leonard, 800.554.0626, halleonard.com
Mix and Match Mics
Over view: VocoPro’s Digital 31, 32 and 34 Specifics: VocoPro’s Digital 31, 32 and 34 product line gives the choice of one, two or four wireless mics (or instruments) in one integrated all-inclusive system. This fully digital wireless system, operating in the futureproof 900-megahertz range, has everything needed to go completely wireless, including handheld microphone(s) and wireless bodypack(s) with headset mic(s), as well as instrument cable(s). The package includes a single receiver with multiple transmitters (mic and instrument), offering flexibility from one system; this is made possible by VocoPro’s mic-on-chip technology. Each receiver comes packaged with a wireless handheld microphone, as well as a body-pack transmitter with headset microphone and instrument 26
cable. The system’s nine-channel PLL frequencies are designed to not interfere with each other. Up to nine systems can be integrated with “one-touch” IR sync. MSRP: $199-$699 Ship Date: Contact company Contact: VocoPro, 909.593.8893, vocopro.com DECEMBER 2017
HD 200 PRO
Homemade. With love. For those who turn the world of music on its head. For those who turn their home into a studio. For those getting the job done. At home. On the road. In the mix. Always there. Discover home recording sound at its best: www.sennheiser.com/hd-200-pro
ON TOP OF THE WORLD
Best Electric Guitar of 2017
Best Acoustic Guitar of 2017
(continued from the cover)
28
C.F. Martin & Co. D-28 Dreadnought
D’Angelico Premier Bob Weir Signature SS
Epiphone Masterbilt Century Olympic
Epiphone Les Paul Special VE
Tanglewood Java Series
Taylor Academy 10e
Ibanez RG1070PBZ
Peavey HP2 Guitar DECEMBER 2017
Best Bass Guitar of 2017
Epiphone Limited Edition Jack Casady Signature Bass
Spector Euro4 1977
Reinventing Home Recording Since 1979
From Beginner to Bigtime and Podcaster to Producer, TASCAM has the perfect USB audio interface for any task, studio and budget. Combining console-grade preamps, rock solid
Ibanez BTB745-NTL
performance and a unique, ergonomic industrial design, TASCAM interfaces deliver the fidelity and reliability that your customers demand. Our line begins with the brand new - and incredibly affordable! - TASCAM US-1x2, sporting mic, line and stereo RCA inputs, and extends
TASCAM US-1x2
through the industry leading US-20x20. A true triplethreat, the TASCAM US-20x20 can be utilized as a 20 in/20 out 192kHz USB Audio Interface, a fully recallable digital mixer with effects or a standalone, studio-quality 8 channel mic preamp. Go with the original. Go with
TASCAM US-2x2
TASCAM.
TASCAM US-4x4
Taylor GS Mini-e Bass
TASCAM US-16x08
TASCAM US-20x20
“The Best USB Audio Interface” The Wirecutter A New York Times Company https://thewirecutter.com/reviews/best-usb-audio-interface/
MUSIC & SOUND RETAILER
Available now from
855-417-8677 kmconline.com
Best Effect Pedal of 2017
HeadRush Pedalboard
Electro-Harmonix SYNTH9
Peavey Trace Elliot Transit
T-Rex Replicator Junior
THE QUIETEST CYMBAL PACK Perfect For Practice & Education!
• 70-80% quieter than a traditional cymbal • Delivers a real cymbal feel • Unique matte finish with a sophisticated look
• Durable single ply mesh drumhead • Great feel and response
Zildjian.com
• Ideal for external triggers and low volume practice applications
Best Amplifier of 2017
Dynacord L Series two-channel power amplifiers with FIR-Drive Peavey invective.120
Vox MV50
Fishman SA Performance Audio System
MUSIC & SOUND RETAILER
Best Non-Guitar Fretted Instrument of 2017 Best Guitar Accessory of 2017 Best Strings of 2017 32
Amahi Ukuleles UK445
Fender Montecito Tenor Uke
Kala KA-GL-KOA-E Guitarlele
Islander by Kanile’a Mini Guitar
Riversong “Beck” Wooden Pick
D’Addario Cinch Fit
Gator Frameworks Guitar Seat & Stand
D’Addario Ascenté
D’Angelico Electrozinc Electric Guitar Strings
On-Stage GPB2000 Compact Pedal Board
Elixir Strings OPTIWEB Coated Electric Strings
C.F. Martin & Co. Titanium Core
DECEMBER 2017
Earthworks FMR500 19" Cardioid Podium Microphone
Best Cabled Microphone of 2017
Audio-Technica ATM350a Instrument Microphone with Mounting Systems
CAD Audio A77r
Shure Super 55-BLK Deluxe Vocal Mic MUSIC & SOUND RETAILER
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Best Keyboard/Sound Module of 2017
Pioneer DJ Toraiz AS-1
VOX Continental
Dexibell COMBO J7 Digital Stage Organ
Yamaha MX88
Best Band & Orchestra Product of 2017
Yamaha YVS-100 Venova
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On-Stage BSK2500 Bell Kit with Stand
Manhasset Specialty Co. Noteworthy Music Stands Conn-Selmer Leblanc Serenade DECEMBER 2017
Best Speaker of 2017
QSC K.2 Series
JBL EON ONE PRO
RCF ART 7 MK4
Pioneer Pro Audio XY-3B MUSIC & SOUND RETAILER
35
Best Multitrack Recorder of 2017
PreSonus Quantum 26x32 Audio Interface
TASCAM DA-6400 Recorder
Zoom LiveTrak L-12 Digital Mixer
Sony ICD-SX2000 Digital Voice Recorder with Bluetooth remote
Soundcraft Ui24R
Best Mixer/Console of 2017
QSC TouchMix 8/16 v3.0/1.2
36
Peavey UNITY DR16 Digital Mixer
PreSonus StudioLive 32 Series III 40-Input Digital Console/Recorder DECEMBER 2017
Alfred Music Playing Cards: Percussion Instruments
Best Percussion Accessory of 2017
Gon Bops Daniel de los Reyes Signature Arena Shaker
Drumdots Mini
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Crush Sublime Birch
Best Acoustic Drum Product of 2017
Gon Bops Luisito Quintero Signature Timbales
Tama Starclassic Performer B/B in Lacquer Ocean Blue Ripple
Yamaha Rydeen
Pioneer DJ DJS-1000
Best DJ Product of 2017
Lucas Nano 602
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Numark NS6II 4-Channel DJ Controller
Sennheiser HD 200 DECEMBER 2017
Chauvet Intimidator Spot 375Z IRC
ADJ Lighting Pocket Pro
MUSIC & SOUND RETAILER
Blizzard Lighting Hypno Beam and Hypno Spot
Best Lighting Product of 2017
Manhasset Specialty Co. LED 11 Lamp
Pioneer DJ Toraiz SP-16
Best Electronic Drum Product of 2017
Alesis Strike Pro Drum Kit
Roland Octapad Compact Electronic Drum Set Pearl Mimic Pro
Sennheiser XS Wireless 1
Best Wireless System of 2017
Galaxy Audio AS-1400 Wireless IEM System
40
Peavey ProComm 2.4GHz Digital Wireless Microphone System
Shure Axient Digital
DECEMBER 2017
Manhasset Specialty Co. Noteworthy Music Stands Gator Frameworks Piston Lift Sub Pole
Audio-Technica ATH-PACK4 Headphone Studio Pack
Paiste 900 Series Colorsound Crash
Dream Cymbals Naughty Saucer
Zildjian A Custom 25th Anniversary Ride 23 MUSIC & SOUND RETAILER
Best Cymbal of 2017
Sabian Elite Rides
Best Accessory Product of 2017
Bittree PS9625i
Best Bag/Case of 2017
BAM STAGE Cases
Dexibell DX-BAG88 Gator Cases Electric Guitar Case LED Edition
Best Book/Video/Software of 2017
TKL Black Belt Soft Cases
PreSonus Studio One 3.5 Professional DAW Alfred Music “Led Zeppelin: The Complete Studio Recordings”
Waves Torque Drum Tone Shifter
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Hal Leonard “Pearl Jam Anthology: The Complete Scores”
DECEMBER 2017
2017 Product of the Year
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Shure Axient Digital
AVAILABLE EXCLUSIVELY FROM
Taylor GS Mini-e Bass
Contact us and mention code IMAGINE17 to get 10% OFF our distributor price of any Sounds Like Fun! product. Offer expires 12/31/17.
866-657-3450 • westcoed.com
Accessorize with Kala. kalabrand.com
QSC K.2 Series
MUSIC & SOUND RETAILER
43
2017 Rep of the Year
Bob Newhouse, KHS America
Misha Guiffre, The Music Link
VISIT OUR NAMM BOOTH 2302 Hall E www.kanileaukulele.com
Jim Mingo, The Music People
Dave Batson, Peavey
2017 Outstanding Community Service Award
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DECEMBER 2017
Lifetime Achievement/Hall of Fame
Albert Chauvet, Chauvet Lighting
Crystal Morris, Gator Cases
Richard McDonald, Fender
Jim Hennessey, The Music People
2017 Manufacturer of the Year
The gift for all seasons
For All For Life Photo ŠMichael Weintrob
Top quality, top-selling harmonicas GREAT service to retailers We make musical exploration easy and fun for all Educational resources supporting the entire system www.leeoskar.com
Available from KMC Music
Š2017 Lee Oskar Enterprises Inc.
MUSIC & SOUND RETAILER
45
Skip’s Celebrates 37 Years of Climbing Stairway to Stardom
Skip’s Music celebrated the culmination of its 37th annual Stairway to Stardom summer music program with a concert and fundraiser golf tournament. Stairway to Stardom is an eight-week music summer school designed for young amateur musicians, ages 10 to 18. The program, which starts in early June each year, gives participants the chance to write, rehearse, perform and record music at a professional level. Skip’s Music, a Sacramento, Calif., business for 44 years, provides expert coaches, rehearsal space, professional equipment and recording studio time. The Stairway to Stardom curriculum also includes an invaluable series of seminars hosted by music industry specialists, with topics including performance, songwriting, music business, recording and collaboration. The highlight of the program, however, is the final concert, where all of the young participants get the chance to rock out on a professional stage for the very first time. This year’s concert took place at Quarry Park Amphitheater located in Rocklin, Calif., and featured 10 new bands, as well as a special guest act comprised of four Stairway alumni. Each member represented the decade in which they participated in the program
and collectively performed a popular, well-known song from each. One of these songs also featured special guest Toryn Green (Fuel, Apocalyptica, For the Taking, Burning Blue) on lead vocals. Many representatives and industry professionals came out in true form to not only sponsor and show their support at the concert, but to also attend and play in Skip’s famous Stairway to Stardom fundraiser golf tournament.
Village People
Village Music Wellington introduced a “new kind of music center” with the opening of its 10410 Forest Hill Blvd. location, in Wellington, Fla. Grand Opening festivities took place the weekend of Dec. 2 and 3 and included live music, tours of the facilities, product demonstrations and tastings at the new café, as well as opportunities to meet their staff and instructors. “We’re now four times larger with much more to offer the community,” said Donna Willey, co-owner of Village Music Wellington. “The expansion is the fulfillment of a longtime vision to create a fullservice musical center for musicians, area business and families.” Village Music will build on its success as an authorized dealer for several brands of musical instruments that include Martin, Yamaha, G&L and RCF Audio, all types of accessories and sheet music, as well as offering private instruction for all ages, rock camps, string ensembles and toddler groups. Among the amenities at the new Village Music Wellington are a modern 4,000-square-foot facility; glass-enclosed VIP rooms for high-
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end products; full-service workshop and service center for repairs, setup work and support; eight climate-controlled instructional studios with acoustical treatments; a live music stage for concerts, clinics and events; a specialty café featuring artisanal food, gourmet coffees, craft beer and artisanal wine selections; workshops, master classes and student showcases; Wi-Fi; large-screen TV; and plenty of free parking.
Zzounds, Korg Host “Hopping” Charity Event
Zzounds partnered with Korg to host its fourth Brew Music event at the Lagunitas tap room in Chicago, Ill. Brew Music, which started in November 2016, has evolved into a growing music campaign, partnering Korg’s synth line with a popular brewery. About 150 synth and beer enthusiasts attended the most recent Brew Music at Lagunitas, with all proceeds going to Foundations of Music, a not-for-profit organization that provides students with music education in Chicago. “Our crew had an excellent time partnering with Korg and all the event attendees who came by for some fun at the Lagunitas brewery,” said Billy Pirie, brand marketing manager for Zzounds. “Grass roots events like these remind us all how important it is to connect with the music community, as they’re the ones who help propel the artistry and ideas forward that inspire us all to create.” More than $1,000 was raised throughout the night to help support the local initiative to fund music programs in schools across the city. Foundations of Music offers classes that include general music or more specific practices like songwriting and production. Honorary board members include Rick Nielson of Cheap Trick, Buddy Guy and singer-songwriter Andrew Bird. DECEMBER 2017
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Royalton Receives Royal Treatment
Inc. magazine ranked Ohio-based Royalton Music Center No. 4958 on its 36th annual Inc. 5000, the most well-known ranking of the nation’s fastest-growing private companies. The list represents a unique look at the most successful companies within the American economy’s most dynamic segment — its independent small and midsized businesses. Companies such as Microsoft, Dell, Domino’s Pizza, Pandora, Timberland, LinkedIn, Yelp, Zillow and many other well-known names gained their first national exposure as honorees of the Inc. 5000. “As a brick-and-mortar retailer in Cleveland, we were thrilled to be on the Inc. 5000 list and incredibly honored,” said Lauren Haas Amanfoh, third-generation owner and president of Royalton Music Center. The Inc. 5000’s aggregate revenue is $206 billion, and the companies on the list collectively generated 619,500 jobs over the past three years. The annual Inc. 5000 event, honoring all the companies on the list, took place from Oct. 10 through Oct. 12, 2017, at the JW Marriott Desert Springs Resort & Spa in Palm Desert, Calif. Speakers included former Ford president Alan Mullaly, FUBU CEO and founder and “Shark Tank” star Daymond John, Dollar Shave
Club founder Michael Dubin, researcher and number-one New York Times bestseller Brené Brown, and Gravity Payments’ founder and CEO Dan Price. “The Inc. 5000 is the most persuasive evidence I know that the American Dream is still alive,” said Inc. president and editor in chief Eric Schurenberg. “The founders and CEOs of the Inc. 5000 tell us they think determination, risk taking and vision were the keys to their success, and I believe them.”
Capitol Move
Alabama-based Capitol Music has moved. The retailer sent the following statement to the Music & Sound Retailer. “After 30 years in the same location, Saturday, Oct. 28, was the last day of business for Capitol Music at the 3834 Harrison Road, Montgomery, Ala., location. A special thanks to everyone that stopped by and took advantage of the liquidation sale. The store has moved to 886 Plantation Way, Montgomery, Ala. Be sure to stop by the new location,” said Rudy Abbott, maintainer of Capitol Music email and Facebook.
Two Years for Tone Shop
Tone Shop Guitars (TSG) recently celebrated its second anniversary. The Addison, Texas-based retailer stated that it has far exceeded its projected growth and has earned more than 1,000 five-star reviews on Reverb. In celebration of its two-year anniversary, TSG organized a monthlong celebration with different weekly giveaways, including a Fender Princeton Reverb Amp; guitars from Jackson, Reverend, Yamaha and Taylor; and, for the grand-prize drawing, a G&L USA ASAT Blues Boy. “Our vision for Tone Shop Guitars is to bring back that fun and personable indie music store, and combine it with top-notch expertise and resources that give our customers a world-class experience,” said Grant Sheffield, co-owner. In just two years, TSG has expanded its business to include rentals and lessons. The business is also committed to giving back to the community and has supported the Dallas SPCA and Foundation 45, a local suicide prevention and therapy hotline for artists. “We’re passionate about sharing our love for music,” said co-owner Tommy Roberts. “We want fellow musicians to feel welcome to come in anytime to ask a question, try out our Taylor Acoustic Room or simply relax over some music.”
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Halpin Music Seeks New Home
Alton, Ill.-based Halpin Music Co. recently announced on Facebook that it is seeking a new home. “To our wonderful customers and friends, and to the Alton and Riverbend communities, the ownership and staff of Halpin Music Co. has some very exciting news! Halpin Music Company is planning to move...,” the retailer wrote. The MI retailer first opened in 1977. According to the RiverBender, company president Mark Langdon said the building is too big and expensive to maintain. “We have more than we need [in the current building],” Langdon told the news outlet. “The building is fairly expensive to maintain and pay utilities. We would rather use those resources more directly toward school music.”
New Owner for Adirondack
Hudson Falls, N.Y.-based Adirondack Guitar has a new owner. According to Digital Journal, the store, which specializes in left-handed instruments and has been in business for more than 20 years, is now owned by John Davis, a longtime store employee who liked the store so much he wanted to buy it. “He aims to uphold the reputation of the shop while at the same time taking the customer experience to the next level,” the news outlet reported. “Along with a modernized website, the team at Adirondack Guitar has invested in in-store improvements and expanding the product catalog with used and right-handed guitars and basses. Davis, who is passionate about music, wants Adirondack Guitar to be recognized throughout the USA for its quality selection of guitars, basses and other instruments.”
DECEMBER 2017
FI V E M INUTE S W ITH
LEE OSKAR
FOUNDER, LEE OSKAR HARMONICAS By Brian Berk
Lee Oskar has the rare distinction of being a big name in both the music and music instrument industries. In the music industry, Oskar will be forever known as a founding member and lead harmonica player of the band War, which spawned the huge hits “Low Rider,” which peaked at number one on the Billboard R&B chart and number seven on its Pop Singles chart in 1975, as well as “Why Can’t We Be Friends,” which topped at number one on the Billboard R&B chart and number eight on its Pop Singles chart in the same year. He is currently a member of the Lowrider Band, consisting of Lee and several of the original War artists, which can occasionally be seen on tour. As for the MI industry, Lee Oskar founded Lee Oskar Harmonicas in 1983, which offers harmonicas in a variety of tunings, along with replacement reed plates, tool kits, instruction books and other related products. Keb Mo, Kellie Rucker, Brian Collins, David Rotundo and Michael Pickett are among Lee Oskar Harmonicas’ Featured Artists. We aim to “make friends” with Lee Oskar in this month’s “Five Minutes With.” The Music & Sound Retailer: Harmonicas were huge in Denmark where you grew up. Do you ever wonder what instrument you would have played and manufactured if you had grown up in the United States? Lee Oskar: That’s interesting. I’ve never been asked that question. I’m not sure, but I may never have gotten into manufacturing. There are a lot of people who love music but can’t channel that toward physically playing an instrument. They have “huge” ears and hear music just as well as, if not better than, most of us musicians. On the other end, I know people who can play many instruments but have “tiny” ears. In my case, when I got my first harmonica and I put it into my mouth and breathed into it, it really sounded like music to me. I felt like I was creating symphonies—it was unbelievable! The harmonica is a perfect outlet for my creativity, since I love music. I hear music and I compose music in my head. But physically, I would not be able to play any other instrument. I can even say I failed music in 50
DECEMBER 2017
school because I couldn’t play a violin, piano or something in an orchestra or symphony. In my time, schools didn’t measure how creative you are. They measured how well you can read music, channeling and playing what you’re supposed to read. I was too much outside the box. So, the harmonica was and is an amazing tool for me. The Retailer: Can you tell us any fun stories about the band War? Did you think “Low Rider” would be as big a hit as it was? Oskar: No. For me, when I finally made it in the industry, with [singer] Eric Burdon and War, I was just happy playing with a band. It was an honor to play with a huge superstar like Eric Burdon. What we did creatively was great. I didn’t need to read music. I just had to make stuff up in the moment. That was right in my zone. With everything we recorded, I was on top of the world. But to answer your question, there were hit songs that were bigger than “Low Rider,” such as “Slippin’ into Darkness” and “The Cisco Kid.” “Low Rider” wasn’t a big hit then, but it’s bigger than life now with Cheech and Chong and it touched a lot of people due to the culture of the song. It was used in [the movie] “Up in Smoke” and commercials. My granddaughter knows “Low Rider.” She doesn’t know “The Cisco Kid” or “Slippin’ into Darkness.” You never know when something will become a hit. It’s a lottery ticket when something like that happens. The Retailer: You’ve been called a “harmonica whiz.” How do you promote the instrument you’re manufacturing to the next generation? Oskar: What’s great about the harmonica is it works for all different [skill] levels and genres of music. After 35 years of manufacturing, lately I’ve felt like we’ve been really connecting beyond blues and folk music. We make harmonicas that fit for everything, whether it’s reggae or Yiddish music. Whatever the genre is, through our alternate tunings, the potential for harmonica to be used in all types of music is really what I envision for the future. Also, there is an amazing organization we’re partnering up with called Playing for Change, which is a huge deal for me. It’s a dream come true. All over the world, it doesn’t matter if you live in the desert or by the ocean. Music has much in common with everyone. Mark Johnson, the founder of Playing for Change, has done an amazing, ambitious job. He takes the music from different parts of the world and collaborates it as music should be. He’s building schools in all different parts of the world. Also, it has musicians from all different areas of the world playing together. I recently performed as a guest artist for Playing for Change in L.A. and Tokyo. I was in Tokyo for the 100th-anniversary celebration for Tombo [which manufactures Lee Oskar harmonicas] and I took part in four concerts with Playing for Change there. It’s a perfect partnership. We’re donating harmonicas in places like Mali, South Africa and Argentina. There are so many networking opportunities. Harmonicas are great for composers. They are great for coming up with hook lines. It’s great to accommodate songwriters and great for guitarists. Harmonicas have so much potential. The Retailer: Other than yourself, who is the greatest harmonica player you’ve seen and why? MUSIC & SOUND RETAILER
Oskar: I don’t like being a judge. It’s very difficult to determine. It’s like asking who paints a tree the best. I’m certainly in love with what I do. I could never mimic others. That’s not my strength. I’ve heard some great players lately. Harmonica playing has come a long way. People have learned amazing techniques like overblows and overdraws. A lot of people think about it technically, but when are they going to start making music? The Retailer: What’s the greatest part of your job as a harmonica manufacturer? Oskar: Since we have Tombo [manufacturing our products], I don’t have to go into the factory in a normal sense. I don’t need to live and sleep there. In the old days, I used to go to Japan two or three times a year to discuss different things we need to adjust based on our products. My responsibility is a big deal from the manufacturing side involving the marketing. Marketing to me is of huge importance. You can have a great product. But truthfully, people never buy products. I believe they buy the story. When they use the product, if it lives up to the story, then they are happy. Marketing is crucial to connect people with products you are manufacturing. That’s what I love doing. I love not only playing music and demonstrating the product with workshops, but I love the whole idea of what marketing is about. To me, that means making sure that we tell just the right story about our products so that the buyer will have the right experience that lives up to the story. The Retailer: What advice would you give retailers when selling harmonicas? Oskar: We are creating a new website to reflect where we are going. We are always thinking about how to support the retailers. We’ve come a long way. Before I get into the answer, one thing I’m proud to say is for 35 years, we’ve been manufacturing the same product. Others may be manufacturing that long but are still trying to figure out what sticks to the wall. The Lee Oskar-Tombo combo has made sure we’ve been very consistent. I’m proud to say that. Most importantly, we have to support the retailers. That’s a must. We have a big team now that’s focused on supporting the retailers with social media and clever marketing ideas. The new website will acknowledge much more about where you will find our products. I think retailers are having a tough time. On top of that, we have MAP in the United States. The tough part is everyone knows where a retailer is but it’s a one-way street. The retailer doesn’t necessarily know who the consumers are until they walk into the store. Again, marketing is important. Good service is huge, too, and there’s nothing greater than feeling important when you walk in and buy something from the store. As for product placement in the store, to me, a harmonica holder is not a harmonica accessory. It’s a guitar accessory that should be displayed next to acoustic guitars. It drives me crazy when retailers only put harmonicas in one place and don’t cross-promote them, for example, with effect pedals. Think outside the box and experiment and you’ll find out people will be excited to play harmonicas. There’s a lot of crosspromotion I’d like to see in stores, so they can see more [sales] activity. 51
We are just a pencil in a stationary store, and I know we are more than that. I would love to help retailers and give them ideas on how to cross-promote their products. The Retailer: You founded Lee Oskar Harmonicas in 1983. Why did you decide to create the company at the time? Oskar: When I got together with Eric Burdon, I was living in the Bay Area. There was Don Wehr’s Music City. With any money I made from Eric Burdon and War, I would spend on harmonicas, before even buying a car. I found that out of every 10 harmonicas, one was really good. It was really frustrating. I said, “There’s a lot of problems here.” It was pretty depressing to be honest. I was on a quest to find a way to manufacture harmonicas. I didn’t get a “bite” anywhere until I went to Japan. One day while I was there, I was being interviewed at the hotel where I was staying. Down the hall, I heard a harmonica playing and I knocked on the door. (Oskar made a knocking noise to simulate the moment.) Out came a gentleman. I invited myself in. He didn’t speak English. I didn’t speak Japanese. I grabbed a harmonica (he was playing). Fortunately, they [Tombo] were fans [of my music]. I had commercials running in Japan, so my music was popular there. I met the president of Tombo, Mr. Yasuharu Mano, and we would talk about many ideas about a better harmonica. That was in the mid-1970s. We decided to move forward and then I got my first products and then I needed to figure out how to promote it. The rest is history. The Retailer: You mentioned Tombo. You recently celebrated the 100th anniversar y of the Japanese company, which manufactures your product. Can you tell us about that visit? Oskar: It was amazing. They had a huge party. There were 300 people there, including our German distributor, GEWA, and our UK distributor, Barnes & Mullins. The turnout was amazing. I was told when some big-profile companies in Japan have an anniversary like that, they may only have 100 people come by. I have so much respect for the Mano family [who own Tombo] with four generations, making harmonicas since 1917. The food was great, but more so, there were a few people performing along with myself. The tremolo harmonica playing
by Mr. Saito, and the wonderful accordion act by Coba were fantastic. But for me, personally, the highlight was when Mr. Yasuharu Mano played the accordion and was joined by his son, Teruhisa Mano (who is the current president of Tombo), and Coba who all played a remarkable trio set on accordions. The whole night was class. People had nothing but great things to say about it. There was a lot of pride and it was all a wonderful evening. The Retailer: Lee Oskar Harmonicas is celebrating its 35th anniversar y in 2018. Any celebrations planned? Oskar: Every morning I wake up and say, “If I were to start a harmonica company, I’m off to a good start.” It’s been a wonderful journey for 35 years. There are always ups and downs and there have been a lot of changes over these 35 years in the MI business. It’s been a beautiful ride so far. I feel like we’re just getting started. The next phase is coming out with a new website. The internet is among the many changes we’ve seen in the industry. We can’t let it upset us. We can’t deny it either. We have to accept that new technologies will always be a big way in which we navigate and deal with business. The website will be a big way we celebrate our anniversary and look to the future. It will acknowledge our retailers. We also need to make sure the consumers are excited. If they’re not excited, it won’t work. A lot of focus will be on rebranding and getting consumers to use our harmonicas. We have technologies, like social media, that let me realize dreams I never thought possible. The Retailer: Anything to add? Oskar: Support the arts and support music. Also, it’s so important to connect people with whatever instrument you have. Everything works out well in the long run, if you believe in the long term. If you market correctly, sales come naturally. If you think sales is the most important thing and forget about marketing, sales will be an upstream battle. Don’t focus on sales. Focus on marketing and getting people excited about the product. I also wanted to say that our company is a family operation. That’s why my name is on it. My wife, Sri Oskar, is involved too. The factory in Japan is family run. It’s not like we formed a company, built it up and sold it. We are tied to it. If I didn’t love it, I’d be living in hell.
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M I SPY
SEEKING GEMS IN THE EMERALD CITY I’ve traveled to a good mix of locations this year, visiting San Francisco, San Diego and Albuquerque in the west, Austin, Minneapolis and Dallas in the Midwest, and New York City, Philadelphia, the Jersey Shore and Harrisburg, Pa., in the east. Surprisingly, I haven’t ventured to the west since July, so I knew it was time. So, to close out 2017, my travels took me to the Pacific Northwest, searching for acoustic guitars. Strong coffee and bad weather are two of the big reasons that Seattle has a reputation for being a hub of musical creativity, and, as such, there is a good amount of music stores that cater to both beginners and pros alike. From the early days of jazz in Pioneer Square and the underground speakeasies to the psychedelic thunder coming from Jimi Hendrix and his Stratocaster, Seattle has been inspiring artists for generations. While trends rise and fall, the musical community has always remained a present and defining feature of this city and is very much a source of civic pride. You can’t go more than a block or two in this town without running into a club or some other landmark that’s tied to the industry. The MI Spy should never risk being tied down by a significant other. That’s why I usually choose to ride solo: no liabilities. But, on this trip, I decided to bend the rules and take along a beautiful woman. I will call her my “girlfriend” because what else would I call her? Anyway, my girlfriend is important for this mission, since she’s been wanting to learn how to play Spanish guitar for a while. We traveled to four stores, spending about 30 minutes in each place. For the record, she’s a proficient piano player who has played music since she was seven and has a better ear than I do, and I’ve played guitar for almost 20 years. While I’m far from talented, I know what a warped neck looks like and I know that sometimes the pretty guitars sound horrible. I also know when someone is being shady or trying to scam me. The customer service at three of the places was excellent. The people seemed more interested in seeing my girlfriend get into playing than they were in just making a sale, and it’s clear that most of the people working in the shops in Seattle truly love music and want to share that passion with others.
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The Trading Musician 5908 Roosevelt Way NE Seattle, WA 98105 206.522.6707
Located just a few blocks north of the U-district, this place has been supplying Seattle musicians for years with top-quality gear and great service. Tucked just off of the main drag, it’s easy to get to from the city and well worth the 20-minute drive from downtown. A throwback to the ’80s, you can’t miss the giant spinning guitar-head sign that’s been around for so long that it’s become a Seattle landmark on its own. This is a small, indie shop with a nice mix of both new and used guitars, as well as some other odd vintage gear that you won’t find at other shops. Despite being fairly large, it also feels slightly cramped since it has a lot of stuff to choose from. Customer service was a friendly “hello” and wave from two of the guys behind the counter, one of whom asked if we needed help. Once we told him what we were looking for, he showed us the acoustic section, gave my girlfriend and I a few options, and encouraged her to pick them up. He seemed to be genuinely stoked to get her into playing music, but wasn’t pushy, and after a minute he told us to look around and that he would be in the next room if we needed anything. With the selection they had, we found two guitars that we really liked. We felt like we could have sat in the shop and played all day without anyone giving us strange looks. This is a musicians’ music store at its best.
DECEMBER 2017
Guitar Center 530 Westlake Ave. N Seattle, WA 98109 206.287.9100
By far the biggest of the four places we visited, this is where you can go for things like picks or extra strings, if you don’t have time to run up north. I know it carries what I need, and this Guitar Center is open most nights until 9 p.m. and located just south of Lake Union in Downtown. The salesgirl came up to us quickly and not only showed us where the guitars were, she showed my girlfriend some of the pros and cons of various models and neck sizes. She was well informed, yet didn’t make my girlfriend feel stupid for asking what a “cutaway” meant and why she would want a guitar with one. The customer service was tremendous overall.
American Music 4450 Fremont Ave. N Seattle, WA 98103 206.633.1774
Unfortunately, we visited American Music on a day that the store associates were not in the mood to speak with or deal with customers. We walked in, and no one said “hello,” so we looked at a few acoustics in the main showroom before finding the acoustics on our own. While American Music had a nice selection, there was no one around to help us at all in the 15 minutes we sat in there playing various instruments. Finally, we came to the conclusion that it just wasn’t a good day and left without saying a word. For a small place that is normally staffed with friendly and enthusiastic people, based on prior visits I had, this was a major letdown. It may have been only a bad day, however.
MUSIC & SOUND RETAILER
Dusty Strings 3406 Fremont Ave. N Seattle, WA 98103 206.634.1662
I have only been in Dusty Strings once before. This place does not sell cheap instruments. That does not mean that it doesn’t sell affordable guitars, it means that if it sells an instrument, it’s going to be top of the line. That’s not to say it’s a bad thing. High-end product has made a comeback along with the economy, and many NAMM Show speakers have alluded to aiming to sell low-end products or high-end products, with nothing in between. Located just north of the Fremont Bridge and in a basement, you could easily walk right by Dusty Strings and not notice it. Once you go down the stairs, you get the vibe that you are walking into someplace special. Opening the door strums a guitar hanging above you that lets the staff know they have guests, as well as letting you know that you are very much in a boutique music store. Signs are posted that ask that you please take off your jacket before playing the instruments, since most of them cost more than I make in a month and are, for all intents and purposes, functional works of art. Customer service was top notch, and the salesperson was very easy going and approachable without any pretentiousness. After he showed my girlfriend a few options for a Spanish guitar, he took the time to sell me on one of the new plastic ukuleles that they carry, and it sounded as good as promised. This is not where you go if you think that maybe you might want to sorta kinda learn how to play guitar; this is where you go to make an investment into a top-of-the-line instrument that will sound amazing for a few generations.
The Sale
If you live in Seattle, you have a lot of options depending on what you are looking for and your price range, and there are many other stores that are worth the time to check out. Each place that my girlfriend and I checked out had its pros and cons, and it’s really a matter of what you’re into. Guitar Center had a great selection of the Spanish-style guitars that we wanted, in our price range and with a variety of options, such as neck sizes and pickups. Also, the salesgirl wasn’t pushy and really took the time to ask my girlfriend a lot of questions, so that she could help her find a great guitar. American Music knew we were in the store and not a single person took the time to check on us or say “welcome.” We were in there for a good 20 minutes and, even though it is a large store with a decent selection of both new and used gear, the lack of customer service bugged me. Dusty Strings was by far the nicest store we visited and also had great customer service. The staff was warm and, while it doesn’t have as much in terms of selection compared to the other stores I visited, everything in the store is top of the line. It was close. We had a good experience overall in three of the four stores. If I had to take my pick, I would have to say that The Trading Musician would be my first choice. The store might be a bit crowded, but it has a great selection of both new and used gear with the kind of service that encourages people to play instead of intimidating them. Even though it’s a smaller store, you will want to plan on spending at least an hour in there looking at and trying instruments and talking with the staff. Chances are that you will walk out with a great guitar at a fair price, along with some helpful advice from a friendly saleseperson. Happy holidays. I’ll see you in 2018 for The NAMM Show issue in January. M, my boss, has already determined I will travel to Music City, Nashville, Tenn. 55
I N T H E T RENCHE S
MAINTENANCE VS. BUYING NEW By Allen McBroom
When I was 15 years old, I got my first car. It was a brown-and-white, four-door 1958 Chevrolet Biscayne. It had been my grandfather’s car, and it probably had never sped past 35 miles an hour. The 283 V8 under the hood purred like a kitten, and the three-on-the-three shifter was a little sloppy. But, on the right gravel road, second gear would smoke the tires into oblivion. Pretty soon, I had to buy new recaps to replace the slicked-up tires on the back, and my dad gave me my first lesson in car ownership: Maintaining a car is cheaper than buying a new car. Check the tire tread, check the air in the tires, check the oil, don’t ride the clutch, etc. Proper care and good maintenance would make my car last almost forever. I guess the lesson stuck with me, because my 311,000-plusmile Ford Explorer still runs like a champ. Its first owner was my partner, Tony, and he was meticulous in the maintenance of his ride. When I bought it from him, I continued his maintenance schedule, and now I can see the results of good maintenance every time I crank it to drive to work or home. What has all this to do with the MI business? Everything. Maintenance is far cheaper than buying new when it comes to our customers. One workshop I
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attended had calculated the cost of advertising to gain one new customer in MI retail. I don’t recall the exact number they gave, but it was in the hundreds of dollars. I was kind of shocked. Keep in mind that once you’ve spent a wad of cash to acquire a new customer, you now have to get that customer to buy enough product to recover what you spent getting him or her into the store before you can break even on that one customer. Ouch. While getting new customers is always a great idea, even if we have to buy them by spending advertising dollars, I think an even better idea is to maintain the customers we have. They are already coming into the store or calling on the phone, so the hard part is done. So, how do we maintain an existing customer? It’s actually a lot easier than you might think. Customers, most of the time, are easily maintained by a few simple acts on our part. Calling them by name is a good maintenance measure. Offering them a cup of coffee is another. You can imagine other ways, but they all add up to simple, plain-old friendliness and kindness. Treat each customer, regardless of station, skill level or perceived depth of pocket with the same degree of courtesy and friendliness. Yes, I know we all get customers who can make that a lot easier said than done, but in the long run, we need to do that. Every. Single. Time. To be completely honest, on occasion, I may want to tell a singularly special customer to take a long walk off a short pier. Maybe he’s been beating me down on price, or telling me how great Amazon is, or telling me we’re not much of a store because we don’t stock the left-handed, solid-teak bouzouki he saw in his latest issue of Bouzouki Monthly. But, I can’t tell him that. I won’t tell him that. Even though it might leave me with a modicum of satisfaction to give him the great heave-ho, that’s the worst thing I could do for the store. Why? Well, think about it. Let’s say ole Bubba wears you out for not stocking his favorite camo bass strings, the ones he’s never seen, but knows they exist, and they are the best, because his buddy told him about them. You’ve got a decision to make about Bubba. You can tell him to take a hike, because there’s no such thing as camo bass strings (at least not yet), and be happy His Royal Duh-ness has left. That’s one route you can take. While you may experience a momentary spark of exultation that you no longer have to listen to Bubba, you’re now faced with shelling out hundreds of dollars in advertising to replace him, and sacrificing the first bushel of cash the new guy spends with you to recover the cost of that advertising ... oh, yeah. Giving “Ole B.” the heave-ho no longer sounds like such a great idea. Let’s try this one. Put yourself in the customer’s place. Bubba sincerely wants to own a set of those bass strings. Instead of telling him they don’t exist, tell him you’re not familiar with that set. Does he know the brand name? Can he call his buddy and get some more info on them? You’d love to help him out, you just need a little more to work with. Now he knows you’re working to help him, and he has something to look forward to. Now Bubba’s happy, and he’ll go home, get on Facebook, and tell everyone how great you are down at the music store, instead of telling them how much of a jerk you are. And stupid, because you’ve never heard of camo bass strings. Last week an older gent came into the store, and bought two sets of electric strings. This week he came back with the same two sets, both open, and tells us they are too heavy for him, can he swap them for a lighter gauge? Our immediate answer was, “Yes, sir. We’ll be glad to do that for you.” The opened sets became shop strings (which we will sell on restrings), he got the strings he really wanted and we came out smelling like roses. It cost us nothing to trade two new sets for two open sets. We just had to think, “If this was me, what would I want them to do for me?” And, that’s what he did. While we were talking, the gent saw a ’57 RI Strat we had hanging up, and liked it. He may come back later and buy it. One thing is for sure, though: If we’d told him we weren’t going to swap those strings for him, he definitely wouldn’t have come back. Maintaining your customers is not only less expensive than buying new ones, it’s the easier thing to do. Take whatever time it takes, spend whatever money it requires, and make sure your customers always see you as the guy who makes thing right. If you decide to go the other route, please give them our address. We’ll be glad to see them. DECEMBER 2017
SHINE A LIGHT
Zeswitz Music 100 Gibraltar Road Reading, PA 19606 877.480.8224 zeswitzmusic.com Zeswitz Music just added the 18,000th Instrument to its rental fleet — let the trumpets blare! Randy Shayler
Mon. – Thu. 10 a.m. – 7 p.m. Fri. 10 a.m. – 6 p.m. Sat. 10 a.m. – 4 p.m Randy Shayler, CEO
THE HEAD OF THE CLASS By Michelle Loeb
Unlike the owners of most musical instrument stores, Randy Shayler is not a musician. Beyond some childhood piano lessons and a stint playing clarinet in the school band from fifth to ninth grade, Shayler has no musical background to speak of. What he does have, however, is a strong knowledge of business and finance that, combined with the more musical backgrounds of Zeswitz Music’s 32 employees, has helped make the 94-year-old store stronger than ever. “When I graduated from the MBA program at Harvard Business School, I founded a private equity fund with the mission to find, acquire and operate a family-owned business. I was especially interested in purchasing one from an owner looking to retire,” explained Shayler. He was originally interested in the construction equipment rental industry before coming upon Zeswitz Music in 2013. The store was
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originally founded by luthier and violin maker William Zeswitz Sr. in 1923, as a one-person enterprise, and the Zeswitz family went on to be a pioneer in the instrument rental and school services business before selling to the Brook Mays conglomerate in the early 2000s. Following Brooks Mays’ bankruptcy, the store was sold to Rayburn Music of Boston, from which Shayler purchased it. In the four years since taking over as CEO of Zeswitz Music, Shayler has worked hard to strengthen and streamline the store’s business model, making sure it offers the best possible products and services to their clients. “We’ve worked hard to improve the quality of instruments we rent, reduced the time it takes to fix broken instruments, improved the reliability of repairs and increased responsiveness to parents,” said Shayler, who generates School Service Report Cards in order to track and share these metrics with schools in more than 50 school districts in Pennsylvania, New Jersey and Maryland. “Our philosophy is that if we do our best to support educators’ success with their students, all our business objectives will take care of themselves,” Shayler continued. “We do this even when it’s not profitable. For example, we offer repair turnaround time guarantees to our educators, and if we miss one of our self-imposed deadlines, the repair is free.” “We don’t miss very many deadlines,” Shayler continued, “but when we do, we don’t think we earned our fees, so we don’t charge.” The initiative has helped to keep the Zeswitz repair staff on schedule, as Shayler estimates that last spring, 99.9 percent of its instrument repairs were completed in two weeks or less, and less than half of a percent of their repairs were returned as defective. Repairs are a lucrative part of the Zeswitz business model, but the most successful segment is instrument rentals, which make up 80 percent of the store’s revenue. “In the fall of 2013, we started 4,300 new rentals. This fall, we’re on pace to start around 6,600, and we expect to have around 13,000 instruments on active rentals this year,” said Shayler. “That’s 53-percent growth, which has far exceeded our expectations. I wasn’t sure how quickly we could grow a company during its 10th decade in business, but I’m thrilled with our progress. We’ve certainly taught this old dog some new tricks.” An area that makes up surprisingly little of Zeswitz’s revenue is retail sales. “Whereas the company used to be very focused on its retail storefront, today our single (continued on page 69) DECEMBER 2017
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R E TA I L R E B E L
By Gabriel O’Brien
COMMUNICATION BREAKDOWN
I’ve been thinking a lot lately about information. We live in the information age. We have the internet, computers, smartphones, social media, 24-hour news, email, texting and seemingly endless other ways of obtaining information. The news lately has been dominated with stories about information in politics, and how that information is disseminated. Information is an incredibly powerful force, and the lack of it, as much as the content, can be pretty destructive. Given this, it’s more important than ever to not only effectively communicate with each other in the nuts and bolts sense of following through with communication, but it’s also important to make sure we’re delivering the information in the correct context and via the best medium. This can be a complex and difficult thing to navigate, especially given that dealers often now start off any transaction handicapped without knowing it. Almost from the get-go, the expectation of consumers is that something will go wrong, which requires we work twice as hard to deliver. I’ve talked previously about user reviews, and why consumers turn to the internet to find information, even if it means never knowing whether their information is coming from an expert source or just someone who has nothing better to do. The bigbox store experience and bad retail experiences in general have bred mistrust between sales staff and consumers. Much of that is due to corporate policies constraining the staff’s ability to, as Chuck Surack would say, “Do the right thing,” or a lack of knowledge on the part of the staff. The third rail, however, is effectively communicating and contextualizing information. I cannot begin to explain how many times I’ve been given bad information by someone in other retail stores, or haven’t been able to get information at all. Similarly, I’ve struggled with lost or delayed orders, unsympathetic staff, and what I perceived as out-and-out lies. Chances are, you’ve had similar experiences. We tend to think of these only as problems in other industries, but a few recent situations reminded me that communication problems abound in our industry, as well. I recently sold a guitar on Reverb. It was a model we’d received in 2016 that was an orphan. I found a buyer, made said buyer a good deal and he messaged me when he received it to report he was happy with it. However, a few days went by, and I received an angry message from him. He’d contacted the manufacturer, who I won’t name, and had them run the serial number, which revealed the guitar had been manufactured and serialized in 2015. I did my best to explain that my shop had received the guitar new from the manufacturer in 2016, and that overseas-made guitars often take months to reach our shores, but he had already drawn his own conclusions. The information he’d been given was correct, but incomplete and, without being properly contextualized, made it 60
appear I’d done something wrong. I was able to find a resolution he was satisfied with, but it nearly cost me the sale, and definitely cost me profit dollars. In another recent example, I ordered a product from a manufacturer I’ve done business with and been in close contact with for years, and even given awards to. The product was backordered, and I was given a due date of two weeks. The due date passed, so I emailed my rep to get more information and place an additional order, only to find out my rep was gone. The company had switched to outside distribution, eliminated most of its inside sales team, and had no record of my order. To make matters worse, they asked for dealer paperwork before they’d ship me anything, which couldn’t happen until they were finished moving warehouses across state lines. No one had informed dealers this was happening, nor that it would disrupt our ability to get products, nor that I’d need to fill out new paperwork for a brand I’d carried for years. I cancelled both orders and found alternative products for my customers that were readily available. In another recent instance, I was asked to provide a quote to a house of worship in writing. The rep gave me an email address, and I assured them that I’d email it that afternoon. However, the email address I received was incorrect. It was written down, and I was positive I wasn’t misreading it. To make matters worse, they failed to write down a phone number or the name of the church, and I failed to notice and ask. I was at a loss and had to wait for them to call in and ask where their quote was. Now, I could say this was entirely their fault, but that wouldn’t be true. Had I been better at managing the information, and made sure I had redundancy, I’d have been able to deliver the information on time. Not long ago, I wrote about Sweetwater and its use of customer relationship management (CRM) software to keep notes on potential sales contacts, which is something I’ve discussed with other MI retailers, and non-MI players, since. While I don’t think full-on CRM use makes sense for every level of retail store, better preparation makes it easier to keep track of information and makes being ready for the intangibles that come our way a little easier to deal with. Proper communication is key for successful relationships, both between vendors and dealers, and between dealers and customers. When information isn’t correctly managed, effectively delivered or isn’t delivered at all, it can create unnecessary headaches for everyone, most significantly for the customer. We have to get better at sharing information, and doing so in a more effective and thoughtful manner, or we risk becoming a victim to the same trends that have affected other retail channels. What are some ways you think we can more effectively manage communication to avoid pitfalls like these? Write to me at gabriel@larrysmusiccenter.com. DECEMBER 2017
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V E D D AT O R I A L
TODAY’S MI EXPERIENCE
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REP
N I S E AT B U
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In our last episode, we talked about listening to consumer needs, as we rethink business models and move forward to the next iteration of the music products industry. In addition to a focus on needs, we also should pay close attention to consumer barriers: the systemic roadblocks that prevent our potential customers from reaching us, and the practices that our existing customers dislike. We’ll leave the barriers to entry (time constraints, expense, perceived difficulty, etc.) for another discussion. This month, I want to focus on the things that drive customer dissatisfaction. Here’s the short list, gleaned from direct contact with customers, of course, but informed by studies and surveys, including the American Customer Satisfaction Index. While most of these gripes apply to retail as a whole, they also hit the music industry upside the head. Customers want to communicate their preferred way. You may be proud of being progressive and media-enabled, and rightly so. If you don’t use text, email and social media to connect with your customers, you will miss out. But beware of turning the page (in itself an aging metaphor) on the old ways of communicating. There are still many people who prefer a phone call — even though there are now many who never talk on the phone. Wide swaths of consumers are not on Twitter, Facebook or Instagram. Sure, if your target demographic is the 16-30 age bracket, you can be all cuttingedge. You will, however, be closing the door on many potential customers, if you focus solely on the new channels. Consumers want a good shopping experience, but despair of finding it. Decades of understaffed stores, poorly trained associates, and lackluster merchandising have taken the fun and wonder out of many retail experiences. When going to a store has all the glitz and stimulation of a trip to the license bureau, who can blame people for going online? At least you can shop in your underwear with a glass of wine. (Note: NOT a suggestion for a new store concept.) We need to dramatically raise the bar on our shopping experience. Convenience is often more important than price. I doubt we’ll need 24-hour music stores in the near future (never say never), but we’re often clueless — or cavalier — when it comes to when consumers want to shop. The number of stores in our industry that open after
SS
By Dan Vedda
10 a.m., close at 6 p.m., take multi-day holiday breaks or Crucial to repeat even close “for vacation” in summer is ridiculous. This business, and more isn’t the 1970s. People are crushingly busy, and they get angry, not disappointed, when a store does not have important than price, hours, convenient hours. Studies show they will shop at a store displays or even specific that fits their schedule rather than change their schedproducts, is the way we ule to save five percent. People will also pay (a little) extra to have repairs done faster or to hand off chores treat customers as people. like restringing or cleaning. And remember, Amazon is always open. Always. At the same time, there’s a growing surcharge backlash. People are fed up with add-on fees and subscriptions that don’t feel valuable. Coming up with an “Amazon Prime”-style membership fee would be ridiculous in brick-and-mortar MI because the optics are different: It’s likely that Prime members would feel they are paying extra for services they already expect. The inverse is even more likely: non-members can feel they get substandard service. I’ve already seen one store in our market tout the “top service” one gets, if the instrument was purchased from them. The implication? If you didn’t buy from them, go to the back of the line. Charming. Even if we avoid or solve — or at least mitigate — these customer pain points, forwardthinking stores will need to do a lot of extra outreach to convince customers that an improved, customer-centric shopping experience is available. After so many years of lackluster retailing in the marketplace (often amplified by problems specific to the music industry), we must regain consumer attention. It’s been diverted by the bright and sparkly internet, and even those disenchanted with the cornucopia of online goods don’t know who we are, where we are or what we do. They think Keith Urban comes to their house to give guitar lessons. In my opinion, this is the biggest challenge facing industry growth. Certainly, there’s plenty to be concerned about as you check off the list: CITES regulations, school budgets, currency exchange, financing, counterfeits … we have more problems than Jay-Z. But without a steady stream of customers, it’s pointless to try to solve them. Of course, if we design our approach, do our outreach and get customers into our stores, it’s only a start. We have to get them to return for a second visit — and hopefully many beyond that. Crucial to that repeat business, and more important, in my opinion, than price, hours, displays or even specific products, is the way we treat customers as people. Music isn’t a food/ shelter need, but for most people participating, music isn’t just a way to pass the time. It’s important to them, even the beginning adult violin student. These people want to talk to someone who recognizes that and treats their needs. That isn’t easy. It requires special people, and we’ll talk more about that next time. What have you done to improve the customer shopping experience in your store? Let me know, whether it’s a process, program or a display pic, by posting on the Veddatorial Facebook page at facebook.com/veddatorial. Let’s talk about ways to move our industry forward. DECEMBER 2017
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BIGGER THAN EVER: WINTER NAMM SET TO ONCE AGAIN BECOME THE “CROSSROADS OF THE
Ad Index
Company
Pg
ADAM HALL...............................39 ALFRED PUBLISHING..............23 AMAHI UKULELES...................31 AUDIX..........................................53 BOURNS PRO AUDIO................69 CABLE PORTER.........................68 CHAUVET LIGHTING................57 CHEM-PAK..................................42 CHESBRO MUSIC.......................25 D'ADDARIO.................................17 D'ANGELICO GUITARS.........C-III DEXIBELL...................................61 DREAM CYMBALS....................42 EPIPHONE...................................11 FLOYD ROSE..............................12 GALAXY AUDIO........................5 GATOR CASES............................9 KALA BRAND MUSIC CO........43 KANILE'A 'UKELELE................44 KYSER MUSICAL PRODUCTS...............................52 LEE OSKAR PRODUCTIONS....45 LOOG GUITARS.........................49 MANHASSET SPECIALTY COMPANY................................8 NAMM.....................................14-15 ODYSSEY INNOVATIVE DESIGNS...................................33 PEAK MUSIC STANDS..............67 PEAVEY.......................................59 PRESONUS..................................21 PRO X...........................................35 QSC AUDIO.................................47 RAIN RETAIL SOFTWARE........16 RCF...............................................C-II REVERB.COM.............................7 RIVERSONG GUITARS..............69 SENNHEISER..............................27 SHURE.........................................19 TASCAM......................................29 TECH 21.......................................37 THE CAVANAUGH COMPANY.41 TKL PRODUCTS.........................18 TRUSST........................................20 U.S. BAND & ORCHESTRA SUPPLIES.................................22 VOCOPRO....................................13 WD MUSIC PRODUCTS............10 WESTCO EDUCATIONAL PRODUCTS...............................43 YAMAHA................................ C-IV ZILDJIAN.....................................30 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 cover) represented across the entire NAMM Show Campus, from Yamaha Commercial Audio at the Marriott to the ACC Halls A & B, as well as levels two and three, the arena, the Hilton, and now the ACC North levels one and two. Joe Lamond, president and CEO of NAMM, told the Music & Sound Retailer that an expansion was overdue and will be a great addition for those in attendance, a number that reached a record 106,928 registrants in 2017. That record could be broken again in January. “The reality is, the halls were virtually the same since 2001. That’s the last time there was an expansion,” he said. “It’s been awhile. It’s been needed, as we have been pretty packed to the gills. It allows us to accommodate growth and also reconfigure a bit. We’ve heard a lot about remodeling stores. We’ve learned a lot in the last 17 [Winter NAMM] Shows regarding how the industry is changing and how we can better reflect the needs of dealers trying to do business at the show. Lamond continued, “The new hall is spread out a bit. We organized some of the industry categories to make it more efficient.” NAMM’s president and CEO also stressed he believes the show floor will be quieter than in past years. “We are trying to hit one of the biggest issues people have brought up to us about it being too loud. We make some products that are really loud [in this industry],” he acknowledged. “We are segmenting product segments a little more, and even using materials for signage that is sound baffling. Spreading things out more will make it more business friendly on the floor and bring the volume down a little bit.” Expect retailers to have a more productive time on the show floor compared to past years, Lamond added. As for opportunities for retailers to expand their businesses, he pointed to impressive growth in pro audio, lighting and event technology. “We’ve all seen what happens with products that can be commoditized,” stated Lamond. “That’s not helping independent retailers in a lot of ways. But what they can look at it is as an expansion of their businesses by getting more involved in events. Many already do and are very successful. Having more of those products on the [show] floor can be a great help. Being involved in events, rentals, sounds and lights, whether it is concerts, meetings or houses of worship, can be a great place for retailers. Independent dealers can be an expert in that space. The expansion we have in 2018 will really help dealers capitalize and grow in that market. It’s a positive thing for retailers to get involved with.”
Talking About My Education
Always going hand-in-hand with visiting NAMM Show booths, and one of the main reasons MI retailers attend the show, is the educational component. Lamond stated Zach Phillips, NAMM’s director of professional development, has put together a great NAMM University lineup. At Summer NAMM, Breakfast Session speakers spoke on how a retailer should focus on making their store an experience, as opposed to simply selling MI products. What will be the main theme at next month’s show? “Risk will be a main component of the Breakfast Sessions,” responded Lamond. “Where does risk come into play, especially in an environment that’s changing as fast as ours? What is the role of risk? How can our industry take more calculated risk? Are we taking enough risk as an industry? Today, it seems like to get something, you have to bet something.” Switching gears to before the show starts, on Jan. 24, NAMM will host its Retail Boot Camp, another outstanding educational source for retailers. “The all-day sessions on Wednesday will be an immersive, how to be a better retailer [training session], which will cover sales, finance and management,” Lamond noted.
The NAMM U and Retail Boot Camp will certainly not be the only source of education at the NAMM Show, however. In fact, NAMM has tripled its educational output via the addition of the AES Conference at NAMM and ESTA (Entertainment Science and Technology Association) education and training, which will cover several topics, such as lighting, staging, rigging and all other aspects of event production. NAMM members can take advantage of all three of these educational resources. “The tricky part will be getting the app and scheduling your time way in advance to make sure you can fit it all in. The NAMM Show is one place you can get so much done from an educational standpoint. We think it’s one of the most important reasons people would leave their store, get in the car, get on a train or get on an airplane, and make the trip to Anaheim,” Lamond said. “I can’t overstress the importance of education, especially at a time like now. Everything is changing. Rules are being rewritten. People are making bets on future technologies and the future direction. To do that, you need to make calculated bets.”
Talking About the Next Generation
Another NAMM Show focus will be the next generation of MI retailers. As the Retailer mentioned in its October editorial (October issue, page 6), the next generation is a topic that retailers have mentioned as an industry concern on multiple occasions. Lamond provided assurance NAMM will be zeroed in on this topic at the show next month. Approximately 3,000 music business students will be in Anaheim, he said. “They are eager to figure out where they fit in,” stated Lamond. “Some will go work for existing companies when they graduate. We’re hoping to encourage many of them to start their own businesses. I call this the gathering of the tribes. New, young, excited people. More than 90 of them will be on NAMM scholarships that will be coming to the show. We have a process of essays and applications where we try to pick applicants likely to be future stars. Music educators will DECEMBER 2017
GLOBAL INDUSTRY” Photos by Jesse Grant, Getty Images for NAMM
“[The NAMM Show] is the catalyst that excites the industry. It gets dealers fired up and educated for the year ahead. It’s the mix of all those people together. It’s more than the sum of its parts. That’s Gayle Beacock and Ron Manus
the secret sauce.” — Joe Lamond, president and CEO.
Stevie Wonder
Apple Co-Founder Steve Wozniak
be another crucial component of those attending the show.” In all, the four-day NAMM Show represents the “crossroads of the global music industry,” asserted Lamond. “I think that’s the spark,” he said. “It’s the catalyst that excites the industry. It gets dealers fired up and educated for the year ahead. It’s the mix of all those people together. It’s more than the sum of its parts. That’s the secret sauce of the NAMM Show.” All of these people, more than 100,000 strong, can of course expect huge entertainment events once again, as well. Lamond hinted a great event is set to take place Jan. 26.
The Hollywood Vampires
Safe and Sound
Lamond marveled at how well the NAMM staff has done in producing a successful show. “Our industry is good at doing productions,” he said. “Our goal is to be that stable, reliable and, in many ways, predictable platform. You can count on it every year. Our members are coming up with great new products. Dealers are taking a risk with the expense of coming to the show and getting something out of it. We make sure the retailers know that in the end of January they will be in Anaheim. They will see the people they’re going to see. They will see great products. MUSIC & SOUND RETAILER
Visit us at NAMM Booth #9940
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Ronnie Spector Actress Kate Flannery and comedian Dave Foley
Johnny Depp and Joe Perry
The popularity of ukuleles continues to grow.
They will have education they can’t get anywhere else. They will also reignite the camaraderie and see their friends. They will celebrate the career path they’ve chosen and feel good about the path they’ve chosen. Music brings a lot of good Billy Bob Thornton things to the world.” It’s a large responsibility for NAMM to convene more than 100,000 people. “We need to make sure they are fed, entertained and educated, as well as kept safe,” Lamond said. “It’s an exciting production. To gear up for the show is really exciting.” He added that recent tragedies have changed all of the rules of event planning, and assured attendees that NAMM has implemented all best practices in terms of security. “Our goal at NAMM is to be behind the scenes, so that our members have a seamless experience. Our goal is to make it so seamless that everyone has fun and gets everything done without even knowing we’re behind the scenes.” Lamond concluded by reflecting on what he personally loves the most about the trade show. “We have a small team here [at NAMM]. To me, one of the most exciting things is to see them shine. The team here just gets it done. It’s amazing to see, and I get a lot of personal joy out of that. We have several people who are just starting their careers and are in pivotal roles. They come in to the show wide-eyed, and by Sunday night they look like Moses coming down the hill with tablets,” he joked. “After the show, I can see the change, and they are wiser and better employees.” “It’s also a family reunion,” Lamond continued. “Seeing so many people is a highlight. And then there is the tribute. Thursday night, we honor those who have passed. At the end of the day, it’s all about people. To have that tribute where we take a moment, pause, collect with the families and celebrate the lives of those who have passed is very important to me. The highlight to me is always the people.” 68
DECEMBER 2017
SHINE A LIGHT: THE HEAD OF THE CLASS
(continued from page 58) 23,000-square-foot location is mostly warehouse space for our instrument fleet,” said Shayler. “In large part, the physical business is used to house inventory that the education representatives need for their music educators. Most of our customers never visit our location, simply because they don’t need to.” Instead, the focus is on weekly service at schools, creating valuable face-to-face time with
educators. In addition, Zeswitz Music holds many events for educators and students to interface with the store’s employees and gain firsthand access to the instruments. These include a “pro show” taking place each holiday season to encourage students to upgrade their instruments, as well as a twice-yearly Music Educator Symposium, which invites music educators from surrounding districts to participate in a day
UNDER THE HOOD: CERWIN-VEGA’S CVE SERIES
(continued from page 70) type of music being played and the system’s sound pressure level. “CV engineers realized that there is a vast variety of music selections and levels that could be played at any given event, so they came up with a set of algorithms that will adapt the system to the type of music [being played] and the level it is being played at. This ensures the highest level of performance from the system in any scenario, whether you play at background level or you crank it,” he explained. And, for those times when you need to crank the system, CVE Series models feature CerwinVega’s “CV Loud Limiter” technology to prevent distortion. “The limiter is there to protect the system,” said Karsten. “We trademarked one of our claims and taglines: ‘Loud is beautiful... if it’s clean.’ That means we want to provide great sound, even at high levels. No matter what level you play the CVE, it will always sound balanced and clean.” Each CVE Series model is powered by a 1,000-watt Class D amplifier that works in tandem with the unit’s DSP to improve clarity and reduce distortion, as well as helping to keep the overall weight of the system down and prevent it from overheating. “Traditional Class AB amps used to have lower THD [total harmonic distortion] than early Class D, but they are heavy due to the power supply and, in addition, are very inefficient. We decided to utilize modern D Class amps, as their efficiency is greater than 90 percent, and their power dissipation is very low,” said Karsten. “In combination with our current platform and DSP, we achieve amazing clarity and very linear behavior. MUSIC & SOUND RETAILER
Altogether, we ensure very good transient response over all frequencies. We conducted extensive power and heat tests before releasing the CVE. Even at high outside ambient temperature, where some competitive amps went into standby, our amps still continued to perform.” The CVE Series comprises three full-range, two-way models that vary in the size of their woofers; models with 10-inch (CVE-10), 12-inch (CVE-12) and 15-inch (CVE-15) woofers are available. All speaker models feature polymer enclosures, as well as a one-inch compression driver coupled to a 90-degree high-frequency horn. An 18-inch subwoofer model (CVE-18s) is also available. “With 124dB on our CVE-10, and the low end rolling off at 50Hz at -10dB, we offer impressive performance on the smallest model of the range,” concluded Karsten. “I believe it is fair to consider running a party of 100 people with a pair of these 10-inch tops, especially when you can use the integrated DSP to your advantage. The CVE-12 runs down to 44Hz, at a peak of 126dB. Most times when [we were] doing demos [with the CVE-12], the listeners assumed that a separate subwoofer was engaged, and were surprised that it wasn’t. Putting a pair of [CVE-12s] out for 150 people seems about right. Add the CVE-18s subwoofer, and you can make the earth shake at 26Hz, and easily make 250 people at any wedding party happy.” The MAP of the speaker models is $329 for the CVE-10, $399 for the CVE-12 and $499 for the CVE-15. MAP for the CVE-18s subwoofer is $699. All models are available now.
of professional development and continuing education. “We recruit presenters and clinicians from near and far to provide insights and best practices that educators can use to increase their impact on students,” explained Shayler. “It’s free of charge to educators, and it’s our way of helping them sharpen their skills.” Zeswitz reps can also be found holding instrument petting zoos at their various schools. “When students in our schools come of age musically, we bring in the instruments, and the kids and their parents get to see, touch and test them,” said Shayler, who serves on the board of directors of the Reading Musical Foundation. “It’s exciting to watch their reactions and see the teachers encourage artistic opportunities.” Looking ahead, Zeswitz Music is committed to serve even more school districts and continue
its mission to promote music education, whether it be through its various accounts or through sponsoring programs, such as the Reading Musical Foundation’s Operation Replay program, which accepts donated instruments from the community, refurbishes them and provides them to students in local schools who otherwise would not be able to afford to play. “Over the last four and a half years, we’ve built a structure of systems and processes around what we do best, and that’s helped us to do it even better,” said Shayler. “Internally, we talk a lot about the difference between being a caterer and being a short-order cook. Like a short-order cook, there are still some things we have to do on demand to be responsive and serve special needs, but we want to be the kind of company that’s reliable, dependable, and efficient enough to make a big impact and serve a big market.”
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69
UNDER THE HOOD
CERWIN-VEGA’S CVE Series By Anthony Vargas
When it comes to loudspeaker design, simplicity is often the best policy. That’s because, while everyone appreciates a great-sounding sound system, they don’t necessarily want to do the hard work required to set one up. Rather, they want speakers that sound great, but are simple to transport, simple to install, simple to set up and simple to use. Cerwin-Vega took this preference for simplicity, combined with a desire for high-quality sound, to heart when designing its new CVE Series of loudspeakers. The CVE Series tagline, “Technology Simplified,” not only illustrates the power of simplicity as a selling point, it also exemplifies the central ethos behind the creation of this particular family of products: Users want both great sound and ease of use. “There are so many speakers on the market with complicated displays and dial-knobs, or endless menus to scroll through,” said Nils Karsten, director of market development for Gibson Pro Audio and Cerwin-Vega. “Especially in [the consumer] market, we found that users enjoy simplicity and ease of use. And even
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though the CVE Series is driven by advanced DSP [digital signal processing] and loaded with technology, the simplified, yet effective, control panel allows everybody a quick, efficient setup. The CVE Series also offers the performance and sound quality that Cerwin-Vega is known for, and that will make every party shake.” The CVE Series prioritizes ease of use, leveraging DSP technology and a streamlined user interface to enable even novice users to tailor the system to a variety of environments and applications. According to Cerwin-Vega’s director of loudspeaker engineering, Craig Hockenberry, “The CVE Series is driven by advanced DSP. But its simple, effective control panel allows quick, efficient setup. Just push one button to tailor your sound to any environment.” Karsten added, “We wanted to offer easy access to the DSP and all of its features with the least amount of complexity, so the user interface is very smart. In addition, we decided to invest the money into greater performance and reliability, rather than into a display and encoder.” CVE Series models feature two combo XLR/TRS mic/line inputs, and they are compatible with Bluetooth wireless audio streaming. “We offer individual gain control on the two mixer inputs, and a separate volume control for the Bluetooth input,” said Karsten. “That gives you all kinds of flexibility, for example, when using a mic and a guitar, and also streaming backing tracks via Bluetooth. You can even daisychain via the mixed output, or pass-through.” The CVE Series also offers five selectable sound settings: Live/PA, Club/ DJ, Mix/Flat, Monitor and Voice. Karsten explained the applications for each of these settings. “Live/PA is for good vocal clarity, and good overall performance. It’s my preferred setting. You really get every nuance of the audio at any level, and it sounds solid and really grown up,” he said. “The Club/DJ setting offers the dynamic bass boost. It’s very useful at the beginning of an evening, when music plays at a lower level. Mix/Flat mode is linear, and great for an FOH [front-of-house] engineer to start with a flat response. Monitor mode is made to cut off some frequencies that are enhanced through floor usage. And Voice is mainly a setting for microphone use without any backing tracks.” Karsten elaborated on the CVE Series’ DSP capabilities, and how the DSP complements the selectable sound settings thanks to algorithms developed by the Cerwin-Vega engineering team that automatically adjust the system to the (continued on page 69)
DECEMBER 2017
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Responsibility — For Protecting the Environment — Like you, Yamaha employees around the world want to live in an environment with clean air and water. So we created a wide range of initiatives that embrace our corporate responsibility and address vital issues, like global warming and biodiversity. For instance, we recycle and reuse factory waste water, plant trees in growing forests, build instruments from eco-friendly materials, cut emissions of greenhouse gases from manufacturing and shipping, and employ ISO 14001 environmental management systems worldwide. We thought you’d like to know because we don’t just work together, we all live together.
Planting new trees is one of many Yamaha eco initiatives.