PAGE 22014 Convention Sponsors

Platinum Sponsors

Gold Sponsors

Silver Sponsors

Bronze Sponsors

General Sponsors

Alfred Music

Anthem Musical Instruments

Antigua Winds, Inc

Arcos Brasil USA

Bakun Musical Services

Concord International Group, Inc.

CSC Products, Inc.

Gator Cases, Inc.

JodyJazz

Kala Brand Music Co.

KMC Music

Legere Reeds

Pearl Corporation

Remo, Inc.

Sabian Ltd.

Please thank our sponsors and support them with your business!

Special thanks for in-kind support to:

A Division ofU.S. Band & Orchestra Supplies, Inc.

Trevor James Flutes

Vic Firth

Avedis Zildjian Co.

Howard Core

Many retailers are experiencing continued pressure from the rising operational costs of doing business as well as declining profit margins from excessive retail and e-commerce competition. George Hines from George’s Music Stores will discuss some best practices involving ways to reduce operating costs and improve margins. We will discuss setting targeted goals to reduce expenses, raise expectations on employee performance, and set inventory ROI (return on investment) goals with an action plan that will improve your bottom line and increase your profit now!

4:30 pm - 5:30 pm4:00 pm - 6:30 pm6:30 pm - 9:00 pm

2014 Convention Program

Jazz music is innovation made audible. In this presentation, John Kao brings innovation to life on stage using speech, music, and audience engagement. Using a piano to demonstrate how jazz is a guiding metaphor for business, Kao “jams” on stage and shares the keys to innovation that he taught at Harvard. These “innovation concerts” have drawn uniformly rave reviews and have been staged at the World Economic Forum’s annual meeting in Davos, Google headquarters, the World Innovation Forum and Xerox Parc. John leverages his status as Yamaha’s first-ever “Artist in Innovation” to combine state of the art technology and leading edge concepts of innovation to create a unique and memorable experience.

Wednesday, April 2 New Member & First-Time Attendee Orientation Bernini Room Registration Hotel Lobby Opening Night Party (Sponsored by Yamaha) Piazza Centrale

Thursday, April 3

7:15 am - 8:00 am Continental Breakfast (Sponsored by DANSR/BGE Financial) Venetian III, IV, V

8:00 am - 9:20 amSpeaker: John KaoRoom: Venetian III, IV, V

Jamming: The Art of Getting Innovation Done (interactive presentation with music)

9:20 am - 9:40 am Annual NASMD Business Meeting Venetian III, IV, V

9:40 am - 10:00 am Refreshment Break (Sponsored by Harris-Teller) by)

Strategies to promote electric strings sales, and a demonstration of the educational & creative possibilities with these instruments.

Information, tips, suggestions, and survival tactics for the road rep in dealing with present day band directors. Times and people have changed and the business of music education needs to. How do we deal with this group/generation? What can we do to help them, the profession, ourselves? Will band programs be as they are now in 20 years? Will they even exist at all? We have to help, change, and nurture for the future of us all. Can Road Reps be a game changer?

10:00 am - 11:00 amIncrease Your Profits NowSpeaker: George HinesRoom: Tuscan I

11:00 am - 11:20 am Refreshment Break (Sponsored by Howard Core) Venetian Foyer

10:00 am - 11:00 amMotivating Today’s Band Director …your career depends on it!Speaker: Frank TraczRoom: Ligurian II & III

10:00 am - 11:00 amElectric Strings in your Stores & Schools: How to Maximize the Growing Interest in Electric StringsSpeaker: Jesus FloridoRoom: Ligurian I

Venetian Foyer

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Are you looking for an out-of-the-box opportunity to increase music makers and revenue? Learn how to integrate guitars & ukuleles into the schools you are already working with. Join Jeff Mozingo of Mozingo Music, David Jahnke of Hal Leonard, and Tracy Leenman of Musical Innovations to discuss ideas, programs, and tools to help you get started & make the most of this non-traditional market.

10:00 am - 11:00 amGuitars & Ukes in the Classroom (non traditional markets) Speakers: Jeff Mozingo, David Jahnke andTracy LeenmanRoom: Venetian I & II

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Thursday WiFi Sponsored by Buffet

Thursday, April 3 (continued)

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The future of physical retail has changed, dramatically! Join Glen Ingles as he expands his discussion with dealers, dealer groups, and his trade publication articles. Glen will surprise you with his observations of what is happening with physical retail, today. Do not expect a simple solution for the future. It will be a difficult change and Glen will discuss this with you. If you’ve read his trade articles, conversed with him, or attended a prior presentation, you’ll want to attend his session!

11:20 am - 12:20 pmReinventing RetailSpeaker: Glen InglesRoom: Ligurian I

12:20 pm - 1:40 pm Lunch Break (Sponsored by Conn-Selmer) Venetian III, IV, V

Social media remains a big mystery to many of us. We know we need to be doing it, but we are unsure how or are afraid of the unknown. Join Nick Averwater (Amro Music), Roger Eaton (Yamaha), and Antonio Ferranti (Alfred Music) for a very special lightning session covering three very important social media topics: 1. How to gain fans. 2. How to protect yourself in a social media world. 3. Tools to make social media easier.

Yes, we know, rarely do the words Walenta, Menchey and standards appear in the same sentence. However, this session will focus on a set of industry e-commerce standards that could really impact your business in a positive and profitable way. Join Robin Walenta and Joel Menchey, both members of the NAMM Ad Hoch Tech Committee and learn about the work they and the committee have done to establish standards for transacting business on the web in our industry. Whether you are a full fledged e-commerce dealer or are just curious about how you can leverage your existing software to shave costs and save time, this session is for you. Then maybe you TOO can have standards!

Get helpful and practical hints for prioritizing your marketing efforts and scheduling for success. Learn some new ideas for reaching your customers and how to manage those efforts within all else that you do.

1:40 pm - 2:40 pmSocial Media Best Practices - Part OneSpeakers: Nick Averwater, Roger Eaton, Antonio FerrantiRoom: Tuscan I

1:40 pm - 2:40 pmSetting a Marketing ScheduleSpeaker: Tracy HoeftRoom: Ligurian II & III

1:40 pm - 2:40 pmWhy It Pays To Have StandardsSpeakers: Robin Walenta & Joel MencheyRoom: Ligurian I This year’s Educational Rep

Olympics features two new Olympic events. The first is a twist on a previously showcased event and the second is completely original. These new events will add excitement for those who have participated before, in addition to drawing in first time Ed Rep attendees. There are four events this year. (1)Instrumental School Recruiting where Ed Reps will have five minutes or less to convince a panel of their peers why they should join their school instrumental music program this upcoming fall. (2)The Ed Rep Road Rage where the Ed Reps will drive three laps on the Wii Mario Kart while calling the store to place an order. (3)Rock N Roll Obstacle Course and (4)Van Loading/ Schlepping where the Ed Rep will be measured on organizational skills.

1:40 pm - 2:40 pmNASMD Olympics VSpeaker: Cris BehrensRoom: Venetian I & II

Most MI products and prices are just a click away for most consumers. This can cause a negative impact on retail store traffic and sales. Customers need additional reasons to shop at your store when there is increasing competition from both other bricks and mortar retailers and e-commerce merchants. George Hines from George’s Music Stores will discuss some best practices that will help differentiate you from the competition and give your customers a reason to visit and keep coming back. We will explore ways to improve the in-store retail environment to create interactivity, events that drive traffic, establish a system to improve your on-line customer reviews, and look at ways to present products that provide a solution based approach that will keep your customers from shopping elsewhere.

REPEAT: Information, tips, suggestions, and survival tactics for the road rep in dealing with present day band directors. Times and people have changed and the business of music education needs to. How do we deal with this group/generation? What can we do to help them, the profession, ourselves? Will band programs be as they are now in 20 years? Will they even exist at all? We have to help, change, and nurture for the future of us all. Can Road Reps be a game changer?

11:20 am - 12:20 pmReinventing Bricks and Mortar Retailing in an On-line WorldSpeaker: George HinesRoom: Tuscan I

11:20 am - 12:20 pmMotivating Today’s Band Director …your career depends on it!Speaker: Frank TraczRoom: Ligurian II & III

Hey Road Rep!!! Do you sometimes feel like a dinosaur relating with your younger directors? Or …do you, as a younger road rep, get frustrated because that older director thinks you simply don’t understand…or you move way too fast for them? In this Road Rep roundtable join with Paul Milliman of Quinlan-Fabish, Doug Stewart of Kidder Music, and Kurt Killion of Swicegood Music as they share their experiences and successes (or failures?) with their multi-generational directors. This is a roundtable so bring your techniques, experiences, and ideas!

11:20 am - 12:20 pmDeveloping Teacher Relationships over Generations Speaker: Paul Milliman, Doug Stewart, Kurt Killion Moderator : Ron KuykendallRoom: Venetian I & II

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PAGE 5Thursday, April 3 (continued)

5:15 - 6:00 pm6:00 - 7:30 pm

New Member Reception (Sponsored by NAMM) Piazza Centrale Reception (Sponsored by Eastman Music Company) Citrus Piazza Featuring the NASMD Sandy Feldstein Big Band

Friday, April 4

7:15 - 8:00 am Gemeinhardt Breakfast (Sponsored by Gemeinhardt) Venetian III, IV, V

9:00 am - 9:20 am Refreshment Break (Sponsored by Manhasset Stands ) Venetian Foyer

Using NAMM’s Vision, Mission and five Strategic objectives as a road map, Joe will explore the role of the school music dealer in lobbying for arts education. By defining the ‘end zone’ of advocacy and sharing real life stories, NASMD members will leave with a better understanding of how the process of lobbying works and why it must be incorporated into their strategic plan.

8:00 am - 9:00 amSpeaker: Joe LamondRoom: Venetian III, IV, V

Lobbying The role of the school music dealer and why it is critical for future success.

GENERAL INDUSTRY MANAGERS/OWNERS ROUNDTABLESRMSALES/MARKETINGSED REPS FINANCIAL

2:40pm - 3:00pm Refreshment Break (Sponsored by American Way Marketing) Venetian Foyer

Don’t miss this All-Star panel discussion with leading journalists discussing the School Music Industry from their unique perspectives. This spirited conversation will cover the past, the present, and their ideas where we are heading in the future!

Smartphone and tablet computer users recognize the importance of running apps on their devices to achieve peak productivity. In this session, you will learn about the favorite apps used in the music industry along with why you should consider installing these apps on your devices. Included in this session are apps for iOS, Android, and Windows powered devices, so do not miss this chance to increase your productivity by putting the best apps to work for you today. Learning Objectives: 1. Learn general and specific apps. 2. Understand the requirements for use at both the store and the road rep level. 3. Discover productive ways to use your mobile devices.

3:00 pm - 4:00 pmSchool Music: An Industry PerspectiveSpeakers: Frank Alkyer, Brian Majeski, Sid Davis, and Christian WissmullerRoom: Tuscan I

3:00 pm - 4:00 pmOur Favorite AppsSpeaker: Randy JohnstonRoom: Ligurian II & III

REPEAT: The future of physical retail has changed, dramatically! Join Glen Ingles as he expands his discussion with dealers, dealer groups, and his trade publication articles. Glen will surprise you with his observations of what is happening with physical retail, today. Do not expect a simple solution for the future. It will be a difficult change and Glen will discuss this with you. If you’ve read his trade articles, conversed with him, or attended a prior presentation, you’ll want to attend his session!

Does social media intimidate you? There’s no road map or blueprint for success with social media, which makes it hard to strike out and try something new. Learn about promotions and ideas from your fellow NASMD members. This will be a great opportunity to ask questions and refine your social media strategy.

3:00 pm - 4:00 pmReinventing Retail Speaker: Glen InglesRoom: Ligurian I

3:00 pm - 4:00 pmSocial Media Best Practices Part TwoRound TableModerator: Antonio FerrantiRoom: Venetian I & II

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Friday WiFi Sponsored by Harris-Teller

Friday, April 4 (Continued)

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10:20 am - 10:40 am Refreshment Break (Sponsored by D’Addario) Venetian Foyer

Learn from these three female school service reps with various years of experience, as they share thoughts and break down just what it is that a female director really wants. Are the challenges different than with their male counterparts? Is the age of the director or school rep a factor? Join Kristal Van Dyke (John Keal Music), Heather Ransom (Art’s Music), and Brenda Rohr (Senseney Music) as they break it down and share ideas to help male road reps better understand and work successfully with the female director. We plan to spice it up a little!

It might surprise you to find out that more than 100% of your profits are being generated by a very small number of your activities. Learn how to find which activities are generating your profit & how to maximize them. You will learn how to breakdown profitability by departments, locations, and even by individual road reps. We will also discuss ways that we can use that information once we have it. What strategic decisions can we make? What metrics do we need to focus on? How can we forecast changes? No advanced finance degree needed for this session.

Continuation of Part I: What are the technologies that are most effective, which ones are strategic and which ones are toys? This update on technology will guide your thinking in this year and beyond. Learn the latest hardware, software, and techniques to improve productivity using technology. Learning Objectives: 1. Identify leading technologies. 2. Make recommendations on technology choices. 3. Understand trends in technology.

10:40 am - 11:40 am“Female Directors: Are They Really Any Different?”Speakers: Heather Ransom, Kristal Van Dyke, Brenda Rohr Room: Tuscan I

10:40 am - 11:40 amTechnology CookbookPart IISpeaker: Randy JohnstonRoom: Ligurian II & III

10:40 am - 11:40 amNo Finance Degree RequiredSpeaker: C J AverwaterRoom: Ligurian I

Bundle up for a warm customer acceptance! Your customer has already spent the money on the main purchase and may resist investing in accessories, even after educating them on how it improves their experience or enhances the main product. One way to make the deal more enticing is to bundle. That is, you need to combine two or more different accessories together at a reduced price. Bundling is the easiest way to get more accessories out the door and increase your profit per sale. The customer sees this as savings and great value. Everyone wins. This roundtable will discuss ideas on how to increase your accessory sales. Bring your proven ideas and tips to share with others.

10:40 am - 11:40 amBundle Up…It’s Cold Out ThereRound TableModerator: Connie SmithRoom: Venetian I & II

Many of the major provisions of the Affordable Care Act become effective this year. NASMD attorney Jim Goldberg reviews the current status of the law and regulations and offers compliance tips and traps.

On his second day of work at his new job Robert Christie was called into the boss’ office. She looked across the desk and said, “ We need to find a way to make our shop more profitable. You’re supposed to be smart, go find me the money we’re not making.” Simple solutions always appealed to him so Robert proposed five small, simple changes to the way repairs were handled. Ten years later, not only does the store continue to use these ideas, Robert owns the company, A&G Central Music. In this session, we will discuss these simple ideas and how they can add to your bottom line.

What are the technologies that are most effective, which ones are strategic and which ones are toys? This update on technology will guide your thinking in this year and beyond. Learn the latest hardware, software, and techniques to improve productivity using technology. Learning Objectives: 1. Identify leading technologies. 2. Make recommendations on technology choices. 3. Understand trends in technology.

9:20 am - 10:20 amAffordable Health Care Act: Where are We Today?Speakers: Jim GoldbergRoom: Tuscan I

9:20 am - 10:20 amTechnology Cookbook Part ISpeaker: Randy JohnstonRoom: Ligurian II & III

9:20 am - 10:20 amHow to Rev Up Profits in your Repair Shop in Five Easy StepsSpeaker: Robert ChristieRoom: Ligurian I

Who controls the vast majority of the buying decision? You guessed it…MOM! Come and engage on how to engage the moms with your round table moderator Liz Reisman from Creative Music Center.

9:20 am - 10:20 amInvest in MomRound TableModerator: Liz ReismanRoom: Venetian I & II

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PAGE 7Friday, April 4 (Continued)

Back by popular demand….This session is for all of you who have a great idea to present to your NASMD friends. Think you have a tried and true idea that will work for you at any rental night or step-up clinic? Think you have the key to teach her or him relationship building or any of the other demands of being an ed rep? You will be given two minutes to WOW the audience with your idea. Prizes for the best of the best. Win an IPAD sponsored by JUNO Reeds for the best idea. Everyone presenting their Best Idea for Road Reps goes home with a swag bag full of goodies from NASMD sponsors.

Three industry veterans, Mitzi Phelan ( Meyer Music), Robert Christie ( A & G Central Music), and Denise Lang (RM Sides Music), will discuss the value of having a policies and procedures road map for dealing with delinquent accounts. Additionally, we will discuss ways to prevent our customers from falling behind on payments. While our focus will be on the rental customer, we will address the sometimes difficult subject of past due school accounts. There will be time for questions, so be sure to bring a hand to raise.

Join Mark Goff from Paige’s Music, and Fred Schiff from All County Music as they share their ideas about new specialty shops within their established school music businesses. Could focusing on an even smaller marketing niche be your path to greater rewards? Learn from two NASMD members who have ventured down this path.

8:20 am - 9:20 amBest Ideas for Ed Reps IIISpeaker: Cris BehrensRoom: Tuscan I

8:20 am - 9:20 amCreating a Store within a Store- Specialty Shops within your StoreSpeakers: Mark Goff andFred SchiffRoom: Ligurian II & III

8:20 am - 9:20 amSO You Want to Get Paid?Speakers: Mitzi Phelan, Denise Lang, Robert ChristieRoom: Ligurian I

Sit up, push up, step up to get your chin up! How do you recognize the need for a student to step up? When is the best time for a step up? Discuss the next “Step” in your rental business in this lively roundtable moderated by Hank Rockwell with Playground Music.

8:20 am - 9:20 amA Step Up above the Rest!Round TableModerator: Hank RockwellRoom: Venetian I & II

1:00 pm Faulhaber/Winkler Golf Scramble Grand Cypress Golf Club(Sponsored by Buffet Group) (Lunch provided by Hal Leonard) (Golf refreshment cart provided by Connolly Music)

2:00 pm - 4:00 pm 1st Official NASMD Pool Party & Bocce Ball Tournament Villa Pool Cabanas 1 & 2 (Sponsored by Cannonball Musical Instruments)

12:45 pm Lunch Break (On Your Own)

Owners, managers, and school reps can all contribute to this roundtable as we discuss various procedures for having successful rental nights. There are different ways to do it, and we will hear from the people who have literally been in the trenches. How about split rental nights that we share with other stores? Do you have these to deal with? Some of us do and some do not participate in split meetings. We will dig into these topics and hope to leave with fresh ideas and open minds.

In this informal session, NASMD attorney Jim Goldberg answers your questions on rental contracts, teacher compensation, Affordable Health Care Act, and other issues.

11:45 am - 12:45 pmGet it Right on Rental NightRound TableModerator: Evan JonesRoom: Tuscan II

11:45 am - 12:45 pmLegal RoundtableRound TableModerator: Jim GoldbergRoom: Venetian I & II

9:20 am - 9:40 am Refreshment Break (Sponsored by Amati’s Fine Instruments) Venetian Foyer

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Saturday, April 5

7:15 am - 8:00 am Continental Breakfast (Sponsored by Progress Publications) Venetian Foyer

The newest edition to the Music Achievement Council’s publications is “Bridging the Gap between Middle School and High School”, a compilation of great ideas from the most successful teachers on how to keep kids in the music program. Steve West and Doug Lady share the success of the work and the powerful impact of the state MEA presentations by Marcia Neel that you have helped sponsor. How can this help your business and your future?

7:40 am - 8:10 amSpeakers: Steve West & Doug LadyRoom: Venetian III, IV, V

Music Achievement Council Update

Saturday WiFi Sponsored by Buffet

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PAGE 8Saturday, April 5 (Continued)

Join Chief Marketing Officer (Walter E. Smithe Furniture and Design) and Emmy-Award winner, Tim Smithe as he shares his unique definition of creativity and real-world case study illustrating his proprietary creativity system. You will be entertained as you learn about real advertising challenges and see how creativity and “outside the box” visualizations can be the solution. Bring your own challenges and ask for ideas at the Q and A session. You will feel like Steve Jobs by the time you leave!

11:00 am - 12:00 pmSpeaker: Tim SmitheRoom: Venetian III, IV, V

KEYNOTE: How to Solve your Problems using Creativity

10:40 am - 11:00 am Refreshment Break (Sponsored by Tri Technical Systems / AIMSi) Venetian Foyer

Join Mike Meyer for an open forum session in which the audience is the presenter. Bring your best marketing ideas and share them with the group for a session packed with innovative marketing ideas for today’s changing buyers.

Education is rapidly moving into an all-digital environment. Assessments are on computers, SmartBoards are in almost every classroom, and more and more schools are going to one-on-one with iPads or laptops. Music dealers can provide the right products and training to support educators who are required to integrate technology. This session will describe the current trends in education technology, the direction music educators are taking with technology, and provide successful examples of dealers supporting music education technology.

Do you realize the potential with string programs and your string rentals? Want more? Want to keep your string customer past their first rental instrument with you? Want to take your string business to the next level? You already like what you see in string margin and profits. Would you argue with more profit and long-term customers? Engage with Shawna Wingerberg of Antonio Strings (retail division) & Jackie Schear of Amati’s Fine Instruments (wholesale division) in an informative and eye-opening approach to renting more stringed instruments through your existing rental program or even reconsider how you rent strings in the future.

9:40 am - 10:40 am28 Marketing Ideas in 28 MinutesSpeaker: Mike Meyer Room: Tuscan I

9:40 am - 10:40 amGrowing your Rental Business and Revenue Stream with StringsSpeakers: Shawna Wingesberg and Jackie ShearRoom: Ligurian II & III

9:40 am - 10:40 amMusic Education is going Digital. What do we do Now?Speaker: John MlynczakRoom: Ligurian I

Join NASMD veteran Evan Jones (Bandland LLC) and plucky side kick Robert Christie (A&G Central Music) as we put a bow on this year’s NASMD convention. Here’s your opportunity to share your thoughts on the NASMD experience. Whether this is your first or fifteenth convention, you are encouraged to share your thoughts on what the convention experience was like for you. Input regarding how the sessions, social activities, accommodations, as well as suggestions on how NASMD can help to keep you engaged in the future will be encouraged. We want to know what will keep you coming back for more!

9:40 am - 10:40 amIt’s a WRAP!Round TableModerators: Robert Christie & Evan JonesRoom: Venetian I & II

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6:00 pm Past President’s Reception Presidential Suite

6:30 pm - 7:30 pm Cocktail Hour & Wine Tasting Reception Harbor Piazza (Sponsored by St. Louis Music - A Division of US Band & Orchestra Supplies, INC )

7:30 pm - 10:00 pm Festa Italiana Harbor Piazza (Sponsored by KHS America - Jupiter/Mapex/Majestic)

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NATIONAL ASSOCIATION of SCHOOL MUSIC DEALERS, inc.14070 Proton Road, Suite 100 LB9 • Dallas, TX 75244

Make Plans To Join Us In 2015!New Orleans, LA

March 18-22, 2015

Program printed courtesy of