mmr september 2009
DESCRIPTION
– You Just Live In It. Show Report: Summer NAMM What’s Right with Keyboard Sales September 2009 w w w. m m r m a g a z i n e . c o mTRANSCRIPT
w w w . m m r m a g a z i n e . c o m S e p t e m b e r 2 0 0 9
Show Report: Summer NAMMWhat’s Right with Keyboard Sales
– You Just Live In It.
It’s an iWorld
MMR_COV1 COV1 8/19/09 11:33:56 AM
2 MMR AUGUST 2009
Features
SEPTEMBER 2009 VOL.168 NO. 9 Contents38
26
54
Cover design by Laurie Chesna.
www.MMRmagazine.com
4 Editorial 6 Upfront 18 Financial 20 Stats 22 People
78 New Products 85 Supplier Scene 89 Classifi eds 96 Advertisers’ Index
Departments
26 What’s Right With Keyboard SalesPiano and keyboard sales have been trending downwards in recent years and the country’s across-the-board economic woes have certainly not helped matters. There are those retail-ers who have been fi nding success, however, and some who are downright thriving in a down market. MMR spoke with eight of these success-stories to learn how they’re doing it.
38 It’s an iWorld – You Just Live in ItEveryone seems to have an iPod or iPhone (or both!) and with an increased number of MI hardware and software specifi cally designed for use with Apple’s compact digital media powerhouse and an increased number of music making “Apps” being created and sold online, a substantial new market has emerged.
48 Direct Sound HeadphonesMMR sits down for a chat with John Gresko, creator and owner of Direct Sound Headphones.
52 The Evolution of iMSO
54 Show Report: Summer NAMM Numbers were down, there were noticeably fewer parties and concerts, and a number of “big names” opted to stay away, but it’d be inaccurate to label Summer NAMM ’09 a fail-ure. Though it’s impossible to put a positive spin on a 26 percent decline in attendance compared to last year, the scaled-down show did allow for a number of smaller suppliers to shine and, almost without exception, the dealers and exhibitors we spoke with in Nashville reported that the get-together was “better than expected.”
66 Best & Worst of Show Awards
70 Industry Voices: Scott DaviesAmerican DJ’s Scott Davies provides an overview of the new generation of LED prod-ucts and the impact such breakthroughs are having on the lighting business.
72 Denver Folklore Center
MMR Musical Merchandise Review® (ISSN 0027-4615) founded in 1879, is published monthly by Symphony Publishing, LLC, 21 Highland Circle, Suite 1, Needham, MA 02494 (781)453-9310, publisher of School Band and Orchestra, Choral Director, Music Parents America and JazzEd. All titles are federally registered trademarks and/or trademarks of Symphony Publishing, LLC. Subscription Rates: U.S.A., US possessions, one year $32; two years $40. Canada one year $80; all other countries one year $159. Single issues $5 each. May Supplier Directory $35. Periodical-Rate Postage Paid at Boston, MA and additional mailing offi ces. POSTMASTER/SUBSCRIBERS: Send address change to Musical Merchandise Review, P.O. Box 8548, Lowell, MA 01853. Periodicals circulation is directed to music dealers and retailers, wholesalers and distributors, importers and exporters and manufacturers of all types of musical instruments and their accessories, related electronic sound equipment, general musical accessories, musical publications and teaching aides. The publishers of this magazine do not accept responsibility for statements made by their advertisers in business competion. No portion of this issue may be reproduced without the written permission of the publisher. Copyright ©2009 by Symphony Publishing, LLC, all rights reserved. Printed in USA.
MMR_2 2 8/19/09 11:34:47 AM
Editorial
4 MMR SEPTEMBER 2009
PUBLISHERSidney L. Davis
ASSOCIATE PUBLISHERRick Kessel
EDITORChristian Wissmuller
ASSOCIATE EDITOREliahu Sussman
ASSOCIATE EDITORDenyce Neilson
ADVERTISING SALES Iris Fox
CLASSIFIED AD SALESMaureen Johan
PRODUCTION MANAGERLaurie Guptill
GRAPHIC DESIGNERSAndrew P. Ross
Laurie [email protected]
CIRCULATION MANAGERMelanie A. Prescott
ADMINISTRATIVE ASSISTANTPopi Galileos
WEBMASTERSanford Kearns
SYMPHONY PUBLISHING, LLCXen Zapis • Chairman
Lee Zapis • [email protected]
Rich Bongorno • Chief Financial Offi [email protected]
Corporate Headquarters26202 Detroit Road, Suite 300, Westlake, Ohio 44145
440-871-1300www.symphonypublishing.com
PUBLISHING, SALES & EDITORIAL OFFICE: 21 Highland Circle, Suite 1, Needham, MA 02494
(781) 453-9310 Fax: (781) 453-9389www.mmrmagazine.com
Volume 168, Number 9, September 2009
®
sdavis@ symphonypublishing.com
Ring Up The Sale
“What’s a clock company doing at a music show?” That’s the question I once posed to the sales rep for the Howard Miller Clock Company, a NAMM stalwart during the early ‘80s. I was told there was a natural
synergy between the acoustic piano and the grandfather clock, as well the ability to generate additional store traf c and a different revenue stream. Who was sell-ing the clocks? The list of dealers included both chains and independents in most regions. Some three decades later, after a cursory glance at the Howard Miller dealer locator, this observer was hard pressed to nd a dozen music dealers still in the game; Fred Myers, Henderson Music, Mitchell’s, Piano Trends, The Piano and Clock Shop, Central Music and Rogers, among them. In this particular instance, it may be time to turn back the clock…
In another vein, later in the same decade, a spate of music software programs and companies emerged. While the companies exhibited and promoted to the music dealer, the majority of those early sales were made through computer outlets and mail order. In truth, many dealers viewed the product as being too complex to demonstrate and, lacking computers within the store, were content to concentrate on the familiar rather than the unknown.
Within this issue, we take an in-depth look at some of the newest products for the retail arsenal: music hardware and software designed for use with the iPod/iPhone. Explains Jim D’Addario, whose Planet Waves division has two Applications (pro-grams that can be downloaded directly to an iPod), “You can’t stop change, the iPhone and the Internet are paradigm shifts.” He also points out that these in-novations will in no way eliminate the brick and mortar dealer. Instead, they can enhance a dealers’ pro t picture, while keeping faith with their music clientele to bring new products to market.
Another observation within the article from veteran supplier Jim Dunlop: “Many (Applications) are musician-focused, such as guitar tuners, music identi cation, music-making and even turning the iPod, or iPhone into a musical instrument…the platform has become an indispensable tool for working musicians worldwide.” Studio Six Digital founder Andrew Smith added, “People have in their pockets a pretty powerful computer with high quality stereo… as developers continue to gure out how to adapt the applications into their platform they will bring products and features that could not have been imagined…”
Music suppliers are leading the way, dealers now can stake their claim and “ring up the sale.”
MMR_4 4 8/19/09 11:35:20 AM
6 MMR SEPTEMBER 2009
UpfrontSchimmel Files for Protection from CreditorsSchimmel, Germany’s largest piano manu-facturer, has fi led for short-term protec-tion from its creditors under the German equivalent of ‘Chapter 11.’ The aim is to fulfi ll creditor’s claims to a maximum by ensuring continuation of business and thereby a healthy fu-ture for the fi rm. Other German companies have previously used this method successfully, in similar cases.
In recent years, Schimmel, established in 1885 and Germany’s largest piano manufacturer, has developed pianos for all sectors of the market, from begin-ners to demanding concert pianists, at competitive prices. Its success has been recognized by the achievement of many independent awards and the approval of world-renowned concert pianists.
In common with piano manufacturers worldwide, Schimmel has suffered from the
effects of the global economic crisis. The benefi ts of its swift reaction to the down-turn, which included restructuring and adjusting production levels, could not be
realized immediately due to the lengthy production times necessary for in-struments of the highest quality – it can take be-tween six to nine months to build a piano of this standard.
The comprehensive program of instrument development coupled
with the recent restructuring has been costly in the short term.
This, combined with the tradition-ally quiet summer trading period, has lead to a shortfall in cash fl ow, despite a strong current order book. Schimmel has recently reported a surge in orders, dem-onstrating genuine goodwill towards the company within the industry.
Asked why he believed the company could survive these trying times, Dr Robin Loat, managing director of Forsyth Broth-ers, which represents Schimmel in the UK, commented: “I’ve known Schimmel for 20 years now and I remember when it decided to upgrade and compete with the likes of Steinway. It took ten years to pro-duce a piano of this standard, but once it did, Pianists of the highest caliber were as-
tonished and have since compared the in-struments with those made by Steinway.
“The economic crisis has certainly af-fected the piano industry and I visited the Schimmel factory to fi nd out how it was dealing with it. I discovered that the fi rm had completely restructured the facility, with no expense spared, in order to produce a smaller number of pianos, to an even better standard, yet much more effi ciently and ec-onomically. It has probably spent more than anyone else in this respect, but the result is that it is fully prepared for the future.”
(Source: MIPro)
I couldn’t help but notice that Steve Johnson’s guest editorial [MMRJune 2009] provided the following equation: Brand Name = Manu-facturer + Dealer. Isn’t there some-thing quite obviously missing here, like the customer? Customers have decided in large numbers to shop at big box stores and on the Inter-net. This is their choice and they’ve made it without anyone putting a gun to their heads. Successful manufacturers are in the business of putting customers fi rst and pro-viding them what they want. In a de-mand driven economy such as ours, dealers who fail to realize this and opt not to adapt to their customers needs do so at their own peril.
Michael VosbeinBosphorus Cymbals USA
Letters
NEA Announces Stimulus GrantsThe National Endowment for the Arts (NEA) recently announced their direct grants as part of the $50 million fed-eral economic stimulus recovery pack-age. The NEA will distribute $29.775 million to 631 nonprofi t arts groups nationwide. This is in addition to the 63 state and regional sub-grants previ-ously awarded in April, totaling $19.8
million. This recovery funding is a di-rect outcome of the impact made by the 100,000 members of the Americans for the Arts grassroots network who con-tacted their Members of Congress and wrote timely letters to the editors of lo-cal news media.
For more information visit: www.artsusa.org.
CORRECTIONEd Note: Kent Drum Distributing was inadvertently omitted from our August Wholesaler Guide listings:
Kent Drum Distributing Co.1520 BroadwayP.O. Box 35Buffalo, NY 14212-0035(716) 892-2275(800) 828-7676 (USA & Canada)Fax: (716) 892-2321E-mail: [email protected] Edwin, pres.
Categories: S&F, ACC, BI, PRC
Principal Brands: Company wholesales MI, BI, and perc. inst. & acc. brands.
MMR_6 6 8/19/09 11:36:08 AM
University of Alaska (Fairbanks, AK) • Stillman College (Tuscaloosa, AL) • Unitarian Universalist Congregation (Paradise Valley, AZ) • Mayo Clinic (Scottsdale, AZ) • University of California Berkeley(Berkeley, CA) • Zellerbach Hall (Berkeley, CA) • Ansel Adams’ Home (Carmel, CA) • Diablo Valley College (Concord, CA) • Sage & Sound Recording (Hollywood, CA) • Hutchins Street Square (Lodi, CA) • Nethercut Collection (Los Angeles, CA) • Brian Culbertson Studio (Los Angeles, CA) • Petaluma Women’s Club (Petaluma, CA) • CA State University Sacramento (Sacramento, CA) • KOVR 13 TV (Sacramento, CA) • University of CA San Diego (San Diego, CA) • University of the Pacic (Stockton, CA) • Blair House (Washington, DC) • University of Hartford (West Hartford, CT) • Danbury Music Center (Danbury, CT) • Smithsonian Institution (Washington, DC) • Church of Latter Day Saints (Boca Raton, FL) • Florida State University (Tallahassee, FL) • Avondale Baptist Church (Jacksonville, FL) • All Saints Lutheran (Port Orange, FL) • 2nd Ponce DeLeon Baptist (Atlanta, GA) • Andrew College (Cuthbert, GA) • Museum of Fine Arts (Boston, MA) • Briarlake Baptist Church (Decatur, GA) • 1st Methodist Church (Lawrenceville, GA) • Silver Hill Baptist Church (Lilburn, GA) • Christ the King Lutheran (Norcross, GA) • Roswell 1st Baptist Church (Roswell, GA) • New Hope Baptist Church (Senoia, GA) • 1st Baptist Church of Indiana University at Bloomington, (Bloomington, IN) • Reinhardt College (Waleska, GA) • Raue Center for the Arts (Crystal Lake, IL) • Joliet Jr. College (Joliet, IL) • Elkhart Central HS (Elkhart, IN) • Kansas State University (Manhattan, KS) • Wichita State University (Wichita, KS) • Jose Mateo Ballet Theater (Cambridge, MA) • The Piano Museum (Hopkinton, MA) • 1794 Meeting House (New Salem, MA) • AA Scottish Rite (Baltimore, MD) • First Unitarian Church of Baltimore (Baltimore, MD) • Baked Beans Recording (Harrison, ME) • Hope College (Holland, MI) • Hormel Mansion (Austin, MN) • Tripolis Lutheran Church (Kandiyohi, MN) • Mayo Clinic (Minneapolis, MN) • w Fine Arts Center (Mounds View, MN) • University of Lowell (Lowell, MA) • Prior Lake Fine Arts Center (Prior Lake, MN) • First Baptist Church (St. Louis, MO) • Third Baptist Church (St. Louis, MO) • Saint Stephen’s Episcopal Church(Durham,NC) • Nebraska-Wesleyan University (Lincoln, NE) • Westminster Presbyterian (Lincoln, NE) • The MacDowell Colony (Peterborough, NH) • Absegami High School (Mays Landing, NJ) • Meadowmount Music School (Essex, NY) • Saratoga Performing Arts (Saratoga Springs, NY) • Grace Christian Academy (Merrick, NY) • The Doghouse NYC (Brooklyn, NY) • Watchtower B & T S (Brooklyn, NY) • University of Findlay (Findlay, OH) • St. Anne Chapel (Lake Oswego, OR) • PDX-Portland Airport (Portland, OR) • Marylhurst University (Marylhurst, OR) • Cedar Crest College (Al-lentown, PA) • Brigham Young University (Provo, UT) • Dr. Edwards Memorial Congregation (Edwardsville, PA) • Settlement Music School (Philadelphia, PA) • 1st United Methodist Church (West Pittston, PA) • 1st Presbyterian Church (Wilkes-Barre, PA) • Kings College Chapel (Wilkes-Barre, PA) • Middlebury College (Middlebury, VT) • YMCA (Wilkes-Barre, PA) • WJAR Radio & Television (East Greenwich, RI) • Marble House (Newport, RI) • Applebutter Inn (Woodstock, VT) • Trinity Lutheran Church (Vermillion, SD) • 1st Con-gregational Church (Charleston, SC) • 1st Presbyterian Church (Greenville, SC) • Marble Church (New York, NY) • Furman University (Greenville, SC) • First Baptist Church (Abilene, TX) • 1st Unitarian Universalist Church of Austin (Austin, TX) • North Texas State (Denton, TX) • PianoTexas Int’l Academy & Festival (Ft Worth, TX) • University Christian Church (Ft. Worth, TX) • Granbury Opera House (Granbury, TX) • Carnegie Mellon University (Pittsburgh, PA) • LeTourneau University (Longview, TX) • The Muenster Mu-seum (Muenster, TX) • College of William & Mary (Williamsburg, VA) • Waterford Old School (Leesburg, VA) • Harvard University (Boston, MA) • Princeton University Graduate School (Princeton, NJ) • Saint Michael’s College (Colchester, VT) • Central WA University (Ellensburg, WA) • University of Puget Sound (Tacoma, WA) • St. Norbert College (De Pere, WI) • Waukesha County Conservatory of Music (Hartland, WI) • Oconomowoc Arts Center (Oconomowoc, WI) • North Carolina State University • Masonic Temple (Dumbarton, Scotland) • Lincoln Center (New York, NY)
Website: www.masonhamlin.com Tel: 1-800-566-3472 Fax: 916-567-1941
Mason & Hamlin pianos are taking the stage...
MMR_7 7 8/19/09 2:40:53 PM
UpfrontLes Paul, 1915 - 2009Les Paul, the pioneer guitarist and technical inventor who changed the course of 20th-century popular music, died on August 13th, in White Plains, N.Y., due to complications from pneumonia. He was 94.
Paul pioneered the shift from acoustic to electric guitar and invented multi-track recording, as well as having recorded a string of hits himself. In the 1940s and 1950s, Paul, along with his wife, singer Mary Ford, recorded hits such as “How High The Moon,” “Nola,” and “Lover.” They had 11 number ones on the charts. He also played guitar alongside leading jazz and pop musicians.
In the 1930s he began experimenting with guitar amplifi cation, and by 1940 he had built what was most likely the fi rst solid-body electric guitar. He is credited with many recording innovations, including overdubbing, delay effects such as tape delay, and phasing effects.
Les Paul, whose original name was Lester William Polsfuss, was born on June 9, 1915, in Waukesha, Wis. His creative endeavors started early; at the age of 10 he made a harmonica holder from a coat hanger. By the time he was in his teens, he was playing the harmonica, guitar, and banjo. Not long after, Paul made his fi rst amplifi ed guitar by opening the back of a Sears’ acoustic model and inserting the pickup from a disassembled Victrola.
In 1940, Paul attached strings and two pickups to a wooden board with a guitar neck. He referred to this creation as “the log,” otherwise known as the fi rst solid-body electric guitar. Paul approached the Gibson Guitar Corporation with his idea of a solid-body electric guitar, and they showed no interest until Leo Fender created his own solid-body in the late 1940s. In the early 1950s, Gibson designed a guitar incorporating Paul’s suggestions and presented it to him to try. He was pleased
enough to sign a contract for what became the “Les Paul” model.
At his home recording studio in Los Angeles, Paul experimented with recording techniques. Playing around with an old Victrola, he discovered that changing the speed of a recording could alter both pitch and timbre. He altered instrumental textures through microphone positioning and reverberation, realizing that technology and studio effects were instruments themselves.
In 1948, with his hit song “Lover,” he made elaborate, multilayered recordings, using two acetate disc machines, which demanded that each layer of music be captured in a single take. From discs he moved to magnetic tape, and in the late 1950s he built the first eight-track, multi-track recorder. Each track could be recorded and altered separately, without affecting the others. Paul’s creation ushered in the modern recording era.
NAMM recently presented its “Music for Life” award to Bill Ivey, founding direc-tor of the Curb Center for Art, Enterprise and Public Policy at Vanderbilt Univer-sity, for his efforts to support music and the arts for people everywhere. The ac-colade was given to Ivey at the July 18th breakfast session held during the 2009 Summer NAMM show.
Presented to celebrities, government offi cials and company leaders, the award is the highest honor that NAMM can be-stow on an individual organization, and recognizes extraordinary contributions to NAMM’s mission of creating more ac-tive music makers. Previous “Music for Life” award recipients include Bob Mc-Grath of “Sesame Street” and Yoko Ono.
The Curb Center for Art, Enterprise and Public Policy is an arts policy research center with offi ces in Nashville, Tenn. and Washington, D.C. Ivey also directs the Center’s Washington-based program for senior government career staff, the Arts Industries Policy Forum, and serves as
senior consultant to Leadership Music, a professional development program serv-ing Nashville’s music community.
Ivey served as team leader for arts and humanities in the Obama-Biden presiden-tial transition. His book, Arts, Inc.: How Greed and Neglect Have De-stroyed Our Cultural Rights, was pub-lished by the University of California Press in the summer of 2008.
From May 1998 through Sep-tember 2001, Ivey served as the seventh chairman of the National Endowment for the Arts. Ivey’s Challenge America Initiative, launched in 1999, has to date gar-nered more than $15 million in new Congressional appropriations for the Arts Endowment.
Prior to government service, Ivey was director of the Country Music Founda-tion in Nashville, Tenn. He was twice elected board chairman of the National Academy of Recording Arts and Sciences (NARAS), and is immediate past presi-
dent of the American Folklore Society. Ivey holds degrees in history, folklore, and ethnomusicology, as well as honor-ary doctorates from the University of Michigan, Michigan Technological Uni-
versity, Wayne State University and Indi-ana University. He is a four-time GRAM-MY award nominee (Best Album Notes category), and is the author of numerous articles on U.S. cultural policy, and on folk and popular music.
Ivey Presented with NAMM’s Music for Life Award
8 MMR SEPTEMBER 2009
Lamond and Ivey.
MMR_8 8 8/19/09 11:36:12 AM
At Yamaha, naturally we’re proud of the Disklavier and its
features. But we never dreamed that it could
win the music industry’s top prize — the
MMR “Product of the Year” award — eight
years in a row! We’re incredibly honored and
we gratefully acknowledge our dealers’ role in
the success of this groundbreaking instrument. We’re not
about to rest on these laurels, though. As the
introduction of the Disklavier E3 at NAMM
proves, there’s more excitement to come.
CRAZY EIGHT
© 2 0 0 9 Y a m a h a C o r p o r a t i o n o f A m e r i c a . A l l r i g h t s r e s e r v e d . w w w . y a m a h a . c o m w w w . d i s k l a v i e r . c o m
MMR_9 9 8/19/09 2:40:59 PM
UpfrontMusic & Arts Donates Instruments to Mr. Holland’s Opus Fdn.Music & Arts recently donated 510 musi-cal instruments to the Mr. Holland’s Opus Foundation to assist school music programs that cannot sustain the cost of replacing
instruments due to attrition, depreciation and wear. The instruments donated con-sisted of violins, violas and cellos.
The Mr. Holland’s Opus Foundation provides young people across the coun-try with an average of 10,000 new and refurbished instruments per year. The increase in available instruments al-lows additional students to experience the benefi ts of learning to play music in a structured environment. Research shows that students involved in music programs have fewer disciplinary prob-lems, higher attendance and a higher rate of graduation. “The opportunity to help Mr. Holland’s Opus Foundation allows
us to assist a greater number of students across the nation and improve the quality of their education through music,” said Ken O’Brien of Music & Arts. “We are proud to partner with such a worthwhile foundation and infl uence the lives of so many students.”
Students from the Mr. Holland’s Opus Foundation awarded program enjoying donated instruments.
Tobias Partners with Dana B. GoodsMichael Tobias has chosen Dana B. Goods to globally manage his MTD Kingston brand (www.mtdkingston.com). In this capacity, Dana B. Goods will remain as the exclusive U.S. distributor for MTD Kingston basses, MTD strings and accessories, but will take on the responsibility of overseeing and coordinating the development of the Kingston brand worldwide.
Michael Tobias states, “After knowing the folks from Dana B. Goods for so long it is a pleasure to have them as the global manager of the Kingston brand. Their or-ganizational skills, professional-ism and infectious enthusiasm are going to elevate the full Kingston line to new heights.”
“We are extremely ex-cited to be working with distributors all over the world to help grow the MTD Kingston brand,” says Dana Teague, CEO for Dana B. Goods. “We are in the unique position to understand the chal-lenges and opportuni-ties facing distributors today because we are a dis-tributor. I am sure the interna-tional distributors that we are working with will appreciate that.”
10 MMR SEPTEMBER 2009
Hailun Piano New LogoHailun Piano Company is releasing a new logo that will become the central symbol of its corporate identity and marketing and advertising promotion. The new logo unites several symbolic expressions that are deeply related to Mr. Hailun Chen’s vision and
drive for his com-pany. The name Hailun in Manda-rin means “human relationships” and “sea, ocean”. An-choring around this core meaning the logo incorporates two dynamic waves that form the letter
H. The design also allows for interpreting the logo as the musical notation ff (fortis-simo or as vibrations of sound that allow human communication. “We took a lot of time to consider our new logo”, explains Basilios Strmec, CEO of the U.S. distribut-ing company Hailun USA, who guided the efforts towards a new corporate logo, “and wanted to fi nd a symbol that communicates Hailun’s own identity as well as showing the market that Hailun is a Chinese company that stands completely behind its product and that operates worldwide on values of quality and integrity. The new logo should help with that. Our ultimate commitment, however, is to continue to present the fi nest instruments that are produced in the Far East to the market.”
MMR_10 10 8/19/09 11:36:16 AM
UpfrontMusic for All Adds to Board of DirectorsMusic for All has added three members of the business and music communities to the national not-for-profi t’s board of directors: James D. Bickel, Michael Kum-er, and Marlene A. Miller.
James Bickel is president and CEO of Columbus Regional Hospital and re-ceived a Distinguished Hoosier award in June. His professional history includes a number of management positions with the hospital since 1991, as well as serving for 10 years in the manufacturing indus-try at AR Industries, Inc., Cincinnati. Bickel holds a master’s degree in business administration from Ball State Univer-sity and a Bachelor of Science degree in business management from the Univer-sity of Cincinnati.
Marlene Miller of Miamisburg, Ohio, is the cornerstone of success in Fred J. Miller, Inc. (FJM), a leading designer
and supplier of costumes, uniforms and other supplies for color guard, marching bands, and drum corps. The matriarch of the Miller family for more than 50 years, she has been active with her hus-band Fred Miller in all aspects of the pag-eantry arts and has designed costumes for groups at every level of performance. Marlene and Fred Miller are both Winter Guard International Hall of Fame Hon-orees, with Marlene’s induction taking place earlier this year. Marlene Miller at-tended Wright State University, majoring in business education, and served as trea-surer of the Ohio Color Guard Circuit for more than 30 years.
Michael Kumer is the executive direc-tor of Duquesne University’s Nonprofi t Leadership Institute (NLI) and associate dean of the University’s School of Leader-ship and Professional Advancement. He
has produced countless NLI programs that have helped thousands of board members, staff and volunteers from hun-dreds of nonprofi t agencies pursue orga-nizational excellence. Kumer is a frequent guest speaker on the topic of nonprofi t governance at all local, regional and na-tional conferences. He also serves as pro-gram director for Dusquesne’s Commu-nity Leadership online Master of Science degree program through the university’s School of Leadership and Professional Advancement. In addition, Kumer shares his expertise as a member of a number of music and arts organizations’ boards and advisory councils in the Pittsburgh area and beyond.
Shopatron recently announced Mel Bay Publications as the newest addition to its roster of high-end music industry clients.
Shopatron will provide secure on-line checkout services, which will attach seamlessly to Mel Bay’s existing product
catalog. Products in Mel Bay shopping carts will be purchased in a Shopatron-hosted checkout process. Mel Bay retail-ers will be engaged as order fulfi llment partners, enabled through Shopatron’s Coex Freedom order exchange. Initially,
Mel Bay will make products available for purchase with shipment or in-store pickup in the United States. The compa-ny expects to launch Shopatron-powered eCommerce in the United Kingdom later this year.
Rotosound Partners with David Phillips, A & R Marketing Rotosound has appointed David Phillips of A & R Market-ing to handle their worldwide public relations. The ap-pointment builds on the tremendous growth in international sales and comes on the back of the company celebrating its 50th an-niversary last year.
David Phillips specializes in music industry marketing
using his expertise to gain global media
exposure. Da-vid started A &
R Marketing Lim-ited fi ve years ago and
most recently worked with the London International Music Show
2009.
SBO Scholarship Winner
Joe Bader, band director at Five Forks Middle School in Snellville, Ga., SBO scholarship winner Ashleigh Cox, and Aubrey Carwile, the owner of Gwinnett Discount Music in Lawrenceville, Ga.
12 MMR SEPTEMBER 2009
Mel Bay Launches eCommerce Powered by Shopatron
MMR_12 12 8/19/09 11:36:22 AM
JamHub.com©2009 BreezSong LLC.
Every band has the same problem: rehearsing is too loud for most locations and studio space is expensive. But now you can play anywhere, anytime virtually silent to the outside world: quietly enough for your bedroom, dorm room, apartment or hotel room. JamHub™ was created to let you play more, and the experience rocks. Just pick a color section and plug in your instruments, mics and headphones. Then control your own individual mixes with new clarity, and no volume wars. You’ll hear yourself like never before, and improve faster. JamHub
is also portable and affordable. And whether you’re a garage band or touring professionals, there’s a JamHub model designed for you. So start jamming more without disturbing the peace.
the silent rehearsal studio
Introducing
Play anywhere, anytime.
Neighbors can’t hear it. Parents can’t hear it. Cops can’t hear it.But you won’t believe what the band can hear.
Unprecedented 3-time Best in Show Winner
MMR_13 13 8/19/09 2:41:16 PM
Upfront
Jim ChapinJim Chapin passed away on July 4, 2009 at the age of 89.
In 1942, Chapin had the revolution-ary idea of writing a method book for the beginning drummer that would provide clear examples and illustra-tions. He gathered little hints and simple examples for the book that has become one of the best selling methods in the business. As a player, he toured and recorded for decades, but found the most satisfaction sitting down with a drum student and providing them with tools to improve their playing. Jim was a fi xture at the NAMM show where he kindly providing advice and an en-couraging smile to each and everyone who came up to him for advice.
George FullertonGeorge Fullerton, a longtime associ-ate of Leo Fender who played a crucial role in the electric-guitar innovator’s extraordinary success through his broad-based skills as a musician, art-ist and technician, has died. George passed away on July 4, just weeks after the death of his wife.
Atsunori Abe Atsunori Abe, former General Manager of Audio-Technica Cor-poration International Department (Japan), passed away on July 10, 2009 in his native Japan and is survived by two brothers, a sister, his wife and their three daughters. Atsunori Abe (pro-nounced AH-bay) joined A-T in 1978, and in addition to holding the position of the General Manager of Audio-Technica Corp. International Department, he also served on the company’s Board of Direc-tors. He retired in 2005.
14 MMR SEPTEMBER 2009
Trade Regrets:
MMR_14 14 8/19/09 11:36:29 AM
EXPRESS THROUGH TOUCHIMPRESS THROUGH SOUND
©2009 CASIO AMERICA, INC.
Privia redefines the digital piano category by introducing the PX-330
and PX-130. With Casio’s superior engineering, the sleek, lightweight
and supremely portable Privia digital pianos boast an authentic piano
touch that captures every detail and nuance of your performance and
offer an unmatched level of realism and expression through
unprecedented sound quality.
The versatile PX-330 and PX-130 are designed for a grand piano
experience whether on stage, in the studio or at home. Experience the
grandness of Privia for yourself, and get ready for an encore.
FOR MORE INFORMATION PLEASE VISIT WWW.PRIVIAPIANO.COM
MMR_15 15 8/19/09 2:41:23 PM
Fishman.com
Now you’ve heard everything.
It’s hard to believe how perfectly the new Aura Spectrum DI reproduces the subtle uniqueness of your acoustic instrument. But this is no ordinary direct box. Powered by Aura technology, it gives you the eye-opening sound quality of a recording studio – anywhere you plug in. And it’s loaded with everything from a tuner and 3-band EQ to compression and auto feedback control. Yup, it’s pretty unbelievable.
© 2
009
Fish
man
Tra
nsd
ucer
s, In
c.
MMR_16 16 8/19/09 2:41:32 PM
In 1964 at the age of 14, Tom Bedell (above) developed his own line of acoustic guitars to help a generation explore their musical passions. Over four decades and two inductions into the Iowa Rock ‘N Roll Hall of Fame later, Tom Bedell introduces his new line of namesake acoustic guitars (opposite).
In 1964, it was simply about
MMR_18 18 8/19/09 2:42:00 PM
In the sixties, Rock ‘n Roll changed the world, revealing a passion for expression through music. As a teenager Tom Bedell was fi lled with that passion and sought to share it with the world by introducing his line of namesake Bedell acoustic guitars. Today Tom remains as passionate about music and fi ne guitars as he was all those years ago. He again shares that passion by introducing Bedell Performance Series Guitars. Beautifully designed in all solid wood and precisely handcrafted of the fi nest materials available, Bedell Guitars let you share your music and your passion. It’s your music… Perform it on a Bedell.
Times change. Passion doesn’t.
Experience a Bedell at your local dealer.
bedellguitars.com | 877.264.3356
HANDCRAFTED, ALL SOLID WOOD GUITARS
sharing a passion. It still is.
Full Ads_sept.indd 19 8/20/09 7:57:36 AM
20 MMR SEPTEMBER 2009
Stats
Jun 08 Jul 08 Aug 08 Sep 08 Oct 08 Nov 08 Dec 08 Jan 09 Feb 09 Mar 09 Apr 09 May 09 Jun 09
$2,000
$1,800
$1,600
$1,400
$1,200
$1,000
$800
$600
$400
$200
$0
The numbers represent US retail sales in music stores, based upon sku-level POS data from a sample of over 500 online and brick-and-mortar outlets. For further information contact: [email protected]
Jun-08 Jul-08 Aug-08 Sep-08 Oct-08 Nov-08 Dec-08 Jan-09 Feb-09 Mar-09 Apr-09 May-09 Jun-09
Digital Console Pianos $1,568 $1,738 $1,515 $1,866 $1,887 $1,671 $1,393 $1,612 $1,600 $1,533 $1,759 $1,765 $1,642
Digital Slab Pianos $705 $684 $729 $713 $677 $707 $573 $645 $662 $657 $695 $730 $732
Synthesizers $748 $811 $795 $776 $745 $758 $620 $726 $709 $705 $778 $764 $781
Workstations $1,743 $1,648 $1,726 $1,672 $1,580 $1,471 $1,440 $1,540 $1,407 $1,542 $1,440 $1,538 $1,531
Portable Keyboards $299 $318 $310 $305 $306 $318 $257 $317 $330 $316 $325 $325 $293
MIDI Controller Keyboards $186 $190 $194 $177 $181 $163 $165 $167 $164 $159 $167 $168 $164
MI SalesTrak Snapshot: Average Retail Selling Price Trend - Electronic Keyboards
MMR_20 20 8/19/09 1:59:15 PM
T H E N E W F R E T L I G H T G U I T A R P O I N T - O F - P U R C H A S E D I S P L A Y
“Is that a Fretlight Guitar? They’re now in stores?”
“Yeah, that’s it—and we got ‘em!”
“So it actually isa real guitar. Wow, the neck feels great!”
“It’s real alright, and it does plays great. Just plug it into your PC or Mac and the frets light up to show chords, scales, riffs—even whole songs!”
“Cool! Tell me more…”
To see more conversations that your customers will likely have with you about the Fretlight guitar, go to
www.fretlight.com/mmrdealer
Showing Off the FretlightHas Never Been Easier.For years, guitar dealers have loved the Fretlight—but wondered how to sell it. Our exciting new point-of-purchase display instantly captures your customers’ attention and gets them talking! And with the holidays right around the corner, there’s no better time to become an authorized Fretlight dealer. Call today for completepricing information.
800-575-6511 • www.fretlight.com
MMR_21 21 8/19/09 2:42:26 PM
22 MMR SEPTEMBER 2009
PeopleYamaha Corporation of America has promoted Garth Gilman and Yoichi Oba to the position of as-sistant general manager for the Pro Audio and Combo Division. They will report to senior vice president Rick Young and take on in-creased involvement in bud-geting, organizing, strategic planning and executing the division’s business plan. Their expertise will lead to enhanced effi ciencies for Yamaha’s deal-ers and consumers.
Gilman began his tenure at Yamaha in 2003 as the administration manager of the Band & Orchestral Division, where he played a key role in helping to relocate the division from Grand Rapids, Mich. to Buena Park, Calif. In September 2007, he was promoted to the Pro Audio & Combo Division’s Director of Administration, where he ran the day-to-day operations of 16 departments within the division.
Oba joined Yamaha in 1990, beginning his career in sales in Tokyo for Yamaha Corporation of Japan. He then moved to the company’s guitar marketing division before taking a position with Yamaha Canada Music in 2004. He joined Yamaha Corporation of America in 2006 as the planning manager for Pro Audio & Com-bo Division.
Shure Incorporated an-nounced that James Ahlbornhas joined Shure as vice pres-ident of fi nance and Chief Financial Offi cer (CFO). In this position, he will lead the Company’s Finance Division and have full responsibility for all of its functions, including internal auditing, fi nancial planning and analysis, treasury, payroll, fi nancial reporting, cost accounting, customs, accounts payable and receivable, tax analysis, and credit. He will also provide strategic counsel as a member of the Executive Staff.
Before joining Shure, Ahlborn served as vice president of fi nance and CFO at
Tuthill Corporation. Before that, he worked at Deloitte & Touche, where he held various fi nance and auditing posi-tions.
The Avedis Zildjian Com-pany has announced the addition of John Roderickto its Senior Management Team. As vice president of New Business/Product De-velopment, John will lead the development of new products outside Zildjian’s existing core cymbal business. John has been con-sulting for Zildjian since February and offi cially joined the company on July 1, 2009.
John has spent the last 25 plus years developing brands and managing mar-keting and R&D teams.
Fender Musical Instru-ments Corp. (FMIC) has appointed Jon Gold to a new and expanded role as senior vice president of In-ternational Sales & Market Development.
Gold will take on the leadership role of driving Fender’s growth plan in high-potential markets. These markets include Asia/Pacifi c, Eu-rope distributed markets, Latin America, Africa/Middle East, India and other in-ternational markets, as well as FMIC’s direct European territories.
Additionally, Jon will be the key driver of FMIC’s integration of KMC products and the distribution of Taylor Guitars in Europe, and will become the primary liaison between FMIC and their partner companies: This is to ensure full communication of issues and opportuni-ties, and to make sure FMIC’s strategic direction is known and aligned with all involved parties.
Prior to his appointment, Gold was responsible for managing all European/International efforts for FMIC and held the title of senior vice president of Inter-national Sales and Marketing. Gold will continue to supervise the teams leading
Latin America, Asia and other FMIC-distributed countries.
Point Source Audio (PSA), a specialty manufacturer of wireless ear set and ear-worn microphones, has announced the ap-pointment of Yvonne Ho as vice president of marketing. Ho brings extensive market-ing expertise and industry knowledge to this position, and will play a pivotal role in Point Source Audio’s growth forecast.
Prior to joining Point Source Audio in 2008, Ho served as marketing director for Phonic Ear (now known as Front Row).
Kala Brand Music Co. has appointed Rick Carlsonto the position of director of sales and marketing for U.S. and international mar-kets. Carlson’s M.I. back-ground includes ten years as the sales and market-ing director for SWR Engineering Inc., vice president of sales for ACE Products Group, and sales and marketing director for Power Group Ltd.
Hal Leonard Corporationhas announced Joseph Martin as the director of sacred publications for Shawnee Press, the choral and instrumental music publishing company it ac-quired in June. Martin will be responsible for the overall publishing for the church market, for Shawnee and its prestigious imprints such as Harold Flammer Music, GlorySound and Mark Foster Music. He will report to Emily Crocker, vice president of choral publica-tions for Hal Leonard.
M & M Merchandisers in Fort Worth, Texas welcomes Ben Cole as their new national sales manager. Ben spent the last 11 years as sales manager with GHS Strings/Rocktron and has over 15 years experience in the music industry. Ben also studied Music Education at Michi-gan State University and is an accom-plished drummer and keyboard player
Gilman
Oba
Ahlborn
Roderick
Gold
Carlson
Martin
MMR_22 22 8/19/09 11:37:42 AM
MB-17-G
Canadian Red Cedar/African Mahogany Orchestra
JB-52CE-G
Alaska Sitka Spruce/Canadian Flame Maple Jumbo with Pick-Up
OH-12-G
African Mahogany/African Sapele Parlor
TB-28-G
Alaska Sitka Spruce/Indian Rosewood Dreadnought
Since offering his fi rst guitars in 1964, Tom Bedell has lived a passion for music. Today that passion has resulted in incredible handcrafted, all solid wood Bedell Guitars. Each piece of wood is individually selected and matched. The ebony fi ngerboards and solid mahogany necks are carefully shaped and hand-sanded. Varying with the woods and body style, the bracing is precisely adjusted and the maple wood binding is meticulously crafted. Each instrument is hand polished and individually set up. These are incredible guitars to deliver your incredible music.
It’s your music… Perform it on a Bedell
Experience a Bedell at your local dealer.
bedellguitars.com | 877.264.3356
HANDCRAFTED, ALL SOLID WOOD GUITARS
Performance Series
MMR_23 23 8/19/09 2:42:36 PM
24 MMR SEPTEMBER 2009
FinancialSteinway Musical Instruments, Inc. (NYSE: LVB) recently re-ported results for the quarter and six months ended June 30, 2009.
Dana Messina, Chief Executive Offi cer, said, “We continue to navigate well through a very uncertain market. We planned our business carefully and are managing our operations around the world in a disciplined manner. By executing on areas under our control, we have succeeded in dramatically reducing our cost structure. As expected, diffi cult sales trends carried through the second quarter as global consumer spending remained weak. We continue to operate our factories at signifi cantly re-duced production levels to refl ect the weak demand.”
Second Quarter ResultsSales of $72 million, down 27%Gross margin decreased to 26.2% from 29.5%Operating expenses reduced by 22%Loss per share of $0.07
YTD ResultsSales of $142 million, down 26%Gross margin decreased to 26.4% from 29.3%Operating expenses reduced by 20%Earnings per share of $0.05
Balance Sheet HighlightsCash of $46 millionRevolver availability of $74 millionWorking capital of $229 million
Messina added, "The softness in our band business has been more dramatic than we anticipated. Dealers are reducing in-ventories, purchasing clearance product from other manufac-turers, and pushing on the supply chain to carry larger invento-ries. That said, we do not believe that industry sales will decline further. Our superior products, including our new woodwind models, will help us maintain our competitive position as we move through this cycle for the remainder of the year."
Mr. Messina continued, "While we remain cautious with our outlook, our products are highly desired and we believe we will increase market share. Our dealers have reduced inventories sig-
••••
••••
•••
nifi cantly and we are seeing higher sell through levels at retail. With the lending markets easing and dealer inventories at low levels, we expect to see some recovery in the fourth quarter."
"We have seen a few competitors fail and we expect more to follow," said Messina. "As a result, the supply of manufacturing capacity is likely to shrink over the next year. The tough deci-sions we made to reduce costs dramatically have given us the needed fl exibility to weather this diffi cult economic environ-ment. We remain confi dent that we will emerge an even stron-ger competitor."
Segment Information
Piano SegmentSecond Quarter
Sales of $42 million, down 26%Gross margin decreased to 29.9% from 34.9%
YTDSales of $80 million, down 29%Gross margin decreased to 30.7% from 34.7%
Band SegmentSecond Quarter
Sales of $30 million, down 28%Gross margin decreased to 21.0% from 21.8%
YTDSales of $62 million, down 23%Gross margin decreased to 20.9% from 21.7%
UAW Decertifi cationThe Company also announced that the union has been de-
certifi ed at its Elkhart brass instrument facility. John Stoner, president of Conn-Selmer explained, "We are pleased that a majority of our employees voted to terminate their relationship with the UAW. We look forward to the future with our skilled team of brass instrument workers who continue to improve the quality and effi ciencies in that plant. I have no doubt that we will be better able to satisfy customers by delivering the fi nest brass musical instruments and customer service in the world."
••
••
••
••
Steinway Reports Quarterly Results
Find it in the Hot News section of MMR’s Web site,
www.MMRmagazine.com
Breaking News
MMR_24 24 8/19/09 11:38:16 AM
Make it uniquely yoursIt’s your music. It’s your instrument. Design it yourself with the Bedell Custom Shop.
Experience the joy of designing your own one-of-a-kind guitar to express your unique sound. With the Bedell Custom Shop, you create the specs for your custom guitar by selecting the exotic woods for the top, back, and sides; fingerboard material; and tuning machine. The Bedell Custom Shop will even inlay your name. Our luthiers will assist you with your design and keep you updated on the progress of crafting your one-of-a-kind, custom guitar.
Make it your own. Make it at the Bedell Custom Shop
Contact your local dealer or call 877-264-3356 now to start designing your Custom Bedell Guitar today!
Contact your local dealer. | bedellguitars.com | 877.264.3356
HANDCRAFTED, ALL SOLID WOOD GUITARS
MMR_25 25 8/19/09 2:42:44 PM
KEYBOARD
26 MMR SEPTEMBER 2009
“We are taking advantage of a down market, so when the market comes back, we’ll be in a good position.”
What’s Rightwith Keyboard
SalesA look at eight retailers
who are doing well
It’s not all doom and gloom. (Or in the case of
those selling German-made pianos, drang und
strum.) Pianos are selling and some salespeople
and retailers are doing well. A handful are even
expanding and opening new stores.
“Ori Bukai [of Allegro Pianos] is always the expectant salesperson realizing a tremendous percentage of sales and success,” says James Reeder of Blüthner. “Despite the ‘ru-mor’ of a recession, he has completed a new showroom. Any-one doing what he has done has got to be doing everything right!”
Leslie Buttonow of Korg reported that many of their deal-ers are managing well, especially Steve Locke of Evans Music City, who she says is “on fi re.”
“Steve Smith of Triune Music is doing an outstanding job with organs,” says Rodgers’ Jennifer Brandlon, adding that Smith and team’s ability to connect with customers and con-tinue to build their business is an inspiration.
Studying the history and current sales technique of eight of the best yields two immediate observations: one, there are many roads to success; and two, not one dealer said they were just “doing what they always have done.” Here are their stories.
MMR_26 26 8/19/09 2:01:43 PM
SEPTEMBER 2009 MMR 27
Ori BukaiAllegro PianosStamford, Conn.
“I do everything different than the rest of the industry,” shrugs Ori Bukai. “That works because we are doing fi ne.”
Bukai immigrated to this country from Israel in the mid 1990s, and the piano technician soon began to not only repair pianos, but sell them out of his home. He started modestly enough with the common names, but soon saw the potential of the German pianos popular in Europe, but not as well-known here in the states.
Recently he has moved into a beauti-ful new showroom, and today he is: the largest Blünther dealer in the world; the largest Estonia dealer in the world; the largest Steingraeber in the world; and the largest Bösendorfer in the U.S. “We do good business with the higher end, and not much with the lower end. My heart lies with the quality pianos,” says Bukai.
His approach to selling is based on challenging assumptions. Steinway has long been thought of as the “holy grail” of high-end instruments. “The piano industry’s higher end is dominated by Steinway, partly for historical reasons, and of course they are good pianos backed by good marketing,” he says. “It’s a nice combination.” WWII helped Steinway’s dominance, and Bukai offers a quick history lesson: The war deci-mated european piano makers. After the war, while those companies were beginning to put their factories back together, Steinway wisely came in and donated hundreds of pianos to concert halls all over Europe.
“In the 1920’s the biggest piano mak-ers were Bechstein and Bluthner, Stein-way was maybe fourth and it took 20 years to rebuild the German factories.”
Bukai’s success is partly based on a simple principle which is giving the cus-tomer a lot of choices. “I review all the options and take the time to explain the difference among the our selection of products.”
This is where being a technician comes into play. “Unfortunately, people are ei-
ther musicians who don’t under-stand the technical aspects, or techni-cians who don’t understand the musical aspects. I happen to understand both. And I am able to explain the differences.”
An accomplished pianist, he is sure to perform for his prospective customer, too, which allows him to show the differ-ences between pianos. Also, “people stay longer.” Also he’s quick to debunk that it’s “just” rich people who buy high-end pianos. Perhaps blaming the “victim,” he maintains that if you show someone an $8,000 black piano and an $80,000 black piano, they will buy the $8,000 one every time.
In May 2009 Bukai opened a new showroom with a music school. He did it by paying upfront for the build-ing, so it’s his, cutting leasing costs. He is still “the technician” and works on all his pianos, himself. The build-ing houses 60 high-end grand pianos. Here’s a kicker: to tickle any of these ivories you have to make an appoint-ment. That’s right, you just can’t walk into his showroom.
“It’s a crazy setup. It’s different. Can everybody do this? I don’t think so. But this is the way it works for me.”
Steve LockeEvans Music CityHouston, Texas
Steve Locke is GM of an MI opera-tion that isn’t afraid to sell a wide variety of keyboards including Korg, Kurzweil, Yamaha, and Roland. The operation was founded in 1947, and specializes in electronic and live recording, keyboards, guitars, and drums.
Locke started working at Evans Music City in 1977 and was named by Korg as being someone on top of his game. Locke is modest about his success: “We’ve been around such a long, long time, and have such a large footprint, that if anyone in the music making or ministry music seg-ment needs anything, they come to us.” “There’s not too many people who do what we do out here.”
And obviously not as well – at least as far as serving such a diverse population,
“Father always taught me that if you make 10 to 20 phone calls a day, the law of averages say you will happen onto one or two who are still thinking about a piano. When times are tough, you have to get back on the phone.”
MMR_27 27 8/19/09 2:01:51 PM
something Locke understands. He says that the diversity of music, from music for worship to music for dance, from formal to jazz, all needs to be served. There’s a keyboard for each. “A keyboard does what-ever the artist wants it to do. You just have to listen [to the customer] and provide the right [tool].” The Korg M1 is one model that is doing particularly well for him.
He sites being “blunt” as an attribute, particularly when dealing with houses
of worship. “There’s only one way to do something, and that’s the right way,” Locke says. “I’ll tell a church that some-thing will last them 10 or 15 years when something else won’t. You encourage them, make them understand why A is better than B in the long term.”
Locke says he trains his sales staff on one word: Listen. “When you go out to buy anything, when you have a particu-lar need but you’re not sure what to get,
hopefully you’re standing in front of someone who knows.”
Todd HeidHeid MusicAppleton, Green Bay, and Wisconsin Rapids, Wis.
Peter Heid founded Heid Music in 1948 and, when son Paul took over, he expanded the operation greatly over the decades. Just recently, grandson Todd became president. It’s a true “full line” store in that it carries acoustic pianos. It’s also unique in that it’s a Yamaha and a Steinway dealer. They also carry Kohler & Campbell pianos.
Todd has been working for the opera-tion since he was old enough to wash the windows. When he was big enough he helped move pianos and after college he sold pianos and then managed that de-partment. Generally, piano sales account for 30 percent of their business.
“We’re also full line in the sense that we do education,” he says, and maintains that education is key in this economic climate. “One thing that we’ve realized lately is just how important education is – it drives traffi c. We’ve been getting back to basics in promoting both our Yamaha Music School and the private lessons we provide. Our promotions have focused on our education system. We do really well with people taking lessons here. About 80 percent of the people who enroll in our Yamaha Music School end up buying a piano or keyboard from us.” To empha-size this further, they have created a new recital space in their Green Bay store.
Heid also says they’ve long sold lesser-priced keyboards under the same roof as their acoustic pianos with success. “Even-tually customers are going to upgrade. That’s a big part of my business.
“You have to have something at every price point. You can’t turn people away. And once they buy that $199 keyboard, you have them in your database. A lot of people don’t look at the value of carrying [those keyboard products].” As far as the lower margins on them… “we’re used to smaller margins because we’re an MI dealer!”
Fresh back from the Summer NAMM show, Heid was reminded how important keeping up with the basics is. There’s a renewed effort in keeping up with thank you notes, for example. Fresh paint, new displays, and extra attention to keeping the store looking sharp are also paying
Take on a new high-end quality line that offers your upscale cus-tomers more choices and some-thing different. “A good product mix attracts great people.”
Reinvigorate or start a music school. One said that 80 per-cent of those who sign up for his school end up buying an instru-ment.
Be the ultimate keyboard dealer and have something at every price point, even less expensive keyboards. Customers today see them as all the same, and those who take to a modest instrument will inevitably want a better one.
Spruce up the store with fresh paint, new signage, and new displays. Keeping the store look-ing extra sharp creates positive energy. “People recognize when you’re putting money back into your store. Too often you walk into a [neglected] music store and it feels like a funeral parlor.”
Expand efforts to get institution-al and house of worship sales. The current down market has largely not affected them.
Hit the phones. “Father always taught me that if you make 20 phone calls a day, the law of av-
erages say you will happen onto one or two who are still thinking about a piano. When times are tough, you have to get back on the phone.” Even consider a tele-marketing campaign.
Take a fresh approach to outside sales events. Try partnering with your local Costco. Try festivals or stage them at smaller outlying towns. Also, get your player pianos out where people are: The airport, the upscale mall, the bank, and/or the model home in a new develop-ment.
Update or expand your Web site. A recent Luxury Institute survey found a little over one-half of wealthy customers start their purchase with a search engine. Additionally, 84 percent of these consumers rely on sites with rat-ings and reviews.
Don’t assume that customers aren’t willing to spend money on a keyboard, piano, or organ. “If you show someone an $8,000 black piano and an $80,000 black piano, they will buy the $8,000 one every time.” Also, think of the times you’ve seen a $60,000 car parked in front of a modest two-bedroom home or apart-ment. If the case can be made, the sale will follow.
Keyboard Sales Tip Sheet: 9 Tips for SuccessSpeaking to a few of the industry’s top salespeople it quickly becomes clear that there is no one-size-fi ts-all path to success. Also, their personal stories have as much infl uence on their accomplishments as whatever their approach to the business is. Still, we’ve mined it all to come up with a “greatest hits” of sorts.
28 MMR SEPTEMBER 2009
MMR_28 28 8/19/09 2:01:55 PM
Over the last 20 years we have sought
to build the best pianos possible.
Today, Hailun Pianos are recognized among
the finest sounding, best engineered, and best
crafted instruments from the Far
East. With the help of leading
experts and piano design-
ers, Frank Emerson
(U.S.A), Peter Veletzky (Austria),
Emma Shigeru (Japan), Stephen
Paulello (France), we are offering
you pianos that are truly amazing.
Hailun Piano Company is family run.Mrs. Hailun heads the HailunPiano operations and quality
control. Mr. Hailun leadsthe company internation-
ally, ensures constant tech-nological improvementsand close technologicalcooperation with leadingEuropean manufactur-ers. The Hailuns are bothgraduates of the PianoTechnology School in
Bejing. Hailun insists on the highestlevel of quality, integrity in product, andexcellence in service.
Mrs. Hailun Mr. Hailun
Hailun USAP. O. Box 1130Richland, WA 99352
877•946•8078www.hailun-pianos.com
Merchant Inquiries Welcome
I N T E G R I T Y –S E R V I C E – Q U A L I T Y
MMR_29 29 8/19/09 2:42:50 PM
30 MMR SEPTEMBER 2009
off. “People recognize when you’re put-ting money back into your store. Too often you walk into a [neglected] music store and it feels like a funeral parlor.”
Finally, they have renewed their ef-forts on institutional sales and aggres-sively gone after church business.
Maurice UnisClassic Pianos
Portland, Ore.Apparently Mau-
rice Unis didn’t get the memo about the “great recession.” Not only is his Port-land, Ore. operation humming, but he’s opening new stores
in Bellevue, Wash. and Albuquerque, N.M.
“We are taking advantage of a down market, so when the market comes back, we’ll be in a good position,” Unis says. Unis says his grandfather was a piano technician and as a young boy he worked along-side him in his shop. His father would end up on the Washington State Supreme Court and, while he hoped his son’s future would involve the law, Unis followed his passion for pianos. He would work for Sherman-Clay and in 2000, he opened up Classic Pianos with his three sons.
“Our company used to make business plans out 12 to 18 months, and now we plan monthly to make sure the message were sending out parallels the current economic conditions,” says Unis, who is also a retail consultant. That plan always includes an emphasis on being straight-forward with the customer and offering even better service then they previously thought was possible. They are promot-ing value, building a rapport, and maxi-mizing the amount of customers they can get.
“As a salesperson, I position myself as a higher authority on the instrument, and the entire team has to be in sync. The other thing I’ve learned is that a good product mix attracts great people.”
Classic Pianos only sells Yamaha keyboards and Clavinovas, and is plan-ning on adding slat keyboards soon. The rest of the products are strictly acoustic and include Yamaha, Mason & Hamlin, Schimmel, and Charles Walter. They also carry a large collection of vintage pianos including Steinways.
He’s purposely made his store’s opera-tion unique. When you enter, a reception-ist greets you. Nearby is an accessory de-partment. There’s a Yamaha Room, and an American/European room. Downstairs there is quite literally a “bargain basement.”
While his business is doing well – it’s their best year so far – Unis felt they needed to expand. “When the oppor-tunity became available to go into these other markets, we jumped at it. We will still receive all the pianos here, and keep our current crew busy.
“The main thing is our sales team has embraced the economic situation. Recog-nized it, and used it to form a better, more direct relationship with the client. Under-stand what it takes to move forward and get him or her the piano of their dreams. We’re more attentive to the customers and know that it’s not always about price.”
Steve SmithTriune MusicElmhurst, Ill.
Steve Smith says Triune has actually added staff and expanded business. They are on track to have there best year in his-tory.
Out of college, Smith taught choral music at a local high school. Only four
years older then some of the kids, the challenges of dealing with groups as large as 60 was daunting. Having one steal his car also contributed to Smith considering a career change into his family’s construc-tion business. Many were disappointed about his decision to leave teaching, per-haps most of all the local keyboard dealer who was negotiating with him to get the school a new organ and piano.
“They asked me to come in and we talked for two hours,” Smith recalls. “Then they hired me on the spot. I wasn’t sure about it because I was an educator, not a salesperson. But actually what I learned is what we do here is education. It’s been a very good fi t.” Seven years af-ter joining, the owner retired and Smith bought Triune, taking it over in 1987.
They sell full pipe, digital, and hybrids, working in three states. While Rodgers is their most prominent line, they also rep-resent Walker Technical and Marshall &
Olgletree, plus pipe maker Fratelli Ruf-fatti.
Smith says that while “there is no single reason for this upsurge in our 22-year old business, however there are
Classic Pianos showroom.
MMR_30 30 8/19/09 2:01:59 PM
SEPTEMBER 2009 MMR 31
many contributing factors.” He recently made the decision to invest heavily in a new Web site. “When I looked at compet-itors in the area, the Web sites were sorely lacking. One didn’t even have pictures.” Max Longin, who previously worked for Yamaha, designed their site, and the re-sults allow them to tell many stories. It’s sophisticated, yet fl exible enough that they can upload updates and new photos. “We started as an electronic organ com-pany, but we’ve done over 70 pipe instal-lations. We’ve become one of the largest organ dealers in the Midwest. There’s no better way to communicate that than through the Web site.”
And it’s not just one-way communi-cations: “We fi nd that clients love stay-ing in touch with us, and love talking to others about the superb way they’ve been treated by us.”
They’ve launched a telemarketing program that is providing positive re-sults, and they’ve lowered margins to be more competitive. Even making their of-fi ce more energy-effi cient has added to their bottom line. They also renegotiated their lease.
“For over ten years we have provided reasonably-priced rental instruments for the fi nest musical ensembles perform-ing concerts, church conventions, and other special events,” Smith says. This has given them priceless exposure, and The Chicago Tribune music critic noted in one of the reviews of such an event how “splendid” the pipe organ sounded. “You couldn’t afford to pay for such an endorsement from such an expert.”
Willem Van SuijdamPianohouse BurlingtonToronto, Ontario, CANADA
Willem van Suijdan is fi lled with aph-orisms: “Salespeople don’t sell pianos; pianos sell pianos” and “It’s easy to sell a piano, but hard to sell the right piano.” But he can back his verbal cleverness with proof of success.
His Pianohouse Burlington has built itself into Canada’s grand piano su-perstore, with a large inventory and an aggressive business plan that includes many outside events stretching across the country. Suijdam is a concert pianist and organist as well as a conductor of choirs and orchestras. He immigrated to Can-ada from Holland in 1986 and founded the operation shortly thereafter.
“If you want to know why I’m doing so well, it’s because I never borrowed a pen-ny,” van Suijdam tells. “I came here with $50 and I still have it.” And then some. Starting out with three pianos, he sold those and bought four; then sold four and bought fi ve. But these were all used and reconditioned. “The biggest problem was that no one wanted to give me a line because all the lines were already repre-sented in the Toronto area.” His answer was to start importing hundreds of used Yamaha and Kawai instruments and sell-ing them at outside sales. (Which did not endear him to the local piano retailing community.)
He’s aggressive, and doesn’t sit and wait, to say the least.
“I pick up my showroom, put it in a big truck, go to a city, and rent a spot by a lo-cal landmark.” At these events he “works like a dog,” but his philosophy is people won’t come to him so he has to go to them. “If you don’t, you have no hope in heaven to survive.” In addition to quality pianos, he also has imported some Chi-nese instruments that he’s not as fond of selling, but does so because some are driven to buy by price only. “People buy what they deserve, and most people don’t deserve a piano,” he quips.
Eventually he was awarded a line: Mason & Hamlin. “They are the pianos of pianos,” he declares. “I’ve never met a piano that is as good as a Mason & Ham-lin.” He is quick to tell customers that in addition to their many other attributes, Mason &Hamlins seem especially suited for Canada’s harsh winters because, while other pianos need to be rebuilt after 10 years, the Mason & Hamlin is still solid.
“People come in and play a Steinway side-by-side a Mason & Hamlin and, guess what? They choose the Mason & Hamlin.”
He takes the “soft sell” approach to an unlikely extreme: When a customer walks in, he stays seated and let’s them walk around for a while. “Too many salespeople get too aggressive too quick-ly.” He does eventually approach them, and then etablishes himself in a position of great authority – by sitting down and playing.
Van Suijdam isn’t afraid to show his sense of humor, either. Typically when asked what they are looking for, the customer response with a meek “I don’t know.” “Oh, so you’re going to buy a $100,000 piano today?” he asks. When
“When I looked at competitors in the area, the Web sites were sorely lacking. One didn’t even have pictures.”
A Keyboard Player’s Dream
MMR_31 31 8/19/09 2:02:04 PM
32 MMR SEPTEMBER 2009
they smile and decline he says, “So you doknow what you want.” He qualifi es fi rst the budget. “I tell them they will make everyone’s life easier if they tell me what they want to spend. I have 150 pianos here – once I have a budget I can elimi-nate 140 of them.”
Having such a huge selection (and personal appreciation) of so many differ-ent brands is a major factor to his success. “The fi rst mistake that most dealers make is they speak badly of the brands they don’t carry. Whatever they represent is the best! Well, that’s why I have everything.”
David StraightStraight MusicAustin, Texas
Straight Music was founded in 1963 when Dan Straight moved his family to Austin to open a Baldwin piano dealer-ship. Over the years, he expanded beyond keyboards and today they are a full-line operation. The Memorial Day fl ood of 1981 nearly did the operation in, as much of its inventory was damaged. The father then decided to turn the store over to his children. Eldest son Robert manages the store. The other children have all been active in the business, particularly David, who manages the piano department.
David began in the business by cleaning pianos, then moving them, and since 1982 he has worked in the keyboard department.
“We’ve been a Yamaha dealer for 30 years and have had Wyman pianos since they began fi ve years ago,” Straight says. “Right now we’re looking at the new [Osla] digital pianos Wyman is offering, and we also have some portable keyboards in ad-dition to Clavinovas.” Straight says they have keyboards and digital pianos mixed in with their acoustics because “not ev-erybody can afford a $2,000 piano, and a keyboard will get them going. After six months or so they usually trade it in and get a piano.”
His credits his sales skills not only to growing up in the business, but also hav-ing the opportunity to watch how others did the work. “Two great salespeople that worked for my dad, Katherine Cole and Dal Farris, were terrifi c. They’ve retired and passed on, but I was watching how they sold pianos since I was eight.”
Straight’s approach is “friendly, per-sistent without being pushing.” They have been consistent with following up, and have found their clients appreciate a
Find it in the Hot News section of MMR’s Web site,
Breaking News
www.MMRmagazine.com
TM
fax: 802-888-2942e-mail: [email protected]
www.houseoftroy.com
1-866-431-6983
MMR09
Call us today at
LED Piano Lamps from
New!
MMR_32 32 8/19/09 2:02:08 PM
SEPTEMBER 2009 MMR 33
call back as long as it’s not high-pressure. “We concern ourselves about what they are looking for and their budget. That’s the basics that I’ve learned.” Personal charisma helps, too.
“Looking back, the business has grown an average of 10 percent of a year,” he says. Their history of service and product knowl-edge brings customers from other parts of the state. Today, he returns to the basics more than ever before: “Father always taught me that if you make 10 to 20 phone calls a day, the law of averages say you will happen onto one or two who are still think-ing about a piano. When times are tough, you have to get back on the phone.”
They are also getting out of the store. They did a couple of Costco events, which did okay; other promotions include set-ting up one of their pianos in model homes. “Even at some of the banks, we have our pianos in the lobby. And we do-nate pianos for special non-profi t events. A piano at a good cause, like fi ghting can-cer, is a good thing to do and let’s people in the community know we care.”
They’re even using the Texas heat as a marketing opportunity. They’ve decorat-ed their pianos with signs that say: “Stay cool! Stay inside and play piano!”
Glenn WoodruffThe J-B Piano CompanySan Rafael, Calif.
Tried everything else? How about faith?
Glenn Woodruff tells a story that goes something like this: He came in one day, and the bookkeeper pounced on him with a discouraging
fact: The company needs $30,000 today or it would face dire consequences.
Woodruff took his sons and said a prayer. A few hours later came a phone call. “A man was inquiring about a piano and I encouraged him to come in. He did, and I sold a $30,000 piano.”
Woodruff grew up in the central coast of California, near Hearst Castle, and took it upon himself to tune pianos fi rst, and play jazz on them second. But knowing the instrument inside and out is what Wood-ruff is about. “I frankly have to say I can’t imagine selling pianos and not being able to work on them. Even during the course of a sale, you’ll hit a key that doesn’t sound
perfect, or some customer will ask a spe-cifi c question … being a technician isn’t mandatory, but it can help.
“Sometimes I know too much! [laughs] As technicians we have to be careful [of information overload].”
J-B does a lot of restoration work, in-cluding a recent 1890s Steinway. Another project of note was a 1911 Packard piano. (Using humor as a marketing tool, he noted on it that this company “made au-tomobiles too.”) A woman wanted to rent a piano and, on a hunch, by the sound of her voice, he let her have this Packard for six months. At the end of that time she bought it. “I don’t generally believe in do-ing something like that, but I have been trying different things.”
They represent Grotrian pianos. “They have always been our top of the line instrument, a magical piano,” he says. “They have all the nuances and smooth action that is the very best. If you’re going to play Debussy, it needs to be on a Grotrian.”
Being excited about what is on his f loor is paramount to his success. “I have a contagious love for the piano,”
he admits. “That excitement level transfers.”
This includes other pianos, like Au-gust Forster (“somewhat a sleeper on the market”) and Blüthner (“dark and beau-tiful and melodic, like Brahams”).
Like any artist, Woodruff makes it seem simple. First, honesty. “Never mis-represent anything, and do what you say you’re going to. That way you can sleep at night, too.”
The times have not shaken one fun-damental principle: Since opening in 1954, J-B Piano has never had a piano sale. They don’t put the word “sale” on their pianos or their signage. “I treat pia-nos as an instrument of value, a collect-able. Sometimes we bargain and make deals, but I personally don’t believe in the “sale [concept].”
Finally, he just has faith. “I’m a Chris-tian, and I remember going to a church as a kid and hearing ‘Praise God from whom all blessings fl ow,’ and I look at things that way,” Woodruff says. Maybe when we’re right with God, things are good.
“Sales are always a miracle.”
By blending the finest in Europeancraftsmanship with the latest in
music technology, Pearl Riverhas created two separate
piano brands, each defined byvalue and quality. To learn more
about becoming a Pearl River orRitmüller retailer, call 800.435.5086or email: [email protected]
“I come across a lot of pianosand the T2 from Pearl River is oneof the best uprights I’ve everseen…right out of the box.”
Terry Quester, Quester’s Piano Sales,Tuning & Service.
“There’s never been a piano thisimpressive in this price range inthe history of pianos.”
Shawn Hoar, master craftsman & owner,Shawn’s Piano.
“The new Ritmüller was tremen-dous. It’s crazy how they producesuch a great piano for the price.”
Arthur Zorn, music teacher, composer, choirmaster.
The World’s Best Selling PianoPearlRiverUSA.com
MMR_33 33 8/19/09 2:02:12 PM
† standard Reunion Blues warranty applies.
When we set out to develop a new case, we knew it had a lot to live up to. That’s why we spent 3 years thinking through every detail of the RB Continental — a revolutionary fusion of strength and style.
The RB Continental’s water-resistant ballistic exterior surrounds a lightweight Flexoskeleton™ protection system of high-density foam and EVA impact panels that offers enough protection to survive a 40-foot drop†
without so much as a nick or scratch. (We know because we tried it. And when the guitar inside emerged unscathed, we did it again just for fun.)
Inside, a velvet tuck interior lining, solid-cell neck brace suspension system, and thick Softmesh-lined side panels cradle your instrument in a cocoon of scuff-proof luxury. And its roomy exterior pockets, Zero G palm-contoured handle, and hideaway backpack straps are designed for getting around in the real world.
The RB Continental is everything you’d expect from Reunion Blues, at a price that’s almost too good to be true.
Watch the drop test and find out more atWWW.REUNIONBLUES. COM/RBCONTINENTAL.
Finally. A sensible, stylish case that outperformswood and plastic.
JOIN OUR FAMILY OF AUTHORIZED DEALERS NOW. 800-950-1095
rugged, refined.
MMR_35 35 8/19/09 2:43:04 PM
NewsSEPTEMBER 2009
ADVERTORIAL
NAMM Resources to Grow Your BusinessYou know about the NAMM Show, where the industry gathers to network with peers, learn valuable business strategies at NAMM U and Idea Center sessions, and conduct buyer meetings to build your inventory. But did you also know that NAMM
Schmitt Music has been helping people
become music makers for life since 1896.
We operate ten stores in Minnesota and
six stores across the Midwest with
nearly 400 employees, many of whom
are professional musicians. It’s our
privilege to help more than 10,000
children join their school band or
orchestra each year, and teach over
5,000 lessons each week. But even with
our many years of experience and a great base
of loyal customers, I can honestly say that being a business
owner is tough right now. It’s times like these that challenge all
of us to manage every aspect of our business better than we ever
have before.
I’ve found that taking good care of our customers and employees,
conducting our business with dedication, enthusiasm and
integrity, and providing products and services that help our
customers pursue their musical dreams have all been keys to our
success. In addition, our years of Membership in NAMM have
provided us with a wealth of resources. We’ve grown the strength
of our company and our brand by attending NAMM shows, sitting
in on every possible NAMM U session, networking with our peers
and taking advantage of the association’s customer-building
market development programs, which have helped grow the music
making population across the nation.
It’s an honor for me to assume the role of Chairman of the
NAMM Board of Directors and, as I do, I am again reminded of
the many wonderful business-building resources available to all
active Members of NAMM. I thought I’d take this opportunity to
remind you as well. After all, in times like these, all of us can use
all the help and support we can get. Take it from me—NAMM is
here to help. Tom Schmitt
President & Chairman of Schmitt Music
Chairman, NAMM Board of Directors
Note from Joe Tom
provides savings on everyday business services like shipping and merchant credit/debit processing? Or that NAMM is encouraging the general population to become active music makers? These efforts help bring customers right to your door each day. During these challenging economic times, be sure to take advantage of these great opportunities…
Member ServicesOn behalf of its Members, NAMM has negotiated with companies to provide the most competitive business products, rates and services possible. You can participate in one or more of NAMM’s endorsed business service programs, including merchant credit/debit processing, check services, gift cards, shipping and freight services, store-branded consumer financing, workers’ compensation insurance, school lease/purchase plans, and NAMM’s newest Member benefit: access to health insurance options through Mercer.
Public Affairs and Government RelationsNAMM actively represents the needs of business owners on Capitol Hill by addressing causes that affect our industry, such as healthcare reform, sales tax issues and Internet purchase legislation. Additionally, NAMM campaigns for music education, which not only helps kids grow and learn, but also supports the growth of our industry.
MMR_36 36 8/19/09 2:43:13 PM
Market Development InitiativesOne of NAMM’s many goals is to provide Retail Members with marketing tools and opportunities to help increase store traffic, broaden and strengthen your customer base, and encourage community involvement through direct-to-consumer marketing. Programs like Vans Warped Tour, Drum Corps International, the John Lennon Educational Tour Bus and SchoolJam USA are all designed to help drive brand-new potential customers into your store. Be sure to get involved today.
Wanna Play?NAMM’s consumer-facing Wanna Play? campaign shows the 82 percent of people who think they can’t play but would like to that they can! This PR-based initiative puts music making into the media spotlight. Member stores can benefit from this effort by participating in Wanna Play Music Week activities each May and by promoting Wanna Play? contests and events throughout the year. Hangtags and brochures can also help inspire would-be musicians to pick up an instrument and play. Order materials for your store and see all the cool initiatives NAMM is a part of by visiting www.wannaplaymusic.com.
Not sure which programs are right for you? Visit www.namm.org for program information and to order support materials, or call NAMM’s Member Contact Specialists at800-767-6266 and they will be happy to help.
NAMM News is published by NAMM. To keep up-to-date on the latest breaking industry news,
sign up for our PLAYback Digital e-newsletter at [email protected].
NAMM News September 2009
MMR_37 37 8/19/09 2:44:02 PM
38 MMR SEPTEMBER 2009
SPOTL IGHT
Since its introduction in 2001, more than 100 million iPods have
been sold. In the process, Apple’s compact digital media player
has revitalized that company’s fortunes, helped to reshape popular
culture, and (along with iTunes) almost single-handedly destroyed
the traditional-model recording industry. Sure, there are other compact
players out there – some marginally successful, too – but the iPod is king, with
over 70 percent share of the market. It’s an icon, an all-purpose synonym for
any product with similar functionality: Much as one might say, “Do you have
any Scotch Tape?” or “Pass me a Kleenex,” for most of the world “iPod” =
“portable media player” and that’s just all there is to it.
If you add in the millions of iPhone owners out there (and, since iPhones incor-porate all the functionality of iPods, you can) that means that a lot of people – a lot of potential customers – are in the iPod Army. Oh sure, just because 100 million iPods have been sold in the past eight years doesn’t mean that there are 100 million users/owners out there – people upgrade to newer models, older units break, and so on – but conser-vative estimates would tally the current total of domestic iPod/iPhone users as being in the high millions. Again, that’s a lot of potential customers. You’re not a phone store, you’re not an electronic gadget store – what do you care? One of the fastest growing seg-ments in the contemporary MI world revolves around hardware and software designed for use in conjunction with the iPod/iPhone (from now on we’ll just say “iPod,” but
– You Just Live In It.
It’s an iWorld
“The iPhone and the Internet are paradigm shifts and will
in no way eliminate the
brick and mortar retailer and his ability to make
a profi t.”
MMR_38 38 8/19/09 2:02:49 PM
you’ll know we’re talking about both the iPod and the iPhone since, for the pur-poses of this article, it’s the same differ-ence. Cool?).
In addition to DJ Gear and Record-ing/Pro Audio hardware specifi cally generated to work with the iPod, if you add in the larger world of music making via iPods that is created through “Apps,” the number of products in this category becomes staggering. For those not in the know, “Apps” (applications) are pro-grams that can be downloaded directly to an iPod Touch. The “App Store” has become wildly popular and, while most of the available programs have nothing to do with music – GPS Apps, Games, Tools, et cetera – some are all about turning the iPod into a music making device. If Apps are downloaded directly to the iPod and, thus, can’t be sold in a store or on a retail outlet’s Web site, why do you care? Well, you don’t. Directly. What matters is that certain of these Apps turn an MI product that might not be inherently compatible with an iPod into something that iPod owners who want to create music would want to purchase.
The potential synergy between items that can be sold in-store (or online) by MI retail outlets and the iPod is beyond huge and quite literally ever-changing – the only way to stay on top of it all is to really stay on top of it all. That means a lot of work, particularly if you’re not exceptionally “tech-savvy” or interested in that kind of thing, but even a cursory knowledge of the market may suggest
some new approaches to selling and some new products to consider stocking that might, in turn, lead to heretofore unex-pected profi ts.
This article truly only barely scratches the surface of the “iWorld” for MI deal-ers to navigate (and, hopefully, exploit) – and, given the sheer volume of prod-uct out there, it’s a pretty feeble scratch, at that. Read on, though, and see what some of the key players in the iPod game have to say about the specifi c products they’re fi elding, their takes on iPod-relat-ed gear in the MI marketplace, and what they expect the future holds:
An App a DayAndrew Smith, the founder and head
of Studio Six Digital is operating smack dab in the middle of the iPhone revolu-tion. “People have in their pockets a pret-ty powerful computer with high quality stereo audio in and out,” says Smith. “As developers continue to fi gure out how to adapt their applications into that plat-form, they’re bringing products and fea-tures to the masses in a way that people could never have dreamed of before.” Smith notes that the iPhone has “lowered the bar, it’s lowered the point of entry – more people have access to acoustic analysis functions than ever before and I think that’s a trend that’s just going to keep increasing.”
Studio Six digital currently has nine different audio applications available in the iTunes store. “Our most popular App is RTA,” says Smith “It’s a real time analyzer which does 1/3 octave band room analysis,
and has as many ad-vanced features
as any hardware platform based RTA.” Some of
RTA’s features include, “saving graph fi les,
overlaying noise curves and cur-sor readout.” Smith is proud that his little $9.99 app “has more than the standard hardware
RTA systems have.”“They’re all
my concept,” says Smith
“I’ve been in the audio and acoustics analysis world for about ten years and previously, had built all the audio tool-box products for Terrasonde. When I got my fi rst iPhone and started playing and writing programs for it I realized that almost every function that we had put into previous products would be able to be put into this iPhone.” After coming to this realization, Smith immediately be-gan to write programs. “The fi rst one I did was our speaker polarity tester,” says Smith. “From there I went on to build the SPL meter and then RTA and FFT.” Even with nine Apps in the iTunes store, Smith is still writing programs and even plans to introduce a hardware device. “We’ve got a lot more on the drawing board that we’re continuing to work on. We’re just in the fi nal stages of developing a hardware product called iAudio interface.” Smith tells us that the product, which will be released in mid-September, will have a calibrated microphone, balanced line ins and outs and a headphone jack. “It’ll work with our acoustic analysis apps and actually any other iPhone apps includ-ing the recorders that are out there,” says Smith. “Musicians and engineers will have access to a high quality audio inter-face that’s not limited by the microphone in the iPhone.”
For Studio Six, the Apps have been a hit. “They sell really well,” says Smith. “We started doing iPhone Apps part-time last September and we went full time with them in January. The top seller in numbers is the SPL meter and then the biggest revenue generator is RTA which is a more expensive app but one that a lot of people are buying.” Smith
SEPTEMBER 2009 MMR 39
“People have in their pockets
a pretty powerful computer with
high quality stereo audio in and out.”
MMR_39 39 8/19/09 2:02:54 PM
tells us that up to this point, he’s never had spend a dime on advertising. “We’ve been expanding mostly virally -- people have found us and told other people and so on. In the future, I’m not sure -- it’s kind of a new world for us and I don’t re-ally know what avenues to reach a wider market might be. At the moment, we’re reaching a pretty big market but there’s probably a larger market out there.”
Planet Waves is also tap-ping into that market and the company currently has two applications available and several more in development. “In December of last year we decided to look into porting the Chordmaster which was a handheld computer over to the iPhone. We were fortunate enough to fi nd some good developers and launched the app sometime in March,” says Jim D’Addario of Planet Waves. With over 7,800 chords, D’Addario notes that the Chordmas-ter “is the most extensive chord library ever assembled. Even though there were several other chord libraries available at the iTunes store, D’Addario says, “ours was so much better that it received quick recognition and shot up to number one in the music category for almost six weeks. It even hit number six over all for applications on the phone. We were selling as many as 4,500 a day.” At the time, D’Addario was working on a scale program that was initially set to launch on their website guitar.com. “We ported that over to the iPhone and called it scale wizard,” says D’Addario. “That’s done very well also. So we have these two apps that have been selling quite well.”
As a result of D’Addario’s success with its applications, they were contacted by Apple. “Prior to their World Wide Devel-opers Conference [WWDC] when they were launching the operating system 3.0 for the phone, Apple wanted to know if we had anything in development that would use the features,” says D’Addario. “We started speaking with the Apple folks and came up with an idea for control-ling MIDI instruments from the phone.” After contacting some of his friends at Line 6, D’Addario decided to push ahead with the project. The program by Planet Waves is called Rig Remote and it works in conjunction with a device produced
by Line 6 known as the MIDI Mobilizer. “Our fi rst effort is to control most of the Line 6 amplifi ers, Pods and Variax guitars,” explains D’Addario.
At the WWDC, we managed to control a Variax guitar and a Veta am-plifi er. Now we are developing the fi nal product with Line 6 and we’ll branch out and offer the platform to any other MIDI instrument, synth or effects device manufacture.”
While some dealers and suppliers have been apprehensive of the application abil-ities of the iPhone, D’Addario thinks that it’ll improve the business. “You can’t stop change,” he remarks. “The iPhone and the Internet are paradigm shifts and will in no way eliminate the brick and mortar retailer and his ability to make a profi t. Movie theaters feared that the VHS would put them out of business; it didn’t. They had to reinvent the paradigm. The indus-try evolved and the movie business did not go away, in fact, it went up,” explains D’Addario. “Over the last 15 years or so we have not grown the amount of music makers proportional to the population. As an industry, we have not done a good enough job. If we want to try to protect our old little business as we have, we’re going to limit that growth potential. Let’s try to fi gure out how to use the iPhone to give people cheaper and better tools, so they buy more instru-ments.” Rather than view-ing the iPhone as a threat, Jim sees it as a means to broaden his market. “We used to sell a good quantity of hand held Chordmaster devices but nowhere near the quantity of $1.99 Apps that we sold in six months. It opens the market up to many more people and when you make things more available at a lower
price you make it easier for more people to become music makers. They then be-come customers for guitars, strings and amplifi ers – that’s stuff that’ll never be sold through the iPhone. If I can make more people play guitar, then I’m going to sell more strings,” explains D’Addario. “The guy’s gotta buy strings; he can’t pull strings out of his iPhone! He’s got to go to a store.”
When asked about the threat to hard-ware devices and brick and mortar re-tailers, Douglas Wright, president of Sonoma Wireworks, is quick to respond and his take differs somewhat from D’Addario’s: “We also make a desktop application which we offer as both a di-rect download and is distributed in a box to dealers worldwide. I would say that the threat was there before the iPhone came. The threat being that people are going to stop driving to the store to take a dusty box off the shelf when they can go to the Internet, download the demo, try out the software and decide to buy it without ever setting foot in a store.”
“If you compare the iPhone to the computer that I fi rst had when I was in 5th or 6th grade, it’s a super computer in your pocket,” says Wright. “I don’t see it slowing down. Moore’s Law says it will double in two years and I see it doing ex-actly that. They’ve already doubled the RAM, so the iPhone3GS with 256 Meg on board makes App development much easier and more powerful. 32 gigs – that’s enough space to record an entire album in 24 tracks!”
Wright tells MMR that his “primary product is FourTrack. It’s exactly like it sounds: a four-track recorder on the iPhone. We’ve continued to add features since its original release back in Novem-ber and I’m about to do an update that includes master effects and mix down, plus song title and track naming for the
WIFI sync.” The co-developers of
FourTrack is a company called Retronyms. “They just released a new App, that’s the fi rst member of our Global Audio Prod-uct Integration Program,” says Wright. “The idea is to get all these little audio Apps on the phone talking to each other so you’ll be able to do more interesting things and be able to bring
40 MMR SEPTEMBER 2009
Jim D’Addario
MMR_40 40 8/19/09 2:02:59 PM
loops or audio from other applications into FourTrack.” In addition to working on his fl agship product, Wright continues to develop new ones. “Today we submit-ted an app to the app store, InstantDrum-mer: Part Breaker. Basically we took the loop content that we create and sell for the desktop in Riffworks and we built an iPhone app that plays tempo adjustable sliced recordings of drum loops and gives you quick browsing by song part -- verse, chorus, bridge, lead ins, endings, etc. It automatically plays fi lls, lets you adjust the tempo by tapping or dialing in the tempo and lets you sequence a song and then WIFI sync the completed sequence,” says Wright who hopes to integrate the new app with FourTrack in an upcoming update.
Hey Mr. DJ, Put a Record(?) On…Alesis, Numark and ION Audio have a
ton of experience with iPod related prod-ucts. Alesis fi elds eight different iPod-in-tegrated mixers, recorders and speaker systems, Numark has targeted DJs with seven different iPod products and their consumer audio arm, Ion Audio features
six different products. As the guys at Alesis pointed out, just about every mu-sician on the planet has an iPod. “We’ve created that link, so musicians can take their iPod and connect it directly to their source of music and either record or playback direct-ly from their iPod,” says Kurt Heiden, Marketing Communications man-ager at Alesis.
“The implementation of an iPod from the Numark perspective is to make it easier for the DJ,” says Chris Roman, Numark’s Product Development manager. “Somebody might walk up to you with an iPod and say, ‘Can you play my song off my iPod?’ You just plug the iPod right into the dock on your mixer and play it back.”
“The recording capabilities on the Alesis side are designed to take advantage of software that’s inside the iPod itself,” says Roman. “When you plug it in you can record your sets directly to the iPod and then go listen to them later on.”
“I think it was a natural progression,” says Heiden. “It was very easy for our company to look at an iPod and say, ‘Hey, iPod looks like a really good thing. Let’s go talk to Apple.’” Talking to Apple in-evitably involves a lot of R&D. “It’s not like you can plug it in, fl ip a switch and it just works,” says Roman. “There’s a lot of engineering that goes forth within our walls to insure proper compatibility. If you’re not a company that does R&D like we do, then iPod integration is just not going to work. It’s an ongoing, work-
SEPTEMBER 2009 MMR 41
Kurt Heiden Chris Roman
The best capo for intonation for the past 30 years
is still the best today!
707-843-4068
learn more atwww.shubb.com/bestcapo
Most capos use a material to press the strings that is too hard. It bends the string over the fret, stretching it sharp. The thicker the string, especially wound strings, the more drastic the effect.
Result: the strings are
NOT STRETCHED OUT OF TUNE!
We worked with a laboratory to scientifi-cally formulate a special, custom rubber material that behaves just like the flesh of your fingertip. It allows the string to sink into the rubber just enough for it to relax, and not get stretched across the fret.
Like your fingertip...
MMR_41 41 8/19/09 2:03:04 PM
42 MMR SEPTEMBER 2009
ing relationship. Hopefully in the future we’ll be able to do bigger, better, greater things.”
Heiden points out that Apple is not their only partner in this endeavor. “iProRecorder for the ProTrack is a per-fect example of partnering with a com-pany, explains Heiden. “BIAS, Inc. is well known and respected throughout the MI industry, so they were a logical partner to work with to make sure that the ProTrack had a professional grade recording soft-ware that would work with our hardware. We create complete solutions for the cus-tomer. If there’s an application out there that makes sense, why reinvent it?”
In addition to partnering with other companies, Numark and ION Audio have had a couple of homegrown soft-ware solutions. “The EZ Vinyl Converter software, was created by our brand Mix-Meister. It’s a one step solution for get-ting vinyl onto an iTunes collection and your iPod,” says Heiden.
While Alesis / Numark / ION Au-dio won’t divulge precise numbers, they do say iPod related product sales have been very good. “They do very well. As a company with four separate hardware brands, we have several different distri-bution channels. Especially with iPod related products, every MI retailer on the planet should be selling Alesis and Nu-mark products,” says Heiden. “The ION products are sold through mass mer-chandise retailers like Costco, Best Buy, Target, and Wal-Mart.”
Numark/Alesis/Akai/ION Audio in-tend to broaden their market through
innovation. “We look for ways to inno-vate based on what’s available to us. We look at ways our customers use their iP-ods and what kind of people are using iPods. We think they’re very successful tools for both the consumer and for the DJ. “Technology just keeps on growing and growing and hopefully the innova-tion will continue as well.”
Jason Davies, the Vice President of Sales and Marketing at Bias Inc. tells MMR that the iPod and iPhone “offer a lot of users a whole new platform for both gathering and developing audio content. We’re augmenting what used to be confi ned to the desktop in terms of the power of being able acquire and develop content,” explains Davies. “Its really a liberating thing, users are able to take a very small, portable device like an iPod or iPod touch and are actually able to get work done. In the past, people would need to buy dedicated hardware devices to do portable fi eld recording. Now, you can simply use an iPod or iPhone and you can acquire high quality audio. Plus, you have the advantage of software inter-faces that can be updated as new things develop.”
Davies is excited about the iPro Re-corder App for iPhones and iPods. “The application actually interfaces directly with our Mac audio editors, Peak Ex-
press Peak Le and Peak Pro,” says Davies. All of these versions of Peak support direct WIFI fi le transfers from the iPro Recorder. Users can use our recorder
in the fi eld to record whatever sounds they choose and then send them via WIFI directly into our audio editor.”
The iPro Recorder and was originally developed by Steve Berkley, the compa-ny’s president and CEO. “Steve was the genesis for much of the initial concept for the product,” says Davies. “We want-ed to make sure that it was professional in terms of its feature set, so we looked at various hardware devices that were out there and we modeled it after some of those hardware recorders.” When asked about their relationship with Alesis, Da-vies tells us that Bias “got an early version of their product and were able to confi rm compatibility ahead of its release. We have a good co-marketing relationship in that we’ve insured that both our products work well together.”
As of the writing of this article, the iPro Recorder held the Number 5 spot on the iTune store’s ranking of recording applications. “It’s doing very well,” says Davies. “It’s consistently been in the top ten to twenty. We’ve slipped a little bit on occasion, but never below 50.” Bias has found that most people will start out us-ing Apple’s voice memo recorder before migrating to the iPro App. I think they realize very quickly that there are a lot of features that they wish they had. I think it’s going to be a real asset to people that want to become more portable with their efforts,” says Davies. “More and more people are going to be able to do more portably and then integrate whatever they’ve done at their desktop or portable computers.”
MMR_42 42 8/19/09 2:03:13 PM
SEPTEMBER 2009 MMR 43
Reaching the Larger Market“The iPod seems to be setting us on
our ear a little bit,” says Lester Batts, product manager of ProCo sound. “In the MI industry it’s sort of setting the pace. Even in the pro market, which is what we deal with, a lot of pros are using iPods in their daily endeavor to do their jobs and I think that that’s what we’re seeing as the biggest change.” ProCo has recently introduced a professional interface for sound systems to interact with line level devices such as iPods. “We obviously bundled that with the iPod because they are so popular and obviously gaining in popularity,” says Batts. “We gured out how those devices work best coming off the headphone outputs and we created a professional interface for it.”
ProCo came up with the concept through its dealer network. “When we have people ask us how to interface things, we either present them with a solution we already have or we design a new solution,” explains Batts. We had dealers that were asking for some sort of decent interface for these de-vices and so we put our engineering team together and this is what we came up with.” Batts says that although the product is a decent seller, “there is still a lot of misinformation in the market. Typically the way I sell a product is to have someone use it to understand what we’re doing for them,” says Batts. “They’re not the majority of our sales by any means, but they’ve been a pretty steady seller since we’ve created them. Right now, they’re being sold through our dealer network both nationally and internationally,” says Batts. ProCo’s dealer network “consists of many dif-ferent facets from retail to mail order and internet sales.” One of Batts major goals is to “increase sales through edu-cation and word of mouth.” Although ProCo doesn’t spend a lot of time or money on advertising, Batts notes that the company relies “pretty heavily on our rep and dealer network.”
When asked about the changes that the iPod and iPhone will bring to the MI industry, Batts is quick to answer. “I think it’s going to do two things: Number one, these devices are going to allow peo-ple to transport a lot of information with them; Number two, I think you’re going to see a lot of other sidebar things, such as automation, especially with some of the products that we build. We’re look-
ing at automation software with those devices so that through Bluetooth or WIFI, users can access automa-tion into other systems and integrate them seamlessly.” For Batts, the future is where the action is. “It’ll be interesting to see where it goes from here.”
When Jim Dunlop, the owner and founder of Dunlop Manufacturing
rst recognized that, “new applications for the iPod/iPhone are introduced to the market on a consistent basis,” he decided to get in on the action. “Many are musician-focused, such as guitar tuners, music iden-ti cation, music making, and even turning your iPod/iPhone into a mu-sical instrument,” says Dunlop. “The iPod/iPhone Jim Dunlop
MMR_43 43 8/19/09 2:03:23 PM
44 MMR SEPTEMBER 2009
platform has created a portable and convenient way for musicians to listen, transport, store, record, and learn mu-sic and has become an indispensable tool for working musicians world-wide,” says Dunlop. “Because of this, the MI industry has reacted by creating musi-cian-speci c products to enhance their experience with them.
The D65 was designed by Dunlop Manufacturing to provide a exible way for guitarists and other musicians to hold their iPhone and iPod touch. The unique feature of the D65 is its ability to attach to the front of your guitar and display lyr-ics, chords, or music in the ideal position,” explains Dunlop. One of the unusual fea-tures of the D65 is that it’s not just aimed at the MI market. “The high-powered suc-tion cup will hold rmly to any at, clean, non-porous surface,” says Dunlop. “Use it on your coffee table, computer desk, air-plane tray table, your car, or anywhere you need an extra hand.”
Jim explains that the product is avail-able trough both “online and traditional retail outlets world-wide and is selling successfully due to the fact that many musicians own iPods/iPhones, and Dun-
lop is a trusted brand name.” Dunlop also explained that while his company is “mostly focused on the guitar/bass mar-ket and the band/orchestral market with the Herco line, the D65 is the musical ac-cessory that will allow us to expand into even more genres and types of players.” With the D65 Jim is looking to expand his accessory market, by merchandising the product in such a way that it will at-tract just about anyone with an iPhone or iPod. “This will allow us to expand out of the MI market with several non music-related applications that can help everyone enhance their experience with their iPod/iPhone,” says Jim. “For example, the D65 can hold the iPhone or iPod while driving as it plays music or displays GPS mapping or attach it to a coffee table or airplane tray to watch a video,” says Dunlop. “As the tech-nology advances, it will bring with it even more musical tools for musicians and users which, will only be limited by the amount of new applications and hardware introduced.”
“We’re all iPod users,” says Mark Wilder of Samson Technologies. “They’re ubiquitous. They offer a lot of versatility
“Because of the things that you
can develop from a software
standpoint…I think that the
potential is very high for products
that make life easier for musicians.”
MMR_44 44 8/19/09 2:03:28 PM
SEPTEMBER 2009 MMR 45
for musicians. Our products tend to be PA oriented products and it made a lot of sense to add iPod compatibility. It’s like putting an RCA adaptor on a mixer when you want to use a CD player,” explains Wilder. It just makes sense – It’s what everybody’s doing, it’s what everybody’s using, so it’s just something you can’t re-ally avoid.” Wilder doesn’t necessarily think that the iPod has changed the MI industry. Instead Wilder tells us that “it’s added a new dimension to our R&D and marketing thinking.”
So how much has it changed the R&D process? “Quite a bit,” says Wild-er. “You’ve got to work with Apple to be an of cial user with their made-for-iPod and made-for-iPhone programs. It adds a whole other layer of basic back and forth and their programs are pretty rigorous in terms of testing.” Although Samson hasn’t yet developed products that are aimed at the application-bear-ing iPhone and iPod touch, Wilder is excited about the future. “We were re-ally thinking of it as a music storage and playback device and it’s kind of evolved since these products were rst in de-velopment,” says Wilder. “The iPhone thing is a whole different deal because of the things that you can develop from a software standpoint. And certainly you can do that for the iPod Touch as well. I think that the potential is very high for products that make life easier for musi-cians.”
Wilder tells MMR that their iPod and iPhone related products fall into one of two different categories. The rst is their expedition series of portable PA systems with iPod docks built in and the second is a line of USB speaker systems called the studio dock. “They sell well,” says Wilder. “We’re very pleased with both the PA and the studio monitor business that we’re doing right now. I think that there is still a lack of awareness on a lot of peoples part about them — it’s kind of weird because, pretty much every musician has one but maybe they’re not thinking of ways to integrate the iPod into their music making life beyond a music player,” explains Wilder. “I think that our job on the manufactures side is to make the consumer more aware that these products are out there and that they simplify their life in some way. The future is very bright for these products,” says Wilder. These products are here to stay.”
“The MIDI mobilizer is the rst MIDI interface for the iPhone and iPod touch,” say Marcus Ryle of Line 6. “It enables you to use your iPhone to communicate with potentially any of the millions of MIDI devices that have been produced since 1983. A musician can show up at a gig with a hired back line of Line 6 or any MIDI gear and have all of their sounds stored in their iPhone,” explains Ryle. “Instead of having to haul their own amps out to a gig, they can just load their sounds into the amps and guitar that are available and they’re ready to play.”
Ryle explains that the development of the MIDI Mobilizer began when “Apple announced the possibility of 3rd parties being able to develop hardware periph-erals with their iPhone OS 3.0.” At the time, several companies including Line 6 and Planet Waves started thinking about what might be possible in the mu-sic industry. “Planet Waves was already doing some applications and together we were discussing what might be pos-sible with some hardware,” says Ryle. “We realized that the iPhone would be an extremely portable device with
Cremona bowed instruments have set the pacefor the vibrant student and rental markets for over25 years. Strict adherence to international sizingrequirements, domestic educational set-up standardsand continuous quality improvement have madeCremona Violins, Violas, Basses and Cellos provensales leaders.
Our best-selling, ebony fitted SV-175 CremonaPremier Violin Outfit has again been upgraded toinclude the new LaSalle LB-13 Octagonal Bow andthe TL-33 deluxe rectangular Travelite case.
Meeting the Needs of Studentsfor More Than 25 Years ...
Our Best-Selling SV-175 Cremona Violin!
SV-175
[800] BUY-SAGAwww.sagamusic.comDealer inquiries invited.
•Six sizes from 4⁄4 to 1⁄16
•Long lasting ebony fittings
•Finetuner tailpiece for precise, easytuning
•Rugged TL-33 Travelite case
•All-solid carved, graduated construction
•Well-balanced LaSalle LB-13 bow with ebony frog
Cremona SV-175 Violin Outfit:
$249Suggested Retail
MMR_45 45 8/19/09 2:03:33 PM
46 MMR SEPTEMBER 2009
which you could store your own sounds and edit parameters for all your Line 6 gear.” Although the product is still in development, Ryle is excited about the possibilities. “Already it’s proven to be very valuable for musicians,” says Ryle. “Much like computers have had a dra-matic impact on music creation and mu-sic products, I think the iPhone is going to be able to have a similar impact for portable music applications.”
“I think Apple has become a market leader because they are concerned about every aspect of their products and the customer experience,” says Ryle. “That does mean that there’s going to be more constraints than with an open architec-ture where everyone can do whatever they want but the great bene t is the fact that customers genuinely have a great experience with Apple products. I re-spect the fact that Apple has tight con-trols over what they’ll allow to be imple-mented and how they expect people to implement it because that’s really what guarantees that the customer going to be able to have a great experience with the end result.”
“The iPod, and the iPhone have al-ways had the ability to record top notch audio,” says Skipper Wise, the president and founder of Blue Microphones. “How-ever, Mikey is the rst professional stereo microphone that can be hooked up to the iPod. We are the Rolex of microphones and when you take that knowledge and trickle it down to the consumer side your bringing a vast amount of knowledge to table. That’s something you just can’t ac-quire,” says Wise. “Microphones are a timeless commodity its not as if it’s going to’ become trendy and go away. You can’t plug a USB connector into your larynx so it’s something that’s always going to be around.”
“Back in 1995, a half million bucks for a recording studio was considered to be a mid- room. Today GarageBand [music creating/editing software] is free with your iMac and features probably 90 percent of what that $500K studio was back in the ‘90s,” says Wise. Today with over 9 million artists on MySpace, the market has changed and Blue is changing with it. “We realized that we were speaking to a whole different gen-
eration,” says Wise. Just as we came up with products that were revolutionary back then, we’re doing the same thing for consumers and for people who are recording on their own in their home or on the road.”
Brian Bigget, the chief technology of cer at Blue is excited about what he calls the “recording revolution.” “One of the reasons we’re so excited about the Mikey is that it’s legitimately a profes-sional recording tool that’s also simple enough to be a great consumer product and Apple totally gets that about us.” Blue’s relationship with Apple began about four years ago when Garage band was starting to catch on. “We went to work and developed the snowball which has been a huge hit,” says Wise. There’s no direct contract, saying we’re going to guarantee you this or that. But, if you go into the Apple online store or even if you walk into an Apple retail store, Blue has eight products, which is quite a bit.”
“Its exciting for us because we have products that range from about $60 to about $2,000 all represented by the same
Wholesalers of:
Juzek Stringed InstrumentsBowsCasesStringsAccessories
P.O. BOX 1415STOWE, VT 056721.866.846.5461 [email protected]
MMR_46 46 8/19/09 2:03:38 PM
SEPTEMBER 2009 MMR 47
brand, and the reason that they’ve done that with us is that we’ve been a good partner in terms of developing products that t with what the Apple user wants,” says Bigget.
“We wanted to facilitate and be the creator of the hardware that supports the revolution of making high quality recording accessible to all,” says Big-get. “Ten years ago digital photography was not relevant to many people, the technology was there, but it wasn’t ac-cessible. Audio has been the exact same thing since recording was created. To-day, anybody can create a Web site or take a digital image and edit it in Photo-shop – we want to do the same thing for audio.” Although Blue is working on the hardware side of the recording “revolu-tion,” Bigget is excited about the possi-bilities that applications are starting to provide. “I think what you are already beginning to see, is a lot of really great helper apps. You’re going to see a pretty big revolution in terms of how easy it is to do these things, and therefore, how often people are doing them.”
“We actually have videos on our Web site that show how to do this,” says Wise. “With an iPhone, a Mikey and a ve dollar App from the iStore, you can literally cut a demo track in about two hours and the quality is actually better than what most people could do with a reel-to-reel recorder ten or twenty years ago.”
Bigget agrees wholeheartedly. “If you can provide people with something that’s fun and easy, something they can just plug in, hit a button and instantly be doing high quality audio recording, then I believe that that can become a much more signi cant part of a lot of peoples lives.”
Find it in the Hot Newssection ofMMR’s Web site,
BreakingNews
www.MMRmagazine.com
MMR_47 47 8/19/09 2:03:42 PM
48 MMR SEPTEMBER 2009
When John sat down with MMR, he told us that his favorite part of the job is “talking to musicians. I handle all of the customer service and the most exciting thing for me is having drummers call me to verbally thank me for saving their hearing. Some of them have been using the headphones for years and think it’s a fantastic idea,” says Gresko. “That’s very rewarding.”
Recently, while visiting some of his deal-ers, Gresko stopped into a store in Nashville. “I went in and they said, ‘Jim Riley from Ras-cal Flatts was just in here the other day and he raved about these headphones.’ It’s nice to know that people are out there promoting them,” says Gresko. “Sometimes it’s hard to gauge how much business you get from that, but I think a lot of my artists found the head-phones on their own and then contacted me about being an endorser after they realized how much the headphones helped them. It’s nice to have those people interested in your product,” he explains. “Even though I was
in the recording industry, I didn’t run into some of these people and to have them calling me is kind of fun.” But Gresko didn’t always have rock stars knocking on his door. “We came into the marketplace in the year 2000, but I invented them in 1985. It took awhile to get there.”
Getting ThereBack in the 80’s, John Gresko was just
your average studio drummer. “I was in a studio band here in St. Louis, and traveled along with a band called ‘Mirage’ that was a kind of a fusion jazz/rock type band and just a blast to play with” says Gresko. “Then, I got an offer in LA at a recording studio in West Hollywood. Within a few years, I was working in four different studios doing jingles and demo albums for people.”
Direct Sound HeadphonesIn the 1980s John Gresko, the creator and owner of Direct Sound
Headphones, had a problem. His headphones couldn’t handle
the volume of his drums and, when cranked, would bleed sound
into the mics. His solution: isolation headphones. “It was probably
the fi rst isolation headphone in the industry,” says Gresko. When he
started Direct Sound in the ‘80s, the company was a one-man shop.
This past year alone, Gresko has more than doubled the size of his
operation and is planning on expanding even more.
“I tried to turn the headphones louder and louder while thinking, ‘there’s got to be a way... I wish I could put my head in the other room while my body was on the drum set.’”
MMR_48 48 8/19/09 2:07:23 PM
Your music from the beauty of the forest.
Handcrafted to express the music in you. Inspired by the majesty of the American frontier, Great Divide Guitars are designed to be your musical companion wherever you roam. Built from the natural splendor of spruce, cedar, mahogany, maple, and rosewood. You’ll roam a long way to fi nd a better guitar.
greatdivideguitars.com
Visit your local Great Divide dealer to check them out. Then get ready to embark on a Great Divide musical adventure.
1.877.264.3356
A DIVISION OF TWO OLD HIPPIES, LLC, P.O. BOX 557, SPIRIT LAKE, IOWA 51360.
MMR_49 49 8/19/09 2:44:33 PM
50 MMR SEPTEMBER 2009
One day, while trying to lay down a drum track in his home studio John Gresko noticed that the “drums were so loud that I couldn’t hear what I was try-ing to play. I tried to turn the headphones louder and louder while thinking, ‘there’s got to be a way... I wish I could put my head in the other room while my body was on the drum set.’ That’s how I came up with the idea.” In solving his predica-ment, John created the fi rst isolation headphones.
Necessity is the Mother of Invention
In the beginning of his quest, John tried ripping apart some of his favorite studio phones to see what made them tick. The trouble is “nothing really sound-ed quite right once you took them out of what they were made to fi t in,” laughs John. “So, I fi nally came up with my own design. It’s really hard to get a speaker to sound good in an isolation chamber be-cause it’s soaking up the highs and the mids,” he explains. In the search for the ultimate speaker / headphone combina-tion, Gresko tried “about seven different combinations of parts” before he was sat-isfi ed with the sound.
Still, John kept tweaking the design. “I’ve had one upgrade in speakers since the beginning and now this is probably the best fi delity I’ve ever had in isolation headphones,” says John. Even today, he’s still testing out his own designs. “I’m al-ways testing... I take headphones out of the factory every few days. I bring them home to my studio and test them out to make sure that they’re still up to par,” explains Gresko. “These are the only headphones on the market that will not bleed sound into a live microphone while you’re recording a vocal track. It’s some-thing that took a lot of time and energy working in my own home studio.”
Time Well Wasted The funny thing is, John never in-
tended to sell his headphones. “When I built them, I built them for myself,” laughs John. Gresko brought the phones with him to his day gig in the LA studios. “I had these headphones with me with no
name on them,” says John. “People would look at them and say ‘those are different can I try them?’ I’d say ‘sure, why not?’. They’d just rave over them and I thought, ‘Wow, I’ve really got something here.’”
So, John did the one thing that most musicians would never even dream of doing. “I quit my studio job and came back to St. Louis to get this headphone business going. A lot of people never get the chance to be in the studio in LA,” says Gresko. “But, I knew I had something and decided to get them out on the market. I had a gut feeling and went with it — it’s paid off.”
That was in 1985, and it’s taken Gresko a long time to get to where he is today. “Kind of like that Rod Stewart song ‘I wish I knew then what I know now,’” says Gresko. “It would probably have saved me a lot of time. You know it took me from 1985 to 2000 to get these on the market, and it was slow learning along the way be-cause it was totally the opposite end of the business that I was in. The good thing is I’m still in the business.”
Still in the Business“I actually started on the internet.”
said Gresko. “I got a computer and started to go on the Internet to learn how to use it. Eventually, I got a Web site built and started selling.” That fi rst Web site has
paid off big time for Gresko. “This year, the whole industry has been down about 10% in the markets I’m in,” he explains. “Nevertheless, we’re up. Last year, we estimated that we would grow 50% and we grew 110%! It’s been hard to keep up and have enough headphones built, but we did. We expanded our offi ce, doubled its size, and outgrew it in fi ve months. Now we’re renting warehouse space just to keep things going.”
The expansion into new markets has opened new doors for Gresko’s opera-tion. “We’ve gotten a lot of overseas peo-ple and a lot of distribution. It just seems like it’s growing all the time,” say Gresko. “It’s been a pretty good ride and very un-expected. I knew the headphones were a good tool and I knew I could sell them to drummers but I never expected to play-ers of all types in 23 countries all with the same concern of preserving their hear-ing. When talking to pro audio people I found that most home studios and large studios own multiple sets of extremes. That was pretty shocking.”
While he isn’t about to give away any of his secrets, Gresko told MMR that the most important thing is to “believe in what you have. You have to go by your gut feeling,” he explains. “I learned a long time ago that if I don’t go with my gut feeling, I’d end up wishing I did.”
MMR_50 50 8/19/09 2:07:29 PM
Solid Cedar. Solid Sound.
AfricanMahogany
Handcrafted to express the music in you. Trust your music to the majesty and wonder of solid Canadian red cedar. Experience the bountiful and balanced music. Marvel at the full projection of sound. Savor the rich, natural beauty of the grain.
To purchase a Great Divide Solid Cedar guitar, visit your local Great Divide dealer or call 1.877.264.3356.
Canadian Red Cedar
Indian Rosewood greatdivideguitars.com
1.877.264.3356
A DIVISION OF TWO OLD HIPPIES, LLC, P.O. BOX 557, SPIRIT LAKE, IOWA 51360.
Nine models to choose from, available in Dread-nought, Orchestra, and Parlor bodies with mahoga-ny or rosewood back and sides.
MMR_51 51 8/19/09 2:44:39 PM
52 MMR SEPTEMBER 2009
In another eyebrow-raising move, iMSO also appears getting into the in-strument making business, offering a new mid-priced guitar line that was de-signed by founding member Chris Lovell. In addition to that, private label string and brass instruments are being made available exclusively to members.
For two days of the NAMM show the group held an open house that was bus-tling with activity. Plenty of dealers were coming in to learn more about the group, and even more telling, a parade of manu-facturers were anxious to sit down and discuss how they could work together. This included Korg, Peavey, Aquarian, Cort, Revival, Ultrasound Amps, Samick, and Heil Sound, among many others.
“This is an absolutely great group of people, and I’m excited about what they are doing,” Bob Heil said, noting that he was an independent MI retailer himself, running one of the most famous music stores in the Midwest in the 1970s, Ye Old Music Shoppe. “I’m looking forward to working with as many members as are interested in my microphones.”
“[The iMSO] has been needed for a long time,” said founding iMSO member Harry Gillum, who is also owner of Show-time Music of The Villages, Fla. “One
Original Mantra: “Not a Buying Group” Becomes “Maybe ….”iMSO Evolves
It’s a fundamental principle of business to listen to the customer.
The Independent Music Store Owners’ board has listened to theirs –
independent MI retailers who, in addition to sharing tips and opinions
on their oft-visited forums, continue to “clamor” to unite as a group on
another level. While not offi cially a buying a group (yet), at Summer NAMM
they announced their “iBuy” program, which is certainly a step in that
direction.
iMSO Founders Victor Himbaugh (Doo Wop Shop, Louisville, Ky.); Chris Lovell (Strings & Things, Memphis); Gordy Wilcher (OwensboroMusic, Owensboro, Ky.); Harry Gillum (Showtime Music, The Villages, Fla.); with Korg’s Ken Fuente.
iMSO.indd 52 8/20/09 10:01:24 AM
SEPTEMBER 2009 MMR 53
dealer who joined almost two years ago spent time on our forum learning how others did their educational programs – how they handled no-shows, how they recruited [et cetera]. Because of what he learned, this year he increased his intake $20,000.”
But knowledge isn’t enough, appar-ently. “Members were begging us for ways to work with manufacturers better during these economic trying times,” he adds. “We have some stores that are doing great and some that are struggling.” He says that the group continues to grow, adding fi ve mem-bers a week, and as of the fi rst day of Sum-mer NAMM, they had 338 members and their Web site forums boasts 2,450 posts.
iBuy“I was not prepared for the response
iBuy and the iMSO received,” said Gordy Wilcher, iMSO president. “Our meeting room was really busy the entire show. Thank goodness we had many of our great members there to help. Even greater were the largely positive responses we re-ceived. The 25 or 30 vendors who came by were as diverse as our iMSO member-
ship, and we fell honored that all of them took the time to visit our open house.”
During this time “iBuy” was an-nounced.
“iBuy is a work in progress,” admits Wilcher, co-owner of Owensboro Music, Owensboro, Ky. “We’re working to create and build a long-term win-win relation-ship for our members and the suppliers who want to work with us.” The chal-lenge is to cobble together something that is the fl exible, fair, and feasible as “this is not a one-size-fi ts-all group.” Organizing members by regions, con-sidering proprietary “Google-able” lines of product, and taking on discontinued and thus discounted products are all on the table. Manufacturers are also making suggestions of possible scenarios and the group has their collective ears open.
“The key for me is a long term win/win relationship with a capitol R,” Wilcher says adamantly. “I do want everyone to know what iBuy is not. This is not an attempt to
hold our strength in numbers out like a carrot on a stick and entice unreasonable and short-term low-ball deals from our vendors, suppliers, and manufactures. If it’s not something that we can offer our members for a 6-12 month period or be-yond then its not going to work.” While the iMSO forum is still free, iBuy will be available only for due-paying members.
Gillum also weighs in to clarify: “iMSO will never buy inventory, never write a check.” He says this effort comes out of the need to fi nd some better working model for independents and is solely about the ability for the music storeowner to survive. He sites the recent NAMM report that concluded the cost of doing business dictates products should be sold in the 35 to 39 point range. “Too many manufacturers think it can be done in the 20 to 25 point range.” He adds that manufacturers are getting this and gradually raising MAP prices. But dealers need larger margins – and fast.
Lovell Guitars, Private Label Products
No doubt that many dealers and man-ufacturers weren’t sure what to anticipate
when they showed up to the iMSO open house, but they surely weren’t expecting to see a line of guitars and an assortment of string and brass instruments. Turns out Gillum and other key members have been visiting China to procure private label instruments that members can take advantage of the benefi ts of that.
The big news is the Lovell line of gui-tars. Chris Lovell is a founding member of the group and owner of Memphis’ Strings & Things. But not all know of Lovell’s his-tory as a guitar maker. He founded S&T Workshop in the 1970s and built custom guitars for the likes of Eric Clapton, Billy Gibbons, Jeff Beck, Joe Walsh, and Mark Knoffl er, among many others. In 1975 he worked with Gibson to create a reissue of a Les Paul Standard. In 1985 he founded St. Blues, creating guitars that were played by Albert King, Bo Diddley, and Richie Sam-bora.
Now he is designing Lovell guitars ex-clusively for iMSO members. While they
are being made in China, the guitars are to be maintained by the retailer to keep them at their original factory specifi ca-tions through the terms of the warranty set-up required for each guitar sold. Gil-lum stresses that Lovell is not just slapping his name on some pre-made instruments. “These are designed by Chris for us, and a group of the guitars will MAP at $299 with a second group MAPing at $399.
“Most importantly, the instruments far exceed the minimum point frame work and are very profi table.”
Gillum stated that the group of direc-tors is still all-volunteer, and just sincerely trying to navigate the laws, the economy, the needs of their members, and the ven-dor community to create a viable, profi t-able, even pleasant business model. A lot of dots have to be connected and holes need to plugged, but they are determined to do it and encouraged by the response so far.
“iMSO signed up another 15 new mem-bers at this NAMM show,” Wilcher said. “We were just thrilled to meet more like-minded indie dealers. We expect member-ship to continue on a steady clip.
“As I look forward, I see iSMO con-tinuing to grow and work with NAMM and our vendors to improve the rela-tionships of the MI community. I never doubted that the independent dealer is the best solution to grow this industry. Selling the instrument is only the begin-ning – we need to teach, we need to be part of the community, and that’s what Independent dealers do best. It’s these folks and their passion for music making that will sustain our industry.”
“One dealer spent time on our forum learning how others did their educational programs. Because of what he learned, this year he increased his intake $20,000.”
Harry Gillum with Lovell Guitars.
MMR_53 53 8/19/09 2:08:11 PM
SHOW REPORT
NAMM Summer Session 2009
54 MMR SEPTEMBER 2009
There’s no getting around the
smaller tally of exhibitors and
the lack of some “big names”
normally present at Summer
NAMM, but the numbers truly
don’t tell the full tale of this year’s
get-together in Nashville…
Small Names Do Big Business“We got so busy on Friday, I was mak-
ing appointments for dealers to return on Saturday and Sunday,” says Ken Haas, sales director for Reverend Musical Instruments. “We’ll be back to Nashville without ques-tion.” The sentiment was shared by many, especially smaller, companies: “We didn’t
know what kind of expectations we should come with this year, but we were happy,” notes Phil Bettete of Yorkville Sound. “We wrote orders, saw the buyers we wanted to see, and did very well. I think, because some of the larger brands decision to stay home, companies like ours did even better.”
Indeed, the reduction in foot traffi c and absence of some industry heavy-weights provided many exhibitors with opportunities to showcase their products more effectively and for dealers and sup-pliers to engage in real conversations (in-stead of super-rushed, two-minute chats) and conduct real business.
“Due to the absence of several large ‘destination’ exhibitors, the attendees looked for alternatives and there we
were,” observes Santa Cruz Guitars’ Rich-ard Hoover. “Even though the numbers were down, we never lacked for booth traffi c.” However, Richard voices a con-cern shared by many at this year’s Nash-ville Show: “I do hope that non-attending companies considered the long term cost of their non-support, as without it the summer show may not be available in the future.”
“The attendance was obviously down in terms of both exhibitors and attend-ees,” concedes Chaim Rubinov of Free-Hand Systems. “Some may see that as sign of a bad show, but in my opinion, it was an opportunity for attendees to see more of the show, and spend a little more time at each booth.”
Numbers Down, Spirits Up
MMR_54 54 8/19/09 2:09:07 PM
SEPTEMBER 2009 MMR 55
The reason for fewer exhibitors and convention-goers is a secret to nobody, of course. During his State of the Indus-try speech on Friday morning, NAMM president and CEO Joe Lamond spoke in detail about the economy and its recent impact on all aspects of the industry. “No one really knows the answers to our global economic crisis,” he said. “Those who call for a fourth quarter recovery, when the recession will have reached 23 or 24 months, could be right. But we’ve been here before. It’s something that will repeat and we need to plan for it.” As the third and fourth quarters of ’09 will, doubtless, hold their fair share of chal-lenges, Lamond also noted that such a climate also affords unique opportuni-ties which music products professionals should be prepared to take advantage of.
Overall, NAMM is reporting a 26 per-cent decrease in registration from last year’s Show. However, of the 383 compa-nies displaying products, a large number
(reportedly more than 145) were newcom-ers to Nashville. “As we had not shown at NAMM before, I didn’t have a point of reference as to the amount of traffi c in the hall,” acknowledges David Terrell of DARE Music Group, “but I can tell you that most of the time we were swamped! We were very happy with the interest level and feed-back we received from retailers, distribu-tors and artists. We are entering negotia-tions for distribution rights in Canada and the U.S as a direct result of the NAMM show. We also met with one of our Euro-pean distributors that had already signed up with us previously at MusikMesse and this distributor tripled the initial order.”
The Breakfast ClubAs in previous years, the popular
NAMM University Breakfast Sessions provided attendees both a free-of-charge
“We didn’t know what kind of expectations we should come with this year, but we were happy.”
Skip Maggiora of Skip’s Music and AIMM.
Tracy and Jamie Leenman of Pecknel Music Co. with NAMM president, Joe Lamond.
Mike Sales of Reliance Intl.,with Rick Young of Yamaha Corp.
Joe Husak and Tim Pfouts of SIT Strings.
Scott Wunschel, Rob Turner and Scott Ferrara, EMG Pickups.
John Norris and Pat Bovenizer, Peterson Strobe Tuners.
Lee Averwater, Amro Music Stores, Tabor Stamper, Mapex USA, and Dex Johnson, Mississippi Music.
Mike Putnam, PZtronics.
Perry Pinto of AIMGifts.
Wayan Zoey and Thilo M. Kramny of PPV Medien, with Harvey Levy of Levy’s Leathers Limited
Dennis Houlihan of Roland Corp.
MIDC’s Paul Pinchuk.
Don Lace of Lace Music Products.
R.S. Berkeley’s Gina Fragner.
Ken Fragner of K&SMusic.
MMR_55 55 8/19/09 2:09:12 PM
56 MMR SEPTEMBER 2009
full meal and valuable insight into the MI Industry, making the sessions truly the most important meal of the day.
Saturday’s breakfast saw the presenta-tion of the Music for Life award to Bill Ivey, longtime music advocate and former chair-man of the National Endowment for the Arts, The National Academy of Recording Arts and Sciences, and director of the Coun-try Music Foundation. Previous winners in-clude Sesame Street’s Bob McGrath, former Governor and Presi-dential candidate Mike Huckabee, and actor Richard Dreyfuss. In his acceptance speech, Ivey noted, “We don’t want to overlook the value of the music store as the center for learn-ing, a place to imagine.” He expressed opti-mism about the resilience of the MI indus-try, stating, “Innovation combined with a sense of affordability and creativity will usher in a new era.”
The featured speaker for the session was Bob Negen, an expert in small busi-ness and retail. Negen provided a de-tailed look into many aspects of achiev-ing success in sales, from creating an atmosphere of positivity to building a
customer base and understanding price points. In response to the nation’s cur-rent economic situation, he states, “You have to focus on what you want, not what you fear. Focus on opportunities, not problems.” Many of the practical tips focused on his three ways to grow a business: get new customers; increase
the size of the average sale; and increase the number of transactions. “Market-ing is the what drives business,” Negen insists.
The fi nal Breakfast Session engen-dered perhaps the most “audience par-ticipation,” as Mt. Zion Baptist Church Gospel Choir performed and successful-ly encouraged most in attendance (even one very sleepy MMR editor…) to clap and sing along.
Not Too Shabby…In addition to visiting booths, attend-
ing concerts and receptions, and enjoying the daily Breakfast Sessions, attendees took advantage of the standard array of profes-sional development sessions held at the Idea Center and NAMM University education seminars that show “regulars” have come to
rely on. All in all, while certainly a refl ection of the troubled economic times in which we live, the 2009 Nashville ex-perience would have to be considered a success – albeit a triumph based more upon sentiment and attitude than cold, hard numbers. The positive vibes put out by those who did choose to exhibit or attend have many already looking
forward to the next convention.“Both GuitarGuard and NeverKink
had unprecedented sales success at the Summer Show,” says Larry Post of Gui-tarGard. “We are already looking for-ward to Winter NAMM.”
The 2010 NAMM Show will take place January 14–17, 2010, in Anaheim, Calif. For more information about 2009 Sum-mer NAMM, interested parties can log on to www.namm.org/summer.
“The attendance was obviously down in terms of both exhibitors and attendees. Some may see that as sign of a bad show,
but in my opinion, it was an opportunity for attendees to see more of the show, and spend a little more
time at each booth.”
Rick Johnson, Johnson Guitars displaying his “machine gun” guitar. We are told it’s the only guitar endorsed by the NationalRifl e Association.
Lava Cable’s Mark Stoddard and Tony Cole.
Jeff Kylloe and Larry Goldstein, Westheimer Corp.
Holly Anzalone-McGinnis and Daniel Frohnen, Alfred Publishing.
Torry Butler and Kal Kostrzewski of Xcel Drumsticks.
Rick Hubbard and Stephen Murray of Kazoobie, Inc.
Josh Touchton and Brian Vance of D’Addario & Co.
MMR_56 56 8/19/09 2:09:24 PM
SEPTEMBER 2009 MMR 57
Danny Rocks of TheCompany Rocks withMMR’s Sidney Davis.
Joe Naylor with Penny and Ken Haas of Reverend Musical Instruments.
Raymond McGlamery, Glenn Derringer, Alan Galbraith, David Caron, and David Terrell of Dare Music Group.
Schatten Pickups: Rod Rose and Les Schatten.
John Broermann, MusicDealers Resource Group.
Ron Marquez, Roy Burns and Chris Brady, Aquarian Drumheads.
Audio 2000’s Rafael Gutierrez, Haw Ren Chen and Hu Chen.
Dominick, Nick, and Dom Gagliano of AmediaCymbals USA.
American Way Marketing’s John Musselman and Phyllis Kohlenberg.
Steve McIntosh of Roc-N-Soc Inc.
Martin Ritter and Jeffrey Nixon of Creative Bags and Cases, Ltd.
VJ Rendano Music Co’s Chip DiFiore.
Marc Ingber of ScoreMarketing.
Lauren Wallace, Hailun Pianos.
Tony Guarriello, TREGAN guitars.
George Li, Merano Musical Instruments.
Kevin Cranley and Incoming Chairman Tom Schmitt of NAMM’sExecutive Committee.
Yamaha’s Joan Mackeben.
Kedra Morris and Bill Stouraites of New Sensor.
Steve Smith and Paul Chu of America Longxing.
Devin Dougherty and Dennis Reamy of TKL.
Sesame Street’s Burt and Ernie with MMR’s JeffWeinstein.
MMR_57 57 8/19/09 2:09:32 PM
58 MMR SEPTEMBER 2009
In addition to speaking with a number of suppliers and ex-
hibitors at this Summer’s NAMM Show, MMR also sought out feed-back from dealers present in Nash-ville this July.
With the economy the cleartopic on everyone’s mind and the numbers at 2009 Summer NAMM refl ecting the bleak climate, we asked a handful of retailers: “What’s your take on this year’s show in Nashville, and what is your outlook for the rest of the year?”
“I’m just looking around for new technology to see what’s out there in amps and guitars. Natural-ly, there are thou-sands of things to look through. It’s kind of overkill, but I’m just try-ing to fi nd things that pique my in-terest, and check out pricing and economy: how much you’re going to get for your money. If guys are out playing, are they really going to spend two or three thousand dollars on an amp or a guitar that they’re going to take into some dirty club? I’m looking around and fi nding guitars that are only $500, but they’re made in that vintage style. It’s incredible.
“Like anybody else, we’re just taking it day by day. A lot of what we’re looking for in this economy is pricing and quality. That’s really go-ing to be the big question over the next couple of years.”
Albert “Skip” BenickySonic Sound Productions
Winnetka, Calif.
“We aren’t looking for any-thing in particu-lar; we never miss a trade show. We think it’s so im-portant to be at the trade show regardless of whom other people might think will be there. We feel it’s important to our business to come and build relationships with vendors and see what’s going on in the industry.
“Things are looking good for us. We’re a big band instrument rental dealer and we think we’ll be okay. We’re excited about the fall. We’re positive about things, though cau-tious.
“The numbers are down here. That’s obvious and you can see it when you walk onto the convention fl oor. But the people who are here are serious about their business and the vendors here are serious, too. It’s a great opportunity to have a conversation without the stress and anxiety of the really crowded shows, like Anaheim usually is. It’s been productive for us. We’ve seen some new things and we’re glad that we came.”
John TarpleyTarpley Music
Amarillo, Texas
“I’m just checking out new products, seeing if there’s anything I’m interested in. I’ve found a few things – banjos, dulcimers, pedals. Everything looks nice here. There’s a bunch of new dealers here. I’m fairly impressed.
“So far this year, I’m up about 25 percent over last year. I’ve been growing about 25 percent a year since we’ve been around, which is about seven or eight years. Things are looking good.”
Paul BolducThe Guitar Hut
Knoxville, Tenn.
“We are a very small music store. We try to be full service, but we focus a lot on beginners. One big thing we are looking for is really good prod-ucts in terms of entry-level mate-rial. Good, specialized products. We’ve been very pleased. I know everyone talks about this show be-ing smaller, but I’m well pleased with the experience that we’ve had here. We came here because this show is where we get a lot of new ideas and see a lot of new products that may not be here next year, but they’re here now. We have a pretty high hit rate as far as the new stuff, taking it back to the store, and get-ting some things going.
“I think we’re still in for a rough ride. Historically, where we are, be-cause we rely on music students and band instrument rentals, as well as our regular sales, the summers are always slow. But we are anticipat-ing some good signs in August and September. I still think everyone is
Voices from the Show Floor
“The numbers are down here. That’s obvious and you can see it when you walk onto the convention fl oor. But the people who are here are serious about their business and the vendors here are serious, too.”
MMR_58 58 8/19/09 2:09:45 PM
SEPTEMBER 2009 MMR 59
going to be kind of spooky until the fi rst part of next year, maybe even until next summer.”
Allen HinnantLeonard’s Music
Sumter, S.C.
“We’re here because of the great time we have here at night, and a little bit because of the show. Usually, I want to see the smaller manufacturers, new inventions, and things like that, more so than the big
players, so this year, we have a lot of that. We actually had time to have a beer this afternoon, and I had the chance to get out and check out a music store today; in the past, we’ve always been too busy for that kind of thing.
“Overall, I feel like the NAMM summer show is dissolving. I am still having a great time here and I’m making the best of it, but it needs to pick up. I’d still come back next year if I knew it was going to be this small, but a lot of that is because of the town.
“At our company, we’ve seen re-ally good times and we’ve seen low times, so this is just how it goes. We are going to weather the storm and we’re always looking for new ideas. The best part of this show is the Idea
Center. That’s what I come for. I learn so much; it’s great.”
Paul “Rick” HamiltonAmy Eshelman
Drums Etc.Lancaster, Pa.
“This show gives us a time to hone in on certain small and useful products. I’m stocking a small music store from scratch in Holly Springs, Mississippi. The economy is bad, I know that, but I feel confi dent because
I’ll be the only store within 45 minutes in any direction. Providing band in-struments to the schools, and giv-ing lessons and knowing what my price market is and staying within that, I fell pretty good. I’m not going to be carrying thou-sand-dollar guitars, you know? $700, maybe, 3-500, maybe, but knowing what my price market is, I think I’ve got a good shot.
“Things seem to be a little bit quiet at the show right now. Some instruments are a little pricey, but that happens.”
Charles LongMarshall County Music
Holly Springs, Miss.
“As with every year, this is the way that we stay in contact with our ven-dors, check out new merchandise and products that we can put on our fl oor. We’re looking for piano and related in-struments, and I’m happily surprised with what I’ve found some new things.
I didn’t know whether I would, since there aren’t as many exhibi-tors here this year. On the other hand, the slower pace affords you a little more time with each vendor, when the crowds are a little smaller.
“Overall, my impressions are mixed. I think NAMM could have done more with the Idea Center. They could have done more classes
that maybe fi t the core of what peo-ple are going through with fi nanc-ing and things like that. The classes that they have had are pretty good. Sometimes the classes repeat every year, so I’d like to see them change it up a little bit, but overall, as far as the exhibitors are concerned, things have been really positive. I’m pleas-antly surprised. I expected this show to have less impact on me, as far as being a business owner, but I’m com-ing out of it with a lot of ideas.
“In the next six months or so, I see things moving at our store, I see positive fl ow. I tend to have a very optimistic viewpoint. At this point it’s like, ‘Okay, we’re in a recession. We’ve got to keep going. If we’ve made it this far, we’re going to keep going.’ You have to be creative. You have to get your eight hours of sleep every night, and then wake up believ-ing that every day is a new day. I’m keeping track of the fi nance market and I’m seeing some positive signs there. We should all eliminate the naysayers from our lives.”
Bobbi PaulPiano Trends Music Company
Crystal Lake, Ill.
“I’m pleasantly surprised. I expected this show to have less impact on me, as far as being a business owner, but I’m coming out of it with a lot of ideas.”
MMR_59 59 8/19/09 2:09:50 PM
60 MMR SEPTEMBER 2009
Pat Odenius and LJ Mechem, LMProducts, Inc.
Tim Laskey and George Benson, WymanPianos with Piano Disc’s Allen Guyot.
Bryan Paige and Amber Slade, Paige Capo.
WaveAngle: Sean and Shelly Michaud and Frank Paschal.
Rick Carlson and Mike Upton of Kala Music Co.
William Taborn and Michael Griffi n of Essential Sound Products, Inc.
Eric McGregor of Alesis/Akai/Numark.
MMR’s Rick Kessel and Joe Fucini, Fucini Productions.
Brian LaRue of Dream Cymbals.
American DJ’s Tom Freret.
Liliana Urosevic, Saga Musical Instruments
John Norris, Peterson Electro-Music Products Inc.
Karen and Hap Kuffner. NAMM’s Joe Lamond and Pat Martin.
Mark Stone and Jerry Freed, Gator Cases, Inc.
Gail Rose and Stan Morgan, Austin Guitars
Schatten Design’sLes Schatten.
The Music Link: Ashley Atz, Steve Patrino, Travitz Atz.
Jonathan Tai, Pamela Liu and Pei Chun Chou of Peak Music Stands.
Tommy McCoy of Microphone LLC with Barbara George and Jodi Ann Parker of Players Products.
Lorne Graham and Gene Garb, NEMC.
MMR_60 60 8/19/09 2:09:56 PM
SEPTEMBER 2009 MMR 61
Andy Ellis of The Guitar Show and B-Band, Inc’sPekka Rintala
Ron Chenoweth of Ken Stanton Music and Mark Ragin of J.S. Band and Orchestra Supplies/St. Louis Music.
Jennifer Davies with Scott Davies of American DJ.
Melissa Bailey Scarborough and Craig Theorin of W.L. Gore & Associates.
Lee Averwater, Amro Music Stores, Tabor Stamper, Mapex USA, and Dex Johnson, Mississippi Music.
Tunerguard’s Ken Smith and Jessica Deciver.
Kirby Riegelmeier of Epilog Laser.
Michael Renwick and David Lienhard of Dean Markley.
Pat Graham of Hoshino USA Inc.
Music for All’s Scott McCormick
Shubb Capos’ Gary Mobley.
Mark Badger ofBelcat Co., Ltd.
Kyle Eggum and Colin Besancon of Beedlove Guitar Co.
Theresa Tai and James Hairston of Sonicson Saxophones.
Paul Snyder and Randy Smith of Four Star Wire & Cable.
NAMM newcomers, Leo Kopelow and Dave NGO of Stagetrix.
Coil Guitars: Justin Ahmanson, Joe Gross, and Tim Babich.
Michael Farley and Dustin Cheatham of 0.
EMD’s Bill Filek, Dan Barker and Marc Jacobs.Bridgecraft’s Brad Weinholtz with music dealer Warren Pummill of D&W Music,Bowling Green, KY.
MMR_61 61 8/19/09 2:10:08 PM
62 MMR SEPTEMBER 2009
Anthony Perri of Perri’s Leathers.
The Aurora Strings Team: Walter Deselius, Chris Peletier, John Coniglio, Cindy Overton, and Bart Comiskey.
Ace Products Group’sDave Andrus and Alan Poster.
Guy Petty, Grant Deaton, and Joe Bevins of SHS Wholesale.
William Strumm, Jim Hennessey and Russell Pace, The Music People.
Jupiter’s Tabor Stamper.
Indiana State music business professor Ted Piochienski with Kathy Johnstone, Alfred Publishing.
Peter Choi of KahlerIntl.
Breezesong LLC’s Steve Skillings
Rich Mackey and Mark Aletto of Guistar Picks.
Kris Twomey and Brian Martin of The Guitar Folks.
NAMM Board Members Joe Vasko (Mapex) and Robin Walenta, (West Music).
Marianne McAlindon with Iain Wilson of IBC Trading.
Dominick Gagliano of Amedia Cymbals.
John Pearse Strings-Breezy Ridge gathering of the clan.
Al Ingallinera of Beamz Int.with Kurt Slep of SoundChoice.
Supernatural Percussion, Inc.: John Pitruzzello, Shawn McCain, and Steve Spratt.
Joey Arias of CrafterUSA, Inc.
Nicholas Palmer and Randall Williams of Kyser Capos.
MMR_62 62 8/19/09 2:10:20 PM
SEPTEMBER 2009 MMR 63
John Gresko and Dave Trout of Direct Sound Headphones.
Chris Lovell of MottAudio LLC, Doug Nestler of Korg USA, Gordy Wilcher of OwensboroMusic Center, and Harry Gillum of ShowtimeMusic Company at the iMSO open house.
Marty Harrison of Access Bags and Cases.
Larry Post of GuitarGuard.
Kim Lorz, Sarah Shreve, and Chaim Rubinov of Freehand Systems.
Flaxwood Guitars: Ed Klein, Harry Orlove, and Rick Nelson.
John Tomaszewicz of JT Sound, Inc.
WD Music Products’Eric Lewis.
Gator Cases’ Mark Stone, Jerry Freed and Dustin Pesnell.
Joe Medine and Mike Mulqueen of Major Music Supply.
Roland’s Dennis Houlihan and Hal Leonard’a Larry Morton.
John Pirucello of Hanson Guitars.
Blue Book Publications’ Zach Fjestad.
MMR_63 63 8/19/09 2:10:33 PM
64 MMR SEPTEMBER 2009
Mark Badger of Belcat Co., Ltd. and Deanna Passarella of Pro Stage Gear.
Hap Kuffner of Kuffner Intl. with Jay Hostetler of Stewart MacDonald, Stan Werbin of Elderly Instruments – Enrick Coleman of Stewart MacDonald.
Dennis Capiga and Scott May of Hammond Organ Co.
Mike Upton, Phil Slight and Rick Carlson, KalaBrand Music.
Jim Shippey and Jessica Deaver, Tunerguard.
C.F. Martin’s Dick Boak with MMR’s ChristianWissmuller.
Sonic Distribution’sBob Reardon.
Jim Bustamante of ShelFactory LLC.
Doug Williams of FleaBass.
Nick Isasi and Bob French, Music Freight.Mike Matthews and Kendra Morris of New Sensor.
Scott and Chris of TheMusic Link.
Ludwig Drums’ Grant Henry and Kevin Packard.
Orin Portnoy of CEDistribution.
Mike Renwick of Dean Markley Strings with Phil Thomas of Shem Creek Music Ctr.,Charleston, SC.
Roy Vogt, Barbara Crossman and Patrick Henry of The Learning Dock.
Dave Ingham, Marianne McAlindon and Iain Wilson, IBC Trading Ltd.
Tri-Technical Systems’ Pat Murphy and Brett Stoffel.
David Jahnke, Larry Morton and Brad Smith, Hal Leonard Corporation.
Jody Dankberg and Rudy Schlacher of Washburn/U.S. Music Corp.
MMR_64 64 8/19/09 2:10:43 PM
SEPTEMBER 2009 MMR 65
Brad Baker and Ron Allman, Avedis Zildjian Company.
Bob Yerby and Brian Levan of Remo, Inc. withGary Forkum of Fork’s Drum Closet.
George L’s Musical Products: Leesa Gifford, Sandy Richter, Kimberley Lewis, and Susie Merritt.
Tony Blair and Roger Fritz of Kay Guitar Co.
Kevin Dougherty of TKL Products Corp. and Dennis Reamy of Cedar Creek Cases.
Hammond Suzuki, USA: Scott May, John Gamino, Dennis Capiga, Phy T. Nguyen, and Jay Valle.
Dana Bourgeois of BourgeoisGuitars.
Dana B. Goods’James Garza.
Pete Dixon of MorrellMusic.
Harry Koski and Eero Kilpi of Mad Professor Amplifi cation.
Jim Mullins of MusiciansWholesale.
Bernie Selditch of Tropical Music Corp.
Bulletproof Guitars’Brian Zimmerman.
Michael Ferrucci of Voyage-Air Guitars.
www.tycoonpercussion.comtel: 909-393-5555
Log on to learn more about Tycoon’s full line of top-quality percussion instruments.
MMR_65 65 8/19/09 2:10:55 PM
BestBest & Worst of Show Awards
Best CoiffureThe trio of MI lawyer Ron Brenstock, Hap Kuffner, and MMR’sRick Kessel share a gleamingabove-the-neck aesthetic.
Best Unexpected ExcitementThe “hottest place to be” in Nashville on Friday night momentarily appeared to be the Renaissance Nashville Hotel, which at approximately 8:30pm was forced to evacuate its guests due to the activation of the hotel’s “life safety system” (In my day, we just called them “fi re alarms” – go fi gure). As the hotel noted in an offi cial document later that night, “The emergency was quickly determined and rectifi ed by the hotel supported by the local Fire Department.” Kudos on some swift and effi cient work, guys!
Best Use of SpaceThe folks at The Learning Dockmade sure that their 5’ x 10’ booth got as much attention as larger displays, via a colorful, unique design.
Best Dinner on a BudgetAt a distance of .73 miles from the Convention Center (thanks, Google Maps!) and with a total charge of under $3.25 for three burgers (one each of: cheeseburger, jalapeño cheeseburger, and bacon cheeseburgers), a walk to the White Castle on Broadway provided both an economical meal option, as well as a decent cardio workout (because walking around on the show fl oor all day wasn’t enough…)
Best ViewThe sunset from the porch at the lakeside house where FleaBass hosted a small get-together on Friday offered a glimpse of rural tranquility well outside of the Nashville city limits.
Best Buffet ItemThe “mashed potato bar” at the pre-show party on Thursday night was a glorious tribute to everyone’s favorite starchy paste. Diners strove to discover just how much “stuff” (bacon, chives, candied walnuts, sour cream, cheese, olives, mushrooms), in addition to a potato base, could be forced into a large cocktail glass.
66 MMR SEPTEMBER 2009
MMR_66 66 8/19/09 2:12:42 PM
SEPTEMBER 2009 MMR 67
Best Family TiesFor whatever reason, Summer Session 2009 seemed to bring industry families together more than usual.
Worst
Worst RealizationThough hardly surprising, just one trip to Jack’s Bar-B-Que reconfi rmed that even the best pulled pork available in MMR’s home stomping-grounds of Boston doesn’t hold the tiniest, most pathetic, mini birthday candle to the BBQ offerings down South. Sigh…
Worst AttendanceDealers and exhibitors who skipped the morning breakfast sessions. NAMM provided food for body and soul...including some of Nashville’s fi nest entertainers.
Worst AppearanceLong leather coats, suspenders and belts with rolled up short sleeves, fi shnet stockings, multi-colored hair. Welcome to Music City USA!
Worst No-Shows…No need to mention these folks by name (but they know who they are…). While the lack of some of the bigger players in the MI world did allow for smaller suppliers to shine at this summer’s show, the dearth of support from many of “the big kids” wasn’t exactly a strong show of solidarity. Step up to the plate, fellas – think big picture, here.
Worst Weather!This may not be a popularly held opinion (everyone else seemed to be gushing about the “pleasant” temperatures in Nashville…), but when you never take more than a four-day weekend each summer and a trip to the NAMM Show is one of your few opportunities to enjoy some sunny, hot weather – maybe even lounge by the hotel pool for a bit – the mid-70s, breezy, partially cloudy weather that distinguished the ’09 trip was a major letdown.
Jerry and Jennifer Landrum of Calzone Case Co.
Ernie Ball: Brian, Sterling, and Scott Ball.
Jeffrey Weinstein (grandson) and Sidney Davis of MMR.
Dominick, Nick, and Dom Gagliano of Amedia Cymbals USA.
Paul Sheldon Global Productions: Paul Sheldon, with his son, Seth.
Larry and John Lashbrook of Lashbrook Guitars.
Mitchell, Marc, and Michael Harris, Harris Musical Products, Inc.
Hall Crystal Flutes family affair, daughters Trisha and Kendra with Jenny and Jim Hall.
Larry and Wendy Davis with Eric Lewis, WD Music Products.
Shelley and Sean Michaud, Waveangle.
Mike and Irwin Berg of Humes & Berg.
Marty and Colt Harrison, Access Bags and Cases.
MMR_67 67 8/19/09 2:12:48 PM
68 MMR SEPTEMBER 2009
Bob Negen speaks at the NAMM U Breakfast Session, Saturday, July 17th.
Rob Manning of Hosa Technology, Eric Lacorara of George’s Music Store, Berwyn, PA, Jose Gonzalez (Hosa), and Mike Neuman of Caig Labs.
Maria Schneider, Beverly Hoeft, and Jeff Ponte of Mel Bay Publications.
Santa Cruz Guitar Co.: Lizabeth Gray, Richard Hoover, Tom Walzem, and Rick Fagen.
Sesame Street’s Bert and Ernie with MMR’sEliahu Sussman (center).
Steve McCreary of Collings Guitars.
David Terrell of DareMusic Group.
Yamaha Piano featured at the Gaylord Opryland Hotel
Kyle Eggum of Breedlove Guitar Co.
The Levy’s Leathers team: (back) Brett Marcus, Larry Greene, Chris Markle and Ben Myron (front) Garth Giesbrecht, Harvey Levy, and Corrinne Hunt.
Bob Terry and Rick Young, Yamaha Corporation of America with drummer Logan Salter.
Aaron Pearson, Charles Shrader and Jim Mullin, Musician’s Wholesale.
Mike Connolly, Bobby Cochran (artist) and Greg Farres of Ultrasound Amplifi ers.
Shubb Capos’ Dave Coontz, Gary Swallows, and Gary Mobley.
Chuck Yamek of DPA Microhpones.
MMR_68 68 8/19/09 2:11:04 PM
SEPTEMBER 2009 MMR 59
going to be kind of spooky until the fi rst part of next year, maybe even until next summer.”
Allen HinnantLeonard’s Music
Sumter, S.C.
“We’re here because of the great time we have here at night, and a little bit because of the show. Usually, I want to see the smaller manufacturers, new inventions, and things like that, more so than the big
players, so this year, we have a lot of that. We actually had time to have a beer this afternoon, and I had the chance to get out and check out a music store today; in the past, we’ve always been too busy for that kind of thing.
“Overall, I feel like the NAMM summer show is dissolving. I am still having a great time here and I’m making the best of it, but it needs to pick up. I’d still come back next year if I knew it was going to be this small, but a lot of that is because of the town.
“At our company, we’ve seen re-ally good times and we’ve seen low times, so this is just how it goes. We are going to weather the storm and we’re always looking for new ideas. The best part of this show is the Idea
Center. That’s what I come for. I learn so much; it’s great.”
Paul “Rick” HamiltonAmy Eshelman
Drums Etc.Lancaster, Pa.
“This show gives us a time to hone in on certain small and useful products. I’m stocking a small music store from scratch in Holly Springs, Mississippi. The economy is bad, I know that, but I feel confi dent because
I’ll be the only store within 45 minutes in any direction. Providing band in-struments to the schools, and giv-ing lessons and knowing what my price market is and staying within that, I fell pretty good. I’m not going to be carrying thou-sand-dollar guitars, you know? $700, maybe, 3-500, maybe, but knowing what my price market is, I think I’ve got a good shot.
“Things seem to be a little bit quiet at the show right now. Some instruments are a little pricey, but that happens.”
Charles LongMarshall County Music
Holly Springs, Miss.
“As with every year, this is the way that we stay in contact with our ven-dors, check out new merchandise and products that we can put on our fl oor. We’re looking for piano and related in-struments, and I’m happily surprised with what I’ve found some new things.
I didn’t know whether I would, since there aren’t as many exhibi-tors here this year. On the other hand, the slower pace affords you a little more time with each vendor, when the crowds are a little smaller.
“Overall, my impressions are mixed. I think NAMM could have done more with the Idea Center. They could have done more classes
that maybe fi t the core of what peo-ple are going through with fi nanc-ing and things like that. The classes that they have had are pretty good. Sometimes the classes repeat every year, so I’d like to see them change it up a little bit, but overall, as far as the exhibitors are concerned, things have been really positive. I’m pleas-antly surprised. I expected this show to have less impact on me, as far as being a business owner, but I’m com-ing out of it with a lot of ideas.
“In the next six months or so, I see things moving at our store, I see positive fl ow. I tend to have a very optimistic viewpoint. At this point it’s like, ‘Okay, we’re in a recession. We’ve got to keep going. If we’ve made it this far, we’re going to keep going.’ You have to be creative. You have to get your eight hours of sleep every night, and then wake up believ-ing that every day is a new day. I’m keeping track of the fi nance market and I’m seeing some positive signs there. We should all eliminate the naysayers from our lives.”
Bobbi PaulPiano Trends Music Company
Crystal Lake, Ill.
“I’m pleasantly surprised. I expected this show to have less impact on me, as far as being a business owner, but I’m coming out of it with a lot of ideas.”
MMR_59 59 8/19/09 2:09:50 PM
70 MMR SEPTEMBER 2009
I NDUSTRY VO ICES
With the price of LED technol-ogy coming down, working DJs and small bands are now starting to join this major trend, which has been taking place in our in-dustry among larger lighting cus-tomers for several years. Lighting manufacturers are creating more portable, easy-to-use and afford-able LED lighting effects for this smaller mobile-entertainer market. For example, there are now LED-powered chase ef-fects, pin spots, par cans, moonfl owers, black lights and more – many listing for around $100 retail or less. This, in turn, is driving sales – and creating new op-portunities for you, as an MI dealer, to profi t from the lighting category.
From your customers’ standpoint, there are many benefi ts to be gained from switching to LED lighting. In fact, many of the DJs and musicians who come into your store for gear and instruments are probably already curious about LEDs
and may even be thinking about replacing their old halogen lights with this cutting-edge technol-ogy. By stocking and displaying products aimed specifi cally at this market, and making your staff knowledgeable about the selling points of LEDs, you will be in a position to tap into the
huge profi t potential of this mega light-ing trend.
LEDs: The BasicsFirst, a little background on LEDs.
Light Emitting Diodes are an electronic light source. They create light through the movement of electrons through a semiconductor, unlike incandescent lighting such as halogen, which produces light by heating a metal fi lament to a high temperature with an electric current. Be-cause they contain no fi lament to burn out, LED lamps last much longer than halogen. Many of the DJ/musician LED
effects on the market today can run from 50,000 hours upwards of 100,000 hours depending on the intensity – virtually eliminating the hassle and expense of changing lamps. The money your cus-tomers save on replacement lamps will help them easily recoup their initial in-vestment in LED products – something your sales staff should defi nitely point out.
Without having to heat a fi lament to produce light, LEDs also offer the ad-vantage of operating at a very cool tem-perature. Not only does this keep things more comfortable on the stage or dance fl oor, it also allows LED lights to be run all night without being shut down for duty cycles as required by many halogen effects. What’s more, mobile entertainers can pack them up right after the show – no more waiting for lights to cool down.
LEDs are also incredibly energy ef-fi cient. An LED effect that produces an output similar to a 400W halogen lamp
Get On The LED-ing EdgeMI Dealers Can Make Their Lighting Sales ShineWith The New Generation Of LED ProductsBy Scott Davies, General Manager, The American DJ Group of Companies
Having been in the DJ/club/musician lighting business for
over 25 years, I have had the opportunity to witness many
changes in the industry. Perhaps none has been as profound
or has as many exciting possibilities for MI dealers, as the change
that’s occurring now – the shift from halogen to LED (Light Emitting
Diode) lighting effects.
MMR_70 70 8/19/09 2:14:04 PM
SEPTEMBER 2009 MMR 71
typically draws a mere 30W-50W of elec-tricity! Aside from saving energy, this low power consumption means that DJs and bands will be able to run their entire light show on just one electric circuit. When they set up at a gig, they won’t have to wor-ry about having enough power for all their lights and audio gear without tripping circuit breakers or blowing fuses – which is always a big concern for mobile enter-tainers. For instance, one 15-amp circuit, which would typically provide enough power for only 2 traditional halogen fi x-tures such as American DJ’s Vertigo or Aggressor effects, can handle more than 20 of our new Jewel LED moonfl owers.
What’s amazing is that despite their stingy energy draw, LED effects really produce a knockout light show. They cre-ate ultra-bright, rich colors that won’t ever fade. Their built-in programs and chases are usually more exciting than those seen in halogen effects, because their individ-ual LED lamps can be turned on and off independently to create more intricate patterns. Unlike many halogen effects, they even look great when used without fog machines, which makes them ideal for DJs and bands who work weddings, corporate events and other venues where smoke is restricted.
An Easy SellWith all they’ve got going for them,
it’s easy to see why LED effects are quick-ly taking over the entertainment lighting market. By stocking and promoting the new, smaller LED products aimed at DJs/musicians/mobile entertainers, MI deal-ers are in an excellent position to profi t from this trend. Here are some added steps you can take to boost the sales of LED lighting effects in your store:
Create a display demo-ing an LED effect side-by-side with a halogen effect – Choose two effects of similar output, and put up signage showing how much less wattage the LED unit draws. Most customers who view this head-to-head comparison, even without knowing the power consumption, will fi nd the LED more impressive in terms of brightness, chase patterns and vivid colors.
Show how sharp and bright LED beams are without fog – Another demo idea is to run a halogen effect with a fog machine focused on its beams and dis-play an LED unit next to it with no fog. This will demonstrate fi rsthand to DJs and bands that LED effects can be the so-lution they’re looking for when perform-ing at gigs where no fog is allowed.
Merchandise an ensemble of dif-ferent LED effects together at a special package price – Offering such a package deal will make it easier and more afford-able for customers to switch their light show to LEDs. Choose 3 or 4 LED ef-fects that work together to put on a great show, and give customers a price break over buying the pieces individually. At American DJ, we’ve had success with this type of pre-packaged LED kit, called the LED FX Pak II, which includes 3 dif-ferent LED moonfl owers plus an LED police beacon, and comes in a colorful box designed to stand out on the dealer’s sales fl oor.
Plug into the “green” movement – It’s not only wise, but also very fashionable today to be environmentally conscious. Promote LED effects as an earth-friendly green product that reduces both energy consumption and the volume of waste in landfi lls by eliminating throwaway light bulbs.
Train your staff to “think LED” and be ready to discuss the ad-vantages. Any custom-er looking for a lighting effect should be shown an LED – not just for the immediate sale, but because it can plant the seeds for future busi-ness. If they buy an LED effect, chances are they’ll like it so much, they’ll soon be back to replace all their lights with this amazing new technology.
Delta Series
AVAILABLE IN A VARIETY OF FINISHES & STYLESSend $4 US for COLOR CATALOG 13027 Brittmoore Park Drive, Houston, Texas 77041
by GOTOH1:21 ratio
America’s Premier Guitar & Bass Parts Supplier
MMR_71 71 8/19/09 2:14:10 PM
72 MMR SEPTEMBER 2009
Denver Folklore Centerby Dick Weissman
The Denver Folklore Center was
one of the fi rst acoustic music
shops in the United States. As
far as proprietor Harry Tuft and
I can tell, it was, in fact, the third
acoustic music shop in the United
States, opening its doors in 1962.
At the time the two previously exist-ing stores were McCabe’s Guitar Shop in Los Angeles, and the Folklore Center in New York. The New York shop sold some musical instruments, but was heavily involved in the sale of books about folksong and folklore. So in a sense the Denver Folklore Center was the second store of its kind in the Unit-
ed States. In a wide-ranging interview, proprietor Harry Tuft told us about the history of his store, the plethora of acoustic music shops in the metro Denver area, and also tried to help us unveil the mystery of why Denver Folk-lore Center has positioned itself in such a way that it has clearly survived the recession.
FRETTED
MMR_72 72 8/19/09 2:14:30 PM
SEPTEMBER 2009 MMR 73
MMR: How did you happen to open the store?
Harry Tuft: I’m originally from Phila-delphia, but I’d grown disenchanted with the East Coast and went out to Colorado to ski in Georgetown and Aspen, with a sidetrack trip to the Bay area. I met a man named Hal Neustaedter in Georgetown. He owned a folk club in Denver called The Exodus, one of the fi rst places that Judy Collins performed at. He told me that he thought there might be a good opportu-nity for someone to open a store in or near
downtown Denver that sold acoustic music instruments and records. After my skiing adventures had ended and I’d spent some time in the Bay area, I decided to take him up on that idea.
MMR: Did he help you start the store?HT: He might have, but by a very sad co-
incidence, the night that I arrived in Denver Hal died in a plane crash. He was coming back from a convention of nightclub owners in Oklahoma City. I was driving on Route 40 to Denver when his plane was going down in Castle Rock, south of Denver.
Anyway, Hal had mentioned two places near his club. If he had been alive, I might very well have opened in one around the corner from The Exodus. The rent was $75 a month. I had been to another part of town about a half dozen blocks away, going to a cof-fee house and performance space called The Green Spider. It turned out I could rent the space next door to them for $55 a month, so that’s what I did. There was street parking, and a small lot behind the store, and a bus stop in front of the store, so I knew I’d get some traffi c. We were on 17th Avenue, six blocks east of Broadway, which is considered downtown Denver.
“We had our best year ever in 2008, and 2009 is just behind it.”
EXTREME ISOLATION®
Perfect headphone for serious musicians and studio engineers. Ultra-fidelity high input speakers integrated with 29 dB of passive isolation will not bleed sound into live microphones!
An excellent choice for project studios, personal audio, and travel. Using passive isolation technology, this headphone eliminates 25 dB of surroundingambient sound.
Outstanding affordable hearing protection. Can be used for practicing, sport, or work to eliminate 25 dB of surrounding sound. Compact and lightweight with many benefits--even for kids.
314-845-7667extremeheadphones.com
MMR_73 73 8/19/09 2:14:36 PM
74 MMR SEPTEMBER 2009
MMR: Tell us about how the store evolved.
HT: I built a sleeping loft in the back of the store and I lived in the store, in the loft, for three years. For four months I drove a taxi all night, and opened the store during the day. Be-cause I was driving the taxi, I got to know Denver really well and I found antique stores and pawn shops where I could find some instruments. The first company I dealt with was Coast Wholesale, that’s now Kaman. They had Aria Guitars, and later Takamine Guitars. They were the first Japanese guitars with solid spruce tops in the 1970s. I opened from noon to 10PM, and later cut that to noon to 8PM., and eventually from 10PM to 6PM. We closed on Sunday. I taught some gui-tar lessons in the back of the store. We initially had 585 square feet.
I went to NAMM in 1963, and became a Martin dealer. At the time, Martin went through Coast, but when they started to sell direct, I had done well enough that they kept me on as a dealer. My store manager was David Ferretta, and he really built the Martin line up for us.
MMR: What was the music store scene like in Denver then?
HT: There were a bunch of stores right in the downtown area. There was Wells Music, Happy Logan and Knight Camp-bell, and a Baldwin piano store. They’re all gone now. Wells still exists, but at an-other location.
MMR: Take us through the next twenty years.
HT: The teaching thing expanded. I hired Julie Davis as a teacher, and we added banjo to guitar. I rented a space up the street for a school. I used the tech-nique that Bess Lomax Hawes pioneered in Los Angeles, and that Frank Hamil-ton used in Chicago. We’d do two-hour classes. There would be a banjo teacher and a guitar teacher. In the second hour of the class we’d assemble everyone, and they’d all play and sing together. I called it “The Denver School of Folk Music.”
The other thing that happened was that I originally was one of about fi ve stores on the block. As those other busi-nesses moved on, I acquired their spaces and expanded my store. Pretty soon I had two spaces. By 1968 the Green Spider closed, and by then we had four spaces – all about 600 square feet. We had a concert hall on the corner that was double the size of the other stores. Lots of people played there, touring acts like Elizabeth Cotton and Taj Mahal and lo-cal artists too. By 1971 I had fi ve spaces, and I also had a basement for storage. We did some live radio performances and we
Denver Folklore.indd 74 8/20/09 8:09:15 AM
SEPTEMBER 2009 MMR 75
even had a green room. I even went be-yond the Concert Hall, and with the help of my mentor Manny Greenhill, brought in Joan Baez to do a concert at the Audi-torium Theater. I was really green, and he walked me through the entire process of concert production. The show sold out. Later I presented the Mamas and Papas.
MMR: What was in the other spaces?HT: We had a record store, and also a
sort of hippie arts ands craft shop. With some help from Bill and Irma Flem-ing, that also became the funk shop in 1968. We sold beads and old clothes. Ir-ma would go to New York and buy hun-dreds of beads for nothing and mark them up and sell them. I even had a re-cord store in downtown Denver that was part of a clothing store called the Fashion Bar. It only lasted nine months, though – kind of a failed experiment.
MMR: Wasn’t there a period when you left the music business?
HT: Yes. In 1980 my landlord leased the ground to 7-11 and they demolished the building. I had lost my enthusiasm
for the business and wanted to try some-thing new. By that time, my former manager had opened his own store and I thought about shutting the business down or selling it. I’d been doing this for 18 years and I was tired. I tried to sell the business and even hired a bro-ker, but I found that my biggest asset was my reputation and good name and I didn’t want to be involved in the new business.
Rick Kirby, my repairman, took over the business and moved it to South Broadway. It lasted three years, but ultimately didn’t make it. The mu-sic school had evolved independently into a non-profi t music organization called the Music Association of Swallow Hill. They began by giving lessons, and soon moved into promoting concerts. I felt that the things I believed in were in good hands.
During my hiatus from the industry I worked as a music director for a progressive country music radio station, and in a hous-ing renovation project. I also performed in a calypso band, and I was the executive director for the Denver local of the Musi-cian’s Union.
MMR: What made you re-open the store?HT: I missed the daily contact with
people, and nothing that I had done was as gratifying as having my own business. I went to NAMM, and thought it over, and started the whole thing over again in 1993.
MMR: By that time wasn’t there more competition?
HT: Yes there was. There was a store called Acoustic Music Revival not far away from my new location, which was in South Denver, and another in subur-ban Arvada called The Old Time Picking Parlor.
A store called Folk Arts and Leather in Boulder was sold, and evolved into H.B. Woodsongs. There were also many shops that sold acoustic guitars as part of their overall business, like Rockley Music.
MMR: What made you feel you could make it work again, given the competition?
HT: There were lots of people who knew me from the old store. Also, by the time we opened, Swallow Hill had bought a building, and was literally across the
MMR_75 75 8/19/09 2:14:52 PM
76 MMR SEPTEMBER 2009
street from us. I felt that we could do lots of sales and rentals to the students tak-ing lessons from them. Also my store had lots of music instructional materials, books and videos, and we also sell CDs of bluegrass, old-time music, blues and folksingers that the other stores didn’t carry. I felt there was a niche for me.
MMR: Let’s fast forward to 2008. You told us that it was your best year ever. Given the present economic climate, how could this be?
HT: There are a number of rea-sons for it, but I can’t really be entirely sure. First of all, we are selling lots and lots of Blueridge Guitars. The price points seem to fi t our clientele. We have also increased our sales of Taylor Guitars dramatically. Ukuleles are extremely hot for us. We also do quite well with consignment instruments and music books. We really have a good selection of songbooks, and instructional books for guitar, banjo, mandolin and fi ddle. Not just acoustic instructional material
either. We have quite a library of jazz and classical guitar materials too.
The bottom line is that 2008 was about 20 percent better than any year that I’ve been in business. 2009 is down maybe 10 percent from that, but that would still make 2009 our second best year.
Part of what makes it all work is the people who work here. My store man-ager is Jeff Jaros. He and Nick Amodeo are the ones who sell most of the instruments. Jeff has been here eight years, and Nick four or fi ve. They’re both great players, too, and good at demon-strating a variety of instruments.
Sam Burns orders and stocks the mu-sic books and accessories. He’s been here almost 15 years, and Mag Hayden who does the CDs has been here since 1993.
You know, 2008 was going along pretty well, but the economy was going South, and so we anticipated a mediocre Christmas season. Actually it turned out better than we expected. Another factor is our Web site. We have a number of instruments up
“I never intended to do this, and maybe that’s why it has worked out.”
MMR_76 76 8/19/09 2:14:57 PM
SEPTEMBER 2009 MMR 77
on the site, with photos. We have gotten orders not only from outside of Colorado, but from all over the world. Because I’ve been around Denver for years and have built something of a reputation, we get quite a few vintage instruments on consignment. We’ve done well with them. We don’t sell new in-struments off of the site.
Another source of sales is that about every three months we are visited by Asian buyers who buy vintage American guitars for their own market. It represents a boost in sales. About half the time that they come, they end up buying some guitars.
MMR: Over the years you must have accumulated some great stories about vintage instruments. Can you share one with our readers?
HT: One time a woman came in with a Gibson F5 mandolin that had been her family for ages, and her brother had told her that he thought it was worth about $18,000. I took a look at it, and it turned out to be a Lloyd Loar Gibson. I asked her whether her heart was in good con-dition, and she said that it was. I then informed her that it was worth at least $180,000. She subsequently consigned it, and we have it on our Web site, listed at $225,000. When you get something of that value, of course you have to take some extreme precautions to be sure that it is not damaged or stolen. We don’t keep it in the store, and it is available for customers only on an appointment ba-sis.
Though obviously that’s an extremely unique example, I’d say that 15-20 per-cent of our business is in selling vintage instruments.
MMR: Aren’t they increasingly diffi cult to fi nd?
HT: That’s inevitable, of course. How-ever they do turn up. I just bought a bunch of instruments from an estate sale in Wyoming. I’m no longer a Martin dealer, but you’d think I was from the number of Martins in the shop right now.
MMR: Do you do lessons and repairs?HT: Yes. We try not to compete with
Swallow Hill, so we don’t do class lessons, only individual ones. We have a repair-person that works with us named John Rumley, and he has done a good job.
Over the years I’ve discovered that fi nding a good repairperson is extremely important and diffi cult to do.
MMR: Where do you advertise?HT: We advertise in the Dex Yellow
Pages and in the Swallow Hill newsletter, as well as the newsletter of the Denver Musician’s Union. We also occasionally will donate instruments for appropri-ate events, or for schools. We also ad-vertise on an occasional basis on radio stations. We do not charge for apprais-als, and try to be fair to the customer.
MMR: What product lines do you carry now?
HT: Santa Cruz,. Taylor and Guild, Blue Ridge, Ibanez, Takamine and Cort Guitars, Deering, Ome and Goldtone banjos and Weber and Mid Missouri mandolins. We also do well with Ken-tucky Mandolins and we carry Trinity College and Regal Instruments We have over 50 ukuleles, ranging in price from $30-$1,000.
MMR: What is it about Colorado that has made acoustic music so important, and has made it possible for so many acoustic music stores to survive?
HT: There’s always been an asso-ciation with acoustic music and the mountains. We have important acoustic music festivals in Lyons and Telluride, several blues festivals, we have a strong bluegrass community, a growing old-time music community, the E Town syn-dicated radio show, and a strong music community in general. Each music store seems to have its own niche, and its own clientele.
Honestly I also feel that our busi-ness has been something of a catalyst in creating the acoustic music community here. WE really try to serve the commu-nity, and the feedback that we get from people is that we fulfi ll; this role. I am seeing the children and even grandchil-dren of my original customers.
MMR: Do you have any special plans for the future?
HT: We hope to have an e-mail news-letter set up before too long. In 2012 we’re going to do a celebration of 50 years of being in business. We hope to present some special events, and even some pre-liminary concerts under the title, “Road To The 50th.”
MMR Fifty years – that’s a long time.HT: I never intended to do this, and
maybe that’s why it has worked out.
Where do I getthe World’s Finest
Pro Audio Products?
www.AmericanMusicAndSound.com
Flex Array
MMR_77 77 8/19/09 2:15:03 PM
78 MMR SEPTEMBER 2009
NewproductsThe Jensen Jet 10” TornadoJensen Musical Instrument Speakers’ latest addition to the Jensen Jet series is
the 10” Tornado, sister to the 12” Tornado, a
modern speaker offering defi ned tone. The 10” Tornado features a tight, warm
low end response topped with highs
and is said to exhibit a bright and well-defi ned bite when pre-sented with overdrive distortion. The 10” Jensen Tornado generates 100-watts of power using a neodymium magnet. The advantage of neodymium is its light weight (half the weight of ceramic speak-er magnets).www.jensentone.com
Avid’s Sibelius 6 Music Notation Software Avid’s version 6 of Sibelius music nota-tion software includes a toolset designed to provide musicians with a more effi cient approach to music composition. Designed by musicians, Sibelius 6 offers a number of new features including a unique Mag-netic Layout tool that cuts score prepa-ration time in half. Previously, aligning individual score objects required time-consuming manual adjustments which now occur transparently to the user. Stu-dents, educators, academic institution, and composers can also take advantage of Sibelius 6 workfl ow improvements that are said to facilitate greater collabo-ration, classroom management, and cre-ative control, through the ability to track progress during review cycles and deliver smooth integration with Digidesign Pro
Tools systems and other Digital Audio Workstations (DAWs).
Sibelius 6 enables educators to track student progress, spot plagiarism, and promote collaboration. Students can re-cord progress and submit creative com-mentary with their fi nal coursework. Professionals can track changes or col-laborations with copyists, orchestrators, and publishers by saving, manipulating, and comparing revisions of a work piece within a single fi le.
Keyboard and fretboard windows provide a visual approach to the music education process, allowing musicians and composers to follow lighted key and fi nger positions as a score plays back, re-inforcing the relationship between staff and tab notation with real instruments. These windows also create a new way for users to input music directly from an
Vibration TuningAt It’s Finest!
800-475-7686
5 Models To Choose From!
Call Toll Free
Tunes Almost Anything!
or order online @ shsint.net
Guitars - Bass - Banjo - MandolinResonator - Violin - Viola - Cello
Brass - Woodwinds
MMR_78 78 8/19/09 2:16:41 PM
on-screen piano keyboard or guitar fret-board, as opposed to using conventional methods such as clicking on the staff of the note or typing the note names on the computer keyboards via a separate MIDI keyboard.www.sibelius.com
Levy Metal Guitar StrapsThe Levy Metal guitar strap series incor-porates black and white distressed leath-
er into Levy’s metal-enriched strap, and features foam padding, soft leather back-ing, and a two-prong buckle adjustment.www.levysleathers.com
Gator’s Wood Laminate Speaker StandsGator has released a new line of furniture-grade wood laminate speaker stands. The stands are sold in a pair with rub-ber trim edges for pro-tection coupled with rounded corners for a stylish design. The GE-SPKR-ST Series is available in 36” and 42” sizes with 12” square platform and base pieces. www.gatorcases.com
The Lava Cable CenterLava Cable intro-duces The Lava Cable Center sol-
der-free plug and cable combi-nation. The capacitance of
the Lava Plug
is the lowest of any solder-free plug on the market. This combined with low ca-pacitance of the Mini ELC cable virtually eliminates tone loss between pedals. Easy to assemble, each Lava Cable Center comes with 100 Lava Plugs, 100 feet of Lava Mini ELC cable along with several stripping tools and a set of cutters. Ideal for making custom in-store cables and re-cabling pedal boards, and it fi ts easily on store counters. www.lavacable.com
ToneGear’s String Cleaner for BassToneGear’s String Cleaner for bass guitar utilizes a 360-degree cleaning process to preserve and maintain the tone and in-tegrity of guitar strings. This year’s intro-duction features an advanced design that additionally and simultaneously cleans the fret board.
The String Cleaner for bass guitar is said to extend the life and preserve the tone of bass strings by up to four times more than untreated strings while clean-ing and protecting the fret board.
Created with specially designed mi-crofi ber pads that remove and hold debris without cleaning solution, The String Cleaner for bass guitar was cre-ated for long-term, low- maintenance usage. Users simply open the tool, slide it underneath the strings, close and se-cure the latches, and then slide the de-vice back and forth along the full length of the strings and fret board. The String Cleaner should be used after each play to ensure optimum performance; to clean the device, simply hand-wash with warm water and a drop of liquid soap.
The String Cleaner has one US patent, two patents pending and is distributed in 45 countries; The String Cleaner for bass guitar has one patent pending and will be available where The String Cleaner is sold with a list price of $19.99.www.thestringcleaner.com
Casio Adds to Privia LineCasio has added two new additions to the Privia line of digital pianos - the PX-130 and PX-330. When integrated with Casio’s Linear Morphing System, the PX-130 and
SEPTEMBER 2009 MMR 79
Where do I getthe World’s Finest
Music CreationProducts?
www.AmericanMusicAndSound.com
MMR_79 79 8/19/09 2:16:46 PM
80 MMR SEPTEMBER 2009
PX-330 are said to deliver a more realistic sound with seamless transitions and dy-namic range. Tri-sensor 88-note scaled hammer action keyboard provides users with the weight, feel, and resistance of a grand piano. Both pianos have the ability
to handle demanding musical passages, layer sounds, and use the damper pedal without dropping notes. The acoustic resonance effect simulates the sound of dampers released off the strings with the sustain pedal. The duet mode allows for students and teachers to work in equal ranges simultaneously. The PX-130 and PX-330 work with computer applications,
making each a dual purpose instrument for performance and the home studio. The USB port also allows the user to move music fi les between the keyboard and their computer. www.casio.com
Tycoon’s Ralph Irizarry Signature SeriesTycoon’s Ralph Irizarry Signature Series timbales were designed in conjunction with Tycoon Percussion’s master drum-crafters. The Signature timbales feature, stainless steel shells with heavy-gauge, die-cast counterhoops, and a gloss black fi nish. Ralph Irizarry is currently on the road with Latin singer/songwriter Rubén Blades’ “Todos Vuelven” tour as a fea-tured member of the “Seis Del Solar” band.
Tycoon Percussion also announced additional endorsements by leading percussionists from the cultural centers
of traditional and contemporary Latin-American music inside and outside of the United States. www.tycoonpercussion.com
Ohana Ukuleles’ All Solid Concert ModelOhana Ukuleles’ All Solid Concert CK-60C features a genuine abalone-shell inlayed on the soundboard in a fl oral pattern. The concert-sized CK-60C features a solid mahogany soundboard, solid mahog-any back and sides, rose-wood body binding and bridge, a bone nut and saddle, and inlayed posi-tion markers. Gotoh tun-ers are fi tted along with Aquila Nylgut strings. See what dealers and cus-tomers have to say about
Newproducts
MMR_80 80 8/19/09 2:16:53 PM
SEPTEMBER 2009 MMR 81
their Ohana experience at the company’s Web site. www.ohana-music.com
Planet Waves’ Beatles Straps & PicksPlanet Waves’ new Beatles straps and picks feature retro, vegan-friendly designs.
The strap line consists of eight faux-leather vinyl strap designs spanning the Beatles’ history. Multiple pick sets are available in thin, medium, and heavy gauges for playing or displaying.www.planetwaves.com
My First Guitar BookMy First Guitar Book from Mike Chris-tiansen, features a guitar method for
young, begin-ning students. This method would be valu-able to private instructors who teach in a private studio, or classroom instruction to young stu-dents through a music deal-
ership. It is not meant to be a self-instruc-tion method and should be used with the help of a teacher. Therefore, there is not a lot of text explaining holding position and defi nitions. It is assumed the teacher will do this. To assist the teacher, there are photos of a young student showing the parts of the guitar and holding posi-tion. There are also a few guidelines. The book can and should be used as the prim-er to any beginning method book.
The methodology used in this book is based on the premise that learning the guitar requires physical and mental de-velopment. With many traditional meth-ods, these two requirements are present simultaneously. The students can become overwhelmed with remembering what to play, and then trying to physically do it. With this spoon-fed approach and the use of colors, students can concentrate on developing the physical component of learning to play the guitar. Then, gradu-ally, they are taught what (by traditional music standards and notation) they are doing. Throughout the developmental process, the student is playing and con-tinually adding to their repertoire. This is fun-learning and does no damage. It does just the opposite. It excites the stu-dents and gets them playing, which is why they began playing the guitar in the fi rst place.
The use of colors is a unique feature of this book. Throughout the book, the color red is used for the fi rst string, blue for the second string, and green for the third string. The use of these colors is employed on the note-by-number intro-duction, the chord diagrams, the tabla-ture, and the standard notation. The use of colors is gradually eliminated and the students make the transition smoothly to reading traditional chord diagrams, tab-lature, and standard notation. Along the way they have developed their motor www.mikechristiansen.com
Graph Tech’s Supercharger PostersGraph Tech Guitar Labs’ new in-store posters highlight their Supercharger Kits for electric and acoustic guitars. Graph Tech Supercharger Kits are easy-
Where do I getthe World’s Finest
Musical Instruments?
www.AmericanMusicAndSound.com
MMR_81 81 8/19/09 2:16:59 PM
82 MMR SEPTEMBER 2009
to-use upgrade kits containing a mix of Graph Tech’s perfor-mance enhancement products in one package. Supercharger Kits are a great way to increase store sales and satisfy the de-mands of your customers by providing simple upgrades in one package.
Three acoustic kits are avail-able and include TUSQ high-performance saddle and bridge pins. Electric kits are available for Tele, Strat (American, im-
port, or offset), and for guitars equipped with 4mm or 6mm post Tune-O-Matic bridges. They include black TUSQ XL nuts and String Saver Original saddles. Four ResoMax Bridge color choices - chrome, nickel, gold, and black nickel - are also avail-able for guitars equipped with 4mm or 6mm post Tune-O-Ma-tic bridges.
The Supercharger posters feature vibrant colors and included unsolicited testimonials. www.graphtech.com
Aim Gifts’ Rhinestone Necklace DesignsAim Gifts has added rhine-stone necklaces to its jewelry line. The new necklace de-signs feature musical instru-ments and musical notes. Aim Gifts has no minimum order.www.aimgifts.com
McCormick’s Premier Band Room Sound System McCormick’s Premier Band Room Sound System features a sturdy and secure design and can handle playback from DVD, CD, MP3, iPod, or a laptop, which connects to the mixer via USB. The system can be plugged into microphones to record di-rectly to a laptop. Speakers can be mounted on the wall with the included mounts or placed on tripod stands for mobility.
The system also features the Raxxess ECR-ST steel rack. Un-der the key-lockable and retractable steel top is a 12-space rack unit mixer section that can be moved to any of eight different positions. Behind another key-locked, steel door on the front is a 16-space rack unit section for mounting electronic components. The steel rear door also locks and provides easy access to the back of components, plus ventilation when the unit is closed. Extra heavy duty casters are included. The ERT-ST is fi nished in durable silver and black powder coat.www.mccormicksnet.com
New Reunion Blues Merino Wool Guitar Strap Colors Reunion Blues has unveiled three new natural fi ber guitar strap colors, made from 100 percent merino wool. These new additions come in black with red or blue pinstripe, and nutmeg beige, all trimmed with full grain leather.www.reunionblues.com
Antique Electronic Supply Releases 2009-2010 CatalogAntique Electronic Supply has released its 2009-2010 catalog. This full color 156-page catalog with glossy high-resolution photos features new musical equipment products. Antique has also introduced new customer-friendly policy changes. There is now no handling fee or minimum order amount. Antique is also offering free ground shipping on orders over $99 with a conti-nental United States delivery address. The Antique catalogue is free of charge. You can also view the entire catalog on their Web site.www.tubesandmore.com
Newproducts
Have Your Store Logo on Flutes, Saxophones, Trumpets Clarinets…
Send us a logo and your order, and it will be ready in 3 days!Completion of assembly in our New York warehouse. One yearwarranty included, $50 one time set-up, and $5 per instrument.
3300 Northern Blvd., Long Island City, NY 11101(718)706-0828 ■ FAX (718)706-0128
www.huntermusical.com
WITH PRIVATE LABEL INSTRUMENTS
Your Name Here
Your Name Here Your Name
Here
Your Name Here
Your Name Here
HUNTER MUSICAL INSTRUMENTS
MMR_82 82 8/19/09 2:17:05 PM
SEPTEMBER 2009 MMR 83
The Beamz Professional The Beamz Professional is a new pack-aged product which bundles the Beamz musical instrument with the new Beamz Studio software. Used as a MIDI player and controller, Beamz Professional adds a new visual impact to musical perfor-mances by playing music clips and MIDI instruments assigned to the Beamz lasers instead of pushing buttons or turning knobs to trigger sounds and effects.
The Beamz Professional product con-sists of the actual unit, which is a “W-shaped” controller that features six laser beams, a USB cord linking the unit to a computer, and the Beamz Studio soft-ware combined with a DLS collection of Beamz-composed music clips. Players also receive two music CDs with the pur-chase of the system, featuring 30 original songs from a variety of music categories or genres including rock, jazz, blues, reg-gae, country, hip hop, Latin, and classi-cal. Beamz Studio software lets musicians and DJs compose their own interactive music to play on the Beamz using their own MIDI, WAV, and MP3 libraries.
In addition, players also receive fi ve additional free songs of their choice after they register the product on the Beamz Web site. The Web site offers a music library with over a hundred different songs, including original, top hits, and kids songs for purchase. With Beamz Studio software users may edit any of the Beamz songs included with the product and the additional songs available on the Beamz Web site. The product also comes with a Quick Start guide and instruc-tional DVD. The Beamz Professional re-tails for $299.95. www.thebeamz.com
Audix Chosen for Yamaha Marimba Miking SystemAudix Microphones have been chosen to accompany the new Yamaha Marimba Miking System. Originally designed by Randall May, the system allows the mi-crophones to be positioned within and parallel to the resonator chambers of the marimba, while the microphone slide rail pivots to enhance isolation and qual-ity of sound.
The system provides instant posi-tioning of the microphones while still allowing them to slide on the rail of the marimba for preferred mic placement and uniform octave levels. For greater adjustment, the microphones can also be independently pivoted to a desired angle. Marching artists Bluecoats, Madison Scouts, Carolina Crown, and The Colts are some of the artists currently using the new system. www.yamaha.com
Optek’s Fretlight Guitar POP DisplayOptek Music Systems is now offering deal-ers point-of-purchase displays, designed to attract potential customers to the Fretlight guitar. The new POP dis-play provides a vi-sual interpretation of the Fretlight learning system and its built-in functionality.
The Fretlight guitar, designed
and developed by Optek Music Systems, plays like any other guitar. Fretlight’s patented LED learning system, embed-ded in the neck, provides a comprehen-sive visual experience that makes learn-ing to play the guitar quick and easy.
Designed for the fi rst-time player and advanced musician alike, the Fretlight works with PC and Mac software. www.fretlight.com
New Saxophones from PJLA & Sax DakotaSax Dakota, the newest product line en-try from PJLA Music Sales is offering a matching pair of Straight Alto and Tenor Saxophones. Both the Alto and Tenor have solid stainless steel internal arm rods for minimal torque for all long/extended hinge rods connecting to key cups. All key cup connections have tapered double arms for tactile closure. Bell tone holes have been repositioned for maximum sound projection, and all key cups are custom designed to be low profi le so the designed steel booster pads have minimum travel and positive/fast sealing action.
The new left hand plateau design is said to provide fl uid speed and ease of
Exquisite pianos of extraordinary quality and value!
www.wymanpiano.com
From the land of Music and HistoryWyman Piano Company & Orla Musical Instruments...
bringing the best acoustic & digital pianos together from Asia and Europe!
East coast office: 941.661.0200West coast office: 513.543.0909
©Wyman Piano Company 2009
ORLA DIGITALSYou’ve gotta hear these!
•Grand & Ensemble Series
•Contemporary & Ensemble Series
•Portable & Ensemble Piano Series
•Portable Ensemble Keyboards
•50% plus margins!
•Will not be sold on the internet
or in big-box stores!
•The industry’s best warranty!
•Amazing low price!
•EZ to demo & sell!
•Large protected territories!
WYMAN PIANOAmerica’s Piano Value Leader!
•Grand Pianos
•Studio Upright Pianos
•American Styled Console Pianos
•Continental Styled Pianos
•PianoDisc™ factory installed
player piano systems!
•Transferable Warranty!
•Lifetime TriPhonic™ Soundboard!
•Premium Yumei™ Actions & Keys!
•Nippon™ Felt Hammers!
•Large protected territories!
MMR_83 83 8/19/09 2:17:10 PM
84 MMR SEPTEMBER 2009
Newproducts
reach for the most complex passages. Tapered oversize bells are standard on both instruments: Alto has a 5.32” bell opening and the Tenor has a 6.26” fl air.
Both bells are graduated from the bow for sound projection.
All Sax Dakota Saxophones are fab-ricated from a 77 percent copper con-tent brass formula. The Straight Alto, Tenor, and Soprano come standard in a matte gray onyx metallic finish with all keys/key guards and trim in satin silver finish. Cases are all wood with brass latching and covered with our ex-clusive beige tweed fabric. Straight So-prano retails for $2,450, Straight Alto for $3,700, and the Straight Tenor for $3,950.www.pjlamusic.com
Meisel’s MST-10 Tuner Meisel Accessories has added the new MST-10 chromatic clip-on tuner to their product line. The tuner is small enough
to fi t in most instrument cases, and offers the option of built-in microphone or clip tuning. Using the clip, no background noises are picked up, only the instru-ment. The microphone can be used for acoustic instruments. It’s calibrated for guitar, bass, and chromatic. It will tune low-B and high C bass notes. www.meiselaccessories.com
N-Tune’s Artist SeriesN-Tune’s Artist Series on-board tuner of-fers an accurate, low profi le design, which fi ts around a standard three-way toggle switch. The kit includes both black and crème colored tuning rings, a specially designed three-way toggle switch, and a 500k potentiometer that can be easily in-stalled with standard soldering tools.
N-Tune is also offering the same deal-er pricing to all dealers who could not get to Summer NAMM. The Artist Series onboard tuner retails for $100. This pric-
ing ends September 30th. Contact Philip C. Sudore for details. [email protected]
Cecilio Adds Electric Stringed InstrumentsCecilio Musical Instruments has added some silent electric instruments includ-ing, guitars, upright bass, cellos, and vio-lins to its line of stringed instru-ments. Electric stringed instru-ments are silent, lightweight, and convenient for travel, live per-formance, and studio recording. They are versatile and small in size, but can still pro-duce “acoustic-like” sound. Each electric stringed instrument fea-tures an auxiliary input for play-ing along with an MP3 or CD player, a head-phone jack for practicing silently, and an output jack for live performance. Each instrument has different color options to choose from. A carrying cases and acces-sories are also included. www.ceciliomusic.com
Find it in the Hot Newssection ofMMR’s Web site,
BreakingNews
www.MMRmagazine.com
Half the weightof the original Shubb Capo!
707-843-4068
MMR_84 84 8/19/09 2:17:15 PM
SEPTEMBER 2009 MMR 85
SuppliersceneYamaha Percussion’s 25th AnniversaryYamaha Percussion marks its 25th an-niversary in 2009. The year-long cel-ebration will focus on highlighting the percussion history of Yamaha, its line of instruments and its relationships with artists, national drum corps, collegiate band programs, and community youth music organizations.
Since the launch of Yamaha Percus-sion instruments in the U.S. in 1984, Yamaha quickly became an industry leader in product development produc-ing a full range of percussion instru-ments, including student percussion kits, bells, vibraphones, marimbas, tim-pani, concert bass drums, concert snare drums, concert toms, chimes, glocken-spiels, marching percussion instruments, carriers stands, drum covers and various other percussion accessories for all levels of musicians.
Yamaha Percussion was solidifi ed with its focus on percussion clinics, summer percussion camps through its Sounds of Summer program, and support for drum corps and school music programs. In ad-dition to its many collaborations with drum and bugle corps, Yamaha has a history of working closely with collegiate marching bands in the country.
To commemorate the 25th anni-versary, Yamaha will launch a Web site later this year celebrating the heritage of Yamaha Percussion. A dedicatory 25th anniversary banner can currently be seen all over the country at national percus-sion events, parades, trade shows, and the Sounds of Summer camps.
Yamaha is highlighting the top 25 moments in Yamaha Percussion on its Facebook page at www.facebook.com/
yamahapercussion and on Twitter at www.twitter.com/yamahaperc. For more information on Yamaha, visit www.yamaha.com/band.
DillionGuitars’14th Anniversary Dillion electric guitars are Ko-rean hand-crafted replicas and varia-tions of contem-porary and vin-tage instruments. Their acoustic electric guitars are hand-crafted in small quantities. Dillion is currently experimenting with new mod-els, colors, and exotic woods.
For a free color catalog and price sheet, call their toll free number 888-289-1995 or visit their Web site www.dillion-guitars.com.
Mapex Presents 50th Anniversary Snare to Pro Drum ShopOn June 6, 2009 Professional Drum Shop in Hollywood, Calif. held a cel-ebration in honor of the store’s fi fti-eth anniversary. The event was held at the Avalon Theater in Hollywood and was attended by dozens of industry icons, performers, family, and friends.Vice president and general manager Joe
Vasko represented Mapex at the cel-ebration and presented Pro Drum Shop owners Stan and Jerry Keyawa with a one-of-a-kind commemorative Mapex snare drum. The 14” x 8” drum featured
Stan and Jerry Keyawa pose with Mapex’s Joe Vasko as he presented them with a 50th Anniversary custom snare drum.
MMR_85 85 8/19/09 2:17:39 PM
86 MMR SEPTEMBER 2009
a collection of graphics and photos docu-menting Pro Drum Shop’s history. The event drew several hundred fans who enjoyed the music of Emil Richards Big Band, Ronald Bruner Jr. Band, and a documentary celebrating the retailer’s fi fty years of business.
For more information, visit www.ma-pexdrums.com.
Guitar Makers Choose Fishman PreampFishman’s Aero and Ion onboard preamp systems have become the choice of sev-eral guitar brands. The recently re-intro-duced CF Martin “1 Series” acoustic gui-tars are equipped with Fishman Aero Plus onboard pickup/preamp systems. Fender has introduced their new Classic Design series with the onboard Aero System. The new Ambiance model guitars from Ibanez feature Fishman Aero, Aero Plus, or Aero Blend electronics. Washburn has added Ion T to their D10 acoustic electric models. Alvarez has refi ned their Artist, Regent, Masterworks, and Fusion series with several new Ion T, Aero, and Aero Plus system pickups. And Daisy Rock has
added Ion and Aero Plus systems to their Butterfl y and Wildwood Artist lines.
The compact Aero system features volume, bass, mid and treble controls, a phase control button, and a built-in tuner with LED display. It also includes a pre-wired Fishman Sonicore pickup for solder-free, plug and play installation, a low-battery indicator, low profi le control knobs, and a fl ip-open housing to easily access the battery compartment.
Ion Onboard Preamp Systems feature volume and EQ tone shaping and phase controls, a pre-wired Fishman Sonicore pickup, and low profi le control knobs. Also included are a low battery indicator and a separate surface mount battery compart-ment for fl exible design integration.
For more information about Fishman, visit www.fi shman.com.
Broward County Public Schools Honors All County Music The Nation’s largest fully-accredited school district, Broward County Public Schools, in Florida selected All County Music, Inc. as the District’s Partner of the Year at its annual community involvement awards
held at the Broward Convention Center. Fred Schiff, president and owner of All County Music accepted the award in front of a crowd of approximately 1200 people. Schiff, a 1977 graduate of Broward Coun-ty’s, Piper High School, was nominated for the Partnership Award by Music Supervi-sor, Joe Luechauer and Westglades Middle School Principal, Christine Flynn.
Criteria for this award includes how the partnership impacts the quality of the chil-dren’s education, the innovation it brings to the schools, and the support it grants to teachers and administrators. During the ceremony emcee, Merrie Meyrs-Kershaw, explained how Fred Schiff and All County Music came to the aid of Westglades Middle School in the fall of 2008 when their band director suffered a medical emergency and could not return to work for months. It was at that time that Schiff and several staff members began teaching the beginning band classes. Meeting everyday for weeks, they conducted class and were able to make sure that these beginner musicians could perform in the annual winter concert.
The value of All County Music’s 2008-2009 partnership exceeded $30,000.00 which consisted of cash contributions, clinician expenses for fi ttings, clinics and rehearsals, as well as band folders, in-ser-vice presentations for band directors, program printing, emergency service at all district band events, and clothing drives for the district’s clothes bank.
Visit All County Music online at www.allcountymusic.com.
Joe Luechauer, music supervisor Broward County Public Schools; Christine Flynn, principal Westglades Middle School; Fred Schiff, president All County Music
Supplierscene
MMR_86 86 8/19/09 2:17:44 PM
SEPTEMBER 2009 MMR 87
Complete with Taiko performers, Ha-waiian Leis and Tiki torches, Pearl hosted an island-themed party for the Alliance of Independent Music Mer-chants (AIMM) on Thursday, July 16th. The group of independent full line re-tail buyers, owners, salesman and their
families were treated to an evening of music, Nashville barbeque, product demonstrations, giveaways and unique sales opportunities. There was even a dunk tank, which provided dealers with the opportunity to “dunk” the credit manager.
The event gave AIMM dealers the opportunity to get hands-on with Pearl drum, percussion, and f lute products, Adams Timpani and mallet instru-ments, as well as one-on-one interac-tion with Pearl sales and marketing staff.
M & M Welcomes Cole as Ntl. Sales Mngr.
M & M Merchandisers in Fort Worth, Texas has welcomed Ben Cole as their new national sales manager. Ben spent the last 11 years as sales manager with GHS Strings/Rocktron and has over 15 years experience in the music indus-try. Ben also studied Music Education at Michigan State University and is an accomplished drummer and keyboard player.
For more information, visit www.mmwholesale.com.
Symetrix Names Signal Marketing Rocky Mtn. RepSymetrix has announced a new represen-tative for the Rocky Mountain region. Signal Marketing, based in Midvale, Utah, will represent Symetrix, SymNet, Lucid, and AirTools products in Utah, Colorado, New Mexico, Wyoming, Ida-ho, eastern Montana, and El Paso, Texas.
Signal Marketing has been serving the region since 1987 and, “ has earned a reputation for providing stellar customer support.” Their diverse line card provides solutions to customers in various aspects of professional audio. Symetrix and its associated brands add rock solid DSP to complement the existing mix.
Pearl Parties with AIMM Dealers
Intellimix to Distribute Elation in Canada Elation Professional has appointed Montreal-based Intellimix Corporation as its ex-
clusive Canadian distributor. Under the agreement, Intellimix will distribute Elation’s professional lighting and control products to dealers, lighting installers, designers, ren-tal houses and architectural clients throughout Canada.
Kosters said that Intellimix would be debuting many new Elation products at the Music Industries Association of Canada (MIAC) Show in Toronto later this month. Among these will be the award-winning Impression LED moving head, which has been used on many major concert tours including No Doubt and Billy Joel/Elton John, as well as Elation’s Design Spot 250 Pro hybrid spot/wash moving head and the Opti Tri Par tri-color LED par can. Intellimix will be exhibiting at Booth 401 at the MIAC show.
MMR_87 87 8/19/09 2:17:50 PM
88 MMR SEPTEMBER 2009
Over 900 organizationsswitched to Jackrabbit
Tired of Paper?Allow your customers to sign up and pay online!
Worried about switching systems?Free import of your current customer data.
View Online Training Videos & User Guide
Super Easy web-based Music School Management Software
“Jackrabbit web-based software is the most comprehensive, user-friendly program available; it's completed by constant enhancements, tireless support, and cutting edge technology.”
- Matt Coker – www.CokerMusic.com
Request a FREE trial at: JackrabbitMusic.com
Sabine Names Thorvin as Canadian Distributor
Sabine Inc. has named Thorvin Electronics Inc. as exclusive Canadian distributor for their professional audio, microphone and wireless systems products effective August 1, 2009.
Thorvin Electronics will be handling all sales, marketing, service and support for Ca-
nada with Sabine products being displayed at the PAL Show, August 23-24, at the Internatio-nal Centre in Toronto, Booth 4816.
For more information about Sabine, please call (386) 418-2000 or visit www.sabine.com.
Muse Research Inc. Announces Ownership & Name Change
Muse Research, Inc. announces that the company is under new ownership and will henceforth be called Muse Research & Deve-lopment Inc., also known as Muse R&D, Inc. The assets and intellectual property of the company are now majority owned by Matt Christiano, a former lead investor and founder of Reprise Software, Inc., and Chris Halaby, founder and CEO of Muse Research, with mi-nority ownership by a group of former Muse Research investors. The company will conti-nue to operate as normal from its headquar-ters in Menlo Park, California, with no inter-ruption in sales, support, shipping, or product development, and all staff members have been retained. The specifi c terms of the change of ownership were not disclosed.
Chris Halaby will be president and CEO of Muse Research & Development, while Matt Christiano will be Chairman of the Board. Halaby, stated, “This is a huge opportunity for the company to develop new products. Matt brings not only fi nancial stability and business acumen, but also the same passion for music and musical instruments that we all share. The real benefi ciaries will be our customers.”
Muse R&D will continue to work with the same partners as in the past, and forge new relationships around the world. Additionally, current customer support and warranty repair will remain in effect.
Photo Caption : Rob Brown (sales manager, Thorvin) Jean-Marc Langevin (VP, Thorvin) Joe Nguyen (director of sales, Sabine) and Wilf Langevin (president, Thorvin).
MMR_88 88 8/19/09 2:17:56 PM
SEPTEMBER 2009 MMR 89
For Classified Sales Call Maureen 800-964-5150 ext. 34
Classifi eds
• Band and Orchestra Rentals• New and Like New Educator-Approved Brand Name Instruments• Personalized Rent-To-Own Program• No Franchise Fee or Inventory Investment• No Shipping Costs• High Commissions Paid the 1st of Every Month• Exceptional Service
The beleaguered economy has made available one of the industry’s most respected executive sales management professionals. If you are a forward-thinking company looking to bolster your pool of talent,
this is your perfect opportunity. Contact [email protected]
Business Opportunities
Music Store Owner RetiringHigh traf c area, very successful.
We are a full line music store,10,000 sq. ft. free standing building,
Band instrument rental program14 lesson rooms with over 400 students
major lines guitars, drums and accessories,Established 21 years, includes
tuning business, piano moving withtruck and band and instrument repair dept.
Can be subdivided: 4,000 sq. ft. and 6,000 sq. ft.
Call 631 495-3223New York
For Sale
Find it in the Hot News section
of MMR’s Web site,
Breaking News
www.MMRmagazine.com
MMR_89 89 8/19/09 2:25:57 PM
90 MMR SEPTEMBER 2009
Visit the Classifi eds on the Web: www.MMRmagazine.com
For Classified Sales Call Maureen • 800-964-5150 ext. 34 • [email protected]
Business Opportunities
For Sale
MUSIC STORE FOR SALE ON MAUI
Have you ever dreamed of living in Hawaii?
This could be your chance! Full Line Music Store in Paradise. All inventory and fi xtures included. Most major lines are represented.
Established in 1979 $500,000 plus inventory
For info 808-870-5953
URL AND WEBSITE FOR SALEwww.ukes.comTHIS IS A VERY
POPULAR WEBSITE FOR SELLING UKULELES.Price includes $100,000.
in inventory$500,000
For info 808-870-5953
Owner Retiring! Full-Line Retail Music Shop
in Beautiful Lebanon, Oregon. Up to 7,000 sq ft ground level retail.
High visibility, corner location. Historic real estate included. Bonus 7,000 sq ft meeting & event space.
90% nancing available. Call T.J. Newby Real Estate:
503-806-4848 or [email protected].
MMR_90 90 8/19/09 2:26:02 PM
SEPTEMBER 2009 MMR 91
Visit the Classifi eds on the Web: www.MMRmagazine.com
Help Wanted
Find it in the Hot News section of MMR’s Web site,
Breaking News
www.MMRmagazine.com
For Sale
MUSIC SCHOOL/STORE for SALE(in operation since 1986)
Housed on its own PRIME REAL ESTATE property in a beautiful, affl uent suburb
of Houston, TX
27-plus teachers for almost 600 students; half-acre back lot ideal
for store expansion or rental space.
Call Owner at 832 445-5668
AWARD OF EXCELLENCE 2009Recognition by the
US Commerce Associationas Houston’s Best in its “Best of Local Business”
Award Program
Shop Manager Wanted for Knilling Violins,
St. Louis St. Louis Music, A division of
US Band, is seeking a qualifi ed individual for a management
position with its Knilling Violin Shop. The qualifi ed individual would have experience in fi nal
adjustment of all musical instruments in the violin family and be able to share skills with
coworkers readily, organize work fl ow, and be knowledgeable with
production methods. Additionally, the position incorporates personal
production of entry level, intermediate, and master
instruments. As Knilling is once again becoming the industry leader,
this position is a key element and should be viewed as a long term
career position with a stellar organization.
US Band offers compensation
commensurate with productivity, benefi ts, and a signifi cant bonus
program based on production and profi tability. Qualifi ed applicants are
invited to apply to Vice President of Knilling
and Orchestral Sales, [email protected].
Help Wanted
www.mmrmagazine.com
MMR_91 91 8/19/09 2:26:08 PM
92 MMR SEPTEMBER 2009
Visit the Classifi eds on the Web: www.MMRmagazine.com
Merchandise
1,000,000+ And Counting!Over one million posts on our world famous Piano Forums, and growing. More than 11,000 unique visitors stop by Piano World every day.
Be smart, advertise your piano related business on the most popular piano web site in the world.
PianoWorld.comHome of the world famous Piano Forums.
Ready to Advertise, or Still Need Convincing?Visit www.PianoWorld.com/advertising ... Today!
CLASSIFIEDS on the MOVE!
check www.mmrmagazine.com for daily updates!
Help Wanted
U.S. Bowed/ Educational Product Specialist
D’Addario & Company, Inc., a leading manufacturer and supplier musical accessories is seeking a U.S. Bowed/Educational Product Specialist. The position has a primary responsibility to further develop educational outreach programs and activities, focusing on D’Addario’s Bowed product category. This includes market analysis, advertising and promotions, pricing/pro tability, product development, maintaining and acquiring new Bowed artists, private teachers, and educators who can help build support for Bowed U.S. marketing and sales initiatives.This position requires a proactive approach to scheduling events and outreach to establish relationships with market in uencers. The Bowed/Educational Product Specialist will be based in NY at the Farmingdale of ce; however the position requires frequent travel (35% - 50%).
The ideal candidate will possess:A degree in Business, Marketing, Music, or other related disciplineA broad knowledge of the music instrument/ accessories industry.Excellent interpersonal communication and presentations skillsWillingness to travel (35%-50%)Basic web management skills and computer literacy (Photoshop and html a plus)
Please email your resume to [email protected] or fax it to 631-439-3335.
•
•
•
••
www.mmrmagazine.com
MMR_92 92 8/19/09 2:26:12 PM
SEPTEMBER 2009 MMR 93
Visit the Classifi eds on the Web: www.MMRmagazine.com
MiscellaneousBAND INSTRUMENT REPAIR VIDEO
Save $$$ on repair expense. Earn extra income. Journeyman repairman offers “How To” videos on the repair of
brass and woodwind instruments. For information write to:
B.I.R.V. Co.880 Slater Rd.
Bellingham, WA. 98226(360) 384-6707
For Classifi ed Sales Call Maureen 800-964-5150 ext. 34
Merchandise
FAST TURN-AROUND ON STOCK REPAIRS NATIONWIDE
NAPBIRT member, 26 Years Experience
Contact: Dan Rieck, [email protected]
For 60 years we have provided musical instrument
repair tools to technicians and musicians around the world. We have a wide selection of pads and other supplies in
addition to our repair tools. Contact us today for a FREE CATALOG.
YAMAHA–KAWAI& MORE
CERTIFIED PRE-OWNED PIANOS
Asian High Quality
No other supplier offers superior service before,
during and after the sale. You get what you pay for!
GUARANTEEDLANDED QUALITY
1-800-782-2694North American Music
11 Kay Fries DriveStony Point, NY 10980Fax: (845) 429-6920
FINANCING AVAILABLE
www.mmrmagazine.com
ACCORDIONS, CONCERTINAS, & BUTTON BOXES new, used, buy, sell, trade, repair, tune,
CASTIGLIONE DISTRIBUTING CO.13300 E 11 MILE WARREN, MI 48089
PH # 1-586-755-6050 WWW.CASTIGLIONEACCORDIONS.COM
HARD SHELL PLASTIC CASESFlute $9.00, Piccolo $6.00
Clarinet $10.00, Oboe $12.00
ELKHART CASES1-800-582-0319
Repair Tools
Oboes & BassoonsWe create the fi nest hand-crafted Oboes
& Bassoons. Also replacement 5K Bassoon Bocals.
Linton Woodwinds Corporation, Jack Linton
1013 Alma St. Elkhart, IN 46514 U.S.A.PH: 1-866-220-2909 Fax: 574-266-7658
E-Mail: [email protected] www.LintonWoodwinds.com
ENDORSED BY HEART - LIVING COLOUR - LETHARGY
The UCL-S Porch-Board Bass of-fers analog, clean bass rhythm with the tap of a foot. Durable passive magnetic sensor system and 3-way frequency response switch eliminates low-end feedback and delay. Features both 1/4 inch and XLR outputs. No batteries, wall worts or external power supply required. Includes carry bag. $299.95.www.porchboard.com (608) 752-2229
PORCHBOARD BASS
CLASSIFIEDS on the MOVE!
check www.mmrmagazine.com for daily updates!
MMR_93 93 8/19/09 2:26:17 PM
94 MMR SEPTEMBER 2009
Visit the Classifi eds on the Web: www.MMRmagazine.com
800-964-5150 ext. [email protected]
For Classifi ed Sales Call Maureen
BOW REHAIRING
Expert Bow ServiceOrder forms,Pricing and Shipping label at:
www.bowrehairing.com
Violin bows as low as $10.00 per bow in quantity incl. shipping (see website fordetails.) Large inventory of replacement parts both new and vintage.
IRA B. KRAEMER & Co.Wholesale Services Division
“An industry leader since 1967”467 Grant Avenue, Scotch Plains, N.J. 07076
Tel: 908-322-4469 Fax: 908 322-8613 e mail: [email protected]
Reps Wanted
Sales Representatives Wanted!!
Michigan-based Brass, Woodwindand accessories line. Join a
great new organization with an “artist-endorsed” product.
Competitive Commissions with incentive.
Contact: [email protected]
Vintage Instruments
SHIPPING YOUR PIANOwith Lone Wolf Trucking
is a “grand” idea!An independent, long-distance Mover
specializing in coast-to-coast residential Relocation.
1-800-982-9505www.lonewolftrucking.com
Alamogordo,New Mexico. 88310ICC MC-256289
Services
LOCAL & NATIONWIDE PIANO MOVING • CRATING • STORAGE •
(800) 222-2888(310) 830-3362 (FAX) • http://www.pianomove.com
Repair Tools
INDEPENDENT SALES REPS
Sales Reps WantedMost territories open
A Great Job!Hunter Music
Instrument Inc.Ask for Steve
For Classified Sales Call Maureen 800-964-5150 ext. 34 • [email protected]
Musical Distributors Group Seeks Reps
Musical Distributors Group (MDG) is seeking highly motivated and
talented independent reps for select locations in the US.
Lines to be represented include:Hiwatt
Fernandes GuitarsEBS Bass Amps & Effects
Coffi n CasesOlympusGig-FX
Potential applicants should contact Jack Thompson at:
Offi ce Direct: 973-335-7888 x 214Cell: 718-986-2667
Services
www.mmrmagazine.com
For Classifi ed Sales Call Maureen 800-964-5150 ext. 34
MMR_94 94 8/19/09 2:26:22 PM
SEPTEMBER 2009 MMR 95
Wanted USED TUBASANY CONDITION-CASH PAID
THE TUBA EXCHANGE1825 CHAPEL HILL RD.
DURHAM, NC 277071-800-869-8822
WWW.TUBAEXCHANGE.COM
Wanted To Buy
WE, BUY, SELL, TRADE and ship worldwide.
Written APPRAISALS available.GRUHN GUITARS,
400 Broadway, Nashville, TN 37203
(615) 256-2033fax (615) 255-2021 www.gruhn.com
Please charge my:
Mastercard Visa AMEX
Credit Card #: _________________________
Expires_____/_____
Authorized Signature: ___________________
Name: _________________________________
Company: _____________________________
Street: _________________________________
City: __________________________________
State: _________________________________
Zip Code: ______________________________
Telephone #: ___________________________
Fax # _________________________________
Email Address: _________________________
Classifi ed AdvertisingTo Advertise Call Toll Free 1-800-964-5150 x34Deadline: Fourth Friday of every month
Attention: Classifi ed AdsMMR, 21 Highland Circle Ste. 1 Needham, MA 02494FAX your ad copy to (781) 453-9389
PAYMENT MUST BE RECEIVED IN ADVANCE
MasterCard, Visa, American Express accepted
PLACE YOUR AD BY MAIL OR FAX:
AD RATES$30.00 per inch (1 inch minimum). $40.00 per inch if one color, logo or graphic added. Add $1.00 per bold face line. Display classifi ed: $50 per inch. PAYMENT MUST BE RECEIVED IN ADVANCE.
PLEASE PLACE MY AD UNDERTHE FOLLOWING HEADING
__ Books __ Business Opportunities__ Distributors__ For Sale__ Help Wanted__ Instruction__ Lines Wanted __ Schools __ Luthiers __ Merchandise
__ Miscellaneous__ Repairs__ Services__ Sales Rep Source__ Schools__ Software__ Vintage__ Wanted to Buy__ Other ( )
Guitar Show Operators
Promote your show dates and reach every guitar dealer in the US
through the classifi ed pages of MMR.
Call Maureen 800-964-5150 ext 34
MOVING? Let us know 6-8 weeks before your move so we can continue to send your
magazine without interruption.
PAST
E OL
D LA
BEL
HERE
!
NEW ADDRESS HERE! Name ___________________________
Address _________________________
_______________________________
City ____________________________
State ____________Zip ____________
21 Highland Circle, Suite 1, Needham, MA 02494(781) 453-9310
Visit the Classifi eds on the Web: www.MMRmagazine.com
Find it in the Hot News section of MMR’sWeb site,
BreakingNews
www.MMRmagazine.com
MMR_95 95 8/19/09 2:26:27 PM
Adindex
96 MMR SEPTEMBER 2009
COMPANY NAME E-MAIL/WEB ADDRESS PAGEAAl Cass 88Allparts 16Amati’s Fine Instruments www.Amatis.us 71America Longxing Inc. www.huntermusical.com 82American DJ Supply Inc. www.americandj.com 11American Way Marketing LLC [email protected] 75Anderson Silver Plating 88Audix Corp. www.audixusa.com 3
B/CBedell Guitars www.bedellguitars.com 18-19, 23, 25BreezSong LLC www.JamHub.com 13Casio America, Inc www.casiousa.com 15Cecilio Musical Instruments www.ceciliomusic.com 44
D/E/F/G/H/JDirect Sound Headphones www.extremeheadphones.com 73Dunlop Manufacturing Inc. www.jimdunlop.com 47Eleca Amps www.elecaamps.com 80Fishman Transducers, Inc. www.fishman.com 16Great Divide Guitars www.greatdivideguitars.com 49, 51Hailun USA www.hailun-pianos.com 29House of Troy www.houseoftroy.com 32Jack Rabbit Technologies www.jackrabbittech.com 88
K/L/MKawai America Corp. www.kawiausl.com cov 3KMC Music, Inc www.kamanmusic.com 43Kyser Musical Products Inc. www.kysermusical.com 76LM Products www.LMProducts.com 73Lowrey Organ Co. www.lowrey.com 14Metropolitan Music Co. www.metromusic.com 46
N/ONAMM www.namm.com 36-37National Educational Music Co. www.nemc.com 69North American Pro Audio www.hagstromguitars.com 79North American Pro Audio www.hagstromguitars.com 77North American Pro Audio www.hagstromguitars.com 81Ohana Music www.ohana-music.com 86OnBoard Research Corp. www.tuners.com 80Optek Music Systems www.fretlight.com 21
P/Q/RPearl River Piano Group www.PearlRiverUSA.com 33Pedal Stop www.pedalstop.com 31PianoDisc www.pianodisc.com 7QMP Sales www.qmpsales.com 87Real de los Reyes www.realdelosreyes.com 47Reunion Blues www.reunionblues.com 35Roc-N-Soc Inc. www.rocNsoc.com 71Roland Corp. U.S. www.rolandUS.com cov 4
S/TSaga Musical Instruments www.sagamusic.com 45Samson Technologies Corp. www.samsontech.com cov 2-1SHS International www.shsint.net 78Shubb Capos www.shubb.com 41Shubb Capos www.shubb.com 84SKB Cases www.skbcases.com 17Super-Sensitive Musical String Co. www.cavanaughcompany.com 63Supernatural Percussion Inc www.supernaturalcymbals.com 74TKL Products Corp. www.tkl.com 5ToneGear www.theStringCleaner.com 78Tornavoz Music www.tornavozmusic.comTycoon Percussion www.tycoonpercussion.com 65
W/Y/ZWyman Piano Company www.wymanpiano.com 83 Yamaha Corp. of America www.yamaha.com 9 Zero Crossing www.NTUNE.com 85
conservatorio superior demusica de palma (spain)
ecole de musique (france)egå gymnasium (denmark)etta and joseph miller
performing arts centerikast gymnasium (denmark)interlochen center for the artskungsholm gymnasium (sweden)kyoto city university of artslaugalækjarskóli (iceland)
The Premier Piano of Japan
Shigeru Kawai Piano Company2055 E. University Drive
Rancho Dominguez, CA 90220www.shigerukawai.com
310-223-0900
t h e e d u c a t e d c h o i c e .
s h i g e r u p i a n o s s e l e c t e d b y :
listaháskóli islands (iceland)musashino academia musicae (japan)music academy mlinaric vladimir (slovenia)music school nova gorica (slovenia)music school slovenske konjice (slovenia)music school trebnje (slovenia)musikhochschule nürnberg-augsburg (germany)national center for the performing arts (china)national taipei university of educationnational taichung university of educationnational university of ireland maynoothnewington college
nordiska musikgymnasiet (sweden)norges musikkhøgskole (norway)
pacific union collegereinhardt college
scots college (australia)
seitoku university (japan)shanghai conservatory of musicshorter collegeshowa academia musicae (japan)staatliche hochschule für musik
freiburg (germany)taipei municipal university of educationtallinna muusikakeskkoolile (estonia)terni conservatory (italy)tokyo college of musictokyo gakugei universityuniversity of houstonuniversity of nevada - las vegasuniversity of western australiawaseda university (japan)westminster school atlantawheaton collegexi’an conservatory of music (china)
aichi prefectural universityof fine arts and music
american academy ofdramatic arts
beijing conservatorybrigham young universitybunkyo university (japan)the carrollwood cultural centercatholic fu jen universitychapman universitychinese cultural universityclarence valley conservatorium
(australia)clayton state universitythe colburn school
conservatory of musiccolumbia college chicagoconservatoire cuillera (spain)conservatoire de chalon sur
saône (france)conservatoire de
musique de québecconservatoire of liria (spain)conservatoire profesional de
valencia (spain)conservatoire st. brieuc (france)conservatoire superior
alicante (spain)conservatoire superior
castellon (spain)
MMR_COV3 COV3 8/19/09 2:40:18 PM
www.RolandUS.com
AbsolutePower
“Whether it’s tracking with its amazing patches and effects,resampling sounds and drums, or switching up sounds during mixdown with the ARX boards, the Fantom-G has proven to be absolute power in my studio and productions.”
Joey Raia - Mixing Engineer / Sound Designer, Gotham Studios, New York City
NEW
... and more!
JUSTRELEaSED!version 1.3
at www.RolandUS.com/FantomG and on YouTube.
Seize the musical authority you crave with the Fantom-G, the most powerful workstation keyboard on the planet. With its amazing sound quality, astounding feature set and gorgeous color display, the Fantom-G takes you places that other workstation keyboards simply can’t, from stage to studio and beyond.
Rule your musical universe with the Fantom-G and enjoy the absolute power of creative freedom.
MMR_COV4 COV4 8/19/09 2:40:13 PM