SUMMER 2007

Plus: PLAYback Supplement Your Guide to Summer NAMM Concerts, Events, NAMM U Sessions and More! Austin, Texas July 27–29

5 Features You Want in a Web Site

1. Make It Inviting merchandise will also foster loyalty and future sales. First impressions count. Customers will often “It’s difficult when you’re not face-to-face, but if you judge your store by your Web site. You don’t need can rise above it, then you’re offering flashy graphics or fancy features to make a good something different.” says Rosen. impression. By keeping your site visually inviting and writing in a friendly, welcoming tone, visitors 4. Use Search Engine Optimization will want to stay a while. Always put your contact and Learn about or work with people who understand location information in a prominent place. the importance of using search engine optimization to get your company’s Web site to the top of the 2. Make It Intuitive … and Informative list when a customer does a search. Choosing Make sure your site is easy to navigate and can the proper tools and the right words can increase quickly access store departments online. Remember your hit rate (the numberof people who visit your site) what your visitors are there to do and make it easy and maximize your company’s visibility. for them to do it. If visitors have to click too many times to get where they want to go, they can also 5. Have Good Tech Support leave with just one click . Without it, you’ll be up a creek. Look for 24/7 availability so you can chat with tech reps online or 3. Keep It Current and Credible via a toll-free number. Be wary of companies There’s nothing worse than visiting a site with offering limited tech support hours, especially inaccurate or out-of-date information. “We don’t those in foreign countries. carry that any longer” or “The price has gone up since then” can damage your credibility. Keep everything up to date and make sure your product CONTENTS is delivered when promised. Guaranteeing your 8 Creating—or Enhancing—Your Company's Web Presence Today’s consumers often use their computers more than the phone to find local merchants and if your store doesn’t have a Web presence yet, chances are, you’re losing out on business. We’ll explain how to get yours started, the kinds of sites to choose from and the five features every good Web site should have to achieve the best results. 4 From the President 18 Retail After traveling the country talking to NAMM Town Hall Meetings Draw Members at the NAMM Town Hall Dozens of Members from the Region Meetings,Learn association About President/CEO the• Two Great Web Opportunities Firsthandto Drum Up at Summer NAMM! Joe Lamond shares his thoughts on More Business • Industry Innovator: working together to grow the industry. Ellen McDonald of Hartland Music

To6 NAMMfind Eventsout more about22 Reps maximizing in the Field your Web presence, drop by the A Place to Hang Before the Show 5 Roles of the Manufacturers Rep in IdeaBegins! • WakeCenter Up Each Dayduring with Summerthe Music Products NAMMIndustry on Friday at 2:30 p.m., when NAMM U Breakfast Sessions • Join in Beethe Rhythm Bantug of the All-Industry and Drum Gordon 23 International O’Hara of Retail Up! Music will present Circle • 7th Annual FORTUNE Battle SchoolJam Competition Expands of“Your the Corporate Website. Bands • YourInternationally Sales •Staff. Successful Team Them Up for Higher Profits.” Music Educators Day Brings Conclusion to Construct Data Lawsuit NewThey’ll Market to Summer answer NAMM • your Web-related questions and show you the latest SchoolJam Texas Finalists Perform 24 New U.S.-Based in Austin • Tips andsite More at features,the Members promotions and training that can help transform NAMM Idea Center • The Ukulele and You: Preview the Museum of Making yourNAMM sales Welcomes Itsteam Newest Membersinto a Music’s Upcoming Exhibit from the United States

12 Music in the News 25 New marketingInternational powerhouse. NAMM Partners with Disney’s High Members 8 School Musical • The Music in Me NAMM Welcomes Its Newest Documentary Wins Peabody Award • Members from Around the World NAMM Members Star in Association’s 6 Wanna Play? Campaign 26 Music Notes The Value of Membership • Save $$$ 14 Washington Watch with New Shipping Services • U.S. Congress Recognizes School- BGCA Honors Alumni, Launches Based Music Education; Call by National MusicMakers Program • Senate to Study Access to Arts 2007 NAMM Global Report, Featuring Education Music USA • NAMM Funds Programs to Create More Music Makers • 15 Music Research NAMM Grant Serves Those Who “Sounds of Learning” Study Shows Serve Us • The National Anthem 12 Project Concludes with a Three-Day How the Quality of Music Education Programs Influences Test Results Celebration 23 16 Commercial 32 Resources 5 Tips for Developing an Intellectual This section provides a full listing of Property Rights Strategy • The NAMM resources that can benefit your Industry Bookshelf: Trade Show in business. a Day: Get it done right, get it done fast! from The Planning Shop • Free 34 Viewpoint Community Outreach Materials The first of four NAMM Town Hall Available • Promote the Benefits Meetings kicked off in New York City. of Music with Every Sale of Your Here are some reactions from the Product—Order Free SupportMusic.com NAMM Members in attendance. 30 Community Action Kits

THE BEAT

A Note from the President

Doing the Little Things Right

If there’s ever been a doubt that our industry and perhaps these ideas can help take your is in the middle of an enormous shift, Web presence to the next level. recent headlines in the trade magazines have certainly put that idea to rest. Like any These are indeed challenging times for our retail industry or segment that competes industry. Some say that changing conditions, for the discretionary income of the general a tough economy, slowing retail sales and public, our business has changed forever. unanticipated legal bills in response to the Unfortunately, there are no collective recent FTC investigation have all taken their answers, no one-size-fits-all solutions. toll. To support our Members, NAMM has Success, in an industry as varied as ours, created programs and tools designed to help comes through a series of small strategic your company be more successful, including steps and doing the little things right. One market development opportunities to attract of the emerging ways to do things right is new customers, free professional training through your company’s Web presence. classes and access to Member-saving Think about your own family and how we business services that can put more money all find information now—we turn to our in your pocket. If you’re not sure how NAMM NAMM has created computers. We do it. Our kids do it. Our can help you, please call and talk to one programs and tools parents do it. And, chances are, it's how of our dedicated NAMM staffers. To quote our customers are doing it as well. Geico, “A 15-minute call could save designed to help you money.” your company be Fortunately, the Internet is not the only more successful, vehicle that consumers use: They shop at We appreciate your continued support as their local stores and spend time in the we work together to build a better future. including market malls. But, now more than ever before, development consumers are relying on the Internet to opportunities do their research, even if it’s as simple as finding an address or a phone number of Sincerely, to attract new a local store or seeing whether it carries a customers, free particular product. It’s important to look at it through our customers’ eyes and consider professional how they shop today. training classes Joe Lamond and access to We hope you’ll find our story on creating a NAMM President and CEO Web presence helpful and that you can apply Member-saving this information to begin using this medium business services to your company’s advantage. Many NAMM that can put more Members have been on the Web for a while money in your pocket. PRESENTS THE Pre-Show Party

Austin@ Convention the Center • LevelHang 4 • Ballroom D

Join us for the annual Pre-Show Party at The Hang on Thursday, July 26 at 7 p.m. Editorial Director This unforgettable industry Deborah Brada celebration is fun for everyone, Communications Specialist Lara Severson with free beer, free food and Art Director live music performed by Stuart Robertson your peers and their NAMM Graphic Designer Member company bands. Megan Nelson Production Coordinator Jonathan Moyer Thursday, July 26, 7 p.m. NAMM Executive Committee Dennis Houlihan, Chairman; Chip Averwater, Vice Chairman; Tom Schmitt, Treasurer; Kevin Cranley, Secretary; Industry Weekend Warrior Bands Joe Lamond, President/CEO Free Food and Beer NAMM Board of Directors Tom Austin, Rick Drumm, Robert Eastman, Gary Hanser, first come, first served Rosi K. Johnson, Brock Kaericher, Harvey Levy, Bryan McCann, Joel Menchey, William Mendello, Dale Miller, Jerome Murphy III, Qian Ni, Barbara B. Paulsen, John Paulson, George Quinlan, Jr., Bill Reim, Richard Rejino, Alan Rosen, Jim Rupp, Dean Samuel, Denny Senseney, David Teeple, Mathias von Heydekampf and NAYMM President Alysha Sides Greevy

NAMM Staff Directors Dominique Agnew, Associate Director, Trade Show Sales; Cathy Beckett, Director of Administration; Judy Dodds, Director of Membership Services; Betty Heywood, Director of International Affairs; Kevin Johnstone, Director of Trade Shows; Gary Melikian, Director of Technology; Mary Luehrsen, Director of Public Affairs and Government Relations; Larry Manley, Chief Financial Officer; Patricia Martin, Chief Operating Officer; Melanie Ripley, Associate Director, Member Contact Center; Scott Robertson, Director of Marketing & Communications; Morgan Ringwald, Director of Market Development; Ken Wilson, Director of Professional Development

Governmental Affairs Goldberg & Associates; Nelson, Mullins, Riley & Scarborough LLP Washington, D.C.

NAMM PLAYback is published quarterly by NAMM, the International Music Products Association® Inquiries should be sent to: Editor, NAMM PLAYback, 5790 Armada Drive, Carlsbad, CA 92008 Phone: 760-438-8007, ext. 125 Fax: 760-438-7327 e-mail: [email protected] NAMM EVENTS

Join the Industry for Business, Fun and More!

THURSDAY, JULY 26 Sunday, July 29 Best in Show A Place to Hang Before the Show Begins! Best in Show will again gather Music Inc. Publisher Frank Alkyer Join us for the annual Pre-Show Party at The Hang (Level 4, and a panel of gear experts to pick out the hottest finds on the Ballroom D of the convention center) at 7 p.m. This unforgettable show floor and share the latest product trends with you. industry celebration is fun for everyone, with free beer and food (first come, first served), as well as live music performed by SATURDAY, JULY 28 NAMM Member company bands. Don’t miss this chance to get together before the show! Join in the Rhythm of the All-Industry Drum Circle FRIDAY, JULY 27–SUNDAY, JULY 29 At each of NAMM’s trade shows, this much-loved event brings together attendees for a unique Recreational Music Making Wake Up Each Day with experience—and it can help you get ideas for setting up a drum NAMM University Breakfast Sessions circle of your own! Come celebrate music making at 5:45 p.m. NAMM University’s FREE Breakfast Sessions will again provide in the Fourth Street Atrium Lobby of the convention center. You a great way to start each show day—with a hot meal and bring the rhythm; we’ll supply the drums. informative industry panel discussions (Austin Hilton Hotel, Governor's Ballroom). NAMM Hosts the 7th Annual FORTUNE Battle of the Corporate Bands; Friday, July 27 6 Regional Semifinalists to Perform in Austin State of the Industry Address Along with FORTUNE Magazine and the Rock & Roll Hall of The State of the Industry Address features NAMM President/CEO Fame, NAMM will host the summer regional semifinals of the Joe Lamond and special guests in a discussion about the current Seventh Annual FORTUNE Battle of the Corporate Bands contest climate of the industry, as well as upcoming trends, challenges at this year’s Summer NAMM. Join us at The Hang, from 7 to and opportunities. 10 p.m., as six regional semifinalists compete before a panel of judges. Everyone is welcome at this event, and your NAMM Saturday, July 28 Badge will get you in free. NAMM Town Hall Meeting: “It Worked for Me” Alan Friedman and a panel of retailers share their success stories Catch the SchoolJam Texas Finalists’ using market-building programs. Come ready to ask questions Performance in Austin and discuss programs, tactics and strategies to grow your NAMM and the Texas Music Educators Association (TMEA) business. have partnered to develop a U.S. pilot version of the successful SchoolJam Teen Battle of the Bands in Germany. Music

6 PLAYback educators and teen bands from across the state of Texas were consider product demonstrations that will interest and inform invited to submit a demo tape and now the top bands will be this group during their time at the show. Other plans include competing at this year’s Summer NAMM in Austin. Join us at a “music education” breakfast reception and several relevant Emo’s Austin, from 2 to 5 p.m., as the finalists take the stage interactive sessions for music educators interested in exploring to compete for the top band title. As finalists, these groups musical products and methods relevant to 21st century students will receive musical instrument packages and music funds for and schools. Take advantage of this opportunity to meet with the their schools to purchase from their local participating retail educators and grow the market of young music makers! Member. The top band will receive an opportunity to perform at a SchoolJam event at next year’s MusikMesse in Germany. Tips and More at the NAMM Idea Center SUNDAY, JULY 29 The NAMM Idea Center provides valuable information, industry resources and more—right on the show floor. Stop by Booth #646 to: Texas Music Educators Day Brings New Market • get great new ideas from the quick, powerful NAMM to Summer NAMM University sessions In collaboration with TMEA and several other partner • visit the Museum of Making Music’s display to learn about our organizations, NAMM is offering regional music educators the industry’s history opportunity to attend Summer NAMM—an ideal opportunity to • take your picture with Bert and Ernie from Sesame Street talk directly to this audience about your products and how they can benefit education. Exhibiting companies are encouraged to

The Ukulele and You: Preview the Museum of Making Music’s Upcoming Exhibit

Beginning August 11, the Museum of Making Music will play host to The Ukulele and You: America’s Enduring Love Affair—and you can get a sneak peek of this special exhibition at the show. Dedicated to the history of Hawaii’s versatile “jumping flea,” this display explores how the ukulele grabbed the attention of mainland manufacturers in the early 1900s and how they, in turn, promoted it to the general public. In addition, the exhibit describes the growth of interest in this tiny instrument over the past 15 years and its connection to larger trends in social history and pop culture. The Ukulele and You: America’s Enduring Love Affair will showcase an unprecedented variety of ukuleles manufactured in Hawaii and on the U.S. mainland from the early 1900s up to the present, drawn from private collections across the country. Be among the first to see pieces from this fascinating exhibit at the NAMM Idea Center (Booth #646).

SUMMER 2007 7 How Local Community Music Stores Can Use the Internet to Their Advantage in Today’s Changing Retail Market

While pondering what to get her husband for his birthday, Susan had an inspired idea. Why not buy him a guitar? He always talked about how much he wished he could play, and she could even purchase lessons to get him started. Excited by her plan, Susan opened her laptop computer and “Googled” the name of her neighborhood music store. To her disappointment, the information wasn’t found, so she searched for other local retailers until she found one that offered exactly what she wanted. She quickly grabbed her keys—and her checkbook—and headed downtown.

There’s no question that over the past decade, technology has “Today’s customers are often what we call ‘multichannel shoppers,’ drastically changed the way consumers shop. Today, people let says Bee Bantug of Retail Up! Music, a Web site development and their fingers “do the walking” on the computer keyboard rather management company specializing in music retail. “About 65 percent than through the phone book to find what they want. If a local of all shoppers do their research online first, but make their actual business doesn’t have a Web site with even the most basic purchases offline, at a local store. The Web will influence more than contact information, there’s a very real possibility that it’s losing $500 billion in in-store purchases by the end of this year—that’s 16 business. percent of all retail sales.” Types of Web Sites

The Informational Site

An extension of a store’s sales and marketing efforts, this kind of site usually features basic store information, hours, location, a brief product summary, an events calendar and a listing of services the store provides.

Advantages: At the very minimum, your store should have an informational Web site. Because there isn’t a lot of detailed information or links to navigate, it’s easy to create and maintain and will guide Web-savvy customers to your And while consumers were initially nervous about shopping over the front door. Internet, that appears to have changed too. According to Forrester Research, online purchases increased by 20 percent in 2006, with last Disadvantages: year’s total e-commerce sales reaching $211 billion. Because there is no real interaction with the visitor, it doesn’t instill a sense of urgency or visitor involvement. Moreover, if the information is not current or in-depth Making the Web Work for You enough, customers will not return to the site. (Still, it’s better than no Web presence at all.)

Whether a business has a small Web site with basic information for its local customers or a large e-commerce operation designed to reach out The Interactive Transactional Site globally, having an online presence not only gives a business credibility, it provides unparalleled marketing and sales opportunities. This site provides more in-depth information for the visitor How Local Community Music Stores Can Use the Internet to peruse and act on. It can include detailed product “The Web is a powerful tool that music retailers can use to their data, teacher bios and the ability to sign up online for to Their Advantage in Today’s Changing Retail Market advantage,” says Bantug. “Having a Web site can cost a fraction of classes, rentals or your store’s newsletter. Some feature a what you’d spend on traditional print advertising, direct mail or a bulletin board system where customers/musicians can share Yellow Pages ad and will reach a much broader customer base—24/7! information and ask questions. It can also improve your efficiency by converting time- and labor- intensive processes, such as updating product databases or signing Advantages: up for lessons or rental programs, into online transactions.” Bantug “Many small retailers can’t match the product mix also suggests using your Web site as an in-store kiosk to educate your or price points of larger e-taliers, so it doesn’t employees about your product line and show customers inventory always make sense to operate a site that’s primarily you don’t carry in the store. focused on e-commerce,” says Bantug. “For smaller retailers, it is more important to build So why haven’t more music retailers jumped into the game? “There are community through a dynamic, functional site a lot of people in this business who are afraid of computers and they’re enabling customers who’ve gotten Web-savvy absolutely losing out on a huge portion of the industry,” says Cory Lake over the recent years, to rely more on your store of American Guitar Boutique. “Like it or not, we’re in a time where for expert advice and ongoing support on the everything is changing, and if you’re not going to keep up with what’s products and services you offer.” going on in the rest of the world, you’re going to get left in the dust.” 9 Disadvantages: A more complex site requires more time to build and because there are many retailers willing to sell at rock-bottom prices, maintain. If you list your entire inventory, you need to the market is extremely competitive and margins are shrinking. keep it current. The Separate Storefront The e-Commerce Site Large auction and retail sites, such as eBay and Amazon, enable E-commerce sites make it possible for anyone, anywhere to dealers to create a storefront where they can sell products for a buy a company’s products. They feature in-depth information minimal fee. about the items they sell and provide secure online transactions. Advantages: This is a good solution for businesses that aren’t yet ready to

Advantages: commit to their own e-commerce site. “eBay has its place,” says Customers can shop at your e-store from anywhere, at Doug Antonacci of Daddy O’s Music Shack. “You can get an any time. “The additional sales have obviously been good, amazing amount of exposure on eBay. It’s great for vintage gear, especially here in California,”says Alan Rosen of Bananas blowouts, used gear and discontinued items, but it’s not at Large. “And because our local area is very Web-savvy, something I would use for everyday items.” people often use our site as a menu, so to speak, before coming to the store to shop, so it’s been helpful Disadvantages: on both fronts.” Unless your product is unique, pricing can be extremely competitive and there is little to distinguish your Disadvantages: company from the 100 other businesses selling the The cost and maintenance of creating an e-tail same product on the site. site can range from modest to massive. And

Getting Started

Beginning the process of creating your store’s Consider Turnkey Solutions Web site can seem intimidating initially, but Numerous companies offer retail-focused Web solutions, a few of how involved it becomes is a matter of what which are geared to the music products industry and offer easily you want to achieve and how much you’re updateable music online catalog and pre-built marketing features. willing to invest. You can select from a variety of functionalities and “scale up” as your needs grow. “We worked from a template and then chose things to Create It Yourself make our site a little different from everyone else’s,” says Antonacci. “It was a very user-friendly program, plus the company set up the While there are a variety of off-the-shelf Web software programs hosting, the shopping cart and the secure online transactions—and to choose from, unless you’re fairly tech-savvy, proceed with that’s huge.” caution. Many companies find that what they end up with wasn’t what they really needed. If you select this route, choose a system that will accommodate your best-growth scenario. Choose a Company to Custom Build Your Site Hire a Part-time Techie “We started interviewing companies, and found that they ranged anywhere from $5,000 to $150,000”, says Lake. “We ultimately “We started out with an informational Web site, and then about chose a company specializing in retail sites that could build the four or five years ago we hired someone who created a custom platform we wanted and grow with us.” system for us that turned us into a commerce site,” says Rosen. “He’s still here full time and now we have more staff members on 10 the team that do the data, pricing and order processing.” 5 Features You Want in a Web Site

1. Make It Inviting merchandise will also foster loyalty and future sales. First impressions count. Customers will often “It’s difficult when you’re not face-to-face, but if you judge your store by your Web site. You don’t need can rise above it, then you’re offering something different,” flashy graphics or fancy features to make a good says Rosen. impression. By keeping your site visually inviting and writing in a friendly, welcoming tone, visitors 4. Use Search Engine Optimization will want to stay a while. Always put your contact and Learn about or work with people who understand location information in a prominent place. the importance of using search engine optimization to get your company’s Web site to the top of the 2. Make It Intuitive … and Informative list when a customer does a search. Choosing Make sure your site is easy to navigate and can the proper tools and the right words can increase quickly access store departments online. Remember your hit rate (the number of people who visit your site) what your visitors are there to do and make it easy and maximize your company’s visibility. for them to do it. If visitors have to click too many times to get where they want to go, they can also 5. Have Good Tech Support leave with just one click. Without it, you’ll be up a creek. Look for 24/7 availability so you can chat with tech reps online or 3. Keep It Current and Credible via a toll-free number. Be wary of companies There’s nothing worse than visiting a site with offering limited tech support hours, especially inaccurate or out-of-date information. “We don’t those in foreign countries. carry that any longer” or “The price has gone up since then” can damage your credibility. Keep everything up to date and make sure your product is delivered when promised. Guaranteeing your

Learn About the Web Firsthand at Summer NAMM!

To find out more about maximizing your Web presence, drop by the Idea Center during Summer NAMM on Friday at 2:30 p.m., when Bee Bantug and Gordon O’Hara of Retail Up! Music will present “Your WebSite. Your Sales Staff. Team Them Up for Higher Profits.” They’ll answer your Web-related questions and show you the latest site features, promotions and training that can help transform your sales team into a marketing powerhouse. MUSIC IN THE NEWS

NAMM Partners with Disney’s High School Musical

Disney’s runaway hit, High School Musical, in need of funding for musical coaching, sound equipment, musical instruments has inspired kids and teens across the audio and and other items needed to stage the play. country to express themselves through music, so it seemed only fitting for NAMM “The success of High School Musical has to join forces with Disney to bring the inspired kids of all ages to participate show to schools lacking the funding to in music and the arts,” says NAMM put on their own productions. President and CEO Joe Lamond. “We want to give them that chance, and we think High School Musical is one of Disney’s our Members will benefit as well since most popular made-for-television movies many of the schools will be upgrading to date, winning multiple awards, breaking their sound and lighting equipment.” DVD sales records in its first week and “The success of High School spawning the No. 1 music CD released Musical has inspired kids of all A docu-musical about Texas teens putting in 2006. Now the musical is about to be ages to participate in music and on the production and accompanying introduced to schools everywhere, and the arts. We want every school public service announcements will air the NAMM Foundation is partnering with to have that chance and hope to online, on the Disney Channel and on Radio Disney. The NAMM Foundation will Disney to make sure that all schools will help facilitate that process.” have the opportunity to bring this musical announce the grant program in fall 2007; —Joe Lamond, to life. The association has invested grant guidelines will be available NAMM President and CEO $250,000 into the project, including on nammfoundation.org. $5,000 grants to 10 qualifying schools

The Music in Me Documentary Wins Peabody Award

Television program highlighting children’s innate and powerful energy to make music receives one of broadcasting’s highest honors.

HBO’s documentary The Music In Me, The special celebrates the heart and soul which began airing in October 2006, of dedicated young musicians everywhere, was named one of the 35 recipients of and the power of music to motivate and the prestigious Peabody Awards for 2007. inspire us all. In honor of its focus on the joys of music making and the inherent value of music NAMM and HBO are promoting the education, NAMM proudly sponsored the series to Members and partners in the documentary’s debut at Carnegie Hall the SupportMusic.com coalition of more than night before it aired. 130 organizations working to assure that all children receive a complete education The program combines performance that includes music and arts instruction. footage and home video clips to display the stirring and surprising range of Part two of The Music In Me aired musical styles that children across nationally on June 18, on HBO Family. America espouse and embrace.

12 PLAYback NAMM Members Star in Association’s Wanna Play? Campaign

NAMM arranges TV interviews for Member retailers to reach out to potential music makers in their markets.

The association’s Wanna Play? campaign is gaining momentum as it brings music making into the public spotlight, reaching potential players and drawing them into local music products stores. In addition to a growing roster of Wanna Play? celebrity public service announcements (PSAs)—including Earth, Wind and Fire’s Verdine White, John Taylor of Duran Duran and singer Richard Marx—NAMM has also arranged for a number of its U.S. retail Members to spend time in the spotlight, appearing on local and regional television news shows to demonstrate the many benefits of making music.

In March, NAMM Member Clint Strait of Strait Music in Austin, Texas, appeared on his local Fox 7 News in the Morning program, along with John Fannin of the Austin School of Music. “Playing music increases cognitive development in kids, and helps people ages 65 and older mentally, physically and socially,” Strait told viewers. The segment also featured a guitar lesson for the show’s host given by Fannin, and onscreen facts about the positive aspects of playing music.

NAMM Member Marvin Morrow of Musicians Outlet in Palm Desert, Calif., made an appearance on the local CBS Eye on the Desert news program, talking about the value of playing music and the store’s involvement with children and music in the community. “We got the host to play a few notes on the trumpet, and I noodled around on the guitar a little,” Morrow says.

Diane and Den Schafer of Music Tech Studios in Miami, Fla., appeared on the South Florida Today Show in January. “The show went great—we had a blast,” says Diane. “We had lots of instruments on display as we chatted with the host about the importance of music for all ages.”

The Wanna Play? campaign has numerous components, including the celebrity PSAs and a Web site featuring a NAMM Member Retail Store Locator tool and advice on how to get started playing music. Regional media appearances by NAMM Members help to further the campaign’s message that making music improves people’s lives—regardless of their age or musical skill level.

“The regional interviews are an integral part of this outreach campaign,” says NAMM President and CEO Joe Lamond. “The television and radio time not only draws attention to the joys of playing a musical instrument, it also gives participating NAMM retailers free exposure of their store’s products and services.”

If you would like to be featured in these types of media opportunities, please call NAMM at 800- 767-6266 or e-mail [email protected].

SUMMER 2007 13 WASHINGTON WATCH

U.S. Congress Recognizes School-Based Music Education NAMM EFFORTS LEAD TO Unanimous Vote for U.S. House Resolution 121 and first-ever senate resolution ProclaimING Support of Music Education; Senate calls for Study of Access to Arts Education

No child should be deprived of the chance to explore his or her creativity in a nurturing educational environment. —Sen. Chris Dodd

Left to Right: Leo Coco, senior policy advisor, Nelson Mullins; Chip Averwater, NAMM vice chairman; Congressman Jim Cooper, D-Tenn.; Secretary Richard Riley, Partner, Nelson Mullins; Joe Lamond, NAMM president and CEO; and Dennis Houlihan, NAMM chairman

In an important victory for music education, Rep. Cooper. “But 30 million or more of am hopeful that the GAO will act quickly to members of Congress unanimously passed our children across this country every day deliver findings about the current condition House Concurrent Resolution 121, a bi- are being deprived of that chance to not of arts education in American public partisan Resolution stating that learning only experience the joy of music, but as my schools so that we can seek to improve it music in schools is important because it colleagues have mentioned, the increased during the reauthorization of the No Child develops skills needed by the 21st century and enhanced learning abilities that music Left Behind Act.” workforce, such as critical thinking, creative offers and also the ability of music to deter problem solving, effective communication people from gangs and drugs and other Added Alexander: “Music education is and teamwork; keeps students engaged undesirable activities.” important. I had some great teachers, but in school and makes them more likely to my piano teacher, Miss Lennis Tedford, graduate; and helps students achieve in Sens. Chris Dodd (D-Conn.) and Lamar was the best. From age 5 until my high other academic subjects such as math, Alexander (R-Tenn.) have also put forth school senior recital, I spent 30 minutes science and reading. a letter to the Government Accountability with her each week. From Miss Tedford I Office (GAO), the federal government’s learned more than music. She taught me NAMM representatives provided the bill’s research and policy arm, requesting that the discipline of Czerny and the metronome, presenters—Reps. Jim Cooper (D-Tenn.) the GAO conduct a study on access to the logic of Bach, the clean joy of Mozart. and Jon Porter (R-Nev.)—with research music and arts education in the American She encouraged me to let my emotions outlining the many social, developmental public school system since the passage run with Chopin and Rachmaninoff. She and educational benefits for school-aged of the No Child Left Behind Act. The made sure I was ready for the annual children. The bi-partisan Resolution had two lawmakers also introduced a Senate piano competition, and that I performed strong support; in addition to Rep. Cooper, resolution recognizing the benefits and completely under control. I still thank her for the original sponsor and introducer of importance of school-based music the discipline and love of music she gave resolution, 35 co-sponsors signed the education. me each time I sit at the piano today.” Resolution. “No child should be deprived of the chance “A lot of folks who have had the privilege of to explore his or her creativity in a nurturing a music education take it for granted,” said educational environment,” said Dodd. “I

14 PLAYback MUSIC RESEARCH

NAMM Foundation-Funded Research Shows Music Education's Impact on Standardized Test Results “Sounds of Learning” Study Publishes Data Relating Student Success with QUALITY School Music Programs

A recent music education study found music education programs in this period of that students in high-quality school music high stakes testing.” programs scored higher on standardized tests than those in schools with less intense Kids in music For more information about NAMM grants music programs. and the "Sounds of Learning" initiative, log programs have on to nammfoundation.org/Grants/. Dr. Christopher Johnson, professor of a goal they are music education and music therapy and working toward. associate dean of the University of Kansas School of Fine Arts, worked with graduate A daily routine to student Jenny E. Memmott to conduct achieve a goal—a the research—the first study of its kind to examine the relationship between the performance—and in quality of music programs as a factor the end they achieve impacting test scores, regardless of social more than kids economic level of school or school district. without those goals. The study included 4,739 elementary and junior high school students in four regions of the United States enrolled in top-notch —Stacey Yurkovich music programs and low-quality programs. Principal, Prairie Trail Jr. High School This research was part of the “Sounds of Learning: The Impact of Music Education” Initiative, funded by the NAMM Foundation. There are currently eight "Sounds of result of that, the kids perform better on Learning" projects that are studying the standardized tests. Kids in music programs connections between music education have a goal they are working toward. A daily and child development and music’s role routine to achieve a goal—a performance— in contributing to children’s academic and in the end they achieve more than kids achievement and success in school. without those goals.”

Representatives from schools involved in The research was published in the Journal the study spoke about the importance of for Research in Music Education, Winter music education from their perspective. 2006, Vol. 54, No. 4. In the article, Johnson explained, “It is crucial to note that this “I think what we see in schools, is that project has revealed a relationship between music provides a connection to school—an quality of music instruction and academic instructor, a peer group and a higher level performance. This finding agrees with of performance academically,” says Stacey previous research that music supports Yurkovich, principal of Prairie Trail Jr. High academic performance and extends our School in Olathe, Kan. “And as a understanding of the impact of quality COMMERCIAL

5 Tips for Developing an Intellectual Property Rights (IPR) Strategy

IIntellectual property At www.namm.org/ipr, you’ll find a list rights (IPR) are an of Internet resources to help you protect important and and enforce your company’s intellectual globally complex property. Keep checking the site for updates topic. It is on this topic. estimated that counterfeit U.S. Patent and Trademark Office goods cost When it comes to Office of External Affairs manufacturers P.O. Box 1450 $500 billion in intellectual property Alexandria, VA 22314-1450 USA sales each year— rights, being (571) 272-9300 FAX: (571) 273-0085 and a portion of proactive, establishing www.uspto.gov/smallbusiness these losses occur (866) 999-HALT within our own industry. your strategy and www.stopfakes.gov continually educating [email protected] NAMM strongly opposes infringement of yourself are key [email protected] intellectual property rights, and although the association cannot provide legal advice and to protecting your 5. Attend the Summer NAMM will not be able to initiate legal actions on company. Exhibitor Session behalf of its Members, NAMM encourages NAMM has scheduled a session especially all Members to establish and protect their for exhibitors regarding protection of intellectual property in the United States 3. Visit the U.S. Patent and intellectual property against infringers at and other countries. Here are some ideas Trademark Office Booth at trade shows. Join the USPTO in the Idea for creating your company’s intellectual Summer NAMM (Booth #252) Center (Booth #646) from 8:30 to 8:50 a.m. property rights strategy. The U.S. Patent and Trademark Office on Saturday morning (July 28th) to learn (USPTO) booth staff will provide information more about this issue and how it relates to 1. Read NAMM’s IPR Policy to help you develop a strategy for protecting the music products industry. Statement and Dispute your company. However, neither the USPTO Resolution Policies nor NAMM is able to take enforcement When it comes to intellectual property Visit www.namm.org/ipr where you’ll find action on behalf of show participants rights, being proactive, establishing your the association’s official IPR statement or provide legal advice. The USPTO's strategy and continually educating yourself and policies. Keep in mind that NAMM presence at the NAMM Show is simply to are key to protecting your company. If you cannot initiate legal actions on behalf of its provide information to companies about think your company’s rights have been Members to stop infringement at an event. how to protect and enforce their intellectual infringed upon, use these resources to property rights. learn about your options, and consult your 2. Educate Yourself with legal counsel for further advice. Outside Resources 4. Contact the USPTO Directly Before an event, you will want to make sure Feel free to stop by the USPTO Booth that your intellectual property assets have in Austin during show hours (USPTO been identified and protected and that representatives for Summer NAMM are participating in, or showing your products Conrad Wong and Susan Anthony). Or at, an event will not compromise any of contact the USPTO via phone or email to those rights (e.g., patent, trade secret). ask questions and get further information:

16 PLAYback Industry Bookshelf Trade Show in a Day: Promote the Get it done right, get it done fast! Benefits of Music

Trade shows are a growing Making with global business for a reason— Every Sale they bring interested buyers and manufacturers together Order Free SupportMusic in an environment ideal for Brochures; Insert Important demonstrating products and Advocacy Information in conducting meetings. To capitalize Instrument Cases on these events, it’s important to understand the skills and tactics The SupportMusic Community Action Kit of trade show exhibiting. In The includes the latest research on music’s Planning Shop’s Trade Show in a impact on student growth and achievement, Day: Get it done right, get it done plus communications and local organizing fast! Rhonda Abrams and Betsy strategies. Within this kit are the “Why Bozdech walk you through the Learn to Play Music?” brochures, which steps to improve your return on give parents this information in at-a-glance investment at your next trade show. four-color fliers.

Trade Show in a Day takes insiders’ strategies and uses them in a step-by-step Tip for manufacturers and dealers: Order format, looking at each aspect of exhibiting. From selecting the right booth to SupportMusic brochures, customize with developing pre-show marketing, and creating effective ways to increase traffic your company logo and insert one into to your booth to converting attendees into buyers, this guide is a must-read for every instrument case before it leaves companies looking for tested tips to grow their businesses. your place to get this information into the In addition, Trade Show in a Day provides tools, such as a trade show timeline that hands of new musicians explains what you should do and when to do it; easy-to-use worksheets that help the moment they buy you manage logistics, prepare budgets and stay organized; and sample scripts to your product. You’ll be guide you in what to say to customers before, during and after the show. helping to grow the market by sharing Whether you’re new to the trade show world or looking to get some fresh tips for the benefits of music managing your time and preparations, check out Trade Show in a Day and make education. the most of your trade show dollars! To order your free brochures, call (800) 767-6266 or send an e-mail to [email protected].

What are you reading? Please e-mail [email protected] with books that helped you better understand business, the industry or consumers.

SUMMER 2007 17 RETAIL

Tackling Big Issues in the Big Apple NAMM kicks off its first of four rEGIONAL Town Hall Meetings in New York City, drawing dozens of Members from the region.

On May 9, several NAMM staffers, along with president/CEO Joe Lamond, hosted a Town Hall Meeting for interested association Members to learn a little more about NAMM’s activities and talk together about the changes and issues facing the industry today. More than 60 retailers, manufacturers and reps braved the New Many attendees came York traffic to attend the half-day meeting away with a deeper NAMM President and CEO Joe Lamond held near LaGuardia Airport in Queens. discusses the current state of the industry understanding of with Town Hall Meeting attendees in After breakfast and a short overview of NAMM’s goals and role New York City. NAMM’s structure and mission-driven work, Lamond led the group in a lively in the industry, and Many attendees came away with a discussion about market development, how they could achieve deeper understanding of NAMM’s including NAMM’s new Wanna Play? goals and role in the industry, and how greater business success public awareness campaign. Then, they could achieve greater business Mary Luehrsen, NAMM’s director of by tapping into the success by tapping into the association’s marketing and professional development public affairs and government relations, association’s marketing discussed the association’s recent work resources, while NAMM left with a better to strengthen school music programs and professional understanding of Members' needs and and urged those in attendance to get development resources. concerns. Following the New York meeting, involved through action alerts on the NAMM staff once again hit the road, NAMM and SupportMusic.com Web sites holding similar gatherings in Nashville, and advocacy activities. “You’re more Atlanta and Orlando. important to this process than you might think,” she told the crowd.

NAMM University 2006 NAMM Show—State of the Industry Panel Breakfast Sessions

Saturday, July 28 Austin Hilton Hotel, Governor’s Ballroom FREE Breakfast (First Come, First Served)—8 a.m.–8:30 a.m. Panel Discussions—8:30 a.m.–9:30 a.m.

18 PLAYback Two Great Opportunities to Drum Up More Business NAMM retailers can OPT IN TO reach new customers AND promote their businesses at two of the summer’s hottest musical events.

DRUM CORPS INTERNATIONAL CHAMPIONSHIPS (DCI) The DCI competition season is in full swing, with the 2007 World Championships set to take place August 7–11 in Pasadena, Calif. There’s still time to get involved—and as a NAMM Member retailer, you can choose from one or more of the following FREE opt-ins, designed to help you promote your business:

DCI Major Regional National Broadcasts Events in August 2 (Limited to Regional Markets) 3 Advertise your store with promotional Receive ESPN2 broadcast promotional materials at the Wanna Play? table at items to give away at your store, and General DCI Opt-ins your local DCI event, receive two tickets receive tickets to the LIVE viewing of the to the regional event to give away in 2007 World Championship Semifinals 1 your store, receive two VIP passes for (shown in participating theaters around Receive copies of DCI’s quarterly your staff, take a VIP behind-the-scenes the country) to use as a promotional magazine, DCI Today, participate in DCI tour and include materials in music tool for your store. You can also receive the retailer Wanna Play? 10% Discount educator-specific bags. For a list of LIVE viewing pop-ups and promotional Program for DCI attendees and take participating regions, visit namm.org/ materials, as well as a copy of the part in local DCI events. initiatives/dci-opt-in and click on the Commitment to Excellence DVD, which regional market bar. features highlights from the 2006 DCI Championships.

VANS WARPED TOUR

More than 100 NAMM retailers did it last year, and now it’s your turn to grow your customer base during the upcoming Vans Warped Tour. You can reach thousands of local concert attendees with one, all or any combination of these FREE opt-ins:

Promotional Ticket Retailer Wanna Play? Giveaways 10% Discount 2 4 Program Set up an in-store ticket giveaway for a Participate in the NAMM-promoted 10% Inclusion of pair of Vans Warped Tour tickets. discount program to help attract more Collateral customers to your store. 1 Material in VIP Passes and Goodie Bags Guided Tour of Local 3 Vans Warped Tour To learn more about these and Insert your store’s collateral, such as other opt-in opportunities, visit coupons, promotional materials and Receive two passes to the local Vans www.namm.org/initiatives/opt-ins. lesson discounts, in Vans Warped Tour Warped Tour stop, a guided tour and the Ticket supplies are limited in each goodie bags, distributed to attendees at chance to promote your store to other market, so act now! the venue’s front gate. show attendees.

SUMMER 2007 19 RETAIL

Industry Innovator “It’s a Wonderful Life!” Ellen McDonald • Hartland Music • Hartland, Wisc.

The daughter of two talented musicians, Ellen McDonald developed a love of music making from an early age. So it seemed only natural for her to take that passion and build a life around it.

Ellen McDonald’s earliest memories up extra money by giving piano lessons to equipment to run the store. Then, as we are filled with music and laughter. Her the neighborhood kids. Then, during high sold things, we’d reinvest it back into the father played in a professional polka school, she taught at the local music store. business.” band and her mother sang in the church “I had a studio of at least 40–60 students,” choir. Coming from a large German family, Ellen recalls. “I made great money, and it A year later, in 1981, Ellen and Larry Christmastime brought all the relatives was so nice to get paid for doing what purchased the store. “My dad co-signed together to celebrate the season in style. I love.” the loan and gave us $1,000 toward “My father would get out his concertina, setting up a land contract. I’m glad my my cousins would play piano and various While in college, Ellen’s husband, Larry, husband had the foresight to own the other instruments and we would all sing was teaching guitar when the store he building because that’s really important.” and dance along.” worked for became too much for the owners to manage. When asked if they Since they took over the business, At the tender age of 6, Ellen taught herself would want to take over the business for a Hartland Music has grown from a 600- to play the organ (“using the Thomas year, she and Larry seized the opportunity square-foot store with 150 students to Colorglow system”) before embarking to hone their entrepreneurial skills. “I a 15,000-square-foot superstore with upon private lessons. It wasn’t long before loved running the store, and had about more than 2,200 students, a restaurant, she gave her first public performance a million ideas,” says Ellen. “It was just a music therapy clinic and 43 private at a polka radio station. By 13, she was the two of us doing everything. We bought studios and classrooms. Ellen says taking playing the organ in church and picking things from rummage sales just to get NAMM U classes at the trade shows

20 PLAYback Tons of fun, FREE Sesame Street Music Works materials to help promote your business and provide young children with ways to explore, learn and grow with music making.

It is important to remember that

you have a unique product that Bundle includes: changes people's lives. • 150 DVDs or VHS tapes • 150 activity guides • 150 pamphlets • 150 “Benefits of Music” brochures • 160 Sesame Street magazines • 4 large posters

Use the power of this much-loved helped them jumpstart their success. community. We do that through visiting family program to promote your the schools or inviting schools to have business… “I’ve gone to NAMM shows since I was a their groups perform at our store. We have junior in high school and at every show I a stage with a full PA and lights, and • At in-store events would sit through all the seminars,” she every weeknight we try to host a music says. “That's how I learned about the happening here.” • To local community groups business—through hard knowledge that • To local pre-schools and daycares was logical, common and useful.” All in all, Ellen believes it’s important • At parades and other public events to enjoy what you do and focus on the Ellen also attributes Hartland Music’s things you love. “If you’re not passionate, growth to meeting people’s needs, which then you need to change your business then results in positive word of mouth. so that you become passionate about “We position ourselves as the people who it,” she exclaims. “Sometimes it’s easy know about music in our area, whether it’s to get discouraged, but it’s important to teaching someone how to play, showing remember that you have a unique product them a grand piano or selling them a that changes people’s lives. Running a clarinet reed,” she says. “We try to share music store won’t necessarily make you our musical knowledge whenever possible rich in dollars—although it can—but it’s a Establish your store as the family-friendly source and work hard to build our local music wonderful life.” for music making in your community by ordering your FREE shipment of kits at 800-767-6266 or by e-mailing [email protected]. REPS IN THE FIELD

5 Roles of the Manufacturers Rep in the Music Products Industry by Bob Brennan

Before writing this article, I conducted side one is the dealer, side two is the a Google search to get an outside manufacturer and side three is the rep. All perspective of how the world defines three parties have to derive a benefit from “sales rep.” In a nutshell, this is what the relationship and maintain a sense I found: Sales representatives are an of equality. Tip: Continue to evaluate important part of manufacturers’ and this status with each of your dealers wholesalers’ success. No matter what type and manufacturers to make sure these of product they sell, a rep’s primary duties relationships are professionally maintained. are to spark the interest of buyers and purchasing agents and to address clients’ questions and concerns. 3. Conflict resolution Need I say more? Extra freight charges, To increase their chances of success, reps credit-related situations—there’s an need to fully understand their role. Below endless list of other things that reps have I’ve listed a few of my perspectives on to try to find solutions for that will satisfy this topic. all parties (like the congruent triangle theorem). Tip: Be a good listener and deal 1. Communication with the issues, not the personalities. Regardless of the methodology used (e-mail, phone, fax, on-site visits, carrier 4. Inventory control pigeons, etc.), all of our dealers are (a) our As business partners, we want the dealers The role of the sales business partners; (b) in many cases, our to turn their inventory, and we also have representative in our friends; and (c) our neighbors (because an obligation to help them any way we can. growing and changing we occupy the same geographic territory). Tip: Get involved and offer suggestions We are accountable to them and, in that will help your dealer move his or her industry is more vital most cases, are their primary contact for inventory. than ever. In spite of all anything that will enable them to run their business more efficiently and profitably, 5. Sales the amazing modern-day such as processing and researching order I put this last because, realistically, if No. technology, it still comes status and providing observations. Tip: 5 does not happen, the first four items Bring opportunities to their attention, like above do not matter. My company, Reflex down to relationships programs, trends and suggestions based Marketing, believes, as in the movie Field and having passion for on your experience from within of Dreams, that “If you build it, they will and outside our industry. come.” Tip: Provide consistent product what we do. updates, training, literature, back-order 2. Negotiation reports, price changes, etc. If we do all We are the buffer between the dealer these things, the sales will follow. business the right way, we will all “live and the manufacturer. We discuss and long and prosper.” implement programs that increase the The role of the sales representative in our level of business between both parties. growing and changing industry is more Bob Brennan co-owns Reflex Marketing, Note: Remember the congruent triangles vital than ever. In spite of all the amazing LLC, with John McFadden. Formed theorem from geometry? In order for a modern-day technology, it still comes in 1983, the Long Island, N.Y.-based triangle to be congruent, all three sides down to relationships and having passion company focuses on sales of MI, pro audio, have to be equal. The rep’s theorem: for what we do. If everyone takes care of contractor and audio-visual products.

22 PLAYback INTERNATIONAL

SchoolJam Competition Expands Internationally While SchoolJam Texas is just getting started, SchoolJam Germany is already a rockin’ success!

The concept is simple: increase teen interest in music making by challenging high school students to compete to be the top band in the land. That’s what SchoolJam Germany has been doing since 2003, growing from a competition with a mere 120 entrants to a national sensation with more than 1,000 bands vying to win a spot in the finals.

“Being on stage is the dream of every musician,” says SchoolJam founder Gerald Dellmann. “We give them the opportunity to play live under professional conditions and the ‘push’ to go on.” famous people and use the money to buy “SchoolJam is about more instruments and equipment for schools,” than music,” Dellmann says. Dellmann began the competition by says Dellmann. “It’s important that we buy “You can put young people reaching out to 17,000 German schools. these instruments from the local music together and even if they can’t SchoolJam continued to gain momentum, retailer, who can continue to work with speak to each other, they can and this year the German finals featured the school.” communicate through the language of performances by famous German bands music.” Look for this year's SchoolJam and aired live on MTV. SchoolJam The SchoolJam concept is now set to Germany winners to perform at the Germany even has a bi-monthly magazine expand internationally. In addition to SchoolJam Texas Finals in Austin during and a monthly TV show. the debut of SchoolJam Texas, the Summer NAMM. Netherlands is planning to launch its own In addition to getting teens interested in competition later this year. Other countries For more information on creating a music, SchoolJam helps supply German are encouraged to apply, and because SchoolJam competition in your country, schools with musical products. “We SchoolJam is a social initiative, there are e-mail [email protected]. auction off instruments signed by no licensing fees.

Successful Conclusion to Construct Data Lawsuit Construct Data has agreed to cease (Austrian Schutzverband Gegen Organizations concerned they were misled the mailing of misleading contracts to Unlauteren Wettbewerb) sought to not only should send a letter via e-mail to info@ the European Union (EU), Switzerland keep Construct Data from mailing more fairguide.com, followed by recorded mail and EWR (affiliate states of the EU like contracts, but also prevent them from to: Construct Data Verlag AG, Ortsstraße Liechtenstein) and cancel their demands profiting from previously mailed contracts. 54, 2331 Vösendorf, Austria. For more for money against companies who dispute The group argued that Construct Data's information on this case, go to their contracts. activities damaged Austria's reputation www.schutzverband.at. For updates and and caused concern for all Austrian information on Construct Data, visit In January 2006, StopECG reported on businesses. They won their argument www.aeo.org.uk and www.stopecg.org/ a court case in Austria where a group and Construct Data settled out of court, construct_data_fairguide.htm. representing Austrian commercial acceding to the group's main demands. interests in relation to unfair competition

SUMMER 2007 23 NEW MEMBERS

NAMM Welcomes New U.S.-Based Members... Aiweidy Lighting Discount Strings Madison Music Peace Musical Co., LLC Room Waco Piano USA, Inc. Warehouse Center, LLC City of Industry, Calif. Venice, Calif. Education Center, Inc. Montclair, Calif. Boyds, Md. Madison, Conn. Waco, Texas Peterson’s Music Show Solutions, Inc. Animusic Everything Ears Magix Haines City, Fla. Azusa, Calif. Woodworks Plus Austin, Texas Bryan, Texas Entertainment Corp. Carlsbad, Calif. Miami, Fla. PL & H Sondpex Corporation B & A Music World GH Electronics (US) International, Inc. of America Zepman’s Music Pineville, La. San Francisco, Calif. Musical Mom Cerritos, Calif. Monmouth Junction, N.J. Orange, Calif. Valencia, Calif. Berliner Heilind Electronics, Inc. PowerReviews, Inc. SPDI, Inc. Zero Crossing, Inc. Microphones, Inc. Cypress, Calif. Musical Offerings Millbrae, Calif. Delray Beach, Fla. Redmond, Wash. Orlando, Fla. Derby, Kan. InTime Design, LLC PPW SALES Speco Technologies ZWAV, LLC Build Your Own Clone San Rafael, Calif. Musical Spot, Inc. San Jose, Calif. Amityville, N.Y. Clearwater, Fla. Othello, Wash. Brooklyn, N.Y. Ladebco Guitars & Music R L Pagitt Suburban Music, Inc. Completely Oblivious Forsyth, Ga. North Star Music Enterprises, Inc. Wheaton, Ill. Highland, Mich. Vidor, Texas Hoilday, Fla. Louchen, LLC Vintage Vibes Music, Inc. Dancing Girl, LLC Fremont, Calif. Northern Sound & R. Kassman Tempe, Ariz. Steamboat Springs, Colo. Light, Inc. Purveyor of Fine Pianos MacLaurin, LLC McKees Rocks, Pa. Berkeley, Calif. Voyage-air Guitar, Inc. Devoe Company Hermosa Beach, Calif. Pleasanton, Calif. Nipomo, Calif. On The Go Recording RetailVision, Inc. Riverside, Calif. Middlebury, Vt.

Keep Music Education Strong: Let Your Voice Be Heard! Looking for ways to support music programs in your community?

Order your new, FREE SupportMusic Community Action Kit and get started today!

The multimedia kit includes: -research on music and arts education -a petition to keep music in schools -brochures (see page 17) -public service announcements -tips to form a local coalition -many items in English and Spanish

To find out more and order yourFREE kit, e-mail [email protected]. For more advocacy tools and information, log on to www.SupportMusic.com. To learn what other communities are doing and how to affiliate with the SupportMusic Coalition, e-mail [email protected]. NEW INTERNATIONAL MEMBERS

And Our New International Members! A.P.S. Custom Freds Guitar Parts Kinko Music Co., Ltd. Name the Notes Revolution Audio T.O.M. Lac Des Arcs, AB, Toulouse, France Kyoto, Japan Newmarket, ON, Canada Mississauga, ON, Canada Berlin, Germany Canada Freedom Music S.R.L. Kirchhoff Schlagwerk Neocraft, Ltd. Pure Pedals Tactex Controls, Inc. Amherst Music Center Ramos Mejia-Pcia, BA, Krefeld, Germany Ramat-Gan, Israel Dublin, Ireland Victoria, BC, Canada Amherst, NS, Canada Argentina Kitt’s Musique Noble Music Riff A/S Tecmusic S.A. Asia Pacific Music GN’G St. Leonard, QC, Canada Studios, Ltd. Oslo, Norway Buenos Aires, Argentina Marketing Chompigny, France Lantz, NS, Canada Fremantle, W.A., Kivell’s Piano Riverside Music Shop Televideo SAT Australia Greenmovie Edizioni Parlour, Inc. Nohira Kobo Windsor, ON, Canada Altamirano, Mexico Musicali Chatham, ON, Canada Sakura Chiba, Japan Backline Musician Milan, Italy Rock Empire Music Tempo Trend Music, Ltd. Services, Inc. LoopMasters Noratel UK, Ltd. Taipei, Taiwan Victoria, BC, Canada Vancouver, BC, Canada Greenway Industrial Brighton, U.K. Nantwich, U.K. (HK) Co., Ltd. Rosebank Technical The Brian Nimens Beijing Deyi Violin Hong Kong, SAR China Los Cabos Drumsticks Noteworthy Music Inc. Services, Ltd. Corporation, Ltd. Factory Fredericton, NB, Canada Richmond, BC, Canada Banknock, U.K. Richmond Hill, ON, Beijing, China Grover Allman Canada Hendon, SA, Australia Maxima Mfg. Co. Ontourage Marketing Sacher Music Berkeley Wind Meinel GmbH Group, Inc. Basel, Switzerland The Music Factory Harbin, China Guangzhou Cremona Geretsried, Germany Surrey, BC, Canada U.K., Ltd. Violin Co., Ltd. Samjin Commerce Corp. Bournemouth, U.K. Blackstar Guangzhou, China MelMusic Owaish For Pro-AV Seoul, South Korea Amplification, Ltd. High River, AB, Canada Riyadh, Saudi Arabia The Music Place Northampton, U.K. Guipar Schatten Design Melbourne, Australia Paracho, Mexico Metro Sound & P & H Enterprises, Ltd. Kitchener, ON, Canada Bonerattle Music Music, Ltd. New Malden, Surrey, The Octave Music Centre Vancouver, BC, Canada Guitarsvogel CIA LTDA Toronto, ON, Canada U.K. Schimmel Korea Guelph, ON, Canada Quito, Ecuador Co., Ltd. Box Musical Enterprises Milab Microphones AB Parksville Keyboard & Seoul, South Korea The Piano Studio Longwarry, Victoria, Hau Sheng Wooden Helsingborg, Sweden Gift Centre Newmarket, ON, Canada Australia Instrument Co., Ltd. Parksville, BC, Canada Schlagerforlaget AS Taipei, Taiwan Mississauga Music Oslo, Norway The Spaceboys Agency Central De Parlantes Gallery Patrick James Eggle Basel, Switzerland Cali, Colombia Headway Music Mississauga, ON, Canada Guitars, Limited Scott’s Music, Ltd. Audio Ltd. Oswestry, U.K. Lethbridge, AB, Canada The Tube Store, Inc. Centre de Musique Victor Deddington, U.K. Monaco Corporation Ltd. Hamilton, ON, Canada Saint-Hyacinthe, QC, Albany, New Zealand Pauze Pianos Shattered Wings Studio Canada Healey Music Omemee, ON, Canada Ottawa, ON, Canada Threebros Enterprises Ottawa, Canada Mondo Musica Co., Ltd. Charles Laird Drums Distribuzione S.R.L. Peace Musical Co., Ltd. Silonex, Inc. Seoul, South Korea Warwick, U.K. Hot Rox UK Monteprandone, Italy Taichung, Taiwan Montreal, QC, Canada Nottingham, U.K. Toontrack Music AB Coda Music UK, Ltd. Music Aid Peter Maciuk Skyblue Media Solutions UMEA, Sweden Stevenage, U.K. Human Base London, ON, Canada Installations, Ltd. Saskatoon, SK, Canada Waldens, Germany Dorking, U.K. Trinity Music, Ltd. Cole Clark-North America Music All In Sleishdrum Pty., Ltd. Nuneaton, U.K. Hamilton, ON, Canada Instrument Queens Noordwijk, Netherlands Pfeiffer House of Chipping Norton, NSW, Guadalupe, Mexico Music, Ltd. Australia Univers Sons Contact Distribution Music Craft, Ltd. Stettler, AB, Canada Paris, France Scarborough, ON, Instrumentos Musicales Weyburn, SK, Canada Sonic Center Canada Del Pacifico Piano House Puebla, Mexico University of Western Culican, Mexico Music Instruments Burlington, Inc. Ontario Continental Musica D.U.R.C. Burlington, ON, Canada Sonic Composite London, ON, Canada Juarez, Mexico Intent Media, Ltd. Nuevo Leon, Mexico Co., Ltd. Hertford, U.K. Picker’s Alley YaYao, China Virtual Drummer School Creative Percussion Music Makers Sarnia, ON, Canada Barcelona, Spain Richmond, BC, Canada Inter-M Holdings, Ltd. Sound 24 Teito Seoul, South Korea Calgary, AB, Canada Pintech Canada, Inc. Yokohama, Japan Volex (Asia) Pte., Ltd. C-Thru Music Limited Windsor, ON, Canada Singapore Norfolk, U.K. JazzMutant Musical Instruments Soundquest Distribution Bordeaux, France Distribution Canada, Ltd. Polyblend Systems, Inc. Surrey, BC, Canada Walters Music Centres Digital Audio Markham, ON, Canada Bedford, NS, Canada Blackstock, ON, Canada Service GbR Jiro-Electronic STG Distribution Hamburg, Germany Mainz, Germany Musical World FA Prestige Guitars, Ltd. Geneva, Switzerland Wendy Beauty Music Group, Ltd. Vancouver, BC, Canada Instrument Ltd. Don Mackrill’s Joselito Scarborough, ON, Strathmore Calgary, AB, Canada Music Stop Entretenimiento Total Canada Pro Audio Technik, Ltd. Enterprises, Ltd. London, U.K. Lima, Peru Gelnhausen, Germany Hinckley, U.K. Wilder S.A.S. Musicalissimo Parma, Italy EGM Distribution JVB Finger Leon, Mexico Qingdao Great Strings Attached Balwyn, Victoria, Placements, Ltd. Music Co., Ltd. Music Shop Win Direct Industrial Co. Australia Mirfield, U.K. Musicways, Ltd. Qingdao, China Mississauga, ON, Canada Hong Kong, SAR China Albany, New Zealand EMBA Jye Tai Precision Quantum5X Systems Inc. Strung Out Guitars Zenguitars Buenos Aires, Argentina Industrial Co., Ltd. Musik Meisinger London, ON, Canada Cornwall, ON, Canada Kyungki-Do, South Korea Taipei, Taiwan Burghausen, Germany Extenix Corporation R.D. Begg & Co., Ltd. Symphonia Taipei, Taiwan Kingdom Music Ltd. Musique St. Patrick Palmerston North, New Komakisi Aiteken, Japan Paraparaumu, New Saint Nicolas, QC, Zealand Fama Music S.A. Zealand Canada Banfield, Argentina

SUMMER 2007 25 MUSIC NOTES

The Value of Membership

When you’re a NAMM Member, you’re part of a worldwide community of people who are passionate about music. Not to mention, for just pennies a day, you also have access to a variety of resources designed to help you save money, grow your business and stay competitive. Isn’t your success worth it?

As a NAMM Member, You Can… Best of all, NAMM’s trade shows are unique Member Contact Center staff is eager to because the proceeds are reinvested back help lead you in the right direction. “We Attend Two World-Class into the industry, funding music-making focus on more than just the industry as a Music Products Trade charities, programs and initiatives designed whole; we’re here for individual Members,” Shows! to help our Members succeed ($10 million says Judy Dodds, NAMM’s director of The NAMM Show in Anaheim is the world’s this year alone). Membership services. “We help people largest trade-only music products show—it’s who have questions, concerns and the must-attend event that unites industry Attend Free NAMM U Classes! problems every day. There are very few professionals from around the world to see Considered one of the highlights of the things we can't assist with, and if we the latest gear, gain business-building ideas NAMM trade show experience, these don’t have an answer for you, we usually at the NAMM University sessions, make classes can help you “up the ante” in have someone on our Board or in our new connections and catch up with old today's competitive market. Knowledge Membership who can help. You don’t have friends. There’s nothing like a NAMM Show is power, and NAMM presents industry to go it alone.” for the best in innovation and inspiration. insiders who share their knowledge and experience on topics ranging from Save Money on Summer NAMM is a bit more laid back and marketing and merchandising to sales and Business Services! offers a perfect opportunity for Members software. Because NAMM has the buying power to spend quality time with their dealers of more than 9,200 Members, we can or suppliers, “gear up” for the holiday Get Individualized negotiate great group rates on services that selling season and enjoy the variety of free Assistance your business uses every day—from freight educational sessions offered by NAMM If you have a business challenge and don’t and shipping to workers’ compensation University. know where to turn, talk to NAMM. Our programs and credit/debit card processing.

26 PLAYback The Membership Review the NAMM Resource section on Access to a Variety of that pages 32–33 or call NAMM at 800-767- Health care Options 6266 to see how you can save money by While federal and state law prevents Pays for Itself taking advantage of these programs. organizations like NAMM from offering pooled savings policies to members across Use Retailer Opt-in state lines, NAMM chose the leading Opportunities to Help national brokerage, Mercer Health and Grow Your Market Benefits, to help NAMM Members shop NAMM’s partnerships with major musical and compare options for health, dental, life, events—including the Vans Warped Tour, accidental death and disability, short- and the John Lennon Songwriting Contest Battle long-term disability and vision coverage. of the High School Bands and Drum Corps With access to more than 400 carriers, International Championships—provide you, Mercer consultants specialize in health care the NAMM Member, with the opportunity advice, services and solutions customized to promote your business at these local for each company's unique needs. performances. Tap into the power of these popular events to increase your customer Benefit from the Cost of base. To learn more, refer to page 19 or log Doing Business! on to namm.org/initiatives/opt-in. Participating in Industry Insights' Cost Last year, NAMM Members of Doing Business Survey can be one of saved nearly $2 million! STAY INFORMED WITH the best things retailers can do for their NAMM'S AWARD-WINNING business. In addition to receiving the How? PUBLICATIONS! resulting Industry Performance Report at • PLAYback Magazine no charge, you’ll also get a free Company By taking advantage of NAMM’s group • NAMM Global Report, Featuring Performance Report (CPR), a personalized discount business services! If you haven’t Music USA resource tool that provides a detailed used these money-saving programs, perhaps it’s time to start. • PLAYback Digital analysis of your business and customized

• NAMM Online Membership Directory recommendations for improving its Call 800-767-6266 now to reap the • NAMM Annual Report performance. full benefits of Membership. Be Represented in Best Kept Secret— Washington! NAMM’s Retail Workers’ One of the most visible ways NAMM stands Compensation Dividend for its Members is by providing ongoing Program Here’s a quick accounting of the annual representation in Washington, D.C., on Meadowbrook returned a 10 percent savings that participating NAMM Members issues that impact the music products dividend, totaling more than $107,000 enjoyed in 2006: industry, including music education funding, to qualifying NAMM Member retail • Bank Card Services $800,000+ association health care programs, estate tax participants, based on the group’s and import/export laws. outstanding performance in 2005–2006. • Music Money Credit Card $40,000+ Add to this the credits that Meadowbrook • Shipping $842,000+ Tap into NAMM’s Music offers in many states, and you’ll find this EDUCATION Advocacy program hard to beat. • School Lease Programs $35,000+ Tools and Resources! When music and other arts programs are To renew or check the status of your • Workers’ Compensation Insurance $107,000+ threatened in your local public schools, your Membership, call the Member Contact TOTAL SAVINGS $1,945,600+ customers—and you—need a place to turn Center at 800-767-6266. You can also to. SupportMusic.com is that place. This renew your Membership online at

Web site is full of helpful information geared namm.org/renew. Keep in mind, many to your specific concerns. Memberships expire on September 30!

MUSIC NOTES

Save $$$ with New Shipping Services

With PartnerShip’s new Inbound Shipping PartnerShip Select Services Program and Select Services for high- These new shipping This program offers a variety of services to volume shippers, you can significantly service features, combined NAMM’s high-volume LTL freight shippers. trim your shipping expenses. PartnerShip Select Services acts as your with substantial freight “freight headquarters,” working with major In addition to the great savings offered discounts, can potentially carriers to provide you with unparalleled through the NAMM Discount Shipping customer service and significantly greater Program, Members can also take part save you an additional discounts off LTL carrier published rates. in two new, free services offered by 5 to 40 percent in overall PartnerShip: Inbound Shipping and Select shipping and operations Eligible NAMM Members can also enjoy Services for high-volume LTL (less than other program features, including routing truckload) shippers. costs. management to save you money on every shipment; in-house auditing of every The Inbound Shipping invoice; and a consolidated monthly Program for NAMM retailers by creating a Vendor invoice with information on every order This new program allows you to control and List Form with over 90 commonly used shipped. You'll also have one point of route your inbound shipments, significantly music products vendors. Simply check off contact—your designated PartnerShip lowering your shipping costs in the your current vendors, return the form to account representative—handling all of process. This is one of the easiest, yet most PartnerShip, and they’ll send your vendors your freight-related issues. These features, overlooked ways to reduce your overall customized Routing Instructions Letters. combined with substantial freight discounts, transportation expenses. Vendors typically Blank forms are also available to add can potentially save you an additional receive volume discounts from carriers companies not currently on the Vendor 5 to 40 percent in overall shipping and but may not pass them on to you. As the List Form. After PartnerShip notifies your operations costs. buyer and receiver of goods, you can—and vendors, shipping and handling charges should—designate the carrier and arrange should no longer appear on your vendor For more information on either of these for shipping charges to be billed directly to invoices—you’ll be billed directly by the new services, visit www.partnership. you at your discounted rate. carriers at your discounted rate. The com/18NAMM, contact PartnerShip at 800- Inbound Shipping Program is simple to use, 599-2902 or e-mail [email protected]. The first step is notifying your vendors. and can immediately reduce your inbound PartnerShip has simplified this process shipping expenses.

28 PLAYback BGCA Honors Alumni, Launches National MusicMakers Program 2007 NAMM Music making hits a high note at the National Conference Global Report, of the Boys and Girls Clubs of America. Featuring Music USA

NAMM releases new report of industry trends and sales figures, reflecting an expanded global presence.

Since 2004, NAMM’s Music USA has NAMM President and CEO Joe Lamond (far right) and Earth, Wind and Fire's Verdine White doubled the number of countries it (far left) were among eight recipients inducted into this year's BGCA Alumni Hall of Fame. covers in this annual statistical report. For this reason, it’s now titled the What do Bill Walton, Denzel Washington and NAMM President and CEO Joe Lamond have NAMM Global Report, Featuring in common? They’re all alumni of the Boys and Girls Clubs of America (BGCA). And on Music USA. May 17, at the BGCA National Conference in Orlando, Fla., Lamond was inducted into the BGCA Alumni Hall of Fame, along with other former club members, including Earth, Wind The publication is filled with timely and Fire’s Verdine White. information about industry trends and sales results from around the world, “Like Verdine, I spent many hours of my helping music industry professionals childhood at the local Boys and Girls Club,” get a high-level picture of the global says Lamond. “When I was 12 years old music products business. In addition making music with my brother's band at the to detailed statistics and commentary Boys and Girls Club in Aurora, N.Y., little did on the U.S. market, the report also I know that experience would shape my life, features sales data and business and I hope NAMM can help them continue perspectives from Australia, Austria, to shape the lives of kids throughout the Canada, China, Germany, Italy, Japan, country.” Norway, Spain, Switzerland and the U.K. One way the association is helping the BGCA do that is by partnering on the organization’s MusicMakers After-School Program. The California pilot program began in 2004, and NAMM Members will receive their during the most recent national conference more than 4,000 club administrators were free copies of the NAMM Global introduced to the MusicMakers concept and curriculum. Report, Featuring Music USA in July; the publication can also be NAMM encourages its retail Members to call their local Boys and Girls Club and downloaded from www.namm.org/ recommend that they launch the MusicMakers program in their area. To learn more and press-room/music-usa. find a club near you, visitnamm.org/initiatives/bgca .

SUMMER 2007 29 MUSIC NOTES

NAMM Funds Programs to Create More Music Makers The association awards more than $500,000 in grants to music programs offering music learning and playing opportunities to educators and the public.

NAMM’s Board of Directors approved National String Project 14 grants for the year 2007 totaling Consortium $525,700 for programs that help create NAMM funding will support this program’s more active music makers of all ages and efforts to address the regional shortages abilities. The money will be distributed of string teachers in the United States and among the following organizations: increase the number of children playing stringed instruments. American String Teachers Association New Horizons International NAMM funding supports ASTA’s new Music Association program intending to offer young people NAMM funding will support leadership in grades 1 to 3 the opportunity to learn fellowships for new ensemble directors to and play stringed instruments, via national of GITC’s infrastructure as they regionalize establish and lead unique, nonprofessional youth-serving organizations. program supervision for their core program, New Horizons community bands and which trains non-music teachers to orchestras. Bread and Roses integrate music into other learning areas NAMM funding supports interactive in grades K–8. Percussion Marketing Council performances in the San Francisco Bay NAMM funding supports PMC’s expansion Area for children and teens in homeless Levine School of Music of the “Roots of Rhythm—World Drumming shelters, special needs schools, day centers NAMM funding supports the Levine for Upper Elementary Classrooms” program, for low-income children, pediatric hospitals, School’s daily recreational music programs establishing a stronger connection between drug and alcohol rehabilitation centers, and for seniors 55 years or older. local music dealers and Roots of Rhythm youth detention facilities. qualified teachers, and expanding teacher Little Kids Rock, Inc. training and public awareness components. Coalition for Music Education NAMM funding supports the expansion in Canada of LKR’s popular guitar program, to now Piano Manufacturers NAMM funding supports the expansion of include keyboards and keyboard training Association International the Coalition’s “Music Monday” program, for public school educators. Educational NAMM funding will help PMAI effort to engaging hundreds of thousands of opportunities are free for low-income school train traditional piano teachers to reach music-makers of all ages to experience and communities, and all materials are also and teach non-traditional/recreational adult understand music’s vital role in school and available online. piano students. in life. Music Industries Association UK Technology Institute for Guitars and Accessories NAMM funding supports the Learn to Play Music Educators Marketing Association public interactive exhibit, allowing people NAMM funding supports the expansion of NAMM funding supports the expansion of of all ages throughout the United Kingdom TI:ME’s current multimedia project which GAMA’s Teacher Guitar Workshop program to try different musical instruments with links university-level music technology into more communities. The program, guidance from music teachers. experts with middle school classroom which trains school music teachers how to teachers in other academic areas. teach guitar, has already brought hundreds National Guild of Community of thousands of children, who were Schools of the Arts For more information about NAMM grants, previously uninvolved, into music education. NAMM funding supports the expansion of log on to namm.org/initiatives/namm-grants. the Guild's Creative Aging Initiative, which Guitars in the Classroom expands the opportunities for music and NAMM funding supports the strengthening arts learning for older adults.

30 PLAYback NAMM Grant Serves Those Who Serve Us The American Music Therapy Association Uses Funds to Support U.S. Military FAMILIES

One of NAMM’s 2006 grant recipients, Making with music therapy techniques. the American Music Therapy Association The initial program series reaches 150 (AMTA) has launched a program to military personnel and family members bring music into the lives of families and (ages 6 and up) at the Davis-Monthan Air soldiers returning from deployment. These Force Base (DMAFB), a Tucson-based unit families experience many unique stressors that provides a range of mission- related associated with deployment, separation services and supports programs with and reuniting, including the risk of post- the community. Using a wide array of traumatic stress disorder (PTSD) and acute percussion, world and other instruments, stress response. this program aims to promote active music makers of all ages—leveraging the Music therapists, clinical consultants benefits of music making to foster family and an artist/educator lead “Active Music reintegration, quality communication, Making and Music Therapy Services: improved stress-coping strategies and fun. An Early Intervention and Readjustment Program Among Returning Military “It’s a privilege to witness people of all right now,” says Project Director Barbara Personnel and Their Dependents,” which ages experiencing music and the arts as a Else. “It’s not about the performance; it’s combines “intra-active” Recreational Music process … as a means to meet their needs about music as a pathway.”

The National Anthem Project Concludes with a Three-Day Celebration

NAMM Partners with MENC to Create Awareness of Music Education; Millions Touched by Program’s Effort to Teach Americans “The Star-Spangled Banner”

When research showed that two out of National Anthem at the Navy Marine Corps three American adults didn’t know all of Stadium and a performance by top drum the words to "The Star-Spangled Banner," corps from Drum Corps International. and many school music programs—where students likely learned the words—were According to MENC Deputy Executive getting cut, The National Association for Director Michael Blakeslee, “Over the past Music Education (MENC) sought a creative three years, The National Anthem Project solution. has focused attention on the state of music education in communities across America. In 2005, with the support of NAMM and proud citizens across the country gathered This summer we expanded the focus to the several other partner organizations, MENC in Washington, D.C., to celebrate the federal level with a major event in the center launched The National Anthem Project. success of this effort and demonstrate the of our Nation’s Capitol. With NAMM, Jeep After two years of road shows and events importance of music education programs. and our other partners, we are continuing promoting awareness of “The Star-Spangled Events included a patriotic sing-along with our fight to restore America’s voice and Banner” and its lyrics, the effort came to an “The President’s Own” United States Marine support our school music programs.” end with a three-day Grand Finale in June. Band, appearances by school ensembles From June 14 to 16, students and other around the city, a special singing of the

SUMMER 2007 31 NAMM RESOURCES

The Model for Industry Growth Industry Events 2007 JULY 27–29 2007 Summer NAMM Austin, Texas AUGUST 3–5 China International Pro Sound & Light Expo Guangzhou, China 26–27 MIAC Trade Show 2007 Toronto, Canada SEPTEMBER 15–17 AMAC 2007 Gold Coast, Queensland, Australia 16–17 British Music Fair Birmingham, U.K. NAMM reinvests its trade show revenue back into the music products industry to increase active participation in 21–24 Fieramilano (Meet Milano Music Show) Milan, Italy music making and grow the market for musical instruments and products. In 2006, the association reinvested more OCTOBER than $10 million in market-building initiatives. 1–2 Expo Music São Paulo, Brazil 5–7 PALM India Mumbai, India RELATED ASSOCIATIONS 17–20 Music China National Association of Young Music Merchants (NAYMM) Shanghai, China The National Association of Young Music Merchants is open to NAMM Members, ages 21–35, to help them network with others JANUARY 2008 in the industry and prepare them for future leadership of the 17–20 2008 NAMM Show music products industry. Anaheim, California

NAMM PUBLICATIONS/RESOURCES NAMM Online Membership Directory Searchable online database of more than 9,000 NAMM Member Industry Performance Report companies, available on www.namm.org. Member login required. Free to retail Member survey participants, this comprehensive report details the results of the Industry Insights' Cost of PLAYback and PLAYback Digital Doing Business Survey, sponsored by NAMM, and tracks key Free subscription to NAMM’s quarterly Member-exclusive industry performance variables. Purchase copies at the NAMM Store magazine and a bi-monthly e-newsletter customized to Member during the trade shows or through NAMM’s Contact Center at segment. Call NAMM’s Contact Center at 800-767-6266. 800-767-6266. Research 2007 NAMM Global Report, The NAMM Foundation conducts NAMM-funded research projects Featuring Music USA to study the links between music making and health and wellness. www.nammfoundation.org Annual statistical review of the music products industry. Free copy to NAMM Members; additional copies can be purchased NAMM’s mission is to unify, lead and strengthen through NAMM’s Contact Center by calling 800-767-6266. the global music products industry and to increase active participation in music making. 32 PLAYback NAMM Works on Your Behalf

Growing the Market Museum of Making Music By creating programs, forming strategic partnerships and educating Celebrates the past and current achievements of 100 years of the public about the benefits of making music through its new the music products industry. More than 450 instruments are on Wanna Play? consumer campaign, NAMM works to create greater display; the collection includes hundreds of sound and video enthusiasm and participation in music making as a recreational clips. www.museumofmakingmusic.org pastime. Opt-ins on NAMM-sponsored events enable retail Members to connect with new customers in their areas. NAMM Resource Center www.namm.org/marketdevelopment Free access to historic music products industry photographs, Offering Free Business Training product catalogs, company profiles and videotaped oral histories that capture and preserve the thoughts of some of the music In our ever-changing world, education is essential to keep up products industry’s greatest contributors. with new information and trends. NAMM University provides free www.namm.org/resource-center industry-specific sessions at the trade shows that address today’s challenges and opportunities, and help you sharpen your skills, William R. Gard Memorial Scholarship increase your company’s profitability and grow your business. www.namm.org/events/nammu $2,000 annual tuition to eligible NAMM Member business owners or employees of NAMM Member companies. www.namm.org/initiatives/gardscholarship WEB SITES American Music Conference Summer NAMM NAMM-ENDORSED PROVIDERS www.amc-music.org www.summernamm.com

Museum of Making Music NAMM University www.museumofmakingmusic.org www.namm.org/events/nammu

NAMM Foundation Recreational Music Making www.nammfoundation.org www.rmm.namm.org Br o k e r Se r v i c e s NAMM SupportMusic www.namm.org www.SupportMusic.com

/De b i t The NAMM Show www.thenammshow.com

Representing Your Interests in Washington One of the most visible ways NAMM stands for its Members every day is by providing ongoing representation in Washington, D.C., on hot issues that impact the music products industry. NAMM’s efforts on Capitol Hill have resulted in millions of dollars in appropriations to fund programs and initiatives that increase active participation in music making. www.namm.org/govtrelations

OTHER RESOURCES Legislative Representation Legislative representation in Washington, D.C., specializes in rental, purchase and lease contract review and other legal assistance. Free phone consultation. 202-628-2929 or [email protected]

SUMMER 2007 33 VIEWPOINT

Town Hall Meeting Reactions NAMM Members weigh in on the value of attending their local Town Hall Meeting, where they could tackle the tough topics, find out how to make the most of their Membership and dialogue with their industry association.

“This NAMM Town Hall Meeting not only allowed interaction with other vendors and other music stores— so I could hear how everybody else is doing in the industry—but it enlightened me on a lot of events, because I had no clue what is happening at NAMM. It was definitely positive all the way through. I’m so glad I came.”

Mark Minotti • Minotti Music, Cabana Café • North Haven, ConnECTICUT

“It’s important to have a Town Hall Meeting like this so that dealers, reps and everybody else in this industry have a chance to communicate with each other, speak to the principals of the organization, and pull commonalities of problems and positive situations that will benefit everybody in this industry. This is our livelihood and we have to make it the best that we possibly can.”

Bob Brennan • Reflex Marketing • Long Island, New York

“It’s been interesting because we don’t have time in our business to really find out all that NAMM has been doing, and incorporate some of the programs into our business for our retailers. I think the emphasis on Recreational Music Making at NAMM is important because in the piano business, that’s where our emphasis has to be. Parents with children are always going to buy pianos. But to grow our market we have to be where the baby boomers and the retired people are to get them playing and make it unstressful and fun for them.”

George Bensen • Wyman Piano Company • Tallahassee, Florida

“This meeting is important because you have so many people that belong to the association, they are all from different areas and everybody’s got a different viewpoint. It’s great to have an open forum where people can discuss all of this out in the open and understand how the other sides feel. Some of the Members are in a somewhat adversarial position—which I don’t understand why we are, between manufacturers and retailers—and it shouldn’t be, because we’re supposed to be on the same team. The whole idea of NAMM is to promote the industry and that’s what we should all be doing here together.”

Dale Krevens • Tech 21 • New York, New York

34 PLAYback “Music is a means of rapid transportation.” - John Cage Austin, Texas • July 27–29, 2007

NAMM University Breakfast Sessions

They’re topical. They’re thought-provoking. And, best of all, they can help make a difference to your bottom line!

We’re talking about the NAMM U Breakfast Sessions, three provocative panel discussions that will provide you with answers and ideas.

FRIDAY State of the Industry Address SATURDAY NAMM Town Hall Meeting—“It Worked for Me” SUNDAY Best in Show

Austin Hilton Hotel, Governor’s Ballroom FREE Breakfast (First Come, First Served)—8 a.m.–8:30 a.m. Panel Discussions—8:30 a.m.–9:30 a.m.

PRST STD First Class US POSTAGE PAID PERMIT #475 5790 Armada Drive • Carlsbad, CA 92008 ESCONDIDO, CA