Marketing Lessons I Learned from Working with Kiss

MARKETING LESSONS I LEARNED FROM WORKING WITH KISS

BY: MICHAEL BRANDVOLD

Gene Simmons

• About • Acknowledgements • Testimonials • No Denying the Inﬂuence • All Press is Good Press • Love Me or Hate Me, Just Spell My Name Right • Wait for the Right Time • It’s All Branding • Everything You Do Will Not Succeed • Treat the Media with Respect • Listen to Your Fans You Work for Them • The Secret to Success is to Offend the Greatest Number of People • If You Don’t Ask For It You Won’t Get It • Separate Business and Pleasure • They Aren’t Afraid to Change Their Minds • The Takeaway • Contact

Copyright 2011 Michael Brandvold Marketing • www.MichaelBrandvold.com ABOUT In both mainstream and adult entertainment, Michael Brandvold’s marketing talents, skills and savvy are vital assets that numerous companies rely upon to expand, prosper and operate effectively, efﬁciently and proﬁtably in the online economy.

Upon graduating from Mankato State University in 1987, Michael accepted the position of Director of Marketing with DKP Productions, an artist management firm in Chicago, before joining Red Light Records 1990, as National Radio Promotions manager. A self-taught master of HTML, Michael launched websites for Perris Records, Creative Communications, Sportmart, and Montgomery Ward. But it was KISS Otaku – his KISS fan site launched in 1995 – that would change his fortunes forever. In 1998, Gene Simmons of KISS discovered KISS Otaku and personally tapped Michael as the Director of Web Services at Signatures Network, a Sony/CMGi company, where he built-from-scratch, managed and grew KISSonline into a multi-million dollar enterprise with over of a half million visitors a month. Michael was also instrumental in the development and execution of VIP Platinum Ticket Programs, which are now ubiquitous in the concert industry. The first band to offer such a VIP Platinum Ticket program, KISS’ 2003 60-date US tour, achieved 100% sellout of the $1,000 tickets generating $1.5 million. Michael implemented the same VIP ticketing programs, and managed the online branding, marketing, and sales efforts, for U2, Motley Crüe, Rod Stewart, Madonna, Ozzy Osbourne, Dream Theater, Alice Copper, Jessica Simpson and Britney Spears grossing $20M in first 12 months of operations. Michael’s responsibilities included working closely with Universal Music Group, BMG/Sanctuary Records, Rhino Records, and Playboy. Transitioning into the adult entertainment industry in 2005, Michael accepted the role of Director of Affiliate Sales at GameLink.com, a leading online purveyor of adult products and content, where he managed an external sales force in Toronto, Philadelphia and Spain, and a client base of over 10,000 international affiliates, which accounted for nearly $4 million in annual revenue. In 2009 GameLink.com was acquired by Private Media, a publicly traded NASDAQ, company, and Michael was promoted to Director of Sales and Marketing. He was again promoted in 2010 to Director of Online Marketing for GameLink (US), Private (Spain) and Sureflix (Canada), where he managed a local staff of seven and coordinated with an international team of eight. Michael’s efforts were integral to the industry recognition the company received by way of multiple AVN and XBiz Award nominations for Best VOD Website. Michael was also was the Business Owner of the Brand Management Relationship with Goodvibes.com, winner of two consecutive AVN “O” Awards for Best Online Retailer. Michael was also the Business Owner for the development and release of other GameLink projects, including the launch of GameLink’s mobile platform, the Flash widget marketing tool, the OpenX ad platform, the transition of all Private commerce sites over to the GameLink platform, GameLink and Private Twitter and Facebook marketing programs, and the marketing direction of Open Invitation, the best-selling adult movie of 2010.

In 2010 Michael formally launched Michael Brandvold Marketing, leveraging his years of online marketing experience to provide knowledge, direction and assistance to large and small clients. Michael is also a advisor to music startup Artisthead.com and music channel advisor and partner to CommerceSocial.com a social commerce startup. He has been or is selected to be, a speaker or panelist at SXSW Interactive, California Music Industry Summit, Quicktime Live, NARM and PR Summit.

Thank You: The Demon, The Starchild, The Catman and The Spaceman; Gene Simmons, Paul Stanley, Peter Criss and Ace Frehley. Your inﬂuence on my life is simply huge. My mom, Myrtle, for buying me my ﬁrst KISS record. Catrina for supporting this dream of mine to have my own company.

Michael’s efforts in pushing original KISS guitarist Ace Frehley’s Anomaly pre-release sales was deﬁnitely part of the reason the album debuted at #27 on the Billboard 200 charts. He did a great marketing push on the album and was a big help. – Frank Munoz (Associate Producer, Anomaly)

“Brandvold” is Norse for “Marketing God” – Christopher Buttner, PRThatRocks.com

We honestly couldn’t have reached that goal without you. – BMG/Sanctuary Records – Commenting on shipping KISS Symphony Gold.

Had a keen sense of what the people surﬁng the web at the time wanted to see, hear and participate in on the internet. Michael’s skills and knowledge allowed us to build an online e-commerce solution overnight. – Joseph L. Bongiovi, Vice President – Entertainment Licensing and Marketing, Signatures Network

I had the privilege to work with Michael Brandvold over a few months on a PR campaign for Aoede’s album “Affair with the Muse”. Michael’s role was to set up a new WordPress website for Aoede as well as to provide recommendations on marketing strategies for Aoede’s social networks (Facebook, Twitter, blogging). Michael was extremely accessible and responsive, professional and went above and beyond to make Aoede’s new website really sparkle. Michael even provided Aoede a tutorial of the new website and its features, making the transition from administering one website to another much easier. Further, Michael provided helpful suggestions along the way to ensure Aoede was making best use of social networks for maximum exposure. Even after completing the campaign, Michael continues to send helpful information. I would work with Michael again in a heartbeat and highly recommend him for building a website and for sage advice on marketing. - Lisa Sniderman/Aoede

Copyright 2011 Michael Brandvold Marketing • www.MichaelBrandvold.com NO DENYING THE INFLUENCE I am a KISS fan, going back to 1976 when my mom ﬁrst bought me Rock N’ Roll Over. I remember taking heat in the late 70s at school for liking the band, I heard the phrase “KISS sucks” more than a few times. It also took a lot of courage to wear a KISS t-shirt to school at the time… you became a instant target. I grew up with KISS and their marketing has clearly been a inﬂuence on me and business growth. I often tell people I went to the Gene Simmons School of Marketing.

In 1998 I landed a dream job for a KISS fan. I was personally recruited by Gene Simmons to build and manage the band’s new website, www.Kissonline.com. I spent the next seven years working inside the KISS world. I was associated with much of their merchandising, including helping guide and develop items such as Kissoploy and the $1000 a ticket Platinum VIP Meet and Greet packages. I was there during the 3D Psycho Circus Tour, the Farewell Tour, the rotating replacement of Peter Criss and Ace Frehley. I received RIAA Gold album plaques for my involvement in the release of the “Psycho Circus” album, The Box Set album and the DVD release of “KISS Symphony.” Love them or hate them, there is absolutely no denying the inﬂuence that KISS has had on the music industry. KISS in the course of their 36 year career have sold over 100 million albums, has over 2,500 product licenses (cofﬁns, condoms and credit cards), Gene reportedly earns $100,000 for a speaking engagement and don’t forget the longest celebrity reality series on TV, Gene Simmons Family Jewels. Gene Simmons and Paul Stanley get it when it comes to business.

Going back to the very beginnings of the band they were trashed by the press. Check out this quote,

“I HOPE THE FOUR GUYS WHO MAKE UP THE GROUP, WHOSE NAMES DON’T MATTER, ARE PUTTING MONEY FOR THE FUTURE, BECAUSE KISS WON’T BE AROUND LONG.” – SEATTLE DAILY TIMES, MAY 27, 1974.

If you believe in what you are doing in your music… don’t Image from KISSfaq.com worry about the press. Everybody is a critic, everybody has an opinion.

This lesson is closely associated to lesson #1. Make sure they spell your name right, even in bad press. Today you want to make sure they have your URL correct.

Photo By Michael Brandvold

Don’t rush things. When the time is right for something… a song, a tour, a album, an interview, it will happen. KISS waited for their reunion tour and the results were stellar, selling out nearly 40,000 tickets in 47 minutes to the ﬁrst show on the tour. The tour lasted for 192 shows over eleven months and earned $43.6 million, making Kiss the top-drawing concert act of 1996.

Gene Simmons this and Gene Simmons that. – Even I have at times had issues with how KISS has become more of a brand than a band, but that brand is what it is all about. And Gene Simmons knows that. Ask Gene Simmons about his TV show, Family Jewels and he will act like he has never heard of it, replying “you mean Gene Simmons Family Jewels.” Gene Simmons and KISS are associated with everything they do. Make sure you are always thinking about how your band is represented, as a brand. Make sure you are referred to by your band name.

Gene Simmons understands that everything he does will not succeed, that does not stop him. He keeps putting out business ventures, KISS product, tours, and albums. He knows that over time some of these will succeed and they will be remembered. Our attention spans are so short today that we will quickly forget the failures. Don’t stress them, learn what you can and move onto the next idea. Got a content idea for your website, try it. If your fans don’t get excited by it, move onto something else. That last contest didn’t work, try a different contest. Photo By Michael Brandvold

You need to love the media! Radio, TV, magazines, newspapers, websites, bloggers, photographers…. all of them! They can make you look like kings or they can make you look like has beens. At every single show, KISS gives the photographers pose after pose of perfect photos, so they look great in the paper the next day. I have seen them stop and give a reporter or photographer backstage a extra two minutes of undivided attention so they get the cover. Treat the media like the gatekeepers, because they are!

Photo By Michael Brandvold

Never forget who you work for: The fans! You are doing this for them. Everyone would kill to have a Army of devoted, sometimes blindly, fans. Listen to what the fans want, not what the critics want. Critics don’t buy your music your tickets, they often get it for free. Those with the wallet speak the loudest.

Photo By Michael Brandvold

Quote by George Bernard Shaw, repeated by Gene Simmons.

I love this saying. Think about it, if you have a ton of people who are offended by what you are doing, you are doing something right to get attention. In the 70's, KISS offended many parents; looking like demons, spitting blood and breathing ﬁre. Alice Cooper, before KISS, was doing the same. KISS were never the darlings of reviewers and the the critics. That didn’t stop them. They believed in what they were doing. Don’t be afraid to offend someone with your passion. Just make sure you believe in what you are doing.

Photo By Michael Brandvold

Copyright 2011 Michael Brandvold Marketing • www.MichaelBrandvold.com IF YOU DON’T ASK FOR IT YOU WON’T GET IT If you don’t ask to be on the cover, it is not going to be given to you. If you don’t ask for the headliner slot, it won’t just be volunteered to you. Somebody else will ask for it. If you don’t ask for $1000 a show, it is not just going to be freely offered. If you want your fans to repost something on their Facebook wall, ask them to do it. Ask and you shall receive. I actually used this lesson the very ﬁrst time I worked for Gene. He had hired me to manage the online marketing efforts for the book Kisstory II. I had negotiated my pay and then said to myself, I want a leather KISS Army jacket. So I asked, and Photo By Michael Brandvold Gene said yes. I know in the scope of things the cost of the jacket was nothing to Gene and KISS. He was not offering the jacket to me, I had to ask. Ask for what you want.

This means you do business with someone that you might not like personally. And just the opposite, don’t do business with someone just because they are a friend. It is all about the deal. If it is a great deal, don’t sweat it that the person doesn’t like the same things you do, or that they don’t even really like your music.

Photo By Michael Brandvold

In the pursuit of business, KISS is not afraid to change their minds and do something that previously they claimed to be against. Example: marketing to kids. In the late 70’s, around the Dynasty tour, KISS had become “Disney,” with colorful costumes, toys, etc. In a TV program, they even said they had become something they weren’t. They were a Rock and Roll band, but they were seeing young children at their shows. Today the band is directly marketing to and encouraging young kids to become fans. They have realized if they can grab the kids today, they have a new generation of fans growing up with them. On their last tour of the US, they offered free tickets to kids, and they now have merchandise for kids and even babies. I remember a number of years ago when I pushed for the very ﬁrst KISS baby bottle and bib to be sold, it was a hit. The fans of the 70s have no grown up and have their own kids who are now growing up with KISS in their family.

My takeaway from KISS was, don’t get caught up in everyone’s else opinions and advice… everyone has them and often they aren’t really qualiﬁed. Stick to your guns and do what you believe in.

And, it is called the Music “Business.”

Photo By Michael Brandvold

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