Nick Rail
MUSIC INC. SUMMER NAMM 2014 I NICK RAIL MUSIC I CUTTING-EDGE AMPS SEPTEMBER 2014 2 I MUSIC INC. I AUGUST 2014
SEPTEMBER 2014 I VOL. 25, NO. 8 PUBLISHER Frank Alkyer EDITOR Katie Kailus ASSOCIATE EDITOR Kathleen Costanza ART DIRECTOR ùHUL[HǕ\U[V]m CONTRIBUTING DESIGNER LoriAnne Nelson CONTRIBUTING EDITORS ,K,UYPNO[+H]PZ0UTHU)VII`9LLK EDITORIAL INTERN Matt McCall PRESIDENT 2L]PU4HOLY ADVERTISING SALES MANAGER John Cahill WESTERN ACCOUNT EXECUTIVE ;VT)\YUZ CIRCULATION MANAGER Sue Mahal CIRCULATION ASSOCIATE 2L]PU94HOLY CIRCULATION ASSISTANT ,]LS`U6HRLZ BOOKKEEPING 4HYNHYL[:[L]LUZ
OFFICES 7O -H_ LTHPS!LKP[VY'T\ZPJPUJTHNJVT CUSTOMER SERVICE (877) 904-7949
Jack Maher, President 1970–2003
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*VW`YPNO[I`4HOLY7\ISPJH[PVUZ0UJHSSMVY- LPNUYPNO[ZYLZLY]LK;YHKLTHYRYLNPZ[LYWLUKPUN 6;/,94(/,97<)30*(;065:! +V^U)LH[ */(5.,6-(++9,::!7SLHZLHSSV^ZP_^LLRZMVY`V\Y JOHUNL[VILJVTLLMMLJ[P]L>OLUUV[PM`PUN\ZVM`V\Y UL^HKKYLZZPUJS\KL`V\YJ\YYLU[4<:0*05*SHILS ZOV^PUN`V\YVSKHKKYLZZ4<:0*05*0::5 7\ISPZOLKTVU[OS`L_JLW[(WYPS7YPU[LKPU<:( I`4HOLY7\ISPJH[PVUZ0UJ5/H]LU,ST- O\YZ[03 7LYPVKPJHS7VZ[HNL7HPKH[ ,STO\YZ[03HUKH[HKKP[PVUHSTHPSPUNVMÄJLZ 76:;4(:;,9!:LUKHKKYLZZJOHUNLZ[V4<:0* 05*76)V_ :[7H\S45 2008 2008 4 I MUSIC INC. I SEPTEMBER 2014 September 2014 38 I FROM THE TOP Larry Fishman on the art of delegation and fostering entrepreneurial employees. 42 I 2014 SUMMER NAMM The expanded show floor was buzzing with optimism. Plus: ‘Best in Show’ coverage and Summer NAMM Show news. 57 I FOCUS: CUTTING- EDGE AMPS 58 I RISE OF THE SMART AMP 62 I THE NEWEST AMPS Gary Francisco, Nick Rail and Winston Dutton 32 AC4C1-12 VOX 32 I THE BAND MASTER Nick Rail Music has strategically grown deep roots in Southern California’s competitive B&O market PROFILE 25 I INDEPENDENT RETAIL 64 I GUITARS, AMPS & ACCESSORIES 14 I UpBeat Music fills a niche in Florida X Eschliman says posture and attitude go a long way 68 I AUDIO & RECORDING 16 I NEWS 26 I THE LESSON ROOM X Gamber explains how to fill lesson “dead zones” 72 I DRUMS & PERCUSSION X Lowe Vintage opens its doors X Remembering Danny Rocks 28 I THE CUSTOMER WHISPERER 74 I BAND & ORCHESTRA X Ted Brown Music expands into Seattle X Billings on giving undivided attention to customers 76 I PRINT & MULTIMEDIA Greg Billings 77 I PIANOS & KEYBOARDS 78 I DJ & LIGHTING PROFILE 20 I T-Rex Engineering takes a chomp out of the boutique ASK THE pedal business RETAILER 22 I NEWS 82 I ASK THE RETAILER X Hal Leonard teams up with Hamilton X Where’s the best return on your advertising budget? X Orange celebrates new Chinese factory Cover photo by Sabrina Hill 8 I MUSIC INC. I SEPTEMBER 2014 PERSPECTIVE I BY KATIE KAILUS WELL-OILED MACHINE s I write this, I am watching a group of workers pave the street across the way from my office. Each member of the paving team has a specific job. A few are driving heavy machinery, a few are rolling the pavement flat and a few are overseeing the whole process. I’m no construction worker, but I can tell that without eachA person contributing to this process, the paving would not get done — or at least not as smoothly. The same goes for a music store. While the operation of heavy ma- chinery is not necessary in a music store, each person in the showroom is playing a part. It might be greeting a customer, booking a lesson, in- specting a broken trumpet or answering a phone call. The music store is a well-oiled machine that requires each employee to pull their own weight. Many pieces regarding good customer service have graced the pages of Music Inc. magazine over the years. But one prime ex- ample is this month’s cover subject Nick Rail Music (see page 32). Not only has the six- store chain perfected the art of expansion, it has managed to withstand a dry Southern California B&O market with the ever-growing presence of big box stores in the region. If you ask Rail how he has managed to stand his own for 28 years he’ll tell you it’s simple: through a solid staff. “The value of your company is the value of the people working at your company,” Rail said. “I feel very fortunate to have the people working for me that are working for me.” And Rail’s employees do more than just work at Nick Rail Music. They make shopping at the store a positive experience, no matter who the customer is. “We have to connect with the customer no matter the age or knowl- edge,” said Gary Francisco, director of sales for Nick Rail Music. “There is little difference from helping an adult or child find the right product for them. Then following up to make sure the customer receives the product promptly and is satisfied.” In his column this month (page 25), Ted Eschliman covers poor employ- ee habits like slouched posture and employee-to-employee conversation. “Slumping is an avoidable body signal violation on the sales floor,” he writes. “Standing or sitting on a stool (even leaning on a counter) shoulders slumped, is an instinctually negative signal to broadcast to a customer.” In order for a business to be successful, it must have engaged employees that contribute. All employees need to be ready to help each person who walks through the door in a knowledgable and friendly manner — with no slumping. Remember: your staff is a team. Help your store run like the well-oiled machine it is. MI 10 I MUSIC INC. I SEPTEMBER 2014 by my father to a thriving com- pany that’s constantly seeking to push recording technology forward. Every day I’m so inspired by our talented team and excited to come to work to see what they’re coming up with next. I never thought, when I re- founded Universal Audio in my garage over 15 years ago, that we would be so widely recognized by our dealers and the industry at large. I love being part of this industry that allows me to be Repair Shop Praise around people who are passion- ravo to Music Inc. for the ate about music every day. Barticle “Repair Shop Tune Thanks again for letting me Up” in its July issue, as well as tell our story to your readers. I to the four featured businesses can’t wait to see where it goes for their excellence. For retailers from here. who are not involved, there has P.S. I’ve enclosed a photo of never been a more advantageous UA back in the day to share with time to expand what you offer your readers! to consumers by adding main- Bill Putnam Jr. CEO & Founder tenance and repair services at Universal Audio whatever level of complexity you are comfortable with. Most importantly, by offer- ing such services you open the door to the golden opportunity of being able to show a consumer why they should have bought with you in the first place, along with why they should contin- ue to make your business their first choice to fulfill all of their music-related needs. Don Wiggins Manager Technical Support & Authorized Service Correction: Fender Musical Instruments Corporation n the piece “Arts of Adovacy” I(August 2014), the photo of Reflection on From Maria Voles Ferguson on page 46 the Top was incorrect. Music Inc. regrets just wanted to send a big thanks the error. I to Editor Katie Kailus and the EDITOR’S NOTE: MUSIC INC. entire Music Inc. team for includ- ENCOURAGES LETTERS AND ing me in last month’s “From RESPONSES TO ITS STORIES. The Top.” It was really fun! E-MAIL LETTERS TO We’ve come a long way — [email protected]; OR WRITE TO 102 N. HAVEN RD. from rebuilding classic analog ELMHURST, IL 60126; 630-941-2030; compressors once manufactured FAX: 630-941-3210. 12 I MUSIC INC. I SEPTEMBER 2014 SEPTEMBER 2014 I MUSIC INC. I 13 InsideRETAIL > Lowe Vintage Opens its doors in North Carolina PAGE 16 > Jack Long Receives an honor from Canada PAGE 18 > Ted Brown Music Expands into Seattle PAGE 19 UPBEAT MUSIC I BY KATHLEEN COSTANZA NAVIGATING THE NEW NORMAL restview needed a make the store to pop up. music store. The “We want to be a major com- quickly growing pany in our geographic area,” he city in Florida’s said. “Everyone who’s buying panhandle was on the Internet? We want them Cexpanding from the massive to see us. We’re going to pop up Elgin Air Force Base and young within a 50 mile radius. I don’t families were traveling over 40 care about popping up in Atlanta. miles to rent band instruments, I don’t care about popping up take lessons and shop. anywhere else.” So in 2012, Dick Reinlie He’s also restructured his hopped on the chance and website to target vertical mar- opened UpBeat Music. kets. Houses of worship, band “We weren’t ready to open parents and commercial AV yet, we still had paper up on the Dick Reinlie surrounded by John Giles and JC Murph, (top row) David Cadenhead, Kyle Boone are clearly marked, rather than door, and people were knocking (bottom row). displaying general product cat- on the window to get in,” he egories. said. Reinlie spent 25 years as they sign up for three months of “We’re going to try to be in a telecommunications executive ‘What the lessons. He also has his sights set the minds of the local people,” before switching back into music Internet on a larger presence in the B&O he said. retail about 10 years ago. “We market by forging relationships Meanwhile, PriceBeat will had people coming to the store to can’t do — with the local schools and B&O evolve to a password-protected help us set up. They were giving that’s what programs. site for customers that will list us displays. It was an incredible clearance and speciality items. experience.” I’m trying THE LOCAL WEB Sure enough, sales grew fast to do.’ riginally, UpBeat launched BACK TO BASICS and Reinlie said by the end of Oa separate e-commerce site lthough Reinlie is continu- the first year he was a year ahead more than Reinlie initially ex- called PriceBeat, a move Rein- Aally trying out new ways to of his business plan with 100 pected. lie called perhaps a bit “naive.” compete, he said the root of the students and 100 rentals. Sales “About 60 percent of the dol- (“It’s tough to compete,” he said.) stores’ success will be filling a have increased nearly 50 percent lars coming in are selling and 40 Now, Reinlie is leveraging niche bigger players can’t and annually. But like any retailer percent are services,” he said. He the Internet with a more specific treating customers as if “they’re opening its doors in the post-rec- initially predicted it would be an purpose: attracting local sales. coming into your house.” cession era, trucking onwards 80/20 breakdown, though he’s He’s steering online sales back “It’s one-on-relationships that has taken a number of strategies aiming now for a 50/50 split. to UpBeat Music and using the make the difference for us,” he to navigate a new retail climate. “What the internet can’t do — Web to catch the eyes of local said. “We’re never going to be that’s what I’m trying to do.” business by paying for Google Musician’s Friend or Guitar SERVICE ORIENTED To boost services, UpBeat re- AdWords only within a 50 mile Center or Sam Ash. But we’re or one thing, the store is cently started a promotion where radius. The company also focus- going to be the best UpBeat Mu- Fupping its focus on services customers get a free guitar when es on honing SEO keywords to sic there is.” MI 14 I MUSIC INC. I SEPTEMBER 2014 IN MEMORIAM LOWE VINTAGE INSTRUMENT COMPANY I OPENING Father-Son Team DANNY ROCKS HUU`9VJRZ^OVZLY]LKHZ[OLLTJLLHUKOLSWLK Open Lowe Vintage DTHUHNL[OL0KLH*LU[LYH[5(44ZOV^ZZPUJL WHZZLKH^H`PU1\S`PU7HST+LZLY[*HSPMVYUPH/L^HZ fter more than a decade of the bulk of their high-end instru- 9VJRZ^HZ[OLMV\UKLYVM;OL*VTWHU`9VJRZHÄYT road tripping and selling ment business online, though, KLKPJH[LK[VLK\JH[PVUMVYI\ZPULZZWYVMLZZPVUHSZJVT- A putting a heavy emphasis on their vintage finds online, fa- WHUPLZHUKHZZVJPH[PVUZ/L[VVRVUH^PKL]HYPL[`VM social media and high-quality ther-and-son team Ed and Will WYVQLJ[ZMYVT^VYRPUN^P[O5(44[VJYLH[PUNI\ZPULZZ photography. Will has been Lowe have opened Lowe Vintage PUZ[Y\J[PVUHS]PKLVZ7YPVY[VMVYTPUN[OLJVTWHU`PU building the company’s social Instrument Company, a brick- 9VJRZZLY]LKH `LHYJHYLLYPUL_LJ\[P]LYVSLZH[(S- media presence for about a year and-mortar store in Burlington, MYLK4\ZPJHZ^LSSHZUPUL`LHYZH[.:JOPYTLY0UJ before the store opened, garner- North Carolina. ing about 7,000 Facebook fans. ¸+HUU`RUL^TVYLHIV\[[OPZI\ZPULZZ[OHUHU`VUL “That was the best week of “We took the plunge so LSZL0OH]LL]LYTL[¹ZHPK9VU4HU\ZWYLZPKLU[VM(SMYLK my year when I was a kid, go- we’re learning as we go, but 4\ZPJ¸;V^H[JOOPTH[HJVU]LU[PVU^HZHQV`/LHS^H`Z ing out on this road trip,” Will we’re doing even better than RUL^L]LY`VUL»ZUHTLHUKYLTLTILYLKL]LY`[OPUNHIV\[ said, adding sometimes the we expected,” Will said. “But [OLT/L^HZPTWYLZZP]L0SV]LK+HUU`»Z\UPX\LZ[`SLHUK pawn shops and guitar stores hopefully one day this will be on OPZL_HNNLYH[LKOHUKNLZ[\YLZ^OLUOL^HZZWLHRPUN[V he and his dad would end up the map with the Gruhn Guitars HNYV\W/PZ\WJSVZLHUKÄYTOHUKZOHRLHS^H`ZTHKL in would be a disappointment, and Carter Vintage Guitars of TLZTPSLHUKMLLSZWLJPHSHZPM0^HZPU+HUU`»ZZWLJPHS other times they’d be filled with the world.” JS\I+HUU`PZVULVM[OLWPSSHYZVMV\YPUK\Z[Y`HWYV\K hidden gems. “It was kind MHJLVU[OLT\ZPJPUK\Z[Y`»Z4V\U[9\ZOTVYL/L^HZH of just the thrill of the JVSSLHN\L[VZVTLHTLU[VY[VTHU`HUKHMYPLUK[VHSS¹ hunt for us.” ¸/L^HZ[OLJVHJOOL^HZ[OLLTJLL¸ZHPK2LU>PSZVU When Ed and Will MVYTLY5(44KPYLJ[VYVMWYVMLZZPVUHSKL]LSVWTLU[^OV were both at crossroads OPYLK9VJRZ[V^VYR[OL0KLH*LU[LY¸0MZVTLIVK`JHU- in their careers earlier JLSSLK+HUU`JV\SKILVU[OLZ[HNLKV[OH[ZLZZPVUHUK this year, they crunched OLJV\SKKVHNVVKVUL/L^HZPUJYLKPIS`JVUZJPLU[PV\Z the numbers and decided /L[VVRP[]LY`ZLYPV\ZS`;VTLOL^HZ[OLOLHY[VM[OH[ to take the Web business a step further with a brick- [OPUN/LRUL^L]LY`IVK`/LJVVYKPUH[LKL]LY`IVK`/L and-mortar storefront. ^VYRLKUVUZ[VW/L^HZQ\Z[NYLH[(UKOLSV]LKP[¹ Specifically, Ed specializes 9VJRZ^HZHUHJ[P]LTLTILYVM[OL4\ZPJ;LHJO- in Gibson flathead ban- LYZ5H[PVUHS(ZZVJPH[PVU[OL(TLYPJHU4\ZPJ*VU- jos but the store carries a MLYLUJLHUK[OL9L[HPS7YPU[4\ZPJ+LHSLYZ(ZZVJPH- wide mix of vintage gui- [PVU/LYLJLP]LK974+(»ZOPNOLZ[OVUVYMVYSPML[PTL tars, banjos, mandolins, HJOPL]LTLU[[OL+VYV[O`(^HYKPU accessories and pedals. They still expect to do 16 I MUSIC INC. I SEPTEMBER 2014 IN MEMORIAM RON EDELMAN HWP[HS4\ZPJ*LU[LYJVV^ULYHUKJVMV\UKLY9VU C,KLSTHUWHZZLKH^H`VU1\UL 9oU,KLSTHUHUK *OLYYPL+YV\[aJVMV\UKLK*HWP[HS4\ZPJ*LU[LYPU ,KLSTHU^HZHZHSLZTHUHUKHZ\JJLZZM\SI\ZPULZZTHU I\[WVZZPIS`OPZNYLH[LZ[HJJVTWSPZOTLU[^HZ[OLPTWHJ[ OLTHKLVUWLVWSL»ZSP]LZ4HRPUNWPHUVSLZZVUZTVYLM\U ^HZWHYHTV\U[[V,KLSTHUHUKOLILSPL]LK[OH[*HWP[HS 4\ZPJJV\SKTHRL[OPZWVZZPISLI`ILJVTPUNHULK\JH- [PVUJLU[LY^P[O[LJOUVSVN`HUKNYV\WWPHUVHZP[ZJVYL ALFREDO L. FLORES SMYLKV3-SVYLZMV\UKLYVM(SHTV4\ZPJ*LU[LYPU:HU A(U[VUPV;L_HZWHZZLKH^H`1\UL/L^HZ -SVYLZMV\UKLK[OL;OL(SHTV7PHUVJVTWHU`PU HUK, MYVT[OLMYVU[WVYJOOLZOHYLK^P[OOPZTV[OLYHUKZPZ[LY [YHUZMVYTLKOPZWPHUV[LJOUPJPHUZRPSSZPU[VHsuccessful I\ZPULZZ “4`MH[OLY»ZWOPSVZVWO`PZ[VILPU]VS]LKPU[OL JVTT\UP[`·HUKY\U[OLI\ZPULZZPUHJVTTVU ZLUZL^H`¹(SMYLKV-SVYLZ1Y(SHTV4\ZPJ*LU- [LY»ZJ\YYLU[V^ULY[VSKMusic Inc.SHZ[-LIY\HY` CALVIN R. GRAFTON HS]PU9.YHM[VUWHZZLKH^H`1\S`/L^HZ C0n .YHM[VUVWLULK*HS]PU.YHM[VU,SLJ[YVU- PJZ:HSLZ :LY]PJLSH[LYPUJVYWVYH[LKHZ.YHM[VU7PHUV 6YNHU*V0UJ NRF I ADVOCACY NRF Adds Business Council, Revises Retail Forecast OL5H[PVUHS9L[HPS-LKLYH[PVUPZMVYTPUN TH:THSS)\ZPULZZ9L[HPS*V\UJPS¸[V organize, recruit and engage Main Street TLYJOHU[ZHUKPUKLWLUKLU[JVTT\UP[` YL[HPSLYZPUNYHZZYVV[ZHK]VJHJ`HJ[P]P- [PLZ¹;OL*V\UJPS^PSSYLWYLZLU[[OLULLKZ and interests of local retailers and will NP]L[OL59-»ZZTHSSI\ZPULZZTLTILYZ HMVY\T[VKPZJ\ZZW\ISPJWVSPJ`PZZ\LZ ;OL59-HSZVYLJLU[S`YL]PZLKP[ZYL[HPS sales forecast for 2014, lowering the L_WLJ[LKNYV^[OMYVTWLYJLU[V]LY [V WLYJLU[0[JP[LKZL]LYL^PU[LY weather, along with other factors, for ZSV^PUNKV^U[OL`LHY»ZNYV^[O[YHQLJ[VY` ¸;OLYLPZWSLU[`VML]PKLUJL[OH[ [OLZLJVUKOHSMVM[OL`LHY^PSSIL IL[[LYMVY[OLPUK\Z[Y`HZJVUZ\TLYZ ILNPU[VMLLSTVYLVW[PTPZ[PJHIV\[ [OLPYZWLUKPUNKLJPZPVUZ¹ZHPK59- 7YLZPKLU[HUK*,64H[[OL^:OH` TED BROWN MUSIC I ACQUISITION Ted Brown Music Acquires Capitol Music ed Brown Music, based in Tacoma, sheet music in Seattle. locations in Puyallup, Silverdale, Yakima TWash., is expanding to a new frontier: While the store location and staffing and Richland. This is the company’s first Seattle. will remain the same, Capitol Music cus- opportunity to reach a large potential market The 83-year-old company acquired tomers will see an even better selection of in the middle of Seattle. Capitol Music Center (CMC), a popular sheet music along with Ted Brown Music’s The acquisition comes right at the heels Seattle music store located in the University musical instrument rentals and services. the company receiving NAMM’s Support- District. Established in 1919, CMC was The new store joins Ted Brown Mu- Music Advocacy Award and being recog- known for having the biggest selection of sic’s flagship Tacoma store, as well as other nized as a NAMM Top 100 Retailer. MIDWESTERN MUSICAL CO. I CLOSING Midwestern Musical Co. Closes its Doors PK^LZ[LYU4\ZPJHS*VPU2HUZHZ HKKLKHYLWHPYZOVWYLJVYKPUNZ[\KPV W\ISPJH[PVUThe Pitch¸+VU»[NL[TL MCity, Missouri, closed its doors HUKWYHJ[PJLZWHJLMVYSVJHSIHUKZ ^YVUN·P[»ZILLUHSV[VMM\UHUK0»T PULHYS`(\N\Z[HM[LY `LHYZ ¸;OPZOHZILLUHSHIVYVMSV]LHUK ZHKI\[P[»Z[PTL[VTV]LVU/VULZ[S` Matt Kesler co-founded the store TVYLVMHOVII`[OHUHI\ZPULZZHZ 0^HZYLHSS`W\ZOPUN[VNL[[V `LHYZ PU ^P[O1PT:[YHOT^OVWHZZLK MHYHZKLÄUP[PVUZVMI\ZPULZZHUKOVI- HUK0»T[OLYLHUKUV^0»SSILHISL[V H^H`PU6]LY[OL`LHYZ[OLZ[VYL I`NV¹2LZSLY[VSKSVJHSHY[ZHUKT\ZPJ JVUJLU[YH[LVUHSV[VMV[OLY[OPUNZ¹ SEPTEMBER 2014 I MUSIC INC. I 19 InsideSUPPLY > Hal Leonard Distributes Hamilton Stands PAGE 22 > Orange Amplification Celebrates new Chinese factory PAGE 23 > Fishman Expands sales force PAGE 23 T-REX ENGINEERING I BY JOHN JANOWIAK PEDALS WITH BITE -Rex Engineering may as well as the largest MI oper- be a small boutique ations in the world. They first manufacturer of guitar appeared in North America in pedals, but as its car- the mid-2000’s. Then, in 2010, nivorous name might T-Rex partnered with Musiquip suggest,T the company has a big for distribution in the United bite when it comes to chomping States and with SFM in Canada. out market share in its niche. “We have around 100 North “Everybody is talking about American retailers carrying the T-Rex at the moment,” said pedals — a mix of independent Lars Dahl-Jørgensen, company dealers, pedal specialty retailers, co-founder and co-owner. “There’s and some larger chains,” Lind said. a lot of fuss on the Internet.” “We’ve been fortunate to have a lot With less than a dozen full- of really great top-level American time employees, T-Rex is head- artists use T-Rex effects, and that quartered in the unlikely town Lars Dahl-Jørgensen and Sebastian Jensen has helped the line catch on in of Vejle, Denmark, the place the United States.” co-founders Dahl-Jørgensen and T-Rex sees different guitarists to get their This year, the company Sebastian Jensen call home. The monster growth opinion,” Dahl-Jørgensen said. launched an unprecedented 10 longtime pals had both studied From these guitarists, they’ve new pedals. The new products electronics and engineering, and by setting learned the importance of keeping include a number of compact ped- Dahl-Jørgensen was, and still is, itself apart their pedals simple. als that diverge a bit from T-Rex’s an avid guitarist. They started out from the herd “We hate having too many traditional square-box design. in their garage the 1990s mak- knobs, actually,” he said. “We “One of the most exciting re- ing switching systems modeled for one thing — even if it meant try to make some innovative leases is the SoulMate multi-ef- after the legendary designs of spending more and passing that things, but still simple to use.” fect board, which gives the user Bob Bradshaw. cost onto the customer. Another thing they learned five T-Rex effects in one unit, “It was pretty hard to sell be- “Consumers may just be more was to give their pedals a splash plus a tuner, effects loop, pro- cause we weren’t well known,” willing to spend a little more mon- of color. In the middle of solos, grammable effect combinations, Dahl-Jørgensen said. “I thought, if ey for the reassurance that they’re when guitarists want to switch and a number of additional fea- we can make switching systems, getting a well-designed, high-qual- effects quickly, they need to dis- tures,” Lind said. we can make pedals, and that’s ity piece of gear that will last,” tinguish their pedals easily. Hence With its growing cachet and what started T-Rex, more or less.” said Erik Lind, product manager the panoply of colors in T-Rex’s widening distribution, perhaps for Musiquip, the company’s U.S. array. “boutique” is an inaccurate label MONSTER GROWTH distributor. “We never make a black ped- to apply to T-Rex Effects. -Rex Engineering officially de- They also made a point to so- al, because that’s pretty boring,” Or as Lind put it, “You might Tbuted in 1996. In the crowded licit feedback from guitarists of Dahl-Jørgensen said. say T-Rex is a boutique company market of guitar-effects pedals, all styles and levels. T-Rex pedals are now distrib- that has been fortunate enough to what would set their products “We spend a lot of time uted in dozens of nations and achieve a more mainstream level apart? Using quality components, sending them back and forth to are sold by independent retailers of success.” MI 20 I MUSIC INC. I SEPTEMBER 2014 HAL LEONARD I DISTRIBUTION PROGRAM MPTF Launches HAL, HAMILTON TEAM UP MI Sponsorship al Leonard is now distributing the en- ucts for profes- Htire portfolio of Hamilton Stands and sionals to hob- Program accessories in the United States and Canada. byists in schools, OL4\ZPJ7LYMVYTHUJL;Y\Z[-\UK Headquartered in Dayton, Ohio, Hamil- churches, concert T47;-Z\WWVY[LKI`[OLTHQVY ton Stands has historically relied on strong stages, studios SHILSZHUK9LJVYKPUN0UK\Z[Y`(ZZV- wholesale distributors who offer retailers and homes,” JPH[PVUVM(TLYPJH90((PUJS\KPUN a diverse array of products. said Brad Smith, :VU`4\ZPJ CONTEST Pearl River Offers Trip to China LSLIYH[PUN`LHYZVM5VY[O C(TLYPJHUKPZ[YPI\[PVU°7LHYS9P]LY 7PHUV.YV\WOHZHUUV\UJLKHZWL- JPHSPUJLU[P]LWYVNYHTMVY7LHYS9P]LY KLHSLYZ;VWWLYMVYTLYZJHUX\HSPM` WEB NEWS MVYH[YPW[V.\HUNaOV\*OPUH^OPJO ^PSSPUJS\KLH[V\YVM[OLJVTWHU`»Z UL^ZX\HYLMVV[MHJ[VY` Altus Redesigns Website 6]LY[OLSHZ[`LHYZ7LHYS9P]LY OHZLZ[HISPZOLKHZVSPKKLHSLYUL[^VYR OL(S[\Z[LHTH[2/:(TLYPJHOHZ ILHISL[VLHZPS`UH]PNH[L[OYV\NO[OL [OYV\NOV\[5VY[O(TLYPJH;OLJVTWH- TSH\UJOLKP[ZUL^^LIZP[L;OLUL^ ZP[L[VÄUK[OLH]HPSHISLÅ\[LZOLHK- U`OHZPU[YVK\JLK[OL7LHYS9P]LYIYHUK OVTLWHNLNP]LZ[OLJVUZ\TLYHX\PJR QVPU[Z[\IPUNZHUKTL[HSS\YN`HSVUN HZ^LSSHZ9P[T\SSLYHUK2H`ZLYI\YN glance of all things Altus, including the ^P[OV[OLY(S[\ZL]LU[ZHUKVMMLYPUNZ [VP[ZWYVK\J[SPULPU5VY[O(TLYPJH JVTWHU`»ZSH[LZ[WYVK\J[ZOPZ[VY` (S[\ZHSZVL_WHUKLK[OLHY[PZ[ZLJ[PVU ;OL[O(UUP]LYZHY`WYVNYHT UL^ZHY[PZ[ZHUKL]LU[Z(S[\ZOHZHSZV VM[OLZP[L=PZP[VYZ[V[OLZP[LJHUUV^ ^PSSL_[LUK[OYV\NO+LJ ZPTWSPÄLKP[ZWYVK\J[UH]PNH[PVU[VIL SLHYUHIV\[(S[\ZHY[PZ[»ZHJ[P]P[PLZHUK {pearlriverusa.com} TVYLPU[\P[P]LHUKYLZWVUZP]L[V[OL^H` [OLPYMLLSPUNZHIV\[[OLPUZ[Y\TLU[Z [VKH`»Z0U[LYUL[\ZLYZWYLMLY[VZLHYJO HZ^LSSHZMPUKSPURZ[V[OLPYWLYZVU- MVYPUMVYTH[PVU°*VUZ\TLYZ^PSSUV^ HS>LIWHNLZ{altusflutes.com} 22 I MUSIC INC. I SEPTEMBER 2014 DAISY ROCK I ARTIST APPROVED ORANGE I OPENING Orange Celebrates Daisy Rock Announces New Factory YHUNL(TWSPÄJH[PVUVWLULKP[ZUL^MHJ- First Artist Endorsement O[VY`PUAOLQPHUN7YV]PUJL*OPUHVU1\S` aisy Rock Girl Guitars has an- ;OLUL^MHJPSP[`JV]LYZZX\HYLTL- nounced The Sledge Grits Band as [LYZHUKPUJYLHZLZTHU\MHJ[\YPUNJHWHJP[` D ;OLZWLJPHSVWLUPUNL]LU[^HZH[[LUKLK the first musicians to receive exclusive I`*OPULZLNV]LYUTLU[VMMPJPHSZKPNUP[HYPLZ artist endorsements from the company. LTWSV`LLZZ\WWSP- In addition to signing an exclusive LYZHUKJ\Z[VTLYZ artist endorsement agreement, Daisy HUK^HZOVZ[LKI` +HTVU>HSSLY4+ Rock will be producing custom-made HUK6YHUNL»ZMV\UKLY instruments for band mates and sis- HUK*,6*SPMM*VV- ters, including a guitar for Keiko and WLY;OLJLYLTVU` bass guitar for Ella. The decision to because of Keiko and Ella’s excep- featured traditional exclusively endorse The Sledge Grits tional talent, we couldn’t pass on *OPULZLT\ZPJPHUZ WLYMVYTPUNHSVUN^P[O Band was made to continue supporting this opportunity to move into the next *OPULZLKYHNVUZ·HZ`TIVSVMNVVKMVY[\UL female musicians and to further the phase,” said Tish Ciravolo, president ;OLUL^MHJ[VY`YLWYLZLU[ZHJVU[PU\PUN Daisy Rock creed of inspiring girls to and founder of Daisy Rock. “We have PU]LZ[TLU[PUNSVIHSL_WHUZPVU^P[O[OLJVTWH- play guitar and enjoy music. been a part of The Sledge Grits Band U`UV^THU\MHJ[\YPUNVU[OYLLJVU[PULU[Z;V LUZ\YLJVUZPZ[LU[OPNOSL]LSZVMX\HSP[`JVU[YVS “Never before have we exclusively since the beginning and have watched 6YHUNLVWLULKHZ[H[LVM[OLHY[[YHPUPUNZJOVVS endorsed an artist and outfitted them them become the amazing musicians MVY[OLZ[HMMH[HSSSL]LSZVMTHU\MHJ[\YPUN with custom guitars and basses. But that they are today.” {daisyrock.com} ¸;OLVWLUPUNVMV\YUL^MHJ[VY`^PSSPU- JYLHZLWYVK\J[PVUHUKLUHISL\Z[VYLK\JLSLHK [PTLZ¹ZHPK*SPMM*VVWLY{orangeamps.com} PMC I EVENT PMC TEACHES KIDS TO PLAY APPOINTMENTS or the fifth consecutive year, Per- coordinates the Lesson Lab Tent. “The FISHMAN EXPANDS Fcussion Marketing Council (PMC) key to our program is partnering with and local music retailers provided free local percussion stores that also offer SALES TEAM first drum lessons at its Lesson Lab drum lessons. The store operates and ishman has add- Tent during the Vans Warped Tour in coordinates the tent’s operations with Fed two to its sales Houston; San Antonio; Albuquerque, one or more of their drum teachers force. New Mexico; Mansfield, Massachu- conducting the free lesson.” {play- John Polino joins the setts; Camden, New Jersey; Wantagh, drums.com} Fishman sales team from New York; Hartford, Connecticut; First Act where he spent Cincinnati and Milwaukee. the last six years as a The self-contained educational warehouse manager, Play Drums tent puts drumsticks in Gary Lopez sales sample coordina- the hands of more than 60 first-time tor, consumer relations drummers during each stop of the tour manager and product manager. that features a Lesson Lab. Each tent is Gary Lopez has been involved in music in- fully equipped with an acoustic or an dustry retail sales for over two decades work- electronic drum set, including cymbals ing with Daddy’s Junky Music and Cambridge and sticks, to provide a positive and Soundworks. professional learning experience for “We are genuinely happy to have these two first-time players. Many drummers very skilled sales representatives working for us from performing bands stopped by the as Fishman is continuing to grow at an amazing PMC tent to help generate excitement pace,” said Bill Norton, vice president of retail for the project. sales. “John and Gary bring a high level of ex- “We have seen a surge of interest pertise into our new category entries, including from concert-goers at every city where TriplePlay and Fluence electric guitar pickups.” we participate,” said Billy Cuthrell, {fishman.com} a PMC advisory board member who SEPTEMBER 2014 I MUSIC INC. I 23 InsideIDEAS > The Lesson Room Page 26 > The Customer Whisperer Page 28 INDEPENDENT RETAIL I BY TED ESCHLIMAN BEATING A SLUMP ou can trust your day’s culture hardly expects a response is she was looking for car to the man spotless uniform, we could still a very specific “mission” item. who wears the be neat and friendly (emphasize It turns out it is something you star. The big bright that last part). Most important, stock. You narrowly avoided Texaco star!” we need to register this with our missing that sale. “YIf you were to spontaneously body language and posture. Customers don’t like “bother- hum the above jingle’s melody ing” sales crew. They especially it would betray your age. It was PHYSICALITY & FIRST CONTACT don’t want to ask an employee big in the 1960s, this major lumping is an avoidable that’s busy or comfortable in con- corporation’s image pitch was Sbody signal violation on the versation with a fellow employee. of unrestrained service onto a sales floor. Standing or sitting Some might be bold enough to generation of motorist consumers. on a stool (even leaning on a ask a single employee for help. If Snappy uniforms and sparkling counter) shoulders slumped, two workers are talking to each metal equipment, overt and pains- is an instinctually negative sig- other, there’s a significantly less takingly honest technicians who nal to broadcast to a customer. chance he will interrupt. If three went out of the way to assure Posture and Throw the shoulders back and are talking, the conversation is your freshly fueled car worked friendliness bring both the center of the chest perceptively closed to “outsiders,” not only in the station but many and chin up — your impact is impossible to barge in on. It’s miles outside of it. are key to good starkly different. This might not great to have social employees Earnest? Arguably. None- customer feel natural for many, but a con- that like each other, but fraterniz- theless, it was a multi-million scious effort will have a visible ing must stop when a customer dollar ambition to romance us service impact on customers, especial- is in earshot. to Texaco’s turf. Really, it’s ab- ly in making a first impression. It takes little more than eye surd for gas stations to stay that it’s a different world, our hearts Managers, take heed. Never have contact, upright shoulders, and kind of clean. Wouldn’t you be still long for that ’60s mythos. stool behind the sales counter. a smile to make folks feel wel- more suspicious of a spotlessly Music stores have a whole dif- Standing equals attention! come. Yes, dancing around like a uniformed mechanic over one ferent set of service expectations vintage Texaco commercial today greased from sleeve to cuff? than gas stops. Our product is THREE’S A CROWD would be way overboard, but at Things change. Today, there’s lifestyle — infinitely more aes- magine a customer is allowed minimum we need to make the no employee at a station that is thetic and complex. Really, those Ito slip though employees and drive to a brick-and-mortar an remotely an expert on car mainte- commercials are more fitting for roam through the store alone experience worth the gas. MI nance. Gas station are now conve- us than the gas stop. When a cus- for several minutes. They almost nience stores minimally manned tomer enters, we have a deeply have one foot out the door. You Ted Eschliman is a 30-year veteran of music retail and co-owner of Dietze Music by dispassionate minimum wage genuine opportunity to enhance stop her and ask, “Did you find in Southeast Nebraska. Mel Bay published clerks. Though we understand lives through music. Though to- what you were looking for?” Her his book, Getting Into Jazz Mandolin. SEPTEMBER 2014 I MUSIC INC. I 25 THE LESSON ROOM I BY PETE GAMBER Avoiding the Dead Zone e all have them. Those times when we can’t both locations on different days. seem to get any students in the door — 8 p.m. What’s the difference? The staff Tuesday night, 11 a.m. Monday morning, Sat- at “Store B” presents lessons on urday afternoons. Lesson rooms sit empty that Saturdays first, not as a leftover could be providing revenue for both your store choice. The end result: more Sat- andW your teachers. And what’s worse is you are probably turning urday lessons, and more prime- possible lessons away that can only do certain times. Here’s a time availability during the week. few ways to remedy this situation: 4.) DEVELOP PROGRAMS FOR SENIORS 1.) DEVELOP A LESSON SCHEDULE PLAN Promote this special time spot Develop a plan for what the best times are for for seniors when the store is less certain lesson demographics. For example, most 6 crazy. Have teachers who have year olds don’t do well at 8 p.m. and most teens great results with this age group can’t do lessons at noon during the week. Make a come in during these times. You plan that uses that approach. will find that retired students can Here’s an example: Weekdays from 7—9 p.m. come in earlier than everyone for older teens and adults; 5—7 p.m. for pre-teens; else. These seniors will see oth- 2—5 p.m. for elementary school students; 12 —2 er students their age. They will p.m. for adults, seniors and homeschooled students. pass the word around with their Saturdays work for all ages. Train your staff to use friends, creating even more les- this plan to route students into these times. sons at your store. Note that this 2.) STOP ASKING: “WHAT TIME time also works well for moms WORKS BEST FOR YOU?” who want to take lessons. Why? Because everyone wants your prime times, and if you’re successful those times already 5.) SPIFF THE DEAD SPOTS Eliminating dead aren’t available. Here’s your new approach That’s right. What if you offer times in your to lesson times: “I have a fantastic teacher at a “spiff” for every “dead” spot 8 p.m.!” or “We’ve got some really awesome booked? As little as $5 can buy lesson program teachers on Saturdays!” a coffee at Starbucks. It sends the is as easy as taking Many times your dead times are dead be- message to your staff that you cause you or your staff haven’t made them want these times booked with les- a second look at sound “alive” and awesome. They are made sons. If you charge a registration to sound like leftovers. fee for your students, try a “No your schedule Registration Fee” policy for these 3.) THE “BOOK SATURDAY FIRST” CAMPAIGN those who choose these times. MI When is the last time you and your staff offered your lessons Pete Gamber is a 35-year veteran of music on Saturdays? I teach at two retail locations. At “Store A” lessons retailing and music lessons. He specializes in on Saturdays are anemic and at “Store B,” lessons on Saturdays music lesson programs and music retail consult- ing. He can be reached at petegambermusic@ are booming. It’s not the teachers, because the teachers teach at gmail.com. 26 I MUSIC INC. I SEPTEMBER 2014 THE CUSTOMER WHISPERER I BY GREG BILLINGS Mono-Tasking 101 HARNESSING PERSONAL HABITS e had a wonderful rep back in the 1980s. His name was Herb Holt. He covered the upper Mid- s employers we must ask: Do west for Currier Pianos and Ovation Guitars. Awe really want our employ- Like so many memorable people who cross our ees staring at their phone, their path, Herb left us a lasting lesson. “People can tablet or their laptop during onlyW pay attention to one thing at a time,” he would say. I don’t meetings? As merchants we even remember the the first time he said it. We were probably should ask: Do we really want in a bar having a deep, metaphysical discussion on that clerk juggling two phone sales psychology. I lost track of Herb after he retired calls and scanning an email and I moved to Florida, but I never forgot that little while tuning a customer’s gui- gem of wisdom he gave us. One thing at a time. tar? As customers we will ask: Today, unfortunately, we pay attention to a lot Am I entitled to that salesper- of things at once. We call it multi-tasking. For exam- son’s complete and undivided ple, we might drink coffee, text and eat a sweet roll attention? on our morning drive while listening to the radio And isn’t that what each and looking at a GPS screen. In Washington for customer really wants and the NAMM Fly-In, we saw not one, but two D.C. deserves — our full attention. policemen staring at their phones while walking There is certainly no virtue to their beat and monitoring the little radio receiver multi-tasking if I am the one on their epaulets. During this year’s recital season, being multied-tasked. Whatever parents seemed content to let one child play games chance we have of establishing on their iPad while their older sister or brother a meaningful engagement with performed. Recently, in a theater to see Jersey Boys, a customer can be instantly de- we noticed several faces reflecting the glow of little stroyed by just one glance at our screens. Some people consider their ability phone. Becoming a mono-tasker ‘Only when we break to multi-task a virtue. But, is it? starts with our own personal In 1956, psychologist George A. Miller of the cycle of letting habits. Can you ignore a cell Princeton University, in what has become phone that rings when you’re ourselves be constantly one of psychology’s most cited papers, ar- driving? Or, that beep telling gued that the number of objects an average distracted we will be you an email just arrived? Can human can hold in working memory is 7(+/- you watch an entire TV show able to focus intently 2). Whether Miller’s Law predicts an exact without a tablet in your lap? on our clients.’ number has been debated endlessly, but the How about a movie? When point is, there are limits to how much infor- was the last time you had an mation we can process, and the threshold is pretty low. Another uninterrupted conversation that psychologist, Sarah Ransdell, found that just listening to music lasted 20 minutes? We are not could reduce students ability to write by as much as 60 words slaves to our electronic devices. per hour. Simply stated, as we increase the quantity of things Let’s train ourselves to ignore we are doing, we reduce the quality of how well we do them. them until a time of our own 28 I MUSIC INC. I SEPTEMBER 2014 choosing. Only when we break the cycle of letting ourselves be constantly distracted we will be The first President Bush able to focus intently on our clients. may have lost his chance for Here are a few simple steps you can take to let your customers know that your entire attention re-election when he glanced at is devoted to them: his watch during a 1992 debate after a voter asked a question related to how the deep recession • Silence your phone and put it in a drawer before you greet a customer. Every time! had hurt his family. Bill Clin- ton took a different approach. • Establish a never-interrupt-a-salesperson-who-is-with-a-customer rule. (My dad had this rule in “Tell me how it’s affected you his store when I was a kid. How we lost it is a mystery.) again,” he said as he walked up • Eliminate distractions in your store and train yourself to ignore the distractions you can’t cure. If and looked straight into her eyes. you don’t get distracted, your customers won’t get distracted. Our clients deserve that • If there is background music, turn it off. same empathy from us. Let’s disconnect from the countless • If there are TV screens with product demos running, get rid of them. They really don’t work and distractions around us and let your store is not a saloon. our client know — for at least • Don’t let customers’ kids run wild. Their parents will thank you. this moment — they are the • Demand your customers full attention just as you are giving them yours. If their phone rings, and most important person in the they are rude enough to answer it, or even if they are just texting, excuse yourself. Let them know world. MI where you will be when they are ready to resume. Greg Billings whispers to customers at the Steinway Piano Gallery in Naples, Florida. He welcomes questions and comments at greg@ steinwaynaples.com. SEPTEMBER 2014 I MUSIC INC. I 29 AUGUST 2014 I MUSIC INC. I 31 32 I MUSIC INC. I AUGUST 2014 Nick Rail THE BAND MASTER MASTERTHE BAND A tough SoCal B&O market has nothing on Nick Rail Music. The indie chain has managed to scoop up a large school base by expanding its footprint all across the southern half of the state using strategic acquistions and lots of planning. By Katie Kailus Photography by Sabrina Hill even hundred miles is with a child’s interest in or time to new markets across the state. The first what separates Nick Rail play music,” he said. Nick Rail Music opened in 1986 in from all six locations of However, that hasn’t stopped the Santa Barbara but moved locations his Southern California chain retailer from nabbing business in 1994 and was remodeled and ex- B&O dealership Nick Rail from nearly 1,000 different schools panded in 1999. And that was just SMusic. For some owners, this might be across the southern half of the state. the start. the perfect excuse to not visit a shop “During the school year, we’re Over roughly the next 15 years, in San Diego when you are based at probably visiting 150–200 schools Rail would open five more shops, close the Santa Barabara location — nearly a week between all the stores,” Rail a few, move a few and remodel a few 215 miles north. But Rail has no time said. (see sidebar on page 34) — all to for excuses. keep his look fresh while finding new, “I make a strong point of spending Expansion Plan stronger markets along the way. Two at least one full day in every store So, how has Rail mantained its of Rail’s stores were acquistions, the each month,” he said. “And once a stronghold? Through constant inno- now defunct Kearney Mesa store and month I do this quick little 700-mile vation. He and his team change all the the San Bernardino location — which triangle [trip] that comes down to San showrooms around regulary so they has since moved to nearby Redlands. Diego, a day in Redlands, a day up don’t become a “static environment” Aside from market assessment, Rail in Bakersfield, and then back home for visitors. said when acquiring a business it to Santa Barbara.” “When the customer comes in is important to assess the acquired It’s this sort of dedication and and everything looks the same all store’s employees. hands-on business model that has the time, they just get tunnel vision “We interview the staff to get a kept Nick Rail Music going strong to the one little part they need to sense of how their store culture com- for the past 28 years in the noto- go to and — we don’t want to in- pares to ours and who will transition riously tough Southern California convenience them persay — but we well to our style of doing business,” B&O market. want to give them the opportunity Rail said. “As a school music dealer, “Our famous sunny weather means to discover something new.” we are particularly interested in rent- there are many more outdoor activi- A drive to innovate is also what als, so this area gets a lot of scrutiny.” ties year round, which may compete helped Rail launch his business into Acquistions aside, Rail said adding SEPTEMBER 2014 I MUSIC INC. I 33 THE BAND MASTER a location to your retail operation can are also included in his stores to make be viewed as “a pleasure, an opportunity for easy showroom changes. “They’re and an exercise in patience.” good looking, quiet and the fact that “As we’ve added locations over the they’re portable allows us to change years, it’s been a considered move each floor plans if and when we choose with time as we weigh the many factors at relative ease.” play which can lead to further success Overall, when making changes to or something less if not planned,” he any business plan, Rail advocates look- said. ing into all aspects of the company. Some of the factors Rail takes into “The better we do our homework, consideration include potential retail, the less we see the future through rentals, lessons and repairs. rose-colored glasses,” Rail said. “We review who has been, is and Part of the future for Nick Rail Mu- may be doing business in the area, sic includes expanding the store’s online the cost of the move, the lease, the presence and lesson program. (Rail’s availability of capable staff and the repair business is going strong with overall health of local school music the chain performing about 15,000 programs,” he said. repairs annually). Rail said it is also important to judge All six locations of Nick Rail Music the impact a new location will have offer lessons in all instrument catego- on the existing infrastructure of your ries including voice, drums and guitar business as well as the stores’ vendor (which Rail stocks only a few lines of). and banking relationships. Each location sees about 75 students a Rail has kept his showrooms fresh week and each store has roughly five by doing remodels at the Agoura Hills, lesson rooms. Director of sales Gary Francisco, Rail, and general Santa Barbara and San Diego locations. “Lesson programs still represent a manager and vice president Winston Dutton. He said he has learned with every re- growth opportunity for us,” Rail said. model and has greatly benefitted from “It’s an area that we’re concentrating using Yamaha’s Dealer Developemnt on more now. The concentration the Services. past 15 years has been adding, refin- “We’ve create[d] an environment ing stores, gaining territory, that sort where the customer has more freedom of thing. Now we’re going to get our to self shop,” Rail said. studio numbers up. We do well enough VocalBooth mobile lesson studios with them, but we have room to grow.” CHANGE IS GOOD Over the past 15 years, Nick Rail has kept busy acquiring, opening, closing, moving and remodeling his six locations. He said adding or acquiring a new company can be viewed as an opportunity but is also a big responsibility. “[Adding a location] can be a pleasure for doing past business well, an opportunity to grow and strengthen the company, [but also] a responsibility to not overstep your ability to expand and an exercise in patience as you work on bringing the new acquisition up to profitability,” Rail said. Here is a timeline of Nick Rail Music’s major milestones. 1999 2002 2003 2005 2006 2009 2011 2013 2014 Oaks store Springs store Remodel/expand Remodel/expand Remodel/expand Remodel/expand store to Valencia to store store to Redlands to store Agoura Hills store Hills Agoura Open Santa Clarita Open Santa Move Santa Clarita Santa Move Buy San Bernardino Buy San Bernardino Close Kearney Mesa Mesa Kearney Close (formerly Musicraft) (formerly Kearney Mesa stores Mesa stores Kearney store; Remodel Sabre Sabre Remodel store; Move San Bernardino Move store (formerly Music Music (formerly store Mike’s rental satellite); rental Mike’s Buy Sabre Springs and Buy Sabre Santa Barbara location Barbara Santa Open Bakersfield store Open Bakersfield Move Bakersfield store Bakersfield Move Boulevard in Thousand in Thousand Boulevard Buy and close Musicians’ Musicians’ Buy and close THE BAND MASTER Good People = Good Returns Due to the distance between stores, Rail feel for what best fits their individual needs. Despite more big boxes entering the area, relies heavily on his staff (which is up to “We have to connect with the customer Nick Rail Music has managed to maintain its about 50 employees across all locations). no matter the age or knowledge,” Francisco stronghold on the SoCal B&O market. Rail One main aspect he looks at when hiring said. “There is little difference from helping said one factor that makes his stores stand is his future employees’ backgrounds. an adult or child find the right product.” out amongst the competition is its employees. “I think a lot of it has to do with the With strong customer service intact, Rail “Our people are loyal, dedicated, and fact that we hire people who are familiar looks ahead to the future, stating he doesn’t believe in our motto of ‘responsible partners with school band, so they understand the plan to add new stores any time soon, but in music education,’” Rail said. “[Our em- passion of what we do,” Rail said. “People instead work on the existing locations. ployees’] longevity builds consistency, both that have not grown up in school band don’t “We’ve been very active the past fifteen within the company and for our customers.” tend to understand it as well. They can years,” he said. “It’s time to pause, catch our While visiting each store every month, have an academic appreciation, but they breath, and give our infrastructure the chance Rail works directly with the managers, in- don’t appreciate it as a past participant. In to catch up with our external growth.” MI troducing promotions and doing training, the hiring process, I’m not only looking for but, he said most of all, he aims to preserve the usual things — motivation, intelligence, and promote the company culture of service. good presence — I’m also looking for a great “The value of your company is the value sense of humor. If we don’t have humor, I of the people working at your company,” wouldn’t ever make it out of bed. If I can’t Rail said. “I feel very fortunate to have the laugh, it’s not a good day.” people working for me that are working for Gary Francisco, director of sales for Nick me. I appreciate their backgrounds, what Rail Music, agrees that personlizing the they bring to the job, their loyalty, their experience for the customer is important, dedication.” including asking the right questions to get a SEPTEMBER 2014 I MUSIC INC. I 35 THE BAND MASTER WALK Nick Rail Music moved its Santa Clarita, California location to its current space in Valencia in 2013. The 2,200-square-foot space includes three lesson studios and a brass room. Here is THROUGH a snapshot of the showroom: FRONT DESK With the checkstand located at the front VM[OLZ[VYLZ[HMMJHUNYLL[J\Z[VTLYZHZ [OL`^HSRPU > > MAIN SHOWROOM 9HPSZHPKOLHUKOPZ[LHTSPRL [VTV]L[OLZOV^YVVTHYV\UK VJJHZPVUHSS`¸;OL[OV\NO[PZUL_[ [PTL`V\JVTLOLYLP[ZOV\SKU»[ IL^OLYLP[PZUV^¹OLZHPK¸>L KVU»[TV]LL]LY`[OPUNHSS[OL [PTLI\[VUHYV[H[PUNIHZPZ>L ^HU[KLWHY[TLU[Z[VTV]LVYIL YLKLZPNULKZV[OLZ[VYLKVLZU»[ ILJVTLHZ[H[PJLU]PYVUTLU[¹ > BRASS SHOWROOM 5PJR9HPS4\ZPJ»ZIYHZZZOV^YVVT GUITAR > NP]LZ[OLJ\Z[VTLYHZLWHYH[L SELECTION area to try out the selection away 9HPSMVJ\ZLZ[OL MYVT[OLI\aaVM[OLYLZ[VM[OL THQVYP[`VMOPZ Z[VYL I\ZPULZZVU) 6 I\[Z[VJRZHML^ N\P[HYTVKLSZ PUJS\KPUN@HTHOH HUK0IHULa 36 I MUSIC INC. I SEPTEMBER 2014 > CYMBAL SELECTION The stores offer a ML^J`TIHSSPULZ and do a large HTV\U[VMTHYJO- PUNKY\TYLU[HSZ PRINT WALL ¸>L»]LOHKWPHUVZ[VYLZNVV\[VMI\ZP- ULZZPU[OLULPNOIVYOVVKZVMZL]LYHSVMV\Y Z[VYLZ¹9HPSZHPK¸;OLZ[\KLU[ZOH]LU»[ NVULH^H`[OL[LHJOLYZOH]LU»[NVULH^H` HUK^OPSL^LKVU»[OHUKSLWPHUVZWHZ[LSLJ- [YVUPJZ[\MM^L»]LOHKX\P[LHIVVZ[PUV\Y WYPU[T\ZPJZHSLZILJH\ZLVMZ[VYLJSVZPUNZ¹ > > LESSON STUDIOS ¸>L»YLIPNMHUZVM=VJHS)VV[OSLZZVUZ[\KPVZ¹ 9HPSZHPK¸;OL`»YLNVVKSVVRPUNX\PL[HUK[OL MHJ[[OH[[OL`»YLWVY[HISLHSSV^Z\Z[VJOHUNLÅVVY WSHUZPMHUK^OLU^LJOVVZL^P[OYLSH[P]LLHZL¹ FROM THE TOP INTERVIEWED BY MICHAEL GALLANT LARRY FISHMAN I FISHMAN HOW DO YOU START YOUR DAY? thing with me. If you’re off track or having problems, by all First off, a lot of coffee and some quiet time. I spend a means, come ask for help. But otherwise, take the dive and couple hours reflecting on what’s been going on at work, learn how to swim. preparing myself for the day, and taking care of correspon- dences. If I have a patent application that I’m writing, I’ll HOW OFTEN DO YOU ENCOURAGE PEOPLE TO take advantage of that time to work on it. Once I get to the TAKE RISKS LIKE THAT? office, I’m very accessible — it’s an open-door company. It happens all the time. We’re product development nuts here. We do a strategic product plan for the year and, at YOU’VE BEEN RUNNING FISHMAN FOR OVER all times, there are about 26 products at various stages of THREE DECADES. HOW HAS YOUR INVOLVEMENT development. It’s a rotating plan where, as products move SHIFTED? out the door, others are being developed at the other end of The company started in my house, so early on, I was the line. Obviously, we can’t put out 26 products every year, always at work. I would be up all night and get up at the so there’s a lot of triaging involved. With so much going on, crack of dawn. I love what I do and couldn’t get enough I look for our product development managers and engineers of it. But about 10 years ago, with the company growing, to work on minimal guidance. product managers in place, and my COO and manufac- turing running well, I decided that, as owner and founder, WHAT SORT OF GUIDANCE DO YOU PROVIDE I needed to get out of the central, every-bit-of-information- WHEN IT COMES TO PRODUCT DEVELOPMENT? passes-through-my-fingers mode that the company grew up We’ll do a very organized product vision statement and on. I found that the best way to do that was to arrive at the a product requirements document. Once we get that on the office about two hours after everyone else did. If I showed table, I’ll say, “Go for it. Let’s see what you can come up up at 8 a.m., I’d inherit everybody’s issues and problems with.” I’m constantly surprised at the creativity and inge- during the day. [Laughs] So now, I show up at 10. nuity that come back to me. You put the tools in people’s hands, give them a budget and say, “Let’s see how cool you WHY THE SHIFT IN MANAGEMENT STYLE? can make this thing.” The results can be great. It’s really funny — when you start a company, and you’re the owner and head designer as well as the guy that sweeps WHAT’S AN EXAMPLE? the floor, the culture of the company grows like a wheel with We just went into a major development of electric guitar you in the center. That was great for the formative years of pickups, a new product line for Fishman that we had stayed the company, but it wasn’t serving us well as we grew larger. out of for 30 years. We are experts in acoustic guitar am- Something had to break the mold, and I decided to do it by plification and didn’t think we had a lot to offer that was changing my schedule. Also, I started traveling and spending new in electric guitar pickups. But about two years ago, a lot of time in Asia, so I just wasn’t in the office as much. we came up with an idea that completely eliminated the wire-wound coil, thanks to a very beautiful piece of hard- HOW DID IT GO? ware. It’s basically a fifty-layer stack of extremely thin circuit It’s been very successful and it set a good precedent for boards with printed coils on them. It was a major develop- people being responsible for their own tasks. I have a very ment that helped us produce very precise and repeatable capable team working with me who take care of business magnet coils without all the variances of wires — but it was on their own schedules now. only the first step. HOW WOULD YOU DESCRIBE YOUR HOW SO? MANAGMENT STYLE? We know a lot about electrical circuits at Fishman, be- I try to make people more entrepreneurial. One way of cause that’s our stock and trade, but the whole magnetic doing that is telling them to take risks. Don’t clear every- field structure surrounding electric guitar pickups like this 38 I MUSIC INC. I SEPTEMBER 2014 THE DETAILS LARRY FISHMAN, FOUNDER & PRESIDENT HQ: Andover, Massachusetts Founded: 1981 Employees: 64 Best selling product: Loudbox Amplifiers Fun Fact: Fishman was a professional jazz bassist for 15 years before starting the company and still finds himself most productive “in the qui- et of the evening,” he says. “Those later hours weren’t possible when things were still forming, but now it works well for me and the company.” FROM THE TOP LARRY FISHMAN I FISHMAN one was sort of a mystery. We realized early on that we of density at anything approaching a price that could go were going to have to conquer that understanding to really into a consumer product. make a revolutionary product. My head of R&D, a very bright MIT PhD named Ching ESPECIALLY GIVEN OFF-SHORE MANUFACTURING, Yu Lin, is one of those guys who grabs any problem by the HOW DO YOU GUARANTEE QUALITY? throat and wrestles it to the ground. He was struggling with We are fanatical testing maniacs. Quality is absolutely the fact that we were making all of these prototype of pickups paramount to Fishman, and quality is really how we got into with different strength magnets, but not really understanding the business. Our first major customer was Martin Guitars the magnetic field that each created. and the reason we secured our business deal with them, which we still have after 33 years as their sole supplier of SO HE DOVE IN. amplification electronics, is dependability. They were start- He took it upon himself to design and develop a three-di- ing to offer acoustic-electric models and on-board pickup mensional magnetic field-mapping device that let us take a systems. Their supplier had huge dependability issues, and vintage pickup like a great PAF Humbucker and, by putting they were getting lots of field returns and upset dealers. I it into this rig that’s connected to a data collection system understood why they were looking for a new supplier, so and run through a mathematical I made the decision that we were going to do 100-percent testing analysis program on a comput- ‘I TRY TO MAKE PEOPLE MORE er, have the results graphically of every piece of electronics that displayed. He basically invent- ENTREPRENEURIAL. ONE WAY OF we manufacturer. And that’s what ed a tool that lets us get a very we’ve done for the past 28 years. striking visual representation of DOING THIS IS TELLING THEM TO the magnetic field interactions of CAN YOU SHARE SOME classic pickups against a string. TAKE RISKS. DON’T CLEAR SPECIFICS? If that’s not taking a deep dive, We spend a lot of money on EVERYTHING WITH ME.’ I don’t know what is. [Laughs.] getting the best testing equipment to make sure that everything per- YOU MENTIONED TRAVEL TO ASIA. forms properly. When we design a product to be manufac- About 10 years ago, we transitioned a lot of our manu- tured in Asia, we custom design in our labs here all of the facturing to China. Originally, we had fully-integrated man- test equipment as well. We finish two sets of test fixtures. ufacturing here in the United States and were very proud of One stays here and the other goes to the manufacturer in our capability. Our transducer work is still done here, since China. We send an engineer along with to get them set up it requires very special skills and equipment. But when we with proper procedures so there’s no question of what we’re started producing large volumes of effects pedals, amplifiers getting. We can reproduce tests here in our laboratory and and such, we realized early on that price pressures in the can assure that the quality of our products. market were going to prevent us from profitably producing in the United States, which was a damn shame. But the hand- CREATING TESTING GEAR SOUNDS PRICEY. writing was on the wall. It’s driven the company to the success that we have today. The general failure rate that’s accepted when you’re talking HOW DID OUTSOURCING EFFECT FISHMAN? about consumer electronic components is three percent. For It was critical in our ongoing success because it let us us, that level is unacceptable. We have a running failure actively expand the brain side of the company — R&D and rate of one-half of one percent of everything that we make. product management — without having to worry about We have a pretty amazing machine shop and the ability to budgeting in a new wave soldering machine this month, or build sophisticated test equipment, so we build machines some other piece of machinery the next. And frankly, the that make testing painless, repeatable and quick. Because Asian manufacturing monster is far better than anybody else of that, we’re able to test one-hundred percent of our prod- on the planet right now. All kinds of consumer devices are ucts and screen out that three-percent failure rate. made in that part of the world. They have structures and supply chains in place. Apple makes iPhones in China for IF NOT MUSIC, WHAT WOULD YOU BE DOING? a reason, and it’s probably not because they just want to. When I was younger, I spent a lot of time racing cars That 50-layer circuit board coil I mentioned — there’s not a and motorcycles. I love music, but I also love going fast and manufacturer in the United States that will produce that level doing things a little dangerously. 40 I MUSIC INC. I SEPTEMBER 2014 AUGUST 2014 I MUSIC INC. I 41 SUMMER NAMM SHOW 2014 Pearl Drums’ Bob Sabellico and Steve Armstrong Vince Gill (center) rocks the Music City Center on Wednesday night. Tracy Leenman and Joe Lamond discuss during the Retail Summit breakfast session on Thursday morning. Zivix’s Patrick Gevas Heating it UP By Katie Kailus & Kathleen Costanza New exhibitors and high numbers of attendees at this year’s Summer NAMM bring WXVSRKXVEJÁGERHSTXMQMWQXSXLIWLS[ÂSSV This year’s Summer NAMM hit the Music City years,” said Greg Zeller, regional manager at Sabian. with force, seeing the highest number of exhibitors “But I walked in during set up and there were notice- since 2006 and the highest attendance in six years. ably more vendors here. The vendor side is probably The larger crowds at this year’s show — held July a leading indicator. The more vendors, eventually 17–19 at the Music City Center in Nashville, Ten- the more dealers.” nessee — kept exhibitors in high spirits all across Overall, Summer NAMM 2014 saw 438 exhibitors the show floor. representing 1,510 brands. Of that, 112 exhibitors “There has been steady traffic coming through our returned to Summer NAMM after a hiatus from the booth the whole show,” said Bedell Guitars’ Erika show, including Pearl Corporation and Orange Ampli- Mohr. “Compared to Nashville shows in the past, I fication. CruzTOOLS also returned to Summer NAMM definitely feel that there has been more interest coming in 2013 after a four year absence and was encouraged in. Last year was probably our most successful Nash- to sign up for this year’s show. ville NAMM Show, but we grew on that this year.” “This year, floor space was noticeably larger and All those additional attendees had a few more booths traffic was strong all three days,” said Dan Parks of to check out at this summer show as the show floor CruzTOOLS. “I saw national account customers for increased in physical size, adding half a hall over last the first time in many years, and it’s a bonus to meet year to span a full two halls. local musicians as well. We’re already booked for the “The Nashville show has struggled a bit over the 2015 Summer NAMM and are looking forward to it.” 42 I MUSIC INC. I SEPTEMBER 2014 Reverend Guitars’ Penny and Ken Haas The Alfred Music crew. Hohner’s Ronnie Shellist and Scott Hile Billy Cuthrell discusses Walden Guitars during ‘Best in Show’ on Saturday morning. Jody Jazz’s Jody Espina and Colin Schofield Cordoba’s Jonathan Thomas, Ryan Cooper and Jon Bingham IMS Technologies’ Jeff Millar-Sax Dixon Drums’ Jim Uding D’Addario’s John Pizz SEPTEMBER 2014 I MUSIC INC. I 43 SUMMER NAMM SHOW 2014 First-time Show-goers Adding to buzz were 103 new-to- nod for its new wireless MIDI guitar tool Summer NAMM companies including jamstik. (For more on “Best in Show” v Hogjim Music Imports which showcased see page 48.) its new Hogjim Pik Tik, a pick hold- “Summer NAMM was an all-around er that lets guitarists transition from huge win in our book,” said Chad Koe- strumming to pickless play. hler, vice president of Zivix. “We met “As a small player in the industry, some very talented people who also loved we were able to connect and organically our product, so it was great to have ex- develop leads with established compa- posure with our core audience — pas- nies and many buyers,” said Kyle Koster, sionate music lovers and so many more president of Hogjim. “The exposure and who see how the jamstik is a gateway opportunities provided from the show to improve learning. have already far outperformed our ex- “We think Summer NAMM not only pectations.” moved the sales needle, but gave us a Zivix had a productive first-show. In chance to make meaningful connections addition to seeing steady booth traffic, with potential partners and get involved the company nabbed a ‘Best in Show’ with charitable endeavors.” MI St. Louis Music’s Chris Meikle Levy’s Leathers’ Harvey Levy, Danica Levy and Glen Booth Fishman’s Bill Norton, Bob Valyou and Rayne Marden Taylor Guitars’ Mike Ausman CruzTOOLS’ Dan Parks Yamaha’s Armando Vega 44 I MUSIC INC. I SEPTEMBER 2014 AUGUST 2014 I MUSIC INC. I 45 SUMMER NAMM SHOW 2014 NAMM SHOW NEWS NAMM | RETAIL SUMMIT Thriving in the ‘Next Phase’ Summer NAMM started off on a high note with the Retail Summit breakfast session which focused around prospering in the ever-changing business climate. “I don’t believe the next phase, this new normal, is going to be about thinking small or hunkering down,” said Joe Lamond, NAMM president and CEO and moderator of the session. “Surviving isn’t the goal anymore. Now, the goal is growth.” Lamond spoke with four retailers who have adapted to change and grown their CANDYMAN STRINGS businesses. Here’s what they had to say: & THINGS NABS DEALER OF THE YEAR Brian Reardon, Monster Music, Levittown, New York “I got 25 spots on a local radio station. Our March sales were up 50 percent, and and Cindy Cook, owners of The Candyman better than any December we ever had. Our guitar sales doubled. Our used RStrings & Things in Santa Fe, New Mexico, sales doubled. The point is people took a bit of pride in thinking, ‘Wow, that’s accepted the Dealer of the Year award on July 18 my store that I shop at on the radio.’ “This June, the station came back to us and said ‘We have a pop station at Summer NAMM’s Top 100 Dealer Awards. in this market.’ Once a week they let us do a Monster Music Minute where They also took home the Music Makes a Differ- the DJ interviewed me, and I got to talk about the lesson program and the importance of music education. Also, once a week they play a version of the ence award. national anthem recorded by a Monster Music student.” “We’re just so very lucky to be in the business we are in,” Rand Cook said. “Every six months we head to a NAMM Show and get lifted up by our peers. There’s just nothing like our industry, and we have a great time doing it.” Paul Decker, Music Villa, Bozeman, Montana “Social [media] is a huge part of business now. It’s another avenue of business besides brick-and-mortar sales, lesson and repairs. We do a couple music videos and [links to] websites that drive traffic to the store, as well as community building on our social media. We get 20 percent of our business from social media. We have two full-time Web guys, and they are basically doing that all day — videos and social media.” Tracy Leenman, Musical Innovations, Greenville, South Carolina “We don’t necessarily visit all of the elementary schools every week, but we work with a lot of the elementary school teachers. Because we are working with them, we are able to go into the schools and do demos, access those kids and get them hooked onto our company before the rental money and the time to buy starts. So, we are kind of Retailers Report involved with them from first grade on and that makes a difference.” for Boot Camp etailers kicked off Summer NAMM a day early Mike and Andrew Nehra, Vintage King Audio, Detroit “We facilitate these great events at our [two] showrooms. We really Rat Retail Bootcamp, NAMM U’s all-day, inter- get to engage with a lot of the people that inspire us and that are active seminar. Nick Failla, founder of Collected continuing to inspire generations. We hold panels and events all the Concepts, broke down how to improve every detail time. The community is embedded. It’s really more of a lifestyle. Yes, we have to support the business and earn a living, but it’s more about of day-to-day customer interactions. being entrenched in this passion and bringing artists in and hanging Alan Friedman and Daniel Jobe of CPA firm out and taking it to new levels.” Friedman, Kannenberg & Co. spoke for the second half of the day about tools for better inventory management and the keys to better cash flow. 46 I MUSIC INC. I SEPTEMBER 2014 SEPTEMBER 2014 I MUSIC INC. I 47 SUMMER NAMM SHOW 2014 2014 SUMMER BEST IN SHOW BEST IN SHOW returned once again to spot- publisher Frank Alkyer moderated a pan- light the most buzzworthy products, services el of six retail-buying experts who scoured and companies on display at Summer NAMM the show floor and revealed their top 2014. On the morning of July 19, Music Inc. choices to a packed breakfast session crowd. THE PANELISTS BILLY CUTHRELL SHANE KINNEY TOM MENRATH GABRIEL O’BRIEN MYRNA SISLEN RYAN WEST PROGRESSIVE MUSIC CENTER DRUM CENTER OF PORTSMOUTH VINTAGE KING LARRY’S MUSIC CENTER MIDDLE C MUSIC WEST MUSIC Raleigh, North Carolina Portsmouth, New Hampshire Detroit Wooster, Ohio Washington, D.C. Coralville, Iowa 48 I MUSIC INC. I SEPTEMBER 2014 AUGUST 2014 I MUSIC INC. I 49 SUMMER NAMM SHOW 2014 BEST IN SHOW BEST IN SHOW BILLY CUTHRELL Ultimate Ears In-Ear Monitors “They’ve got these great UE 900s. They come in real- ly nice packaging and it’s basically set-up for the re- tail store, there’s no audiologist involved. Ultimate Ears OHZÄN\YLKV\[HNH[L^H`OLHKWOVUL[OH[^V\SKSLHK your customer into doing custom in-ear monitors.” SHANE KINNEY Pearl Crystal Beat Drum Series ¸;OLZOLSSPZ]LY`Z[YVUNHSS[OL^H`[OYV\NOHUK[OLYLHYL UV^LHRWVPU[Z0UL]LYYLHSS`SPRLK[OLZV\UKVMHJY`S- PJKY\TZI\[^OLU0^HSRLKI`[OLIVV[O[OL`HJ[\HSS` ZV\UKNYLH[4`ÄYZ[PUZ[PUJ[^HZº;OH[»ZNVUUHZLSS»¹ 4@95(:0:3,5 Samson Expedition XP106w RYAN WEST Rechargeable Portable PA ¸;OPZPZHIH[[LY`WV^LYLK Zivix jamstik P.A. system that you can ¸0[»ZH^PYLSLZZ40+0 GABRIEL O’BRIEN guitar controller. [HRLHU`^OLYL@V\JHU Taylor 814ce The sensors are all ^VYRP[^P[O`V\YWOVUL infrared so it gives you can also plug a guitar Acoustic Guitar “In search of better tone you the opportunity or a mic into the back of they’ve made a thinner [VPU[LYMHJL^P[OHU P[VY`V\JHUNV^PYLSLZZ ÄUPZON\P[HYHUKJVT iOS device directly. We sell a lot of these, pletely redesigned the The great example they’re so affordable.” - bracing from the ground is if a teacher is up. It’s really lively and teaching, the student has a great dynamic. I’m can actually get that really knocked out by visual feedback.” a company that, at the [VWVM[OLPYNHTL^PSS redesign their best-sell- ing product for the sake of making it better.” ;644,59(;/ EarthQuaker Devices Afterneath Guitar Pedal “It’s got six parameters and it breaks [OLWHYHTL[LYZVM^OH[JYLH[LZHYL]LYI effect into the individual delays and other effects that make the reverb happen.” SUMMER NAMM SHOW 2014 BEST IN SHOW ADD-ON OR ACCESSORY ;644,59(;/ Griffin PowerMate Wireless Programmable Controller “They’ve made a little control that you can assign to any function on the computer [OH[`V\^HU[>OL[OLYP[ be volume or scrubbing 4@95(:0:3,5 or changing applications. Tuners by IMS They came out this year Technologies ^P[OH^PYLSLZZ]LYZPVU0[»Z “These are for kids. a beautiful design. It’s the They have animal only one that’s Bluetooth, shapes, and they’re and you can put it to any so cute. One button M\UJ[PVU`V\^HU[VU`V\Y turns it on and it JVTW\[LY·^P[O\W[VZP_ ^PSSKVJOYVTH[PJ functions. You can turn, guitar, bass, ukulele, JSPJRP[VYOVSKP[KV^U¹ and the price point is fabulous.” SHANE KINNEY Tune-Bot by Overtone Labs BILLY CUTHRELL “You put it over the tension rod and Porter & Davies BC Gigster it measures your note across the “What happens a lot is drum and then you can store your ^OLU`V\WSH``V\RPUKVM ZL[[PUNZ:VPM`V\ÄUK[OLZL[[PUNZ lose the bass drum. This you like, you can store it and use it actually uses your bones for different sets. It has a great little to conduct the real sound price point and nice display on the ^HSSHUKP[»ZLHZ`[VZOPW[VV¹ through your body. Even H[SV^]VS\TLP[»Z[OLYL0[ doesn’t disappear, there’s no lag time. The guys at the booth, they told me it’s like in-ears for your butt.” RYAN WEST Dixon Cajon Pedal Plus “The pedal itself has phe- nomenal construction, the cable is fantastic, but GABRIEL O’BRIEN ^OH[P[JHUKVILZPKLZ Henry Heller Guitar just attaching to the ¸;OL`OH]LNYLH[WYPJLWVPU[ZNYLH[WYVÄ[ZHUK cajon is you can easily [OL`»YLZ[PSSO\UNY`HUK^HU[[VKVI\ZPULZZ^P[OStraps distributed by OMG convert it to a secondary more stores. It’s such a no-brainer add-on for stand or cymbal stand.” guitar sales and they’re really easy to move.” 52 I MUSIC INC. I SEPTEMBER 2014 BEST IN SHOW SUMMER NAMM SHOW 2014 GOTTA STOCK IT SHANE KINNEY BILLY CUTHRELL Dixon Bright Key Age-Specific Print Music ¸0[OHZ[OLRL`I\[^OH[»ZYLHSS`UV[PJLHISLHIV\[[OPZPZP[ Modern Drummer’s has the light on it. It also has a handy little bottle opener. If “Rich Redmond’s `V\W\[[OPZVU`V\YJV\U[LY^P[O[OLIYPNO[SPNO[HUKIV[[SL FUNdamentals” opener and tell a drummer that, I think he’s going to buy it.” /HS3LVUHYK»Z¸.\P tar For Kids” ¸>OH[OHWWLUZPZ^L- get all these students ^OVIYPUNPUH[OL^YVUN IVVR0[»ZH^H[LYLKKV^U version for adults. What ^LKVPZW\[[OLTPUHU actual book that’s really ZWLJPÄJMVY[OLRPK@V\ can’t just take a one- ZPaLÄ[ZHSSHWWYVHJO¹ ;644,59(;/ Blackbird Pedalboards ¸;OLZLN\`ZOH]LJVTL\W^P[O[OYLLZPaLZVMWLKHSIVHYKZ [OH[JVTL^P[OHU(;(ÅPNO[JHZLH[HU\UILSPL]HIS`ZOVJR- PUNWYPJLWVPU[;OL`OH]LHSP[[SL[PU`VUL[OH[^PSSZ[PSSÄ[H WV^LYZ\WWS`\UKLYULH[OHTLKP\TVULHUKHSHYNLVUL¹ GABRIEL O’BRIEN Earthquaker Devices “EarthQuaker devices are hand-built guitar effects pedals, and they’re built Akron, Ohio. They’re really hot, and I love companies that put their money ^OLYL[OLPYTV\[OPZ;OL`»]LILLU doing a lot of advertising in guitar magazines and they’ve been getting a SV[VMYL]PL^ZHUK^YP[L\WZ·HSV[VM famous guitar players are using them.” 4@95(:0:3,5 Alfred “Teach Your Child To Play” Series RYAN WEST “On one side of the page is the script D’Addario NYXL Guitar Strings “They’ve done a phenomenal job of the parent can use. On the other side is KL]LSVWPUN[OPZWYVK\J[HZ^LSSHZ ^OH[[OLJOPSK^PSSHJ[\HSS`KV[VWSH`[OL putting together a super compelling piano. In addition, you can use it for those marketing campaign, so customers WHYLU[Z^OVRUV^UV[OPUNHIV\[[OLWPHUV are going to be coming into the store or guitar, because they have one for guitar asking for this. This is one of the HZ^LSS0[JHULK\JH[L[OLT;OLZLIVVRZ strongest strings out on the market.” ^PSSYLHSS`HUZ^LYHI\YUPUNX\LZ[PVU¹ SEPTEMBER 2014 I MUSIC INC. I 53 SUMMER NAMM SHOW 2014 BEST IN SHOW COMPANIES TO WATCH BILLY CUTHRELL Walden Guitars “We took a chance on them and brought them into the shop. We gave the gui- tars to our teachers to start using in lessons and they just loved them. You get a YLHSS`UPJLNPNIHNL]LY`[OPUN»ZPUJS\KLKHUK[OL`»YL^LSSI\PS[H[H[LYYPÄJWYPJL point. The biggest thing about Walden is they’ve got amazing customer service.” RYAN WEST Hal Leonard “They do a phenomenal job in print. But they also have additional agreements they’re doing in regards to distribution like the addition of QSC and Hamilton :[HUKZ;OL`»YLHS^H`Z[OLYL[VWPJR\W[OLWOVULHUK[OL`YLHSS`HYLHJVT- WHU`[OH[JVU[PU\LZ[VNYV^L]VS]LHUKZL[[OLWHJLMVY[OLPUK\Z[Y`¹ SHANE KINNEY Ayotte Drums ¸(`V[[L^HZH]LY`WYVTPULU[IYHUKPU[OL »Z0[OHK\WZHUKKV^UZ over the years, but it seems very invigorated. The product looks real- ly great and they seem to be really aggressive in terms of getting into the higher-end retailers. Ray Ayotte is back as the founder and I’m really look- PUNMVY^HYK[VZLLPUN^OH[[OL`»YLNVPUN[VILKVPUNPU[OLM\[\YL¹ BEST IN SHOW SUMMER NAMM SHOW 2014 COMPANIES TO WATCH GABRIEL O’BRIEN Reverend Guitars ¸;OLYL»ZUV[OPUNTVYLIVYPUN[OHUHT\ZPJZ[VYLÄSSLK^P[O[OLZHTLMV\YN\P- tar shapes. Reverend has such a strong presence. They really stand out on [OL^HSS[OL`OH]LNYLH[KLZPNUZ[OL`»YLPUJYLKPIS`^LSSTHKLHUK^OLU»Z the last time you picked up a phone and got the CEO on the line?” 4@95(:0:3,5 Giannini USA ¸;OL`HYLW\[[PUNV\[ZVTLYLHSS`^VUKLYM\SHUK^LSSWYPJLKPUZ[Y\TLU[Z·MVY instance, the Craviola. Also, for the entry-level acoustic customer, there are these electric acoustics. To be able to put something in their hands that’s affordable for TLHUK[OH[»ZNVPUN[V^VYR^LSS^P[O[OLTH[[OPZWYPJLWVPU[PZHTHaPUN¹ ;644,59(;/ Supro USA “Supro USA is reissuing the legendary Supro amp. They sound amaz- PUN[OL`SVVRJVTWSL[LS`VYPNPUHSHUKH\[OLU[PJ4\JOTVYLPTWVY[HU[- ly, the signature sound Supro is famous for, that vintage collectors have ILLUSVVRPUNMVYPZUV^H]HPSHISLH[H]LY`YLHZVUHISLWYPJLWVPU[¹ SEPTEMBER 2014 I MUSIC INC. I 55 FOCUS: CUTTING-EDGE AMPS RISE OF THE SMART AMP How these babies of the iRevolution translate on the VKRZURRPÁRRU Page 58 AMPING IT UP The hottest amps on the market including new releases from Orange and Fargen Page 62 Line 6’s AMPLIFi &+"ǃǝ0 ƛ RISE OF THE TC Electronic’s BG250-115 Yamaha’s THR10X 58 I MUSIC INC. I SEPTEMBER 2014 Roland’s CUBE 10-GX VHT’s i-16 with IK Multimedia’s AmpliTube app SMART AMPBy Kathleen Costanza A handful of manufactures have started connecting amps with mobile devices that give players more options than ever before. But how do the &++,3 1&,+01/ +0) 1",+1%"0%,4/,,*Ɯ,,/ǘ If you’ve walked the floor of a recent NAMM show, it’s of tones to slow down backing tracks. They’re functions hard to miss the increasing influence of iOS and Android consumers might be used to seeing elsewhere, but suppliers devices in the development of cutting-edge products. Now, and retailers say selling those innovations in the old-school suppliers are increasingly adding that connectivity to a cat- amp market takes a shift in thinking and a willingness to egory as important as the instruments themselves: amps. embrace new technology. Manufacturers have introduced a wave of amps that con- nect with mobile iOS and Android devices along with apps 5(ʘ7+,1.,1*7+($03 that let players do everything from download thousands Marcus Ryle, co-founder and chief strategy officer of Line SEPTEMBER 2014 I MUSIC INC. I 59 6, said the inspiration for AMPLIFi, which debuted at last But an even bigger selling point is the amp’s new CUBE January’s Winter NAMM, was multi-faceted. But part of KIT app which lets users upload new amp types into it. it was driven by seeing fewer and fewer players willing Paul Youngblood, VP of Roland U.S., said that devel- to hassle with a complicated setup just to jam along to opment of that capability was driven by the explosion of music. They wanted to create an amp that’s as intuitive as electric-acoustic guitars, which now make up about 50 the mobile devices that have become so pervasive in our percent of the market, according to Youngblood. everyday lives. “We thought wouldn’t it be great if you had an amplifi- “When we invented digital modeling amps in 1996, it er that is sold as an electric guitar amp initially but then, led to a wave of record-breaking guitar amp sales because knowing there are so many acoustics being sold, a user they did things that were previously impossible. We saw the could say, ‘I’d like to replace one of those amp models in market really explode, and now that has started to wane there,” Youngblood said. since so many guitar amps have similar capabilities,” Ryle TC Electronic’s BG250 series for basses also uses tech- said. “We wanted to reinvent the category and give people nology to give players more flexibility than was possible a reason to go into a music store and check out something before. Their TonePrint technology and app lets players that’s inspiring and new.” instantly “beam” tones to amps. The result? AMPLIFi, an “In the past you could have one or two effects built into iOS-controlled, Bluetooth stream- an amp if you were lucky,” said Morten Ehlers, product ing, full-range guitar amp with five manager at TC Electronic. “With the two Toneprint knobs speakers. The AMPLIFi Remote you’re able to design your own amp with the effects you app lets players connect to the want, from the seven categories we provide, whether you cloud and share their tones with beam them from your phone or get them from our website.” guitarists around the world. Plus, the “tone matching” technology SELLING THE SMART AMP automatically matches tones with As iOS and Android connectivity in amps continues Easy Music’s Will Evrard any track in player’s music library. to spin out in all directions, retailers have to wonder how Line 6 made the AMPLIFi Re- these innovations will translate to the retail floor. mote app an integral part of its “So far, the feedback has been very good. But at the same amp. But at the Summer NAMM time, retailers are asking that same question, ‘How am I Show, VHT went a different di- gonna pitch this in my store?” Thompson said at Summer rection with the debut of its brand NAMM. “I think it’s a really important question. But what new i-16, the first combo and head we’re finding is a lot of people who own the store or who from the iSeries. are a buyer are seeing kids with these apps. Now they just “The whole point here is to need to couple them up.” take your favorite app and bring For Will Evrard, store manager at Easy Music’s Kapolei, it into a live setting,” said Scott Hawaii location, coupling the two has been part of successful Heid Music’s Gregg Lewison Thompson, vice president of sales sales of Yamaha’s THR series. for The Music Link. “There’s not many ways to do that in “It’s not surprising to younger people,” Evrard said. an amp, and we’ve made it really simple.” “Maybe they’ve started playing guitar within the last few The iSeries combines real tube tone with connectivity years and they’ve almost come to expect some sort of con- to any app. Meaning, a player could switch between dozens nectivity to iPhones or computers.” of apps, including Apple’s GarageBand, IK Multimedia’s Pew Research Center puts the number of American AmpliTube or Positive Grid’s JamUp. smartphone users ages 25 to 34 at a whopping 81 percent. Both AMPLIFi and the i-16 don’t fall in line easily with So while millennials might carry that expectation, what other amps on the floor. Neither does Yamaha’s THR se- about generations of guitar players who might not have the ries, aptly tagged “your third amp.” The line was kicked same love affair with apps and mobile devices? off in 2012 and four more lightweight, battery operated “I don’t worry about people not buying something for models have been released since. Armando Vega, marketing the technology,” Evrard said. “I show them another reason manager at Yamaha’s guitar division, said it was designed they would like it.” “as an audio player first and then designed to play guitar.” Gregg Lewison, combo sales specialist at Heid Music’s The THR Sessions app slows the tempo of songs up to 50 Appleton, Wisconsin, location, said the company was pro- percent without messing with the pitch. pelled to recently purchase iPads to let customers dive into The THR’s portability is a major selling point, reflecting amps and other iOS-connected products. the upsurge in lunchbox amps across the board. Portability “I think companies have shown there’s definitely more was also key in Roland’s newest release: the CUBE-10GX. interest in having more control over tone,” Lewison said. 60 I MUSIC INC. I SEPTEMBER 2014 “There’s always going to be people who just want a straight SALES TIPS FROM THE PROS tube amp and want a more classic sound, but there’s definitely a growing segment of guitar players who want to connect to a - Make it real computer or have that transition from amp to app.” “I’ll ask them if they have an iPhone and if they do I’ll grab the correct cable and let them hear their own music,” said NEW BUSINESS MAGNET Will Evrard from Easy Music. “It makes it more real for them. Instead of taking away from other amp sales, Ryle suggested I think that’s always the way to go.” that AMPLIFi creates new business all together by introducing - Switch it up technology to consumers who might not even know they want a Terry Buddingh, Senior Manager/Designer Electronics at The Music Link, suggested turning people’s price-checking new guitar amp. Plus, products with Bluetooth streaming could habits into a sales tool. “When people pull out their phone give music retailers the chance to take a bite out of the rapidly to check prices on Amazon and Ebay, this is where the store growing Bluetooth speaker market, which the Consumer Elec- owner can say, ‘Hey, you’ve got an iPhone? Why don’t you tronics Association expects to grow 12 percent over last year with plug it in here and play some of your apps?’” estimated total revenues at $430 million for 2014. - Hit the phone “Smart mobile devices have become such a pervasive part of “I call customers I know really well and say, ‘Hey I have this great new amp. I want to get your opinion on it,’” said our lifestyle that I think they’re just going to continue to grow Evrard. “I’m genuine when I ask that but what ends up hap- in how they influence almost every area of our lives, whether pening more often than not is I get them directly involved it’s healthcare or home automation or music making,” Ryle said. right away and they end up being the buyer.” No matter which direction amp connectivity goes, though, - Set it apart retailers and suppliers agree sound and tone remain paramount “As an amp, it does a great job. But if it’s just retailed as an for any amp sale, big or small. amp it’s in a very crowded category,” said Yamaha’s Armando “They have to sound good or nothing else matters,” Young- Vega.“The best way is to connect it to a laptop. People can see not only how well it records but how well it plays back blood said. “It’s got to sound great. And then when you lay the from your library and its deep level of control.” technology on there? Wow, is that a spectacular experience.” MI FOCUS: AMPS ROLAND I BLUES CUBE Get the Blues oland’s new Blues Cube RArtist and Blues Cube Stage are two 1-by-12 combo ampli- fiers with a genuine tube tone and feel. The Blues Cube Artist features 80 watts of power, while the Blues Cube Stage is equipped with 60 watts. De- signed for performing pro guitar- ists, both amps have open-back cabinets built from poplar ply- wood, which provides an acous- tically vibrant tone for enhanced presence on stage. Each amp is outfitted with a custom 12-inch speaker that’s specially designed for maximum tonal response with Tube Logic. {rolandus.com} TRAYNOR I SMALL BLOCK SERIES Perfectly in Tune raynor’s new Small Block series under even the most extreme playing Tbass amplifier line features a low schedule. The Small Block SB200H Ultra frequency expander letting the player Compact bass head is less than 7.5 perfectly tune the bottom end response inches wide and weighs under 1.5 lbs, of any Small Block series head or while the Traynor Small Block SB200H combo to suit their playing style. Solid is built using an all-metal chassis with plywood cabinet construction on the front mounted handles to protect the Small Block combos ensure reliability knobs and jacks. {traynoramps.com} 62 I MUSIC INC. I SEPTEMBER 2014 FOCUS: AMPS FARGEN I TOWNHOUSE 20 COMBO Two-in-one Amp argen’s new Townhouse 20 combo amplifi- Fers are hand-built in the United States. The Townhouse 20 features a new 2 x 6V6 20-watt power amp in a compact 1- by 12-inch grab- and-gig compact combo design. The two-way decade switch features a 1950s setting with vintage tweed-inspired tones, and a ’60s setting inspired by brownface tones essentially providing musicians two-amps-in-one with boutique quality and tone. MSRP: $1,599. {fargenamps.com} VOX I AC4C1-12 Robust Sound OX has released the special edition version Vof its AC4C1-12. This 4-watt AC4 combo amplifier provides a simple and convenient way to enjoy the rich sound of a tube-driven amp. Previous models were equipped with a 10-inch speaker, but the AC4C1-12 features a 12-inch Celestion speaker that delivers even more robust sound levels. With diamond grille cloth and basket-weave vinyl exterior, it also carries a classic look. {voxamps.com} SCHECTER I HELLRAISER USA 100 HEAD, HELLRAISER USA 100 2X 12 COMBO Raise More Hell checter has added the Hellrasier USA 100 Head and Hell- Sraiser USA 100 2 x 12 Combo. The Hellraiser 100’s features include a “focus” control that works as a “global tweak” for the amp’s input frequency response in order to custom tailor the low frequency response for different styles of guitars. In addition, both amps feature “normal” and “active” input config- uration, unlike many amps which simply reduce the input signal to compensate for an active pickup. {schecterguitars.com} SEPTEMBER 2014 I MUSIC INC. I 63 D&A I STARFISH, STARFISH+ True Star &A has launched the D&A Star- Dfish and Starfish+, a five-legged instrument stands that ensures twice the stability. Increasing the number of legs gives the Starfish and Starfish+ twice the stability of traditional stands. The new stands hold strong at a full 30 degrees of tilt and are designed with the GRIP Neck System that virtu- ally eliminates the possibility of in- strument slippage. {heydna.com} CRUZTOOLS I STAGEHAND COMPACT TECH KIT Lend a Hand ruzTOOLS has debuted its Stagehand Com- Cpact Tech Kit that helps guitar and bass play- ers keep their instruments in top playing shape. Central to the Stagehand is a 19-piece magnetic bit set and screwdriver-style bit holder. The set includes hex wrenches, screwdrivers and sockets in both inch and metric sizes to cover virtually all makes and models of guitars and basses. This pro- vides a wide range of capability including bridge, truss rod, tremolo system and jack nut adjustment while consuming little space. {cruztools.com} 64 I MUSIC INC. I SEPTEMBER 2014 KALA I GUITARLELE Hybrid Model ala’s new Guitarlele is ideal Kfor guitar players looking for a travel guitar as well as uku- lele players learning guitar for the first time. The six-stringed instrument is tuned to A-D-G- C-E-A and projects a bright full tone, similar to capoing up on the fifth fret of a regular guitar. The intrument features a solid spruce top and Koa back and sides. {kalabrand.com} EASTMAN GUITARS I 00 SERIES MODELS Decade Darlings astman Guitars continues its 10th anni- Eversary celebration with the introduction of the new 00 series models. The E1000-M is lightweight and strong with a big sound emphasizing clear, bright and airy trebles. The guitar features a solid mahogany top with hand-carved scalloped-X bracing, mahogany back and sides, and mahog- any neck with ebony fingerboard. The E2000 features a solid Adirondack spruce top, hand-carved scalloped-X bracing for a powerful yet balanced and mellow sound, and solid rosewood back and sides for resonance. MSRP: E1000-M, $1,375; E2000, $1,500. {eastmanguitars.com} SEPTEMBER 2014 I MUSIC INC. I 65 SCHECTER I BLACKJACK ATX Blacked Out checter has introduced the Black- jack ATX. This series is offered in a S SEYMOUR DUNCAN I 805 OVERDRIVE mahogany body and a swamp ash body in two different body shapes: the clas- sic C-Series shape and the new Solo-II Expanded Gain shape. The Blackjack ATX is offered as he Seymour Duncan 805 Over- six-, seven- and eight-string models all Tdrive pedal is designed using loaded with Seymour Duncan Blackout the 808 chip, but with an expanded pickups and equipped with glow-in-the- gain range and an active 3-band EQ. dark side dot inlays. {schecter.com} Its versatility lets it be used for a smooth, lyrical bluesy overdrive one minute and a modern metal crunch the next. {seymourduncan.com} 66 I MUSIC INC. I SEPTEMBER 2014 EARTHQUAKER I PALISADES PEDAL Perfect Palisades arthquaker’s new Palisades pedal is a versatile take Eon the classic 808 overdrive. It boasts six different clipping voices, five bandwidth settings, a bright/nor- mal selector, optional input buffer and two gain chan- nels. MAP: $249.95. {earthquakerdevices.com} BEDELL I REVERE SERIES Highest Honor edell’s new Revere series features Bsolid adirondack spruce tops, three piece Brazilian rosewood back and sides, and a Honduran mahogany neck. The new models also boast an ebony fret- board, nickel with ebony button tuners and an “aged” toner gloss nitrocellulose lacquer finish. {bedellguitars.com} AUDIO & RECORDING KORG I DS-DAC AUDIOGATE Gateway to Sound org’s DS-DAC AudioGate USB Audio KPlayback system consists of the recently upgraded AudioGate 3 software, plus a choice of the DS-DAC-100 or DS-DAC-100m hard- ware interfaces. Both are USB digital-to-an- alog converters that will let any Windows or Mac user play back their audio with the highest possible fidelity. These interfaces are designed to provide enjoyment of high definition sound, whether on a home comput- er or on-the-go with a laptop. {korg.com} APOGEE I DUET BREAKOUT BOX Break Out of the Box pogee Electronics has released a limited-time Abundle featuring its Duet audio interface and Breakout Box. The Apogee Duet for iPad & Mac is the first professional stereo audio interface, headphone amp and MIDI interface for iOS devic- es and Mac. The Duet Breakout Box is a durable, aluminum enclosure with two 1/4-inch inputs, two XLR inputs and two balanced XLR outputs. The Duet Breakout Box features studio-quality I/O connectors and includes a 2 meter cable letting users extend their connections and minimize cable clutter. MSRP: $695. {apogeedigital.com} 68 I MUSIC INC. I SEPTEMBER 2014 XTA I APA SERIES Intelligent Interaction TA’s new APA series — short for dio-quality analog-to-digital converters XAdaptive Processing Amplifica- at the outputs as well as the inputs, tion — features new power and DSP real-time audio currents and voltages platforms that have been designed presented at the speaker terminals can to interact intelligently and adapt to be fed back into the DSP in addition to prevailing conditions, protecting drivers processing the incoming audio, let- and enhancing performance from all ting the amplifier adapt and correct its speaker systems. By including stu- performance continuously. {xta.co.uk} MACKIE I THUMP LOUDSPEAKERS That Low End Thump ackie’s Thump powered loudspeakers de- Mliver class-leading low end. With 1000-plus watts of power, users can get the high output needed in a package that’s tough, but light- weight and portable. The Thump loudspeakers feature built-in 3-band EQ. {mackie.com} SEPTEMBER 2014 I MUSIC INC. I 69 70 I MUSIC INC. I SEPTEMBER 2014 STUDIOMASTER I STARLIGHT ML Light it Up CHORD I STACKABLE STANDS he Studiomaster Star- Tlight ML series integrates a lighting and a monitoring Stacks on Deck system. The angled cab- hese recently updated micro- inet has a recessed slot Tphone stands are stackable for on one side that contains up to five pieces, allowing for easy six high-power LEDs with storage. Each stand is rooted by a dispersion lenses. An cast iron base, which is detachable inbuilt controller has 13 for ease of transportation. Their ad- programs including seven justable operating height and rubber static colors, fade to color sprayed handle also makes them change and sound to color user friendly. The base also features change. Brightness and anti-slip rubber feet. {avsl.com} speed are also adjustable. They are supplied as pairs so the LEDs and moni- tors are angled inward to the performers. They are available in 12- and 15- inch 250W active models. {studiomaster.com} SEPTEMBER 2014 I MUSIC INC. I 71 PROMARK I DRUMSTICKS Triple Threat romark has designed three new drumstick drumstick features a long taper and has a notch Pmodels with some of the drumming indus- cut out of the handle which shifts the center try’s top players: Anton Fig, Bob Gatzen and of balance of the stick towards the butt end. Will Kennedy. Anton Fig’s hickory signature Lastly, Will Kennedy’s signature has a long taper drumstick has a short taper making it a for- which excentuates the rebound. It’s made of ward heavy stick that generates a lot of sound. hickory and features a wooden teardrop tip. Meanwhile, the Bob Gatzen Balanced Groove {promark.com} PINTECH I PDK2000 Naturally Electric PU[LJO»ZUL^7+2ZLYPLZKY\TRP[ PVMMLYZ\WNYHKLZMYVT[OL7+2 kit such as dual zone capabilities, larger drum pads and chokeable cymbals. The ConcertCast drums feature a mesh KY\TOLHK[OH[^HZLUNPULLYLK[VMLLS HZUH[\YHSHZWVZZPISL^OPSLILPUNZVTL VM[OLX\PL[LZ[WSH`PUNZ\YMHJLZ,HJO J`TIHSJVTLZ^P[OHJ`TIHSZWYPUN[OH[ gives players the natural feedback they ^V\SKL_WLJ[MYVTHUHJV\Z[PJJ`TIHS ;OL7+2KY\TYHJRPZHSZVSVHK- LK^P[OHKQ\Z[TLU[ZHZLHJOWHKHUK J`TIHSJHUILSVJH[LKHU`^OLYLVU the drum rack. {pintechworld.com} 72 I MUSIC INC. SEPTEMBER 2014 YAMAHA I DTX LIVE-SOUND SOLUTIONS Drummer Designed HTHOH»Z+;?3P]L:V\UK toring and stage drum monitoring Y:VS\[PVUZ[HRL[OLN\LZZ^VYR PUIV[OZ[LYLVHUKTVUVJVUÄN- V\[VM^OH[KY\TTLYZULLKI` \YH[PVUZMLH[\YPUN@HTHOH+?9 WYV]PKPUNZPTWSLZL[\WZ^P[OWYV- ZWLHRLYZHUK+?:Z\I^VVMLYZ MLZZPVUHSZV\UK+;?3P]L:V\UK HSVUN^P[O[OL:;(.,7(:P Solutions feature drummer-de- and STAGEPAS 600i portable signed setups for rehearsal moni- P.A. systems. {yamaha.com} SHANE KINNEY DRUM CENTER OF PORTSMOUTH PORTSMOUTH, NEW HAMPSHIRE OUR BEST HOLIDAY PROMO We have been running a multi-lev- el Black Friday promo that requires engagement from our customers. We have three different levels of discounts based on how willing the customer is to help promote us. The coup de grace being the customer wearing all black, holding turkey drumsticks and singing a Johnny Cash song in the store or on our Facebook page. We’ve done this three years in a row and it’s been great. The standard mark down discount is a trend we’re trying to avoid, so if our profitability goes away, we ask our customers to help us promote the store. When the customers engage with us, it PEARL I CRYSTAL BEAT increases our visibility to other poten- tial customers. We try to do something Crystal Clear creative. If the customer sees that we earl is bringing back the origi- Z[HUKHYKPUMV\YZ[VJRJVUÄN\- put some thought into it, it draws them Pnal seamless acrylic drum shell rations. Individual components in and makes them want to be involved. ^P[O[OLUL^*Y`Z[HS)LH[(JY`SPJ HYLHSZVH]HPSHISLMYVT [V drum sets and component drums. inches in UltraClear, Ruby Red Of course, there will be customers that The Crystal Beat’s upgraded 7 and Tangerine Glass transpar- will just go to the price leaders for a mm seamless Acrylic shell comes LU[ÄUPZOLZ{pearldrum.com} discount, and we can’t avoid that. But for our little segment of the market, it’s effective and worthwhile. WILLIAM S. HAYNES CO. I JAMES GALWAY EDITION Q SERIES High-end Flute he William S. Haynes Co. for superior response, modern TOHZPU[YVK\JLK[OLUL^ /H`ULZ($ZJHSL PUJO 1HTLZ.HS^H`,KP[PVU8ZLYPLZ tubing, C# trill key, open hole SPULVMÅ\[LZ;OLKLZPNUHUK [VSV^)HUKJOVPJLVMPUSPUL construction features a solid or offset G. There is also an silver headjoint and tubing, VW[PVU[V\WNYHKL[VHRHYH[ left-hand pinless mechanism gold riser. {wmshaynes.com} JUPITER I 1100 SAXOPHONES PETE ELLMAN Classic Sax ELLMAN’S MUSIC OLZLYPLZZH_VWOVULZ NAPERVILLE, ILLINOIS Tfrom Jupiter combine classic, hand-crafted design and modern [LJOUVSVN`;OL`MLH[\YL[OLUL^ :VUH7\YLULJR^OPJO\UKLY- OUR BEST HOLIDAY goes a special annealing process that gives the instrument a full, PROMO YPJOZV\UK^P[OHZVSPKH[[HJR In addition, a G key adjusting We have two Yamaha events per year: ZJYL^HUKHKQ\Z[HISLYVJRLYRL` “Graduate to Yamaha” at the end of the VJ[H]LTLJOHUPZTMHJPSP[H[LX\PJR school year and “Step-up to Yamaha” for adjustments by the performer or educator. {jupitermusic.com} Christmas and the holiday season. The Yamaha events are designed to increase step up sales. Our sales have been pretty successful; we have seen an increase in Yamaha sales each of the last three years. Yamaha has offered rebates of $50 on intermediate instruments and $100 on pro and custom along with financing through GE Capital for qual- ified customers. This year, our promotions will be basically the same but we’ll be more ag- gressive with emails, Facebook, Twitter, and person-to-person phone calls to our VIP customers. We’ve found that you need to plan well in advance and start promoting early enough that customers can budget time to attend — but not so early that they forget. The phone calls have been the most effective for us because customers can get specific answers to their questions. THOMASTIK-INFELD I SPIRIT STRINGS High Spirits OVTHZ[PR0UMLSK»ZUL^:WPYP[Z[YPUNZMVY]PVSPUHUKJLSSVLT- TIVK`Z\WLYPVYX\HSP[`H[HI\KNL[JVUZJPV\ZWYPJLWVPU[ 4HKLPU=PLUUHHUKKLZPNULK[VWYVK\JLHKPZ[PUN\PZOLKZV\UK MVYL]LY`RPUKVMT\ZPJ:WPYP[Z[YPUNZIVHZ[H^HYTHUK]P- IYHU[ZV\UKLHZ`HUKZ[HISL[\UPUNLHZ`YLZWVUZL[V[OLIV^ and are balanced and long lasting. {connollymusic.com} D’ADDARIO I RESERVE REEDS Reeds Reinvented LI\[PUN+»(KKHYPV»ZUL^TLHZ\YLTLU[HUK DJ\[[PUN[LJOUVSVN`HYL[OLUL^9LZLY]L)I Clarinet reeds, Reserve Classic Bb Clarinet reeds and Reserve Alto Saxophone reeds. Ideal for the advancing student and professional, the reeds are JYHM[LKMYVTUH[\YHSS`NYV^UJHULMYVT+»(KKHYPV»Z V^UMVYLPNUÄLSKZ;OL9LZLY]LSPULVUS`\ZLZ[OL KLUZLZ[SV^LYPU[LYUVKLJHULMVYNYLH[LYK\YHIPSP[` and consistency. {woodwinds.daddario.com} SEPTEMBER 2014 I MUSIC INC. I 75 PRINT, MULTIMEDIA & GIFTS HAL LEONARD I ‘BIG BOOK OF BACKING TRACKS’ Practice Foundation P[O/HS3LVUHYK»ZUL^¸;OL)PN)VVR Wof Backing Tracks,” guitarists can IHJRH^H`MYVT[OLPYIVYPUNYV\[PULZ and practice in style. The collection as- ZLTISLKI`*OHK1VOUZVUJVU[HPUZ JOVYKWYVNYLZZPVUZ^OPJOWSH`LYZJHU practice their latest and greatest licks over. It also includes a USB flash drive of audio demos for every single track. The audio tracks range from approximately one minute for the short progressions, to four minutes or more for the full-length “song” progressions. {halleonard.com} CHRISTIE SMITH LONG & MCQUADE VANCOUVER, BRITISH COLUMBIA OUR BEST HOLIDAY HUDSON MUSIC I ‘THE GLADSTONE TECHNIQUE’ PROMO Gladstone Tribute udson Music has released “The One of the best holiday promotions HGladstone Technique” from Morris we’ve ever done is our Christmas pia- “Arnie” Lang. As one of the few sur- no music reading session for teachers. viving students of Billy Gladstone, the I’m a piano teacher myself and I know DVD is an important historical docu- how much we love spending money on ment of not only Billy Gladstone and his Christmas music. The problem is you important contribution to modern drum can spend hours looking through all technique, but of the career and legacy of Mr. Lang himself. Topics include the books and still not find the gems. principles of the Gladstone technique, So at the end of October we held a parts of the stroke, and body mechan- Christmas reading session for piano ics. An approach to the rudiments is teachers. covered in detail, as well as various The first step is we asked our staff to other topics including accents, matched try out all the Christmas music and pick and traditional grip, and a segment on out the best 90 titles. We put together a applying the Gladstone technique to the drumset. {hudsonmusic.com} balanced program of elementary, inter- mediate, advanced and duet materials and instead of hiring a clinician to lead this session, we wrote to our teachers and asked for volunteers to demonstrate the music. We sent several books to KENDOR I ‘COUNTING THE DAYS TILL CHRISTMAS’ each of the 25 people that agreed to participate and they played one or two selections out of each book for all of Holiday Countdown us to hear. The event took three hours LUKVY»Zº*ounting The Days Till Christmas’ is and after we had a Christmas party. Ka swingin’ medley of songs that includes “O We had 70 participants and sold over Christmas Tree,” “O Little Town Of Bethlehem” $7,000 worth of music that day! It was and “O Come All Ye Faithful.” It has solid voic- ings, Basie-style figures and written or ad-lib a true community building experience solos for all which makes it an ideal option for for everyone and it became one of the medium-level groups. {kendormusic.com} best print music sales events we have ever had. Not only that, it seeded the market with a whole new fleet of lovely Christmas music that we would expect 76 I MUSICto grow INC. inI NOVEMBER sales for 2013 years to come. KURZWEIL I ANDANTE A New Breed urzweil Music Systems has introduced its Knew breed of digital home keyboards, An- dante. The new models include the CUP110, CUP120 and CUP2A, which all feature 88-note, fully-weighted hammer action and 128 Note Polyphony — enough power to accommodate layering and splitting capabilities of complex sounds. The CUP110 and 120 both feature a modern cabinet design and the CUP2A has sleek, compact upright design with a slow-close fall- board and prop-up music lid. {kurzweil.com} IK MULTIMEDIA I IRIG MIDI 2 Universal Connectivity K Multimedia’s iRig MIDI 2 is the first portable ILightning/USB MIDI interface for iPhone, iPad and iPod touch as well as Mac and PC. For musical instruments or other device connection, iRig MIDI 2 comes equipped with three standard-sized female MIDI DIN sockets: IN, OUT and THRU. These allow for full MIDI functionality and connectivity with any MIDI-enabled device and are ideal for keyboards and hardware synthesizers as well as software sound modules, drum machines, drum pads, DJ controllers and pedalboards. {ikmultimedia.com} SEPTEMBER 2014 I MUSIC INC. I 77 NUMARK I NV Intelligent Control \THYROHZYLSLHZLK[OL5=HUPU- N[LSSPNLU[JVU[YVSSLYMVY:LYH[V+10[ MLH[\YLZ[^VPUJOM\SSJVSVYZJYLLUZ integrated into its compact chassis. AIR MUSIC TECHNOLOGY I ADVANCE MUSIC PRODUCTION SUITE Mega Suite 094\ZPJ;LJOUVSVN`OHZPU[YVK\JLK[OL(K]HUJL4\ZPJ AProduction Suite, a comprehensive collection of virtual instruments, effects, sample packs and production resources WYLSVHKLKVUH .)OHYKKYP]L-LH[\YPUNV]LY ]PY[\HS PUZ[Y\TLU[ZV]LY LMMLJ[WS\NPUWYVJLZZVYZHUKV]LY ZHTWSLWHJRZ(K]HUJL4\ZPJ7YVK\J[PVU:\P[LSL[ZT\ZP- JPHUZJVTWVZLWYVK\JLTP_HUKTHZ[LYT\ZPJ^P[O[OLPY +(>VMJOVPJL0[PUJS\KLZ[P[SLZMYVT(094\ZPJ;LJOUVSVN` Akai Professional and Sonic Academy. {airmusictech.com} ODYSSEY I BLACK KROM Sleek Twist dyssey’s Black Krom se- dia player carrying cases Ories cases are made to have a fully foamed-lined the same standards as the PU[LYPVY^P[OH]LS]L[SPULK original Krom series but the bottom interior designed Z[LLSJVYULYZHYL\UPX\LS` ^OPJOPUJS\KLZHUVWLU octagon and, like all the pit under the gear section V[OLYOHYK^HYLPUJS\KPUN [OH[HSSV^ZMVY]LU[PSH[PVU the aluminum trim, are and storage space for color coated a sleek black. cables and other essen- ;OL+1TP_LYHUK*+TL- tials. {odysseygear.com} 78 I MUSIC INC. I SEPTEMBER 2014 CHAUVET DJ I GEYSER RGB JR. Forecast? Foggy OL.L`ZLY9.)1YMYVT*OH\]L[+1ISLUKZMVN T^P[OJVSVYLK3,+SPNO[Z:THSSLYHUKSPNO[- LY[OHUP[ZWYLKLJLZZVY[OLUL^Q\UPVYWYVK\J[ ^PSSILLHZPLYMVY+1ZHUKTVIPSLLU[LY[HPULYZ[V [HRLHSVUN^P[O[OLT;OLJVSVYPaLKMVNYLHJO- LZ MLL[OPNOHUK[OL[HURMSPWKLZPNUSL[ZP[IL TV\U[LKZL]LYHSKPMMLYLU[^H`Z0[JHUILJVU- [YVSSLK^PYLSLZZS`VYTHU\HSS`{chauvetdj.com} AMERICAN DJ I FLASHBACK 4 Old School Meets New School TLYPJHU+1»Z-SHZOIHJR WV^LYM\SSPNO[V\[W\[,SL]LU AZJYLHTZYL[YV^P[OP[ZIVHYK- I\PS[PUWYVNYHTZHUK[^VVW- er can effect and panel lighting erational modes make it flexible SVVR,HJOVM[OL]LYZH[PSLIHUR depending on users’ needs and 3,+MP_[\YLZOHZVULNYLLUVUL ?39ZVJRL[ZSL[[OL[^VMP_[\YLZ blue, one amber, and one red ILJVUULJ[LK^VYRPUNPUZ`UJ JS\Z[LYVM I`TT3,+Z to produce atmosphere-captur- resulting in vibrant colors and ing lighting effects. {adj.com} PIONEER I PLX-1000 TURNTABLE Vinyl Fans PVULLY»ZUL^73?WYVMLZZPVUHS[\YU- P[HISL^HZKLZPNULKMVY+1Z^OVLUQV`[OL look, feel and performance of vinyl for music playback. The model offers a user-friend- S`JVU[YVSSH`V\[OPNO[VYX\LKPYLJ[KYP]L mechanism and exceptional audio playback X\HSP[`;VJYLH[LHZ[HISLWSH`LYHUKWYL- vent vibration, Pioneer used a heavy-mass zinc die-cast chassis for the top section of [OLWSH`LY[OH[»ZYLPUMVYJLK^P[OHIV[[VT section made of 8 mm thick resin. The player also provides a range of tempo adjustments and users can interchange cables to cus- [VTPaLZV\UKX\HSP[`{pioneerdjusa.com} SEPTEMBER 2014 I MUSIC INC. I 79 X9H[LZ!*SHZZPÄLKKPZWSH`! WLYJVS\TUPUJO9LHKPUNUV[PJLZ! WLY^VYK" TPUPT\TJOHYNL(SSHKZHYLWYLWHPK X7H`TLU[Z!:LUKJOLJRVYJOHYNLP[VU4HZ[LY*HYK=PZH(TLYPJHU,_WYLZZVY+PZJV]LY X+LHKSPULZ!(K]LY[PZPUNJSVZLZ[OL [OVM[OLTVU[OZP_^LLRZWYPVY[VPZZ\LKH[L·PL[OL4H`PZZ\L^V\SKJSVZL4HYJO X9LZLY]L!*HSS9LZLY]L!*HSS7L[L-LULJOH[ L_[ VYLTHPSWL[LM'T\ZPJPUJTHNJVT BUYERS WANTED CAREER OPPORTUNITY .YL[ZJO-V\UKH[PVUZLLRZL_WLYPLUJLKVWLYH[PVUZTHUHNLY^P[ONVVKÄUHUJPHSZRPSSZ:LUK YLZ\TL JV]LYSL[[LYV\[SPUPUNL_WLYPLUJLLK\JH[PVU ZHSHY`YLX\PYLTLU[Z[Vhr@gretsch.com 80 I MUSIC INC. I SEPTEMBER 2014 RENTAL EMPLOYMENT OPPORTUNITIES SERVICE Ace Products ...... (04.PM[Z ...... Alfred Publishing ...... Allparts ...... 66 Antigua Winds ...... AP International ...... )V\YNLVPZ.\P[HYZ7HU[OLVU33* ...... 70 Casio...... Cavanaugh Red Label ...... *SHZZPÄLKZ(KZ ...... Connolly & Co...... +»(KKHYPV ...... 5 ,HY[OX\HRLY ...... Electro-Harmonix...... George L’s ...... Hal Leonard ...... 6-7 Hammond Organ ...... /\U[LY4\ZPJHS7YVK\J[Z ...... 04: ...... Jody Jazz ...... 75 2HSH)YHUK4\ZPJ ...... 66 2H^HP ...... 70 24* ...... Kyser...... Legere Reeds ...... Loud Technology ...... 4\[LJ ...... 5(44 ...... 64.4\ZPJ ...... Peterson Tuners ...... Roland ...... Samson ...... Schilke ...... 55 Shubb Capos ...... :[YPUN:^PUN...... ;OL4\ZPJ3PUR ...... Theo Wannes ...... =LYP[HZH ...... 75 =PJ-PY[O ...... 9 >+4\ZPJ7YVK\J[Z ...... Zoom North America ...... SEPTEMBER 2014 I MUSIC INC. I 81 ASK THE RETAILER >>> Joel Foreacre Guitars United Jacksonville, Florida V\;\IL;OLKVSSHYZNV[V^HYKZ Ypromoting a video that’s an ad >>> for my shop. What you’re going to Amy Ball Braswell see on my channel if you’re not a Capo’s Music Store subscriber is an ad that has my face Abingdon, Virginia right there describing my shop. I [OYV^ H[T`JOHUULSL]LY`KH`0»]L been doing it for four months and it’s been phenomanal. Everyday some- Where’s the best body comes into my shop and says, ¸0ZH^`V\VU@V\;\IL¹0OH]LHIV\[ ]PKLVZI\[[VILZ\JJLZZM\SVU YouTube it takes 500 to 750 videos. return on your So I’m still a baby but it’s already PUÅ\LUJLKT`I\ZPULZZIPN[PTL >>> advertising budget? Walter Carter e found out early on and that is online. We sell for Adwords is import- Carter Vintage Guitars that marketing to the online and over the phone ant. As a niche, it was Nashville, Tennessee W OLU^LVWLULK^LOHK]PY[\- masses was not a great re- all across the country and also important to find the Wally no advertising budget, so turn on investment; we are so for us, the best way to anti-words we wanted to ^LSVVRLKMVYHS[LYUH[L^H`Z[VNL[ just too specific in what reach our target audience put in to keep from get- [OL^VYKV\[-HJLIVVRHUK@V\- we carry and who we are is on a national level. We ting clicks and calls for ;\ILHYLMYLLI\[^LOHK[VOH]LH OVVR[VH[[YHJ[]PL^LYZ>LÄN\YLKH as a store. Since we are a are active within these instruments we don’t sell. video of a sunburst Les Paul Stan- niche store, we market spe- communities as well as Figuring those out and pro- KHYKVY.PIZVU9)IHUQV^V\SK cifically to that niche and advertisers so we have a gramming them in saved KYH^WSLU[`VM]PL^ZVU[OLTLYP[Z we’ve found using online presence beyond just a pop our sales staff’s time and VM[OLPUZ[Y\TLU[ZI\[^L»KNL[ [PTLZHZTHU`]PL^ZPM1+:PTVVY player communities like the up ad. We’ve seen a great money. It also helped our *OHYSPL*\ZOTHU^LYLWSH`PUN[OLT Hangout Networks (Banjo return on investment and bounce rate on our web- >OLU^LKPKSVVRH[I\`PUN Hangout, Mandolin Hang- they’ve driven traffic to our site which helps with our HK]LY[PZPUN^LZOPLKH^H`MYVT out, Fiddle Hangout, etc.) website and we’ve seen a organic ratings in Google. JVU]LU[PVUHSWYPU[HKZ^LIZP[L banners and even paid placement and Mandolin Cafe are a significant growth in our Most of our local dollars in search engine results because great place to reach play- high-end sales and special- go to the sponsorship of live ^LMLS[WLVWSLHYLJVUKP[PVULK[V ers and potential customers ty accessory sales since we music, hosting events and mute the commercials, to uncon- sciously separate ads from content. within our focus. started being involved in contests and more public Scott Tichenor, the proprietor of the We sell a lot of small these online player com- relations than direct ad- 4HUKVSPU*HMLJVTZL[\Z\W^P[O shop instruments and one- munities. vertising. We travel to a lot a choice location for our logo plus a of-a-kind instruments by The second best driv- of bluegrass and old time MLH[\YLKPUZ[Y\TLU[PU[OLJSHZZPÄLKZ We gained a presence at several builders like Ome Banjos er of business for us both music festivals and vend as SL]LSZHUK^L»]LILJVTLPUNYHPULK as well as niche accessories locally and nationally has well as sponsor them so it into experience. That makes the cus- and support products so we been Google Adwords. puts us directly in front of [VTLYMLLSTVYLJVTMVY[HISL^P[O\Z go where our audience is Finding the right phrases our audience. MI 82 I MUSIC INC. I SEPTEMBER 2014 AUGUST 2014 I MUSIC INC. I 83 84 I MUSIC INC. I AUGUST 2014