Bradley Boynton of Rhythm Traders Rebounds from the Recession To

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MUSIC INC. BILLINGS TACKLES THE HEALTH CARE CRISIS AT MI RETAIL PAGE 36

SEPTEMBER 2010 I MUSICINCMAG.COM THE HE

A Growth LTH IN S UR A NCE CRI S I S

I SPURT RHYTHM TR Bradley Boynton of Rhythm Traders rebounds from the “I specifically don’t tell my A

DER staff my margin recession to have his best on products.” S

I PAGE 44 DRUM & PERCU year yet

SS Los Cabos ION TREND Sets Its Sights on U.S. Market S {PAGE 58}

Mantova’s Community Outreach Promotions {PAGE 13}

The Growing Alternative Cymbal Market

SEPTEMBER 2010 {PAGE 50}

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SEPTEMBER 2010 I VOL. 21, NO. 8

PUBLISHER Frank Alkyer EDITOR Zach Phillips ASSOCIATE EDITOR Katie Kailus CONTRIBUTING EDITORS Ed Enright, Aaron Cohen WEST COAST CORRESPONDENT Sara Farr ADVERTISING SALES MANAGER John Cahill WESTERN ACCOUNT EXECUTIVE Tom Burns CLASSIFIED AD SALES Sue Mahal ART DIRECTOR Andy Williams CONTRIBUTING DESIGNER Ara Tirado CIRCULATION Kelly Grosser BOOKKEEPING Margaret Stevens PRESIDENT Kevin Maher OFFICES Ph (630) 941-2030 • Fax (630) 941-3210 e-mail: [email protected] CUSTOMER SERVICE (877) 904-7949 Jack Maher, President 1970-2003

SUBSCRIPTION RATES: $50 one year (11 issues). $90 two years (22 issues) to U.S.A. addresses. $75 one year (11 issues), $140 two years (22 issues) to Canada and other foreign countries. Air mail delivery at cost.

SINGLE COPY (and back issues, limited supply): $9.95 to any address, surface mail. Air mail delivery at cost.

We cannot be responsible for unsolicited manuscripts and photos. Nothing may be reprinted in whole or in part without written permission from Maher Publications Inc.

CHANGE OF ADDRESS: Please allow six weeks for your change to become effective. When notifying us of your new address, include your current MUSIC INC. label showing your old address. MUSIC INC. (ISSN 1050-1681)

Published monthly, except April. Printed in U.S.A. by Maher Publications Inc. 102 N. Haven, Elmhurst, IL 60126-2932. Periodical Postage Paid at Elmhurst, IL and at additional mailing offices.

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September 2010

44 I GROWTH THE 2010 Rhythm Traders rebounds from the recession to have its best year so far. Find out how owner Bradley Boynton has made Photo by Fritz Liedtke Photo by DRUM & his business essential to Portland-area PERCUSSION drummers. 50 I ALTERNATIVE ANNUAL CYMBALS The cymbal industry, once a closed-off market of three major players, has explod- ed into a sea of bronze-crafting competitors, and retailers are taking advantage. 54 I DRUM DVDS Instructional drum DVDs have become a best-selling add-on among drum and percussion dealers for their visual-learning benefits.

PLUS: Rhythm Tech, Los Cabos Drumsticks, and the latest drum and percussion gear

36 I MI & THE HEALTH CARE CRISIS If your health care costs have spiraled out of control, join the club. Greg Billings explores why small businesses may be Bradley getting systematically squeezed out by 44 Boynton health insurers. 60 I DRUMS & PERCUSSION 13 I PROFILE 31 I INDEPENDENT RETAIL X Mantova’s builds brand with community outreach 64 I GUITARS, AMPS & ACCESSORIES X Eschliman discusses employee motivation

68 I AUDIO & RECORDING 14 I NEWS 32 I THE RETAIL Billy 70 I PIANOS & KEYBOARDS X Fork’s hosts top Ludwig endorsers DOCTOR Cuthrell X Gist Piano cuts ribbon on new store 72 I BAND & ORCHESTRA X Cuthrell offers a prescription for 74 I PRINT & MULTIMEDIA staff infection 76 I DJ & LIGHTING 23 I PROFILES 34 I LESSONS X Audix celebrates three decades LEARNED ASK THE X Rosenbloom busts RETAILER 24 I NEWS the myth of cus- 82 I ASK THE RETAILER X Korg offers new financing program tomer loyalty X Dealers harness retail technologies X American DJ sues Wal-Mart

Cover photo by Fritz Liedtke

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PERSPECTIVE I BY FRANK ALKYER UNCOMFORTABLE? NO. TRY ANGRY, FRUSTRATED found myself becoming angry, frustrated and flat-out disgusted as I read Greg Billings’ feature article on music retailers attempting to deal with the skyrocketing cost of health insurance (“Does Looking at Your Health Care Costs Make You Uncomfortable?,” starting on page 36). Billings does a tremendous job attacking this industry-wide — make Ithat nationwide — problem head-on. Still, I wanted rock-solid solutions. Unfortunately, there are none. I felt I could have spoken for each and every person interviewed for the article. They certainly spoke for our experience at Music Inc. Over the last 20 years, health insurance costs have risen faster than any other expense at the company. That’s especially true in the last decade. We’ve followed every logical step to keep costs down and benefit levels high, including examining plans and changing insurance carriers every few years — and that’s just to keep our increases in the laughable, as opposed to insane, range. It has caused Kevin Maher, our owner and president, a great deal of frustration. Like so many companies in our industry, this is a family business, and as employees, I can say we’re treated like family. Kevin wants to offer the best possible benefits package to everyone working here. But no one’s making it easier for us. This year, we raised our deductibles and changed plans (but not carriers). In short, we’re paying more for less. How much more? By moving a few things around, we were able to keep our increase down to just 42 percent. That’s right, 42 percent. In the midst of the greatest recession of our generation, a year after most businesses experienced double-digit slides, our health insurance rates increased by 42 freaking percent. Billings makes a case that insurance carriers don’t really want to deal with small businesses. Given our experience, it’s hard to argue the point. But what can we all do? Blame it on Obamacare? Blame it on the baby boomers? Blame it on illegal immigration? Quit offering health insurance? Someone’s got to stop the blame game and start finding a solid, healthy solution. Let’s face it: The only double-digit increase any of us want to see in our businesses is to the bottom line. In the meantime, this article lets you know that you’re not alone.

ON A BRIGHTER NOTE ... ’m proud to say that the American Society of Business Publication I Editors recently honored Music Inc. magazine. Billings won the national Gold Award for his feature story “What Went Wrong With the Piano Industry.” Editor Zach Phillips won the regional Gold Award for editorial writing, and Art Director Andy Williams won the regional Bronze Award for design. Congratulations to all three. MI

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Twenty Years of Ideas The July cover is indicative ongratulations on the 20th of the depth and scope Music Canniversary of Music Inc. Inc. has served the music (July 2010). Reaching this industry with during these 20 milestone, especially during years. While the industry con- the massive industry and eco- tinues to see individuals and nomic changes of the past two companies exit from our decades, is truly something to “music biz fraternity,” Music be proud of. Inc. remains relevant and full The 20th anniversary edi- servicing to all aspects of our tion is a must-read for any industry during these chal- retailer trying to navigate these lenging times. You have accom- challenging times. The sharing plished what a significant of ideas and advice from the number of others have only best and brightest in the indus- attempted or dreamed of, and try, many through their own as the Perspective editorial hard-earned experiences, is echoes, this accomplishment priceless. I imagine dealers will did not come without the pain look at this issue more as an of growth and success. owner’s manual and keep it The stability of Music Inc.’s close for future reference. leadership and its commitment Those who do will have a to the music retailer has made decided edge by referring to the publication a monthly the authors of the Lessons must-read for all of us who Learned feature as an informal have been in this industry for board of directors for guiding decades. There is never an their success. issue that goes by that I don’t Joe Lamond President and CEO cut, clip, copy or quote some- NAMM thing from. None of us can 2. Continually train your has been the voice, proponent afford to skim through this, as Shoot for the Moon people. The godfather of and champion for the retailers there are so many corners for or several years in the NAMM training, the late Jim that make the MI and P.A. us to learn and share from. F1990s, I had the privilege of Kleeman, always told this businesses work. Dealers of all Congratulations again, and all writing the column Moon’s story. A retailer walked up to shapes, sizes and skill sets have of you have our best wishes for Law for Music Inc. him and said, “What if I train been profiled in a way that the another successful 20 years Your topic for the July my people, and then they rest of us can learn from and ahead and beyond. We’ll be read- anniversary issue was “What’s leave?” Jim’s answer was, add a few more tools to our ing, watching and sharing your the most important lesson “What if you don’t train them, business toolboxes. Thanks for lessons and insights with the you’ve learned about retail- and they stay?” Enough said. the past 20 years, and best many individuals entering the ing?” In the theme of the old 3. You now have two stores — wishes for the next 20. business in need of a compass. Phil Moon Karl Dustman Moon’s Law articles, let me your physical store and your Vice President of Sales and Marketing President pass along the three that stand Web site. Clean them both every Lynx Studio Technology Dustman & Associates Marketing Communications out the most to me: day. A lot more potential cus- 1. The sales are in the store, tomers visit your Web site Congrats on Twenty but the business is outside of the than your store, so give it the lease accept my congratula- EDITOR’S NOTE: MUSIC INC. store. You have to go out and same daily attention that you Ptions on the first 20 years ENCOURAGES LETTERS AND find the business and take your give your store. Add new infor- of Music Inc. The arrival of the store to your customers with mation, products, services, July 2010 anniversary edition RESPONSES TO ITS STORIES. promotions, sponsorships, customer profiles and events compelled me to express my E-MAIL LETTERS TO events, advertising and clinics. every day, if you can. Make it support and recognition of the [email protected]; OR If you only wait for the cus- a site that your customers feel accomplishments the publica- WRITE TO 102 N. HAVEN RD., tomers to walk in the door, soon a need to visit. tion has made to the music ELMHURST, IL 60126; 630-941-2030; you won’t have a door to open. For two decades, Music Inc. products industry. FAX: 630-941-3210.

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Inside RETAIL > Fork’s Drum Closet Hosts star-studded drummer event PAGE 14 > Gist Piano Center Opens store in Lexington, Ky. PAGE 15 > Sweetwater Sues Audiolines over Web content PAGE 16 > Ontario Music Closes after 50 years in business PAGE 18

MANTOVA’S TWO STREET MUSIC I BY KATIE KAILUS CIVIC LEADER

t a time when mar- Matt (left) and Anthony Mantova ing what events are going to be keting budgets are on the stage or what acts we tight, Anthony are sponsoring.” Mantova has found A a way to promote COMMUNITY INVOLVEMENT his store, Mantova’s Two Street he store has teamed up with Music, without breaking the Tdifferent fundraisers, too, bank: community sponsorships. including a New Year’s Eve “Two things that work well bash for the American Cancer for us are hiring knowledge- Society and Relay For Life, and able employees and our com- a Sounds 4 Hounds event, munity involvement,” said which raised money for animal Mantova, who runs the rescue projects. Eureka, Calif., full-line dealer- This summer, Mantova’s ship with his brothers, Nick also joined forces with the and Matt. “We sponsor a lot of Redwood Acres Fairgrounds in events and are the lead spon- Eureka to sponsor a two-day sor for many of them.” summer music festival, which In particular, the company welcomed thousands of visi- donates gear for use during tors from all across the area. charity events, linking its [the Eureka location] to what “We get out in the commu- name with good causes. it used to be: a million-dollar- nity as a lead sponsor and “What we do is we look for Mantova’s Two a-year store.” really represent ourselves and good events to sponsor, and The most recent addition to try to promote [charities] that then we donate our P.A. gear Street Music the Eureka location is its “Green are doing good work,” Mantova for the day and get the spon- makes good by Room” concert hall. The “Green said. “From a marketing stand- sorship,” Mantova said. Room,” housed in the old guitar point, any time you can get doing good showroom, seats 150 people and double coverage from radio NEW DIGS thing from band instruments serves as a venue for local bands and TV, it’s worth doing.” he Mantova brothers, who to guitars. The brothers also to perform on Saturday nights. Mantova attributed much of T took over the former Two opened a second location in Mantova markets these events his success so far to this doing- Street Music in September McKinleyville, Calif., during on Craigslist. well-by-doing-good promo- 2009, have made several the last holiday season. “We are really active in tional strategy. changes to the store, which has “We have made some social marketing through our “Community involvement been a community staple since changes,” Mantova said. “We Facebook page and Craigslist has been huge,” he said. “I 1976. Mantova’s Two Street are putting the 6,000 square postings,” he said. “We do can’t even put a price tag on Music currently offers rentals, feet to really good use, and we quite a bit on the Craigslist the results we’ve gotten from repairs and lessons in every- are in the process of restoring community board just by post- that.” MI

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OPENING Uptown Service owntown Music recently opened Dfor business in historic downtown Seneca, S.C. The shop is run by Brad Sanders, a local musician who brings 15 years of experience with community musicians and edu- cators to the full-line dealership. Downtown Music, which has the motto “Downtown Music, uptown service,” specializes in school band and string sales, rentals, repairs, and music lessons. All-star drummers drop by Fork’s for the Ludwig Keystone launch CONTEST GC, Slash Choose Band FORK’S DRUM CLOSET I EVENT uitar Center has named State GLine Empire (pictured) of San Mateo, Calif., as the winner of LUDWIG ENDORSERS Guitar Center Presents Your Next Record DESCEND ON FORK’S With Slash, ork’s Drum Closet in Nashville, drummers when we see each other an unsigned band compe- F Tenn., played host to more than at events like this,” said Rascal tition. After 20 Ludwig endorsers and 100 fans Flatts drummer Jim Riley. “There’s sifting on June 14. The evening of product a brotherhood, you know, like we’re through more demos and poster signings served to the ones holding the flame now, and than 12,000 launch Ludwig’s Keystone series it’s a pretty cool thing.” entries, GC and guitarist Slash hand-picked drums and help Fork’s recover from State Line Empire for the opportu- flood damage it experienced in May. DEALER THINK TANK nity to record a three-song EP with “The store was so packed, we n related Ludwig dealer news, producer Mike Clink, as well as couldn’t hardly walk through it,” nine independent drum retailers have Slash write, record and per- I form on the single. said Gary Forkum, owner of Fork’s paid a visit to the company’s Drum Closet. “It was a great hang.” Monroe, N.C., manufacturing facil- PERSONNEL “Gary Forkum and his team are a ity on April 20 for the first Ludwig WWBW’s Hiring Spree true asset to the drummers of this Dealer’s Summit. They discussed he Woodwind & Brasswind of town,” said Ludwig Sales Manager percussion-industry trends, looked TSouth Bend, Ind., announced in Bob Henry. “We are grateful for the at market changes and identified July that it would be hiring 50 new employees over the next six partnership Ludwig has with Fork’s customer needs. months. According to a statement and the players who have found a “It was a great pleasure to be from the company, these will be home here.” able to sit and share ideas with this mainly sales and customer service “One of the things I really enjoy knowledgeable group of dealers,” staff in the company’s call center, plus a handful of marketing and about being part of the Ludwig fam- said Ludwig and Musser General creative staff. The Woodwind & ily is the camaraderie between the Manager Grant Henry. Brasswind also recently launched a new international shopping experience. Customers can shop its Web site, wwbw.com, in the currency of their choice and see their complete BILLY HYDE MUSIC, ALLANS MUSIC GROUP I AGREEMENT order, including shipping fees, duties and taxes, before checkout. AUSTRALIAN RETAIL GIANTS MERGE The company now offers shipping Two of Australia’s largest music products retailers, Australian Music Group (AMG) and Allans to more than 91 countries on six continents. Music Group, merged businesses on July 26. AMG’s retail arm, Billy Hyde Music, includes a net- “It’s a very exciting time for our work of more than 20 stores. Allans Music has seven stores in four states. organization,” said Tim White, vice The merger creates a network of 30 stores that are now co-branded Allans Music + Billy president of sales and general man- Hyde. According to a statement on Billy Hyde Music’s Web site, no stores closed. The new com- ager. “We continue to pick up pany employs roughly 580 people. Both companies’ Web sites currently operate independently momentum and are now growing but are scheduled to merge soon. exponentially.” AMG also operates a wholesale business that represents some of the industry’s largest names, such as D’Addario, Korg, Line 6 and Ludwig.

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GIST PIANO CENTER I OPENING GIST’S SWEET OPENER n July 10, Gist Piano opening attendees. A local piano student checks out the O Center made a sweet “We have always supported voice modulation feature on the introduction to the community universities, teachers and Roland RM-700 at Gist Piano Center as it celebrated the opening of music organizations in the its new Lexington, Ky., store community,” said Gist Piano and 50-seat recital hall. The Center Vice President John grand-opening celebration fea- Gist. “We look forward to tured free chocolate, live music working with our Lexington and the unveiling of Roland’s partners to forge the next gen- new SuperNATURAL line of eration of lifelong music mak- digital pianos. ers and give music a future in Gist Piano Center’s open- Lexington.” ing showcased local students The new piano store will in a talent show and a live per- carry nine name brands, formance from jazz and pop including handmade Steinway band Beth Mankel Group. Gist & Sons pianos and Roland dig- also partnered with local ital pianos. Gist has also been chocolatier Old Kentucky named Roland’s exclusive fac- Chocolates to provide a free tory-authorized representative chocolate buffet to all grand- in eastern Kentucky.

IMSO I PERSONNEL IMSO NAMES NEW BOARD ndependent Music Store Owners (iMSO) I recently reported that it increased its membership by 100 percent during the past year. The organization’s mission is to search for creative and productive ways to support local independent music store owners. iMSO has also announced its new board, which includes the following members: Gordy Wilcher of Owensboro Music Center in Owensboro, Ky., iMSO and iBuy program president; Jeff Simmons of Watermelon Music in Davis, Calif., vice president; Maureen Johnson of Johnson Music in Dracut, Mass., treasurer; Kevin Damm of Damm Music Center in Wichita, Kan.; Chris Basile of South Jersey Music in Sewell, N.J., iBuy vice president; Matt Franscioni of Matt’s Music Stage and School in Paso Robles, Calif.; Lisa Kirkwood of Discount Music of Jacksonville in Jacksonville, Fla.; Bob Campbell of Campbell’s Music Service in York, Pa.; Bill Wagoner of Wagoner Music Shop in Plymouth, Ind.; Donovan Bankhead of Springfield Music in Springfield, Mo.; Jeff Nixon of Instrumental Music & Sound in Ludington, Mich.; and Jim DeStafney of Blues Angel Music in Pensacola, Fla.

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SWEETWATER, AUDIOLINES I LEGAL PROMOTION Super-Low Rentals illage Music Store of Deerfield, Ill., Vhas announced that it will keep Sweetwater the price of certain band and orchestra rentals at $12 per month, a rate that hasn’t changed since 1998. Sues Audiolines EVENT Marty’s Shred-Off n mid-July, Fort Wayne, Ind., retailer posted Web offerings taken from arty’s Music Store recently I Sweetwater filed suit against J2 Sweetwater’s Web site, but it had Mhosted the Lead-Riff Guitar Electronics Group, which does busi- been unknown to him until the law- Competition at its Annville, Pa., store. ness as Audiolines, for trademark suit. “More than 20,000 items on The event, which was open to all gui- infringement. The suit alleges that our site makes it beyond impossible tarists, attracted 20 competitors and roughly 100 audience members. Dan Chicago-based J2 deliberately sold for any reasonable business owner to Miller took first place, winning a products under the Sweetwater police,” he said. Fender guitar. Marty’s will be hosting name. Sweetwater is seeking more Fryman added that Audiolines’ the Lead-Riff Guitar Competition than $75,000 in damages in U.S. Web site was guaranteed at sale to be again in April 2011. “Giving a musician the opportu- District Court for the Northern free and clear of liens and incumben- nity to show their talent sums up why District of Indiana in Fort Wayne. cies. “I understood that I had pur- the event takes place,” said Shawn A representative of Sweetwater chased a 100-percent legal Web Gerhart, sales manager of Marty’s claimed that J2 Electronics stole operation with no infringements,” he Music Store. “Practicing and lessons Sweetwater’s online content, includ- said. “We do hold an archived copy of need to have a reason behind them.” ing product information and specs, the original Web site database we pur- APPOINTMENTS and posted it on Audiolines’ Web site, chased before any changes were made. GC Pro Taps Simpson audiolines.com, as its own content. This dated file supports our position.” uitar Center Professional, GC’s Certain pages stated that customers “I regret that I had to take legal Goutside sales division that should contact their Sweetwater sales action, but the abuse was blatant,” focuses on pro users, has appointed engineer for more information. These said Chuck Surack, president and Doug Simpson to spearhead a new sales initiative geared toward provid- pages have since been taken down. founder of Sweetwater. “My hope is ing the Las Vegas market with spe- Bernard Fryman, president of J2 that we’ll resolve this quickly and cial access to all of GC Pro’s services Electronics, purchased Audiolines in that it will give others pause before — focusing, in particular, on the hotel September 2008. He said he believes they attempt to infringe on our and hospitality industry. Simpson has more than 20 years of experience the company’s previous owner brand and to steal our content.” using and selling pro audio and video gear and has lived and worked in the Las Vegas market for six years.

MUSIC & ARTS I CONTEST FINANCIAL Sam Ash Music Offers Music & Arts Names Give the Consumer Financing E Money, the consumer lending Gunit of General Electric, and Sam Gift of Music Winners Ash Music recently forged a multiyear usic & Arts recently announced the winning agreement to provide consumer Messays for its annual Give the Gift of Music band financing. The Sam Ash card will let and orchestra contests. Middle school students had musicians finance purchases from the been invited to write essays describing how their direc- company’s product line, including tors inspired them musically. instruments, software and sound gear. Aarzu Maknojia (pictured, second from left in the The program will be managed by GE front row with her family) of Seabrook Intermediate Money’s sales finance unit. Customers School in Seabrook, Texas, received first place in the will be able to use their cards at any band contest. Seabrook Intermediate School will receive Sam Ash location or online. several Jupiter instruments, including six flutes, six “We look forward to our partner- trumpets, six clarinets, four trombones, four alto saxo- ship with GE Money and are eager to phones and two tenor saxophones — all valued at share the possibilities of this program $27,350. Maknojia also received a $500 Music & Arts lesson scholarship. with our customers,” said Stu Andrea Brooks of McDevitt Middle School in Waltham, Mass., took the grand prize in the orchestra Leibowitz, executive vice president and chief financial officer for Sam contest. Her school will receive Otto Benjamin by Eastman instruments, including two violins, two vio- Ash Music. las, two cellos and a string bass — a prize valued at $20,742. Additionally, Brooks received a $500 Music & Arts lesson scholarship for her winning essay.

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CASSELL’S MUSIC I EDUCATION CASSELL’S AWARDS GRAD assell’s Music, a San Fernando, Calif., music retailer, has awarded a violin outfit to recent high Cschool graduate Karen Callejas to help her pursue music at the collegiate level. Working closely with Monroe High School music director Franklin Gomez, Callejas was selected to receive the new 4/4 outfit based on her love of music, loyalty to the Monroe High School orchestra and desire to study music at Pierce College in Woodland Hills, Calif., where she is enrolled for the upcoming fall semester. According to Ed Intagliata, owner of Cassell’s Music, many Monroe High School students and their families have been hurt by the recession, and owning an instrument is out of the question for the majority of these low- to middle-income families.

From left: Robert Klingbeil; his wife, Kelly, and son, Noah; and Tony Thomas

AMRO MUSIC I BY JENNY DOMINE Amro Employee Finds Long-Lost Father Within Music Industry or six years, Robert Klingbeil has Fworked in piano and organ sales at Amro Music in Memphis, Tenn. Adopted as a child, he reconnected with his biological mother seven years ago. But when his wife became pregnant last fall with their first child, Klingbeil wanted to know more about his biological father, if only for essential medical history. Unfortunately, his mother only had a common name. It wasn’t a high-tech database that gave Klingbeil the clue he needed to solve the mystery. It was a memory from his mother’s sister, a piano retail salesperson. “Even if he wasn’t in the business anymore, I knew I could trace him,” Klingbeil said. Amro Chairman Chip Averwater knew of Klingbeil’s search. So, when Klingbeil asked him about a man named Tony Thomas, Averwater’s face lit up. He’d known Thomas, owner of Black Hills Piano Gallery in Rapid City, S.D., and Thomas Events Solutions, for years. Klingbeil tracked down Thomas’ phone number and contacted him on Jan. 4, just days after Thomas’ own father passed away. He’d never been told he had a son. “I don’t know if I could put it into words,” Thomas said. “I had just lost my father and gained a son, a daughter-in- law and a grandson within about a three- day period.” A paternity test confirmed a 99-percent match. In July, Thomas visited Memphis to meet his new grandson, Noah Taylor.

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BILL’S MUSIC I CLINICS ONTARIO MUSIC I BY ZACH PHILLIPS Bill’s Music’s Wootenmania ONTARIO ill’s Music recently hosted bassist Victor BWooten (pictured onstage), drawing in a crowd of more than 400 to the store’s Baltimore CLOSES location. Wooten engaged the crowd with riffs and anecdotes from his long musical history. According to Bill’s Manager Tracey Kern, cus- DOORS tomers flooded the store to purchase Wooten’s fter 50 years in business, Ontario Music books, DVDs and Hartke amps. Aclosed its doors on July 31. The Ontario, Calif.-based full-line dealership was founded by James and Wilma Jones and was most recently owned by longtime employee Todd Trent. Along with musical instruments, Ontario Music offered music lessons, repairs and rentals. Trent cited the recession, school budget cuts, financial debt and Ontario’s economic decline as the reasons for the closure. “It just became impossible for me to continue to operate,” he said. Owner

STRONG START cites rent, who began work- Ting for Ontario Music economy, at 16, purchased the company from the Jones school family six years ago. He said business was strong budget at the time, and his attor- neys and CPA encour- cuts as aged him to go forward main with the purchase. “And for the first three factors years, we did really well under the new ownership.” As the economy began to soften three years ago, he refocused his business strategy, refinanced his long-term debt and “that next year went pretty well.”

‘THE LAST STRAW’ ut Ontario Music took a major hit in B2008 with the recession’s onslaught, which further weakened the local economy. According to Trent, 2009 was the worst year in the company’s history. Revenue from musical instrument sales continued to decline as prices dropped industry-wide. This was especially damaging to the company’s school music business. “Consumers, instead of doing the rent- to-owns, which were a staple for our business, decided to buy $199 instruments at Costco and Best Buy,” Trent said. “And some of the schools were starting to spend their money on buying their own instruments and leasing them back to the students, which cuts us out.” He called more recent school budget cuts “the last straw.” “We were told our mother district, Ontario-Montclair School District, was more than likely going to cut most of its band [programs] for next year,” Trent said.

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Inside SUPPLY > Korg Unveils financing program PAGE 24 > American DJ Files suit against Wal-Mart PAGE 25 > Yamaha Offers consumer rebate program PAGE 27 > Audio-Technica Awards top manufacturer’s rep PAGE 28

AUDIX MICROPHONES I BY JENNY DOMINE LISTENING IS BELIEVING

icrophone maker Audix’s Cliff Castle; inset: According to Castle, the Audix is celebrat- clinician Mike Snyder in project was a joint effort ing its 25th Audix’s online video “How between Audix and local pro- to Mic Your Drums” anniversary this duction company Mountain M year. Looking Air Studio. back, Cliff Castle, the company’s “We wanted to make it pro- vice president of sales and mar- fessional but keep it casual and keting, attributed the Wilsonville, let the content be the main Ore.-based manufacturer’s early focus,” he said. “I wanted it to success to a handful of music have an improvisational feel, retailers who were willing to give so after talking through each of the mics a chance. the scenes, we just let the “We found dealers here and material unfold in an there who were at least willing interview fashion.” to check them out,” Castle said. The series is now “I was surprised that, in most included as a DVD cases, dealers had not really with all of Audix’s D spent much time listening to series drum packs. the various vocal mics in their Castle said end-user stores, so it was an eye-opener retailers have expanded their response to the videos for everyone once they started businesses to include school, has been very posi- listening and comparing.” church and corporate installs. tive, and music retail- But Audix has made its biggest MIC LIKE THE PROS ers are also using them as DRUMMING UP BUSINESS impact in drum microphones. he company has further educational tools. oday, Castle credited Audix’s “Audix has become very T established itself in the “Retailers with drum depart- Tlongevity to supporting well-known for drum and per- drumming community with an ments like to play them in the retailers through fair pricing cussion mics, and the i5, in my online video series on its Web store and also use them for clin- and services, such as ongoing opinion, symbolizes this suc- site called “How to Mic Your ics and promotions,” Castle dealer training. cess,” Castle said of Audix’s Drums.” Starring engineer said. The company is planning “I know this may sound 25th Anniversary Limited Dean Kattari of KINK-FM to produce more online video crazy, but we answer the phones Edition i5 drum mic. The com- radio in Portland, Ore., and content in the future. with a real live person,” Castle pany also launched a low-cost drum clinician Mike Snyder, “Consumers, especially the said. “Dealers can usually get New Fusion professional drum the seven-video series provides iPod generation, are hungry for their orders, concerns or ques- mic line this year. clear, practical instruction for informative and educational tions resolved within one call. “Given the challenging using Audix products to mic materials, particularly when it We consider ourselves to be state of the retail market today, an entire drum kit. At press comes to recording and live partners with our dealers.” it is more important than ever time, the installment on kick sound,” Castle said. “It’s hard The close dealer connection to bring interesting and useful drum mics had received 6,435 to imagine the level of success has also helped Audix adapt its products to the market,” Castle views on Vimeo since its the company will achieve in products over the years, as said. February launch. the next 25 years.” MI

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ARTIST APPROVED Adams En’riched rammy-nominated alt-coun- Gtry/rock artist Ryan Adams (pictured) is the newest endorsee for B.C. Rich guitars. Adams has played and written songs on his B.C. Rich guitars for years, and his latest release, a metal project called Orion, Girl Rock Nation panel was recorded with B.C. Rich GIRL ROCK NATION I EVENT instruments. “As far as songwriting FENDER GIVES goes, I pretty much have written all my songs from the prettiest ballads to the craziest rockers on GIRLS A VOICE my B.C. Rich Beast,” Adams said. {bcrichguitars.com} ender kicked off Girl Rock tion, a Girl Rock Nation,’’ said EVENT FNation, a movement designed to Jennifer Burton, community rela- IMSTA to Be Held empower women of all ages to par- tions manager for Fender. “Fender is in New York ticipate in music, on July 22 at the a proud supporter of female guitar he International Music Software Grammy Museum in Los Angeles players. This initiative is about giving TTrade Association (IMSTA) and with a launch party. these girls a resource and a place to the SAE Institute will hold the The event included a panel dis- learn how to rock, not only in the IMSTA FESTA on Sept. 25 in New cussion on women in music with musical sense, but also as a person.” York. Audio technology companies speakers Allison Robertson, guitarist A new Web site, girlrocknation. from around the world exhibit at the one-day event, which is geared for The Donnas; Alicia Warrington com, is a place where women can dis- toward professionals and pro- drummer of The All-Girl Boys Choir cuss music, learn about female rock- sumers alike. Event highlights will and The Gore Gore Girls; and Mona ers, and seek advice on songwriting, include $100 of free software by IK Tavakoli, drummer of Raining Jane producing music and playing an Multimedia for every registered vis- itor and a presentation by Clyde and Radical Classical. The discussion instrument. The site is meant to give Stubblefield (aka The Funky was moderated by Carla DeSantis, a beginning rockers a starting point and Drummer). {imsta.org} leading advocate for women in rock. developed musicians a place to “This is about creating a revolu- improve. {fender.com} SALES Music Group Restructures he Music Group has restruc- Ttured its European and U.S. KORG I PROMOTION sales programs for the Behringer and Bugera brands toward a factory-direct sales model that lets it KORG OFFERS streamline distribution and logistics operations. The company is increasing focus in such areas as FINANCING product conceptualization, development, manufacturing and cus- org and GE Money have teamed up to offer financing programs tomer experience. Kfor several of Korg’s major brands. “As The Music Group continues The program lets dealers offer six months of interest-free financ- to grow, it is critical that we refine ing on qualifying Korg, Marshall or Vox purchases more than $499 our focus to the Group’s core until Sept. 15. competencies,” said Chairman and Korg dealers can contact GE Money for marketing materials, CEO Uli Behringer. “We will invest such as hangtags, counter cards and posters, to promote this lim- heavily in areas, such as R&D, ited-time offer. intellectual property in manufactur- Music product retailers without a GE Money program can still ing and overall customer experi- take advantage of the summer sales offer by contacting GE ence.” {music-group.com} Money’s national sales department at 866-209-4457. {korg.com; voxamps.com; marshallamps.com}

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AMERICAN DJ I LAWSUIT AMERICAN DJ SUES WAL-MART American DJ has filed suit against five compa- American Audio brand. According to American DJ, nies, including Wal-Mart Stores and DBL the five firms “intentionally, continuously and Distributing, for violating the Lanham Act, which wrongfully advertised, distributed and/or sold covers federal trademark law. audio equipment using the American Audio mark TYCOON I EXPANSION The suit alleges that the five companies used since 2009.” the American Audio trademark in advertising and Other companies named in the suit are V2GO promoting audio products that were not made by Technology, American Audio Laboratory and Laser New Digs for or affiliated with either American DJ or its Karaoke. {americandj.com} Tycoon ycoon Percussion has relocated and Texpanded its U.S. base of operations as of July 1. The company’s new facility is located at 1344 Parkside Pl., in Ontario, Calif., and features additional office space for management, sales, marketing and artist relations. It also includes a fully stocked showroom and a large, state-of-the-art warehouse. The move marks the next step in Tycoon’s efforts to manage its growth in the United States and around the world. The grand-opening celebration will take place during next year’s winter NAMM show. {tycoonpercussion.com}

HAL LEONARD I ONLINE Hal Goes Digital, Again al Leonard has added video content H to its Digital Retailer Program. The program originally let more than 3,000 music dealers offer sheet music on demand, and now these retailers will also be able to sell download- able and streaming video lessons to their customers through the Hal Leonard Digital Video Retailer Program. The Digital Video Retailer Program lets music dealers profit through the Hal Leonard Web site GuitarInstructor.com (GI.com), which features lessons in all styles of music, from beginner to pro. Hal Leonard also recently launched lyricstore.com, a site where visitors can print accurate, licensed lyrics on a wide variety of products. Prices start at less than $12. {halleonard.com}

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NAMM I BENEFITS PARTNERSHIP Samson Teams Up With NAMM Members Bank In Image Marketing AMM has added new benefits no transfer fees; fast transfers; a amson Technologies has joined for its members that will help proactive account manager to alert Sforces with Image Marketing, a N firm run by longtime Samson friend them more efficiently and cost members of positive movements in Bob Rufkahr. Image Marketing now effectively manage their foreign cur- the market; FX risk-management covers the Southern California and rency purchases and international services; savings on currency pur- Southern Nevada territories for payments. chases due to highly competitive for- Samson. “[Samson] has developed some With the new benefits, U.S. eign exchange rates and services; a truly revolutionary products since I NAMM members will receive serv- personal NAMM account manager; last worked with them, and I am ices from Tempus, including foreign no commission; online trading plat- extremely excited for Image currency and international payment forms that eliminate the issues of Marketing to help them achieve their vision for the future,” Rufkahr said. services; monthly currency outlook working in different time zones; and {samsontech.com} reports in euros, British pounds and the ability to access the 24-hour FX Japanese yen delivered via e-mail; a market with various tools, helping PARTNERSHIP Standard Electronic Funds Transfer members take advantage of market Renkus-Heinz Partners (EFT) fee of $20 discounted to just movements. With AMI $10; and no locking into a set con- “In this era of competitive busi- enkus- tract for any period of time with ness practices, NAMM continues to RHeinz has Tempus. explore programs and services to help appointed AMI Music International NAMM members members lower their overhead,” said International as will receive services and benefits Melanie Ripley, associate director of the company’s from SGM-FX, which include low or membership at NAMM. {namm.org} new Brazilian distributor. Based in Sao Paulo, AMI is one of the leading professional audio distrib- utors and project design groups in Brazil and offers regular training seminars and technical assistance to its user base. “We’re excited to welcome AMI APPOINTMENTS International into the Renkus-Heinz family, and we’re confident that this is the beginning of a long and mutu- Music Inc.’s ally supportive relationship,” said Rik Kirby, Renkus-Heinz’s vice president of operations. {amimusic.com.br} New Editor atie Kailus is the new associate editor TECHNOLOGY K of Music Inc. magazine. She previ- Amped-Up iPad ously served as the editorial assistant and K Multimedia’s AmpliTube is now intern. Kailus graduated from Elmhurst Iavailable for download to the iPad. College in Elmhurst, Ill., and is a self- The currently available iRig interface taught guitarist and avid ice skater. adapter and the AmpliTube combina- Katie Kailus tion represent the first portable multi- {musicincmag.com} touch tone-modeling solution for gui- Tascam has named David Volpe America’s newly created Customer tar and bass regional sales manager for New Experience Group (CEG), a strategic players, giving England and and tactical creative team that will users the much of the implement the company’s corporate chance to play company’s marketing and advertising. and practice East Coast D.A.S. Audio has appointed Steve anywhere. territories. Trimble to the newly created position Functions include a tuner, metronome Crown of Southeast regional sales manager. and backing track player for improv- Audio recently CAD Audio has selected Glenn ing guitar-playing skills. The five amp >>> David Volpe appointed Roop as its new executive director of models include: clean, crunch, lead, Daniel Saenz business development. Roop will be metal and bass. The AmpliTube for the market responsible for developing new prod- the iPad is available at the iTunes manager for installed sound. ucts and marketing and sales promo- store. {amplitube.com} Jeff Hawley has been named the tions to expand the scope of existing director of Yamaha Corp. of markets.

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YAMAHA I PROGRAM Mindi Abair Steppin’ It Up amaha recently announced that which she has been playing since Y its Step Up to Yamaha program she was 18. The YAS-82ZS is one of will begin Oct. 1 and run through the dozens of step-up instruments Dec. 31. The initiative, which offers included in this year’s promotion. direct consumer rebates from “In today’s economic environ- Yamaha of up to $100 and dealer ment, we feel that supporting our bonus opportunities, is aimed at dealers and customers with direct easing the financial burden on the rebates and turnkey promotional customer when purchasing an opportunities will help our dealers’ instrument and supporting dealers business and provide our customers in their sales efforts. the enjoyment of playing an amazing Along with the financial incen- instrument,” said Kurt Witt, market- tives, Yamaha will also be providing ing manager for winds at Yamaha’s a wide range of marketing materials Band and Orchestral Division. featuring Yamaha saxophone artist A full list of instruments Mindi Abair. Abair’s instruments of included in the promotion, along choice are the Yamaha YAS-82ZS with participating dealers, can be alto saxophone and a YSS-62R found at stepuptoyamaha.com. curved neck soprano saxophone, {yamaha.com}

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ALFRED I DISTRIBUTION NEWSSTAND TO MUSIC STORE AWARDS SUPPLIERS AND ORGANIZATIONS RECOGNIZE Alfred has joined forces with the Music Magazine profitable and successful with magazine sales, INDUSTRY PEERS AND AWARD NEW TALENT. Publishers Association (MMPA) exclusively to dis- while making transactions between the parties tribute the complete selection of MusicMags more manageable and enjoyable,” said Bob titles to music retailers, making it easier for Durkee, Alfred’s director of distribution. stores to profit from industry magazines. MusicMags exclusively supplies a selection of “Alfred brings a wealth of knowledge and more than two dozen music magazines including expertise to this new venture that will make both Guitar World, Guitar Player, Bass Player, Acoustic music retailers and magazine publishers more Guitar and Sound On Sound. {alfred.com}

A-T PRESENTS PRESIDENT’S AWARD udio-Technica presented Pine City, AN.Y.-based Ark Productions & Marketing with its President’s Award at a ceremony held during InfoComm Expo on June 9 in Las Vegas. Tim Chamberlain, Ark Productions & Marketing principal, accepted the President’s Award, which recognizes a manufacturer’s representative for out- standing commitment and dedication during the Audio-Technica 2009–2010 fiscal year. The firm sells Audio-Technica professional products to retailers and sound contractors in upstate New York. {audio-technica.com}

Adams Musical Instruments President Frans Swinkels received the The King William I Award in the small business category from the Dutch Crown Prince Willem-Alexander at the Royal Theatre in The Hague, Netherlands, on June 25. API recently named the six winners of its 2010 Visionary Scholarship: Taylor Bray, Jay Yaskin, Chris Conover, Jacob Rosse, Hanna Stenson and Benjamin Poff. The scholarship promotes creativity and excellence among young sound engineers. Chauvet’s second annual DJ Product Review Contest had two winners. DJ Wicked Jester and DJ Omega80 were named grand-prize winners and official YouTube product reviewers for the company in the coming year. Gretsch’s Fred and Dinah Gretsch were presented with a commissioned portrait by the Savannah Folk Music Society on July 2 in Savannah, Ga.

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>>> Inside IDEAS > The Retail Doctor Page 32 > Lessons Learned Page 34

INDEPENDENT RETAIL I BY TED ESCHLIMAN EMPLOYEE MOTIVATION rying to motivate staff best interests. Do employees get people who want to be good with old-school car- get to suggest product display at their jobs, and that sense of rot-on-a-stick incen- efficiencies? Sometimes, a little personal satisfaction is a mas- tives simply doesn’t uninhibited creativity can give sive motivational force. How T work. According to a your showroom pizzazz. We many of them play in bands or study by author Daniel Pink in had a “Good Housekeeping” situations where they work Drive: The Surprising Truth promotion for instrument care nearly for free but can’t wait to About What Motivates Us, bonus accessories, and one staff mem- leave work to get to the gig? commissions can actually incen- ber suggested dangling mops It’s not about money. It’s about tivize poor performance. I can’t and cleaning supplies from doing something well — and say I disagree. Bonus commis- fishing line above the shelves. for fun. Their work life should sions cause friction in team set- He and others are now empow- have the same goals. tings, where sales staff depend ered to suggest outlandish but on one another’s cooperation effective display ideas. PURPOSE and support. If salespeople stop We have regular meetings on urpose is the third motiva- getting extra remuneration, they what’s working and what’s Ptor, and the world is full of can also become lethargic. And AUTONOMY hampering our instrument examples. Look at Wikipedia, “What’s in this for me?” is a ink exposes three motiva- rental program. I can’t tell you and compare it to Microsoft’s poor attitude to have while P tors that are greater than the number of powerful tweaks failed Encarta encyclopedia. helping customers with their monetary enticement: auton- our people have come up with Who would have thought that, big-picture needs. omy, mastery and purpose. The to make the program more effi- after a decade of huge financial Pink’s premise, based on first, autonomy, is an often cient and customer-friendly. investment in the latter, the some compelling studies, is unrecognized compulsion that Again, they’re the ones in battle. world’s most popular research that workers need to make offers powerful self-drive. This body would’ve been done with enough to live on, but once concept holds that employees MASTERY volunteer labor? Humans have rewards are based on addi- need to “own” a part of the astery should be an easy a strong drive for meaning and tional incentives, they can operation, be it a simple store- Mone for music store to leave a mark on the world. actually be counterproductive. improvement task, elements of employees to understand. From Staff who believe they’re creat- Have you seen staff fight over a marketing drive or a proto- the day they started on their ing musicians through your commissions? Ignore basic col decision. first instruments, the drive to store have a good reason to get responsibilities in a selfish Do your employees believe get better made them dig from out of bed in the morning. pursuit of extra money? Blow they have a say in setting poli- within. These people know It’s not just about the wage. a sale because commission cies that better serve your cus- firsthand the rewards of prac- It’s about significance. MI addiction prompted them to tomers? After all, they’re the tice and perfecting perform- oversell to an apprehensive ones in the trenches, and they’ll ance skills, and it should be no Ted Eschliman is a 30-year veteran of music retail and co-owner of Dietze Music in customer? know firsthand when a policy different on your sales floor. Southeast Nebraska. Mel Bay published his Me, too. can conflict with customers’ When you hire right, you book, Getting Into Jazz Mandolin.

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THE RETAIL DOCTOR I BY BILLY CUTHRELL Treating Staff Infections

ou may have terrific employees and customers, but every once we don’t treat it as a big deal, in a while, a store experiences staff infection. Serious staff as long as the clothes are work- infection starts when employees begin showing up late for place-appropriate. In many work and stop caring about performance or appearance. This is cases, simply taking an Y accompanied by a sudden or unexplained inability to work employee aside and addressing with fellow employees, management and customers, as well as displays of the issue directly is sufficient. poor judgment. The symptoms are hard to treat once it sets in, and the I’ve found that being direct condition can worsen quickly and spread to others. at the time of hire is an effective pretreatment method. Lay BEWARE OF EARLY SYMPTOMS out your expectations for he common staff infection can exhibit a wide range of traits. every employee in writing — T In most cases, it’s visible in small traces, such as an no exceptions. At my dealer- employee saying, “Today is laundry day, and I don’t have a ship, we have a detailed clean company shirt to wear,” or “My guitar is in the back of employee manual that works my girlfriend’s car, so I need to borrow a guitar from your well, but you can also get inventory to teach my lessons.” away with a basic overview of Beware of these “once in a while” instances because they can your expectations. signal the start of a trend that infects other employees and teach- Set a regular date and time ers. Then, those people will start saying, “If Steve gets to wear for employee reviews, so you whatever shirt he wants, why do I have to wear a uniform every can meet with each person day?” You can stop this affliction from spreading to the entire staff and review his or her work, by identifying and treating it early. Prompt treatment, in fact, is discuss expectations, and con- necessary because staff infection can turn into a staff epidemic. sider solutions. Reviews are Often misdiagnosed in younger employees or mistaken for a lack of also a good time to treat any training or experience, staff problems that might be lurk- infections can be caused by a ing beneath the surface. Many Watch employee variety of sources, including, but potential staff infections in not limited to, job burnout, drug my business have been warded behavior for early or alcohol abuse, a change in off with a private meeting. warning signs, and marital status, death of a spouse, You may never have to and any number of outside influ- treat staff infection, especially take preventative action ences that you can’t predict or if you run a business with a before it spreads change. In some cases, staff fun atmosphere where people infection is contracted at another have latitude and get positive company that had poor proce- reinforcement. After all, dures. These are things that will when you’re accessible and surface down the road as the employee serves at your company for longer visible in your workplace and periods of time. have a clean, positive environment, you will attract PREVENTATIVE MEASURES clean, positive, honest, hard- anagers sometimes go overboard by placing tough rules and expecta- working employees. MI Mtions on staff when treating this condition. This is not always the Billy Cuthrell operates Progressive Music most effective treatment option. If, on occasion, one of my employees Center and askourmusicians.com. Contact shows up wearing something other than the standard-issue company shirt, him at [email protected].

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LESSONS LEARNED I BY GERSON ROSENBLOOM Customers for Life?

have a little exercise I’d like you to try. Close your eyes, and think of would have certainly said your five best customers. Got ’em? OK, now, when did you last see “yes.” In reality, there was no them or talk with them? I’m going to guess it was sometime recently. If relationship, evidenced by his you’re pretty good at sales, you may very well know most of what they disappearance years ago and own, what they’re thinking of buying next, their birthdays — maybe my failure to realize it. At Ieven the names of their bands, spouses and children. best, I was his gear pimp. What do these top clients think of you and your company? If you’re like most sales folks, you are probably hard-wired to reason RELATIONSHIP MAINTENANCE that they obviously love you since they buy so much. I’m ales are based on relation- guessing you feel quite certain that they’re devoted to you S ships, and relationships and that you are their exclusive music store for life. After all, should be two-sided affairs. look at how much they’ve spent and how often they frequent Your clients, when treated your establishment. well, will feel a natural affinity This line of logic represents the salesperson in you selling for you and the products or yourself. Don’t be fooled. services you sell. You need to reciprocate by letting yourself RUDE AWAKENING become genuinely involved in hen I closed my retail store, I decided to conduct some- those things that they hold W thing of a lengthy postmortem to evaluate what I could dear. You need to gather reams have done better and what decisions might have led to a dif- of information that will help ferent outcome. I figured, if nothing else, these lessons would you in each successive conver- help me hone my business skills. sation. And unless you have One of the things I did was review my company’s top 200 super-human recall, you need clients and how recently they had shopped at my dealership. to develop a system to store You can imagine my shock when and retrieve all the informa- I discovered that 75 percent of tion you’ve gleaned. ‘Seventy-five percent them hadn’t made a significant In return, you’ll receive purchase in the past five years. their payments, loyalty and of my top 200 customers Admittedly, the stuff sold in maybe even admiration. A hadn’t made a significant our stores today often costs less relationship lasts as long as than what we sold five years ago. you continue to invest in it. purchase in the past That tends to skew the numbers, As soon as you stop, it’s in five years.’ so older customers appear to have peril. No amount of previous purchased more. But 75 percent! effort will secure your most It was a rude awakening that valued customers. The only demonstrated what a poor job I’d way to do that is to earn their done helping my staff nurture those all-important customer relationships. trust over and over again. It’s Finding my own personal clients on the list also gave me the opportu- this tireless and consistent nity to study what I’d done wrong. Here’s one case in point: I had a client effort that will earn you cus- who was a certifiable equipment junkie. If it was new, he had to have it. If tomers for life. MI it was cool, he wouldn’t rest until it was in his rack. Over a period of about 10 years, he spent an obscene amount of money with me. He always fol- Gerson Rosenbloom is managing director of Wechter Guitars. He’s former president of lowed my advice. That is until he stopped showing up. Medley Music and a past NAMM chairman. If you’d asked me back then if I had a relationship with this person, I E-mail him at [email protected].

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DOES LOOKING AT YOUR HEALTH CARE COSTS MAKE YOU UNCOMFORTABLE? JOIN THE CLUB By Greg Billings

ow often do you get good news from your health insurance agent? A Hfew months ago, ours happily announced our premiums would only go up 2.1 percent this year. The top of the renewal form featured a highlight: Health costs in our county had gone up 9.2 percent. Demographic changes in our group reduced our exposure by 7.1 percent. Before you ask for his e-mail address, you’ll want to hear the rest of the story. The renewal document included a little footnote indicating our current program had been discontinued. The new product featured higher copays and dramatically higher deductibles. The renewal didn’t disclose that a comparable policy would actually be 42-percent more expensive. This followed a 28- percent bump the year before. Parsing the numbers revealed that the insurance company was using a not-too-clever ruse to disguise a huge reduc- tion in coverage. The premium increase — and isn’t it interesting they call the fee a “premium” — doesn’t appear to be a direct consequence of increased cost of care. The Bureau of Labor Statistics, in fact, pegged medical inflation at just 3.2 percent last year.

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{HEALTHINSURANCE}

Insurance companies oper- Menzie Pittman, founder of adopt a new business model. First, families got rated by size, ate on the same mathematical Contemporary Music Center, Ellen McDonald has struc- then employees got rated by age basis as Las Vegas casinos. With which has two locations in the tured Hartland Music Center and gender — at least in state regulators’ help, they set Virginia suburbs of Washington, in Hartland, Wis., as a confed- Florida. Ironically, it’s illegal to rates, and the odds always favor D.C., also saw health insurance eration of independent con- discriminate based on gender the house. Health insurers col- costs jump last year. tractors. Complying with all or age in every other area of lect money from patients and “When the price of some- the state and federal tests and employment, but somehow, the pay it to providers, the same thing goes up 34 percent, you requirements hasn’t been easy, insurers got a free pass and cre- way casinos collect money from expect an improvement in but McDonald said, “If you ated a huge disincentive to hir- losers and pay it to winners. By quality, but there was no can find good people to work ing young women or people government mandate, health change,” he said. “I had to as independent contractors or over 50 — and a bigger disin- insurers get to keep a few points come down a tier in quality [of part-time, there are many centive to hiring full-time as profit. Their profit is essen- coverage] and increase the advantages. And not having to employees at all. tially guaranteed, so they have deductible and copay to keep deal with health insurance is Over time, health insurance no incentive to reduce costs (or the coverage affordable.” just one of them. To pay insur- rates went up faster than any bets) because, in the long run, And as bad as it’s been for ance for everyone is insane. other cost of doing business. the bigger the bill, the higher business owners, it’s been far You can’t afford to do it.” According to a study by the their profits. Other ways for worse for our employees and Kaiser Family Foundation, them to profit include denying their families. Many employers A NECESSITY WE CAN’T AFFORD between 2001 and 2007, while coverage and increasing the have stopped paying the family t used to be easy. We bought wages rose 19 percent and infla- portion customers pay through portion, begun charging Icoverage for everyone. There tion went up 17 percent, premi- deductibles and copays. employees for a share of the was one rate for singles and ums for family health coverage Providing health care expense or done both. Some another for families. If we nationwide increased 78 per- remains a pervasive problem have terminated coverage alto- weren’t big enough to form a cent. Rates have gone up even for most employers, and it’s not gether. Copays and deductibles group, we could get insurance more since 2007, far outpacing just about the money. Music have risen dramatically, through the chamber of com- increases in medical costs. In retailers I spoke with are sin- increasing employees’ out-of- merce or other industry or 2009, we were able to reduce cerely interested in taking care pocket health expenses. civic organizations. It was a sig- almost every expense, but health of their employees and accept The burden of health and nificant expense but not over- insurance costs still went up that health care is a reasonable workers’ comp insurance is whelming, and coverage was nearly a third, even though we component of compensation. causing some music stores to excellent. Times have changed. reduced coverage and instituted

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{HEALTHINSURANCE}

a health savings account (HSA). He describes how Mike Parnell, Few of us year, their deductible doubled. The problem we face provid- CEO of his sponsor Oakley, Everybody understood that it ing care for our employees isn’t went to bat for him with a understand was a function of the economy, only economic. It’s structural. health insurance carrier that and I could only afford to keep An employer-based health care wanted to deny coverage for his what would covering them if we made this system is fatally flawed and pre-existing condition, cancer. happen if one sacrifice.” ultimately unsustainable. Unfortunately, few of us have A 2002 report from the Employer-provided health the clout of a CEO willing to of our Government Accountability insurance ties people, especially fire his insurer or the celebrity employees got Office echoed Pittman’s sick people, to their jobs, of Armstrong when dealing remarks, finding that the five restricting mobility and inhibit- with health insurance compa- really sick largest carriers, when coming economic and personal nies. Advantage: big guys! Small businesses are at a per- bined, represented three-quar- growth. An employer who fires Most of us understand the manent disadvantage. ters or more of the market in a nonperforming worker, who upfront issues — deductibles, The U.S. health insurance 19 states and represented more happens to have health issues, copays, lifetime caps and so industry is an oligopoly, with than 90 percent in seven of can be perceived as cruel, and on. Fewer really understand most policies underwritten by these states. As you might COBRA forces an ongoing rela- what would happen if one of a handful of dominant players. expect, the big five don’t com- tionship with former employ- our employees or someone in Most parts of the country are pete on price. Today, Blue ees. There are incentives for his or her family got really served by only a few of them. Cross Blue Shield, in all its gender and age discrimination sick. Given the demands of “We went across the board incarnations, may have 40-per- (mentioned earlier), and finally, running a business, there’s and checked comparable plans, cent market share nationally the system gives a huge advan- limited time to examine health but the only way we could cut and nearly 90 percent in some tage to big employers who can insurance programs, which costs was to reduce the cover- states. Would buying insurance afford human resources profes- change every year. Big compa- age to nothing,” Pittman said. from exchanges or across state sionals to study, monitor and nies, government entities and “There are really only three lines really reduce costs when handle health care issues. unions have human resources companies, and they are in the sellers are the same? departments and the means to lockstep with each other. It’s THE LITTLE GUY LOSES self-insure or hire experts who an area where the consumer is IS THIS HEAVEN? NO, IT’S IOWA here’s a revealing chapter in can analyze policies and nego- held hostage. I am trying to hile bigger — as long as Tbicyclist Lance Armstrong’s tiate with insurance carriers offer my employees an accept- Wyou’re really big — is still book, It’s Not About The Bike. from a position of strength. able level of insurance, but this better, the main factor of afford-

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able health care now seems to the insurance carriers. Our “We have really pushed and what conditions to be location. Martha Meyer, home state, Florida, rates near hard to educate our employees exclude. That employee quali- manager of benefits and payroll the bottom in these indexes about wellness, and it has fied for an individual policy at West Music in Coralville, and has no shared-risk pool. made a difference for us,” said this year, but there’s no guar- Iowa, has 140 associates in her Could it be that states with vig- John Hopkins, vice president of antee it will be renewed. company’s plan. She reported orous health programs and operations. Still, Sweetwater With no financial benefit to that West’s premiums increased aggressive insurance regulation experienced a 15-percent rise having a group, we decided to 5 percent this year and are a better insurance risk? in health insurance expenses offer our employees a raise suf- would’ve been 12 percent with- Being a big employer doesn’t last year, and its rates have ficient to cover the costs of out changes in the deductible. seem to help much in Indiana, jumped as much as 30 percent their individual policies. Similar Over the last few years, its which also fares poorly on the in a single year. to the transition from employer- health insurance increases Gallup-Healthways Well-Being funded pensions to 401(k) pro- have been running only 10–12 Index. Sweetwater of Fort SQUEEZING OUT SMALL BUSINESS grams, employees are now percent. What’s up in Iowa? Wayne has 385 employees and or nearly all music stores, responsible for managing their The Hawkeye State has serves as the poster child of Fand even most suppliers, own health care policies and some of the best health care in employee benefits in the music employee benefit programs, benefit from the cost savings. the nation, ranking third in retail industry. Along with a such as those at Sweetwater, are But if they get really sick, their the Gallup-Healthways Well- 401(k) plan, cafeteria, fitness impossible. Sweetwater has two insurance carrier can raise their Being Index and barely edged center and game rooms, its human resource directors who rates — or just drop them. out by sparsely populated associates have a menu of devote 25 percent of their time Like the rest of the country, North Dakota and Hawaii, health insurance options, to health insurance issues. West I watched last year’s health which is notorious for its long- including a wellness-incentive Music’s Meyer said she has care debate from the sidelines. standing state-run heath insur- program. Employees who enroll been spending 20 percent of her I’m not very political, so I ance program. Iowa also in a high-deductible policy with time on health insurance and never bought into the scare tac- finished second in access to a company-funded HSA expects it to consume as much tics from the right or the rosy health resources. It has a strong account and achieve goals as half her time eventually. scenarios of the left. My wife, a state department of health and related to body fat, smoking, Those of us with small stores, lifelong nurse, assured me vigorous insurance regulation. blood pressure and cholesterol whose duties include everything there wouldn’t be death panels (Insurance companies in Iowa can reduce their health insur- from serving customers to emp- and that there are thousands of can’t rate for age or gender.) ance payroll deduction to less tying waste baskets, don’t have practical things that can be Iowa also has a state-run than half the cost of co-workers enough time to become health done to reduce health costs. I shared-risk pool for cata- who choose to not participate insurance experts. tried to tell my ideological strophic illness, which signifi- in the program and select con- After presenting our new friends this was a very serious cantly reduces the exposure of ventional coverage. health coverage, one employee problem for small business and took matters into his own more than a red/blue, right/left hands. Within a half-hour, he theoretical argument. My real- had a quote for a better policy life concerns fell on deaf ears. b through the same insurer, via Unfortunately, no one I BETWEEN A ROCK AARP, at a cost less than his spoke with thought the Patient share of our plan. When I told Protection and Affordable Care & A HARD PLACE my agent that my employee Act, known to many as the While writing this article, I had a kidney stone too could buy insurance from the health care bill, is going to com- big to pass through my system. Untreated, I would same provider cheaper as an pletely fix these problems. have lost a kidney and might have died from an individual, he wasn’t surprised. Meyer, who has studied the infection. Along with excruciating pain, a few thou- He explained, off the record, subject and attended several sand dollars in out-of-pocket costs and missed that insurance companies are seminars about it, said that, work, I had nearly $50,000 in medical bills. That’s right: $50,000 for a kidney stone, and I pricing small groups out of the while the bill was signed into have a full-time nurse, my wife, who made sure I market because of exposure to law last March, the Department didn’t have unnecessary procedures. Of course, that pre-existing conditions. If a of Health and Human Services was the list price, and there are lower numbers for small business hired an is still writing the regulations, the insurer and even lower costs for Medicare or employee whose spouse had so no one knows how it will Medicaid. There are reasons why a kidney stone evolve. Requiring coverage of costs $50,000, and physician ownership of service cancer, there would be no way providers and the referral system is part of it. But the insurer could permanently pre-existing conditions and col- that’s a story for another day, and my wife, Sara, exclude them. Individual poli- lege students appears to be a will have to write it. — G.B. cies are based on underwriting step in the right direction, and decisions about who to accept enrolling young, healthy people

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into the pool of insured is sick or potentially sick) clients. companies that were already will be solved for us by insurers. essential to the basic economics And the health insurance doing things right are going to The burden of providing health of insurance, but the small- industry seems to be trying to get hit negatively.” care for our employees, at least business subsidy will be useless break the backs of small busi- The new law also hasn’t for those of us who are small, for most of us. Companies the ness health insurance groups. I addressed the structural defi- may soon be so overwhelming size of West Music will be too don’t know if this is part of a ciency of an employer-based that we can no longer offer con- big, and companies like grand strategy to transform health care system or insurance ventional group coverage. But Pittman’s won’t qualify. their business model so they’re carriers’ anti-competitive our employees and their fami- insuring mostly healthy indi- nature. Numerous studies have lies are still going to get sick and NO PLACE FOR IDEOLOGIES viduals, with a generous sub- concluded that Americans pay occasionally suffer catastrophic ’m no expert on health insur- sidy from the government, and much more for health care and illness. They’re going to have to Iance or heath care — I’m leaving sick people for some- receive fewer benefits than be taken care of one way or barely an expert at running a one else, but it sure looks that other economically developed another because our businesses small music store. What I know way. And a subsidy for individ- nations. And everyone knows, can’t survive without them. about the subject I’ve learned ual insurance policies is a notwithstanding the steps taken We’re going to have to get trying to provide health care major part of the new law. last summer, the government is past the debate on whether for my employees over the last “I like to be positive and going to have to revisit health we’re going to pay these costs 35 years. But a few things are think that it’s going to get bet- care, and it’s going to have to do through taxes or through tribute clear. The increased cost of ter, but I believe it probably so sooner rather than later. to oligopolies and figure out the health insurance doesn’t appear will get [more expensive],” As small-business people, we most efficient, effective way to to be solely a consequence of Hopkins said. “Companies that are going to have to put ideology do it. The current system is nei- an increase in the cost of care. weren’t doing things right may aside and confront this problem ther efficient nor effective, and There appears to be a strategy be better off or may be forced in a realistic, pragmatic way. the one we appear to be facing to squeeze out undesirable (i.e. to do some things right. But Maybe the immediate problem looks downright brutal. MI

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INSIDE:

b RHYTHM TRADERS PAGE 44 The Portland, Ore., drum and percussion specialty shop emerges from the recession to have its best year.

b MARKET TRENDS PAGE 50 Alternative cymbal brands and a drum DVD boom expand retail add-on opportunities. 2010 b RHYTHM TECH PAGE 56 The folks who brought you the crescent-shaped tambourine celebrate three decades. DRUM &

b LOS CABOS PAGE 58 The Canadian drumstick maker differentiates itself and PERCUSSION offers new programs to compete in the U.S. market.

b DRUM & PERCUSSION GEAR PAGE 60 New offerings from Tama, Sonor, Sabian and Reunion Blues. ANNUAL SEPTEMBER 2010 I MUSIC INC. I 43 MI1009_44_48_RhythmTraders.qxd 8/13/10 10:20 AM Page 44

Bradley Boynton MI1009_44_48_RhythmTraders.qxd 8/13/10 10:20 AM Page 45

Bradley Boynton of Rhythm Traders in Portland, Ore., won’t talk about margins with his sales staff and makes friends with big-box Tradingcompetitors. on Trust

So, after suffering through the great recession, why is he having his best year ever?

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radley Boynton fin- ble burst. His lease was up, and AUTHENTIC BEGINNINGS research in Africa to see if it was ished 2007 with his he found a building slated for ooking out for tomorrow a good match,” Boynton said. best year ever — condos selling for the land’s Lwas how Rhythm Traders “In Ghana, I set up a bunch of only the celebration appraised value. With a Small came to be — though, at the mini-internships to learn more Bwas short-lived. Business Administration loan time, Boynton was planning for about music and drumming.” New online competitors and the help of various local a much different future. He Near the end of the appren- were starting to pop up in the government programs, he was studied drumming with Obo ticeship, the drum makers asked world percussion industry, able to buy and renovate the Addy at Portland’s Lewis & Boynton if he’d market their and Boynton, who owns space. Since then, his biggest Clark College, where he gradu- drums in the United States. He Rhythm Traders in Portland, problem has been filling it with ated in 1990 with a bachelor’s explained he’d come from a Ore., began losing market enough inventory. in anthropology. The following family of teachers, social work- share. Then, in the fall of “But we have more to sell, year, he worked as a security ers and musicians and had no 2008, the Great Recession hit, we have room for events, and guard in Amsterdam, got sales experience. They came and flat sales became declin- there’s local buzz about what Malaria in Hungary, emergency back with a proposal that ing sales. Adding insult to we’re doing,” Boynton said. landed during a sandstorm in changed his life: They’d give injury, a storm blew through “And sales are catching up. We Nigeria and lived with Fulani him a dozen drums. If he sold the Pacific Northwest the fol- had 20-percent growth in 2009 nomads in Ghana. It was there them, he was to send back half lowing December, stopping and are on target for similar that he won an apprenticeship the money for another dozen. If retail dead in its tracks. “It growth this year. We’re way with a group of drum makers. he failed, they were content was devastating,” Boynton up over our 2007 peak. We’ve All they asked for in return was knowing that he’d tried. said. He ended 2008 down 13 laid the foundation for future a handful of kola nuts and a “The next day, after har- percent. growth and won’t lose our truck battery, so they could lis- vesting cassava in the morning, Then a wonderful thing lease anytime soon. For me, ten to music in their workshop. carving drums in the afternoon happened: The real estate bub- it’s all about tomorrow.” “I figured I should do field and playing for a wake-keeping MI1009_44_48_RhythmTraders.qxd 8/13/10 10:21 AM Page 47

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that night, I looked at myself and realized THE PERCUSSION LAB more if there’s a model out to play,” he that I was already doing what I wanted to he company also generates return cus- said. “There are other parameters besides do,” Boynton said. “And I was doing it T tomers by trading on an atmosphere price that will sell a product, such as without a Ph.D. behind my name.” of discovery. Boynton likened his store to weight, pitch, volume, texture, sustain and a laboratory. Product is taken out of boxes ergonomics, which are all important to the MAINTAINING MARGINS and set up, and customers don’t have to drummer. It has got to be out of the box to ighteen years later, Boynton credited his ask to try it. gauge all those things. How else can a per- Esuccess in the Portland market to being “It’s great to have overstock in neat lit- cussionist decide if a tambourine is too highly specialized while offering a one-stop tle rows on your slatwall, but you’ll sell heavy or the edges on a cajon too sharp? If shopping experience for drummers. “It used to be that drum stores didn’t do much other than drum sets,” he said. “And the hand drums were found at gift or incense shops, CDs were found at record stores, and books were found at sheet music stores. I’ve tried to look at the entire picture from a drummer’s perspective to have everything under one roof. Yet I don’t have a single set of guitar strings in my shop, and that’s great because I can send [customers] down to Portland Music and support what they do. Eighteen years into this, it seems to be working.” The Internet has forced him to compete harder for business he once took for granted. Still, Boynton said he believes it has also opened the door for specialty stores to better broadcast their niche — to the point that big-boxes will send customers to Rhythm Traders for its deep selection. To keep those customers coming back, the store stocks everyday odds and ends drummers can easily find on the Internet. And to keep margins up, Boynton has a strategy that he admitted might be outside some retailers’ comfort zone. “I buy a China container twice a year with generic high-use parts: snare wires, hardware, bags, thrones, clamps, felts, tension rods, egg shakes — stuff like that,” he said. “It has high margin, which helps offset the increased exposure of importation and the inventory dollars that are tied up for six to nine months. Still, it has helped my overall margin up to where I can price match nationally when necessary and still have products that are uniquely my own. “We try to assemble everything drummers need under one roof. So as they’re at home contemplating their dream setup, we try to have the pieces of their puzzle to make it a reality. To bring them back often, it can be something as small as a pair of foam ear plugs or the latest drum magazine.”

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Boynton inside they can’t discover [in] your Rhythm Traders’ shop or are afraid to open a Portland, Ore., showroom beautifully packaged item or feel like they’re in a museum, they won’t be back. If we approach it from their perspective as a musician, our products can come alive to them.” Another simple but often overlooked way to make instruments come alive, according to Boynton, is to tune them. He said it’s the quickest, cheapest thing retailers can do to move drums, yet he continues to be amazed by the number of stores that sell untuned djem- bes and tablas. “A brick-and-mortar shop ping local. In no uncertain name kits with hardware for we’re cozy with but by what is shouldn’t sell an instrument terms, Boynton sees advantages $100 apiece with a 5-percent best for the customer. I specifi- they can’t tune, demonstrate in being small and adaptable. freight cap, which brought cally don’t tell my staff my or give a brief overview on,” “We’ve pulled back from them to my doorstop for $105 margin on products, so they Boynton said. “Sure, it takes national advertising, such as each, just because I answered will educate and advocate for time to tune the instrument. Google’s AdWords, and shifted my phone. Even sweeter, no the customer.” But you wouldn’t think of put- the ad dollars and staff hours to one in town has the same one, As much as his Portland- ting a guitar on the floor that doing local events, partnerships and there’s no MAP [minimum area customers are front-of- hasn’t been tuned out of the with local organizations and advertised price] because it’s mind, Boynton hasn’t forgotten box, so why should drums be promotions,” he said. “This discontinued. Small is agile.” Rhythm Traders’ roots, and he any different? I had to teach plays to our strengths since does all he can to show his myself to tune a djembe, play a there’s no sales tax in Oregon, THE CUSTOMER ADVOCATE appreciation. This includes berimbau and turn the knobs and that draws customers in nother way Boynton and support for West Africa — get- on a Roland TD-20. I’m still from out of state. We keep ham- Ahis staff build trust and ting tools to carvers, buying weak on didgeridoo and afraid mering away at what only a establish customer loyalty is by costumes for dance ensembles, of pandeiros. But this is my brick-and-mortar shop can pro- serving as an information filter. paying hospital bills, even pur- job. Customer loyalty is cre- vide, such as assembly, lessons, “As retailers, we are the fil- chasing a motorcycle for a vil- ated when they see that you a partner when dealing with ter for all they see online, and lage that needed it, according take pride in what you do. warranty issues, product knowl- we can point out features and to Boynton. “We’ve paid for They trust in your product edge and the trust they have in tell the customer why what we weddings, and we’ve paid for knowledge, and that creates us as their neighborhood shop.” have is the best value with the funerals.” good will.” This also entails buying best functionality for them,” “It has always been my phi- what’s best for the customer, Boynton said. “You have to losophy that it’s not enough SMALL IS AGILE not just the fastest turners and road-test what you sell and just to sell a drum,” he said. hen CD sales tanked a biggest-margin cash cows. Still, know about the products your “We should all know about the Wcouple of years ago, Boynton will often remind his competition has. This can be culture it comes from, the peo- Boynton trimmed his CD inven- clients that he can order most overwhelming, and it changes ple who made it, how to repair tory by 75 percent. When the anything they need. And he’s every time there’s a new prod- and play it. The key for us is 2008 recession hit, customers always on the lookout for deals. uct, price increase or backorder. supporting the artists who began foregoing big-ticket items “I’m a sucker for bargains, An easy way is to go category come from those traditions. I in favor of purchasing acces- and I’m willing to buy in quan- by category and come up with a owe it to my customers to know sories and repairing existing tities and hold it,” Boynton favorite and know why. about the instruments I sell. On gear. So, he immediately dou- said. “I get calls from suppliers “Drummers can spot a a very basic level, my job is to bled up on his parts wall and who have a discontinued finish phony in a second. Trust here turn people on to music and to small goods. After Rhythm who want to move it quickly to is imperative, and that means give them the tools to make it. Traders’ 2009 expansion, he someone who can make the that at Rhythm Traders this Everything I do needs to sup- sought to take advantage of decision right then and there. process is guided not by my port that mission, and if it does- Oregonians’ penchant for shop- “I just bought 13 brand- margin or which supplier n’t, I won’t do it.” MI

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2010 DRUM & PERCUSSION ANNUAL CYMBALCRAZEBY ZACH PHILLIPS NEW PLAYERS HAVE CRASHED THE HISTORICALLY CLOSED-OFF CYMBAL INDUSTRY. HERE’S WHAT IT MEANS AT RETAIL

ennis Ricci estimated 15 percent of his cymbal sales are now with Stagg. “Stagg has been my home Drun hitter for the last year or so,” said Ricci, owner of The Original Long Island Drum Center in Plainview, N.Y. “Its product is remarkable.” Stagg’s success would be a non-story in most any other industry. But in the closed- off cymbal market, it’s symbolic of a major shift. Once dominated by just three major players — Zildjian, Sabian and Paiste — the cymbal industry has blown up over the past five years with new importers and rising stars, such as Stagg, which manufactures its product in China. “It happened with the drum [brands] 10 years ago,” Ricci said. “These companies came in with lower pricing and quality product, and it’s continuing now with cymbals.”

THE NEW MARKETPLACE ager Turkish builders and inexpen- E sive Asian manufacturing are driving the trend, resulting in such up-and-coming brands as Stagg, TRX and Dream Cymbals. Also, some companies, namely Meinl, have grown by marketing to more specialized niches and aggressively publi- cizing their artist rosters. “At one point, the cymbal industry looked and acted monopolistic; those days are gone,” said Dan Barker, presi- Wes Faulconer dent and CEO of EMD Music, which dis- tributes Stagg.

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One cymbal industry veteran estimated b that these alternative brands make up only ALTERNATIVE 10 percent of the marketplace. Wes Faulconer, owner of Explorers Percussion in Kansas City, Mo., guessed they add up to CYMBALS roughly 15 percent of his total cymbal sales. That said, he deemed this significant con- STAGG EX SERIES sidering how long the market had been This company has gained a reputation for producing dominated by three companies. high-quality, low-priced product. Dan Barker of EMD “I remember going to NAMM shows, Music, Stagg’s U.S. distributor, said EX cymbals are the first models from China that are made from 92-percent and there’d be a lot of these cymbal com- copper and 8-percent tin alloy. {staggmusic.com} panies downstairs [in Hall E],” Faulconer said. “Now, they’re not downstairs — they’re upstairs. And I heard there’s SOULTONE OLD going to be more coming next year. I saw SCHOOL EDITION at least four new companies at The Based upon the classic dry sounds from the 1950s and ’60s, these models feature a rich, dark tone, as well as NAMM Show in January.” the EarthStroke natural finish with deeper lathing, giving Consumers’ lust for personalization them a sweeter open sound. {soultonecymbals.com} might also be playing a part in this development. “Like any instrument, each player has a personal sound — their TRX LTD SERIES These heavyweight, handcrafted crash-rides and hi- touch — so that they get not only that hats have a three-zone design for a brighter, more tone they desire but so that their playing explosive crash and well-defined ride and bell sounds like them — a signature sound,” sounds. They’re designed for a variety of playing sit- said Soultone Cymbals Public Relations uations. MSRP: $350–$550. {trxcymbals.com} and Marketing Coordinator Daniel East. “Having options allows every drummer to BOSPHORUS MASTER VINTAGE RIDES discover their personal preference.” Bosphorus’ Michael Vosbein said these completely handmade models are “off-the-hook,” in terms of their popular- ‘CYMBALS ARE MOVING’ ity. The rides boast a dry, dark fundamental with precise articulation and a played-in feel. aulconer admitted the marketplace is {bosphoruscymbals.com} F starting to get crowded, and finding shelf space for new models within his AMEDIA AHMET LEGEND SERIES store has become a headache. Michael The company’s flagship cymbal is ideal for jazz or Vosbein, president of Bosphorus Cymbals funk with its medium-dark, full-bodied sound. It’s USA, even said small, non-drum retailers extensively lathed and hammered for a medium “don’t need alternative brands” at all. wash and performs well in big band and small group But, he added, these brands can be criti- settings. {amediacymbals-usa.com} cal for drum specialty retailers looking to differentiate themselves. DREAM BLISS SERIES “Full-service drum shops and stores These hand-hammered models are the company’s flagship with dedicated percussion departments product and designed for most musical styles. They feature who want to appeal to serious students, a warm, rich undertone and low, dark pitch range. Wes Faulconer of Explorers Percussion said they’re among the baby boomer amateurs and working pros best-sellers at his dealership. {dreamcymbals.com} need to offer something different other than the big three or risk losing out to stores that do,” he said. b Some full-line retailers, including THE NO. 4 Music Inc. columnist and Alta Loma Music owner Pete Gamber, have turned MEINL GENERATION X to lesser-known brands. Gamber, who has FILTER CHINA two locations in Southern California, During the past five years, Meinl has estab- praised China-made Stagg and Dream lished itself as a major player in the cymbal Cymbals for their high quality and cus- market. This Gen-X model is one of the reasons why. It bursts with an explosive attack tomer service. He uses Dream for his and decays quickly via the waved edge. music education events, including back- {meinlcymbals.com}

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2010 DRUM & PERCUSSION ANNUAL

lines at jazz festivals and stu- market as the “big three” but dent showcases. the “big four.” “The price point and the “Meinl Cymbals has grown quality make them work — by 10 times,” said Meinl and cymbals are moving right President Mitch McMichen, now,” Gamber said. comparing the company’s 2005 That price point often sales figures to 2009’s. “2010 is includes a generous margin, going even better than 2009, so too. “Even if only 5 percent of a this year will be another year store’s cymbal business is in a of huge increases.” boutique line, that could be an “Meinl has found a niche extremely profitable 5 percent with both jazz players and the compared to their profit mar- contemporary/alternative gins on the standard brands,” crowd,” Fransen said. said David Levine, TRX’s mar- Other cymbal brands are keting consultant. competing for market share by Dennis Ricci pitching quality, offering com- MEINL RISING “Meinl, Dream and Wuhan’s years ago. At that time, Meinl petitive dealer programs and s Ray Fransen, owner of S series are actually being had little more than a tiny promoting aggressively. Dream, ARay Fransen’s Drum requested by name,” he said. footprint in the U.S. cymbal for instance, has rolled out the Center in Kenner, La., pointed “Meinl, in particular, is sought market. Nowadays, the com- Cymbal Tasting Event series. out, some alternative cymbal after by many different types of pany’s bronze is being asked Participating retailers get to lines “are not so alternative” players.” for so often that most retailers borrow 100 of the company’s anymore. That wasn’t the case five no longer speak of the cymbal cymbals for a week, so cus-

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tomers can try from the full tory locally,” Vosbein said. “Copying an electronic cir- range. Dream also runs ads in East at Soultone stressed ‘At one point, cuit is something that can be conjunction with the events. his company’s “zero-tolerance done in a measurable way,” he Faulconer said these ads have quality control” and Turkish the cymbal said. “It works or it doesn’t. generated interest in his mar- manufacturing as key selling industry looked Making an instrument like a ket. “They’ve had people ask- points. Dominick Gagliano, cymbal is a skilled craft and ing for their product over the owner of Amedia Cymbals, and acted something that cannot be past couple of years,” he said. said he pitches his company’s monopolistic; commoditized. TRX, which builds its cym- quality and “higher-than-nor- “We do research on a daily bals in Turkey, lets customers mal” profit margins. those days are basis to find out what is needed purchase replacement models gone.’ in cymbal sounds. That BIG NAMES COMPETE for half of what they’d origi- — Dan Barker research means that whatever nally paid when a model wears ohn Sorenson, marketing we make is being asked for in out from heavy use. J director for Zildjian, is globe,” Sorenson said. “Given the drumming community. I And Bosphorus, also a unfazed by all the newcomers. this definition, the landscape think those things are what Turkish cymbal maker, has His company continues to has not changed much.” make Sabian different from all partnered with Shopatron to enjoy dominant market share Andy Zildjian, president of other companies.” steer its Web site visitors to local in the cymbal industry. Sabian, said his company is But Gagliano stressed that dealers who carry its inventory. “From our perspective, a competing with its world-class more companies only strengthen “In fact, we’re seeing an major cymbal company is one customer service and the high- the market. increase in online ordering that demonstrates sustained est-quality product available. “It’s ultimately good for the because drummers can some- and significant sales for at He added that quality remains industry,” he said. “It keeps times find it difficult to find least five years in all the major an issue with many cymbals everyone on their toes and from significant Bosphorus inven- consumer markets around the made in China. becoming complacent.” MI

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2010 DRUM & PERCUSSION ANNUAL

DRUM TRENDS I BY KATIE KAILUS DRUM DVD DOMINATION rint music giant next to the checkout counter. Alfred Music “We have all watched them, Publishing deals in so we can talk about that ran- everything from dom five-minute segment in P piano methods to some three-hour video that portable recorders. And yet shows something a customer Daniel Frohnen singled out wants to know more about,” drum DVDs as one of the com- Sharp said. pany’s best-performing prod- Stephen Rupp, co-owner of uct categories. Columbus Pro Percussion, a “We continue to see growth drum specialty shop in in this area year after year,” Columbus, Ohio, has also said Frohnen, the company’s noticed a rise in DVD sales director of marketing, trade and looks to them to increase and digital. revenue. Rob Wallis, who has pro- “We do well in DVD sales,” duced more than 400 drum Rupp said. “They can help videos and DVDs, agreed, generate some excitement in adding that drum instruction our customers that may turn translates well to the video into larger sales.” format, as drums are visual The instructional drum instruments. DVD customer can be nearly “Drum DVDs seem to be any drummer at any level, the largest-selling instrument adding to the growth of the group and have been for a category. Beginning and long time,” said Wallis, co- in a book. It’s easier to learn advanced players alike can president of Hudson Music. “I by watching a DVD. That benefit from the DVDs. think because drums are so gives you a strong base for a “Customers can be profes- visual, you can learn a lot by market category when you Drum DVDs sional players who want to watching.” consider that for still only work on a particular style of Most retailers have gotten $20–$40 you can learn from have taken drumming [or can be] the the memo. At the recent performers like Steve Smith, semi-pro; weekend warrior Summer NAMM, for instance, Chad Smith, Neil Peart, JoJo over the player; hobbyist; or any musi- drum DVDs got a “Best in Mayer, Jason Bittner and instructional cian, writer or arranger who Show” nod. And while a DVD Tommy Igoe.” needs to understand how to can’t replace private or group DVD market, communicate their ideas to lessons with a live instructor, ADD-ON GENERATOR offering a drummers,” Frohnen said. drum videos prove to be a good ecause of instructional As far as sure-fire add-ons alternative. Unlike other instru- B drum DVDs’ relevance, visual learning go, Lorene Faulconer of ments, drum surfaces are large they’re an ideal add-on — and tool Explorers Percussion in Kansas and easy to view on a screen. add-on generator — for music City, Mo., singled out Jojo “Drums are a physical retailers. you buy the accessory, brand of Mayer DVDs and Tommy instrument that incorporate “We’ve sold some acces- cymbal or kind of brush that Igoe’s Getting Started On every part of the body,” said sories that these guys use in the artist uses in the video.” Drums as steady sellers. David Jahnke, Hal Leonard’s their videos,” said Derek Sharp, Sharp also requires his staff “Jojo Mayer consistently vice president of national owner of Supersonic Music and to watch all of his DVDs, so sells well,” Faulconer said. sales. “There are some topics, TreeHouse Drums in Topeka, they can speak knowledgeably “Steve Smith, Neil Peart and styles and grooves that are dif- Kan. “From time to time, we about each title. His store Tommy Igoe’s DVDs also ficult to transcribe and explain offer a discount off the video if often displays the product always do well.” MI

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2010 DRUM & PERCUSSION ANNUAL

RHYTHM TECH I BY JENNY DOMINE FATHER OF INVENTION HITTING ON INSPIRATION ichard Taninbaum Richard Taninbaum has been attending aninbaum said he doesn’t NAMM conven- T take a formulaic approach tions since he was to developing new products, R kid, but he had no and he doesn’t believe in light- intention of going into business. ing-bolt inspiration either. Instead, Taninbaum, son of “We are in a genre of instru- reed and mouthpiece maker ments that has a deep tradi- Wolfe Taninbaum, became a tion,” he said. “We make an session drummer, working the active effort not to be confined New York studio scene in the by it and try to look at all 1970s. It was during this time these things as sound sources. that Taninbaum developed the Maybe there is a better way to idea for a crescent-shaped tam- do it and not be so channeled bourine design after playing an by strictly the tradition.” exhaustive 15-minute take The crescent-moon tam- with the traditional, full-sized bourine design was so new for percussive instrument. He its time that, shortly after founded Rhythm Tech in developing it, Taninbaum was 1980, joining the music approached by the Museum of products industry family Modern Art in New York for with plenty of business permission to add the unique connections to support instrument to its rotating his new venture. AndArchitecture and Design “It was one of retailers Galleries installation. those things where have shown This year, the iconic tam- life takes you,” their support bourine is back on display as Taninbaum said. in return. At part of the exhibition “Given my history of The NAMM “Shaping Modernity: Design knowing the industry Show 2010 in 1880–1980.” and a lot of players in January, Jim Rupp “It was a happy accident the industry, it wasn’t such a of Columbus Percussion that it happened to be incorpo- scary thing for me to jump in Columbus, Ohio, gave rated into this show the year in.” Rhythm Tech’s Stickball we are celebrating our 30th drumstick shaker a “Best in anniversary,” Taninbaum said. INDIE ALLEGIANCES Show” nod. The new Stickball Looking ahead, he’s consid- fter 30 years, Rhythm Rhythm and Stick Jingl-er drumstick ering bringing hand percus- A Tech has developed a Tech’s Richard attachments highlight an sion into the electronic realm, range of unique percussive emerging segment of percus- following the lead of many instruments, including the Taninbaum sive tools that, according to drum makers, but there’s still Trigger Triangle, EGGZ and Taninbaum, require giving the plenty of room for innovation Canz. Taninbaum acknowl- pushes customer extra information. with “analog instruments.” edged independent music percussive “We are calling it stick-mount “There is an immediacy to retailers as key in making percussion,” Taninbaum said. picking up and playing with- those products a success. conventions “When you start to do some- out being tethered to a sound “Given the background of believe firmly that the guy thing in a new vein, there is a lit- system,” Taninbaum said. the company, we do have an behind the counter is your tle bit of an education process “For the foreseeable future, we allegiance to the small dealer,” strongest ally. You have to sup- there. It goes back to how impor- are going to keep doing what Taninbaum said. “And I still port that.” tant the local retailer is.” we are doing.” MI

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2010 DRUM & PERCUSSION ANNUAL

LOS CABOS DRUMSTICKS I BY ZACH PHILLIPS CANADA’S DRUMSTICK n five short years, Los Cabos decided to use our wood waste has gone from a newcomer to heat the plant. Now, the to one of Canada’s premier wood chips and wood cutoffs drumstick makers. The don’t go to a landfill but keep us strategy? Building its busi- warm during the winter.” Iness one dealership at a time. In fact, owners Larry and CUSTOMIZED PRODUCT Gillian Guay — a husband- os Cabos is also catering to and-wife team who came from L consumers’ desire for cus- the furniture industry — spent tomization. In July, it debuted Los Cabos’ early days going the Build Your Own Percussion from store to store around Package Program. The initia- Canada to pitch their wares. tive lets retailers create their “They flew to every major own customized stick and mal- city in the country,” said Matt let packages from virtually any Carter, director of marketing product in Los Cabos’ catalog. for the Fredericton, New “We wanted to give our Brunswick, company. “Like retailers the ability to better old-fashioned salesmen, they cater to the needs of their spe- went in and said, ‘This is who cific markets by giving them we are. This is what we make. access to our entire catalog of Would you be interested in sticks and mallets in a package taking a chance with us?’” format,” Carter said. “They bought our products Each package includes a not only because of the quality pair of sticks in any choice of and workmanship but because wood; a main accessory, includ- they believed in a Canadian ing a timpani mallet or product,” Gillian said. brushes; and a secondary acces- Larry Guay (left) and Matt Carter The grassroots tactic secured sory, such as bell mallets or a Los Cabos roughly 350 music days that it’s five hours of pair of slapsticks. retailers in the Great White weighing sticks and organizing “Say a percussion teacher or North, where the company Los Cabos them by hand.” a percussion school has a cur- continues to operate without a sets its Plus, Los Cabos goes out of riculum that might not require distributor. Nowadays, its chal- its way to be eco-friendly. It bell mallets or tympani mal- lenge is replicating that success sights on the only buys Canadian wood from lets,” Carter said. “Maybe they in the more formidable U.S. U.S. market suppliers certified by the Forest need a set of 5Bs, brushes and marketplace, where it competes Stewardship Council, a non- slapsticks. Retailers know their against the likes of drumstick has been very popular for us, profit organization that pro- customers better than anybody giants Vic Firth and Pro-Mark. especially for hard-hitters.” motes responsible management else. So if they know what their The company’s small size of forests. The company’s facil- customers want, they can cre- NOT JUST ANY DRUMSTICK MAKER has also benefitted its quality ity is also heated from its own ate custom packages for their arter said Los Cabos differ- control, according to Carter. “I wastewood and sawdust. store, for their clientele. Centiates itself as the only think the fact that our operation “A few years ago, I got an e- “We have the ability to take drumstick company to offer all is relatively small compared to mail from a drummer, and it the time and make these indi- its models in either maple, other stick manufacturers was just a one-line sentence: vidual packages. I don’t know white hickory or red hickory. [makes] it easier to oversee the What do you do to help the if a larger business has the “There aren’t a lot of red production and quality stan- environment?” Larry said. ability to take something and hickory manufacturers out dards,” he said. “Everything is “That got me thinking. So when make, say, 10 units of a specific there,” he said. “Red hickory done by hand. There are some we built the new factory, we combination.” MI

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TAMA I HYPER-DRIVE Superstar Set ama Drums has released 30 TSuperstar Hyper-Drive Limited Edition kits in a White Satin Haze finish. The seven-piece set features 100- percent hand-selected birch shells with black nickel shell hardware. It also includes a 20- by 22-inch bass drum, 6- by 8-inch and 7- by 12-inch rack toms, 12- by 14-inch and 14- by 16-inch floor toms, and a 5.5- by 14- inch snare drum. The Superstar line features the Star-Cast mounting system, Hyper- Drive toms and Sound Bridge high- tension lugs. The kit is available as a shell kit or complete drum set. {tama.com}

Inside GEAR

> Drums & Percussion Sonor celebrates 135th with new snares PAGE 61 > Guitars, Amps & Accessories Monroe’s MDM-1 packed with features PAGE 64 > Audio & Recording Blue’s three-mic drum-recording solution PAGE 68 > Pianos & Keyboards Yamaha’s Motif XF turns ideas into reality PAGE 70 > Band & Orchestra Barcus Berry brings black back PAGE 73 > Print & Multimedia Hudson’s George Kollias gets intense PAGE 75 > DJ & Lighting Numark builds ultra-compatible mixer PAGE 76

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MAPEX I HORIZON On the Horizon apex has released Mthe limited-edition birch/basswood version of its Horizon drum kit. Each six-piece set features one of two trans- parent lacquered LUDWIG I KEYSTONE finishes and black hardware. All drum sets include a free 8- Keynote inch add-on tom, complete with mount- Keystone ing hardware. A full complement of udwig’s new Keystone series Mapex 500 series Ldrum sets feature a three-ply hardware is also maple core, with a 1/16-inch included. The mixed inner and outer ply of American shell offers con- red oak. Two shell packs and trolled sound for four glass glitter finishes are versatility in any available. MSRP: 22/16/12/10, setting. MSRP: $2,399; 24/18/16/13, $2,769. $1,249. {mapex {conn-selmer.com} drums.com}

SONOR I ANNIVERSARY SNARES Summer Snares onor has unveiled Stwo 135th Anniversary Summer Special snares, the Gavin Harrison and the Dave Langguth Special Edition models. Both drums feature a North American maple shell and a white sparkle finish. The Gavin Harrison model has designer-based series chrome hardware. The limited-edition snares will only be available through summer 2010. MSRP: Gavin Harrison Special Edition snare, $1,499; Dave Langguth Special Edition snare, $2,999. {sonor.com}

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REUNION BLUES I RB CONTINENTAL PROTECTION RACKET I TRIPLE AAA RB Protection eunion Blues has Triple AAA for Drums Rexpanded its RB rotection Racket’s new Triple AAA line is made up Continental line with a Pof polycarbonate frame cases. Featuring strong, cymbal case that lightweight advanced polymers, Protection Racket combines contem- has created Triple A-Plex, a polycarbonate frame that porary design offers resistance to impact. with protection. Rocket Foam is used inside each AAA case to The outside provide protection against knocks and has a 1-inch- trauma during transit. The cases thick shock- are waterproof and feature an absorbing ergonomic handle. Flexoskeleton {protectionracket.com} exterior and is lined with reinforced impact panels. The inside features padded dividers to protect individual cymbals and a plush, quilted double helix lining. {reunionblues.com}

SABIAN I VAULT ARTISAN CYMBALS Old-World Feel abian’s Vault Artisan Traditional SSuspended cymbal joins the recently released Vault Artisan Traditional hand cymbals in offering old-world sounds that feature deep tones and a robust, vintage musicality. Available in 15- through 20-inch sizes, the cymbals are medium-thin in weight. They feature a natural finish and are constructed of B20 bronze. The sound replicates that of a cen- tury-old model that has matured through decades of playing. {sabian.com}

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LP I ASPIRE STANDS Double Take he new LP Aspire slide mount Tdouble conga stand is a system that lets drums be placed on a stand without the usual wing screws. Each component works in sync to stabilize two LP Aspire congas in the optimum playing position, hold them in place for the performance, and replicate the configuration over and over. The two congas rest firmly on LP shell grippers and can be sealed precisely in place with memory locks. {lpmusic.com}

MUSICORP I PERCUSSION PLUS Fit for a King usicorp has expanded its MPercussion Plus drum thrones with two new models: the 4000T and 4400T. The 4000T is a heavy-duty drum throne with a double-braced tripod base. The 4400T is a heavy-duty drum throne with a double-braced tripod base, swivel post and thick padded saddle seat with cast mount. Both thrones are height- adjustable from 18–23 inches and boast a chrome finish and durable rubber feet. MSRP: 4000T, $109.95; 4400T, $149.95. {musicorp.com}

ADAMS I WIDE-BAR 4.3 Padouk Piece dams Concert Percussion has Alaunched a wide-bar marimba designed specifically for students and intermediate percussionists. The Adams Wide-Bar 4.3 Octave Concert series padouk marimba has the same features as the Concert series marimbas, including Concert series bar width, welded essential resonators, a Voyager height- adjustable frame, upgraded leg cast- ings with large locking casters and black vinyl-covered hardwood rails. The padouk wood bars offer a warm, woody sound. They’re tuned through the sixth overtone, which offers complete control over all aspects of the marimba sound. {pearldrum.com}

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MORGAN MONROE I MDM-1 Feature-Packed ORANGE AMPLIFIERS I THE OPC he new MDM-1 is a distressed-finish Orange Computing TF-style mandolin from Morgan Monroe range Amplifiers has announced that features a hand rubber oil finish, solid Othe final specifications and price spruce top, solid flamed maple back and of its all-in-one computer amplifier sides, and mahogany neck. It also has a speaker, the OPC. The unit has been radiused extended ebony fingerboard, designed to deliver playing, recording, gold hardware, Grover tuning keys, editing and computing capabilities to Ashton Bailey tailpiece, D’Addario strings musicians. It comes bundled with and hardshell case. Plus, the MDM-1 more than $860 of free premium, boasts a new tone bar design that adds hand-picked digital recording music volume and warmth. MSRP: $799. software. Presonus Studio Orange {morganmonroe.com} custom edition software is included. MSRP: $1,499. {orangeamps.com}

VOYAGE-AIR I BELAIR Catching Air imited to 250 sequentially Lnumbered guitars, the new Voyage-Air Belair is the company’s first electric guitar that folds in half for travel. It has a solid alder body, Canadian maple neck and a high-gloss TV Yellow finish. Two custom Tonerider P- 90 Soapbar pickups are wired through a three-way toggle with two volume and tone controls. MSRP: $799. {voyageair guitars.com}

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2 YAMAHA BROAD BASS 2 BIG LOU GUITARS WIDE 3 EASTWOOD GUITARS 4 FENDER 60TH MODELS Yamaha has released NUT Big Lou Guitars has AIRLINE MAP Eastwood ANNIVERSARY TELECASTER two Broad Bass models, the launched Big Lou Wide Nut gui- Guitars has expanded its dedica- To celebrate the Telecaster's BB2024X four-string and the tars with extra-wide fretboards tion to southpaws with the 60th anniversary, the Fender BB2025X five-string. The instru- and nuts to accommodate play- release of the new left-handed Custom Shop has introduced a ments are constructed of a three- ers with bigger hands and fin- Airline Map guitar and bass. Both series of limited-edition “Tele- piece alder body with spline joint gers. The wider string spacing of these models come in the Bration” guitars. These are repro- and miter stringing designs. New offers generous room for easier retro sea foam green color. The ductions of several of Fender’s technologies include Yamaha’s playability and accuracy. The Big bass is also available in black. most collectible historic instru- proprietary Acoustic Resonance Lou Wide Nut guitars feature a These retro classics offer two ments. The 60th Anniversary Enhancement (A.R.E.) Treatment, pinkie slot, which improves pick- matched Alnico Hot-10 hum- Limited Telecaster Proto, a wood refining and maturing ing accuracy and provides a buckers with three-way switch- Broadcaster, Nocaster, Single- process that gives new instru- point of reference for the ing, separate volume controls Pickup Esquire and Two-Pickup ments a mature, vintage tone. player’s right hand. MSRP: and a combined tone control. Esquire were released this sum- {yamaha.com} $299. {biglouguitar.com} {eastwoodguitars.com} mer. {fender.com}

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AGUILAR I FILTER TWIN ELIXIR I CABLES Get Funky Clean Cables guilar Amplification Ahas launched the lixir Cables’ full line of Filter Twin dual enve- Einstrument and patch lope filter. The unit cables provides low capaci- uses two identical fil- tance, minimizing tone loss ters sweeping in oppo- from a guitar setup. The site directions, one up cables’ dual-shield construc- and one down, while tion protects against EMI the design creates and handling noise with an classic 1970s-inspired abrasion-resistant jacket that funk sounds and com- provides greater cut resist- pletely new and origi- ance. The instrument cables nal filter tones. are available in 10-, 15-, 20- The unit features a and 30-foot lengths in either four-knob layout, blend right- or straight-angle jacks. control pans between The company’s recently the filters, threshold introduced patch cables are control to determine how sen- available in 6- and 12-inch sitive the unit is to different lengths with a right-angle-to- playing styles, gig-saver right-angle plug configura- bypass and heavy-duty steel tion. {elixirstrings.com} construction. MSRP: $199. {aguilaramp.com}

T-REX I MUDHONEY, OCTAVIUS Dino Effects -Rex has added to its distortion/overdrive and Tmodulation pedal lineups with the new Mudhoney II and Octavius pedals. A second distortion channel has been added to the original Mudhoney to create the Mudhoney II. Each channel has four controls: gain, level, tone and boost. It features the same boost function as the original pedal. MSRP: $369 each. {t-rex-effects.com}

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GODLYKE I TAPE Good Grip odlyke’s new Power-All GPower-Grip pedal mounting tape is ideal for mounting effect pedals securely to pedal- boards. Power-Grip mates to itself via rows of small, mushroom-shaped stems that form a strong bond to one another. The backing adhe- sive used on Power-Grip is temperature- and weather-resistant. MSRP: $24.95. {godlyke.com}

LEVY’S LEATHERS I SUBLIMATION Sublimation Straps evy’s Leathers recently Ladded two more designs to its sublimation-printed guitar straps. These sublimation- printed designs are featured on 2-inch polyester web- bing and come with polyester ends and tri-glide adjustment. Pictured is model MPD2 in two of the multiple new designs. {levysleathers.com}

D’ADDARIO I THE WHO STRAPS Who Are You? lanet Waves has launched licensed straps Pfeaturing the artwork of The Who. Designs include The Who Bullseye and The Who British Flag. The Bullseye design includes the bull’s-eye that commonly represents the band. The Who’s logo adorns the strap near the end- pin hole. The British flag strap boasts black leather with the flag printed on the front. MSRP: $54.99. {daddario.com}

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AUDIO & RECORDING WAVES AUDIO I ARTIST SIGNATURE COLLECTION ROCK ON AUDIO I LIMITER & CABLE Puig’s All- Affordable Monitor ock On Audio has developed an inexpen- Access Pass Rsive method of accessing an in-ear mix. aves The new Rock On system features WAudio’s two products: the Rockbox latest Artist Limiter, an in-ear moni- Signature tor headphone amp Collection was with output limit- developed with ing, and the Grammy-win- Rockon Cable, an ning producer instrument cable and mixer Jack that provides Joseph Puig. signal flow for Created from both the instru- Puig’s custom ment and an in- processing ear monitor mix. chains, this MSRP: entire collection package, $199. includes six applica- {rockonaudio.com} tion-specific plug-ins with dedicated tools for bass, drums, cymbals and percussion instruments, guitars, stringed instruments and keyboards, and vocals. {waves.com}

BLUE MICROPHONES I PRO DRUM KIT Blue Drum Setup lue Microphones has developed Bthe Blue Pro Drum Kit microphone package. The kit includes two of the company’s Dragonfly microphones and a Mouse microphone for professional drum recording. Based on the three-mic technique MACKIE I ONYX BLACKJACK for recording drums made famous by The Who, The Rolling Stones and Led Zeppelin, the It’s a Hit mic kit comes in a custom- ackie has added the Onyx made ATA flight case with a MBlackjack and Onyx Blackbird padded interior for housing recording interfaces to its Onyx fam- the two Dragonfly micro- ily. These new interfaces combine phones, the Mouse the company’s Onyx mic pre-amps and shockmounts with high-end Cirrus Logic AD/DA for each. MSRP: converters and workflow-friendly $1,999. features. The Onyx Blackjack (pic- {bluemic.com} tured) is a compact desktop USB interface with two Onyx mic pre- amp channels, each featuring built- in DIs. The unit includes a separate level control for studio monitors and headphones, along with true analog hardware monitoring. MSRP: $259.99. {mackie.com}

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SAMSON I XML POWERED MIXERS More Impact amson’s new SXML powered mixers incorporate professional sound reinforcement with a lightweight class D amplifier SHURE I KSM42 design for three new systems. The XML410, Defined Design XML610 (pic- hure has added the KSM42 to its tured) and SKSM microphone line. The XML910 pro- KSM42 is a side-address, cardioid vide reliable, condenser microphone for vocal versatile recording. With a tailored frequency sound quality. response and extensive internal and All of the external pop filtering, the single-pat- XML mixers tern, dual-diaphragm design of the are equipped KSM42 offers a wide dynamic range with 1/4-inch and smooth proximity control for stu- speaker outputs. dio applications. MSRP: KSM42, {samsontech.com} $1,249. {shure.com}

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KAWAI I DIGITAL PIANO ACTIONS Digital Action awai is celebrating the 25th anniver- Ksary of its first wooden-key action AMERICAN MUSIC & SOUND I NUMA ORGAN electronic piano with the release of the RM3 grand action. The RM3’s mechani- cal design closely emulates Kawai’s Organ Oasis acoustic grand piano actions. Its action he recently released Numa Organ features moisture-absorbing Ivory Touch Tfrom Studiologic was designed in key surfaces and counterbalancing collaboration with organist Joey weights. {kawaius.com} DeFrancesco and represents classic tonewheel organs. Pitch and mod wheels provide extra functionality to the Numa as a keyboard controller. The keyboard can be split so that the lower manual or bass pedal sounds are triggered from the left part of the keyboard and the upper manual sounds from the right. Transposition can be done in half steps. {americanmusicandsound.com}

YAMAHA I MOTIF XF Next Generation amaha’s new next-generation YMotif XF keyboard workstations boast enhanced features to transform any musical idea into reality. They’re feature-packed with 741 MB of internal WAV ROM, realistic acoustic instruments, vintage synths, hip-hop sounds, and sturdy front-panel knobs and sliders. The category search function allows for easy navigation of controls. Each unit includes 1,664 instrument voices and 97 drum kits, as well as 2 GB of flash memory expansion. The new four-part arpeggiator includes 7,881 arpeggio types, and the 16-track Integrated Sampling Sequencer includes 128 MB of on- board sample RAM. MSRP: Motif XF8, $4,039; Motif XF7, $3,539; Motif XF6, $2,999; FL1024M, $349; and FL512M, $199. {yamaha.com}

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AVID I AXIOM CONTROLLER SERIES Avid’s Additions vid’s new versions of the M- AAudio Axiom USB MIDI keyboard controller series are designed for live performance and software- based music production. The Axiom 25, Axiom 49 (pictured) and Axiom 61 offer new features, including DirectLink technology, an updated semi-weighted piano-style keyboard and redesigned user interface. All models provide feedback via a graphic LCD. MSRP: Axiom 61, $499.95; Axiom 49, $439.95; Axiom 25, $319.95. {avid.com}

ROLAND I LX-10F Supernatural Shipments oland has begun shipping Rnew upgrades to key models in its home digital piano line. The LX-10F, DP-990F, RG-3F and RG- 1F digital pianos feature the new SuperNATURAL piano sound engine, uniting Roland’s V-Piano technology and 88-key stereo multisampling technology. The LX- 10F digital upright piano (pictured) also features the PHA III ivory feel keyboard, which replicates the properties of actual ivory and ebony keys. {rolandus.com}

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CONN-SELMER I SD20 Concert Attire YAMAHA I SILENT VIOLINS onn-Selmer has released Natural Cthe Selmer Paris SD20 mouthpieces for alto and tenor Silence saxophones. The hard rubber amaha’s new silent vio- mouthpieces feature a round Ylins offer traditional string chamber and a traditional fac- spacing on the four- and ing, which provides players with five-string models and let balance and flexibility. Designed players move as naturally as with the concert saxophonist in they would on an acoustic mind, the round chamber is violin. The silent violins reminiscent of early Selmer weigh the same as an Soloist mouthpieces. MSRP: acoustic violin since the alto sax, $269.95; tenor sax, electronic components have $309.95. {conn-selmer.com} been removed. MSRP: SV- 250 four-string, $2,295; SV-255 five-string, $2,395. {yamaha.com}

REUNION BLUES I SAX CASE To Play and Protect eunion Blues is expanding its RB Continental line Rwith an alto saxophone case that features a 1- inch-thick Flexoskeleton exterior lined with reinforced impact panels. A knurled abrasion grid cradles the bottom to help resist scuffing. It comes with a zippered accessory pocket and an adjustable shoulder strap. MSRP: $179.95. {reunion blues.com}

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D’ADDARIO I ZYEX BASS STRINGS Stable Control ’Addario recently reconfigured Dits Zyex strings with a new generation of synthetic material for the release of Zyex bass strings. The core configuration gives musicians greater control over the finer nuances of their tone. Zyex strings maintain a warm, rich, gut-like tone quality while remaining in tune under extreme climate conditions. MSRP: full set, $337. {daddario.com}

PEARL I CHAMPAGNE CANTABILE FLUTES Good as Gold or a limited time, Pearl’s FCantabile Pro Flute series from Japan will feature champagne gold plating. The series includes handmade professional flutes constructed of ster- ling silver. The 22-karat gold plating adds strength and projection to the tone. {pearlflutes.com}

BARCUS-BERRY I PIANO BLACK FINISH Black Beauty arcus-Berry has added the piano black finish Bto its Vibrato acoustic-electric violin series. The violins are made from fully carved and graduated select seasoned carpathian maple and spruce wood. Specs include ebony fittings and a Glasser bow. MSRP: $799. {barcusberry.com}

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CARL FISCHER I ‘MY FIRST’ First Timer arl Fischer Music has Cadded My First Clarke For The Developing Trumpet Student to the My First series. The book introduces players to the famous and fundamental Herbert L. Clarke trumpet method. The exercises are reorganized by key signature for easier use, and new minor key versions have been composed especially for this edition. My First Clarke features more than 150 exercises and 16 etudes for flexibility in teaching and learning trumpet technique, and it’s structured to build up strength and endurance without strain or injury to the embouchure. MSRP: $19.95. ALFRED I ‘ON THE BEATEN PATH’ {carlfischer.com} Beat Down lfred has released On The Beaten APath: Beginning Drumset Course. The three-volume drum set method teaches users how to play using care- fully selected beats and fills from hit songs made famous by legendary drummers. Each title includes authen- MAKEMUSIC I FINALE 2011 tic transcriptions and easy-to-follow lessons with an accompanying audio Finale Updated CD containing all the beats and fills akeMusic’s Finale presented in the books. M2011 features new The course will eventually be avail- upgrades that enable able in three levels. Drummers Steven easier music making. The Adler, Tré Cool, Steve Gorman, Dave new staff layout capabili- Grohl and Alex Van Halen are all fea- ties make it simple to tured in the books. MSRP: $9.99. move and edit staves, {alfred.com} groups and brackets, which lets musicians work in any order they want. Entering lyrics is now easier, and they’re automatically spaced with greater precision when printed. Additional enhancements to the software include auto- mated capo chords, improved pickup measures and a new Quick Reference Guide with step-by-step instructions and colorful illus- trations. {makemusic.com}

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RON GREENE I ‘GUITAR ACCOMPANIMENT CHORDS’ HUDSON I ‘INTENSE METAL DRUMMING’ Visual Guitar Aid Intense Session uitar Accompaniment Chords is eorge Kollias: Intense Metal Drumming Gthe first book in the Music Chart Gis Hudson Music’s first title from series of refer- Kollias. Throughout the new DVD, he ence guides from details exercises and workouts to help Ron Greene. The players achieve the speed, power and series provides technicality that’s needed in today’s metal visual aids to help drumming, especially for the double bass musicians learn technique. The DVD also features explana- their instruments tions of the combination of heel-up and and improve their heel-down techniques that Kollias uses to playing. Guitar get up to 280 beats per minute. MSRP: Accompaniment $19.99. {hudsonmusic.com} Chords contains 24 charts that help guitarists understand which chords to play for songs in each major and minor key. It also offers instruction for learning all major, minor and seventh chords; fig- uring out chords to songs by ear; jamming and improvising; learning the circle of fifths; and understanding basic chord theory. MSRP: $14.95. {rongreenemusiccharts.com}

LICK LIBRARY I ‘JAM WITH JIMI HENDRIX VOLUME 2’ Jammin’ Jimi ick Library’s second installment of LJam With Jimi Hendrix is a double-DVD set with more than two hours of lessons to help players learn each song the way it was originally played with guidance from Joe Satriani’s former pupil Danny Gill. Jam With Jimi Hendrix Volume 2 also includes a CD of professionally recorded guitar jam tracks for each song, letting users play along with a full session band. Tracks include “Spanish Castle Magic,” “Lullaby For Summer,” “Bleeding Heart” and “Red House.” {licklibrary.com}

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MACKIE I U.420D Easy Rider he Mackie U.420d is a new four- Tchannel production mixer that pro- NUMARK I X5 vides connection, flexibility and a centralized user interface to ease It Takes Two workflow. The U.420d provides two Mackie mic channels featuring Mackie umark’s new X5 is a two-channel dig- mic pre-amps, 30-mm channel faders Nital mixer that’s compatible with all and a three-band active EQ with mid- turntables, CD players and other sources. sweep, allowing full tonal control over It features rugged, club-friendly construc- vocals and instruments. The unit also tion, including high-quality knobs, buttons features a built-in DI box and two and faders, as well as Numark’s CP PRO stereo line channels, which are DJ- crossfader. The unit also boasts cross- friendly and include dual Mackie- fader and line-fader slope, reverse con- designed RIAA phono pre-amps for trols, channel transform triggers, and turntables. {mackie.com} repositionable phono/line switches. {numark.com}

CHAUVET I Q-SPOT 160-LED Brighter Light hauvet has launched the CQ-Spot 160-LED. The moving yoke is equipped with a powerful 20-watt white LED, which is comparable to a 150-watt fixture. This fixture is 46-percent brighter, with a lux measurement of 7,641 at 1 meter. NOVATION I DICER The Q-Spot 160-LED is ideal for small club Roll the Dice installations where ovation’s new Dicer performance con- heat emissions are Ntroller seamlessly integrates with the cue- a factor. It weighs point and looping features of Serato Scratch 14 pounds and Live. Supplied in pairs, the compact USB- includes a color powered devices are compatible with any wheel with nine Scratch Live setup, whether using turntables slots plus white. or CDJs. Scratch Live 2.1 automatically maps {chauvet Dicer to key software functions and provides lighting.com} LED feedback. {novationmusic.com}

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X RATES: CLASSIFIED DISPLAY: $25 PER COLUMN INCH. READING NOTICES: $1.00 PER WORD; $15 MINIMUM CHARGE. ALL ADS ARE PREPAID. X PAYMENTS: SEND CHECK OR CHARGE IT ON MASTERCARD, VISA OR DISCOVER. X DEADLINES: ADVERTISING CLOSES THE 15TH OF THE MONTH, SIX WEEKS PRIOR TO ISSUE DATE—I.E. THE MAY ISSUE WOULD CLOSE MARCH 15. X SEND YOUR ADVERTISEMENT TO: MUSIC INC., 102 N. HAVEN ROAD, ELMHURST, ILLINOIS, 60126: OR FAX YOUR AD TO: (630) 941-3210. X QUESTIONS? CALL SUE MAHAL AT (630) 941-2030, EXT. 121.

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SEPTEMBER 2010 I MUSIC INC. I 77 MI1009_77_81_Marketplace.qxd 8/16/10 11:26 AM Page 78

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78 I MUSIC INC. I SEPTEMBER 2010 MI1009_77_81_Marketplace.qxd 8/16/10 11:26 AM Page 79

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ASK THE RETAILER

>>> Brian Meader Washington Music Center Wheaton, Md. e still write handwritten tickets, so Wwhen the power goes off, we can still sell stuff. We have an e-commerce site that we do with Pro-Active as the back-end support. Even within that, my cohort, Moggio Hozna, and I have done our own customization in-house. We have customized the way that the individual products are displayed, the layout of the overall navigation menus on the site, the graphics and color scheme. We have also worked >>> with Pro-Active on a lot of behind-the- scenes things. Ben Blakesley >>> George’s Music Mathew Schirado Berwyn, Pa. Eckroth Music Bismark, N.D. e use the Active-e piece of the WTriTech software suite, and with that, customers make payments online. The main thing we do is the online rental. We have thousands of customers who How do you use have chosen to do that. We fill it all from our retail technologies? stores, and it’s all delivered to the e use e-commerce two years ago. It’s defi- In the last couple of schools. The schools love it, Win our retail stores nitely the future. I don’t years, we’ve had to revise and it’s set up so in a unique way, almost as think you can ignore it, our systems to process that every school is customized to a replacement for special- so we are trying to orders efficiently and exactly what the school wants. It’s order systems. Essentially, embrace it and get on- profitably. something we are proud to offer. By moving to the TriTech system, we are we have an 11th store, board and make this hap- There has definitely able to streamline and get things which is a warehouse. pen now, as opposed to been a learning curve. processed for our customers much A customer might waiting until it’s too late. The best thing I can faster than we had in the past because come into a store, and It has changed the way equate it to is opening a everything is linked and everything maybe we don’t have we purchase [product] or new store. When you cre- works together. something in-stock in bring stuff in for inven- ate a new retail store, just >>> that store. Rather than tory. We think about how putting your sign on the KR Cunningham writing the customer a we can use the e-com- front door doesn’t mean Saied Music special-order ticket and merce system to better any customers are going Tulsa, Okla. telling them, “We can enhance our customer to come in. ne thing we are doing with Retail order it for you — come experience. One of the hardest OUp! is we have built our instrument back and do this, that and Essentially, I manage things to do is to get your lease-to-own program. It works just like a rental program. When [customers] the other thing,” we have a lot of the e-commerce inventory online. It’s an put their items in their carts and check computer kiosks in our system. But there is a bit uphill battle at first to get out, it actually brings them where they stores where an associate of a learning curve with everything up there and can give us the same information that can take the customer that because you get all running in an efficient we require on our lease-to-own agree- excited and then the first manner and then to con- ment. That is all tied to a data table and complete the sale via that then fills in all the terms of our our e-commerce site. order actually comes in tinue to expand it. The agreements, so that they actually see a We launched our e- and you’re wondering, next step is to expand, completed rental agreement. commerce site in earnest “What do we do now?” expand, expand.

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