MUSIC INC. OBAMACARE 101 I TED BROWN MUSIC I FOCUS: ELECTRIC GUITARS & BASSES MAY 2014

MAY 2014 I VOL. 25, NO. 4

PUBLISHER Frank Alkyer MANAGING EDITOR Katie Kailus ASSOCIATE EDITOR Kathleen Costanza ASSOCIATE ART DIRECTOR LoriAnne Nelson ASSOCIATE ART DIRECTOR ùHUL[HǕ\U[V]m CONTRIBUTING EDITORS ,K,UYPNO[+H]PZ0UTHU)VII`9LLK

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4 I MUSIC INC. I MAY 2014

May 2014

44 I WHAT TO STOCK NOW Six retail experts explain what’s driving hot sellers.

52 I FROM THE TOP 38 Steve Skillings discusses the origins of JamHub. 57 I FOCUS: ELECTRIC GUITARS AND BASSES 58 I 10 GUITAR LINES YOU SHOULD STOCK NOW 62 I THE ART OF THE GUITAR WALL 66 I THE LATEST ELECTRICS AND BASSES

38 I HANDS-ON RETAIL With its own non-profit organization, Ted Brown Music is serious about serving its community.

PROFILE 29 I LESSONS LEARNED 68 I GUITARS, AMPS & ACCESSORIES 12 I Bookmark Music is the sheet music specialist X Rosenbloom on proactive change 70 I AUDIO & RECORDING 13 I NEWS 30 I THE RETAIL DOCTOR 72 I DRUMS & PERCUSSION X Fanny’s House of Music turns five X Cuthrell details the benefits of International Drum Month X 74 I PIANOS & KEYBOARDS Bach To Rock has 10 new locations in the works X The Music Stop swaps locations 75 I DJ & LIGHTING 32 I THE CUSTOMER 76 I BAND & ORCHESTRA WHISPERER X Billings challenges conventional 78 I PRINT, MULTIMEDIA & GIFTS PROFILES wisdom 20 I Kremona stays true to tradition 22 I Xchange Music Platform solves ASK THE retailers’ software conundrum 34 I A LETTER TO RETAILER PRESIDENT OBAMA ON 23 I NEWS OBAMACARE 82 I ASK THE RETAILER X Hal Leonard signs distribution deal with Sony X Friedman dives deep into Billy Cuthrell X Dealers discuss their best events ever X Sabian acquires Billdidit the Affordable Care Act

Cover photo by Chris Watkins 6 I MUSIC INC. I MAY 2014

PERSPECTIVE I BY KATIE KAILUS GET OUT THERE

ome MI retailers have large staffs, some don’t. Some MI retailers carry a large overhead, some don’t. But all retailers have one thing in common: a community. Whether you think of your community as the location of your store or the make up of your S customers, you all have one — harvest it. Ted Brown Music, this month’s cover story (which starts on page 38), is a five-store operation that takes community involvement to a higher level. The Tacoma, Wash.-based retailer sits on local boards and promotes at street fairs. Every summer the company gets major ku- dos by having the participants of its annual Live it OutLoud summer rock band camp play at numerous events around town, and even headline one big concert at a major Tacoma performance venue at the end of the session. “I don’t see us not being involved in the community we live in — it’s important,” said Stephanie Brown Howe, vice presi- dent of Ted Brown Music and executive director of Ted Brown Music Outreach, which offers many musical opportunities to lower income families in the Tacoma area including collecting donated instruments and giving them to students who cannot afford rental instruments. The store has seen up to 500 “likes” on photos it posts to Facebook of a student receiving a donated instrument. What have you posted lately that has gotten you that kind of response? Fanny’s House of Music in Nashville, Tenn., another store focused on building community, recently celebrated its fifth anniversary (see page 14). Fanny’s gives back by offering students of single parents a 5 percent discount on its music lessons program. “Offering a discount to single parents was a no-brainer,” said co-owner Pamela Cole. “It’s the right thing to do. We see a lot of single parents strug- gling to give their children the same opportunities of a two-income house- hold. The 5 percent is just a little break that can make a huge difference if they are trying to afford lessons every week. People are always happy and sometimes surprised we offer these.” While it is most fulfilling, getting involved in the community doesn’t have to stop with philanthropy. Participating in street fairs, partnering up with local college music programs and sponsoring local music festivals gets your store’s name out there. Summertime is the perfect time to take advan- tage of these kinds of activities. So go on, get out there. There are a ton of customers who want to meet you. MI

8 I MUSIC INC. I MAY 2014

between acoustic drummers and Edgy Award electronic drummers. Look out e are proud and thankful to for more products that aim to Wreceive an Editor’s Choice offer the same bridge coming in Award for the Mapex Armory 2014, along with some new tech- Series in the March/April issue nologies that have never been of Music Inc. The north star for seen in the electronic percussion all of our product design, market- category. ing and sales decisions are made Ryan Guard Owner with the goal of creating the best Pintech Percussion possible customer experience, so it’s especially gratifying when we Mighty Win are recognized for those efforts. e appreciate Chris Tso of The drum manufacturing WMusician’s Friend select- community hasn’t paid a lot of ing the Ampridge MightyMic S attention to the importance of microphone as a Best in Show bearing edges in the mid-range winner. We hear from so many product category. Specifically, people how they get great video players have had a difficult time from their phone and then have tuning their drums because the to make excuses about the sound. apex of the edge is too far to the Rather than design a product outside of the shell and they can’t and then figure out what to do get the drumhead to sit flat. The with it, we started with a goal SONIClear Bearing Edge solves to make a simple, high-quality those issues and enables players solution to get good sound for to get a great sound even without videos. much tuning experience. The mic is a high quality phan- The Armory series also offers tom powered condenser shotgun a snare trade-in program, giv- design that plugs right into the ing the player a choice of five treasured by musicians for many has recently seen a large gain in headphone jack and does not different Armory snare drums. years in the future. exposure do to our new mar- need any batteries. It is small The Armory series, SONI- We feel extremely fortunate keting techniques and products. enough to fit in your pocket so Clear Bearing Edge, and Snare to be a part of this very special Being selected by Gayle Beacock you can take it anywhere. Us- trade-in program is bringing a industry and your piece inspired from Beacock Music for her ing our MoviePro app, users can lot of attention to the Mapex me personally to further commit choice of Company to Watch adjust the sensitivity and listen brand. Thank you again for myself and our team to providing at NAMM was a real honor — while recording using the head- awarding us with your Editor’s better instruments for musicians especially since her store was phone jack on the back of the Choice. throughout the world. Thank you recently selected as NAMM’s mic. When done, you can edit Michael Robinson for putting our past 10 years of Dealer of the Year! the video and upload it directly Director of Marketing Mapex Drums work into perspective. The first quarter of 2014 has to YouTube. Our goal with all Qian Ni brought upon the largest growth our products is to bring afford- Owner A Decade in Eastman Music Company Pintech has seen for over a de- able solutions to the consumer. Perspective cade. A more driven marketing Thanks for the great recognition. t was truly humbling to read New Directions to campaign aimed directly to our Paul Ackel VP of Sales Iyour article about Eastman Gui- Watch consumers, a refreshed and more Ampridge tars celebrating our 10 year an- intech Percussion would like current approach to dealer sup- niversary. The guitar business is Pto say “thank you” to Music port and training, social mar- EDITOR’S NOTE: MUSIC INC. rich in history and great compa- Inc. for helping inform its readers keting and new products have ENCOURAGES LETTERS AND nies. At Eastman, we are focused about Pintech’s recent Best in helped Pintech immensely. RESPONSES TO ITS STORIES. on building quality instruments Show award at NAMM 2014. Our new acoustic to electronic E-MAIL LETTERS TO [email protected]; OR that sound great. My hope is that Pintech has long been a lead- drum conversion kits have really WRITE TO 102 N. HAVEN RD. the guitars that we are building ing manufacturer of electronic helped get our message across ELMHURST, IL 60126; 630-941-2030; today will be passed down and percussion and accessories, but while offering a perfect bridge FAX: 630-941-3210.

10 I MUSIC INC. I MAY 2014

InsideRETAIL

> Brantford Music Gets star treatment PAGE 13 > Fanny’s House of Music Celebrates five years PAGE 14 > Bach to Rock Adds 10 locations in Colorado PAGE 16 > The Music Stop Switches stores PAGE 17

BOOKMARK MUSIC I BY KATHLEEN COSTANZA THE PROBLEM SOLVERS n late February, a woman con- comes from a mix of gift items, tacted Bookmark Music in Pa- instruments and accessories like cific Grove, Calif., looking for reeds and stands. ensemble sheet music she could I play with her two friends. She FORMING CONNECTIONS was a rusty, intermediate piano o connect with music teach- player, one of her friends was a Ters outside the area, Stearns flutist and the other was a be- travels to a variety of conferences ginning cello player. and music festivals and often She had come to the right brings inventory with her. There, place. she meets customers face-to-face Owner Marcia Stearns and demonstrates the type of ser- matched her with sheet music vice she can provide when they that students use to learn to play call or email her with requests. in ensembles and, knowing the “Everyone who bought any- flute can often play a violin part, thing from us found out that they she picked trio pieces written can have an intelligent musical for a cello, violin and piano. conversation with us,” Stearns It was only one of the many said of the recent California All- hunts Stearns does for unique ‘Everybody who so that we could research music State Music Education Confer- sheet music on a day-to-day basis in print,” Stearns said, adding ence. “If they had questions we for her customers. In fact, the comes to you she subscribes to a sheet music did everything we could to get crux of her 20-year-old business has a question, database to research composers them an answer.” is solving problems and getting and pieces. “We started with re- And while the Internet has customers the specific sheet mu- problem or ally good tools and then over challenged the print industry as sic they need, from rare pieces issue that they time we’ve been able to finesse a whole, Stearns says the person- from overseas to the music for need sorted how to use them.” alized guidance Bookmark Music Disney’s “Frozen.” Stearns left her job as a man- provides for its customers who “Part of the philosophy of the out or solved.’ ager for a motorcycle shop in depend on sheet music — mainly way we do business is everybody 1994 to start Bookmark Music, private music teachers, churches who comes to you has a question, feet filled with sheet music. Oth- which originally sold scripts and and schools — is something that problem or issue that they need er times, it’s up to Stearns and other theatre and dance materi- can’t be replicated on a website. sorted out or solved,” Stearns her full-time employee, Pamela als. But within a year the cus- “We’re infinitely adaptable — said. Scholz, to pull from their vast tomer demand for sheet music we’re the people here, not the Sometimes, the requests are knowledge of sheet music to find was so high that she phased out computers,” Stearns said. “The as simple as a parent needing a what customers are searching the other books all together. To- whole idea is to satisfy the per- specific music book for their kid for. day, 75 percent of Bookmark son who calls, emails, comes in, — something the shop is likely “We set ourselves up from Music’s sales come from sheet orders online and take of what to have with about 1,000 square the very beginning with tools music while the remaining quarter it is they need.” MI

12 I MUSIC INC. I MAY 2014 BRANTFORD MUSIC CENTRE I EVENT Movie Crew Shoots at Brantford Music ver the week of March 3, and professional,” Posan said. Othe Brantford Music Cen- “A lot of music stores were very tre in Brantford, Ontario was cluttered and it was going to be transformed into a movie set for impossible to bring cameras and the upcoming Hallmark Chan- people in. We also have instru- nel Christmas film, “Angel On ments like cellos and grand pi- My Tree.” anos on display.” Just two weeks prior to film- For a full week, the store shut ing, owner Les Posan was ap- down to accommodate 80 cast proached by a location scout and crew members. Parts of the from Chesler Perlmutter Pro- street were blocked off, too. The ductions who said the store was store documented the whole “perfect” for the film about a shoot on its Facebook page, music store employee looking adding it was an exciting way for love. to celebrate its 35th anniversary. “They said it was very clean, Or, as Posan joked, “We do it was mom-and-pop, organized a movie every 35 years here.”

The film crew lights The Brantford Music Centre during the shoot.

MUSIC & ARTS I ACQUISITION MUSIC & ARTS ACQUIRES SEVEN STORES usic & Arts expanded into Lacey, Lakewood, Federal Way, MWashington state in late Olympia, Puyallup, Renton and February with its acquisition South Hill are now part of the of seven Music Centers stores. Music & Arts family of stores. Music Centers was founded The acquistion brings Music & in 1955, and its locations in the Arts’ total number of locations Tacoma, Wash., area including to 128 across 23 states. Fanny’s House of Music’s new exterior mural.

FANNY’S HOUSE OF MUSIC I ANNIVERSARY Fanny’s House of Music Celebrates Five Years anny’s House of Music in mission since day one: to be a FNashville, Tenn., celebrat- wholly inclusive place for all ed five years in business on musicians regardless of musical March 8 by unveiling a specially ability, gender or age. commissioned mural during an “We have a lesson program all-day open house. Painted by here, and the community just Nashville artist Scott Guion, jumped right in to help us,” Cole the mural features female mu- said of the success the store has sic icons like Joan Jett, Dolly seen over the last five years, de- Parton and Memphis Minnie spite starting off with little to rocking out around the store’s no money in the height of the front porch. economic crash. “Everybody’s Co-owner Pamela Cole said just been like, ‘OK, I get what the mural reflects her and fellow you’re trying to do, how can we owner Leigh Maple’s values and help?’”

DALE MUSIC I CLOSING Dale Music Closes After 64 Years ale Music Company in Silver sheet music, has seen a decrease DSpring, Md., will close on its in foot traffic in recent years and doors on June 30, its 64th birth- the internet has changed the way day. Owner Carol Warden told of business. the Washington City Paper that Warden’s parents founded the the store, which specializes in company in 1950.

FULL COMPASS SYSTEMS I EVENT Full Compass Systems Hosts Alex Buono Full Compass Systems hosted Alex Buono, Saturday Night Live’s director of photogra- phy, at the Discovery Center in Milwaukee on March 25. Over 150 people, mostly video professionals, showed up to hear Buono talk about his experiences and the challenges shooting live often presents. Before the event, manufacturers including Canon, Marshall Electronics, Tascam and Yamaha showcased their products at an expo that was free and open to the public. “His experiences are truly sensational and this was a fantastic event,” said Rox- anne Wenzel, VP of sales and marketing at Full Compass Systems. “He has a wealth of knowledge that we’re proud to offer our customers.”

Alex Buono speaks at the Discovery Center.

B2R I OPENING Bach To Rock To Open 10 Locations ach to Rock (B2R) has signed a fran- Bchise agreement with Arpeggio Capital Partners LLC to develop 10 music schools in Denver, Boulder and Colorado Springs, Colo. The first location is slated to open next fall in the Denver metro area. Founded in 2007 with its first location in Bethesda, Md., B2R now has eight mu- sic schools across Maryland, New York, Pennsylvania and Virginia and a total of 18 franchised locations in development across the country.

16 I MUSIC INC. I MAY 2014 Customers mill about at The Music Stop’s Grand Opening.

THE MUSIC STOP I MOVE THE MUSIC STOP MOVES

he Music Stop in Murfeesboro, Tenn., Tswitched locations in February and kicked off the new store with a Grand Opening celebration. The event included hourly giveaways, music clinics, perfor- mances and a drawing where a local middle school won a $1,000 gift card. The Music Stop also launched a new lesson program in recording engineering in its new technical recording area. “It was just crazy! We were assisting an average of a hundred people every hour, and really appreciated the support from so many families and educators,” said owner Allen Hayes, adding representatives from Marshall and Audio-Technica were on hand.

MAY 2014 I MUSIC INC. I 17

InsideSUPPLY

> Hal Leonard Distributes Sony Pro Audio PAGE 23 > Sabian Acquires Billdidit PAGE 24 > Alfred Music Donates sheet music products to Operation Music Aid PAGE 24

KREMONA I BY KATIE KAILUS STRINGED SUCCESS

t the end of ists owning high quality World War steel-string and electric I, Dimitar instruments [that are] Georgiev left tuned in to the possibil- A the battle- ities of traditional guitar front and returned to his feel comfortable with a native Bulgaria with his European-made instru- mandolin in hand. It was ment, and appreciate from this love of music that finding one in the $500- in 1924 he founded string $2,000 price range.” instrument manufacturer Shepherd said he be- Kremona alongside his two lieves the nylon niche brothers. Today, the fami- is an area where guitar ly-owned company contin- dealers can really increase ues to handcraft violins, traffic and business. “In- guitars and ukuleles in the troducing customers to company’s native Bulgaria. From left: Brandon Coletti, Evgeniy Spor- the tone and feel of nylon “It’s named ‘classical ov, Nikolay Iliev and Rich Shepherd can be magical,” he said. guitar’ not because it’s “Having those products expressly for classical music, keep both costs and prices low? being shipped to the United available and a staff member that but because it’s the tree from “It’s a challenge,” Shepherd States. can play some flamenco licks is which other types of guitars are said. “We do not outsource our “We take the QC process quite fun and can increase sales.” simply new branches,” said Rich labor, as some companies do. seriously,” Shepherd said. With its affordable old-world Shepherd, brand manager for Our heritage — offering Euro- charm, Shepherd hopes Kremo- Kremona North America. “In pean-made instruments at an A TRADITIONAL ALTERNATIVE na continues to expand into spite of trends, every guitarist outstanding value — is what’s remona’s North American new markets. While available makes their way back to the most important. We focus on Kguitar line is made up en- in many European and Asian source. It’s in a musician’s na- reinvesting into the efficiency tirely of nylon string guitars, in- countries, Shepherd said he ture to discover roots.” of the factory and our North cluding its all-solid Artist series, would like to see the company While the company has only American quality control.” Flamenco, student and acoustic/ grow its footprint in the United offered its guitars in the U.S. for Kremona also keep staff num- electric models, crossover guitars States, especially the Midwest the past decade, Kremona has bers low at its North American and its new 14-fret-to-the-body and South. been handcrafting instruments headquarters (at only about six Lulo Reinhardt Signature model. “It’s not uncommon for shop at its Bulgarian factory for 90 people), which is located in Ran- “The market likes these in- owners to recommend Kremo- years. The factory employs only cho Cordova, Calif., about an struments because they feature na to colleagues in non-compet- about 100 people from luthiers hour and a half outside of San old world values and authentic- ing territories,” Shepherd said. to administration, begging the Francisco where the company ity, but come at an affordable “Dealers are enthusiastic because question: How does it manage to receives instruments that are price,” Shepherd said. “Guitar- we’ve held our margins.” MI

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XCHANGE MUSIC PLATFORM I BY ED ENRIGHT SOFTWARE SOLUTION

oftware tools have PROBLEM SOLVED revolutionized the way musi- oday, Xchange has a cat- cians work in Talog of more than 1,500 S the digital age. titles of plug-ins, virtual in- Whether they’re running struments, recording soft- a DAW on their laptop or ware, education software and laying down tracks in a other digital music creation professional recording stu- tools from companies like dio, today’s musicians rely PreSonus, Ableton, Open on software like ProTools, Labs, Propellerhead and Finale and Reason at every Cakewalk. It provides portals stage of the music production to more than 450 retailers, process. Sam Ash and Sweetwater Music retailers have played among them, and interna- an important role in serving tionally in countries includ- this growing market segment. ing Japan, Australia and But until recently, it has been Germany. a challenge for many to keep Xchange reported an up with the expense and Ray Williams enormous growth rate of man-hours associated with 254 percent for 2012–’13, software inventory mainte- directly to the customer with- and the current trend sug- nance. Now, the Xchange Music ‘It’s a boon out the need for any Xchange gests another year of triple-digit Platform (xchangemarket.com) for resellers branding. Once they sign up growth, according to Williams. has implemented a no-brainer because they with the platform, dealers can More than 17,000 licenses have system that places retailers in download free images and text to been sold to date. Annual sales the epicenter of the software can have a post software titles and vendor have reached seven figures and business and eliminates their supermarket information on their websites. climbing. need for inventory entirely. All they need to do is code the Xchange does away with a without having material and give it a spot on problem that has plagued soft- HOW XCHANGE WORKS any stock.’ their homepage along with the ware resellers since the day the etailers who participate in rest of their Web content. very first version upgrade was Rthe Xchange Music Platform founder Ray Williams, who The Xchange system evolved announced: short shelf life and can sell music software from also serves as president of To- in 2010 when Music Marketing the need to resuscitate stock. By more than 100 different ven- ronto-based distributor Music came up with a cost-effective cutting out all inventory-related dors via direct digital download. Marketing Inc. “It costs nothing way to digitally distribute music costs and offering a massive se- They don’t have to ship their to join Xchange, and there’s no software for Guitar Center. It lection of titles, it has begun to customers a box that contains fees. These resellers don’t have worked, and as software sales help retailers increase sales with a license code and a link. They to pay a percentage of the sale. increased for the retailer, more a bare minimum investment. don’t even need to keep prod- And they can list everything lines and titles were made avail- “Software, which was really uct in stock. All the necessary and not have to pay upfront — able. going down as a product that download information is pro- they pay after the sale. So it’s a When other music retailers be- would be attractive to resellers, vided digitally, in real time, at fabulous thing.” gan to express interest in getting has really experienced an up- the point of sale. Everything is funded by fees onboard the platform, Williams surge,” Williams said. “It changes And there’s no overhead. “It’s from the vendor side — a modest decided to make Xchange into the game because at this point in a boon for resellers because they percentage of every transaction a digital logistics system with time, software is a very profitable can have a supermarket without made, according to Williams. the capacity to serve the entire thing for the vendors and the having any stock,” said Xchange Participating music stores sell music software market. resellers.” MI

22 I MUSIC INC. I MAY 2014 HAL LEONARD I DISTRIBUTION HAL LEONARD, SONY SIGN DISTRIBUTION DEAL

al Leonard has struck a deal with the senior sales and marketing manager. HSony Pro Audio division to become “We are excited to work closely with the distributor for DWZ digital wireless them to offer dealers these top-quality systems to U.S. retailers. product lines.” Sony Pro Audio offers a wide range of “Hal Leonard is able to reach those audio solutions for the music industry. Prod- accounts and players that we want to ucts include digital wireless mics for vocals reach,” said Jeanne Lewis, marketing and guitar systems, handheld recorders, and manager for pro audio at Sony. “Their its industry-standard line of headphones. explosive growth into tech distribution Hal Leonard will initially distribute the is great timing for Sony, since we’ve new DWZ line of wireless systems. recently developed new products that “Sony has dominated the broadcast in- fit that customer profile well. We look dustry and now is bringing that expertise forward to expanding our product se- and technology to the music products lection through Hal Leonard as we get channel,” said Brad Smith, Hal Leonard up and running.” {halleonard.com}

MAY 2014 I MUSIC INC. I 23 SABIAN I ACQUISITION Sabian Acquires Billdidit

abian has announced that Billdidit is now part of Sthe Sabian group of companies. The acquisition expands Sabian design capabilities and adds a signif- icant portfolio of new music products. “Billdidit has manufacturing and prototype capa- bilities designed specifically for the music industry,” said Andy Zildjian, Sabian president. “In addition to their important contribution in developing new products, they are able to produce small volumes at very reasonable cost without the tooling charges, high volume commitment, and extremely long lead times that are typical of production overseas.” “We are making it easy and economical to devel- ALFRED MUSIC I CHARITY op products right here in North America,” said Joe Menchefski, Billdidit president. “For a company of our Alfred Donates to size, the breadth of our artist roster is testament to the Operation Music Aid appeal of our products to top artists.” {sabian.com} UNIVERSAL AUDIO I PARTNERSHIP lfred Music recently donated drum, guitar and keyboard mu- Amore than $1,300 in sheet sicians. Alfred Music has been UA, TC PARTNER UP music products to Operation supporting Operation Music Aid Music Aid in support of their with regular donations of sheet niversal Audio has welcomed TC Electronic as mission to secure musical in- music for seven years, totaling Ua direct developer for the UAD Powered Plug- struments of all types in order more than $25,000. Ins platform. This partnership will bring TC Elec- to help aid wounded service men “Alfred Music is proud to tronic’s tools for music and women. continue to help United States production to users of Alfred Music presented Oper- military troops experience the Universal Audio’s UAD- ation Music Aid with a donation joy of making music,” said Ron 2 DSP Accelerators and of Alfred Music’s hit Ultimate Manus, Alfred Music CEO. Apollo audio interfaces. Easy Play-Along series to match Operation Music Aid was “We are excited to a guitar manufacturer’s recent founded to supply instruments bring our products to donation of 50 electric guitars. to wounded military service the vibrant and growing Additionally, Alfred Music sent personnel that are currently in UAD platform,” said Thomas Valter, vice president compilation books from a variety military hospitals for extended of business management, broadcast and production of genres that would appeal to care. {alfred.com} for TC Electronic. {uaudio.com/apollo}

MUSEUM OF MAKING MUSIC I OPENING BANJO EXHIBIT HITS MUSEUM OF MAKING MUSIC he NAMM Museum of Making Music and examples of custom, vintage, and one- most recent exhibition explores not only Thas introduced its latest exhibit, “The of-a-kind instruments — many of which the history of the banjo but also its current Banjo: A New Day for an Old Instrument.” were contributed by NAMM members. popularity. It is because of the generosity The exhibit features the story of the in- “Special exhibitions are one way in which and enthusiasm of NAMM members that strument’s path to stardom, and boasts the NAMM Museum of Making Music ex- we were able to develop it so fully with support of NAMM-member companies plores and celebrates key industry stories information, graphics and a display of more and individuals. The exhibit incorporates and shares them with a broad audience,” than 80 historic and modern-day instru- artifacts, hands-on displays, information, said Carolyn Grant, museum director. “The ments.” {museumofmakingmusic.com}

24 I MUSIC INC. I MAY 2014 APPOINTMENTS HAL LEONARD NAMES SCHROEDL EXECUTIVE VICE PRESIDENT al Leonard has promoted Jeff Schroedl er for the company, Schroedl joined Hal Hto executive vice president. In this Leonard in 1994 as a guitar editor. He took expanded role, Schroedl will oversee all on more responsibilities along the way, product development in the company’s including a stint as editor-in-chief of the Milwaukee headquarters. “Jeff’s a proven company’s Guitar One magazine, as well leader with an outstanding reputation as author of several instructional books. both inside and outside the company,” He was appointed vice president of said Hal Leonard President Larry Morton. pop and standard publications in 2000. Jeff Schroedl After freelancing as a music transcrib- {halleonard.com}

Jupiter BandOHZHKKLK1VOU9PJO- ZHSLZNYV^[OHUKM\Y[OLYP[ZJYL- VMI\ZPULZZKL]LSVWTLU[ZWLJPHSPZ[ HYKZVU[VP[ZIYHUKTHUHNLTLU[[LHT KLU[PHSZ^P[OPU[OLPUZ[HSSZWHJL St. Louis Music OHZUHTLK*YHPN HZH^VVK^PUKIYHUKTHUHNLY D’AddarioOHZHUUV\UJLKHZLYPLZ +LUU`[OL]PJLWYLZPKLU[VMIHUK 0HPU>PSZVUOHZILLUUHTLKPU[LY- VMUL^HWWVPU[TLU[ZPUJS\KPUN>HS[LY HUKOHZHWWVPU[LK7H[YPJR:[L]LU- UH[PVUHSZHSLZTHUHNLYMVYFishman .YVZZHZKPNP[HSTHYRL[PUNKPYLJ[VYHUK ZVUZLUPVY]PJLWYLZPKLU[VMZHSLZ Martin AudioOHZUHTLK9VI- 5PJR)HYIPLYPHZHYLNPVUHSZHSLZTHUHNLY 0NUHaPV=HNUVULOHZQVPULK PU+PIISLHWWSPJH[PVUZLUNPULLY[V ;OLJVTWHU`OHZHSZVUHTLK)YHUKVU PreSonusHZHZHSLZTHUHNLYMVY,\- Z\WWVY[[OLJVTWHU`»ZJVUZPZ[LU[ 4LKPJP[V[OLUL^S`JYLH[LKWVZP[PVU YVWL[OL4PKKSL,HZ[HUK(MYPJH

MAY 2014 I MUSIC INC. I 25

InsideIDEAS > The Retail Doctor Page 30 > The Customer Whisperer Page 32

LESSONS LEARNED I BY GERSON ROSENBLOOM CHANGE, OR ELSE! he longer you’ve been MiniMoogs, ARP Odysseys — all ing marketplace. For instance, in business, the more leading up to the Yamaha DX7. thinking that I had a formula likely you’re set in I don’t think anyone had seen that people loved, I found myself your ways. And if such a successful product, and catering to a progressively old- T you’ve been success- no one has since. It was practi- er clientele. What’s the problem ful in that time, you can multi- cally a license to print money. with that? Death! Your customer ply the effect. Call it inertia or base starts to dwindle with the apathy or arrogance or laziness DON’T REST ON YOUR LAURELS passage of time. Meanwhile, or just plain not knowing bet- t all sounds like quite a nice younger customers flock to ter, but there seems to be some Isuccess story so far, doesn’t it? your competitors who better sort of blindness that comes the But here’s the bad news. These understand what they want to result of your time in business. great successes I enjoyed did buy, how they want to buy it, Let me explain using my own nothing but train me to be on and what type of sales approach lessons learned as an example the lookout for the next hot works on them. If you’re not and see if you can relate. product. But when hot products constantly searching for ways My former company, Medley ‘What worked stopped driving the market, I of reaching new customers, you Music, was started by my parents was in trouble. are plotting a course towards ir- back in the 1950s. With stars yesterday is Having success is like an addic- relevance. in their eyes, they did whatev- probably tive drug — the more you have, But what if you are the deal- er it took to succeed. Working barely working the more blinded you become. I er that is at the cutting edge? I long, crazy hours, at times they learned through failure that suc- warn you: Be cautious of resting survived on their wits alone. today and has cess doesn’t always breeds suc- on your laurels. Your customers Clearly, ours was a case of “if a strong prob- cess. In reality, what worked for will mature and their expecta- at first you don’t succeed, try, you yesterday is probably barely tions will shift. And while that’s try again.” And since success ability of being working for you today and has happening, new generations will was not immediate, they experi- ineffective in a strong probability of being in- be right behind them with a mented and constantly tried new effective in the future. whole new set of needs. Don’t things in an attempt to gain a the future.’ Do you ever find yourself let success lull you to sleep. Let firm footing. years ago when the Beatles first saying, “If it ain’t broke, I’m it serve as a sign of the hard And then a funny thing appeared on “The Ed Sullivan not going to fix it?” The prob- work that lies ahead in order happened: the place actually Show?” That single performance lem with that mentality is that to maintain success. MI started to make money. Was brought scores of new custom- the market is changing around it because of a brilliantly de- ers to our front door with their you. If you stubbornly stick to Gerson Rosenbloom is the vice president of strategic management at Sweetwater signed business plan? Had their wallets open. what worked before, you’ll be Sound, the former president of Medley persistence finally paid off? Or Next up was a string of inno- ill-equipped to deal with the Music, and a past NAMM chairman. Email him at: [email protected]. was it a lucky Sunday night 50 vative keyboards starting with challenges of a rapidly chang-

MAY 2014 I MUSIC INC. I 29 THE RETAIL DOCTOR I BY BILLY CUTHRELL IDM Moves To May

or those of you not familiar, the Percussion Market- — growing market share. And ing Council (PMC) is the percussion industry’s only PMC programs serve as a vehi- trade organization. It’s made up of drum and percussion cle for the drum and percussion manufacturers, suppliers, and dealers and governed by a industry to make new players. F board of four executives from a representative group of When I attended Metallica’s its members and assisted by a group of advisory board members Orion festival a few years ago I of which I am one. The mission of PMC is to promote the many loved seeing the mash up of cus- benefits of drumming to the public. tom motorcycle and car shows, One of the PMC’s core campaigns is International motorcycle stunt riders and all Drum Month (IDM). While previously celebrated kinds of lifestyle aspects beside in November, PMC has decided to relaunch and the music and bands. revise the IDM program following feedback from I heard one guy that said PMC members and requests from music retailers he had always loved motorcy- across the country. Beginning this month, the new cles, but never really thought IDM will be celebrated annually in May, offering a of actually buying one before gateway for all retailers to get involved in more PMC the festival. But that afternoon programs that extend throughout the summer months. he decided to head to a Harley For the redesigned IDM launch, the PMC will target dealer and buy a bike. It made young and diverse audiences to get them interest- me consider how many people ed in drumming as a creative and healthy lifestyle came for the music but were activity. The new program will reach beyond the converted to skaters, bikers or music industry through targeted Internet marketing car enthusiasts after the expe- to create excitement for drumming. rience. The music brought us but the festival converted us to PROMOTE IDM IN YOUR STORE other lifestyle activities. lthough the PMC will contact dealers about While we can continue to International Drum Aparticipating and welcomes retailers to manufacture new products, we contact the organization, retailers can get a need new people to start playing Month makes a move. jump on the IDM push by offering in-store those products, and the PMC Are you ready? specials and promotions. offers programs geared towards In the past, retailers have offered specific converting the public into the discounts on merchandise made by PMC mem- percussionists of tomorrow. If ber firms. A few years ago, one Midwestern we get one person who has only retailer offered a contest that picked the winner from a group thought about playing drums to that played the worst “first-ever drum solo” and the winner was go out and buy a kit, then we awarded a month of free drum lessons along with sticks, practice have succeeded. MI pad, etc. Pump up store traffic by offering workshops on tuning drums, selecting the proper drum set, drumsticks, or hand drum. Billy Cuthrell owns and operates Pro- gressive Music Center in Raleigh, N.C. The MI industry faces the same hurdles as any other industry

30 I MUSIC INC. I MAY 2014

THE CUSTOMER WHISPERER I BY GREG BILLINGS Break Conventions

indsight is 20/20 may be the most common cliché Music threatened the existence in the business world. We each have decisions we of independent MI merchants. would have made differently if we hadn’t followed Armageddon seemed on the the “conventional wisdom.” Conventional wisdom is horizon in 2005 when Guitar Hjust an idea that people generally believe to be true. Hero poised to hijack a genera- Of course, what people believe to be true is constantly changing. tion of potential guitarists. Like Our hindsight keeps confirming that conventional wisdom is the Y2K scare, all these notions often wrong, yet we blindly accept in the present. evaporated. When a guitar department opened in my dad’s music The conventional wisdom held store in 1965, the Fender Jazzmaster and Jaguar were it impossible a haberdasher, a the top of the line guitars the Ventures and the Beach Catholic, a peanut farmer, an Boys played. The Strat and Telecaster were the guitars actor, an African American or of old guys like Buck Owens and Buddy Holly. That was a woman could be elected Presi- the conventional wisdom until Eric and Jimi picked up dent. Strangely enough, conven- Strats and George was seen playing a rosewood Tele tional wisdom still holds hope in the “Let It Be” video about five years later. Today, for time travel and flying cars. hardly anyone but Elvis Costello plays a Jazzmaster, There are economic conse- but everybody has at least one Strat. quences for dealers who suc- From the ’50s to the ’80s, church committees and cumb to the conventional wis- school boards clung to the conventional wisdom and dom and follow the path of least bid out the venerable Baldwin 246 school studio piano, resistance when merchandising. until the upstart Yamaha P2/202 displaced it. It was Invariably, products favored by hard to get them to even consider Kimball or Wur- the conventional wisdom retail litzer studios. Actually, in the mid-70s, the at low margin because they are conventional wisdom was that Japanese or widely distributed and because ‘Seeing through the Korean manufacturers would overtake the manufacturers are smart enough piano and guitar industries. Nobody had a to keep the lions share of the conventional wisdom clue that Indonesia and China would become profit for themselves. They call and becoming a better our largest suppliers. it brand equity. Recently, we had five of those old pianos in How is it that we are so se- decision maker is chal- our used department at the same time. The duced by the group think of our lenging, but possible.’ Kimball was better than either the Baldwin time, and how can we make or the Yamaha. We were surprised that an smarter decisions and avoid obscure experimental Currier, with neither a costly or foolish errors based plate nor posts — rejected en mass at the time — out performed on conventional wisdom? them all; even the Steinway 1098. Clearly, the conventional wis- The seduction breeds in repe- dom had school pianos wrong. tition and ferments conformity. If we see or hear an idea often RESISTING THE PATH OF LEAST RESISTANCE enough we are naturally inclined arly in the ’80s optimists thought cheap portable keyboards to accept it, especially in the Ewould creat a new generation of pianists. By 1990, conven- absence of conflicting informa- tional wisdom had school music dead. Five years later, Mars tion. If we hear it repeated by

32 I MUSIC INC. I MAY 2014 those we respect, the idea gains credibility. you are right or you will be forced to re-ex- We see today’s world filtered through the By second grade most of us had learned amine something that needs re-examining. conventional wisdom of our time. Some- to conform; to get along … go along. Be- That is how you get to a better decision. day, we will look back on 2014 with 20/20 sides, what is to be gained by challenging A few weeks ago I saw my favorite pianist hindsight. Maybe with regret, maybe with the status quo? Lang Lang, a 32-year-old Chinese superstar smug conviction. Before you act on the If all our friends liked the Monkees better at Artis Naples near my home. I gained ad- conventional wisdom, step back, challenge than the Stones, it was easier to just suck it mission to the concert with tickets purchased your assumptions, seek contrary evidence, up and listen to the Monkees. One person online, drove to the theatre in an electric listen to your gut — and for heaven’s sake doesn’t have much influence on the con- car and heard the performance perfectly stop BS-ing yourself. MI ventional wisdom. But just stepping back, through nearly invisible hearing aids. At thinking the subject through and challenging some point, the conventional wisdom had Greg Billings whispers to customers at the Steinway Piano Gallery in Naples, Fla. He welcomes questions an idea might be all you need to escape its all of those circumstances near implausible. and comments at [email protected]. seduction.

CHALLENGE YOUR ASSUMPTIONS Seeing through the conventional wisdom and becoming a better decision maker is challenging, but possible. Of the countless volumes written on the subject, three books stand out: • Gut Feelings: Short Cuts to Better De- cision Making by Gerd Gigerenzer proves that in complex matters our gut feeling (or intuition) is actually more reliable than our analytical skills. Most of us hate to admit this because we think we are so damn smart. That is, we prefer to rely on the analysis of our upper brain. Gut feelings are the result of our lower brain factoring all the information we have acquired on a subject, filtering it through our personal biases and preferences producing an instant inclination. All of us have said, “I should have just followed my gut,” at some point or another. • Joseph T. Hallinan makes a big mis- take in his book Why We Make Mistakes by telling us in the first few pages that we make mistakes because we are really good at BS-ing ourselves — making the purchase of the book unnecessary. Stop BS-ing yourself. Save it for your customers. • Jonah Lehrer dissects the decision mak- ing process in How We Decide. In the end, great decision making is the exact opposite of BS-ing ourselves. Great decision makers are always seeking contrary evidence. Most of us actively seek conformation. We like having our prejudices and preconceived ideas re-enforced. Our middle brain secretes a little shot of the happiness hormone dopamine every time conformation occurs. Looking for contrary evidence is like arguing with your Monkee loving friends. It is no fun, and there is no dopamine. Challenging your ideas is the only way to really test them. In the process you will achieve confidence that

MAY 2014 I MUSIC INC. I 33 O

TI LETTER TO PRESIDENT

C OBAMA ON OBAMACARE A by Alan Friedman

Dear President Obama, TE

Hi. It’s your buddy here, Alan Friedman. You may not remember me (mostly because we’ve never met), but I voted for you in the last two elections. I liked what you stood for and the changes you promised to make during the eight

O ]IEVW-LIPTIHTYXERHOIIT]SYMRXLISJ½GISJ4VIWMHIRXSJXLI9RMXIH7XEXIW

The reason why I’m writing you is because (1) I of the uninsured will gain affordable, quality insurance write business articles for a progressive music re- via the online health insurance exchange or “market- tailing magazine called Music Inc. and they asked place.” In its fi rst open enrollment period from Oct. 1, me if I would write an article on the still relatively 2013–March 31, 2014, 7.1 million Americans enrolled new legislation called the Affordable Care Act a.k.a. using this marketplace. These previously uninsured PR ObamaCare, which on March 31, just closed its fi rst Americans have often used the hospital emergency open enrollment period; (2) I turned 58 earlier this room as their primary care physician which increases

S year and am getting to the age where I no longer healthcare costs for everyone. worry about what people think of me ... plus no one

Q listens to me anyway; and (3) I wanted to challenge  2I[,IEPXL'EVI&IRI½XWThe ACA gives myself to write you a provocative but “even-handed” Americans access to hundreds of new health care ben- letter on this highly debated topic that’s extremely efi ts, as well as 47 million women access to womens’ important to all Americans. health services. New health plans include preventive and wellness services, which lower health care costs I thought I’d start off with the ACA’s undisputable by treating diseases before they reach an expensive facts and beautiful benefi ts, which I’m totally giving crisis. Other benefi ts are: no out-of-pocket costs for you props for. The ACA was signed into law by you preventative healthcare services, no denial of cover- on March 23, 2010 and upheld by the U.S. Supreme age for pre-existing conditions, no annual or lifetime Court on June 28, 2012. Its goal is to reform the health limits on coverage, children can stay on their parent’s care industry by giving more Americans access to plans up to age 26, and the FDA can approve more

INSURANCHEALT affordable, quality health insurance, and to reduce generic drugs. the growth in health-care spending in the United States. The ACA expands the affordability, quality  &IRI½XWXS0S[-RGSQI%QIVMGERWERH and availability of private and public health insurance Senior Citizens. Most low income Americans, es- through consumer protections, regulations, subsidies, pecially those without insurance, will see nothing taxes, insurance exchanges and other reforms. It does but benefi ts from the ACA. For people who can’t af- not replace private insurance, Medicare or Medicaid, ford health insurance, the federal government will nor does it regulate our health care system. Instead, pay the states to add them to Medicaid, which could it regulates health insurance and some of the worst expand eligibility to 15 million previously uninsured practices found in the health care industry. low-income individuals and families. The ACA also includes unprecedented reforms to Medicare, including The ACA offers a number of new benefi ts, rights expanding benefi ts and coverage options. and protections. As I understand it, here are some details on fi ve major benefi ts of the ACA:  'SRWYQIV4VSXIGXMSRJSV-RWYVIH%QIVM cans. The ACA regulates the insurance industry with 1.) Access to Affordable, Quality Health Insur- “rate reviews,” enacts the “80/20” rule that makes ance. The ACA has the potential to provide coverage health insurance providers spend at least 80 percent to more than 40 million uninsured Americans. Many of their income on health and marketing expenses or ARE BENEFIT AFFORDABLE QUALITYNEW AFFORDABLE HEALTH C be subject to premium rebates, and eliminates the ability all taxable transactions and let the state governments figure for insurance companies to deny coverage for being sick out how to split up the billions in new sales tax revenue. or having a pre-existing condition. With all that new tax revenue and savings in litigation costs, businesses will have more net taxable revenue to pay  -QTVSZIH,IEPXL'EVI5YEPMX] The ACA incorpo- more federal tax. With that new tax revenue, maybe you rates a system where doctors and hospitals will be rewarded can either reduce tax rates or stop borrowing money. Trust for providing quality care, instead of being rewarded for the me when I tell you this — no business, and certainly not quantity of healthcare services. Though sometimes regarded even the U.S. government, can borrow its way out of the as a “detriment” of the ACA, having federal oversight on kind of fiscal mess we’re in. By doing some or all of the a reform of this size is mandatory to ensure the program above, you’ll have a plenty of money to fix these problems. works. It’s important to note that the ACA doesn’t ration The only downside is you’ll have to create a few more jobs healthcare, rather it regulates the health insurance industry for all of the unemployed lawyers. Oh well. which has been rationing our health care for years. Like Rome, the ACA wasn’t built in a day. I understand Mr. President, while I’m an accountant by trade, I am also it’s wrought with complicated rules and policies buried in a musician, which is an art-form filled with emotion and 11,000-plus pages of regulations. Even though the ACA will driven by those who usually possess a deep sense of caring ultimately do a lot of very good things, it’s created some and sensitivity towards one another. So it should come as no unintended hurtful consequences for some Americans. The surprise to you that most musicians and like-minded caring ACA has financially hurt some small businesses, has had Americans embrace the humanitarian side of the ACA. But a significant negative effect on insurance premiums, and as I just mentioned, I am also an accountant. I operate in has made reforms that hurt some medical industries and a world that unfortunately places an ultra-high value on money and wealth, and has an insatiable hatred of taxes and the IRS. Frankly, I am appalled by the uncharitable Like Rome, the ACA wasn't behavior of many wealthy citizens, and the short-sighted built in a day. “my money is more important than helping those in need” mantra of many Americans. their workers. And did I mention the faulty launch of the But I also empathize with those law-abiding Americans ACA’s enrollment website? Really, Mr. President, I could who oppose tax hikes and have been subject to unwarranted have had my high school computer nerd neighbor build intrusive IRS audits. When many American taxpayers refuse a functioning ACA enrollment website in less time and to pay their fair share of tax by lying on their tax returns, for far less dollars than the government spent. I just wish coupled with the government’s outrageous spending habits, someone had put a little more thought into avoiding or it’s hard to argue with those tax-law-abiding Americans minimizing the following five problems and unintended who oppose tax hikes. disappointments of the ACA:

So, Mr. President, if you’re going to have us partially  9RI\TIGXIH'ERGIPPEXMSRSJ)\MWXMRK,IEPXL pay for the ACA through increases in tax revenue, then I Insurance Plans. There are more than 15 million people feel justified in asking for: (a) fairer tax laws and greater who currently buy their own private health insurance. Many simplicity in our tax code, (b) more vigorous and targeted had their plans cancelled by their insurance companies IRS audit efforts to go after those not paying taxes instead because it didn’t meet the 10 essential health benefits dic- of those who are, and (c) an intelligent, transparent and tated by the ACA. The outrage that ensued prompted your accountable policy of government spending on the things administration to switch its stance in early March, letting that matter most instead of frivolous spending. While you’re people keep their plans that don’t comply for another two at it, enact some tort reform to make losers of lawsuits pay years. However, the cost of replacement insurance may be the entire cost of those lawsuits, and please do something higher because the new insurance plans provide a wider to force the state governments to get their act together by range of benefits. On a personal note, my cousin sought making all retailers collect their home state’s sales tax on and obtained quality healthcare services for breast cancer

MAY 2014 I MUSIC INC. I 35 THE TRUTHFUL ANSWER TO THE MILLION-DOLLAR QUESTION “IS OBAMACARE fi will stophiring.Whilethepenaltyisn’tpaidforyour avoid this,somebusinesseswillcutemployee hoursor to eitherinsure full-timeworkers orpay apenalty. To than 50full-timeemployees willnow have tochoose Starting in2015, any U.S.company whohasmore from JohnsHopkinsHospital.Notgood. cover whatisnow considered “outofnetwork” care reasons mentionedabove), andhernew plandoesnot just foundoutherinsurance plannolongerexists (for from JohnsHopkinsHospitalafew years ago.She purchase insurance by March 31, 2014, anddon’t healthy thantheyounger group. Thosewhodidn’t older enrollees (age50-64)who,onaverage, are less need topay intothesystemtoeffectively subsidizethe cant percentage ofyoung, healthy people(age18-34) make an individualinsurance market work, asignifi Americans. plan) becausethey willbeinsuringmillionsofnew to make billionsofdollars(despitealoss ofprofi spending. Ofcourse, healthinsurance companiesstand care. Theseadditionaltestswillleadtohighermedical short-term becauseoftheincrease in p next decade, overall healthcare costsmay riseinthe billion dollarreduction inthefederal defi projected theACA togenerate anapproximate $143 both thetaxpayers andthestates.WhileCBOalso as intendedthisisgoingtoincludingfundingfrom trillion through 2021. Inorder fortheprogram towork sional BudgetOffi over theprioryear’s premiums. from a20-percent tomore than 60-percent increase insurance premiums formany of ourclients,ranging seen anACA causingupward “adjustment” tohealth are enforcing this,otherstatesaren’t. Frankly, we’ve provisions againstpricegouging.Whilemany states doesn’t offeraprotection beyond lettingstatesenact um rates have risenatalarmingrates andtheACA go intolaw untilthisyear. Inthemeantime, premi- the ACA thatofferprotections toconsumersdon’t company abuse. Unfortunately, many provisions of the qualityofinsurance better, andprevent insurance industry by fi doesn’t raise premiums. Infact,itreforms theinsurance insurance plansontheexchanges. penalty andlettheiremployees purchase theirown businesses willfi hurts oureconomy andreduces taxrevenue. Many extra costontotheircustomers,cuttingtheworkforce rst 30workers andmany businesseswillpassthe  4IREPXMIW;MXL9RMRXIRHIH3YXGSQIW theACA.4.) TheFederal Costof  6MWMRK-RWYVERGI4VIQMYQW 2.) ABadReaction BusinessCost. toaNew ndingways todrive down costs,make nd itmore cost-effective topay the ce projects theACA tocost$1.1 TheACA itself TheCongres- reventative cit over the t per To To - higher operating costs.Thetruthfulanswer tothe pay more taxandthosebusinesseswillingtoincur The disadvantages willaffectthoseindividualswho employment statusorpre-existing healthconditions. don’t have healthinsurance, whetherbecauseofcost, advantages willmostlybenefi facts supporttheirpointsofview. Furthermore, the derstand itandanyone caneasilypickoutwhichever the actissocomplex thatmostpeopledon’tfullyun- controversial rightfrom thestart.That’spartlybecause of non-enrollment. amounts may beimplementedtoreverse any trend ity oftheACA. Isuspectfuture increases inpenalty in higherpremiums threatening thelong-termviabil- mostly high-costcustomersontheirplansresulting people signup,leaving insurance companieswith scenario fortheACA would beifnotenoughhealthy (or 2.5percent ofincome)in2016. Theworst-case 2014, $325(or2percent ofincome)in2015, and$695 $95 (or1percent ofincome, whichever ishigher)in qualify forMedicaid,willbeassessedapenaltytaxof to music industry clients. to musicindustry Visit hiswebsite atfkco.com. Alan Friedman, CPA, provides accountingandfi insight intothewoes ofourcountrythat needfi other issue)we’ll pay you, willgive you some new coupled withthefederal minimum wage (awhole returns duringtaxseason.Thatwork experience, ring meupandwe’ll hire you tohelpprepare tax right. swayed offyour pathby thenaysayers ingettingthis pushed through thisground-breaking bill.Don’tbe I believe your heartwas intherightplacewhenyou without delay toachieve theACA’s intendedgoals. important legislationandaddress allknown problems provisions. via oversight committeesandotherforward-thinking downsides ofthisnew law isalready builtintothebill abide by theACA. Plus,dealingwiththeupsidesand we’ve already madeasacountry tounderstandand of dollars,given theinvestment oftimeandmoney ACA isanactionthatwould costtaxpayers billions as just“repealing” theACA. Doing away withthe you work for, andhow muchmoney you earn.” is “Itdependsonwhoyou are, how oldyou are, who million-dollar question“IsObamaCare agoodthing?” Alan M.Friedman,taxpayer Respectfully yours, BTW, whenyou’re outofoffi Mr. President, let’sgetreal. TheACA was highly With thatsaid,Iurge you tostay ontopofthis We allknow fi xing ACA problems isn’tassimple nancial services nancial services t thosewhocurrently ce inacoupleofyears, xing.

HANDS-ON

RETAILBY KATIE KAILUS

HOW TED BROWN MUSIC USES INNOVATIVE PROGRAMS AND ITS OWN NON-PROFIT ORGANIZATION TO FORM DEEP CONNECTIONS IN ITS COMMUNITY CHRIS WATKINS 38 I MUSIC INC. I MAY 2014 wo students have been standing This is Ted Brown Music’s annual for almost 33 hours straight, Hands-On Instrument Contest, a competi- hungry, thirsty and surviving tion that offers students the chance to win only on a handful of 10 minute the band or orchestral instrument of their breaks and the encouragement choice by standing with their hands on a Tof their loved ones. trumpet case without removing them for as No, this isn’t a scene out of CBS’ “Sur- long as they can with only one 10-minute vivor” game show. break every six hours.

MAY 2014 I MUSIC INC. I 39 HANDS-ON RETAIL

“We have had contestants drive from as nated by customers, far as two hours away — it’s a big draw,” and cash donations said Whitney Brown Grisaffi, president are used to purchase of the five-store, full-line retailer based in new smaller instru- Tacoma, Wash.,where the contest is held. ments as well. Gris- It’s no surprise the event garners local affi said the program media attention, but Grisaffi said the best gets instruments in part is actually the bond the students and the hands of stu- their parents make during the competition dents who can’t — all brought to them by Ted Brown Music. afford next month’s “It’s good PR with our school partners, instrument rent — customers and especially with the families it’s one more way to of the contestants,” Grisaffi said. “We have keep people talking parents come and thank us for putting on about the store. the contest because it’s a great bonding “A woman came time for the parents and kids, and it’s great in just last week, because Ted Brown Music was able to create and she needed a that. And we love it because we get great clarinet,” Grisaf- bonding time with our customers. The par- fi said. “She was ents talk to us about their kids, and the renting from us, kids talk to us about their musical goals. but she couldn’t af- It helps us better serve them.” ford it, so she was coming to return it. It was proposed to COMMUNITY CONNECTION her that she apply uzzworthy contests aside, another way for one through Ted BTed Brown Music (TBM) gets the word Brown Music Out- out about its store is through its invovle- reach and when she ment in its community. was presented with “Tacoma is the biggest small town one she burst into around,” Grisaffi said. “We might not be tears because she Stephanie Brown Howe and Whitney Brown Grisaffi unique in saying that, but it’s a very com- was afraid that she mon saying because you know somebody would have to pull her child out of the summer, brought in about 70 kids making who knows somebody else and you are only music program.” up 13 bands. one person away from knowing everybody. Grisaffi said its stories such as these that Incorporating Live it OutLoud in the So participating on a board of directors have kept the donation program going strong community is also important to TBM. All or during a street fair gets the word out for seven years. Last year alone, TBM Out- bands in the camp play three smaller con- about the store. The idea is to get people reach gave away 130 instruments. certs during street fairs and events around talking about us.” “It resonates so well with people that town before taking the main stage at the TBM also gets the community talking by we are not just here as a business taking end of the eight-week program a larger offering many musicial opportunities for money,” said Anthony Myers, marketing venue in Tacoma. TBM also partners with lower income families through its non-profit manager for Ted Brown. “We are out there its local parks and recreational center to organization, Ted Brown Music Outreach. in the community, and it’s unbelievable promote its programs. “We think it’s very important to be in- the response we get any time we post a “Students can register for our exploration volved and give back to the community photo of a child receiving an instrument. camps through Metro Parks,” Howe said. in which we live,” said Stephanie Brown Some of the photos get up to 500 likes [on “We seem to be the most popular here in Howe, vice president of Ted Brown Music Facebook].” Tacoma. Metro Parks runs a few music and executive director of Ted Brown Music In addition to donating instruments, Ted camps, but they have cancelled most of Outreach. Brown Music Outreach offers many of its them because they can’t get the students One of the major facets of the outreach programs at discounted prices if a family to show up whereas we get almost a full organization is its instrument donation pro- can prove the need. Programs available for load with every class.” gram, which fixes up instruments, and gives scholarship include Teddie Bear Music, Grisaffi said that since Ted Brown Music them to students who can’t afford them. Jazz Combo Class and the store’s annual Outreach is a 501c3 non-profit organization, Ninety percent of all instruments are do- Live it OutLoud Rock Camp — which, last the schools let them advertise their store

40 I MUSIC INC. I MAY 2014 HANDS-ON RETAIL

programs in a way that most stores can’t. ing tuxedo shirts, jackets, pants, dresses, makes our teachers go, ‘Oh, wow,’ because “We can promote the discounted programs cummerbunds and shoes. again it is another opportunity for us to within a school district, where as a for-profit “It’s great because our guy uses his be a resource for them. entity we couldn’t do that,” she said. expertise and goes out and measures the “We are nimble, and we’re not afraid to kids to make sure that if they are going experiment and try new things. We don’t THE EVER-CHANGING to get concert attire they are going to get have to go with the cookie cutter. We don’t BUSINESS MODEL the right fit,” Grisaffi said. “That’s a really have to do that. We think that gives us a cool, different thing to be offering and it competitive edge.” MI ed Brown Music has been a staple in TTacoma since 1931. Ted Brown — the store’s founder and Whitney and Stepha- nie’s grandfather — was in charge of liq- uidating a Sherman Clay piano store, but decided instead to buy the store. However, when World War II began and there were no more instruments to sell, Brown was forced to re-evaluate his business model. He began selling anything he could get his hands on, including toys. This continued as the market changed throughout the 1950s, ’60s and ’70s. “We starting carrying radios and eventu- ally TVs, stereos and records,” Howe said. Today, TBM is a full-line MI dealer, carrying everything but acoustic pianos. (Despite the fact that its founding roots were in acoustic piano sales, the store now only stocks digital pianos and keyboards.) The lesson program is 800 students strong across all five stores with 78 teachers — 19 of which are employees of the store. Lessons are provided, as Grisaffi puts it, on everything “from harp to harmonica — big to small.” The store also offers an extensive repair shop and its rental program includes seven full-time educational reps that work in 20 to 30 school districts in Washington state and a few in Oregon. However, despite the size of the store today, Ted Brown Music continues to adapt its business model to keep up with the ev- er-changing market. “It speaks well of the store that we are not so ingrained in what we started with that we are not not willing to change,” Howe said. TBM recently got into the school con- cert attire business by hiring on a local tuxedo store owner who had just closed down his shop. Now, Ted Brown Music can offer schools not only the instruments its students play, but also the clothes the students wear when they play them, includ-

MAY 2014 I MUSIC INC. I 41 HANDS-ON RETAIL

Ted Brown Music’s Tacoma location is 35,000 WALK square feet and boasts 20 lesson studios, a group practice space, and a performance stage that seats more than 100. Here’s a quick glance into THROUGH WKHUHWDLOHU·VÁDJVKLSVWRUH

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42 I MUSIC INC. I MAY 2014 MAIN SHOWROOM (UVWLUÅVVYWSHUHSSV^Z MVYHULHZ`ÅV^VM[YHMÄJ IL[^LLU[OLWYVK\J[ZHUK [OLSLZZVUYVVTZSVJH[LK [V^HYKZ[OLIHJRVM[OL Z[VYL)`RLLWPUN[OLTHPU ZOV^YVVTVWLU.YPZHMÄ ZHPK[OL`HYL¸YLHSS`HPTPUN MVY[OH[º^V^»MHJ[VY¹

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MAY 2014 I MUSIC INC. I 43 WHAT TO STOCK NOW Just like music itself, the hottest gear is always changing. Music Inc. asked retail experts from six MI categories to weigh in on what’s selling well, what’s trending the strongest, and what you should be stocking your shelves with today. Here’s what they said. GUITARS Brian Douglas Cream City Music nies create compelling Amer- ican built instruments that hit &VSSO½IPH;MW that $499-$699 price point? I’d love to think so. Based on the success we’ve had selling through those products, there is a clear customer segment that is hungry for it and our shop would continue to invest in it so we could reach that consumer. Based on the success of Cream City Music in 2013 and what we’ve seen in just the fi rst two months of 2014, in addition to discussions with other store owners, we’re seeing the industry bounce back. People are buying again with enthusiasm and confi dence.

WHAT’S SELLING? and tuned, and organize them by manfac- At the moment our top selling catego- turer, model, and price point. I fi rmly believe ries are guitars and effects. We’re seeing that it is paramount to make buying easy for a high degree of sell through with our core our retail customer. With logical organization lines such as Gibson, Gretsch, Fender and of the gear the customer can experience Martin. Solid body electricscs are moving everything a line has to offer from top to really well for us at the moment.oment. We’veW also bottom, it makes it easy for my sales team to seen exceptional growth inn our pedal effecteff connect people with exactly what they need. sales. Some of our best sellersellers are Martin’s 000-15SM and Gibson’s 20142014 selection ofof WHO’S THE CUSTOMER? entry-mid level price pointt instruments.instruments. I fi nd thathat everyone from the beginner In this post-recession economyeconomy ourour to the mid-level playerp is fi nding a bond customer base is more consciousonscious to whatwhat with those pieces. Not surprisingly,s a lot constitutes a great deal andnd beingbeing ableable of our pro-level clients havehav gotten into to get an American-made guitarguitar for such the inexpensive 2014 Gibson solidbodies reasonable pricing has reallyally struck a chord.chord. because they area perfect for modding.

HOW DO YOU MMERCHANDISEERCHANDISE WHERE DO YOU SEE THIS THESE PRODUCTS? TREND HEADING? We stick with simple retailtail principprinciples. A That is a great question and it truly clean showroom, keep thee guitarsguit polished remains to be seen. Can more more compa- Martin’s 000-15SM

44 I MUSIC INC. I MAY 2014 AUDIO WHAT TO STOCK NOW ALAN MOON WHAT’S SELLING? *VSRX)RH%YHMS Anything that has to do with 'SPYQFME7' upgrading somebody’s capa- bilities and the quality of their results. Honestly, what’s selling well is still the same old product categories that we are known for: microphones, preamplifi ers, compressors, equalizers, AD/ DA converters, DAW software, plug-ins, acoustic products, and the studio monitoring path, including summing busses. Audio interfaces always sell well, but I don’t think that it’s any secret that the Universal Audio Apollo products have been very popular due to their unique features.

WHAT’S DRIVING THOSE SALES? Well, marketing by the manu- facturers never really hurts, does it? But the market defi nitely has a sort-of collective unconscious about it, and products like the ear candy on top of “a performance.” Apollo WHO’S THE CUSTOMER? Apollo really cater to that shifting is unique as an interface in that it lets us all perception of what we all “need.” do that with near-zero latency, while using The common thing amongst everyone Universal Audio has always models of some of the most cherished gear shopping is that they are looking for an im- been really good at providing ever. Others have had mixers in their software provement in the sound, regardless of genre. all products that people want for years that have made their products It’s something that exists from entry level to before they were even aware exceptional. But Universal Audio releasing professional level. The quest for better tools that they wanted them. It’s like, Apollo was like the planets aligned in a way never really stops, though the understanding “Where has this been all my that they never could have for anyone else. of what constitutes “great gear” along the life? I have to have this, now!” But what drives sales in our classic way will defi nitely change many times over. A lot of it probably stems categories is the reality that a box and a The resurgence of vinyl and now the from the obsession with the way seemingly endless supply of plug-ins still emergence of Neil Young’s coming Pono things used to be in production. never will be everything that somebody player really are bringing high-resolution Decisions were made in pre-pro- needs to record and mix music. Obviously, audio as well as workfl ow practices into duction or even on-the-spot, and we provide that “box.” But, there have to focus — at least for any smart engineer or the engineers committed equal- be transducers on both ends of the chain studio who’s paying attention. We’re aiming ization and compression straight in order to do anything. And customers to maximize our customers’ impact with to tape. You had to be good. Mu- truly want someone they can trust, who their clients. We’re consultants. We’ve either sic sounded so much more “real” has been there before, who has confi g- been doing it professionally at their level when it was a complete take and ured and used and speaks from experience or above for 10, 20 or 30 years. And we you built the embellishments and about a lot of the gear being discussed. sincerely want for them to be successful.

Universal Audio’s Apollo

MAY 2014 I MUSIC INC. I 45 WHAT TO STOCK NOW DRUMS VIC SALAZAR the most popular sellers. Larger diameter cymbals Vic’s Drum Shop have grown in popularity, especially large Chicago diameter hi-hat cymbals. Specifi cally, longer lasting drumsticks and drumheads have been popular sellers. These include Boso drumsticks made of bamboo and Vic Firth’s new Titan model of carbon fi ber drumstick. Specifi c popular drumhead models include Remo’s Emperor X, Aquarian’s Triple Threat, Hi-Energy, and Hi-Velocity and Evans’ Super Tough and Heavyweight drumheads. In general, drummers need to replace drumsticks and drumheads on a regu- lar basis. They simply wear out and break. WHAT’S SELLING? Remo’s Emperor X drumheads Every category of instruments and ac- HOW DO YOU MERCHANDISE AND MARKET THESE cessories continues to sell very well. These PRODUCTS? include acoustic and electronic drum kits, snare drums, hand percussion, drumsticks, Regarding the popular new drumstick models, I have found drumheads, cymbals and hardware. that an effective way to make more customers aware of them is to Drumsticks, drumheads and cymbals are leave several pairs out on display on our giant demo practice pad. Customers can’t help but notice them when they use the pad to audition other drumsticks. We stock over 3,500 drumheads and 1,600 cymbals. So when it comes to drumheads and cymbals, we rely more on the expertise of our sales staff to make customers aware of the options they have. It does certainly help to have two cymbal rooms stocked with multiple walls of cymbals on display.

Vic Firth’s Titan drumsticks WHO’S THE CUSTOMER? The customers for longer lasting sticks and heads are customers on a budget and/or those looking to get the best value for their money. For large diameter cymbals, the customer is anyone seek- ing the sound that larger cymbals produce. All of these custom- ers range from the beginner to the seasoned professional.

WHERE IS THIS TREND HEADING? Perhaps more companies will expand their offerings to include more models that follow the current trend of more durable, longer lasting drumsticks and drumheads, and larger cymbals. We will continue to stock all new offerings as they become available in order to provide the best selection for our customers. I continue to hear from customers visiting our shop that they appreciate the depth of inventory that we carry. Cus- tomers still prefer to see, touch, and demo a product before making a pur- chase. This is something that they can- Evans’ Heavyweight not experience when shopping online. drumheads

46 I MUSIC INC. I MAY 2014

WHAT TO STOCK NOW BAND Pete Biedron &ERHWSYVGI Tawain that play more like a Selmer Paris than any- thing else, and they come in at a really nice price point. (S[RIVW+VSZI-PP They are built really solid and are probably the best product that Selmer has made in a while. Coupled with the Selmer Paris neck and the improvements they made to the key mechanisms, the saxophones actually have that Selmer Paris sound and response more than any other Tawainese-made Selmer product. Conn- Selmer has made a great horn at a great price point.

HOW DO YOU MERCHANDISE AND MARKET THESE PRODUCTS? We have a model on display that features a black nickel fi nish with a silver plate that real- ly grabs peoples’ attention. We remind the in- WHAT’S SELLING? fl uencers like teachers and professionals in our One of the most exciting sellers for us is the new area about the horn and tell them to try it out. Selmer 40 series saxophones. They feature a Selmer The other big thing that we do here is we carry extra Paris-made mouthpiece with a Tawainese-made body. necks. The reason the 40 series is so great has a lot to The models are the AS42 alto and the TS44 tenor. They do with the Selmer Paris neck because Selmer Paris is are the fi rst Selmer Paris models that they make in actually making the neck that goes on the Tawainese body. So, we have found it helpful in our business to carry extra necks. Sax necks make it like you have two saxophones in the store, because when you change out a neck, it pretty much changes the way the entire instrument plays. It’s very advantageous when clos- ing a sale. Stocking these extra necks and even extra clarinet barrels is an area where you can inexpensively almost double your intermediate or stepup sales. It’s not quite like having a second horn, but it’s like having half of a second horn. It’s always a good idea to have extra neck options that will cost a retailer $400 instead of a new horn that will cost $3,000. We’ve been very successful with offering several different options.

WHO’S THE CUSTOMER? I would say the main target for the 40 series are middle school or high school students who are ready to step up to a better instrument, but their parents aren’t willing to buy them a top-of-the-line pro instrument. These models are also great for a student who wants to go to school to study music and be a band director, not a performance major. That student is looking for a horn that is better than a student model and will last them through their studies but be better than their current model. Lastly, the 40 series would be ideal for adults who play just for fun and want the instrument for its affordability and playability.

Selmer’s AS42 alto

48 I MUSIC INC. I MAY 2014 DJ WHAT TO STOCK NOW Craig Merrick WHAT’S SELLING? so sales have grown for LED %WXVS%YHMS:MHIS0MKLXMRK The main items selling at Astro battery and wireless lighting. AVL are the all-in-one intro level +PIRHEPI'EPMJ controllers. The Pioneer DDJ-SB HOW DO YOU is by far the hottest controller MERCHANDISE THESE we are selling. However, we’re PRODUCTS? also selling lots of control signal The price is just so ridiculous- vinyl from Stokyo and Rane used ly accessible, and they don’t look exclusively on turntables. All the cheap. Back in the day you could entry level lights like the Micro tell what was good and what was EBERLY JAYMZ series lasers by American DJ cheap just by the materials. Now and Chauvet’s EZMiN RBX and even the lower-end items are WHERE DO YOU SEE THIS EZMiN FX are selling, too. way more aesthetically pleasing. TREND HEADING? There’s a much greater re- It all started with the Serato/lap- quest by clients of wedding and WHO’S THE CUSTOMER? top revolution. You still get pockets of corporate DJs to supply lighting, Advances in technology have strictly vinyl enthusiasts and purists made it possible to get features and they will always be around but and function at a fraction of the the numbers don’t compare to all the price it was just a few years “new” DJs who just want to play a ago, making gear available to backyard boogie or house party. Small more DJs at every level. It’s controllers that do it all is where I see not just a cult. The working DJ the business is going, if we’re not already Pioneer’s DDJ-SB is part of the mainstream. there. Smaller, faster and more powerful. American DJ’s Micro Image RGB

MAY 2014 I MUSIC INC. I 49 WHAT TO STOCK NOW PIANOS James Harding WHAT’S SELLING? Gist Piano Center We’ve done very well with Roland digital pianos 0SYMWZMPPI/] — especially the HP-500 series and the interactive HPi-50 — as well as with decorator cabinet baby grand pianos, such as the Knabe WGS-54. Our clients are encouraged by the continued positive econom- ic news. They are still cautious to spend excessively, but their desire to own a piano is fi nally starting to override their fi nancial concerns. Thus, we are get- ting more and more requests for piano lessons and beginner instruments like Roland digital pianos. The increase in decorator baby grands is also a part of this trend. Folks who have wanted a baby grand are reaching out to fi nd the best pi- ano they can afford for under $15,000. This has led us to offer more pianos in this price range.

HOW DO YOU MERCHANDISE AND MARKET THESE PRODUCTS? We are very fortunate to be a Roland Foresta dealer. This means that we linked arms with Roland to create a special display space for Roland digital pianos in our

50 I MUSIC INC. I MAY 2014 WHAT TO STOCK NOW

store. The display space is branded as a WHO’S THE CUSTOMER? grow to embrace these tools, they too are premium digital piano showplace, including Thanks to the design of our new website, seeing an increase in student retention and a computer with access to every Roland we can track the clients that visit our page enrollment. In short, it’s turning our busi- product video and manual, a Web camera and determine both their level of musical ness around, and I think we’re just begin- for specialized factory training or in-store expertise and their familiarity with piano ning to see where this trend can take us. Q&A sessions, specialized lighted displays shopping. A very large majority of people Decorator baby grand pianos are a slight- for easy browsing and, most importantly, who walk in our stores have a student who ly different story. They are strong right now a quiet place to explore each model. Our wants to learn to play. They have never but that is a product of two things: pent-up grand pianos are displayed in our upstairs purchased an instrument before and they demand from cautious buyers and the lack showroom and are arranged so clients were pretty nervous until they watched our of competition. As more piano manufacturers can view them easily from all angles. Web videos. They come in excited to try a begin to offer these decorator models, the As for marketing, we have a new website Roland and see how its interactive software, competition will continue and it will no longer that is specifi cally designed to be mobile wireless iPad connection and USB fl ash be a novelty. If that happens, I think this friendly. It’s easy to navigate around our drive port can connect them to learning trend will mellow out in the next few years. page with large buttons, and we have also software and a wealth of exciting play-a-long included our own “ads” on each page that music from Hal Leonard and Alfred. Using promote a certain related service or promo- these interactive features, they reasonably tion. Finally, we have created a number of expect to learn faster and have more fun. special product overview YouTube videos that explain how a client could use a Roland WHERE IS THIS TREND digital piano for lessons. We fi nd that we’re HEADING? selling online now more than ever and our Digital piano sales overtook upright piano in-store clients have all seen our Web videos, sales in the United States in 2003 and they which average about 10,000 views per video. continue to rise. Clearly, technology is a They come in warmed up to our products powerful tool to capture the imaginations of and excited to experience them in real life. new piano students. As our partner teachers Roland’s HPi-5

MAY 2014 I MUSIC INC. I 51 FROM THE TOP INTERVIEWED BY MICHAEL GALLANT STEVE SKILLINGS I JAMHUB

HOW DO YOU START YOUR DAY? sic understanding in place, people have the ability to know I start my day with a planning session. I look at what when they’re exceeding expectations — or when they’re I didn’t get done yesterday and I sort, sift and sequence. not quite there. If you’re clear about what you’re trying to I have the “A’s”, which have to get done today, the “B” accomplish and your timetable, you give people an oppor- category of what should get done today, and “C” is what tunity to excel. I really wish I could get to. As you can imagine, the “C’s” WHERE DID THE IDEA FOR JAMHUB COME FROM? keep getting pushed until I fi nally get the courage to say that I was at an indoor soccer game in 2008 with another I’m never going to get to them and delete them. [Laughs.] dad who’s a great guitar player. In between whistles, we WHERE DID YOU GET THE “SORT, SIFT AND talked about music. He mentioned that his older son had SEQUENCE” IDEA? joined a band and that they were going to come over and It’s a Japanese thing. I’m a mechanical engineer by jam at his apartment — the neighbors had agreed to leave schooling and I used to be in the automotive industry, for an hour, so the noise wouldn’t be an issue. My reaction which is very intense and high-paced. When I fi rst started, was, fi rst, what a great bunch of neighbors, and second, I worked at a company that was supplying Toyota, so I got wouldn’t it suck to play for only an hour a week? He looked steeped in the Toyota production system, that lean manufac- at me and said, “They don’t get to do it every week, Steve.” turing process, and how they think about product develop- When I was driving home, I started hashing things out. ment, design and quality. There are a lot of cool paradoxes If I’m a guitarist playing into a Pod, my drummer has an that Toyota brought to light. e-kit, and my keyboard player has a keyboard with an output jack, we could all plug into a mixer and throw on LIKE WHAT? headphones so we could play and hear each other without The idea that high quality leads to lower cost. A lot of peo- having to crank it up — but that wouldn’t work because ple thought that increasing quality would lead to increased you’d only be able to create one mix that nobody would costs, but Toyota was able to prove otherwise, thanks to love, right? The easy solution would be to create a little hub. some research that came out of Harvard after World War Everybody plugs in and can easily dial up his or her own II. If you create high quality, you can drive costs down be- mix, so you can jam where you want, as late as you want. cause you’re standardizing what you do and you can rely I thought, “This must exist.” on the processes you create. It’s also one of their principles that great structure can lead to amazing fl exibility. BUT IT DIDN’T. I obsessed over the idea for the whole weekend, search- HOW SO? ing the Web, but nobody had done it before. I started work- Think about the blues progression. There’s the I, the IV, ing on electrical schematics, drawing out the remarkably and the V. It’s structured, but because you know what to simple circuit that could make it work. With my wife’s agree- expect and when, you get this amazing fl exibility within ment, I bought $800 worth of mixer parts and soldered that structure. them together. By the time I was done, I had 12 power supplies and it looked like spaghetti on the fl oor. It was a HOW DOES THAT MANIFEST IN YOUR CURRENT mess. I told my band to come over and not bring anything WORK? but their instruments. I plugged everybody in, gave each Managers spend so much time talking about “meeting of them their individual, hot-rodded mixers, and covered expectations,” but if those expectations aren’t defi ned in a everything but four knobs on each with black paper. Each way that people can deliver on — and exceed — there are knob was color coded. We started jamming and it sounded going to be some bad conversations come review time. to me like we were playing in a recording studio. After the With my team, I try to defi ne what absolutely must get fi rst song, my keyboard player took off his headphones and done, what our must-have’s are. With that structure and ba- said, “I don’t care what it took for you to set this up. From

52 I MUSIC INC. I MAY 2014 THE DETAILS

STEVE SKILLINGS , CEO

HQ: Whittinsville, Mass. Founded: 2009 Employees: 10 Best selling product: JamHub BedRoom, GreenRoom and TourBus studios — each of which lets multiple musicians plug in, jam, and create personalized headphone mixes. Fun Fact: Skillings began working as an engineer at Bose in 1999. Soon thereafter, he was asked to work on the Web team — even though he knew nothing about the Internet. “‘That’s okay. Nobody does!’ was their re- sponse,” said Skillings. “We grew from no revenue to lots of revenue over fi ve years. It was fantastic.” Skillings also helped develop the L1 speaker system before leaving to start JamHub. MAY 2014 I MUSIC INC. I 53 FROM THE TOP STEVE SKILLINGS I JAMHUB

now on, this is how we’re rehearsing.” BandLab, it will upload your tracks individually to the cloud. Then you’ll be able to access them and do basic editing and WHAT APPEALED SO MUCH TO HIM? mixing. It’s not just a DAW — it’s a collaborative system. One of our tag lines for a while was “get lost in the music, not in the mix,” and that’s what I was seeing that first time WHAT’S THE DEVELOPMENT PROCESS BEEN LIKE? we set things up. You could have set off a bomb next to my When we rolled out the private beta, we thought we had bandmates and they wouldn’t have noticed, because the made it simple to use, but the feedback we got was to make listening environment was so good that they lost themselves it even more simple. There were features that literally no- in the music. body clicked on. Parametric EQ, for example. Most JamHub users don’t know what it’s for. I use my band ARE MOST OF YOUR CUSTOMERS’ BANDS as an example for things like this. There are four guys, all pro- LIKE YOURS? fessional, intelligent people. If I sit down at a computer and In the U.S., we do sell to many individual customers, but in open Pro Tools, three of the four run away to get beer. They’re the U.K. and Australia, lots of schools are using JamHubs for intimidated, and just don’t want to deal with it. music classes and rehearsal spaces. The silent rehearsal con- cept is what a lot of people latched onto, but our customers SO SIMPLICITY OF DESIGN IS A COMPANY VALUE. are also very smart. They’ve Absolutely. It is the core to been using JamHubs for moni- our product development. My toring in live performance. “ONE OF OUR TAG LINES FOR A favorite quote of all time is: “It WHILE WAS ‘GET LOST IN THE is a simple task to make things WHAT HAS THE RE- complex, and a complex task SPONSE TO JAMHUB MUSIC, NOT IN THE MIX,’ AND to make them simple.” That’s BEEN OVERSEAS? our design tenant. In England, our distributor THAT’S WHAT I WAS SEEING THAT once told me, “You know, HOW DOES THAT MANI- Steve, we’re building the Jam- FIRST TIME WE SET THINGS UP.” FEST WITH BANDLAB? Hub generation over here.” If you want to add complexi- He pointed out that there were ty to your song, project, or mix many schools and studios that were starting to serve people later, you’re more than welcome to, but we want to get users who may not be the most highly proficient, but are enthusi- going quickly and easily. That philosophy comes back to astic bedroom players — “doinkers,” I call them, and I’m a how JamHub is being used in schools. When young musi- proud doinker myself. We believe that we’re a little reason cians are playing through one of our studios and the Track- why this class of musicians continues to grow, and that’s so er is in place, they can go home at night and access the exciting to see. project that they recorded, as easily as signing into Gmail. There’s nothing additional to have or buy. HOW HAS THE INDUSTRY REACTED IN THE U.S.? Because it’s a simple system, students will be able to re- Well, we’ve won three Best In Show awards at NAMM. view what they’ve played and learn from the recordings, You can’t imagine a better feeling than seeing people like whenever they want, and parents can hear how the kids are John Grabowski from Sweetwater standing up there saying progressing. And because it’s on the cloud, any editing of how wonderful this funny little idea of yours turned out to be. the tracks is non-destructive.

WHAT’S NEW AND EXCITING? IF NOT MUSIC, WHAT WOULD YOU BE DOING? One of the most requested features from JamHub owners I’m a cars and guitars guy, so I’d be working in an automo- has been multi-track recording, so we created a little de- tive company on technology and high-quality automobiles. vice called the Tracker MT16, which you can plug into the Regardless of industry, though, a buzz, for me, is looking back of any JamHub in existence. It records up to 16 tracks, at the idea of leverage, where you figure out a small trick 96kHz, 24-bit. that takes the quality of something and [whistles] makes it We also wanted to connect JamHubs to the Internet and, jump up. It’s like getting an egg to start to crack. The chal- with the Tracker, we now have a way to do it using a built- lenge is finding just how and where to make that first tap, in Wi-Fi. When you’re jamming, if you register it with a but if you get the right point at the right time, the whole egg software product we currently have in private beta called can crack open. Amazing things start to happen.

54 I MUSIC INC. I MAY 2014

FOCUS: ELECTRIC GUITARS AND BASSES Super Charged

10 Guitar Lines You Should Stock Now Electrify your inventory

page 58

The Art of the Guitar Wall Six displays that demand attention

page 62

Geared Up The newest electrics and basses

page 66

The Music Zoo in Roslyn, N.Y. by Katie Kailus GUITAR LINES YOU SHOULD IO STOCK NOW Everyone stocks and shops Fender, Gibson and PRS, but Music Inc. has complied a list of additional electric guitar lines that are sure to grab some attention on your guitar wall. Here are 10 brands to consider stocking — if you haven’t yet.

REVEREND Penny Haas, public relations THE HISTORY: “Reverend started in 1997 in the ga- rage behind a bicycle shop by Joe Naylor, an industrial WHO’S THE CUSTOMER: “A player with a cre- designer and luthier. Ken Haas and I purchased the com- ative mind and an independent spirit. If you look over pany from Naylor in 2010 and hired him back as the our roster, many of the artists are known for pushing designer letting him do some of his best work yet, since boundaries and breaking new ground. Most of the cus- he can focus on creating guitars.” tomers that I’ve met are like that, too. They are bold peo- WHY STOCK ’EM: “Ken and I are big on helping ple who aren’t afraid to show up to a gig with something dealers market the guitars and the basses. We love to do that looks a little different from what their buddies play.” clinics and events. We’ve supported dealers who want TOP SELLER: Tricky Gomez in Satin Red Burst to do contests or other promotions, and we’ve done a GET STOCKIN’: Ken Haas, khaas@reverendguitars. bunch of artist in-store appearances, dealer exclusive com, (734) 953-6984 colors, and anything else the dealers can come up with!”

58 I MUSIC INC. I MAY 2014 THE LOAR TAYLOR ELECTRICS GODIN Ashley Atz, public relations Keith Brawley, vice president of sales Richard Brunze, media and artist THE HISTORY: “The name The Loar is a trib- THE HISTORY: “Taylor introduced its fi rst relations; and Mario Biferali, vice ute to master luthier Lloyd Loar, who designed electric guitars in 2005 with the introduction of president of sales and marketing what are considered to be the gold standard of the T5 model — a hybrid semi-hollowbody that THE HISTORY: “Robert Godin built his fi rst classic mandolins and arched top instruments offers players an acoustic-electric guitar tone and guitars in a small shop in Montreal more than 40 in the 1920s. Our designs are inspired by his some really compelling electric guitar tones, too. years ago. The success of the shop in Montreal originals, and we focus on delivering classic This was the fi rst popular guitar that could do eventually afforded him the opportunity to open details of sought-after vintage instruments, while both acoustic and electric tunes without changing a dedicated guitar building facility in La Patrie, using the benefi t of modern technology to add guitars. There were many other companies that Quebec. [Today], Godin guitars are distributed upgrades for today’s players.” jumped on that idea and offered their version, in more than 60 countries, employs over 600 WHY STOCK ’EM: “Vintage style is hot, but most are gone while the T5 continues on.” people and operates fi ve factories in Quebec and The Loar captures that vintage look and feel WHY STOCK ’EM: “The Taylor electric gui- and one assembly plant in Berlin, N.H.” – Brunze while keeping the price within reach. We support tar product line is small. We don’t build a mil- WHY STOCK ’EM: “We work closely with our products with excellent end-user advertising, lion different models. It’s easy to have a good our dealers. We constantly product train the social media outreach and we put them in the selection that will satisfy an interested player. sales staff and make sure the dealer has the best hands of highly-respected, up-and-coming art- Also, Taylor offers the best value in an affordable, product mix so that our dealers can maximize ists for credible exposure. The Loar guitars offer American-made semi-hollow body guitar in its T3 sell through. Our sales reps are factory trained great margin for dealers and are all backed up model with beautiful appointments, legendary and are a huge resource for the dealers. Also, by our excellent customer service.” playability and a street price of less than $1,500 you won’t fi nd a Godin next to a washing ma- WHO’S THE CUSTOMER: “We’ve really with case and a healthy dealer margin.” chine or DVD player at some big box electronics connected with players who are into modern and WHO’S THE CUSTOMER: “The main pros- store as we only sell to music stores.” – Biferali traditional Americana music, as well as indie rock, pect for a Taylor electric guitar is a Taylor acous- WHO’S THE CUSTOMER: “Guitar players jazz and garage. Any guitarist who appreciates tic player because they already own and love and musicians of every genre and playing levels, a unique classic-style electric and has a strong the brand. We have hundreds of artists that play from beginner to the top pro players from around reverence for tradition, but doesn’t want to spend them, but we don’t sell guitars by promoting art- the world.” – Brunze thousands will connect with what we’re doing.” ists. We sell them based on their intrinsic value TOP SELLER: Godin Montreal Premiere NEWEST ADDITION: LH-301T and excellence.” TriplePlay GET STOCKIN’: Misha Guiffre, TOP SELLER: T5 GET STOCKIN’: [email protected], [email protected], (888) 552-5465 GET STOCKIN’: (619) 258-1207 (514) 457-7977

MAY 2014 I MUSIC INC. I 59 WASHBURN dealer and freight programs feature reasonable Bill Henshell, web developer/copywriter buy-ins and excellent margins. We support our THE HISTORY: “Washburn began in 1883 dealers with in store POP, marketing and social as the stringed instrument division of the Chicago media campaigns geared to driving consumers Lyon & Healy company, selling guitars, mando- to their stores, and the new Washburn website lins, zithers and banjos.” makes it easy and fun for both dealers and con- WHY STOCK ’EM: “Our instruments feature sumers to explore our brand.” high-quality hardware from recognized industry WHO’S THE CUSTOMER: “The hardwork- leaders like Seymour Duncan, Fishman, Grover, ing everyday musician, from buskers on the street Graph Tech and many others. We’re so sure of to studio cats to weekend warriors to internation- our quality that we offer a limited lifetime warran- al superstars and musician’s musicians.” ty on all our instruments. We stand behind our TOP SELLER: Original Classic Series products with a fi ne customer service staff. Our GET STOCKIN’: [email protected]

SCHECTER Dave Hager, national sales manager SUHRSUHR THE HISTORY: “Established as Schecter Guitar Research TravisTravis Tingley,Tingley, guitar proproductduct by David Schecter in 1976, the company began repairing gui- mmanageranager tars and selling parts. In 1987, Hisatake Shibuya and Michael THETHE HISTHISTORY:ORY: “JS Technologies was Ciravolo reinvented the company’s approach. In the following co-foundedco-founded in 1997 by John Suhr and years, Ciravolo took the reins as CEO, and brought knowl- Steve Smith to produceproduce Suhr Guitars and edge, ideas, original models, and new body shapes — cata- CustomCustom Audio AmAmplifiplifi er brands. All pprod-rod- pulting the company into what it is today.” ucts are crafted in the United States at our WHY STOCK ’EM: “Schecter’s pioneering spirit coupled 27,000-square-foot facility in Lake Elsinore, with the dedication to high quality and great value offers any Calif.”Calif.” dealer an exciting opportunity.” WHYWHY STSTOCKOCK ’EM: “Suhr guitars are WHO’S THE CUSTOMER: “Schecter has a model for ev- highlyhighly customizable, giving retailers the abil- ery type of player, but the majority of players are 17 to 30 ityity to tailor instruments to meet the uniuniqueque year olds typically playing music with a harder edge.” needsneeds ooff their market at a wide range ooff TOP SELLER: Hellraiser Hybrid price points, while retaining a rich dealer GET STOCKIN’: Dave Hager, [email protected], marginmargin pproposition.”roposition.” (818) 846-2700 ext. 316 WHO’SWHO’S THE CUSTCUSTOMER:OMER: “The Suhr customercustomer is a pprofessionalrofessional who has pplayedlayed forfor many years, and has owned many instruinstru-- PEAVEY mentsments and appreciates good design, crafts- Michael Smith, product manager manship,manship, and has discriminating taste.” THE HISTORY: “In the mid- to late-’70s, Hartley Peavey revolution- TOPTOP SELLESELLERR: MoModerndern PrProo ized guitar making when he looked into how gun manufacturers mass GETGET STSTOCKIN’:OCKIN’: Chris Clarkson,Clarkson, clarkclark-- produced wood gunstocks with so much consistent accuracy, while gui- [email protected],[email protected], ((951)951) 471-2334 tar necks were quite inconsistent. After researching, he bought a CNC machine and designed a guitar that could be manufactured with perfect consistency time and time again.” WHY STOCK ’EM: “In a word, profi t. Peavey has always strived to be a brand that a retailer can have as a cornerstone for their business.” WHO’S THE CUSTOMER: “Peavey designs guitars for different players. We offer instruments for the beginner, as well as for the collector through our licensing program, and for the more advanced player that un- derstands that playability and quality doesn’t have to cost over a grand.” TOP SELLER: Riptide GET STOCKIN’: Michael Smith, [email protected]

60 I MUSIC INC. I MAY 2014 ESP Jeff Moore, senior vice president mid-70s an era of intense creativity THE HISTORY: “The ESP Guitar Company had its begin- followed.” – Hayashi nings as a custom shop in the rear of a Tokyo music store. In WHY STOCK ’EM: “Much of 1975, ESP founded a chain of retail stores called Electronic the consumer demand in the retail Sound Products, or ESP for short. In 1983, ESP began mak- stores is derived from music trends. ing replacement parts and accessories for the booming gui- Ibanez stays on top of these trends tar market, and by 1985, ESP’s guitars had gained such a by watching the scene and working reputation that the company opened an overseas division in closely with the artists that drive New York City, now known as the ESP Guitar Com- new trends.” – Appleton pany.” IBANEZ WHO’S THE CUSTOMER: “The Shogo Hayashi, president; WHY STOCK ’EM: “ESP offers retailers a compliment that we hear most often Tom Appleton, Ibanez sales wide selection of models that cover many types is that we build amazing guitars and strategist; Bill Reim, CEO of genre and price points. With literally hundreds basses for the money. What many of SKUs to choose from, and profi t margins that are THE HISTORY: “The Ibanez Ibanez players have in common is consistently higher than most, ESP and LTD guitars brand has its roots in the early 20th that they are savvy consumers. In this are a wise investment for any retailer.” century as a highly respected build- age of accessible information, that WHO’S THE CUSTOMER: “The ESP gui- er of classical guitars. But the more describes more and more consum- tar player ranges from the highest level of modern — and American — chap- ers.” – Reim professional to the novice, fi rst-time musician.” ter of the company’s story started in TOP SELLER: S-Series 7721PB- TOP SELLER: The Eclipse/EC-1000 the mid-1960s. The company was NTF GET SSTOCKIN’: Mike Brinker, mbrinker@ forced to develop its own identity GET STOCKIN’: Ed O’Donnell, espguitars.com, (818) 209-4284 as quickly as possible and by the [email protected]

MAY 2014 I MUSIC INC. I 61 The Music Zoo’s two-fl oor showroom. The Art Of The ÙUITAR WALL By Kathleen Costanza G In the hands of performing musicians, electric guitars are mesmerizingly cool. But these six retailers have transformed their guitar walls into eye-catching displays

that let electrics command just as much attention on the showroom fl oor as they do onstage.

The Music Zoo Roslyn, N.Y. In 2011, The Music Zoo switched from a store with 750-square feet of retail space in Little Neck, Queens to an approximately 5,000-square foot space within a refurbished industrial building in Roslyn, N.Y. “I had the canvas to build my dream store, so what would I do?” said owner Tommy Colletti. He and an architect drew up plans for a corner guitar wall made with corrugated metal. The metal wall and color scheme of greys, mint greens and oranges give the space an industrial vibe which Coletti said fi ts the guitars that typically populate the wall. On the second story are Fender and Gibson custom shop rooms and the only Taylor “Find Your Fit” showroom on the East Coast. “We had a small store in Little Neck and it had the white slat board and the cheap carpet and the fl orescent lights. But we had these beautiful custom shop guitars on the walls — it just didn’t match,” he said. “If anything, we matched the guitars and the store together now so it all makes sense.”

62 I MUSIC INC. I MAY 2014 Austin Bazaar Music Austin, Texas

When e-commerce dealer Austin Bazaar Music set out to build its 3,500-square foot retail storefront into its 50,000-square foot warehouse three years ago, founder and CEO Suman Singh teamed up with Fender rep Eric Langenhahn to create a massive, 15-foot tall Fender wall that displays 100 different models. The backdrop is a photomontage of old Fender images and pictures of Austin. For an interesting texture, every other row of guitars juts out at a different length. “We try to fi nd unique pieces as well as hot sellers to fi ll the inventory in the store,” said Brandon Tuber, director of retail sales. “We want to give everybody the chance to get the red or black or blue, but also some of the more unique things that maybe our competitors wouldn’t have and mix all that product together on the wall.” NICOLE LICEA NICOLE LICEA

The Guitar Works Evanston, Ill.

It didn’t take The Guitar Works owner Terry Straker very long to envision the sprawling, bare-brick guitar wall as he was moving his 35-year-old shop to a new location in 2000. “The idea of that guitar wall was in my head the minute I saw the space,” Straker said. “The other stuff? I was open. But I wanted that wall to be completely covered with guitars so that when you walk in it just pulls your eye all the way to the back of the store.” Making that vision come to life meant knocking off three inches of peeling plaster to expose the aged brick as well as partnering with an architect to slant the wall. Today, the 50-foot long, 14-foot tall wall is covered with about 100 guitars. Instruments with the highest price points are showcased at the top and are highlighted with track lighting. Using String Swing hangers, each guitar is hung at an angle that lets customers get a clear view of the their faces when they walk in the store.

MAY 2014 I MUSIC INC. I 63 Guitar Emporium Louisville, Ky.

Last spring, Sherman Buschmeyer bought Guitar Empo- rium from previous owner Jimmy Brown, who was retiring after running the shop for 38 years. A long-time customer himself, Buschmeyer called the minor tweaks and upgrades he’s made to the store since then, “like putting a new suit on an old friend.” The 90-foot, cedar guitar wall is packed with about 120 guitars. Signed memorabilia from artists who have bought from the store, including Keith Richards and Bob Dylan, hangs above the instruments. Along with encouraging customers to pick up guitars to connect with them, Buschmeyer said a key to keeping people interested is switching up the display. “What [customers are] more drawn to and focused on is what is fi rst on the wall,” he said. “After a couple months you have to rotate things through so people have a fresh concept of what’s going on in your store.”

Guitar Riot Cleveland

Guitar Riot owners Brent Ferguson and Tim Parnin opened their shop in 2012 with one simple rule — no slatwall. The store today has 14-foot ceilings, a black fl oor, muted colors and a wall that holds mid- to high-end guitars like Fano and Reverend. The overall color scheme corresponds with Guitar Riot’s website to keep its brand cohesive. Plus, its location in the Cleveland Artcraft building and its open fl oor plan give the store a “gallery vibe.” “We have had people just come and sit on the bench and view the wall for a while,” Ferguson said. But the gallery feel doesn’t mean the shop works like an art museum, as customers are free to pick up the guitars on the wall and fl oor.

George’s Music Orlando, Fla.

George’s Music has nine locations in Pennsyl- vania and Florida, but its Orlando store’s electric guitar wall is one of a kind. The company worked with architects to create a specially fabricated gal- vanized steel for Guitar Gallery by George’s Music, a store in Disney World’s Downtwon Disney that ran as a seven year lease. When the lease ended in 2006, the company incorporated the concept into its Orlando location. “It almost gives the illusion that the guitars are suspended in air,” said Bill Trevena, company sales manager of George’s Music. At about 20 feet high and 40 feet long, the guitars at the top are visible anywhere in the store. “Guitars are cool,” he said. “You want to do as much as you can to accentuate that and bring that out. The guitars themselves are the focal point.”

64 I MUSIC INC. I MAY 2014

ELECTRIC GUITARS AND BASSES

Rock out on the latest electrics and basses

B.C. RICH I MOCKINGBIRD PLUS FR .C. Rich’s Mockingbird Plus BFR features a mahogany IVK`^P[OHISHJR]HWVYÄUPZO to highlight and detail the ÄN\YLKTHWSL[VW;OLPUZ[Y\ ment also features a 24-fret ebony fretboard with a 12-inch radius, diamond inlays and the traditional B.C. Rich three on three headstock. The new set-neck design features a contour delivering the sonic advantages of a set-neck EASTWOOD GUITARS I AIRLINE ’59 NEWPORT design with a comfortable astwood Guitars Airline ’59 either sea foam green or black, neck joint normally only ENewport guitar has a light- the two NY Mini Humbuckers seen on neck-thru designs. weight, tone chambered ma- and the Piezo bridge pickups MSRP: $640. {bcrich.com} hogany body and a bolt-on fret have individual volume and tone bound maple neck with a rose- controls with a master volume. ^VVKÄUNLYIVHYK(]HPSHISLPU {eastwoodguitars.com}

GRETSCH I CENTER-BLOCK SERIES retsch has expanded its Cen- Gter-Block series with the additions of the Gretsch G5620T-CB Electro- matic, G5655T-CB Electromatic and G5622T-CB Electromatic gui- tars. Available in black, Rosa Red HUK.LVYNPH.YLLUNSVZZÄUPZOLZ the models offer the “center-block advantage.” The interior solid spruce center block running the MICHAEL KELLY GUITARS I 1950’S SERIES length of the guitar’s body makes ichael Kelly Guitars’ new 1950’s series for a lively, high gain-friendly Mline of single cut guitars is available tone. {gretschguitars.com} PUÄ]LTVKLSZ;OLSPULWH`Z[YPI\[L[V the ’50s offerings features and sonic capabilities of the memorable sounds of the era but with modern day appoint- TLU[ZHUKWYVK\J[PVU[LJOUPX\LZ(SSÄ]L models feature an exotic wood top and contoured arm cut, master volume and master tone controls, a three way pickup selector, and coil taps for sonic range and versatility. {michaelkellyguitars.com}

66 I MUSIC INC. I MAY 2014 DEAN MARKLEY I SIGNATURE SERIES ean Markley has debuted its DSignature series strings for REVEREND I MESHELL NDEGEOCELLO IBANEZ I BASS WORKSHOP KAY I JAZZ SPECIAL ELECTRIC BASS bass. The series utilizes a nick- everend’s Meshell Nde- banez new Bass Workshop he Kay Jazz Special el-plated steel, slowly wound Rgeocello Fellowship Bass Iproducts combine unusu- TElectric bass is a reissue over a hex core with a unique comes in Satin Black with a re- al concepts with the Ibanez of the famous bass from the core-to-wrap ratio. The series verse headstock. It’s based on bass-production. The Cross- 1960s that Paul McCartney is available in an assortment of the Reverend Thundergun, with over is a six-string guitar–bass used. The K5970V is known gauge sets for four-HUKÄ]L- a set-neck and a raised center hybrid and the SR Portamento for its characteristic subson- string players. MAP: Four-string ridge. The controls are stacked is a fretless bass designed for ic low-end sound and slim set, $14.99; Five-string set, into one knob for volume and players who want the voice of neck as well as its woody $18.99. {deanmarkley.com} tone. {reverendguitars.com} an upright bass. {ibanez.com} tone. {kaybassguitar.com}

MAY 2014 I MUSIC INC. I 67 CRAFTER I DRAGON ROSE Dragon Swag he Dragon Rose celebrates 42 Tyears of guitar building from Crafter. It features a dragon inlay on the neck which is handcrafted from mother of pearl and abalone. (YPUNVMÄYLZV\UKOVSLKLZPNU complements the dragon on the rosewood neck. The guitar boasts a grand auditorium body with a solid Engelmann Spruce top, solid rosewood back and rosewood sides. {crafterguitars.com}

MOKU I VINTAGE SERIES MV-20T Vintage Vibes he new Moku Vintage series MV-20T tenor ukuleles Tare styled after the 1930s-era vintage ukes. These 18-fret models are handmade and constructed of solid Sapele mahogany with an ebony nut, saddle and bridge pins. The models also feature a three-point headstock with hand-inlaid abalone rosette. {mokuukes.com}

CÓRDOBA I NEW PARLORS Perfect Parlor LANIKAI I SPTU SERIES órdoba has increased its offering of Cparlor size guitars with the intro- Go Fish duction of the C10 Parlor — a new size anikai’s new SPTU series draws its option for the best-selling C10. Featur- Linspiration from Lanikai’s classic spruce ing a solid Canadian cedar or European line with solid spruce tops, and improved spruce top and solid Indian rosewood intonation with Lanikai’s TunaUke com- back and sides, the C10 Parlor has a pensated nut and saddle onboard. In slightly reduced body size and scale addition to TunaUke Technology, this series length. The guitar features Savarez features a solid spruce top, mahogany Cristal Corum strings and includes a back and sides, rosewood bridge and KLS\_L*}YKVIHO\TPKPÄLKHYJO[VW ÄUNLYIVHYKNLHYLKJOYVTL[\ULYZ, and wood case. {cordobaguitars.com} genuine Aquila strings. {lanikaiukes.com}

68 I MUSIC INC. I MAY 2014 RECORDING KING I DIRTY 30’S TENOR BANJO LM I CABIN FEVER SERIES Classic Sound Catch the Fever he Dirty 30’s Tenor Banjo offers a narrow M’s new Cabin Fever series takes on T19-fret neck making it easy to hold, while L[OLMLLSPUNVMÅHUULSZOPY[ZHUKSLH[O- the 23-inch scale delivers an ideal combi- er belts and has instilled it into guitar nation of feel and clarity. The open-back rim Z[YHWZ;OLÄUHSWYVK\J[PZHYL]LYZPISL features 16 brackets holding down a Remo Z[YHW^P[OÅHUULSVUVULZPKLHUKSLH[O- Fiberskyn head. {recordingking.com} er on the other. {lmproducts.com}

ORANGE AMPLIFICATION I OB1-K First Ever range’s OB1-K is a 1000-watt sol- OPKZ[H[LIHZZHTWSPÄLY;OL6)2PZ 6YHUNL»ZÄYZ[YHJRTV\U[HISLHTWSPÄLY — with optional sleeve mounting avail- able — forged by the demands of the modern bass player. The OB1-K splits the signal into two separate paths. One side produces a tight, clean bass sound with thunderous low end. The second side fea- tures two stages of controllable gain rich in upper harmonics. {orangeamps.com}

D&A I HEADLOCK Lock Down &A Guitar Gear has debuted CROSSROCK I 06 SERIES Dthe Headlock, a hanger de- signed to display the guitar and cradle it away from the wall and ‘Foamitable’ Cases VMM[OLÅVVY[\YUPUN[OLPUZ[Y\- rossrock’s improved 06 series of gig bags offers ment into a secure, wall-mount- CÄ]LVYTPSSPTL[LYZVMOPNOKLUZP[` ed piece of art. It boasts foam, letting players choose how much protection polycarbonate see-through they want. Each tier adds useful features, such as gates that permit one-hand- additional pockets, a ZLJ\YP[`YLÅLJ[P]LZ[YPWHUK ed removal and return in just a neck block at the 306 level. Black fabric with one second. {heydna.com} grey accents give a stylish look, and is a great alternative to basic black. {kingstarintl.com}

MAY 2014 I MUSIC INC. I 69 AUDIO & RECORDING

PRESONUS I MUSIC CREATION SUITE The Suite Life he new Music Creation Suite from TPreSonus is a complete music-cre- ation solution ideal for educators, stu- dents or home studio enthusiasts. The package includes the AudioBox USB/ MIDI interface, Studio One artist record- ing and production software, Notion notation software, a PS-49 USB 2.0 MIDI keyboard, the M7 studio condenser mic, HD-3 studio monitoring headphones and USB 2.0 hub. {presonus.com}

GENELEC I 8010 ACTIVE MONITOR POSITIVE GRID I JAMUP PLUG HD Anytime, Anywhere he 8010 Active Monitor from Genelec is iOS Jamming Tthe smallest member of the 8000 prod- ositive Grid has introduced the JamUp Plug uct range which makes it ideal for small PHD, a studio-quality guitar and bass interface studios, OB vans and as a companion for for use with recording apps on the iPad, iPhone portable recording devices. It features a and iPod touch. The pocket-sized device im- balanced XLR input, 3-inch bass driver, proves on the original JamUp Plug by offering a 3/4-inch tweeter and Class D power am- 24-bit/48 kHz USB audio solution. The improved WSPÄLYZ4:97! {genelecusa.com} resolution enhances signal-to-noise ratio and elim- inates feedback issues. {positivegrid.com}

70 I MUSIC INC. I MAY 2014 HK AUDIO I E110 SUB AS POWERED SUB Packing Power K Audio has added the E 110 Sub AS HIPHTWSPÄLKZ\I[VP[ZTVK\SHY,SLTLU[Z Line Array series. The sub packs two 600-watt class D power amps into a portable 2-foot by 10-inch subwoofer, letting it power an Ele- ments passive E 110 Sub in addition to up to four Elements series E435 (or two E835) mid/ high units. The Elements system combines the ILULÄ[ZVMTVKLYUSPULHYYH`[LJOUVSVN`^P[O[OL easy-handling P.A. systems. {hkaudio.com}

MIC STAND GUITAR HANGER I ON-STAGE STANDS Hanging Out he Mic Stand Guitar Hanger Tfrom On-Stage Stands turns any tripod mic stand into a gui- SBS DESIGNS I SP-1PRO tar stand with its u-mount ellip- tical clamp and a self-adjusting swiveling yoke. The single knob Dynamic Range clamp secures to stands up BS Designs’ SP-1PRO is a vacuum tube device to 3/4-inch in diameter Swith seven front panel controls that let the user and the yoke accommo- sweeten up and improve the dynamic range of any dates most headstocks, full-range source. The expansion process brings out adjusting automatically detail that’s often masked by recordings that are so the instrument hangs compressed and engineered to be mono compat- straight. The yoke is lined ible. The SP-1PRO features a bass expander and with velveteen foam and solid an extended range of top treble expanders which metal construction handles are fully analog and add dynamic range by con- instruments up to 8 lbs. MSRP: trolling the target frequencies. {sbsdesigns.com} $16.95. {onstagestands.com}

MAY 2014 I MUSIC INC. I 71 GON BOPS I HAND CRASH CYMBAL Three’s Company on Bops has added the GHand Crash cymbal to its new line of Latin-inspired cym- bals. It has three playing sur- faces — two for playing with a stick, one for playing by hand. The raw bell is best for playing Clave while the unlatched, medium-weight center is ideal for playing dry ride patterns. The lathed, extra thin outer half is the cymbal’s sweet spot and is de- ZILDJIAN I GEN16 CYMBALS signed for making bright, dirt-tinged sounds by hand. The cymbals come in 16 and 18 inches. {gonbops.com} Next Generation Volume ildjian made subtle but important Zchanges to its original Gen16 nickel- plated cymbals when developing the new, reduced-volume Gen16 buffed bronze cymbals. Additional lathing has been applied on the larger models to increase the lower fundamental overtone structure HUK[OLI\MMLKIYVUaLÄUPZOWYVK\JLZ a warmer tone than the original models. MAP: $189-$449. {zildjian.com}

KAT I KT3 LATIN PERCUSSION I OCTO-SNARE CAJON Deluxe Digital Eight Sided at Percussion has expanded its kt Kelectronic drum kits with the kt3, a six- piece digital drum set. The kt3 features 11- Sound he Octo-Snare Cajon from Latin PUJOK\HSaVUL^OP[LÅVVY[VTHUKZUHYL Percussion is a handmade, eight-sided drum pads, a 12-inch hi-hat cymbal, two T drum that’s 12-inch crash cymbals and a 14-inch ride Ä[[LK^P[OÄ_LKPU[LYUHSZUHYLZ and dual playing surfaces. Its 5-inch deep cymbal with a new bell trigger. Its sound shell is constructed out of 9-ply Baltic TVK\SLPZWYLJVUÄN\YLK^P[OKY\T birch and it’s available in either a 10- cymbal, DJ, FX and percussion sounds inch diameter with birch top surface or a along with 45 preset drum sets. The kt3 12-inch diameter with hardwood sapele includes USB 2.0 and MIDI connectivity. top surface. {latinpercussion.com} MSRP: $1,549. {katpercussion.com}

72 I MUSIC INC. I MAY 2014 SAKAE I CELESTIAL SERIES Celestial Body akae Drums’ Celestial kit includes Ssound-enhancing technology through- out the kit and hardware that’s customized for each drum in the series. The two-ply shells are constructed of African bubinga wood on the outside for superb attack and North American maple on the inside. The drums all feature Sakae’s Cham- ILY:WLJPÄJ;LJOUVSVN`^OPJOJVUZPZ[Z of specialized shell thickness, harder woods, sharper bearing edges on small- er drums and rounded bearing edges on larger drums. {sakaedrums.com}

SABIAN I SAFE AND SOUND CYMBAL CLEANER Squeaky Clean abian has made its in-house Scymbal cleaning solution available to cymbal players everywhere with its new Safe and Sound Cymbal Cleaner — part of Sabian’s new accessory division. The organic, scent-free cleaner is acid free, solvent free, biodegradable and formulated to effectively clean cymbals and protect their performance. {sabian.com}

MAY 2014 I MUSIC INC. I 73 YAMAHA I CP4 STAGE KORG I LP-180 Distinct Voice Slim Style amaha’s lightweight, CP4 Stage piano org’s portable, battery-pow- Yfeatures 45 voices from Yamaha’s Kered LP-180 combines the grand pianos, 47 vintage electric pianos sounds and action of the af- with Virtual Circuit Modeling effects and fordable SP-170 stage piano a variety of 321 sounds based on the with the LP-380 lifestyle piano. ÅHNZOPW46;0-Z`U[OLZPaLY4:97! It’s equipped with Korg’s Nat- $2,999. {yamaha.com} ural Weighted Hammer Action keyboard and all three concert grand pedals are included. Ten sound variations including electric piano, vibraphone, pipe organ and strings round out the onboard offerings. {korg.com}

HOHNER I REY AQUILA ACCORDION King of Accordions ohner has added the El Rey Aquila HAccordion to its line of Anacleto Accordions. The instrument comes in either black or white with a gold colored metal winged grill and crystal designs that glisten. It is constructed with handmade, high quality reeds which are MHIYPJH[LKMYVT[OLÄULYPIIVUYLLKZ[VJR and placed in hard aluminum frames with tight tolerances. {hohner.com}

74 I MUSIC INC. I MAY 2014 RELOOP I TERMINAL MIX 8 Intuitive Control eloop has developed Termi- CHAUVET I STRIKE 324, STRIKE 882 Rnal Mix 8, a four-deck pad- based performance controller designed to work with the Ser- Two Strikes ato DJ software. The controller hauvet’s new Strike strobe series com- was developed in cooperation Cbines the output of SMD LEDs with with Serato, and it features a rugged, roadworthy die-cast casing. The clearly laid-out and intuitive series features two models, the Strike 324 PAD performance section HUK[OL:[YPRL +LZPNULK[VÄ[H^PKL where 16 touch-sensitive spectrum of rigs and venues, the Strike RGB drum pads can be PZZOHWLKSPRLHSV^WYVÄSLWHYJHU used to trigger cue points, and contains 324 white 1-watt SMD LEDs, loops, samples and a slic- ^OPSL[OL:[YPRL PZJVUÄN\YLKSPRLH er effect. {reloop.com} panel and equipped with 882 white 0.5- watt SMD LEDs. {chauvetlighting.com}

GEMINI I GMIX Versatile Mix emini’s GMiX is a versatile Gmulti-format media controller for DJs who desire portability and multi-functionality. Users can playback tracks from a single USB drive or from a laptop as a software controller. The eight large performance pads on each deck and the newly designed touch-sensitive mechanical jog wheels en- sure intuitive control over every aspect of playback. {geminisound.com}

MAY 2014 I MUSIC INC. I 75 ZONDA I REBRANDED REEDS Classic Elegance onda has rebranded their reed Zline with an elegant new look CANNONBALL I MIO M 8 PROFESSIONAL FLUTE and an array of options. The reeds are made from Argentinian cane and no pesticides are Pro Flute used in the harvesting of the he handcraftsmanship of Mio’s M 8 Professional quality woods. Zonda reeds are TSterling Silver Flute ensures clarity and available for soprano, alto, tenor consistency. The tubes are manufactured in the and baritone saxophone as well <:HUK[OLOHUKJYHM[LKOLHKQVPU[ZHYLÄ[HUK as bass clarinet. They’re also J\Z[VTPaLKMVYVW[PVUHSHPYÅV^PU:HS[3HRL*P[` available in two different cuts Pointed arms come standard as well as options for Bb clarinet — Supreme and for inline or offset G. G models can also be paired Classico. {stlouismusic.com} with a split E design. {cannonballmusic.com}

ANTIGUA I PROONE SOPRANO SAXOPHONE Rich Soprano he Antigua ProOne soprano saxophone combines Tthe features of the alto and tenor models with a new one-piece neck and body design. The saxophone has a warm, rich sound characterized I`Z[YVUNSV^V]LY[VULZ^P[OV\[ZHJYPÄJPUNJSHYP[` in the upper register. The Hybrid Rolled Tone Holes, found on all ProOne saxes, give it an even response throughout the entire range of the instrument while the ergonomic layout of the keys keeps players’ hands comfortable. {antiguawinds.com}

YAMAHA I YBH-831S NEO BARITONE HORN New Neo amaha has completed its Neo line Ywith the addition of the YBH- 831S Neo Baritone Horn. Designed in conjunction with British brass band soloist Katrina Marzella, the horn achieves a rich tonal character with more dynamic range as well as optimal comfort and playing ergonomics. ;OLUL^TVKLSPZ[OLÄYZ[J\Z[VT level Yamaha baritone horn with a four-valve compensating system. MSRP: $8,302. {yamaha.com}

76 I MUSIC INC. I MAY 2014

PRINT, MULTIMEDIA & GIFTS

HAL LEONARD I ‘THE PLAIN & SIMPLE GUIDE TO MUSIC PUBLISHING’ Amateur’s Guide he third edition of music Tpublisher Randall Wixen’s book, The Plain & Simple Guide to Music Publishing includes a forward by Tom Petty and covers topics such as monetizing YouTube, access ALFRED I ‘THE COMMANDMENTS OF THE HALF- vs. ownership models, the TIME SHUFFLE’ success of new distribution models. The book is written for the lay person with A Command enough substance to be useful for those already in the on Rhythm business. {halleonard.com} lfred’s The Commandments Of The A+DOI7LPH6KXIÁH was written by R&B drumming legend Zoro. It equips drummers to master the half-time ZO\MÅLVULVM[OLTVZ[T`Z[PM`PUN yet beloved grooves. {alfred.com}

TC-HELICON I ‘THE ULTIMATE GUIDE TO SINGING’ Sing Today eading experts from across the THEODORE PRESSER I ‘THE PIANO’S Lindustry come together in TC- 12 SIDES’ Helicon’s new book, The Ultimate Guide To Singing: Gigs, Sound, Money And Health. The contributors — who A Dozen range from Grammy-winning artists to surgeons and technologists — cover Movements every aspect for today’s singers including omposer Carter Pann’s vocal technique, choosing a mic, C7KH3LDQR·V6LGHV is running a sound system and mastering an hour-long collection of 12 vocal effects. {tc-helicon.com} movements which each stand out while still being part of an integrated whole. Written for pianist Joel Hastings, the score includes descriptive notes from the composer. {presser.com}

78 I MUSIC INC. I MAY 2014 AIM GIFTS I MINT TIN DISPLAYS Fresh Add-On IM Gift’s colorful mint tins Acome in piano, electric guitar and acoustic guitar designs. The engaging displays contain 24 tins and, with a small footprint, are perfect add-on and point of sale merchandise. {aimgifts.com}

MAY 2014 I MUSIC INC. I 79 X9H[LZ!*SHZZPÄLKKPZWSH`! WLYJVS\TUPUJO9LHKPUNUV[PJLZ! WLY^VYK" TPUPT\TJOHYNL(SSHKZHYLWYLWHPK 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 Reserve: Call Reserve: Call Pete Fenech at (630) 941-2030, ext 119 or email [email protected]

BUYERS WANTED

BAND & ORCHESTRA REPAIR TOOLS FOR SALE "Band and orchestra repair shop tools, parts and supplies for sale. Hansen's Music House, Greenville, Michigan is CAREER OPPORTUNITY closing. Tel: 616-754-3803 Email: ruhansen@charter. net” Gretsch Foundation seeks experienced VWLYH[PVUZTHUHNLY^P[ONVVKÄUHUJPHS skills. Send resume & cover letter outlining experience, education, & salary requirements to [email protected]

Ace Products ...... 21 Kay Guitars ...... 61 Acoustics First ...... 4 Korg USA ...... 55 Allparts ...... 67 Kratt Pitch Pipe ...... 16 Antigua Winds ...... 28 Kyser ...... 51 AP International ...... 41 LM Products ...... 4 Backun ...... 31 Marlo Plastics ...... 79 Cavanaugh Red Label ...... 83 Charles Dumont ...... 79 NAMM ...... 26-27 Chordbuddy ...... 17 OMG Music ...... 14 *SHZZPÄLKZ(KZ ...... 80-81 Peavey ...... 3 D’Addario ...... 5 PMC ...... 77 Dava ...... 67 Reverend Guitars ...... 23 Drum Clip ...... 14 Roland ...... 2 Electro-Harmonix...... 56 RPMDA ...... 65 Fishman ...... 11 FOR SALE: Over 250 Rental Return George L’s ...... 16 Samson ...... 84 Godlyke ...... 25 Shubb Capos ...... 67 Orchestra Instruments Hal Leonard ...... 7 St. Louis Music ...... 49 1/2 & 3/4 Violins; 13” & 14” Hal Leonard ...... 79 Taylor Guitars ...... 18-19 Violas; 1/4, 1/2 & 3/4 Cellos Hamilton Stands ...... 50 The Music Link ...... 15 Hohner Lanikai ...... 47 The Music Link ...... 37 Used Bows, Bags & Cases, Hunter Musical Products ...... 13 Theo Wanne ...... 8 ISP Technology ...... 50 Inventory to be sold in one lot. Veritas ...... 73 JamHub ...... 43 JJ Babbitt ...... 33 WD Music Products ...... 13 For More Information, Contact: Jody Jazz ...... 76 Zoom North America ...... 9 [email protected] Kala Brand Music ...... 48

80 I MUSIC INC. I MAY 2014 BUYERS WANTED SERVICE

EMPLOYMENT OPPORTUNITIES CONTINUED RENTAL

MAY 2014 I MUSIC INC. I 81 ASK THE RETAILER

>>> Roland Belloir The Fretted Frog Los Angeles e had a Q&A with the Irish guitar Wmaker George Lowden in Janu- ary. I was really surprised by the qual- ity of the questions; they went from business to technical to questions about relationships with musicians. I took a lot of information myself. In terms of turnout it was not that big, but the way it went and the way people reacted to it — by sharing on Facebook — and the way the word spread after the event was pretty unique. The new customers shared all the information online because the quality of the event and the event itself was unique — you don’t >>> often have a Q&A in a guitar store. Cris Behrens I saw people were impressed Summerhays Music and the information spread. Out Murray, Utah of 15 people there I may have had about 500 people [end up] knowing HIV\[[OLL]LU[HSSPUH]LY`ZWLJPÄJ circle — all people who are inter- ested in that kind of guitar and that maker, people who are really pas- What’s the best event sionate. I’ve had far more calls and requests on the guitars in the last two months, just after the event. you’ve ever held? >>> Ryan Larsen he one event that I Last November, about everyone on our page. Roots Music Shop Treally like the best is 1,000 total people came to The most important Lincoln, Neb. called the November Clinic the clinics. We’ve done it thing is booking your art- e teach a class for kids called Series. We partner up with for three years in a row ists well in advance. Right WRoots Music Education and our manufacturers and we now and we’ve had very now I’m already starting we basically teach them different standards like Marty Robbins or bring in seven or eight cli- successful fourth quarters to go after artists for No- Willie Nelson and then a blues tune nicians during the first two that track back to these vember. Plus, if you book from Muddy Waters or early or rock weeks of November. The clinics. artists far in advance, the ‘n’ roll — everything that makes thought process behind it To market the clinics, artist nine times out of 10 up the American culture. Then we use musicians’ life experiences to is, obviously, creating mu- we have a poster that has has enough time to book help explain social conditions. sicians for life. The kids a calendar on it. It shows, another event in town, thus Last November, the class played come to it and they’re for example, Yamaha Sax- reducing your costs. HMVVKIHURILULÄ[OLYL^OLYL^L wowed and they learn ophone artist Mindi Abair The key is always make raised money for the local food bank. When kids realize they can use something that will make on this date at this time. It’s sure there there’s a call to their talent to play music and give them a better musician. distributed and put up on action to go along with back to the community it’s hugely The second part of it the board at every junior your clinic. We do ours in gratifying — especially to them. is they get wowed and high and high school. A November so there’s in- My shop is not that big; it’s a lot of work to have shows. I would impressed and want to week before the first clinic creased sales at Christmas say there were 60 to 75 people. It upgrade their instruments and every Monday we’ll time. Or you might want to brings awareness anytime I have a right around Black Friday. send out an email saying do one for a summer sale. concert and kids tell their friends They circle that flute in the what next week’s clinics Use it as a launching pad at school. It’s a marketing event as ^LSSI\[ÄYZ[HUKMVYLTVZ[P[^HZ catalogs we hand out at the are. Then, we go and cre- to sell products. The other about raising money for people clinics and then hopefully ate an event on Facebook key is do press releases — who need the Lincoln Food Bank. Santa brings it for Christmas. for each clinic and invite make it a big deal.

82 I MUSIC INC. I MAY 2014