VocoPro | DA-2808VE | the guide: what to see & do at the namm show 2012 page 55

THE GUIDE: WHAT TO SEE & DO AT THE NAMM SHOW 2012 PAGE 55
JANUARY 2012 I MUSICINCMAG.COM
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JANUARY 2012 I VOL. 23, NO. 1
PUBLISHER
Frank Alkyer
EDITOR
Zach Phillips
ASSOCIATE EDITOR
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ART DIRECTOR
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2008
4 I MUSIC INC. I JANUARY 2012
2008
January 2012
Kevin Cranley
42 I TRANSPARENCY
Learn how Willis Music’s open-book management
has created a stronger retail team. Also, owner Kevin
Cranley shares his plans as NAMM chairman.
28 I PASIC ACCESSORIZES
While the Percussive Arts Society turns the
big 5-0, exhibitors at its annual convention report a strong accessory market.
30 I AES CROSSES OVER
The Audio Engineering Society convention draws a broader range of exhibitors.
Photo by Rick Lohre
42
80 I AUDIO & RECORDING
84 I GUITARS, AMPS & ACCESSORIES
92 I DRUMS & PERCUSSION
94 I PIANOS & KEYBOARDS
96 I BAND & ORCHESTRA
50 I THE RISE OF
THE USB MIC
USB mics boast a huge user base, making them a sure-fire seller for any retailer.
55 I THE NAMM SHOW
PLANNING GUIDE
Everything you need to know about this year’s show,
including session previews and exhibitor listings.
12 I PROFILE
33 I INDEPENDENT RETAIL
X
X
Vic’s Drum Shop opens in Chicago
14 I NEWS
34 I MY TURN
X
X
X
X
Hermes Music returns after five-year absence
Hello Music expands into used gear
Black Friday, Cyber Monday promotions
X
100 I DJ & LIGHTING
RETAILER
106 I ASK THE RETAILER
X
Dealers chime in on their most
effective audio or recording promotions
6 I MUSIC INC. I JANUARY 2012
Bill Jones explains his transition
from music retailer to lessons hub
36 I TECHNOLOGY
98 I PRINT & MULTIMEDIA
ASK THE
Eschliman breaks down signage
Grant Billings on taking advantage
of Facebook’s features
20 I PROFILE
38 I LESSONS LEARNED
X
X
Fretlight Guitar breaks into dealers’ showrooms
Rosenbloom warns of
slow-moving inventory
21 I NEWS
X
X
X
NAMM urges members to support the RELIEF Act
Martin appoints Australian distributor
Yamaha joins forces with Zenph Sound Innovations
40 I THE RETAIL DOCTOR
X
Cuthrell shares his new
year’s resolutions
Grant Billings
Cover photo by Rick Lohre
PERSPECTIVE I BY ZACH PHILLIPS
DEATH OF A SALE
his month’s cover subject, Willis Music, has practically made a
science of creating a great customer experience. As a brick-andmortar-only dealer, owner Kevin Cranley knows he has no other
choice if he wants to compete in the fierce combo market. (The
story begins on page 42.)
He’s not alone. In last month’s year-end awards issue, Music Inc. honored a
handful of savvy music retailers. Like Cranley, many of
the brick-and-mortars talked about recent showroom
overhauls, special departments and innovative events,
all designed to deliver something extra to customers
who take the time to walk into a retail store.
Which is why I was horrified to hear about a recent
bass-buying experience.
My brother, a semi-professional musician, decided
to add a Squier Classic Vibe ’60s Precision Bass to
his arsenal after reading rave reviews online. He
opted to shop local, so he could try the instrument
before pulling the trigger. Only two stores in the
area had it, both highly reputable dealers.
Unfortunately, at store No. 1, the instrument’s action might as well have been an inch off the fretboard.
Mind you, this is not an entry-level bass, despite the
Squier name. (Street price is $325–$350.) My brother
asked the salesman if he’d throw in a setup with the purchase. The salesman
said they charge for adjustments and my brother would have to wait for the
outside tech to stop in later that week.
My brother then asked if he could adjust the action himself — being an
engineer by trade, he carries an Allen wrench in his wallet. He reasoned that
he couldn’t evaluate the instrument if it didn’t have decent action. The salesman looked at him as if he had six eyes before telling him it was against policy.
“The frustrating thing is that when I asked the salesguy how he could
expect people to evaluate the instruments when they were so poorly set up,
he basically made the excuse, ‘We have a lot of inventory,’ and blamed the
weather changes,” my brother said.
In no uncertain terms, retailer No. 1 blew it.
Retailer No. 2 also charged for setups but offered a much more playable
instrument. When my brother mentioned that he’d prefer a slightly lower
action, the department manager made the tweak himself to sweeten the deal.
Retailer No. 2 got the sale and made a decent margin by adding on a gig bag.
It’s not my place to criticize a retailer with a business model that works.
Still, I can’t help but wonder how that model will work a decade from now.
As I write this, the Internet is flooded with news of a buoyant Cyber
Monday, with conservative estimates reporting a 22-percent boost in online
sales. How will brick-and-mortars that offer little to no added value compete
in this flight to e-commerce? And, most important, how will they compete
locally with dealers like Willis Music in the market? MI
T
Learning Lessons
From Daddy’s
s a 30-year veteran in this industry, I wanted to say how
saddened I am to hear about the
closing of the Daddy’s Junky Music stores. It is another reminder
to all of us independent dealers
of how we must constantly be
aware and on top of our game.
All the independents out
there need to give their customers a reason to come to them.
It is getting to the point where
most of the pricing in our industry is the same. For example, if
everyone is selling an item for
$399, why would the customer
buy it from you and not someone
else? Using the old, “We give the
best service,” line is not going to
work. Everybody says that. Good
service should be something everyone gets, not a sales tactic.
Make your location a destination and create niches for your
store that no one else does. Sometimes, getting the business is just
a matter of asking the customer
to buy it from you and not your
competitors. Try it. It works.
Daddy’s Junky Music’s
Dedham, Mass., store
A
Tony Colwell
Buddy Rogers Music
Cincinnati
RELIEF in Washington
n Nov. 2 and 3, 2011,
NAMM hosted a diverse
group of guitar makers, dealers
and importers in Washington,
D.C., for informative meetings
and lobbying to support House
Bill H.R.3210, better known as
the RELIEF Act.
Sponsored by U.S. Reps. Jim
Cooper, Marsha Blackburn and
Mary Bono Mack, the RELIEF
Act provides needed fixes and
clarifications to The Lacey Act.
Amended in 2008, The Lacey
Act puts regulations on imported
wood and has caused highly pub-
O
10 I MUSIC INC. I JANUARY 2012
licized problems for Gibson. I
feel it could cripple America’s
MI business.
The trip started with a day of
orientation and prep work that
included meetings with Rep.
Cooper, representatives of the
U.S. Fish and Wildlife Service
and APHIS (Animal and Plant
Health Inspection Service), and
NAMM’s legal counsel and lobbying firm.
On the second day, attendees
met with their respective members of Congress. Staffers with
Tennessee Sens. Bob Corker and
Lamar Alexander were receptive
to our concerns. However, an
unscheduled visit to the office
of Rep. Earl Blumenauer was
met with cold opposition.
The meetings in Washington
were highly informative for not
only learning about Lacey but
also how our Congress works
and how dedicated NAMM is to
helping our industry. Moreover,
it marked the first time in my
40-plus-year career as a guitar
dealer that I have seen such a
widely representative group of
NAMM members working together toward a common goal.
The RELIEF Act needs full-scale
support of the MI industry to
succeed.
It is critically important for
all members of our industry to
familiarize themselves with this
issue and to contact their members of Congress to ask them to
support the RELIEF Act.
George Gruhn
Gruhn Guitars
Nashville, Tenn.
Meet Me in St. Louis
would like to thank Katie Kailus and Zach Phillips for visiting our store, Fazio’s Frets &
Friends, in St. Louis and featuring it as the November 2011
cover story (“Retail Revamp”).
So far, this has been an amazing 33-year journey. I know that
without the great staff here at
Fazio’s that journey might have
been shortened.
When I needed to focus on
“property negotiations,” our
staff stayed focused on our core
business without missing a beat.
I
I also know that in our business
we are reaching people in ways
we might not realize until it is
brought to our attention.
I’m thinking of families that
showed up at rallies because of
how they were treated at our
store and people who spoke up
because they cared about our
family business.
I am also thinking about the
numerous commercial real estate professionals who reminded
me that we sold them their first
guitars so many years ago and
the condemnation law attorney
who reminded me that I sold
him his son’s drum set.
We do reach people in what
we do. If that experience is positive, we all win.
Mike Fazio
Fazio’s Frets & Friends
St. Louis
EDITOR’S NOTE: MUSIC INC.
ENCOURAGES LETTERS AND
RESPONSES TO ITS STORIES.
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WRITE TO 102 N. HAVEN RD.
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InsideRETAIL
> Hermes Music
Returns with three stores
PAGE 14
> Hello Music
Enters the used gear business
PAGE 15
> Mantova’s Two Street Music
Hosts Black Friday all-nighter
PAGE 16
> Faust Harrison Pianos
Opens third location
PAGE 17
VIC’S DRUM SHOP I BY ZACH PHILLIPS
VIC’S RETAIL COUP
have to let you know how
happy I am that you’re
here,” said a beaming
drummer to Victor Salazar. “I plan on buying all
my gear from you from now on.”
The customer was one of
thousands who passed through
Vic’s Drum Shop during the Chicago retailer’s grand-opening
party on Oct. 29, 2011. Launched
by Salazar, former general manager of The Drum Pad in Palatine, Ill., the new store is situated
inside the Music Garage, a fivefloor rehearsal facility for local
bands. And during the party,
Salazar could barely walk 10 feet
without a customer thanking
him for being there.
“There has not been a dedicated drum shop in the city of
Chicago since 1993,” Salazar
said. “It was long overdue.”
The grand-opening party
featured a star-studded roster
of clinics from drummers Terry
Bozzio, Will Calhoun, Jimmy
Chamberlin, Todd Sucherman
and Chad Wackerman, among
many others. According to
Salazar, roughly 2,000 people
stopped by during the sevenhour event. He noted that being
in the Music Garage gives him
a built-in clientele.
“There are 120 drummers
already here.”
1,500 cymbals from 10 brands.
“The selection is staggering,”
he said. “Both rooms are sonically tuned with custom ceiling
baffles to ensure that every customer can clearly discern what
each cymbal sounds like as they
audition it. Even the slatwall itself is custom-made in birch to
match the rest of the store. No
manufacturer-supplied stock slatwall was used. The rooms are as
stunning as they are functional.”
“I
12 I MUSIC INC. I JANUARY 2012
CRITICAL TIMING
alazar acknowledged that
being a drum industry veteran made it “incredibly easier”
to start his own store. He mentioned that his initial inventory
purchasing for Vic’s Drum Shop
took only a matter of weeks, even
though he was dealing with 68
manufacturers and a “milliondollar budget.” And, he added,
suppliers were supportive of a
new drum shop, especially given
the state of the economy.
“When other businesses are
cutting back or closing locations,
it seemed to be the time to go big
and make a serious statement. It
is risky. Opening any business
involves risk, but I’m confident
that our selection, quality of customer service and outstanding
location will enable us to become
a destination point.” MI
S
Victor Salazar
CYMBAL UTOPIA
ic’s Drum Shop features
10,000 total square feet of
space, including 7,000 square
feet for retail. The store is laid
out as a series of different rooms,
each one a particular department.
The high-end and digital drum
kit selections are displayed separately on the fifth floor. Salazar
pointed out that the building’s
12-foot ceilings give him a generous amount of display space.
“For example, I am able to dis-
V
Victor Salazar
opens a drum
paradise in
Chicago
play nine kits in my stick room
alone and an additional 15 kits
in my drumhead room,” he said.
A particular standout is the
two cymbal rooms. According
to Salazar, they house roughly
b
VIC’S DRUM SHOP WALK THROUGH
STICK ROOM
Drum kits are
cross-merchandised above
an enormous
stick wall.
ADD-ONS
A generous
medley of mallets, practice
pads and other
miscellaneous
accessories are
displayed at
the checkout
station to spur
impulse buys.
SNARE ROOM
The dedicated
snare drum
room includes
JLPSPUNIHMÅLZ
to isolate noise.
DEDICATED
FIXTURES Vic’s
Drum Shop
takes advantage of classy
birch shelving
(seen here with
the drumhead
selection) that
matches the
slatwall.
HIGH CEILINGS The world
percussion
YVVTILULÄ[Z
from 12-foot
ceilings, which
allow for deep
merchandising.
CYMBAL
PARADISE The
store carries
more than 1,500
cymbals and
features two
cymbal rooms.
Again, the high
ceilings create
a towering
impression.
HIGH-END
SELECTION
High-end and
digital drum kits
are displayed
in two separate rooms on
[OLÄM[OÅVVY
DRUMMER
TOWN “Chicago has a rich
history when it
comes to drums
and drummers,”
said Victor
Salazar. Here,
he’s pictured
with one of his
clients, Jimmy
Chamberlin of
The Smashing
Pumpkins.
JANUARY 2012 I MUSIC INC. I 13
HERMES MUSIC I REOPENING
HERMES MUSIC
RETURNS
fter a five-year absence, selections, along with contractHermes Music has re-entered ing and TV production services.
music retail with Alberto Kreimerman
“We are all about
three new locations
focusing on personin South Texas.
al attention with
In 2006, Guitar
the clients, taking
Center purchased
care of our clients’
necessities,
helpcertain assets of the
ing
them
with
what
company, including
Hermes Music’s inthey need and, on top
ventory. The deal
of that, giving them
good prices, which
also included a nonis
something
extra we give becompete agreement in the United
States.
cause this isn’t the only thing that
Hermes’ new stores, which creates the relationship Hermes
opened in October 2011, are in Music has with its clients,” said
Brownsville, Pharr and McAllen, CEO Alberto Kreimerman. “They
Texas. The full-line locations fea- know that we are in this business
ture MI, pro audio and lighting because we love music.”
A
14 I MUSIC INC. I JANUARY 2012
Inside Hermes Music’s
new McAllen, Texas, store
PENDER’S MUSIC, MUSIC 1ST I EVENT
DEALERS PARTNER FOR TMEA EVENT
etailers Pender’s Music and Music 1st, in collaboration with French music
publisher International Music Diffusion, have announced their sponsorship of
France’s Magnifica Brass Quintet (pictured) at the upcoming 2012 Texas Music
Educators Association (TMEA) convention in San Antonio, Texas.
Magnifica Brass Quintet is scheduled to lead a master class and perform in concert at the convention on Feb. 10. Prior to TMEA, the group plans to stop by several
area colleges for master classes and concerts.
R
HELLO MUSIC I LAUNCH
Hello Music
Goes Vintage
H
ello Music has expanded into used gear.
On Nov. 23, 2011, the Los Angelesbased e-tailer debuted Hello Music
Vintage, adding rare and one-of-a-kind
vintage offerings to its selection. The
new venture is a partnership with
retailers Norman’s Rare Guitars of Los
Angeles and Chelsea Guitars of New
York. According to a statement from
Hello Music, the company plans to add
new vintage retail partners biweekly.
“Our goal is to improve the lives of
musicians,” said Rick Camino, CEO of
Hello Music. “With Hello Music Vintage,
our members now have access to the
finest vintage guitars, amps and more
from some of the most highly regarded
stores across the nation. The launch
of our Hello Music Vintage further
establishes Hello Music as the go-to
place to connect musicians with previously out-of-reach opportunities, while
simultaneously elevating business for
our esteemed vintage retail partners.”
“We’re now able to bring these
items directly to the large Hello Music community while strengthening
our customer and fan base,” said Norman Harris, owner of Norman’s Rare
Guitars. “It’s something that is mutually beneficial, and we’re honored to
be a part of the Hello Music family.”
Hello Music makes users opt-in
to shop its website and receive its
daily deal e-mails. The company currently has 110,000 members.
JANUARY 2012 I MUSIC INC. I 15
MANTOVA’S TWO STREET MUSIC I PROMOTION
Mantova’s All-nighter
o celebrate Black Friday,
Mantova’s Two Street Music
opened its doors at 10 p.m. on
Thanksgiving and stayed open
all night. The Eureka, Calif., retailer offered special discounts
and ran a two-week radio campaign to promote the event.
“We have never offered a
series of across-the-board
sales, and I think the freshness of an unheard-of Mantova’s sale added to the
L_JP[LTLU[¹ZHPK(U[OVU`
T
Mantova, company owner.
The period from 10 p.m.
to midnight drew 95 percent of the sales, according
to Mantova. He added that
midnight to 8 a.m. was dead,
but 8 a.m.–7 p.m. the following day, Black Friday, yielded
“more than twice what we
made during the same time last
year.” Mantova also noted that
offering 75-percent off a selection of books and sheet music
“drew the most attention.”
BLACK
INK
PROMOS
FULL COMPASS of Madison, Wis., promoted several Black
Friday and Cyber Monday deals,
including free FXpansion BFDECO virtual acoustic drum software with any DAW or virtual
instrument software purchase.
GRAND CENTRAL MUSIC of
San Luis Obispo, Calif., opened its new
store on Black Friday. All items were
10-percent off, and to promote Lanikai
ukuleles, the dealer offered 15-percent off all ukes and uke accessories.
MOM’S MUSIC of Louisville, Ky.,
opened at 9 a.m. on
Black Friday and
offered special deals,
including 15-percent off Takamine
products, 50-percent off used guitar
amps, 20-percent
off guitar accessories and 25-percent off cables.
Online print
music retailer
PRIMA MUSIC
of Brooks, Ga., offered free shipping
and up to 30-percent off everything
during its after-Thanksgiving sale.
RICK’S MUSIC WORLD of
Raynham, Mass., held its annual
VIP student holiday sale and party
from 7–9 p.m. on Black Friday. The
private event offered “rock-bottom”
pricing, entertainment and prizes.
Minneapolis-based SCHMITT
MUSIC promoted exclusive Black
Friday deals and held a jazz play-along
at its Brooklyn Center, Minn., location. On Cyber Monday, the company
offered 15-percent off all in-stock
guitar products on schmittmusic.com.
More Black
Friday and
Cyber
Monday
campaigns
at music
retailers
across
the United
States
16 I MUSIC INC. I JANUARY 2012
FAUST HARRISON PIANOS I OPENING
Faust Harrison Goes to School
aust Harrison Pianos recently
opened a new piano retail,
restoration and performance
center at Music Conservatory
of Westchester (MCW) in White
Plains, N.Y. The company also
has locations in Manhattan and
Huntington Station, N.Y.
The new Faust Harrison
dealership occupies a renovated
24,000-square-foot facility. The
location lets the company incorporate its more technologically
From left: Faust Harrison’s Sara Faust,
advanced keyboard instruments
Yamaha’s Bonnie Barrett, Faust Harrison’s
into the conservatory’s educaIrving Faust and Yamaha’s Bob Heller
tional programs. In tandem with
MCW, Faust Harrison will also
During the grand-opening This included a Disklavier perreach out to the community with event, the company featured a formance by Yamaha artist Sue
expanded performance programs. demo of Yamaha’s RemoteLive. Downs in Denver, which was
F
reperformed in real time on an
Internet-connected Disklavier.
“This remarkable facility exemplifies Yamaha’s commitment
to music education,” said Yamaha
Keyboard Division National Sales
Director Bob Heller, who attended
the grand opening. “We’re thrilled
to support this wonderful venue
and look forward to being a part
of its future successes.”
“Faust Harrison Pianos and
MCW combined offer more than
a century of musical knowledge,
educational expertise, top-quality instruments and acclaimed
concert performances,” said
Irving Faust, managing director of Faust Harrison Pianos.
JANUARY 2012 I MUSIC INC. I 17
InsideSUPPLY
> Gemini
Debuts new branding campaign
PAGE 21
> Fret-King
Auctions signed guitar for charity
PAGE 22
> Yamaha
Partners with Zenph
PAGE 23
> NAMM
Marches down Sesame Street
PAGE 24
OPTEK MUSIC SYSTEMS I BY HILARY BROWN
OPTEK SEEKS DEALERS
usty Shaffer views
traditional music education as outdated in
the YouTube world.
“You can give
someone a book and a guitar
and say, ‘Please struggle,’” said
the Optek Music Systems CEO.
“And people will say, ‘Sorry, I
can do this with an XBox.’ That’s
what we’re trying to conquer.”
He wants his company’s Fretlight guitar trainer to be the tool
that changes minds. And after
years of selling direct, he’s now
including independent music
retailers in the equation.
“We came up with a very
unique program,” Shaffer said.
“We need to bring people into
this industry that are going to
buy our product. The industry is
contracting, and it shouldn’t be.”
R
Rusty Shaffer
HANDS-ON ACCESSIBILITY
T
20 I MUSIC INC. I JANUARY 2012
o pique the interest of endusers, Shaffer has created
an interactive in-store experience: an intuitive plug-and-play
display — complete with laptop
and headphones.
“Putting this on sale is not going to sell it,” he said. “It has to
be explained and demonstrated.”
The walls of Funky Munky,
for example, are rife with Fretlight signage. “You just take the
guitars that you order and set
them all up around this laptop
that goes on a shelf that they
provide,” McCann said.
Fretlight has also taken a
unique approach to Internet
sales. To ensure price protection and dealer margins, customers are redirected from the
retailer’s website to Fretlight’s
site to make the purchase. Optek then ships its product to the
dealer for customer pickup, and
the dealer makes a commission.
“We want [dealers] to be successful,” Shaffer said. “When all
that’s left to argue about is price,
it takes away the added value they
could give a customer.” MI
T
STAGE-WORTHY EDUCATION
he Fretlight formula is simple: A USB cable interfaces
instrument with computer for
seamless play-along. And with
a $399–$1,199 retail price, Fretlight guitars are by no means
toys. They’re gig-ready, Fenderstyle axes with such pro features
as Fralin pickups, a bird’s-eye
maple top and locking tuners.
As a track plays onscreen, the
tablature riffs, chords and scales
light up on the Fretlight guitar’s
fretboard. Users can adjust the
them up,” said McCann, who
added that his typical customer
is over the age of 35, with an
erratic job schedule that isn’t
conducive to lessons. “They’ve
definitely done their research.”
tempo or remove instrumental
parts of real songs and various fingerboard exercises. It’s
powered by Fretlight’s Studio
software, but Shaffer recently
entered an agreement with Guitar Pro 6, so customers are able
to expand their tablature library.
The company also plans on
releasing acoustics in January
and basses in March. Plus, at
press time, Optek announced a
partnership with Hal Leonard to
make certain play-along videos
work with Fretlight.
At Funky Munky Music in
Shawnee, Kan., owner Pat McCann said Fretlight guitars have
attracted a specific audience.
“[Fretlight] knows who their
prototypical customer is, and
they have a lot of data to back
WEBNEWS
Gemini’s Web Synergy
emini has rolled out a new
branding campaign employing two distinct divisions of
its brand: DJ and pro audio. In
conjunction with this strategy,
the company unveiled new
websites to support the brand
distinctions. The sites include
geminisound.com, geminidj.
com and geminiproaudio.com.
All Gemini products will be
branded as Gemini DJ or Gemini
Pro Audio, depending on their
function and intended application.
Moving forward, all future products will follow this same model.
To reinforce this plan, Gemini has unveiled a new landing Web
page at geminisound.com, which offers links to the company’s
two main websites, geminidj.com and geminiproaudio.com.
“This new plan offers simplicity and specificity for our customers and our internal operations,” said Alan Cabasso, Gemini’s president. {geminisound.com; geminidj.com; geminiproaudio.com}
G
BURKART GETS INTERACTIVE
Burkart Flutes and Piccolos has launched a new website geared toward engagPUNÅ\[LHUKWPJJVSVWSH`LYZHYV\UK[OL^VYSK;OLZP[LI\YRHY[JVTIVHZ[Z
a modern, interactive design. Among the added features are vivid pop-outs
and descriptions as users scroll over a page. Visitors can study the G-sharp
MHJPSP[H[VYVMHWPJJVSV]PL^VW[PVUZMVY[OLÅ\[LPUKL[HPSHUKNL[HU\WJSVZL
view of key engravings. The pop-out feature is found throughout the website when scrolling over certain highlighted items and pictures. {burkart.com}
AHEAD’S SITE LOOKS AHEAD
Ahead Armor Cases recently redesigned its website, aheadarmorcases.
JVT;OLPU[LYHJ[P]LZP[LPUJS\KLZL_[LUZP]LPUMVYTH[PVUVUP[ZM\SSSPULVM
cases, along with videos, reviews, links to social media and a dealer locator. The website also offers a gallery of world-renowned drummers, including Thomas Pridgen, Eric Singer and Daniel Glass. {aheadarmorcases.com}
SABIAN.COM GETS A FACELIFT
Sabian recently launched the new sabian.
com. The site is completely redesigned, incorporating many of the most recent advances in Web technology, such as mobile
optimization and smooth integration.
“This was a huge undertaking but one we felt
was long overdue,” said Stacey MontgomeryClark, Sabian’s vice president of marketing.
The new website features a redesigned products section where viewLYZJHUZLHYJOMVYJ`TIHSZI`[`WLVYZLYPLZ(UL^ÄS[LYPUNZ`Z[LTSL[Z
players quickly hone in on the right cymbal for their needs. Also featured is a robust shopping system, including a Shopatron option designed to create more sales for the brand’s dealer network. {sabian.com}
JANUARY 2012 I MUSIC INC. I 21
NAMM I LEGAL
NAMM URGES
SUPPORT OF
RELIEF ACT
AMM is encouraging music
product retailers and suppliers to contact their members
of Congress in order to support
H.R.3210, the RELIEF Act.
According to NAMM representatives,
the act provides a legislative fix to the
2008 Lacey Act amendment and also supports three years of consensus activity
developed by business and environmental
organizations.
A consensus document signed
by 57 industry, environmental
and non-government organizations outlines changes that are addressed in the act. {namm.org}
N
22 I MUSIC INC. I JANUARY 2012
FRET-KING I OUTREACH
Fret-King Auctioned for Charity
celebrity-signed Fret-King Esprit
guitar raised more than 1,000
pounds for Cuban music school students during a recent eBay auction.
The guitar, donated by Fret-King
brand owner John Hornby Skewes
& Co., was autographed by Billy
Bragg, Phill Jupitus, Amy MacDonald,
Catherine Tate and Ellie Goulding
during a tribute concert to the late
A
singer-songwriter Kirsty MacColl.
“Support from friends and fellow
musicians all over the world has
been brilliant,” said MacColl’s band
member Gary Sanford, who organized the event. “The artists who
performed at the Kirsty tribute gig
and who signed the guitar, especially
Billy, Amy, Kim Wilde and Andrea
Corr, really got behind it.” {jhs.co.uk}
MARTIN I DISTRIBUTION
MARTIN GUITAR NAMES
AUSTRALIAN DISTRIBUTOR
artin recently appointed Electric Factory as the authorized distributor of
the full line of instruments for Martin Guitar and Martin Strings in Australia.
The agreement will go into effect Jan. 1. This
PZ[OLÄYZ[[PTL[OH[4HY[PU.\P[HYWYVK\J[Z^PSS
be sold by a single distributor in Australia.
“We are very pleased to be working with Electric
Factory to distribute Martin Guitar and Strings in
Australia,” said Steve Carletti, Martin’s vice president of sales. “Australia has a great deal of growth
WV[LU[PHSMVYV\YJVTWHU`HUK^LHYLJVUÄKLU[[OH[
we have chosen the right single distributor for our
instruments in this market.” {martinguitar.com}
M
Zenph Sound Innovations’
George Litterst (left) with
Yamaha’s Mike Bates
YAMAHA I PARTNERSHIP
YAMAHA PARTNERS
WITH ZENPH
A
t the annual CMS-ATMI
Conference on Oct. 20, 2011,
in Richmond, Va., Yamaha Corp.
of America announced that it
formed a partnership with Zenph Sound Innovations and will
begin including Zenph software
with its Yamaha Disklavier reproducing piano.
Beginning last fall, Yamaha
began bundling Disklavier and
Disklavier Pro models with Mac
and Windows versions of such
Zenph products as Home Concert
Extreme, RePerform and Inter-
net MIDI, all of which integrate
seamlessly into the core technology of the piano.
“The Disklavier has earned
a solid reputation as both a fine
instrument and technological
marvel over the years,” said Jim
Levesque, Yamaha’s Disklavier
marketing manager. “At the
same time, Zenph is unparalleled when it comes to developing software that unleashes
the power of our instrument’s
interactive and distance-learning
capabilities.” {yamaha.com}
JANUARY 2012 I MUSIC INC. I 23
NAMM I EVENT
NAMM MARCHES DOWN SESAME STREET
AMM collaborated with
Sesame Street during the
recent 85th annual Macy’s
Thanksgiving Day Parade.
The organization helped asZLTISLHÅVH[PUNZ[HNLMVY
the cast of “Sesame Street.”
At 32-feet long, 20-feet
wide and two stories tall,
the “1, 2, 3 Sesame Street”
ÅVH[LTWOHZPaLK[OLPTportance that music plays
in the lives of children.
“Thanksgiving is a time
when people take the time
[VZOHYLTLTVYHISLL_WLYPences with friends and family, and playing music is often
an activity that brings people
closer,” said NAMM President
and CEO Joe Lamond. “NAMM
is grateful for its collaboration with Sesame Workshop
to demonstrate the fun and
magic that playing music adds
to any occasion.” {namm.org}
N
NAMM’s float at the Macy’s Thanksgiving Day Parade
XCHANGE I TECHNOLOGY
XChange Market
Platform Released
he XChange Market Corp. has
launched the Xchange Market
Platform (XMP), a serial code pointof-sale activation system for software companies that do business
with brick-and-mortar resellers.
XMP provides instant access
to the full product range of a music store’s software suppliers.
At purchase, customers are given
a unique serial code, which lets
them unlock and download software
from the manufacturer’s website.
XChange Market Corp. Chairman Steve Garth said that Antare,
Acoustic, FXpansion and Innovative Music Systems have already
signed up for the program.
“It is important to note that software manufacturers can be secure in
the knowledge that we are independent
and not in the business of developing competing software products,”
Garth said. {xchangemarket.com}
T
24 I MUSIC INC. I JANUARY 2012
MIAC I SHOW
CORT I ARTIST
MIAC
CHANGES
VENUE
Cort Guitars Honors Gary Sinise
he 41st annual Music Industries Association of Canada (MIAC) Show will be held May
13–14 at the International Centre in Mississauga,
Ontario. The show will be located in the newly
renovated Halls 1, 2 and 3 — a unified space,
unlike in the past. New brand offerings will provide
a fresh environment to enhance the event experience, both at the trade show and conference.
“When scheduling conflicts developed for 2012
at our previous venue, we took the opportunity to
examine what our exhibitors and attendees were
seeking in our show environment and to look at
venues across the country that could meet those
requirements,” said Dale Kroke, MIAC chairman.
“The International Centre will enable MIAC to
present a dynamic trade show floor and conference in a unique environment to enhance the
attendee and exhibitor experience and strengthen
the conference programming.” {miac.net}
T
ort has presented actor and musician Gary
Sinise of CSI: NY with an Artisan A4 bass for
his work with U.S. military veterans.
The company also recognized his charitable
efforts with the Gary Sinise Foundation, which
creates community programs for the troops and
their families.
The presentation took place during a Chicago
fundraising event that benefited the United States
Veterans Arts Program (USVAP).
USVAP provides artistic tools to wounded service members of the Iraq and Afghanistan wars.
C
{cortguitars.com}
APPOINTMENTS
Dansr Names VP of Sales
ansr recently appointed Gary Winder
vice president of sales and marketing. He has worked for G. Leblanc, Coda
Music Technologies and Yamaha.
“We are delighted to add Gary to an
already impressive sales and marketing team,” said Dansr President Michael
Skinner. “The breadth of knowledge
Gary brings to the Dansr team is substantial, which will position us nicely
as we continue to grow. As the vice president of sales and marketing, Gary will use his extensive experience in the band
and orchestra space to increase efficiency internally and create new and exciting opportunities for our dealer network.”
“I am very excited to work with this young and talented team
and use my management experience and skills to expand on the
incredible growth that is occurring at Dansr,” Winder said.
D
Audio-Technica has promoted David Marsh to director of sales and marketing, installed sound and broadcast.
Blue Microphones recently tapped Brian Biggott
HZJOPLM[LJOUVSVN`VMÄJLY
Gemini has hired Jim Rockwell
as its new director of marketing.
Korg USA recently announced a
bevy of new appointments, including Doug Reynolds as district sales
manager for the Midwest region, Matt
Phillips as DSM for the Mountain
States and John Pasarelli as an ISR.
The company has also named Brian
Piccolo tuner product manager and
26 I MUSIC INC. I JANUARY 2012
Gary
Sinise
Gary
Winder
John Hamer key account manager.
Lab.gruppen recently welcomed Jon Alkhagen as its
new managing director.
Vishal Joshi has joined The
Music Group as the customer
support manager for India.
Music industry veteran Ed Bezursik has joined Yamaha Corp.
of America as its piano marketing
manager. Yamaha Artist Services
Indianapolis, which serves as a
liaison between Yamaha Corp. of
America and the company’s Band &
Orchestral and Drum and Percussion
artists, has hired Chris Dolson to the
position of artist relations specialist.
The Band Perry
performs at the CMA’s
AURALEX I EVENT
AURALEX SPONSORS CEDIA
\YHSL_(JV\Z[PJZ^HZ[OLZVSLHJV\Z[PJZZWVUZVYH[[OL*,+0(*OPUH,_WVHUK*VUMLYLUJLOLSKH[[OL:OHUNhai International Convention Center from Nov. 23–25, 2011.
¸>LHYLL_JP[LK[VYLWYLZLU[[OLHJV\Z[PJZPUK\Z[Y`H[*,+0(*OPUH
HZ^LHYLJ\YYLU[S`L_WHUKPUNV\YWYLZLUJL[OYV\NOV\[(ZPH¹ZHPK+H]PK
-PZJOLY*,6VM(\YHSL_(JV\Z[PJZ¸5V[VUS`KVLZ[OPZZOV^Z\WWVY[
Asia’s emerging audio and home cinema industry but it will be the most
PTWHJ[M\SPU[LYUH[PVUHSL_OPIP[PVUMVY[OLYLZPKLU[PHSLSLJ[YVUPJZ`Z[LTZ
technology industry across the region.” {auralexacoustics.com}
A
SHURE I ARTISTS
SHURE’S
NIGHT TO
SHINE
hure shared the spotlight with several
of country music’s top artists at the
45th annual Country Music Association (CMA) Awards show, which aired
live on ABC on Nov. 9, 2011. Monitor engineers Jason Spence and Mike
Parker used the new Shure PSM1000
Personal Monitor System for most of the
live performances in Nashville, Tenn.
“The sensitivity and the noise
floor on the PSM1000 are amazing,” Spence said. “Sonically, the
stereo spectrum is wide and the
system has unbelievable clarity.
“What I can provide to artists with
this system both sonically and in RF
stability allows me to do my job better.”
Fourteen channels of PSM1000 were
used for the broadcast with 28 receivers
covering almost all of the performances
on the main stage and on a satellite stage
at the back of the Bridgestone Arena.
Artists using the Shure mics included
Sara Evans, Vince Gill, Luke Bryan,
Taylor Swift, Rascal Flatts and The Band
Perry, which also used three custompainted Shure Super 55 microphones
during its performance. {shure.com}
S
JANUARY 2012 I MUSIC INC. I 27
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PERCUSSIVE ARTS SOCIETY ANNUAL CONVENTION I BY KATIE KAILUS
CELEBRATING 50
rumming enthusiasts recently filled
the Indiana Convention Center in
Indianapolis for the
Percussive Arts Society Annual
Convention (PASIC). Held Nov.
10–12, 2011, the show attracted
more than 5,100 attendees and
celebrated the Percussive Arts
Society’s 50th anniversary.
“PASIC 2011 was the perfect
D
28 I MUSIC INC. I JANUARY 2012
PAS turns
50 and
celebrates a
booming small
goods market
Percussive Arts Society’s executive director. “Throughout PASIC, there was a terrific sense of
camaraderie among performers,
teachers and students.”
BORN IN THE U.S.A.
sense of patriotism resonated
close to a year of celebrating
throughout the halls of the
our first 50 years as the leading convention center. Several expercussion organization in the hibitors mentioned their U.S.world,” said Michael Kenyon, the made products being the fastest
A
movers in 2011.
“This has been one of the
best years for American-made
products,” said Jim Catalano, director of marketing for Ludwig.
“They are more popular than
ever. With what is happening
1. Tama’s Jason Ranck; 2. Mapex’s Bob Berheide; 3. Yamaha’s Doug Steinmetz (left) and Travis
Goodwin; 4. Alfred’s Dave Black; 5. From left:
Pearl’s Steve Armstrong, Shawn Lafrenz and Dan
Twiford; 6. Gator Cases’ Ken Fuente (left) and
Bruce Schneider; 7. D’Addario’s Richard Markus
with the economy, it seems like
everyone is feeling a little more
Americana these days. Customers are much more discerning
about what they are buying and
where it is made.”
John Palmer, product manager for Gretsch Drums, agreed
and said he’s seen a “return to
patriotism.”
“There is a lot of value
in American brands for the
American market,” he said. “It
feels good for Americans to buy
something that is made by other
Americans.”
ACCESSORIZED & HANDY
mall goods continued to
be a strong seller this year,
while suppliers reported higherend instrument sales continuing
to wane.
“Accessories are driving business right now,” said Victor
Filonovich, director of product
management for Toca and Latin
Percussion, which debuted a new
line of egg shakers.
“I think because of the economy people aren’t investing in
bigger purchases. Instead, they
are enhancing the sound they
already have.”
Musicians are also taking advantage of small goods to give
their sound a makeover.
“The accessory market is
strong because customers can
create a whole new vibe to their
music for just $20,” said Brian
LeVan, Remo’s national sales
manager.
Among the new accessories
at the show, Ludwig rolled out a
snare drum Heirloom Bag featuring blue and olive tones — the
company’s trademark colors in
the 1960s and ’70s. Toca also
released a new djembe stand,
which feeds into another strong
trend: hand percussion.
Tony Lapsansky, business
developer for Tycoon Percus-
S
1. Remo’s Brian LeVan (left) and Chris Hart; 2.
Dream Cymbals’ Craig Snowden; 3. Ludwig’s
Jim Catalano; 4. From left: Latin Percussion’s Andy Krol, Victor Filonovich and Sergio
Bonsignore; 5. Bosphorus’ Michael (left) and
Kevin Vosbein; 6. Hal Leonard’s Brian Swinehart
(left) and Derek Byrne; 7. Alesis’ Rich Curtis;
8. Roland’s David Garza; 9. Tycoon Percussion’s Tony Lapsansky; 10. Yamaha’s Tom
Griffin (left); 11. Gretsch’s John Palmer
sion, said that while cajons
have been popular since 2009,
they continue to gain popularity
every year.
“I think these [hand percussion] instruments are looked
at as gateway instruments for
drum set players,” said Lapsansky, whose company unveiled
its Vertex series cajon at the
show. “They are really popular at bars and clubs, and a lot
of bands have added them to
their setups.”
Gon Bops’ U.S. Sales Manager Randy Chaisson said that
hand percussion instruments,
such as djembes and cajons,
are in high demand because
anyone can play them. Chaisson also noted their convenient
size lets musicians easily carry
them around to gigs.
“It is awesome for drummers
because, like guitarists, they can
now go into a gig with only one
bag,” he said.
And the craze doesn’t stop
there. Print music publishers have
seen a rise in hand percussion
print sales, as well.
Alfred has expanded its selection, which at one time included
only a select number of titles,
to an entire rack of just hand
percussion books.
“It’s so funny because we
have turned around from seeing
a lot of books for drum sets to
seeing a lot for hand percussion,”
said Dave Black, vice president
of school & church publishing
for Alfred.
“It is now by far the fastest
growing category for us, and we
have devoted a whole rack to
the segment.” MI
2
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JANUARY 2012 I MUSIC INC. I 29
Left: the GC Pro exhibit space; right:
a demo at the Avid booth. Avid used
the AES show to debut several highprofile wares, such as Pro Tools 10
AUDIO ENGINEERING SOCIETY CONVENTION I BY DAN DALEY
CROSS-MARKET
POLLINATION
he Audio Engineering
Society (AES) convention is changing. The
show has settled into a
smaller footprint over
the last decade, a reflection of pro
audio’s diffusion in general and
music recording expanding across
multiple platforms in particular.
Another indication of this
change is how pro audio manufacturers are spreading new
product announcements over
the course of the year and often
across various sector shows. The
putatively iconic shows, such as
AES and NAB, are no longer
necessarily the launching pads
for significant products.
For instance, this year’s AES
show, held Oct. 20–23, 2011, in
New York, had a grand total of
T
30 I MUSIC INC. I JANUARY 2012
A smaller AES
show draws a
larger range of
MI, broadcast
exhibitors
five press conferences scheduled
at its opening bell. But even those
few events spanned a significant
range of silos. These included
the expected, such as Avid’s introduction of its comprehensive
new Pro Tools 10, to products for
broadcast, such as Clear-Com’s
new HME DX210 two-channel
2.4-GHz-band wireless intercom
system or TC Electronic’s DB2
loudness correction processor.
SSL and API showed off studio
mixing consoles, but so did Calrec
and Lawo, two brands closely
associated with broadcasting.
Several executives from broadcast-centric manufacturers said
the show’s location in New York
City, close to major-network clients, made AES a draw for them.
Michael Mueller, vice president
of sales at Lawo, pointed out that
this year’s AES was more like
a localized version of the NAB
Show, which in recent years
has taken on a broader, more
international scope. “But at the
end of the day, it’s still all about
audio,” he said.
dedicated MI manufacturer, at
AES. (The guitar maker had
also shown at the 2007 show.)
Gibson’s sparely decorated booth
focused on demos of the Firebird
X, which Ken McMahan, a company product specialist, agreed
could act as a bridge between
the MI and pro audio sectors.
The guitar, based on the
classic 1960s Firebird design,
carries a substantial high-tech
load, including Gibson’s fourthgeneration Robot tuners for automatic tuning, on-board processing effects based on computer
plug-in technology and wireless
Bluetooth-connected pedals. The
instrument’s also designed for
STRADDLING SILOS
compatibility with hardware and
n that context, maybe it wasn’t applications from third-party
surprising to see Gibson, a developers, a paradigm that has
I
radically changed how processing
is developed for pro audio in the
last decade.
Historically, there’s always
been a pool of manufacturers
that have straddled the MI and
pro audio silos, including Peavey,
Yamaha and Alesis. But their MI
offerings have almost always centered around keyboards — hybrid instruments and recording
and sampling devices. The trend
toward such higher-tech guitars
as the $5,570 Firebird X might
make that bridge a little wider
in the future.
MOORE’S LAW
ut things aren’t as straightforward when it comes to
Avid’s new products, rolled out
in a theatrical event at a space
in Jazz at Lincoln Center’s complex. About 50 journalists in attendance were joined by several
thousand others watching a live
stream feed from the venue. Avid
President Kirk Arnold unveiled
the new products after a fastpaced video of celebrity Pro Tools
users who’d already played with
the new software and hardware.
Pro Tools 10 offers a slew of
new features, including faster editing and mixing with the Clip
Gain feature, which lets users
adjust and match gain levels premixer within a user-defined clip.
It also offers the ability to use
multiple audio formats in a session, including interleave, without file duplication. And users
can record and master at higher
resolutions with more headroom
in a 32-bit floating-point format.
On the hardware/firmware
side, the new Pro Tools|HDX
system lets customers mix largerscale productions, delivering up
to five times more DSP per card,
over 1,000 dB of additional headroom, and up to four times the
track counts and twice the I/O
compared to its Pro Tools|HD
B
Accel predecessor.
The system can also be scaled
to increase track counts, power
and I/O, using up to three Pro
Tools|HDX cards and multiple
Pro Tools HD series interfaces.
Users can now choose the Pro
Tools|HD Native system if they
need the advanced workflows
of Pro Tools HD and want to
leverage their host computer
to get the best performance
and lowest latency. Alternatively, they can choose the
new flagship DSP-accelerated
Pro Tools|HDX system if they
require optimized performance
and minimal latency to handle
bigger productions. Pro Tools
HD 10 also introduces the new
AAX (Avid Audio eXtension)
plug-in format, designed to offer
improved workflows and sound
parity when sharing sessions
between DSP-accelerated and
native-based Pro Tools systems.
And Avid proved that Moore’s
law is alive and well in pro audio: As Pro Tools’ performance
increased, its pricing decreased.
Upgrading from version nine
to 10 costs $299, and upgrading from version nine HD to 10
HDX costs $999.
that are investing in cornerstone
pieces, like high-end compressors. If there’s a piece of equipment that you feel is critical and
you’ll use all the time, you might
as well buy the best one you can.
That’s the thinking.”
Schneider added that he’s also
seeing more customer requests
for technical help, particularly
when it comes to integrating
analog and digital technologies
into the same studios.
educational communications,
said the videos help keep sales
staffers well-informed and let
them help customers with questions about microphone choice
and placement.
“As long as they’re not overly
promotional, if they get across
some really useful technique information, dealers really take advantage of these videos,” he said.
Sennheiser has been using
on-site pop-up tutorials at re-
Vintage King’s Jacob Schneider
GC Pro Vice President Rick
Plushner noted that he’s also
seeing more combinations of
analog and digital products being
used by project studios. “That’s
been there all along, but what’s
ANALOG & DIGITAL UNITE
happening is that the demand is
ro audio remains a core com- increasing for more affordable
ponent of many retailers’ analog gear, too,” he said.
strategies. Detroit-based Vintage
King had an extended booth on MIC MARKETING INNOVATIONS
the show floor. Jacob Schneider,
ro audio manufacturers have
a salesman for the company, said
had to become more creative
the matrix of home studios is as to differentiate their products
diverse as it has ever been, from in an increasingly crowded,
high-end pro operations to spare software-based market, and
bedrooms, and that diversity is microphone makers seem to be
driving sales, particularly on leading the pack.
high-end hardware.
Shure has been releasing how“We’re seeing more clients to videos from its website and
buying more analog processing to retailers, who can offer them
equipment, one piece at a time through their own Web portals to
— pieces costing as much as customers and also as tutorials
$3,000,” he said. “Plug-ins are for their sales staffs. Chris Lyons,
great, but we’re seeing customers Shure’s manager of technical and
P
P
tailers for several years as part
of its Recording Sound Academy
program, and the company used
AES to announce a new promotion. For $99, participants can
download three songs by “American Idol” singer-songwriter Bo
Bice, written and recorded using Sennheiser and Neumann
microphones, with software for
remixing them. Entrants’ remixes
will be evaluated by a panel of
mixers, including Al Schmitt,
Cool & Dre and Tim Palmer. The
winner receives a Neumann U87
microphone.
“They really like the idea
that their mixes will be heard
by some of the best in the business, and it also gives retailers a
chance to interact with customers and talk about technique,”
said Joe Ciaudelli, Sennheiser’s
director of market development
and education. MI
JANUARY 2012 I MUSIC INC. I 31
InsideIDEAS
> My Turn Page 34
> Technology Page 36
> Lessons Learned Page 38
> The Retail Doctor Page 40
INDEPENDENT RETAIL I BY TED ESCHLIMAN
SIGNS, SIGNS
W
e boomers are
old enough to
remember the
original Five
Man Electrical
Band version of “Signs,” later
covered by Tesla. The song transcended its pop-culture status in
an era when rebellion against
authority was hitting its stride.
“Do this, don’t do that, can’t
you read the sign?” The lyric
resonated in my teens, and I have
to confess it still speaks to me.
It wasn’t just about directive,
communal authority. It was a
reaction to Madison Avenue and
the media bombardment of junk
advertising, which is now exponentially more prolific. And as
retailers, there is one stage where
we need to be very sensitive to
the impact of signs: our stores.
Volume. Your first concern
about signage is frequency. The
more words you put in front of
a customer, the more invisible
the words become. (Have you
read your iTunes user agreement lately?)
You must choose your words
carefully, as the more you clutter your showroom with signs,
especially regarding policies, the
less likely people are to read your
message. Where things are (restroom, cashier, lessons, repair)
is the single most important text
in your store. Relegate less relevant information to fine print
— there’s nothing wrong with
keeping exchange policies and
returns as small as possible. Even
better, have them printed on the
back of receipts. One percent of
your customers will take you to
task on some esoteric point. The
other 99 percent don’t need the
clutter to interfere with a rich,
pleasant purchasing experience.
Tone. Rule No. 1: No negative signs. “No cash refunds.”
“No touching without a salesman’s help.” “No loitering.” You
might as well add, “No fun.”
There are positive ways to communicate these messages. “We
want to help you enjoy this instrument.” “Thanks for limiting
your playing to 30 minutes.” I’d
argue that we oversign areas,
and a sign laced with sarcasm or
passive aggression — “You break
it, you buy it” — is a huge turn
off. We live in our showrooms.
Our customers are company, especially new ones. They should
be treated like guests.
I recall visiting a friend’s
house in college. The mother
spent 10 minutes outlining the
house pool rules, as if we were
grade school kids. Funny how
none of us felt like swimming
after being belittled.
Verbalization. The way
words are used on the sign, not
only their grammar and spelling but also their sophistication
level, speaks volumes about
your business. Signs should be
expressive, concise and uplifting.
Text should only be fashioned
by your best staff wordsmiths
and painstakingly proofed — by
several people!
Aesthetic. Outside of an
expensive cosmopolitan bistro,
signs should never be handwritten. A sign in black Sharpie tells
your customer your business
can’t afford a computer. Avoid
multiple fonts, and again, use
as few words as possible. Also,
art and text should always be
kid-appropriate and consistent
in appearance to the other signs
in the store. Use a clean font
(Arial), and avoid hard-to-read
art fonts.
Internal. You probably have
two kinds of signs in your store
— one for the customer and one
for the employee. Be polite to
your employees, too. Insist on
no personal (“grudge”) signs
in the break room or near the
time clock. If they don’t apply
to everybody, they don’t belong.
“And the sign said, ‘Everybody welcome, come in, kneel
down and pray.’” MI
Ted Eschliman is a 30-year veteran of
music retail and co-owner of Dietze Music
in Southeast Nebraska. Mel Bay published
his book, Getting Into Jazz Mandolin.
JANUARY 2012 I MUSIC INC. I 33
MY TURN I BY BILL JONES
Treadmills & RMM
hen we started our business in 1973, our reps
and others in the industry referred to a robust
piano industry that was selling around 350,000
units a year. As I remember, that number remained steady for several years. Fast-forward
to 2010, and the published number of acoustic and digital pianos
(not keyboards) was down to 156,000 units. Yes, there’s a recession, but in general, people don’t seem to desire or
buy pianos like they used to.
Small, inexpensive keyboards have done for
our piano industry what the home treadmill has
done for the weight loss of millions of Americans
— absolutely nothing. Years ago, when my wife
and I entered into mid-life, we started to pack on
the pounds like so many Americans. I purchased
a high-quality treadmill, and we soon found that
treadmills are great for hanging clothes on. (Side
note: I strongly suggest you purchase an exercise
bicycle. You can hang more clothes on a bike.)
However, we found a way to keep those pounds
off and significantly improve our overall health by
hiring a personal trainer, who we’ve now been with
for more than 10 years. Notice we hired a trainer —
we didn’t join a gym.
Likewise, I once got a call from a man
who wanted to sell back his easy-play digital
piano. Despite the instrument’s easy-play
features, he never “got around to it.” At
that moment, I realized that for the past 38
years, we’d been a piano store that offered
a few lessons on the side. We decided to
shift our focus 180 degrees and become a
music school that offered pianos for sale.
And during the transition, I learned a few
things worth sharing.
enough sales to justify the weeks
of teaching, cost of materials, advertising and humongous effort
we put forth to maintain them.
My perspective changed
when a part-time employee
left our store to start a music
studio of his own. He expanded
and brought on several teachers. Before long, he was making more money teaching than
I was selling pianos. His secret
was simple: He never gave away
the lessons.
After re-evaluating our position, we began to charge full
tuition for lessons of all types,
including RMM classes. The
results to our bottom line have
become an important part of our
profitability, and the promise of
future profits is nothing short
of spectacular. We average $62
profit per student on lessons.
Every 100 students adds $6,200
to our monthly revenue.
To boot, we’re actually selling
more pianos this way. When the
lessons were low-cost or free,
salespeople often taught the
lessons. Students realized that
these low-cost lessons had to
be subsidized by sales and became leery.
With real teachers doing the
teaching and achieving better
A LESSON ON LESSONS
results than sales-oriented classirst, I had been approaching recreational music making (RMM) es, our RMM students end up
incorrectly for the past several decades. My approach, which coming to us and asking to look
I believe mirrors that of the industry, was to offer free or very at pianos. MI
inexpensive classes to prospective students at no more than $29
Bill Jones is the owner of Bill Jones
for six to eight weeks. Frankly, these classes seldom resulted in Music in Knoxville, Tenn.
W
‘Every 100 students
adds $6,200 to our
monthly revenue.’
F
34 I MUSIC INC. I JANUARY 2012
TECHNOLOGY I BY GRANT BILLINGS
The Facebook Effect
s Facebook passes 800 million members, it’s more
important than ever to make the most of your company’s page. This means posting events, offering deals
and encouraging users to “like” the page.
But first, it’s critical that you avoid certain social
media faux pas. There are significant differences between promoting your business with a profile, which people “friend,” and
promoting your business with a page, which people
“like.” Understanding the difference is key to using
Facebook effectively in your marketing strategy.
With a business page, “liking” a company and
enjoying the benefits are instant. Click and done.
The relationship instantly appears on the user’s wall
for all of his or her friends to see. On the other hand,
trying to get customers to be “friends” delays the
creation of the relationship because nothing happens
until the business accepts the friend request.
A
POST YOUR EVENTS
recently received an e-mail newsletter from a friend
announcing that she would be performing in a town
where I know a lot of people. Being a nice guy,
I wanted to share the upcoming concert with my
friends. A quick visit to her Facebook page
should’ve done the trick, only she hadn’t created one. Next, I visited the Facebook page for
the store where she’d be performing. Nothing.
If I’d been able to click “share” to promote
the event to my 25 “friends” who actually
live in town, their 200 “friends” would have
seen the posting on their walls, creating 5,000
impressions in about 15 seconds.
And here’s where Facebook’s synergy can
really take over.
According to Facebook, its average user has
130 friends. Let’s say her concert would have
been within an hour’s drive of just 1 percent of her followers.
Promoting the event via Facebook to those six people would have
made 780 impressions. If it’s fair to assume that 25 percent of the
store’s Facebook followers are people far away like me, promoting
to the other 75 percent — the locals — would have made 62,400
impressions. Yet many of the business-faithful Facebookers are
I
Take advantage of
Facebook’s features for
creating and maintaining
customer relationships
36 I MUSIC INC. I JANUARY 2012
missing out on this powerful
feature. Post your events!
OFFER DEALS
study conducted last year by
ExactTarget found that 40
percent of people say they will
follow a business page to receive
discounts and promotions, 36
percent to get a freebie and 30
percent to get updates on upcoming sales. In other words,
customers “like” your business
because they want you to market
to them.
Better yet, deals don’t have
to be a big deal. Your Facebook
deals can include promotions
you’re already running or an
extra incentive — maybe a small
discount or free gift for “checking
in” to your store. (Facebook offers the ability for users to check
in when they go to a physical
location to let their friends know
where they are.) Or, offer a free
set of strings with any guitar
purchase over $249 if a customer
“likes” your Facebook page.
When used properly, Facebook can be a modern way to
build an old-fashioned relationship with your customers. By
establishing your business page,
promoting your events and offering deals, you will attract
new customers and build even
more loyalty with your existing
base. MI
A
Grant Billings is the owner of Billings
Piano Gallery in Madison, Wis.
LESSONS LEARNED I BY GERSON ROSENBLOOM
Inventory Isn’t Wine
tarting immediately, we’re going to put a whole new
spin on inventory control. Our goal is to have nothing
but the slowest movers in stock. The longer an item has
been in stock, the more it becomes the object of your
affection — kind of like wine. The older it is, the better. Those pesky quick-turning items are an annoyance that keep
you from focusing on what matters most: dead stock.
Sounds pretty absurd, right? Well, let’s try another
scenario. You place an order with a supplier. The
merchandise comes in quickly, and after a couple
weeks, it’s all gone. You’re excited about these new
products because they show a lot of promise, and
your customers have been voting with their pocketbooks. When the rep contacts you to see how the
widgets are selling, you tell him they’re all gone. He
asks if you want to place the same order as before,
but you decline because you have tons of inventory
that hasn’t been moving as you’d hoped, and you’ve
got more bills than Carter has liver pills. You plan to
replace the items eventually, but now is not the time.
What’s the difference between these two hypothetical scenarios? Absolutely nothing. Failing to
replace your fastest-selling items is like choosing to
focus on your dogs. No matter how justified
you feel and no matter how real the pressures
are of your bills and excess inventory, any
business that fails to focus on quick-turning
inventory is on a collision course. Yet I see
this happening regularly.
S
Don’t let business
suffer by fixating on
slow-moving inventory
HARSH LESSON LEARNED
understand the thinking that goes into these
ill-advised decisions. As my business lumbered through its waning days, I felt I was
being responsible by focusing on trying to sell
remaining stock and not spending money on
replenishing sold-out inventory. My concern was making ends
meet. Every dollar spent on inventory, no matter how desirable
that purchase, kept me one step further from meeting my obligations. At least that’s what I thought.
My very harsh lesson learned came when I finally decided to
close my business. At that point, the amount I paid for the items I
38 I MUSIC INC. I JANUARY 2012
I
had in stock made absolutely no
difference. As they say, I couldn’t
take them with me.
So, I found the magical price
points that made each and every
item go away. During my goingout-of-business sale, I created cash
flow by moving out old inventory
and through the generosity and
wisdom of some suppliers who
realized sending me desirable
new stock created its own positive cash flow. I was actually able
to order fast-selling merchandise
that earned handsome profits
and helped ease my burdens.
Through buying highly salable
new inventory during the sixweek going-out-of-business sale,
I was able to produce turns that
would annualize to about 100. I
also created a heck of a lot of cold,
hard cash that went a long way
toward financial reconciliation.
For those of you who cling
to the idea that you need to get
every last penny out of your
inventory, I propose that you
consider my experiences during
those final weeks of my business.
What would’ve been the
outcome if, years earlier, I’d
started creating cash with old
inventory and invested it in my
fastest-turning SKUs? Ironically,
I believe that if I ran my business
as if I were going out of business,
I might actually still be there. MI
Gerson Rosenbloom is managing director of
Wechter Guitars. He’s former president of
Medley Music and a past NAMM chairman.
E-mail him at gersonmusicinc@gmail.com.
THE RETAIL DOCTOR I BY BILLY CUTHRELL
New Year’s Resolutions
always start my new year’s resolutions with what I want or don’t
want from my business. At the top of my list every year is to
leave work (sometimes early) and not worry about every little
detail. Throughout the year, I’ll make sure I’m accomplishing
these goals, but I also keep in mind this is a to-do list that can
be referenced perennially. With some planning, you can make
2012 your most successful resolution year ever. Here’s my list
for 2012. Happy new year everyone.
1. Clean out the clutter. Straighten the sales
counter, and wipe dust off your work areas. Throw
out old paperwork and vendor catalogs from three
years ago, and clean out your files. Make your work
areas more clutter-free. Having everything in its right
place saves you and your customers time.
2. Liquidate old and dead stock. Get rid of it,
even if you have to give it away. And if you don’t
want to give something away, see if the item will work
in your music lessons department. Maybe you can
depreciate the item’s value by using it in your studios.
Or, host a contest where you give it to a student.
3. Go on a business diet. Got an employee who’s
been dragging productivity and other employees down?
Cut ’em loose. You’re doing the person a favor. Now
that employee can make a resolution to better
him or herself for another job. Streamline your
business, and keep it that way. One resolution I had in 2009 and keep today was to stop
the glut of expenses we’d built up from 2002
through 2008. I’m better prepared for future
downturns now more than ever.
4. Paint the shop. Fresh paint not only
livens up a showroom but makes the work
atmosphere feel new. Go for colors that make
your inventory stand out. If you’re not good
at picking colors, hire a decorator for a few
hours. It’s worth the money.
5. Rearrange the store and your stock. The top of a new
year is a good time to shake up your store. Move displays, or take
fixtures out of the mix altogether. I’ll paint a fixture, move it to
another department or take it off the floor and store it.
6. Refresh your website. Freshen up your website’s keywords to optimize search results. I spend about 15 minutes a
I
There’s no better time
than the start of the new
year to reinvent yourself
and your business
40 I MUSIC INC. I JANUARY 2012
day working on our Google AdWords and Places accounts, as
well as all other Internet and
social media outlets. And at the
beginning of every year, I take a
few days to work with a search
engine optimization specialist. I
have this person comb through
our AdWords and keywords to
find anything he thinks we can
improve upon or delete.
7. Update equipment in
teaching studios. Nothing
says “tired lesson department”
like teaching on equipment
from 2002. Update it. Put new
drumheads on drum sets and
new amps in the guitar rooms.
8. Update your POS software, and back up data. Each
time you skip a software update,
you may be missing out on a great
feature that will save you time
and money. Only skip it if it’s
not a huge improvement. Also,
make this the year you start backing up your computer data daily.
9. Start preparing for next
year’s taxes. It’s never too early
to start saving money. Organize
your receipts, and talk with an
accountant.
10. Take a business course
at a community college. You
don’t know everything. Try to
take at least one course online
or in person. It’s worth it even
if you pick up a small piece of
information that you can use. MI
Billy Cuthrell owns and operates Progressive Music Center. Contact him at
billy@raleighmusiclessons.com.
Kevin Cranley
42 I MUSIC INC. I JANUARY 2012
BY ZACH PHILLIPS
PHOTO BY RICK LOHRE
How Willis
Music builds a
great team with
open-book
management
t Willis Music,
very little is
open to interpretation.
Salespeople
can track their daily performance using the company’s
Intranet. Managers from
each of Willis’ seven stores
are privy to balance sheets,
income statements and
budgets. If an employee lags
behind, management can
pinpoint specific areas to
help nurture improvement.
If an employee gets let go,
it’s almost never a surprise.
A
JANUARY 2012 I MUSIC INC. I 43
{WILLISMUSIC}
WALK THROUGH
Willis Music’s New Cincinnati Store
b
GREATER FOOTHOLD Willis Music’s new Cincinnati store is
SVJH[LKPUHUHMÅ\LU[WHY[VM[V^U2L]PU*YHUSL`UV[LK[OH[
the company already has a foothold in the Cincinnati market
with two other stores. “We’ve become far more convenient to
a lot of customers,” he said of the new store.
UNUSUAL DISPLAY Willis Music Vice President Dan
Herbert invented the company’s unique scaffolding-like
electric guitar display system (right). On the bass wall,
gray slatwall complements the burgundy paint job.
PERFORMANCE SPACE An auditorium rounds
out the music lesson studio area. Its industrial ceiling motif runs throughout the store.
44 I MUSIC INC. I JANUARY 2012
of Willis Music radio spots.
These minute-long ads, which
were created during recent focus
groups, feature a collage of sound
bites from satisfied customers.
“They’re the people that I trust,”
said one man of Willis Music.
“They genuinely want you to be
happy,” said another. “I honestly
think Willis has the best prices.”
Cranley attributed this praise
to his company’s core mission
of building customer relationships — a competitive advantage
in the cutthroat combo market.
The moment returning clients
walk into a Willis store, employees are expected to know what
gear those customers prefer,
their children’s names, their
professions and so on. And to
make this happen, sharing information is paramount.
The information exchange
at Willis centers around the
company’s nifty Intranet system,
dubbed “the dashboard.” Updated at the end of each business
day, the dashboard includes such
critical figures as an employee’s
invoice count, sales, gross profit,
invoices per hour, items per sale
and profit per hour. It also tracks
the percentage of customers a
salesperson adds to Willis’ database and e-mail list. And, of
course, it shows the person’s
current commission. In other
words, it helps employees have
Cranley’s eyes, so to speak.
Denise Smith began at Willis’ Florence store 11 years ago
as a salesperson and received a
promotion to co-manager last
February. She pointed out that
the dashboard has helped boost
not only her own total items per
sale but also that of her staff.
“I’ve got people who, when I
first started managing the store
in February, were at two [items
KEEPING SCORE
per ticket], and they’re almost at
mployees have taken heed, three now,” she said of this critijudging from a new lineup cal measurement of profitability.
“I think the sharing of information is key to a lot of the
success we have,” said Kevin
Cranley, Willis president and the
third-generation Cranley to own
the Florence, Ky.-based combo
retailer. “We don’t hide a thing.”
Sharing information with employees, in fact, has been critical
in fashioning the 113-year-old
company into a 21st century
retail chain organization. Such
transparency has improved storeto-store communications and
company culture. But more than
anything else, sharing information has been vital for creating
a crack team of employees —
people who can think on their
feet, constantly improve their
craft and make good decisions.
And these days, having rocksolid people is more important
than ever for Cranley.
Last July, he began his twoyear tenure as NAMM’s chairman, the most prestigious, and
maybe time-consuming, volunteer
position in the music products
industry. Within the first four
months, he was called on the road
for multiweek trips to China, Japan and New York. In the meantime, he opened a third Cincinnati
store and battled new national
competition on the homefront.
“They say one of the biggest
reasons for failure of a successful retailer is opening a second
store,” said Cranley, a tall, laidback 53-year-old with a slight
Southern accent. “The biggest
challenge is conveying a sense of
ownership to remote locations.
And we’ve done far better recently than we ever have. Getting
other people to have your eyes is
the challenge. But I think a lot of
this sharing of information and
key measurements help that.”
E
{WILLISMUSIC}
“You can have an idea of what you’re doing,
and it may or may not be right. But when
the numbers are there in stone, you can say,
‘Wow. I really didn’t sell the best stuff.’”
Additions to Willis Music’s customer database and e-mail list are especially critical
dashboard ratios, especially for building relationships. “That is the way we communicate
with our customers on a regular basis, with
‘Everybody at
Willis Music should
be an entrepreneur.
Everybody should
have all the
information they
need to know why
they’re succeeding
and why they’re
failing.’
newsletters, events and sales,” Cranley said.
The dashboard was created by his computer-whiz son, Eric, five years ago and
pulls its numbers from the company’s POS
software, S2K. Being a rich source of numbers also makes the dashboard an effective
employee goal-setting tool. To prevent information overload, the company’s manage-
ment has employees focus on improving
only three strategic ratios per month.
“And it may be the same things for several months in a row,” Cranley said. “I don’t
want to tell someone they have to improve
in these 10 areas. It just doesn’t work. It’s
all about making them successful.”
Likewise, the dashboard doubles as a
training tool. Bill Phipps, the company’s
executive sales manager, praised the Intranet
system for raising employee awareness.
“If you tell someone, ‘We need more gross
profit out of you,’ we really can’t train on
that,” Phipps said. “But what areas that
you have control over that we can track
add to that gross profit? And that’s what
we can drill down to and work on, which
is going to improve the overall picture.”
MAINTAINING EXCELLENCE
ut the dashboard is a mere cog — albeit
an important one — in Willis Music’s
training machine. Every brand-new employee
goes through a sales tutorial with Phipps,
and after a month, they meet at Willis’ Florence headquarters to learn the finer points of
company culture, sales and customer service.
The company hosts a one-day quarterly training blitz for all salespeople — usually a time
for manufacturer rep visits. And, Cranley
noted, Phipps is “always out there coaching”
and often pulls ideas from NAMM’s online
retail training. The point is to not only teach
employees how to build relationships but
also to maintain excellence and consistency
B
across all seven Willis stores.
“Everybody at Willis Music should be
an entrepreneur,” Cranley said. “Everybody
should have all the information they need
to know why they’re succeeding and why
they’re failing.”
Managers are also critical in communicating the Willis way of doing business across
multiple locations. As Cranley put it, “the
strongest manager creates the culture in the
store.” For this reason, the company’s careful to promote management from within.
“Historically, we have always tried to find
people from the outside, and that’s been our
least successful area,” Cranley said. “Our best
success has been promoting from within. It
goes back to the culture. Looking back, every
manager we have started out as a salesperson. There’s only one person working for
us who started as a manager.”
Monthly manager meetings have developed into “an incredible sharing group,”
according to Cranley. During these democratic gatherings, managers bring issues to
Willis executives that they weren’t aware
of, and everyone kicks around solutions.
Financial figures are shared openly. Best
practices get analyzed, and new ideas are
brought to the table.
“They’re learning more from each other,”
Cranley said. “It’s all about, ‘What is this
manager doing down in Lexington that can
be transferred to all the stores,’ and we’ll
give him 15 minutes to explain. That has
just improved so much over the last year.”
COMPETING HARDER
hese improvements come at a good time.
Last March, Willis closed its Dayton,
Ohio, store after seven years in the market,
a move driven by new national competition
and a dreadful local economy. Retail sales
have also been down slightly at the company’s
Louisville, Ky., location — again, new competition is a factor. And more than anything
else, the recession has put extra pressure on
foot traffic. Cranley acknowledged that Willis
Music never felt the worst of the downturn,
but lately, these influences are forcing the
company to compete harder than ever for
consumers’ discretionary dollars. Still, he’s
cautiously optimistic.
“We’ve been around since 1899, and
we’ve been through worse times than this,”
T
46 I MUSIC INC. I JANUARY 2012
{WILLISMUSIC}
REDEFINING
NAMM
Cranley’s role as the association’s new chairman
AMM’s new mission
Z[H[LTLU[Ä[ZVUH
single page. The document, which outlines the
organization’s new vision,
mission and objectives,
is the result of a yearlong research project to
YLKLÄUL[OL[YHKLHZZVciation. And during Kevin
Cranley’s term as NAMM
chairman, it’s his job to
set the plan in motion.
Not that members
will notice any sweeping changes at the
association. More than
anything else, the new
plan’s purpose is to help
NAMM’s staff focus on
what the organization
does best. “The NAMM
staff can now incorporate
this into their goals and focus on the things that matter
most to members and the industry,” Cranley said. The
document also creates a framework for NAMM to help
prioritize its many requests for funding and assistance.
“Quite honestly, in the past, our mission statement
was eight pages long,” Cranley said. Jokingly, he added,
“You could look at just about anything happening in the
^VYSKHUKZVTLIVK`JV\SKZH`º5(44OHZ[VÄ_[OH[»¹
Previous NAMM Chairman Tom Schmitt spearheaded
the initiative, which involved surveying thousands of
NAMM members. The project culminated in the establishment of a committee of industry members to draft the
ÄUHS]PZPVUTPZZPVUHUKVIQLJ[P]LZMVYIVHYKHWWYV]HS
¸;OLYL»ZUV[OPUNZWLJPÄJ[OH[^HZ[HRLUV\[¹*YHUSL`
said. “It’s just we were kind of everything to everybody
before.”
Along with helping implement this new focus,
Cranley has a second overarching plan as NAMM
chairman. He wants to make the organization an even
more powerful conduit for solving industry problems.
“There are issues like The Lacey Act that come up
that are bigger than any one member, industry category
or even NAMM can solve, but we can convene key
Z[HRLOVSKLYZWYV]PKLYLZV\YJLZHUKL_WLY[PZLHUK[Vgether we can improve conditions for all,” Cranley said.
“As NAMM chairman, Kevin Cranley joins a short
list of dedicated industry leaders who, over the past
110 years, have believed that one’s responsibility goes beyond their own business interests,” said
NAMM President and CEO Joe Lamond. “By servPUNÄYZ[VU[OL5(44IVHYKHUK[OLUVU[OLL_LJ\tive committee, Kevin has dedicated countless hours
to improving the industry for all participants and,
in turn, bringing more music to the world.” — Z.P.
N
JANUARY 2012 I MUSIC INC. I 47
{WILLISMUSIC}
Cranley said. “We’ve been through the Great
Depression. It’s just been a challenge over
these last few years. I can relate very well
to a lot of these independent dealers. We’re
all going through the same thing.”
Several factors are helping offset major
revenue dips. For starters, the company’s
diversified in print music publishing, which
48 I MUSIC INC. I JANUARY 2012
accounts for roughly half its business. In
2005, it kicked publishing into high gear
by partnering with Hal Leonard. The move
effectively put Willis’ illustrious catalog —
which boasts such authors as Edna Mae
Burnam and John Thompson — into the
hands of the print publishing powerhouse.
Ever since, Cranley said the partnership’s
been “fantastic.”
He’s also optimistic about his new Cincinnati store. Unlike Dayton, his company
is entrenched in the Cincinnati market,
where it already has two existing locations.
The new store is situated in an affluent part
of town, and soon after opening, it yielded
impressive instrument rental numbers from
the back-to-school season, Cranley said.
(Rentals make up roughly 10 percent of
Willis Music’s total retail business.)
Used gear only accounts for about 7
percent of Willis Music’s combo sales,
but the category’s margins are incredibly
generous. The Florence location has the
highest used gear margins of any Willis
store by far, according to Cranley. Rick
Fuchs, co-manager of the store, said conservative buying helps ensure turns and
profitability — he only accepts a little more
than half the used product that comes in.
And with more musicians selling instruments to make ends meet in the sluggish
economy, Willis has been able to acquire
some quality used inventory.
Fuchs said he’s upfront with customers
about how much more money they can make
selling used gear by themselves. Ironically,
this transparency seems to help Willis Music.
“We’ll tell [customers] how to sell it,”
Cranley said. “We’re not trying to rip anybody off because, hopefully, this is the same
person who will turn around and use that
same cash to buy something new. So it’s all
about being upfront and telling them exactly
what you plan on doing.”
Plus, good salesmanship, particularly
with add-ons, has insulated Willis somewhat from the worst of the economy. “We
know we hold higher margins for our combo
business than most,” Cranley said. “We sell
a whole lot of accessories. We do a lot of
print. Print holds a higher margin.”
And Willis Music’s involvement in industry groups, including the Alliance of
Independent Music Merchants, provides
a generous flow of new ideas.
“Some people are finding better ways to
compete, and we feel like we can always
continue to learn,” Cranley said. “That’s
valuable. I’ll steal an idea from anybody.
If something has worked for someone else,
there’s a good chance it will work for us.
As the industry grows, we grow.” MI
{USBMICROPHONES}
THE RECORDING
MARKET ON-RAMP
BY ED ENRIGHT
he way Glenn Roop
sees it, self-expression
is now only a USB
port away from anyone with a creative
flair and a laptop.
The executive director of
business development for CAD
Audio speaks to the popularity
of USB microphones, the fastest and easiest way to record
professional-quality audio on a
computer. And the list of potential users in this category isn’t
limited to musicians. Podcasters,
YouTube-inspired videographers,
Skype enthusiasts, online gamers and businesses that rely on
advanced telecommunications
are all in need of simple, effective ways to create crystal-clearsounding digital audio using their
laptops and mobile devices.
There’s a rapidly growing
market for microphones that
plug directly into computers
and effectively bypass the need
for bulky (and often expensive)
mixers and audio interfaces —
products that were commonly
used in the past to convert analog
audio into digital information.
And USB mics fill that need
like no other product. With a
wide variety of models available,
relatively low cost and simplicity of operation, their popularity
continues growing with a vast
customer base — a promising
scenario for music retailers of
all types.
“USB microphones give people
the opportunity to create and
express themselves,” Roop said.
“Most importantly, for our industry, the USB mic is an on-ramp
T
50 I MUSIC INC. I JANUARY 2012
Shure’s
Stephen
Kohler
USB mics boast
easy operation
and a colossal
user base,
making them
a promising
category for
nearly all
MI retailers
for the consumer into the music
and recording industries, just as
an entry-level acoustic guitar captures and inspires folks to become
our lifelong customers. USB mics
create more customers.”
“It’s a combination of several
factors, all related to the digital
world becoming a bigger part of
our everyday lives,” said John
Maier, CEO of Blue Microphones.
“We’ve finally reached a critical
mass where the average person’s
day is filled with interactions in
their digital world, whether Skyping with a friend, jotting down a
song idea, posting a video on YouTube and so on. Creating quality
content and communications has
become more important, and easyto-use, plug-and-play USB mics
are a big part of that equation.
“Now, with just a computer
and a USB mic, the average user
has the recording tools and capabilities that used to cost thousands
of dollars in a recording studio.”
Gary Boss, marketing director
of retail, live sound and studio for
Audio-Technica, said he believes
the trend opens a new novice
user base for computer-based
recording.
“With a USB mic and audioediting software that comes with
your computer — or is easy to
get online — you can be up and
recording in just a few minutes,”
Boss said. “This can be for recording your band, recording
musical ideas, creating a podcast, doing voiceover on a home
movie or just messing around.”
CALLING ALL RETAILERS
SB mics are a natural item
for music retailers to stock,
even if pro audio only makes
U
{USBMICROPHONES}
up a small percentage of their
bottom line. Manufacturers are
producing high-quality, economical models in just about every
form factor of a traditional microphone. Retail stores should
take advantage of the variety
of USB microphones available
and serve the music, computer,
education and gaming markets.
“While pro audio resellers
could still be a bit biased toward
USB microphones, there is no
disputing that USB mics are
generating a new breed of home
recording engineer,” Roop said.
“We want those retailers to educate and mature that customer.
We need to grow the market in
general by creating more customers for USB mics.”
Traditional music retailers,
including drum shops, band and
orchestra dealers, or any store
with a lessons program, can
benefit from the trend, as well.
“USB mics allow all users to
turn their computers and tablets
into digital audio learning environments and drastically increase
the average playing time,” said
Mark Menghi, director of marketing for Samson Technologies.
“They make instruments more
than just something to play.”
“Dealers whose customers
include musicians at any proficiency level will find that USB
microphones are an active product niche,” said Stephen Kohler,
Shure’s director of product marketing in the Americas. “Beginners want to record themselves
and practice editing, and working musicians need a convenient
way to capture song ideas without hauling out all of their live
performance gear.”
Kevin Peckham, product
manager with Full Compass
Systems in Madison, Wis., noted
that USB microphones have become a significant and distinct
product category.
“Computer audio applications
are obviously what give them a
purpose, and as those applications have exploded, the need for
a wide variety of compact and
easy-to-use USB microphones
has followed,” he said. “While
it would seem intuitive to consider them simply a microphone
variation, from an application
perspective, they are actually
more closely related to audio
interfaces and hand-held digital audio recorders, two product
categories that they compete with
as an alternative in the computer
recording arena.”
He noted that the mics’ simplicity makes them popular with
non-techies, adding, “While this
describes part of the market, we
also sell USB microphones to
very experienced professionals
working in broadcast news and
sports coverage. The ability to
easily work from a laptop in a
hotel room or ad hoc interview
location is what drives that appeal. In those cases, the choice is
likely between a USB mic and the
wide range of hand-held digital
audio recorders.”
The consensus among suppliers is that dealers would be
wise to recognize the increasing importance of this product
category and market USB mics
accordingly.
“As the product category matures, even advanced USB microphones with added features
are becoming more affordable,
offering the home recording
enthusiast more choices and
expanding the market,” said
Toby Nady, COO and president
of Nady Systems.
THE DEMO FACTOR
udio-Technica’s Boss said
he’s hard-pressed to think
of a retailer who shouldn’t carry
USB mics, based on their ease
of use and wide range of appli-
A
‘Familiarize
your sales staff
with the unique
problems
involved in
computer
recording and
how a good
USB microphone can
solve them.’
— Stephen Kohler
cations. “The product is super
simple to demo: Plug into a
computer and hit record,” he
said. “The demo speaks for itself.
Also, use the tools manufacturers
provide. We recently created an
online video that shows how to
interface our AT2020 USB with
an iPad. I think there are a few
of those iPad devices out there.”
As with any new technology, retailers need to educate
the customer. “In-store tutorials showing how quick and
easy it is to use these products
will help dealers achieve better
sell-through when used along
with hands-on demos that let
the customer experience USB
products,” Roop said. “Many
music stores have made their
living off of lessons and rentals.
Cross-sell these customers on a
recording tool that they can easily use as they develop their love
of the arts. Music teachers should
incorporate the technology into
their curriculum. It helps the
student to feel accomplished as
they learn while also documenting their progress.”
Jim Mona, national sales
manager/pro audio division
for MXL Microphones, recom-
mended that retailers consider
marketing USB mics as a way
to meet their customers’ needs
— “to make our work and social projects easier, and with the
quality that exceeds the currently
built-in features of our laptops
and personal computers.”
“Beyond hooking up a demo
unit to DAW software and showing potential users how easy USB
mics are to use, dealers must
identify a customer’s needs to
recommend the correct product,”
Menghi added. “Do they need a
portable solution like our Meteor Mic or Go Mic for quick
on-the-go laptop or iPad recording, or do they have a stationary
desktop studio setup that would
complement the C01U? Do they
need a USB mic that has audio
inputs like the G-Track? There
is nothing more frustrating for a
user than not having the correct
tool for the project at hand.”
As with many other product
categories, knowledge of computer-based recording is the key
to sell-through with USB mics.
“Familiarize your sales staff
with the unique problems involved in computer recording
and how a good USB microphone
can solve them,” Kohler said.
“Customers, especially novices,
are more willing to buy from
a salesperson who can answer
their questions confidently and
specifically. Shure’s free ‘Introduction To Home Recording And
Podcasting’ can help your sales
staff get up to speed quickly.”
And for music stores that
stock music making software
and other computer-based recording and broadcasting products, suppliers agreed USB mics
should always be mentioned as
a potential add-on sale.
“Dealers can achieve better
sell-through by effective product
promotional bundling with other
home recording equipment, such
JANUARY 2012 I MUSIC INC. I 51
{USBMICROPHONES}
b USB
MIC BREAKOUT
AUDIO-TECHNICA AT2020 USB
Based on the acclaimed AT2020 cardioid condenser microphone, this side-address studio condenser model is wellZ\P[LKMVYOVTLZ[\KPVYLJVYKPUNÄLSKYLJVYKPUNWVKJHZ[ing and voiceover use. It features a low-mass diaphragm,
J\Z[VTLUNPULLYLKMVYL_[LUKLKMYLX\LUJ`YLZWVUZLHUK
superior transient response. {audio-technica.com}
as software, interface equipment and controllers, as well as with ancillary products,
such as drum machines,” Nady said. “In
light of the current struggling economy, it is
also very important to offer the best value
with respect to features, performance and
affordable pricing.”
STAYING POWER
AUDIX USB12
The USB12 is a miniaturized USB condenser microphone
used for recording voice and acoustic instruments. Featuring a uniformly controlled cardioid polar pattern, it provides ideal isolation and control at the sound source.
The USB12 sits on top of a stable desktop base and can
be easily adjusted to any position. {audix.com}
CAD AUDIO U37 USB
A versatile vocal and instrument mic, the U37
USB can be used for creating podcasts over
the Internet, audio for video, and songs and
ZV\UK[YHJRZ0[ZZTVV[OL_[LUKLKMYLX\LUJ`
response makes it suitable for singing, speech
and acoustic instrument applications. The
side-address U37 USB has a large condenser
microphone element. {cadaudio.com}
BLUE MICROPHONES SNOWBALL
This professional USB mic boasts dual capsules and
three settings, making it useful for everything from
podcasting to music recording. Weighing 2.25 pounds,
the Snowball is a direct plug-and-play condenser mic.
With the iOS 4.3 update, Apple’s camera connection kit now lets the Snowball be used on an
iPad with any recording app. {bluemic.com}
MXL USB.009
The USB.009 offers plug-and-play recording with high-performance
sound quality (i.e., 24-bit, 96-kHz). This simple, all-in-one recording
solution features a large-diaphragm, 32-mm capsule — similar to
what’s found on high-end analog microphones. {mxlmics.com}
NADY USB-1C, -2S & -5H
In addition to Nady Systems’ best-selling USB-24M dynamic mic,
the company has released these three upgraded large-diaphragm
studio condenser models. The USB-1C is pictured. {nady.com}
SAMSON C01U
This classic USB studio condenser mic bridges the
gap between midlevel USB audio adapters and pro-line
products that require additional drivers, special soft^HYLHUKL_JLZZJHISPUN;OL*<PZ<:)JVTWH[PISL
with any Mac or PC, as well as most DAW software
programs. It comes with Cakewalk’s Sonar LE digital
audio workstation software. {samsontech.com}
SHURE PG27-USB
The PG27-USB is designed to deliver the natural
audio reproduction of the PG27, enhanced
^P[OKPNP[HSV\[W\[JVU[YVSHUKÅL_PIPSP[`;OL
side-address condenser microphone easily
plugs into a computer USB port for the convenience of digital recording. It has a 20 Hz–20
kHz frequency response. {shure.com}
52 I MUSIC INC. I JANUARY 2012
SB mics have proven their staying power,
and manufacturers continue to improve
on their design and function as computer
recording technology moves forward. The
Audio-Technica AT2020 USB, for example,
has been one of the best-selling USB mics
in the market.
“Its No. 1 feature has been its sound
quality,” Boss said. “That has driven great
reviews, awards, word-of-mouth and, ultimately, sales.”
The Snowball is Blue Microphones’
original USB mic. Released five years ago,
it continues to do well.
“We’ve sold hundreds of thousands of
them,” Maier said. “At the same time, the
new kid on the block, Yeti, has matched
Snowball’s sales rate from its first day. It
has really captured the customer’s imagination, and we get great feedback about all
the different ways they’re using it.”
In 2005, Samson released the C01U USB
studio condenser microphone, and it remains
the company’s best-selling USB mic.
“The C01U is USB-compatible with any
Mac or PC, as well as most DAW software
programs, including GarageBand,” Menghi
said. “It also comes with Cakewalk’s Sonar
LE digital audio workstation software. The
C01U is essential for any level of musician,
but its versatility can be applied to create
audio solutions for anyone who records audio, particularly podcasters, educators and
business professionals.”
Indeed, Full Compass Systems’ Peckham
noted that USB mics, which came on the
scene initially as large-diaphragm condensers
for podcasters and musicians, now include
podium gooseneck, tabletop and dynamic
models targeted toward language lab, conferencing and distance learning applications
in the corporate and educational markets.
Nady noted that while the company’s
USB-24M dynamic mic continues to be a
top-seller, upgraded large-diaphragm studio
U
{USBMICROPHONES}
condenser models with additional features,
such as Nady’s USB-1C, -5H and -2S series, are catching on in the studio recording markets.
The Audix USB12 is a popular model
that fits the expanding profile of USB microphone technology.
“It’s a small-diaphragm, gooseneckstyle mic aimed at desktop use,” said Cliff
Castle, Audix’s vice president of sales and
marketing. “It has a programmable on/off
switch and is very convenient for music
and speech applications.”
CAD Audio has contributed to the success of the USB market by offering high
audio performance at affordable price points
and responding to the market’s need for
innovation and value, according to Roop.
“Our side-address cardioid condenser
recording mic, the CAD U37, leads the
way in top-selling formats,” he said. “But
as consumers begin to appreciate the ease
with which audio can be incorporated into
meetings, presentations, gaming and telecommunications, the CAD U1 USB cardioid
dynamic mic, U2 USB stereo headphones
with cardioid condenser mic, U7 USB omnidirectional condenser tabletop recording
mic and compact U9 USB MicroMic are
growing in popularity, as well.”
MXL’s USB.009 is a 24-bit, 96-kHz mic
that meets the audio standards currently
being used in high-definition projects.
“The converter offers a wider dynamic
range and stunning audio quality,” Mona
said. “The .009 also offers a headphone input, which allows for near-zero latency.”
Zero latency has also proven to be a
major selling point for Shure’s PG27-USB.
It’s a side-address condenser with headphone monitoring that lets users adjust
the balance between the mic output and
the playback from their software, allowing musicians to sing or play along with
a previously recorded track.
“A precise input level control makes it
easy to optimize recording levels for different sources or distances, from a soft vocal
or a loud instrument,” Kohler said.
“In general, any USB computer peripheral
is extremely relevant in MI these days,”
Menghi said. “All products that facilitate
the ‘young creator’ will be most prevalent
in the years to come.” MI
JANUARY 2012 I MUSIC INC. I 53
THE NAMM SHOW 2012
THE NAMM SHOW 2012 I BY KATIE KAILUS
MAKING IT COUNT
AMM has challenged attendees at
this year’s show,
held Jan. 19–22 in
Anaheim, Calif., to
“make it count.” And the organization is returning the favor
by making a few tweaks to its
biannual convention.
NAMM has reworked the
show floor layout this year to
create better segmentation and
flow for showgoers.
“This change should bring
a new look to our show and
make it easier for the attendees
to navigate,” said Joe Lamond,
president and CEO of the trade
association.
For foodies attending the
convention, NAMM has worked
with In-N-Out Burger to produce
NAMM’s California Cookout,
located in Hall D.
“The new concession area
is for those die-hard Double
Double fans who can now stay
right on the show floor and still
enjoy this California favorite,”
Lamond said.
Added to the show last year
and continuing this year is the
collaboration between NAMM
and the TEC Foundation to coproduce the 27th annual TEC
Awards on Friday evening at the
Hilton Anaheim Hotel.
Systems Contractors Association, which will host a miniconference on “Best Practices
in Identifying, Selling and
Managing Systems Integration
Projects.”
Also, the first NAMM
University breakfast session
“Breakfast of Champions,”
held Thursday morning, features Lamond with a group of
industry “champions” spilling
their secrets for success.
“Our opening ‘Breakfast of
Champions’ could be the best one
we’ve had yet,” Lamond said.
“There are some big topics on
everyone’s minds, and we’ll be
hitting them head-on.”
Plus, Saturday morning’s
breakfast session will explore the
biggest Web marketing trends.
N
These awards recognize outstanding achievement in professional audio production and
product design. This year’s Les
Paul award, which honors musicians who have been innovators
in the creative application of
audio technology, will be given
to guitar hero Steve Vai.
“The TEC Awards really
demonstrate the convergence
happening between the MI, proaudio and live sound segments,”
Lamond said.
“[And it demonstrates] how HIGH EXPECTATIONS
these amazing products are used
hile the economy continto create some truly creative
ues to get back on track,
work in our society.”
NAMM has reported a surge
in exhibit sales and attendee
preregistration for this year’s
SUPER SESSIONS
he H.O.T. (Hands-On-Train- convention.
ing) Zone, which debuted
“While I believe our members
at last year’s show, supports are still experiencing some of the
professionals in the live audio, most challenging conditions in
house of worship, and stage and a lifetime, based on what we’re
lighting industries.
seeing here, it appears the overall
One new addition to the industry seems bullish in the year
H.O.T. Zone is The National ahead,” Lamond said. MI
W
T
JANUARY 2012 I MUSIC INC. I 55
SCHEDULE OF EVENTS
3 P.M.
Want More Customers?
Learn How to Drum
Up More Business
Moderated by Brad Smith
of the Percussion Marketing
*V\UJPSHWHULSVML_WLY[Z
gives snapshot overviews of
several programs that retailers
can take advantage of for free.
3:30 P.M. (Double Session)
Meet the Music Store Stars:
Marketing Secrets of a
Successful Retail Store
Jen Lowe interviews Paul
Decker and key people from
the Music Villa to get into the
nitty gritty of what, why, when
HUKOV^WYVÄ[PZHJ[\HSS`ILPUNNLULYH[LKMYVTZWLJPÄJ
marketing techniques.
The “Breakfast of Champions” session
Unless otherwise noted, the following events will be held in NAMM’s Idea
Center (booth 5501 in Hall B).
Sessions start every 30 minutes.
THURSDAY, JAN. 19
BREAKFAST SESSION
8 A.M.
Breakfast of Champions
Moderator: Joe Lamond,
NAMM President and CEO
Hilton Anaheim Hotel,
Pacific Ballrooms
Joe Lamond welcomes the
show’s attendees and sits
down with a group of industry
“champions” for up-closeand-personal discussions
about where they’ve been
and where they’re headed.
(Free breakfast served
8–8:30 a.m.)
10:30 A.M.
Making the Most of
Your Store’s Staff
Rand and Cindy Cook, The
Candyman Strings & Things
Join Rand and Cindy Cook of
The Candyman Strings & Things
and learn how to incorporate
job descriptions for the music
retailer to ensure tasks that
need to be accomplished are
assigned to staff members who
are sure to embrace and follow
through on their assignments.
56 I MUSIC INC. I JANUARY 2012
11 A.M.
NAMM Show Tips Revealed
Learn how to make the most
out of your NAMM show
L_WLYPLUJLHZ+VUV]HU
Bankhead shares some of his
NAMM tips that have helped
THRLOPZZ[VYL:WYPUNÄLSK
Music, a Top 100 Dealer.
11:30 A.M.
Creating Your Store’s Personality Through Your Employees
Peter Dods of Easy Music
Center demonstrates how
he hires and develops his
staff and store culture to attract and retain customers.
Noon (Double Session)
What Is My Store Worth?
A Quick & Easy Way to
Valuing Music Stores
Alan Friedman, Daniel Jobe,
V[OLYTLTILYZVM*7(ÄYT
Friedman, Kannenberg &
Co., along with several music store clients, discuss a
common-sense approach to
valuing your music store in
today’s market and discovering the things that add value.
1 P.M.
Giving Your Store a Facelift
on a Shoestring Budget
Lisa Kirkwood of Discount Mu-
ZPJVM1HJRZVU]PSSLL_WSHPUZOV^
to make store improvements on
HZOVLZ[YPUNI\KNL[HUKÄUK
items for your store by repurposing, reusing and recycling.
1:30 P.M.
Digital Marketing for
Tomorrow ... Today!
Join Bruce Treidel of Bethel
Music Center as he gives
L_HTWSLZVMOV^OL^HZ
able to use online tools to
enhance his business and
create new opportunities.
2 P.M.
Getting the iGeneration
to Work for You
Grant and Colleen Billings of
Billings Piano Gallery offer tips
for interviewing and successfully
coaching the iGeneration for the
ILULÄ[VM`V\YVYNHUPaH[PVU
2:30 P.M.
Is Your Website Leaving
Money on the Table?
Join consultant Michael Newman as he relates real-life
results with retailer Stan Werbin.
Werbin demonstrates how retailers can easily test their websites
MVYWYVISLTZHUKÄ_[OLT
4:30 P.M. (Double Session)
Can I Find You? Is Your Lesson
Program Invisible on the Web?
Music Inc. columnist Pete
.HTILYL_WSHPUZOV^[V\ZL
Facebook, YouTube, Twitter and
other social media outlets to
create new lesson sign-ups,
retain current students and
prominently position your store
on Google and the Web.
FRIDAY, JAN. 20
BREAKFAST SESSION
8 A.M.
Real-Time Marketing & PR:
How to Instantly Engage Your
Market, Connect With Customers and Create Products That
Grow Your Business Now
Moderator: David Meerman
Scott, author of “The New
Rules Of Marketing” and
“PR And Marketing Lessons
From The Grateful Dead”
Hilton Anaheim Hotel,
Pacific Ballrooms
Listen in as David Meerman
Scott reminds you what counts
today is speed and agility. While
your competitors scramble to
adjust, you can seize opportunities, open new channels and grow your brand.
(Free breakfast served
8–8:30 a.m.)
10:30 A.M.
You’re on Facebook
... Now What?
Piano retailers Greg and Grant
Billings discuss the most comTVU-HJLIVVRMH\_WHZHUK
how to get your business’ Facebook presence back on track.
11 A.M.
15 Ideas to Train Your Sales
Staff in 10 Minutes a Day
Bob Popyk of Bentley-Hall
lectures on taking a few minutes
each day to train your sales
staff on prospecting, closing, handling incoming calls,
greeting the customer, handling complaints and more.
11:30 A.M.
Planning for Profit —
Budgeting Essentials
Lori Supinie of Senseney
4\ZPJL_WSHPUZ^O``V\
should create a budget
and how to get started.
12:30 P.M.
The Power of Video to
Promote Your Store
John Pedersen of Pedersen’s
Band & Orchestra shares what
he’s done to build his business through creating YouTube videos and products.
Participants at the Idea Center
1 P.M.
Getting Things Done:
Organization
for Creative Types
Bankhead is back with tips
for getting business in order
and keeping it that way.
1:30 P.M.
Dare to Diversify Your
Marketing Programs
Jeff Mozingo of Mozingo Music
touches on questions, such
as, “Is your store appealing?”
“What’s the vibe and mood
of your store?” Hot-button
questions to ask your employees will be covered, as well.
2 P.M.
Drive Growth and Profits With
a Defined Company Culture
George Hines of George’s
4\ZPJNP]LZL_HTWSLZ[VI\PSK
HKLÄULKOPNOWLYMVYTHUJL
company culture that focuses on your customers
and employees to increase
NYV^[OHUKWYVÄ[HIPSP[`
2:30 P.M.
How to Effectively
Merchandise Your Store
to Gain Maximum Sales
Tracy Leenman of Musical
Innovations demonstrates
how to improve your SAF
(style, arts, fashion) quotient
to improve cross-selling and
add-on sales opportunities.
3 P.M.
Tune In to the Voice That
Counts: Insights on
Customer-Driven Innovation
Listen in as Buddy Roger’s
Music’s store managers share
their perspectives in a panel
discussion led by business
consultant Steve Schwandner.
JANUARY 2012 I MUSIC INC. I 57
ment and move that investment
from the storage area to the
cash register.
1:30 P.M.
Monetize Your Facebook Page
Arnold returns to discuss
how to start making money
with Facebook promotions
by effectively advertising your
products, sharing coupons and
creating your own group deals.
The “Best in Show” panel
3:30 P.M.
Surviving the Tough Times
Lauren Haas Amanfoh of
Royalton Music Center discusses several factors she
attributes to her store’s recent
success. These include proven
methods to bring more stability to the industry and, ultimately, music to more lives.
4 P.M.
Turn Your Rental Customers
Into Your Best Customers
Liz Reisman of Creative
Music Center speaks on the
basic tools retailers need
to turn a good customer
into a customer for life.
4:30 P.M.
How Catching Trends From
the Bottom Up Will Improve
Your Bottom Line
Menzie Pittman of Contemporary Music Center shares
his strategies for successfully improving his bottom
SPULI`ZPTWS`L_[YHJ[PUN
information from his customers, students and children.
5 P.M.
Create Add-On Sales
for Your Lesson
Program With Print Music
Gamber returns, this time
with Hal Leonard’s Dave
Cywinski, for a look at why
retailers won’t want to miss
out on the power of print.
58 I MUSIC INC. I JANUARY 2012
7 P.M.
The 27th Annual TEC Awards
Hilton Anaheim Hotel,
Pacific Ballrooms
The annual awards will be
handed out to winners in seven
categories of creative achievement in sound production.
SATURDAY, JAN. 21
BREAKFAST SESSION
8 A.M.
The Top 10 Web Marketing
Trends for 2012
Moderator: John Arnold, Columnist at Entrepreneur.com
Hilton Anaheim Hotel,
Pacific Ballrooms
Learn the best ways to spend
your time and money and how
to use such tools as social
media, search marketing,
mobile devices and marketing locally on the Internet
— and how to avoid areas
where you won’t get results.
(Free breakfast served
8–8:30 a.m.)
10:30 A.M.
How to Ignite Your Business
in Five Minutes or Less!
Danny Rocks of The Company
Rocks and Scott Robertson
of NAMM, along with a panel
VMYL[HPSLYZL_WSHPUOV^[V
pick only the best promotional
opportunities and then “promote the heck out of them.”
Participants will take a full
page of ideas home to ignite a
ÄYL[VNL[[OLPYZ[HMMTV]PUN
11 A.M.
How to Handle Objections
in Five Words or Less
Popyk is back to reveal how
to answer objections from
customers in just a few words.
11:30 A.M.
Call Your Store and Change
These Four Things Now
Raegan Medeiros of John
Michael’s Music and Sound
discusses how she made
changes that made it easier for
J\Z[VTLYZ[VÄUK^OH[[OL`
were looking for and generated
more money for her store by
offering three levels of service plans rather than giving
away the service for free.
Noon (Double Session)
How to Get an “A”
From the MI Spy
Dan Ferrisi, editor of The Music
& Sound Retailer, hosts a
panel discussion with music
retailers whose stores satisÄLK[OL¸ZW`»Z¹JYP[LYPH;OL
panel shows how your own
dealership can not only get
the “spy’s” seal of approval
but also gain a reputation for
meeting customers’ needs
and servicing them well.
1 P.M.
Inventory: How to Manage
Your Biggest Investment
-YPLKTHUYL[\YUZ[VL_WSHPU[OL
time-tested secrets of how to
buy, sell and manage your busiULZZ»SHYNLZ[ÄUHUJPHSPU]LZ[-
2 P.M.
Marketing Locally
on the Internet
Arnold teaches how to use
online marketing to reach prospects and customers in a specific geographic area. Participants
can get tips on how to advertise
their businesses on thousands
of local websites, maps, search
pages, blogs, social media
sites and mobile devices.
2:30 P.M. (Special
Double Session)
Financial Questions Every
Music Retailer’s Afraid to Ask
Friedman and Jobe return and
are joined by Shaun Conrad to
[HJRSLHU`ÄUHUJPHSX\LZ[PVUZ
from the audience in a fun, rapPKÄYLHUKPU[LYHJ[P]LMHZOPVU
3:30 P.M.
Revving Up Revenue —
Strategizing With Your Staff
Jobe gives participants a
strategy for engaging team
members and helping retailers
ÄUKHKKP[PVUHSPUJVTL^P[OPU
their current lesson, repair,
rental and sales activities.
4 P.M.
The Changing Face of
Mobile Marketing: What
Retailers Need to Know Now
Angelo Biasi of InTunePartULYZJVTL_WSHPUZOV^[V
tackle the ever-changing
scene of mobile marketing.
4:30 P.M. (Double Session)
How to Implement Your
Social Media Strategy
9VJRZL_WSHPUZZWLJPÄJZ[YH[Lgies and creates an action plan
for implementing or improving social media strategies.
SUNDAY, JAN. 22
BREAKFAST SESSION
8 A.M.
Best in Show — This
Year’s Hottest Products
Moderator: Frank Alkyer,
Music Inc. Publisher
Hilton Anaheim Hotel,
Pacific Ballrooms
Music Inc. Publisher Frank
Alkyer hosts a panel of retailers and buyers who scoured
[OLZOV^ÅVVYHUKJHTL\W
with the best products, ideas
and trends. (Free breakfast served 8–8:30 a.m.)
10:30 A.M.
Create Your Own Woodstock
— In Your Store
7L[L.HTILYL_WSHPUZOV^
to integrate your print music
program, social media and
store’s heart and soul to thrive.
Learn how to create your
own Woodstock and make a
OVTLMVY[OLUL_[NLULYH[PVU
of music lesson competition.
11 A.M.
Meet the Press: How to
Prepare for Your Interview
NAMM’s Scott Robertson and
1 P.M. (Double Session)
The Music Instinct: Science
and Song (Part 1)
Come follow researcher
Daniel Levitin and musician Bobby McFerrin to the
crossroads of science and
culture in search of answers
to music’s deep mysteries.
Jo-Ann Geffen discuss how to
speak to the press when promoting an event, discussing music education or talking about
what’s new at your store. Learn
simple tips and strategies to
turn your words into news and
get great coverage, which is the
same as getting free advertising in print, online or on the air.
Noon (Double Session)
Creating New Customers and
Musicians With Ukulele Circles
This session gives dealers all the
information they need to create
a successful uke circle at little
or no cost. The panel includes
dealers who have had successM\S\RLJPYJSLZHUKL_WLYPLUJLK
ukulele circle leader Jim D’Ville.
2 P.M. (Double Session)
2012 Best Tools for
Schools Awards
Symphony Publishing editors and guests host the
announcement of winning
products in the annual Best
Tools for Schools Awards.
3 P.M. (Double Session)
The Music Instinct: Science
and Song (Part 2)
Levitin and McFerrin continue their journey into the
connection between music and the human brain.
JANUARY 2012 I MUSIC INC. I 59
WHAT toSEE
3rd Hand Percussion ....................2367
Alto Professional.................6310, 6400
ArchWave AG ...............................1062
3RD POWER Amplification...........2984
Altus Flutes ...................................3220
Aristides Instruments BV ..............4768
65Amps ........................................3390
Alvarez Guitars .............................4000
Armadillo Enterprises ...................5467
A & S Case Company, Inc. ...........6288
AMA Verlag ...................................2830
Aroma Music Co.. .........................1243
A+D Gitarrentechnologie GmbH ..1359
Amati USA Inc ..............................4610
Art Strings Publishing, LLC ..........4618
A-Designs .....................................6280
Amedia Cymbals USA ..................2865
Art Vista Productions ....................6427
Abbatron LLC ...............................2493
American Audio ............................6330
Artist Growth ....................................E9
Access Music Electronics ............6100
American DJ Supply .....................5774
ArtistWorks, Inc. .............................E15
Ace Musical Instruments Co., .....4596
American Express Open ...............4706
Arturia ...........................................6314
PianoDisc will introduce its
new iQ Flash front-end, a
TVKLYUÅL_PISL47WSH`LY
Z`Z[LTZWLJPÄJHSS`KLZPNULK
for use with PianoDisc’s iQ
player piano technology.
Features include 1,024 levels
VMK`UHTPJL_WYLZZPVUWSH`back per note, built-in SD
card and USB slots, wireless
connection, and one-touch
record and playback options. {pianodisc.com}
Ace Products ................................5977
American Music & Sound, LLC ....6464
Ashdown Design & Marketing ......4342
acouStaCorp ................................6899
American Recorder Tech. .............1780
Acoustic & Digital Piano Buyer .......807
American String Teachers Assoc..2004
ASTEROPE
Acoustic Guitar Magazine ............5135
American Way Marketing LLC ......4301
Booth 2593
Acoustic Woods Ltd. ....................1013
Ameritage Carrying Cases............1719
ASTEROPE.COM
Acoustica Inc. ...............................6428
Amigo Company...........................1230
Acoutin Custom............................2965
Amis Co., Ltd................................1430
Aubert Lutherie .............................3007
ADAM Audio USA.........................7111
Ampeg ....................................... 209AB
Audio Media .................................5761
Adam Hall GmbH .........................1014
Amphenol .....................................6991
Audio Plus Services......................6998
Adamas Guitars ............................5720
Amptweaker, LLC .........................1281
Audio-Technica U.S.. ....................6740
Adams Musical ...................2648, 4515
AMV Sales & Consultation LLC ....2692
Audio2000’S .................................6390
Alfred Befriends
Mario
Advanced Plating, Inc ..................1209
Anadolu Muzik Alt. San ve Tic ......3464
Audionova Inc...............................4143
AEA ...............................................7106
Analog Devices ............................7801
Audiostar Electronics Co., Ltd......1853
AER Audio Electric Research .......4242
Analysis Plus ................................3583
AERIAL7 .......................................7007
AnaMod LLC ................................6254
AUDIX
Agile Partners ............................ E7, E8
Ancient Tree Drums ......................2467
Booth 6976
Aguilar Amplification.....................5956
Anderson Group International ......1303
AUDIXUSA.COM
Ahead Armor Cases .....................3564
Andreas Eastman .........................4001
AHEAD Drumsticks ......................3564
Angel Musical Instrument. ............2701
Auralex Acoustics. ........................6798
AIAIAI ApS ....................................2783
Angels Musical Instruments. ........4015
Aurora .................................1716, 4396
AIM Gifts.......................................4223
Anthem Musical Instruments. .......3604
Automated Processes. .................6411
AirTurn, Inc. ..................................1101
Antigua Fabrica de guitarras ........4853
AV-Leader Corporation .................1865
Aiweidy Lighting USA Inc .............5798
Antigua Winds. .............................4310
Avalon Design...............................6955
Akai Professional ................6310, 6400
Antonio Hermosa..........................5476
Avedis Zildjian Co. ..............2940, 3050
AKG Acoustics GmbH ..................7800
Anvil Cases. ..................................4849
Avian Guitars ................................2483
Albert Augustine, Ltd. ...................1109
AP International ............................4860
Avid.................................. 6700, C4869
Alesis ..................................6310, 6400
Aphex, LLC ...................................6796
Aviom, Inc. ....................................6720
ALFRED
API
Axis Percussion ............................3478
Booth 4818
Booth 6411
AXL Guitars ..................................5476
ALFRED.COM
PROROCKGEAR.COM
AXL Musical Instruments..............5476
The Flash
Alfred will highlight its Super
Mario series,
which features 34
arrangements of
the most instantly
recognizable
melodies beloved
by generations of gamers
around the globe. From Koji
Kondo’s iconic Super Mario
Bros. Ground Background
Music to the New Super
Mario Bros. Wii themes, the
pieces in the series represent two and a half decades
of Nintendo video game
favorites. {alfred.com}
Avlex Corporation .........................6810
Azumi Flutes .................................3220
Get a Grip
PickTac is an easy no-mess
solution for gripping any
guitar pick. Place PickTac
on the preferred location
of your pick to create an
enhanced grip. As your hand
heats, PickTac will mold to
`V\YÄUNLYMVYHJ\Z[VTPaLK
grip that allows for easy
repositioning when needed.
{steveclayton.com}
60 I MUSIC INC. I JANUARY 2012
ALGAM .........................................6440
Allegro Acceptance ........................817
APOGEE
ELECTRONICS
B&C Speakers ........................... B5955
B&S GmbH ...................................4307
Allen & Heath, LTD........................6464
Booth 6500
B-52 Professional .........................5952
Alleva-Coppolo Basses/Guitars ...1558
APOGEEDIGITAL.COM
B-Band, Inc. .................................3385
ALLPARTS
Appletree Design Inc. ...................1025
Backun Musical Services, Ltd. .....2814
Booth 5882
Applied Acoustics Systems..........6724
Bad Cat Amplifier Co....................2983
ALLPARTS.COM
Applied Microphone Tech.............3108
BAE...............................................1769
Applied Research and Tech..........6555
Baldwin Piano.................................509
Alpine Hearing Protection.............6464
AQUARIAN ...................................3544
Bam L’Original ..............................3001
Altamira Musical Instrument. ........1319
Aram Music Mfg. ..........................1531
BARI Woodwind Supplies. ...........3515
b3 Guitars By Gene Baker............2582
Bartolini Pickups & Electronics.....5872
Borsini Accordions .......................3555
Carr Amplifiers ..............................3583
Bass Player...................................5761
Bösendorfer ............................. 100 MA
Carver Holdings Group Limited ....1658
Bazhou Basix Musical Inst. ..........4458
Bosphorus Cymbals .....................2971
Carvin Corp ..................................4490
BBS Prosound Limited .................1837
BOSS U.S. ....................................7400
Cascade Microphones .................1864
Beamz Interactive. ........................6007
Boucher Guitars ...........................4242
Casini Music Instrument, Inc. .......2605
Bedell Guitar Company ................1800
Boulder Creek Guitars ..................3590
Beechler Mouthpieces..................4410
Bourgeois Guitars .........................1509
CASIO AMERICA
Beijing 797 Audio Co.. ..................6246
Bourns Pro Audio .........................5696
Booth 5900
Beijing Cedars Sales Center.........2521
Brady Drum Company..................3379
CASIO.COM
Beijing Deyong Musical Inst .........2601
Breedlove Guitar Company ..........1802
Beijing FUYUN Int’l Industrial .......2800
Breezy Ridge Instruments, Ltd. ....6230
Catalinbread .................................1366
Beijing Hsinghai Piano....................614
Bricasti Design Ltd. ......................6898
CAVS USA Inc. .............................1566
Beijing Huadong Musical..............2903
Bridgecraft USA, Inc.....................1680
Beijing J&N Pearl Shell .................1313
Brown’s Guitar Factory .................3383
Beijing Yiyuan Musical Inst. ..........3524
Belcat Co. Ltd. .............................3482
Benchmark Media Systems .........6829
BRUBAKER GUITARS
Booth 4860
BRUBAKERGUITARS.COM
Berndt Woods ..............................3447
BES Audio LLC.............................1644
Bespeco Professional s.r.l. ...........1264
Best Brass Corporation ................3204
Bestron Industries Inc. .................2279
beyerdynamic ...............................6464
BG Franck Bichon ........................3610
Brunetti Tube Amplification ..........2594
BSS Audio ....................................7800
Budda Amplification .....................5757
Buddy Blaze Fine Stringed Inst ....2395
Buffet Crampon USA. ...................4300
Burger&Jacobi ................................621
Burriss Amps & Effects Pedals .....5899
Business Resources and Info .........160
BGE Financial Corporation ...........3112
BI Technologies ............................1565
BIAS .............................................6424
Big Bang Distribution ...................3564
Big City Music ..............................6735
Big Dipper Laser Science and Tech. .5499
CEDIST.COM
Cecilio Musical Instruments .........3212
BW&R, Inc. ...................................1450
C and C Drum Company ..............2360
C.B.I . Professional Wiring ............4268
C.F. Martin & Co. Inc. ...................5454
C.S.G. Guitars LLC .......................2883
Big Fish Audio ..............................6514
{loscabosdrumsticks.com}
Century Strings Inc. ......................2713
CH & DH LTD ................................2706
Chairman Instruments Factory .....3109
Chandler Limited ..........................6254
Three’s Company
Chesbro Music Co........................4430
Carol Brass will display its
Phaeton FX-1100 trumpet. It
features a number of innovations, including three sets
of interchangeable bracing machined from bronze,
stainless steel and annealed
brass. Players have the easy
VW[PVUMVYÄUL[\UPUN[OLPY
instruments to suit their
tastes and performing requirements. MSRP: $2,685.
Chevalets Despiau........................3104
{phaetontrumpet.com}
Charites Strings ............................2707
Charles Dumont & Son, Inc. .........4418
CharterOak ...................................6799
Charvel Guitars .............................5720
Chauvet ..............................5477, 5581
Cherry Lane Music .......................4618
Cherry Music ................................2700
Cherub Technology Co., LTD .......2920
CAD AUDIO
Chiayo Electronics Co., Ltd ..........5928
Bigsby ..........................................3540
Booth 6632
China Beijing Lanyao Huihao. ......1574
CADAUDIO.COM
China Suzhou Mingxing Violin Bow. .2901
CHK Electronics ...........................4196
Black Diamond Strings, LLC ........3513
Black Tusq XL ...............................5920
Cadac .......................................... 210C
Chonwoo Corp .............................4136
Blackbird Guitars ..........................1706
Cakewalk ......................................7400
Chord Dice Company ...................1003
Blackstar Amplification.................6440
Cal-Fab .........................................2495
Chosen Fat Co., Ltd. ....................2859
Blast Cult ......................................1113
Calato Mfg ....................................3441
Chris Campbell Custom Guitars...5894
Blue Book Online..........................4700
California State PTA .....................2004
Christi Green Studios ...................1001
Blue Microphones ........................6824
Calzone Case Company...............4849
CIEC Overseas Exhibit...1118, 1319, 1370
BMS Speakers GmbH ..................1681
Canare Corp. of America ..............2372
Cipex International .......................6990
Bob Moog Foundation .................4910
Cannonball Musical Instruments ..4426
Civilized World Inc ........................5894
Bogner Amplification ....................5821
CANOPUS Co., Ltd ......................2964
ClarSax Popa S.L. ........................2427
Bohemia Piano America Inc. ..........508
Carlsbro ........................................6756
CAROLBRASS
CLASSIC MUSICAL
INSTRUMENTS
Bootleg Guitars ............................2497
Booth 3209
Booth 1348
Borealis.........................................1716
CAROLBRASS.COM
HOFNER.COM
Bois Et Lutherie-G. Carballido......2568
BooHeung Precision Machinery ...3295
Los Cabos Drumsticks will
highlight its Red Hickory 5A
and 5B nylon tip drumsticks. Los Cabos DrumZ[PJRZ^HZ[OLÄYZ[Z[PJR
manufacturer to introduce
a complete line of sticks
made from the heartwood
of a hickory plant. The
resulting red hickory stick
line lets the company use a
greater portion of the wood
from each tree harvested.
Central Music Co..........................6012
Big Island Ukulele Co. ..................1318
BKE ..............................................6909
Red Alert
Celestion ......................................4676
Benchworld ....................................415
Berklee Press ...............................4615
CE DISTRIBUTION
Booth 4893
Beijing Yishengyuan .....................2711
WHAT toSEE
Jam Time
RapcoHorizon will show its
P1(4UIV_;OLP1(4
is a smartphone instrument interface gateway
that taps into the world of
HTWSPÄLYZYLJVYKPUNHUK
instructional apps. The
stand-alone practice amp
clips on your guitar strap
and can work with any MP3
player. Durable aluminum
L_[Y\ZPVUIV_LZ^P[O ]VS[
battery provide robust
performance and long play.
{rapcohorizon.com}
JANUARY 2012 I MUSIC INC. I 61
WHAT toSEE
Anniversary Mics
CAD Audio has
commemorated the 10th
anniversary of
its GXL series
with the release
of Black Pearl
mics, which
feature a black
pearl chrome
ÄUPZOHUKHWWS`
to a range of
studio and live
sound reinforcement environments. The
GXL1200BP’s
transformer-free
design reduces distortion
and optimizes low-end
response, while the GXL2200BP features a 1-inch
gold vapor-deposited diaphragm. The high-sensitivity,
low-distortion GXL3000BP
features a 1-inch gold
vapor-deposited multipattern and dual-diaphragm
JHWZ\SLMVYTH_PT\T
versatility. MSRP: $79.99–
$249. {cadaudio.com}
PNOmation
Domination
QRS will display
its PNOmation
II, a player piano
system. It offers
backward and
forward compatibility, as well as
UVIV_LZ89:
has also taken
the product
a step further
by making the
system fully
wireless. {qrsmusic.com}
Studio MiCs
Apogee will release the
MiC, a compact, studioquality USB microphone
available for iPad, iPhone
and Mac. About the size
of an iPhone, MiC features
Apogee’s legendary audio
conversion, making it easy
to capture your best take
with high quality, anywhere
your music takes you.
{apogeedigital.com}
62 I MUSIC INC. I JANUARY 2012
Classical Strings Inc. ....................3227
daCarbo AG..................................2911
Drake Mouthpieces LLC...............3208
Claude Lakey Mouthpieces ..........3210
Dae Hung International Co., Ltd...1765
Dramastic Audio Corp. .................6279
Cleartone Strings..........................4750
Dangerous Music Inc....................6916
Drum Workshop, Inc.................... 303D
CLIFF INC .....................................5785
DANSR inc..........................3101, 3112
DRUM! ..........................................3541
Coalition for Music Edu. In Canada ... 2004
Dark Matter Audio ........................1443
DrumCraft .....................................2654
CodaBow International, Ltd .........3505
DAS Audio ....................................7101
DrumDial Drum Tuners .................3564
Coffin Case ...................................4130
Dave Smith Instruments ...............5400
DrumTone.com .............................2342
Coleman Audio LLC .....................6897
David Gage String Instruments ....3505
Duesenberg USA ..........................3491
Collings Guitars ............................1724
dbx Professional ...........................7800
Duncan Pickups ...........................5561
Community Prof. Loudspeakers...6940
DBZ Guitars ..................................3290
Dunlop Manufacturing, Inc. ..........4568
Comply .........................................2574
DC Voltage ...................................5935
Dunnett Classic Drums.................3066
Concepta KVB AG ........................4326
Ddrum...........................................5466
Dusty Strings Co. .........................1708
Concord International. ..................3221
Dean Guitars.................................5466
DV Mark ........................................3190
Conn-Selmer.............2654, 4224, 4600
Dean Markley Electronics, LLC ....5710
Dynamicx Drums USA ..................2435
Connolly Music Company ..3500, 6862
Dean Markley Strings ...................5710
Dynatone Corp. ..............................825
ConventionTV@NAMM .................4700
DEELEEBOB Music Products ......3496
Dynaudio Acoustics......................5932
Coopercopia LLC .........................1608
Deering Banjo Company ..............1513
E and E Exports Inc. .....................6200
Copperlan .......................................E13
Defender Cable Crossovers .........1014
E. & O. Mari, Inc. ..........................5729
Cora & Peter Kuo, Inc...................3365
DEG Music Products, Inc .............4218
Ear Filters......................................3532
Cordoba Guitars ...........................5300
Delano Pickup Systems ...............2986
EarthQuaker Devices LLC ............2596
Cordoba Music Group ..................5300
Delfy Music Inc. ............................2513
Earthworks, Inc.............................6290
Corporate Printing Inc. .................1205
Demeter Amplification ..................4388
East International Exhibition..1436, 1842
Cort USA ......................................4458
Denis Wick Products, Ltd .............3112
Eastman Guitars and Mandolins ..5110
Countryman Associates, Inc. .......6691
Denon DJ......................................0010
Eastman Strings, Inc. .........4001, 5110
Der Jung Enterprise Co., Ltd ........1354
EBS Sweden AB ...........................5391
CRAFTER USA
DH Electronics Co., Ltd. ...............1759
Eccentric Systems........................2365
Booth 1312
DHP ..............................................2496
Eden Electronics...........................5244
CRAFTERUSA.COM
Diamond Amplification .................3290
Efkay USA Music Ltd....................2454
Diamond Pedals ...........................3492
Egnater Amplification ...................5952
Craviotto Drum Company ............3065
Diezel ............................................4784
Eko Music Group SPA ..................4794
Crescent Group International. ......2478
Diffusion Audio Inc. ......................2694
Elation Lighting .............................5767
Crest Audio...................................5740
DiGiCo UK Limited .......................6242
Eleca International Inc. .................1648
Crossrock Case Company ...........1236
Digitech ....................................... 211B
Electro-Harmonix .........................5396
Crown International ......................7800
DiMarzio Inc..................................5830
Electro-Voice ................................6569
Crush Drums & Percussion Inc ....2664
Dino Baffetti di Baffetti G.&C. .......4819
Electronic Musician ......................5761
CruzTOOLS, Inc. ..........................4166
Direct Sound Headphones LLC ...1631
Electronic Resources Ltd. ............1010
Crystal Frets .................................1643
Dixon Drums & Hardware .............4000
Electroswitch ................................5973
CTS Corporation ..........................1862
DJ Tech Professional ..........6510, 6714
Elettronica Montarbo SRL ............4794
DJ Times ......................................4700
Elite Core Audio............................1742
Dogal di Cella & C. SNC ...............4819
Eliton, LLC ....................................2712
Doremi USA, Inc. ............................720
Elixir Strings..................................4272
Dörfler Bogen ...............................2930
elysia Gmbh..................................6324
Dorfman-Pacific Co., Inc ..............1380
Em’s 4 Kids LLC ...........................1364
DownBeat Magazine ....................4319
EMC Electronic Music Comp ............6108
CYBERSTEP
Booth 1059
CYBERSTEP.COM
Cympad ........................................2464
EMD Music Inc .............................3282
D Allen Pickups ............................2996
D&H Guitars..................................2374
D’Addario & Company, Inc. ..........4834
DREAM CYMBALS
AND GONGS
eMedia Music Corporation ...........6504
Emery & Webb Inc ........................1301
D’Addario Canada ........................4852
Booth 3279
EMG, Inc.......................................4778
D’Andrea Inc. ................................4768
DREAMCYMBALS.COM
Eminence Speaker LLC ................4334
Emotiva Professional ....................1761
D-TAR ...........................................5561
D. Guardala ..................................2830
DPA Microphones, Inc. .................6996
Emperor Band Instruments ..........4458
D.B. Musical Instrument Co., Ltd. 2890
DR Handmade Strings..................4184
EmpirePro .....................................6620
WHAT toSEE
Empirical Labs Inc ........................6324
FITNESS AUDIO
George L’s ....................................5820
Empress Effects ...........................2882
Booth 1825
German American Trading Co. .......508
FITAUD.COM
Get’m Get’m Wear........................4194
ENGL MARKETING
Getzen Company, Inc. ..................4412
Booth 5824
Flaxwood USA, Inc. ......................2682
ghost ............................................5920
ENGL-AMPS.COM
Flea Market Music, Inc. ................1715
GHS Strings..................................4684
Floyd Rose Marketing ..................4860
Giannini S/A..................................1400
Eno Music Co., Ltd. ......................1730
Focusrite.......................................6464
Gibraltar Hardware .......................5720
Enping Jes Audio Co., Ltd............1848
Fodera Guitar Partners LLC .........5286
Gibson Guitar ............................ 303AB
Peace Musical will display
its JPE hybrid drum set.
JPE, which stands for Jazz,
Practice and Electronic, is
a unique multifunctional
set. It’s built with real drum
shells, hardware and real
drumheads. The product is
designed to let drummers
effortlessly interchange
the set between traditional
acoustic drums, practice
drums and electronic kits
without changing drumheads. {peace-drums.com}
Enping Oksn Electronics Tech. .....1848
Forest Plywood Sales ...................1340
Giffin Guitars USA ..............2582, 2583
Enping Sange Electronic Co.........1826
Forestone Japan Ltd. ...................3010
Enping Yike Electronic Co.. ..........1826
Fostex ...........................................6464
Enrique Keller, S.A. .......................3313
Four Force, LLC............................1254
Booth 2692
Epifani Custom Sound Systems...4499
FRAMUS.......................................4576
STRUTTGUITARHOLDER.COM
Epilog Laser..................................1331
Francisco Domingo ......................5476
Epiphone ................................... 303AB
Francisco Esteve Guitars .............1600
Gig-FX, Inc. ..................................4180
Equipson SA .................................6274
Frank Audio Co., Ltd ....................1370
Gioco Corporation ........................2878
Freedom Custom Guitar ...............1465
Gjika Amplification..............2582, 2583
Fröjel Strings AB...........................2913
GLIC Displays INC........................5576
Fuchs Audio Technology ..............5398
Gliga Violins, USA.........................3424
Fujigen Inc. ...................................3090
Global Acoustic Technologies, Inc.1782
Essential Sound Products, Inc. ....5725
Funko LLC ....................................1571
Global Wood Source ....................5943
Double Time
Furman .........................................6868
GMP Guitars .................................1448
Fuselli Manifatture ........................5861
GMS Drum Co. .............................2564
Fusion Musical Instruments Man..1436
GNI Music.....................................1220
Fusion Products Company ...........4897
Godin Guitars .............................. 211A
Future Sonics ...............................6626
Gold Jackson Enterprises ............3499
Fzone Technology Co., Ltd...........1436
Gold Tone, Inc. ...................1407, 1504
G & B Pickup ................................1371
Golden West Technology..............1455
G7th Ltd .......................................1225
Goldfish Guitars............................4396
Gaai Drums & Co..........................2958
Gon Bops Inc ...............................3264
Galaxy Audio Inc. .........................6200
gPad Music ..................................1461
Galileo Music ..................................509
Grand Illusion Piano Shells...........4810
Galli Musical Strings SRL .............2808
Graph Tech Guitar Labs ...............5920
Gallien Technology .......................4284
Great River Electronics .................7004
GAMA-Teaching Guitar Workshops..2004
Greatmind Saxophone .................2620
Garritan.........................................6820
Gretsch Co. ..................................3540
Faber Piano Adventures ...............4618
Gatchell Violins Company, Inc ......3331
Gretsch Drums .............................5720
FaitalPRO .....................................6790
Gator Cases, Inc.................4804, 4900
Gretsch Guitars ..............................300
Fano Guitars .......................2582, 2583
GE Capital ......................................150
GretschGear.com .........................3540
Farmer Musical Instruments .........2665
GE Capital, Commercial Dist. Finance...409
Grip Studios .................................3082
Fazioli Pianoforti SRL .....................609
Gem Sound ..................................5947
GRK Manufacturing ........................809
FBT Elettronica SPA .....................6840
Gemeinhardt Musical Inst.............3312
Grosh Guitars, Inc. .......................4877
Peace, Man
Recording King
will debut its two
new Adirondack
12-fret 0 models
with either solid
African mahogany or solid East
Indian rosewood
back and sides.
The new RP series guitars
feature an ebony fretboard
and pyramid bridge and
HYLÄUPZOLKPUH[OPUJVH[
of nitrocellulose lacquer
for resonance. The guitars
also boast a classic slotted headstock, adding an
element of vintage style.
{recordingking.com}
Clear Sound
Inspired by the
original Vintage
Emperor drumhead,
Remo will debut
its Clear Vintage
Emperor drumhead.
The Clear Vintage Emperor
is constructed with two
MYLLÅVH[PUNWSPLZVMTT
JSLHY4`SHYÄST;OPZJYLH[LZ
warm, transparent midrange
tones with enhanced attack
and durability. The heads
are available in 8-, 10-,
12-, 13-, 14-, 15-, 16- and
18-inch sizes. {remo.com}
64 I MUSIC INC. I JANUARY 2012
Ernie Ball, Inc................................5440
ESI Audiotechnik GmbH...............6832
eskuche’ Inc. ................................2787
Esoterik Guitars ............................1355
Eterhi, Inc. ....................................1477
Eternal Musical Instrument Corp ..2820
ETI Sound Systems, Inc. ..............5952
Evans Drumheads ........................4834
Eventide........................................5791
EverTune .......................................4227
Evets Corporation.........................4790
EVH Gear ........................................300
EWS ..............................................5250
Exotic Woods Co. Inc. ..................5927
Extreme Isolation Headphones ....1631
EZ Dupe........................................6951
EZ Guitar Trainer...........................1204
F Bass ..........................................1559
FBT USA, Inc. ...............................6840
Fender Accessories ............5420, 5420
GIG GEAR
Grover Musical Products ..............4808
GEMINI
Grund Audio Design .....................6337
Fender Custom Shop .....................300
Booth 5700
Grundorf Corporation ...................6337
Fender Musical Inst. Corp ......300, 304
GCI-TECHNOLOGIES.COM
Gruv Gear .....................................2173
Fernandes Guitars ........................5690
GSM- Multimedia GmbH ..............1019
Fernando Pullum Community.......2004
Gen-16 .........................................3050
Guang Zhou Yongyu Electronic ....1848
Ferree’s Tools, Inc.........................4233
Genelec ........................................6220
Guangzhou Baiyun Ican ...............1827
Fibenare Guitars Co. ....................4295
Genz-Benz Amplification ..............5720
Guangzhou Desam Audio ............3581
Fishman ....................4158, 4162, 4258
Geo Woo Musical Instrument .......2487
Guangzhou Desheng Lighting. .....5598
WHAT toSEE
Sinister Ax
Schecter Guitars will
unveil the Synyster
Gates Custom-S
guitar. This model
will be available
with the Sustainiac!
pickup system, which
resides in place
of the neck humbucker and provides
controlled feedback sustain at all levels.
The guitar also includes a
mahogany Avenger body
with a set-in 25.5-inch scale
mahogany neck, 24-fret
YVZL^VVKÄUNLYIVHYK-SV`K
Rose 1000 locking tremolo
system and Seymour Duncan Custom Syn Invader
humbucker. MSRP: $1,649.
{schecterguitars.com}
Dynamic Versatility
,=^PSSL_WHUKP[ZSPULVMK`namic microphones with the
RE320. This mic contains
a high-output neodymium
THNUL[MVYTVYLLMÄJPLU[
transient reponse and highfrequency detail. The mic’s
“dual personalty” switch engages two separate performance curves depending on
user preference. The RE320
also features Variable-D
capsules for natural tone, a
uniform frequency response
\W[VKLNYLZZVMMH_PZ
and humbucking coil guards
for an ultra-quiet signal
path. {electrovoice.com}
Jensen’s Jet-setter
Jensen will
show the
Jet series
among its
selection
of musical
speakers.
Following the
success of the 12-inch
Electric Lightning speaker,
the warm, bold 10-inch
Electric Lightning speaker
offers shimmering highs for
heavy playing styles. It also
boasts an overdrive distortion for loud rock applications. {jensentone.com}
66 I MUSIC INC. I JANUARY 2012
Guangzhou Harmonic Electronic.... 1674
Hanson Clarinet Company ...........2613
Howard Core Company................2910
Guangzhou Huiyou Cases ............1370
Hanson Guitars.............................5496
Hudson Music ..............................4618
Hughes & Kettner .........................6555
Guangzhou Jisheng Musical ........2513
Guangzhou Kapok Guitar .............1524
HARMAN
Humes & Berg Mfg. Co., Inc.........4400
Guangzhou Luyi Case & Bag .......1370
Booth 7800
Huss & Dalton Musical Instr .........1408
Guangzhou OHM Audio ...............1826
HARMAN.COM
I-Tab Ltd .......................................0009
I.C.E., Inc. .....................................1858
Guangzhou Ou Ba ........................1831
Guangzhou Pearl River Piano...... 206A
Harmony Guitars ..........................4458
Ibanez ...........................................4634
Guangzhou Romance...................1358
Harris Musical Products .....4827, 4831
IBC Trading Ltd ............................1225
Guangzhou Sunpost.....................4250
Harry Hartmann ............................2830
Ibrahim Diril Cymbals ...................3449
Guardian Cases ............................5476
Haynes Flutes ...............................4001
Guild Guitars...................................304
Hearing Components ...................2574
Guillemot Corporation ..................6698
Heil Sound Ltd..............................7018
Booth 1671
Guitar Addict ................................5894
Heintzman Distributors Ltd.............417
ICONNECTIVITY.COM
Guitar Player .................................5761
Henri Selmer Paris ........................3100
Guitar-Hands ................................1419
Hercules Stands ...........................3220
IEC-BERLIN ..............2830, 2930, 3028
Guitarparts Co., Ltd......................1543
Hercules Stands ...........................5420
IK Multimedia Production SRL .....6520
Guitarras Manuel Rodriguez & Sons ....5262
Hermes International Inc ..............5114
IK Multimedia US LLC ..................6520
Guitars in the Classroom ..............2004
HF International Trade (Tianjin) .....2420
ILIO ...............................................6724
Guptill Music ................................1609
HH Electronics..............................4350
Infinite Response, Inc. ..................5404
Gvox .............................................6628
Hi-Tech Pro Electronics, Inc. ........1845
Innovative Percussion, Inc............2976
GWW Group Inc ...........................1719
Hidrau Model S.L............................498
Inspired Instruments Inc. ..............1325
H & F Technologies, Inc. ...............6390
High Spirits Inc .............................1124
Int’l Bluegrass Music Assoc ............ 2004
H.E.A.R. ........................................2005
High Tech Lighting & Audio Inc ....2283
Inyen Vina Co., Ltd .......................2272
H.G. Leach Guitars .......................1401
Hill Guitar Company, Inc...............1418
ION Audio ...........................6310, 6400
H.W. Products, Inc........................4806
Hipshot Products..........................5735
Islander ‘Ukulele By Kanile’a ........1315
Hagstrom Guitars .........................4758
Hiscox Cases ...............................4242
IsoAcoustics Inc. ..........................1637
Hagstrom Guitars .........................5244
HK Audio ......................................6440
ISP Technologies, LLC .................5863
Hailun Piano Co., Ltd. ................. 205B
Hoanh Trang Co Ltd .....................2422
Istanbul Mehmet Cymbals............2870
Hailun USA .................................. 205B
Hodge Products, Inc. ...................3434
Istanbul Zil ve Muzik Aletleri .........2870
Hohner Inc. ...................................3240
Istanbul Zilciler Muzik Alet. Imal. ..2854
HAL LEONARD
Hohner Kids..................................3240
iStockphoto ..................................1104
Booth 4618
Hohnica ........................................3240
iZotope, Inc. .........................109, 6920
HALLEONARD.COM
Hollywoodwinds ...........................4221
J & L Tonewoods ..........................1607
Homespun Tapes, Ltd. .................4618
J.A.C. Musical Instruments Inc.....1558
HongKong Moen Tech..................1143
J.D. Grandt Piano Supply Co. ........724
Hall Crystal Flutes, Inc..................3534
iCONNECTIVITY
Jack Deville Electronics................1564
Hallet, Davis & Co. Pianos..............714
Hamer Guitars ..............................5420
HOSA TECHNOLOGY
Hamilton Metalcraft ......................5975
Booth 5590
Hamilton Stands ...........................3101
HOSATECH.COM
JACKRABBIT
TECHNOLOGIES
Hana Cloth ...................................1754
HOSCO Inc. ..................................1619
JACKRABBITTECH.COM
Hangzhou Direct Electronics ........2572
Hoshino USA Inc. .........................4634
Hangzhou Globe Broadcasting ....1370
HotPicks .......................................1476
Hammond Suzuki USA Inc. ..........5100
Hangzhou Kawei Electronic. ........1370
Hangzhou Worlde Music ..............5307
Hannabach GmbH........................2830
Hannay Reels Inc..........................6695
Booth 4323
Jackson Ampworks ......................2393
Jackson Guitars..............................300
HUNTER MUSIC
INSTRUMENT
Jaden Rose Guitars ......................5498
Jaguar Amplification .....................3582
Booth 3000
Jam Pedals ...................................1581
HUNTERMUSICAL.COM
James Trussart Guitars.................4883
HANSER
JamHub LLC ................................5315
Booths 4868, 4878, 4884
House Band, LLC .........................6200
Jammit, Inc .....................................E11
HANSERMUSICGROUP.COM
House Research Institute .............1292
Jancic AG .....................................2515
WHAT toSEE
Gold Medal Uke
Kala will highlight its Acacia
ukulele offerings with the
Golden Acacia series. A
more affordable alternative
to Kala’s All Solid Acacia
series, the Golden Acacia
ukes feature a solid acacia
top, laminate acacia back
HUKZPKLZHZH[PUÄUPZOHUK
rosewood binding. Other
features include die-cast
tuners with black buttons, a
YVZL^VVKÄUNLYIVHYKHUK
Aquila strings. The Acacia
ukulele series is available
in soprano, concert with
optional EQ, tenor and
tenor cutaway with EQ. It
is also offered as a part of
the Thinline Travel series,
which includes a custom
bag. {kalaukulele.com}
Petrucci’s Sterling
Sound
Sterling by
Music Man
will display its
John Petrucci
Signature Model
electric guitar.
The JP1003TS features
a three-tone
Z\UI\YZ[ÄUPZO
over a quilted maple top.
;OLMYL[H_HSZVIVHZ[ZH
contoured basswood body,
locking tuners, Petrucci
Shield inlays and a Sterling
Modern Trem bridge. Its
thin fast neck shape allows
for seamless shredding.
{sterlingbymusicman.com}
Captivating Capos
Shubb will introduce its Shubb
Lite capos in
in red, blue,
green and violet.
The vibrant
new colors
are available for the model
L1 steel-string guitar and
the L9 Shubb Lite capo for
ukulele. {shubb.com}
68 I MUSIC INC. I JANUARY 2012
Jarrell Guitars Ltd. ........................4198
Kamaka Hawaii, Inc. .....................1506
Latin Percussion ...........................5720
Jawbone .......................................5940
Kamoa Ukulele Company, Inc. .....1201
Laul Estonia Piano Factory.............709
Jay Turser Guitars & Basses.........5244
Kanile’a ‘Ukulele ...........................1315
Lava Cable, LLC ...........................6287
JBL Professional...........................7800
Kanstul Musical Instruments, Inc. 4510
LD - Systems ................................1014
JBovier Stringed Instruments .......4242
Kawai America Corp.................... 207A
Lectrosonics, Inc ..........................6329
JDK Audio ....................................6411
Keith McMillen Instruments ..........6227
Lee Oskar Harmonicas .................5720
JEN - Jazz Education Network.....2004
Kel Audio Microphones ................1260
Leem Products Co., Ltd. ..............6995
Jensen Speakers ..........................4893
Kelly Concepts, LLC.....................2434
Legacy Learning Systems. ...........4609
Jet City Amplification ...................7119
Kemper GmbH .............................6100
Jiangmen Boway ..........................1826
Ken Smith Basses ........................4768
LEGERE REEDS
Jiangsu Dafeng.............................1118
Keyboard ......................................5761
Booth 3014
Jiangsu New Century ...................2700
KHL Corporation ..........................3393
LEGERE.COM
Jiangsu Swan Musical. .................2607
KHS America ......................1307, 3220
Jiangyin Goldencup Angels..........4406
Ki-Sound Industrial Co., Ltd .........1480
Lehle Gitarrentechnik ...................2982
Jiaxing Jinlida Electron Co.. .........1848
KickPort International LLC ...........2871
LEP International Co. ...................1143
Jinan Huachen Industrial Co. .......1338
Kirlin Industries Inc .......................1770
Leqtique .......................................1143
Jinan Xuqiu Musical Instrument ...2900
KIWAYA Musical Instruments .......1615
JJ Babbitt Co., Inc........................4322
KMC Music, Inc. .................5420, 5720
JJ Electronic .................................5397
JJ Guitars Ltd ...............................1432
LEVY’S LEATHERS
KMS Shokai Co., Ltd. ...................4140
Booth 4658
Knaggs Guitars .............................5398
LEVYSLEATHERS.COM
Knowledge Of Music Inc ..............1801
JODYJAZZ
Koch Guitar Electronics................4143
Lewitt GmbH ........... 208B, 6714, 6949
Booth 3317
Koenig & Meyer ................. 3500, 6862
Lexicon Professional ....................7800
Kohala ..........................................3240
Liaocheng Sunsmile .....................1537
Koll Guitar Company ..........2582, 2583
Line 6 .............................. 207D, 212AB
Korg USA, Inc. ..............................6440
Lipe Guitars USA ..........................1018
KOZM Guitars ..............................1177
Little Labs .....................................6254
Krank Amplification ......................3584
Littlite ............................................7002
Kremona Bulgaria .........................3321
Liuteria Paoletti.............................2597
Kremona Inc. ................................3321
LM Products, Inc. .........................4285
Kumalae Ukuleles .........................1008
Longsheng Musical ......................2610
Kupo Industrial Corp. ...................5574
LoPHAT Cabinets .........................1452
JODYJAZZ.COM
JoeCo Limited ..............................6598
Johan Gustavsson Guitars .2582, 2583
John Bowen Synth Design ...........5305
John Hornby Skewes & Co. Ltd ...1212
John Page Guitars ........................1349
John Pearse Strings .....................6230
Johnson ........................................5476
Jon Cross Custom Drums ............2349
Jones Double Reed Products ......3105
Kurzweil ........................................6464
Kush Audio ...................................6324
Jordan Electric Violins ..................3600
Joseph Brodmann GmbH ..............520
Josephson Engineering ................7004
Joyful Noise Drum Company .......3066
KYSER MUSICAL
PRODUCTS
Joyo Technology Co., Ltd.............2900
5951
JP Guitars .....................................1415
KYSERMUSICAL.COM
LOS CABOS
DRUMSTICKS
Booth 3364
LOSCABOSDRUMSTICKS.COM
LOUD Technologies........209-1, 209AB
Louis Renner GmbH .......................814
JR Music Supply ..........................3330
JTS Professional Co. Ltd..............6966
L Lab Corporation ........................2598
Low End Dist. ...............................5270
Juan Hernandez Guitars...............1600
LA Custom Electric.......................5299
Lowden Guitars LTD (George) ......1612
Jupiter Band Instruments .............3220
Lace Music Products....................5860
Lowrey ..........................................5311
JZ Microphones ...........................6946
LAG Guitars ..................................6440
K and S Music ..............................3309
Lakewood Guitars ........................1412
LOXX USA
K.H.S. Musical Instrument............3220
Lakland Basses ............................5496
Booth 4194
K2 CNC ........................................1752
Lakota Leathers ............................1617
LOXXUSA.COM
Kahler International, Inc................5727
Lampifier Company ......................1677
Lamvin, Inc. ..................................1781
LPD Music International ...............4278
KALA BRAND MUSIC
Laney Amplification ......................4350
LR Baggs ......................................5254
Booth 1330
LANIKAI ........................................3240
LSL Instruments ...........................5921
KALAUKULELE.COM
Latch Lake Music .........................1561
Ludwig Drums ..............................4224
WHAT toSEE
Grand Debut
Crafter Guitars
will show two new
grand auditorium models in
celebration of the
brand’s 40th anniversary. The PGRose features an
Engelmann spruce top and
solid rosewood back, while
the PG-Maho has a solid
Engelmann spruce top and
solid mahogany back. Both
instruments offer a 1 3/4inch neck width, gold-plated
tuners, abalone binding, and
pegasus pearl and abalone
inlays. Other features on the
25 1/2-inch scale models
include scalloped T-bracing,
an LR-T DX pre-amp with
UV[JOÄS[LYHUK3*+[\ULY
and an L.R. Baggs Element
pickup. {crafterusa.com}
70 I MUSIC INC. I JANUARY 2012
LumaSkinz ....................................1575
Manley Labs .................................6286
Maxonix ........................................2664
Luthier Music Corp .......................1421
Manufacturas Alhambra. ..............1512
Maxtone Musical Instrument ........2632
lynda.com .....................................4711
Mapex Drums ...............................3220
Mayas Music Publishing, Inc. .......4714
Lynx Studio Technology Inc. ........6527
Maple Leaf Strings .......................2600
MCD Percussion...........................2458
M & M Merchandisers, Inc ...........4358
MapleWorks Drums ......................2350
McDSP .........................................6405
M&M Distributing..........................3325
MARATHON PROFESSIONAL......6854
McNally Instruments LLC .............1718
M-tone Guitars .............................2599
Mari Strings, Inc. ..........................5941
McPherson Inc. ............................1517
M.V. Pedulla Guitars, Inc ..............5964
Mark Drum....................................3190
Meadowbrook Insurance Group.....150
M/S. Bhargava & Co. ....................2716
Mark of the Unicorn......................6410
Mediasync (RSQ Audio) ...............7123
Mackie ....................................... 209AB
Markbass ......................................3190
Medina Artigas S.A. ............4853, 4855
macProVideo.com ........................6104
Marleaux Bass Guitars .................2986
Meinl .............................................3454
Macro Appreciation Pty Ltd..........1459
Marlo Plastic Products, Inc ..........4823
Mel Bay Publications, Inc. ............4905
MACSAX Saxophones..................2511
Marshall Amplification USA ..........4840
Merano Musical Instruments ........3521
Mad Catz, Inc. ................................E17
Marshall Electronics .....................6874
Merit School of Music ..................2004
Mad Professor Amplification ........4176
Martin Blust ..................................4299
Merlin 5 Products, Inc. .................1437
Maderas Barber............................1600
Martin Roland Int’l Corp. ..............4146
Meteoro Amplifiers .......................2686
Magic Parts Company ..................5890
MARUE Co., Ltd. ..........................1465
Mey America ................................2330
MAGIX ..........................................7002
Mascot Electric Co., Ltd ...............1833
Mi-Si Electronics Design, Inc. ......3535
Majestic Percussion .....................3220
Mason & Hamlin Piano Co .............620
Miami Parts Import, Inc ................6987
Major Music Supply......................1424
Matchless Amplifiers ....................4877
Microtech Gefell GmbH ................6948
MakeMusic, Inc. ...........................6112
Materion Brush Inc. ......................6244
MicW Audio ..................................1774
Malekko Heavy Industry Corp ......4699
MatTea Vocal Luxury ....................1155
Mid-East Mfg., Inc. .......................2714
Manhasset Specialty Company....3431
Maui Xaphoon International. ........2421
Mighty Bright ................................1525
Mighty Mite........................................................4458
MusicMedic.com ...............................................3012
Mike Lull Custom Guitars ..................................5999
Musico Pro Magazine ........................................6809
Miktek, LLC .......................................................7222
Musicvox, LLC...................................................1351
Minarik Guitars ..................................................1022
Musikmesse ......................................................4800
Mipro .................................................................6814
Musiquip Inc. .....................................................4242
Miraphone eG ....................................................2830
MV Pro Audio, LLC ............................................6204
Mirrmusic.Co. ....................................................1106
MXL Microphones .............................................6874
Misa Digital Technology Limited........................1633
myMix ................................................................6981
Mix .....................................................................5761
Nadir Ibrahimoglu e.K........................................2830
Mixware, LLC ....................................................5912
Mode Machines .................................................1009
NADY SYSTEMS
Modern Drummer Publications .........................3545
Booth 4650
Modkitsdiy.com .................................................4893
NADY.COM
Modulus Guitars ................................................1829
Mogami Cable ...................................................6874
NAGMIM ............................................................3028
Mojave Audio.....................................................6979
Nalu Ukulele Company ......................................1500
Moku Ukuleles ...................................................1317
NAMM Endorsed Business Providers..........................150
Molecules Drum Company ................................3461
Mollard Conducting Batons ..............................3509
NAMM
Mono Cases LLC...............................................3382
Booth 2004
Monster Cable Products, Inc.............................4850
NAMM.ORG
Moog Music Inc .................................................5000
Moollon..............................................................2487
NAMM/MM/PLS Russia ......................................170
Moon Wha S.O.G. Co., Ltd ...............................1342
Nanjing Aileen Trading Co., Ltd .........................3523
Morgan Hill Music..............................................3590
Nanjing Zhang Gang Ning ...................................721
Moridaira USA, Inc ............................................1712
Narita Industrial Co., Ltd ...................................2925
Moses Carbon Graphite USA ............................5292
NASMD ...........................................................2007
Mr. DJ Inc ..........................................................5274
National Piano Foundation ................................2007
MTD (Michael Tobias Design) ............................5868
NPTA....................................................................821
MTS Products Corp...........................................3333
National Reso-Phonic Guitars ...........................1624
Muse Research..................................................6729
National String Project Consortium ......................... 2004
Music & Sales P.E. GmbH .................................6440
Nektar Technology, Inc ......................................4912
Music Distributors Association..........................2007
Music for All, Inc. ...............................................2004
NEMC
MUSIC Group ....................................................6766
Booth 3421
Music In Schools Today ....................................2004
NEMC.COM
Music Inc. Magazine..........................................4319
Music Industries Assoc. of Canada .......................2008
Neotech,division of OP/TECH USA......................... 3430
Music Instrument Accessories ..........................2578
NetworkSound, Inc............................................1649
Music Maker Publications, Inc. .........................6809
Neumann USA ...................................................6579
Music Marketing Inc. .........................................6825
Neutrik ...............................................................6320
Music Nomad ....................................................3496
New Horizons International ...............................2004
Music Player Network .......................................5761
NewBay Media, LLC..........................................5761
Music Sales Corporation ...................................4618
NewTek, Inc. ......................................................1821
Music Sales Ltd .................................................4701
Nik Huber Guitars ..............................................4143
Music Teachers National Assoc ........................2004
Ningbo (yinzhou) Apextone ...............................1676
Musica & Mercado ............................................4607
Ningbo Central Star ...........................................5475
Musical Distributors Group................................6909
Ningbo Emmya Electronic. ................................1848
Musical Merchandise Review ............................4605
Ningbo Kaifat Electronic ....................................4368
MusiCares .........................................................4704
Ningbo LK Electronics .......................................2383
Musicians Institute Press...................................4291
Ningbo Polinata Electronics ..............................1436
MusicMan Photography ....................................1304
Ningbo Rixing Electronics .................................1842
JANUARY 2012 I MUSIC INC. I 71
WHAT toSEE
Power Shopping
Tri-Technical will present Active-e Guided Navigation, a
website addon feature for
retailers where
customers
can quickly
narrow their
product
search. By
making speJPÄJMLH[\YL
style or price selections,
customers are able to focus
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72 I MUSIC INC. I JANUARY 2012
Ningbo Tiansheng Jiahua Plastic..1826
Old Jersey Music Lab...................2365
Overture Guitars ...........................2489
Ningbo Xuansound Electric ..........1851
Oleg Products, Inc........................3422
P. Audio System Co., Ltd..............6894
Ningbo Yinzhou Alctron ................1758
Oliver Musica USA Inc..................3328
Ningbo Zhenhai Leilei Acoustic ....1855
Olympia ........................................4496
Noisebug ......................................6005
OME Banjos .................................1608
Booth 4000
Nord USA .....................................6464
Omega Digital Pianos .....................820
PMAURIATMUSIC.COM
Nordstrand Pickups......................3398
OMG Music LLC ...........................2998
Normandy Guitars ........................2897
OmniSistem ..................................5691
P. Mauriat ......................................4514
North American Music Inc. .....509, 714
On Point Audio, Inc. .....................6894
P3 Phantom Powered Pedal ........5935
North American Wood Products ..1248
OnBoard Research Corporation ...4131
Pacific Drums & Percussion ........ 303D
Noteflight ......................................1200
Onori Entertainment .....................2992
PageFlip Inc..................................4618
Notemap, LLC ..............................1205
Orange Amps ...............................4890
Paiste America, Inc.......................3270
Nova Strings .................................2924
Orchestral Tools............................1202
Palmer Guitars USA .....................5765
Novation .......................................6464
OregonBurls.Com.........................2355
Palmer Musical Instruments .........1014
NS Design ....................................5864
Origin Amps..................................3394
Pantheon Guitars, LLC .................1509
Nubone .........................................5920
Orkestra Zilleri. .............................2758
Panyard, Inc .................................3589
Numark Industries ..............6310, 6400
Oscar Schmidt by Washburn .......5244
Parker Guitars...............................5244
Oasis, Inc......................................1406
Osiamo LLC..................................1439
Parsek SRL ...................................3190
Odery Drums ................................2746
Otto Musica Corp. ........................3207
PartnerShip.....................................150
Odyssey Innovative Designs ........6210
Outsource Manufacturing.............1112
Parts Express ...............................1630
Offworld Percussion, Inc. .............3579
Ovation Guitars.............................5720
Passport by Fender ........................300
Ohana Music, Inc. ........................1206
Overton .........................................3394
Paul L Jansen and Son, Inc............815
Oktava ..........................................6630
Overtone Labs ..............................2460
Paul Lairat ....................................3287
P. MAURIAT
Paul Reed Smith Guitars ... 210B, 5320
Paul Shelden Global Productions..3235
PAXPHIL Corporation ...................4398
PIANODISC
Polyblend Systems Incorporated .3492
Project RYTMO.............................2004
Booth 620, E6
Pork Pie Percussion Inc ...............3378
Prolok ...........................................5765
PIANODISC.COM
Porter and Davies Ltd...................2879
Prosound Communications. .........5250
Posse Audio .................................3283
Peace Musical Company..............3470
Peak Music Stands.......................3020
Pearl Corp ....... 2438, 2638, 2648, 4515
PianoForce .....................................727
Pianowand Ltd .............................4811
Pic Stik Inc. ..................................3582
Peavey Electronics .......................5740
Peerless Guitars Co., Ltd. ............1464
Penn - Elcom ................................5995
Percussion Marketing Council......2004
Perri’s Leathers Ltd. .....................5960
Pick Grips .....................................1253
Pickboy.........................................1439
Pigtronix .......................................5218
Pioneer Electronics.......110, 119, 5810
Pizarro Electronics, Inc. ................1640
Perzina Pianos ........................816, 820
POWER Wrist Builders .................3064
PROTEC
Powerful Drum Shop ....................2469
Booth 4812
Premier Builders Guild........2582, 2583
PROTECMUSIC.COM
Premier Guitar ..............................4712
Prentice Practice Pads .................2875
Protection Racket .........................5720
Presonus Audio Elec.. ........6800, 6900
ProXcases ....................................2287
Prestini International .....................4231
PRV Audio Brazil ..........................5699
Prillante Music Instruments ..........1119
PSPaudioware.com s.c. ...............6903
Primera Technology ......................2899
PureSound....................................4834
Prince Electronics Co. ..................1736
Q Lighting .....................................5899
Qingdao Far East music9. ............2900
Pete Schmidt Music Accessories.1027
PJLA MUSIC
Prism Media Products ..................7017
Peterson Electro-Musical. ............5990
Booth 3416
Pro Audio Review .........................5761
PJLAMUSIC.COM
Pro Cymbal, Inc ............................3560
Petrof Piano ....................................514
PG Music Inc. ...............................6820
Phil Jones Bass ............................3596
QRS MUSIC
Pro Sound News ..........................5761
Booth 424
Planet Waves ................................4834
Pro Stage Gear .............................4283
QRSMUSIC.COM
Players Music Accessories...........3614
Pro-Active Websites .....................4323
Phoenix Audio ..............................6989
PMI Audio Group ..........................6890
Pro-Mark ......................................4834
QSC Audio Products ....................6750
Phonic Corporation ............6811, 6878
POCKETLABWORKS, Inc. ...............E5
Proel America LLC..................... A6260
Quantum Audio Designs Inc.........6226
Piano Technicians Guild .................823
PocketStrings.com .......................1344
Profile ...........................................5244
Quik Lok .......................................5034
JANUARY 2012 I MUSIC INC. I 73
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74 I MUSIC INC. I JANUARY 2012
Qwik Tune .....................................4790
Real De Los Reyes. ......................5490
Residential Systems .....................5761
R. Cocco ......................................1439
Realitone ......................................6525
Retail Print Music Dealers Assoc...2007
Recording King .............................5476
RADIAL ENGINEERING
Recording Magazine.....................6809
RETAIL UP!
Booth 6959
Red Monkey .................................4598
Booth 4717
RADIALENG.COM
Rees Harps Inc. ............................1720
RETAILUP.COM
Reference Laboratory SRL ...........6853
Radian Audio Engineering. ...........6847
Retro Channel...............................2593
Radikal Technologies LLC ............6108
REGAL TIP
Reunion Blues ..............................5968
RainSong Graphite Guitars ..........1618
Booth 3441
Revamped Design ........................1636
RAM Mounting Systems...............1108
REGALTIP.COM
Randall Amplifiers.........................5244
Randall May International .............2550
REMO
Rane Corporation .........................6958
Booth 3440
RapcoHorizon...............................4558
REMO.COM
Raso Music Accessories ..............1336
REVEREND GUITARS
Booth 3084
REVERENDGUITARS.COM
RHYTHM BAND
INSTRUMENTS
Ravenscroft Pianos ......................6290
Regenerate Guitar Works .............1304
Raw Metal Edge ...........................1474
Reid & Son Distributors ................1537
Raw Talent Guitar .........................2492
Reliable Hardware Company........4394
Booth 1803
Raw Vintage .................................5250
Reloop ..........................................5912
RHYTHMBAND.COM
Raxxess ........................................6250
Remle Musical Products. .............4410
RCF USA, Inc. ..............................6563
Renkus-Heinz, Inc. .......................6420
Rheuben Allen & Associates ........2615
Reactable Systems.......................1100
Rental & Staging Systems ............5761
Rhythm Earth................................1601
Rhythm Tech.................................2970
Rock Custom Drums ....................2351
Royer Labs ...................................6975
Ricardo Sanchis Carpio’s Sons ....1600
Rock House ..................................4618
RS Berkeley ..................................3404
Rickenbacker International...........5306
Rock N Roll Industries Magazine ..4130
Rupert Neve Designs....................6498
Rico Reeds ...................................4834
Rock School Scholarship Fund ....2004
Ruppert Musical Instruments SA..2982
Riedel Communications Inc .........6296
Rock-N-Roll GangStar, Inc. ..........2884
Rycote Microphone Windshields..1776
Rifftek, Inc. ...................................3602
Rocket Shells................................2967
S.I.T. Strings Co............................5976
Rigotti ...........................................3106
Rocket Sticks Co., Inc. .................2465
RimRiser .......................................2764
Rockett Drum Works, Inc. ............3164
SABIAN
Rockett Pedals USA .....................1112
Booths 3056 & 3254
Rockford Carving Company .........1207
SABIAN.COM
Ringway Tech (Jiangsu) Co.. ........4912
Riptide Ukuleles ...........................3590
Ritter Designer Bags & Cases ......4326
Ritter Instruments .........................4182
RIVERA
AMPLIFICATION
WHAT toSEE
Rockstar Pyro-Fire, U.S.A. ...........2885
ROCKTRON .................................4684
SAE Co., Ltd .................................5996
Rodgers Instruments Corp. ......... 205A
Saga Musical Instruments ............5760
Rokkomann, Inc. ..........................1418
Sakae Drums ................................2554
Samick Music ......... 210-1, 210A, 4690
ROLAND U.S.
Booth 4772
Booths 205A, 7400, 7804
SAMSON
RIVERA.COM
ROLANDUS.COM
Booth 6848
Rixing (Tianjin) International .........3543
Roland Systems Group ................7400
Rob Papen....................................6729
RotekDrums LLC ..........................2352
Sanchis Lopez Brother’s Guitars ..1600
Roc-N-Soc Inc..............................2960
Rotosound ....................................5596
Santa Barbara Guitar Partners .....2386
Roché-Thomas Corp. ...................1300
Rovner Products, Inc. ...................2604
Santa Cruz Guitar Corp ................1700
SAMSONTECH.COM
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JANUARY 2012 I MUSIC INC. I 75
Sara-Trans Export Corporation ....5931
SE Electronics ..............................6498
Shanghai NO. 1 National ..............2810
Snow Sea Company.....................1237
Savannah......................................5476
Seed Guangzhou Electronic. ........6510
Shanghai Ovistrings .....................2424
Softwind Instruments ...................6434
Savarez .........................................3007
Seikaku Technical Group. .............6762
Shenzhen Bao Ye Heng ................1748
Soh Electronics Co., Ltd...............6907
SAXZ Inc.......................................2606
Seiko.............................................5420
Shenzhen JHC Electronics ...........1826
Soho Acoustics Ltd. .....................1502
SBS Electronics ............................6324
Sennheiser Elec Corp ...................6579
Shenzhen Mooer Audio ................1530
Solid Cables, Inc. .........................3390
Schaller Electronic GmbH ............2830
Sensaphonics Hearing. ................6950
Shenzhen Rowin Music ................3425
Solid State Logic ..........................6908
Seydel Harmonicas ......................3024
Shinsung Galaxy International......2431
Sommer Cable GmbH ..................2473
Seymour Duncan ..........................5561
Shure Incorporated.......................6541
Sonatina Strings Inc .....................3522
Shadow ........................................4172
SICA Speakers .............................4893
Sonic Core GmbH ........................1164
SINTOMS, Ltd. .............................1342
Sonic Distribution LLC USA .........2344
SJC Custom Drums .....................3070
Sonic Network, Inc. ......................6828
SCHECTER
GUITAR RESEARCH
Booth 4290
SCHECTERGUITARS.COM
SHS INTERNATIONAL
Booth 1648
SHSINT.NET
SCHILKE MUSIC
Booth 4332
SHUBB CAPOS
SCHILKEMUSIC.COM
Booth 6240
SHUBB.COM
Schimmel Piano Corporation ...... 208A
SONiVOX ......................................6828
SKB
Sonnox Ltd. ..................................6011
Booth 4210
Sonodyne .....................................6945
SKBCASES.COM
Sonodyne Technologies ...............6945
Sonoma Wire Works .....................6225
Skullcandy, Inc. ............................2681
Sonomax ......................................6464
Slipmatsonline.com ......................1159
Sonor ............................................3240
Schmidt Synthesizer.....................6108
Shandong Taishan Wind...............2415
SM ProAudio ................................6204
Sonor Orff .....................................3240
SCORE ...........................................160
Shanghai Huaxin Musical Inst ......6012
Smarvo Electronics Inc.................1836
Sonora International .....................1713
SCORE Mktg. ...............................1327
Shanghai Lansheng Grand Luck ..1436
Snagg LLC....................................2359
Sony Electronics, Inc. ...................6214
Scott Cao Violins Inc. ...................3320
Shanghai Max Precision ...............3020
Snark ............................................4790
Souldier ........................................4168
76 I MUSIC INC. I JANUARY 2012
SPL ...............................................6849
Sound & Communications............4700
Squier Guitars.................................300
Sound & Video Contractor ...........5761
Stage Ninja ...................................1258
STRING SWING
SuperVee ......................................1554
Sound Barrier U.S.A. ....................5390
Stagg ............................................3282
Booth 4378
Suzuki Music USA ........................5100
Sound Enhancement Products ....4382
Standback Amp Stand .................5935
STRINGSWING.COM
Swing Guitars Co., Ltd. ................1458
Sound On Sound ..........................6321
STARIN .........................................7119
Sound Plug Electronic Co., Ltd ....7020
STEAVENS Custom Amp .............2887
Strings Magazine ..........................5135
Synful............................................6227
Soundcraft Studer ........................7800
Steinberg North America ..............6528
Strumbuddy..................................1416
Synthax Inc.........................6913, 7000
Soundking Group Co. ..................6000
Stentor Music Co. Ltd ..................4219
Strunal CZ as................................4610
Systems Contractor News ...........5761
SoundTrack USA, LLC..................7010
Steph Accessories Inc..................4390
Stuart Spector Design ..................4868
T-Rex Engineering ........................4242
Source Audio LLC ........................5599
String Letter Publishing ................5135
Super-Sensitive Musical String ....3515
Soultone Cymbals ........................2977
Supernatural Cymbals ..................2765
Swiss Percussion .........................2877
Studio Depot ................................1655
Taesung Precision Co., Ltd. .........2592
STEVE CLAYTON
Studio Devil ..................................6901
Taiwan Carol Electronics ..............1664
ST. LOUIS MUSIC
Booth 4590
Studio-Blue ..................................3395
Takamine Guitars ..........................5720
Booth 4000
STEVECLAYTON.COM
Studiologic ...................................6464
Takumi Ukulele Company .............1613
Studiomaster ................................6756
Talwar Brothers (P) Ltd. ................3231
Steven Slate Drums ..............................
Sugi Musical Instruments Ltd. ......1349
Tama .............................................4634
Spaceman LLC .............................2599
Sticks n Skins ...............................2954
Suite Musical Instruments ............2415
Tanglewood Guitar Company .......4242
Spanish Guitar Master Guild ........1600
STOKYO Co., Ltd. ..............6224, 6526
Sun Rise Exact Industrial Co. .......1861
Tannoy ..........................................5932
SPECTOR .....................................4868
Stone Custom Drum.....................2466
Sung-IL HiTech Co., LTD. .............1413
TASCAM .......................................6491
Spectrasonics...............................6724
Strandberg Guitarworks ...............1219
Sunlite Industrial Corp. .................3576
Taurus ...........................................1439
Sperzel..........................................6234
Street-Level Youth Media .............2004
Sunny Mayson Musical. ...............1436
TAYE Drums..................................3554
SPHK Corp. ..................................2472
Strictly 7 Guitars ...........................3391
Sunrise .........................................2800
Taylor Guitars.......................... 213ABC
STLOUISMUSIC.COM
JANUARY 2012 I MUSIC INC. I 77
TC Electronic .............................................. 5932, E12
TC Electronic Tone Print App .......................... 5932, E12
TOLITO MUSIQUE
TC-Helicon ......................................................... 5932
Booth 3483
Team International H.K. ...................................... 1137
TOLITO.COM
TEC ....................................................................... 172
TecAmp .............................................................. 2293
Tom Anderson Guitarworks ................................ 1518
Tech 21 ............................................................... 5982
Tone Americana LLC .......................................... 2392
Teenage Engineering .......................................... 6409
Tone King Amplifier................................... 2582, 2583
TEI Electronics Inc. ................................... 5790, 5924
ToneGear ............................................................ 4178
Telefunken Elektroakustik ................................... 1868
TonePros............................................................. 3390
Telescript Inc. ..................................................... 1015
ToneRite, Inc. ...................................................... 1126
Tenon Industrial Co., Ltd. ................................... 3300
Tong’s Violin Shop .............................................. 3326
Testa Communications ....................................... 4700
Tonoch Audio Co., LTD....................................... 1670
The DJ Expo ....................................................... 4700
Tov Imports ......................................................... 2287
The Dube ............................................................ 2364
Trace Elliot .......................................................... 5856
The Effect Rack .................................................. 3496
TransAudio Group............................................... 6945
The ESP Guitar Company ..................................213D
Traveler Guitar .................................................... 5266
The Gig Easy, LLC .............................................. 1101
TreeWorks Chimes.............................................. 3265
The Guitar Hanger .............................................. 3496
Trevor James Flutes ........................................... 4614
The Loar ............................................................. 5476
The Magic Fluke Co ........................................... 1715
TRI-TECHNICAL SYSTEMS
The Mr. Holland’s Opus Foundation .............................2004
Booth 1300
The Music & Sound Retailer ............................... 4700
TECHNOLOGY4RETAILERS.COM
THE MUSIC LINK
Triad Products, Inc. ............................................ 5935
Booths 516 & 5476
Trick Percussion Products, Inc. .......................... 2864
THEMUSICLINK.NET
Tricor AB ............................................................. 4758
TrigAudio ............................................................ 1859
The Music People!, Inc. ...................................... 5940
Tritone Bridge ..................................................... 1643
The Musician Network........................................ 4707
Tropical Music & Pro Audio ................................ 5765
The Recording Academy .................................... 4601
Tropical Music North America ............................ 5765
The Stanton Group .............................. B5959, B5963
TRUE Systems ................................................... 6579
The Starving Musicians Program ....................... 2004
Truth Custom Drums Inc .................................... 3549
Theo Wanne Classic Mouthpieces ............................3200
TRX Cymbal Co. ................................................. 2448
Thimble Slide ...................................................... 4130
TSI Distributing ................................................... 3397
Thomastik-Infeld................................................. 3500
TSS Fortune Co., Ltd.......................................... 2915
Tianjin Chixing International ............................... 1847
TSYS Merchant Solutions .................................... 150
Tianjin FLEET Music Co., Ltd ............................. 2449
Turbosound ........................................................ 6464
TianJin Flourishing International......................... 2379
Turkish Cymbals ................................................. 2758
Tianjin Fontai Music............................................ 2430
TV Jones, Inc. ..................................................... 5829
Tianjin Jinbao Musical Inst ................................. 3278
Two Notes Audio Engineering ............................ 2694
Tianjin Jiuyue Technology. .................................. 2468
Two Old Hippies ....................................... 1800, 1802
Tianjin JYJ Musical Instrument........................... 1531
Two-Rock Amplification............................ 2582, 2583
Tianjin Longxing (group) ..................................... 3306
Tycoon Percussion ............................................. 3570
Tianjin Master Import & Export........................... 2710
Tyler Net, Inc....................................................... 1107
Tianjin Sanjin International ................................. 3412
Tianjin Sile International Trade ........................... 2614
U-BASS
Tianjin Tianzuo International............................... 2358
Booth 5492
Tianjin Triumph Music......................................... 3427
UBASS.COM
TKL Products Corp............................................. 4450
78 I MUSIC INC. I JANUARY 2012
TMP Pro Distribution .......................................... 5940
UFIP SRL ............................................................ 2558
Toca Percussion ................................................. 5720
Ultimate Ears ...................................................... 4152
Todaro’s Music ................................................... 5941
Ultimate Guitar USA, LLC................................... 1102
Ultimate Support Systems .................................6690
Wechter Guitars ..................................................5399
Ultracase Corp ...................................................5991
Welkin Sound Inc........................................1008, 715
Ultrasone Inc. .....................................................5794
Wessell, Nickel and Gross ....................................620
UM Distribution ..................................................2517
West Coast String Instruments...........................3004
UNISON ..............................................................2925
Westone Laboratories, Inc..................................6924
United States Postal Service ..............................2678
Wexler Music Co. ...............................................3333
Universal Audio Inc...................................7005, 7802
Wharfedale Pro ...................................................6464
Universal Champion ...........................................1764
Whirlwind ............................................................6930
Universal Percussion, Inc. ..................................2752
Wi Digital Systems..............................................5828
UpBeat Daily.......................................................4319
Willis Music Company ........................................4618
US Music Corp. ..............................4840, 5034, 5244
Wilmington Fibre ................................................5989
Valoy Guitars ......................................................1651
Windcraft Ltd ......................................................2611
Valuetone Musical Supply Inc ............................3520
WITTNER GmbH & Co. KG ................................3028
Vandoren S.A.S. .................................................3112
Women’s Audio Mission .....................................2004
Vater Percussion Inc. ..........................................3072
Wood Violins .......................................................2910
Veillette Guitars...................................................5272
Woodnote Music Inc...........................................3301
Veritas Instrument Rental ...................................3501
Woosung Chorus Industries ...............................1536
Verne Q. Powell Flutes, Inc. ...............................3512
Worldbeating Products Ltd ................................3366
Vestax Corporation .......................................... A6252
WorldMax International ......................................2740
VH1 Save The Music Foundation .......................2004
WorldMax USA LLC ...........................................2740
VHT Amplification ...............................................5476
Worship Musician Magazine...............................4698
Vic Firth Co. ........................................................3040
Wuhan Silken......................................................2855
Vienna Symphonic Library..................................6724
Wuxi Linefree Electronic. ....................................1530
Vigier Guitars ......................................................4762
Wyn Guitars ........................................................1452
Viki Exports (Pvt) Ltd (India)................................3307
Xenon Labs LLC ...................................................E10
Viktorian Guitars .................................................5794
Xinyingke Electroacoustic ..................................1436
Vintage Guitar Inc ...............................................4710
XO Audio ............................................................1000
Vintage Vibe LLC ................................................5410
XO Brass Instruments ........................................3220
Violet Musical Instrument Factory ......................1255
XOTIC Guitars & Effects .....................................5250
Viscount Church Organs ......................................509
XP Audio .............................................................2273
Visionary Instruments .........................................1643
Xstatic Pro ..........................................................2287
Visual Sound LLC .....................................5820, 5825
Yale String ..........................................................4136
VividLite ..............................................................2274
Yamaha ..................................100 MA, 102 MA, 6528
Vivo USA Corp....................................................3426
Yankee Veneer ....................................................1352
Vnewsletter .........................................................4700
Yellow Jackets Tube Converters ........................4893
VocalBooth.com, Inc. .........................................4334
Yellow Matter Entertainment ..............................6921
Vocopro ..............................................................5876
Voodoo Lab ........................................................5414
YORKVILLE SOUND
Vox Amplification ................................................6440
Booth 6555
Voyage Air Guitar, Inc .........................................1401
YORKVILLE.COM
W.L. Gore & Associates, Inc. ..............................4272
Walden Guitars .........................................1307, 3220
You Rock Guitar .................................................1325
Waldorf ...............................................................6624
Young Chang.............................................207-2, 207C
Walter Piano Transport, Inc. .................................822
Young Heung Chemical Co., ..............................3329
Wanne Inc...........................................................3200
Youth Radio ........................................................2004
Warwick GmbH & Co .........................................4576
YueSen Musical Instrument ................................1530
Washburn Guitars...............................................5244
Yuyao Benlong Electric & Sound........................1826
Watson Guitars ...................................................1304
Zaolla Silverline ..................................................5590
Watson Musical Inst ...........................................1224
Zhangjiakou Guang Mao ....................................2615
Wave Distribution ...............................................6324
Zinky Electronics ................................................5218
Wave Stringed Instr. ...........................................3400
Zon Guitars .........................................................5943
WaveMachine Labs ............................................6905
ZVEX EFFECTS ..................................................4134
Waves .................................................................6242
s,ISTCURRENTASOF$EC
JANUARY 2012 I MUSIC INC. I 79
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LKP[PUNHUKTP_PUNHZ^LSS
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WYLTP_LY<ZLYZJHUHSZV
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OLHKYVVTPUIP[ÅVH[PUN
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A
InsideGEAR
> Audio & Recording
Community expands VLF series
PAGE 81
> Guitars, Amps & Accessories
Fender gets modernized
PAGE 85
> Drums & Percussion
Zildjian debuts 15 sticks
PAGE 93
> Piano & Keyboards
Casio lights it up
PAGE 94
> Band & Orchestra
D’Addario releases new 25 pack
PAGE 96
> Print & Multimedia
Alfred gets a new gig
PAGE 98
> DJ & Lighting
Pioneer shrinks controller
PAGE 100
80 I MUSIC INC. I JANUARY 2012
PEAVEY I IMPULSE 12D
Peavey’s New
Impulse
he new Peavey
Impulse 12D is a
portable, powered
loudspeaker enclosure
that combines Peavey’s
079HTWSPÄLY[LJOUVSogy with a true ribbon
driver. The loudspeaker
enclosure incorporates
L_JS\ZP]L7LH]L`H\KPV
innovations to provide
power, sound reproduction and light weight.
Features include a true
ribbon driver based on
the Peavey Versarray line
array ribbon, a 12-inch
Peavey Black Widow
loudspeaker engineered
with dual-voice coil,
push-pull technology and a neodymium
magnet. {peavey.com}
T
ADAM I A77X
Adam’s Ace
dam’s new A77X features the
TVZ[L_[LUZP]LMYLX\LUJ`
response, widest dynamic range
and highest compression-free
SPL levels while also offering the
most accurate bass reproduction
of any AX series monitor to date.
The A77X’s two 7-inch woofers
are equipped with 1.5-inch large
voice coils and 100-watt PWM
HTWSPÄLYZ;OL^VVMLYZJV]LY
different frequency bands: one
handles the (sub-) bass frequenJPLZMYVTHWWYV_PTH[LS`/a
down to 37 Hz. MSRP: $1,399
per speaker. {adam-audio.com}
A
MARSHALL I MARSHALL WHITE
COMMUNITY I VLF SERIES
VLF Grows
ommunity has added three
new models to its VLF series of versatile low-frequency
systems. The VLF208LV, a dual
8-inch in a larger-volume enclosure than the VLF208, is designed
for applications that require the
lowest frequencies from a slimWYVÄSLKLZPNU;OLUL^=3-
and VLF118 models (pictured)
are also designed with a slim
WYVÄSLHUKVMMLYWV^LYM\SIHZZ
with a half-space sensitivity of
98 dB. {communitypro.com}
C
Whiteout
arshall’s new Marshall
White headphones include
the original Major and Minor
TVKLSZPU^OP[L;OLL_[LYPVYVM
the Major’s headband is made
out of the same vinyl used in
4HYZOHSSHTWSPÄLYZHUKP[ILHYZ
[OLVYPNPUHS4HYZOHSS[L_[\YL
The Minor is an advanced,
hard-working in-ear model
with EarClick construction
to secure the earphone. The
Minor comes equipped with
a microphone and remote for
use with cell phones incorporating the 3.5-mm standard.
M
{marshallheadphones.com}
JANUARY 2012 I MUSIC INC. I 81
AUDIO & RECORDING
RJM MUSIC I THE RACK GIZMO
Go-to Gizmo
OL9HJR.PaTVPZ[OLUL^ÅHNZOPWZ^P[JOing product of the RJM Music line. The Rack
Gizmo is a MIDI-based device that enables
guitarists to control virtually any combination
VMH]HPSHISLHTWSPÄLYZHUKLMMLJ[Z\UP[Z^P[O
a simple MIDI footswitch. {rjmmusic.com}
T
RADIAL ENGINEERING I MC3
The Wire
adial Engineering has
launched the MC3
studio monitor controller, a
straight wire passive monitor switcher and headphone
amp designed to provide
smaller production studios
with a cost-effective but
high-performance monitor,
sub and headphone management system. Designed for
HJ[P]LULHYÄLSKTVUP[VYZ
the MC3 is equipped with
two stereo outputs and a
separate send to feed a subwoofer. {radialeng.com}
R
TC ELECTRONIC I DB2 UPDATE
Sure-fire Update
C has released the version 1.25 software
update for its DB2 Loudness Correction processor. The update contains ITU
BS.1770-2-based loudness adjustment plus
new factory presets for stations conforming to the EBU R128, ATSC A/85, TR-B32
or OP59 standards. {tcelectronic.com}
T
82 I MUSIC INC. I JANUARY 2012
EARTHWORKS I DP30/C DRUM PERISCOPE
New & Improved
arthworks has unveiled its new and improved DP30/C Drum Periscope cardioid
microphone. The redesigned DP30/C features
a thicker, more rugged gooseneck that will
stay in place even when the snare or toms are
Z[Y\JRL_[YLTLS`OHYK;OLUL^+7*THPUtains the same sound quality and craftsmanship of the original. The microphone capsule
housing is designed to withstand a direct hit
from a drumstick. {earthworksaudio.com}
E
NOMAD I MAGNETIC II
Audio Attraction
omad Factory recently released
Magnetic II, an audio tape warming
effect plug-in that gives audio a vintage
tape sound. The effect can inject sterile
audio with the warmth and character
of classic tube circuitry and analog
tape saturation. The plug-in features
pure analog reel-to-reel tape speeds,
tape/tube saturation and tape color
effects, as well as a dedicated vintagestyle EQ and a built-in boost mastering section. {nomadfactory.com}
N
JANUARY 2012 I MUSIC INC. I 83
DIGITECH I COMBO AMPS
Digi’s Latest
arman has begun shipping its
DigiTech DG15R, DG15 and DB15
(pictured) combo amps. They offer
a combination of lightweight, easy
portability and superb sound, from
rich clean tones to roaring distortion.
The DG15R and DG15 include gain,
volume, treble, middle and bass controls and a clean/overdrive switch. The
DB15 bass amp offers volume, treble,
middle and bass, making it easy for
players to create their favorite sounds.
MAP: DG15, $79.95; DB15, $89.95;
DG15R, $99.95. {digitech.com}
H
EVH I EVH 5150 III
Eddie’s Sounds
VH has debuted the EVH 5150 III 50watt Head (pictured) and its matching
,=/000_:[YHPNO[HUK,=/
000_JHIPUL[ZHSSKL]LSVWLKI`N\P[HYist Eddie Van Halen. They’re ideal for
players who want arena volume and tone
in a compact package. {evhgear.com}
E
VOX I AC15C2
Double
Time
V_(TWSPÄJHtion has released
the AC15C2 Twin
combo amp from its
AC Custom series of
[\ILHTWSPÄLYZ;OL
enhanced version of
the AC15C1 adds
a second speaker,
providing two 12-inch
Celestion Greenbacks.
The AC15C2 Twin also
features the larger
spring reverb tank
found in the AC30C2.
The AC15C2 Twin
offers normal and
top boost channels,
tremolo, spring reverb,
an effects loop, and
footswitching capabilities. MSRP: $1,100.
V
{voxamps.com}
84 I MUSIC INC. I JANUARY 2012
FENDER I MODERN PLAYER
ModernDay Guitar
Heroes
ender recently debuted its
Modern Player series, a
combination of never-beforeseen appointments and
familiar Fender elements. The
series includes seven models:
four guitars and three basses.
They include the Modern
Player Telecaster
Plus HSS, Modern
Player Telecaster
;OPUSPUL+LS\_L
Modern Player Telecaster Bass, Modern
Player Jazz Bass
and Modern Player
Jaguar Bass, among
others. MSRP:
starts at $559.99.
F
{fender.com}
LEVY’S LEATHERS I EMBROIDERED STRAPS
Levy’s Gets
Stitched Up
evy’s Leathers has
released a line of
embroidered
guitar straps
made from a
soft garment
leather with
multicolored,
cowboy boot
embroidery designs; foam padding; and suede
IHJRPUN;OLL_[YH
long taper at the
end makes the straps
especially suitable for
acoustic guitars. The
ZP_KLZPNUZHYLH]HPSHISL
in dark brown and black.
L
{levysleathers.com}
86 I MUSIC INC. I JANUARY 2012
SEYMOUR DUNCAN I GUS G. FIRE
Guitars on Fire
eymour Duncan has unveiled the
Gus G. Fire Blackouts System,
a new guitar pickup that combines
traditional passive pickups and
cutting-edge active designs. The
system includes a pair of traditional-looking humbucking pickups and a low-noise, high-output
dual-active pre-amp. The system
includes two pickups handmade
in Santa Barbara, Calif., and a
U.S.-made Blackouts pre-amp that
replaces one of the guitar’s volume
pots. {seymourduncan.com}
S
ST. LOUIS MUSIC I UNIONSTATION
Arriving at
the Station
t. Louis Music has
launched Unionstation, a new line of accessories that includes
straps, gig bags and
tuners. The three levels
of gig bags include
Z[HUKHYKKLS\_LHUK
professional. The
professional series
bags feature 25-mm
duo-foam construction, a gusseted
*VYK\YHL_[LYPVYH
premium full-length
zipper, two carrying
OHUKSLZMV\YL_[LYPVY
compartments with
zippers and an interior
accessory compartment with Velcro tie.
S
SOLID CABLES I LIFETIME CABLE
The Forever
Cable
olid Cables recently debuted its Lifetime Cable.
Features include suspended
polymer insulators, all-metal
shells, armor and ends that
are permanently fused with
avionics-grade heat shrink,
and hand-soldering. MSRP:
$150. {solidcables.com}
S
{stlouismusic.com}
JANUARY 2012 I MUSIC INC. I 87
FRET-KING I BLACK LABEL
Blackout
ret-King has unveiled the new
Fret-King Black Label electric
guitar and bass range. The new
Black Label range includes the
Eclat, a single cut with a classic look and sophisticated tonal
palette. The Country Squire is
a fusion of the familiar with the
contemporary, while the Elise has
a body style with a heritage that
spans all musical styles. Other
models include the Corona and the
Super-Hybrid. The Perception is the
latest bass in the range. {jhs.co.uk}
F
WASHBURN I N7VINTAGE
Vintage Vixen
ashburn’s new Nuno Bettencourt Signature series
N7VINTAGE guitar offers a slim,
aged alder body with a Stevens
L_[LUKLKJ\[H^H`ULJRQVPU[
The maple neck has a 22-fret
LIVU`ÄUNLYIVHYKHUK[OL
standard reverse headstock. Features include a
Buzz Feiten tuning system
and Original Floyd Rose
tremolo. {washburn.com}
W
88 I MUSIC INC. I JANUARY 2012
TECH 21 I DOUBLE DRIVE 3X
TC ELECTRONIC I iB MODIFIED
Double Down
Sonically Pure
T
T
ech 21’s new
Double Drive
3X distortion pedal has undergone
a Private Stock
MOD to feature
more aggressive
tones, a tighter
low end and a wider level taper. The unit’s
been revoiced for hard rock and metal
tones. MSRP: $215. {tech21nyc.com}
C Electronic has improved iB
4VKPÄLK]LYZPVUZVMP[Z.
System and Nova Delay guitar efMLJ[Z;OLP)4VKPÄLKYLMLYZ[VH
ZWLJPÄJTVKPÄJH[PVU[OH[LSL]H[LZ
the limited versions of G-System
and Nova Delay to a new level in
ZVUPJW\YP[`;OLP)4VKPÄLKMLHtures an analog input buffer tweak.
MSRP: G-System, $2,449; Nova
Delay, $345. {tcelectronic.com}
MOD KITS I THE INDUCER
Limited-edition
Pedal Kit
od Kits’ new pedal kit, The
Inducer, is a limited-edition
tube distortion kit designed around
a New-Old-Stock 6189W JAN
Philips vacuum tube. The premiumgrade 12AU7 was ruggedized for
reliability in such operations as
aviation communications equipment, making it ideal for use in an
effects pedal. The tube is characterized by reduced microphonics
and longevity. {modkitsdiy.com}
M
JANUARY 2012 I MUSIC INC. I 89
RECORDING KING I ROM-06
LOXX I STRAP LOCKS
Lockin’ It Down
OLUL^3V__Z[YHWSVJRZMVYN\P[HYZHUK
basses feature one-handed, easy on/off
engage and release action. The locks boasts
an inner spring, smooth edges and lead-free
materials. MSRP: $24–$42.50. {loxxusa.com}
T
The King’s
Addition
ecording King recently
added a solid-top OM
model, the ROM-06, to
its line of -06 guitars. The
ROM-06 has a 14-fret OM
body with a treble-side
cutaway and Fishman
pickup, making it an ideal
stage-ready acoustic guitar.
With a solid Sitka spruce
top, hand-scalloped bracing, and mahogany back
and sides, the ROM-06 is
comfortable to play thanks
to its size and 1-11/16-inch
nut width. MAP: $359.99.
R
{recordingking.com}
90 I MUSIC INC. I JANUARY 2012
TANGLEWOOD I EVOLUTION
EXOTIC SERIES
Exotic
Imports
anglewood, a U.K.-based
company, has introduced
[OL,]VS\[PVU,_V[PJHJV\Z[PJ
guitar series to North America. These guitars encompass a range of Tanglewood
body styles, which have
ILLUNP]LUHUL_V[PJ[^PZ[
through the incorporation
VMS\_\YPV\Z[VUL^VVKZ
Flamed maple, bubinga and koa are used
throughout the series,
which is comprised of
dreadnoughts, jumbos,
super-folk, orchestra,
and auditorium body
styles, as well as an
all-Bubinga acoustic bass. MSRP:
$449-$799. {tangle
T
NADY I AXEHEAD
Crank It Up
HK`OHZPU[YVK\JLK[OL(_L/LHK
a pocket-sized amp that plugs
directly into a guitar or bass for instant
WYVZV\UKPUNH\KPV;OL(_L/LHK
is ideal for practice, eliminating the
need for a bulky amp. {nady.com}
N
woodguitars.com}
JANUARY 2012 I MUSIC INC. I 91
AHEAD I ACME
Hearing Aid
head’s new Custom Molded Earplugs (ACME) are ideal for drummers and other musicians to safeguard
their ears in a variety of practice and
performance situations. The non[V_PJO`WVHSlergenic product
lets users safely,
quickly and conveniently create
a personal set
of soft, silicone
earplugs at
home, in the
studio or on
the road.
MSRP: $29.95.
A
{bigbang
dist.com}
EVANS I EC2 SST
Keep Marching On
vans has released the Marching EC2 tenor
heads with Sound Shaping technology
as a marching version of the Evans EC2 SST
heads. The new heads features the same
roll-over hoop design used on other marching tenor heads for greater durability. The
hoop design is ideal for use with marching
tenor drums because it can handle the tension and wear requirements of the marching
activity. The heads are available in 6-, 8-,
10-, 12-, 13- and 14-inch sizes. MSRP:
$26–34. {evansdrumheads.com}
E
92 I MUSIC INC. I JANUARY 2012
ALESIS I DM10X KIT
Electronic
Masterpiece
lesis has launched the
DM10X kit, a professional
ZP_WPLJLLSLJ[YVUPJKY\TZL[
;OL+4?VMMLYZHZP_KY\T
MV\YJ`TIHSJVUÄN\YH[PVUHUK
features a chrome-plated XRack,
which is rugged and boasts an
ultra-solid four-post design.
MAP: $1,699. {alesis.com}
A
PORTER & DAVIES I BC GIGSTER
Powerful Gigster
orter & Davies recently unveiled the BC Gigster, a
silent bass drum monitoring system. The unit features a tactile generator built into a throne
top and uses bone
conduction to deliver
powerful, nuanced
reproduction without
sound. Specs include
line/mic, low contour
and master volume
controls and the user’s
choice between mic
or line inputs. {porter
P
ZILDJIAN I DRUMSTICKS
Sweet 15
ildjian has debuted 15 new
drumsticks, including two new
Artist series models developed
in conjunction with Joey Kramer
and Danny Seraphine. Also being
introduced are several new maple,
maple DIP and birch models.
Zildjian has added the Aerosmith
logo, along with Kramer’s signature, to the Joey Kramer stick,
which features a cross-sanded,
YH^ÄUPZO;OLJVTWHU`OHZHSZV
L_WHUKLKP[ZTHWSLZ[PJRSPUL\W
with eight new models designed
to offer a lighter feel and darker tonality than hickory. {zildjian.com}
Z
anddavies.co.uk}
JANUARY 2012 I MUSIC INC. I 93
CASIO I LK-165
Light It Up
YAMAHA I EZ-220
Easy as 1-2-3
amaha’s latest EZ-220 keyboard
offers high-tech functionality
that interfaces with the Apple iPad.
Ideal for families that want to learn
to play piano, the keyboard’s USB
controller with built-in sounds also
offers computer connectivity for
musical applications. Features include
lighted keys and 100 preset songs
with digital score. {yamaha.com}
Y
asio has debuted its lighted
keyboard, the LK-165. The
instrument features the company’s proprietary Step-Up Lesson
System and lets novice users
learn 110 built-in songs, phase
by phase, at their own pace.
Using the LCD display, players
can learn both music notation
and correct hand positioning.
The interactive Step-Up Lesson
System evaluates performance,
letting users track their progress and incremental success.
MSRP: $199.99. {casio.com}
C
KORG I SV-1
Global Sensation
org has released the SV-1, which is
available with either 73 or 88 pianostyle keys. The keyboard also features
the sound of a Japanese grand piano in
addition to the traditional German grand
piano. Beyond piano, the SV-1 contains
authentic electric piano sounds; transistor, tube and tonewheel organ sounds;
and a variety of equally authentic vintage keyboard sounds. {korg.com}
K
94 I MUSIC INC. I JANUARY 2012
SAX DAKOTA I DAKOTA XG
RICO I RESERVE CLASSIC
Classic Tones
PJVPZUV^VMMLYPUNP[Z9LZLY]L*SHZZPJ)ÅH[JSHYPUL[YLLKZHUKHS[VZH_VWOVULYLLKZPUWHJRZ
Ideal for busy band directors, music teachers and other artists, the Reserve Classic reeds feature increased
warmth and lightened articulation. {ricoreeds.com}
R
96 I MUSIC INC. I JANUARY 2012
Metallic
Beauties
H_+HRV[H
recently released the Dakota
XG Type alto and
[LUVYZH_VWOVULZ
in two custom
metallics. The
new models
feature hand
rubber antique
bronze throughout and a matte
black body with
silver plate bell, bow and neck,
contrasted with 18-karat gold
keys, key cups, key guards
and trim. Both models include solid stainless steel key
YVKZSV^WYVÄSLRL`J\WZHUK
[LTWLYLKISHJRV_PKLZWYPUNZ
MSRP: SDA-XG 303/404,
$3,250; SDT-XG 505/606,
$3,500. {saxdakota.com}
S
PRINT & MULTIMEDIA
CARL FISCHER MUSIC I ‘THE NEW WOHLFAHRT
FOUNDATION STUDIES FOR THE VIOLIN’
New Edition
arl Fischer has unveiled a new edition
of the Wohlfahrt Violin Method, updated
and edited by violinist Rachel Barton Pine.
The New Wohlfahrt Foundation Studies
For The Violin, Book 1 contains modernPaLKÄUNLYPUNZIV^PUNZHUKK`UHTPJZI`
Pine, all newly engraved. This book also
includes a DVD of Pine playing all 60 etudes
with two camera views for better instruction. MSRP: $16.95. {carlfischer.com}
C
ALFRED I ‘THE BIG GIG’
SHER MUSIC I ‘THE LATIN REAL EASY BOOK’
Big Easy
her Music has debuted The Latin
Real Easy Book, which contains
an in-depth selection of Afro-Cuban
classics, Brazilian music and Latin
jazz tunes. Designed for classroom
or professional use, the book can be
used by music teachers, students
and pros. The songs are presented
in “real easy” format, meaning the
tune is on one page and the educational material is on each facing page.
The book is structured as two books
in one cover. {shermusic.com}
S
Alfred’s Big Gig
lfred recently released The Big Gig:
Big-Picture Thinking For Success from
renowned rock musician Zoro. The book is
a comprehensive method for independent
musicians who want to break into the highly
competitive music industry. Zoro offers
readers keys to purposeful living, keeping it
real and following your vision without losing
yourself. MSRP: $19.99. {alfred.com}
A
HAL LEONARD I ‘PIANO AEROBICS,’ ‘BASS AEROBICS’
Ready, Set,
Workout
al Leonard has
introduced
Piano Aerobics
and Bass Aerobics. Written by
keyboardist Wayne
Hawkins, Piano
Aerobics features a
multistyle, 40-week
workout program for building
real-world techniques. Concepts
covered in Piano
Aerobics include
keeping time,
hand independence and articulations. Bass Aerobics features a
^LLRVULL_LYJPZLWLY^LLR
workout program for developing and maintaining bass guitar
techniques. {halleonard.com}
H
98 I MUSIC INC. I JANUARY 2012
AMERICAN AUDIO I DV2 USB
USB-powered
merican Audio’s new DV2 USB is a
[^VJOHUULSWYLHTW+1TP_LY[OH[
features a built-in 4-by-4 sound card
and MIDI output. It lets users play and
TP_T\ZPJMYVTHU`+1ZVM[^HYLI\[
still keep hands-on hardware control
over faders, cueing, scratching and
other effects. DJs can also use the DV2
<:)HZHTP_LYMVYHUHSVN
inputs, such as CDs or vinyl
turntables. MSRP: $399.95.
A
{americanaudio.com}
CHAUVET I FREEDOM SERIES
Let Freedom Ring
hauvet has rolled out two wireSLZZÄ_[\YLZPUP[Z-YLLKVT
series: the Freedom Par and the
-YLLKVT:[YPW4PUP;OLÄ_[\YLZ
combine RGB wash lights with eight
hours of battery power, D-Fi 2.4
GHz wireless DMX and infrared remote control capability for complete
wireless control to save time running
cables and money on power supply.
The Freedom Par and Freedom
Strip Mini include a lightweight,
rechargeable lithium ion battery
that provides up to eight hours of
power. {chauvetlighting.com}
C
GATOR CASES I G-TOUR
On Tour With Gator
ator Cases has added the Leko case to its
.;V\YÅPNO[Z[`SLJHZLSPUL,PNO[ZWLJPHSized EVA foam-padded
compartments house
individual Leko-style
SPNO[Ä_[\YLZ;OLJHZLZ
also sport heavy-duty
lockable casters and
recessed dishes on
the lid for stacking.
G
{gatorcases.com}
PIONEER I DDJ-ERGO
Ultra-compact
ioneer recently unveiled an
ultra-compact controller, the
DDJ-ERGO. The new controller
incorporates MIDI functionality,
making it possible to use with other
MIDI-compatible DJ software. The
DDJ-ERGO is designed using contoured edges with black, white and
gradient colors and a large 115-mm
platter for increased operability. The
system also features pulse control
that illuminates various areas of the
JVU[YVSSLY[VHZZPZ[PU[OLTP_PUNWYVcess. MSRP: $699. {pioneerdj.com}
P
100 I MUSIC INC. I JANUARY 2012
X9H[LZ!*SHZZPÄLKKPZWSH`!WLYJVS\TUPUJO9LHKPUNUV[PJLZ!WLY^VYK"TPUPT\TJOHYNL(SSHKZHYLWYLWHPK
X
Payments: Send check or charge it on MasterCard, Visa or discover.
X+LHKSPULZ!(K]LY[PZPUNJSVZLZ[OL[OVM[OLTVU[OZP_^LLRZWYPVY[VPZZ\LKH[L·PL[OL4H`PZZ\L^V\SKJSVZL4HYJO
X
Send your advertisement to: Music Inc., 102 N. Haven Road, Elmhurst, Illinois, 60126: or FAX your ad to: (630) 941-3210.
,_[ X8\LZ[PVUZ&*HSS;OLYLZH/PSSH[
BUYERS WANTED
PLACE YOUR AD HERE!
CONTACT THERESA HILL AT 630-941-2030, EXT. 119 TODAY!
JANUARY 2012 I MUSIC INC. I 101
BUYERS WANTED
RETAILERS: NAMM IS JUST
AROUND THE CORNER!
GET ALL THE INFO YOU NEED TO PLAN YOUR
TRIP TO ANAHEIM AT UPBEATDAILY.COM
102 I MUSIC INC. I JANUARY 2012
BUYERS WANTED
SERVICE
VISIT
UPBEATDAILY.COM
TODAY!
RENTAL
JANUARY 2012 I MUSIC INC. I 103
RENTAL
VISIT
DOWNBEAT.COM
TODAY!
104 I MUSIC INC. I JANUARY 2012
BUYERS WANTED
Acoustics First ................................................................................................... 24
Alfred Publishing ............................................................................................... 35
Allparts .............................................................................................................. 26
Apogee .............................................................................................................. 85
Asterope Cables ................................................................................................ 83
(\KP_ ................................................................................................................. 67
Big Bends .......................................................................................................... 96
Brubaker ............................................................................................................ 91
CAD Professional .............................................................................................. 82
Carol Brass ........................................................................................................ 96
Casio ................................................................................................................. 11
CE Distribution .................................................................................................. 72
Classic Music Instruments ................................................................................ 47
Crafter USA ....................................................................................................... 53
CyberStep ......................................................................................................... 93
Dava .................................................................................................................. 21
Dream Cymbals ................................................................................................. 16
Drum Workshop................................................................................................... 5
Dusty Strings ..................................................................................................... 77
Engl ................................................................................................................... 16
Fitness Audio ..................................................................................................... 16
GCi Technologies ................................................................................................ 4
Gig Gear ............................................................................................................ 89
Hal Leonard ......................................................................................................... 3
Hanser ............................................................................................................. 107
Harman .............................................................................................................. 39
Horizon Rapco................................................................................................... 37
Hosa Tech.......................................................................................................... 69
Hunter Musical Products ................................................................................... 76
iConnectivity ...................................................................................................... 88
Jackrabbit Technologies.................................................................................... 98
Kala Brand Music .............................................................................................. 22
Kyser ................................................................................................................. 90
Legere Reeds .................................................................................................... 97
Levy’s Leathers.................................................................................................. 32
Los Cabos ......................................................................................................... 71
LOXX ................................................................................................................. 46
Meisel ............................................................................................................... 78
Music & Arts ...................................................................................................... 70
Nady Systems ................................................................................................... 17
NAMM .......................................................................................................... 18-19
NEMC ................................................................................................................ 99
P. Mauriat ........................................................................................................... 74
PianoDisc .......................................................................................................... 95
PJLA Music ....................................................................................................... 48
7YH_PZ................................................................................................................. 57
Pro Rock Gear ................................................................................................... 27
Pro-Tec .............................................................................................................. 22
QRS .................................................................................................................... 7
Radial Engineering............................................................................................... 8
Regal Tip ........................................................................................................... 17
Remo ................................................................................................................. 59
Retail Up Music ................................................................................................. 79
Reverend Musical .............................................................................................. 53
Rhythm Band Intruments .................................................................................. 89
Roland ................................................................................................................. 2
Sabian ................................................................................................................. 9
Samson ........................................................................................................... 108
Schecter Guitar Research ................................................................................. 86
Schilke ............................................................................................................... 41
SHS .................................................................................................................. 54
Shubb Capos .................................................................................................... 21
Shure ................................................................................................................. 45
SKB Cases ........................................................................................................ 49
St. Louis Music .................................................................................................. 73
Steve Clayton .................................................................................................... 88
String Swing ...................................................................................................... 65
The Music Link ................................................................................ 15, 23, 75, 87
Tolito Musique ................................................................................................... 77
Tri-Technical ...................................................................................................... 14
WD Music Products........................................................................................... 96
Yorkville ............................................................................................................. 63
JANUARY 2012 I MUSIC INC. I 105
ASK THE
RETAILER
Photo by Marianne Williams
>>>
Johnny Thompson
Johnny Thompson Music
Monterey Park, Calif.
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space, so we can’t have a
hands-on mic display where the
customers can A-B one mic against
the other. Instead, we have an inhouse listing of our mics and their
prices. It’s up to our knowledgeable
salespeople to discuss mics with
the customer. When needed, we’ll
test a mic or two in our sound room.
We price our microphones partly on
perceived value, which may or may
not be MAP price. We also stock
brands that are not easily found
online. Sometimes, we offer a valueadded follow-up technical service.
People shop brick-and-mortar
stores for convenience, local
service and hands-on no-risk, so
they’re less likely to hardball or
shop online if it’s affordable.
W
>>>
John Epifanio
Music Central
Egg Harbor Township, N.J.
would call our customer base
“weekend warriors.” Our clients
are local bands and wedding DJs,
so the installations that we do
tend to be on the smaller side. The
best way to display to that particular crowd is through Facebook
and promotion on the website.
Yamaha is probably our top-selling pro audio line. I have a two-store
location, and we’ve established a local reputation. We’re also part of the
Yorkville rental program and have
a lot of in-store signage on that.
I
>>>
Chris Basile
South Jersey Music
Sewell, N.J.
ur most effective display is our
PreSonus display. It’s got the
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comes in looking for some type
of interface or computer recording software. It’s nice point-of-sale
packaging, and they’re able to plug
in multiple instruments through it.
The back of the package shows you
windows on the software, so it’s
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Blue recording mics are cross-merJOHUKPaLKYPNO[UL_[[VP[PUJHZL
a customer wants to pick one up.
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106 I MUSIC INC. I JANUARY 2012
>>>
Bryan McCann
Instrumental Music
Ventura, Calif.
What is your most
effective audio or
recording promo?
or our four stores, the
whole pro audio category has been in a bit of
a decline. So, we do eventoriented marketing. We’ll
typically have some kind
of in-store event, like a recording seminar, with our
products. Even when our
walk-in traffic has been in
decline, when a manufacturer is promoting some
kind of workshop, that
seems to be what’s effective.
For example, we did a
recording workshop at one
of our Ventura, Calif., locations. We focused on how
to record an acoustic guitar. We did a live demo but
also included a condenser
F
microphone in the demonstration. We had 14 or 15
people show up, and that
scored some sales. Those
customers wouldn’t have
bought the microphone
without the demonstration.
The event really created a
cult action that showed
people what they could
do with an audio product.
I think some of the audio brands have chosen to
market through other retail
channels. A lot of recording brands have broadened
their distribution channels
via Internet and national
sales, which is not a particularly level field for
brick-and-mortar retailers.
PreSonus is a brand
that has recognized that
the independent channel
is a good match for its
product, and because we
get support from them, the
brand is very successful.
Condenser microphones,
in particular, are sold by
salespeople who have a dialogue with the customers.
Salespeople inquire about
what the customers are using, get that information
and show or record someone. Regardless of display,
I don’t see a lot of sales on
studio microphones to customers who don’t know that
a good mic is key to getting
good recorded sound.
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