Music & Sound Retailer November 2017, Vol 34 No 11

ACCESSORIES BAGS & CASES ISSUE ACCESSORIES BAGS & CASES ISSUE ACCESSORIES BAGS & CASES THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

November 15, 2017 Volume 34, No. 11

BE SURE TO WATCH

Overcoming Peaks and Valleys Eight bags/cases and accessories manufacturers provide an all-encompassing look at their respective markets.

By Brian Berk We often publicize the many areas of innovation in the MI industry, whether it’s pro audio, DJ products, new guitar technologies and more. But certainly not to be outdone are advancements in both bags/cases and accessories, just a few of the things we asked eight manufacturers for in this all-encompassing story. You will also receive advice on how to sell these products and much more. Since we asked different questions of bags/cases experts and accessories experts, you will see the story separated in that manner. Heeding the call to contribute were Gator Cases, TKL Products, On-Stage, Mapex/Majestic, ProX, The Cavanaugh Co., Kyser Musical Products and Roland. Enjoy.

As an icebreaker, the Music & Sound Retailer first looked at what bag/case manufacturers value the most, no matter if they produce a soft case or a hard case. Are durability, TSA compliance and actual design/look of the bag/case most important?

“There are many factors we consider whenever we set out to develop a new hard or soft case,” responded Tom Dougherty, co-founder and CEO, TKL Products Corp.

“The answers to these questions are really what determine the design of the case. (continued on page 24)

18-Product Salute MSR TAKES AN IN-DEPTH LOOK AT TODAY’S LESSER-PUBLICIZED INSTRUMENTS.

By Brian Berk

It’s November, and before you sit down for your Thanksgiving meal, it’s time to shine a really bright light (we’re talking long-burning, powerful LED bulbs) on the perhaps unheralded and definitely lesser-publicized products in this issue. Here, you will find plenty of products you may not have thought about recently, but that definitely deserve a spotlight.

What is a lesser-publicized product? Honestly, the answer can vary, but for the most part, we look for non-mainstream products that are not directly housed under the four headings that receive their own billing throughout the year in the pages of the Music & Sound Retailer: guitars, drums, pro audio, and DJ and lighting. Enjoy this feature with some turkey and stuffing, if you so choose. (continued on page 32)

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Manhasset Specialty Paid a Special Visit The Association of Washington Business (AWB) visited Manhasset Specialty Co. in October, as part of a statewide bus tour to emphasize Manufacturing Day, which took place Oct. 6. This was the first-ever bus tour by the AWB to visit top manufacturers in Washington state, conducted to call attention to the diverse manufacturing companies successfully competing around the world.

American Recorder Adds to Distribution Lineup

American Recorder Technologies announced it’s now a distributor of Mojo Grips guitar picks.

Mojo Grips guitar picks feature a rubber grip, intended to providing a better gripping surface, as well as extra thickness to the back of the pick, so players don’t have to tighten their grip too much while playing.

“Mojo Grips guitar picks are a great addition to our distribution portfolio,” said Alan Adelstein, president of American Recorder.

“The removable rubber grip makes picking easier than ever, as well as provides comfort and extended playability.”

One feature of Mojo Grips is the grip is separate from the pick. If it wears down or a player breaks a pick, the grip can be removed, and then applied to another pick. The picks are manufactured using authentic Delrin polymer for precision and longevity. Sizes available include 0.50, 0.60, 0.73, 0.88, 1.00 and 1.14. The picks are available in a variety of colors.

American Recorder Technologies has also announced it is now a distributor of PinchClip, DrumClip and StickTwirl.

The new PinchClip replaces conventional nuts and wingnuts on cymbal tilters and hi-hat clutches. The stainless-steel flanges flex when pinched, so that the holes in the overlapping arms align, allowing for quick application and removal.

Constructed from a durable rubber and plastic compound, DrumClip removes unwanted frequencies, retaining the desired attack, resonance and feel of drums. DrumClip rounds out and flattens a drumhead’s sound and allows for easier tuning of any size drum.

StickTwirl is an attachment for drumsticks that enhances the showmanship, control and playability for drummers. StickTwirl increases speed and agility and is designed to reduce hand fatigue.

Made of a flexible polymer with tension and high material memory, the diameter of StickTwirl flexes to the size of drumsticks.

MUSIC & SOUND RETAILER

“What an incredible company and team of employee-owners! It is no wonder Manhasset is successful in marketing their outstanding quality products all over the world,” said Kris Johnson, president of the AWB. “We were delighted to welcome the AWB and these distinguished visitors to Manhasset as part of Manufacturing Week for the state of Washington,” added Dan Roberts, president and general manager, Manhasset Specialty Co. “There are many manufacturers in this state, and we were honored to be included in the inaugural AWB Manufacturing Tour.”

Manhasset has worked closely with the AWB on legislative issues like the Ex-Im Bank reauthorization, which is important to many Washington manufacturing companies that market their products all over the world. Johnson and other members of the AWB staff, elected officials and AWB board members were present for the tour at Manhasset.

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THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

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VOLUME 34 NO.11

Features ON THE COVER Overcoming Peaks and Valleys

Eight bags/cases and accessories manufacturers provide an all-encompassing look at their respective markets. Find out how technology can change the bags/cases and accessories industries, learn some quick sales tips to better move these products off your shelves and much more.

ON THE COVER 18-Product Salute

MSR takes an in-depth look at today’s lesser-publicized instruments. Once again, a spotlight is shone on 18 products that perhaps don’t get the love they deserve from the mainstream press.

Columns

34 The Music & Sound Independent Retailer

51

33

36 Five Minutes With

Like the Music & Sound Retailer, String Swing dates back to 1983. Company vice president Travis Thieman takes a look at the company’s success and what’s coming down the pike. In addition, learn what the company is doing to fend off knock offs of its products sold on Amazon.

38 MI Spy

MI Spy heads out to the “Big D,” home of the Dallas Cowboys, in search of a ukulele. Did Sky Guitars Music Store, Guitar Center, McBride Music & Pawn or Glen’s Pawn Shop & Music Store take home this month’s prize?

40 In the Trenches

Allen McBroom would give a lot to bring back the days of 50 points of margin. We can’t, but he explains that each new deal, and each new product, needs to be evaluated in terms of margin and dollar profit per unit sold.

42 Confessions of a Retailer 22

According to Donovan Bankhead, every business boils down to three main elements: sales and marketing, finance, and operations.

44 Shine a Light

Alabama’s Spicer’s Music has definitely lived up to its “Not Your Average Music Store” motto. Learn the story behind the tremendous success story from Tim Spicer.

46 Veddatorial

“I believe we’re stagnant, and too many of us are waiting for some outside event to force our hand in a new direction. At the same time, too many are waiting for something to ‘save’ us,” stated Dan Vedda in his column. It’s time to start talking — and acting — on ideas and plans to “transform some of our honored — yet arthritic — business models,” he added.

54 Under the Hood

This month, we go Under the Hood with LD Systems’ MAUI 5 GO. The product is a column speaker with an integrated subwoofer that serves as the unit’s base.

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Buzz

3 Latest 16 People 18 Products

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NOVEMBER 2017

EDITORIAL

Tough Sledding For many of you, the last few months have been tough. Hurricanes, wildfires, you name it. And that’s not even to mention the attack on our country at a music venue in Las Vegas.

First, I want to send my deepest sympathy to anyone affected by these tragedies. We at the Music & Sound Retailer are thinking about you constantly. I know I sit at my desk often thinking about what happened in disbelief. Sadly, tragedies, whether natural or manmade, appear to be increasing in regularity in recent years.

I also was quite bummed that the same day the Las Vegas shooting took place, one of my favorite artists, Tom Petty, passed away. Talk about a really brutal day.

If you have a story to share about recovery efforts at your store, please make sure to contact me at bberk@ testa.com. We’d love to feature you in a future issue of the magazine.

If there’s one positive, perhaps tragedies make people come together more so than on normal days. Picking up the pieces is hard, but at least it’s time for a community to come together. Music — and MI stores — are perhaps the first step in the healing process. Let’s not forget the great power that music has to bring people together and let them heal. We can always point to the one big aspect. Music is overwhelmingly positive, especially in its purest form. It brings out our biggest emotions, such as joy and sense of accomplishment.

Hopefully, the pages of this magazine can also get back to what we love talking about. We have plenty of stories for you to enjoy this month, including a salute to lesser-publicized products, an accessories, bags and cases update, “Shine a Light” featuring Spicer’s Music and much more.

Speaking of the issue, one change some may have noticed took place. We have decided to present the Music

& Sound Awards at two different occasions. If you are a dealer, the ballot arrived with your October issue as usual, and there will be no changes for manufacturers receiving their awards at Winter NAMM in January. However, retailers will now receive their awards at Summer NAMM, taking place in Nashville in June. Why did I decide to make this change? There are a couple of reasons: First, I wanted to make sure we placed more of a spotlight on retailer winners in the pages of the Music & Sound Retailer, and I believe this is the best way. Also, Summer NAMM is an occasion where I have more time than its winter brethren, dramatically increasing the opportunity to personally hand out retailer Music & Sound Awards at the the Retailer’s booth at the trade show.

Of course, to make this change, it helps that retailer winners be at the trade show. Fortunately, NAMM has done a tremendous job with its Top 100 awards, improving the chances that winners will be on hand at the show.

I’m looking forward to seeing this change in action.

I should also mention that you will see some additional columns in the magazine, as we head toward 2018. I don’t want to ruin the surprise yet. My January editorial will discuss these changes in detail. Suffice it to say, they should certainly be changes for the better and provide you with even more information to survive in the tough waters that characterize MI, or quite frankly, all retail today.

As Tom Petty famously said, “I Won’t Back Down.” Hang in there and enjoy Thanksgiving. See you in December.

November 15, 2017 Volume 34, No. 11

BRIAN BERK Editor bberk@testa.com ANTHONY VARGAS Associate Editor avargas@testa.com MATT VAN DYKE Assistant Editor mvandyke@testa.com

GEORGE HINES SKIP MAGGIORA Editorial Advisors

ROBERT L. IRAGGI Advertising Director riraggi@testa.com

JANICE PUPELIS Art Director STEVE THORAKOS Production Manager CIRCULATION circulation@testa.com FRED GUMM Digital Art Director

RICKY PIMENTEL Art/Production Assistant rpimentel@testa.com

DONOVAN BANKHEAD MICHELLE LOEB ALLEN MCBROOM KRISTY DOBBS GABRIEL O'BRIEN JEFF KYLE JR.

ROBIN HAZAN Operations Manager rhazan@testa.com VINCENT P. TESTA President/Publisher DAN VEDDA LAURA B. WHITMORE Contributors

Editorial and Sales Office: The Music & Sound Retailer, 25 Willowdale Avenue, Port Washington, New York 11050-3779. Phone: (516) 767-2500 • Fax: (516) 767-9335 • MSREDITOR@TESTA.COM. Editorial contributions should be addressed to The Editor, The Music & Sound Retailer, 25 Willowdale Avenue, Port Washington, New York 11050-3779. Unsolicited manuscripts will be treated with care and must be accompanied by return postage.

Sound & Communications • DJ Times • Sound & Communications Blue Book The Music & Sound Retailer • The DJ Expo • IT/AV Report The Retailer’s Vnewsletter • Convention TV @ NAMM • InfoCommTV News VTTV Studios The Music & Sound Retailer (ISSN 0894-1238) (USPS 0941-238) is published 12 times a year for $18 (US),

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NOVEMBER 2017

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Bittree to Celebrate 40th Anniversary with First NAMM Appearance Bittree will celebrate 40 years of designing and manufacturing patching solutions for the broadcast, professional audio/video and musical-instrument markets in 2018 with festivities kicking off at the Winter NAMM Show, taking place Jan. 25-28 in Anaheim, Calif. This marks Bittree’s first time exhibiting at NAMM, where it will exhibit in booth 10614.

The centerpiece of Bittree’s inaugural NAMM Show exhibit will be the company’s new ProStudio series of audio patchbays. Bittree will also use the 2018 NAMM Show as the launch pad for additional ProStudio products, including 96-connector, front-

Gibson Seeks Smaller Memphis Digs

Gibson Guitar Brands Inc. is putting its Memphis factory on the sales block as it seeks to relocate to smaller digs.

According to the Memphis Daily News, Gibson’s current location near FedEx Forum spans 127,620 square feet and has an adjacent 330-spot parking lot. The company is seeking $17 million for the property. “[Gibson will] definitely stay in Memphis, but when this venue was built it had a large entertainment venue [that] hasn’t been utilized in a couple of years,” CBRE Executive Vice President Johnny Lamberson told the news outlet. “And that’s approximately half of the building.” CBRE is handling the sale of Gibson’s Memphis factory.

Once Gibson figures out the square footage needed for its new location, it will again tap CBRE to handle that search, the news source added.

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programmable and internally-selectable rackmount configurations.

“Thriving as an independent company through 40 years in a technology business is a remarkable feat, and Bittree has helped our customers navigate through many key infrastructure and format transitions in the media and entertainment industry,” said Bittree CEO Glenn Garrard. “The 2018 NAMM Show is a perfect backdrop for celebrating this success with our customers, and we’re excited to bring the advantages of the new ProStudio line to NAMM attendees for the first time.”

Hal Leonard Now Distributes Artiphon

Nashville, Tenn.-based Artiphon announced Hal Leonard will now distribute its INSTRUMENT 1 digital instrument to U.S. and Canadian music stores.

Artiphon first conceived the INSTRUMENT 1 in 2011 and launched it on Kickstarter in 2015, where it raised more than $1.3 million to become the largest crowdfunded musical instrument in the site’s history. Artiphon has since won a “Best in Show” award at the 2017 Summer NAMM show. It also was named one of the best inventions of 2015 by Time magazine.

The INSTRUMENT 1 is a patented multi-instrument that lets users strum like a guitar, bow like a violin, and tap like a keyboard or drum pad. It plugs into iPhone, iPad, Mac or PC, and connects with hundreds of music apps from GarageBand to Ableton Live and beyond.

“Hal Leonard is one of the most established and respected names in the musicalinstrument market, and we’re proud to have them distribute Artiphon products,” said Dr. Mike Butera, founder and CEO of Artiphon. “It’s our mission to empower creativity with smart musical devices and apps, and this partnership will introduce many more people to the possibilities of our multi-instrument technology.”

Brad Smith, vice president of MI products for Hal Leonard, added, “Hal Leonard likes innovative products that can create new music experiences and therefore create new customers. The new generation of digitally savvy performers, producers, learners and students will want to explore this.

Dealers have to be there with new product offerings, and this one is sure to get new business and excitement.”

NOVEMBER 2017

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VH1 Save the Music Celebrates 20th Anniversary

VH1 Save The Music Foundation celebrated its 20th anniversary in grand style last month by hosting its 20th Anniversary Gala in New York City. Queen Latifah was honored at the event for her contributions to the world of music and commitment to providing low-income students with opportunities to pursue an education.

Latifah and the foundation had recently announced a five-year, $5 million project to rebuild music in 38 schools in the city. At the gala, the foundation also presented Steve Aoki with the Music Innovator Award for his impact on the music industry, his leadership as a philanthropist through the Steve Aoki Charitable Fund and role as an outspoken advocate for music education.

Also, Toyota, which served as an event sponsor, presented DJ Khaled with the #ToyotaGiving Award for his role as a champion for music programs in schools and involvement as national spokesperson for VH1 Save The Music sister organization Get Schooled.

“I am deeply humbled by the opportunity to be a part of the amazing work that VH1 Save The Music does,” said Latifah. “This is bigger than just teaching kids how to play instruments. It’s about using music to

Point of Sale + Website + Rentals

bring communities together and giving all children a shot at a brighter future. This work can’t stop until every child can access music programs as part of their education.”

VH1 Save The Music unveiled a new grant program that will broaden the range of opportunities for students across the country and advance the foundation’s mission to make music available in every public school in America. Introduced by Aoki, the Music Tech Grant is planned as an investment in American public high schools to fund the hardware, software and musical instruments needed for audio engineering, recording and production.

“Not all children in America are afforded the same chances to succeed, but we believe in the power of music to help students fulfill their potential. That’s why we are more committed than ever to bringing music education to students who need it most,” said Henry Donahue, executive director of the VH1 Save The Music Foundation.

Shure Sales Rep Updates

Shure has named Mainline Marketing as its new sales representative in Florida. The company also announced an expanded territory for existing sales representative Richard Dean Associates, which now includes upstate New York.

“We are very proud to be representing Shure in the state of Florida,” said Clinton Muntean, president of Mainline Marketing. “It is our goal to bring significant value to both our customers and the manufacturers we represent. With Shure at our side, we now have the outstanding resources we need to manage and grow our territory and build upon our already excellent reputation.” Mainline Marketing, based in Orlando, Fla., was founded in 1987.

“We are thrilled to be expanding our territory, and thus deepening our relationship with Shure,” stated Dick Bazirgan, president of Richard Dean Associates. “It has always been our goal to offer ‘the complete solution,’ and now we can provide that for our customers in upstate New York. With this development, we’ve been able to hire new talent in Buffalo that will allow us to be more effective in this newly expanded region.”

Richard Dean Associates, based cloud-based system in Newburyport, Mass., has been the sales representative for Shure • POS & Website in New England since 1975.

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www.rainpos.com/music sales@rainpos.com • (801) 893-3680

Now includes marketing tools!

"Our year-over-year sales increased by 35% after switching to Rain Retail" ~Jeremy Chapman, Owner, The Acoustic Shoppe 10

In response to a story appearing in the October issue of the Music & Sound Retailer (“Under the Hood”, p. 54), Vic Firth issued the following statement: “The process of shaping a drumstick on centerless grinders was born at the Vic Firth factory in Newport, Maine, in 1986. Centerless grinding has a multitude of benefits, including reducing stress on the wood, enabling closer control of moisture content, and ultimately producing a stick that is guaranteed to be straight. In short, our centerless grinding concept was a game changer for the drumstick industry!

In recent years, many companies have recognized what we have known for 30 years. As with pitch pairing, injectionmolded nylon tips, and countless other innovations, we are proud to see the standards we set for ourselves become the industry standards, time after time.”

NOVEMBER 2017

Inside Information

The biggest names in PA load their cabs with Celestion Pro Audio Drivers

You already know that Celestion is the voice of rock & roll when it comes to guitar speakers. But did you know that leading PA brands choose Celestion Pro Audio Drivers for their best-selling products?

Our innovative approach to design helps us develop great sounding speakers that deliver class-leading performance and reliability at truly competitive prices.

And our integrated distribution network means you can count on stock availability and excellent customer service.

Give your customers the industry choice - stock Celestion Pro Audio Drivers.

Find out more

celestion.com

L AT E S T

Morley, Ebtech Discontinue Sales on Amazon Sound Enhancement LLC CEO, Joseph Turek, recently announced the company would no longer sell Morley and Ebtech products on Amazon in the following statement: “Dear Valued Customers, Sound Enhancement LLC, producer of Morley and Ebtech pedal and audio products, like others in the music industry, are following suit and discontinuing sales to Amazon.com. We have determined that the business practices adopted by Amazon.com are compromising the competitiveness of our brands. Consequently, while we believe the Amazon Marketplace is an excellent forum for our retailers to sell our products, this will only be successful with the strict adherence to our MAP policy.

The value that our retail base brings to the consumer through superior customer service needs to be cherished and protected to keep our industry alive and vibrant.

Grab a Morley and Step On It Joseph A Turek, CEO” The Music & Sound Retailer asked Turek to expand upon this decision. Here is his response: “When we purchased the Morley business in 2016, we took the time to understand our brands and our place in the market. We visited our top customers and asked them what we needed to do to keep them healthy and alive. The resounding comment that came back was to upgrade our product, remake our website and get rid of Amazon as a customer. Quite frankly, we were shocked at this statement about Ama-

zon. But after hearing the same message over and over, we began to take note.

“We started to compare what value our dealer network brought to the table versus what we saw with Amazon. When you peel back the onion, the picture is rather shocking. Our dealers bring real value to the consumers of our products. They offer real customer service with a human-being knowledgeable about our products. They offer advice on how our products work, tips on how to interconnect devices, other products that augment our line and real hand holding when necessary. That is a huge commitment from our dealers with investments in human resources, training and systems. What does Amazon do with respect to customer service? Nothing! You cannot reach a human being for any problem. All the consumer can do is send a product back without recourse and post a message saying how disappointed they were. Unfortunately, these comments are addressed to Morley and not to Amazon. Our brand can get tarnished unjustifiably with no reflection on the lack of support from Amazon. That is just not right.

“Our dealers go the extra step to offer service, repair and technical support on most of our products. We get very few returns from our dealers, and we pride ourselves in well-built products that last for years.

However, if a consumer purchases a product from Amazon and returns it for whatever reason, we get it back. We get charged by Amazon for shipping charges and we get ‘dinged’ from Amazon for having a

Award Winning Brands World-Class Service We are dedicated to Music Retailers We are St. Louis Music T: 800-727-4512 F: 314-727-4710 E: sales@stlouismusic.com W: www.stlouismusic.com

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SLM Marketplace Everything In Accessories

260 Brands 13,000 Products

NOVEMBER 2017

L AT E S T

‘faulty’ product that was returned.

We get no audience with the consumer, as we have no idea who returned the product and why. Ninety-nine percent of the product returned from Amazon has no problem found. Feedback from our dealer network shows that most consumers who are confused by a product and cannot receive live support return the product, frustrated. The consumer is unhappy, has spent time and money, and most likely will not buy another product from Morley again. How is that good for our brand or the consumer?

“Our dealers specialize in music products. They have support staff and sales teams that are musicians. Most of them play and own our products. When they speak with a consumer, they connect on a personal level. How awesome is that? Amazon sells everything from a Morley pedal to baby diapers. To them, Morley products are just another widget; we are a number in big data that generates traffic and profit for them. They don’t know our products, and they are unable to help the end user.

We translate that to ‘Amazon cannot provide service to their customers,’ and that is just not fair to the consumer. Technical products need knowledgeable, live support — baby diapers do not. Amazon does not have the knowledge necessary to sell music products directly to the consumer.

“What does Amazon do well?

It moves volumes of commodity products quickly and efficiently through the supply chain at the lowest possible cost to the consumer. It does this at the expense of great customer support. Our dealers have figured out how to become almost as efficient in supply chain management as Amazon. They have done this with investments in infrastructure at a cost. So, the value proposition of fast delivery by Amazon gets diminished in our eyes, and the consumer gets so much more value from our dealers that do right by the consumer. We needed to move them away from Amazon to a network of dealers that have their best interest at heart and leave them with the satisfaction of MUSIC & SOUND RETAILER

a good sale. We had to leave Amazon for the good of the consumer and the music industry.

“The funny thing is that once we stopped providing specific products to Amazon to sell, the sales numbers didn’t change.

Those previous sales just moved to one of our valued dealers.

Amazon does nothing to sell and promote our products, and the sales they received for our product were ‘pull-through’ sales that exist with or without Amazon.

“Sure, it hurts to lose our largest customer in Amazon. But that is short-term pain for long-term gain. We are visionaries that

see the music industry resurging, and our products need the superior customer support and service offered by our dealers to grow with the industry. For all of these reasons, we finally came to understand what our dealers were telling us, [and] we had to say goodbye to Amazon.”

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Headline Caption

Note From Dan

ADVERTORIAL • NOVEMBER 2017 • NAMM.ORG Explore thousands of stories at namm.org/library

Many Stories, One Vision...

Our global music industry is a vast ecosystem of manufacturers, retailers, educators and music, sound and event technology professionals. And your association is at the Crossroads of it all, uniting these communities around our shared vision of a more musical world.

As a vitally important part of our Vision, Mission and Objectives, the NAMM Oral History program is dedicated to preserving the stories of our industry. Now encompassing over 3,000 interviews, conducted over the past 17 years, it has become the world’s largest video repository of industry knowledge and lore, told by those who were really there. Their stories will entertain and inspire and perhaps most of all, humanize the decisions, large and small, that have shaped the industry we know today.

We invite you to listen and enjoy these personal histories for yourself. They include your friends and peers alongside industry icons who have all left their mark and will now be forever remembered for generations to come. The collection can be found in the Library section of namm. org. It is an ever-expanding archive, quickly becoming as vast as the industry itself.

industry icons, pro audio and sound production leaders, along with innovators in event technology. All of this content can be conveniently found on namm.org, iTunes or SoundCloud.

New episodes of The Music History Project are released every other Thursday.

This NAMM Oral History collection continues to grow because of great members like you.

Simply drop us an email at library@namm.org and tell us who you think we should interview next.

It is an ever-expanding archive, quickly becoming as vast as the industry itself.

Their stories will entertain and inspire and perhaps most of all, humanize the decisions, large and small, that have shaped the industry we know today.

You can view our latest interviews and engage in our newest form of content, The Music History Project. This exciting new project is a podcast utilizing the Oral History interviews to examine innovative creations, the evolution of musical instruments, and the changing world of music retail, music

In January, as we gather as a global community to conduct business, network, share and grow, we also pay tribute to those we’ve lost; a fitting farewell to dear friends, many who were with us at last year’s show.

The Tribute is Thursday evening at 5:30 pm on the Grand Plaza. Please come and share in this special gathering of family and friends.

Thank you for your enthusiastic support of NAMM and the Oral History Program. We truly believe we are all part of one big musical family and we look forward to seeing you at The NAMM Show where our collective family story will continue to grow.

Sincerely, Dan Del Fiorentino • NAMM Music Historian

7,000

Learning le ip lt u M / + Brands

s

ard Program

e Music / Aw Tracks / Liv

Exhibits The latest products to drive sales

Education Cutting-edge education to build careers

Events An experience like no other

Make plans to attend The 2018 NAMM Show.

The Music Begins Here Visit namm.org/thenammshow to review the show map, full schedule, and to register and book your hotel.

PEOPLE

Big MAC

Doug Lady, Hal Leonard senior vice president — sales, has been appointed chairman of the Music Achievement Council.

Lady succeeds Rick Young of Yamaha Corp. of America, who retired after 10 years as the council’s chairman.

Lady has served on the council for seven years.

The Music Achievement Council (MAC) was formed in 1983 for the express purpose of promoting instrumental music in our schools. MAC consists of representatives from three music organizations: NASMD, NABIM and NAMM. It produces non-commercial materials for use by band and orchestra directors to help improve the recruiting and retention of instrumental music students. Its latest initiative is the National First Performance Day of Celebration to honor and celebrate all beginning instrumental music-makers, who, as a result of their participation, will “graduate” to become a full-fledged band or orchestra musician.

Lady has worked with Hal Leonard for 26 years. He’s involved in many components of Hal Leonard’s business, including the management of various sales channels with dealers and distributors, and overseeing the company’s educational, MI, book trade, mass market

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and international divisions.

“I am honored and excited to take on the chairman role for this important organization. Rick Young has done such an outstanding job and has been an inspirational leader for our organization. The council thanks him for his service, and I will do my best to carry on his great work,” said Lady.

Good Fortune

Music for All promoted Erin Fortune to director of sponsorships, effective October. Fortune joined Music for All in 2010 as participant relations coordinator. She takes on her new position after working in Music for All’s marketing department since 2012, most recently as marketing manager.

According to Music for All, Fortune helped create and manage Music for All’s award-winning social media presence. Her work and leadership led to stronger content and increased traffic to Music for All’s website, new media opportunities that showcase the organization’s programs and events, and the creation and deployment of effective e-marketing initiatives and campaigns that annually receive award recognition from the International Festivals and Events Association.

The director of sponsorships is responsible for garnering individual, corporate, and institutional philanthropic support that contributes to Music for All’s mission and the success of its operation’s strategic vision.

“We’re excited to promote Erin and to have her take on this new important role at Music for All,” said Eric Martin, Music for All’s president and CEO. “Erin is a mission- and vision-driven professional who offers and provides great value to our organization, the cause of scholastic music education, and the students, teachers and communities we serve. I look forward to working with her, as she continues to make a difference for students and the bright future they will ensure for America.”

NOVEMBER 2017

PEOPLE

Sabian Loves Love

Sabian promoted master product specialist Mark Love to the newly created position of director of research and product development. In his new role, Love will take on overall responsibility for the development and creation of new instruments, development of enhanced manufacturing techniques and ensuring that the highest possible levels of product quality are maintained.

A 35-year Sabian veteran, Love has been instrumental in developing several cymbals. He has been an integral part of Sabian’s Omni, Evolution, Radia Cup Chimes, Paragon and many more products.

Love has worked side by side with

In Memoriam: Bob Kane

Bob Kane, who built the export department of Selmer Co., before being named its vice president of sales, passed away in late September. Kane was born and raised in Elkhart, Ind. He played cornet in school, and, in fact, it was his high school band director who told Kane of an opening at Buescher Band Instrument Co. Kane began working in the customer service department, but transferred to production control before leaving the company to work at Selmer.

In Memoriam: Betty Kline

Betty Kline, who established Kline’s Music in Sacramento, Calif., in 1963, passed away last month. As the story goes, Kline was getting a little tired of running to town for band accessories when her husband, a music director, needed something for his students. What started out as a large box of accessories in her home developed into some of the key band and orchestra music stores in the Sacramento area. She worked long and hard at building the business, which today includes her two daughters and several grandchildren.

“I am proud of what I was able to do because it helps my family,” Kline said during a NAMM interview.

MUSIC & SOUND RETAILER

artists Jojo Mayer, Terry Bozzio, Dave Weckl, Jack DeJohnette, Neil Peart and many others.

Sabian Vault veteran Dave Williams will take over Love’s day-to-day role as vault operations lead.

He will be responsible for leadership of Vault staff, Vault inventory management, production scheduling, quality testing and sales order fulfillment.

PRODUCTS

Cross the Line

Over view: Revelle’s CrossTECH Violin Case Specifics: Revelle’s CrossTECH Violin Case weighs just five pounds, but still provides the strength and protection of a traditional hard case. CrossTECH technology provides superior strength with minimal weight.

SupraTECH suspension safely cradles the instrument as it floats inside the case’s hard shell for maximum protection. The AdapTECH yoke adjusts to precisely fit instruments ranging from half to full size. The StrapTECH fastening system attaches to the instrument’s shoulder rest to hold it securely in place. CrossTECH’s durable, water-resistant exterior is constructed of premium nylon and maintains its attractive appearance use after use, stated the company. Tour-quality hardware stands up to travel and everyday use. An exterior, expandable portfolio pouch stores sheet full-size bows. A removable inner music, tablets and other items. pouch can store a shoulder rest, The case lid utilizes a lightweight, rosin and other accessories. laser-cut inner-lid material that MSRP: $239.99 protects two bows, while also Ship Date: Contact company adding strength to the case. The Contact: Revelle, 800.644.5268, bow area can hold fractional or www.revellestrings.com

Acoustic Treatment

Over view: BOSS’ AD-10 Acoustic Preamp Specifics: BOSS’ AD-10 Acoustic Preamp is a professional preamp/DI pedal for acoustic-electric guitar. The dual-channel AD-10 features the latest generation of BOSS’ Acoustic Resonance technology, which restores natural acoustic tone in amplified acoustic stage instruments. The AD-10’s Acoustic Resonance offers more powerful processing, three resonance types and the ability to balance the tonal character to suit the needs of different instruments. The pedal also includes tone-shaping tools, onboard effects and a looper, plus newly developed functions to control feedback with minimal tonal coloration. The AD-10 gives serious acoustic players everything they need to achieve rich, organic tones in any performing environment. The AD-10 has two input channels with adjustable sensitivity, allowing the player to set up tones for two stage guitars, blend two pickup sources from a single instrument or use two instruments at once. Each channel can be adjusted with a four-band EQ section and a variable low-cut filter.

MSRP: Contact company Ship Date: Contact company Contact: BOSS, 323.890.3700, boss.info

It’s Easy Being Green

Over view: Electro-Harmonix’s Green Russian Big Muff Specifics: Electro-Harmonix has reissued the mid-’90s cult-classic Green Russian Big Muff in a compact nano-sized chassis that is built to last. Heralded by guitarists and bassists for its devastating low-end and unique sludge and sizzle, the Green Russian Big Muff creates a huge tone of all its own that is undeniably Big Muff, stated the company.

Designed as a faithful recreation of the original, the Green Russian Big Muff has a tone that is darker and punchier in the bass than a standard Big Muff. Sustain controls the amount of drive, from a warm, fuzzy drive to fully saturated Muff distortion. Tone tailors the harmonic distortion, from wooly bass to searing treble tones. Volume sets the overall output level.

The Green Russian Big Muff comes equipped with a nine-volt battery, or can be powered by an optional nine-volt AC adapter.

Street Price: $80.60 Ship Date: Now Contact: Electro-Harmonix, 718.937.8300, ehx.com

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NOVEMBER 2017

PRODUCTS

Mic’ed Up

Over view: On-Stage’s MSB6000 Tripod Mic Stand Bag Specifics: On-Stage’s MSB6000 is the latest addition to the company’s line of gear bags and cases. Constructed of durable, double-stitched, heavyduty nylon, the 39x9.5x5-inch MSB6000 comfortably accommodates up to six full-size tripod mic stands and booms. Built for road-worthy convenience and endurance, the MSB6000 also features carry handles and a shoulder strap for seamless load-ins, breakdowns and handoffs, as well as interior padding to protect against drops and dings. There are more than a dozen different tripod mic stands in the On-Stage line, so the MSB6000 has countless bundling opportunities. Let your customers pick their favorite tripod mic stands and include them in this heavy-duty carrying

Launched Into Orbit

Over view: Triad-Orbit’s iOrbit Universal Smartphone and Tablet Holder Specifics: Triad-Orbit’s iOrbit universal smartphone and tablet holder provides a patented I/O Quick-Change platform that can easily adapt to the shape and size of any smartphone or tablet. This universal holder has clamping jaws that adjust from a width of 2.4 inches to 10.8 inches, and features ratchet tensioning that ensures a safe grip and eliminates potential slipping or dropping. The iOrbit can adapt to every device, from the smallest smartphone to the iPad Pro. iOrbit is mounted on a Triad-Orbit Micro 1 Orbit solid stainless-steel ball, providing a smooth 360-degree range of motion. It effortlessly connects with any proprietary I/O Quick-Change stands, booms and other Triad-Orbit adaptor components, including the IO-C Mounting Clamp, which is included as part of the iOrbit package.

MSRP: $129.00 Ship Date: Now Contact: Triad-Orbit Advanced Stand Systems, 888.846.8776, triad-orbit.com/iorbit

bag for a customized bundle just for them.

MSRP: Contact company Ship Date: Contact company Contact: On-Stage, 800.289.8889, on-stage.com

PRODUCTS

Sample Sale

Over view: Pioneer DJ’s DJS-1000 DJ Sampler Specifics: Pioneer DJ’s DJS-1000 standalone DJ sampler features an easy-to-use interface, 16 multicolored step input keys, 16 multicolored Performance Pads, and a host of inputs and outputs.

Add the DJS-1000 to a DJ setup to intuitively create unique sounds and phrases in advance of a set, or on the fly, then sequence and loop them. Improvise a new groove by syncing and mixing with tracks playing on other equipment, such as CDJs using the Beat Sync1, tempo slider and nudge features. At a glance, the seven-inch, full-color touchscreen gives users all the information they need to perform, thanks to recognizable sequence patterns and instrument icons assigned to the Performance Pads. Other features include Live Sampling, which enables users to sample input sounds and immediately use them as independent tracks or as FX to add to the mix.

MSRP: $1,199 Ship Date: Now Contact: Pioneer DJ, 800.782.7210, pioneerdj.com

20

Perfect Pitch

Over view: VocoPro’s SingTools-Pro Specifics: VocoPro’s SingTools-Pro is a professional 100-watt karaoke PA system with pitch correction and vocal elimination features, plus more than 100 studio-quality vocal effects. SingTools is a vocal effect mixer with a 24/56-bit Multi-Digital Signal Processor (DSP), and offers studio-quality vocal effects like harmonies, doubling and choir. With its built-in assignable pitch correction, SingTools can also help anyone sing in tune; the singer just assigns the desired key and lets the DSP do the rest. SingTools will work with 1/8-inch or RCA inputs, so singers can connect their smartphone, tablet, laptop or any CDG/DVD stereo system. This way, singers can stream karaoke tracks from YouTube or sing with their existing CDG or DVD libraries. SingToolsPro includes the SingTools professional vocal effect mixer, a PVWEDGE 100-watt stereo-powered monitor speaker, a MARK-38PRO professional vocal microphone, an MP-35 professional microphone stand and STS-15 15-foot stereo 1/8-inch to 1/8-inch cable.

MSRP: $439 Ship Date: Contact company Contact: VocoPro, 909.593.8893, vocopro.com

NOVEMBER 2017

PRODUCTS

BASS DRUMHEADS

I’m All Ears

Over view: Shure’s SE Wireless Solutions Specifics: Shure has added wireless earphone solutions to its SE Sound Isolating Earphone line, including Wireless SE112 and SE215 Models and a Bluetooth Accessory Cable developed for owners of current Shure SE Earphones who want to convert to wireless. These SE Wireless solutions are for customers who want to upgrade to the seamless connectivity that Bluetooth 4.1 provides. The Wireless SE112 and SE215 models feature an ergonomic, sound-isolating design and a fit kit with a variety of sleeves, and they naturally block up to 37 decibels of outside noise. They provide up to eight hours of battery life and 30 feet of range.

Customers who already own Shure detachable earphones can enjoy the freedom of wireless technology with the Bluetooth Accessory Cable (available separately). It features an integrated mic and three-button remote for volume and playback control, while providing up to eight hours of clear audio on a single charge.

MSRP: SE112 Wireless Earphones: $99; SE215 Wireless Earphones: $149; Bluetooth Accessory Cable: $99 Ship Date: Contact company Contact: Shure, 847.600.8440, shure.com/bluetooth

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Latest and Greatest

Over view: Alfred Music’s “2017 Greatest Pop & Movie Hits” and “2017 Greatest Christian Hits” Specifics: Alfred Music has announced two new additions to the Greatest Hits Series: “2017 Greatest Pop & Movie Hits” and “2017 Greatest Christian Hits,” both for Easy Piano. Arranged by Dan Coates, “2017 Greatest Pop & Movie Hits” includes 20 chart-topping songs

by Keith Urban, Katy Perry, Maroon 5, Ed Sheeran, Sia and Rihanna, as well as songs from the “La La Land” and “Moana” soundtracks, and more. “2017 Greatest Christian Hits” is arranged by Carol Tornquist and includes 12 easy arrangements of the most popular Christian songs from 2017. From ballads to up-tempo styles, these songs will be inspirational for all pianists.

MSRP: “2017 Greatest Pop & Movie Hits”: $14.99; “2017 Greatest Christian Hits”: $10.50 Ship Date: Contact company Contact: Alfred Music, 800.292.6122, alfred.com

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PRODUCTS

A Stroke of Genos

Over view: Yamaha’s Genos Digital Workstation Keyboard Specifics: Yamaha’s Genos Digital Workstation keyboard is packed with incredible sounds, enhanced DSP effects, stunningly real accompaniment styles and studio integration, stated the company. Genos is a new type of flagship instrument, rethought from the ground up to inspire and empower songwriters to create finished compositions entirely within its environment. Genos features nearly twice the amount of AWM2 sample ROM as the Tyros5 that chronologically preceded it, including new Yamaha CFX and C7 concert grand Voices. New Revo! drum and special FX Voices use more dynamic sampling and round-robin triggering to create rhythm parts.

Genos uses Kino strings for sound quality on par with software scoring libraries. New brass voices are also on hand, as are new guitars (acoustic and electric), basses, synth leads and pads, accordions, and more. It offers 256 notes of true stereo polyphony. Articulation Element Modeling (AEM) technology automatically chooses the correct instrument articulation in real time, according to the player’s keyboard technique.

MSRP: Contact company Ship Date: Contact company Contact: Yamaha, 714.522.9000, yamaha.com/genos

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All Tapped In

Over view: Ultimate Ears Pro’s UE Pro Sound Tap Specifics: Ultimate Ears Pro’s UE Pro Sound Tap makes personal stage monitoring simple with a plug-and-play solution. This compact and versatile stage accessory plugs directly into any onstage speaker and taps into the sound mix, passing sound through without impacting the system. Musicians can then plug in their custom or universal in-ear monitors and turn the existing stage-monitor mix into an in-ear mix. UE Pro Sound Tap has been designed to work with as many systems as possible, such as stage wedges, side fills and other stage equipment. It supports line-level or speaker-level inputs. Two standard nine-volt batteries give it 40 hours of charge.

MSRP: $249 Ship Date: Now Contact: Ultimate Ears Pro, 800.589.6531, pro.ultimateears.com NOVEMBER 2017

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PRODUCTS

On the Fly

Over view: Tech 21’s Acoustic Fly Rig Specifics: Tech 21 has expanded its line of Fly Rigs to offer an acoustic version. The Acoustic Fly Rig features the all-analog SansAmp with sweepable, semiparametric, active EQ, independent boost, a compressor, tap tempo delay, dedicated reverb, chromatic tuner, headphone capability and XLR output. Other features include a Notch filter, sweepable from 70 hertz to 350

Above the Fold

Over view: Hal Leonard’s “Ben Folds: So There” Songbook Specifics: Hal Leonard’s “Ben Folds: So There” songbook serves as a companion to Ben Folds’ album “So There,” and offers new insight into Folds’ creative process. Along with eight piano/ vocal transcriptions written by Folds himself, it also includes six brand-new recordings featuring Folds going solo in the studio.

These studio recordings, created exclusively for Hal Leonard and only available with this songbook, give listeners a fresh new look at the album. According to Folds, while the music is transcribed one way, it may sound quite different than what you would expect to hear. This isn’t meant to throw the listener off, but to encourage musicians to not be afraid to stray from the source material.

MSRP: $19.99 Ship Date: Contact company Contact: Hal Leonard, 973.337.5034, halleonard.com

hertz, a Phase Flip switch to reverse the input of the guitar signal, illuminated mini-controls to show active status, an included power supply, and metal footswitches and jacks in an all-metal

enclosure. In addition to acoustic stringed instruments, the Acoustic Fly Rig can also be used as a preamp for guitar and bass; simply run it in-line to an amp just as you would a standard pedal. It

weighs just over 20 ounces and is 12.5 inches long.

MSRP: Contact company Ship Date: Now Contact: Tech 21, 973.777.6996, tech21nyc.com

OVERCOMING PEAKS AND VALLEYS: EIGHT BAGS/CASES AND ACCESSORIES MANUFACTURERS PROVIDE AN ALL-ENCOMPASSING LOOK AT

(continued from the cover)

On-Stage

Among these are: What instrument are we protecting? Who will be using the case, student or professional, part-time or touring/ recording player? What levels of protection and durability are required? What design features are required for functionality? What design features are desired from an aesthetic and user-comfort perspective? Price point is one factor we try not to be influenced by. At TKL, our primary goal is to make the best possible case for every musician and musical situation, regardless of price.”

“Gator’s success has always been driven by solving a problem first,” said Rob McCoy, director of brand management at Gator Cases. “All aspects of the durability, design and look start from what problem is being solved.

When Gator first started, the design and look were not as much as an option as quality and concept. We were innovative and quick to market with quality products, so the market was willing to overlook the style and look

of the bag or case. Now that we have grown, we have designers and engineers that can help us to realize fully rounded products.”

“For the Majestic Mallet Instrument Bar Bag, the two priorities in the design are functionality and strength,” added Jeff Mulvihill, product manager for Mapex and Majestic percussion. “Mallet instrument bar sets are both awkward and heavy to move around.

The usual practice involves rolling them up and stashing them in some sort of duffle bag. This dedicated, durable case provides a functioning case for the specific, dedicated product.”

“All of those things are certainly important,” answered Jeremy Payne, On-Stage brand director and national accounts manager.

“It really depends on what kind of case or bag you’re designing.

You can really go overboard with features and benefits, and then end up with a price point that doesn’t make sense for the target audience you’re going after.

Conversely, you can skimp out on

essential features like padding, zippers, handles, etc., and at any price point, that sort of thing isn’t acceptable. To generalize things though, the zippers, handles and straps all need to be beefed up a bit; we don’t want people picking up a guitar gig bag, throwing it over their shoulder, and the strap rips off. That’s just unacceptable.

“We also are proud to say we are always very attentive and ahead of the curve with compliancy, specifically on the safety end of things,” Payne added. “When California Proposition 65 came to our attention a few years back, we went above and beyond the minimum requirements and reformulated all of our products to be free of any of the listed, potentially harmful chemicals. This was a re-

ally tough process, because some of those chemicals were in the products to help meet other compliancy laws, like fire retardancy.

Due diligence costs some money, but it means everything in making sure your product is as safe as it is functional, well built, etc.” “‘Quality without Compromise’ is the standard we follow when it comes to designing ProX cases and bags,” relayed Gabriel Menashe, president, ProX Live Performance Gear/Xstatic Pro Lighting/Uno Laser. “Our main priority is to produce wellrounded, quality cases and bags that will protect your gear at all times during transit and storage.

Utilizing our signature series plywood, ProX cases can withstand a lot more than the usual

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24

NOVEMBER 2017

THEIR RESPECTIVE MARKETS

wear and tear. Our sleek digital honeycomb exterior design adds an extra layer of style to our case design, giving our loyal ProX clients a touch of professionalism to their setup and presentation. Another aspect that is very important is making transporting your gear easier. Our Gig Ready cases come equipped with lowprofile wheels and high-quality, recessed handles, which makes transporting your gear very easy and effortless. With ProX you will get more value for your investment. With our team focusing on durability, design and ease of transport, we hope to deliver.”

Next, we looked at some of the newest trends in the bag/case segment of MI. “Great protection in a compact, minimalist design,” responded McCoy. “The musical instruments that people would need to travel with have not changed too much in size or shape. However, all of the peripherals that are used with, and travel with, the instrument have gotten smaller.

That certainly does not mean less expensive. New materials are being introduced into the market every day that help protect with less. Travel restrictions and luggage fees have really made the modern musician rethink how they get around, and they have to do it in style. With that, we look forward to the challenges that tomorrow’s market may bring.”

“We are finding that lighter cases offer very desirable benefits to the consumer and to our retailer partners. From the consumer’s point of view, lugging a nine-pound guitar in a 12-pound case is just a burden,” stated Payne. “Our Polyfoam cases are half the weight of our wood cases and arguably offer just as much, if not more, protection. And since they are cloth, we can sew backpack straps onto these cases, which make transporting them easier and allow players to carry other gear in their arms for fewer trips to and from their car to the venue, studio, rehearsal hall, etc.

“From a business perspective, freight is a huge deal, whether you’re doing ecommerce or brick-and-mortar sales,” continued Payne. “Since these Polyfoam cases are lighter, they cost less for us to ship, less for the retailer to ship and are, hence, less exMUSIC & SOUND RETAILER

pensive for the consumer to buy.

There is no such thing as free freight. It cuts into someone’s margin, and the best way to keep everyone profitable and happy is to make things smaller and/ or lighter.”

“We find that musicians generally want cases with the highest levels of protection and reliability and the least possible weight,” relayed Dougherty. “These are features that never go out of style.

As far as some of the more recent trends, more and more players also want something stylish.

Most of the cases we sell are classic black, but we’ve added Glacier White, Alumin-X and several other exclusive color options to our Concept MC line of molded cases. This makes them a bit more fashionable for school music programs, as well as today’s top artists. However, since we manufacture a wide range of

wood, molded, reinforced and soft cases — and since we’re constantly updating and upgrading the features on all of them — a TKL case is timeless, and always in style. Another recent development has been our Vectra MC and IPX hard and soft cases. The proprietary Vectra shape is sleek, lightweight and ergonomic, exceptionally protective, and durable.”

Of course, bags/cases have to

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hold something. Hence, how reliant are bag/case manufacturers upon the products housed inside?

“Obviously, it is easiest to sell a ukulele case when someone is buying a ukulele. It is an add-on that you know they need when they are buying the instrument,” Payne responded. “However, if you don’t sell ukes or are experiencing a dip in uke sales, that doesn’t mean you can’t sell the case on its own. Like any sale, you

need to learn your customer’s needs. Ask probing questions to discover what they play and what gear they currently have. ‘Oh, you play ukulele? Tell me, do you like carrying your uke around in a bag or case more? Oh, you don’t have either? Dude, you need to protect your instrument, let me show you this bag. It is only $10….’ And so on. Also keep in mind that times get tough for people. Sometimes they would

really like a new guitar, but don’t have the money. But, they might have enough to make their current instrument work better for them, and a nicer bag or case, like any accessory, can do just that.”

“Yes, the performance of the actual gear being housed in the case can affect the demand for certain cases and bags,” said Menashe.

“We have started creating hybrid/ universal cases that can house different models and brands.

Give the buyer even more value, as they will not have to purchase another case, even when they change their equipment.”

“The fretted, wind and string markets are different from other

markets because those instruments generally come with a case (which, by the way, is often manufactured by TKL through our OEM division),” said Dougherty. “In those circumstances, the retailer can focus on selling an after-market upgrade or a replacement. In the drum, percussion, and light and sound markets, where the instruments/products don’t include cases, the opportunity to upsell cases with an original or return sale is even better. The reality is that the customer may want the least-expensive option, rather than the case that will best protect their new investment. The retailer therefore has a responsi-

Mapex Accessories

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NOVEMBER 2017

Many beginner Guitar Players will not purchase a bag or case for their instrument until they start playing out. This is oftentimes many months to years after the initial instrument is purchased. As customer’s applications change, their needs change. Most people will not purchase a flight case until they actually need to fly with their instrument. So, from what we have seen, case and bag sales are not reliant on the sale of the core instrument, although at the

initial time of purchase is always a good time to discuss a case purchase with a customer.”

Mulvihill said the answer to the question is both “yes” and “no.”

“Yes, we certainly rely on our retail partners to sell instruments for which cases are needed, but there is also a certain segment of musicians that have had instruments for a very long time, or have vintage instruments that need to be protected. In the case of this new Majestic Mallet Instrument

Bar Bag, it will work perfectly for newly purchased marimbas, vibraphones or xylophones of any brand, or prized vintage instruments valued by seasoned orchestral players and other gigging pros.”

A manufacturer making a great bag/case is definitely great, but it’s only half the battle. What’s the best way for MI retailers to display a bag/case to make sure customers have them on top of mind when in the store?

Gator Cases

bility to educate the customer that properly protecting the instrument is an investment that is as important as the instrument itself.

From being in this industry for 33-plus years, we know that there are cycles in the music business, and that peaks and valleys are not sudden movements, but follow trends. For instance, electric guitars are currently making a comeback, and acoustics are slowing a bit. We continually monitor trends and constantly dialog with retailers to ensure we’re working together to keep their inventory in line with demand — for today and tomorrow. Because so much of our products are made in the United States and Canada, we can promptly respond to any peaks and valleys that develop.”

“Many times cases and bags are purchased at different times from the core instruments,” answered Rob Garofala, national sales manager for Gator. “This occurs for a variety of reasons. Example:

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TKL

“Mallet instruments and associated cases are rarely sold from a sales floor. We rely on digital marketing and dealer training to get the message across to the public on a product like this,” said Mulvihill.

“Every store has a different layout and available space, so there is really no best way to display cases and bags that will work for everybody,” responded Garofala.

“The most important thing is that the cases and bags are actually on display and not just in the back.

It is a proven fact that cases (and all accessories) sell better when they are displayed visibly rather than available on demand only.

Customers shop with their eyes, so if cases and bags are not on display, many customers will assume that they are not available.

Self-service is a popular trend in retail, so case and bag displays tend to be most effective when the customer can actually touch

the product and look inside, as opposed to seeing a case up on the wall and out of reach. In my recent travels, I have seen some great case displays.”

“Dealers can make a very good profit selling cases, but, due to poor merchandising and sales efforts, many sell fewer than they could,” stated Dougherty. “All too often, cases and bags are stuck in a dusty corner of the shop or in the warehouse.

I have seen good use of clothing hooks and racks for displaying soft cases on the walls and floor of stores. For online merchandising, cases should be suggested along with all instrument purchases. I suggest the dealer have a reasonable amount of betterquality guitar cases displayed near the guitars. This will ensure that the customer sees and considers buying a case, whether for a new, in-store vintage or used guitar, or as a replacement for

an existing instrument. Placing the cases near the instruments is also a solid reminder for the salesperson to ask for the aftermarket sale.”

“The best way to display our cases and bags is to create an actual real-time setup with the actual instrument in the case,” relayed Menashe. “When customers see the instrument and the case together, it becomes one unit and instills safety and peace of mind knowing your

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expensive equipment is safe and sound.”

“Step one is doing just that, display them! When I was an MI retail store manager, I went back and forth on whether we kept bags and cases on the sales floor, or just in the back, when we sold an instrument,” said Payne.

“Step away from everything you know, and think about it in simple terms: Would you buy something you couldn’t see in a store? Or a photo of online? These items offer high margin and a decent sales ticket size, so you need to display them as well, if not better than, the instruments they house.

Shameless plug: On-Stage just came out with guitar case racks to help stores display cases better. I wish these things existed while I was in retail!”

To expand on this question, we asked manufacturers what advice they can offer MI retailers on how to best sell bags/cases.

“To maximize accessory sales and, in particular, cases and bags, it is key to have well-trained staff on the gear and what accessories work best with that gear for each player’s mission,” said Crystal Morris, CEO of Gator. “It’s a great service to your customers, when a well-trained store staff can help educate and guide them in finding the right solution for their needs and preferences. To help with this guidance process, we have a fantastic tool on our website called the Case Advisor NOVEMBER 2017

SmartCases. TKL SmartCases feature our TKL Labs’ Safe & Sound TIPS (Total Instrument Protection System), which delivers Bluetooth instrument monitoring and protection to the musical instrument owner through mobile devices.”

“This is an interesting question,” stated Payne. “I think the economical bag and case market is pretty saturated at this point, so I don’t think we’ll see a ton of change there. I do see a lot more

of the higher-end, customizable products coming into the market in all categories, so I think we could see this in the case and bag category for sure. Everyone has a specific and unique set of needs, and if those needs can be customized on the fly with quick turnaround times, I think that could become a really attractive option to consumers. Heck, I customized a baby bib the other day for a friend; why can’t I customize my banjo case?”

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lineup to meet her needs.”

Lastly, we asked the manufacturers what are some new technological advances we may see in bags/cases in the future?

“From our designs and materials to our proprietary manufacturing processes, TKL has always been on the leading edge of case innovation,” responded Dougherty. “We will soon be releasing the industry’s first digitally enhanced, highly protective, musician-interactive

WH

that we keep extremely up to date with the latest gear on the market and what case matches marry up with them.”

“We all need protection,” asserted Menashe. “When selling high-priced items, such as DJ controllers, mixing board consoles, speaker cabinets and monitors, asking if you need a case after should be second nature. Most customers realize it’s a much-needed investment to protect their initial investment and keep them profitable. As you know, if your gear is broken, then you make no money.”

“In addition to explaining the short- and long-term benefits of protecting their investment, first, offer the customer highly respected, reliable brands that can provide solid, enduring instrument protection, and, second, highlight the brand’s integrity, warranty, customer service, quality, features, strength, etc.

Seek to completely understand the customer’s needs and suggest the most appropriate case or bag solutions. This will help your customer make an informed decision and will help you create a satisfied, loyal customer,” responded Dougherty.

“People like convenience, style and consistency when it comes to bags and cases,” noted Payne.

“Carry bag/case products that make their lives easier. Look into carrying bags designed to hold stands, cables, mics, headphones, etc. These aren’t always the most obvious case/bag add-ons, but the struggle is real when you don’t have an easy-to-transport and safe place for your gear to live. Playing an instrument is an intimate and fashionable thing.

Offer your customers a stylish way to carry their gear, so they can be proud before they even pull it out of the case. Don’t just carry the standard black case.

Get some interesting finishes, designs, colors, etc., and let your customer express their personal style. Finally, if you’re going to carry one or more brands of cases/bags, get a good variety of their line. Look for brands that offer consistent quality, features, looks, etc., across the line. When your customer sees someone with a really cool acoustic guitar case with backpack straps, and she wants one for her bass guitar, you had better have the complete

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Cavanaugh

Roland

multiple pieces of gear is very valuable. Do more with less is what I see in the future.”

Accessories Update

ProX

“I see cases and bags getting lighter,” concluded Menashe.

“So, researching and studying new material to achieve this goal is crucial. People also want a

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case that can do it all. They do not want to haul 10 cases. They would rather condense their load into a few cases and set up as quickly as possible. One case that can hold

For accessories, the Retailer first dove into the question: What are some of the newest trends in accessories (regarding your products or the industry in general)?

Susan Cavanaugh, executive vice president of The Cavanaugh Co., responded, “Simple technology products, such as tuners, or other music-related gadgets that will draw attention for an impulse purchase that are priced under $10. Strings are under $5.”

“Some of the newest trends are accessories that attempt to make learning an instrument both easier and more personal,” stated Max Lintner, executive manager of business development, Kyser Musical Products.

“Keeping new musicians interested and engaged in learning how to play, while allowing them to sound good quickly, should be top of mind. If a new player starts sounding good quickly, there’s a better chance they’ll stick with it. Items like capos, tuners, metronomes and new strings all enhance how a player sounds and can have a very positive effect. Coupling that with having a wide variety of personalization accessories — like straps of all colors and styles and capos in multiple colors — will allow the new player to make their guitar an extension of their personality.”

“With a fast-growing modernization, the marketplace keeps evolving toward more ‘digitalized’ and modern music,” answered Niko Spanos, vice

president of the product development accessories division at Roland Corp. “Our accessories are designed to follow this rising trend by focusing on innovation and quality within this space, and to offer consumers a product with the most features at the most competitive price.

For instance, our BOSS and Roland instrument and mic cables, plus new products, like our braided USB cables, produce premium, clean sound and tone to support the musicians who are also evolving.”

Next, we dipped into whether accessory sales relied on MI retailers selling the related product/instrument, and the various ways to counteract peaks and valleys in sales of specific instruments or products.

“Absolutely, yes,” asserted Lintner. “People still want to be able to touch and feel the instruments and the accessories prior to buying. For Kyser, we follow the guitar trends. Acoustic sales are strong, so we cater new products around that, like our newest capos that are in Rosewood and Maple finish.”

“Yes, accessories are reliant on retailers selling related product/instruments,” responded Cavanaugh. “Ways to counteract peaks and valleys in sales are: local musician appreciation day (LMAD); clinics, like How to Play Guitar, How to Compose Music, etc.; a Battle of the Bands contest at the store or parking lot; guitar (or other instrument) giveaway to local bands; free group lesson on a weekend (an example is a free group lesson to learn to play the ukulele); and group jam/drum circle at your store.”

How about the best ways MI retailers can display accessory products to ensure they are seen by customers?

“A self-standing POP (point-ofpurchase) kiosk throughout the store,” confirmed Cavanaugh.

“The best way for our dealers to let the consumer know about and sell new accessory products is to place them strategically next to the core product they’ll be used with. This insures a better chance of attachment, as well as educating the consumer about products they may not otherwise know about,” said Spanos. “This strategy is one of the main reasons the accessory market wasn’t as NOVEMBER 2017

Kyser

affected by the recent economic downturn. During this period of time, accessory sales rose as the sales of core items fell.

Dealers can both counteract the peaks and valleys of MI sales and service their customers better by offering a wider array of accessory products, while also making them easier for their customers to find.”

“Sometimes, countertop displays get a bad rap by cluttering things up, but that’s really where accessory sales occur,” relayed Lintner. “Change out the countertop displays every month (or even every week) until you find out what’s moving and what’s not.”

“Accessories cannot be behind the counter. Remove the majority of the counter tops,” stated Cavanaugh. “Place a small counter in front of the store, so a trained associate can greet customers as they enter the store and also ring them up at the register. Also, add one or two more bar-height, self-standing tables that you can display in case you need to demonstrate products.

The self-standing tables can also have product hanging on them.”

Regarding any additional advice for MI retailers, Lintner recommended keeping a wide variety of colors and styles, and enough selection so customers can feel like they bought something unique.

To conclude, we asked accessories manufacturers to take out their figurative crystal balls.

What are some new technological advances we may see in accessories in the future?

“Following the trends is a requirement in the accessories world, whether it be a fashion trend that dictates what sort of guitar straps are in style or accessories that work directly with a piece of technology. And, as music tech expands, expect MUSIC & SOUND RETAILER

to see an expansion in power- and data-based accessory products,” said Spanos.

“I believe this will be anything related to virtual reality,” responded Cavanaugh.

“We should watch for accessories that tie into smartphones,” concluded Lintner. “Any accessory that allows the player to enhance their ability while also allowing them to share their music on social media will be popular in this world of sharing and ‘living out loud.’”

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18-PRODUCT SALUTE: MSR TAKES AN IN-DEPTH LOOK AT TODAY’S LESSER-PUBLICIZED INSTRUMENTS

(continued from the cover)

Dawn of a New Era Yamaha has entered a new category. The company introduced Venova, a “casual wind instrument” that’s compact, lightweight and fun. Offering a pleasing tone and recorder-style fingering, it’s perfect for taking to the beach, on a camping trip, to a barbecue — virtually anywhere, according to Yamaha. The Venova features a unique branched-pipe structure that gives it a bright and rich timbre with plenty of volume. Its ABS resin body is smaller, lighter and more durable than conventional wind instruments. It’s even water-washable and easy to clean.

Ear to Ear 64 Audio offers the tia Fourté, U18t Tzar and A18t Tzar, which features proprietary tia drivers, the tia single-bore and the tia acoustic chambers. According to the company, the tia driver stands apart as an open, balanced armature design that produces sound with a directradiating, fully unobstructed diaphragm. Coupled with this new driver is a single, large bore that provides an extremely short path between the driver and the ear. This bore acts as a natural sound-shaping chamber, tuning the tia driver without sound tubes that are used in conventional in-ear monitors.

Off the Bench Pianos and keyboards are certainly not lesser publicized, but accessories for them can be. The Roland RPB 100, 200, 300, 400 and 500 piano bench series are new additions to Roland’s premium accessories line. The six new bench styles (including the RPB-220 with plush velour cushion) range in price from U.S. $99.99 to $199.99 street.

The RPB-300, a height-adjustable piano bench ideal for use with pianos and keyboards, is constructed from solid wood for durability, and features a cushioned seat top for comfort. It comes in either white or black satin finishes and is also available in a duet size.

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NOVEMBER 2017

The Goose Is Loose Tech 21’s MIDI Mongoose is a simple way to control gear on stage, in the studio, and on DJ decks for sound and lighting, too.

It eliminates the intimidation of trying to decipher an encyclopedia-sized manual just to change a program. The MIDI Mongoose is the next generation of its predecessor, the MIDI Moose. It offers additional capabilities in a significantly smaller footprint, measur-

ing just 11.5 inches in length by 2.5 inches width by 1.25 inches in height. There are two independent inputs for continuous controllers to facilitate use with your other MIDI equipment, as well as a seven-pin phantom-power jack.

Reinventing Home Recording Since 1979

From Beginner to Bigtime and Podcaster to Producer, TASCAM has the perfect USB audio interface for any task, studio and budget.

Combining console-grade preamps, rock solid performance and a unique, ergonomic industrial design, TASCAM interfaces deliver the fidelity and reliability that your customers demand. Our line begins with the brand new - and incredibly affordable! - TASCAM US-1x2, sporting mic, line and stereo RCA inputs, and extends

Uphold the Law Here’s something that’s definitely lesser publicized: copyright law. Alfred Music released “Copyright Handbook for Music Educators and Directors,” which provides a concise overview of the key aspects of copyright law that affect music educators and directors in the U.S. The book was designed to provide answers to the most common questions raised by educators and directors. According to the company, this resource makes it easy to find specific answers by utilizing a user-friendly questionand-answer format, and a thorough glossary of terms and an extensive index are included for ease of use.

Not meant to replace legal counsel, the “Copyright Handbook” is a starting point for music educators and directors with questions concerning copyright.

TASCAM US-1x2

through the industry leading US-20x20. A true triplethreat, the TASCAM US-20x20 can be utilized as a 20 in/20 out 192kHz USB Audio Interface, a fully recallable digital mixer with effects or a standalone, studio-quality 8 channel mic preamp. Go with the original. Go with

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“The Best USB Audio Interface” The Wirecutter A New York Times Company https://thewirecutter.com/reviews/best-usb-audio-interface/

(continued on page 50)

MUSIC & SOUND RETAILER

Available now from

855-417-8677 kmconline.com

Wayne’s World: Excellent!

We are all not worthy of this news item. Cassell’s Music celebrated the 25th anniversary of the movie “Wayne’s World” with the movie’s director, Penelope Spheeris. Last month, she made a guest appearance at the San Fernando, Calif., music store. Cassell’s Music is the actual music store where Wayne, played by Mike Myers, was denied the opportunity to play “Stairway to Heaven” and Garth, played by Dana Carvey, got his moment in the spotlight by performing a spectacular drum solo. “It’s amazing how that movie still has an incredibly loyal fan base and is even popular with young millennials who weren’t yet even born when the movie first came out,” said Ed Intagliata, owner of Cassell’s Music, who was on hand helping the “Wayne’s World” crew with logistics 25 years ago.

What to Say and Not to Say to Customers

By Anthony Mantova, owner and sales, Mantova’s Two Street Music Do NOT say the following things when customers walk into your store: “Good morning. How are you?”; “Hello”; “Welcome”; or “How can I help you?” (this is the single worst phrase ever invented in retail!).

DO say things like: “What brings you in today?” or “What up?!”

Yell it as loud as you can without screaming. The sonic velocity of the greeting will cut through the customer’s world and capture his attention. “Where are you visiting us from?” (This might seem like a strange greeting, but it subliminally conveys that they must not be local, if you don’t know them. This greeting always gets a meaningful response.) Or try, “Welcome aboard!

Someday, we are going to carry some big shopping carts, so you can fill them up!” (Humor is a great icebreaker, and, when in doubt, it is good to let the customer know that you expect them to make a purchase.)

Also, your door greeting needs to alternate and change over time. You don’t want your customers to overhear the exact same greeting. I typically use two different greetings for three months, and then completely change them for something else.

Your return customers deserve a more advanced greeting. In today’s isolated world, some of your core shoppers will appreciate the customized greeting.

“Aaron Dean in the house, ladies and gentlemen!” (Announcing the name of the customer like a Sergeant at Arms in Congress is an easy way to convey honor and respect, and it encourages other customers to participate more, as they overhear the praise. It is dorky and certainly not something customers will hear anywhere else.)

Or, if you’re looking for a more lighthearted approach with your regulars, try, “I am going to have to ask you to leave the store,” as they arrive. Starting off with a playful, dismissive greeting reaffirms the love.

The best example of how to treat a customer? Run your store like a restaurant. The host gives the greeting and makes sure

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the customer gets to where they want to be. The customer is given five minutes to take in the merchandise, the ambiance and layout.

After about five minutes, the host is now the waiter, and walks over to serve. Like the initial greeting, the salesman must not ask questions that lead to a noncommittal grunt.

Instead, demand an answer that leads to a sale. “Does everything pass inspection?” is a statement that usually shakes something loose. Or use “What do you need?” (Use this when you see a look of confusion); “That is what you need!” also works as a declarative and focused approach to use when you believe affirmation is needed.

The first sales call will not always lead to an answer. Sometimes customers will respond with the most dreaded answer in retail: “Just looking!” The first bricks of the wall between customer and retailer are being laid when you hear “Just looking.” The best way to tear down the wall is humor. Try these responses out: “That is legal in most states!” or “Well, I’ll just go get you a shopping cart so you can fill it up!” Then leave.

After you walk away, give the customer at least 10 to 20 minutes.

Pay attention to the signs. Never interrupt if they are talking with a friend. Never interrupt if they are in a trance holding your merchandise. It is a sophisticated retail muscle that clues the salesperson in on when to intervene. However, as time goes on, don’t be afraid to check in several times. Make sure that you bring new, and updated, information to each check in. You are never going to say, “Just checking in!”

Here are some great checking-in phrases: “YOU still here?!” is humorous and a powerful move that subliminally shows you are not hovering, or try “You NEED that!” as a declarative statement for when you think a customer needs affirmation. (Remember: Customers want to be reaffirmed that their purchase is a good one.)

Sometimes you can’t read the person, and silence is the best option. For the silent push, I just walk by, initiate eye contact and flash a thumbs-up. Hopefully at this point a conversation can start, as the salesperson needs to ask questions and give the best customer service possible.

NOVEMBER 2017

Fit for an Angel

Blues Angel Music was named the Greater Pensacola (Fla.) Chamber of Commerce Small Business of the Year in September.

“Thanks everyone,” the retailer wrote on Facebook. “The real credit goes to the 38 amazing employees that make up the BAM team/family; and to all of you, our customer/ friends who shop locally in our store. We aren’t perfect, but we’ll strive to be, and continue to provide you all with the best products, services and the best customer service possible!!! Thank you, Pensacola Chamber of Commerce!!!”

Still Drumming

The Hampton Roads Business Journal featured Russell Scarborough, owner of Norfolk, Va.-based Russell’s Music World.

Scarborough opened the store 10 years ago, intending to meet a need for the Norfolk community.

“Norfolk didn’t have any good music stores,” Scarborough told the news outlet. “The two biggies were in Virginia Beach. I’m a Norfolk guy; I want to shop in Norfolk, and so does anyone who lives in Norfolk.”

“I was perfectly happy working for other people, but in 2007, it was time,” Scarborough continued. “I was a commissioned salesman, and that year was grim. I was not making any money, so I realized I needed to go into my own business. I borrowed $50,000 against my mortgage and took the plunge. Russell’s Music World was open in 30 days on Oct. 24 of that year. I have not had a paycheck in 10 years; challenging and inconceivable to me before then.”

Pair of MI Stores Close After 50 Years of Service

Venerable New York City MI retailer Matt Umanov Guitars announced on Oct. 2 it would be closing its doors, after being in business for 50 years.

“After 50 years, we are closing our doors. It has been a hell of a run, and to say that we appreciate all the love and support isn’t even close to doing our feelings justice,” the retailer wrote on Facebook.

“Please come by and see us. Also, enjoy 20 percent off everything in the store. Thanks, y’all!”

“This was a conscious decision. I’ve been doing this a very long time … I’ve got a couple grandchildren and I’m too old. I don’t need to work 60 hours a week between Monday and Friday anymore,” owner Matt Umanov, 70, told Gothamist.

The news source added that Eric Clapton and Bob Dylan were among his customers at the store, located on Manhattan’s Bleecker Street.

“What this has all been about is the music. Yes, there’s the guitars and they’re wonderful. But we’ve helped a lot of people over the years to make music — that’s what it’s all about,” Umanov told the news outlet.

Also announcing its closure was MI retailer Wonderland Music, which served the Dearborn, Mich., community for 54 years and counted Stevie Wonder among its repeat clients. In addition to serving Wonder, who invited the owners to his 50th birthday party, Bob Seger was a regular customer, and the store also served the Jackson 5, Led Zeppelin and other rock legends. The retailer announced it closed at the end of October.

According to several news outlets, owners Clarence Wayne and Larry Wayne decided to retire. Clarence Wayne was known as “Crazy Clarence” back in the 1980s, based upon his appearances in local TV commercials at the time.

The store wrote the following in a Craigslist post: “WONDERLAND MUSIC GOING OUT OF BUSINESS SALE!!! Everything must be sold. All kinds of musical instruments, sound equipment, lighting, accessories and parts for everything dealing with music. Books, drum heads, school band instruments and hundreds of accessories, many at prices way below cost. Come in and get these great deals while they last. WONDERLAND MUSIC, DEARBORN.” MUSIC & SOUND RETAILER

Bill’s Hosts Holcomb

Bill’s Music in Baltimore, Md., hosted a music clinic featuring PRS Signature Guitarist Mark Holcomb. As the guitar player for the Grammy-nominated American metal band Peripher y, Holcomb packed the house at Bill’s Music. Attendees were inspired by his anecdotes about life in the music industr y, tips on becoming a professional musician and, of course, by the guitar-playing techniques demonstrated by the progressive metal artist. Bill’s Music had on hand more than a dozen special, “one-night-only” PRS models, including Mark Holcomb Signature PRS guitars.

After the clinic, Holcomb stuck around to chat and give an autographed picture to ever y person who attended.

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FI V E M INUTE S W ITH

TRAVIS THIEMAN VICE PRESIDENT, STRING SWING

By Brian Berk String Swing’s history dates back to 1983, when Paul Thieman and Anne Tainter were running a small dairy farm in Elroy, Wis. Thieman, who played guitar in a local band, envisioned a guitar hanger that would enable him to keep his guitar out of the case, properly supported and ready to play in a moment, yet safe from damage. But because there was no such product marketed for home use at the time, he made his own out of spare parts from around the farm. The invention worked perfectly, keeping his guitar accessible any time he wanted to work on a song. Three years later, when he and Tainter were going over their finances, they decided to make more guitar hangers and sell them commercially. In 1987, they founded String Swing, which produced not only the first mass-distributed guitar hanger, but more than 1,400 other stands, hanging devices and display modules for musical instruments of all types.

String Swing’s most successful product is still its first: the CC01 Home and Studio Guitar Hanger. During its first year in business, after an initial trickle of distributor orders for the CC01, String Swing received its first “large order” of 30 units. Compared to the order quantities it receives now, that was very small, but that day was still a very exciting one for the company.

Music retailers, with their stocks of fretted instruments in need of wall display, quickly became some of String Swing’s most enthusiastic customers. At about this time in the late ’80s, slat wall was becoming a popular fixture for retailers, so String Swing began manufacturing guitar hangers to fit the slat wall. This was the start of a profitable back-and-forth between the company and its customers that continues to this day. Many String Swing original product designs were handcrafted on the requests of music-industry dealers. It’s not uncommon for retailers to call and ask, “Do you have this?” or “Can you make that?” And quite often, String Swing will say “yes.”

This month, in honor of our Accessories, Bags and Cases issue, we spent “Five Minutes With” String Swing vice president Travis Thieman to get the latest on this segment of the industry. Enjoy.

The Music & Sound Retailer: Please tell us about String Swing, its histor y and what you provide displays for.

Travis Thieman: We are a U.S.-based manufacturer of displays for all things musical. Most of our designs were created for our own, or our customers’, necessities. The first and most popular product has always been the wooden-block wall hanger for home use, model CC01.

The Retailer: Discuss how you first became involved in music and what you enjoy most about the industr y.

Thieman: I was born into a musical family that started this company, and I love helping customers create beautiful displays in their stores and homes. I am still a musician, which I believe provides insight for the way that our company is operated.

The Retailer: Tell us about your work experience and career.

Thieman: Outside of odd jobs in high school, I earned a marketing

36

degree, and this is the only real job I have ever had. I have done almost every task that our company has to offer at some point of working here.

I think that is helpful in understanding what I am asking our employees to come in here and do every day.

The Retailer: What is the best part about your job? Tell us about your job and who/what you are responsible for.

Thieman: The best part is seeing our company thrive. From our products to our employees and customer satisfaction, I love to see positive growth. I am responsible for the operations of our company. We have an excellent team in place, who take care of a lot of the day-to-day business. I tend to deal with the challenges presented by our changing industry, and creating an environment where new ideas can solve those challenges. I also oversee our in-house product development and refinement.

The Retailer: What separates String Swing from its competitors?

Thieman: We design, build and manufacture everything, outside of a few components, under one roof in the United States. The flexibility of being able to walk out of the front door of my office to the production floor in order to discuss a new product or design change is not something that you can put a dollar value on. Just as important as that, we care very much about the products we make and the customers that will use them.

The Retailer: You sell displays for many product segments of MI. Does the health of those segments directly affect your business? If so, what segments are doing especially well now, and how do you boost sales in areas that slump a bit?

Thieman: Our strongest sellers have always been wall-mounted guitar hangers for the end user. The other segments have always been, and most likely always will be, a modest supplement to that. We have never seen a great success in trying to pick up sales or market harder on a slow product segment. A great product is influenced by marketing, but you can never change if it is a real winner or not by marketing more, less or differently. We have had some of our best years when the economy is rated poorly. That may be reflected from the affordable nature of our accessories, but we have also had just as strong of growth when the economy is strong.

NOVEMBER 2017

The Retailer: Do you have any advice for retailers when selling your products?

Thieman: If they don’t already know it, keep them where customers can see them. I know that any brand will tell you that, but accessories like guitar hangers, strings, tuners and such are affordable enough that they can be bought on impulse, even if that’s not why the customer came to the store. Also, check out some of the niche items that we have besides the standard guitar hangers. They may not move quite as fast, but are still profitable and worth putting on the shelf.

The Retailer: Please tell us about cool new products you have released recently.

Thieman: Our SH01 mic stand cup holder is starting to sell very well, and is getting great reviews from anyone that uses it. It is affordable, simple, effective, and will outperform and outlast the competition. It is a fun accessory for anyone that is on stage with a mic stand.

The Retailer: What can we expect from String Swing in the future?

Thieman: We are adapting to our changing industry and will continue to innovate new products that make life easier and instruments look better for music enthusiasts everywhere. We will always make our products right here in the U.S. and back them with a structural lifetime warranty.

String Swing Fends Off Counterfeit Products Sold on Amazon String Swing has discovered, via a test buy, that counterfeit versions of certain of its products have been sold on Amazon.

“We purchased a guitar hanger that looks and feels a fair amount like a String Swing, but it’s not,” Travis Thieman, vice president of Ontario-Wis.-based String Swing, told the Music & Sound Retailer.

“It came in a package that says String Swing and it says String Swing on it. Someone who didn’t know the product well wouldn’t think anything of it until they installed it or used it and realized it’s not very good quality. The mounting hardware and components are not anywhere near as high a quality compared to our products. But at first look, it’s a decent reflection [of our products].”

Thieman said any end users who received the product can contact String Swing, and it will be replaced with an authentic product. “I don’t want anyone disappointed in our product at the end of the day, despite the cost to us,” he said.

String Swing does not sell its products directly to Amazon, but end users can purchase these products via third-party sellers.

According to Thieman, String Swing has contacted Amazon, which has not been quick to resolve the issue. However, the online retailer is working on a new level of brand registry, expected to roll out shortly, that String Swing is “eager to take part in.”

“But up until that point, anyone can go on [Amazon] and say I have one of those for sale, ship into the Prime system and sell it, regardless if it is authentic or not, until you can prove otherwise to Amazon,

MUSIC & SOUND RETAILER

which can be quite a task.”

Thieman relayed String Swing is not alone. Several other manufacturers, whether in MI or not, have also faced this issue. Counterfeiters clearly believe the financial upside outweighs the effort it takes to illegally copy a product.

“I’m not an expert in this, but what I understand is happening, and what I believe happened, with our product is someone can go to a website, such as Alibaba, and find a manufacturer in China, send them a sample of what you want, and if the company is willing to violate IP [intellectual property] rights, they make a product that’s so close the lay person can’t tell. You can source that product for a fraction of the cost [of] a legitimate dealer and then resell it at a much higher margin.”

Thieman stressed that on the MI retailer end, he does not believe String Swing’s legitimate dealer network has been affected at all. “I believe it’s contained to the anonymity of third-party selling sites. … For MI retailers, the biggest thing to know is it has happened in the industry.”

For end users, if the price is much cheaper than usual for a String Swing, or if the product is being sold by someone who just launched with zero feedback, a red flag should be raised, he added.

Thieman did say he at least takes some solace in the fact that counterfeiters must think highly enough of String Swing products to copy and sell them. “I guess that says something good about what we’re doing,” he concluded.

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M I SPY

UKULELE SHOPPING IN THE BIG D After enjoying my trip to Minneapolis to check out drums last month, I got the call from my boss, M. She said to venture down south this time.

“Where to?” I asked.

“We need you in the Big D,” she responded.

I took a moment to compose myself. “I’m sorr y, M, but it just sounds really weird when you use a nickname for anything, let alone one as ridiculous as ‘the Big D,’” I replied. “It’s so not you. Just say Dallas for the sake of humanity.”

“You know, I’d fire you in a second if you weren’t so good at your job,” M shot back. “Do you ever stop wising off?”

“Do you really need to ask a question you already know the answer to?”

“Good point.”

I arrived in Texas, where, as they say, everything is bigger. But this MI Spy doesn’t conform to anything, so I decided to look for one of the smallest instruments available: the ukulele, which is red-hot these days. (Almost as hot as the weather in the Dallas area!) Although the MI Spy always travels alone — with the exception of downing a few cocktails with some femmes fatales, of course — I figured I might be a bit over my head searching for a ukulele, which isn’t exactly my instrument of choice. (Yes, I admit it, but may never do so again.)

Hence, I asked M for help. At first, I thought her suggestion was unusual, but it made plenty of sense — bring along a kid. Ukuleles are very popular with the youths, you see. So, I ventured out with one of our junior Spy trainees, Agent 0011, who oddly enough was about to turn 10 years old. It also just so happens she is obsessed with the Disney movie “Moana,” which features a ukulele-heavy soundtrack, so this worked out really well. So, we headed off to the Dallas area in search of her firstever ukulele.

(On a serious note, I want to send out my deepest sympathies to all the people south of Dallas in Texas that dealt with the tragedy brought on by Hurricane Harvey, as well as the devastation caused by Irma, Jose and Maria in Florida, Puerto Rico and the Caribbean, the earthquake in Mexico and the horrific shooting in Las Vegas.)

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Sky Guitars Music Store 521 N. Elm St. Denton, TX 76201 940.387.2671

Our first stop was Sky Guitars Music Store. There were only a few spots to park in the front of the store.

Luckily for me, there was a spot open. The store is large, and the counter is the first thing you see, which I liked. As 0011 and I walked in, we were immediately greeted by a salesman. He asked if there was anything he could help me with, and I replied that my daughter was interested in ukuleles. He brought us to the right side of the store, where they had a wall full of ukuleles. I was surprised to see so many in one store. They started at $39.99 and went to a few hundred dollars.

Different colors and sizes were also available. I was under the assumption that my non-Texas accent would give away my spy status, so I told him we had just moved to Dallas. Luckily, as the suave MI Spy, I know how to think on my toes.

The salesman told us that the Savannah Ukulele is a good starter instrument for $40. He also let us know that the more money we spent, the better the sound.

His advice was also to find one that would inspire my daughter, which I thought was nice. He even decided to take a ukulele down and play us a little song. All in all, I thought that Sky Guitars Music Store was a great place to visit. It was welcoming and informative.

NOVEMBER 2017

Guitar Center 2610 W. University Dr. #1210 Denton, TX 76201 940.382.2317

Guitar Center is located in an enormous mini mall.

The parking lot was packed, and the 100-degree weather was wearing me down so much I had to ditch my tux. I gave myself a pep talk and concentrated on the mission. As we walked in, the air conditioning was a welcome greeting. There weren’t many employees around, but I did find a salesman behind the counter.

I asked him if they had ukuleles, and he lead me to the back of the store. As we were walking, there was a customer playing an electric guitar. (I must say, he was a very talented man of mystery.)

In the back was a room dedicated to acoustic guitars.

The corner held a few rows of ukuleles. I asked the employee if he had any recommendations for a kid who is just starting out. He replied by asking what my ideal price range is, and I told him I did not have one. He pointed out a Mahalo Kahiko Series, which did not have a price tag. He guessed it was around $40. He let me know that for a starter I should pay between $40 and $60. I asked if there was a favorite or best brand, and he said not for this price. We shook hands, and he let me know that if I had any more questions to ask one of the other salespeople. It seemed that this Guitar Center could probably prioritize training their employees better. Even a quick tutorial on guitars during orientation would be nice. I understand it’s a large store, but maybe someone should be looking out for the lost ukulele price tags.

McBride Music & Pawn 116 W. Oak St. Denton, TX 76201 940.387.5412

McBride Music & Pawn is located in the downtown section of Denton, Texas. It exudes a historic feel. You could easily spend an entire day in the area. There is a lot of shopping and plenty of restaurants where you could stop and have a bite to eat. As 0011 and I walked up to the front of McBride Music & Pawn, I noticed that the store seemed as if it had been there forever. The store offers customers the option to pawn an instrument or purchase one.

I entered and asked if there were any ukuleles, and I was told by the employee that they had just sold out of them. He did follow up by adding that they had just put in an order for more. I must admit, I was a little disappointed that they were all out. I wanted 0011 to try them out. The employee told me that Kala is a popular brand for ukuleles. He told me to come back in about two weeks, when the order comes in. He also mentioned that they could even be in sooner than that. I thought that he was very helpful for someone who wasn’t really able to help me. Although the building is older, the staff is very helpful, and I would visit here again.

MUSIC & SOUND RETAILER

Glen’s Pawn Shop & Music Store 1801 W. University Dr. Denton, TX 76201 940.383.1713

Glen’s Pawn Shop & Music Store is located on a busy street, but its bright-blue exterior makes it easy to spot. It is a large store with large, U-shaped counters.

One employee was helping a customer over to the left, so 0011 and I decided to just take a look around. The employee soon let me know he would be with us in one minute. I thanked him, and told him to take his time. In the interim, I looked at everything they had to offer at the store. I was actually happy that it was busy because there was so much to look at, even oddities like collectable coins. Did they have a 1933 Saint-Gaudens Double Eagle? No luck! Originally worth $20 when minted, it’s now worth many millions of dollars if you ever find one ... but I digress.

Anyway, back to music. It only took a few minutes before I was greeted by a salesman asking if I needed any help. He was very polite and helpful, even though they, too, were currently out of ukuleles. He informed me that they had an antique one in the back, but they were working on it. Nonetheless, he still went out of his way to help me. He let me know that the nicest brand they had in the store was Lanikai. He asked me the size that Agent 0011 wanted, and informed me that the smallest one is called a soprano. He then showed me a catalog of all the Lanikai ukuleles. Afterwards, he asked me to come back in a week or two, and said that he should have something in by then.

The Sale

After a long day spent in the hot Texas sun, I was ready for a nap. But knowing an MI Spy’s work always comes first, I knew I had to pick a winner. It really was a close call. I would honestly shop at three of the four stores anytime. Although the stores were, for the most part, excellent, I decided the best place was Glen’s Pawn Shop & Music Store. (Leave it to M to save the best for last.) Glen’s impressed me because the employee (who I later discovered is the owner) took it upon himself to make sure I was helped. He was also very attentive to what 0011 and I were looking for. He listened well and helped where he could. I also got the impression that if his other employees weren’t being so attentive to other customers, they would have helped me, too. The store was clean, located on a busy street, and the bright blue and yellow exterior was extremely helpful when looking for the address.

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I N T H E T RENCHE S

DOLLARS, DEALS & MARGINS

By Allen McBroom

line. Sometimes, you have to look at the dollars per sale, not just the margins.

Sometimes, the higher margin nets fewer dollars. Take the humble headstock tuner, for example. Every rep has a version of that. Say you’re buying a name-brand headstock tuner at $11 each, and making $7 each time you sell one. That’s 40 points, and that sounds OK. But, you get a call offering a knock-off version of that tuner for only $6 each. Wow! You can sell those at a 50-point margin ($12), and that’s 10 points better! Sounds great, but now you’re losing a dollar each time you sell one. You’re making only $6 per sale, versus the $7 per sale you were making earlier. Without even getting into the discussion of “it’s harder to sell a knockoff than the name-brand,” sticking with the name-brand in this instance is the better idea, based solely on the dollars netted per item sold.

Recently, one of our reps brought by his version of mini pedals. We’ve all seen these, the skinny pedals that sell in the $35 to $50 range. There are numerous brands of these, many I’ve never heard of, and they all have funky names and do sort of the same thing. Chorus, distortion, phaser, etc. (I suspect most of them are made in the same plant.) My initial reaction

Once upon a time, when dinosaurs still roamed the earth, making purchases for MI retail stock was a simple task. Everything cost 50 percent of what it sold for at list, and we’d mark it at list, and it would sell. It was a simple process, and as long as you sold everything you bought (preferably several times a year), life was good. If a product turned out to be hard to sell, we would have a sale, maybe end up with a low-end margin of 35 percent, and we’d make up the difference somewhere else.

I’d give a lot to see those days again, when margin was assumed to always be 50 points. I imagine you’d enjoy returning to that time for a few years, as well. Unfortunately, internet discounters started a race to the bottom, then Minimum Advertised Pricing (MAP) came about to halt the slide, and now we’ve kind of leveled out to where margins are typically in the 35-percent to 40-percent column. Highdollar items or high-demand items may net only 25 points, and we gripe about that, but we still buy and sell those products at 25-percent margin unless we can find a higher-margin alternative. Manufacturers of these low-margin items would sometimes tell us, “Hey, you can always make up the margin on accessories.

Those are still 50 percent!” I actually had a rep tell me that last year, and it was apparent he hadn’t bought and sold any accessories in retail recently. Accessories are frequently in the 35-percent doldrums range now, and some hot sellers can net even less.

So, what’s a retailer to do? We need a margin of 40 points to stay open, but MAP frequently won’t support an average of 40 percent. We get bombarded with sales and bargains all the time, but many of those don’t help our bottom 40

was “Why would I stock a $45 unknown pedal that’s hard to sell when I have a major-name pedal for $79? If the reasoning in the paragraph above holds true, I’ll lose money selling the $40 mini pedal. Just for fun, I did the math on these particular mini pedals, and a $40 version of our $79 pedal actually netted more dollars-per-sale than the name brand, because of the low margin on the name brand, and the high margin on the mini pedal. True, it’s some weird, off-brand pedal, but the $40 version sounds pretty good, and a lot of our customers would be glad to pay $39 less just to own a new pedal. Players who would consider the $40 item aren’t looking for a vintage Tube Screamer, they’re looking for something new they can afford to play with. They might choke on $79, but not on $40. So, the knock-off might be just the ticket to transfer their money into our cash drawers.

These are situations every retailer has encountered, so why bother with these examples?

Accessories have become the lifeblood of many MI retailers. It’s harder to make money on serialized items with a 25-point margin, especially when those low-margin items are coupled with internet sellers who are hawking no sales tax, free shipping and lots of bundled accessories to sweeten the deal. Stocking a $3,000 guitar or keyboard at 25 points just isn’t all that profitable, if it sits in the store longer than a month. By comparison, the accessories that sell for 35 to almost 50 points are more affordable, easier to sell and can even qualify as impulse buys.

It’s easy to fall into the routine of just looking at margin, and miss the “dollars per item sold” calculation. Each new deal and each new product that comes along needs to be evaluated in terms of margin and dollar profit per unit sold, and then compared to what you already have in stock. If you figure out those two numbers, and neither of them works out, you don’t need the new product, no matter how attractive the price sounds. If the numbers work to your advantage, then you have to consider the more elusive variables that determine if the product is a good fit in your store or not.

What we cannot afford, though, is to off-handedly buy or deny a product without first running the margins and dollars per sale. There are tons of interesting products and variations out there, but if the numbers don’t work, those products work against you, not for you.

Happy trails.

NOVEMBER 2017

You’ll Soon Be Featured PR C SI

U OD

C

RE TS

ER L I A

S

T

Make Sure MU R FO E ZIN A Everyone Knows AG M WS E EN T HAbout It! The best way to find out if you’ve been included in your pages is to subscribe, of course, but after that, don’t forget about our fantastic DIGITAL EDITION, the free, online version of our magazine. With digital, it’s never been easier to share that you’ve been featured in MI’s favorite magazine!

Aug. Page 30 – The Music Zoo (Roslyn, N.Y.)

Sept. Page 50 – Straight Music Co (Austin, Texas)

July Page 42 – Bill’s Music (Cantonsville, Md.)

Every month, we sponsor retailers in almost every section of our magazine. This month, we celebrate a major milestone with Blues Angel Music in Pensacola, Fla. (page 30) and shine a light on Michigan’s A&G Central Music (page 44).

THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

Email Brian Berk at bberk@testa.com for more information. msretailer.com

C O N FESSIO NS OF A R ETAIL ER

BUSINESS IS SIMPLE, but it sure ain’t easy

By Donovan Bankhead

My last three articles, hereafter referred to as the “Keepin’ It 100” series, were chock full of brutal truths that were tough to share, but, ultimately, cathartic. So, with this article, let’s shift gears a bit and talk about business (or bizness, if you are so inclined).

Ultimately, every business boils down to three main elements: sales and marketing, finance, and operations. Most of us that own or manage a music store naturally gravitate to one of these three things. In my experience, most music-store owners or managers fall into the sales or operations profiles (because if we were good at finance, we’d have likely picked a different industry).

A simple job description for these three roles might be as follows: Sales & Marketing: Create a sales and service strategy that effectively converts prospects into customers (a customer being a prospect that makes a purchase), while developing a marketing strategy that identifies your ideal prospect and stimulates a desire for them to learn more about your company.

Finance: Develop and maintain a budget/ cashflow plan that addresses capital needs for inventory and operational needs; identify trends in the business.

Operations: Create systems to optimize efficiency and consistency in the day-to-day running of all aspects of your store (including both customer-facing activities and the behindthe-scenes work).

Any successful company will have these three roles filled. If you are a one-person eBay shop, you personally are filling all three roles.

But as you grow, you’ll start adding more people, and it’s important to know what responsibilities they are supposed to fill. Ignoring any of these three roles will have disastrous effects on your business.

At Springfield Music Inc., we are followers of the methods outlined in the book “Traction”

by Gino Wickman. Wikipedia summarizes this book as “a business strategy book ... that guides leaders of entrepreneurial organizations on how to gain control of their business through the Entrepreneurial Operating System.” In this book, one of the points Wickman writes about is the importance of having one person be accountable for each of these three roles. Or, in other words, only one person occupies the primary seat, and that one person

42

Ultimately, every business boils down to three main elements: sales and marketing, finance, and operations.

is responsible for the work of everyone involved in the role they are overseeing. So, you would not have two people who are both accountable for operations, but you could have multiple people involved in operations.

Following this one-butt-per-seat rule creates accountability for the outcomes of that role. “If everyone’s responsible, then no one’s responsible.” I’m sure we’ve all experienced this at one time or another. If you operate a small company, you might occupy all three seats, but, as you grow, the goal is to add new team members who have the required strengths and skillsets to occupy those seats for you.

At our company, we have found that finding people who have the experience and training to properly fill one of the three roles has been the key to drastically improving our business, while at the same time reducing stress on ownership and management. Most business owners or operators wait until they are running ragged before they hire additional people, and then they get the first warm body that can fog a mirror. You need to be disciplined in your personnel strategy, just like you would be in acquiring new lines or offering new services. The goal, as an owner or operator, is to find people with the education and experience to do a better job in that role than you were able to do yourself. Then, you have to give them responsibility for the outcome of their role.

Take 30 minutes away from your business, and think how you are currently filling these three roles. Do you have someone occupying each role that has the knowledge, ability and time to properly oversee this aspect of your business? If the answer is yes, congratulations! You are well ahead of the pack! If not, design a plan for what you need to change in order to make this happen. This simple task will yield huge strategic benefits for you and your company.

In my next series, I’m going to share the strategies we use to “Keep the Pipeline Full” for staff, sales and service. You’ll find some ideas to help you find your next key hires and put them to good use.

As always, if you have thoughts, fears, struggles, questions or ideas you’d like to share, email me at donovan@springfieldmusic.com. And, as always, remember to “Keep It 100.”

P.S. In light of the upcoming holiday sales season, I want to share with you this article I wrote last year (“Five Tips for a December to Remember”) on how to make each December one to remember. You can read it online here: msr.io/2yzfn9v.

NOVEMBER 2017

IN CASE YOU MISSED IT The MI News Source That TheYour MI NewsLanguage Source That Speaks Your Language Speaks From late-breaking news to new product previews, from exclusive rumors to jaw-dropping gear demos, Vnewsletter’s been captivating the music products community for years. And there’s no better vehicle for delivering your message to the entire MI industry.

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SHINE A LIGHT

Spicer’s Music 2140 E. University Dr. Suite K Auburn, AL 36830 334.329.7529 spicersmusic.com Mon.-Thu. 10 a.m.-8 p.m.

Fri.-Sat. 10 a.m.-6 p.m.

Tim Spicer, Co-Owner

Tim Spicer

THE SPICER OF LIFE

By Michelle Loeb

Having grown up in a household where “my dad always had instruments around the house for me to pick up,” it’s not surprising that Tim Spicer would look to recreate his musical family on a much larger scale with the opening of his family-owned music store, Spicer’s Music.

“We wanted to be the bridge between music lovers, musicians, instruments and lessons,” explained Spicer, who opened the shop with his family — including his brother, Corey, and father, Tom — on December 1, 2012.

In their community of Auburn, Ala., only two other musical-instrument stores were operating in the area at the time. Spicer and his family recognized a need in their community for a place where people could go to share their love of music-making and embraced the opportunity, despite having no actual business experience.

Spicer had recently graduated from college with a degree in Special Education when the store first opened, and his parents also came from a mental-health background, though all were active musicians.

This lack of business knowledge was no match for their love of music and their community, so the Spicer family pushed on undeterred.

44

They pooled their own resources into opening the business, rather than seeking out investors and taking out loans.

“In 10 days, we signed our lease, built our showroom, bought hardware and software, stocked, and opened,” Spicer recalled. “We bought one initial order from KMC that we received the afternoon before our opening day. As a result, we opened with thin inventory, and we even brought many of our own instruments to display during the first few weeks.”

As they made money from instrument sales, that money was reinvested into the business and used to buy new inventory. All tasks were split between the family, and Spicer would run the store from open until close each day alongside his father. Within eight months, Spicer’s Music was successful enough to hire its first employee. Today, with a store that has doubled in size and an inventory that has increased by approximately 3,000 percent, according to Spicer, the store employs 13 people “and a really hard-working manager.” Additionally, 21 instructors teach more than 400 students per week in 13 lesson studios and a group room.

It’s those employees who Spicer feels really make his store stand out from the crowd.

“There are many incredible stores in the world, and I am not sure if our store is all that ‘unique,’ but I do believe we have an incredible team of employees,” Spicer said. “I think our team makes us who we are.”

Beyond just the community Spicer creates within his music store, it’s also the community he fosters throughout his local area that helps Spicer’s Music live up to its motto, “Not Your Average Music Store.”

“We probably have more events than we should each year,” Spicer said, jokingly. Spicer’s Music usually has three to four events per month and at least one major event each quarter, both at the store and out in the local community. “We want to make sure that we are constantly seen engaging in anything that has to do with music or the arts,” Spicer said. “If we can’t personally make it to a music event happening in town, we send a street team member in our place.”

NOVEMBER 2017

to take his business outside of the boundaries of Auburn, Ala., but for right now, he is focused on perfecting its current model, finding new ways to approach their goals and making Spicer’s Music the best it can be. And that

means making sure that his store is indispensable in the eyes of his customers and his community.

“Many stores in our industry carry a lot of the same products and have relatively similar prices, so the one thing that sets us apart

is how we make our customers feel. What emotion are we fostering? Emotion sells,” Spicer said.

“I want my customers to defend my store,” he continued.

“If our store were to close, I want our community to notice.”

One such recent event was the second-annual Make Music Day, which took place this summer. Approximately 575 music-makers and music fans brought their voices and their instruments — everything from drums and percussion to guitars, banjos and brass — in an attempt to break the Guinness record for the largest performing rock band. Together with Sister Hazel vocalists, Drew Copeland and Ken Block, they performed that band’s memorable 1990s hit “All For You.” Although they didn’t break the record, this event accurately reflected Spicer’s mission to bring people together through music and make Spicer’s Music a place they care about.

“I want to create a business that betters my community through music, and I believe you should focus on making your store the epicenter of everything music related that goes on in your city. You have to engage your community, and teach them why it is important to shop with you,” said Spicer.

Looking to the future, Spicer recognizes that he still has a lot of learning and growing to do within the industry. He enjoys going to NAMM Shows and studying other stores to see what lessons he can glean from those who are more seasoned than he is.

“I’ve met some wonderful friends who own stores that have been around longer than I’ve been alive,” he said. “One of the things I have learned is how incredibly supportive the MI [industry] is. There are some incredibly inspirational leaders in this industry.”

One day, Spicer would love MUSIC & SOUND RETAILER

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45

V E D D AT O R I A L

BLENDING THE OLD WITH THE NEW

By Dan Vedda We’ve been talking about disruption in the last few “Veddatorials.” I mentioned last month that, while retail has seen channel disruption (big-box stores, internet, Amazon, etc.), what we’ve experienced is more a trickle-down from the general economy than a true disruption of our industry’s business practices. We still track a school market, combo market, piano market, etc. Our connection to consumers (what we do and for whom) hasn’t changed dramatically; there have been no recent tech breakthroughs in our products or manufacturing that changed the game, and nothing in our culture has profoundly altered the consumer landscape in a way that helps or hurts us.

In short, I believe we’re stagnant, and too many of us are waiting for some outside event to force our hand in a new direction. At the same time, too many are waiting for something to “save” us. (“We need a guitar hero!”) While we could still see a pop culture change that plays to our traditional functions, hoping for a next-gen Beatlemania (darn those Kardashians for not having a family band!) while expecting major bureaucratic support for school music funding (as opposed to pounding the D.C. pavement trying to keep what we have from evaporating) is as sound a plan as buying lottery tickets. Even winning those gambles will only prop up tired systems. We won’t get new life, just some life support.

I’ve talked with a batch of people in our industry this year — store owners, reps, manufacturers and pundits — about where we’re going in MI. Meanwhile, I’ve also talked to — no exaggeration — several thousand musicians, students, teachers, parents and hobbyists about what they want as music products consumers and music makers. Every day, I take the consumer pulse: on the phone, in person, and via email and social media. I do it 10 to 14 hours a day. Folks, there is often a serious disconnect between what we’re doing and what people want us to do.

First, I’ll send a shout-out to the stores and manufacturers peppered around the country who are thinking about this, too. I’m relieved that there are other people working on change, but dismayed that there are so few of them, compared to the many that moan about what’s 46

gone wrong, rather than trying to come up with a solution that isn’t just the same idea with a coat of paint. Also, I get that some store owners don’t want to be pushed into a business model that strays into areas they feel neither competent nor passionate about. I also understand the difficulty of being a voice in the wilderness trying to push a new idea with limited resources and support. All duly noted.

But there are problems we need to solve. Many of our business models are as effective in today’s economy as an old copy of Microsoft Windows ME. Just like an old operating system, we use ever-more-kludgy workarounds to keep going, and we miss opportunities because the new stuff won’t work with the old. Here are just a few “blockages” to start the discussion.

Combo remains mired in the “boy’s club” mentality. Despite declarations to the contrary from some in the industry, the female players I know tell me it’s still prevalent. Oh, and there’s that sluggish electric market. And that sluggish drumset market. And that sluggish … well, you get the idea.

The piano segment is in the toilet. A piano in a middle-class home is no longer a widely accepted sign of affluence and education. All too often, it’s a white elephant that people can’t even give away. I get a call about a “free” piano several times each week, and we don’t sell pianos.

Selling fewer, more expensive pianos to affluent people and institutions is a stopgap.

Without even thinking about dwindling school budgets and half-hearted administrative support, the school band and orchestra model is stressed. I’ve seen (and have corroboration from markets across the country) a shift in school attitudes about permitting “business on campus.”

Band directors increasingly view store reps as either a nuisance or a lackey who can be made to jump on command. Even under ideal circumstances, the model is designed to extract the maximum amount of money out of each student over eight school years (grades 5-12), and there are no provisions to retain those customers for a potential 50-plus years of continued music activity.

Print is at a crossroads. The perceived need to push new technology to consumers has the potential to lose as much business as it adds. I have many customers who will no longer buy books with downloadable media, either because they don’t want the feature, or because they’re not up to speed on the tech.

This is a very brief start. Most of these problems could be mitigated by paying attention to consumer needs rather than our own desires. Even then, it will take us a few years to see a difference, because we have been so slipshod about retention that there is a vast market in competition with us: thousands upon thousands of our own products are on the resale market.

These aren’t counterfeits, substandard or fraudulent items. These are the very products we’re so justifiably proud of, cast off because we couldn’t be bothered to keep people playing. We took short-term gains in lieu of a sustainable harvest. We’re the very personification of Aesop’s grasshopper, except in this fable, there are no ants.

That’s why I want to start talking, and acting, on ideas and plans to transform some of our honored, yet arthritic, business models. Over the next few months, I invite you to comment on my new Veddatorial page on Facebook. I’m hoping that it’s followed not just by retailers, but by individuals at some of our manufacturers and folks at NAMM. Fixing these complex issues is not as simple as offering a new product, and it can’t be done by storefronts alone. So, let’s talk about ways to grow our industry, increase our profitability, and recast ourselves not as a purveyor of “recreation,” but as the source for an activity that improves the mind, body and quality of life.

We have the scientific evidence — in abundance. We know people want to play — most of them, in fact. Knowing that, how can we risk blowing this? I look forward to hearing from you.

NOVEMBER 2017

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18-PRODUCT SALUTE: MSR TAKES AN IN-DEPTH LOOK AT TODAY’S LESSER-PUBLICIZED INSTRUMENTS

Ad Index

Company

(continued from page 33)

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ADAM HALL...............................23 AMAHI UKULELES...................27 BANDLAB TECHNOLOGIES....25 BOURNS PRO AUDIO................51 CELESTION.................................11 CHAUVET LIGHTING................C-II CONNOLLY MUSIC COMPANY................................28 D'ADDARIO.................................17 D'ANGELICO GUITARS........ C-III GALAXY AUDIO........................3 GATOR CASES............................7 GATOR CASES............................9 GEORGE L'S................................53

Quartet of Mics Audix has four products under the lesser-publicized category. The FireBall V is designed for harmonicas (both diatonic and chromatic) and beatbox, and has the added feature of a volume control knob, a cardioid pickup pattern for isolation and feedback control, and is equipped with a VLM diaphragm for natural sound reproduction with exceptional transient response. The CabGrabber and CabGrabber XL for Cajon are tension-fit microphone holders that clamp onto most combo amps or cabinets between eight inches and 14 inches, or 14 inches to 20 inches, respectively. They can be used with any microphone weighing up to 16 ounces. The ADX20ip for trombone, trumpet, sax and accordion is a miniature condenser microphone, applicable for professional stage and studio applications. This microphone is primarily used for mic’ing most reed and brass instruments. And the ADX10FL is characterized with a uniformly controlled cardioid polar pattern, helping to isolate the area or section being mic’d from other instruments or vocals on stage. With a range and accurate frequency range of 50 hertz to 18 kilohertz, the ADX10FL is lightweight, low profile and will provide natural sound with exceptional transient response.

KALA BRAND MUSIC CO........32 KYSER MUSICAL PRODUCTS...............................24 LEE OSKAR PRODUCTIONS....51 MANHASSET SPECIALTY COMPANY................................6 MUSIC & ARTS CENTER..........47 NAMM.....................................14-15 ODYSSEY INNOVATIVE DESIGNS...................................31 PEAK MUSIC STANDS..............52 PETERSON ELECTROMUSICAL PRODUCTS.............26

Shake It Up Natural Acoustics Lab offers the NAL box shakers, percussion instruments that speak five languages. Purple Heart: sharp, zip, snap, quick.

Lacewood: pop, power, cutting, present. Cherry: full-toned, round, wide, expansive. Walnut: intimate, warm, embracing, deep. And, with the introduction of the Light Touch Music brand, box shakers are now handcrafted in teak wood: woody, natural, playful and sweet. Each shaker has edges and corners so perfectly rounded that it becomes one with the hand, stated the company. The wood’s natural grain gives each its own distinctive look.

PRO X...........................................29 PRS GUITARS.............................22 RAIN RETAIL SOFTWARE........10 RAPCO/HORIZON......................30 RAT...............................................32 REMO...........................................21 REVERB.COM.............................5 ROADHOG...................................26 ROLAND................................. C-IV STRING SWING..........................16 TASCAM......................................33 THE CAVANAUGH COMPANY................................19 TECH 21.......................................45 TRUSST........................................20 U.S. BAND & ORCHESTRA SUPPLIES.................................12 VOCOPRO....................................13 WD MUSIC PRODUCTS............8 While every care is taken to ensure that these listings are accurate and complete, The Music & Sound Retailer does not accept responsibility for omissions or errors.

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South of the Border H. Jimenez bajo quintos are designed from the inside out, utilizing the collaboration of master luthier “Layo” Jimenez. The resulting H. Jimenez instruments are designed to have style, tone and playability, availability and affordability. H. Jimenez offers a range of products that are perfect for Mariachi students or for gigging musicians who are part of the growing Norteño, Conjunto or Tex-Mex music scene. The new H. Jimenez “Colección Palomazo” bajo quinto series consists of six new acoustic-electric bajo quintos in a variety of colors and wood options. The new bajo quinto colors include All-Natural Mahogany, Trans Red and Trans Blue, Black top, Black Fade flame maple top and a bold Gold Sparkle top.

NOVEMBER 2017

Welcome to the USA Now available in the United States alongside its Piano and Slim series, Brazilian accessory company Stay’s Tower series is designed to offer keyboardists a reliable, innovative solution that addresses a number of requests with column stands. Made from ultrastrong extruded aluminum, Tower weighs nearly half of what the leading column stand does, yet supports comparable weight easily, according to the company.

Support legs are curved to lift the stand off the floor, allowing pedal placement wherever the player desires — even under the stand.

I’ve Got the Power On-Stage, the musical instrument accessories division of The Music People, offers the TBM7000 Straight Trombone Mute. Designed for professionals as well as students, the affordable, pitch-neutral, spun-aluminum TBM7000 features a natural-cork gasket for a precise bell fit that attenuates volume while preserving accurate intonation. “Mutes give trombonists the power to customize the moment,” said On-Stage product line manager Chris Senter. “But the fit, finish and feel have to be exact, which is why we developed the TBM7000.”

Reading Is Fundamental

Of course, Hal Leonard has published dozens of method books over the years. Regarding lesser-publicized instruments, Hal Leonard offers Bagpipe, Chinese Pipa, Irish Bouzouki, Ocarina, Oud, Sitar, Cajon, Djembe, Steelpan and Handbell Method books. The books are all authored by experts in the particular field, and most feature demonstration and/or accompaniment audio or video to assist learning. Although designed to be used with a professional instructor, motivated students could use the books to teach themselves.

Feel the Rhythm BOSS introduced the DR-01S Rhythm Partner, a new instrument that provides percussion backing for acoustic guitarists and other acoustic musicians. The DR-01S features a powerful integrated sound system, and comes equipped with ready-to-play rhythm patterns that complement unplugged acoustic instruments. The DR-01S is a unique product specifically designed for acoustic music. The DR-01S contains a wide variety of organic acoustic sounds derived from high-end products, and is equipped with a sophisticated audio system designed to produce big, full sound from a small footprint.

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For All For Life We make musical exploration easy and fun for musicians of all kinds, levels and styles with our top quality, top-selling instruments. ©2017 Lee Oskar Enterprises, Inc.

MUSIC & SOUND RETAILER

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A Perfect Match Lace Music Products offers a specifically designed pickup for cigar-box guitar players. Called the Matchbook, the pickup is based on the patented Lace magnetic design, featuring a “current-driven” design. This design eliminates 60-cycle hum, and reduces the traditional magnet copper-coil wire by 95 percent. No battery, or other electronics, are needed. Designed to resemble a full-size, average matchbook, it utilizes magnets. The Matchbook pickup is easy to install and weighs less than two ounces, according to the company.

Best Way to Test The Ebtech 6-in-1 Cable Tester performs six jobs. Intermittent Detect and Display: An LED grid shows problem wires and the type of problem, and LED display shows intermittent defects by freezing LED until the reset button is pressed; Installed Cable Testing: Using a shorting jack on one end and Cable Tester on the other, you can check cables installed in walls; Cable Wiring Display: LED grid shows how a cable is wired; Test Tone Generator: generates a tone at -50/Mic, -10dBv or +4dBu from any output; Phantom Power Detect: indicates when five volts or more are detected on Pin 2/Tip or Pin 3/Ring; and Grounded Shield Detector: The Cable Tester can check XLR, 1/4-inch (TS or TRS), RCA/Phono, 1/8-inch, TT and 3-Pin MIDI.

Dot the ‘I’s and Cross the ‘T’s Foam Party Vic Firth Co. added two new products for the cajon. The Cajon Bru-llet marries elements of a brush and a mallet to translate both slap and bass tones to the cajon. It features a hickory shaft with medium-stiff plastic bristles and a 1.5-inch mallet head made from XLPE foam. The VKB4 is a spherical foam rubber head that produces a warm, full bass tone on cajon with just the right amount of attack, stated the company. The VKB4 can also be used with a bass drum, as well.

drumdots is a drum dampener engineered and tested to control the over-ring without sacrificing the natural tone of drums. The product is made of a polymer that “sticks” without being “sticky,” according to the company. This allows the drumhead to vibrate more like an “open” drum at the crucial strike moment, when the tone is created. drumdots come in two sizes, original and mini, for endless versatility and control.

They can be used on any drumhead, coated and uncoated, cymbal and cowbell in any position, even upside-down and vertical.

In the Bag The Majestic Universal Carrying Bag insures the transport of the most valuable part of an instrument from place to place with ease and convenience. The padded nylon construction and the foldable design ensure that the tone bars of an instrument are transported safely, protected from scratches, dents and the elements. A single bag works for any xylophone or vibraphone, and most marimbas require two bags.

Statement of Ownership, Management, and Circulation 1. Publication Title: The Music & Sound Retailer 2. Publication Number: 5530 0894-1238 3. Filing Date: September 26, 2017 4. Issue frequency: Monthly 5. Number of Issues Published Annually: 12 6. Annual Subscription Price: $18.00 Contact Person: Vincent P. Testa (516-767-2500) 7. Complete Mailing Address of Known Office of Publication: 25 Willowdale Ave., Port Washington, NY 11050-3779 8. Complete Mailing Address of Headquarters or General Business Office of the Publisher: 25 Willowdale Ave., Port Washington, NY 11050-3779 9. Publisher: Vincent P. Testa, 25 Willowdale Ave., Port Washington, NY 11050-3779 Editor: Dan Ferrisi, 25 Willowdale Ave., Port Washington, NY 11050-3779 10. Owner: Retailer Publishing, Inc., 25 Willowdale Ave., Port Washington, NY 11050-3779 13. Publication Title: The Music & Sound Retailer 14. Issue Date for Circulation Data Below: September 16, 2017

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15. Extent and Nature Of Circulation

Average No. Copies Each Issue During 12 Months

No. Copies of Single Issue Published Nearest to the Filing Date

A. Total Number of Copies (Net press run) 10,713 10,259 B-1 Paid/Requested Mail Subscriptions 10,229 10,050 B-4 Requested copies other USPS 39 39 C. Total Paid and /or Requested Circulation 10,268 10,089 D-4. Nonrequested Copies Distributed 275 -E. Total Non Requested Distribution 275 -F. Total Distribution 10,543 10,089 G. Copies not Distributed 170 170 H. TOTAL 10,713 10,259 I. Percent Paid and /or Requested Circulation 97.39% 100% 16. Electronic Copy Circulation A. Requested and Paid Electronic Copies 2170 2340 B. Total Requested Print /Electronic Paid Copies 12,438 12,429 12,429 C. Total Requested Copy Distribution/Requested/Paid Electronic Copies 12,713 D. Percent Paid and /or Requested Circulation Print/Electronic Copies 97.0% 100% 17. Publication of Statement of Ownership: Will be printed in the November 16, 2017 issue of this publication.

18. Publisher: Vincent P. Testa, President Date: September 27, 2017

NOVEMBER 2017

Carbon Footprint Drumsticks certainly make the pages of the Music & Sound Retailer often. However, carbon-fiber drumsticks are not something you hear about often. Techra drumsticks are 100-percent recyclable, and, according to the company, boast strength and durability, with perfect balance and weight. With this in mind, Techra offers six lines of Italian-made drumsticks: the XCARB, a light, fast, but still powerful, drumstick for fine and precise playing; The Hammer of the Gods, powerful and durable and dedicated to hard hitters and heavy metal; Carbon PRO, suitable for any kind of music from jazz to pop and rock; Carbon PRO Super Grip, where the handle has a rubber covering to enhance the grip and avoid any slippery effect; E-Rhythm, a low-noise drumstick for electronic drums and warm-ups; and Power, a compromise among sound, durability and price.

UNDER THE HOOD: LD SYSTEMS’ MAUI 5 GO

(continued from page 54) charging station. Through our patented ‘Quick-Swap Technology,’ the battery can be replaced in between songs within seconds.

And it takes only three hours to fully recharge the battery.” The rechargeable battery allows the MAUI 5 GO to be used outdoors, but the system is not designed for use in extreme weather environments, such as rain or snow.

Battery life is determined by three different performance modes, which are tied to the system’s current volume settings.

“The high-capacity LG Chem lithium-ion battery element in the MAUI 5 GO provides up to 30 hours of uninterrupted operation.

We call this extended life ‘Lounge Mode,’ and it will give you the maximum battery operation for playback up to 96 decibels,” said Savvides. “If you are using the system up to 104 decibels, we call this ‘Live Music Mode,’ and this provides a battery life up to 10 hours. If you need to crank up the system to 120 decibels, we call this ‘DJ Mode,’ and you can get six hours of full output at this level.

The system switches between these modes automatically depending on how loud you set it.”

A variety of inputs allow the MAUI 5 GO to be used for just MUSIC & SOUND RETAILER

about any application users can dream up. “LD Systems covered all the bases with connectivity for the MAUI 5 GO,” said Savvides. “With XLR inputs for microphones; Hi-Z inputs for electric and acoustic guitars; stereo line-level inputs for keyboards, electronic drums, external mixers, DJ mixers, and wireless mics; and a 3.5-millimeter jack for iPods, mobile devices, etc., there is an input for virtually anything you would want to plug in. In addition, there is a Bluetooth channel where you can pair your music playback device and wirelessly stream your music or backing tracks.”

The MAUI 5 GO also features its own built-in, four-channel mixer, allowing the unit to provide tailored sound reinforcement for a variety inputs. “The four-channel mixer, with its myriad of inputs, provides a lot of flexibility for performers or anyone using the MAUI 5 GO,” explained Savvides. “A typical single or duo setup might be an acoustic guitar in the Hi-Z input, with a mic in the XLR input and backing tracks coming in via Bluetooth from a mobile device, or via the line-level inputs. A DJ

could plug a DJ mixer directly into the stereo line-level inputs, and use the mic input for announcements and the Bluetooth channel for background music when they are not performing. There are many ways that the four channels can be utilized, based on the application.” In addition, the MAUI 5 GO boasts LD Systems’ proprietary LECC DSP technology. “LECC is an acronym for Limiter-EqualizerCompressor-Crossover,” said Savvides. “This is a proprietary DSP circuit that utilizes a multi-band limiter and a three-way crossover that insures optimum performance and amazing audio quality, with no distortion, even at maximum volume levels.”

Two MAUI 5 GO units can be combined to offer stereo coverage, and, for applications in which larger areas need to be covered, multiple units can be daisychained together. “When one MAUI 5 GO is simply not enough, it is very easy to add another, or as many more as you like, to your setup,” explained Savvides.

“Just connect the line-level input of your additional MAUI 5 GO to the XLR jack labeled ‘System Output’ of your master MAUI 5 GO, and you are all set for stereo or dual-mono operation. There is a ‘Mono/Stereo’ switch on the top-panel mixer that allows you to switch between the two. For larger events where you want to spread multiple MAUI 5 GOs

over a wide area, you can daisychain as many as you need for a quasi-distributed-mono system that’s perfect for block parties, corporate gatherings or any event without regular power outlets.”

LD Systems and Musical Distributors Group have already prepared a variety of initiatives to spread the word about the MAUI 5 GO among dealers and end users. “LD Systems has a wide variety of marketing assets available for retailers to promote and introduce the MAUI 5 GO to its customers, including video content, graphics and a web portal dedicated exclusively to the MAUI 5 GO at maui5go.ldsystems.com,” said Savvides.

“We work directly with all LD Systems dealers on marketing initiatives that couple with each retailer’s individual business. In addition, we have a series of ads in the pipeline that will inform our industry about the MAUI 5 GO, plus we are directly targeting organizations such as The Busking Project, which speaks to street performers, as just one example of our outreach to musicians looking for this sort of product.”

The MAUI 5 GO will be released next month. It is available in black or white, and carries a street price of $899.99. Additional rechargeable batteries are sold separately. The nonbatter y version, the MAUI 5, is also available.

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UNDER THE HOOD

LD SYSTEMS’ MAUI 5 GO

By Anthony Vargas

Ever since the first gigging musician threw his back out trying to load a speaker into his buddy’s van, the music products industry has been obsessed with delivering high-quality sound in a lightweight, portable package.

Driven by this obsession, portable PA has come a long way over the years.

And, thanks to recent advances in wireless and battery technology and the science of sound reinforcement, portable speakers now pack more power and functionality in a smaller footprint than ever before.

The latest portable speaker offering from LD Systems, the MAUI 5 GO, is the beneficiary of many of these technological advances, and it stands as a prime example of the state of speaker technology today. “The MAUI 5 GO provides a super-lightweight, ultra-portable PA solution for a wide variety of applications that can be used anywhere, anytime,” said Steven Savvides, president of Musical Distributors Group, the American distributor for LD Systems. “With its onboard four-channel mixer, Bluetooth audio streaming, wide sound dispersion and outstanding feedback resistance, it serves as the perfect music playback system for live performances, recorded music or speeches … and now it can go where power outlets are not available.”

The MAUI 5 GO boasts a wealth of features that make it easy to set up a high-quality sound system in a wide variety of indoor and outdoor settings, and for a range of use cases. “It’s great for small-to-medium-sized gatherings, either as a full music playback system, an instrument amplifier, or for announcements and speech reinforcement,” offered Savvides.

And the MAUI 5 GO is especially well-suited to satisfy the needs of touring musicians on the road. The system weighs 29 pounds, and, according to Savvides, can be set up and powered on in less than 12 seconds. “Musicians will love how easy this system is to transport and how amazing it sounds for its size,” said Savvides. “As a gigging keyboard player in my past life, I hated the setup and teardown process, not to mention carrying and loading and unloading gear from vehicles, in and out of venues. I wish I had this system when I was playing five nights a week!”

The MAUI 5 GO is a column speaker with an integrated subwoofer that serves as the unit’s base. Each MAUI 5 GO unit comprises four parts: three column speaker elements with a line-array driver configuration, plus the subwoofer/base. All four pieces can be assembled in seconds using their custom multi-pin connectors. “The sub cabinet and mid/high columns are made of high-impact, tough ABS plastic, which contributes to the lightweight design,” said Savvides. “The subwoofer magnet is an eight-inch ferrite with a two-inch voice coil, delivering very punchy low end. The mid/high column is comprised of 4x3-inch neodymium speakers with one-inch voice coils.”

The column speaker elements’ line-array driver configuration enables the MAUI 5 GO’s wide dispersion pattern, allowing the relatively small unit to cover a wide area with sound while minimizing reflections. “The long throw and wide dispersion characteristics of a line-array system are part of the fundamental design of the MAUI 5 GO,” explained Savvides.

“The 120-degree horizontal dispersion pattern provides very wide coverage, filling the room with sound. The 20-degree vertical dispersion keeps sound from bouncing off the ceiling and floors. This improves intelligibility and delivers a consistent listening experience to every audience member. In addition, the height of the system may be adjusted by removing one of the speaker columns to accommodate a seated audience and further fine-tune the vertical dispersion.”

The MAUI 5 GO is even more road-friendly than its predecessor, the MAUI 5, thanks to a rechargeable lithium-ion battery that is housed in one of the column speaker elements. “The battery charges automatically while you are playing, if you are plugged into an AC outlet,” said Savvides.

“The main battery, or a spare battery, can also be charged in a separate (continued on page 61) (continued on page 53) 54

NOVEMBER 2017

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