Music & Sound Retailer December 2020, Vol 37 No 12

35TH ANNUAL

VOTE

THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

December 2020 Volume 37, No. 12

NOW VOTING IS OFFICIALLY OPEN FOR THE 35TH ANNUAL MUSIC & SOUND AWARDS AT MSRETAILER.COM/VOTE

VOTE 2020 Rep of the Year

A record number of people voted last year.

Let’s hope we break that record this year with even more votes for the Music & Sound Retailer’s Music & Sound Awards.

Manufacturer Division

Voting is officially open for the 35th annual Music & Sound Awards at msretailer.com/vote.

Online

NOW

Hurry, the deadline is Jan. 6.

We will not accept votes after this date. As a reminder of who is nominated for awards this year, please see below, as well as pages 24-33.

A total of 31 awards are up for grabs, including the categories listed below.

Lifetime Achievement/Hall of Fame

2020 Manufacturer of the Year D’Addario & Co. Harman PRS Guitars Shure

2020 Outstanding Community Service

Antonio Ferranti, Dexibell

Misha Guiffre, The Music Link

Mark Brunner, Shure (posthumous)

Jack Higginbotham, PRS

D’Addario & Co. Gator Cases Thalia Capos Yorkville Sound

2020 Product of the Year C.F. Martin SC-13E Harman AKG Lyra Ultra-HD Multimode USB Microphone PRS Guitars McCarty Shure XL-D Wireless System

2020 Outstanding MI Service Provider Frank J. Gutwein, Yamaha

Best

Jeremy Payne, The Music People

Iris Manus, Alfred Music

Lee Oskar, Lee Oskar Harmonicas

eBay Gibson (Virtual Guitar Tech Service) Rain Retail Software Reverb

Acoustic Guitar

Band & Orchestra Product

Electronic Drum Product

Bag/Case

Bass Guitar

Keyboard/Sound Module

Cymbals

Book/Video/Software

Guitar Accessory

Amplifier

Percussion Accessory

Accessory Product

Electric Guitar

Speaker

Wireless System

Outstanding Service Provider

Effect Pedal

Mixer/Console

Cabled Microphone

Non-Guitar Fretted Instrument

Multitrack Recorder

Lighting Product

Strings

Acoustic Drum Product

DJ Product

of 2020

Voting is officially open for the 35th annual Music & Sound Awards at msretailer.com/vote.

THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

December 2020 Volume 37, No. 12

GET READY TO

BELIEVE ALTHOUGH NOT AN IN-PERSON EVENT, NAMM’S BELIEVE IN MUSIC WEEK INTENDS TO HAVE SOMETHING FOR EVERYONE.

AND THE NOMINEES ARE…

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DECEMBER 2020

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Guitar Center Announces Restructuring Support Agreement Guitar Center has entered into a Restructuring Support Agreement (RSA) with its key stakeholders, including its equity sponsor, a fund managed by the Private Equity Group of Ares Management Corp., new equity investors Brigade Capital Management and a fund managed by The Carlyle Group, as well as supermajorities of its noteholder groups. Guitar Center has negotiated to have a total of $375 million in debtor-in-possession financing provided by certain of its existing noteholders and ABL lenders. In connection with the RSA, the company currently intends to raise $350 million in new senior secured notes. UBS Investment Bank will serve as the lead placement agent in connection with this effort.

“Today we announced a very important and positive step forward to ensure the long-term financial strength of Guitar Center,” Ron Japinga, CEO of Guitar Center, said. “This agreement will allow us to significantly reduce our debt and reinvest in our business in order

JAM Industries Acquires The Music People

JAM Industries, a division of DCC Technology, acquired Connecticutbased The Music People (TMP), parent company of the On-Stage and TMPPro divisions.

Founded in 1979 by Jim Hennessey, TMP will operate as a division of JAM, managed by TMP’s co-presidents John and Sharon Hennessey, who now report directly to JAM Industries president and CEO, Martin Szpiro.

“Since being acquired by DCC Technology in September 2018, JAM has the resources to operate as an acquisition engine,” Szpiro said. “While the purchase of TMP is our first acquisition since being acquired by DCC, it is by no means the last. We are aggressively pursuing MI and pro-audio companies that complement and extend our current portfolio of offerings.

“Over the last 48 years, JAM has grown organically and through acquisition into a $400-million company comprised of eight divisions that serve a broad range of musical instrument, consumer electronics, pro-audio and lighting customers,” Szpiro added. “With the support of DCC, we can now grow faster than ever before.”

Consumers know TMP as the parent company of On-Stage, a brand of musical instrument accessories that include stands, drumsticks, cases and bags. MI retailers, production houses and AV contractors know TMP as the parent company of TMP-Pro, a supplier of pro-audio equipment for more than 25 years, which currently distributes more than 250 brands.

“The musical instrument and pro-audio-industry landscape has evolved a great deal over the last 40 years,” TMP co-president Sharon Hennessey said. “What began as a small cottage industr y of enthusiasts has become a much bigger industr y that ser ves a broader range of customers across many vertical markets. John [Hennessey] and I realize that we need to align our company with a partner that can help us meet our long-term growth objectives while exceeding the expectations of our customers. JAM is that partner.”

MUSIC & SOUND RETAILER

to better serve our customers and deliver on our mission of putting more music in the world. With 10 consecutive quarters of growth prior to the impact from COVID-19, we have been pleased with our resilient financial performance during these challenging times created by the pandemic. As a result of this financial restructuring process, we will be better equipped to execute on and invest in our strategic growth initiatives, and we will continue delivering through the strength of our brands, availability of our stores, customer-focused associate relationships, innovative music education programs and our expanding digital solutions.”

The RSA is intended to allow Guitar Center and its related brands (including Music & Arts, Musician’s Friend, Woodwind Brasswind and AVDG) to continue to operate in the normal course while the transaction is implemented. As a result of the RSA, Guitar Center will continue to meet its financial obligations to vendors, suppliers and employees, and intends to make payments in full to these parties without interruption in the ordinary course of business, the company stated. Guitar Center will continue to provide uninterrupted service to its customers through its existing channels, including its stores, websites, call centers and social media pages.

To implement the financial restructuring plan contemplated by the RSA, Guitar Center expects to file voluntary petitions for reorganization pursuant to Chapter 11 in the United States Bankruptcy Court.

Currently, supermajorities of the company’s noteholder groups have signed up to the RSA and committed to vote in favor of the plan, above the required support thresholds in the respective agreements to approve the plan. Guitar Center expects the process to be completed before the end of this year.

The contemplated transaction will be supported by up to $165 million in new equity investments from a fund managed by the Private Equity Group of Ares Management Corp., a fund managed by the Carlyle Group and Brigade Capital Management.

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THE NEWS MAGAZINE FOR MUSIC PRODUC TS RETAILERS

VOLUME 37, NO.12

COVER STORIES

24 Music & Sound Awards Nominees, Manufacturer Division All 124 nominees in 31 categories are presented. Retailers: get ready to vote!

50 Get Ready to Believe

Although not an in-person event, NAMM’s Believe in Music Week intends to have something for everyone

FEATURES 34 Special to the Retailer

Marketing has perhaps never been more important than at this moment. We enlist one of the foremost experts, Scott Robertson, who has worked with many top brands, as well as NAMM, to provide several tips and tricks.

36 Five Minutes With

NUGEN CEO Paul Tapper takes us through the history of the company, explains how best to sell its products and offers his outlook for the future.

12

38 MI Spy

MI Spy wraps up the year with a visit to the Garden State. All four stores earned high grades, not only for products but for safety precautions as well.

44 Shine a Light

Durham, N.C.’s High Strung Violins and Guitars’ Lee Raymond plans to retire in 2021. But first, she provides some great anecdotes and information.

46 Under the Hood

Yamaha Corp. of America plans to take band and orchestra instruments to the next level with its YDS-150 digital saxophone.

54 The Final Note 44

The best advice Souldier Straps’ founder Jen Tabor ever received: “This is a marathon, not a sprint.”

COL UM NS 40 In the Trenches

Requests for returns have spiked during the pandemic. While Allen McBroom has talked about handling returns in the past, this time he shares some thoughts on avoiding returns.

42 Veddatorial

20

As an industry, we’ve done better than average coping with COVID-19, states Dan Vedda. However, while retailers’ myriad pivots have allowed them to maintain a semblance of our pre-COVID activity, dealers still lost a lot of school business, watched gig-less pros hunker down and wait, and seen cautious customers forego big-ticket purchases.

BUZZ 5 Latest 14 People 18 Products

23 6

DECEMBER 2020

wavestate WAVE SEQUENCING SYNTHESIZER

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wavesta te d e l i ve rs a sta g g e r i n g co l l e c t i o n of a n i m a te d , eve r - evo l v i n g so u n d s, t e x t u r e s , a n d r h y t h m s t h a t a r e o r g a n i c , d e e p , a n d v a s t l y e x p l o r a b l e . K o r g ’s l e g e n d a r y Wa v e s e q u e n c i n g a n d Ve c t o r s y n t h e s e s h a v e n e v e r b e e n m o r e powerful or more comfor table to edit, thanks to an analog-style, on-panel, knob per function approach.

EDITORIAL

Looking to Better Times It certainly would be a lie to say 2020 was a good year. With very few exceptions, I would say most people will be thrilled to turn the calendar to 2021.

Clearly, nobody would have signed up for a global pandemic and the loss of Neil Peart and Eddie Van Halen.

Personally, learning how to use Zoom, and this award that San Diego Music Studio sent me (pictured left) could be the only positives 2020 has brought.

So where does that leave us now? I see much better things on the horizon for MI and the world. Pfizer’s first U.S. vaccines were administered on Dec. 14, with hopefully vaccines from Moderna and Johnson & Johnson on the way. As for music, I see it continuing to be a huge part of our lives, as it was even during this year.

I expect the live music scene to return at some point in 2021, meaning gigging musicians will make a comeback. People will be chomping at the bit for the return of live music. I expect the demand for concerts to be sky high once people are allowed to be in close proximity to each other. How long has it been since music fans have seen a live concert? (Zoom concerts are a different experience, to say the least.) I am also hopeful for a normal school year starting in September, which would help back-to-school sales.

As for the state of retail itself, it has been forever altered. There is no going back. Plenty of department stores will not survive as physical locations, for example. Shopping malls will probably be changed forever as well, regarding the makeup of the stores they contain. But one thing I am extremely confident of is that MI stores WILL survive.

First, I want to compliment MI retailers for doing

a great job adjusting their business models in order to survive during these difficult times. Heavily utilizing online ecommerce resources like eBay and Reverb has been one solution. Mastering the craft of online lessons has been another. Looking forward, the need for physical brick-and-mortar stores should last well into the future. Customers will always want to touch and feel instruments, play instruments in front of an audience, chat with knowledgeable salespeople and take in-person lessons.

However, what may have changed is the walk-in clientele that appears in your stores. If you own an MI store in a city that relies on walk-in traffic from people who work in an urban center, this source of revenue may have been disrupted because so many are now working from home. But savvy marketing to potential consumers beyond your local area can hopefully help solve that problem.

On a shorter-term basis, once we get to a postCOVID-19 era, I believe we will enter a euphoria period, which will greatly benefit music retailers. The “I survived the pandemic and will not take life for granted” mantra should be a real thing, even if only for a limited amount of time. People who have money are going to decide life is short, and they may as well spend that cash. And what can bring enjoyment to anyone’s life? A musical instrument, of course.

Things WILL get better. Here’s to better times in 2021!

December 2020 Volume 37, No. 12

NEW TO THE COMPLEX FAMILY The HHX Complex Series continues to innovate.

The 17" and 19" Complex O-Zones deliver a dark explosive attack and are some of the most aggressive effects cymbals SABIAN has crafted to date.

The 21" and 23" Complex Medium Rides have a dual hammering process that brings out a sweet rich complex tone that allows the stick to sit nicely on top of a warm dark complex undertone. This is topped off with a strong raw heavily hand hammered bell for distinct complex cut.

BRIAN BERK Editor bberk@testa.com ANTHONY VARGAS Associate Editor avargas@testa.com AMANDA MULLEN Assistant Editor amullen@testa.com DONOVAN BANKHEAD ROBERT CHRISTIE KIMBERLY DEVERELL JEFF KYLE JR.

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

ELLEN LEVITT MICHELLE LOEB WILL MASON ALLEN MCBROOM

ROBERT L. IRAGGI Advertising Director riraggi@testa.com RICKY PIMENTEL Art/Production Assistant rpimentel@testa.com ROBIN HAZAN Operations Manager rhazan@testa.com VINCENT P. TESTA President/Publisher GABRIEL O'BRIEN MIKE & MIRIAM RISKO TIM SPICER DAN VEDDA

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 Report • 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),

by Retailer Publishing, Inc., 25 Willowdale Ave., Port Washington, NY 11050-3779.

Periodicals postage paid at Port Washington, N.Y. and additional mailing offices.

POSTMASTER: Send address changes to The Music & Sound Retailer, PO BOX 1767, LOWELL MA 01853-1767.

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DECEMBER 2020

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Music China Draws More Than 80K Visitors The overall atmosphere of Music China, which took place from Oct. 28 to 31, was “brimming with positivity” as business opportunities and music appreciation filled the halls of the Shanghai New International Expo Centre, stated Musikmesse Frankfurt. Despite the pandemic and travel restrictions, the show drew 81,761 visitors and a total of 1,106 exhibitors across 11 halls in more than 100,000 square meters of exhibition space.

At the conclusion of the show’s 19th edition, Judy Cheung, deputy

general manager of Messe Frankfurt (HK) Ltd, was pleased to see how Music China has helped industry players amid the pandemic.

“It’s always exciting to see the show launched, particularly during this very unusual year,” Cheung said. “I feel immensely proud of the visitor and exhibitor attendance and their high level of show satisfaction. This edition marks another milestone that we’ve achieved. After many years of development and dedication to the MI industry, Music China has built up its reputation as a leading industry platform. The presence of many world-renowned brands and highly relevant buyers are evidence of this. We will continue to provide an all-round trade fair in terms of cultivating business relationships, brand building, information exchange and education. I look forward to meeting our MI friends in 2021 to celebrate the 20th anniversary of the show.”

This year’s show offered a range of seminars and training courses catering to different product segments and professional experiences.

Noteworthy events included the NAMM CMIA Industry Forum and the NAMM University Courses. Running parallel to the educational events were live outdoor performances encompassing a variety of musical genres. From demonstrations in booths to the “Never-ending Music – Live” shows, musical talent was on full display as artists showcased their skills and entertained large crowds.

The 20th anniversary edition of Music China will take place Oct. 13 to 16, 2021.

JMAZ Appoints Sierra Marketing

JMAZ Lighting, a manufacturer of entertainment lighting equipment, truss, LED panels and accessories, appointed Texas-based Sierra Marketing as manufacturers representative in Texas, Oklahoma, Arkansas, Mississippi and Louisiana.

Jason He, CEO of JMAZ Lighting said, “We are super excited to announce Sierra Marketing as representatives of our brand in the territory of Texas, Oklahoma, Arkansas and Louisiana. Their joining during the pandemic not only marks another milestone for JMAZ expanding its business and reaching more cities across the U.S., but it also shows the tremendous trust we have received from our industry and experienced sales professionals like Sierra Marketing. We believe the best way to thank our customers is to continue bringing affordable, more innovative and high-quality professional stagelighting products to the market. We truly believe Sierra Marketing will help us reinforce JMAZ Lighting’s ideals of providing efficient sales techniques, before and after sales support, and industry-leading customer service to the territory.”

CORRECTION: In the November issue of the Music & Sound Retailer, we used an old photo of ProX’s Jolil Ula. The updated photo appears here. We apologize for the error.

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DECEMBER 2020

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D’Addario Receives $341K From New York State to Continue Its COVID-19 Fight On Oct. 23, New York State Lt. Gov. Kathy Hochul announced that the Empire State Development Corp. earmarked $341,000 to D’Addario & Co. In addition to manufacturing music accessories, D’Addario has taken on the role of manufacturing much-needed face shields during the COVID-19 pandemic.

“Nearly $5 million is being allocated across eight businesses throughout the state of New York to continue investing in manufacturing in our state, so never again is the Empire State caught in a situation where we found ourselves just a few months ago” said

L to R: John D’Addario III, New York Assemblywoman Kimberly Jean-Pierre and her daughter, New York State Lt. Gov. Kathy Hochul, Jim D’Addario, Suffolk County (N.Y.) Executive Steve Bellone and New York State Sen. John E. Brooks

Hochul. “We could not get our hands on life-saving equipment like facemasks, face shields, gowns, ventilators, testing kits, swabs and reagents.

We had to scour the world. We went to China, competing with other states and countries to get our hands on this life-saving personal protective equipment. No longer. We are investing in our own manufacturing.”

Hochul added the reason she was at D’Addario headquarters in Farmingdale, N.Y. was not to see guitar strings manufactured, although it is a “fascinating process” she has seen before. “We are here to award this company $341,000 to get new equipment, raw materials, R&D (research and development) and working capital so they can create 1.2 million desperately needed face shields,” stated Hochul. “You’d think this pandemic has taught us many lessons. One is the definition of what an essential worker is. Ladies and gentleman, the people behind me at this company are essential workers. […] They are building our reserves so they can get it out to local governments and other states. And they are doing everything they can to protect their residents and employees.”

Hochul stressed that we are not out of the woods yet regarding the coronavirus. “We are at halftime of what could be a long football game,” she said. “The problem is, we are now approaching our most vulnerable time. People are going indoors. Outdoor dining will not be an option as the weather changes. […] We are in for a long winter. But our administration is investing and preparing. We will not be caught off guard. We will be ready for this. I want to make sure we are ready and do everything we can to keep the economy open and not shut down any businesses and see peoples’ dreams go down the drain because we are in the throes of a global pandemic.”

Regarding D’Addario, Hochul said it is the “continuation of a beautiful success story. This company is stepping up and responding to a need when it was so dire. We asked how people can help. [D’Addario] said they will.”

“This amazing company really is a center of innovation,” added Suffolk County (N.Y.) Executive Steve Bellone. “This company is the model for the country in how you bring manufacturing jobs back; how you make manufacturing work. […] If there is one word to describe this company, it is innovation. They are every day figuring out how to make things more efficient. That’s why they are expanding even further. […] When we were going through the [worst of] the pandemic, this company was thinking ahead about how to reopen safely and successfully. They put out a plan. That plan really was a model for so many others.”

Although any lieutenant governor has a lot on their plates right now, (continued on page 48) 12

DECEMBER 2020

PEOPLE

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In Memoriam: Scott Summerhays Scott Summerhays, president and CEO of Summerhays Music in Salt Lake City, Utah, passed away on Nov. 22 following an illness that he battled privately.

He was 55.

“I started working at the store when I was 12, pre-computer,” Summerhays said in a NAMM interview in 2015. “Obviously, the rent-to-own receivables, they were all on paper. So, literally, my first job was to take a ledger paper and type in the name of the customer, and then write down every single month of their payment all the way down the ledger paper for the entire length of the contract, and write in the amount of the payment.”

Summerhays was well-respected in the music industry, serving in a variety of mentorship and leadership roles. He was a past president of the National Association of School Music Dealers (NASMD), a former NAMM board member, a member of many other industry organizations, and an advocate for music and arts education on the local, state and national level.

“Scott was an incredibly vital NAMM member, participating in virtually every way possible and giving selflessly for the good of others,” said Joe Lamond, NAMM president and CEO. “This one hurts badly. We’ve lost a dear friend and industry Scott Summerhays brother way too soon. His legacy of service to the music community will inspire us all and remind us once again to never take these deep connections for granted.”

“Scott leaves behind more industry friends than we can count, and will be missed and long remembered,” the NASMD said in a statement.

The Summerhays family will continue to operate Summerhays Music and is dedicated to supporting music education. In lieu of flowers, the family requests pictures of Scott and stories that can be shared at a celebration of life to take place in the near future. Please send all pictures and memories to Cris Behrens at cbehrens@summerhaysmusic.com.

THE MOST WONDERFUL TIME OF THE YEAR Dash through the snow or city sidewalks with the dbl Bass Buggie™.

The Amazing Bass Stand is a great option for your bass.

In Memoriam: Joe Adams

On Nov. 14, MI lost a truly special member, Joe Adams. Adams worked for PSLP Inc., a representative firm for many years. He worked for PSLP from 2004-2017, when he went to work directly with Elation. In July, Adams opened the Epic Sales rep firm, where he was the rep for Elation and a few other brands. His Facebook page is filled with tributes from friends in the industry, friends from his hometown and family members.

Adams lived in a town south of Oklahoma City. He was widely known as “Okie Joe,” or “DJ FreeBie,” as he donated many, many hours to the Joe Adams high school attended by his three children. He was also the “voice” of Bears football, as he was the announcer at the local high school’s football games.

In Memoriam: Bernice Ash Follow us on:

RCWilliamsCompany.com | 913.912.1083 ©2019 RC Williams Company, LLC. Designed and manufactured

by RC Williams. All products made in the U.S.A.

14

Bernice Ash on Dec. 1 passed away at the age of 90. She began working at the Sam Ash Music Store in New York City in 1947, one year before marrying the founder’s eldest son, Jerry. Bernice and Jerry continued the tradition of keeping the retail store in the Ash family. Bernice is widely recognized as one of the pioneers of the development of the sheet music department, which included purchasing and inventory. As the head of sheet music for all of the Sam Ash locations, she designed methods and procedures that resulted in great working relationships with the publishers as well as many satisfied customers. She and Jerry were married for 72 years.

DECEMBER 2020

PEOPLE

Mr. Fix-It

MusicMedic named Leroy Hadding its general manager. Prior to joining the company, Hadding spent 21 years as a repair technician and educator.

Fixing anything and everything is in Hadding’s blood: He grew up fixing cars and doing home repairs with his dad and combined this talent

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with his passion for music in the instrument-repair field. Because he has a vast understanding of how things work and how to make them work better, he approaches his new position with the curiosity and tenacity that is necessary for a company that strives to constantly evolve and improve.

Leroy Hadding

Scott Pizzo

Great Scott!

DAS Audio of America, Inc., the North American subsidiary of Valencia, Spain-based DAS Audio, appointed Scott Pizzo to the position of vice president of sales, professional audio, North America. Pizzo’s key responsibilities include supporting the efforts of the company’s seasoned direct sales force, working to further develop both the production market and DAS Audio’s rental partner network, increasing the company’s installation market footprint through work with consultants and contractors, furthering the company’s sales network in the United States, and building growth through strategic alliances.

Most recently, Pizzo was with Harman Professional Solutions, where he served as national sales manager, production audio.

“Throughout my career in pro audio, I have been keenly aware of DAS Audio and its reputation as a manufacturer of innovative solutions for performers, installers and audio technicians,” said Pizzo. “The company has a solid reputation for its welldesigned, sonically superior, and reliable loudspeaker systems that enhance music reproduction and speech intelligibility, no matter what the application.

I am honored to be joining the company, and I look forward to helping DAS reach the next level in its success.”

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PEOPLE

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Fantastic Four

Korg USA Inc. promoted Morgan Walker to director of marketing communications. Walker is enjoying her sixth anniversary at Korg USA, having joined the company as senior marketing communications and events manager in December 2014. Her experience at Korg USA has included the development and execution of go-to-market strategies, content creation and global marketing direction for the company’s brand portfolio. Walker is instrumental in the planning and execution of events, most notably NAMM shows. With her new promotion, she formally joins Korg USA’s executive management team. Her work is recognized outside the Korg office as well; earlier this year, she was selected to be part of the inaugural Smart Women in Music.

Korg also promoted Jeff Shreiner to marketing manager for Spector Musical Instruments (SMI) and hired Carine Kowalik as social media specialist for Korg USA. Shreiner joins the SMI team after more than seven years at Korg USA, where he served most recently as brand manager of Korg Tuners, Waldorf, Sakae, as well as other drum and accessories lines during his tenure. “Jeff joins us after many years where he demonstrated a diverse skill set that saw him succeed in both sales and productmanagement positions,” said John Stippell, SMI global brand manager.

Carine Kowalik also joined Korg USA after working in music marketing

“The Sound”

as requested by you.

You asked for the playability and sound of the early Otto Links.

We listened.

With structural changes both inside and out, “the sound” of yesteryear has been recaptured.

Jeff Shreiner

Brian Piccolo

The Goldrich Standard

Sweetwater added industry veteran Judd Goldrich to spearhead its artist relations.

As a child, Goldrich worked at his grandfather’s store, Manny’s Music on New York City’s Music Row (West 48th Street between Sixth and Seventh Avenues), where he developed relationships with A-list musicians such as James Taylor, Paul Simon, Steve Jordan, Paul Shaffer and the late John Entwhistle of The Who, just to name a few. For the past 16 years, he has been with Guitar Center, initially serving as the gen- Judd Goldrich eral manager for its 14th Street Manhattan flagship store and then as the head of artist relations for the past seven years.

“I am so excited to be part of the Sweetwater team,” stated Goldrich. “Sweetwater has an amazing reputation for customer service, and it has the most loyal customer base in the business. It is completely aligned with my philosophy of giving a next-level VIP experience, and I am looking forward to working with Sweetwater to enhance and expand its artist relations program.”

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jjbOttolink.indd 1

Carine Kowalik

and promotion for over a decade. As a musician herself and former tour manager, she is fondly familiar with the Korg family of products and the types of content musicians find engaging. “I’m thrilled to have the opportunity to use the skills I’ve acquired within social media, publicity and the entertainment industry to help lead the online image and digital strategy of such a reputable, loved brand into the future,” said Kowalik.

Korg USA also promoted Brian Piccolo to director of brand management for all of its brands. He formerly directed the management of Korg USA’s guitar brands. In his newly appointed position, Piccolo, a 20-year industry veteran, will be responsible for maintaining the performance status of all of Korg USA’s brands, including overall market share, sales and profits. The brands under his jurisdiction include electronic instruments, amplifiers, DJ and production tools, keyboards, synthesizers, guitars, tuners, strings, accessories, and more.

Otto Link Vintage for tenor sax.

www.jjbabbitt.com

Morgan Walker

Mouthpieces for clarinets and saxophones

6/30/20 1:56 PM

DECEMBER 2020

I Believe in Music...

And the people who bring music to the world.

At IMSTA, our message is really simple, respect yourself, respect your craft and respect the work of others.

There is great strength in contributing and community, and that is why we look forward to gathering online at Believe in Music Week to support music creators everywhere.

Ray Williams Managing Director, IMSTA

Global Livestream January 20 | Marketplace January 21 - 22 | Believe in Music TV January 21 - 22

PRODUCT

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Shiny New Model

John Packer Musical Instruments made extensive renovations to its Bb and Eb clarinets, and now has a matching A model. The JP321Bb, JP321A and JP323Eb clarinets feature wooden tenon rings, metal capped tenons, reinforced shaped barrel, engraving, ringless heavyweight bell, poly-cylindrical bore and a new professional case. The clarinets also feature adjustable thumb rests and heavily silver-plated keywork, and come with an easy-blow mouthpiece and essential accessory package. The

poly-cylindrical bore (where it flares in stages) is an attribute more often seen in top-end clarinets, stated the company. It gives the clarinet a warmer/rounder sound as opposed to a focused sound that end users would get with a standard cylindrical bore found on student models.

The clarinet has increased resonance and depth of sound thanks to the chunky bell and the distinctive shaped barrel. jpmusicalinstruments.com

Animal Instincts

Tone.Electronix’s The Animalizzer is an overdrive, distortion and Fuzz effects pedal. Handcrafted in Portugal, it comprises two clipping stages immediately after the BOOST stage and before the EQ stage. All of these stages are controllable: Pregain controls the input signal before going into the stages; Depth is the first tone-shaping process; Stage I offers three clipping options; Stage II features four clipping options; and Equalization will shape the final frequency response. txpedals.com

I’ve Got the Power

Great margins.

Made in the USA. Good for your soul. souldier.us

Photo by Ola Geir Raftevold courtesy of VintageGitar.no

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BASSBOSS released BB15, a powered subwoofer for everyone who wants to add heavy bass to their system, using a surprisingly light and compact cabinet. This new single 15-inch subwoofer makes high-fidelity low-frequency response available in a small package.

It transports in smaller vehicles, suits smaller events and more intimate spaces, and provides big subwoofer output without being intimidating in size or in price, stated the company. It offers plug-and-play usage, integrated DSP and a 2400 RMS continuous amplifier in a compact, lightweight design. At only 21 inches by 17 inches by 24 inches and 70 pounds, it produces surprisingly deep bass for its size, added the company. Power is provided by a 2400W RMS amplifier with integrated, comprehensive DSP. bassboss.com DECEMBER 2020

PRODUCT

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Clampdown

Stedman Corp. released the AD-1 Clamp Adaptor. This adaptor attaches to the clamps of Stedman’s Proscreen XL and PS-101 pop filters to allow them to properly attach to square-tubed broadcast microphone boom arms that are a popular part of many podcast studios, such as the Rode PSA1 or the Heil Sound PL-2T. Stedman’s pop filter clamps were originally designed to work only with circular microphone stands and boom arms; this adaptor will allow the PS-XL and PS-101 to be used with any square boom arm with a width of up to 0.65 inches. stedmanusa.com

Flex Some Muscles

Alfred Music announced the flexible instrumentation series “Alfred Flex” and “Belwin Flex.” Each series contains a variety of styles and grade levels to meet the needs of ensembles with incomplete or unique instrumentation. These newly reimagined pieces are available throughout the Belwin and Alfred Concert Band Catalogs, written by a variety of composers and arrangers, such as Michale Story, Michael Kamuf, Victor López, Chris M. Bernotas, Scott Watson, Vince Gassi and others. “Alfred Flex” and “Belwin Flex” both include a teacher map with each piece that will help to not only guide the teacher to instrument choices, but more importantly, provide a way to document who is assigned to which part.

Flexible Options, Suggested Instrumentation and Teacher Part Assignment spaces are all included, in a clean, clear, and uncluttered layout. alfred.com

MUSIC & SOUND RETAILER

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PRODUCT

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The Mercury Is Rising

ddrum’s Mercury D-Bone Accessory Boom Arm is optimally designed for adding an extra cymbal to a drum set without having to add a full cymbal stand. Available in short and long sizes, the D-Bone is an extension to meet the challenges of a small footprint, or the demands of a complex cymbal array. Sturdy and highly functional, the D-Bone provides a versatile solution to mount almost any crash, ride or effects cymbal to a setup, allowing players to optimize a compact space based on their needs and preferences, stated the company.

Both the long and short versions of the Mercury D-Bone Accessory Boom Arm come as two-piece sets and include a mounting arm and

a boom arm. Each D-Bone features dual-tilters for optimal angling and lends itself to multiple mounting options. The D-Bone can be attached to a cymbal stand to create a double cymbal stand, or it can be attached to a tom stand to create a tom-cymbal combination. Four double-d, contoured wing nuts provide a stylish flair for adjustment at both tilting points, as well as at the bottom clamp and top wing nut. A pair of small cymbal felts are included. ddrum.com

Celebrating four decades in the music business and a lifetime in music...

Shure to Be a Hot Product

Shure unveiled DuraPlex, the company’s subminiature (five millimeter) omnidirectional lavalier and headset microphone. Designed to stand up to the toughest conditions, DuraPlex boasts Shure’s first IP57 certification rating, keeping dirt, dust, water and perspiration from upstaging the audio, stated Shure. DuraPlex consists of the DL4 Omnidirectional Waterproof Lavalier Microphone and the DH5 Omnidirectional Waterproof Headset Microphone and comes complete with the accessories needed to support simplified usability: a carrying case, snap-fit and foam windscreens, single tie clip, and a presence cap are all included. DL4 also comes packaged with a sticky mount. shure.com

A Man and his Instrument...Dedicated to Excellence "It all begins and ends with the music... that's what it's all about!"

-Lee Oskar

Hey, Mr. DJ The FX Bar 5050 has been nominated for the Music & Sound Retailer ‘Best ‘Best Lighting Product of 2020’ 2020’ Award. This high powered 3-in-1 LED fixture offers air-piercing beams, wide-open wash, and crowd-blinding strobe effects. The FX Bar 5050 is a compact and affordable all-in-one fixture, perfect for any rig no matter what level your lighting game is at. We thank you for your votes and invite you to visit www.JMAZlighting.com to learn more.

FX BAR 5050

FX BAR 5050 313 NEWQUIST PLACE, STE B CITY OF INDUSTRY, CA 91745 626-380-0883

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SALES@JMAZLIGHTING.COM

WWW.JMAZLIGHTING.COM

Gator released its G-Club DJ messenger-style bag for 28-inch DJ controllers, laptops and headphones. It is designed to ensure safe transportation of a DJ controller, laptop, headphones and other accessories. The GCLUBCONTROL28 comfortably fits the Pioneer DDJ-1000SRT, DDJ-1000 and many other controllers similar in size.

The bag features a generously large, padded laptop compartment with weather-resistant zipper tape, a front headphone pocket and two smaller storage pockets for accessories. The G-Club series bag comes equipped with a nylon exterior and a thick padded interior with 10mm EVA rubber sewn into the bottom for added protection. A brightorange lining on the inside provides better visibility when loading and unloading in dark clubs or rooms. It also includes heavy-duty front buckles, a padded shoulder strap and a thick, ergo-grip reinforced carry handle. gatorcases.com DECEMBER 2020

PRODUCT

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She’s Everything

Fender Musical Instruments Corp. released the new Brad Paisley Signature Esquire, in collaboration with the multiple-Grammy-Award-winning country music superstar.

The signature twang of the Esquire and its later iteration, the Telecaster, have been heard on countless country albums and have helped to define the sound of the genre, stated Fender.

In this spirit, the Brad Paisley Signature Esquire takes the elements that have made the guitar a staple and provides subtle upgrades to bring this model “into the future.” Historically, the Esquire model is known for featuring a single pickup, making it perfect for country artists like Brad Paisley, as well as those seeking an affordable, but professional instrument at the outset of their career, added Fender. Fender has added a Seymour Duncan Brad Paisley Signature “Secret Agent” neck pickup; this pickup is hidden under a pickguard adorned in a custom paisley pattern. fender.com

The opsix Altered FM Synthesizer from KORG amplifies the sound of real six-operator FM synthesis with 16-step note and motion sequencing, 32 notes of polyphony, triple multi-effects processing, arpeggiator, five modulation modes, twelve-point modulation matrix (including preset sequence patterns), all with instant on-panel editing, stated the company. Building on KORG’s volca FM Synthesizer, the opsix lets players move beyond programming with fast and intuitive access to the building blocks of FM sound with zero programming. All 40 original FM algorithms are onboard and allow for user configurations of the six operators, and 500 programs (250 KORG preset programs and 250 user programs as the default) can be called up and saved in an instant. korg.com

Time for a Quick-Change

Kyser Musical Products Inc. added Neon to its assortment of Quick-Change acoustic guitar capos, representing the first official Kyser color col-

GET TO KNOW THESE 3 LEADING BRANDS DURING THE VIRTUAL

2021

NAMM SHOW

SEE US IN THE NAMM DIRECTORY UNDER FEOLDS.COM OR VISIT US ONLINE AT:

22

feolds.com

saxdakota.com

phaetontrumpet.com

lection developed by the east Texas-based guitar accessories company. The Neon Collection also signifies a shift by Kyser toward seasonal, small-batch offerings designed to pique the interest of collectors and brand enthusiasts, cater to a broader range of players and personalities, and tap into the recent demand for retro-inspired shades and accessories, stated the company. Available in four colors — Pink, Green, Orange and Yellow — the Neon Collection features a recognizable Kyser handle and signature one-handed functionality. It also offers blackout aesthetic appointments, including a standard-tension black spring, protective black boot and black Kyser stamp. All Neon Collection capos are also covered

by Kyser’s signature lifetime warranty. kysermusical.com DECEMBER 2020

PRODUCT

Nuts About Nut Files

Music Nomad’s patent-pending Nut Files feature diamond coating and round “string-shape” blade design, designed to result in smooth, precision cuts. They cut and polish slots at the same time. The industrial, even diamond coating cuts all new or existing nut or saddle materials such as nylon, bone, graphite, and even metals such as brass and zinc. They also feature an ergonomic han-

Power of the Press

Hal Leonard, the exclusive distributor of Berklee Press, has released three new titles. “Modal Voicings for Guitar,” with audio examples and video lessons

by Rick Peckham, unlocks the mysteries of modal tonality, with a series of exercises and demonstrations to expand a player’s chord vocabulary, capturing the signature sounds of groups led

by Miles Davis, John Coltrane, as well as contemporary jazz, pop and R&B artists. “Triads for the Improvising Guitarist,” by Jane Miller, explains how triads are the key to understanding harmony, soloing and comping; by understanding how triads relate to larger chord structures, players can improve their command over harmony and be able to use triads more effectively in their playing. And “Jazz Duets: Etudes for Phrasing and Articulation,”

by Richard Lowell, provides 27 duets in jazz and jazz-influenced styles such as swing, bebop, funk, samba and others; they are appropriate for performance by any melodic instruments. The duets feature independent contrapuntal lines, and practicing them will give players intimate insight into how these constructs sound and can be used to create a wide variety of colors, stated the company. halleonard.com MUSIC & SOUND RETAILER

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dle for total comfort and control of a cut, or the blade can be removed from the handle, stated the company. With 16 sizes to choose from starting with .010 inches up to .130 inches, they work for electric, acoustic and classical guitars, as well as five-string basses. Each blade has the size engraved on it. The handle has a convenient hang hole for hanging at a workbench. Nut Files can be bought individually or come in six-piece sets with an aluminum storage case. musicnomadcare.com

AND THE NOMINEES ARE ...

This year’s Music & Sound Awards, Manufacturer Division, nominees show great innovation.

By Brian Berk

Manufacturer Division

Presented in the next several pages are the nominees for all 31 categories of the Music & Sound Awards, Manufacturer Division. In a most difficult year, MI companies really stepped up, not just with great products, but tremendous contributions to their local communities, the country and the entire world. The Music & Sound Awards are just one small way to recognize all the hard work these companies do to spread the joy of making music.

Remember: Only retailers are eligible to vote for Manufacturer Division awards. Voting commenced on Dec. 15 and will close promptly on Jan. 6, so please vote quickly at msretailer.com/awards.

Best Acoustic Guitar of 2020

C.F. Martin & Co. SC-13E

D’Angelico Premier Series Gramercy LS

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Gibson 1942 Banner J-45

Taylor Guitars Builder’s Edition 324ce

Best Bass Guitar of 2020

C.F. Martin BC-16E

Ibanez EHB1506MS-BIF

Best Electric Guitar of 2020

Fender 60th Anniversary Roadworn ‘60s Jazz Bass, 3-Color Sunburst

Spector Euro Classic

D’Angelico Excel Mini DC

Ibanez PIA3761SLW Steve Vai Signature

Peavey Electronics HP 2

PRS S2 McCarty 594

DECEMBER 2020

Best Guitar Accessory of 2020

Fishman Transducers PowerTap

Gator Frameworks Deluxe Guitar Seat

Graph Tech Ratio Machine Heads for Bass

Peterson Strobe Tuners StroboStomp HD

Best Effect Pedal of 2020

BOSS RC-500 Loop Station

Electro-Harmonix Ram’s Head Big Muff Pi

Pigtronix Infinity 2 Looper

Best Non-Guitar Fretted Instrument of 2020

Amahi UK-110 Sopranino

Breedlove Lu’au Tenor Ukulele – Natural Myrtlewood

VOX Valvenergy Mystic Edge

Best Strings of 2020

Fender Billie Eilish Signature Ukulele

HUG Ukulele Exotic Mango Wood Series

DR Strings DSE-2/9 Dragon Skin K3 Coated Electric Guitar Strings

Ernie Ball 2224 Turbo Slinky Nickel Wound Electric Guitar Strings

Evah Pirazzi 20th Anniversary Strings

Rotosound R13 Roto Greys Nickel On Steel Electric Guitar Strings

Best Keyboard/Sound Module of 2020 Roland RD-88

Akai Professional MPC One MUSIC & SOUND RETAILER

Casio CT-S200

Korg wavestate 25

Best Multitrack Recorder of 2020

PreSonus Audio Electronics Quantum 2626s Zoom LiveTrak L-12 Sound Devices 888 16-channel Field Mixer

TASCAM Model 16

Best Mixer/Console of 2020

Avid S1

Korg Soundlink MW Series

Peavey Electronics Aureus 28 Digital Mixer

Pioneer DJ DJM-S11

BOSS Acoustic Singer Live LT

Peavey Electronics Invective MH

Supro Blues King 10

Jensen Vintage Neo 12-inch NI2k 100w

KRK Systems ROKIT G4 White Noise

QSC KS118

Best Amplifier of 2020

Blackstar Sonnet 120

Best Speaker of 2020

JBL IRX 108-BT 26

DECEMBER 2020

Best Cymbals of 2020

Dream Eclipse Ride 23-inch

Meinl Cymbals 21-inch Byzance Vintage Chris Coleman Signature C² Ride Cymbal

Best Band & Orchestra Product of 2020

Blessing BBS-1287 Standard Series Eb Baritone Saxophone Lacquer

Conn-Selmer Presence Professional Bb and A Clarinets and PROLOGUE Step-up Bb Clarinet

Phaeton PHT-LV-1200 Las Vegas Artist Trumpet

Yamaha YDS-150 Digital Saxophone

MUSIC & SOUND RETAILER

Sabian 19-inch Royalty Ride

Zildjian K Sweet Cymbal Pack

Best Website/App of 2020

Best Accessory Product of 2020

CHAUVET DJ BTAir Bluetooth Lighting Controller App

Blizzard @Full App

AKG K371-BT

D’Addario & Co. Mic Stand Accessory System

IK Multimedia iRig Stream

PRS Floating Guitar Stand

Best Book/Video/Software of 2020 Fishman Transducers fishman.com

JBL Compact Connect App

Akai Professional MPC Beats Software

Alfred Music Flex Series

Sennheiser Pro Talk Series – Season 3

Best Bag/Case of 2020

D’Addario & Co. Backline Gear Transport Pack

ddrum StickPack Backpack

John Packer Musical Instruments www.jpmusicalinstruments.com

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Odyssey Black Label Glide Style Case for the Pioneer XDJ-XZ

Best Percussion Accessory of 2020

drumdots mini

Earthworks SR25mp

Pioneer DJ rekordbox 6

Gator Guitar Closet Bag Series MUSIC & SOUND RETAILER

Slug Percussion Products Triad Pad HDF Armourphragm

Zildjian Chroma 4 for 3 Drumstick Value Pack – 5A: Assorted Colors

Best Lighting Product of 2020 Blizzard StormChaser Supercell Martin ERA Series (400, 600, 800 Performance, 500 Hybrid)

CHAUVET DJ GigBAR Move

JMAZ Lighting FX Bar 5050

Best DJ Product of 2020

CHAUVET COLORband Q3BT

1926_MSR_KS118_Ad_12-02-2020

Blizzard Lighting SPOTMAN

Denon DJ Prime Go

Pioneer DJ CDJ-3000

Thank you for your kind consideration.

Best Loudspeaker

KS118 Active Subwoofer

qsc.com/ks

Best Wireless System of 2020

Audio-Technica 3000 Series With Network Control and Monitoring

Rode Wireless GO

Shure SLX-D

VocoPro Commander USB-Guitar System

Best Cabled Microphone of 2020

AKG Lyra Ultra-HD Multimode USB Microphone

AudioTechnica AT2020V

DPA Microphones 2028 Vocal Microphone

MXL REVELATION II Tube Microphone

MUSIC & SOUND RETAILER

Vintage Tone Modern Technology Lightweight Neodymium Magnet

N12K

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Best Acoustic Drum Product of 2020

Best Electronic Drum Product of 2020

DW PDP New Yorker Series

ddrum Dominion Series

Alesis Drums Strike Pro SE

KAT Percussion MalletKAT 8.5

®

Evans UV2

TAMA Limited Edition STAR Mahogany Kit

GIBSON ACOUSTIC

ORIGINAL COLLECTION

50s J-45 ORIGINAL VINTAGE SUNBURST

SHOP NOW AT KRKMUSIC.COM

Roland V-Drums Acoustic Design

Yamaha DTX402 Series

2020 Product of the Year

2020 Rep of the Year

Antonio Ferranti, Dexibell

Misha Guiffre, The Music Link

Frank J. Gutwein, Yamaha

Jeremy Payne, The Music People

Lifetime Achievment/Hall of Fame C.F. Martin SC-13E

Mark Brunner, Shure (posthumous)

Jack Higginbotham, PRS

Iris Manus, Alfred Music

2020 Outstanding MI Service Provider

Lee Oskar, Lee Oskar Harmonicas

2020 Manufacturer of the Year

AKG Lyra Ultra-HD Multimode USB Microphone

PRS Guitars McCarty

Shure XL-D Wireless System

2020 Outstanding Community Service

Virtual Guitar Tech Service

®

SHOP NOW AT KRKMUSIC.COM

S PEC I AL T O THE R ETAIL ER

MARKETING’S CLEAR ORDER OF OPERATIONS

By Scott Robertson, APR

Messaging

Math … clear and finite — and the horrific nemesis to many musicians (and music store owners). One thing I always hated about math was the strict rules, which dictated the exact order you had to do things in order to reach the correct answer.

Kinda harsh.

Math’s order of operations tells you to handle the parentheses and exponents first, then perform the multiplication and division, working from left to right, before doing the addition and subtraction. We all remember that handy mnemonic: PEMDAS. (Or the way most of us learned it: “Please Excuse My Dear Aunt Sally.”) In math, order matters, and you cannot be successful if you don’t do things in the correct order.

Did you know marketing also has an order of operations? And while there are many paths that can lead to success in marketing, the best chance for success comes from following the right order, which goes like this: MDC, or Messaging, Design, Collateral Creation. (It’s not as fun as Dear Aunt “Mustang” Sally, but useful nonetheless.)

So, let’s take a closer look at these steps.

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I don’t want to shock you, but consumers don’t always buy the best products and services.

They buy the products and services that are communicated to them clearly and memorably. In other words, we buy things when we encounter the right combination of words that trigger us to buy. When a company’s marketing is broken and they’re trying to figure out what’s wrong, here’s what’s almost always wrong: the message. It’s usually too much about the company, and it’s not clear about what problem they’re solving for their customer. It sounds easy, and yet this critically important step is violated more than the federal tax code.

You always want to spend time on the message first. It’s like building a house. You pour the foundation before you start putting up the walls and the floors and creating that incredible sun deck. It’s a bad idea to skip steps when building a house, and an even worse one to skip the message step in marketing.

Make sure your message is about the customer, their needs (material and psychological) and how your store meets those needs. Be clear, not clever. And make sure your message is very simple. You can’t go wrong with simple and clear. As Donald Miller, one of my mentors and author of the best-selling book “Building a StoryBrand” always says, “If you confuse, you will lose.”

Design

Collateral Creation

This step is comfortable for most store managers/owners.

You hire a designer, and they design good-looking stuff. They ask you questions, come back with a few options, you pick your favorite, and you’re done.

But, designers, no matter how good, just aren’t “word people,” so they aren’t always the best resource to figure out what to say.

This is why Design is Step 2 and not Step 1. It’s also why there is so much God-awful marketing in the world, so many websites that you visit and say, “Wait, what is this? Why is this here?” I’ve seen hundreds of good-looking websites that completely missed the boat regarding the message and thus, lose business.

Our final step is again comfortable to most business owners. This is where we’re creating marketing collateral, the tactics of our marketing plan, including websites, social media pages, flyers, advertisements, press releases and videos. But if you don’t have your foundational work done or done well, it’s very difficult (next to impossible) to keep all of these different marketing materials pointed in the same direction. That’s why you focus on this step after you’ve completed the other two.

So, now that we know marketing’s order of operations, what do we do with this information? My advice would be to start at the beginning and really look at your store’s message.

Don’t do any “What is our why?” soul searching or mission statement creation because the customer does not care about you or your business. They only care about themsleves and the solutoon to their current problems. And that applies to all of us, by the way. Once you understand what people are looking for, you can use it to create an effective message. Start following marketing’s order of operations, and you will see what marketing can really do for your business!

Scott Robertson is a 30-year public relations, marketing and communications professional who has worked with leading music and tech brands including BandLab Technologies, JamHub, ChordBuddy, NAMM, Gretsch, Taylor Guitars, Wood Violins, Wi Digital Systems, VocoPro and the MIDI Manufacturers Association. He currently runs Robertson Communications, a PR/branding/marketing firm in Orange County, Calif. For more information, go to www.robertsoncomm.com.

DECEMBER 2020

Sell to musicians on Reverb Millions of buyers are waiing to buy your gear.

||: BUY | PLAY | SELL :||

FI V E M INUTE S W ITH

PAUL TAPPER CEO, NUGEN Audio

By Brian Berk

This month, we reached out to a new contact in Leeds, UK: Paul Tapper, CEO of NUGEN Audio. In this conversation, Tapper provides lots of information about the company’s loudness metering/correction, surround audio, mixing/mastering, tracking and audio analysis tools, and much more.

The Music & Sound Retailer: Please take us through your background and why you co-founded NUGEN Audio in 2004. What needs were you tr ying to meet for musicians and the music industr y?

Paul Tapper: I co-founded NUGEN Audio with the objective of consistently providing exceptional quality and innovative solutions, coupled with practical problemsolving and reliable customer service. This mission has driven NUGEN to become an industry standard in the audio post-production world, and we have no doubt that this will help the company continue to grow in the music industry.

In fact, NUGEN Audio’s first plugin was created as a way to help out a musical artist friend who was looking for a software solution that would effectively enable him to cut a track to vinyl. He had initially been told “no” by a local mastering studio, due to a stereo problem in the bass on the track.

So, leveraging my years of experience as a lead programmer, a music producer friend and I developed a software plugin that would provide musically pleasing correction to the damaged audio. After some work on the design and user interface, NUGEN Audio’s first plugin was released. This was soon followed by more stereo-image related solutions, and then plugins exploring methods of applying mathematics to music and audio in general.

Today, NUGEN’s tools cover audio analysis, loudness metering, mixing/mastering, and tracking for the global broadcast, post-production, and music production markets.

36

The Retailer: What changes have you seen in the industr y in the past 16 years, and how have you adjusted?

Tapper: Since NUGEN’s founding, digital audio production technology has matured and become more ubiquitous. There has been an increased need for systems, tools and companies that enable and support the adoption of new processes. For example, the introduction of loudness normalization in broadcast audio, and now in music streaming services, is a response to the over-use of compression and limiting techniques that were beginning to damage the audio to which they were applied.

As another example, the increased complexity and variety of the technology used in audio production requires users to rely more heavily on good documentation, reliable tools and good technical support. It might not sound very exciting, but it’s hard to be creative if your tools keep crashing, or you don’t know how they work.

The Retailer: How is the market for your products right now? Is a possible decline in professional mixing/mastering being counteracted by stay-at-home users of your product?

Tapper: We have been very lucky at NUGEN Audio that, during the COVID-19 pandemic, we have not seen a reduction in demand for our products. If anything, there has been a slight increase. I think that many of our customers are already used to having to work in a flexible and agile way. Thus, they have adapted to the evolving situation and found a way to keep producing great audio.

Fortunately for us, they’ve continued buying our products to help them achieve this.

The Retailer: You sell plugins directly to consumers as well as in the form of products that MI retailers can sell. With this said, how do you ensure a great relationship with MI retailers?

Tapper: Roughly half of our revenue comes through direct sales via our web shop, and the other half through retailers. So, building great relationships with our reseller network is essential to our business. We find that the retailers who are most successful with our products are the ones who provide added value through their relationships with their customers. This might mean that their customer base trusts them to make recommendations, or that they offer exceptional post-sales support. We always try to do whatever we can to help those resellers deepen their customer relationships by providing them with training on our products and marketing information prior to promotions and product changes. We have a great level of respect for the relationships they have with their customers.

The Retailer: Any advice or best practices you can provide for retailers when selling your products?

Tapper: Our products are aimed at the higher end of the audio plugin market, which means that they can be a little pricier than others. However, we aim for quality over quantity, so you certainly get what you pay for with NUGEN. Our quality is further exemplified by the fact that we invest time with customers to ensure that the purchase is the best for them.

We have found that this approach works best for our retailers, too.

The Retailer: Please tell us about some of your current MI product offerings and what makes them cool.

Tapper: The NUGEN Producer bundle is our most comprehensive package for MI customers, featuring a wide range of tools for stereo-field manipulation, mastering and measurement/analysis. In terms of individual plugins, MasterCheck is probably our most well-known MI product, a truly unique plugin that allows the user to hear how their track will sound on various streaming services ahead of time. This means there are no nasty surprises during playback on Spotify or YouTube. At the start of this year, we updated our SEQ-S plugin.

This software has a “Match” EQ function that matches the frequency response between two pieces of audio, perfect for splicing together two vocal takes recorded under different conditions, or even as a starting point for a masterbus EQ with a reference track.

The Retailer: Are there any new/exciting NUGEN Audio products that you can discuss?

Tapper: We recently released our Paragon software, the world’s first 3D-compatible convolution reverb. We’re very excited about this software and have already had a lot of great DECEMBER 2020

responses from engineers around the world. A true convolution reverb with the flexibility and control of a classic algorithmic reverb, Paragon offers full control of decay, room size and brightness via state-of-the-art re-synthesis modelled on 3D recordings of real spaces. It also provides an unprecedented level of tweakability, with zero time-stretching, which means no artifacts. Additionally, Paragon features spectral analysis and precise EQ of the Impulse Responses. We are also currently working on something exciting for the MI industry that is slated for release in the early part of the new year. Our developers are hard at work on the software, but it will need to remain under wraps just a bit longer. So, stay tuned for more!

The Retailer: Despite the many online platforms available, product marketing and promotion is tougher these days without in-person trade shows. How do you get the word out about your products in this environment?

NUGEN Audio's Paragon convolution reverb software

Tapper: Like most ever yone these days, we use various communication channels, especially our mailing list, website, social media, magazines and online forums. We also rely on our resellers reaching out to their customers with what they believe will be of interest to them. We really appreciate and value our direct customers, but, as a small software developer, we can’t hope to have relationships with all the customers for our products. That is where we really rely on our retailers.

The Retailer: Are you optimistic about the future of the pro-audio industr y and MI industr y in a hopeful post-COVID-19 environment?

Tapper: COVID has caused terrible disruption and uncertainty around the world, but the desire to listen to and create music hasn’t gone away. As some lockdowns and social distancing guidelines are easing, I am optimistic that the pro-audio and MI industries will bounce back quickly.

M I SPY

SOCIAL DISTANCING IN NORTHERN NEW JERSEY The coronavirus pandemic of 2020 has changed just about everything in our lives, but if there’s one change your MI Spy is actually thankful for this year, it’s all the extra free time I’ve had to spend binge-watching my favorite TV shows while locked down in the MI Spy Cave. And just because HQ has me back out in the field, that doesn’t mean the marathon streaming sessions have ceased. Quite the contrary. In fact, I was midway through my fourth or fifth rewatch of “The Sopranos” when I got the call for my latest mission: appropriately enough, it was to scour the MI retail scene in northern New Jersey.

The Chief was no-nonsense as usual, his manner reminding me of a certain brooding mob boss of prestige TV drama fame. “Spy, we need you in Jersey,” he barked. “You’re gonna give us the rundown on the music stores in the northern counties. And just so I can be sure you don’t screw this up, I’m gonna assign you some muscle to watch your back and make sure you stay socially distanced.”

Per the Chief’s orders, this time I would be accompanied by Agent MHD. MHD is a keyboard and acoustic guitar specialist, has a background in the flute, and knows a thing or two about what to look for in musical instruments and sheet music. MHD was also bored that day and figured, heck, an excursion and free food, with me at the wheel — why not? So I picked a sunny day — one worthy of a highway-cruising opening credits montage — to check out a few of the Garden State’s musical instrument stores.

We set out for New Jersey’s northern counties: the stores we selected are in Warren, Bergen and Passaic counties. They aren’t far from each other, and are not difficult to get to from Brooklyn or Manhattan.

However, I am pretty sure that any shopper would need a vehicle to travel to any and all of these locations.

I traveled during what is ordinarily a hectic time to visit a musical instrument shop. This year is a little bit different (huge understatement there, I know). However, in two of the four stores, we did observe people looking specifically for sheet music and instructional

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books, musical instrument rentals and sales, and accessories related to instruction. Be it online or in-person, music lessons are still taking place.

As we strolled around each store, we also paid close attention to the pandemic adaptations and social-distancing protocols. Masks and hand sanitizer, protective Plexiglas structures by the cash registers, tape and signs and other distance markers on the floors: all of these are the current reality.

The Music Shop 56 Fanny Road Boonton, NJ 07005 973.334.8484

Our first destination was this cheery-looking shop, situated on a quiet road. As soon as we walked in, one of two workers (both clad in masks and store-logo shirts) asked, “Can I help you?” We decided to browse, and I admired various band instruments while MHD went immediately to the contemporary sheet music and found (and purchased) a softcover collection of Radiohead songs rendered for piano and guitar.

The store had proper health measures in

place. It had a few large pieces of Plexiglas suspended from above, to keep a safe but sociable barrier between workers and customers. It had hand sanitizer bottles set out, and tables in place near the counters to keep a bit of distance between the cash registers and customers.

I watched as a local music teacher was comparing band instrument books with one of the workers, discussing the pros and cons of certain brand series. I asked the teacher a few questions, such as the grade levels and interests of their students. He told me he was working with fourth through eighth grade students, “sometimes in school, sometimes virtual.” He also wasn’t sure if they would be performing a live concert this year. The worker attending to him was helpful, describing the lesson books and their respective strengths.

The Music Shop was also selling special masks for students who play wind and brass instruments, as well as cover bags for flute, clarinet, French horn and other instruments.

Hey, there is a market for these kinds of products now, even though just last year they would have been seen as laughable or bizarre.

But then again, could you imagine explaining DECEMBER 2020

2020 to the 2019 version of yourself?

One wall of the store displayed a bright red plastic trombone, and a green model too. One of the workers and I chatted about them, and he told me, “We carried four colors at one point, but now we just have these two left.” I remembered that a friend of Agent MHD’s, codenamed Jak, had a green plastic trombone. Despite what some purists might think, these are actually impressive and unusual instruments!

Pressing further, I asked the worker how business had been lately: “It’s starting to pick up, because parents and teachers are coming in,” he responded. I asked which instruments are big this year, and he told me, “Well, we don’t know yet. We’re waiting to see. It’s been spread out so far.”

The Music Shop is a sizable store, with a lesson center, recital hall and repair shop within the strip mall where it’s located. (There is also a sandwich shop in the middle, and a business center as well.) The main sales and rentals location carries a good deal of inventory: band instruments, keyboards, some acoustic and electric guitars, a moderate variety of flutes, saxaphones, trumpets and more. It also carries a good selection of sheet music and books. And the layout of the store is neat and inviting. “I got a good vibe from the store; they were approachable,” MHD told me as we got into the car. Overall, it is a good store for students, with a decent selection of instruments and accessories.

Robbie’s Music City 514 U.S. Route 46 Wayne, NJ 07470 973.256.1717

When I pulled the car into the parking lot at Robbie’s, it was like finally getting to speak with a neighbor you keep seeing around but haven’t met formally. I’ve driven past this store

a number of times over the years but had never gone inside because I’m too often in a rush. I’m glad I finally made the time to stop by.

Robbie’s is a large, sprawling store with big windows, showcasing lots of items for sale. MHD and I walked in and were impressed by the vast inventory. The woman working here, wearing the requisite mask, greeted us as soon as we entered; while we were there, she took several phone calls and chatted with us as well. However, it was a bit too quiet in the store, and I was surprised.

At times, I felt like I was strolling through a museum to musical instruments.

The store seemed to have almost everything musical: loads of drums and percussion, brass instruments, accordions, sheet music (new and old, some discounted too), keyboards, violins, mandolins and banjos, acoustic and electric guitars, xylophones, pianos (grands and uprights), basses, plastic instruments such as kazoos and recorders, amps, and all manner of accessories, cases and furniture, such as music stands, benches, and so on. It stocks new and used (some products labeled with “Make an Offer” signs), and the layout is a series of rooms branching off from a main sales area. Hanging on the wall of one of the offices was a vintage four-stringed instrument that I found pretty intriguing.

OK, now let me tell you about the Trumpet Bucket. There was a blue plastic bucket on the floor, and it held six or seven trumpets. A sign said “As is, $75.” I was suddenly feeling the urge to make like Miles Davis, and picked up one of the horns as if to play it.

The woman working there chuckled and told me “They’re mostly sold for parts. Some are in better shape than others, and with a little work, some could be made playable!” But handy with the brass instruments I’m not, so I declined the offer.

I asked if local students and teachers had been coming in, and she turned a bit somber.

“Not too many yet. We’re waiting to see.” But she told me some schools had begun to call in orders, especially for instructional materials.

The store was orderly and had a fun atmosphere. If you love musical instruments and are looking for a “find,” or would rather just select something easily displayed, you will be pleased with Robbie’s. (One friend of mine, when I told him later on that I’d stopped by here, told me he wants to bring his son by so they can scope out used equipment.)

Robbie’s also has a repairs department, and it offers lessons (although currently online) and other services. There is also a Hackettstown, N.J., location for Robbie’s, so you might want to check it out too.

Sam Ash 50 E. State Route 4 Paramus, NJ 07652 201.843.0119

Ahh, the highways and byways of New Jersey; three of the music shops MHD and I visited were located just off highways, and sometimes in order to exit the highway I had to make a pretty quick turn, lest I miss my entrance into the parking lot. (Echoes of the New Jersey refrain “Which exit?” would then haunt me.) And yep, with this branch of the Sam Ash chain, I had to make a swift swerve off a highway, almost directly into a parking spot. Whew!

The Paramus Sam Ash is quite an impressive store, and is lengthy (or “looooong”) in size. There was also a very health-conscious atmosphere at this location. At the front-door register, there were bottles of hand sanitizer and disposable masks for customers. There were printed fliers attached to guitars that read “Please ask an associate to try out any guitar or bass so they can disinfect it before you play.” The keyboards section had a similar (continued on page 53)

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39

I N T H E T RENCHE S

AVOIDING RETURNS

By Allen McBroom

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We know returns happen for a variety of reasons, everything from goofs on our part to monumental defects in the buyer’s grasp of reality. We’ve seen a spike in return requests during the pandemic, which I think is due mostly to relatively green buyers making online purchases without a full understanding of what they are ordering.

While we’ve talked about handling returns in the past, this time I’d like to share some thoughts on avoiding returns.

Probably the first line of defense against returns is communication. All customer inquiries need to be answered quickly and completely. If you don’t have the answer to their question already, then don’t wait until you have the answer to respond; answer them right now. It’s perfectly fine to reply to an online inquiry and say “I don’t know the answer to that,

but give me a bit, and I’ll find out and get back to you as soon as I know.” Then you can find out the answer and reply to them with that answer. Do it as quickly as you can, and make sure the customer knows you’re working on a response. Customers who aren’t getting answers in whatever they think is an appropriate timeframe are more likely to push the “start a return” button.

One of the most common interactions we get that can lead to a return request starts with the question “Where’s my stuff?” The post office has become notoriously slow and error-prone in recent months. One of our customers ordered a 24-inch drumhead on Aug. 28, and it was last seen Sept.

4 near Jackson, Miss. It finally arrived at our customer’s door on October 1. Why didn’t he ask for a refund and move on? I think it’s because he first sent us an online message early in the process at

9:30 at night our time, and when our phones buzzed to tell us there was a question, he got the answer immediately that we’d check with the post office the next day and get back to him. And we did. We contacted the post office through their website and reported missing mail. Every few days we’d follow up with the post office, and we even managed to talk to a live person (she called us, which was cool). Everything we did, we sent to the customer through our online platform’s message portal, and after three weeks we had sort of a friendship going. We offered a refund or a replacement, but he was so blown away with the live responses that he wanted to wait and see what happened. The important part of this lengthy exchange with our customer was not only that he finally got his 24inch drumhead, but that he now thinks we have the best customer service department on the planet, and he’s “going to tell everybody,” according to him.

Another recent inquiry involved a customer who wrote to tell us we’d sent him the wrong thing.

Right packaging, wrong contents.

We answered right away, and we discovered the manufacturer had changed the rating on their power supply from 1.5A to .5A and kept the same part number and packaging. The only visible change was the rating on the wall wart itself. Again, we messaged back and forth, and the customer realized we were being straight, and we made him very happy. It cost us two shipping labels, but it was worth it. We sent the buyer a prepaid return label, and when we receive word that the return was picked up by the post office, we’ll be dropping a 2A power supply in the mail to him. Everything will get fixed, and while a return has to happen, we’ll be able to keep the sale and make a new friend.

The value of replying to online messages cannot be understated.

Recently, a potential buyer wanted a snare strainer, and he was guessing the one we listed would DECEMBER 2020

fit his snare. He wrote to ask, just to be sure. After getting measurements from him and measuring all of our strainers, we found that none of the standard ones would fit. We’re still working on finding a way to make the sale, but we avoided the return by replying quickly, doing our homework and sharing everything we learned with him, rather than selling him something he wouldn’t have been able to use anyway. Another return avoided, this time ahead of the sale. To help avoid future returns, we’ve added warnings about measurements to all our strainers online, and included photos on how to measure strainer holes.

Any time you sell something and your gut tenses up because you know there’s a good chance what you’re selling will come back, you have three choices.

One: Stop selling that item, and the problem goes away. Two: Keep selling that item and keep having a tense gut. Three: Edit your online listings to help potential buyers understand exactly what they are getting, how it works or whatever they need to know to avoid the usual complaint about that item.

For example: We’ve sold a lot of tremolo arms over the years. One of the popular ones to sell comes with the arm and the mount together as a set. Buyers would get the set and try to just stick the new arm into their old mount.

Sometimes it worked, sometimes it didn’t. The times it didn’t work, the buyer often requested a return and claimed the piece was a defect. That’s not good for us or them. So, we wrote a one-page set of instructions for the arm, advising that they could try sticking the arm into their old mount, but it might wobble. If it wobbles, replace the old mount with the new mount, and it would work just as they’d hoped. That sheet now goes in the package with every Floyd replacement arm set we sell, and guess what? No more return requests for that item.

Maybe the best thing about

preemptive fixes like these is that, if they are done the right way, they can eliminate just about all potential returns on that item, and the problem is addressed once

instead of repeatedly. Will fast responses and good follow-up to customer inquiries eliminate all returns? No (darn it). But strong communication together with

proactive solutions to common customer complaints will go a long way toward eliminating many potential returns-in-the-making.

Happy trails.

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V E D D AT O R I A L

I use the example of my mom, who lived through the Great Depression

CONSOLIDATING THE NEW NORMAL

By Dan Vedda I knew we had a chance to be OK in music retail by the first week of March. Before the forced closures, in the middle of the wave of cancellations, and at the height of the shelter-in-place mandates, I saw signs that made me confident of a path forward.

As all the pandemic-fueled disruption erupted, people came to us asking for help making music. They were justifiably troubled by the rolling erasure of their daily life as they knew it. But many seized on it as an opportunity to get the guitar out of the closet, destress while playing the piano, or to embark on a self-improvement quest by taking up an instrument. When the going got tough, the tough started playing. Before our governor shut down businesses for two months, we actually had people signing up for lessons as a way to use their COVID-imposed “free time.”

Our existing students — at least those studying in goal-oriented fashion — suddenly had time to practice, since pretty much every other activity was canceled. While the hardcore music kids will always practice, the gratifying part was the students who, faced with nothing else to do, practiced out of sheer boredom and suddenly found themselves improving to the point where self-motivation kicked in. Sure, there was also a bottom tier that immediately dropped out, grateful to remove the drain on their video game time, and unfortunately, a certain number that had to cut anything extra out for financial reasons. But the majority of our customers embraced music, and we were pleased to welcome a number of new music-makers, both first-timers and reactivated.

42

and war rationing. When we cleaned out her house, we found a file cabinet neatly filled with scrap paper and pencil stubs.

That’s the point I want to make this episode: As an industry, we’ve done better than average (when compared to other forms of leisure entertainment like travel, movies, theater and restaurants) coping with this mess. Our customers stayed in play, so to speak, and we’ve all scrambled to adapt our business model to align with the changing needs. With the changes to the physical environment and the need for distancing, cleaning, and curbside pickup, or the online adaptations of e-commerce and remote teaching, we’ve been more active than a hockey goalie. While our myriad pivots have allowed us to maintain a semblance of our pre-COVID activity, we’ve still lost a lot of school business, watched gig-less pros hunker down and wait, and seen financially cautious customers forego big-ticket purchases.

But what troubles me, despite our (relative) success, is that so many of our adaptations seem to be considered as temporary fixes or stopgap measures until normalcy returns. Some dealers I’ve talked to are justifiably pining for fall band recruitment and a full marching season. They’re waiting for their professional clientele to start performing again. They long for the well-heeled buyer brimming with gear lust.

Sure, some measure of that will return again. The more the better.

However, I see it as a long game. Many families are scarred by the pandemic already. Whether you are concerned or not, they are, and they won’t shop the old way again. Ever. I use the example of my mom, who lived through the Great Depression and war rationing.

When we cleaned out her house, we found a file cabinet neatly filled with scrap paper and pencil stubs. She never got over the paper shortage of her youth.

DECEMBER 2020

In the same way, some habits are permanently changed, and some new protocols will persist.

Curbside pickup may never go away. Some students will never enter a lesson studio again. Online shopping was actually starting to plateau after the holidays of 2019. The steep growth curve was leveling. But the pandemic certainly boosted online purchasing for the hunkered-down of suburbia.

So, don’t expect to doff the masks and take down the Plexiglas any time soon, if ever.

Sure, many are tired of it. We’re also tired of taking off shoes at the airport (remember travel?).

But that came in after 9/11, and it isn’t going away 20 years later.

Masking has been the norm in Japan for decades for anyone in public who might be contagious.

Despite all that, I really want to stress the proverbial silver lining we have discovered: People want to make music — far more of them than we ever believed a year ago. It took COVID-19 for that to become obvious to everyone. New players, lapsed players and casual noodlers are now reinvigorated, and they’re all coming to us. They’re not a temporary substitute for “normal.” They’re a market that has been percolating for a long time, waiting for a trigger. Now awakened, they’re looking to us for help.

We need to embrace this newfound portion of the market and make plans to serve it in the long term. This is the perfect time to craft programs and marketing to adult beginners (the winter doldrums and new year’s resolutions would come even without a pandemic).

It’s a wonderful opportunity to use social media, video and judiciously planned store events to bind these new folks to your store as their music nexus. If they’re new or exploring music in more depth, they’ll need help.

Our help.

This is a market portion that can be grown like any other, and I believe it has the potential to be just as lucrative as school music MUSIC & SOUND RETAILER

or other business models we cherish, and we don’t have to add unfamiliar products or abandon anything else we do. If school music and our other sagging market segments return to their former glory, this is all plus business. So, don’t look on this influx

of COVID-activated players as a band-aid until the markets heal.

This is the business that we have never capitalized on enough, and now these folks are contacting us, ready to get involved.

The pandemic has shown us forcefully that we can’t be compla-

cent and one-dimensional about our industry. But it has also very plainly shown us a path to what we can consider a new normal, and perhaps even a better normal than we had previously experienced. I’m heading down that path gratefully.

43

S HINE A LI GHT

GOT THE WORLD ON A STRING

Lee Raymond

The original storefront

By Michelle Loeb

Lee Raymond is coming to the end of her MI career. Nearly 20 years since she began her foray into musical instrument retail in Illinois, working at Evanston, Ill.’s, Hogeye Music and operating her own repair business, Raymond has set her target retirement date Open mic night for late 2021.

“It’s hard to realize that I am now less than High Strung Violins & Guitars 1803 W. Markham Ave. a year away from retirement,” said Raymond.

Durham, NC 27705 “I don’t think I have any profound words of (919) 286-3801 wisdom for the amazing people coming up www.highstrungdurham.com behind me, except to say, ‘Don’t be enticed by the bright and shiny. Always do your research Mon.–Fri. 10 a.m.–4 p.m.

Sat. 10 a.m.–5 p.m. before taking on new lines. And lastly, most Lee Raymond, Owner importantly, make sure you love what you do, every day.’”

An instrument petting zoo event Raymond certainly has loved what she does and has taken advantage of every opportunity, both large and small, to become even more involved in the music-making community. She works with the NAMM Foundation to advocate for music in public schools at the state and local level, as well as lobbying regularly in Wool E. Bull with a violin Washington, D.C., as part of NAMM’s D.C. Advocacy Fly-In for the opened the shop. past five years.

“We are, first and foremost, Durham’s community music store.

Closer to home, Raymond can often be found with her staff at High We’ve been here a long time and seen generations come through,” Strung Violins & Guitars; taking instruments to fundraisers; particisaid Raymond, who was first hired there in 2005 for guitar repair pating in festivals, parades and charity drives; and hosting musical and retail, coming on board as one of three part-time employees. By instrument petting zoos for local school children in Durham, N.C. that time, Kovick had sold the business to another guitar builder, “Even the mascot of the Durham Bulls has come by our instrument Ryan Gadow, and his business partner, Christine Spiak. By 2006, petting zoo at events and gotten shy kids to try playing whatever they Gadow asked Raymond if she was interested in buying him out. want to try,” she said. “When Wool E. Bull knows who you are, you’re “Having already had a small business under my name in Illinois definitely part of the Durham scene.” for repairs, I had realized that owning my own music shop and beAll of this is part of Raymond’s goal to make sure High Strung ing able to have it reflect values that I felt were different from other, Violins & Guitars remains a pillar of Durham’s musical community, usually larger, shops was a natural step,” said Raymond. “Working as it has since 1987, when instrument builder Michael Kovick first 44

DECEMBER 2020

MUSIC & SOUND RETAILER

overlooked otherwise,” including brands like Mick’s Picks and Zither Music.

The focus on smaller brands has actually worked in the store’s favor in the age of COVID-19.

“Our supply chain has been less affected than stores who focused

on the bigger, better-known names,” said Raymond. “We’ve even had calls from a Guitar Center in Tennessee asking if they can buy our stock, and Music & Arts has sent their renters to us because they ran out of cello strings.”

Since the pandemic began, High Strung Violins & Guitars has switched to online rentals, curbside pickups and appointment-only shopping. The change has been a success, according to Raymond, and one that will likely (continued on page 53)

AT SEE US

with Christine Spiak as my partner, and bringing different skills and aptitudes to the partnership, it was an easy decision.”

The partnership between Raymond and Spiak made High Strung Violins & Guitars one of the rare female-owned-and-operated music stores in Durham.

“Fortunately, I was trained in guitar repair and could talk specs with anyone, and Christine had a strong background in bowed instruments,” said Raymond. “It was in our favor that we knew what it’s like to walk into a guitar store and be ignored. One woman came to us, fell in love with a guitar, but told us she still wanted to see what one of the big-box stores half a mile away from us had,” Raymond continued. “She was back within 30 minutes, and told us no one even greeted her, let alone answered any questions. She bought the guitar she loved from us and gave us a lot of referrals!”

Coming from the experience of people not trusting her expertise because of her gender, Raymond felt strongly about having control over the inventory she sold and the companies with which she dealt as one of the new owners of High Strung Violins & Guitars.

“I knew I wanted to be in a store where I would have a say in what we carried, how we conducted our business and who we chose to work with us,” she said.

Before Spiak left in 2013, she and Raymond had made the decision to go with instruments from smaller, more boutique brands like Breedlove, Larrivee, Cole Clark, Cordoba, Amahi and Godin. This was both out of necessity and due to their own personal tastes. “Since we can’t get, and honestly wouldn’t want, some of the big guitar dealerships because we can’t meet the buy-ins, we love working with lines where the reps know us and what we’re going to be interested in.”

Raymond also loves discovering new brands at NAMM shows, which she said are “fantastic for finding the unusual, little things that might be

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U N DER T H E HOOD

YAMAHA’S YDS-150 DIGITAL SAXOPHONE

By Brian Berk

Yamaha Corp. of America plans to take band and orchestra instruments to the next level. The company introduced the YDS-150 digital saxophone, designed to provide the easiest way in which saxophonists of all levels and those new to playing a wind instrument can create great-sounding music from the start.

The YDS-150 effectively emulates an authentic saxophone experience digitally — from the sound and key layout to feedback from the instrument — while maintaining the sense of unity between the saxophone and musician. The digital saxophone breaks the barrier to entry for new or returning musicians by providing the ability to quickly express themselves creatively and musically, stated Yamaha.

“The thought process was very simple. The YDS-150 Digital Saxophone was designed to help fulfill the company mission to make more music-makers,” Brian Petterson, senior marketing manager, Yamaha Winds & Strings, told the Music & Sound Retailer. “Due to the forgiving interface and high-quality sound samples, there has never been a more accessible wind instrument for beginners or hobbyists. In terms of the sounds of the YDS-150, our confidence in our modeling capabilities was very high for several reasons.

No other company in the music industry can match the expertise of Yamaha’s research and development staff to collaborate together and create truly innovative new products. For the YDS150, a state-of-the-art, full-scale sampling process of popular professional and custom Yamaha saxophones playing in multiple musical styles was used.”

46

Unlike MIDI wind controllers, the YDS-150 incorporates a key structure that replicates that of a traditional saxophone, offering players the natural feel to which they are accustomed, stated Yamaha. A genuine brass bell enhances the acoustic presence of the instrument thanks to the company’s new proprietary Integrated Bell Acoustic System technology. The sound and vibration of the speaker unit at the top of the instrument are transmitted to the bell through the sound pipe, and in turn, the instrument itself vibrates similarly to a traditional saxophone.

Vibrations are carried to the mouth and fingertips through the mouthpiece and keys to give players authentic instrumental feedback. In addition, the Digital Saxophone “sings” with longer reverberation thanks to the brass bell, making it possible for musicians to play in a naturally expressive way.

Proper embouchure, breath control and good technique are essential components for learning to play a traditional saxophone. While the YDS-150 can also measure breath pressure and sense articulation, it delivers a consistent sound regardless of how the musician blows into the mouthpiece, stated Yamaha.

This allows musicians to focus more on proper fingering and creative ideas, serving to make the playing experience enjoyable from the first time they play.

Additionally, the musician can choose from more than 50 onboard sounds, including emulations of popular Yamaha Custom Z and Custom EX saxophones, as well as the 62 Series baritone saxophones.

The instrument is also Bluetooth equipped, enabling it to be

paired with mobile devices via the YDS Controller app. Using the app, players can edit voices, customize saxophone fingerings, and adjust instrument settings such as resistance and response, as well as tuning. And the YDS-150 can be used with headphones, giving players the ability to practice anywhere, any time of day or night, without disturbing others. There are 73 sounds users can select from and play, including the basic saxophone types of soprano, alto, tenor and baritone. In ad-

dition, the user can create up to 20 customizable preset sounds.

Settings can be personalized, as well as sound adjustments, fingering and other controls. The YDS-150 also comes with a neck strap, mouthpiece, synthetic reed and case.

Petterson told the Retailer he believes the YDS-150 can boost interest in wind instruments, in general. “Absolutely,” he responded. “In fact, the YDS-150 Digital Saxophone is specifically designed to make it easier to learn to play the saxophone.

Many people have wanted to learn to play the saxophone but were intimidated by the process of learning to make a high-quality sound or just didn’t have the time to spend practicing. The YDS-150 has recorder-like playability out of the box and can help remove some significant barriers for new music-makers.

Also, people who played the saxophone at an earlier time in their lives can now reconnect with their musical roots in a new, fun way.”

With this said, will Yamaha design more digital instruments in the future? “The YDS150 Digital Saxophone is a firstof-its-kind digital wind instrument, and we’re really excited at the reception it has already received in a short amount of time,” concluded Petterson.

“The company’s current focus is growing awareness of the YDS-150 and making playing a musical instrument more accessible and fun for nonmusicians. However, it is safe to say that the ingenuity of the Yamaha research and development staff knows no boundaries. And it’s safe to say the products Yamaha will continue to create won’t either.”

DECEMBER 2020

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(continued from page 12) Hochul told the Music & Sound Retailer it was important to appear at D’Addario in person to not only announce the grant, but to thank the company for its hard work manufacturing PPE. “Never again do we want to be held captive to the international supply chain where we are literally competing with other states and countries,” she said. “Our decision [was] to make sure that manufacturing happens here and to help businesses like this retool to help us create that inventory. It was really important for me to be here in person.”

“Three months into the job, [CEO John D’Addario III] was faced with one of the most difficult challenges I have ever seen in my career,” said Jim D’Addario, D’Addario’s chairman and chief innovation officer. “Our team at D’Addario, with the help from all our municipalities, has done an outstanding job of protecting our people and our business so we will succeed. … We can never forget that [New York was] the hot spot on the whole planet. And now, we are looking like the best state in the United States.”

D’Addario really excels at manufacturing and gets better every year, added Jim D’Addario. “In March, when New York manufacturers were asked to step up and 48

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make PPE [personal protective equipment] we talked as a family.

We met every Sunday on a Zoom call as a family and talked about what to do as a business. That included everyone from the next generation and my generation, and we decided we need to [make PPE]. In five weeks, we were in production. We have made close to 2 million face shields already.”

Musical Musings

The Retailer also asked Hochul about music education, which is perhaps more important today than ever. “Music education is really important,” she answered.

“We talk about STEM education. It has been transitioned into STEAM education to include the arts, music, culture and other ways we can trigger the inspiration that young people need to be creative contributors to society. Music plays that role. It lifts people’s

spirits during a time of crisis. It is an outlet for emotions when times are tough. So, I think now more than ever, the music industry and creative artists have a role to play in helping our country heal. We’ve been through a lot together.”

Hochul first became an appreciator of music in the late 1960s.

“I was a fan of Jimi Hendrix and Eric Clapton,” she said. “In the ‘80s, I followed Prince. I would get up in the morning and listen to ‘Let’s Go Crazy’ to get the blood flowing. But I also know music became an outlet for anxiety about the Vietnam War and civil unrest. People listened to the lyrics of Bob Dylan and believed they were part of a larger movement. That is exactly what America needs right now; for our artists to step up and capture the essence of the collective pain and try to find a positive way forward for people who listen.”

THE FINAL NOTE

(continued from page 54) enjoy living here because it has a bit of everything. It has access to major cities, beaches, sand dunes, and my family is nearby.

The Retailer: What are your most prized possession(s) and why?

Tabor: My guitar collection of course! I have quite a few instruments and amps. I also have a Fire King Jadite collection of ‘50s restaurant wear, a collection of tiny mirrors and a massive fabric collection.

The Retailer: What’s your favorite book and why?

Tabor: I’m not a huge reader because I can’t sit still, but on airplanes, I enjoyed reading David Sedaris. He has such an interesting view on everyday problems.

DECEMBER 2020

The

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49

GET READY TO

BELIEVE ALTHOUGH NOT AN IN-PERSON EVENT, NAMM’S BELIEVE IN MUSIC WEEK INTENDS TO HAVE SOMETHING FOR EVERYONE.

"We created the Marketplace, where companies can show their new products, have meetings, show videos, show artists and have one-on-one meetings with dealers."

50

DECEMBER 2020

By Brian Berk If this were any other year, we would have our flights already booked and our hotels scheduled to visit Anaheim, Calif., next month for The 2021 NAMM Show. But alas, it is 2020.

In a recent conversation with the Music & Sound Retailer. NAMM president and CEO Joe Lamond recalled the moment he decided to cancel The 2021 NAMM Show. It was the only choice. “In July, it did not appear that we would be able to take the time and put everything together,” Lamond told the Retailer. “A show the size of NAMM takes at least six months to create and produce safely and successfully. So, if we didn’t have a clear green light by July or early August at the latest, we knew we couldn’t do it. […] It was inevitable, but the tougher part was accepting that for the first time since 1944 there would not be a NAMM Show. I knew what it meant to all of us and the NAMM organization. It is our No. 1 driver of revenue that helps us do all the things we do year-round, like music lobbying and supporting the industry with music education. It was a tough one to swallow, but we tightened our belts and figured out a way to make it work.”

Lamond added that when future generations look back at 2020, which will probably be the focus of many textbooks, they will see how well music fared during this period. “Think about how devastating the pandemic has been throughout the world,” he stated. “There is not a country where NAMM has a member that has not been devastated in some way by this. But through it all, whether in quarantine or small groups, individuals have turned to music. I looked back to our records from 1918, the last time we had a major pandemic, and there were articles just to shut down your store is not part of your business plan. But then like we had recently about [MI retailers] were able to create curbside pickup and move more of the resiliency of music. When their sales online. The speed at which NAMM members responded to people are looking for hope or this [pandemic] was astounding,” said Lamond. “[But] the touring and faith or optimism, they pick up live event industry has been heartbreaking. These are dear friends an instrument. I think we will be and members of ours. The cancellation of every live event has been poised to come out of this, as an devastating. We have to get those people back working again. Artists industry, in good shape.” want to play and get on stage. Audiences want them back.”

NAMM’s CEO acknowledged The uncertain status of school music programs will be the biggest that in his daily conversations challenge the industry will face in the future, added Lamond. with the trade group’s members COVID-19 has impacted every area of school music, from fourtharound the world, everyone, grade beginner band to choral to marching band and everything inwithout exception, has been imbetween, he noted. “Closures of everything have really impacted state pacted by COVID-19. “I can’t find budgets,” Lamond said. “Deficits at the state level will be the biggest two businesses that have been they have ever seen. That is going to impact music education. It is goimpacted the same way. Having ing to impact education in its entirety. We as an industry have to think very carefully about how we approach 2021 and 2022 to not only help music and arts programs thrive, but also to make sure education is in a good place. We as an industry have to pull together, probably more than we ever have, to work both at the federal level and state level to ensure that we are doing everything we can to make sure students have the socializing that comes from music class, the connectivity to the community that comes with being in a music class, and of course all of the music brain research that comes with success in school.”

I’m a Believer

Rewinding back to the immediate future and NAMM’s Believe in Music Week, the loss that no in-person NAMM Show brings, primarily the inability to see other MI industry members in person, as well as manufacturer booth visits, parties and live in-person musical performances, is immense. “There is nothing that will take the place of The NAMM Show,” relayed Lamond. “Walking onto the plaza and seeing the buildings and banners, the energy exhibited on the show floor and the amazing exhibits for the week we are there — nothing can emulate that. It is really unfortunate [we cannot have the in-person show].

It is a really important start of the year for the global industry.”

However, NAMM is making sure that Believe in Music Week, set to take place Jan. 18-22, is the best it can possibly be for a virtual event.

“The idea was, how [do we] create that same feel of The NAMM Show?” said Lamond. “At The NAMM Show, we have great new products that will set the stage for the whole year — products that change the way music is made, recorded, played and taught. So, we created the Marketplace, where companies can show their new products, have meetings, show videos, show artists and have one-on-one meetings with dealers. But we also want to reach the broader audience of music educators, artists and players.” Lamond emphasized the importance of providing a platform for new product launches. “The Marketplace is a fundamental thing we do,” he said. “We need to launch new products in 2021. That will be part of our push to get our industry thriving.”

MUSIC & SOUND RETAILER

“THE WORLD HAS CHANGED A LOT EVEN SINCE JANUARY, SO THE EDUCATION [SESSIONS] WILL BE FOCUSED ON THAT. DEALER SESSIONS WILL LOOK AT HOW THE WORLD IS NOW. HOW CAN DEALERS THRIVE IN A WORLD WHERE THERE IS MORE AND MORE SHOPPING ONLINE AND DELIVERY?" —JOE LAMOND

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51

Ad Index

Company

Pg

AMAHI UKULELES................. 37 ARMADILLO ENTERPRISES.. C-II CASIO......................................... C-IV CE DISTRIBUTION.................. 31 CHAUVET LIGHTING.............. 12 CHAUVET LIGHTING.............. 13 DPA MICROPHONES............... 39 F.E. OLDS BAND INSTRUMENTS...................... 22 FENDER..................................... 11 FISHMAN .................................. 41 G7TH, THE CAPO COMPANY.............................. 45 GATOR CASES.......................... 51 GATOR CASES.......................... 53 GIBSON...................................... 32 GIBSON...................................... 33 JJ BABBITT............................... 16 JMAZ LIGHTING...................... 20 JOHN PACKER.......................... 28 HAL LEONARD........................ C-III IK MULTIMEDIA...................... 21 KORG USA................................ 7 KORG USA................................ 9 KYSER MUSICAL PRODUCTS............................. 42 LEE OSKAR PRODUCTIONS...................... 20 MANHASSET SPECIALTY COMPANY.............................. 5 NAMM........................................ 17 ODYSSEY INNOVATIVE DESIGNS................................. 43 OMG MUSIC.............................. 10 PEAVEY..................................... 19 PETERSON ELECTRO-MUSICAL PRODUCTS............................. 18 QSC............................................. 30 RC WILLIAMS.......................... 14 REVERB..................................... 35 SABIAN...................................... 8 SHURE....................................... 23 SOULDIER................................. 18 TECH 21..................................... 29 TONEWOODAMP..................... 47 VOCOPRO.................................. 15 YORKVILLE.............................. 27 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.

52

Believe TV will be another main component of Believe in Music Week, featuring 16 hours of daily programming. “It is going to be live. There will be interviews, performances and all kinds of intriguing content created to keep people engaged,” said Lamond. “The engagement is what we are trying to create, something we would like to be a part of.”

Of course, nobody can sit around a computer for 16 hours a day. But having this much programming means there will be live broadcasts at all times for audiences throughout the world.

“When we sign off in California, we will be picking it up in Asia, and then in Europe. We will go around the world with content being created by members in those regions. While we are sleeping, they will be engaged, and viceversa,” noted Lamond.

A plethora of on-demand content will be available as well, which is expected to be available for viewers through the end of February. NAMM understands MI retailers have to work at their stores while Believe in Music Week takes place. Hence, a huge on-demand video library of Believe in Music Week content will quickly become available.

But Lamond hopes that virtual attendees will be able to watch the live events, likening it to the excitement of watching live sporting events. “In sports, you don’t know how it will end. I can’t wait for this live stuff when I fall flat on my face,” he joked. “It will be hilarious. It is one of those things you want to see live.”

One aspect of The NAMM Show that may not miss a beat is the NAMM University education sessions. Although attendees will not be served eggs, sausage and orange juice before keynote sessions, online music learning has really taken off in 2020, and many are already comfortable with this experience. Virtual education sessions during July, when Summer NAMM would have taken place, went off without a hitch, with subsequent NAMM-hosted education sessions also being successful as well. Virtual NAMM U sessions also bring out a whole new potential audience of MI retailers that cannot leave their stores to attend a NAMM Show.

According to Lamond, expect

virtual education sessions, as well as other online content, to be a permanent NAMM staple in the future, even when it is safe to resume in-person shows.

“The world has changed a lot even since January, so the education [sessions] will be focused on that,” said Lamond. “Dealer sessions will look at how the world is now. How can dealers thrive in a world where there is more and more shopping online and delivery? So, there will be a lot of timely sessions about that.”

NAMM’s CEO stressed that everything is new to the organization as well as the attendees.

The trade group’s focus is to make sure it has the best possible content for MI retailers in their stores. “When we are in Anaheim, we are all in. There is a captive audience there. This is a little different. We have to make sure we help retailers and exhibitors to show their products in the most efficient way,” Lamond said. “It is the first time we have done it, so we are making mistakes along the way. We will not get everything right. We will learn with our members. We want to get this right so that, moving forward, every NAMM Show will have the incredible physical gathering, as well as this really robust online gathering. I think it will make the whole thing stronger moving forward. So, we have accelerated what we need to do anyway: create this physical event with an online event.”

Creating what amounts to an entirely new show format certainly presents a lot of challenges, but there is also a lot of excitement emanating throughout NAMM’s California headquarters. “We are having a lot of fun. We are a 120-year-old startup,” mused Lamond. “People are running around here saying ‘We can do this!’ There are a number of choices. It is just about making the right choices. [But] we do feel the pressure to make sure we try to get the industry together and create our own social network to do what we need to do as an industry globally in 2021: get past the pandemic, past the economic crisis that came with it, and make sure music is a part of all this recovery going forward.”

Above all, Believe in Music

Week will start 2021 with energy, enthusiasm and optimism.

“That’s really what we are trying to accomplish,” relayed Lamond.

“The industry is gathering with our own social network, and we are going to make sure 2021 is one of the best years, if not the best year, in our history.”

The Future in Nashville and Anaheim

Although securing the aforementioned funding for music education could be the toughest challenge the MI industry faces going forward, NAMM’s most difficult near-term decision is when to resume staging an inperson trade show. What criteria will determine whether it is safe enough to return to Nashville in July 2021 for Summer NAMM and ultimately Anaheim for The 2022 NAMM Show?

“Nashville is on, depending upon any major news we have not anticipated yet. We think by then the economics will recover, and there will be relief on the therapeutic side, and vaccines will be delivered,” responded Lamond. “We think by then, the industry will desire to gather.

Nashville could be one of the most exciting events we will ever have. But we need to do it safely.

We will be working with the city.

We want to make sure we only have a show if people can be safe while they are there.”

As for The 2022 NAMM Show, NAMM’s CEO stated he hopes the recovery will be fully in play and a lot of the economic and medical problems will be behind us by then. “Hopefully, tours will be happening, bands will be out working, marching bands in schools will be in person,” Lamond said. “By February, we will be full-on planning for January [2022]. We start that literally a year ahead of time.”

Lamond cautioned that a lot can happen in a year, as the world has unfortunately seen. “Winter NAMM in 2022 I hope will be the biggest family reunion and one of the most important shows since 1945 or 1946 after World War II,” Lamond concluded. “If nothing else, the world has shown us this year it pays to be resilient, creative and quick.”

To watch the video version of this interview with Joe Lamond, visit msretailer.com/specialreports.

DECEMBER 2020

MI SPY

(continued from page 39) set of fliers. Looking around the carpeted floor, I saw taped lines and arrows to promote a smooth, socially distanced traffic flow.

The Paramus shop also had one of the coolest safety measures I’ve seen in a music store: a drum pedal rigged up with a bottle of hand sanitizer, and a sign that said “Press on Foot Pedal to Dispense the Disinfectant.” While that may not qualify as a haiku, it might be my new favorite bit of poetry. You have not truly rocked out in 2020 style if you haven’t stomped on a drum pedal to receive a squirt of sanitizer. With a bit of humor (deadpan and otherwise), this Sam Ash is doing a very impressive, proper job of keeping customers and staff socially distanced and safe. I appreciated that!

The store had a very big selection of all types of new and used instruments and equipment, and prices were marked clearly on tags. While we were snooping around the store, a few customers were trying out instruments (such as a young man playing a Coldplay song on a keyboard and a family that was discussing a hand bell set rental with a store rep). A few others were buying guitar accessories, and one was trying out an electric guitar. A female worker was in the brass section, fielding phone calls.

I flagged down a worker in the guitar department who told me that business was pretty good because “Guitars are an ‘all around the year’ thing. They’re not usually in the school bands,

so we’re getting customers all the time.” I asked him about a curious hybrid plastic/wooden four-stringed instrument that came in two bright colors (the red one looked like a lollipop) that was available for $159.

“That’s a banjo-lele,” he told me. “It’s a fun thing. We place it with the ukes.”

Overall, the store was neat, organized and not intimidating, and MHD liked the vibe.

Guitar Center 1 US 46 Totowa, NJ 07512 973.837.0855

MHD was plumb tuckered out by the time we reached Guitar Center (highway driving ain’t everyone’s cup of iced tea, after all) and decided to stay in the car while I popped inside the store. There was plenty of parking. A sandwich-board sign in the lot read “Contactless Curbside Pickup Here,” so customers have that option now. In various places throughout the floor of the store, there were official GC signs that said “To maintain social distance, please wait here.”

GC stores are usually big and bold, full of lots of everything musical, and buzzing with music, energy and sales.

The Totowa branch was, as expected, pretty lively. Once inside, I noted that there was a lot to browse and buy, and sales reps were nodding their heads and saying “Hello” to me and the others in the store. This GC was well stocked with guitars and basses, effects pedals and

amps, drums (traditional and electronic) and other percussion, keyboards and harmonicas, pro equipment and lighting, and much more. It also stocked gifts, records, calendars and other items like that. And, as is par for the course in Guitar Center, all items for sale were clearly marked with price tags.

Throughout the store, there was tape on the floor, showing arrows and margins to help the flow of traffic, and several laminated signs that read “Please Ask for Assistance,” as well as bottles of hand sanitizer. One thing this GC didn’t offer but that I’ve seen in other locations is individual guitar picks. However, it did have small plastic buckets set up with rolls of paper towels and pump bottles of hand sanitizer.

An item in percussion that caught my eye was the Lap Cajon for $84.99 (it was located next to some mini-bongos). GC also stocked a few other cajons that had really cool designs.

At one point, I was about to enter the store’s Acoustic Barn because no one else was in there (there were signs indicating that occupancy in each side room is limited to one or two people at a time), when a man dashed over to me and asked “Are you the keeper of the keys?” Apparently the guy thought I was a GC worker, and when I shook my head, he continued past me.

If there was one drawback at this shop on this particular day (it was a Friday), I only spotted a few floor staff on duty, in addition to someone greeting people coming through the door.

SHINE A LIGHT

(continued from page 45) continue long after the virus has passed.

“It has streamlined so many processes and forced each one of us to really focus on each customer,” she said. “By the time a potential guitar buyer walks through the door, we’ve talked with them enough that we’ve narrowed the selection to three or four instruments and almost always make a sale and a customer for life.”

As the clock starts to wind down on Raymond’s long, successful MI career, she looks forward to making sure that High Strung Violins & Guitars remains MUSIC & SOUND RETAILER

Lee Raymond, Wool E. Bull

a strong, viable business with deep ties to the community that will make it successful for many more decades to come.

“High Strung is still here.

I think that’s one of the most remarkable things. We went through several crises over the

years but have always found a way to keep going,” said Raymond. “I’ve watched as music store after music store in this area has closed completely and others move to different locations. There are a few that have opened and are as unique in what they do as we are. So why are we still here? I think it all comes back to community.

High Strung has been serving Durham and its surroundings for more than 30 years and, we hope, will continue for 30 or 40 for 50 more. Because we love what we do.”

Customers did have to search out staff for help, but at least they were all pleasant.

The Sale

Each of these four stores was making the best of the social distancing scene, adapting to a lot of online services, and taking health protocols and such into consideration. I was pleased with my visits to all of them, but there is something extra special about Robbie’s Music City in Wayne. This store is not part of a big chain, yet it carries a very impressive amount and variety of instruments and items that musicians need. MHD and I felt a very good vibe here, and we definitely think you should check out the store if you’re in the area.

The Sam Ash branch and the Guitar Center branch were both good options as well, and you can find lots of what you want and need in each. The Music Shop is especially good if you are buying for children and students in general. In the end, each store had its strong points.

With our mission completed, MHD and I stopped off for some gabagool sandwiches with some fresh mootzadell, secure in the knowledge that the music retail racket in northern New Jersey is in good hands.

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53

THE FINAL NOTE

JEN TABOR Founder, Souldier Straps

By Brian Berk

The Music & Sound Retailer: Who was your greatest influence or mentor and why?

Jen Tabor: The greatest influence on my love for music has been the amazing music teachers, from jazz pianist Larry Silverman to orchestra director Sue Blaze, who continually created opportunities and encouraged me to work hard. As a music industry professional, all of the independent music retailers have participated in my success as friends, colleagues and advisors. There are so many people to mention, but you know who you are. Thank you!

I have made over the last 15 years. Most fun thing I’ve done is see Alice Cooper perform at the Duesenberg party after hours.

The Retailer: Tell us about your most memorable experience with an MI retailer (without naming them).

Tabor: My most memorable experience with an MI retailer is walking into a store with a bucket of guitar straps at seven months pregnant and having them look at me like I was crazy. Needless to say, we became great friends over the years.

The Retailer: What was the best advice you ever received?

Tabor: The best advice I ever received was that “This is a marathon, not a sprint.”

The Retailer: What was your first experience with a musical instrument?

Tabor: At 7 years old, we acquired a piano which shaped the trajectory of my life. Before the piano, I was singing Billy Joel songs.

The Retailer: What instrument do you most enjoy playing?

Tabor: I am a cellist by trade, but I’ve had a lot of fun converting those skills to the bass.

The Retailer: Tell us something about yourself that others do not know or would be surprised to learn.

Tabor: I was a public-school orchestra director for 10 years before becoming a manufacturer in the music industry.

The Retailer: What’s your favorite activity to do when you’re not at work?

Tabor: I love working on my yard, home-improvement projects and hanging out with family.

The Retailer: What is the best concert you’ve ever been to?

Tabor: I had an awesome time seeing Weezer with a good friend in 2017, and it was great! I forgot how many great songs there were to sing along to.

The Retailer: If you could see any musician, alive or deceased, play a concert for one night, who would it be and why?

Tabor: I’d have to say Led Zeppelin in its 54

If not for the music industry, Jen Tabor would be in city planning, community development or a community leadership position. "My enthusiasm for my work is contagious," she said.

heyday because I can only imagine what it was like to hear the music and see the spectacle live for the first time.

The Retailer: What musician are you hoping to see play in the near future (post-pandemic)?

Tabor: I would love to see Stevie Wonder in my lifetime, an artist with a catalog that spans generations and social messages, and who is continually relevant.

The Retailer: What song was most memorable for you throughout your childhood, and what do you remember about it the most?

Tabor: The first song I remember as a child was Pink Floyd’s “The Wall.” I would ask my parents to play the song with the “kids.”

The Retailer: What are your favorite songs on your smartphone/iPod? Tabor: I love my Spotify mix of classic punk and the other of Crosby, Stills, Nash and Young.

The Retailer: What’s the most fun thing you saw/did at a NAMM Show?

Tabor: Everything at NAMM is a blast.

It’s summer camp for the music industry, and I look forward to seeing all of the friends

The Retailer: What is the best thing about the MI industr y?

Tabor: The best thing about the MI industry is the people! I love the support I have received from everyone, from retailers to manufacturers, artists to corporations. So many companies have given us a chance and helped us carve a path.

The Retailer: Who do you admire most outside of the music industr y and why?

Tabor: I admire brands with a succinct message that translates across their product line.

The Retailer: What technology could change MI down the road?

Tabor: A better way to participate in online and virtual lessons.

The Retailer: If you weren’t in the music industr y, what would you be doing and why?

Tabor: If I wasn’t in the music industr y, I think I’d be involved in city planning, community development or a community leadership position. I thrive on empowering others and seeing the progress take shape in other’s lives. My enthusiasm for my work is contagious and can get people moving as a unit, toward a goal. This is ver y similar to wrangling a bunch of children on their instruments to create a unified sound larger than what they could accomplish on their own.

The Retailer: Tell us about your hometown and why you enjoy living there.

Tabor: We live in the small town of Buchanan, Mich., just named the “Nicest Place in America” by Reader’s Digest. We (continued on page 48) (continued on page 45) DECEMBER 2020