KHS America
Recently, Jupiter and Mapex invited the Nashville Symphony and Nashville Metro Schools to their corporate headquarters for donations of musical instruments. Jupiter Band Instruments teamed up with the Nashville Symphony and the Predators Foundation for its school…

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The Music & Sound Retailer: One narrative that has emerged since the last recession has been that many product groups have refocused on lower and middle-range price points, given that some consumers are spending less readily. To what extent, if any, has this trend manifested in pro audio?
Ray van Straten: I cannot remember a time when we were without competition from low-price players. There is always room at the bottom. The challenge here, of course, is that, although pro audio continues to be a growing market segment, the channel is going to have a difficult time growing revenue with low-priced goods. I just don’t believe there are enough customers to whom the “pie” can be distributed. It’s my assessment that customers are, to a large degree, spending less because the channel is vigorously promoting low-priced goods to grab customers’ attention and make a sale—any sale. Although this might create earlier entry points for new customers, it does little to cultivate a relationship with the aspiring professional users who need performance tools with which they can make a living. It’s really not that different from putting a cheap guitar in the hands of someone who wants to learn how to play. Overcoming the shortcomings of the instrument…

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The guitar market is often lumped together as exactly that: an amalgam of all different types of guitars, and every manufacturer from small to large. That, however, isn’t really an accurate way to look at a market segment boasting such a high level of diversity and that evinces sales trends, even within the guitar universe, that sometimes move in opposite directions from one another. For that reason, we at The Retailer think it’s worthwhile to host “roundtable discussions” such as this one, in which we gather prominent members of the guitar manufacturing community, representing a range of company sizes and product focuses, and ask for their impressions about the relative strength of the market, trends manifesting themselves and ways of ensuring there are more guitar players in the future than there are now.t
This year, our respondents are Dennis Webster, Guitar Marketing Manager, Yamaha Corp. of America; Ken Haas, General Manager and Penny Haas, Public Relations, Reverend Guitars; Justin Norvell, VP of Fender Marketing; and Michael Ciravolo, President, Schecter Guitar Research.

The Music & Sound Retailer: The guitar market seems to be in a constant state of flux, impacted by music trends, the state of the economy and other factors. Speaking broadly, what is “hot” in the…

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What a difference two months can make. In February, a story titled “The State of Our Union,” written by this author, discussed how the hangover from the barely averted “fiscal cliff” and debt ceiling crisis were causing a lot of pain for the U.S. consumer. Now, however, with the fiscal cliff in the rearview mirror and debt ceiling talk delayed, the economy has seen significant improvements.

These improvements are most visible in the financial markets. The Dow Jones Industrial Average benchmark set a new all-time high on March 5, with many Wall Street analysts predicting…

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This year’s NAMM show hosted an impressive display of instruments, lighting, sound systems, software, hardware and all the accessories that go along with them. In an industry that is constantly evolving, it is an annual ritual to check out the goings-on in Hall E, where many (but not all) of NAMM’s freshmen reside. This year, there were nearly triple the amount of new exhibitors as there have been in years past, proving that this show is only continuing to grow. The NAMM newbies had a lot to take in and plenty to learn from veterans. Most of all, though, they were just happy to be there, showing off what they’ve got to the 95,000-plus people in attendance.

NAMM’s
Newbies
Show
Their Stuff

Innovation Reigns Supreme
It was a pleasure to speak with Mike Miltimore, Founder of Riversong Guitars, a Canadian guitar company from British Columbia. Miltimore, who refers to himself as a “passion igniter,” certainly has a passion for the guitars he and his team introduced to NAMM show attendees. A second-generation retail store Owner, Miltimore began seriously building guitars about five years ago. Riversong Guitars, all of which are handmade in Canada with Canadian and traditional guitar woods, are built with the neck running through the back of the guitar. The neck joint is infinitely adjustable for angle, height and intonation, so adjustments can be made in real-time under string tension. “We’re building high-quality, innovative guitars with features and benefits that stand out from the crowd. That’s why we have a worldwide patent pending on it,” said Miltimore. “We call it ‘evolutionary,’ because ‘revolutionary’ is just a catchphrase.” This invention, a first for acoustic guitars, received a lot of attention at this year’s NAMM. MSRP is $995 and up, depending upon features and materials.
Jason Truda, President and CEO of Tru Tuner, has been working on his project for about four years. He is a musician who had the idea to create a

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By Brian Berk

Just prior to President Barack Obama delivering the 2013 State of the Union address, The Music & Sound Retailer reached out to retailers in an effort to deliver its own “state of the union,” although on a smaller scale.

The results show that the state of the MI industry is solid, but not spectacular. However, in a post-recessionary economy that continues to struggle, a solid industry is definitely a positive, and one that retailers are happy to accept. For the most part, the retailers to whom we spoke saw either sales or profitability increase in 2012 as compared to the prior year. In addition, most hold at least a cautiously optimistic view about this year.

That’s not to say there aren’t challenges. The “fiscal cliff,” referring to a host of income tax increases for individuals and dramatic spending cuts, certainly presented a new challenge. The Reuters/University of Michigan Consumer Sentiment Index—a key measure of consumer willingness to spend money—fell 9.8 points last December, reaching its lowest level in four months. “Americans have become increasingly worried over their personal finances, business conditions and the economic outlook,” the report concluded. “The culprit is plain and simple—the fiscal cliff debate and fear of higher taxes.”

The fiscal cliff was avoided (albeit a day or two late). However, sometimes, the fear of an action taking place is worse than the action itself. In addition, even (continue reading)

By Dan Ferrisi

Hectic…crazy…exciting…exhilarating…these are just a few of the adjectives one could use to describe the NAMM show, the music products industry’s most important annual gathering and, by far, the largest such show that’s situated here in North America. Although my personal experience attending NAMM shows in Anaheim is limited to the past four years, my own observations—and the collected comments of scores of retailers and manufacturers to whom I spoke during the event—lead me to believe that last month’s event was one of the strongest in recent years. One hopes it will propel the industry into the late winter and early spring with a great deal of momentum, a strong wind firmly at our backs.

The show, held slightly later in the month (January 24 to 27) than in recent years, boasted the usual blend of new product debuts, networking events and educational opportunities, all set to the soundtrack of live music and conversation among friends, both old and new. Every component group in the music products industry—from retailers and corporate buyers to artists and sound and lighting professionals—did business with nearly 5,000 unique brands in (continue reading)

By Dan Ferrisi

Even though there are nearly countless things that the NAMM show offers in order to attract tens of thousands of attendees every year—ranging from the very best of industry education to numerous networking events and some great parties—there’s no bigger magnet than the NAMM show floor, which always features thousands of incredible, innovative products, many of which are debuting at the show. With this in mind, we offer NAMM New Product Spotlight, presenting hot products that industry manufacturers have told The Retailer will be debuting at the NAMM show.

As was the case when we launched Summer NAMM Product Spotlight last July, we received many more entries than we could possibly publish. You’ll find some of those in upcoming editions of Product Buzz. Although we regret that we could not include every submission, we’re certainly gratified to see the breadth of manufacturing excellence that our industry offers.

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By Dan Ferrisi

When the weather starts to get colder, houses and offices begin to be adorned with holiday decorations, and the countdown to a new year commences, the music products industry takes its cue to prepare for its annual mega-event: the NAMM show, held every January in Anaheim CA and routinely drawing close to 100,000 industry members for the most important trade exposition of the year. The NAMM show presents a multitude of opportunities to retailers, manufacturers, trade press and everyone else who attends the show: the chance to see the hottest, most innovative new music products, the occasion to network with colleagues and friends, and the opportunity to take advantage of NAMM University’s second-to-none education and training offerings. So, it goes without saying that, if you’re going to go to any industry event this year, the NAMM show should be right at the top of the list.

This year, NAMM is scheduled for January 24 to 27 at its usual home, the Anaheim Convention Center. As I write this story some seven weeks before the show, the figures already paint an auspicious picture auguring well for a successful exposition. In terms of exhibitors, organizers expect more than 1,500, representing more than 4,149 brands. The exhibitors are composed of NAMM members from some 87 countries, underscoring the show’s global scope. As of this writing, there are 188 brand-new-to-NAMM exhibitors, as well as 95 that are returning after having taken a few years off. By this month, organizers forecast new brands to increase to 200, with perhaps 100 brands returning.

Having myself attended the Music China show in Shanghai this past October, I asked Joe Lamond, NAMM’s President/CEO, whether increased attendance in Anaheim is at least partially attributable to a continued influx of international companies.

“The NAMM show has truly become the global gathering of the industry,” Lamond said. “However, I believe that the mix of countries represented on the show floor has stabilized over the past couple of years.”

He continued, “What we are seeing, though, are more entrepreneurial companies from around the world that make specialized, handcrafted music products, such as exclusive, limited-run guitars, hand-wired amps, all kinds of effect pedals and other special edition instruments that have a story behind them. On the retail floor, these products appeal to a musician’s need to have something different and unique from the next guy, and something to brag to his friends about!”

In a sign of the clear potential this year’s show holds, figures indicate that 2013 will boast the NAMM show’s highest industry participation since 2009. And, in terms of show-floor square footage, this will also be the largest NAMM since ’09, the halls and meeting rooms full of thousands of new music products. It’s no wonder, given everything that will be on offer, that tens of thousands of registrants eagerly await the show. Last year, the show drew just over 95,000 registrants and, as of now, NAMM 2013 is on track to hit that number. Registrants represent a hugely diverse cross-section of the industry, comprising NAMM members, retail buyers, retail employees, major pro sound and lighting buyers, media, educators, employees working exhibitors’ booths, the next generation of music industry professionals, non-profit NAMM partner groups, artists and celebrities.

As always, the NAMM show floor will present a comprehensive look at our market, featuring all the music products that populate your stores and musicians’ play spaces. However, there’s also been some evolution over time, as the show has changed with the industry it mirrors. Lamond singled out pro sound and lighting exhibitors, saying, “Some of our stability through the recession has come from recognizing and attracting these growth categories.” He also referenced apps and gaming, which now have their own pavilion in Hall E. “That’s an area of real interest, because it’s expanding so quickly,” he said. “Sometimes, it’s a surprise to many of our members how quickly musicians are seizing opportunities to use apps for making music, recording music and sharing music.” He added that NAMM members should be on top of that trend, analyzing how they can make it work for them.

Apart from product evolution, the 2013 NAMM show will have other changes that, it is hoped, will further improve the experience. In an effort to make attending NAMM more hassle-free and to open up more space in the convention center, registration will move out of the lobby and into surrounding hotels. Now, people attending NAMM can check in, pick up their badge and then head straight into the show. According to Lamond, “Registration and ID checks will only be done once…at that outside wall. That opens up the whole lobby for use, and it also means we can open up all those doors to Halls A through D. So, it really becomes one big, open area for all our members to move around in.”

Another virtue of the “open” plan is that it will make it even easier for retailers to meet with exhibitors in the meeting rooms on the second and third floors, which include venerable names like Peavey, Roland, PRS, Schecter, Gibson and Fender, among others. The open lobby will host an exclusive Member Center, digital media hub, new product showcases and, I would guess, quite a bit of music.

We’ve already referenced the increasing importance of pro sound and lighting to the NAMM community, and another new development seems perfectly suited to capitalize on it. The very best in lighting, touring and sound solutions will take center stage inside The Venue––the NAMM show’s newest hot spot––bringing the concert experience to life. It will be located adjacent to Hall A in the Arena inside the convention center. Exhibitors can build their brand, connect with a global audience and put their products in the spotlight at The Venue, which has fewer restrictions than the main halls, thus allowing brands to put their products in the best light possible by taking advantage of dimmed lighting and special sight and height constraints.

And as if all that were not enough, the $20 million Grand Plaza, which will run up to the convention center between the Hilton and Marriott, will be complete by January. For the NAMM show, a professional outdoor stage will be built that will feature dozens of live acts throughout the day and evening. On the opening night, Tower of Power will play their classic funk hits. It opens up 100,000 square feet of comfortable, accessible space in which the industry can gather.

Moving on to show activities, the NAMM show will kick off with “Breakfast of Champions,” a perennial favorite and the first of several Breakfast Sessions that promise a hot meal and plenty of business intelligence. This year, Joe Lamond will host a discussion with industry VIPs about the importance of leadership. Other Breakfast Sessions include “The End of ‘Business as Usual’—How to Rewire for Success” with Brian Solis, a discussion about how to reach the new generation of techno consumer; “Get Unstuck: Boost Your Sales” with Barry Moltz, which will explore breaking ineffective patterns in business; and “Best in Show,” a round-up of the best products and services at NAMM, moderated by Frank Alkyer.

Let’s continue in the vein of networking and education. “We’re hearing from so many of our retail buyers that the education opportunities offered by NAMM are almost becoming of equal importance in their decision to come to the show,” Lamond remarked. “Members who take the opportunity to use NAMM University at the show are definitely going to be better equipped to succeed.” We have a detailed NAMM U schedule for your reference beginning on page 54, so we’ll just give a brief overview of some highlights. For the first time, Retail Boot Camp will be held at the NAMM show. Hosted in partnership with iMSO (the Independent Music Store Owners), this all-day event gives dealers a crash course on retail basics the day before they hit the show floor. Retail Boot Camp will include intense sales, marketing, staff development and inventory management training that will help attendees make critical changes to their stores immediately. The information is designed to inspire and energize independent dealers of all sizes and any longevity.

At The Idea Center, attendees can expect a roster of helpful, hard-hitting sessions, such as “How Spending $250 Can Triple Your Sales and Turn Old Inventory” with Raegan Medeiros; “12 Cheap Ways to Better Your Business NOW” with Leslie Faltin; and “How to Turn an In-Store Event Into Profits” with Brian Reardon. Likewise, audio, recording and lighting professionals will be treated to The H.O.T. Zone for the fourth year in a row. There, they can catch sessions such as “Engineering and Producing Forum” and “Band Inc.—Running Your Band as a Brand.” You’re not going to want to miss these!

For as long as I’ve been Editor of The Retailer, I have described the NAMM show as a barometer of the music products industry: a way to gauge its relative health and to forecast the outlook for the year ahead. But it’s also a moment for all of our collective efforts to be united…kind of like everybody simultaneously beating the same rhythm on a drum.

“Whenever there’s a show like this, and people come from all over the world, you can’t help but to be optimistic,” said Lamond. “That the music industry, and everything we believe in, is going to be just fine.” He continued, “You get all of us together and you realize, ‘Hey, we can do this.’”

To close, Lamond analyzed the state of things, making a compelling case for why attendance at the NAMM show is critical—this year, and every year.

“We hear from many members that they are doing better now than the year before, which is very good news; and they seem optimistic for the year ahead, too,” he noted.

“But if the wild ride of the past few years is any indication, getting a competitive edge is going to be critical to future success.”

“So,” he explained, “I can’t imagine why anyone wouldn’t be at the NAMM show. It’s the one place where someone can see—with his or her own eyes—the state of the industry at this moment. Everything else you read or watch is filtered through somebody else’s view of it. But, for each person in the industry to go to the NAMM show and see things with their own eyes…how could that NOT help you make better decisions?”