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AUGUST 2024 I VOL. 35, NO. 7
PUBLISHER Kevin R. Maher EDITOR Katie Kailus EDITORIAL ASSISTANT Kimberly Kapela CONTRIBUTING EDITOR Ed Enright SALES MANAGER Chris Maher DESIGNER Žaneta Čuntová
CHAIRMAN Kevin Maher PRESIDENT Frank Alkyer ASSISTANT TO THE PRESIDENT Sue Mahal
CIRCULATION MANAGER Evelyn Hawkins BOOKKEEPING Evelyn Hawkins
OFFICES Phone: (630) 941-2030 Email: editor@musicincmag.com CUSTOMER SERVICE (630) 941-2030 ext. 122
Jack Maher, President, 1970–2003 SUBSCRIPTION RATES: Free to qualified retailers and suppliers of musical instruments. For all others: $60 one year (11 issues). $100 two years (22 issues) to U.S.A. addresses. $85 one year (11 issues), $150 two years (22 issues) to Canada and other foreign countries. Air mail delivery at cost. SINGLE COPY (and back issues, limited supply): $14.95, plus shipping, surface mail. Air mail, delivery at cost. We cannot be responsible for unsolicited manuscripts and photos. Nothing may be reprinted in whole or in part without written permission from Maher Publications Inc. Copyright 2024 by Maher Publications Inc., all foreign rights reserved. Trademark register pending. OTHER MAHER PUBLICATIONS: DownBeat, UpBeat Daily CHANGE OF ADDRESS: Please allow six weeks for your change to become effective. When notifying us of your new address, include your current MUSIC INC. label showing your old address. MUSIC INC. (ISSN 1050-1681) Published monthly, except March. Printed in U.S.A. by Maher Publications Inc. 188 W. Industrial Drive, Suite 310, Elmhurst, IL 60126. Periodical Postage Paid at Elmhurst, IL and at additional mailing offices. POSTMASTER: Send address changes to:
MUSIC INC., 188 W. Industrial Drive, Suite 310, Elmhurst, Illinois 60126
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August 2024
Ashly Audio’s Noel Larson
34 I FROM THE TOP
Ashly Audio’s General Manager Noel Larson talks 50 years of audio innovation.
44 I THE SOFTWARE SHOWCASE Want to stock software in your shop but don’t
Carter Vintage Guitars’ Ben Montague
38 I CUSTOMER-OBSESSED RETAIL Carter Vintage Guitars moved locations earlier this year after cementing itself as Nashville’s go-to source for all things vintage guitars. Learn how owner Ben Montague made sure to retain the same vibe in the new space — even down to the same door handle — that made Carter Vintage Guitars a Music City staple.
know where to start? Here, we chat with retailing and manufacturing experts alike to shed light on the best brands to consider and how to sell them.
26 I IN THE TRENCHES X Cyph Shah on maintaining proper support structures to overcome obstacles.
48 I GUITARS, AMPS & ACCESSORIES 52 I AUDIO & RECORDING 54 I DRUMS & PERCUSSION 56 I BAND & ORCHESTRA 57 I PIANOS, KEYBOARDS & SYNTHS 58 I DJ & LIGHTING
16 I NEWS X Fender to Return to The 2025 NAMM Show X Starr’s Guitars’ Owner Produces Local Music Fest X Reverb Launches Outlet Site X DPA Mics, Wisycom Join Forces X Hal Leonard Distributes 3 New Lines X Martin Adds New IT Director X Royer Labs Names New President X Radial Engineering Enhances Sales Team X Manny’s Music Makes Return with BandLab 14 I INDUSTRY PROFILE X How Fox Products continues to innovate in the woodwind instrument space.
28 I NOTES & CENTS X Amanda Reuter shares best practices when updating employee pay structures.
30 I AI IN MI X Brendan Alviani breaks down the buzzy AI music generators.
RETAILER ASK THE 62 I ASK THE RETAILER X Retailers share tips for promoting pro-audio rentals.
32 I NAMM YP X Maple Leaf Strings’ Erin Kessler discusses navigating neurodivergence on the job.
Cover photo by Tausha Dickinson.
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W hen it comes to creating the ultimate customer experi- ence, the impression your business creates should extend far beyond the four walls of your retail store. It should be felt in the branding of your logo and any check-stand handouts. It should be palpable in the “hellos” and “how can I helps?” of your staff (both in-person and via Podium chats). And it should be evident in the design of your website and extend through to your social media presence. One great example of a store embodying a brand is Carter Vintage Guitars. PERSPECTIVE I BY KATIE KAILUS MORE THAN A STORE
As this month’s cover subject, the Nashville, Tennessee-based vintage guitar dealer is more than just a store specializing in pre- owned guitars. It’s a whole vibe. So, when the store became so popular it could no longer fit its inventory into its existing footprint, owner Ben Montague and the team knew it was time to move the storefront — and its well-loved vibe — across the street. “We’d all agreed that we had outgrown our current space,” Montague explains in the cover story, which starts on page 38. “But we then had to sort of ask ourselves, ‘Well, how do we maintain the look and the feel and the heart of the old building and try to improve that experience for our customers in the new space?’”
That question was answered with a decision to not re-invent the wheel. Instead, the Carter Vintage team took the design and vibe that worked so well at the old space and duplicated it in the new space — going as far as using the same muralists to create the wall art and even installing the same door handle. “As soon as they see the building, they’re greeted with the original mural that was created by the same artist who did the original murals on the old building, so there’s that immediate familiarity when you come to the front door,” Montague said. “And then you experience that familiarity when you walk through to the main entrance. It’s the same merchandise and accessories and the same comfortable seating area where people can grab soft drinks and read some magazines. Then, when they walk through to the main showroom, it really is quite awe-inspiring to see the amount of inventory we have because it’s all on display. It’s beautifully lit because we have open windows. So, that really gives light to the beautiful woods and the colors and the finishes of all the instruments. So, we really wanted to make sure that there was a familiarity to that, but at the same time, it had that pop factor.” Creating an experience for your customers that extends beyond just being a source for them to buy a pack of strings or a new drumhead can set your business light-years apart from the competition. Head over to page 38 for some inspiration on how to craft the ideal music store “vibe” from the leader in vibe-y music stores. MI
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On the Road to ‘Victory’ W e’re immensely grateful for our partnership with Music Inc. magazine and its sister publication, Downbeat magazine. The support from these two publications has been instrumental in expanding our reach and enhancing our vis- ibility in the industry. Within a week of our From the Top being published in Music Inc.’s July 2024 issue, we secured significant new business globally. The National Batuta Foundation in Colombia selected our tubas, French horns, and oboes, and military bands in Peru chose our saxophones, trumpets, and trombones. Additionally, our in- struments have been adopted by schools throughout Mexico City. These swift successes underscore the global acclaim for our brand and our unwavering commitment to quality. We look forward to con- tinuing to build strong relation- ships with customers worldwide, inviting music businesses to join us on the road to “victory.”
A Love for Serving the Community J ust wanted to write and say my wife, Rhonda Quintana, and I were very honored to be asked to be in the June issue of Music Inc. magazine! Our [store is located] in a very rural area in New Mexico and getting additional [press] in your magazine was very exciting and helpful for us. It helped get our name out to a more main- stream audience. We already have new ven- dors reaching out to us offering us different products. One in particular was Music Nomad, which makes supplies for re- pairing and maintaining guitars and other gear. This has helped our repair shop 100%. We love our community, which not only includes the citi- zens of Gallup, New Mexico, but also the Four Corners region and Navajo nation. We also support our local and surrounding-areas schools with the supplies they need for their music programs. Our mission has always been to expose more people to the joys of learning how to play an instrument and make music. Without the support of these people, we wouldn’t be where we are now with a very successful small business. We’re very proud of what we have been able to accomplish here and look forward to more success in the future.
40 Years Old & Still Innovating T hank you for featuring Ap- plied Research Technology’s (ART) 40th anniversary in the July issue of Music Inc. magazine. It was a pleasure to share my ex- perience as one of the company’s first employees. When ART first started, we set out to make a great reverb unit. Forty years in, we made recording exciting, creative and accessible to everyone. It’s great to see these values are at the forefront today. I want to thank everyone at ART, [our parent company] Yor- kville Sound, our dealers and distri- bution partners around the world for keeping ART’s vision a reality.
sire meaningful experiences. In today’s marketplace that’s overflowing with choices and fierce competition, outstand- ing customer service is what distinguishes businesses. As consumers, let’s continue to support companies that put our satisfaction and well-being first. And as businesses, we must remember that despite all the changes and progress, our true success is found in the happiness and satisfaction of our customers. So, I would like to give a sin- cere “thank you” to all of Twisted Wood’s customers, and open up the invitation to those who haven’t yet discovered us and our products.
Melvin Quinones Owner Victory Musical Instruments Port Lucie, Florida
Enduring Commitment W e were thrilled to be featured in Music Inc.’s July 2024 issue and tell the story of our com- pany, Twisted Wood Guitars, in the Industry Profile. Over the past 15 years, we’ve navigated many changes, and it’s always a pleasure to reflect on our history. What remains steadfast is our gratitude for and commit- ment to our customers. Even as the music industry undergoes a rapid transfor- mation, the core of consumer loyalty stays the same. Modern consumers seek more than just products or services — they de-
Ryan & Rhonda Quintana Owners Quintana’s Music Center Gallup, New Mexico
EDITOR’S NOTE: MUSIC INC. ENCOURAGES LETTERS AND RESPONSES TO ITS STORIES. EMAIL LETTERS TO EDITOR@MUSICINCMAG.COM, OR WRITE TO US AT: 188 W INDUSTRIAL DRIVE, SUITE 310 ELMHURST, IL 60126.
Stephen Hendee Export Sales Manager Yorkville Sound Pickering, Ontario
Tom Wolansky President Twisted Wood Guitars St. Albert, Alberta
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INSIDE NEWS > Page 16 Reverb Launches Outlet Site > Page 17 Fender to Return to The 2025 NAMM Show > Page 23 Royer Labs Appoints New President
and style. Each musician’s connection with their instrument is intimate, shaped by years of practice and the quest for a sound that feels like an extension of their voice. For 75 years, Fox Products has been a beacon on this journey, crafting oboes and bassoons that resonate with quality and precision. As the company marks its diamond anniversary, it stands not just as a testament to enduring craftsmanship but also as a symbol of ongoing innovation under new leadership. Founded in 1949 by Hugo Fox, a for- mer principal bassoonist of the Chicago Symphony Orchestra, Fox Products was born out of a musician’s understanding of what it takes to create an instrument that truly sings. Upon returning from the Chicago Symphony Orchestra, Fox moved to the family farm where he set out to make instruments and spent two years crafting the perfect bassoon. In the 1960s, his son, Alan, took over ownership and expanded Fox Products’ offerings to include English horns, oboes and contrabassoons. Today, the company’s artisans are musicians themselves, bringing musicality and insight to their work. From the selection of raw materials to the final finishing touches, musicians are engaged in every step. Play testing, an integral part of Fox Products’ quality assurance, is performed by professional musicians who understand the subtleties of tone, response and ergonomics that make a long-lasting instrument. This hands-on involvement guarantees that each oboe and bassoon that leaves Fox’s workshop is finely tuned to the highest standards. “Throughout our history, we’ve had a group of tremendously talented people who take pride in what we do and where we do it,” said Gabe Starkey, the current presi- dent of Fox Products. “All our instruments are manufactured here in South Whitley, Indiana, the same Northern Indiana town where we were founded. We were started by
Celebrating its 75th anniversary this year, Fox Products continues to innovate and use dealer and end-user feedback to improve its product range under the leadership of Gabe Starkey. — By Kimberly Kapela 75 YEARS OF CONTINUOUS WOODWIND INNOVATION Fox Products’ Gabe Starkey
E mbarking on the hunt for the perfect instrument can be an intimidating jour- ney for any musician. This pursuit is deeply
personal, as the right instrument must not only meet technical requirements but also resonate with the musician’s unique spirit
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instruments for students in schools that were more affordable and more stable and really durable. It’s amazing how often we hear professionals tell us that their first instrument was a Fox, and now they only recommend Fox to their students because they know they can count on our instru- ments. Alan Fox also played a huge part in creating the International Double Reed Society, which has helped our little quarter of the music world flourish.” Fox Products’ dedication to educa- tional outreach and the creation of ac-
that year [had] thrown at us by having a really strong team. We all feel that uncer- tainty to really take a critical eye on how we internally operate. One of the larger items was focusing on staying positive and connected as a team while navigating that adversity.” The pandemic underscored the adapt- ability of the Fox Products team and helped them to forge stronger relationships with their dealer partners. This period of trial has led to a renewed sense of gratitude and commitment to service and value. “I really want to show gratitude to the team that we have here and gratitude to our dealer partners that work with us,” Starkey said. “We’re just really eager to serve and add value wherever we can, and we really appreciate those personal rela- tionships that we’re forming.” REDEFINING INNOVATION Despite three-quarters of a century in business, Fox Products isn’t resting on its laurels. Instead, it’s looking to the future with the same passion and dedication that has defined its past. The company’s dedi- cation to its core values of craftsmanship and innovation has remained unwavering. With a strong foundation and a forward- looking vision, Fox Products is poised to continue its tradition of excellence and make a lasting impact in the woodwind realm well into the future. “We will continue to refine our manu- facturing,” Starkey explained. “This will be a focus for our team perpetually, so we remain competitive as a private, family- owned company and will continue to be more attentive and proactive with our cus- tomers, as well. We have awesome dealer partners, and it’s a pleasure to continue to form those personal relationships with them.” Starkey added that throughout Fox Products’ history, its instruments have consistently performed for the musicians who play them. “We pride ourselves in the instruments being consistently stable and mechanically robust,” Starkey said. “We offer a wide range of models that fit the needs of every level player from beginner to professional and we take pride in supporting our dealer partners. Our team is full of genuine and positive people who love opportunities to serve, whether it be product training sessions or aftermarket care, we want to support our dealer partners and continue to add value to them.” MI
bassoonists, and we have bassoon musicians on staff to help with design and play test all the instruments that leave the factory to ensure the highest quality. Fox has a history of building relationships and valu- ing feedback from professionals that play our instrument and understanding what our end-users need to help us maintain our position in the market.” According to Starkey, instrument in- novation is deeply rooted in Fox Prod- ucts’ DNA. “Alan took over and was constantly ex-
“It’s amazing how often we hear professionals tell us that their first instrument was a Fox, and now they only recommend Fox to their students because they know they can count on our instruments.” — Gabe Starkey
cessible, high-quality instruments has not only fostered a new generation of double reed players but also solidified its reputation as a cornerstone in the school music community. BREAKING BARRIERS As Fox Products celebrates 75 years in business, it’s also embracing new leader- ship. Gabe Starkey — who’s father, Tony Starkey, CEO, purchased the business in 2012 — took on the role of president in 2020 amidst the challenges of the COVID-19 pandemic. Navigating through such turbu- lent times was no small feat, but Starkey said the company demonstrated remark- able resilience. “The pandemic showed there was no way to account for all the ways your business can be impacted,” he said. “The main lesson I learned was to accept the situation and adapt our plan to respond. Our company overcame the challenges
perimenting with the instrument designs and adding models and product families to better serve the musicians in our mar- ket,” Starkey said. “When my father took over, he’d driven us to consistently look at how we can improve the manufacturing processes to maintain a high-quality instru- ment and manufacture that consistently. We continue to seek out feedback from the musicians and our dealer partners on opportunities to better serve them.” Recently, Starkey said he’s noticed an increase in interest in the bassoon in school music programs. “I think the biggest impact we’ve made is by making student intermediate instru- ments both reliable and durable,” Starkey explained. “Fox has made playing the bas- soon and the oboe in schools more acces- sible, thus generating more double reed players. Additionally, the development of our classic bassoon in the 1960s was a game-changer for the industry — making
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ago,” Starr said. “One of the things we’ve tried to do is nurture music and art.” Multiple stages at the festival are care- fully curated to feature a diverse lineup of songwriters, ensuring there’s something for everyone. Attendees were able to discover new artists and reconnect with familiar favorites. This year’s songwriters included Jackson Emmer, Irene Kelley and Jeanine Renée, among others. “We had 15 songwriters from out of the area primarily, and then we had five venues on the main street area that we have, one of which was my store,” Starr said. “We were gratified that it sold out, especially when a lot of people weren’t sure what they were going to experience.” Starr’s vision for the festival is fostering connections in his community. It’s a place where songwriters can network, collaborate and inspire one another. For music fans, it’s a chance to deepen their appreciation for the music they love and to make personal connections with the artists who create it. “When you live in a small town, you look for ways to nurture music,” Starr said. “In this setting, people get to hear about how the song was written, what the background is, and there’s that interplay between mu- sicians who maybe have never met until that moment and can sing on one another’s songs, because we all share that language and that vocabulary that’s being used.” MI — By Kimberly Kapela by authorized retailers and brands; avail- able with free shipping; and featuring a minimum seven-day return window. “With economic pressures making it harder for music-makers to invest in music gear, it’s more important than ever that the music-making community has access to affordable musical instruments. We launched the Reverb Outlet to make it easier for music-makers to find the best deals on the instruments that will inspire them,” said David Mandelbrot, Reverb CEO. “Now that players can shop discounted outlet music gear alongside our huge range of affordable used music gear, it’s easier than ever to find the perfect instrument for your budget.” {reverb.com}
Starr’s Guitars’ David Starr
STARR’S GUITARS’ OWNER HELPS PRODUCE LOCAL MUSIC FEST D avid Starr, owner of Starr’s Guitars in Cedaredge, Colorado, not only runs his
to hear directly from the songwriters, who share the inspirations and personal stories that shaped their music. For Starr, whose store is located across the street from the Grand Mesa Arts and Events Center which puts on the festival, it was a no-brainer to get involved. “I’m on the board of the Grand Mesa Arts and Events Center, and I helped get that started with my wife and some other folks who started a non-profit seven years
26-year-old guitar dealership, but he’s also the driving force behind his local music fest, the Grand Mesa Songwriter Festival. This year’s sold-out event, which was held from June 7–9, highlighted Starr’s dedi- cation to creating a platform where song- writers — both seasoned professionals and up-and-coming artists — could showcase their craft. Each performance is a chance
Reverb Launches Outlet Website
R everb has launched the Reverb Outlet, a new destination on Reverb that will feature an always-changing collection of new and like-new music gear from top brands for at least 20% off retail prices. “Outlet music gear is a fantastic value for music-makers,” said Jim Tuerk, Reverb’s director of business development. “With the launch of the Reverb Outlet, we’re mak- ing it easy to access your favorite brands for less. Often, it’s brand new overstock or clearance music gear that retailers or brands are simply looking to clear out. Other times, it’s gear that’s been opened, used for a demo, or simply doesn’t have its original box, but is otherwise in like- new condition.”
The Reverb Outlet will feature high- quality, discounted music gear from Re- verb’s community of authorized sellers, ranging from retailers like ProAudioStar and Alto Music to brands like Focusrite and Korg selling discounted items directly to music-makers. All of the new and like-new music gear in the Reverb Outlet will be at least 20% off retail prices — but often more; sold
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Fender CEO Andy Mooney (left) meets with NAMM CEO John Mlynczak.
Fender to Return to The NAMM Show F ender has announced that it will be returning to The 2025 NAMM Show, its first NAMM show since the pandemic. “We sadly missed actually having a physical presence at NAMM; that high- touch in-person long form interaction is vitally important for the industry,” said Andy Mooney, Fender CEO. “Going forward, Fender will have more and exciting new products to intro at NAMM and then in the fall, we will revert back to our online dealer events. We’re thrilled to be back, we missed being there, and I’m excited to see everyone again back in Anaheim.” {fender.com} DPA Mics,Wisycom Join Forces D PA Microphones and Wisycom have announced a strategic alliance in the U.S. Building on a history of close collaboration, this partnership marks a step forward in aligning the strengths of the two brands while preserving their distinct identities. Consolidating operations under one roof at DPA Microphones’ existing corporate headquarters in Longmont, Colorado, enables the companies to leverage shared resources. The structure currently in place at the DPA facility allows Wisycom to benefit from an expanded service department, augmented customer support team and enhanced logistics infrastructure. Sales and support efforts will be integrated, pooling the expertise of staff from both companies. Area sales managers will assume responsibility for driving sales of DPA and Wisycom products in their respective territories, while a dedicated U.S.- based global sales support team will assist customers. Christopher Spahr will continue as the commercial lead in the U.S., serving as vice president of sales and marketing for both brands. “We’re incredibly excited about the prospects this collaboration presents,” said Kalle Hvidt Nielsen, DPA Microphones’ CEO. “By merging our organizations, we aim to showcase the synergies between our product offerings and amplify our impact in the U.S. market.” {dpamicrophones.com}
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KMC Music Named New U.S. Distributor for HK Audio K MC Music/D&H Pro and Erikson Audio are now the exclusive distributors for HK
“We’re excited to unveil our partnership with HK Audio in the U.S.,” said Roger Hart, vice president, KMC Music/D&H Pro. “HK Audio has a legacy built on innovation and excellence. We are poised to set new bench- marks in HK’s growth within the market. This exclusive distribution partnership adds to the KMC/D&H expanding pro-audio of- fering. Our team’s dedication and expertise
will bolster HK Audio’s product availability in the U.S. and strengthen dealer support.” “By joining forces with our U.S. counter- parts at KMC Music/D&H Pro, we’re confident this collaboration will foster synergies and solidify JAM’s position as the go-to partner for professional sound systems in North America,” said Caitlin Doherty, vice president of Erikson Audio. {kmconline.com; eriksonaudio.com}
Audio products in the U.S. and Canada, re- spectively. Both companies have experienced sales professionals for pro-audio applications along with extensive sales networks and an outstanding understanding of service. Erik- son Audio and KMC Music/D&H Pro are divisions of Exertis Jam Industries Canada.
Hal Leonard Adds 3 New Distribution Lines H al Leonard’s MI Products Distribution Division has added three new brands to its catalog. Kali Audio is a best-in-class audio product manufacturer. In six years, it has become a hot new monitor and subwoofer line for more discerning customers. Its line has also become the go-to choice for the Dolby Atmos market. With the audio industry moving to spatial experiences and immersive audio, Kali is positioned to meet that demand. Precision-mounting devices by Triad-Orbit are the ideal complementary product for Kali Audio. Along with other Hal Leonard-distributed monitors from PreSonus, IK Multimedia and Mackie, Precision has flexible and sturdy mounts for exact placements in recording, mixing and post-production spaces. Interstellar Audio Machines is a new guitar effect pedal company. Leading with its Octonaut Hyperderive model, these affordable and expressive pedals are a welcomed addition in a competitive space. Other models include the Marsling, Fuzzsquatch and Supernova. “Bringing in the Kali, Precision and Interstellar lines is based on retailer requests and market demands,” said Brad Smith, Hal Leonard vice president of MI Distribution Division. “Whether it’s outfitting a room with the right Dolby Atmos gear to making an underground ‘it’ pedal available nationwide, Hal Leonard is here to get our dealers the right products at the right time.” {halleonard.com}
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Manny’s Makes Return with BandLab to Support Next-Generation Creators M anny’s, the NYC music store with a legacy dating back to 1935, has announced the
Ashly Audio Celebrates 50th Anniversary A shly Audio was founded by engineer Billy Thompson in Rochester, New York, in 1974 and is celebrating its 50th anniversary in 2024. “Fifty years ago, Ashly embarked on a mission to put professional audio products in the hands of those looking to bring the best to their audience,” said Noel Larson, general manager at Ashly Audio. “As we recently pulled together stories from our first 50 years, we loved hearing about how loved our initial gear was and what a difference it made in the lives of those early tour rigs.” To celebrate 50 years, Ashly is hosting a social media contest which urges fans to show off their Ashly products. By following one of Ashly Audio’s social channels, including Facebook, Instagram or LinkedIn, liking the contest post, and sharing photos of their Ashly products, entrants will receive a free Ashly T-shirt. A weekly winner will receive a free custom Ashly vest and the grand prize winner with the most online votes will receive a $1,000 voucher toward an Ashly Audio product. {ashly.com} pop-up store, now available to users in the U.S. This partnership brings the brand to BandLab’s vast community of music cre- ators, granting them special discounts and exclusive access to musical instruments from renowned brands, such as Harmony and Heritage Guitars, with more to come. Manny’s holds a storied history as the pre- mier destination for both legendary artists and budding musicians. Though Manny’s iconic 48th Street New York store closed in 2009 after being acquired by Sam Ash in 1999, its legacy continues to resonate powerfully within the music community, living on through stories and sought-after merchandise. Now, under the new ownership of Vista Musical Instru- ments, Manny’s is poised to make a return. The launch of this digital pop-up store marks the beginning of Manny’s revival. By teaming up with BandLab, Manny’s aims to provide the next generation of music creators with access to top-quality gear. “We’re thrilled to partner with BandLab to bring Manny’s legendary stories and unpar- alleled service to a new generation of musi- cians,” said David Nam Le, general manager at Vista Musical Instruments. {mannys.com}
first step in its return since Vista Musical Instruments acquired all of its trademarks from Sam Ash Music earlier this year. Manny’s will return in collaboration with BandLab — the global social music creation platform — for an exclusive Manny’s digital
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GODIN GUITARS CEO VISITS JHS, U.K. STORES G odin Guitars CEO Simon Godin traveled from his company’s headquarters in
Quebec, Canada, to meet distributors JHS and U.K. store owners across the pond. JHS is the distributor for the full line of Godin electric and acoustic guitars in the U.K. and the republic of Ireland. Godin’s trip included stops at Hickies Music in Reading, U.K., which has been in the music retail business since 1864 and recently began carrying Godin brands Art & Lutherie and Seagull guitars; Wunjo Guitars on London’s iconic Denmark Street; and Hobgoblin Music, also in London. Outside of the capital city, the tour included stops at Richard’s Guitars in Stratford on Avon and Reidy’s Home of Music in Lancashire. “What a pleasure to have Simon Godin visit our store in Lancashire all the way from Canada,” said Paul Nuttall, owner of Reidy’s Home of Music. “It’s a great privilege
Simon Godin, third from left, along with Reidy’s Home of Music employees.
to be able to put a face to the Godin name and get to talk to the man behind some of
the best quality guitars we are seeing in the U.K. market right now.” {jhs.co.uk}
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Buffet Crampon USA Teams with Jacksonville Charity B uffet Crampon USA, North American distributor for Buffet Crampon clarinets, recently partnered with Dreams Come True of Jacksonville to donate an R13 professional B-flat clarinet to 17-year-old Sophia Spencer of St. Marys, Georgia. Sophia is battling cystic fibrosis and plays clarinet as part of her therapy against the disorder. Dreams Come True of Jacksonville is northeast Florida’s dream- granting organization for children battling life-threatening medical conditions. Spencer was presented with her new R13 clarinet by Buffet Crampon USA President and CEO Francois Kloc at the Jacksonville Symphony Orchestra concert on May 24. The presentation was kept secret from Spencer, and she was surprised with her new instrument at the beginning of the concert. When asked about the R13 clarinet making her dream come true, Spencer replied, “I was completely fooled; it was a pleasant surprise. May 24 will go down as a special day in history for me.” “Dreams Come True is so grateful to Buffet Crampon USA for donating the clarinet for Sophia’s dream. We could not have delivered more than 4,800 dreams through the years without strong partners, like Buffet Crampon USA, who help us make it happen,” Anna Valent, executive director of Dreams Come True. “Each dream is unique, and it’s an honor to bring hope and joy to a talented musician, like Sophia. We look forward to celebrating with Buffet Crampon USA and Sophia’s family as she competes in (the) Miss Georgia (Pageant) this summer and then on to Georgia Tech in the fall.” “Buffet Crampon USA is proud to make this R13 clarinet donation on Sophia’s behalf,” Kloc said. “Partnering with Dreams Come True to make Sophia’s dream a reality reminds us of the power of music and the joy it can bring. We hope Sophia’s new clarinet brings her many years of wonderful music-making.” {buffetcrampongroup.com} Dreams Come True clarinet recipient Sophia Spencer with Buffet Crampon USA’s Francois Kloc.
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Hohner Brand Manager Inducted in Hall of Fame H ohner Accordion U.S. Brand Manager, Gilbert Reyes Jr. has been selected for induction into the Texas Conjunto
Music Hall of Fame as part of the 2024 class. This honor recognizes Reyes’ unwavering dedication to the regional conjunto music genre,
Guitar Center, Gibson Host Guitar Workshop with Orianthi O n June 22, Guitar Center’s flagship store in Hollywood, California, held
and the substantial impact he has made within this musical tradition. Joining a distinguished list of inductees, Reyes stands out not only for his role in guiding Hohner’s accordion business for the KHS America family of brands, but also for his personal commitment to promoting and preserving conjunto music. {hohner.de}
Guitar (in bright Cherry), participate in an extensive Q&A session, and get their instruments signed by the artist herself. For those unable to attend in person, the event was available via livestream, allowing fans worldwide to join this in- credible experience. Over the course of the hour and a half session, Orianthi talked about a wide range of topics, including learning to play guitar; early influences introduced by her father; her obsession with practicing; working with artists like Michael Jackson; her recording sessions in Nashville; and the development of her Gibson signature Orianthi SJ-200 Acoustic-Electric Guitar. {guitarcenter. com; gibson.com}
an exclusive and intimate acoustic guitar workshop featuring guitarist Orianthi. This special event, titled “An Afternoon with Orianthi and Her Gibson Acoustics,” featured the guitarist, singer and song- writer who has sold millions of records and performed with legendary artists, such as Michael Jackson, Alice Cooper, Chris- tina Aguilera and Steve Vai. Orianthi was joined on stage for the session, which was held in GC’s Vintage Room, by guitarist/ bassist Justin Andres. Attendees had the opportunity to see Orianthi perform and demonstrate her Gibson Orianthi SJ-200 Acoustic-Electric
PRS Guitars Teams with Warm Audio’s Warm Studios P RS Guitars has announced significant gear placement in Warm Audio Studios in Austin, Texas. The 3,550-square-foot facility will now be home to half a dozen PRS guitars, offering musicians and engineers a “new flavor” to choose from. “We are excited to support Warm Audio’s mission of providing musicians with access to a quality recording experience,” said Bev Fowler, PRS Guitars director of artist and community relations. “Austin has an incredible, vibrant community of artists, and we are proud to provide these artists with access to PRS instruments and to help them bring their music to life.” The PRS guitars that can now be found at the studio include: the PRS Silver Sky, PRS Custom 24, PRS McCarty 594 Singlecut, PRS NF 53 and the PRS S2 Vela. {warmaudio.com; prsguitars.com}
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HARMAN PROMOTES SCHOEN TO VP OF NORTH AMERICAN SALES H arman Professional Solutions has promoted Michael Schoen to vice
president and general manager of North America sales, following the retirement of Roland Rice. Schoen, who previously served as senior director of pro AV sales for North America for Harman Profes- sional Solutions, brings more than three decades of experience in sales
Michael Schoen
and marketing to his new role. In his previous position at Har- man, Schoen led a team of 40 employees and more than 100 independent sales representatives, playing a pivotal role in over- seeing sales growth across Harman Professional’s eight brands. Schoen’s extensive career includes senior positions at Akai USA, HomeBase and Walmart. “Mike Schoen’s ascension to this critical leadership role is ideal because he not only provides important continuity to our sales channel, but his enthusiasm and creativity will bring new opportunities for us in the future,” said Jaime Albors, senior vice president global sales and business development at Har- man Professional Solutions. {harman.com} ROYER LABS NAMES JOHN JENNINGS PRESIDENT R oyer Labs has announced the retirement of president and
co-founder Rick Perrotta, effective immediately. John Jennings, Royer’s co-founder and 26-year vice president of sales and marketing, has assumed the role of company president. Jennings established and main- tained the company’s dealer/distribu- tor network and has directed Royer’s
Rick Perrotta (left) and John Jennings.
overall marketing and branding strategies from the beginning. In Royer’s early days, he attended countless recording sessions, introducing producers, engineers and artists to Royer ribbon microphones and photographing them in action. “These 26 years have been one of the most rewarding peri- ods of my life,” Perrotta said. “From our start in my backyard guesthouse to our presence as an industry leader in high-end microphones and accessories, it’s been an incredible experience that I am very proud of. While I may not be in the office on a regular basis going forward, I will still be involved with the company and the wonderful people that constitute Royer Labs.” Jennings’ vice president of sales and marketing position will be taken over by industry vet Dave Bryce. {royerlabs.com}
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Former Rice Music House Owners Recognized by USC D uring a recent reception at the University of South Carolina, JP and Mary Parekh, former owners of Rice Music House in Columbia, South Carolina, were recognized for their retirement from their decades-long careers in the piano industry. They were thanked for their involvement in
C.F. MARTIN & CO. NAMES NEW IT DIRECTOR C . F. Martin & Co. has announced that Eric Williams has joined the
company as its new senior director of IT. Williams brings a wealth of experience and creativity to Martin Guitar, having spent more than 25 years in the information technology sector, including the last 12 years as senior director of enterprise ap- plications and analytics for Quaker Chemical in Conshohocken, Pennsylvania.
University’s School of Music as proprietors of Rice Music House, main sponsors of the Southeastern Piano Festival and as members of the Friends of Music Board. “JP and Mary are among the best and most devoted friends that the USC School of Music has ever had,” said Tayloe Harding, dean of School of Music at the University of South Carolina. “Their dedication to both great musical performance and the power of music-making for all are passions that align so beautifully with the mission and vision of the USC School of Music. From their support of the elegance and excellence of the Southeastern Piano Festival to contributing to the daily needs of a dynamic School of Music where new and not-so-new pianos require moving, repairing, and replacement constantly, JP and Mary, and their Rice Music House team have been there with us every step of the way.” {ricemusichouse.com} Rice Music House’s JP and Mary Parekh.
Eric Williams
“We are thrilled to have Eric join our leadership team at C. F. Martin,” said Nathan Eckhart, Martin CFO. “Eric’s background in information technology and data analytics align perfectly with our strategic direction.” Williams’ career includes consulting in the enterprise per- formance management space, where he’s developed a proven track record of implementing finance, HR and commercial- driven decision support for numerous Fortune 500 clients. His industry experience spans commercial banking and insurance, consumer products, telecommunications, manufacturing, en- tertainment, and commercial real estate. {martinguitar.com} RADIAL ENGINEERING ENHANCES SALES TEAM R adial Engineering has expanded its
North American and international sales team by appointing industry veterans Phil Coelho as international sales man-
Cary Sharp
Phil Coelho
ager and Cary Sharp as North American eastern sales manager. Together, they bring more than five decades of combined ex- perience in MI and pro-audio sales to Radial. Coelho has been with Radial for 17 years and previously held the role of North American eastern sales manager. In his new role, Coelho will direct all Radial sales activity in Europe, Asia and all other parts of the world where Radial products are sold. Sharp brings 25-plus years of sales experi- ence in the MI and pro-audio sectors with both Peavey and Fender and will direct all sales activities in Radial’s eastern region including the U.S. and Canada. “Both [of these] roles are critical to Radial’s success, requir- ing individuals with not only significant industry experience, but a proven track record of passion for and dedication to this industry,” said Roc Bubel, Radial Engineering’s sales and marketing director. {radialeng.com}
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> Page 28 Notes & Cents > Page 30 AI in MI > Page 32 NAMM YP
IN THE TRENCHES I BY CYPH SHAH THE BARREL & BAYONET L ife in the retail trenches can be messy. It’s mud on your boots. It’s equipment failures at the worst times. Occa-
sionally, it’s a trudge instead of a gallop. It’s constantly ensur- ing your troops stay fed, focused and at-the-ready for when the action’s thick. As the ranking leader in your organization, your job is to make sure your team has what they need to get the job done — day in and day out. Lacking a squared-away sup- port structure means you risk your sales funnel collapsing in- wards just as it nears the point of conversion. It can be daunting to speculate on the many potential reasons as to why that failure may be occurring. It makes it cumbersome to pinpoint the hemorrhaging and some may be reluctant to even try. As a retail manager, attending to the needs of many can make it difficult to know how and when to make the right form of aid actionable. Here, in the trenches at Astro AVL in Glendale, California, I’ll simplify the approach and frame the perspective by referencing the two components that com- prise the business-end of a tool from a different trade entirely. In time, it’s possible you can uncover some discrepancies in your own barracks that could be quietly wreaking havoc on your revenue.
“As a retail manager, attending to the needs of many can make it difficult to know how and when to make the right form of aid actionable.”
community, we humans operate in a parallel fashion. Therefore, navigating your team off that path with the implementation of new procedures requires some finesse. Old habits die hard (yippie-ki-yay, Mr. Fal- con) and if these new routines generate any environmental re- sistance that procedural step will likely be silently skipped over by your staff in subse- quent sales. Understand that anything not performing at a speed conducive to the sales
interaction will be avoided or, at best, cause unnecessary frustra- tions. This challenge manifests in all sorts of mechanics, like offering clients funding options with a new financing partner — which requires finding those allusive credentials and learning to navigate a new portal — or a malfunctioning P.A. speaker wall that stifles a timely demo. For us at Astro AVL, it could be as simple as the absence of key DJ or pro-audio equipment demos entirely. When a dealer’s
THE BARREL: GUIDE YOUR SALES The barrel of a combat instru- ment plays a fundamental role in directing and controlling the path of the matter in motion. The design, functional integrity and continuity of performance is crucial. Unlike the consistency of manufactured steel, Mother Nature and human nature pay no attention to our target acquisition models. Nature’s path is one of convenience. So, as a member of that ecological
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balance of knowing when to interject ef- fectively. Not allowing your crew to work through small challenges on their own can stunt their growth. Trust them to know when it’s appropriate to escalate a challenge to you, and let them trust in your intuition to step in. Remember, a soldier doesn’t affix their bayonet until the situation requires it, and similarly you should know when your sales reps can truly benefit from your involvement. Ensure your team has other “plan B” bayonets stashed in their pack, like a well- defined stop-gap solution when a system goes down or a schematic of the applicable
circumnavigations. Don’t just put it on paper, make it a practiced behavior. That, too, lies on your shoulders. Find equanimity between these two concepts and your staff will respect your earnest endeavors to help them. They’ll support you in kind. Over time, you’ll feel the cohesiveness that comes with the territory of performing repeated perfectly executed missions together. MI Cyph Shah is the manager of Astro Audio Video Lighting in Glendale, California. He’s also the lead instructor of the DJ School, Astro Mix Lab and designs AVL systems as Astro AVL’s installation foreman. He’s toured the country as a DJ for more than 20 years.
buying choices and inventory fluctuate between supplier brands, the dealer may be incognizant to the misalignment between their backstock and showroom display models. Any of the aforementioned can result in the customer walking out empty handed instead of rolling out that new QSC subwoofer. Observe these occurrences while you go about your business and then do a mild-mannered post-mortem with your employee after each to understand what took place and where they met that resis- tance. Most employees will not actively vocalize why a sale went south because it’s not a success story. Teaching by ex- ample is always a good move, but don’t get so tied up in trying to fix today’s lost opportunity that you fail to see the big- ger picture. Appreciate that oftentimes optimization can’t be solved right away and may require some engineering. Tweaking the back-end of your POS sys- tem with your developer or tracing audio cables through a spaghetti nest might have to be done one bite at a time. Either way, take notes on what your team tells you and then collectively evaluate a solution from multiple perspectives to vet it against potential pitfalls. From this routine they will become more inclined to engage their own critical thinking tendencies and offer you solutions proactively. And, because they know this information will be well-received and acted upon, they’ll quickly tune into the fact that it’s in their best interest to report any hindrances dwelling within the tools that are supposed to facilitate closing sales. This means you’re not flying into combat blind and they’re not feeling ill-equipped. You’re getting manageable reporting and resolutions from the front lines. With this you’re not only providing a well lubricated, finely-tuned barrel for them to execute mis- sions with, you’re also fostering decentral- ized command, which will free up your time for other money-making matters. THE BAYONET: ALTERNATE STRATEGY DEPLOYMENT A bayonet serves as an alternate strategy when ammunition is depleted or conflict is too close range for standard practices to be effective. Its presence signals added security and preparedness. On occasion, a sales con- versation may warrant your direct, immediate involvement. You’re the bayonet, deployed as an additional tool to aid in overcoming the more urgent impediment. The typical manager fallacy is that they’re often either too hands-on or too hands-off, lacking a
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NOTES & CENTS I BY AMANDA RUETER Employee Pay Structures 101
I n April of this year, the Department of Labor announced changes to the salary threshold for exempt employees. As of July 1, the minimum base salary paid to any administrative, professional or management-level employee to be exempt from federal overtime pay requirements increased nearly 25% from the previous level with additional future increases planned. This adjustment presents a crucial opportunity for businesses to review and revamp their compensation plans, ensuring they’re effective, fair and compliant with legal guidelines. When in doubt, always consult with a labor attorney familiar with both federal and local laws.
single point of contact — your- self, an HR director or someone in upper management — to ensure consistent information and avoid misunderstandings. ENACT CLEAR PERFORMANCE METRICS If you have positions in which the metrics for your employee aren’t clearly defined or tied to their pay, now is the perfect time to make this change. Use any change in compensation as an opportunity to better define job roles and plan for future improvements. Define key metrics — ensure every employee knows the met- rics by which their performance is judged. Also, align pay with performance. Performance expec- tations and compensation should go hand-in-hand. MONITOR & ADJUST The goal is to roll out a compensa- tion plan that gets it right the first time, but build in some safeguards to catch and correct issues early. Put in place continuous monitor- ing, and be sure to task someone in your organization with monitoring the impact of these compensation changes on both the company and the employees. Review and adjust your plan regularly. Review expenses against forecasts and expecta- tions, and be prepared to make adjustments based on feedback and changing business needs. A well-designed compensation plan should be a win-win for all. Having a plan in place before mak- ing any changes will help to ensure a smoother transition. MI Amanda Rueter is the vice president of finance and operations at Ernie Williamson Music, a six-location dealer headquartered in Springfield, Missouri.
Making changes to an employee’s pay can be a highly sensitive process, and your compensation plan is a crucial factor in how employees perceive your company. Whether you need to update your plans to stay compliant with regulations or change it because your current plan is ineffective, it’s essential to get it right. Here are my top tips for revising an existing pay structure. ENSURE CLEAR COMMUNICATION A changing pay structure is often met with trepida- tion. Even the most loyal employee is likely to view a change with some skepticism or downright suspicion. Get ahead of these fears by ensuring that employees have all the information they need up front. Compen- sation plans are an agreement between the company
and the employee, so it’s imperative employees understand changes before they take place. Ensure early notification and communicate any changes in the compensation structure well in advance of the change date. Also, be sure to promote transparency. Be clear about the rea- sons behind the change and the benefits and challenges it may pose for both employees and the company. Then, provide documentation. Put a detailed plan in writing and, if necessary, provide training and support to help employees understand the changes.
“Compensation plans are an agreement between the company and the employee, so it’s imperative employees understand changes before they take place.”
PLAN FOR EMPLOYEE FEEDBACK Along the same vein of ensuring clear communication, keep in mind that this communication should go both ways. The best way to ensure that a change in compensation structure will be received well will be to make sure that employees feel that their concerns have been addressed ahead of time. Seek input and allow for employee input prior to finalizing any changes, if possible. Be open to hearing and addressing their ques- tions and concerns, and, ensure consistent information. Appoint a
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