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DECEMBER 2024 I VOL. 35, NO. 11
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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December 2024
THE EXCELLENCE ISSUE I 39 R Retail Excellence Awards | 40
DRUM CENTER OF PORTSMOUTH MUSIC INC.’S 2024 RETAILER OF THE YEAR SWEETWATER GUITAR CENTER PROAUDIOSTAR PLAYGROUND MUSIC CENTER
Supplier Excellence Awards | 50 S YAMAHA D’ADDARIO EASTMAN MUSIC COMPANY HARRIS-TELLER THE MUSIC PEOPLE P Product Excellence Awards | 56
34 I FROM THE TOP
Amati’s Fine Instruments’ founder Michael Schear talks manufacturing in China.
Drum Center of Portsmouth’s Shane Kinney
26 I IN THE TRENCHES X Cyph Shah shares MI retail new year’s resolution ideas.
16 I NEWS X Hurricanes Helene, Milton Disrupt MI Business X She Rocks Names 2025 Award Winners X Guitar Center Appoints New EVP X Back to Rock Opens New Location X Martin Guitar Unveils Custom Shop Experience Center X GAMA Adds 2 New Board Members X ESP Guitars’ Founder Hisatake Shibuya Passes Away 14 I INDUSTRY PROFILE X How synth maker, Erica Synths, is educating the next generation of music-makers.
RETAILER ASK THE 62 I ASK THE RETAILER X More insightful takeaways from the 2024 Retail Excellence winners. 28 I NOTES & CENTS X Amanda Rueter shares her top 10 ideas for better year-end financial prep. 30 I WOMEN OF NAMM X AmpRx’s Cassandra Sotos details the secrets to her business’ success so far.
Erica Synths’ founder Girts Ozolins
Hurricane-affected retailers from Seven C Music.
Cover photo by Melissa Koren
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W hat you are holding in your hands is our annual Excel- lence Awards issue. Since the early 1990s, Music Inc. magazine has been highlighting the year’s best and bright- est suppliers, retailers and products in these Excellence Awards. Voted on by our reader base, these awards cel- ebrate brands and dealers that completed 365-days worth of excellent business operation and partnership. They recognize retailers who have PERSPECTIVE I BY KATIE KAILUS WE’RE BETTER TOGETHER
gone the extra mile for their customers, and suppliers who have gone the extra mile for their retailers. The latter was very evident in some of the reasons dealers gave when voting for their supplier of choice in this year’s Excellence Awards, which start on page 39. “Gabrielle as a representative really makes it so easy for all of us,” said one voting retailer of their D’Addario rep. “She is responsive and extremely helpful in anything we need.” Excellence-voting retailers shared a similar experience with Eastman Music Company with one saying, “This is an organization that believes feedback is a gift,” and another sharing, “Eastman al-
lows [its] dealers to thrive, and we really appreciate our partnership.” But the industry love wasn’t all one-sided. Excellence-voting suppliers also had positive things to say about the partnerships with their dealers and their day-to-day interactions. One in particular shared their love for working with Sweetwater by saying, “It’s always great working with them, [they] really do such a great job working with brands.” Another voting supplier praised their interactions with Drum Center of Portsmouth’s owner Shane Kinney and his team. “They’re on the pulse with quality content creation, product selec- tion, customer service and partnership with brands and vendors — [it] makes doing business with them smooth and enjoyable,” said one voter, while another added, “They always provide a positive experience for their manufacturer partners.” During a time when divisiveness — whether political or otherwise — is permeating our daily lives, it’s comforting to see dealers and suppliers work- ing with one another on the same mission: to create more music-makers. It’s no secret the pandemic took a toll on the MI industry’s dealer-rep relationship, but comments like the above shine a positive light that is so needed in this moment. As the holidays approach, consider taking the time out to send a personalized holiday thank-you note to a brand rep who went above and beyond this year, or a dealer partner who’s taking your brand to new heights. Because, when it comes down to it, we’re all in this together. MI
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Highlighting 50 Years T hank you Music Inc. for fea- turing Kidder Music on the cover of your November 2024 issue, and an extra thanks to [editor] Katie for listening to all our stories. We have learned so much reading Music Inc. over the years, and crack it open the minute it arrives. We sincerely appreciate your recognition of our 50th year in business. Beth Kidder Houlihan President Kidder Music Service Peoria, Illinois Thanks for the Recognition T hank you for the Industry Profile on our company Grover/Trophy Music Group in your November 2024 issue. It’s an honor to be recognized in Music Inc. magazine. Our past and future success would not be possible if it were not for the support of publications like yours and the eager and future-focused team we have assembled, in Kevin Skutt, our general manager; Sam Marchuk, our sales manager; Brian Rowan, our controller; Katie Sellers, our office admin; Evan Mitchell, our percussion specialist; and Ryan Milanko, our warehouse manager. That’s not to say also our dedicated warehouse and shop staff. We will continue innovating for the future while remember- ing the past and are excited for what lies ahead. Cory Berger President Grover/Trophy Music Group Cleveland Election’s Over, Enjoy the Holidays A big thank you to [editorial assistant] Kimberly Kapela for featuring our store, Gray- son’s Tune Town, in your No- vember 2024 issue.
We Are KSM Music W e were included in Music Inc.’s October 2024 issue, and we just wanted to share that KSM Music has been serving Logan, Utah, and its surround- ing communities for 28 years. Over the years we’ve grown and adapted to the changes in our community, the changes in the music world, and changes in the retail world. There are many challenges that we’ve had to overcome, especially with the rise of online shop- ping, but there are still many things that we can provide that online stores simply cannot. Our knowledge, passion and expertise create a welcoming and informative shopping ex- perience for customers who are both new to and experienced in music. Having someone there, face-to-face, really helps when a customer has questions that need to be answered. Being involved in the com- munity is also a big part of what we do. We set up booths, spon- sor events, and put on our own Songwriters Competition every year. Even though Logan is a city that’s quickly growing, it still has that “small town” vibe to it and there are many community events going on throughout the year. Being involved with com- munity events, providing service that can’t be beat, and providing a welcoming and knowledgeable store experience — that’s what keeps bringing people through our doors. Courtney Morgan Manager
We’re optimistic of our busi- ness prospects moving forward, starting with the fourth quarter of 2024. This year has been a battle for many brick-and-mortar retailers, but it’s our belief that with one of the most polarizing elections of our lifetimes now over, everyone can shift their fo- cus towards the holiday season. Calming inflation and lower in- terest rates also spur excitement in our community. We’d like to wish everyone a wonderful holiday season!
Snark Tuners and all lengths of instrument cables — and we make sure to have plenty of back-stock of strings that tend to sell. It’s a good time to get extra stock on things that just sell, because if it doesn’t sell during Christmas time, it’ll sell later in the year. We’re going to try to have more than 500 new and used ped- als by the end of 2025, so having extra stock of super usable pedals like a Boss TU-3, GCB95 Crybaby or an Ernie Ball VPJR Volume Pedal is always a good idea. We just started carrying Pedaltrain, and have most of the isolated power supplies from Voodoo Lab and TrueTone/1Spot, and that’s something any die hard pedal junky needs. Hank Failing Owner Hank’s Music Exchange Portland, Oregon
Connor Grayson Store Manager
Grayson’s Tune Town Montrose, California
KSM Music Logan, Utah
An Advocate for Stocking Up Early S tarting in October we start buying additional invento- ry that we think will sell well during the holidays — [like]
EDITOR’S NOTE: MUSIC INC. ENCOURAGES LETTERS AND RESPONSES TO ITS STORIES. EMAIL LETTERS TO EDITOR@MUSICINCMAG.COM.
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INSIDE NEWS > Page 16 The 2024 Hurricane Season Affects MI Businesses > Page 18 She Rocks Awards Names 2025 Recipients > Page 22 Guitar Center Adds New Chief of Stores
products that make the often-complicated world of modular synths approachable, ex- citing, and, most importantly, fun for young learners. Designed with both students and educators in mind, these tools bridge the gap between technology and creativity, making it easier than ever to explore the limitless possibilities of sound design. As electronic music and digital produc- tion are increasingly dominating the sound of popular music, Erica Synths’ approach is not only timely but essential. It provides a pathway for students to engage with new technology, transforming curiosity into creativity. The mastermind behind Erica Synths is founder and president Girts Ozolins, whose vision of music technology transcends the tradi- tional boundaries of synthesizer manufacturing. Ozolins is deeply committed to fostering a new generation of modular enthusiasts, and his emphasis on DIY kits exemplifies this passion. “In my early teenage years, I started DIY electronics as a hobby, and back then, there were no components available because Soviet Union electronic supplies were very limited,” Ozolins said. “I sourced components by disas- sembling old radios and TVs, and I navigated to electronic music instruments. I dropped this hobby because the market opened and electronics became available, and I became a teacher. Around 2010, I decided to build a small electronics constructor for my son, and I built small boxes with electronic components so he could interconnect those and learn how to build electronic circuits. I built a monster-sized Frankenstein form-factor modular system, and then I developed my own DIY kits and started selling them.” Ozolins has always prioritized the creation of instruments that not only deliver high-quality sound, but also provide a quality user experi- ence. The company’s focus on durability, design and performance sets Erica Synths apart in the world of modular synthesis. “We have always been famous for excep- tional build quality,” Ozolins said. “We create instruments with exceptional user interfaces
By focusing on accessible, hands-on learning, Erica Synths is helping to inspire the next generation of innovators in music. These educational tools are empowering young musicians to break free from traditional learning methods, letting them experiment and discover new ways of expression. — By Kimberly Kapela EMPOWERING FUTURE MUSICIANS Main: Erica Synths’ founder Girts Ozolins. Inset: Ozolins instructs during one of the music tech sessions.
H ave you ever wondered what the future of accessible music education looks like? Erica Synths, a Latvia-based company known for its innovative approach to modular synthesis, is reimagining music education by focusing on hands-on, accessible tools that bring the next generation into the world of sound creation.
Its latest educationally focused products reflect a growing movement toward clarify- ing modular synthesis and inspiring future musicians, producers and sound designers. Modular synthesis is being reimagined through a fresh lens as Erica Synths has launched a series of educationally minded
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so that the instrument is really fun to play and it really gives good feedback when a musician is using the instrument.” PIONEERING EDUCATION Ozolins’ experiences in education gave him insight into the connections between music, science and electronics, which ultimately inspired his innovative work with modular synthesis. As someone who understands the traditional education system, Ozolins saw how music education is often isolated from science and technology, despite its deep in- terconnections. “I see how the education system is set up; and when it comes to music education, science education and electronics education, it’s all con- nected,” Ozolins said. “I realized that music is the thing which connects both worlds, which is basically simultaneously science and art.” At the forefront of this effort is the Erica Synths Bullfrog, a desktop synthesizer available in multiple formats. Designed to make modular synthesis approachable, the Bullfrog comes in a compact version for individual learning as well as a larger, “giant” model for classroom teaching. This adaptability ensures that stu- dents of all ages and levels can engage with the instrument, whether in a formal music education setting or through personal explora- tion. The Bullfrog’s layout simplifies complex synthesis concepts, making it an ideal starting point for those curious about electronic music but unsure where to begin. In addition to the Bullfrog, Erica Synths has pioneered a variety of DIY kits that cater to hands-on learning, encouraging students to build their own synthesizers from the ground up. “We developed a synthesizer for kids that start having science lessons so they understand principles of how sound is produced, and then they have a Bullfrog synthesizer that offers them all possibilities to explore this sound and come up with their own sound design,” Ozolins explained. “This is a fully featured subtractive synthesizer. We have color-coded knobs in order to better explain principles and to address the short attention span of contem- porary kids. Blue knobs change pitch, green knobs change timber and red knobs change volume. It’s not semi modular, so when you just turn it on, it doesn’t make any sound. That’s a conscious decision, because we wanted kids to comprehend the synthesizer step by step, in order to really understand how some of this design works in modular synthesizers or subtractive synthesizers.” The Bullfrog also comes with an expansive user manual, which is a workbook for one semester for music teachers so they can run
lessons in music technology. In addition to the Bullfrog’s adaptable and accessible design, Erica Synths is planning on releasing more instruments in this line. “We will have Bullfrog drums by the end of the year or early next year,” Ozolins said. “We’re developing Bullfrog effects, like sound effects, and desktop instruments, as well. The Bullfrog ecosystem will cover all aspects of sound design in education. By bridging the gap between complex elec- tronic systems and the simplicity of learning, Erica Synths are creating a space where creativ-
ity and technical understanding can flourish together, and according to Ozolins, there are several universities who use Bullfrogs. “We’re now developing lesson-specific les- son plans for teachers so they can include these lessons in the curriculum,” Ozolins said. “I really see this spark in kids’ eyes when they start playing synthesizers and when they start getting their own personal- ized sounds out of synthesizer, and that’s very gratifying. Modular synths have infinite possibilities of exploration in song design and in music-making.” MI
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2024 HURRICANE SEASON AFFECTS MI BUSINESSES
I n the wake of Hurricanes Helene and Milton this fall, MI retailers and suppliers in Florida and North Carolina were hit hard. Hurricane Milton, which hit Florida on Oct. 10, and Hur- ricane Helene, which made landfall on Sept. 26 and caused severe flooding in Florida, Georgia and the Carolinas, created a complex impact for MI businesses. David Hosler, co-owner of Seven C Music in St. Petersburg, Florida, which specializes in high-end guitars, described his store’s firsthand experience dealing with Hurricane Milton: “The whole city [was] pretty much a di- saster,” Hosler said. “We closed the store on Tuesday afternoon [Oct. 8], and we opened back up on Tuesday [Oct. 15] and put guitars back on the wall. We didn’t have internet. There was no water available and no sewer available for at least a day. The whole beach area was wiped out. There’s at least 20 per- formance venues that are either completely gone or who knows what’s going to happen to them. It’s pretty disastrous.” To prep for natural disaster emergencies, Hosler said Seven C staffers boxed up guitars to prevent damage. “We probably got 40 guitars that were water damaged,” Hosler said. “We’ve got them in controlled environments, trying to see what can be saved. People have been walking in with entire collections that went underwater, vintage instruments, everything, and we’re doing all we can to help them.” Evan Rubinson, CEO and president of Meters Music, which is headquartered in Tampa, Florida, said challenges included severe shipping delays and functional work delays without internet or power. “Hurricane Helene and Hurricane Milton, making landfall within two weeks of each other was absolutely devastating for nearly three- quarters of Florida,” Rubinson said. “As for our Meters Music operations here in Tampa, it felt like we [were] closed more than we [were] open over those three weeks. Between perpetual power outages, lack of internet, flooding, team members’ homes being destroyed and shipping providers canceling most services for our area, it was a challenging time.” Also headquartered in Tampa is Violin Shop Tampa, where Hurricane Milton struck dur-
Seven C Music’s David Hosler (left) Joel Hosler.
ing the critical school music rental season. “The local music community faced sig- nificant disruptions due to the hurricanes, particularly in Hillsborough, Pinellas and Pasco counties, where schools were shut down for cleanup efforts, including power restoration, flooding and debris removal,” said owner Ethan Morency. “For students who took their instruments home, we had parents reach out or bring in instruments damaged by water that seeped into the cases.” Farther north in Asheville, North Carolina, is custom guitar designer Aluminati Guitars, which remained without power for a week after Hurricane Helene and without inter- net for nearly two. Despite the operational hurdles, owner James Little emphasized that the primary challenge was the financial impact caused by the lost revenue during the closure. One silver-lining, however, was Aluminati Guitars was able to continue paying employees throughout the hurricane-induced shutdown. “We were fortunate enough to be able to pay our employees during this time,” Little said. “They were able to go and volunteer and do things without having to worry about being able to live in the meantime.” Also in Asheville is legendary synth brand Moog Music, which took swift action in re- sponse to Hurricane Helene by suspending all operations to focus on the well-being of its employees. While the company had sufficient materials to continue production, access to
and from the facility was disrupted due to extensive damage in the area. “One of Moog’s core values is ‘Humbly Work Together,’ and this came alive as the people at Moog rallied to help themselves, their fami- lies and their coworkers,” said Joe Richardson, Moog’s president. “The team stayed in contact through group messages, checking on the well- being of colleagues and former employees, and providing updates about their safety and local conditions. Employees coordinated efforts to distribute essentials and even set up a com- mand center at our main production location to facilitate communication and logistics.” Just south of Asheville sits Serek Basses, a boutique bass maker in western North Carolina that’s still grappling with the aftermath of Hur- ricane Helene, which left a significant mark on its wood shop when a 100-foot pine tree toppled onto the shop, creating a hole in the roof and exposing essential equipment to rain damage. Serek Basses took donations through social media and Venmo to gather supplies. “We filled up a trailer full of supplies to bring back down to the area, and then the remainder of those proceeds was coordinated to local chari- ties,” said Jake Serek, owner. “There’s a wood supplier, Green River, and its warehouse [was] completely destroyed. We’re going to team up and buy some of the wood that they’ve been able to salvage from the flooding and build a series of instruments [where] proceeds will go back to hurricane relief.” MI — Kimberly Kapela
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GC Holds Event with Nile Rodgers at Hollywood Store Nile Rodgers during the GC event on Oct. 18. O n Oct. 18, Guitar Center held an event at its flagship Holly- wood, California, store featuring Grammy-winning guitarist Nile Rodgers. The event was held in celebration of 70 years of the Fender Stratocaster. For this special occasion, Guitar Center and Fender partnered together to welcome the legendary multi-Grammy Award-win- ning producer, guitarist and songwriter, who played a demo and held a Q&A and autograph signing. During the event, Rodgers discussed a wide range of topics, including his early influence from jazz guitarist Wes Montgomery, his trade at a pawn shop of his Barney Kessel guitar for a Maple Neck Stratocaster and more. {guitarcenter.com} MusicNomad Launches New Fret Care Hub M usicNomad has created the ultimate fret care resource for guitarists: the MusicNomad Fret Care Hub. The new Hub features well-thought-out fret care information for a guitarist to take their frets to the next level. “We wanted to create one place our community could access li-
brary resources to fix fret buzz and help them work on their frets,” said Rand Rognlien, Music Nomad’s CEO. “After countless hours of develop- ment, we designed the Fret Care Hub to help beginners to seasoned techs.” The Fret Care Hub includes a library of resources, including the Fret Care Flow, a step-by- step tool to help guide you to
properly eliminate fret buzz; how-to videos; fret care FAQs; and a Fret Buzz Tracker that allows you to record fret buzz issues. Proper fretwork is critical to the overall playability of your guitar or bass and the Fret Care Hub breaks fretwork down into a step-by-step process that is obtainable and within any guitarist’s capabilities. {musicnomadcare.com}
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She Rocks Names 2025 Honorees of Annual She Rocks Awards
T he Women’s International Music Net- work (WiMN) has announced honorees for the 13th annual She Rocks Awards. Taking place on January 25, 2025, at the Hilton Anaheim Pacific Ballroom during The 2025 NAMM Show, with NAMM as the presenting sponsor, the star-studded event will celebrate the achievements of women in music and audio, co-hosted by Jennifer Batten and Lindsey Stirling. Tick- ets are on sale now. The honorees include: Grammy-nominat- ed guitarist and songwriter Samantha Fish; multi-platinum singer-songwriter Christina Perri; executive director of Music Forward Foundation’s Nurit Siegel Smith; EVP of music and head of label at UnitedMasters LaTrice Burnette; and the director of Cus- tom Shop sales at C.F. Martin Guitar & Co. Theresa Hoffman. These honorees join the
Some of She Rocks’ 2025 honorees. From left: Samantha Fish, Christina Perri, Nurit Siegel Smith, LaTrice Burnette and Theresa Hoffman.
previously announced honorees, which include Grammy winner Paula Cole and
Shure CEO Christine Schyvinck, among many others. {sherocksawards.com}
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Analysis Plus Cables Debuts Updated Dealer Portal A nalysis Plus, designer and manufacturer of high-end cables for more than 30 years, has launched a new, dedicated portal website to serve its growing network of authorized dealers. The new portal is designed to be both functional and promotional. For new and existing dealers, the portal offers a complete dealer store that provides easy order placement without the need to send separate emails, make additional phone calls, or produce complicated purchase orders. Additionally, the website provides network dealers with a variety of materials, both promotional and educational, that can be used in conjunction with their sales activities featuring Analysis Plus products. {analysis.plus} Alfred Music, Musica Baltica Strike Deal A lfred Music has struck a new distribution partnership with Musica Baltica, a Latvian music publisher. This strategic alliance will expand the reach of Musica Baltica’s catalog, making its works available to a wider audience of musicians and educators. “Alfred Music is excited to partner with Musica Baltica as their exclusive distributor,” said Derek Richard, vice president of production and operations for Alfred Music. “We’re delighted to help make their wonderfully rich and
evocative catalog of contemporary Latvian music more accessible.” “We’re thrilled to partner with Alfred Music and bring our catalog to a global market,” said Karoline Zobens-East, managing director of Musica Baltica. {alfred.com}
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DONNER NAMES GUITARIST MIYAVI AS ITS NEW CREATIVE DIRECTOR D onner has appointed Japanese guitarist Mi-
headquarters and factory, I could feel how much the staff had dedicated themselves to their work and product- making. With Donner, there are many possibilities for me. The most exciting part is freedom. We can create
Yamaha’s Heather Mansell (left) and Fishman’s Chris DeMaria.
yavi as its new creative director. Effective now, the guitar player will be responsible for the design and creative direction of Donner’s various musical instrument lines.
Miyavi
something not only like a guitar or a pedal, but also something entirely different, as if it came from another planet. That’s why, as the creative director, I truly believe in the potential and possibilities of those who work hard. As long as you have a pure spirit and a fire in your heart, you can go anywhere. I felt this at Donner. So, that’s why I’m here, not only as a guitarist but as a musician and a creator. That’s my mission in this role.” “I am thrilled to welcome Miyavi back as our new creative director, following our successful collaborations at the 2024 Music China show,” said Yiming Wen, Donner’s vice president of brand marketing. “His innovative vision, extending beyond music, is sure to guide Donner into an exciting new era.” {donnermusic.com}
The appointment of Miyavi aligns with Donner’s status as a music technology brand, further highlighting the brand’s values of continuous innovation, explora- tion and discovery. “When I was young, the guitar was a weapon to conquer the obstacles in my life. Now, it is a bridge between me and the world, allowing me to deliver my messages and express myself and my feelings,” Miyavi said. “At this point, it’s not about technique but about how con- nected you are with your instrument. It doesn’t have to be a guitar; it could be a keyboard, a pedal, a microphone or a drum set. We use these instruments to express ourselves freely.” He continued, “When I visited Donner’s
GAMA Welcomes 2 New Board Members T he Guitar & Accessories Marketing Association (GAMA) has added two new board members for 2024-2025. Yamaha’s Heather Mansell and Fishman’s Chris DeMaria have both joined the GAMA board just as the organization gears up to celebrate the 30th anniversary of its Teaching Guitar Workshop program in 2025. Mansell is currently the manager of segment marketing/education at Yamaha Corp. of America. With a career spanning more than 25 years, Mansell has built a strong record across multiple facets of the music industry, including product management, strategic partnerships and marketing leadership. She began her career in retail at Shar Music, after which she became strings product specialist for Yamaha Canada before joining Yamaha Corp. of America as product manager. Recognized for her leadership, she was awarded one of the inaugural Women of NAMM professional development scholarships in 2020. DeMaria is a seasoned marketing professional with 30 years of experience in branding, artist and entertainment relations, promotions, strategic advertising, and media partnerships. He has spent the past 20 years as the head of marketing for Fishman Transducers. In addition to growing the brand through effective marketing strategies, he has built an artist roster that reflects a range of genres and performers. DeMaria continues to serve Fishman as vice president of marketing and artist relations, supported by a marketing team based in Andover, Massachusetts, and Nashville, Tennessee. {discoverguitar.com}
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B ach to Rock has opened a new school in Severna Park, Maryland, and invited the local community to a free event on Nov. 17 at the new location. Attendees partici- pated in tours and information sessions, enjoyed performances, and tried out free mini lessons. “We couldn’t be more excited to open our newest school in Severna Park. The area is to bring something new to the community. Janice is passionate about music, is a work- ing musician who plays the electric guitar and sings in a band, so she has valuable know-how to share with her students. Her expertise as a successful real estate manager, combined with her hands-on experience in music, makes her an ideal leader for Bach to Rock Severna Park.” {bachtorock.com} Bach to Rock Opens New Maryland Location ARTIST APPROVED perfectly situated between Annapolis and Baltimore, and it is very family-oriented with a small-town feel. We bring the right vibe, energy and most importantly, our unique music curriculum, which is sure to enrich the music and arts programs available to students there,” said Brian Gross, Bach to Rock’s president. “[Franchisees] Janice and John [Hariadi] live in the area and are eager
The lead guitarist of rock band Mayday Parade details his favorite guitar of all time and what’s in his arsenal right now. BROOKS BETTS Music Inc.: What was your first instrument? Brooks Betts: My first instrument was a Peavey Horizon II electric guitar. MI: Awesome. What’s your all-time favorite guitar? BB: Probably a Fender USA-made Stan- dard 1991. MI : Great choice. What instruments are in your arsenal right now? BB: Right now, I’m playing a Taylor CE 600 Acoustic, an Ernie Ball Stingray Mu- sic Man Bass, the Fender Nile Rodgers Hitmaker Stratocaster Electric Guitar in Olympic White and a Fender American Standard Telecaster. — Kimberly Kapela
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GUITAR CENTER NAMES MIKE SCHULTHEIS AS EVP, CHIEF STORES OFFICER G uitar Center has ap- pointed Mike Schul-
of U.S. stores for PetSmart, where he led the store teams to increased revenues of over 40% within five years. He practices a hands-on leader- ship style of learning from the front lines by often vis- iting stores in person and connecting with associates and customers. His previous experience includes building
boosting revenue, expanding capabilities, streamlining processes, and developing top- notch teams, Mike will empower our Guitar Center stores to deliver the growth we know we are capable of,” Dalporto said. “He brings over 30 years of experience at well-known companies, such as PetSmart and Office Depot. He is the exceptional leader that our store teams deserve, and I am extremely excited for our associates to collaborate with him.” “I am thrilled to join the Guitar Center leadership team,” Schultheis said. “Guitar Center is a brand with a loyal customer base of the world’s most passionate musicians, and I plan to help further reinforce and bolster that to deliver a best-in-class store experi- ence.” {guitarcenter.com}
theis as its executive vice president (EVP) and chief stores officer, effective im- mediately. In his new role, Schultheis will oversee and manage every facet of Gui- tar Center retail stores. He will report directly to CEO Gabe Dalporto. Schultheis’
Mike Schultheis
appointment reflects Guitar Center’s ongoing initiatives to generate growth through an engaging and experiential store environment supported by a deeply knowledgeable and engaging sales team. Most recently, Schultheis was the SVP
selling cultures, managing service-based busi- ness, delivering deep product expertise and training, and enhancing operational efficien- cies — all while delivering an outstanding customer experience. “With a proven retail track record of
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Cloud Microphones Expands Distribution to South America C loud Microphones has expanded its dis- tribution network in Central and South
“These partnerships mark another step in our commitment to expanding our global pres- ence and supporting the international music community,” said Rodger Cloud, founder and CEO of Cloud Microphones. “We look forward to collaborating with our new distributors to empower musicians, podcasters, broadcasters, and others to enhance their audio quality and share Cloud’s message of creative inspiration.”
Pro Audio Sistemas, based in Chile, is among the new distributors of Cloud’s products. “The opportunity to represent Rodger’s innovative solutions was one I couldn’t pass up,” said Javier Salvo, CEO and founder of Pro Audio Sistemas. “We invite everyone in Chile to visit our store and discover firsthand why Cloud Microphones is recognized worldwide as an industry leader.” {cloudmicrophones.com}
America. New partnerships have been estab- lished in El Salvador, Guatemala, Nicaragua, Argentina, Uruguay and Chile. Manufactured in the U.S., Cloud Mi- crophones is committed to responsible production and has received numerous industry accolades.
ESP GUITARS FOUNDER HISATAKE SHIBUYA PASSES AWAY E SP Guitars has announced the
company’s founder and owner, Hisatake Shibuya, passed away in late September. He was 87 years old. “As we mourn Mr.
Hisatake Shibuya
Shibuya’s loss, we can take comfort in the strong foundation that he created for ESP,” said Matt Masciandaro, president and CEO of The ESP Guitar Company USA. “This will continue to guide us as we move the company forward into a promising future. Together, we will carry forward his vision, and I am confident that ESP’s best days are still ahead.” Born on Sado Island and having spent his early years in Kyoto, Japan, Shibuya first began employment with Kawai as an electric guitar salesman, and after a number of years there, spent time working for Yamaha in a similar role. In 1975, Shibuya opened a small work- shop and retail store in Tokyo that he called Electric Sound Products, or ESP for short. ESP began developing a solid reputation, first for creating upgraded replacement parts for existing guitars, and then for building exquisite new instruments from the ground up. Shibuya’s strong and clear vision enabled the small company to be successful from the start, and he became well respected within the music industry worldwide, eventually becoming a legend- ary figure for all people who love music. Shibuya’s business acumen led to other ventures. After opening music and guitar- building schools in Japan, in 1994 he pur- chased Musicians Institute in Los Angeles, one of the preeminent educational facilities for contemporary music. {espguitars.com}
DECEMBER 2024 I MUSIC INC. I 23
Chris Martin IV and president and CEO Thomas Ripsam cut the ribbon and gave tours of the Center, while brand ambas- sador Craig Thatcher entertained guests with a live acoustic performance. According to Martin, the creation of the Experience Center stems from the brand’s commitment to “offering an exceptional experience that matches the quality of its custom guitars. Designed to be both in- viting and inspiring, the Center provides a comfortable space where visitors can engage in every step of the custom guitar- building process, from wood selection to final design.” Key features of the new 1,900-square-foot Custom Shop Experience Center include a spacious lounge area, a fully equipped kitchen for meals and refreshments, and a private “tone booth” for testing and playing guitars. Each room is also equipped with high-definition screens for virtual meet- ings, showcasing custom shop imagery and facilitating collaborative design sessions. {martinguitar.com}
Martin Guitar Unveils New Custom Shop Experience Center M artin Guitar has announced the open- ing of its Custom Shop Experience artists can immerse themselves in the art- istry and craftsmanship behind Martin’s custom-built instruments. Team Martin Guitar at the Oct. 8 Center unveiling event. From left: Martin Guitar’s Fred Greene, Mike Nelson, Thomas Ripsam, Chris Martin IV and Theresa Hoffman.
Center at its headquarters in Nazareth, Pennsylvania. This new facility aims to provide an environment where Martin’s retailers, distributors, select customers and
Martin celebrated the opening of the new space with a private event on the evening of Oct. 8. Executive chairman
24 I MUSIC INC. I DECEMBER 2024
DECEMBER 2024 I MUSIC INC. I 25
> Page 28 Notes & Cents
> Page 30 Women of NAMM
IN THE TRENCHES I CYPH SHAH CREATING RETAIL RESOLUTIONS T he rebirth of a new year is an opportu- nity to revisit and overcome the pla- teaus we previously place bulk orders for hundreds of pieces multiple times this year. Now, it’s become a com- mon thing my customers stop in for. Life-changing money? No, but evidence of the snowball effect at work. For the analytically inclined
faced. As business savants, the opportunity to engage new year retail resolutions can be a vital source of lifeblood in the re- tail ecosystem. For most of us though, as the shine of a sparkly new year fades, so does the com- mitment we placed into these resolutions. I have a hack to overcome this holiday hurdle. First, let’s set the foundation. Transform- ing the root of your default interaction with these goals is available by understanding this premise whole-heartedly: Incre- mental growth does not bear fruit to linear returns. Rather, it’s proven to provide exponen- tial returns. Let that sink in so you internalize the value in that. Remind yourself of that notion for just a few moments during your morning routine. This way it can autonomously present it- self while you’re making micro decisions later in the day. Now, pull back a bit further on the lens. Try to recall all the improvements you passively told yourself you wanted to make during the course of the year. Evaluate your retail space. You’re going to need to trigger your memory, so bite down on some leather and think about your pain points.
out there, have you been won- dering what would happen if you incorporated more busi- ness intelligence tactics? Spot- ting trends in product sales or deficiencies in your choice of quantity to stock on orders can be a welcome lighthouse when in search of land. Understanding what to look for when com- paring quarterly sales reports can be a useful asset to your methodology. Or better yet, fig- ure out a unique way for your business model to use ChatGPT to do the heavy lifting by creat- ing the perfect prompts. You might even have a little R&D project on your hands that one of your employees would have fun with. The possibilities of AI are literally limitless at this point, and for $20 a month, it’s hardly a SpaceX-level capital investment. Perhaps you don’t have the solutions in mind just yet but you can easily spot the problem areas. This can take shape in something like poor inventory tracking that leads to canceling online orders, or a certain skillset your team lacks that’s caused aggravating setbacks but weren’t monumental
“The opportunity to engage new year retail resolutions can be a vital source of lifeblood in the retail ecosystem.”
Maybe you’re tired of turn- ing customers away when they request a specific niche item you don’t stock. You’ve already considered the potential in on- boarding some of these products into your inventory but never got to it. For us at Astro AVL in
Glendale, California, that was a really simple countertop prod- uct. Chroma Caps are used for DJ equipment to give artists the opportunity to customize the look of their gear. While they only sell for a few bucks each, I’ve had one customer
26 I MUSIC INC. I DECEMBER 2024
relish the opportunity to take the reins to impress you. Now, add a final point to your list: a system to monitor these tasks’ progressions and a project leader to both develop and manage it. Have them report back on a bi-weekly or monthly basis. Holding them accountable by keeping a routine meeting on the calendar will also help you feel accountable to the upkeep of what you tasked them to do. It’s a two-way street. Think of it like a personal trainer. Once your list is generated, your team is
up to speed and a progress-tracking system is in place, you can sit back and relax for the rest of the year! OK, maybe not, but you will feel a lot more positive about where you stand on things. The work will be slow and steady, but as long as you re- member the simple force multiplier effect of incremental work achieving exponential gains you will have the right fortitude to carry these resolutions to completion. 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.
enough to cause you to halt what you were doing to course correct it. Whatever it is, put it on the list. Figur- ing out the answers isn’t important right now. But if you need some additional help, here are your optimal targets to consider: MERCHANDISE & DEMO DISPLAY Take a closer look under the hood. Our shop, Astro AVL, has different DJ control- lers laid out on display throughout the year and they frequently change. That means there is usually a rats nest of cables lurk- ing below, remnants of old XLR or power cables that were abandoned because it was easier for someone to grab a fresh one. Audit these areas of your shop that you probably breeze right past and you can have a slew of projects to assign to your team to complete before the snow outside your door has had a chance to melt. DEPRECIATING INVENTORY Cruise through your warehouse and see if you can spot anything with a birthday or on the cusp of discontinuation. If it’s old enough to walk, it’s probably time for it to leave the nest. Make note of some examples and then send a search and rescue team to go identify the rest. Make a comprehensive list. Fire-sale this stuff and create valuable real estate in your storage capacity while freeing up some liquidity. Shedding weight is always at the top of everyone’s resolu- tions list so this should fit right in. SKILLED LABOR You can’t do everything alone, which means there are probably some gaps in your capacity to accomplish all your goals. Maybe it’s an in-house repair technician or a more speedy pair of hands in the warehouse. Training your team is one avenue, but sometimes bringing a fresh face onboard with a higher capacity for the desired results will have positive secondary benefits upon the rest of the staff. CUSTOMER OUTREACH Maybe you’re a bit green with envy over a competitor’s flashy newsletters or social media clout. Pick a good example from one of your industry neighbors to use as inspirational guidance on how you want to revamp your own. Perhaps it’s time to start that Constant Contact or Mailchimp account. Ask your team if any of them have any hidden talents with social media content. The answer may surprise you, and if it’s something they enjoy, they will
DECEMBER 2024 I MUSIC INC. I 27
NOTES & CENTS I BY AMANDA RUETER Start Year-End Prep—Now!
T he month of December is big for many companies across the industry. Many of us are in the middle of an influx of holiday shoppers, prepping for travel to upcoming confer- ences and trade shows, and getting ready for the start of another new year. With all this on our plates, December may not be the right time for big year-end projects, but that doesn’t mean that we shouldn’t be looking for small ways to end the year strong. Here’s my list of the top 10 tasks to consider this month to ensure a smoother end to 2024 and a stronger start to 2025.
Clear out stagnant inventory. Whether it’s an after-Christmas clear- ance or a promotion targeting holiday shoppers, December is a great month to move items that have overstayed their welcome. Conduct employee reviews and bo- nus planning. Do employee per- formance reviews and plan bonuses, if applicable, to boost morale and close out the year positively. Consider paying out some year-end bonuses during December to both reduce your tax liability and end the year on a positive note for your employees. Plan out important 2025 dates. In addi- tion to planning your marketing and travel schedules, mark dead- lines for negotiating contracted expenses like insurance, lease renewals, and services such as trash or cleaning. Set reminders now for two-to-four weeks before these deadlines, so you have time to shop around for better deals in 2025. Prepare for next year’s goals and budget. Set goals for the upcoming fiscal year and prepare a budget based on this year’s performance, adjusting for anticipated market changes. Sharing these goals with your team will provide a clear direction for growth and ensure better financial control heading into the new year. While December can be hec- tic, taking time to focus on these smaller, strategic moves can set the stage for a strong 2025. A little prep now can pay off significantly when the new year begins. MI
Schedule a meeting with your tax preparer. Meet with your accountant to review year-to-date profits and tax strategies, such as taking advantage of tax credits or deductions like Section 179 for asset purchases. Dis- cuss any of the strategies you’re considering to better understand how they may impact your 2024 taxes. Ensure accuracy of inventory. Even if you don’t have time to count every piece of inventory before year-end, focus on areas with potential high-dollar discrepancies. Prioritize counting inventory categories that have been historically inaccurate. While no company wants to see shrinkage on the income statement, ignoring this could mean you’re paying taxes on profits that should have been written off.
Consider pre-paying certain business expenses. There are many expenses that may be able to be rec- ognized in the period in which they are paid, even if the benefits won’t be realized until a future period. If you’ve got an influx of holi- day cash, check with your tax preparer to see if it makes sense for your business to prepay certain business expenses, such as insurance, rent or advertising for the upcoming year to reduce your taxable income in the current year.
“A little prep now can pay off significantly
when the new year begins.”
Invest in technology or equipment purchases. Additionally, if there’s a surplus of cash, consider purchasing new technology, tools, or equipment that can be depreciated or written off for tax purposes. Update and clean up your records. Reconcile bank statements, re- view expense accounts and ensure all financial records are up- to-date for the year. This will make tax filing easier, ensure ac- curacy in reporting and minimize the risk of costly errors. Optimize your accounts payable and accounts receivable. Follow up on outstand- ing invoices to ensure all payments are collected before year-end. This way, you can start 2025 with improved cash flow and lower liabilities.
Amanda Rueter is the vice president of finance and operations at Ernie Williamson Music, a six-location dealer headquar- tered in Springfield, Missouri.
28 I MUSIC INC. I DECEMBER 2024
DECEMBER 2024 I MUSIC INC. I 29
WOMEN OF NAMM I BY CASSANDRA SOTOS The Setup for Success
S ince my partner and I took over AmpRx nearly three years ago, we’ve experienced a whirlwind of change — and even more since I attended the Women of NAMM Leadership Summit just over a year ago. We’ve had the good fortune of more than doubling our business since 2022 and this year, following the Summit, have experienced similar growth — ex- ceeding our 2023 sales by the third quarter of 2024. This growth has challenged us and pushed us to reflect on the key factors driving our progress and, more importantly, what we should focus on as we continue to forge ahead.
your team, your customers, your products and yourself. THE TEAM What makes this truly work is that I have a great partnership and a great team. Clark, my partner, and I started out as just the two of us, so we know “how” to do most ev- erything that makes our machine run. Delegating with a deep un- derstanding of the day-to-day and approaching team building with a coaching mindset have been crucial. As a result, we have an incredibly dedicated and talented team. As with most small business owners, we’re fully invested both personally and professionally and I believe that shows in the quality of our work, the strength of our team and our overall growth. “MOST IMPROVED” IS THE REAL WIN We’re not the biggest, we haven’t been around the longest, and in an industry like ours where so many brands have longstanding worldwide impact, it can be easy to feel like a speck on the map. Regardless, we choose to celebrate our wins, big and small. I never allow the fact that we’re a small business, a small team or that we carry niche products to diminish our efforts. We should all show up and play ball like we mean it and like we were invited. And when I’m not invited, I invite myself. No matter where we stand — whether it’s in terms of sales or dollars — my goal is that we always strive for “most improved.” Because in the end, the only true loss comes when we stop looking forward, stop learning and stop growing. MI Cassandra Sotos is the co-owner and CEO of AmpRx and was awarded the 2024 NAMM Female Entrepreneur of the Year. She’s also a member of Women of NAMM.
We’ve streamlined, updated, documented, improved, advanced … what other buzz words am I missing … but we all do that, right? I can tie everything back to asking the right questions, truly caring about your mission, and of course, having the right people on your team. ASK THE RIGHT QUESTIONS Every time I find myself truly at an impasse, I’m asking the wrong question. Sometimes you need to be in the right room with people willing to point you in the right direction. For me, the right room was the WoN Summit. In addition to the skills that I learned at the Sum- mit, participating in a community of people like WoN allows me to step out and take risks. Knowing people I trust often gives me the confidence to drill down to the right questions and find those answers myself. And when I need it, help is there.
“I can tie everything back to asking the right questions, truly caring about your mission, and of course, having the right people on your team.”
THE ROAD WILL RISE TO MEET YOU I’m responsible for creating demand for my prod- ucts. I’m not just talking about marketing and social media — I mean creating an internal culture that truly values the impact our products have on our customers and their experiences. I should believe in what we do more than anyone, and I remind myself to consider that at every juncture. When we took over the brand, we brought a fresh perspective, vigor, curiosity and excite- ment for a new chapter. We were ready to create
and collaborate and in that stance, we have been met with the same energy. I believe this positive shift contributed to the demand grow- ing to meet our supply. Our customers care deeply about their gear, and even more, they care deeply about their experience playing music. Our team meets them in that care and it has paid back in spades. As professional musi- cians first, this has been a natural yet critical facet of our approach. We must always follow our core principles and be an image of what we hope to see in our community. Nothing beats truly caring about
30 I MUSIC INC. I DECEMBER 2024
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