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FOR EVERYONE IN THE MI BUSINESS | ISSUE 173 | OCTOBER 2014

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MI Professional Issue 173 October 2014

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FOR EVERYONE IN THE MI BUSINESS | ISSUE 173 | OCTOBER 2014

P8 SECRET DEALER P37 P42

Are guitar packs a great solution for new customers or a missed opportunity for some added value sales?

WWW.MI-PRO.CO.UK PRINT ONLINE MOBILE

AT A TIME when a lot of dealers are looking for a point of difference in-store and distributors are also seeking stand-out in their product line-up, licensed product is certainly worth looking at.

For manufacturers, the true test of a brand’s strength is in being able to use it effectively in often completely unrelated, areas. White goods is a million miles away

not only the best example of a successful licensing tie-in in this market, but also stands up pretty well elsewhere.

Both Peavey and JHS are enjoying great success with their character-licensed instrument ranges and they have become a cool entry point for beginners.

It’s important to get the link between product and brand correct or you can cause damage to both, but a sensible, structured, licensing programme with a recognised licensing agency can add a completely new revenue stream. Big names in MI are waking up to this, Fender, the aforementioned Marshall; even Gibson is now called Gibson Brands (although,

strangely, it claims to not to have a dedicated licensing

programme). It will though. The Gibson brand is too strong to do anything else.

On 7th-9th October at Olympia, the European

licensing industry puts on its annual showcase of brands and products from a huge variety of sectors. It is well

worth a visit. It is a market that has

become too important to ignore. Even for MI.

Brand standEDITORIAL COMMENTIN THIS ISSUE

Darrell CarterPublisher

[email protected]

Follow us on Twitter@MIProfessional

Philip RandallDesigner

[email protected]

[email protected]

6

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Enquiries to: MI Pro, NewBay Media, Saxon House, 6a St. Andrew Street, Hertford SG14 1JA.

Tel: 01992 535646 (Editorial) Tel: 01992 535647 (Sales) Fax: 01992 535648

© NewBay Media 2014All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means electronic or mechanical, including photocopying, recording or any information storage or retrieval system without the express prior written consent of the publisher. The contents of MiPro are subject to reproduction in information storage and retrieval systems. Printed by Pensord, Tram Road, Pontllanfraith, NP12 2YHA

REGULARS: Analysis 6 MIA 8 The Sales Man 8 Appointments 9 Events 9 Secret Dealer 37 Backline 48

Daniel GumbleDeputy Editor

[email protected]

Show businessIs desire for a big UK showcase really gathering pace? And, if so, who can deliver it?

Secret DealerIs the MI industry guilty of making guitar heroes out of the wrong people?

New GearNew offerings this month from Pioneer, Aria, Carlsbro, D’Addario, Gator, Chord, Waldorf and Focusrite

37 45

Ronnie DunganManaging Editor

37 Retail Analysis Marshall’s line-up with Softube signals a new

41 Tim Slater drops in on Herts Music Centre in St Albans for a chat

38 Advisory boardAre out of town store locations now better than the High Street?

42 Mystery ShopperOur undercover brother check outs stores in that there big London

11 Marshall planThe British amp giant

getting its act together

15 Brand LicensingAhead of Brand Licensing Europe, we look at how MI brands might add extra revenue with new branded lines.

20 Artist InterviewHot Chip singer and instrumentalist, Alexis Taylor, talks to MI Pro

23 BPM/PROA vignette of this year’s DJ, pro-audio and lighting event at the NEC.

31 KeyboardsNew products from Yamaha and Korg in a vital sector.

RETAIL FEATURES RECOMMENDED

Karma BertelsenAccount Manager

[email protected]

Event horizonsNews that The Music Show has been canned for this year,

demonstrates how tricky the event sector can be…

ANALYSIS

THE EVENT SECTOR continues to be somewhat unpredictable, as demonstrated by the cancellation of this year’s Music Show in Manchester.

The show, which made its debut last year at Manchester Central, won’t happen this year, but aims to re-emerge as the Musical Instrument and Technology Show in November next year at the nearby new venue of EventCity.

Event manager Chris Martin said: “We made the decision to postpone the show so that we can take the time to refocus the event, ensuring that it offers visitors and exhibitors alike a truly interactive experience, with a packed programme of features for musicians and music teachers, as well as those pursuing music industry careers. We’re also expanding to run over three days instead of two, which means we can put on a more substantial event for the industry.”

Figures from last year’s show showed total visitor numbers of 2,500 over the two days.

The visitor mix included schools, teachers, families, aspiring musicians and established professionals says the organiser.

Exhibitors at the show included AVID, ABRSM, Allianz, BIMM, Black Cat, Castle Rock Studio, Chord, Faber Music, Korg, Dawson’s, Forsyth’s Schimmel Pianos, Synthax Audio, The Sound Post, pBone, Royal Northern College of Music, Source Distribution, Take It Away, Tom & Will, Kawai, Stentor and Vincent Bach International, and more.

However, critics of the show complained that the focus of the event was unclear, being part consumer show, part trade and part educational with Music Mark, the UK

association for music education running its main annual conference alongside the event.

Ultimately, it seems visitor numbers of 2,500 were not enough to sustain interest in the show in its current format.

The event calendar continues to be somewhat fragmented in the UK. It’s not that there’s no public appetite for events, it’s more that the industry has not come up with something that will appeal to a broad cross-section of punters.

dedicated to niche audiences – acoustic guitar players, drummers, etc. None of which can accommodate any sort of trade element.

Events are cyclical in their nature, particularly trade events, which often start small and grow until the cost of attending offers little or no ROI.

There are some who would like to see the UK once again showcasing itself at a large-scale consumer and trade event. Right now, it seems no-one (except the Manchester show) is willing to risk trying to put that on.

it can be to get even small scale shows off the ground.

But if next year’s revamped Manchester show delivers a more focused experience it may well turn into something bigger.

If next year’s revamped Manchester show delivers a more focused experience it may well turn into something bigger

Manchester will once again play host to a show next year, but will it work?

BY RONNIE DUNGAN

COLIN REES has conducted sales training in the cycle industry for the last 15 years and is a business consultant specialising

THE SALES MANThe MIA is the trade body for the UK musical instrument industry, servicing and representing the interests of manufacturers, importers, publishers,

RecommendedKeyboards

PAGE

31

08 MIPRO OCTOBER 2014 -

The perfect shopHere’s a few questions to ask about your in-store experience…THE EVENT TAKES place on Wednesday

1st October at the British Library Conference Centre at 96 Euston Road, London. It is free to all MIA members, with a £50 fee for non-members, which is refundable if they join the MIA.

Places are limited to 270, contact 01403 800500 for more information or visit www.mia.org.uk

DAVID HAMIDWe are proud to announce David Hamid, one of the most successful retail entrepreneurs we have in the UK, David has a legacy of retail successes, most recently as a founding partner of a private equity company focussing upon retail turnarounds.

David spent the majority of his career with Dixons Group and over a 17 year period he managed a number of the Group’s

turnaround experience.

David will bring his vast experience to our Conference to talk about the changing role of bricks and mortar outlets as part of a multi-channel retailing strategy. He will also discuss the trends and challenges our industry must face in order to thrive in an ever-increasing competitive marketplace.

LARRY THOMASThe man who ran Guitar Center, the world’s largest MI retailer…and then went on to become CEO of

Fender, the world’s biggest guitar brand.

A passionate music fan and advocate, an active lifelong musician, who participates on several music-related boards.

Larry will be discussing his thoughts and insights into the future of our industry from both his retail and manufacturer perspective and experience.

RAFAEL RUIZ AND EILEEN MCKENDRY-GRAY The Birketts legal experts will host a special session on European Competition Law and its effect on the relationships between, and activities of, manufacturers, distributors and retailers in the music industry.

RICHARD POOLEYMeanwhile, Richard Pooley will be running a series of interactive workshops dealing with recent developments in contract law, with a focus on European-wide consumer protection laws, including distance selling.

MIA Conference 2014This year’s MIA industry event features former

chief, Larry Thomas, among the speakers and workshops, plus advice on retail and legal matters…

I AM OFTEN asked by owners when visiting bike shops

It can be quite helpful to run through a few areas with an owner for him to compare the environment he knows so well to an outsiders’ view with no historical baggage, commercially savvy, intent only on producing

owner waiting for people to come in or stimulating people to visit him? Does he welcome and encourage

actively go out to attract people into the store? There

Once in a store, what is the customers’ experience?

Do staff look the part or are they wearing the same white trainers they wore last year? What you wear says

in to buy? Are associated products grouped around mainstream products? Is the pricing clear, can I judge the value to me, are the shelves full? Do I feel comfortable?

Do the staff think they are there for customers or themselves? What is the underlying attitude of the

young staff mentored by more experienced people? Is there induction training, on- going training, a customer care approach, time planning, regular meetings, career progression, involvement in decision

A widely read marketing book once said: “There is nothing more damaging to a growing business than is encapsulated in the phrase; we’ve always done it like that.”

Colin ReesSales trainer and business [email protected]

Conference speakers include former Fender chief, Larry Thomas and a number of other experts

THE SPEAKERS

EVENTS DIARY 2014

POLAR AUDIO has announced the promotion of John Kaukis to its new head of MI and consumer sales.

The appointment comes as part of a recent internal restructuring for the company, which has seen it re-aligned into two distinct sectors – MI and installation.

In his new role, Kaukis will be responsible for managing every aspect of Polar Audio’s MI portfolio, which includes the recently acquired Mackie and Ampeg brands, whilst also heading

With a strong background in PA systems, live sound, recording and high-tech sound equipment, Kaukis spent six years working as UK sales manager for Loud Technologies before joining Polar Audio just over a year ago.

Polar Audio managing director, John Midgley, commented on the appointment: “John brings an abundance of knowledge and experience to this new role.

“Given the remit of the job at hand, it was

Polar Audio promotes KaukisJohn Kaukis will head up MI and consumer sales for the distributor.

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 09

APPOINTMENTS/EVENTS

1st OctoberMIA Business ConferenceThe British Library Conference Centre, LondonThis year’s MIA Business Conference will take place at The British Library Conference Centre in London on Wednesday, October 1st.

Free to attend for all MIA members, the event is open to retailers, suppliers and manufacturers and will feature small-scale stands for industry services such as shipping, legal, insurance etc, but no expo element.

5th OctoberThe Leeds Bradford Guitar ShowDawsons Corner, Pudsey

Now in its eighth year, the Leeds Bradford Guitar Show will once again take place at Pudsey Civic Hall, Dawsons Corner, Pudsey, LS28 5TA, on Sunday, October 5th 2014 from 10am to 4.00pm.

Attendees will be able to buy, sell and trade new, used and vintage guitars, amps, effects and accessories at bargain prices throughout the show.

More than 70 exhibitors and dealers will be present

on the day, offering special show bargains, workshops and demos.

23rd November 2014The Merseyside Guitar ShowAintree Racecourse Exhibition Centre, LiverpoolCelebrating 12 succesful years at the same venue, the 2014 Merseyside Guitar Show will once again take place on Sunday, November 23rd 2014 from 10am to 4.00pm at Aintree Racecourse Exhibition Centre, Ormskirk Rd, Liverpool, L9 5AS.

as one of the UK’s biggest regional events dedicated to guitars, the Merseyside Guitar show boasts four

exhibitors, collectors and dealers.

8th-11th OctoberMusic China 2014Shanghai New International Expo Centre Music China 2014 has recently added a ninth exhibition hall for what will be the show’s largest outing to date.

The nine halls will cover 98,000 sqm at the event, which takes place from October 8th-11th at the Shanghai New International Expo Centre in Shanghai, China.

a forensic understanding of each and every aspect of the product range, as well as being a good communicator and team leader.

this extremely demanding position.”

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 11

FEATURE

Louder and clearer

Ronnie Dungan

FEATURE

12 MIPRO OCTOBER 2014 WWW.MI-PRO.CO.UK

EVEN OUTSIDE OF the music market, there can’t be many brands in the world with the resilience of Marshall. Brands with enough residual goodwill and equity to withstand the harshest of critical and commercial bufferings.

It’s fair to say that Marshall, in the UK at least, has become somewhat...enigmatic, to put it kindly. The perception was of a company that was guarded, stuck in its ways and not keeping up with market trends. Never mind playing ‘one louder’,

playing on one. In the US and worldwide, the

strength of the brand is propping up its market share, but here in its

trading off former glories, in need of the direction and drive provided by its much-loved founder, the late Jim Marshall.

With a product offering that focused too much on the high end and obsessed over limited edition amp runs, and a dealer network that was placing its faith in more range-based brands, Marshall was badly in need of a clearer vision. Everyone in the trade knew it. All except those on the board of Marshall, it seems.

They know now. And change is afoot.

The addition of Michael Clapham (below, right) as sales manager, working in tandem with brand director, Craig Glover (left), has

they are putting in place measures to revitalise the product range and the

That process started with its

pared right back down to around 80 stores and categorised into three different levels - Elite, Premium and Selected.

“We came to the opinion that less was more,” says Clapham. “It’s based an old idea by Jim [Marshall] that you look at the dealer per town quota. And you look after the dealers that look after the brand.

“We looked at the geography of it and the dispersal and it wasn’t working. There was too much clutter. Marshall had become the dirty old brand in the corner. And other guys have come along and upped their game. Our peak was ten years ago.”

“It’s down to the product plan now”, adds Craig Glover. “There aren’t many brands with Marshall’s brand equity. And we certainly want to capitalise on that, but without the range of products to back it up any brand will ultimately erode and fail.”

The perceived imbalance of product offerings has been a

top end of the market and it hopes to put that right with a new range launching and, here’s the crucial part, available for retailers to sell, at NAMM.

“There hasn’t been a product roadmap that’s market driven, and

“It used to be the case that when Marshall products came out, you knew you wouldn’t be able to get enough stock because demand outstripped supply.”

“On the R&D side, we’ve changed the whole way the company works,” adds Glover. “The appointment of Santiago Alvarez as Technical Director has galvanised the R&D process and structured it in such a way that it’s no longer about just the current product or the one after that,

Essentially, Glover and Clapham have brought back some much

day sales and marketing activity.“It’s about the team and what we

need going forward,” says Glover. “It’s about micro-management and better communications; it’s about aligning the UK with the global; it’s about the constant stream of information that allows us to measure performance, react to the market, and to predict the market’s behaviour.”

Clapham adds: “The way we’ve changed the sales-force is very positive and the guys are working really hard. We’re looking at everybody’s potential and how we can unlock it.”

“There has been a lack of communication from Marshall for a very long time and we’ve been seen to be almost arrogant in our approach, which has been ‘we are

depends on how you say it,” says Glover.

and arrogance, but the two are positive that what it unveils at

NAMM will signal that Marshall is indeed, back.

“We have one key range of products at NAMM. And it will put Marshall back to where it needs to be,” he enthuses. “This range of products has great USPs, at key price points, with good margins.”

“Another big difference now is that we won’t be

There aren’t many brands with Marshall’s brand equity...but without the range of products to back it up, any brand will ultimately erode and fail. Craig Glover - Marshall Brand Director

releasing a product unless it is in the warehouse and ready to sell. Everything has to be in place. If the marketing elements aren’t right, we won’t release it. We want to launch at NAMM and for the warehouses in the US and Europe to be full.”

This whole new approach, which is the vision of managing director,

Marshall amp brand but also to its Eden bass amp brand and the Natal drum brand. Recently, of course,

Lag and D’Angelico guitar brands for Algam in the UK. It’s part of

a distributor for third party brands.“We’ve realigned ourselves as a

distributor in the UK as well. So we will be at NAMM as purchasers as well as sellers. We want people to

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 13

FEATURE

come to us with brands and ideas,” explains Clapham.

Both ranges will unveil new products at NAMM.

about to enter the modelling amp market, having tied up with Swedish

Marshall is describing the partnership as a “long term project with long term goals”, and says there are already a number of products in development.

Softube has been developing patented cutting edge software for the music industry since 2003.

professional audio mixing plug-ins that are used by artists such as Adele, Robyn, Black Sabbath and others.

Marshall’s change in attitude. In a market that has already embraced modelling technology and seen some noticeable successes from it, Marshall’s previous attitude was one of ‘they’re modelling our sound, so why would we need to do it?’.

little time for that kind of sentiment, which has only served to hold the

A thriving, competitive Marshall, making the right kind of noises, is exactly what the UK market needs right now.

Let’s face it. Things have been a bit too quiet of late.

The way we’ve changed the sales-force is very positive and the guys are working really hard. We’re looking at everybody’s potential and how we can unlock it

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BRAND LICENSING

IT’S PROBABLY FAIR to say that, historically, the music business and licensed merchandise have co-existed rather than collaborated. With the amount of cash being made from record sales, a mere merchandising deal would hardly have made a dent back in the day. However, the two industries have slowly come together and there is now a potentially very lucrative movement – and one that musical instrument retailers should be ready to make the most of.

In 2013, sales of licensed products in the US and Canada rose for the third year in a row, according to industry trade body LIMA. Sales grew to an estimated $5.655 billion in royalty revenue, translating to $115.75 billion in retail sales (an increase of 3.3 per cent and 3.25 per cent respectively above 2012 levels).

Character and entertainment brands – such as Teenage Mutant Ninja Turtles, SpongeBob Squarepants, The Beano and Peppa Pig – have already begun to make the leap from

toy and clothing aisles into musical instrument departments. JHS has been something of a driving force here, enjoying solid success with its range of branded musical instruments. And in the US, Peavey has also recently ramped up its licensed collection of electric and acoustic guitars, ukuleles and accessories, with Guardians of the Galaxy joining Star Wars, Spider-Man and Teenage Mutant Ninja Turtles in its stable.

There is now a pretty comprehensive range of artist licensed merchandise on the High Street, too – over and above what is usually sold at venues as tour items. Traditionally a poster specialist, GB Eye has branched out to include products such as tattoos, badges, credit card holders and sticker packs – all of which provide an opportunity for low price, everyday purchase.

MD of licsensinge trade body LIMA, Kelvyn Gardner, explains: “If you’re in the business of selling guitars and keyboards, a modest selection of such items can help tie up a sale on

even a casual shopping visit to your store.

“I’m also looking at wider opportunities here, too. Amateur musicians, and I count myself among them, can be as keen brand advocates as any consumer. I like my Gibson t-shirts and plectrums, and I’d probably be open to buy more Gibson-branded merchandise. Good timing, as they, Fender and others, have started moving into this space. Marshall, too,

from the other aspect of playing, are on the scene with among other things their rather wonderful DAB radios.”

So, where should MI retailers who might be looking to branch out

head for further information? Brand Licensing Europe – the only pan-European trade exhibition dedicated to the licensing industry – takes place at London’s Olympia from October 7th to 9th and would be an ideal starting point.

“For anyone new to licensing, or considering dipping their toes in the water, we would certainly recommend a visit [to the show],” says event director Darren Brechin. “It will give you access to hundreds of potential opportunities. There are a number of free seminar sessions in our educational programme designed to help you understand the business, and the show itself, as well as an Advice Centre.”

Brechin admits that over the next few years he expects to see growth within the musical instrument sector

In 2013 sales of licensed products in the US rose for the third year in a row. Translating to $115.7bn in retail sales

The world of product licensing can provide both incremental revenue for brand owners and a margin-making added-value range for retailers. Only a handful of MI brands carry the weight or heritage to license their brands, but the potential is there. Samantha Loveday, editor of market-leading trade site, Licensing.biz explains more…

Strike up the brand

BRAND LICENSING

16 MIPRO OCTOBER 2014 WWW.MI-PRO.CO.UK

at BLE. “What’s so fantastic [about licensing] is that it transcends all categories, no matter how far-reaching or unlikely brand tie-ins may initially sound. I hope to welcome more instrument owners to the

hand, how licensing can give their brand longevity.” For further details on Brand Licensing Europe, head to www.brandlicensing.eu.

So what of MI? There are really only a handful of brands that have enough equity and heritage to make the leap to other product sectors and

they’re not all that hard to name – Fender, Gibson, Marshall and, at a push, a few iconic guitar brands, maybe Rickenbacker or Martin perhaps?

Gibson Brands, as it is now calling itself, you would have thought would be steeped in licensing its brand across a broad range of product categories. But

has no product licensing programme. Which is intriguing.

Not so its big rival Fender which has worked with a number of top-name brands as part of its licensing activity.

“It is a very exciting time for music licensing,”

business development,

music enhances our lifestyles, opportunities to create consumables

Consumers actively use fashion, consumer electronics, art, and collectibles in order to celebrate their musical tastes. It is these categories where Fender sees the greatest opportunities regarding brand extensions.

“Presently, our global licensing initiatives have lead to a series of successful lifestyle extensions that include dozens of partners and feature a Who’s Who of world-class brands, including Volkswagen, Panasonic, UNIQLO, Lucky Brand, T-Mobile, and Pyramid International.

UK licensing agency Beanstalk in Europe, which helps identify potential areas for products to bear the Fender name.

“Europe represents a key growth area,” says Tedeschi. “We have collaborated with the prominent global brand licensing agency, Beanstalk, in order to create opportunities for high quality, music-centric products

consumers’ passion

for music. While the relationship

remains relatively new, Beanstalk’s understanding of the Fender brand has allowed them to develop a plan to focus on key lifestyle categories

music.” Fender also works with Brand

Licensing Team (BLT) in other territories.

“When we strategically pursue a licensing opportunity, the product must effectively communicate Fender’s historical impact on the evolution of modern music. If this can be accomplished, the product must then be presented in a way the music enthusiast will understand and be passionate about. As you can imagine, we are approached by hundreds of companies; the vast majority of ideas

Needless to say, you will never see a Fender cigarette or Stratocaster guitar-shaped chicken nuggets.”

Marshall has also enjoyed success in the licensed product sector with headphones, phone covers and of course, the Marshall fridge.

products coming out next year which includes three new Bluetooth audio devices - Stanmore, Woburn and Acton. All are named after parts of Jim Marshall’s life. Acton - where he was born; Stanmore where he spent time in hospital as a child and Woburn

Marshall works with a Swedish manufacturer called Zound, which it

Brand director, Craig Glover says: “It’s very important because it gets us into a different area and it’s incremental revenue. It’s a huge part of the business and a very interesting side as well.

“The products are a want as

opposed to a need,” adds sales and marketing manager, Michael Clapham. “It’s very powerful for the brand. People do think of it and associate it very much with rock and roll.

Glover sounds a note of caution, however: “If it’s the right product in the right areas then licensing works, otherwise it can really damage the brand equity.”

is bringing entertainment licences to music products.

Peavey has enjoyed success with its range of Marvel-licensed guitars, which it recently added to with a line of Guardians of the Galaxy instruments and accessories. The new product line features branded guitars, ukuleles, straps and plectrums.

JHS has also had success marketing branded SpongeBob Squarepants and Beano instruments licensed from Nickelodeon and DC Thomson, respectively.

“At JHS we have long established history of distributing quality entry-level products such as guitars, both full-sized and junior, ukuleles and drum kits. The obvious advantage of associating the product with an iconic character or brand such as Dennis

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 17

BRAND LICENSING

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YEARPLANNER

Pro Wallplanner 2013_v1_Music Week Wallplanner 2013 18/09/2013 10:35 Page 1

The MI Pro wall planner has always been an essential part of the MI industry, providing an accurate diary of the most important events and shows throughout 2015. The benefits of being on the wall planner include:

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2015

BRAND LICENSING

18 MIPRO OCTOBER 2014 WWW.MI-PRO.CO.UK

The Menace and The Beano, Teenage Mutant Ninja Turtles, or our old friend SpongeBob SquarePants is that you bring the opportunity of music creation to a whole new audience who may have never considered playing a musical instrument, but

to the character. Arguably, without the character, they would never have given music making a second thought.

“There may also be an argument that parents feel more positive about purchasing something as potentially creative and life-enhancing as an instrument, rather than acquiescing to demands for the usual pester power toy or other branded item.”

The rewards can be plentiful, but of course a brand doesn’t come for free, so there has to be an initial investment and of course, with that, comes an element of risk exposure.

“Everything’s a risk,” adds Coulson. “However, with such great characters as Dennis The Menace et al, you know you are working alongside

well-established and popular brands. Teenage Mutant Ninja Turtles, enjoys a great slot in the Nickelodeon channel’s scheduling, and the brand

£65 million in its opening week; that’s real popularity and brand strength. SpongeBob is now part of the lexicon, known by generations, a part of our lives really; an icon and the SBSP Real Musical instruments are a known and trusted brand.”

For retailers, licensed product makes a point of difference from the usual array of MI brands and Coulson believes they also attract a different customer base to the store.

“By and large the dealers love the products. The fact that they are genuinely playable real musical instruments means dealers are happy to recommend and customers can buy

‘Serious’ musicians may scoff of course, but there’s no doubt that licensed product can provide a much-needed alternative revenue stream for all parts of the business. And for MI there is huge, untapped potential.

The obvious advantage of associating with a brand or character is that you bring music creation to a whole new audience who may never have considered playing a musical instrument.

Head to Brand Licensing Europe to connect with brand owners and licensing agencies that can link your product with a money-making brand or vice versa.

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FOR TEN YEARS NOW, Alexis Taylor has been primarily known as the face and chief songwriter

It’s a job that’s kept him busy too,

crafted, genre-bending albums during that time, all of which have been the subject of much critical

In amongst his hefty recording and touring schedule, he’s also managed to squeeze numerous extra

jazz buffs will likely be familiar with his improv collective About Group, while his skills behind the desk were recently brought to the fore on folk artist James Yorkston’s new album The Cellardyke Recording and Wassailing Society

two solo albums – 2008’s Rubbed Out and this year’s follow-up Await Barbarians – not to mention the wonderfully titled Nayim from the Halfway Line

Picking up where his debut left off, Await Barbarians doesn’t so much build upon its predecessor’s minimalist brand of brittle balladeering and infectious pop as

Rubbed Out had the feel of a charming,

homemade experimentation, Await Barbarians boasts an

And, while it may have taken longer than anticipated to deliver, Taylor insists there was never any question as to whether his sophomore solo

done three About Group albums, and

a solo record before now,” Taylor

with all the other things I do, but I’m always trying to make new solo

been bubbling away I had a break in the tour and the

Although six years in the making, Await Barbarians serves very much as Rubbed Out, bearing scant resemblance to the

more immediate, bombastic sound

“I think it’s just the type of music

that, when I’m left to my own

general softness to the music, as I don’t really have aggression in my

that was an improvement in terms of composition and production for

it’s an improvement in terms of

“The main thing was getting the

one of these songs with a band and

I didn’t feel it sounded as good as the version I’d made on my own, so I stuck with the home recording, which was me playing all of the parts, rather than bringing in other

of doing something like that on your own, but also I’m aware of the things you can get right by doing

things you get wrong can end up sounding more appealing than if you do things the right way, if that makes sense!”

The new album also provided an opportunity for Taylor to

showcase his talents as a multi-

hear on the album was written, performed and recorded by the man

“Nearly every sound is a real instrument, rather than something

are two soft synths on the album,

There’s a Prophet 8 synthesizer

is all over the record, along with a

“I used a Gibson non-reverse Firebird guitar, a Fender Pro Reverb

and a Domino, which is an old

There’s also some mellotron strings on one track as well, but it’s all me

I had drum machines that I would make a pattern with then run through an effects pedal so it would have a phaser on it or something like I also used a Moogafooger Murf pedal quite a lot on the keyboards and I use

every note himself outside the box underpinned by a traditionalist devotion to authenticity? Not so,

“It’s not like ‘I’m all about real’, it’s just that I don’t know how to use MIDI very well, so everything

A bit like using the computer as a

and three About Group albums, Await Barbarians proved to be a labour of love for Taylor, such was

“It was done between going on

Group record, so it probably took about a year, but it wasn’t a year

take just a couple of minutes to write and then I’d start recording straight away, as soon as a new idea

would be the longest bit, just because it was something I hadn’t made my mind up about – whether I would hand it over to someone else

INTERVIEW

Alexis Taylor Hot Chip, About Group, solo artist

I wanted to make a record that was an overall improvement, in terms of both composition and production.

BY DANIEL GUMBLE

Hot Chip singer and multi-instrumentalist, Alexis Taylor, recently unveiled his new solo record Await Barbarians. Daniel Gumble caught up with him to talk gear, Hot Chip and ‘real music’...

Images

: B

rian

DeR

an

“The mixing took a while but that was because I didn’t do any of it

If I brought it down to hours it’s probably about a month’s work, but

The album also gave Taylor the chance to indulge a different way of working, compared to the more

production and the ideas that Joe comes up with when he begins an idea, and then coming up with lyrics, melodies and keyboard

very different from starting from

the similarities with working with

in my style that we add to and build

“The hardest thing is when you are getting close to realising an idea on your own in demo form and then bringing it to other people and it starts to feel like it’s getting changed unnecessarily or it’s not in keeping with what you imagined

the danger of doing a lot of stuff on your own; you end up knowing already what it should be like so it’s

For that reason it’s fun to step into somebody else’s beginning of an idea and contributing from that

than most bands these days,

of working together; something that is key to the eclectic, ever-evolving

“You’re always trying to change what you’re doing, you’re way of working, and that sometimes means you don’t arrive at results as quickly

“Your hopes and dreams for an album are not always the same from record to record, and with the latest recording we are making, part of the process that’s different is going into a room and working up a version of a song live together as a band, or just jamming in a room

a bit different from our previous methods of working, which were much more like one or two people at a time working on ideas, rather than

tentatively mooted for release next year, fans could be waiting a

continue to release solo material

next solo project is record with other people in a studio, rather

with James Yorkston producing his new album I really enjoyed the experience of using the studio and

“I’ll probably pursue that method a little bit more next time around, rather than just working from a

ideas come along I’ll continue to

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OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 25

GUITAR STARTER PACKS

THEY MIGHT NOT be every dealer’s cup of tea, but for many, the humble starter pack is something of a secret weapon in the battle to draw

and onto the high street. By making a lasting impression

vendors can at the very least give

the Amazons and Thomanns of the world by introducing said buyers to an excellent retail experience and a superior level of customer service.

yourself with a customer for life. Of course, there are some that

believe starter packs set beginners off on the wrong foot, and would sooner turn their attention toward something a little more pricey but of higher production quality. After all, if the product feels cheap, it could

Then there are those that like to

mix and match their own packages, bringing together combinations of different brands and products to offer consumers a bespoke service

to their budget.Whichever way you look at it,

the ability to set oneself apart from the competition these days is vital, especially amongst new players.

development of the guitar starter pack market, MI Pro spoke to some of the nation’s top retailers to get their take on the current state of the sector and what it has to offer dealers in today’s tough market…

Absolute beginnersDaniel Gumble

Whichever way you look at it, the ability to set oneself apart is vital, particularly amongst new players.

Starter packs can serve as a great way of generating new business for dealers.

MIPRO 27

GUITAR STARTER PACKS

MARK HEDGECookes Band Instruments

Guitar packs are a useful product but they do not sell in the kind of quantity they did 15 years ago. This type of box is available now from so many sources/retailers that people who are walking into a serious MI shop are generally looking for a more serious solution.

Fender/Squier is our version of Coca-Cola; all end users know the name so

type of sale, the last thing you want to be doing is having to explain the item in too much depth. The essential Items are a guitar, amp and a cable, but all packages come with extras like bags, tuners, tuition, strings, strap, cable, so lots of add on sales are lost when a guitar pack is sold. We tailor packs using different price points, brands and so on to make sure the customer walks away with a solution that will inspire and help them to play; securing future business for us all and enriching someone’s life

DAVE BAMFORDSymphony Music

On the surface, starter packs are a great concept, but I believe there are much better ways to target customers. In recent years, the entry-level market has become increasingly competitive and differentiating between good and bad product is harder with self-contained packs. For that reason, the lower cost often wins, so we have chosen to leave it.

The most recognisable packs are from Squier and the JHS Blaster packs, although most brands seem to offer starter packs of their entry-level guitars. We rarely carry them, although Epiphone has done some innovative packs that we’ve taken, including the new Slash ones, that are great value.

We do, however, create our own packs, as we can choose products from leading manufacturers that offer good margin, great features and value for the customer.

MIKE PODESTACranes

Starter guitar packs are a great help when attracting new musicians. Affordable and playable instruments will tempt and then help these musicians to succeed and hopefully become loyal customers. Parents generally purchase our starter packs for their youngsters. Older beginners do feature, but they are a minority for us. I would say that the older players are overwhelmingly beginners, rather than born again musicians.

It’s essential that these packs are set up correctly and sound good. We always have examples on display, ready to demonstrate. We tune and check the setup of each pack sold, which is time consuming but worth the extra effort to make sure that the

enjoyable experience.Sales in recent years, however,

offerings look very similar to the untrained eye, so we’re constantly battling to get the message across that our packs may cost more, but are very good quality with after sales back up. This isn’t easy, but if you get the opportunity to have the conversation, the customer can usually be convinced that what we offer is worth the extra purchase price.

For us, the most popular options are the Hudson ST3 and LPX packs and the Epiphone offerings, which are excellent value. We also make bespoke packages and often suggest a more substantial bag, especially if the student is travelling to and from school.

A good tutor book in addition to the DVD provided is always offered.

Some retailers prefer to steer clear of ready made starter guitar packs, instead compiling their own bespoke kits based on the needs of the buyer.

OCTOBER 2014 WWW.MI-PRO.CO.UK

MIPRO 29

GUITAR STARTER PACKS

ADRIAN BAMFORDNeath Music

Guitar starter packs play a key part in attracting and keeping new buyers. The fact that the quality of these inexpensive packages is, for the most part, very good, usually comes as a welcome surprise to the purchaser. The brand doesn’t seem to be so important, at least not in the store, which is great news as there is considerably more margin available in lesser-known brands. If you can

the start, it can also work for subsequent sales.

Given the challenging market, sales have held up pretty well,

to online traders, but the upside is that they generally arrive in a dreadful state and we pick up business from set-ups in January.

For us, starter packs are the green shoots of new business. 90 per cent of the time the customer is delighted that they can get involved with guitar for such a small outlay. If you build on that with some advice and a chat, you have a new, loyal customer. Up-selling has to be scrupulous. If you’re just trying to take money off customers who are suggestible that’s all very well, but you’ll only get away with it once. We’d take long-term customers over that any day. If

have gone into banking.

LEE ANDERTONAndertons

Despite the market being very competitive and often low margin, it’s essential that new players get a great starter pack and have a great experience in-store or online. If we don’t make everything about learning a new instrument as cool as possible, we will lose these customers to other passtimes.

We stick with the big brands and the simplest-to-sell packs. In recent years we’ve almost exclusively gone with the Squier packs as they include everything a new player needs and, most importantly, have got aspirational branding, so the new player will want to play it. At peak times we sell dozens of packs a day, so we avoid anything that slows up the sale.

Providing the right starter pack can be crucial in developing a long-standing relationship with the customer.

Guitar starter packs play a key role in attracting and keeping new players.

TOM RAMSAYJG Windows

As a general MI store, we do a lot of promotional work aimed at encouraging people to take up an instrument. It’s important for us to provide a good choice and ready-made packs are a key part of this product mix. The fact they can be sold as a single, all-encompassing item makes them perfect in situations where too much choice can hinder a sale. If there is an opportunity to go into more depth about the differences between alternative models and go up the range then we would always try to do this. We have always had a good trade with starter packs and being regarded as a family friendly store has stood us in good stead with this. I would say it is

outlets than ever before, what with wholesale retailers like Argos and Costco getting involved. The undercurrent of second hand websites and the Internet in general has made it ever more challenging to keep a foothold in the market. For this reason, sales on starter packs probably aren’t what they were ten years ago, but in more recent times have been stable year-on-year.

OCTOBER 2014 WWW.MI-PRO.CO.UK

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COMING SOON

KEYBOARDSRECOMMENDEDMI PRO

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 31

FACTS & FIGURES

RRP: £93.60Keyboard: 61-note, full-sizeDisplay: LEDSounds: 120 sounds with AWM Stereo SamplingBacking styles: 114Preset: Reverb and chorusNumber of songs: 30Features: Duo Mode, Transpose, TuningPower: Mains adaptor included (also operates on batteries)Output: Headphones

Yamaha’s F-50 keyboard has been designed to offer entry-level players a

high-quality option at an affordable price point.

concept was simple; build a starter keyboard that is easy to use, ideal for learning and inspiring to

keyboard was essential, as was the instrument’s ability to capture the player’s imagination. With 114 backing tracks based on music from all over the world, the F-50 aims to provide players with a plethora of genres and musical styles to discover and get to grips with.

Furthermore, its 120

from technology utilised in larger Yamaha instruments, as does Duo Mode, which creates two identical keyboards side by side for play and copy teaching scenarios.

With an RRP of less than £95, the Yamaha F-50 is

players looking for an instrument packed with powerful features at a competitive price.

ContactsAddress: Yamaha Music Europe (UK), Sherbourne Drive, Tilbrook, Milton Keynes, MK7 8BLTelephone: 0844 811 1116 (UK) / 01526 2449 (ROI)Website: www.uk.yamaha.com

YAMAHA PSR F-50

ALSO IN THE RANGE:

PSR-E243 £137 PSR-E343 £183PSR-E443 £274EZ-220 £186 PSR-A300 £305

ALSO IN THE RANGE:

PA300 RRP £649.99PA600 RRP £849.99PA900 RRP £1,579PA3X (61 KEY) RRP £2,999.99 PA3X (76 KEY) RRP £3199.99

FACTS & FIGURES

Keyboard: 76 key (E1 - G7) semi-weightedSystem: Upgradable Operating System; RX (Real eXperience); DNC

Tone generator:

Effects:

effects;

Styles:

General controls:

Assignable Switches

The new Pa3X Le keyboard from Korg boasts a substantial collection of

onboard sounds, whilst also providing a generous 192MB of space for either the user’s own samples or a variety of widely available add-ons.

With more than 410 built-in styles (and room for 1,200 in total), users can cover almost any musical style.

The Pa3X Le’s feature set includes a TC Helicon Vocal Harmoniser, a dual MP3 player and recorder, a powerful Dual Crossfade Sequencer and much more.

The user interface is driven by a large colour TouchView Widescreen TFT display, which has been specially designed to provide the player with

Users can utilise the video output to display lyrics or score on an external monitor, rendering it ideal for karaoke or band leading.

On-stage, the Pa3X Le has been engineered to provide a professional

ContactsAddress: 1 Harrison Close, Knowlhill, Milton Keynes, Buckinghamshire, MK5 8PATelephone: 01908 304601

KORG PA3X LE

KEYBOARDSRECOMMENDEDMI PRO

OTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 33

aesthetic with a sturdy black aluminium case and wooden side panels.

Meanwhile, for keyboard players that would like to take full advantage of the optional PaAS speaker system for the Pa3X Le, this can be attached to the rear of the cabinet in order to provide a cable-less connection via the unique locking system.

The PaAS from Korg

two HF drivers, two mid range and dual coil sub woofer, delivering a more than ample 80W of power (2x40W, 1x40W).

Elsewhere, Korg also offers a number of additional models in the range to suit varying styles and budgets.

These range from the entry level Pa300 system at £649.99, to the mid range Pa600 (£849.99) and Pa900 (£1,579), right up to the

currently available in 61

(£2,999.99 and £3199.99 respectively).

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FIVE SECOND FACTS

The magic numbers in MI that caught our eye this month...

2 Promark has added to new artists to its range of Signature sticks 70 Over 70 brands

will be exhibiting their wares at the Leeds Bradford Guitar Show

Leighton Park School became the latest school to join Yamaha’s Music Partner Programme, purchasing 19 pianos19

Vox recently unveiled a trio of new products, including an amp, pedal and amPlug

Barnes & Mullins to breath new life into Shergold guitar brandUK distributor to resurrect the British guitar line for the 21st century, having ceased trading in the late 1980s.

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 35

3

BY DANIEL GUMBLE

BARNES & MULLINS HAS aquired Shergold Guitars, with the promise of reinvigorating the British brand for 2014.

Joint managing directors, Brian

the purchase of the Shergold Guitar Company in late August from David and Philip Golder (pictured) – two of the late Jack Golder’s sons.

Shergold Guitars ceased trading back in the late 1980s, but in their halcyon days they regularly shared

such as Genesis, Joy Division and New Order. The brand was led by Jack and Norman Holder, and was part of the pair’s rich heritage of UK-built instruments, which included names such as Burns, Hayman and Ned Callan.

Originally distributed by Barnes & Mullins, Cleary claims that the history between the two companies stands the brand in good stead for the future.

“Back in the 1970s and 1980s we was the supplier for Shergold Guitars, so we have links with Shergold and the Golder going back many years,” he told MI Pro. “Personally I have always been

electric guitar being a Shergold Masquerader.”

With the new line currently at prototype stage, Cleary is adamant

guitars will showcase Shergold as a brand for the 21st century, as

opposed to a appealing solely to the nostalgia market.

“The new designs will have echoes of the original Shergolds and a shared DNA,” he continued.

“We don’t want to introduce Shergold as simply a retro brand, as the original guitars were great and of their time. We want to take Shergold forward and establish it as a current and relevant brand for today’s players.”

While electric guitar sales have hardly given much cause for

that now is as good a time as any

to re-introduce Shergold to the market.

“We know that electric guitar sales have not been particularly

these things are cyclical, and we know that the appetite for them will return sooner rather than later.

this project.”The resurrection of the Shergold

Guitar brand follows last month’s announcement that Selectron UK has taken on distribution of the Guild guitar brand, following its sale by Fender earlier this year.

“Back in the 1970s and 1980s we were the supplier for Shergold Guitars, so we have links with Shergold and the Golder going back many years.”

Left to right: Brian Cleary, Philip Golder, David Golder and Bruce Perrin seal the deal for Shergold Guitars.

RETAIL

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 37

MARSHALL HAS SIGNED a new strategic agreement with Swedish technology specialist, Softube, in a move that signals a possible move into the modelling amp market

Marshall has described the deal as a “long term project with long term goals,” stating that there are a number of new products already in

Softube has been developing patented cutting edge software

professional audio mixing plug-ins that are used on million selling albums by artists such as Adele,

Robyn, Black Sabbath and countless

Jonathan Ellery, MD of Marshall, said: “For over 50 years Marshall have been innovators and leaders

partnership with Softube will not only strengthen our offering and give Marshall access to world

leading technology but it will also

added: “We are excited and more than a little proud to form this partnership with the most well-

Great times lie ahead for all

Marshall deal hints at move into modelling amp marketAmp giant announces strategic partnership

SECRET DEALERTH

E

I WAS VERY encouraged to hear that the guitar has overtaken the violin as the instrument of choice

sudden upsurge in interest in guitar

increasing popularity of the ukulele as the gateway instrument (leading on to the harder stuff, with pickups and amps etc) has had something to

anything to do with inspiration from a new generation of guitarists

chance that - being a bit long in the tooth - I might not be as hip as

making kids want to pick up a

I have a theory that maybe it is

way you used to scoff at your old

his Roger Whitaker records and his

more likely to have a lot of classic

generation of would-be musicians are growing up listening to the

Stones Roses, The Smiths, Metallica – a whole host of musicians from

brands that market themselves using musicians that are largely unknown outside of studio circles or are in bands that are not so much

There is a place for presenting a select number of vintage artists or even just those still performing that have probably crossed over into

The way guitars are marketed

that any kid wants to pick up the instrument, because we seem to be doing our level best to make it

Maybe music isn’t so

anymore

38 MIPRO OCTOBER 2014 WWW.MI-PRO.CO.UK

RETAIL ADVISORY BOARD

Adam MastersSouth City Music

Mark HedgeCookes Band Instruments

Nick DurantAllegro Music

Chris JonesCoda Music

Dave PasseraWembley Drum Center

Andy BushellMake Some Noise

Alex MartenRed Dog Music

Q

OUR PANEL OF RETAIL ADVISORS...

Are out of town retail park units a better prospect than a good high street location?

Simon GilsonPMT

I’ve been in retail nearly 35 years and have seen a

great many changes, the most extreme of which are taking place now. Thanks to years of shortsighted town planning, we now have high streets beyond repair and retail parks with rents that are completely beyond the reach of our industry. To add to this grim picture, the kind of properties that would be affordable in the right positions are being gobbled up

by supermarket chains. Involved as I am on a day-

to-day basis, it’s frightening that retail rents in suitable locations are beyond any sensible return on investment, and the last years of recession have done nothing to educate landlords that they are cutting their own throats in the very near medium term.

We had the NATO summit in town recently, with the most elaborate

and costly security measures I’ve ever seen. Interestingly, the heads of state were having dinner in Cardiff Castle, but obviously the 14-foot thick walls are not enough protection for these VIPs. The media advised people to stay out of town for the two days the motorcade graced our streets. No thought for the impact on businesses. This disruption, including lane road closures, went on for two weeks.

City centre retail is often faced with these challenges and it can be hard to work around them sometimes, but you have to remain positive. President Obama’s entourage alone was allegedly 1,000 Apple pie-munching, cocktail

Every hotel in Cardiff was booked up for the duration. Restaurants

hearty appetites (and a handy NATO expense account) so I was rather hoping that some of this cash

onto the high street.We have often looked at out of

town locations, which have obvious advantages in terms of parking and accessibility, but there are a

few things I would miss that you get with a city centre location. Our proximity to local venues gives us a supply of touring musicians and music enthusiasts. Being a

So, while Mr Obama was unlikely to call in to buy a guitar, we will get over the disruption and hopefully gain from this event in the long term (I hope!)

Out of town retail locations can offer some key advantages over city centre outlets, such as easier parking and accessibility.

Mike PodestaCranes

Properties that would be affordable are being gobbled up by supermarkets.

Our close proximity to local music venues gives us a steady supply of touring musicians and music enthusiasts.

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 39

Richard ThompsonSheehan’s

Adrian BamfordNeath Music

Roy ChudobskyiNevada Music

Rupert BradburyJG Windows

Simon GilsonPMT

Dave BamfordSymphony Music

RETAIL ADVISORY BOARD

Mike PodestaCranes Music

There are positives and negatives for both. An out of town

retail unit usually has parking,

they can be a soulless place for staff to work. Happy customers come from quality, happy staff. The Cookes Band Instruments building is an old pub, which has been built onto at the back, so has lots of character and

is an exciting place to visit. I’ve looked at retail units and visited businesses who trade from such premises and found them to be uninviting and

very appealing.A store on a street is part

of a community, which can make for a fun experience for the customer. A great business comes from great staff but the location is also very important.

NEXT MONTHDo you welcome the resurrection of previously defunct brands?

If you would like to pose a question to the RAB then contact [email protected]

Having worked on a retail park, they tend to be very quiet

during the week and really busy at weekends and bank holidays. This can mean very

make sure you maximise every sales opportunity. With central

locations, the footfall is usually a little more balanced with an obvious spike at the weekend. I also believe that you may lose a lot of ‘I’ll just drop in and grab some..........’ trade by heading out of town. Advantages, of course, are that retail parks usually come with a large free car park for customers and easy access loading bays for delivery/collection of goods. Ultimately, it depends on the precise location of the retail parks in your area and whether they sit on a main route into town or are a little more off the beaten track.

Mark Hedge, Cookes Band Instruments

I’ve looked at out of town retail units and found them to be uninviting

make look very appealing.

Ultimately, it depends on the precise location of the retail park and whether they sit on a main route or off the beaten track.

I suppose, like anything, it depends on what you are trying to achieve.

There is no doubt that for those with deeper pockets who wish to offer an all-encompassing experience, the larger out of town premises are ideal; they are often a plainer ‘blank canvas’ with which to work and generally offer the vast open spaces that can be appealing, especially to marketing departments of the larger brands. Furthermore, accessibility is often easier, with dedicated arterial road systems and plentiful free parking.

However, I am a high street fan at heart and, while the political will of the recent past has driven the consumer out of the town centres,

I’m hopeful of a renaissance. I believe town centre stores give a characterful canvas and the nature of our business - a sea of independents - means we can thrive and make any premises individual enough, regardless of uneven shapes, provided we are creative enough and don’t use them as an excuse. Music shops don’t need to be in prime locations on the high street, so as long as the walk isn’t too far and the store isn’t hidden away, there’s no need to be disadvantaged by cost.

Having worked in both town centre stores and retail parks, I know the

difference is massive. Music shops were traditionally in towns and cities and often batched together and interestingly, despite the new age of Internet shopping, these were the most prosperous times for this industry. Having music

shops on retail parks just doesn’t

retail, these parks are becoming the norm for former high street brands i.e. Argos, Currys, Asda et al, and putting the name of a music shop in

However, now that this is becoming the next phase for major chains, it leaves me wondering where we go next? A lot of customers that visit music shops do not like this culture, as we are a specialist industry that requires

a lot of one-on-one interaction. Having discussed this with my own customers, they say the same thing. It doesn’t have the personal feel that shops like ours have.

The other problem is that there is so much to go at that customers left empty handed, as they are confused by the sheer volume of products. It comes down to the same argument. We are a specialist industry that is on the brink of becoming a box shifting exercise that takes away the integrity of our sector.

Dave Bamford Symphony Music

Adam Masters South City Music

Andrew Bushell Make Some Noise

City centre stores give a characterful canvas. As long as the store isn’t too hidden away there’s no need to be hindered by cost.

Looking for new staff? Advertise your job in the

industry’s MOST RESPECTED trade monthly

To make a booking, please [email protected]

or call +44 (0) 207 226 7246

PETERBOROUGH MUSIC HAS existed in one form or another since the mid 1970s and has established itself as one of the Eastern Counties’ most impressive MI retailers. Now more a dedicated guitar shop than a general-purpose store, Peterborough Music still offers some limited drum and percussion alongside a smattering of brass and woodwind. According to sales assistant Jake Monson, the store sets its stall by offering a wider choice of brands compared to many of its local competitors. “We try to do things a little bit differently,” Monson explains, “Rather than have Taylor or Martin we offer a little bit of variety and it’s good to offer a selection of nice guitars.”

The decline in popularity of brass and woodwind has necessitated Peterborough Music’s expansion of its guitar department, but says Monson, the store takes a healthy turnover on folk instruments.

“We still order woodwind in, we still sell violins but we try and keep a nice open market. Being one

of the only music shops in Peterborough, it’s handy to have somewhere that people can buy a bit of everything. We don’t just aim at the rockers.”

Taking a glance around the store’s prodigiously

one brand seems to stand out above all - Blackstar. Monson believes that product training by the UK-based amp designer’s sales and marketing team has helped him and his colleagues make Blackstar one of his stores best selling brands. This writer

experience working in MI retail that distributors who offer proper product training are virtually guaranteed an advantage by removing the guesswork from understanding their products USPs.

‘Empowerment’ may be an over-used term these days, but in terms of giving your sales staff the

to sell successfully, hands-on product training is still a powerful tool.

“The guy from Blackstar came in and went through everything on their new amps and it was handy for us because there were so many features within the amps that we didn’t know. It was good to sit down and have a good go on them. To be honest there hasn’t been a lot of training from suppliers, a lot of it is learning on the job. When I started working here I didn’t know anything about violins or anything like that; it was just a case of building your knowledge as you go. Blackstar also offered us the chance to dedicate an afternoon, whereby we advertise it as a Blackstar product demo and one of their guys would spend a few hours going through the products in front of our customers.”

The thorny subject

of online selling isn’t something that seems to trouble Peterborough Music. Monson says that, at best, online sales are somewhat erratic.

“Internet sales for us are up and down at the moment; we can have two months where we don’t sell anything, and then in

different things. What we actually sell on the Internet ranges from sheet music to our higher end guitars.”

The vibe is relaxed, but it’s clearly a well run store. The premises is well stocked and staffed by a helpful team. We’ll give Monson

customers can expect when they drop in.

“One thing we try push with customers is honesty. We don’t give the usual sales pitches, we make sure they get to sit down with what they want and feel happy that they’ve been given the time to make their own decision. That’s not to say that we won’t help them; if someone comes in who is clueless about what type of guitar they want, we will give them our advice.”

Address: 4 Cattle Market Rd, Peterborough, Cambridgeshire PE1 1TWTelephone: 01733 345385

Peterborough Music prides itself on offering a diverse selection of brands.

MAY 2014 WWW.MI-PRO.CO.UK MIPRO 41

RETAIL PROFILE

Peterborough MusicPeterborough Music is a well established part of the Fenland MI retail landscape. Sales assistant, Jake Monson, tells Tim Slater why he thinks his store has continued to thrive whist rivals have fallen by the wayside...

42 MIPRO OCTOBER 2014 WWW.MI-PRO.CO.UK

CAPITAL GOLDcapital has to offer besides Denmark Street…

Duke of Uke

Westend DJ

MYSTERY SHOPPER

LOCATED A SHORT WALK from the east end’s bustling Brick Lane, Duke of Uke boasts a superb array of ukuleles and related accessories,

acoustic guitars and other folk lines. Stocking everything from budget models not far north of the £20 mark,

for seasoned professionals, the store is ideal for players of all ages and skill levels.

Featuring a small but neatly

something at the entry-level end of ukulele spectrum, he explained

me in the long-run.

assortment of models for me to try out, encouraging me to play as many as possible in order to discern exactly

at least half an hour experimenting

they entered the store, continued to

any assistance.

WEST END DJ is an absolute treasure trove for those in the business of DJ, electro and high tech studio gear. Whether it’s headphones, decks, synths, monitors or mics that you’re after, this store has it.

Westend DJ manages to cram in an impressive amount of stock,

studio monitors. Though the majority Very good product offering,

RATING 3/5

store should be.

RATING 4/5

of them approached me to offer their assistance. After ten minutes of

to talk me through the various

the staff on-hand made the effort to greet me or offer their assistance in

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 43

Hobgoblin

The city of London is home to a particularly diverse assortment of

MI dealerships.

CONCLUSION

MYSTERY SHOPPER

The London Guitar StudioA CLASSY OFFERING for classical and acoustic guitar players, The London Guitar Studio can be found just off of Bond Street. Featuring a highly impressive selection of instruments, this is a great store for professional players in search of something at the higher end of the market, yet it still offers plenty for those on their second or third

sheet music and other educational

genres for musicians of all abilities.

me to pick out a trio of top-end

THETOTTENHAM COURT Road

come to expect from the folk and traditional instrument specialist. Situated little more than a stone’s

opposed to its high tech

than its product offering.

The moment

shopkeeper

some excellent

THOUGH IT MAY only provide a

offer outside of Denmark Street, my excursion to the capital proved that the overall standard

extremely high.

the varied and diverse product

from the shopkeeper. By simply addressing customers in the right

retailers can make a genuinely lasting impression and

of repeat custom.

and The London Guitar Studio,

and charisma in abundance,

at each of my other locations,

their shortcomings. That said,

a member of staff, he proved to be particularly helpful and

demonstrated that there is indeed much beyond London’s

especially for those on the lookout for something outside of the standard rock ‘n’ roll market.

entry-level mandolin. Not only did he go to great lengths to understand

consider buying into in order to get

Uke, encouraged to try out as many

given a card and told to call the store

An excellent in-store experience. Thoroughly recommended to anyone

interested in purchasing a folk instrument.

RATING 4/5This highly impressive offering features something for players of all

extremely helpful.

RATING 4/5

layout manages to incorporate a

feeling cluttered or cramped.

Contact Karma Bertelsen, 020 7226 7246, [email protected]

Guitar heroesBEING OUR guitar starter packs issue, the last couple of weeks have had me thinking about what it was

personal heroes came in the form of Kurt Cobain,

that inspired me to pick up an instrument and form a

On the one hand, this has made music a more

has diminished

and aspirational qualities

associated with

discussion for

upon dinosaurs of the past to promote their products

picture of a brand obsolete, but also alienate those

the image of bearded fat bloke staring them down

DANIEL GUMBLE,

COMMENT

STRIKE A CHORD

kit from Chord is available now at a

PAGE 47

It’s vital that retailers and brands market instruments in a way that is aspirational and relevant.

THE SCARLETT SOLO from Focusrite is the most affordable

PAGE 46

OCTOBER 2014 MIPRO

ARIA’S NEW ASA 18 H parlour guitar

the guitar is available at a retail price

PAGE 46

GEARnew

46 MIPRO OCTOBER 2014 WWW.MI-PRO.CO.UK

NEW GEAR

RRP: £79.99Focusrite has introduced its most affordable Scarlett audio interface to date – the Scarlett Solo.

SPECIFICATIONS: Available at a retail price of £79.99, the Scarlett Solo

affordable audio interface to date. Equipped with a dynamic range of 106dB, it is designed to provide users with the same preamp quality and signature red metal case as the rest of the Scarlett range. Key features include: two-in/two-out USB interface; 106dB dynamic range, -125dB EIN and -97dB THD; genuine Focusrite Scarlett mic pre; high headroom instrument input: +14dBu; 24-bit audio with sample rates up to 96kHz; and direct latency-free monitoring.uk.focusrite.com

RRP: £129

stock of its new ASA 18 H Parlour guitar.

SPECIFICATIONS: The brand new ASA 18 H parlour guitar from Aria

guitar, which also comes supplied with a cover. The scale length measures 580mm, meaning that it can be positioned both as an ideal travel instrument and as a suitable option for summer travellers. The Aria ASA 18 H will come with a retail price of of £129. www.ariauk.com

RRP: £199Waldorf has announced the avail-ability of its new Streichfett String synthesizer.

SPECIFICATIONS: The new synth is designed to deliver distinctive, classic string synth sounds in a compact and cost-effective package. Its dual sound engine features a 128-voice polyphonic strings section (Choir, Organ, Brass, Cello, Viola, and Violin presets) and an eight-voice polyphonic Solo section.

The Ensemble effect handles

section, while the Effect section adds adjustable Phaser or Reverb.

its Rocket Synthesizer and 2-Pole Analogue Filter siblings and comes with MIDI In and MIDI Out, plus USB connectivity for integration into any modern-day DAW-based setup. www.waldorf-music.info

1. 2.Focusrite Scarlett Solo

4. Waldorf Streichfett String synth

3. Aria ASA 18 H

RRP: £TBCPioneer has unveiled its new DDJ-

native manipulation of the Serato Flip expansion pack.

SPECIFICATIONS: The paid for Serato Flip software for Serato DJ allows users to record and replay hot cue sequences on the go. The four-channel controller inherits two key features from

pads with multi-coloured cue point LEDs and on-jog digital cue point markers. It also comes Serato DJ DVS upgrade-ready and improved jog wheel latency.

units will come bundled with a free voucher for the Serato Video Expansion Pack, worth £119. www.pioneer.eu

Pioneer DDJ-SX2

1

3

2

PRODUCTS

4

OCTOBER 2014 WWW.MI-PRO.CO.UK MIPRO 47

RRP: £379.99Chord has added to its catalogue

SPECIFICATIONS: BK drum kit aims to deliver quality performance at an affordable price.

comes with double braced legs, eight lugs on the bass drum and black metal shell hardware with plastic coated cast metal lugs.

Available in gloss black or white, the kit will retail for £379.99. Included equipment: 22” kick drum;

snare; 14” hi-hats; 16” crash cymbal; stands; pedal beater; padded drum throne; drum sticks; drum key; and hex key.www.avslgroup.com

RRP: £19.49

with two new Pro-Arte Carbon Classical sets.

SPECIFICATIONS: The new EJ45FF Normal Tension and EJ46FF Hard Tension strings have been engineered to deliver superior tone with powerful sustain in both live and studio settings.

trebles for enhanced intonation and responsive attack, the strings also

which aim to offer a rich tone with optimised tuning stability.

Both the EJ45FF Normal Tension and EJ46FF Hard Tension string sets are available now at a retail price of £19.49.www.daddario.com

RRP: £TBCGator Cases has announced availability of a new G-Tour heavy-

SPECIFICATIONS: A traditional wood road case offers maximum protection, with laminated panels and heavy-duty twist latches. EVA padding lines the interior

a removable front panel provides full access to the front controls and headphone jack. The case also includes a rubber gripped metal tow handle and wheels at one end.

available now from authorised Gator Cases dealers.www.gatorcases.com

RRP: £TBCHeavy metal festival Bloodstock

Apex tube head and cab range.

SPECIFICATIONS: Carlsbro utilised the event as a platform to showcase its new Apex Series.

The 100W head design is designed to deliver a rich sonic palette and

All three channels of the all-tube head design feature independent Gain, Volume, Bass, Middle and Treble, plus Resonance and Sharpness controls. Pricing is yet

the Apex will be highly competitive, coming in under the £1,000 mark.www.studiomaster.com

5. Chord ADK5-BK

6. D’Addario Pro-Arte Carbon Classical Sets

7. Gator Cases

8. Carlsbro Apex

5 6

PRODUCTS

7

8

It’s not often an MD from the industry comes up with something musically decent, but Rotosound’s Jason How has, with his self-recorded new album. See below. Also, if anyone fancies buying Geoff’s shop...they’d be mad....

BACKLINE

THE GRAVIKORD WAS invented and is built by Bob Grawi. The instrument is 54 inches long, weighs around

welded stainless steel frame, wood tuning block, guitar

It is an electric double

West African kora, and has been featured in the New

It has a 24-string three and a half octave range of notes, and the general tonal structure of an African kalimba or imbira (you thought you recognised it, right?) where notes of a scale alternate from side to side making adjacent strings always in intervals of major

or minor thirds. The tonal arrangement makes it a very sweet

Because you can’t

make guitar hero stances

Makes sesnse.

8. THE GRAVIKORDDon’t get caught out by that enquiry for something really specialist…

WE COULD ORDER IT IN…

Roto soundsHE MIGHT BE leaving it a tad late to make a charge on the

rather good. Available now, The Tall English Sun, is described as “neo-

The album features ten songs with titles such as Viaducts of Your Dreams, Telescope Eyes and Mesmerised. You might even arrive at the conclusion that Jason has somehow been

near Bognor with Arthur Sultan.When commenting on the album, artists such as Paul Gray

exclusively throughout the album, (naturally) as were both

The Beat goes on

WITH THE CANCELLATION of this year’s Music Show in Manchester, the world record charity drumming event

to run alongside the show at

to the logistical constraints

course, the fact that there’s

at the same time, it has

cause.Visit www.drumbeatuk.org for further details.

WORLD OF MI

48 MIPRO OTOBER 2014 WWW.MI-

THE APPRENTICES

Tell us a little about yourself.

originally, but now live in Whitby, North Yorkshire. I am currently doing an

Whitby. I am a very much into the music industry and the retail side of things. I

the best knowledge I can.

How did you come to be working at Musicport on the MIRTAS apprenticeship?

had a strong bond with music

for me to become a musician.

year Performing Musician course, which is where I met all of the band members, and carried on with the band to

at Glastonbudget festival.

a band after the festival due to musical differences and how far we wanted to go in the industry. After moving to Whitby a year and a half ago

and during antenatal classes I met a mother who owned and

through that I asked if there was any chance of having a job there and she offered

which is great. I am currently

workbooks whilst enjoying

What do you most enjoy about your apprenticeship placement?

Being a musician and working around instruments that I get to either give advice on or talk about is great. Also

while working here I get

a big bonus for me if I have the chance to make a career

to know the store.

What do you hope to gain from the apprenticeship?

further into the industry so

to customers about anything they may need to know within the store.

What have been some of your challenges along the way? The biggest challenge for me is the customer enquiries involving knowledge about

are so many different instruments and accessories in the music instrument industry, some I didn’t even know about, it was hard to start with but as you study more and more on

knowledge you need.

Geoff Pipe

I’M THINKING OF

off the lot all at once. But who is mad enough to want to get into music retail right now?

So I’m looking to sell it to someone who wants

in it. I think that might be

one of the reasons why no-one wants to take it on. So I guess I’m stuck with it for bit a longer. I’ve thought about relocating it, but even

choice with the amount of

I asked Jason to make some enquiries at a

But no-one is the slightest bit interested in buying

strings even.If you know someone who’s thinking of buying a

What this man doesn’t know about MI

The charity shop down the road sells more guitars than I do. Don’t get me started.

telling it like it isThe next generation of MI dealers are already coming to the boil

Nathan Raven at Musicport Whitby, North Yorkshire.

SEND US STUFF>> THIS STUFF DOESN’[email protected]

OTOBER 2014 WWW.MI- MIPRO

MUSIC CHINA

Also on the way...

FEATURES LISTUPCOMING

Enquiries to: MI Pro, NewBay Media, Saxon House 6a St. Andrew Street, Hertford SG14 1JA.

Tel: 01992 535646 (Editorial) Tel: 01992 535647 (Advertising) Fax: 01992 535648

MIPRO is a member of the PPA

ISSN 1750-4198

Copyright © 2014 NewBay MediaPrinted by Pensord, Tram Road, Pontllanfraith, NP12 2YHA

The international monthly magazine for music instrument professionals and everyone in the MI business

MI Pro has a monthly circulation of well over 6,000. It is distributed in the UK and internationally to MI retailers, industry professionals and carefully selected pro audio executives and resellers.

UK: £50 Europe: £60 Rest of World: £90

SUBSCRIPTIONS

Enquiries: [email protected]: 01580 883 848

Charges cover 12 issues

MI PRO is published 12 times a yearManaging EditorRonnie [email protected]

Deputy EditorDaniel [email protected]

Account ManagerKarma [email protected]

DesignerPhilip Randall [email protected]

Production ExecutiveElizabeth [email protected]

PublisherDarrell [email protected]

Marketing & CirculationCurwood [email protected]

© NewBay 2014All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means electronic or mechanical, including photocopying, recording or any information storage or retrieval system without the express prior written consent of the publisher. The contents of MiPro are subject to reproduction in information storage and retrieval systems. Printed by Pensord, NP12 2YHA

FORWARD FEATURES

50 MIPRO OCTOBER 2014 WWW.MI-PRO.CO.UK

2014 RETAIL SURVEY

past 12 months and how the market has fared during yet another tough year for the industry.

DECEMBER 2014

MI PRO RECOMMENDED: PORTABLE PA

OUR RECOMMENDED SECTION shifts its focus to the world of portable PA. As ever, we’ll be identifying some of the fastest-selling lines on the market – both new and established. For more information, contact Karma Bertelsen on 020 7354 6001 or [email protected].

AS EVER, we will be providing a comprehensive report from the annual Musikmesse Music China event. Expect news of all the major product launches and announcements from the Shanghai show.

INTERVIEW

MIA AWARDS 2014A rundown of the night’s big winners.

BRASS AND WOODWINDDecember’s MI Pro Recommended product special focuses on the brass and woodwind sector.

The features you need to look out for in the October and November editions of MI Pro

Join us on Facebook ! www.facebook.com/StaggMusic

Expertly hand-hammered, Stagg’s new SENSA cymbals offer the modern drummer a perfect blend of sensitive response and

crystal clear definition.

NEW

TIONS

Distributed exclusively by EMD Music - Unit 1 South Lodge Court - Ironsbottom - Reigate - Surrey - RH2 8QG - Tel 01293 862612 - Fax 01293 863665

With the formation of our new Classic Division, bringing together Acoustic Pianos, EKB and Brass & Woodwind, we’re raising the bar

on promotions with five powerful sales and market expansion programs designed to deliver more customers to your door.

From adverts in the specialist and mainstream press, to focused digital exposure and stunning in-store point of sale displays,

only Yamaha can offer such a complete range of promotional activities to drive your sales this Autumn and Winter.

Contact your Yamaha Sales Representative now to find out more...because this is just the beginning.

THE CLASSIC COLLECTION

Get the Best Possible Start

Back to SchoolFeeling is Believing

AvantGrand & NU1As easy as 1,2,3

CVP123Silence is Golden

Silent PianoExpanding the

Power of Reality

Tyros5

FIVE POWERFUL PROMOTIONS TO DRIVE YOUR BUSINESS THIS AUTUMN