mi retail conference & expo event guide

MI Retail Conference& Expo

An event

in association with

International Exhibition for Musical Instruments and ServicesShanghai New International Expo Centre, China

12 – 15 October 2010mission for music

MI RetailConference & Expo

www.mi-pro.co.uk MI RETAIL CONFERENCE & EXPO 2010 3

CONTENTS

in associa�on with

WELCOME TO the first MI RetailConference & Expo in association withMusikmesse. I hope you are as filledwith positive anticipation as I am.

For us at MI Pro this is anopportunity to manifest the magazine’srole in a physical way; a way that

combines business with communication and information withnetworking. MI Pro has always done this ‘from a distance’ as itwere, but now we have the chance to get up close and personal.

Encouragingly, as we were putting together this show guide,just about every Event Partner responded with some interestingponts as to what is best about their businesses and what theindustry needs.

The importance of there being a human face for dealers torelate to is seen as key. The need for contact and communicationbetween all of us arises again and again as well. Among each ofour industry ‘segments’, of course, to maintain a unified identityof the MI trade, but more so between suppliers and retailersgenerally.

It is an old source of contention that has slipped almostcarelessly into the realm of cliché, the old ‘us and them’mentality that breeds suspicion. It might be laughable if itweren’t so sad, but the fact is that it is sad simply becauseeverybody, on both ‘sides’ recognises the truth: talking openly

and honestly with each other makes life easier for us all.On the business side, our Event Partners have overwhelmingly

said that they have come along in the hope of establishing newcustomers and cementing relationships with existing ones. Nosurprises there, of course, but in the context of the after-shocksof the recession, any business is good business.

With these issues in mind, we think we have managed to coverall the bases. The ‘human element’ is covered in that we havenearly 200 retailers attending, with 20 manufacturing andsupplying Event Partners (as well as one insurer and the mightyMusikmesse) all eager to meet up with them face to face.

That covers a lot of the communication aspect, as well, butthere is more in that the conference is covering all aspects of thebusiness from statistics and trends to community, taking in twopanel sessions along the way. These will be discussing thecomplex relationships between supplier and dealer from theperspective of how best to do business and the conflictingopinions of the internet in our industry.

As for doing business in the current economic climate, the factthat 22 Event Partners and nearly 200 retailers are coming to theevent shows that there are a lot of MI businesses out there takingthis seriously and being pro-active in finding a path through theminefield. We hope this event can be part of that journey.

Andy Barrett

� CONFERENCE SCHEDULE – 4

� MUSIKMESSE – 6

� AUDIO�TECHNICA – 10

� BARNES & MULLINS – 14

� CASIO – 18

� JOHN HORNBY SKEWES – 22

� MARSHALL – 26

� ADAM HALL – 31

� SHOW FLOOR PLAN – 32

� ALLIANZ – 35

� D’ADDARIO UK – 37

� FCN MUSIC– 39

� KAM– 41

� LINE 6 – 43

� MEL BAY – 45

� MONACOR– 47

� NATAL – 49

� SONIC DISTRIBUTION – 51

� STRINGS & THINGS – 53

� STUDIOMASTER – 55

� TANGLEWOOD – 57

� TASCAM – 59

� ROLAND – 61

� INTERMUSIC – 62

� ESSENTIAL INFORMATION– 63

Everybody on both sides recognises thetruth: talking openly and honestly witheach other makes life easier for us all.

We can work it out


4 MI RETAIL CONFERENCE & EXPO 2010 www.mi-pro.co.uk

Conference content and speakersCentral to the MI Retail Conference & Expo is, of course, the conference. Through amixture of presentations and panel sessions, the aim is to provide a variety ofinsights and opinions of the current state of the UK’s MI market and trade...

11:00 – Introduction Stuart Dinsey, MI Pro

11:02 – Where We’re At, WhereWe’re Going Matt Gibbs, GfK

11:20 – Reverberations (PanelSession)What have retailers and supplierslearned from the collapse of SoundControl, Reverb and other recentretail chain crashes?

Chair: Andy Barrett, MI ProSimon Gilson, PMTNoel Sheehan, Sheehan’sDennis Drumm, JHS & CoJulia Thompson, FCN Music

11:50 – What Has The MIA EverDone For Us?Paul McManus, MIA

12:10 – Three Men on a BikeMusic for All charity ride (LandsEnd to LMS) Tim Walter, Roland

12:15 – Online Selling: Threat or Opportunity? (Panel Session)

Chair: Peter Heath, RolandKaty Watson-Cave, DolphinDavid Briggs, DawsonsHarvey Roberts, Audio TechnicaPaul Marshall, Marshall

12:40 – Thank You For The Music Billy Bragg

13:00 – Lunch

David BriggsManaging directorDawson’s MusicDavid Briggs’ family hasowned the DawsonsMusic MI chain for

many years and overseen aconsiderably growth, particularly overthe past decade. Now numbering nineoutlets, Dawsons Music is one of thelongest serving music retailers in theUK, established in 1899 in Warrington.Over many successful years of tradingDawsons has changed many times, inorder to reflect the buying trends of theday, while maintaining presentation andcustomer service as central to thebusiness.Briggs was awarded the MBE for hiswork with St John’s Ambulance in 2009and was made Her Majesty’s Lord-Lieutenant for the County of Cheshire inMarch 2010.

Matt GibbsAccount director IT,photo/imaging andmusical instrumentsGfK Retail andTechnology UK

Matt Gibbs has ten years experienceworking within the market researchindustry, including eight at GfK UK.

Working across a variety ofconsumer technology markets, he hasexperience of working with seniormanagement at leading globalretailers, manufacturers and suppliers,and is a regular speaker atinternational conferences andseminars. Gibbs assists a wide varietyof clients using GfK data to makebetter decisions on sales, marketing,ranging and buying strategy.

He holds a degree in ruralenvironmental sciences from theUniversity of Reading and has beenawarded the Advanced Certificate inMarket and Social Research Practice.

Dennis DrummManaging directorJohn Hornby Skewes& CoDennis Drumm startedwith JHS as a rep in

1980 and has a background as amusician and instrument repairer withexperience in the licensed trade,construction, sales and marketing,distribution, FMCG and retail.

He sees his task as being to use hisexperience and skills – and the skills ofthe JHS team – to grow a companywith a diverse product offering.

He believes that even in the presentmarket conditions, progress andgrowth are the achievable goals ofdetermined, well organisedcompanies, and his take is that if JHSruns a controlled, profitable business,provides an honest, ethical, up frontproposition to its customers, avoidsthe classic pitfalls of business,(“history tells us what they are,” hesays) and, as Warren Buffet would say,“break our own rules occasionally” itwill be here serving its customers intofuture generations.

Julia ThompsonOwner/commercialdirectorFCN MusicJulia Thompson hasworked for FCN Music

for the past 15 years. The companyhas been family-owned over threegenerations and has a history in themusic trade with origins back to theearly 1900s.

Thompson’s prime interests are inmarketing and sales and she currentlyholds the position of commercialdirector. She feels strongly thatcustomer service is of primeimportance and she has been pivotalin encouraging and training FCN’sclose knit team. She has an honoursdegree in Business Administrationfrom Bath University.

4,5 mipro supp_FINAL:MI Pro supplemnt 22/6/10 13:30 Page 1



Noel SheehanOwnerSheehan’s Music,LeicesterNoel Sheehan startedtrading in Leicester in

1984 as an instrument repair businessand over the following yearsprogressively expanded into retail.

Until recently the storepredominantly focused on acousticinstruments, but now includes electricguitars and amplification, digital andacoustic pianos. He is also one of thefounders and the managing director ofG7th Ltd, the designer and producer ofaward winning guitar capos.

Simon GilsonCo-ownerProfessional MusicTechnology (PMT)Simon Gilson is the ‘S’of S&T Audio, together

with business partner Terry Hope, withwhom he owns and runs the UK’slargest rock n roll MI retail chain, themulti-award winning PMT.

He lives and breathes musicalinstrument retail and wouldn’t dreamof taking a Saturday off.

He leads from the front counter,doing what he does best – banteringwith customers and making sure thatthey get the best possible retailexperience in their quest for the bestgear at the best possible prices.

How does he do it? Why don’t youask him today?

Paul MarshallArtist & customerliaisonMarshall AmplificationAfter retiring from 16and a half years in the

fire service, Paul Marshall was asked towork for the family business.

On joining the company, which hehad only previously worked for whenhe was still at school and used to go towork with his dad during schoolholidays, he worked on spares andreturns, before concentrating on andreorganising the returns for Marshall.

In June 2007, he started working inhis current role: artist and customerliaison, which means he deals with thevast array of huge names on theMarshall artist roster, as well as withthe distributors, the dealers and ofcourse the customers.

Paul McManusCEOMusic IndustriesAssociationPaul McManus is theChief Executive of the

Music Industries Association (MIA) andthe industry charity, Music for All.

Prior to his time in MI, he spent over20 years working in the retail sector,chiefly with Marks & Spencer and JohnLewis. He is a passionate musician andfamily man who thoroughly enjoys thecut and thrust of the music industryand the challenge of finding new waysto create more and more music makers.

Tim WalterManaging directorRoland UKTim Walter entered themusic industry over 20years ago, starting his

own retail business while studying atUniversity. During this time, hesupplemented his modest income withregular gigs and musical commissionsfor radio and TV for the likes of RowanAtkinson, among others.

Walter joined Roland in 1995,working in a variety of roles beforebecoming MD in January 2010.

He still manages to get into thestudio occasionally, in between blowingthings up in his spare time (as part ofan award-winning fireworks business).

Walter lives in Wales and he willhave a double platinum selling albumby the time he’s 45.

Katy Watson-CaveDirector, chief of staffDolphin MusicKaty Watson-Cave’sbusiness career hasspanned 20 years,

primarily in ‘retail in business change’and operational director positions.

The first decade was spent at Boots,which at the time owned the DIY chainsDo It All and Fads, as well as Halfordsand Boots the Chemist.

She then worked in the IT servicesector before returning to retail withMarks & Spencer.

After moving back to Cheshire, sheundertook freelance ‘business change’roles in smaller retail companies,including Matalan, before joining JasonTavaria and the Dolphin Music team atthe end of 2009. She took on thedirector, chief of staff position to overseestabilisation and growth for Dolphin.

Billy BraggWith his 1983 debut LP,Life’s a Riot with Spy VsSpy, Billy Braggestablished himself asone of the sharpestsinger songwriters of

the post punk era.He is one of rock’s most prodigious

campaigners. From Red Wedge and theminers strike in the 80s, through toongoing projects such as Love Music,Hate Racism, Bragg has never been farfrom the frontline, although realises ittakes more than a good tune to changethe world.

Music can, however, change lives –and that’s the credo behind Jail GuitarDoors, an initiative that seeks to usemusical instruments to help rehabilitate prisoners.

Peter HeathSales directorRoland UKPeter Heath, like manyof us, thought his lifewas going to be as a

musician. He toured the UK and Europebefore realising there was not to be anacceptable living playing music.

Heath spent a total of six years in MIretail, before a 13-year spell in realestate. Returning to MI, he was shockedto find that, in MI retail, workingpractices, training, career progressionand the recognition that music retailwas a skilled job seemed not to exist.

Heath joined Roland in 1996 as anASM and worked in productmanagement and became MI salesmanager in 2000. In 2007 he launchedthe newly developed pro audio divisionand became sales director in 2009.

Harvey RobertsSenior marketingmanagerAudio-TechnicaHarvey Roberts hasbeen with AT for four

years and has a background in hi techand IT consumer markets.

Roberts spent five years as seniorproduct marketing manager with Psion,where he launched new mobilecomputing products into global markets.

Roberts’ responsibilities at Audio-Technica include UK marketing anddeveloping the product and distributionstrategy for Audio-Technica’s consumerbusiness unit on a European level.




As the world’s leading musictrade event, the confirmationof Musikmesse as the Headline

Sponsor for the MI Retail Conference& Expo was a ringing endorsementfor this debut event.

Held annually at Frankfurt’sMesse venue, Musikmesse attractsover 100,000 people every year fromall over the world, frommanufacturers and retailers, downto eager musicians keen to samplethe latest musical breakthroughs andinnovations. Next year’s Musikmessewill be held from April 6th to 9th2011, while the next Music Chinashow in Shanghai will take placefrom October 12th to 15th 2010.

For those that might not know, canyou describe the structure of theMusikmesse and how it works?With over 1,500 exhibitors,Musikmesse is the world’s biggesttrade fair for musical instrumentsand accessories, sheet music andspecialist literature, the musicbusiness and DJ equipment. Itoccupies nine exhibition halls at theFrankfurt Fair and Exhibition Centre,which covers 578,000 sq metres.

The Musikmesse exhibition hallsare structured by product groups sothat visitors can find the mostimportant halls for their special

interests without difficulty.Musikmesse lasts four days with

the first three days being reservedfor trade visitors only. On the lastday, it opens its doors to privatevisitors and everyone with aninterest in making music.

Besides the unique spectrum ofproducts on show and the largeproportion of internationalexhibitors and visitors, Musikmesseis distinguished by a wide variety ofconcerts, workshops, specialpresentations and awardsceremonies. It is these events –which number around 1,000 in all –that help make Musikmesse theannual highlight of the MI sector.

Musikmesse always involves itselfin music education during the fair. Isthis something you do throughoutthe rest of the year, too?The music4kids participatoryexhibition took place for the tenthtime at this year’s Musikmesse. Thiswas the first time it was held in Hall6.0 and around 8,000 children agedfrom four to 12 had the chance toexperience music in a playful wayand discover how music is created.

This involvement also influencesthe time between fairs because weprepare for music4kids in co-operation with Michael Bradke’sMobile Music Museum and holdcompetitions designed to promotemusic making among young people,such as the School Jam Award, thefinale of which is held at the fair. Wealso support programmes for youngpeople via organisations, such as theClass Music Making Project of theAcademy for Music Teaching.

How does the MI industry compareto other industries that exhibit atthe Frankfurt Messe? (in terms ofsize, community, attitude, etc)It really is the case that the

Exhibition Centre changesenormously with each event – notjust in relation to the size of the fairor the appearance of the halls butalso – and in particular – with regardto the visitors.

Automechanika, a trade fair forthe automobile sector, attracts acompletely different audience to anevent such as Hair and Beauty, a fairfor hairdressers, or Ambiente, aconsumer-goods show. This alsoapplies to events organised byoutside companies, such as the BookFair or the Motor Show (IAA).

Every year, Musikmessetransforms the Exhibition Centre intoa huge event distinguished by acompletely different kind of visitor.

In my opinion, musicians are anextremely sociable, outgoing andwell-adjusted body of people andthe reason for this is probably theircommon passion for music.

How do you see the relationshipbetween supply and retail – andagain, how does it compare withother trades?There are very many hybrid forms inthis sector – manufacturers that alsoimport, retailers with their ownbrands, sales channels operating viamusic academies and so on. Manydevelopments that have alreadyoccurred in other sectors are nowincreasingly evident in the musical-instrument sector: concentration inthe trade, specialisation in nichesand the growth of chain stores.

Are there any changes planned fornext year’s Musikmesse?This year’s Musikmesse was a greatsuccess for us and, in particular, forthe sector. Naturally, there is alwaysroom for improvement and, as everyyear, we are already in touch withrepresentatives of visitors, exhibitorsand the associations to develop new

Tel: 01784 415950 Email: [email protected]

The Headline Sponsor understands trade events better than anyone, which iswhy it takes every opportunity to meet new and existing contacts...

“I have nodoubt that MIwill master the

crisisresourcefully.”

Cordelia vonGymnich

Vice president,Musikmesse



ideas for the next Musikmesse. It willtake a little time yet, however,before these ideas reach fruition.

What are the benefits for retailersin attending Musikmesse?The distinguishing features ofMusikmesse as the leadinginternational trade fair for the sectorinclude not only its comprehensivecoverage of the market, but also thefact that the most important brandnames present their new productsfor the coming season there andmake contact with representatives ofthe retail trade.

Also important is the high level ofinternationality at the fair. AtMusikmesse 2010, more than 1,500exhibitors from 46 countrieswelcomed some 79,000 visitors from119 nations. The whole world of MIgets together at Musikmesse.

What would you say to a UK retailerthat has never been to aMusikmesse event?I would recommend that he or shespends all four days at the fair – thearea to be covered at Musikmesse isvast. The range on show is multi-faceted and you need time to makeand cultivate contacts.

The UK is one of the five topMusikmesse visitor nations and amarket of enormous importance forthe musical instrument sector. Tradevisitors from the UK profit from thefact that the world’s leading tradefair for the sector is held virtuallynext door. And this is an opportunitythat no UK retailer should miss.

You are in a good position to seethe MI trade from many nations’perspectives. How does the UKcompare to Germany?The retail trade in the UK hassuffered greatly from a decliningconsumer propensity to spend inrecent years. This has beenaggravated by structural changes.This situation also opens up newopportunities for start-ups with agood concept. In Germany, themarket is dominated by relativelyfew big retail organisations. Thisdegree of concentration has not yetbeen reached either in the UK or themajority of other European nations. Have you seen any significant

impact from the global creditcrunch and subsequent recession?During the run-up to Musikmesse2010, there were initial indicationsthat the recession in the musicalinstrument sector had bottomed outand thus gave good ground forrestrained optimism. Domestic salesof Germany’s MI manufacturers fellslightly (four per cent). Moreover,the retail market for musicalinstruments actually recoveredsomewhat and registered 3.4 percent up.

2009 was associated with adramatic drop in sales for the MIsector as a whole, especially in theexport sector. Against thisbackground, we were very pleasedthat Musikmesse 2010 was able toboast a stable number of exhibitors,coupled with a slight increase ofvisitors, especially outside Germany.

Frankfurt Messe has reportedsatisfaction with Musikmesse overthe past couple of years, despite theeconomic problems in the world.Do you think MI will pull throughthe crisis without major problems?More and more brands areorganising the sale and distributionof their products themselves.Flagship stores for some top brandsare always under evaluation – even ifthey have been opened only in asmall number of cases.

Some European manufacturersare looking for new concepts tocounter the pressure of costs – orthey disappear from the market. Onthe whole, however, the MI sector isremarkably creative and innovativeand so used to reacting flexibly tochallenges that I have no doubt itwill also master this crisisresourcefully.

How and why did you get involvedin Music China?With the support of 28 internationalsubsidiaries, five branch offices and52 sales partners responsible for 150countries around the world, we giveour customers the chance to be astep ahead in a highly globalised andcontinuously changing market.

It is against this backdrop that wehave been exporting our establishedtrade fair brands for over 23 years.Musikmesse in Frankfurt is such a

brand and, via Music China, we pavethe way for our customers to thehighly promising Chinese market.

Music China will continue goingfrom success to success as long asthe Chinese market continues togrow in significance as a market forboth buying and selling musicalinstruments.

What do you see as the mostsignificant changes in the trade inrecent years?In my opinion, globalisation is one ofthe most important influences onthe trade. This means that, morethan ever before, the trade mustwork on its image and gather asmuch information as possible, toidentify trends at an early stage andto react accordingly.

The process of digitalisation isalso having an impact on the tradethroughout the world, with regard tocommunication with customers andsuppliers and to the productsthemselves. I believe, however, thatthese factors bring about a need forpersonal contacts, for a directexchange of ideas and informationwithin the sector and for ‘oldfashioned’ values, such as tradition,awareness and good service.

What are you hoping to achieve atthe MI Retail Conference & Expo?As exhibition organisers, we areaware of the significance of theexchange of information. Therefore,we will naturally take advantage ofthis event to make new contacts andto cultivate existing ones, as well asto find out about the latestdevelopments in the sector.

“Globalisationmeans that the

trade must workon its image andgather as muchinformation as

possible.”



Known for its high-performancemicrophones, headphones andseveral other audio equipment

categories, Audio-Technica has beensynonymous with quality productsfor almost 50 years.

Creating lines for both home andprofessional use, the Japanese gianthas become a brand regularly usedin the widest variety of differentapplications, from the smallest ofrecording and broadcast studios,right up to massive occasions like theWorld Cup and the Olympic Games.Add to this live-sound applicationsand Audio-Technica is amanufacturer. that no-one in theentertainment industries can affordto ignore.

Microphones have become a mass-produced, hi-tech product, not

unlike white goods andconsumer electronics. Howdo you maintain a ‘stand-out’ image for Audio-Technica for what is anincreasinglyhomogeneous company?There are two primaryways in which businesses– in any market – candifferentiate themselvesfrom the sea ofcompetitors. Firstly, theycan emphasise results anddeliver on their promises.This is of particularimportance in Audio-Technica’s case, given thedegree to whichcustomer service is key toour way of doing

business. Our customersknow that they can rely onboth our support and ourproducts and this is animportant factor in setting Audio-Technica apart fromothers in the market.

Secondly, forward-thinking brandsneed to continuously enhance theirimage in the eyes of consumers,which is all about brandcommunications and positioning. Wework very hard to communicate aconsistent, understandable messageto end users about Audio-Technica;our brand values are reliability,innovative design and excellentvalue and keeping these as coremessages maintains focusthroughout the various chains ofmarketing communications.

But I’d actually challenge the ideathat microphones are easilycategorised as ‘increasinglyhomogeneous’. There are withoutdoubt more ‘me-too’ productsavailable to consumers today, butthe area of business that Audio-Technica is in is driven by innovation.

Our long-standing AT4033 studiocondenser, for example, was the firsthigh-performing, affordablemicrophone of its type, and blazed atrail for a whole new marketsegment on its introduction. Andrecent additions like the AT4080 andAT4081 ribbon microphones with nofewer than 18 patents pending, weredesigned from the ground up andinvolve a significant degree of hand-building in their construction.

How broad would you say yourbrand’s reach is? It’s very broad – as a result of thedifferent and unique market sectorswe operate in.

While MI Pro readers will knowabout our MI microphone ranges(including the 20 and 40 Seriesstudio and Artist and Artist Elite livemodels), Audio-Technica is alsoextremely active in the installationand broadcast microphone marketsand has a hugely diverse range ofconsumer headphones, from thenoise cancelling ANC series to

its highly respected W5000 hi-fi headphone.

In Japan, Audio-Technica is thehighest-selling consumer headphonebrand, and our decision to startintroducing these products to theEuropean market was a consideredmove to bring the brand to abroader domestic market. In termsof broadcast, Audio-Technicaprovides all of the microphones forthe Summer and Winter OlympicGames and has done for many years.As such, millions of people acrossthe globe enjoy the sounds of world-class sporting events exclusivelythrough Audio-Technica products.

What distinguishes you from yourcompetitors?As mentioned above, Audio-Technica’s award-winning customerservice is of crucial importance in thisarea. We know from customerfeedback that we are viewed as a veryaccessible business and thatcustomers know they can depend onus for technical and sales support. Wecontinually review what we do, fromhow we service our customers to theproducts themselves.

This is not a cold, calculatedbusiness approach. Audio-Technicaremains a family-owned business,albeit one with a turnover of $300million. We are not owned byshareholders and everyone in thebusiness has an interest in ensuringthat our lifeblood – our customers –are looked after. It’s a very distinctivezen-like approach and it really shapeseverything we do and the characterof the company as a whole.

Is business up or down on last year?I’m very pleased to say that overall,the European operation is up 14 percent on last year. Clearly, tradingconditions remain very challengingfor all of us, whether manufacturing

Tel: 0113 277 1441Email: [email protected]

For five decades the mic giant, Audio-Technica, has provided the music industrywith impressive audio equipment and it shows no sign of slowing down...

“The adage offixing the roofwhile the sun

shines holds truefor surviving

economicdownturn.”

Harvey RobertsSenior marketing

manager,Audio-Technica



or retail, so we’re having to workhard to maintain and increasebusiness activity. But we enjoy verygood relationships with ourcustomers and our standing withthem has remained strong.

Audio-Technica is a veryempathetic company and weintroduced several new initiatives in2009, specifically to help customersin their drive to maintain sales toconsumers. We extended ourlifetime warranty from our 40 Seriesstudio mics to include both Artistand Artist Elite live microphoneranges and introduced the FirstImpressions trial scheme to allowusers to trial microphones free-of-charge for two weeks beforepurchasing from a dealer.

These schemes involve a highlevel of resourcing, but they’reevidence of Audio-Technica’sdetermination to work with itscustomers in difficult times, and it’sthis approach that has led to awelcomed double digit growth.

What are your projections for2010/11?We’re certainly not out of the woodsyet, but we’re positive about theyear ahead. To have been able todeliver growth in the last 12 monthshas been very heartening, and thathelps instill a company-wide attitudeof continuing to work hard while theeconomic situation slowly improves.

What do you see as the mostsignificant changes (if any) in retailin recent years?The impact that the internet has hadon the way people shop is withoutdoubt the single biggest change toretail in the last five or ten years. It’snot simply the way in whichcustomers make purchases that haschanged, it’s the information-gathering process that has beentransformed. Consumers are betterinformed than ever because of theease with which information aboutproducts and prices can be gleanedfrom their PC. And with that comesnot only challenges for retailers, butalso enormous opportunities.

If there was one thing you couldchange in the MI industry, whatwould it be?

I’d really like to see more MI retailersgrasp the opportunities available inchanging the ‘product’ that theyoffer consumers. I don’t simplymean the hardware that they sell instore, but rather the service that isextended to their customers.

Modernising MI retail doesn’tmean investing large amounts. It canbe as simple as offering the very bestproduct knowledge and advice onthe high street, and delivering thatto customers in a way that buildstrust and keeps them coming back.

Audio-Technica is really nodifferent to a retailer or any otherbusiness. We all need to identifyways to effectively fight for a shareof the customer’s wallet by standingout from the competition. We dothat by focusing on supporting ourcustomers – in part by helping totrain knowledgeable staff, which iswhy we’re launching our Centres OfExcellence scheme, backed up with atraining programme this summer.

How do you see the relationshipbetween supply and retail?The model for the supply and retailrelationship today has to besupportive and co-operational andAudio-Technica places greatemphasis on encouraging that kindof interaction with its customers. Webelieve it’s one of the reasons thatwe have remained strong over thelast two years.

I think Audio-Technica is seen asbeing quite distinctive by itscustomers; both reliable andaccessible, which is the way we feelbusiness should be done.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?Of course, no one has remainedimmune from the affects of theslowdown in the global economy.We have faced challenges from thefluctuations in the Sterling, Yen andEuro exchange rate, for example,causing us to look very closely athow we manage our business andhandle macro-economic factors.

Since 2008 there have obviouslybeen a large number of businessfailures across all industries, but I dothink such situations lead to thestrong getting stronger while the weak

become weaker. Strongbusiness, by definition, hasa view on the long-termand businesses that saw theslowdown on the horizonwere able to take action inadvance of the crisis takinghold. Audio-Technica, forexample, had to look atits pricing anddiscountstructure as aresult of theexchange ratechanges – not aneasy thing to do but itput the company on a sure footing.

The adage of ‘fixing the roofwhile the sun shines’ holds verytrue here. It does a business nogood to simply enjoy periods ofgrowth and wait until themarket contracts to address adifficult situation; sensibleplanning for the future is the onlyway to survive a recession of theseverity of the last two years.

When times are hard, consumersare very choosy about who they buyfrom and what they buy. Theycontinually look for greater value,but that opens up opportunities todo business better, not simply tryand compete on price.

What are you hoping to achieve atthe MI Retail Conference & Expo?The event will be a great opportunityto strengthen existing and developnew relationships with customers,and to be part of an information-sharing knowledge base that willhelp to shape Audio-Technica’sstrategy for MI in the future.

We will also be launching our MIRetail Summer School programmeand complementing this with theintroduction of our Centres ofExcellence scheme. We’re focusedon supporting customers withtailored staff training across a rangeof Audio-Technica products. TheSummer School programme is opento all retailers and slots will bebooked into the diary at the event.

These are programmes that havebeen developed as a result offeedback from customers, so we’revery pleased to be able to unveil theinitiatives to them at this event.

“We know fromcustomer

feedback that weare viewed as avery accessiblebusiness, theyknow they candepend on us.”

We’re delivering first class customer service.

Are you with us?

Be an Audio-Technica Centre of Excellence.

Our new customer service initiative is designed to equip you

with the tools you need to become power sellers of our products,

armed with our award-winning customer service know-how and on going

personalised training programs to keep you streets ahead of your competition.

Our Centres of Excellence will be split into three categories:

• Studio Microphones

• Monitor Headphones

• Live Sound Headphones.

Be a Centre of Excellence for just one, or all three.

It’s time to empower your staff and empower your business.

Book your place on the Summer Training course now and take the first step

to becoming an Audio-Technica Centre of Excellence.

For any questions on the Audio-Technica Centre of Excellence entry requirements

please refer to Audio-Technica marketing department on 0113 277 1441

or contact your local Audio-Technica Sales Manager.

For more information visit www.audio-technica.com/coe

ATH-M50

AE5400

AT4080

BP892

� � � � �Centre of Excellence

Knowledge is power, and for retailers, product knowledge can mean more sales.

It is difficult to effectively sell to a consumer if we cannot show how a particular

product will address a shopper’s needs.

Delivering excellent customer service through having knowledgeable sales staff

will help sales in the following key ways:

• Strengthens Communication Skills

• Boosts Enthusiasm

• Grows Confidence

• Increases average customer spend

The MI Retail Summer School Program is open to all retailers, and we are taking

bookings NOW so please come and see us at the conference, and discuss what we

can do for you.

The Summer School will cover the following topics so choose the ones which most

suit your business and customer base:

• Wireless

• Live Sound

• Studio Microphones

• Audio Basics

• Headphones

The MI Retail Summer School Program is open to all retailers, and we will be booking

slots in our diary during the conference, so please come and see us, and discuss what we

can do for you.

For more information visit www.audio-technica.com/summerschool

MI Retail Summer School

AT2020

ATM710

ATH-M35

PRO35



With a history that stretchesback to 1894, Barnes &Mullins has certainly been

around for longer than most.Its long list of brands includes the

likes of Yanagisawa, Höfner, Line 6and Thomastik Infeld. July last yearsaw the buy-out of the company bycurrent joint managing directors,Bruce Perrin and Brian Cleary,ending two years of uncertainty. Thefirm establishment of its ownbrands, such as Faith Guitars, as

well as its new ownership, hasseen this supplier continue

to make significant leapsforward from its days as a

banjo specialist. The decision todo business solely with

independent retailers is anotherreason why B&M is held in suchhigh regard.

You maintain a policy of ‘indies only’and are very wary of web sales. Canyou explain what underlies this

strategy, when so many are lookingto the high-turnover multiple andinternet trading?We are not against the non-specialistmajor chains – we completelyunderstand their place in the marketand what they do. I also buy into theargument that they can cater for thefirst-time buyer market, which ourspecialist dealers can’t.

I, in fact, bought my first guitarfrom my mother’s Freeman’scatalogue and then spent thousandsof pounds in independent musicshops in the years thereafter.However, this is not the business wechase. One hundred per cent of ourbusiness is with independent musicstores so why would we do anythingthat would upset them? We supportthem and that means we don’t makeour products available to the non-specialist multiples. It’s quite simplya commercial decision and we tendto feel you can’t easily run with thehare and the hounds.

With regard to web sales, wary isa good description. At the moment,the driving force behind internetselling is price. This can easily meanthat the dealer with the biggestoverhead, nicest shop in the mostaccessible location does thedemonstrating and stocking of theproduct and the guy with the lowestoverhead in the middle of nowhereor with the biggest buying powergets the sale.

Quite simply it is not fair, butthere is nothing presently thatallows a supplier, such as us, toinfluence what price our productsare sold for online. Ultimately, if adealer cannot make money sellingour products he will sell somethingelse, so we have to be careful as towhom we supply.

It really boils down to supportingdealers that support us.

Your brands range from entry-levelto high-end, from electric guitars to


With a history spanning decades, Barnes & Mullins has attracted huge praise andhigh regard from all corners of the UK’s musical instrument industry...

“We tend to feelthat you can’trun with thehare and the

hounds.”Brian Cleary

Co-MD,Barnes & Mullins



woodwind, from generalaccessories to specialistinstruments. How does Barnes &Mullins maintain the different kindsof relationships needed across sucha broad retailer network?Musicians are musicians and usuallyhave a healthy respect for eachother, even if their area of music iscompletely different. We try toemploy the right people in the rightjobs who have a broadunderstanding of differentinstruments and styles. The majorityof people at Barnes & Mullins aremusicians, even our companyaccountant is a saxophonist, and wehopefully always have someone onthe team who can answer a tricky question.

What brands do you carry? We are very fortunate to representsome of the biggest internationalbrands exclusively such asYanagisawa, Rico, Thomastik-Infeld,Admira and many others. Ourrelationship with Line 6 has been agreat success and we also continueto invest in our own brands such asFaith, Brunswick and TGI.

What distinguishes Barnes &Mullins from its competitors?The temptation with such a questionis to roll out the usual answer of howwe put our customers first and givethem our full support, but I’m quitesure this is exactly the same answerthat any of our competitors wouldgive you. It’s not so much whatdistinguishes us from ourcompetitors but what we share incommon with the best of them. Wegenuinely care about our businessand our customers’ businesses and Ibelieve as a result we have gainedtheir loyalty and trust.

Is business up or down on last yearfor the company?For the first two months of the newfinancial year, business is down onthe same months last year. Havingsaid that, last year was a verysuccessful year for Barnes & Mullins,but there is no doubt we will all haveto work harder this year.What are your projections for2010/11?

Despite what shall obviously be achallenging year, we are forecastinggrowth. In difficult times retailerswill always turn to tried and testedbrands rather than risk capital on theunknown and I believe a great manyof our brands have the pedigree tobe a safe bet. If turnover is hard tocome by, retailers will focus more onmargin and that means accessoryproducts and that’s a great deal ofwhat we do.

What do you see as the mostsignificant changes in retail inrecent years?Of course the internet is the biggest,but the fall of the portable keyboardfrom a mass market product has alsohad a dramatic effect. Many retailersopened during the keyboard boomof the ‘80s, but have since had todiversify or disappear.

Retailing has never been easy inour industry and as a result I believewe now have the most professionaland disciplined selection of musicstores that I have seen during my 30year career in the industry.

If there was one thing you couldchange in the MI industry, whatwould it be?I would very much like to seeretailers promoting live music intheir towns and giving new, youngbands the opportunity to play. Ifthere are places to play, bands formand therefore buy products.

My other dream is to seelegislation that would allow brandowners to enforce a minimumadvertised pricing policy. I’m surethis would help to drive thecustomers back into the shops andre-focus the customer on service,presentation and stock.

How do you see the relationshipbetween supply and retail?There has been a trend for suppliersto become retailers and retailers tobecome suppliers. The truth is weneed each other and in neitherdirection is the grass greener on theother side. A good wholesaler allowsa good retailer to be able to buysensibly, without tying up hugecapital in stock – this is thewholesaler’s job. A good network of

independent retailers gives a brand a route to market in everycorner of the UK, for which there’s no substitute.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?We have been very fortunate andhaven’t experienced direct problemswith our bank or the like. The mostnoticeable impact has been on manyof our customers who haveexperienced a marked downturn in business.

What are you hoping to achieve atthe MI Retail Conference & Expo?We have given a lot of thought tohow we can best support ourcustomers this year and havedrafted what we have cheekilycalled our ‘Manifesto’. Quite simply,these are three significant steps weshall take this year for the benefitof our dealers. We shall belaunching details of our threemonth summer special withdiscount prices, extended creditterms and free warehousing whichstarts in June.

We shall also be amending ourcarriage charges to accommodatedealers who wish to buy smallerand more often.

Most exciting of all isour huge investment in‘StringGallery’. This is awhole programme oftools that will open upthe world of bowedinstruments to thegeneral music storeand create a newincome stream formany. This is one ofthe most excitingand innovativeprojects everundertaken inthe orchestralmarket.

We aredelighted tosee this eventtake place andbelieve it isexactly what ourindustry needs atthis time.


The majority of MImanufacturers remain solelywithin the industry for the

durations of their existence, perhapsventuring into other fields such asaudio when they reach a size whereexpansion is a necessary andworthwhile option.

Rarely, however, will you find acorporation that has dominated adifferent product world enter the MImarket and take it by storm. This isprecisely what Casio did as it quicklybecame a global giant in keyboardsand, more recently, digital pianos.Helping people discover musicthrough simplicity and technologicalinnovation has got Casio to where itis today – a leader in a hugelyimportant area of the MI market.

MI is a tiny part of Casio’s globalbusiness. How difficult is it tomaintain high levels of investmentfrom the ‘mother’ corporation?I have been with Casio for just a yearand to date investment into the EMI(Electronic Musical Instruments)division has not been a problem.

Yes, music is a small part of thecompany’s total sales, but over 70million Casio instruments have beensold since the first keyboard wasdeveloped – so it is a substantialbusiness. This will become moreapparent as this year develops. 2010is the 30th anniversary of Casio

musical instruments and there ismajor investment taking place onevery level including limited editionanniversary products and a raft ofmarketing activity designed toincrease product awareness anddrive customers into stores.

Selling digital pianos means you arein a market with a single dominantcompetitor that dwarves the rest.How easy/difficult is it to competein such a market? Do you feel youare ‘stealing’ market share?Over the past 12 months we doseem to have increased our market

share in the area of the marketbelow £1,000, which is totally ourfocus. This is a very important partof the market, where many newcustomers first enter the world ofmusic, through either their firstkeyboard or digital piano.

Of course the market iscompetitive, but Casio has afantastic name in the keyboardmarket and the new Privia andCelviano digital pianos launched lastautumn have proved very popular.

A major factor in that success hasbeen the professionalism of theCasio dealer network and I would


Casio’s MI division celebrates 30 years in MI this year, but its products stillstand out and the firm holds up dealers as the lifeblood of its business...

“Over 70million Casioinstruments

have been soldin 30 years.”

Andy CarvillDivisional

manager EMI,Casio




like to say a very big ‘thank you’ fortheir support over the last year.

How broad would you say yourbrand’s reach is?Very broad. As we do focus on thefirst-time-buyer market, many of ourcustomers are the ‘average family’. Itis highly likely they own a Casioproduct of some type. I do believethe brand is very strong in thismarket – far stronger than some ofthe more specialist companies.

The good news is we still have anawful lot of potential as manypeople don’t know that Casio makesserious instruments such as digitalpianos. When exposed to theproducts, people are surprised bythe quality and value of the package.

What distinguishes you from yourcompetitors?Our USP is the classic Casiocombination of high quality productsat value for money prices, with thesupport and back up of a globalcorporation. A three-year warrantyon all digital pianos helps.

Is business up or down on last year?Despite what seems to have been adifficult year in the market, businessis up – again thanks to our dealers.

What are your projections for2010/11?Projections are never easy, but whatI know is during this year Casio EMIwill be more high profile than formany years. The 30th anniversarywill see Casio instruments exposedto a far wider range of the generalpublic, with a particular focus on theaverage family customer. Do I thinkthis year will be easy? Well, theyhaven’t been for the last 20, so Idon’t think this will be any different.

What do you see as the mostsignificant changes in retail inrecent years?I think there have been manychanges in retail and it is stillchanging fast. You mentioned earliera single dominant competitor and Ithink I know who you are talkingabout. One of the reasons for thisdominance was the obvious soundquality advantage of that company’sproducts. Over the years, this has

changed. These days most brands’products are good – I would happilyput our product against any others inthe market.

A digital piano sounds like a pianoand it is becoming increasinglydifficult to appreciate the differencebetween brands in terms of soundand touch. Reliance on a singlemanufacturer is becoming lessimportant and this is what manydealers now understand. Thestrength of any brand’s overallpackage is now more important.

If there were one thing you couldchange in the MI industry, whatwould it be?Apart from my salary (upwards ofcourse) it would have to be theindustry’s level of nationalmarketing. The MI business is verysmall compared to most markets,but the general quality of all musicalinstruments is fantastic. It would begreat to take that message to the 95per cent of people who have noawareness of our market and therange of products available.

How do you see the relationshipbetween supply and retail?Absolutely vital. Both parties are

travelling down the same road andare reliant on each other. Supplierscannot retail and vice versa, so astrong, mutually profitablerelationship is the only way forward.

Have you seen any significantimpact from the global recession?There are obvious impacts that wecan all read about in MI Pro everymonth and the loss of retailers is nothealthy for the overall market. In thelong run it will make the remainingretailers stronger, so there is abalance to the situation.

As mentioned before, I believe themarket isn’t easy and the same canbe said for many markets outside MI.The financial situation has and willcontribute to the challenge ofmaintaining profitable business forsuppliers and retailers alike.

What are you hoping to achieve atthe MI Retail Conference & Expo?First it is good that the industry hasthe opportunity to get together andexchange ideas. From a Casioperspective, we hope to meet andpresent the Casio products and salespackage plus the 30th anniversaryplans to both current and potentialnew dealers.

“The relationshipbetween supply

and retail is vital.We are all

travelling downthe same road.”




Whether guitars, brass, woodwind or percussion are your thing, John HornbySkewes & Co is a core supplier, offering a plethora of brands to choose from...

It might not hold the prestigioustitle of the UK’s oldest or biggestsupplier, but John Hornby Skewes

undoubtedly holds an enviable status in the upper echelons of thesupplier hierarchy, and rightly so.

Known mostly for dealing with theVintage, Fret-King and Encorebrands, JHS also carries big names inbrass, woodwind and percussion andhas a reputation for being the coresupplier to a huge number of storesworldwide. Run by people who areas passionate about MI as theretailers and end users it supplies,it’s no wonder that this company hasreached the heights it has.

Your company has built a dealernetwork second to none in the UK,but you remain very forward-looking in your development ofroutes to market. How do youbalance your Indie versusmultiple/internet strategy? By adopting transparent, level playing field pricing policies, whichmake all of our merchandise available to sellers in every sector atprices that allow fair competition.

You have put a lot of weight onmarketing your guitar brandsrecently. Where does this leaveyour other, non rock n roll brands? Our ‘non rock n roll brands’ are of

equal importance to us as theguitar brands, as indeed theyare to our customers.Orchestral brands like Odysseybrasswind and Antoni

orchestral stringed instrumentsare staples for hundreds of

dealers. Our percussionbrands (PerformancePercussion, Regal Tip,Drum Tech and RhythmTech) all achieve significantsales to both the hobbyist

and professional.

I guess you can include classical guitars, sound reinforcement andthe SpongeBob range.

Classical guitars have been a fundamental part of our business forthe entire life of the company and withManuel Rodríguez we have a 25-yearrelationship offering what is arguablythe best and highest profile classicalguitar brand in the world. Our ownSantos Martinez line complements thisperfectly, offering the usual terrific JHSproposition of price, value, quality anddealer margin.

Our sound reinforcementbusiness is a substantial part of ouroverall activity, with world classbrands like HK Audio, Allen & Heath,Lab Gruppen and LA Audio providinga one-stop-shop for an importantmarket sector.

Our activity in the JHS pro audiodivision has planned growth and anacquisition strategy, which will seemore complementary brandsincreasing our offer.

I mentioned SpongeBob, and Ibelieve I said in the recent MI Proarticle, we’ve never had so much funwith any product we’ve ever sold.

Where do you see Fret-King,Vintage and Encore in five years? Fret-King, Vintage and Encore are allworld brands, sold in the UK and Eirethrough over 500 dealerships.Internationally the brands are sold inover 60 markets. The brandsfunction as a trio, offering more thanany other brand does at theirrespective price points, and with thisimportant part of the brand messagefully recognised, all three ranges willcontinue to be developed.

What brands do you carry? Our most popular brands are Fret-King, Vintage, Encore, SantosMartinez, Eagle Mountain, Kinsman,Guitar Tech, GYC, Antoni, Odyssey,

Rhythm Tech, SpongeBobSquarepants, Dunlop, Fishman,Manuel Rodriguez, Kustom, Hornbyand many more. These are availableat dealerships, and via all ourcustomers – ‘off dealership’.

What distinguishes you from yourcompetitors? We are a family run company, with avery corporate business ethic and avery human face. The founder andproprietor, John Skewes, is still verymuch ‘in the chair’.

The team, from the directorsdown, is totally focused upondelivering great service, welldesigned and built products,excellent promotion and advertisingand high dealer margins. We careabout our customers – their financialwell-being, their futures, theirbusinesses, all because without ourthem, we don’t have a business.

I see far too much commercialimperialism, where companiesconvince themselves they can do nowrong, interact with their customersin a very prescriptive manner, andrely on muscle to pursue their goals.

Is business up or down on last year? The beginnings of fiscal 2010/2011have illustrated just how challengingthe market is, in all sectors, andmaybe signpost the trends for themonths ahead. As a company weplan for growth, work to the planand at the moment we’re beingsuccessful in most parts of said plan.Whether we’re up or down we won’tknow until March 31st 2011.

What are your projections for2010/11? The UK and Ireland is the sixth orseventh largest consumer economyin the world, with a market of over65 million people and some of thehighest per capita incomes in the

“The chain fromproducer to

consumer is inplace for a good

reason.”Dennis Drumm

Managing director,JHS



world. It is the seedbed of rock n rolland the home of some of the world’sgreatest orchestra and players.

Possibly the cake may shrinkalong the way, but the underlyingfundamentals are still strong.

Unless the big meteor arrives, orwe have a 2012 scenario, businesswill be done by those equipped todo it, and even in a challengingtrading environment, thoseequipped to do so will grow.

What do you see as the mostsignificant changes in retail inrecent years? In common with goods in allcategories, value in product isimmense today, with even the leastexpensive goods in any categorybeing better than the best of 30years ago. This is terrific for theconsumer, and for the industry,especially at the starter end wherenewbies get a great instrument tostart on and thus progress.

Over the decades, this has led toa massive increase in the take up ofplayingmusicalinstruments of all sorts,which benefits the industry.

Commercially, nationaldistribution is now a breeze,with excellent logistics,communications are almostinstantaneous, the routes tomarket are more diverse andthere is a plethora of choice ingoods and suppliers.Honestly, however, from a 35-year perspective, with theexception of the internet andall the noise it creates, somuch is the same becausethe issues, possibilitiesand likely outcomes ofrunning a business don’tchange.

If there was one thingyou could change in theMI industry, what wouldit be? Can I be brutal? I’d like just alittle more pragmatism and realism.

There are thousands of greatstores in the UK and Ireland. No

distributor can ever provide 100 percent satisfaction to all its customers,all the time. Yet often it seems that’swhat’s expected.

Now, I don’t mind striving forperfection and JHS does, but it’d benice sometimes if there was just abit more reciprocation.

I love what I do and I care verydeeply about our relationships withour customers, but even though Idon’t mind swallowing humble pie ifwe foul up, which we do, it’d berefreshing to see a move towardsliving up to the realistic expectationsof distributors.

I guess you want a comment onthe dreaded ‘discounting’ too. Well,our take is that we offer a levelplaying field, totally transparentpricing, offers that are available toall, great terms, good settlementsand wonderful opportunities tobring extra margin to our customerswith occasions like the JHS Event.

In a free competitive market,governed by clear law and regulationon free competition, it’s the functionof the market to set consumerprices, but I do sometimes wonderwhy so many resellers put so littlefocus on adding value, and persist

with strategies which drive theirmargins down, so often to levelswhich will not even fund thereplacement value of the

goods offered.

How do you see the relationshipbetween supply and retail? Healthy, essential, fundamental.

As the proprietor of severalsignificant brands, our job is to

create the demand, andprovide the goods for

our resellers tochannel to theconsumer for our

mutual benefit.It’s interesting the way

that some distributors havebecome retailers, and somany retailers have becomedistributors, but I don’t

subscribe to the likelyoutcome being a totally

integrated vertical structure.The overall distribution chain,

from producer to consumer, is inplace for a very good reason, and in

our still very niche, specialisedindustry, the participants in thechain who continue to add value willalways have a place.

The brand with a great story,communicated coherently to theconsumer, the reseller with strongUSPs and the ability to provide agreat service, the high volume boxshifter, the jobber, the one-man-band, the multiple branch specialist,all have a place in the market.

A clear goal – focused approach,with a strong business plan, and aprofessional attitude, at whateverpoint a business is at in the chain, iswhat will produce success.

Have you seen any significantimpact from the global creditcrunch and subsequent recession? Of course: supply side price rises,uncomfortable exchange rateswings, increases in taxation,oversupply and reduction indemand, businesses in distress anddefault, bad debt, lengthening credit lines generally, and anatmosphere of caution. Nothing wehaven’t seen before.

What are you hoping to achieve atthe MI Retail Conference and Expo? A chance to bring to the attention ofdealers, who may not yet be takingfull advantage of all JHS has to offer,the many ways in which we canbring additional benefits to allresellers. We look forward tomeeting new and existing customersat the conference.

“The team istotally focusedupon delivering

great service, welldesigned and builtproducts, excellent

promotion andadvertising, and

high dealermargins.”

The one-stop • Over 4,200 products• 65+ World leading brands• Competitive pricing• High profit margins• Extensive stock holding• Fast delivery• JHS brands sold in 60 countries

The UK’s #1, founded in 1965 John Hornby Skewes & Co. Ltd., has grown over the years to becomethe largest family-owned independent musical merchandise distributor.

Substantial growth with loyal staff and a sound customer base has seen JHS become a leader in worldwide distribution of musical merchandise, instrument amplification and pro-audio equipment.

Key to our continuing success is maintaining a well developed stable of brands; in fact the 2010 JHS cataloguerange contains over 4200 products under some 65+ brand names.

A strong team of twelve Area Sales Managers strive to service every UK and Eire outlet with a need for musical instruments, Pro Audio equipment and associated Accessories.

In addition a dedicated Export department services a customer base covering over 60 different countries worldwide.

Our efforts to purchase and provide saleable and profitable products have been successful, but we also thank our customer’s for their ongoing support to help make this possible.

Being a financially stable company enables us to carry massive stocks to quickly meet Dealer demand.

Those visiting our annual JHS EVENT are well aware of the amazing pricing anddeferred interest free terms available.

We will continue to support our customers and industry by participating in regional and national exhibitions, in addition, our product Clinician continues to work with our stocking main dealers.

Our generous marketing budget will continue to provide massive advertisingsupport in industry consumer magazines, and ensure ‘GEAR’ magazinereaches tens of thousands of established and potential new consumers.

As a leading Musical Instrument Vendor, and after 45 years, JHS specialisein service, price, quality, and supply of, in demand, profitable merchandise.

JHS – helping your business grow.

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Since 1965

JOHN HORNBY SKEWES & CO. LTD.

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CHANDISE, AMPLIFICATION & PRO AUD

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Tel: 01908 375411Email: [email protected]

With a legacy of endless hard work producing quality products and an extremely loyalcustomer base, it’s no wonder that Marshall is the world’s best amp manufacturer....

Ask anybody, even someonewith the most limitedknowledge of music, to name

an amp company and the chancesare they’ll say Marshall.

Based in Bletchley,Buckinghamshire, this manufacturerhas been an exporting giant fordecades and has allowed some ofthe world’s most iconic artists tomake themselves heard.

A company capable of makingbusiness deals such as the recentNatal purchase clearly deserves tobe considered a real MI superpower.

Being the single most recognisableamp brand in the world, how doyou maintain the drive to hold on to

the number-one slot? Is it easier tosteal market share or maintain it?There are a lot of new amp brandscoming onto the market – some willsurvive, others will not. When you’renumber one you have to beprepared for people to snap at yourheels, but, as they say, imitation isthe best form of flattery.

We have an excellent teamworking for us, probably one of thebest in our history, and everyone hasa passion for the brand. The teamhas over 1,500 years of combinedexperience in amp design andmanufacture. Rest assured that atMarshall, we will continue todevelop products that meet ourcustomers’ needs and expectations.

“With the rightproducts and

best dealernetwork in theworld, Marshallcontinues to gofrom strengthto strength.”

Jon ElleryManagingdirector,Marshall



You recently shocked the world bybuying Natal and promising biginvestment in that brand. Could youforesee buying another brand in thefuture? If so, what would be yourcriteria? And wat sort of productmight it be?I suppose it was a shock, but as mostpeople are aware, Jim Marshallbegan his career as a drummer, sofor us Natal was a very logical fit,particularly when you compare itsheritage with Marshall’s.

We are as committed to the Natalbrand as we are to Marshall and willbe introducing a number of excitingnew products in the near future,manufacturing some of thoseproducts in Bletchley, which is greatfor everybody at Marshall andconfirms our commitment to UK manufacturing.

As to whether we might considerbuying another brand in the future,what I would say is that we arealways open to opportunity andshould something come along thatwe feel suits our criteria, thenanything could be possible. Neversay never.

How broad would you say yourbrand’s reach is? I would say that Marshall is one ofthe most recognised brand names inthe industry and throughout theworld. It has over 48 years of historyand a very loyal customer base thatis never taken for granted.

It is about developing long-termrelationships. We’re regularlyamazed at the response we get tothe brand, the iconic Marshall logo isinstantly recognisable around theworld (we distribute to 89 countries)and we’ve been awarded ‘iconic’ and‘cool’ brand status here in the UK.

We know from our travels globallythat recognition of the brandcontinues to grow. We have peoplefrom all over the world visiting thecompany to take a factory tour andthey are always stunned to seeexactly what we mean when we saya product is ‘made in England’.

What distinguishes Marshall fromits competitors?At Marshall, we like to maintainfamily values in our relationships

with our customers – anyone cancontact us or visit the factory andevery letter and email is answered.

We take great pride in the factthat we still have a strong R&D andmanufacturing plant in England andthat today, as was the case 48 yearsago, we still make products by hand.

Quality is always our main focusand every amplifier built in ourBletchley factory is tested at everysingle stage and, of course, we mustnot forget the Marshall tone that somany of our competitors attempt to emulate.

Is business up or down on last year?Business for us is stable, whichpleases me considering the currenteconomic climate.

What are your projections for2010/11?I expect business in 2010 to remainstable and believe we will see thingsstart to improve in 2011. With theright products and the bestdistribution and dealer network inthe world, Marshall will continue togo from strength to strength.

We have our 50th Anniversary tolook forward to in 2012 and then thenext 50 years to plan for – it’s anenviable position to be in.

What do you see as the mostsignificant changes in retail inrecent years?In my opinion, it’s the rapid growthof web-based resellers and how theyhave impacted so strongly on thebricks and mortar stores.

Strong forward thinking dealershave adapted to the ever-changingmarkets and will continue to surviveand grow.

If there was one thing you couldchange in the MI industry, whatwould it be?I would not say change, but moreenhance and develop – and thatwould be to make music available to everyone.

So much enjoyment can be gainedthrough music and we mustcontinually strive to make it moreaccessible to everyone. I believepassionately that we need to

develop the schools programme andoffer the tools to nurture new talent.

I think the music industry attractspeople with a passion for music,whose other work-related skills arealmost secondary – which makes fora great environment that enablesyou to work with like-mindedindividuals to achieve greatsuccess and it can still befun. What is to change?

How do you see therelationship betweensupply and retail? In my opinion it is vital tohave a good, open workingrelationship with ourdistribution and dealernetwork, we like to getconstant feedback.

By working togetherwe can ensure that ourproduct is right and theneeds of the customerare fulfilled.

Have you seen anysignificant impacts from the global credit crunch andsubsequent recession?Yes, we have seen someimpact – in somecountries more thanothers. However, thefeedback I am receivingis far more positive.

It is my feeling thatwe are at the bottom ofthe credit crunch and itis up to all thoseinvolved to start talkingthings up, so that wecan once again promotea more positive feelwithin the industry.

What are you hoping toachieve at the MI RetailConference & Expo?It is another opportunityto interface with thedealer network on adifferent level, to seehow the industry isdeveloping and todiscuss what challengesface the MI industry inthe coming year.

JMD501

JMD100

JMD50

JMD102

JMD Footcontroller

M412A

M412B

“The JMD:1 is truly a thrill to play onstage. With this ampI don’t have one killer Marshall tone, I have them all.”Allison Robertson – The Donnas

The JMD:1 is quite simply one of the most comprehensive and sophisticated

amplifiers Marshall has created to date. Combining state-of-the-art digital

pre-amp technology, studio quality FX and sheer EL34 valve power, the JMD:1 is

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Valve Power Amp: Stage-ready EL34 valve design delivering those classic Marshall tones without

compromise.

Cutting Edge Digital Pre-Amp: 16 fully programmable historic and new Marshall pre-amp

topologies designed using patented Natural Harmonic Technology™.

9 Programmable Effects & FX Loop: Studio quality custom designed Modulation, Delay and

Reverb. Series/Parallel FX Loop with programmable mix control.

Gate: Ultra fast noise reduction expander provides natural sustain and very fast decays for staccato

rhythms and short pauses.

Live, Studio and Practice: Headphones, Line In, Pre-Amp Out, Emulated Out and Silent

Recording Mode.

MIDI In / Thru: Integrate into your MIDI set-up and store and recall 128 presets.

Programmable Footcontroller Included: Assign any front panel switch or store and recall 28

presets.

For more information about the JMD:1 Series and other Marshall products contact:

Marshall Amplification Denbigh Road, Bletchley, Milton Keynes, MK1 1DQ www.marshallamps.comPhoto by Alison Krick

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Don’t be an audio Philistine, catapult your audio output to greater heights. To find your nearest dealer, call us on 01702 613922.



Specialising mainly in audio,Adam Hall is the exclusive UKdistributor for brands such as

Eminence, Palmer and, morerecently, Audac.

With its central offices andwarehouse in Germany and its UKheadquarters based in Southend, thecompany, which has been inbusiness since 1976, is another MIand audio crossover company to jointhe likes of Tascam, Monacor andStudiomaster at the MI RetailConference & Expo.

Adam Hall is also the supplier fora number of its own manufacturedbrands, including selections of flightcases, music stands and a massivecollection of pro audio targetedhardware accessories.

This versatility means there aremore than likely to be products fromthe Adam Hall stable that appeal tothe vast majority of MI retailers inthis most profitable of MI-relevant arenas.

What brands do you carry? We carry our own brand of flight-case hardware, LD Systems, LDPremium, Eminence Speakers,Palmer Audio Tools, Defender Cable Crossovers, Audac and ourown Adam Hall range of cables and stands.

What distinguishes you from yourcompetitors?Adam Hall has added somesignificant new brands to itsportfolio of products in recent yearsand has now become a one-stopshop for all retailers’ audiorequirements, large or small.

Is business up or down on last year?Business is up on last year, mainlydue to the success of the Davesystems of portable PA.

What are your projections for2010/11?Projections are good for the

forthcoming year, aided by thecountry’s gradual emergencefrom the recession.

What do you see as the mostsignificant changes in retail inrecent years?

The most significant change is theadoption of Internet trading andconsumers tending to shop aroundfor every purchase.

If there was one thing you couldchange in the MI industry, whatwould it be?There are many great companieswhich have excellent, provenlongevity within MI.

These companies offertremendous support, advice andservice to their respective customerbases in the most professional way.

I would like to see the demise ofall the so-called ‘bedroom dealers’

which offer none of this and makethe market even harder for thosewho have spent their lives workingpositively in this fantastic industry.

How do you see the relationshipbetween supply and retail?Our own relationship is good, butcommunication on all levels is crucialand can always be improved.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?We have seen several companies gounder and it seems that manycompanies have cut back on staff.This has resulted in an additionalworkload for the remaining staff.This, of course, has a knock-on effecton both efficiency andcommunication and, in turn, makestrading even more difficult.

What are you hoping to achieve atthe MI Retail Conference & Expo?We are hoping that our existingrelationships will be cemented andthat we will have a great opportunityto establish new relationships withnew retail customers.



As MI retail sees the need for more diversity, companies such as Adam Hall,with nearly 40 years experience, are proving excellent sources of income...

“I’d like to seethe demise ofthe bedroomtraders that

offer no serviceor support.”

AndrewRichardson

General manager,Adam Hall



Floor Plan



STAND NUMBERS

Adam Hall G5Audio Technica P6Allianz G2Barnes & Mulllins P7Casio P5Daddario G11FCN G9Intermusic G17JHS P3Kam G17Line 6 G15Marshall P4Mel Bay P1Monacor G10Musikmesse P2Natal G1Roland FoyerSonic Distribution P8Strings & Things G4Studiomaster G3Tanglewood G12Tascam G14


An event

in association with



With nearly all of the EventPartners being eithermanufacturers or

distributors, Allianz MusicalInsurance represents an oftenforgotten area of importance fordealers and musicians.

Instruments are expensive andwhile insurance might not seem anecessity, those who have had theirprized possessions damaged orstolen will tell you that back up isessential. Allianz offers something abit different from the rest.

What made you decide to enter theworld of MI? Musical instruments are unique andwhether they’re being played,transported between venues orstored at home, we believe theyrequire specialist insurance cover.We’ve been insuring musicalinstruments for over 30 years,providing musicians withcomprehensive cover tailored totheir specific needs.

Have you found that people aremore reluctant to insure theirinstruments in these times whenmoney is tighter?We have actually found that whenmoney is tight, such as last year,people are a lot more aware of theimportance of protecting theirinstruments because if somethinghappens to them they can’t afford topay for a replacement. Insuranceprovides them with this peace ofmind and financial security.

Is business up or down on last year?Despite last year’s recession wewere again able to post anotherstrong year, growing both sales andcustomer base. We did this byimplementing new marketinginitiatives and strengthening ourrelationship with retailers.

What are your projections for2010/11?We are building on last year and wehave already seen strong results.This year we will be launching anumber of new tools to build closerrelationships with retailers, includingan extranet site. The site will allowretailers to order display stock andpost an advert, so customerssearching for a nearby retailer willfind the closest to them.

How would you compare musicalinstrument insurance with otherareas covered by Allianz?At Allianz Musical Insurance we are aspecialist team dedicated to the MIindustry. As part of one of the largestinsurance companies in the world,we benefit from shared best practiceand industry knowledge right acrossthe company. Having theseresources has helped us accumulatethe experience and expertise tocontinue delivering the best policiesand services to this market.

What attracted you to this event,considering you are the onlypartner not from the supply side?The MI Retail Conference & Expo is afantastic chance for us to buildrelationships with MI retailers.

As the only insurance brand, wecan bring a different aspect to theevent and we feel that we have astrong proposition for retailers, onethat can generate additional incomewith minimal effort.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?While we’ve managed to come outrelatively unscathed from theseevents, some of our retail partnershave had a difficult time, making therevenue generated from our musicalinsurance policies even morevaluable. We’re as keen as everyoneelse to see the economy recover, soinstrument sales can increase, whichbrings obvious benefits to the wholeMI industry.

What are you hoping to achieve atthe MI Retail Conference & Expo?We’re looking to build long-termrelationships with as many MIpartners as possible. We will also beusing it as an opportunity to learneven more about what is happeningin the industry and see if there areways we could be working evencloser with retailers. So if you’reinterested in talking to us pleasecome and visit us at our stand.



Whether looking at your business, your studio or your instrument collection,at home or on the road, Allianz Musical Instruments has got it covered...

“This is afantastic

chance to buildrelationships

with MIretailers.”Tom Hodges

Allianz Retail –AMI

YOUROUR ACCESSORIES

D’ADDARIO UK I A3 ELEVENTH AVE, TEAM VALLEY, GATESHEAD, NE11 OJY I 0191 300 3000 I [email protected]

MEASURE

PROFITS

D’ADDARIO UK CAN HELP YOU MAXIMISE YOUR ACCESSORY SALES.

SEE US AT THE MI-PRO EXPO FOR MORE




Having only entered the UKmarket in January this year,D’Addario UK represents the

world’s leading distributor of musicalaccessories. Guitar strings,drumheads and many uniqueproducts from brands such as PlanetWaves, Evans, HQ and D’Addarioitself makes the US manufacturerunique. With further lines beingintroduced regularly, the futurecertainly looks very bright for thesupplier and its brands.

What brands do you carry? D’Addario fretted and bowed strings,Planet Waves accessories, Evansdrumheads, Puresound percussionand HQ percussion

What distinguishes you from yourcompetitors?We set this company up withcustomer service at the centre.Admittedly this is an easy thing tosay, but we have invested a greatdeal in our operating systems. Weaim to all but eliminate back ordersand provide an automated andmostly paperless order process thatinforms our customers of the statusof their order every step of the way.

Our inventory control system issuch that we typically have morethan 98 per cent stock availabilityand 99.9 per cent order pickingaccuracy. We measure these keyperformance indicators daily. Simplethings like carrying sufficient stockand shipping quickly and accuratelyare important to us.

Our job is to support theD’Addario brands through ourmarketing efforts to the consumer,and dealer support by way ofmerchandising, training and displays.

Projections for 2010/11?That we continue to grow, to expandour product offering and marketing

support and improve our servicelevels as we grow. We have moreorder processing improvements inthe pipeline and a B2B orderingwebsite. We will launch an onlinetraining service with rewardsprogramme and expand our ‘StringWall’ merchandising programme.

What do you see as the mostsignificant changes (if any) in retailin recent years?The realisation that the big guys canfail and the small guys can prosperwhen they focus on their strengths.

If there were one thing you couldchange in the MI industry, whatwould it be?Not so much change, but I’d like tosee expanded emphasis oneducation and the long-termbenefits that investment here brings.Whether that’s a dealer forminglinks with local educators, a suppliersupporting schools or teachersponsorship, it’s important to buildlinks between product and teaching.

How do you see the relationshipbetween supply and retail?Again, it’s an easy thing to say, butthe more communication betweenus the better. Suppliers need tounderstand what retailers want and

need to run successful businesses. Whether marketing or

merchandising support, producttraining or feedback from retailers about what works at dealerlevel, we shouldn’t be frightened toshare information.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?We’re too young to really tell.

What are you hoping to achieve atthe MI Retail Conference & Expo?We’re not going with order pads. Wewill share some data we have on thegross margin return on investmentprovided by accessories compared tobig ticket items. When analysed inthe cold light of day, accessories turnfaster, and provide higher marginsper square foot than any otherproduct category, especially during arecession. Effective product displaysand merchandising help provide anunbeatable profit centre for dealers.

We also want to encouragedealers to experiment with self-service – bringing small goods outfrom behind the counter wherecustomers can touch, feel and buymore accessories. We want them toconsider the benefits beforementioning the word ‘shrinkage’.


Despite D’Addario being a world leader, D’Addario UK is the new kid on theblock; reason enough to go through some of the firm’s guiding principles...

“The big guyscan fail and thesmall guys can

prosper.”Simon Turnbull

Managingdirector,

D’Addario UK




FCN Music is the distributor of avariety of musical instrumentbrands in the UK and Ireland.

This year, it celebrates 35 yearssince the merging of two companiesthat had been running since thebeginning of the 20th Century. Aswell as being known for distributingsuccessful brands such as Dixondrums, it has a number of firsts to itsname, including bringing Japaneseguitars and recorders to the UK.Most recently, FCN has added Mi-Siacoustic pickups to its catalogue.

What brands do you carry? FCN Music is a general distributorand we carry scores of brands thatinclude Aulos, J Michael, Kent,Lorenzo, Mi-Si, LR Baggs, Artec, GHS,Rocktron, Snarling Dogs, Sho-All,Dixon, Lee Oskar, Tombo, K&M,Walden, Hawthorne, TKL, D’Andrea,Tycoon, Fzone, Carlo Giordano,Wittner, Dorfler, Hidersine, Clarke,Vienna World, Helin, EXE, Drumbeat,Orion, Pellwood, Cympad, Wuhan,Calypso, Attack, Shubb, and Kyser.

What distinguishes you from yourcompetitors?At FCN Music, we have a veryfriendly and helpful team and we arerecognised as ‘investors in people’.We pride ourselves on providing highquality, reliable and knowledgeableservice to our customers.

We have been in the musicbusiness for many years and our longhistory means we can source thebest value, high-quality products.We try to facilitate all customerswith an easy return system, excellenttrading terms, a clear, well-illustrated catalogue and a fullymaintained, informative website.

We have an excellent range ofeducational lines and we market abroad range of products for general,as well as rock n roll music shops.

Is business up or down on last year?We managed to achieve ourbudgeted targets last year, whichwas a great achievement in difficulttrading conditions.

What are your projections for2010/11?More of the same. With theeconomic climate still uncertain,disposable incomes are predicted tofall, so we have to assume that ourcustomers – the retailers – will bemanaging their buying very astutely.We are committed to offering thebest possible deals to the trade.

What do you see as the mostsignificant changes in retail inrecent years?The loss of bricks and mortar musicshops and the emergence of theinternet. The consequentcompetition for business has drivenprices down.

If there was one thing you couldchange in the MI industry, whatwould it be?Bigger margins throughout tofacilitate more professional trading.

How do you see the relationshipbetween supply and retail? We source the best quality productsat value for money prices so thatretailers can sell our products withconfidence. We support theproducts with marketing and we alsooffer credit to retailers to help themcarry many FCN lines in store.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?Yes, of course, it has made us veryalert to market changes, includinghuge movements in currency. It alsomeans new products have to becarefully assessed, to ensure theywill be a worthwhile investment.

What are you hoping to achieve atthe MI Retail Conference & Expo?It will be a chance to meet manycustomers at one venue. We arelooking forward to chatting(informally) to people, finding outwhat we do right and gettingfeedback on what retailers wantfrom FCN Music in the future. Wehope to see many old friends andmeet some new ones, too.


FCN Music is one of those suppliers that covers pretty much every aspect ofMI and knows exactly what the dealer wants – it’s the secret of its success...

“We have toassume that

retailers will bemanaging their

buying veryastutely.”

Julia ThompsonCommercial

director, FCN Music





Kam sees itself as a crucial component in live music sets and believes thatdealers can find a lot of new ideas for their business in the Kam catalogue...

“We areconstantlyevolving to

adapt to themarketplace.”

Gerry FrostManagingdirector,

Kam

With most of the brands onshow at this eventspecialising in instruments

or accessories, Kam represents anice anomaly to this trend.

Its selection of primarily lightingand audio products might mean itprefers to deal in lines that blendinto the stage background, but thisdoesn’t mean Kam is going tobehave like its products. TheDunstable-based manufacturer fills aclever niche of products that can beoverlooked, but is crucial in creatingany live music scenario.

How broad would you say yourbrand’s reach is?The Kam brand is global. We have afull UK sales force and office support.

In the last three years Kam hasconcentrated on establishing itself inthe world marketplace and to this

end has increased the numberof staff specialising in and

dedicated tointernational sales.

Kam offers world classquality products, many of

which have won awardsfrom major trade publications.

All of this is supported and backedup by a strong marketing campaign.Kam is now sold and distributed inover 40 countries on six continentsand is still growing. Kam is in theprocess of setting up distribution inthe USA and Canada.

What distinguishes Kam from its competitors?Kam has an extremely broad rangeof products that provides a complete solution for MI retailers

looking to expand into areas thatthey perhaps haven’t looked

into before.For example, our award

winning LED Parbar, whichhas been our most

successful product in the past year,was specifically designed for bandstage lighting. This produces newand profitable revenue streams forMI retailers that can workextremely well for everyone.

Kam is not a specificinstrument manufacturer, itsees itself as supplying thebackup that complementsthe MI side of the market.

Is business up or down on last year?Due to our relatively recentexpansion into the MI side of theindustry and our increasingworldwide presence, our business isup on recent years. However, we areconstantly evolving to adapt to thecurrent marketplace.

What are your projections for2010/11?Due to the recent general election,it’s hard to predict how exactly theeconomy is going to behave. Ourmain focus for the next year is toexpand further into the MI marketwith our high quality and affordablerange of products.

What do you see as the mostsignificant changes in retail inrecent years?Online video reviews and productdemos are significant. These twocombined force us as manufacturersto improve our game.

If you could, what would youchange in the MI industry?As Kam has a strong export presence,we are aware of the cross fertilisationof the MI, sound and light industriesin other countries.

We hope that UK retailers willopen up to profitable business for in-store and online sales in these widerareas and feel Kam is best placed tohelp them realise this potential.

How do you see therelationship between supplyand retail?Kam and Lamba have always beenrun as professional businesses, butalso as family companies. We don’tfeel the traditional relationshipbetween supply and retail has to bethe only route. We have friendlyrelationships with our customers andwe work hard to maintain that.

We are continuing to support ourretailers by providing marketing toolssuch as press releases, in-storepromotions, email marketing,website adverts, social networkingand video virals/demos. We see therelationship as something that shouldbe mutually beneficial – not one-sided in favour of the manufacturer.

Have you seen any significantimpacts from the recession?We have seen our manufacturingcosts increase significantly in the lastyear, but we have had to work onreduced margins in order for ourproducts to remain competitive.

What are you hoping to achieve atthe MI Retail Conference & Expo?We feel it will be an excitingopportunity to meet key retailers inthe industry, listen to their needs andideas, then work out new strategiesthat will benefit both parties.

Make the right choice at line6.co.uk/wireless-microphone

Digital wireless is better. And Line 6 XD-V digital wireless microphone systems are exceptional. Each one delivers unmatched wireless performance, simplicity, and sound on every stage around the world – license free. Our 4th-generation digital technology makes sure of it. You can put your faith in ancient analog technology, or you can simply choose digital.

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Delivering a wide spectrum ofguitar related products, Line 6provides various effects and

amp ranges, right through to digitalmodelling guitars, based onemulations from some of the world’sbiggest manufacturers.

Since its formation in 1996, Line 6has launched the first ever digitalmodelling unit and has developed anunparalleled reputation since itreleased its first modelling amp line.

Today, with wireless systems,software and recording devices alsoavailable, Line 6 offers a huge varietyof gadgetry to tempt musicians of allstyles and preferences.

Line 6 will be bringing itscontemporary approach to the MIRetail Conference & Expo, havinglaunched unique products such asthe MIDI Mobilizer, an accessory foriPhone, as well as all manner ofother innovative releases.

How broad would you sayyour brand’s reach is?

Line 6 has firmly establisheditself in the world of guitarists

since the introduction of thePod in 1998, which has becomean industry standard.

We have consistentlybrought new and

innovative products tothe market, making

classic amp andeffect tones easilyaccessible andaffordable to the guitarist.

As a leadingtechnology

company, Line 6 is able to apply itsexpertise and knowledge to otherproduct categories.

In 2010, we shall be taking ourbrand name and technology into thewireless microphone market,opening up the name of Line 6 to awhole new customer, broadeningthe brand recognition further withinthe MI world.

What distinguishes you from yourcompetitors?Our commitment to research anddevelopment, investment in newtechnologies and customer researchensures that we consistently bringaspirational and affordable productsto market. Having pioneered digitalmodelling, today most majoramplifier brands manufacture arange featuring some form of digitalmodelling. However, Line 6continues to lead the way.

What are your projections for 2010?England to win the World Cup.

What do you see as the mostsignificant changes in retail inrecent years?Consumer demands and purchasinghabits. Consumers today are moreastute and educated on productslong before the point of purchase.Their opportunity to gather productknowledge is much more immediateand their choice of retailer, be itfrom home or the High Street, ismuch greater than it used to be.

Retailers have had to change howthey deal with consumers to meetan increasingly demanding market.

How do you see the relationshipbetween supply and retail?The relationship has had to becomea more symbiotic partnership for thereasons listed previously.

We see the value of working withretailers and helping sell through intheir stores rather than justdelivering boxes.

This in turn leads to a combinedfocus on the ever-demandingconsumer and their needs, basedaround product, availability,promotion and value for money.

What are you hoping to achieve atthe MI Retail Conference & Expo?This is a great opportunity to presentour new products to a large numberof our customers in a relatively shortspace of time and gauge theirfeedback on our new groundbreaking products.

These are the James Tyler Variaxguitar (transformational guitartechnology and 25 state-of-the-artmodels) and Workbench.

Then there are the XD Digitalwireless mic systems, offeringexcellent wireless performance andsimplicity and our Digital ChannelLock technology, a digitaltransmission that governs against AF interference.

The XD-V70 and XD-V30 systemsinclude a handheld cardioidmicrophone transmitter.

The XD-V70L and V30L include abeltpack transmitter andprofessional miniature condenserlavalier microphone.

Both systems offer 12 channelsand a 100-metre range.


The company that brought us modelling technology has now moved into theworld of digital wireless. There has never been a better time to talk to Line 6...

“Consumerstoday are more

astute andeducated onproducts.”

James OwensSales director,

Line 6

UK Freephone: 0800 432 0486e-mail [email protected]

Mel BayM U S I C , L T D .

Excellence in Music




Learning to play an instrument isa process that takes many yearsof dedicated practice and there

are few that have reached realheights without using some form ofsheet music or written tuition.

For over 60 years, one of theundeniable leaders in providing thisservice has been Mel Bay, whichoffers a dizzying selection ofmaterial, ranging from teaching thebasics right through to mastering theplaying styles of some of the world’stop musicians. Best known for itsModern Guitar Method, Mel Bay isalso strong in traditionalinstruments, including banjos,mandolins and harmonicas.

How broad would you say yourbrand’s reach is? Mel Bay is a globally recognisedbrand and has been widely knownsince Mr Mel Bay began writingguitar methods in 1947.

His method books grew inpopularity worldwide and laid thefoundation for most of today's guitarpedagogy. It is difficult to find aguitarist in the world who has not, atsome point, studied one of Bay'smethod books.

Sales of the Modern GuitarMethod series are well in excess of20 million copies. Mel Bay hasestablished the structure for modernguitar education and by so doing wehave laid the foundation for thecontinued growth and advancementof the instrument.

What distinguishes you from yourcompetitors?Mel Bay Music Limited has alwaysprided itself on being the drivingforce in music education andinstruction and now we offer our fullrange of music books, CDs, DVDs,deluxe pocketbooks and manuscriptsfor the keen musician.

With artists such as TommyEmmanuel, Stephane Grappelli,Rodney Branigan, Oscar Herrero,Paco De Lucia and Jorge Cardosa wecan offer introductory, intermediateand professional levels of tuition.

From the cajon to the bodhran,the banjo to the sitar, the Jew’s harpto the dobro, Mel Bay Music has anvast range of instruments covered insheet music and DVD footage. It ismuch more than just guitar tuition.

We offer competitive retail pricesand boast over 4,000 lines. We alsodistribute the Walton’s and Mallyscatalogues and are the exclusivedistributor of AMA Verlag Musik,AMPD & Sasha Music (Australia) andrecently we acquired the RGB ArteVisual catalogue. We are also verypleased to announce theVoggnenreiter catalogue, too.

Is business up or down on last year? Business is up by around 26 per centcompared with 2009.

What are your projections for2010/11?We will be continuing our expansioninto undeveloped territories and

new markets, expanding our thirdparty distributed lines andcatalogues, as well as employingmore staff.

What do you see as the mostsignificant changes in retail inrecent years?The computerisation of stock controland the ways in which theconsumers or end users now shop.

If there was one thing you couldchange in the MI industry, whatwould it be?The trading hours at the FrankfurtMusikmesse are too long and itshould be made compulsory foreveryone to attend the NAMM Showin January, as California’s winter sunis good for the soul.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?No

What are you hoping to achieve atthe MI Retail Conference & Expo?Hoping to find new business, butalso nurture existing relationships.


The impact that Mel Bay Music’s UK branch has had on the British market hasbeen meteoric to say the least. Now the company is expanding its reach...

“We will beexpanding our

third partydistributed

catalogues andemploying

more staff.”Chris Statham

Managingdirector,

Mel Bay Music Ltd




Since being formed in 1964,Monacor has become a majorforce in several markets,

including PA technology, stage andDJ equipment and car audio set-ups.

The Monacor story began inBremen, Germany and has gone onto see the firm established as aglobal manufacturer.

Few European technologycompanies can match its range ofproducts and still enjoy a reputationas a successful MI company, which isjust one of the reasons whyMonacor has developed thereputation it has.

How broad would you say yourbrand’s reach is? With three different own-namebrands (Monacor, IMG Stageline andCar Power) we manage to find

ourselves in a wide range ofuniquely different markets.

Each brand, therefore,has a different reach, withthe Monacor brandproving popular withbusiness to business andthe IMG Stageline brandoperating very successfullywithin the end-user,consumer market.

What distinguishes youfrom your competitors?Monacor has always madeevery effort to bring ahuge choice of qualityproducts to the market ataffordable prices.

Being a Germancompany, the emphasis onquality and value formoney has always beenour number one priority.We believe that we havesomething for everyone,offering the best possible

quality for every budget.

This is what we believedistinguishes us from ourcompetitors.

Is business up or down on last year?Neither to be honest, business isabout on par with last year, which,considering this year’s financialcrisis, means that we have to bepleased with the way things aregoing overall.

I think having such a diverse rangeof products has allowed us tobalance drops in certain areas withgains in others.

What are your projections for2010/11?As the markets hopefully start tostabilise and consumer confidencestarts to build again, we hope tocontinue with our growth strategy.

The one thing we all learned fromthis last year is that nothing can betaken for granted and everyone is alot more careful with how and wherethey spend their money.

Being a fairly unknown brand, andoffering high quality products at areasonable price, this is somethingwe hope will help us grow further inthe UK marketplace.

What do you see as the mostsignificant changes in retail inrecent years?The power of the web has obviouslycontinued to grow year on year, withmore and more price comparisontools appearing, making it easier forthe end-user to find the so called‘best deal’.

This has seen the force of theconsumer causing margins to besqueezed for both retailers andsuppliers alike.

This is an area where the retailersand suppliers need to devlop theirrelationships and work together tosustain an acceptable margin for all.

If there was one thing you couldchange in the MI industry, whatwould it be?I would like to see the ‘loyalty’aspect reappearing in the industry.This applies to both suppliers andretailers. It seems nowadays thatthere is very little loyalty left in theindustry and this is a sad truth ofmodern times.

How do you see the relationshipbetween supply and retail?As mentioned above, therelationship between supply andretail seems to have becomestretched, with increasedcompetition requiring suppliers tolook for more dealers. This in turnresults in dealers having to squeezemargins, which ultimately drivesdown the price. I believe we have towork closer together in order tomaintain a fair marketplace for all.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?There is no doubt that our industryhas been hit hard by the creditcrunch, along with other industries.

For us, however, it has opened upmany people’s eyes, who are nowlooking for genuine value for moneyproducts. This has meant more andmore companies looking atalternative products, which hashelped Monacor grow, despite therelative downturn in our industry.

What are you hoping to achieve atthe MI Retail Conference & Expo?For us, it’s all about making peopleaware of who we are and what wecan offer. With over 5,000 productsin our range, we believe we can offera genuine, affordable, qualityalternative, which allows dealers tomaintain a healthy profit. We reallydo have something for everybody.


A crucial player in the audio industry. Monacor has begun making seriousinroads into the UK’s MI trade, combining German quality and global value...

“I would like tosee the

‘loyalty’ aspectreappearing inthe industry.”

Neil ClaytonSales & marketing

manager,Monacor

Natal's Classic Series revisits the original fibreglass designs that made the company hugely

popular in the '60s and '70s. Legendary groups such as Santana, The Rolling Stones and

Led Zeppelin could regularly be seen on stage using Natal percussion, favoured for their

superior volume, unique style and great sound. So faithful is the process of re-creating the

Tumbas, Congas, Quintos and Bongos of the Classic series that it even involves using the

original shell moulds – now that's authenticity for you.

Hand Made to be Hand Played

For more information about the Classic Series and other Natal products visit www.nataldrums.com



One of the major talking pointssince Musikmesse has beenthe purchase of the British

percussion brand Natal by Marshall. The benefits of this alliance for

Natal cannot be overstated, due tothe sheer power and experience thatthe amp giant possesses. With newproducts already being released andwith updates to its lines currentlyongoing, Natal has got straight downto business of elevating its status as aglobal brand.

This percussion specialist hasbeen around a lot longer than mostrealise and until now, was not ableto fulfill its potential due to financialrestraints. It’s still early days, butthere is a great deal of optimismemanating from all concerned withthe brand, and with the way thingsare looking, there are certainlyreasons to be.

How big do you think the challengewill be to establish Natal as a global brand?I think it’s fairly safe to say thatMarshall has quite good experiencein creating global branding. This,coupled with the fact that Natal isalready a much-respected brand,

albeit smaller than Marshall ofcourse – at the moment,

gives us a huge advantage.The response fromMarshall’s distributors andUK retailers has been

extremely positive. The presshas also really seen the potential

for this unique opportunity.

How long do you think it will bebefore Natal is effectively astandalone brand – ie not relyingon Marshall investment?Natal is a standalone brand. I guesswhat you are asking is how longbefore Natal makes a profit? Natal

production and marketing is

integrated into Marshall’s companystructure but with additional drumspecialist staff. Natal has access toMarshall’s manufacturing facility inthe UK. We have already confirmedthat Natal will increase manufacturein this country and this would not bepossible without this integration.

How broad would you say thebrand’s reach is?Currently, sales are concentrated onNatal’s core business of Afro Cubanand hand percussion.

October will see the launch of ourrange of snare drums with a focus onour UK assembled American Ashstave shell snares – which of courseare a natural progression for acompany that has made stave shellcongas for nearly 20 years. There aremany other products indevelopment at the moment, too.

What distinguishes you from yourcompetitors?Natal has many advantages over itscompetitors. Some we have alreadymentioned – such as the UKproduction facility, a brand namerespected for its quality for over 40years and long establishedpartnerships with manufacturers,such as our Thailand factory, whowill continue to make Natal productssuch as the Spirit series.

Natal Spirit is already a very wellestablished conga and bongo rangein UK drum stores.

Is business up or down on last yearfor the brand?With the new structure in place,Natal sales will be way higher thanthey were last year.

What are your projections for2010/11?There is no doubt that the worldmarket has suffered with the global

financial crisis, however we seecontinued growth for Natal – partlydue to worldwide sales increaseswith Marshall’s distributor networkand a higher advertising profile.

What do you see as the mostsignificant changes in retail inrecent years?Retail has ‘grown up’ a lot in therecent years, it has had to. I think weare still seeing a state of flux withretailers, though, but this willcontinue for some time yet.

If there was one thing you couldchange in the MI industry, whatwould it be?Stopping aggressive discounting. TheUS has MAP, which is a controversialsubject, but in theory does help tomaintain dealer margins.

How do you see the relationshipbetween supply and retail?This relationship is critical and bothNatal and Marshall are active inworking and supporting our retailers.

What are you hoping to achieve atthe MI Retail Conference& Expo?The conference is aperfect opportunityto meet retailerswho are alreadyworking with Natal,to strengthen ourjoint co-operationand also to keepthem up to datewith the hugeincreases in Natalsales that we willnow be able tocreate with them.

Also, we will beavailable to discusspossibilities withnew dealers as well.



British percussion brand Natal has been the hot topic of conversation within themusic industry recently, Marshall quite rightly indulges in some tub thumping...

“We seecontinued

growth for Natal– due to

worldwide salesincreases with

Marhall’sdistributornetwork.”

Craig GloverGlobal sales &

marketing manager,Natal




Tel: 0845 500 2500Email: ian@sonic-distribu�on.comsonic-distribu�on.com

“Our job doesn’tstop when theproduct leaves

the warehouse.”James Young

Managing director,Sonic Distribution

As distributor for several marketleading brands in both thehigh-end and general MI

markets, Sonic Distribution has animpressive range of products.

With a headquarters located inHitchin, Hertfordshire, this supplieris finding itself in the ascendancy,despite the recent financial turmoil.

What brands do you carry?Apogee, Waves, sE Electronics andRupert Neve Designs.

What distinguishes you from yourcontributors?We are a very focused distributor,supplying solutions for all hi techrecording applications from four ofthe number one brands in theindustry in each sector. sE is the UK’sbiggest selling condenser mic brand,Waves is the top selling softwareplugin line in the world, Apogee isthe world’s leading converter brand,and Rupert Neve is directlyassociated with the founding of therecording industry.

What is unique, aside from theprestige of the brands we carry, isthat they traverse both the ultrahigh-end sector and MI. Thus wehave market-leading brands, coupledwith best selling MI products such asthe sE Reflexion Filter, the ApogeeDuet and Waves Native power pack.

No other distributor can offersuch a range of high-tech

best sellerscombined with a

high level ofservice.

Our demofacilities for

training bear thisout, with a bespoke

Andy Munrodesigned recording

studio, capable of seating 30people – the centerpiece of our HQ.

Is business up or down on last year?Our business is up just over 20 percent on 2009, despite an obviouslyailing retail sector. We put this downto a combination of factors:

1. When the recession began atthe tail end of 2008, when othercompetitors reduced spending onadvertising and sales support, wewere aggressively expanding andincreasing our brand visibility.

2. sE Electronics is a flagship linein the MI sector and has been thenumber one selling brand in the UKnow for several years.

3. Apogee released the GiO andthe One in 2009, which in addition tothe growing sales of the Duet andthe Ensemble have ensured thisbrand has also bucked thedownward trend of the market.

Today there are few areas inwhich retailers can be positive they’llincrease their sales and do goodbusiness; we are one of the few thatcan make this happen.

What are your projections for2010/11?We’ll continue to expand the sE linewith five new products in the MIsector and the addition of three newsE Rupert Neve high-end productslater this year. We expect a furtherincrease of 20 per cent in 2010/11

What do you see as the mostsignificant changes in retail inrecent years?Retailers that specialise in hi tech orwhich have added this to an alreadyexisting MI portfolio are moreprofessional in the way they presentthese products to market.

Store displays, staff training andproduct knowledge are significantlybetter than they were ten years ago.Customers are hugely reliant ongood technical advice to make aconsidered purchase.

If there were one thing you couldchange in the MI industry, whatwould it be?Lowest common denominator sellingpractice. There are still those thatbelieve the only way they cancompete is to be the cheapest andthis forces other dealers, whichprovide much needed support, towork on lower margins than arecomfortable.

With retail generally depressed,the irony is that at a time whenmargin becomes even moreimportant for the survival of smallbusinesses, it is often the smallerretailers that believe they have tocut prices to survive.

Due to the high level of supportwe offer our dealers, this factor isgreatly reduced.

How do you see the relationshipbetween supply and retail?We’ve worked for years to focus asmuch energy as possible on ourretail partners and we have areputation for helping retailers sellour products rather than us selling to them. This is key in anylong-term relationship.

Every branch we supply in the UKgets seen by us at least once in sixweeks. Our job doesn’t stop whenthe product leaves the warehouse.

In the short time Sonic has been operating, it has established itself as a force inmic manufacturing and scooped the best names in the studio product market...




Aprime example of doingexactly what its namesuggests, Strings & Things is a

distributor of strings… and things. Things being all kinds of

accessories, stands and other itemsthat make up a crucial area of aretailer’s stocking needs. On top ofthat, of course, is the famous MusicMan brand of guitars and basses,which has recently been fortified bythe introduction of the Sterlingrange of Music Man licensedinstruments. Add a touch of Dunlopeffects and LR Baggs transducers andyou have an MI powerhouse.

What brands do you carry? We are the exclusive UK distributorfor Ernie Ball strings and

accessories, Musicmaninstruments, Sterling by

Musicman instruments, Herculesstands, Kirlin cables, Carolmicrophones and XCG stands.

We have our own manufacturingfacility in Wales, producing extensiveranges of strings, straps and otheraccessories for the Ambassador,Concertiste, Granite, Guitarman,Innovation, Klondyke, Monopole,and Picato brands. We alsodistribute Jim Dunlop (incl MXR, WayHuge and Herco), D’Addario strings,Elixir and LR Baggs.

What distinguishes you from yourcompetitors?Our staff, excellent stockholding, next-day delivery,flexible returns procedures and

an accounts team that workswith customers, particularly in

this economic climate. We have an extensive

range of products and striveto provide dealers with aone-stop shop that allows

them to make a healthymargin.

Is business up or down on last year?Up.

What are your projections for2010/11?In addition to the continued growthof our existing brands, we areworking on new products at ourmanufacturing facility andare also venturing into newareas of the MI industry.

What do yousee as themostsignificantchanges inretail in recent years?The internet and thesubsequent need for retailersto balance e-commerce with theirbricks and mortar sales.

They must make the customer’sbuying experience pleasurable andworthwhile. Anyone can buy anyproduct online. For retailers, gettinga customer through their door tomake a purchase and then gettingthem to return for future purchasesremains one of their key goals.

If there was one thing you couldchange in the MI industry, whatwould it be?Trashing prices as there is only onewinner. All products have a valueand desperate selling can de-value aquality product overnight. In manyinstances, the product and relatedprice points never recover. Manydealers then walk away fromstocking the item as it is financiallynon-viable for them.

How do you see the relationshipbetween supply and retail?Pretty healthy in most instances.Dealers come in all shapes and sizeswith varying requirements. Some

operate highly complex inventorymanagement systems, while othersare more manual. Either way, we asa distributor need to accommodatethem all. IT is a massive driving forcein this business, like so many othersand we recognise this. However, wewill not become some soulless,

faceless entity at the end of amouse click and will

always retain thehumanelement.

Have you seenany significant

impact from theglobal credit crunch and

subsequent recession?The loss of many dealers has

been tough to witness. Wehave worked relentlessly with

many of these dealers trying to helpthem, but inevitably many haveceased trading.

Those that remain do so with aneven greater focus on bottom lineprofits. That focus naturallymanifests itself as a challenge for usto achieve the best possible pricestructures and terms.

It can be an extremely difficultthing to administer, especially whenwe are facing tougher paymentregimes from our suppliers,increased logistics costs and highlyunstable foreign exchange rates.

What are you hoping to achieve atthe MI Retail Conference & Expo?Make some new friends, meet someold ones and find out what makesthem tick. We need to understandfully what our dealers’ needs andexpectations are and consequently,what their customers’ needs are.

As a distributor, we cannot becomplacent. We have to protectwhat we have and develop what wedo not.


A stalwart of the UK scene for over 30 years now, Strings & Things has basedits business on top notch products – and forging meaningful relationships...

“Dealers thatsurvive do sowith an evengreater focuson the bottom

line.”Nick Clubb

Strings & Things





Now under new ownership, Studiomaster continues its mission to be theone-stop shop for all things audio, for both the end user and the retailer...

“We need tostop

discounting fordiscount’s

sake.”Callum Talbot

UK sales manager,Studiomaster

Originally formed in 1976 by agroup of guys disappointedwith the choice of high-

powered amps in the UK,Studiomaster now provides productsin a variety of audio related areas,including mixing consoles,installation and several amplificationcategories.

Having not long ago gone intonew ownership, Studiomaster isusing the MI Retail Conference &Expo to re-establish its position inthe MI market and develop newrelationships with the plethora ofdealers present.

How broad would you say yourbrand’s reach is? We believe that we cover mostaspects of the working everydaymusician for live sound, studio andinstallation. In the coming months,we also hope to reach out and covermore price points with products forall levels of end user, from thebeginner to the professional. We are

constantly lookingfor ways toimprove and reachout withoutdiluting the qualityof our products.

What distinguishesyou from yourcompetitors?The personal touch.

We have excellent,

knowledgeable and polite staff thatare able to help any customer. Wealso offer next day, free delivery onany order – no minimum is needed.

The quality of our products is verygood and when there is a problemwe achieve, I believe, a fastturnaround on repairs. People arenow getting comfortable with thefact that we are here to stay,particularly with Soundkingsupporting us.

Is business up or down on last year?Business is up on last year, but it is aslow, steady growth. We do notexpect to be pulling up trees, but weare confident in our ability to keepexpanding at a reasonable rate. Wenow have three commissionedagents working for us, which hasallowed us to reach customers thatpreviously we were unable to get to.

What are your projections for2010/11?Projections are to keep a steady shipand ride the very rough waters thatwe as a country will be sailing into inthe coming months. We have a raftof new products in the pipeline,which will take Studiomaster toanother level and back to where webelieve the brand should be.

What do you see as the mostsignificant changes in retail inrecent years?Discounting and the internet. Okay,

that’s two changes. Weneed to stop the stupidact of discounting for

discount’ssake.

We are supposed to be inbusiness to make profit. I can’t tellyou what price to sell the goods at,but I should be able to make itdifficult for those who are notsinging from the same hymn sheet.Okay, the forum is open – pleasestep up and get on the soap box.

How do you see the relationshipbetween supply and retail?The relationship between thesupplier and retailer seems to begetting more fragmented.

We both need each other, butwhen you read the comments fromretailers and distributors, (on the MIPro website) on the cases such asSound Control and Reverb, you cansee there is a growing resentmentbetween the two. Both sides have towork together and tackle theproblems. I hope that is whereStudiomaster wins, as we try tosupport the dealer whenever andhowever we can.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?Definitely. We are seeing retailersstruggle and it’s not getting anyeasier, but those who choose to fightare looking at their past and realisingthat they have to change the waythey have worked and choose newdirections for the business.

We have to be pro-active andstart looking at different ways toapproach the future. Our industry isgoing to have to change in order tosurvive and grow, which meansthinking outside the box on what wethought was the way to do business.

What are you hoping to achieve atthe MI Retail Conference & Expo?To meet forward thinking retailerswith an eye on what is going on anda plan of attack – and a new iPod.





Despite only being a young company in the acoustic sector, Tanglewood Guitarshas quickly become a leading brand, and one not to forget its retailers...

“We positionourselves as afriend to theindependent

retailer.”Tony Flatt

TanglewoodGuitars

As the UK’s best selling acousticbrand, Tanglewood hascertainly done well to achieve

this status having been around forless than twenty years. Tanglewood’smission statement is to produceproducts that blend traditionaldesign with modern methods, aswell as offering huge support toindependent retailers. Withhundreds of instruments availablefrom this brand in several differingstyles, sounds and price points, thereseems to be a whole host of reasonswhy Tanglewood is top of its market.

How broad would you say yourbrand’s reach is? We aim to offer customers acomprehensive selection of stringedinstruments at competitive prices.From a £1,500 Masterdesign electro-acoustic by Sanden, through to a£29.95 ukulele outfit, we try to caterfor all genres and offer superiorchoice and profit opportunities.

With over 300 instruments in thegeneral line-up, Tanglewood isusually the first port of call for mostsuccessful retailers and we’re veryproud to be in that position.

Most dealers are amazed that wenow offer over 60 models of left-handed instruments in all the popularshapes and styles, and have anenviable 90 per cent in-stock ratio.

Having more niche instruments inour product portfolio than most ofour peers carry as an entire

collection emphasises the directionand motivation we have incontinuing to be Britain’s best-selling acoustic guitar brandlong into the future.

What distinguishes Tanglewoodfrom its competitors?

We aim to always operate withintegrity and humility, and recognise

and remember that the support and

sales of the English, Scottish, Welshand Irish dealers made TanglewoodGuitars the global brand it is today.

Therefore, we must always actresponsibly and carefully, focusingon maintaining the infrastructureand profitability of our loyaldomestic customer base.

Is business up or down on last year?Although we are lucky that ourbusiness is up and continues toincrease year-on-year, we know it isan expansion through market sharegains rather than the volume of salesacross the MI market, driven byretailers replacing less profitablebrands with more profitable lines ina battle for survival.

What are your projections for2010/11?We would say that through 2010/11,there will be major pressure onmanufacturers’ pricing, as rawmaterial suppliers scramble to keepfigures up despite drops in volume,which inevitably will put pressure onpricing to the customer.

Currency disadvantages toimporters are growing and thecombination of these factors as a neteffect will undoubtedly benoticeable in retail prices over thenext 18 months.

As an industry, the mostprofessional and creative of suppliercompanies will work together withtheir retailer base to get throughevery test the economy presents.Those who don’t adapt or don’trespond probably won’t be on the2012 MI census.

What do you see as the mostsignificant changes in retail inrecent years?We despair that the internet hasbeen seen as a legitimate platformto sell across historic territories and

regional boundaries, to thedetriment of traditional showrooms,professional MI retailers and genuinesalesmanship and endeavor.

If you could, what would youchange in the MI industry?Encourage dealers to view internetand ebay as efficient and powerfulmarketing and information tools, notas replacements for the time servedand constantly marginalised retailsalespeople, who provide such aworthwhile service in their local MIcommunity. We would like to still beserving a network of MI retail storesin the UK in 50 years time.

How do you see the relationshipbetween supply and retail?Tanglewood Guitars was builtthrough the loyalty and hard work ofthe UK and Irish dealers, we neverforget that and will alwaysmaintain that legacy.

Have you seen any significantimpacts from the recession?We see our retailer friends hurtingevery day and try our best to createnew opportunities for them to makemoney. It’s that simple.

What are you hoping to achieve atthe MI Retail Conference & Expo?We position ourselves as a friendto the independent retailerand if there is a singlebusiness attendingwhich isn’t aware ofhow we could enhancestore profitability andwe have theopportunity toshow what we doand what westand for as acompany, then itwill be seen as agreat success.




Tascam has been creatingproducts for high-end audiopros right down to creative

beginners for over three decades.Representing the music and audio

division of the mighty Japanese Teaccorporation, Tascam has becomerenowned for its ability to providequality gear to a huge range of audioenthusiasts, as well as its reputationfor introducing a number oftechnological ‘firsts’.

Tascam was the first to bringaffordable but quality recordingequipment to the general market inthe shape of the famous Portastudioand continues to innovate today.

Most big MI manufacturers areaward winners, but having an Oscar

to its name is prestigious indeed.Tascam’s MMR-8 digital audiodubber was used in the Lord ofthe Rings trilogy and this worksas an example of how wide thecompany’s scope really is.

With a new range ofportable recorders available,Tascam is ensuring itsreputation is maintained in asmany areas as possible.

How broad would you say yourbrand’s reach is? With a foot in MI, pro audio andcontractor markets, we have a wideportfolio of products servicingmusicians, broadcast TV and radiooperators, installation companiesand medical services.

What distinguishes you from yourcompetitors?Tascam quietly and professionallygets on with what it’s done for over30 years – supplying innovative,well-built products. Possessing brandrespectability and a high profile,we’re capable of developing andimplementing products underpinnedby a culture of high performance andcontinuous improvement.

Is business up or down on last year?Absolutely flat. Targets for last yearwere achieved, in the main due toMI, and a raft of new productsreleased during the year. Pro audioand installation was soft andcontinues to be a challenge asbudgets are cut and ‘mend and makedo’ is the order of the day.

What are your projections for2010/11?

Realistic forecasts incurrent marketconditions areessential for investorsand staff if we are to

ride out the timeswe find

ourselves in.Our head officehas strategicgoals and thesubsidiaries are

performing tothe best of their

abilities and expectaccordingly.

What do you see as the mostsignificant changes in retail inrecent years?Online retail has led to a review ofbusiness opportunities by almost allour retail partners.

It’s not just the key players thathave benefited from this commercialshift, but savvy independents arealso complementing income streamsfrom local catchment.

If there was one thing you couldchange in the MI industry, whatwould it be?In an ideal world, the introduction ofMAP, a minimum advertised pricepolicy that aims to alleviate branddegradation, protect stockingdealers from unfair competition andensure that everyone has theopportunity to make money.

How do you see the relationshipbetween supply and retail?We’re committed to delivering onour customer service and technologydriven supply, moving forward intomore financially robust times. It’s atwo-way street, of course, and Ibelieve most retailers appreciatesupply organisation and operationalprocedures and the challengingroute to market demands thattechnology is promising.

Have you seen any significantimpact from the global recession?It has put a spotlight on operationalprocedures and costs and has meantan entirely different approach today-to-day function, resulting infresh fiscal thinking and an inevitablyincreased workload.

What are you hoping to achieve atthe MI Retail Conference & Expo? Networking and capitalising on face-to-face contact and uncoveringgrowth opportunities.


When it comes to home recording, the first name on everyone’s lips isTascam, but the company’s products go an awful lot further afield than that...

“Targets wereachieved lastyear, in themain due to

MI.”Tony Gravel

Division manager,Tascam

seriously hot musical instruments

www.roland.co.uk




As sponsors of the inaugural MIRetail Conference & Expo AfterShow Party, Roland UK will be

responsible for more than a few soreheads the morning after.

As one of the major MIheavyweights, Roland needs no realintroduction, offering everythingfrom V-drums to organs andeverything in between.

How broad would you say yourbrand’s reach is?Broad. Roland Corporation isapproaching its 40th anniversary andover the years has diversified intomany areas of the music industry.

The core Roland brand isobviously the most well known,spanning most musical areas. TheBoss brand caters to guitarists,Atelier for organists and Rodgersdeals with commercial organinstallations. Cakewalk by Rolanddevelops a range of hardware andsoftware for computer-basedmusicians and we’re also active inthe pro audio and pro video sectors,which kind of completes the circle.

What distinguishes you fromyour competitors?Most obviously the products wemake. We’re not in a commoditymarket where the products arebroadly similar – these aremusical instruments that inspirepeople to achieve their musicalambitions.

There’s a remarkable heritageat Roland – there are a handfulof brands that can truly claim tohave made a significant culturalimpact in music and we’re proudthat Roland is among them.

The next would be ourpeople. There’s definitely a‘Roland’ person who wants tocontribute to the companyculture. We’re not afraid to try

things either – Roland Planets, pianoconcessions business, Planet X andForesta stores all arose from ourtendency to experiment.

Is business up or down on last year?Business is down compared to lastyear – it hasn’t been easy anddoesn’t look like becoming easierany time soon.

What are your projections for2010/11?None of us are out of the woods yet,but we’ve got ambitious plans for2010 and beyond. With moreproducts scheduled for this year anda really strong line-up for NAMM2011, early signs are encouraging.

What do you see as the mostsignificant changes in retail inrecent years?Music retail seems to have one footin the ‘bricks and mortar’ model andone foot in the online space. Thereare products that do well online,while others need to be demo’d instore by trained staff.

The internet isn’t going anywhereand people will become morecomfortable buying online, so thosewho don’t embrace it, risk losingcustomers. We should listen to ourcustomers and accept that many buyonline. The standard of marketing ondealer websites is vital here.

If there was one thing you couldchange in the MI industry, whatwould it be?Ideally, there would be a fair andlevel playing field for online andoffline sales within Europe. It wouldbe great to get the balance right.

How do you see the relationshipbetween supply and retail?The traditional balance betweensupplier and retailer is changing – itfeels like there’s better mutualunderstanding and more flexibility.

Have you seen any significantimpact from the global creditcrunch and subsequent recession?Exchange rates have causedheadaches and the recession hasimpacted the UK industry, as SoundControl and Reverb will testify. Musicis part of the leisure industry – wesell products that people don’tultimately need in the way that youneed food, clothes or a fridge.

It means we have to work harderand make every conversation count,from answering phones at HQ tothose on the frontline in the stores.

What are you hoping to achieve atthe MI Retail Conference & Expo?Simple: meet with our retailpartners, network with like-mindedpeople, share ideas and have abloody good party in the evening.


Roland has built its reputation on innovation and thinking outside the box.When times get tough, it’s worth keeping an eye on what Roland is up to...

“Music retailseems to haveone foot in the

bricks andmortar modeland one in theonline space.”

Peter HeathSales director,

Roland UK




It is the only acoustic piano supplier at the MI Retail Conference & Expo, butthere is a lot more for dealers to take advantage of from Intermusic...

“The industrywas in declinefrom 2006, but

we havesteadily

increased oursales and

profitabilityever since.”Richard Webb

Chairman,Intermusic

Starting off as solely an acousticpiano distributor back in 1986,Intermusic became a leader in

this field before it branched out intoother areas of MI in 1992.

Based in Poole, Dorset, Intermusicnow deals with various otherinstruments including brass,woodwind and guitars and was anMIA award winner in the BestSupplier category in 2007.

As well as providing OEM offers todealers, which gives retailers theopportunity to brand an instrumentin their own way, this supplier willalso be launching its new website, inorder to attract further additions toits already extensive dealer network.

What brands do you carry?Our range of pianos includes: CBechstein, Bechstein Academy, WHoffmann, Zimmermann, Petrof,Pearl River, Ritmüller, Steinbach,Waldstein, Bentley, Challen, Welmar, Marshall & Rose, Knight,Wilh. Steinmann, Gbr Niendorf,Offenbach, Woodchester and Neumann.

Examples of the guitars availablefrom us are Pearl River, Shine, GregBennett, Samick, Silvertone and Kiss.

Pearl River, Amati and Bentley

represent our brass and woodwindoffering. We also distribute Bentleyand Ringway, which deal in digitalpianos and drums. Intermusic alsostocks Knight & Pearl River stringsand Discattiati piano stools.

What distinguishesIntermusic from itscompetitors?We take a keen interest in theprofitability of our dealers and sell atdirect import prices, which meansthat dealers can buy at ex-factoryprices without the hassle ofimporting. We have a strong market share in supplying own brandgoods to our dealers and wefranchise product.

Is business up or down on last year?Well up.

What are your projections for2010/11?Strong growth.

What do you see as the mostsignificant changes in retail inrecent years?The rise of internet trading hasresulted in fewer, more professionaldealers. The successful ones havenarrowed their range of stock andare concentrating on fewer well-known brands.

OEM suppliers, such asIntermusic, supply many high-qualityown-brand instruments across theirrange to dealers.

Our European supplier, C Bechstein,is showing the way with centres in allmajor cities. These feature pianosmade in its German factories (CBechstein, Bechstein Academy andZimmermann) and W Hoffmann in theCzech Republic. The brands are clearlymarketed under the C Bechsteinbanner in a similar way to BMW (Mini) and Mercedes (Smart Car), in

showroomsof a similar standard to top luxury car brands. I know of noother piano factory that has increasedsales in 2009.

If there was one thing you couldchange in the MI industry, whatwould it be?I would like to see minimumadvertised prices on the internet.

How do you see the relationshipbetween supply and retail?A mutually profitable partnership.

Have you seen any significantimpacts from the global creditcrunch and subsequent recession?The music industry was in declinefrom 2006, but we have steadilyincreased our sales and profitabilityever since, through working withwell-funded dealers. Vulnerablecompanies have disappeared.

What are you hoping to achieve atthe MI Retail Conference & Expo?Inform dealers of our radical andinnovative new marketing plans.



ESSENTIAL INFORMATION

HOW TO GET THERE Visitors travelling by train or tube can exit at Barbican and follow BeechStreet on to Chiswell Street. Alternatively, getting off at Moorgate is anoption. Head on to City Road and then turn left on to Chiswell Street.The venue is also around 15 minutes walk away from both Bank andLiverpool Street stations.

Chiswell Street is situated on the B100 in Central London, which runsperpendicular to the A501 (City Road) and the A1 (Goswell Road.) Thepostcode is EC1Y 4SD.

PARKINGFinsbury Square Underground,Finsbury, London EC2A 1AD

Number of spaces: 258Distance away: 0.13 miles

1 Hour £6.001 To 2 Hours £12.002 To 3 Hours £18.003 To 4 Hours £24.004 To 5 Hours £30.005 To 24 Hours £36.00Motorcycle per day £4.00

Aldersgate Street Car Park, 158-170 Aldersgate Street,London EC1A 4HY

Number of spaces: 670Distance away: 0.05 miles

2 Hours £6.002 To 4 Hours £12.004 To 6 Hours £18.006 To 9 Hours £24.00 9 To 24 Hours£30.00Motorcycle per day £4.00

RUNNING ORDER10:30 - 11.00Registration and coffee (Breweryfoyer and Porter Tun)11.00 - 13.00Conference (Porter Tun – fordetails of conference runningorder, see page 4)13.00 - 14.00Buffet lunch (Queen Charlotte)13.00 - 18.00MI Expo (King George III)14.00 - 18.00Cash bar opens (Queen Charlotte)18.00After Show Party sponsored byRoland (Parker McMillan – acrossthe road from The Brewery)

The After Show Party, sponsoredby Roland, takes place at theParker McMillan bar, directlyopposite The Brewery. It starts at18:00, as soon as the Expo closes.

Free drinks will be available fora limited period.

Your Conference & Expo passesautomatically gain you free entryto the After Show Party.

Entertainment will be providedby The Fabulous Beatles, who willbe onstage from about 20:00.

Venue contact detailsMI Retail Conference & Expo

The Brewery Chiswell Street (near TheBarbican) London EC1Y 4SD Tel: 020 7638 8811 thebrewery.co.uk

After Show Party (sponsored by Roland)

Parker McMillan 47 Chiswell Street London EC1Y 4SB Tel: 020 7256 5883 parkermcmillan.co.uk


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