SUMMER 2007

Plus: PLAYback Supplement Your Guide to Summer NAMM Concerts, Events, NAMM U Sessions and More! AUStiN, tExAS JULY 27–29

5 Features You Want in a Web Site

1. Make It Inviting

First impressions count. Customers will often judge your store by your Web site. You don’t need flashy graphics or fancy features to make a good impression. By keeping your site visually inviting and writing in a friendly, welcoming tone, visitors will want to stay a while. Always put your contact and location information in a prominent place.

2. Make It Intuitive … and Informative

Make sure your site is easy to navigate and can quickly access store departments online. Remember what your visitors are there to do and make it easy for them to do it. If visitors have to click too many times to get where they want to go, they can also leave with just one click.

3. Keep It Current and Credible

There’s nothing worse than visiting a site with inaccurate or out-of-date information. “We don’t carry that any longer” or “The price has gone up since then” can damage your credibility. Keep everything up to date and make sure your product is delivered when promised. Guaranteeing your

Learn About the Web Firsthand at Summer NAMM!To find out more about maximizing your Web presence, drop by the Idea Center during Summer NAMM on Friday at 2:30 p.m., when Bee Bantug and Gordon O’Hara of Retail Up! Music will present “Your Website. Your Sales Staff. Team Them Up for Higher Profits.” They’ll answer your Web-related questions and show you the latest

site features, promotions and training that can help transform your sales team into a

marketing powerhouse.

merchandise will also foster loyalty and future sales. “It’s difficult when you’re not face-to-face, but if you can rise above it, then you’re offering something different.” says Rosen.

4. Use Search Engine Optimization

Learn about or work with people who understand the importance of using search engine optimization to get your company’s Web site to the top of the list when a customer does a search. Choosing the proper tools and the right words can increase your hit rate (the numberof people who visit your site) and maximize your company’s visibility.

5. Have Good Tech Support

Without it, you’ll be up a creek. Look for 24/7 availability so you can chat with tech reps online or via a toll-free number. Be wary of companies offering limited tech support hours, especially those in foreign countries.

8 Creating—or Enhancing—Your Company's Web PresenceToday’s consumers often use their computers more than the phone to findlocal merchants and if your store doesn’t have a Web presence yet, chancesare, you’re losing out on business. We’ll explain how to get yours started,the kinds of sites to choose from and the five features every good Web siteshould have to achieve the best results.

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CONTENTS

4 From the PresidentAfter traveling the country talking to Members at the NAMM Town HallMeetings, association President/CEO Joe Lamond shares his thoughts onworking together to grow the industry.

6 NAMM EventsA Place to Hang Before the Show Begins! • Wake Up Each Day with NAMM U Breakfast Sessions • Join in the Rhythm of the All-Industry Drum Circle • 7th Annual FORTUNE Battle of the Corporate Bands • Music Educators Day Brings New Market to Summer NAMM • SchoolJam Texas Finalists Perform in Austin • Tips and More at the NAMM Idea Center • The Ukulele and You: Preview the Museum of Making Music’s Upcoming Exhibit

12 Music in the NewsNAMM Partners with Disney’s High School Musical • The Music in Me Documentary Wins Peabody Award • NAMM Members Star in Association’s Wanna Play? Campaign

14 Washington WatchU.S. Congress Recognizes School-Based Music Education; Call by Senate to Study Access to Arts Education

15 Music Research“Sounds of Learning” Study Shows How the Quality of Music Education Programs Influences Test Results

16 Commercial5 Tips for Developing an Intellectual Property Rights Strategy • The Industry Bookshelf: Trade Show in a Day: Get it done right, get it done fast! from The Planning Shop • Free Community Outreach Materials Available • Promote the Benefits of Music with Every Sale of Your Product—Order Free SupportMusic.com Community Action Kits

18 RetailNAMM Town Hall Meetings Draw Dozens of Members from the Region • Two Great Opportunities to Drum Up More Business • Industry Innovator: Ellen McDonald of Hartland Music

22 Reps in the Field5 Roles of the Manufacturers Rep in the Music Products Industry

23 InternationalSchoolJam Competition Expands Internationally • Successful Conclusion to Construct Data Lawsuit 24 New U.S.-Based MembersNAMM Welcomes Its Newest Members from the United States

25 New International MembersNAMM Welcomes Its Newest Members from Around the World

26 Music Notes The Value of Membership • Save $$$ with New Shipping Services • BGCA Honors Alumni, Launches National MusicMakers Program • 2007 NAMM Global Report, Featuring Music USA • NAMM Funds Programs to Create More Music Makers • NAMM Grant Serves Those Who Serve Us • The National Anthem Project Concludes with a Three-Day Celebration

32 ResourcesThis section provides a full listing of NAMM resources that can benefit your business.

34 ViewpointThe first of four NAMM Town Hall Meetings kicked off in New York City. Here are some reactions from the NAMM Members in attendance.

THE BEAT

A Note from the President

If there’s ever been a doubt that our industry

is in the middle of an enormous shift,

recent headlines in the trade magazines

have certainly put that idea to rest. Like any

retail industry or segment that competes

for the discretionary income of the general

public, our business has changed forever.

Unfortunately, there are no collective

answers, no one-size-fits-all solutions.

Success, in an industry as varied as ours,

comes through a series of small strategic

steps and doing the little things right. One

of the emerging ways to do things right is

through your company’s Web presence.

Think about your own family and how we

all find information now—we turn to our

computers. We do it. Our kids do it. Our

parents do it. And, chances are, it's how

our customers are doing it as well.

Fortunately, the Internet is not the only

vehicle that consumers use: They shop at

their local stores and spend time in the

malls. But, now more than ever before,

consumers are relying on the Internet to

do their research, even if it’s as simple as

finding an address or a phone number of

a local store or seeing whether it carries a

particular product. It’s important to look at

it through our customers’ eyes and consider

how they shop today.

We hope you’ll find our story on creating a

Web presence helpful and that you can apply

this information to begin using this medium

to your company’s advantage. Many NAMM

Members have been on the Web for a while

and perhaps these ideas can help take your

Web presence to the next level.

These are indeed challenging times for our

industry. Some say that changing conditions,

a tough economy, slowing retail sales and

unanticipated legal bills in response to the

recent FTC investigation have all taken their

toll. To support our Members, NAMM has

created programs and tools designed to help

your company be more successful, including

market development opportunities to attract

new customers, free professional training

classes and access to Member-saving

business services that can put more money

in your pocket. If you’re not sure how NAMM

can help you, please call and talk to one

of our dedicated NAMM staffers. To quote

Geico, “A 15-minute call could save

you money.”

We appreciate your continued support as

we work together to build a better future.

Sincerely,

Joe Lamond

NAMM President and CEO

NAMM has created programs and tools

designed to help your company be more successful, including market

development opportunities to attract new

customers, free professional

training classes and access to

Member-saving business services that can put more

money in your pocket.

Doing the Little Things Right

Editorial DirectorDeborah Brada

Communications SpecialistLara Severson

Art DirectorStuart Robertson

Graphic DesignerMegan Nelson

Production CoordinatorJonathan Moyer

NAMM Executive Committee Dennis Houlihan, Chairman; Chip Averwater, Vice Chairman; Tom Schmitt, Treasurer; Kevin Cranley, Secretary; Joe Lamond, President/CEO

NAMM Board of DirectorsTom Austin, Rick Drumm, Robert Eastman, Gary Hanser, Rosi K. Johnson, Brock Kaericher, Harvey Levy, Bryan McCann, Joel Menchey, William Mendello, Dale Miller, Jerome Murphy III, Qian Ni, Barbara B. Paulsen, John Paulson, George Quinlan, Jr., Bill Reim, Richard Rejino, Alan Rosen, Jim Rupp, Dean Samuel, Denny Senseney, David Teeple, Mathias von Heydekampf and NAYMM President Alysha Sides Greevy

NAMM Staff DirectorsDominique Agnew, Associate Director, Trade Show Sales; Cathy Beckett, Director of Administration; Judy Dodds, Director of Membership Services; Betty Heywood, Director of International Affairs; Kevin Johnstone, Director of Trade Shows; Gary Melikian, Director of Technology; Mary Luehrsen, Director of Public Affairs and Government Relations; Larry Manley, Chief Financial Officer; Patricia Martin, Chief Operating Officer; Melanie Ripley, Associate Director, Member Contact Center; Scott Robertson, Director of Marketing & Communications; Morgan Ringwald, Director of Market Development; Ken Wilson, Director of Professional Development

Governmental AffairsGoldberg & Associates; Nelson, Mullins, Riley & Scarborough LLPWashington, D.C.

NAMM PLAYback is published quarterly by NAMM, the International Music Products Association® Inquiries should be sent to: Editor, NAMM PLAYback, 5790 Armada Drive, Carlsbad, CA 92008Phone: 760-438-8007, ext. 125 Fax: 760-438-7327 e-mail: playback@namm.org

Pre-Show Party @ the Hang

P R E S E N T S

THE

Thursday, July 26, 7 p.m.

Industry Weekend Warrior BandsFree Food and Beer

Join us for the annual Pre-Show Party at The Hang

on Thursday, July 26 at 7 p.m. This unforgettable industry

celebration is fun for everyone, with free beer, free food and

live music performed by your peers and their NAMM

Member company bands.

first come, first served

Austin Convention Center • Level 4 • Ballroom D

6 PLAYback

NAMM EVENTS

THURSDAY, JULY 26

A Place to Hang Before the Show Begins!Join us for the annual Pre-Show Party at The Hang (Level 4, Ballroom D of the convention center) at 7 p.m. This unforgettable industry celebration is fun for everyone, with free beer and food (first come, first served), as well as live music performed by NAMM Member company bands. Don’t miss this chance to get together before the show!

FRIDAY, JULY 27–SUNDAY, JULY 29

Wake Up Each Day withNAMM University Breakfast SessionsNAMM University’s FREE Breakfast Sessions will again provide a great way to start each show day—with a hot meal and informative industry panel discussions (Austin Hilton Hotel, Governor's Ballroom).

Friday, July 27State of the Industry AddressThe State of the Industry Address features NAMM President/CEO Joe Lamond and special guests in a discussion about the current climate of the industry, as well as upcoming trends, challenges and opportunities.

Saturday, July 28NAMM Town Hall Meeting: “It Worked for Me”Alan Friedman and a panel of retailers share their success stories using market-building programs. Come ready to ask questions and discuss programs, tactics and strategies to grow your business.

Sunday, July 29Best in ShowBest in Show will again gather Music Inc. Publisher Frank Alkyer and a panel of gear experts to pick out the hottest finds on the show floor and share the latest product trends with you.

SATURDAY, JULY 28

Join in the Rhythm of the All-Industry Drum CircleAt each of NAMM’s trade shows, this much-loved event brings together attendees for a unique Recreational Music Making experience—and it can help you get ideas for setting up a drum circle of your own! Come celebrate music making at 5:45 p.m. in the Fourth Street Atrium Lobby of the convention center. You bring the rhythm; we’ll supply the drums.

NAMM Hosts the 7th Annual FORTUNE Battle of the Corporate Bands; 6 Regional Semifinalists to Perform in AustinAlong with FORTUNE Magazine and the Rock & Roll Hall of Fame, NAMM will host the summer regional semifinals of the Seventh Annual FORTUNE Battle of the Corporate Bands contest at this year’s Summer NAMM. Join us at The Hang, from 7 to 10 p.m., as six regional semifinalists compete before a panel of judges. Everyone is welcome at this event, and your NAMM Badge will get you in free.

Catch the SchoolJam Texas Finalists’ Performance in Austin NAMM and the Texas Music Educators Association (TMEA) have partnered to develop a U.S. pilot version of the successful SchoolJam Teen Battle of the Bands in Germany. Music

Join the Industry for Business, Fun and More!

SUMMER 2007 7

educators and teen bands from across the state of Texas were invited to submit a demo tape and now the top bands will be competing at this year’s Summer NAMM in Austin. Join us at Emo’s Austin, from 2 to 5 p.m., as the finalists take the stage to compete for the top band title. As finalists, these groups will receive musical instrument packages and music funds for their schools to purchase from their local participating retail Member. The top band will receive an opportunity to perform at a SchoolJam event at next year’s MusikMesse in Germany.

SUNDAY, JULY 29

Texas Music Educators Day Brings New Market to Summer NAMMIn collaboration with TMEA and several other partner organizations, NAMM is offering regional music educators the opportunity to attend Summer NAMM—an ideal opportunity to talk directly to this audience about your products and how they can benefit education. Exhibiting companies are encouraged to

consider product demonstrations that will interest and inform this group during their time at the show. Other plans include a “music education” breakfast reception and several relevant interactive sessions for music educators interested in exploring musical products and methods relevant to 21st century students and schools. Take advantage of this opportunity to meet with the educators and grow the market of young music makers!

Tips and More at the NAMM Idea CenterThe NAMM Idea Center provides valuable information, industry resources and more—right on the show floor. Stop by Booth #646 to:

• get great new ideas from the quick, powerful NAMM University sessions• visit the Museum of Making Music’s display to learn about our industry’s history• take your picture with Bert and Ernie from Sesame Street

The Ukulele and You: Preview the Museum of Making Music’s Upcoming Exhibit

Beginning August 11, the Museum of Making Music will play host to The Ukulele and You: America’s Enduring Love Affair—and you can get a sneak peek of this special exhibition at the show. Dedicated to the history of Hawaii’s versatile “jumping flea,” this display explores how the ukulele grabbed the attention of mainland manufacturers in the early 1900s and how they, in turn, promoted it to the general public. In addition, the exhibit describes the growth of interest in this tiny instrument over the past 15 years and its connection to larger trends in social history and pop culture. The Ukulele and You: America’s Enduring Love Affair will showcase an unprecedented variety of ukuleles manufactured in Hawaii and on the U.S. mainland from the early 1900s up to the present, drawn from private collections across the country. Be among the first to see pieces from this fascinating exhibit at the NAMM Idea Center (Booth #646).

While pondering what to get her husband for his birthday, Susan had an inspired idea. Why not buy him a guitar? He always talked about how much he wished he could play, and she could even purchase lessons to get him started. Excited by her plan, Susan opened her laptop computer and “Googled” the name of her neighborhood music store. To her disappointment, the information wasn’t found, so she searched for other local retailers until she found one that offered exactly what she wanted. She quickly grabbed her keys—and her checkbook—and headed downtown.

There’s no question that over the past decade, technology has drastically changed the way consumers shop. Today, people let their fingers “do the walking” on the computer keyboard rather than through the phone book to find what they want. If a local business doesn’t have a Web site with even the most basic contact information, there’s a very real possibility that it’s losing business.

“Today’s customers are often what we call ‘multichannel shoppers,’ says Bee Bantug of Retail Up! Music, a Web site development and management company specializing in music retail. “About 65 percent of all shoppers do their research online first, but make their actual purchases offline, at a local store. The Web will influence more than $500 billion in in-store purchases by the end of this year—that’s 16 percent of all retail sales.”

How Local Community Music Stores Can Use the Internet to Their Advantage in Today’s Changing Retail Market

Types of Web Sites

The Informational Site

An extension of a store’s sales and marketing efforts, this kind of site usually features basic store information, hours, location, a brief product summary, an events calendar and a listing of services the store provides.

Advantages:

At the very minimum, your store should have an informational Web site. Because there isn’t a lot of detailed information or links to navigate, it’s easy to create and maintain and will guide Web-savvy customers to your front door.

Disadvantages: Because there is no real interaction with the visitor, it doesn’t instill a sense of urgency or visitor involvement. Moreover, if the information is not current or in-depth enough, customers will not return to the site. (Still, it’s better than no Web presence at all.)

The Interactive Transactional Site

this site provides more in-depth information for the visitor to peruse and act on. it can include detailed product data, teacher bios and the ability to sign up online for classes, rentals or your store’s newsletter. Some feature a bulletin board system where customers/musicians can share information and ask questions.

Advantages: “Many small retailers can’t match the product mix or price points of larger e-taliers, so it doesn’t always make sense to operate a site that’s primarily focused on e-commerce,” says Bantug. “For smaller retailers, it is more important to build community through a dynamic, functional site enabling customers who’ve gotten Web-savvy over the recent years, to rely more on your store for expert advice and ongoing support on the products and services you offer.”

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And while consumers were initially nervous about shopping over the Internet, that appears to have changed too. According to Forrester Research, online purchases increased by 20 percent in 2006, with last year’s total e-commerce sales reaching $211 billion.

Making the Web Work for You

Whether a business has a small Web site with basic information for its local customers or a large e-commerce operation designed to reach out globally, having an online presence not only gives a business credibility, it provides unparalleled marketing and sales opportunities.

“The Web is a powerful tool that music retailers can use to their advantage,” says Bantug. “Having a Web site can cost a fraction of what you’d spend on traditional print advertising, direct mail or a Yellow Pages ad and will reach a much broader customer base—24/7! It can also improve your efficiency by converting time- and labor-intensive processes, such as updating product databases or signing up for lessons or rental programs, into online transactions.” Bantug also suggests using your Web site as an in-store kiosk to educate your employees about your product line and show customers inventory you don’t carry in the store.

So why haven’t more music retailers jumped into the game? “There are a lot of people in this business who are afraid of computers and they’re absolutely losing out on a huge portion of the industry,” says Cory Lake of American Guitar Boutique. “Like it or not, we’re in a time where everything is changing, and if you’re not going to keep up with what’s going on in the rest of the world, you’re going to get left in the dust.”

How Local Community Music Stores Can Use the Internet to Their Advantage in Today’s Changing Retail Market

Disadvantages: A more complex site requires more time to build and maintain. If you list your entire inventory, you need to keep it current.

The e-Commerce Site

E-commerce sites make it possible for anyone, anywhere to buy a company’s products. they feature in-depth information about the items they sell and provide secure online transactions.

Advantages:

Customers can shop at your e-store from anywhere, at any time. “The additional sales have obviously been good, especially here in California,”says Alan Rosen of Bananas at Large. “And because our local area is very Web-savvy, people often use our site as a menu, so to speak, before coming to the store to shop, so it’s been helpful on both fronts.”

Disadvantages:

The cost and maintenance of creating an e-tail site can range from modest to massive. And

because there are many retailers willing to sell at rock-bottom prices, the market is extremely competitive and margins are shrinking.

The Separate Storefront

Large auction and retail sites, such as eBay and Amazon, enable dealers to create a storefront where they can sell products for a minimal fee.

Advantages:

This is a good solution for businesses that aren’t yet ready to commit to their own e-commerce site. “eBay has its place,” says Doug Antonacci of Daddy O’s Music Shack. “You can get an amazing amount of exposure on eBay. It’s great for vintage gear, blowouts, used gear and discontinued items, but it’s not something I would use for everyday items.”

Disadvantages:

Unless your product is unique, pricing can be extremely competitive and there is little to distinguish your company from the 100 other businesses selling the same product on the site.

Getting Started

Beginning the process of creating your store’s Web site can seem intimidating initially, but how involved it becomes is a matter of what you want to achieve and how much you’re willing to invest.

Create It YourselfWhile there are a variety of off-the-shelf Web software programs to choose from, unless you’re fairly tech-savvy, proceed with caution. Many companies find that what they end up with wasn’t what they really needed. If you select this route, choose a system that will accommodate your best-growth scenario.

Hire a Part-time Techie “We started out with an informational Web site, and then about four or five years ago we hired someone who created a custom system for us that turned us into a commerce site,” says Rosen.

“He’s still here full time and now we have more staff members on the team that do the data, pricing and order processing.” 10

Consider Turnkey Solutions Numerous companies offer retail-focused Web solutions, a few of which are geared to the music products industry and offer easily updateable music online catalog and pre-built marketing features. You can select from a variety of functionalities and “scale up” as your needs grow. “We worked from a template and then chose things to make our site a little different from everyone else’s,” says Antonacci.

“It was a very user-friendly program, plus the company set up the hosting, the shopping cart and the secure online transactions—and that’s huge.”

Choose a Company to Custom Build Your Site

“We started interviewing companies, and found that they ranged anywhere from $5,000 to $150,000”, says Lake. “We ultimately chose a company specializing in retail sites that could build the platform we wanted and grow with us.”

5 Features You Want in a Web Site

1. Make It Inviting

First impressions count. Customers will often judge your store by your Web site. You don’t need flashy graphics or fancy features to make a good impression. By keeping your site visually inviting and writing in a friendly, welcoming tone, visitors will want to stay a while. Always put your contact and location information in a prominent place.

2. Make It Intuitive … and Informative

Make sure your site is easy to navigate and can quickly access store departments online. Remember what your visitors are there to do and make it easy for them to do it. If visitors have to click too many times to get where they want to go, they can also leave with just one click.

3. Keep It Current and Credible

There’s nothing worse than visiting a site with inaccurate or out-of-date information. “We don’t carry that any longer” or “The price has gone up since then” can damage your credibility. Keep everything up to date and make sure your product is delivered when promised. Guaranteeing your

Learn About the Web Firsthand at Summer NAMM!To find out more about maximizing your Web presence, drop by the Idea Center during Summer NAMM on Friday at 2:30 p.m., when Bee Bantug and Gordon O’Hara of Retail Up! Music will present “Your WebSite. Your Sales Staff. team them Up for Higher Profits.” They’ll answer your Web-related questions and show you the latest

site features, promotions and training that can help transform your sales team into a

marketing powerhouse.

merchandise will also foster loyalty and future sales. “It’s difficult when you’re not face-to-face, but if you can rise above it, then you’re offering something different,” says Rosen.

4. Use Search Engine Optimization

Learn about or work with people who understand the importance of using search engine optimization to get your company’s Web site to the top of the list when a customer does a search. Choosing the proper tools and the right words can increase your hit rate (the number of people who visit your site) and maximize your company’s visibility.

5. Have Good Tech Support

Without it, you’ll be up a creek. Look for 24/7 availability so you can chat with tech reps online or via a toll-free number. Be wary of companies offering limited tech support hours, especially those in foreign countries.

Disney’s runaway hit, High School Musical, has inspired kids and teens across the country to express themselves through music, so it seemed only fitting for NAMM to join forces with Disney to bring the show to schools lacking the funding to put on their own productions.

High School Musical is one of Disney’s most popular made-for-television movies to date, winning multiple awards, breaking DVD sales records in its first week and spawning the No. 1 music CD released in 2006. Now the musical is about to be introduced to schools everywhere, and the NAMM Foundation is partnering with Disney to make sure that all schools will have the opportunity to bring this musical to life. The association has invested $250,000 into the project, including $5,000 grants to 10 qualifying schools

in need of funding for musical coaching, audio and

sound equipment, musical instruments and other items needed to stage the play.

“The success of High School Musical has inspired kids of all ages to participate in music and the arts,” says NAMM President and CEO Joe Lamond. “We want to give them that chance, and we think our Members will benefit as well since many of the schools will be upgrading their sound and lighting equipment.”

A docu-musical about Texas teens putting on the production and accompanying public service announcements will air online, on the Disney Channel and on Radio Disney. The NAMM Foundation will announce the grant program in fall 2007; grant guidelines will be available on nammfoundation.org.

12 PLAYback

MUSIC IN THE NEWS

NAMM Partners with Disney’s High School Musical

“the success of High School Musical has inspired kids of all ages to participate in music and the arts. We want every school

to have that chance and hope to help facilitate that process.”

—Joe Lamond, NAMM President and CEO

The Music in Me Documentary Wins Peabody Award

HBO’s documentary The Music In Me, which began airing in October 2006, was named one of the 35 recipients of the prestigious Peabody Awards for 2007. In honor of its focus on the joys of music making and the inherent value of music education, NAMM proudly sponsored the documentary’s debut at Carnegie Hall the night before it aired.

The program combines performance footage and home video clips to display the stirring and surprising range of musical styles that children across America espouse and embrace.

The special celebrates the heart and soul of dedicated young musicians everywhere, and the power of music to motivate and inspire us all.

NAMM and HBO are promoting the series to Members and partners in the SupportMusic.com coalition of more than 130 organizations working to assure that all children receive a complete education that includes music and arts instruction.

Part two of The Music In Me aired nationally on June 18, on HBO Family.

television program highlighting children’s innate and powerful energy to make music receives one of broadcasting’s

highest honors.

SUMMER 2007 13

NAMM Members Starin Association’s Wanna Play? CampaignNAMM ARRANGES TV INTERVIEWS FoR MEMBER RETAILERS To REACH oUT To PoTENTIAL MUSIC MAkERS IN THEIR MARkETS.

The association’s Wanna Play? campaign is gaining momentum as it brings music making into the public spotlight, reaching potential players and drawing them into local music products stores. In addition to a growing roster of Wanna Play? celebrity public service announcements (PSAs)—including Earth, Wind and Fire’s Verdine White, John Taylor of Duran Duran and singer Richard Marx—NAMM has also arranged for a number of its U.S. retail Members to spend time in the spotlight, appearing on local and regional television news shows to demonstrate the many benefits of making music.

In March, NAMM Member Clint Strait of Strait Music in Austin, Texas, appeared on his local Fox 7 News in the Morning program, along with John Fannin of the Austin School of Music. “Playing music increases cognitive development in kids, and helps people ages 65 and older mentally, physically and socially,” Strait told viewers. The segment also featured a guitar lesson for the show’s host given by Fannin, and onscreen facts about the positive aspects of playing music.

NAMM Member Marvin Morrow of Musicians Outlet in Palm Desert, Calif., made an appearance on the local CBS Eye on the Desert news program, talking

about the value of playing music and the store’s involvement with children and music in the community. “We got the host to play a few notes on the trumpet, and I noodled around on the guitar a little,” Morrow says. Diane and Den Schafer of Music Tech Studios in Miami, Fla., appeared on the South Florida Today Show in January. “The show went great—we had a blast,” says Diane. “We had lots of instruments on display as we chatted with the host about the importance of music for all ages.”

The Wanna Play? campaign has numerous components, including the celebrity PSAs and a Web site featuring a NAMM Member Retail Store Locator tool and advice on how to get started playing music. Regional media appearances by NAMM Members help to further the campaign’s message that making music improves people’s lives—regardless of their age or musical skill level.

“The regional interviews are an integral part of this outreach campaign,” says NAMM President and CEO Joe Lamond. “The television and radio time not only draws attention to the joys of playing a musical instrument, it also gives participating NAMM retailers free exposure of their store’s products and services.”

If you would like to be featured in these types of media opportunities, please call NAMM at 800-767-6266 or e-mail info@namm.org.

14 PLAYback

WASHINGTON WATCH

In an important victory for music education, members of Congress unanimously passed House Concurrent Resolution 121, a bi-partisan Resolution stating that learning music in schools is important because it develops skills needed by the 21st century workforce, such as critical thinking, creative problem solving, effective communication and teamwork; keeps students engaged in school and makes them more likely to graduate; and helps students achieve in other academic subjects such as math, science and reading.

NAMM representatives provided the bill’s presenters—Reps. Jim Cooper (D-Tenn.) and Jon Porter (R-Nev.)—with research outlining the many social, developmental and educational benefits for school-aged children. The bi-partisan Resolution had strong support; in addition to Rep. Cooper, the original sponsor and introducer of resolution, 35 co-sponsors signed the Resolution.

“A lot of folks who have had the privilege of a music education take it for granted,” said

Rep. Cooper. “But 30 million or more of our children across this country every day are being deprived of that chance to not only experience the joy of music, but as my colleagues have mentioned, the increased and enhanced learning abilities that music offers and also the ability of music to deter people from gangs and drugs and other undesirable activities.”

Sens. Chris Dodd (D-Conn.) and Lamar Alexander (R-Tenn.) have also put forth a letter to the Government Accountability Office (GAO), the federal government’s research and policy arm, requesting that the GAO conduct a study on access to music and arts education in the American public school system since the passage of the No Child Left Behind Act. The two lawmakers also introduced a Senate resolution recognizing the benefits and importance of school-based music education.

“No child should be deprived of the chance to explore his or her creativity in a nurturing educational environment,” said Dodd. “I

am hopeful that the GAO will act quickly to deliver findings about the current condition of arts education in American public schools so that we can seek to improve it during the reauthorization of the No Child Left Behind Act.”

Added Alexander: “Music education is important. I had some great teachers, but my piano teacher, Miss Lennis Tedford, was the best. From age 5 until my high school senior recital, I spent 30 minutes with her each week. From Miss Tedford I learned more than music. She taught me the discipline of Czerny and the metronome, the logic of Bach, the clean joy of Mozart. She encouraged me to let my emotions run with Chopin and Rachmaninoff. She made sure I was ready for the annual piano competition, and that I performed completely under control. I still thank her for the discipline and love of music she gave me each time I sit at the piano today.”

U.S. Congress Recognizes School-Based Music EducationNAMM EFFoRTS LEAD To UNANIMoUS VoTE FoR U.S. HoUSE RESoLUTIoN 121 AND FIRST-EVER SENATE RESoLUTIoN PRoCLAIMING SUPPoRT oF MUSIC EDUCATIoN; SENATE CALLS FoR STUDY oF ACCESS To ARTS EDUCATIoN

No child should be deprived of the chance

to explore his or her creativity in a nurturing

educational environment.

Left to Right: Leo Coco, senior policy advisor, Nelson Mullins; Chip Averwater, NAMM vice chairman; Congressman Jim Cooper, D-Tenn.; Secretary Richard Riley, Partner, Nelson Mullins; Joe Lamond, NAMM president and CEO; and Dennis Houlihan, NAMM chairman

—Sen. Chris Dodd

MUSIC RESEARCH

NAMM Foundation-Funded Research Shows Music Education's Impact on Standardized Test Results

“SoUNDS oF LEARNING” STUDY PUBLISHES DATA RELATING STUDENT SUCCESS WITH QUALITY SCHooL MUSIC PRoGRAMS

A recent music education study found that students in high-quality school music programs scored higher on standardized tests than those in schools with less intense music programs.

Dr. Christopher Johnson, professor of music education and music therapy and associate dean of the University of Kansas School of Fine Arts, worked with graduate student Jenny E. Memmott to conduct the research—the first study of its kind to examine the relationship between the quality of music programs as a factor impacting test scores, regardless of social economic level of school or school district.

The study included 4,739 elementary and junior high school students in four regions of the United States enrolled in top-notch music programs and low-quality programs.

This research was part of the “Sounds of Learning: The Impact of Music Education” Initiative, funded by the NAMM Foundation. There are currently eight "Sounds of Learning" projects that are studying the connections between music education and child development and music’s role in contributing to children’s academic achievement and success in school.

Representatives from schools involved in the study spoke about the importance of music education from their perspective.

“I think what we see in schools, is that music provides a connection to school—an instructor, a peer group and a higher level of performance academically,” says Stacey Yurkovich, principal of Prairie Trail Jr. High School in Olathe, Kan. “And as a

result of that, the kids perform better on standardized tests. Kids in music programs have a goal they are working toward. A daily routine to achieve a goal—a performance—and in the end they achieve more than kids without those goals.”

The research was published in the Journal for Research in Music Education, Winter 2006, Vol. 54, No. 4. In the article, Johnson explained, “It is crucial to note that this project has revealed a relationship between quality of music instruction and academic performance. This finding agrees with previous research that music supports academic performance and extends our understanding of the impact of quality

music education programs in this period of high stakes testing.”

For more information about NAMM grants and the "Sounds of Learning" initiative, log on to nammfoundation.org/Grants/.

—Stacey Yurkovich Principal, Prairie trail Jr. High School

kids in music programs have a goal they are working toward. A daily routine to

achieve a goal—a performance—and in the end they achieve

more than kids without those goals.

16 PLAYback

COMMERCIAL

iintellectual property rights (iPR) are an

important and globally complex

topic. it is estimated that counterfeit goods cost manufacturers $500 billion in

sales each year—and a portion of

these losses occur within our own industry.

NAMM strongly opposes infringement of intellectual property rights, and although the association cannot provide legal advice and will not be able to initiate legal actions on behalf of its Members, NAMM encourages all Members to establish and protect their intellectual property in the United States and other countries. Here are some ideas for creating your company’s intellectual property rights strategy.

1. Read NAMM’s IPR Policy Statement and Dispute Resolution PoliciesVisit www.namm.org/ipr where you’ll find the association’s official IPR statement and policies. Keep in mind that NAMM cannot initiate legal actions on behalf of its Members to stop infringement at an event. 2. Educate Yourself with Outside ResourcesBefore an event, you will want to make sure that your intellectual property assets have been identified and protected and that participating in, or showing your products at, an event will not compromise any of those rights (e.g., patent, trade secret).

At www.namm.org/ipr, you’ll find a list of Internet resources to help you protect and enforce your company’s intellectual property. Keep checking the site for updates on this topic.

3. Visit the U.S. Patent and Trademark Office Booth at Summer NAMM (Booth #252)The U.S. Patent and Trademark Office (USPTO) booth staff will provide information to help you develop a strategy for protecting your company. However, neither the USPTO nor NAMM is able to take enforcement action on behalf of show participants or provide legal advice. The USPTO's presence at the NAMM Show is simply to provide information to companies about how to protect and enforce their intellectual property rights.

4. Contact the USPTO DirectlyFeel free to stop by the USPTO Booth in Austin during show hours (USPTO representatives for Summer NAMM are Conrad Wong and Susan Anthony). Or contact the USPTO via phone or email to ask questions and get further information:

U.S. Patent and trademark OfficeOffice of External AffairsP.O. Box 1450Alexandria, VA 22314-1450 USA(571) 272-9300 FAX: (571) 273-0085www.uspto.gov/smallbusiness(866) 999-HALTwww.stopfakes.govConrad.Wong@uspto.gov Susan.Anthony@uspto.gov

5. Attend the Summer NAMM Exhibitor Session NAMM has scheduled a session especially for exhibitors regarding protection of intellectual property against infringers at trade shows. Join the USPTO in the Idea Center (Booth #646) from 8:30 to 8:50 a.m. on Saturday morning (July 28th) to learn more about this issue and how it relates to the music products industry.

When it comes to intellectual property rights, being proactive, establishing your strategy and continually educating yourself are key to protecting your company. if you think your company’s rights have been infringed upon, use these resources to learn about your options, and consult your legal counsel for further advice.

5 Tips for Developing an Intellectual Property Rights (IPR) Strategy

When it comes to intellectual property

rights, being proactive, establishing

your strategy and continually educating

yourself are key to protecting your

company.

SUMMER 2007 17

The SupportMusic Community Action Kit includes the latest research on music’s impact on student growth and achievement, plus communications and local organizing strategies. Within this kit are the “Why Learn to Play Music?” brochures, which give parents this information in at-a-glance four-color fliers.

Tip for manufacturers and dealers: Order SupportMusic brochures, customize with your company logo and insert one into every instrument case before it leaves your place to get this information into the hands of new musicians the moment they buy your product. You’ll be helping to grow the market by sharing the benefits of music education.

to order your free brochures, call (800) 767-6266 or send an e-mail to info@namm.org.

What are you reading? Please e-mail playback@namm.org with books that helped you better understand business, the industry or consumers.

iNDUStRY BOOkSHELF

Trade Show in a Day: Get it done right, get it done fast!

Trade shows are a growing global business for a reason—they bring interested buyers and manufacturers together in an environment ideal for demonstrating products and conducting meetings. To capitalize on these events, it’s important to understand the skills and tactics of trade show exhibiting. In The Planning Shop’s Trade Show in a Day: Get it done right, get it done fast! Rhonda Abrams and Betsy Bozdech walk you through the steps to improve your return on investment at your next trade show.

Trade Show in a Day takes insiders’ strategies and uses them in a step-by-step format, looking at each aspect of exhibiting. From selecting the right booth to developing pre-show marketing, and creating effective ways to increase traffic to your booth to converting attendees into buyers, this guide is a must-read for companies looking for tested tips to grow their businesses.

In addition, Trade Show in a Day provides tools, such as a trade show timeline that explains what you should do and when to do it; easy-to-use worksheets that help you manage logistics, prepare budgets and stay organized; and sample scripts to guide you in what to say to customers before, during and after the show.

Whether you’re new to the trade show world or looking to get some fresh tips for managing your time and preparations, check out Trade Show in a Day and make the most of your trade show dollars!

Promote the Benefits of Music Making with Every Sale oRDER FREE SUPPoRTMUSIC BRoCHURES; INSERT IMPoRTANT ADVoCACY INFoRMATIoN IN INSTRUMENT CASES

18 PLAYback

RETAIL

On May 9, several NAMM staffers, along with president/CEO Joe Lamond, hosted a town Hall Meeting for interested association Members to learn a little more about NAMM’s activities and talk together about the changes and issues facing the industry today. More than 60 retailers, manufacturers and reps braved the New York traffic to attend the half-day meeting held near LaGuardia Airport in Queens.

After breakfast and a short overview of NAMM’s structure and mission-driven work, Lamond led the group in a lively discussion about market development, including NAMM’s new Wanna Play? public awareness campaign. Then, Mary Luehrsen, NAMM’s director of public affairs and government relations, discussed the association’s recent work to strengthen school music programs and urged those in attendance to get involved through action alerts on the NAMM and SupportMusic.com Web sites and advocacy activities. “You’re more important to this process than you might think,” she told the crowd.

Tackling Big Issues in the Big AppleNAMM kICkS oFF ITS FIRST oF FoUR REGIoNAL ToWN HALL MEETINGS IN NEW YoRk CITY, DRAWING DozENS oF MEMBERS FRoM THE REGIoN.

Many attendees came away with a deeper understanding of NAMM’s goals and role in the industry, and how they could achieve greater business success by tapping into the association’s marketing and professional development resources, while NAMM left with a better understanding of Members' needs and concerns. Following the New York meeting, NAMM staff once again hit the road, holding similar gatherings in Nashville, Atlanta and Orlando.

Many attendees came

away with a deeper

understanding of

NAMM’s goals and role

in the industry, and

how they could achieve

greater business success

by tapping into the

association’s marketing

and professional

development resources.

NAMM President and CEO Joe Lamond discusses the current state of the industry

with town Hall Meeting attendees in New York City.

Saturday, July 28

NAMM UniversityBreakfast Sessions

Austin Hilton Hotel, Governor’s Ballroom FREE Breakfast (First Come, First Served)—8 a.m.–8:30 a.m. Panel Discussions—8:30 a.m.–9:30 a.m.

2006 NAMM Show—State of the Industry Panel

SUMMER 2007 19

More than 100 NAMM retailers did it last year, and now it’s your turn to grow your customer base during the upcoming Vans Warped Tour. You can reach thousands of local concert attendees with one, all or any combination of these FREE opt-ins:

Two Great Opportunities to Drum Up More BusinessNAMM RETAILERS CAN oPT IN To REACH NEW CUSToMERS AND PRoMoTE THEIR BUSINESSES AT TWo oF THE SUMMER’S HoTTEST MUSICAL EVENTS.

DRUM CORPS iNtERNAtiONAL CHAMPiONSHiPS (DCi)The DCI competition season is in full swing, with the 2007 World Championships set to take place August 7–11 in Pasadena, Calif. There’s still time to get involved—and as a NAMM Member retailer, you can choose from one or more of the following FREE opt-ins, designed to help you promote your business:

Receive copies of DCI’s quarterly magazine, DCI Today, participate in the retailer Wanna Play? 10% Discount Program for DCI attendees and take part in local DCI events.

Advertise your store with promotional materials at the Wanna Play? table at your local DCI event, receive two tickets to the regional event to give away in your store, receive two VIP passes for your staff, take a VIP behind-the-scenes DCI tour and include materials in music educator-specific bags. For a list of participating regions, visit namm.org/initiatives/dci-opt-in and click on the regional market bar.

Receive ESPN2 broadcast promotional items to give away at your store, and receive tickets to the LIVE viewing of the 2007 World Championship Semifinals (shown in participating theaters around the country) to use as a promotional tool for your store. You can also receive LIVE viewing pop-ups and promotional materials, as well as a copy of the Commitment to Excellence DVD, which features highlights from the 2006 DCI Championships.

VANS WARPED tOUR

Insert your store’s collateral, such as coupons, promotional materials and lesson discounts, in Vans Warped Tour goodie bags, distributed to attendees at the venue’s front gate.

Set up an in-store ticket giveaway for a pair of Vans Warped Tour tickets.

Receive two passes to the local Vans Warped Tour stop, a guided tour and the chance to promote your store to other show attendees.

Participate in the NAMM-promoted 10% discount program to help attract more customers to your store.

12 3

General DCI Opt-ins

DCI Major Regional Events

(Limited to Regional Markets)

National Broadcasts in August

12 4

3Inclusion of

Collateral Material in

Goodie Bags

Promotional TicketGiveaways

VIP Passes and Guided Tour of Local

Vans Warped Tour

Retailer Wanna Play? 10% Discount

Program

To learn more about these and other opt-in opportunities, visit

www.namm.org/initiatives/opt-ins. Ticket supplies are limited in each

market, so act now!

20 PLAYback

RETAIL

Ellen McDonald’s earliest memories are filled with music and laughter. Her father played in a professional polka band and her mother sang in the church choir. Coming from a large German family, Christmastime brought all the relatives together to celebrate the season in style.

“My father would get out his concertina, my cousins would play piano and various other instruments and we would all sing and dance along.”

At the tender age of 6, Ellen taught herself to play the organ (“using the Thomas Colorglow system”) before embarking upon private lessons. It wasn’t long before she gave her first public performance at a polka radio station. By 13, she was playing the organ in church and picking

up extra money by giving piano lessons to the neighborhood kids. Then, during high school, she taught at the local music store.

“I had a studio of at least 40–60 students,” Ellen recalls. “I made great money, and it was so nice to get paid for doing what I love.”

While in college, Ellen’s husband, Larry, was teaching guitar when the store he worked for became too much for the owners to manage. When asked if they would want to take over the business for a year, she and Larry seized the opportunity to hone their entrepreneurial skills. “I loved running the store, and had about a million ideas,” says Ellen. “It was just the two of us doing everything. We bought things from rummage sales just to get

equipment to run the store. Then, as we sold things, we’d reinvest it back into the business.”

A year later, in 1981, Ellen and Larry purchased the store. “My dad co-signed the loan and gave us $1,000 toward setting up a land contract. I’m glad my husband had the foresight to own the building because that’s really important.”

Since they took over the business, Hartland Music has grown from a 600-square-foot store with 150 students to a 15,000-square-foot superstore with more than 2,200 students, a restaurant, a music therapy clinic and 43 private studios and classrooms. Ellen says taking NAMM U classes at the trade shows

industry innovator

“It’s a Wonderful Life!”ELLEN MCDONALD • Hartland Music • Hartland, Wisc.

The daughter of two talented musicians, Ellen McDonald developed a love of music making from an early age. So it seemed only natural for her to take that passion and build a life around it.

helped them jumpstart their success.

“I’ve gone to NAMM shows since I was a junior in high school and at every show I would sit through all the seminars,” she says. “That's how I learned about the business—through hard knowledge that was logical, common and useful.”

Ellen also attributes Hartland Music’s growth to meeting people’s needs, which then results in positive word of mouth.

“We position ourselves as the people who know about music in our area, whether it’s teaching someone how to play, showing them a grand piano or selling them a clarinet reed,” she says. “We try to share our musical knowledge whenever possible and work hard to build our local music

community. We do that through visiting the schools or inviting schools to have their groups perform at our store. We have a stage with a full PA and lights, and every weeknight we try to host a music happening here.”

All in all, Ellen believes it’s important to enjoy what you do and focus on the things you love. “If you’re not passionate, then you need to change your business so that you become passionate about it,” she exclaims. “Sometimes it’s easy to get discouraged, but it’s important to remember that you have a unique product that changes people’s lives. Running a music store won’t necessarily make you rich in dollars—although it can—but it’s a wonderful life.”

it is important to remember that you have a unique product that

changes people's lives.

Use the power of this much-loved family program to promote your business…

• At in-store events

• To local community groups

• To local pre-schools and daycares

• At parades and other public events

Tons of fun, FREE Sesame Street Music Works materials to help promote your business and provide young children with ways to explore, learn and grow

with music making.

Bundle includes:• 150 DVDs or VHS tapes • 150 activity guides• 150 pamphlets • 150 “Benefits of Music” brochures • 160 Sesame Street magazines • 4 large posters

Establish your store as the family-friendly source for music making in your community by ordering your FREE shipment of kits at 800-767-6266 or

by e-mailing info@namm.org.

22 PLAYback

REPS IN THE FIELD

Before writing this article, I conducted a Google search to get an outside perspective of how the world defines

“sales rep.” In a nutshell, this is what I found: Sales representatives are an important part of manufacturers’ and wholesalers’ success. No matter what type of product they sell, a rep’s primary duties are to spark the interest of buyers and purchasing agents and to address clients’ questions and concerns.

To increase their chances of success, reps need to fully understand their role. Below I’ve listed a few of my perspectives on this topic. 1. Communication Regardless of the methodology used (e-mail, phone, fax, on-site visits, carrier pigeons, etc.), all of our dealers are (a) our business partners; (b) in many cases, our friends; and (c) our neighbors (because we occupy the same geographic territory). We are accountable to them and, in most cases, are their primary contact for anything that will enable them to run their business more efficiently and profitably, such as processing and researching order status and providing observations. Tip: Bring opportunities to their attention, like programs, trends and suggestions based on your experience from within and outside our industry. 2. NegotiationWe are the buffer between the dealer and the manufacturer. We discuss and implement programs that increase the level of business between both parties. Note: Remember the congruent triangles theorem from geometry? In order for a triangle to be congruent, all three sides have to be equal. The rep’s theorem:

side one is the dealer, side two is the manufacturer and side three is the rep. All three parties have to derive a benefit from the relationship and maintain a sense of equality. Tip: Continue to evaluate this status with each of your dealers and manufacturers to make sure these relationships are professionally maintained.

3. Conflict resolutionNeed I say more? Extra freight charges, credit-related situations—there’s an endless list of other things that reps have to try to find solutions for that will satisfy all parties (like the congruent triangle theorem). Tip: Be a good listener and deal with the issues, not the personalities. 4. Inventory controlAs business partners, we want the dealers to turn their inventory, and we also have an obligation to help them any way we can. Tip: Get involved and offer suggestions that will help your dealer move his or her inventory.

5. SalesI put this last because, realistically, if No. 5 does not happen, the first four items above do not matter. My company, Reflex Marketing, believes, as in the movie Field of Dreams, that “If you build it, they will come.” Tip: Provide consistent product updates, training, literature, back-order reports, price changes, etc. If we do all these things, the sales will follow. The role of the sales representative in our growing and changing industry is more vital than ever. In spite of all the amazing modern-day technology, it still comes down to relationships and having passion for what we do. If everyone takes care of

business the right way, we will all “live long and prosper.”

Bob Brennan co-owns Reflex Marketing, LLC, with John McFadden. Formed in 1983, the Long Island, N.Y.-based company focuses on sales of MI, pro audio, contractor and audio-visual products.

5 Roles of the Manufacturers Rep in the Music Products IndustryBY BoB BRENNAN

the role of the sales representative in our growing and changing industry is more vital

than ever. in spite of all the amazing modern-day technology, it still comes

down to relationships and having passion for

what we do.

SUMMER 2007 23

INTERNATIONAL

Construct Data has agreed to cease the mailing of misleading contracts to the European Union (EU), Switzerland and EWR (affiliate states of the EU like Liechtenstein) and cancel their demands for money against companies who dispute their contracts.

In January 2006, StopECG reported on a court case in Austria where a group representing Austrian commercial interests in relation to unfair competition

(Austrian Schutzverband Gegen Unlauteren Wettbewerb) sought to not only keep Construct Data from mailing more contracts, but also prevent them from profiting from previously mailed contracts. The group argued that Construct Data's activities damaged Austria's reputation and caused concern for all Austrian businesses. They won their argument and Construct Data settled out of court, acceding to the group's main demands.

Organizations concerned they were misled should send a letter via e-mail to info@fairguide.com, followed by recorded mail to: Construct Data Verlag AG, Ortsstraße 54, 2331 Vösendorf, Austria. For more information on this case, go to www.schutzverband.at. For updates and information on Construct Data, visit www.aeo.org.uk and www.stopecg.org/construct_data_fairguide.htm.

the concept is simple: increase teen interest in music making by challenging high school students to compete to be the top band in the land. that’s what SchoolJam Germany has been doing since 2003, growing from a competition with a mere 120 entrants to a national sensation with more than 1,000 bands vying to win a spot in the finals.

“Being on stage is the dream of every musician,” says SchoolJam founder Gerald Dellmann. “We give them the opportunity to play live under professional conditions and the ‘push’ to go on.”

Dellmann began the competition by reaching out to 17,000 German schools. SchoolJam continued to gain momentum, and this year the German finals featured performances by famous German bands and aired live on MTV. SchoolJam Germany even has a bi-monthly magazine and a monthly TV show.

In addition to getting teens interested in music, SchoolJam helps supply German schools with musical products. “We auction off instruments signed by

famous people and use the money to buy instruments and equipment for schools,” says Dellmann. “It’s important that we buy these instruments from the local music retailer, who can continue to work with the school.”

The SchoolJam concept is now set to expand internationally. In addition to the debut of SchoolJam Texas, the Netherlands is planning to launch its own competition later this year. Other countries are encouraged to apply, and because SchoolJam is a social initiative, there are no licensing fees.

“SchoolJam is about more than music,” Dellmann says.

“You can put young people together and even if they can’t speak to each other, they can communicate through the language of music.” Look for this year's SchoolJam Germany winners to perform at the SchoolJam Texas Finals in Austin during Summer NAMM. For more information on creating a SchoolJam competition in your country, e-mail g.dellmann@schooljam.de.

SchoolJam Competition Expands Internationally

Successful Conclusion to Construct Data Lawsuit

WHILE SCHooLJAM TExAS IS JUST GETTING STARTED, SCHooLJAM GERMANY IS ALREADY A RoCkIN’ SUCCESS!

NEW MEMBERS

NAMM Welcomes New U.S.-Based Members...Aiweidy Lighting USA, inc.Montclair, Calif.

AnimusicAustin, Texas

B & A Music WorldPineville, La.

Berliner Microphones, inc.Orlando, Fla.

Build Your Own CloneOthello, Wash.

Completely ObliviousHighland, Mich.

Dancing Girl, LLCSteamboat Springs, Colo.

Devoe CompanyNipomo, Calif.

Discount Strings WarehouseBoyds, Md.

Everything EarsBryan, Texas

GH Electronics (US)San Francisco, Calif.

Heilind Electronics, inc.Cypress, Calif.

intime Design, LLCSan Rafael, Calif.

Ladebco Guitars & MusicForsyth, Ga.

Louchen, LLCFremont, Calif.

MacLaurin, LLCHermosa Beach, Calif.

Madison Music Center, LLCMadison, Conn.

Magix Entertainment Corp.Miami, Fla.

Musical MomValencia, Calif.

Musical OfferingsDerby, Kan.

Musical Spot, inc.Brooklyn, N.Y.

North Star MusicVidor, Texas

Northern Sound & Light, inc.McKees Rocks, Pa.

On the Go RecordingRiverside, Calif.

Peace Musical Co., LLCCity of Industry, Calif.

Peterson’s MusicHaines City, Fla.

PL & H international, inc.Cerritos, Calif.

PowerReviews, inc.Millbrae, Calif.

PPW SALESSan Jose, Calif.

R L Pagitt Enterprises, inc.Hoilday, Fla.

R. kassman Purveyor of Fine PianosBerkeley, Calif.

RetailVision, inc.Middlebury, Vt.

RoomVenice, Calif.

Show Solutions, inc.Azusa, Calif.

Sondpex Corporation of AmericaMonmouth Junction, N.J.

SPDi, inc.Delray Beach, Fla.

Speco technologiesAmityville, N.Y.

Suburban Music, inc.Wheaton, Ill.

Vintage Vibes Music, inc.Tempe, Ariz.

Voyage-air Guitar, inc.Pleasanton, Calif.

Waco Piano Education Center, inc.Waco, Texas

Woodworks PlusCarlsbad, Calif.

Zepman’s MusicOrange, Calif.

Zero Crossing, inc.Redmond, Wash.

ZWAV, LLCClearwater, Fla.

Looking for ways to support music programs in your community?

Order your new, FREE SupportMusic Community Action Kit and get started today!

The multimedia kit includes:

To find out more and order your FREE kit, e-mail info@namm.org.For more advocacy tools and information, log on to www.SupportMusic.com.

To learn what other communities are doing and how to affiliate with the SupportMusic Coalition, e-mail info@namm.org.

-research on music and arts education

-a petition to keep music in schools

-brochures (see page 17)

-public service announcements

-tips to form a local coalition

-many items in English and Spanish

keep Music Education Strong:Let Your Voice Be Heard!

And our New International Members!A.P.S. CustomLac Des Arcs, AB, Canada

Amherst Music CenterAmherst, NS, Canada

Asia Pacific Music MarketingFremantle, W.A., Australia

Backline Musician Services, inc.Vancouver, BC, Canada

Beijing Deyi Violin FactoryBeijing, China

Berkeley WindHarbin, China

Blackstar Amplification, Ltd.Northampton, U.K.

Bonerattle MusicVancouver, BC, Canada

Box Musical EnterprisesLongwarry, Victoria, Australia

Central De ParlantesCali, Colombia

Centre de Musique VictorSaint-Hyacinthe, QC, Canada

Charles Laird DrumsWarwick, U.K.

Coda Music Uk, Ltd.Stevenage, U.K.

Cole Clark-North AmericaHamilton, ON, Canada

Contact DistributionScarborough, ON, Canada

Continental MusicaJuarez, Mexico

Creative PercussionRichmond, BC, Canada

C-thru Music LimitedNorfolk, U.K.

Digital Audio Service GbRHamburg, Germany

Don Mackrill’s Music StopLondon, U.K.

EGM DistributionBalwyn, Victoria, Australia

EMBABuenos Aires, Argentina

Extenix CorporationTaipei, Taiwan

Fama Music S.A.Banfield, Argentina

Freds Guitar PartsToulouse, France

Freedom Music S.R.L.Ramos Mejia-Pcia, BA, Argentina

GN’GChompigny, France

Greenmovie Edizioni MusicaliMilan, Italy

Greenway industrial (Hk) Co., Ltd.Hong Kong, SAR China

Grover AllmanHendon, SA, Australia

Guangzhou Cremona Violin Co., Ltd.Guangzhou, China

GuiparParacho, Mexico

Guitarsvogel CiA LtDAQuito, Ecuador

Hau Sheng Wooden instrument Co., Ltd.Taipei, Taiwan

Headway Music Audio Ltd.Deddington, U.K.

Healey MusicOttawa, Canada

Hot Rox UkNottingham, U.K.

Human BaseWaldens, Germany

instrument QueensGuadalupe, Mexico

instrumentos Musicales Del PacificoCulican, Mexico

intent Media, Ltd.Hertford, U.K.

inter-MSeoul, South Korea

JazzMutantBordeaux, France

Jiro-ElectronicMainz, Germany

Joselito Entretenimiento totalLima, Peru

JVB Finger Placements, Ltd.Mirfield, U.K.

Jye tai Precision industrial Co., Ltd.Taipei, Taiwan

kingdom Music Ltd.Paraparaumu, New Zealand

kinko Music Co., Ltd.Kyoto, Japan

kirchhoff SchlagwerkKrefeld, Germany

kitt’s MusiqueSt. Leonard, QC, Canada

kivell’s Piano Parlour, inc.Chatham, ON, Canada

LoopMastersBrighton, U.K.

Los Cabos DrumsticksFredericton, NB, Canada

Maxima Mfg. Co. Meinel GmbHGeretsried, Germany

MelMusicHigh River, AB, Canada

Metro Sound & Music, Ltd.Toronto, ON, Canada

Milab Microphones ABHelsingborg, Sweden

Mississauga Music GalleryMississauga, ON, Canada

Monaco Corporation Ltd.Albany, New Zealand

Mondo Musica Distribuzione S.R.L.Monteprandone, Italy

Music AidLondon, ON, Canada

Music All inNoordwijk, Netherlands

Music Craft, Ltd.Weyburn, SK, Canada

Music instruments D.U.R.C.Nuevo Leon, Mexico

Music Makers Holdings, Ltd.Calgary, AB, Canada

Musical instruments Distribution Canada, Ltd.Markham, ON, Canada

Musical World FA Group, Ltd.Scarborough, ON, Canada

MusicalissimoLeon, Mexico

Musicways, Ltd.Albany, New Zealand

Musik MeisingerBurghausen, Germany

Musique St. PatrickSaint Nicolas, QC, Canada

Name the NotesNewmarket, ON, Canada

Neocraft, Ltd.Ramat-Gan, Israel

Noble Music Studios, Ltd.Lantz, NS, Canada

Nohira koboSakura Chiba, Japan

Noratel Uk, Ltd.Nantwich, U.K.

Noteworthy Music inc.Richmond, BC, Canada

Ontourage Marketing Group, inc.Surrey, BC, Canada

Owaish For Pro-AVRiyadh, Saudi Arabia

P & H Enterprises, Ltd.New Malden, Surrey, U.K.

Parksville keyboard & Gift CentreParksville, BC, Canada

Patrick James Eggle Guitars, LimitedOswestry, U.K.

Pauze PianosOmemee, ON, Canada

Peace Musical Co., Ltd.Taichung, Taiwan

Peter Maciuk installations, Ltd.Dorking, U.K.

Pfeiffer House of Music, Ltd.Stettler, AB, Canada

Piano House Burlington, inc.Burlington, ON, Canada

Picker’s AlleySarnia, ON, Canada

Pintech Canada, inc.Windsor, ON, Canada

Polyblend Systems, inc.Bedford, NS, Canada

Prestige Guitars, Ltd.Vancouver, BC, Canada

Pro Audio technik, Ltd.Gelnhausen, Germany

Qingdao Great Music Co., Ltd.Qingdao, China

Quantum5x Systems inc.London, ON, Canada

R.D. Begg & Co., Ltd.Palmerston North, New Zealand

Revolution AudioMississauga, ON, Canada

Pure PedalsDublin, Ireland

Riff A/SOslo, Norway

Riverside Music Shop Windsor, ON, Canada

Rock Empire MusicTaipei, Taiwan

Rosebank technical Services, Ltd.Banknock, U.K.

Sacher MusicBasel, Switzerland

Samjin Commerce Corp.Seoul, South Korea

Schatten DesignKitchener, ON, Canada

Schimmel korea Co., Ltd.Seoul, South Korea

Schlagerforlaget ASOslo, Norway

Scott’s Music, Ltd.Lethbridge, AB, Canada

Shattered Wings StudioOttawa, ON, Canada

Silonex, inc.Montreal, QC, Canada

Skyblue Media SolutionsSaskatoon, SK, Canada

Sleishdrum Pty., Ltd.Chipping Norton, NSW, Australia

Sonic CenterPuebla, Mexico

Sonic Composite Co., Ltd.YaYao, China

Sound 24 teitoYokohama, Japan

Soundquest DistributionSurrey, BC, Canada

StG DistributionGeneva, Switzerland

Strathmore Enterprises, Ltd.Hinckley, U.K.

Strings Attached Music ShopMississauga, ON, Canada

Strung Out GuitarsCornwall, ON, Canada

SymphoniaKomakisi Aiteken, Japan

t.O.M.Berlin, Germany

tactex Controls, inc.Victoria, BC, Canada

tecmusic S.A.Buenos Aires, Argentina

televideo SAtAltamirano, Mexico

tempo trend Music, Ltd.Victoria, BC, Canada

the Brian Nimens Corporation, Ltd.Richmond Hill, ON, Canada

the Music Factory U.k., Ltd.Bournemouth, U.K.

the Music PlaceMelbourne, Australia

the Octave Music CentreGuelph, ON, Canada

the Piano StudioNewmarket, ON, Canada

the Spaceboys AgencyBasel, Switzerland

the tube Store, inc.Hamilton, ON, Canada

threebros Enterprises Co., Ltd.Seoul, South Korea

toontrack Music ABUMEA, Sweden

trinity Music, Ltd.Nuneaton, U.K.

Univers SonsParis, France

University of Western OntarioLondon, ON, Canada

Virtual Drummer SchoolBarcelona, Spain

Volex (Asia) Pte., Ltd.Singapore

Walters Music CentresBlackstock, ON, Canada

Wendy Beauty Music instrument Ltd.Calgary, AB, Canada

Wilder S.A.S.Parma, Italy

Win Direct industrial Co.Hong Kong, SAR China

ZenguitarsKyungki-Do, South Korea

SUMMER 2007 25

NEW INTERNATIONAL MEMBERS

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MUSIC NOTES

As a NAMM Member, You Can…

ATTEND TWo WoRLD-CLASS MUSIC PRoDUCTS TRADE SHoWS!The NAMM Show in Anaheim is the world’s largest trade-only music products show—it’s the must-attend event that unites industry professionals from around the world to see the latest gear, gain business-building ideas at the NAMM University sessions, make new connections and catch up with old friends. There’s nothing like a NAMM Show for the best in innovation and inspiration.

Summer NAMM is a bit more laid back and offers a perfect opportunity for Members to spend quality time with their dealers or suppliers, “gear up” for the holiday selling season and enjoy the variety of free educational sessions offered by NAMM University.

Best of all, NAMM’s trade shows are unique because the proceeds are reinvested back into the industry, funding music-making charities, programs and initiatives designed to help our Members succeed ($10 million this year alone).

ATTEND FREE NAMM U CLASSES! Considered one of the highlights of the NAMM trade show experience, these classes can help you “up the ante” in today's competitive market. Knowledge is power, and NAMM presents industry insiders who share their knowledge and experience on topics ranging from marketing and merchandising to sales and software.

GET INDIVIDUALIzED ASSISTANCE If you have a business challenge and don’t know where to turn, talk to NAMM. Our

Member Contact Center staff is eager to help lead you in the right direction. “We focus on more than just the industry as a whole; we’re here for individual Members,” says Judy Dodds, NAMM’s director of Membership services. “We help people who have questions, concerns and problems every day. There are very few things we can't assist with, and if we don’t have an answer for you, we usually have someone on our Board or in our Membership who can help. You don’t have to go it alone.”

SAVE MoNEY oN BUSINESS SERVICES! Because NAMM has the buying power of more than 9,200 Members, we can negotiate great group rates on services that your business uses every day—from freight and shipping to workers’ compensation programs and credit/debit card processing.

The Value of Membership

When you’re a NAMM Member, you’re part of a worldwide community of people who are passionate about music. Not to mention, for just pennies a day, you also have access to a variety of resources designed to help you save money, grow your business and stay competitive. isn’t your success worth it?

Review the NAMM Resource section on pages 32–33 or call NAMM at 800-767-6266 to see how you can save money by taking advantage of these programs.

USE RETAILER oPT-IN oPPoRTUNITIES To HELP GRoW YoUR MARkETNAMM’s partnerships with major musical events—including the Vans Warped Tour, the John Lennon Songwriting Contest Battle of the High School Bands and Drum Corps International Championships—provide you, the NAMM Member, with the opportunity to promote your business at these local performances. Tap into the power of these popular events to increase your customer base. To learn more, refer to page 19 or log on to namm.org/initiatives/opt-in.

STAY INFoRMED WITH NAMM'S AWARD-WINNING PUBLICATIoNS! • PLAYback Magazine • NAMM Global Report, Featuring Music USA • PLAYback Digital • NAMM Online Membership Directory • NAMM Annual Report

BE REPRESENTED IN WASHINGToN!One of the most visible ways NAMM stands for its Members is by providing ongoing representation in Washington, D.C., on issues that impact the music products industry, including music education funding, association health care programs, estate tax and import/export laws.

TAP INTo NAMM’S MUSIC EDUCATIoN ADVoCACY TooLS AND RESoURCES!When music and other arts programs are threatened in your local public schools, your customers—and you—need a place to turn to. SupportMusic.com is that place. This Web site is full of helpful information geared to your specific concerns.

ACCESS To A VARIETY oF HEALTH CARE oPTIoNSWhile federal and state law prevents organizations like NAMM from offering pooled savings policies to members across state lines, NAMM chose the leading national brokerage, Mercer Health and Benefits, to help NAMM Members shop and compare options for health, dental, life, accidental death and disability, short- and long-term disability and vision coverage. With access to more than 400 carriers, Mercer consultants specialize in health care advice, services and solutions customized for each company's unique needs.

BENEFIT FRoM THE CoST oF DoING BUSINESS!Participating in Industry Insights' Cost of Doing Business Survey can be one of the best things retailers can do for their business. In addition to receiving the resulting Industry Performance Report at no charge, you’ll also get a free Company Performance Report (CPR), a personalized resource tool that provides a detailed analysis of your business and customized recommendations for improving its performance.

BEST kEPT SECRET— NAMM’S RETAIL WoRkERS’ CoMPENSATIoN DIVIDEND PRoGRAMMeadowbrook returned a 10 percent dividend, totaling more than $107,000 to qualifying NAMM Member retail participants, based on the group’s outstanding performance in 2005–2006. Add to this the credits that Meadowbrook offers in many states, and you’ll find this program hard to beat.

To renew or check the status of your Membership, call the Member Contact Center at 800-767-6266. You can also renew your Membership online at namm.org/renew. keep in mind, many Memberships expire on September 30!

TheMembership that Pays for Itself

• Bank Card Services $800,000+

• Music Money Credit Card $40,000+

• Shipping $842,000+

• School Lease Programs $35,000+

• Workers’ Compensation Insurance $107,000+

TOTAL SAVINGS $1,945,600+

Here’s a quick accounting of the annual savings that participating NAMM Membersenjoyed in 2006:

Last year, NAMM Memberssaved nearly $2 million!

How? By taking advantage of NAMM’s group discount business services! If you haven’t used these money-saving programs, perhaps it’s time to start. Call 800-767-6266 now to reap the full benefits of Membership.

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MUSIC NOTES

With PartnerShip’s new inbound Shipping Program and Select Services for high-volume shippers, you can significantly trim your shipping expenses.

In addition to the great savings offered through the NAMM Discount Shipping Program, Members can also take part in two new, free services offered by PartnerShip: Inbound Shipping and Select Services for high-volume LTL (less than truckload) shippers.

THE INBoUND SHIPPING PRoGRAMThis new program allows you to control and route your inbound shipments, significantly lowering your shipping costs in the process. This is one of the easiest, yet most overlooked ways to reduce your overall transportation expenses. Vendors typically receive volume discounts from carriers but may not pass them on to you. As the buyer and receiver of goods, you can—and should—designate the carrier and arrange for shipping charges to be billed directly to you at your discounted rate.

The first step is notifying your vendors. PartnerShip has simplified this process

for NAMM retailers by creating a Vendor List Form with over 90 commonly used music products vendors. Simply check off your current vendors, return the form to PartnerShip, and they’ll send your vendors customized Routing Instructions Letters. Blank forms are also available to add companies not currently on the Vendor List Form. After PartnerShip notifies your vendors, shipping and handling charges should no longer appear on your vendor invoices—you’ll be billed directly by the carriers at your discounted rate. The Inbound Shipping Program is simple to use, and can immediately reduce your inbound shipping expenses.

PARTNERSHIP SELECT SERVICESThis program offers a variety of services to NAMM’s high-volume LTL freight shippers. PartnerShip Select Services acts as your

“freight headquarters,” working with major carriers to provide you with unparalleled customer service and significantly greater discounts off LTL carrier published rates.

Eligible NAMM Members can also enjoy other program features, including routing management to save you money on every shipment; in-house auditing of every invoice; and a consolidated monthly invoice with information on every order shipped. You'll also have one point of contact—your designated PartnerShip account representative—handling all of your freight-related issues. These features, combined with substantial freight discounts, can potentially save you an additional 5 to 40 percent in overall shipping and operations costs.

For more information on either of these new services, visit www.partnership.com/18NAMM, contact PartnerShip at 800-599-2902 or e-mail sales@partnership.com.

Save $$$ with New Shipping Services

these new shipping service features, combined

with substantial freight discounts, can potentially

save you an additional 5 to 40 percent in overall shipping and operations

costs.

SUMMER 2007 29

What do Bill Walton, Denzel Washington and NAMM President and CEO Joe Lamond have in common? They’re all alumni of the Boys and Girls Clubs of America (BGCA). And on May 17, at the BGCA National Conference in Orlando, Fla., Lamond was inducted into the BGCA Alumni Hall of Fame, along with other former club members, including Earth, Wind and Fire’s Verdine White.

“Like Verdine, I spent many hours of my childhood at the local Boys and Girls Club,” says Lamond. “When I was 12 years old making music with my brother's band at the Boys and Girls Club in Aurora, N.Y., little did I know that experience would shape my life, and I hope NAMM can help them continue to shape the lives of kids throughout the country.”

One way the association is helping the BGCA do that is by partnering on the organization’s MusicMakers After-School Program. The California pilot program began in 2004, and during the most recent national conference more than 4,000 club administrators were introduced to the MusicMakers concept and curriculum.

NAMM encourages its retail Members to call their local Boys and Girls Club and recommend that they launch the MusicMakers program in their area. To learn more and find a club near you, visit namm.org/initiatives/bgca.

2007 NAMM Global Report,

Featuring Music USA

NAMM RELEASES NEW REPoRT oF INDUSTRY TRENDS AND SALES FIGURES, REFLECTING AN ExPANDED GLoBAL PRESENCE.

Since 2004, NAMM’s Music USA has doubled the number of countries it covers in this annual statistical report. For this reason, it’s now titled the NAMM Global Report, Featuring Music USA.

The publication is filled with timely information about industry trends and sales results from around the world, helping music industry professionals get a high-level picture of the global music products business. In addition to detailed statistics and commentary on the U.S. market, the report also features sales data and business perspectives from Australia, Austria, Canada, China, Germany, Italy, Japan, Norway, Spain, Switzerland and the U.K.

NAMM Members will receive their free copies of the NAMM Global Report, Featuring Music USA in July; the publication can also be downloaded from www.namm.org/press-room/music-usa.

BGCA Honors Alumni, Launches National MusicMakers ProgramMUSIC MAkING HITS A HIGH NoTE AT THE NATIoNAL CoNFERENCE oF THE BoYS AND GIRLS CLUBS oF AMERICA.

NAMM President and CEO Joe Lamond (far right) and Earth, Wind and Fire's Verdine White (far left) were among eight recipients inducted into this year's BGCA Alumni Hall of Fame.

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MUSIC NOTES

NAMM’s Board of Directors approved 14 grants for the year 2007 totaling $525,700 for programs that help create more active music makers of all ages and abilities. the money will be distributed among the following organizations:

AMERiCAN StRiNG tEACHERS ASSOCiAtiONNAMM funding supports ASTA’s new program intending to offer young people in grades 1 to 3 the opportunity to learn and play stringed instruments, via national youth-serving organizations.

BREAD AND ROSESNAMM funding supports interactive performances in the San Francisco Bay Area for children and teens in homeless shelters, special needs schools, day centers for low-income children, pediatric hospitals, drug and alcohol rehabilitation centers, and youth detention facilities.

COALitiON FOR MUSiC EDUCAtiON iN CANADA NAMM funding supports the expansion of the Coalition’s “Music Monday” program, engaging hundreds of thousands of music-makers of all ages to experience and understand music’s vital role in school and in life.

GUitARS AND ACCESSORiES MARkEtiNG ASSOCiAtiONNAMM funding supports the expansion of GAMA’s Teacher Guitar Workshop program into more communities. The program, which trains school music teachers how to teach guitar, has already brought hundreds of thousands of children, who were previously uninvolved, into music education.

GUitARS iN tHE CLASSROOMNAMM funding supports the strengthening

of GITC’s infrastructure as they regionalize program supervision for their core program, which trains non-music teachers to integrate music into other learning areas in grades K–8.

LEViNE SCHOOL OF MUSiCNAMM funding supports the Levine School’s daily recreational music programs for seniors 55 years or older.

LittLE kiDS ROCk, iNC.NAMM funding supports the expansion of LKR’s popular guitar program, to now include keyboards and keyboard training for public school educators. Educational opportunities are free for low-income school communities, and all materials are also available online.

MUSiC iNDUStRiES ASSOCiAtiON UkNAMM funding supports the Learn to Play public interactive exhibit, allowing people of all ages throughout the United Kingdom to try different musical instruments with guidance from music teachers.

NAtiONAL GUiLD OF COMMUNitY SCHOOLS OF tHE ARtSNAMM funding supports the expansion of the Guild's Creative Aging Initiative, which expands the opportunities for music and arts learning for older adults.

NAtiONAL StRiNG PROJECt CONSORtiUMNAMM funding will support this program’s efforts to address the regional shortages of string teachers in the United States and increase the number of children playing stringed instruments.

NEW HORiZONS iNtERNAtiONAL MUSiC ASSOCiAtiONNAMM funding will support leadership fellowships for new ensemble directors to establish and lead unique, nonprofessional New Horizons community bands and orchestras.

PERCUSSiON MARkEtiNG COUNCiLNAMM funding supports PMC’s expansion of the “Roots of Rhythm—World Drumming for Upper Elementary Classrooms” program, establishing a stronger connection between local music dealers and Roots of Rhythm qualified teachers, and expanding teacher training and public awareness components.

PiANO MANUFACtURERS ASSOCiAtiON iNtERNAtiONALNAMM funding will help PMAI effort to train traditional piano teachers to reach and teach non-traditional/recreational adult piano students.

tECHNOLOGY iNStitUtE FOR MUSiC EDUCAtORSNAMM funding supports the expansion of TI:ME’s current multimedia project which links university-level music technology experts with middle school classroom teachers in other academic areas.

For more information about NAMM grants, log on to namm.org/initiatives/namm-grants.

NAMM Funds Programs to Create More Music MakersTHE ASSoCIATIoN AWARDS MoRE THAN $500,000 IN GRANTS To MUSIC PRoGRAMS oFFERING MUSIC LEARNING AND PLAYING oPPoRTUNITIES To EDUCAToRS AND THE PUBLIC.

SUMMER 2007 31

When research showed that two out of three American adults didn’t know all of the words to "The Star-Spangled Banner," and many school music programs—where students likely learned the words—were getting cut, The National Association for Music Education (MENC) sought a creative solution.

In 2005, with the support of NAMM and several other partner organizations, MENC launched The National Anthem Project. After two years of road shows and events promoting awareness of “The Star-Spangled Banner” and its lyrics, the effort came to an end with a three-day Grand Finale in June. From June 14 to 16, students and other

proud citizens across the country gathered in Washington, D.C., to celebrate the success of this effort and demonstrate the importance of music education programs. Events included a patriotic sing-along with

“The President’s Own” United States Marine Band, appearances by school ensembles around the city, a special singing of the

National Anthem at the Navy Marine Corps Stadium and a performance by top drum corps from Drum Corps International.

According to MENC Deputy Executive Director Michael Blakeslee, “Over the past three years, The National Anthem Project has focused attention on the state of music education in communities across America. This summer we expanded the focus to the federal level with a major event in the center of our Nation’s Capitol. With NAMM, Jeep and our other partners, we are continuing our fight to restore America’s voice and support our school music programs.”

One of NAMM’s 2006 grant recipients, the American Music Therapy Association (AMTA) has launched a program to bring music into the lives of families and soldiers returning from deployment. These families experience many unique stressors associated with deployment, separation and reuniting, including the risk of post-traumatic stress disorder (PTSD) and acute stress response.

Music therapists, clinical consultants and an artist/educator lead “Active Music Making and Music Therapy Services: An Early Intervention and Readjustment Program Among Returning Military Personnel and Their Dependents,” which combines “intra-active” Recreational Music

Making with music therapy techniques. The initial program series reaches 150 military personnel and family members (ages 6 and up) at the Davis-Monthan Air Force Base (DMAFB), a Tucson-based unit that provides a range of mission- related services and supports programs with the community. Using a wide array of percussion, world and other instruments, this program aims to promote active music makers of all ages—leveraging the benefits of music making to foster family reintegration, quality communication, improved stress-coping strategies and fun.

“It’s a privilege to witness people of all ages experiencing music and the arts as a process … as a means to meet their needs

right now,” says Project Director Barbara Else. “It’s not about the performance; it’s about music as a pathway.”

NAMM Grant Serves Those Who Serve UsTHE AMERICAN MUSIC THERAPY ASSoCIATIoN USES FUNDS To SUPPoRT U.S. MILITARY FAMILIES

The National Anthem Project Concludes with a Three-Day CelebrationNAMM PARTNERS WITH MENC To CREATE AWARENESS oF MUSIC EDUCATIoN; MILLIoNS ToUCHED BY PRoGRAM’S EFFoRT To TEACH AMERICANS “THE STAR-SPANGLED BANNER”

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NAMM RESOURCES

RELAtED ASSOCiAtiONSNational Association of Young Music Merchants (NAYMM)

The National Association of Young Music Merchants is open to NAMM Members, ages 21–35, to help them network with others in the industry and prepare them for future leadership of the music products industry.

NAMM PUBLiCAtiONS/RESOURCES

Industry Performance Report Free to retail Member survey participants, this comprehensive report details the results of the Industry Insights' Cost of Doing Business Survey, sponsored by NAMM, and tracks key performance variables. Purchase copies at the NAMM Store during the trade shows or through NAMM’s Contact Center at 800-767-6266.

2007 NAMM Global Report, Featuring Music USAAnnual statistical review of the music products industry. Free copy to NAMM Members; additional copies can be purchased through NAMM’s Contact Center by calling 800-767-6266.

NAMM online Membership DirectorySearchable online database of more than 9,000 NAMM Member companies, available on www.namm.org. Member login required.

PLAYback and PLAYback DigitalFree subscription to NAMM’s quarterly Member-exclusive industry magazine and a bi-monthly e-newsletter customized to Member segment. Call NAMM’s Contact Center at 800-767-6266.

ResearchThe NAMM Foundation conducts NAMM-funded research projects to study the links between music making and health and wellness. www.nammfoundation.org

NAMM reinvests its trade show revenue back into the music products industry to increase active participation in music making and grow the market for musical instruments and products. In 2006, the association reinvested more than $10 million in market-building initiatives.

the Model for industry Growth Industry Events 2007

JULY27–29 2007 Summer NAMM Austin, Texas

AUGUSt3–5 China International Pro Sound & Light Expo Guangzhou, China

26–27 MIAC Trade Show 2007 Toronto, Canada

SEPtEMBER15–17 AMAC 2007 Gold Coast, Queensland, Australia

16–17 British Music Fair Birmingham, U.K.

21–24 Fieramilano (Meet Milano Music Show) Milan, Italy

OCtOBER1–2 Expo Music São Paulo, Brazil

5–7 PALM India Mumbai, India

17–20 Music China Shanghai, China

JANUARY 200817–20 2008 NAMM Show Anaheim, California

NAMM’s mission is to unify, lead and strengthen the global music products industry and to increase

active participation in music making.

SUMMER 2007 33

NAMM WORkS ON YOUR BEHALF

Growing the MarketBy creating programs, forming strategic partnerships and educating the public about the benefits of making music through its new Wanna Play? consumer campaign, NAMM works to create greater enthusiasm and participation in music making as a recreational pastime. Opt-ins on NAMM-sponsored events enable retail Members to connect with new customers in their areas. www.namm.org/marketdevelopment

offering Free Business TrainingIn our ever-changing world, education is essential to keep up with new information and trends. NAMM University provides free industry-specific sessions at the trade shows that address today’s challenges and opportunities, and help you sharpen your skills, increase your company’s profitability and grow your business. www.namm.org/events/nammu

Representing Your Interests in WashingtonOne of the most visible ways NAMM stands for its Members every day is by providing ongoing representation in Washington, D.C., on hot issues that impact the music products industry. NAMM’s efforts on Capitol Hill have resulted in millions of dollars in appropriations to fund programs and initiatives that increase active participation in music making. www.namm.org/govtrelations

OtHER RESOURCESLegislative RepresentationLegislative representation in Washington, D.C., specializes in rental, purchase and lease contract review and other legal assistance. Free phone consultation. 202-628-2929 or jimcounsel@aol.com

WEB SitESAmerican Music Conferencewww.amc-music.org

Museum of Making Musicwww.museumofmakingmusic.org

NAMM Foundation www.nammfoundation.org

NAMMwww.namm.org

The NAMM Showwww.thenammshow.com

Summer NAMMwww.summernamm.com

NAMM University www.namm.org/events/nammu

Recreational Music Makingwww.rmm.namm.org SupportMusicwww.SupportMusic.com

Museum of Making MusicCelebrates the past and current achievements of 100 years of the music products industry. More than 450 instruments are on display; the collection includes hundreds of sound and video clips. www.museumofmakingmusic.org

NAMM Resource CenterFree access to historic music products industry photographs, product catalogs, company profiles and videotaped oral histories that capture and preserve the thoughts of some of the music products industry’s greatest contributors. www.namm.org/resource-center

William R. Gard Memorial Scholarship$2,000 annual tuition to eligible NAMM Member business owners or employees of NAMM Member companies. www.namm.org/initiatives/gardscholarship

NAMM-ENDORSED PROViDERS

Broker ServiceS

/DeBit

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VIEWPOINT

“This NAMM Town Hall Meeting not only allowed interaction with other vendors and other music stores— so I could hear how everybody else is doing in the industry—but it enlightened me on a lot of events, because I had no clue what is happening at NAMM. It was definitely positive all the way through. I’m so glad I came.”

MARk MiNOtti•MinottiMusic,cAbAnAcAfé•northhAven,connecticut

“It’s important to have a Town Hall Meeting like this so that dealers, reps and everybody else in this industry have a chance to communicate with each other, speak to the principals of the organization, and pull commonalities of problems and positive situations that will benefit everybody in this industry. This is our livelihood and we have to make it the best that we possibly can.”

BOB BRENNAN•refLexMArketing•LongisLAnd,newYork

“It’s been interesting because we don’t have time in our business to really find out all that NAMM has been doing, and incorporate some of the programs into our business for our retailers. I think the emphasis on Recreational Music Making at NAMM is important because in the piano business, that’s where our emphasis has to be. Parents with children are always going to buy pianos. But to grow our market we have to be where the baby boomers and the retired people are to get them playing and make it unstressful and fun for them.”

GEORGE BENSEN•wYMAnPiAnocoMPAnY•tALLAhAssee,fLoridA

“This meeting is important because you have so many people that belong to the association, they are all from different areas and everybody’s got a different viewpoint. It’s great to have an open forum where people can discuss all of this out in the open and understand how the other sides feel. Some of the Members are in a somewhat adversarial position—which I don’t understand why we are, between manufacturers and retailers—and it shouldn’t be, because we’re supposed to be on the same team. The whole idea of NAMM is to promote the industry and that’s what we should all be doing here together.”

DALE kREVENS•tech21•newYork,newYork

Town Hall Meeting ReactionsNAMM MEMBERS WEIGH IN oN THE VALUE oF ATTENDING THEIR LoCAL ToWN HALL MEETING, WHERE THEY CoULD TACkLE THE ToUGH ToPICS, FIND oUT HoW To MAkE THE MoST oF THEIR MEMBERSHIP AND DIALoGUE WITH THEIR INDUSTRY ASSoCIATIoN.

“Music is a means

of rapid

transportation.”

- John Cage

5790 Armada Drive • Carlsbad, CA 92008

PRST STDFIRST CLASSUS POSTAGE

PAiDPERMIT #475

ESCONDIDO, CA

NAMM UniversityBreakfast Sessions

Austin Hilton Hotel, Governor’s Ballroom FREE Breakfast (First Come, First Served)—8 a.m.–8:30 a.m. Panel Discussions—8:30 a.m.–9:30 a.m.

they’re topical. they’re thought-provoking.And, best of all, they can help make a difference to your bottom line!

We’re talking about the NAMM U Breakfast Sessions, three provocative panel discussions that will provide you with answers and ideas. FRiDAY State of the industry AddressSAtURDAY NAMM town Hall Meeting—“it Worked for Me”SUNDAY Best in Show

Austin, Texas • July 27–29, 2007