In a post NAMM-Show exchange with Gabriel O’Brien, he told me he was excited about some of changes he’s going to be making to the pair of stores he co-owns (Larry Music’s Center, cover story MMR issue January 2013). “We’re changing our corporate approach to supplier relationships,” he told me. “One, we only want to do business with really good people who want our business and want us to grow; and two, we only want to carry really cool products that we love. It really changes the way we do a lot of things…”
It also changed the way he approached NAMM, he added.
At one time, The NAMM Shows were the only way to see, hear, and learn about new product. But video demonstrations for dealers are just a click away. Placing orders for the year? Not so much a “NAMM-exclusive” any more.
Now the ability for a dealer to get his or her hands on a new product and to sit down and make a dinner is still valuable. And NAMM continues to do a fantastic job with their workshops and training through the Idea Center, providing tools that retailers need to be more successful, and that is increasingly the most important reason for a dealer to attend.
But one aspect of the show that will never change is that it is the best time to re-evaluate your business plan for the coming year. In talking to independent music store-owners, some are feeling downright bullied. Margins continue to shrink. MAP isn’t policed as well as it could be. Products are showing up online priced less than what he or she can purchase it for. In at least one big instance, a noted guitar maker is going to start selling direct.
There are plenty of “good” people other there, thankfully. But in addition, on the edges of the show, and in the “basement,” new companies with quality, cool products are actively seeking the relationship and partnership O’Brien is putting a priority on. As I talk to successful independents, having unique products and often trying new lines has been key to giving customers a reason to walk in the door. Having trustworthy relationships that allows both parties to be successful and grow together could be the best business plan to have these days.
Can it be that simple? Just do business with people you like? Just carry products you think are cool? It’s crazy enough to work.
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We’d be remiss not to mention the departure of Rick Kessel from the masthead. Rick has been part of MMR for 30-plus years, and founded our sister publications SBO, JAZZed, and Choral Director. For 15 years he was there for me to answer any questions and maybe even gossip a little. (And I’m sure I’m not the only one impressed by his ability to talk clarinet reeds for 45 minutes at a stretch!) After all these years he wants to do something different, and we’re excited for him. Rick, we wish you the best of luck in your new adventures!
