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Dimensional weight (DIM) is a huge factor to consider when shipping an item as large as a musical instrument. DIM weight is calculated by multiplying the length, width and height of your shipment and dividing it by your DIM divisor (located in your FedEx or UPS contract). Your small-parcel carriers have the ability to charge you based on the actual weight of your shipment or by the DIM weight for every package you ship, so it’s important to stay aware of every FedEx and UPS dimensional weight change. When FedEx announced its rate increase on September 19, 2016, it proclaimed that

Retail giants don’t happen overnight. Sam Ash Music is a prime example. Founded in 1924, it’s the largest family owned U.S. music retail chain, with 46 locations. At 2016 Summer NAMM, COO Sammy Ash and Northeast Regional and Social Media Manager Ben Ash—a father-and-son team—revealed what it takes to run a successful multi-generational family business and achieve longevity. Sammy Ash explained that founders Sam and Rose Ash lived upstairs from the first store in Brooklyn, N.Y., so customers were often taken care of after hours. That customer-first focus continues until today. “We

The times they are a-changin’. As with the Bob Dylan song, the music lessons business isn’t what it was even five years ago. At 2016 Summer NAMM, Menzie Pittman of Contemporary Music Center, NAMM’s 2016 Dealer of the Year, shared strategies for music retailers to keep up with the times to build thriving lesson programs. “We have to consciously adjust with how things are changing,” he said. Here are highlights. (Watch the video for the full session.) Increased competition for potential music students. Pittman shared these trends and advised retailers with lesson programs to take no

At 2016 Summer NAMM, Mike Ross of Sweetwater gave an all-out master class on core marketing fundamentals for music retailers. Ross, vice president of marketing for Sweetwater, is an 11-year veteran of the musical instrument and pro audio retailer. Here are highlights from the session, titled “Mindful Marketing: From Google to Branding Strategy.” (Watch the video for Ross’ full presentation.)   SET A MARKETING GOAL Ross emphasized the importance of knowing what your marketing goal is and what you want to achieve—for instance, driving more traffic to your brick-and-mortar store or d

Today, music schools are trending, and private lessons are usually the driving force. But parents and kids are changing. A new generation is used to being over-scheduled, and the private lessons format might not be for them. If you have a lessons operation, it’s important to consider offering a diverse program that appeals to different kinds of students.​ You can start with a basic private lesson program and build from there. Creative classes and solutions for busy parents and kids enable more people to take advantage of music education. By diversifying your lesson program and off

What will be the biggest products, must-see innovations and technology breakthroughs in the new year? What do you need to check out before you leave Anaheim? Discover this and more at “Best in Show,” the legendary NAMM U Breakfast Session that closes out Sunday. Host Frank Alkyer, publisher of Music Inc. and UpBeat Daily magazines, will moderate this fast-moving discussion with six music retail experts. They’ll reveal their picks from the show, offer hands-on demos and also look at why these products and services will make a big impact with customers. Don’t miss this must-attend s

Are you a veteran music retailer or new to the business? Financial gurus Alan Friedman and Daniel Jobe of Friedman, Kannenberg & Co. say it doesn’t matter—smart financial management is required to grow your business regardless of your experience. At 2016 Summer NAMM, Friedman and Jobe gave retailers a list of what not to do in the fiscal running of a music store. Friedman offered that you might think your situation is unique, but it’s not. These problems are more common than you might think—and easily fixable. Here are Friedman’s and Jobe’s 20 financial problems to avoid. Watc

Are you a veteran music retailer or new to the business? Financial gurus Alan Friedman and Daniel Jobe of Friedman, Kannenberg & Co. say it doesn’t matter—smart financial management is required to grow your business regardless of your experience. At 2016 Summer NAMM, Friedman and Jobe gave retailers a list of what not to do in the fiscal running of a music store. Friedman offered that you might think your situation is unique, but it’s not. These problems are more common than you might think—and easily fixable. Here are Friedman’s and Jobe’s 20 financial problems to avoid. Watc

In just three years, Carter Vintage Guitars has grown into a $6 million indie retail powerhouse. At 2016 Summer NAMM, owners Christie and Walter Carter, along with Zach Broyles, website manager, shared their company’s unique story—and how video marketing played a role in it. Here are their best practices. (Watch the video for the full session.) Introducing Videos The Carters’ early attempts at video were done with no budget. (“When we first started, we were poster children for low-tech videos,” Walter said.) Their initial plan: • Use the same camera used for instrument photos. • G

Reverb.com is an online marketplace to buy and sell musical instruments and gear. At 2016 Summer NAMM, Brian Reardon of Monster Music shared how he used Reverb.com to generate more than $110,000 in 12 months—all brand-new business he wasn’t expecting. “It’s very efficient, intuitive and easy to use,” Reardon said of Reverb.com. According to Reardon, Reverb reflects the reality of today’s tech-savvy marketplace, which demands that music retailers adjust what they do and create new channels and hybrid business opportunities. “I can simultaneously be rethinking my business without ha

Are you making the most of the events you’re already hosting at your music retail business? During the 2016 NAMM Show, James Harding of Gist Piano Center addressed finding the profit in your existing events. He shared three ways to take what you’re doing every day in your business and make more money, with a few fine-tunings. “What are your most underrated traffic sources?” Harding asked. He then explained that they’re the events you’re already hosting that bring more people into your store—for instance, recitals, master classes, print music reading sessions, clinics, and communit

Plum Grove Music is a David and Goliath success story, with one location, 20 employees and less than $1 million annual sales. And despite strong local competition, the full-service band and orchestra business had grown steadily since 2010 and is debt-free. At 2016 Summer NAMM, company owner Rick Thacker shared five ways for small retailers to compete, beat the odds and thrive in today’s competitive retail marketplace. Here are his five strategies. (Watch the video for the full session.) 1. The Power of One (Location)Thacker advised retailers to embrace their size and use it to the