Index
60 Minutes, 164
90-day forecast, retailers and, 210
A&R department, 61
A.C. Nielsen, 82
Abstract images, music videos and, 269
Accessible, market segments and, 21
Acquistion, decision-making process, 30
Actual pricing of product, 219
Add date, 140
ADI – Area of Dominant Influence, 33
Administered distribution systems, 13
Adopters, consumers and, 5
Advances, 313
Advertising, 67–68
artist relations, 191
basics of, 181–182
choosing media and, 189–190
co-op advertising and, 187–188
comparison of media options for advertising, 182–183
coordinating with the publicity department, 187
determining costs and effectiveness, 186
formulas for print and broadcast, 185
How advertising effectiveness is measured, 185
marketing recorded music and, 186–191
media planning and, 184
No Depression rate card, 190
promotional partners and, 191
sample Radio buy, 192
sample TV advertising buy, 192
target markets, 189
timing and, 190–191
trade advertising, 182–186
urgency of frontloading the advertising, 191
Advertising budgets, 188–189
Aerosmith, 318
Affect, 33
Affiliates, marketing through and, 298–299
Age
Personal demographics, 23
RIAA reports, 42
Agent, definition of, 313
Airplay, independent promotion and, 155–158
Airplay Monitor, 145–146
The Album Network, 186
Alternative evaluation, decision-making process, 30
Alternative music stores, 224
AM stations, numbers of, 125
American Bandstand, 268
American Marketing Association, 327
Amusement Business, 68
Analysis of data, 333–334
Annual sales trends, 40
Anti-piracy efforts, 290
AQH (average quarter-hour), 132
Arbitron
audience shares by radio format, 129
Distribution of AQH radio listeners, 128
Example Arbitron book, 135
hour-by-hour listening, 127
How to keep an Arbitron diary, 133
radio listeners and, 126
web sites, 139
weekday Listening, AQH Rating, 128
Arbitron Portable People Meter system, 139
Archives, SoundScan and, 90
Area of dominant influence (ADI), 22
AristoMedia
impact of new releases and, 171
music video promotion and, 274
Artist and Repertoire (A&R) department, 3
Artist development, 61
Artist development/relations, 57
Artist history, 106–107
Artist image, publicity and, 169
Artist manager
advances and, 309
touring and, 309
Artist relations, 191
Artist, getting started and, 53–54
Artist’s website, protocols for, 247
Atlanta radio stations, chart for, 141
Atreyu, retail exclusives and, 323
Attitude, research and, 334
Automatic splash pages, 246
Average quarter-hour (AQH), 140
AVI, 276
Award shows, 177
Azoff, Irving, 349
Backward vertical integration, 13
Baldrica, Tom, 179
Balter, Dave, 234
Banner, 263
Bar code, 121
The Beatles, 56
Behavioral segmentation, 27, 33
Benefits sought, products and, 27
Benson, Ed, 179
Berkman, Ben, 312
Bertelsmann Music Group (BMG), 283
The Best of the Sauce Boss, 259
Beyonce, 44
market share of major distributors, 204
BigChampagne, P2P usage, 343
chart designations, 146
heat seekers and, 147
MarketWatch, 342
music sales and, 50
number one songs and, 155
Pop 100 chart, 148
pop and rap singles and, 365
sales sources and, 3
Billboard Publications (BPI), 82
Billboards, advertising and, 183
Bio, 178
Blackshaw, Pete, 234
Blog, 263
Bloggers, 239
BMG Bertelsmann Music Group, 51
tour sponsoring and, 311
Bone Thugs-n-Harmony, 322
Bono, 245
Bookmarks, website traffic and, 249
Boom, Benny, 392
Borman, Gary, 316
Boston Consulting Group, 6–7
Bots, 263
Bounceback cards, 338
Box lot, 226
Box lot discount, 217
Brady, Paul, 301
Break-even point, 73
Breaking, 121
Brick-and-mortar stores, 226, 325
Bricks and clicks, 226
British Broadcasting Corporation (BBC), 294
Broadband, 277
Broadcast Data Systems (BDS), 82, 145–146
charting and, 144
digital pattern technology, 341
Brooks & Dunn, tour promotion and, 311
Brooks, Garth, 41
Brunman, Glen, 320
Bulletin boards, 257
Burnout, 160
charting and, 147
Business affairs department, 54–55, 61
Business climate and predictors, 111–112
Business-to-business (B2B) sites, retail buyers and, 202
Buyers, 226
BzzAgent, 234
Canadian Music Network magazine, 144
Cash Cow, Growth-Share Matrix, 7
Cashbox magazine, 143
Catalog, 51
Catalog sales, 49–50
CD price splits, IFPI measures, 285
CDs
illegal peer-to-peer (P2P) services, 39
music downloading and, 39
replacement cycle and, 37
Censorship, 303
2004 Super Bowl, 294
Channel intermediaries, 12
Channels of distribution, 11, 16, 184
Charles, Ray, 316
Chart History Report, 108–110
Chart position, importance of, 144
Charting
Billboard chart designations, 146
Billboard’s Pop 100, 148
independent promotion, 155–158
label marketers and, 149
MediaBase 24/7, 146
radio promotion and, 149–155
Chat, 263
Chat rooms, 257
Christman, Ed, music sales and, 50
CIMS, 325
Clark, Dick, 268
Clear Channel, 137
Clear Channel Communications, 157
Click-and-mortar retailers, 210
Client Help Desk, web sites and, 246, 252
Clippings, 178
Clothing and costume consultants, 170
CMA Awards Show, 192
CMJ Network, charting and, 148
CMT, submitting a video, 275
Co-op advertising, 67, 187, 188, 214, 226
free goods and, 221
Coalition of Independent Music Stores (CIMS), 323
Cognition, 34
Cognitive vs.emotional decisions, 30–31
Collaborative filtering software, 357–358
Columbia Records and Switchfoot, 235
Commercial research firms, 342–343
Communication flow, 348
Communications Act, 153
Community antenna television (CATV), 351
Compass Records, customer reply card for, 337
Compatibility, innovation and, 6
Competition, marketing strategy and, 222
Competition-based pricing, 9–10,
Complexity, innovation and, 6
Computerized ordering process, 226
ComScore, 342
Conation, 34
Concept testing, 344
focus groups and, 336
Concerts, 261–262
Configurations, format configurations, 44–45
Conglomerate distribution company structure, national retail accounts and, 199
Consolidation and market share, 204
Consumer advertising: the media buy, 188
Consumer Generated Media, 234
Consumer marketing plans, 361
Consumer traits, rate of adoption and, 4
Consumer-based pricing, 16
Consumers
cognitive vs.emotional decisions, 30–31
converting browsers to buyers, 32–33
decision-making process, 30
involvement decision-making, 29
needs and motives and, 32–33
Contemporary hit radio (CHR), 22
Content, 347
Contest Promotions, 151
Contests, web sites and, 249
Contractual distribution systems, 13
Contribution for overhead, 76
Convergence, 358
Converting browsers to buyers, 32–33
Cookies, 263
Cooperative advertising (co-op), 193
Corporate systems, distribution and, 13
Cost per rating point (CPP), 185
Cost per thousand (CPM), 184–185, 189, 193
Cost-based pricing, 16
Growth-Share Matrix, 8
Counting Crows, retail exclusives, 323
Country label organizationchart, 159
Cover letters, 169
Creative services department, 58, 61, 178
Credit card services, 248
Creed, 299
Cross-marketing, 236
Cross-promoting, soundtracks and, 321
Cross-promotion, 325
Cultural imperialism, 293, 303
Cultural restrictions, 293–294
Cume, 140
programming and, 132
Cumulus Media, 157
Curry, Adam, 138
Custom research, 343
Cut-by-cut, 178
Dannen, Fred, 155
Data analysis, 344
Data collection, 332
Dayparts, 193
Decision-making process, 30
Decline, sales and, 4
DeMand
2nd phase marketing posts, 390–392
marketing plan for, 368–392
Phase 1 Marketing Plan, 368–374
Phase 2: Visibility, 382
Phase 3 : Added Value Promotions, 383
Phase I: Creating the buzz at retail, 382
touring and, 384
Demographic trends, 42–44
Departments involved in the marketing plan, 362
Descriptive research, 330, 344
Design of research project, 330
Designated market area (DMA), 22
Designated marketing area (DMA), 121
Destiny’s Child, 44
tour sponsorship and, 324
Dickey, Lew, 157
Diffusion of innovations, 4, 16, 231
Digital distribution, 205
revenues from $.99 download, 205
Digital Millennium Copyright Act (DMCA), 353
Digital radio, 137
Digital rights management (DRM), 353, 356, 358
Dion, Celine, 320
Direct contact concept, Music distribution, 196
Direct Mail, advertising and, 183
Directories, 263
Dirty Vegas, 318
Discography, 178
Discount and dating, 227
Discounts, 64
Discussion groups, 257
Distribution, 227
consolidation and market share, 204
digital distribution and, 205
music distribution and, 195–206
national retail accounts and, 199
national structure and, 200–201
One sheet and, 202–203
retail-chain home office location, 201
Sales timetable, 202
supply to retailers and, 197–198
timeline and, 201–202
U.S. map of distributor locations, 200
vertical integration, 196–197
vertical integration of conglomerates, 197
Distribution chain, 13
Distribution channels, music retailers and, 225
Distribution systems, 12
three basic types of, 13
Distribution value, 206
Distribution-centered concept, 196
Dixie Chicks, 44
DMA (Designated Marketing Area), 34
DMA chart, 89
DMA index, 105
DMA Title Reports, 101–102
DMAs and market efficiencies, 116–117
Dogs, Growth-Share Matrix, 7
Dollar value, 51
Domestic music piracy levels, 290
Domestic piracy level, IFPI measures, 285
Dominant market area, 96
Down Beat, 186
Dr. Tandem, web sites and, 244
Drop ship, 227
DVDs, sales of, 272
E-commerce, 247–248
statistics for, 241
E-store, 263
E-zine, 263
E-zines, 258–259
EAN (European Article Numbering system), 16
Early adopters, market share and, 5
Early majority, market share and, 6
Economies of scale, 206
Edison Media Research, 342
Educational level, Personal demographics, 23
Electronic article surveillance (EAS), 213
Electronic data interchange (EDI), 212, 227
Electronic hardware penetration, IFPI measures, 285
Electronic superstores, 121, 224, 227
Email addresses, 258
Email distribution lists, 252
Email newsletters, 259
Emerging markets, 303
comparison of top ten markets and, 286–287
EMI Electrical and Mechanical Industries, 51
four major labels and, 282–283
Eminem, special products and, 319
Enderle, Rob, 353
Enetercom, 157
Entertainment news shows, publicity and, 175–176
Exclusives, 325
Executive summary, 344
Experiments, 344
marketing research and, 330
Exploratory research, 343
Exploratory/secondary research, 329
Exports, transshipments/exports, 300–301
Factors influencing purchases, 233
Family Circle, 283
Fan websites, 258
Fan-based promotions, 260–261
Fanzines, 172
Federal Trade Commission, cooperative advertising and, 187
Fernandez, Alejah, 324
Fill-in business, music retailers and, 225
Fill-ins, 206
Floor designs, 227
Floor plans, 222
FM radio stations, numbers of, 125
Format, 140
Format analysis, IFPI measures, 285
Format configurations, 44–45
Forrester Research, 342
Forward vertical integration, 13
Free goods, 227
co-op advertising and, 221
Freelance publicists, 166
Frequency, 193
advertising and, 184
Friday Morning Quarterback, 186
Gavin magazine, 143
Geffen Records, Bounceback cards, 338
Gender
music sales and, 43–44
Personal demographics, 23
General Agreement on Tariffs and Trade (GATT), 296, 303
Generation X, 26
Genre placement, 222
Geographic growth areas, music industry and, 295
Geographic segmentation, 21–22, 34
Gibson, Sara, 255
Gladwell, Malcolm, 233
Global market share of majors, 282
Gottlieb, Steve, 319
Grady, John, 310
Grassroots marketing, 231–239
factors influencing purchases, 233
guerilla marketing and, 237–239
power of word of mouth, 231–235
sniping and, 236
street teams and, 235–237
Green Day
sales of American Idiot album, 119–120
special products and, 319
Grey Goose Music Tour, 322
Groban, Josh, special products and, 319
Gross impressions (GI), 185, 193
Gross margin before recording costs, 66, 75
Gross rating point (GRP), 193
Atlanta market, 192
Gross rating points (GRP), 184–185
Growth-Share Matrix, 6–7
Cash Cow, 7
Cost-based pricing, 8
Dogs, 7
price, 8
problem child, 7
stars and, 7
Guerilla marketing, 237–239
Hair stylists, 170
Haley, David, 321
Hallmark Gold Crown stores, specialty markets and, 316
Hear Music, web site and, 316
Heatseekers, Billboard magazine, 147
Heavy rotation, 140
Hendrix, Jimi, 318
Herrick, Ann, 316
Hill, Faith, 316
Hit Men, 155
HITS magazine, 186
Hollywood Reporter, soundtracks and, 321
Homepage, 264
Horn, Bob, 268
Host provider, 264
Hot 100 Singles chart, 88
Hot links, 264
Houston, Whitney, 320
Howe, Neil, 26
Hull, Geoffrey, 144
HyperText Markup Language (HTML), 264
I-search Digest, web sites, 254
IFPI measures
anti-piracy efforts, 290
piracy and, 289
sales and, 285
Illustrated songs, 277
IM Instant text messaging, 358
Image, music retailers and, 222
Impressions, Radio & Records, 149
In-store event, 214
In-stores, 313
Inc., 283
Income, Personal demographics, 23
Independent label tour support, 310–311
Independent music retailers, 224
Independent promotion, 155–158
critics of, 157
Label record promotion and, 155
Independent Promotion and Publicity, 68–69, 76
Independent publicist, 178
Independent video promotion, 274
Index number, 121
Index report, 104
Indexes, 254
Indie, 160
Indie labels, international markets and, 299
Indie stores, 227
INDIEgo on promotional touring, 313
Industry concentration, 50
Informa Media Group, growth in music industry and, 295
Information search, decision-making process, 30
Initial orders or I.O., retailers and, 210
Innovators, market share and, 5
Insite Media, trading links and, 255
Insite Media, trading links and, 255
Instrument, 344
Intelliseek, word-of-mouth advertising, 234
Interest, consumer’s level of involvement and, 29
Internal marketing audit, 14
International Federation of Phonographic Industries (IFPI), 280, 303
International recording industry consolidation process and, 280–282
countries included in regional analysis, 284
georgraphic growth areas and, 295–296
marketing issues and challenges, 288–29
marketing overseas and, 297–302
marketing strategies and, 302
markets and, 283–288
nature of oligopolis and, 280–283
new technologies and, 296
opportunities and, 295–297
opportunities for growth in the, 295
trade agreements and, 296–297, 296
Trade-Related Aspects of Intellectual Property Rights, 297
transshipments/exports, 300–301
World Trade Organization (WTO), 297
International Standard Recording Code (ISRC), 83, 121
International Trade Organization (ITO), 297
Internet advertising and, 183
online retail stores, 248
word-of-mouth marketing, 234
Internet marketing
artist’s website address and, 242
Banner exchange/link exchange/reciprocal linking,, 254
concerts and, 261–262
Directing customers to online retailers, 259–26
domain names and, 243–244
E-Commerce, 247–2
Fan websites, 258
fan-based promotions, 260–261
integrating offline and online promotions, 261
marketing plan and, 242
most popular search engines and, 253
music directories, 254
promotional materials and, 242
sales and, 225–226
Viral marketing, 249–2550, 255–256
visitor registration and, 250–251
web hosting, 244–245
Webrings, 255–256
website as your home base and, 243–252
website design and, 246–247
website promotion on the site, 248–249
Internet radio, 138
Internet sales and distribution, 301
Inventory management, 227
Inventory management, 211–212
buyers and, 5
Involvement decision-making, 29
iPods, 138
U2 promotion, 319
IPSOS, 342
iTunes, 152
Jackson, Janet, 294
Jarvis, Al, 268
Jay-Z, 56
John, Elton
remake of Candle in the Wind, 38
retail exclusives and, 323
Johnson, San, 392
Jones, Norah, 44, 100, 106, 114
Jupitermedia Corporation, 342
Keim, Thad, 300–301
Keith, Toby, 318
Kodak, disposable cameras and, 27
Kraski, Mike, 237
LA Times
catalog music sales, 49
independent promotion and, 157
Label operations, 53–60
artist & repertoire and, 55–56
artist development/relations, 57
business affairs department, 54–55
creative services department, 58
publicity department and, 58–59
radio promotion, 59–60
sales and marketing department, 60–61
typical record label structure, 54
Label partnerships, 348–350
Label publicity, objective of, 163–165
Label publicity department
artist bio and, 168
cover letters and, 169
image of artist and, 169–170
photos and video, 169
press releases, 167–168
tools of, 166–171
Label record promotion, independent promoters and, 155
Label Share Marketing Report, 91
Label staffing, music videos and, 273–274
Laggards, market share and, 6
Late Show with David Letterman, 163
Latifah, Queen, 245
Lava, retail exclusives and, 323
Lead time, 178
Leader pricing, 9
Led Zepplin, 318
Leno, Jay, 176
Letterman, David, 176
Levinson, Conrad, 237
Licensing of recordings, 303
Life, 183
Life cycles, 112–116
Lifestyle, special products and, 315–316
Lifestyle/Cross-marketing, Malign Records, 385
Lifetime, release dates and, 210
Light rotation, 140
Lil Jon & The Eastside Boyz, 319, 322
Lillith Fair, 42
Link exchange, 254–255
List directory, 257
Location and visibility, 221
Logarithmic scale, 51
Logos, 245
Lombard, Ken, 316
Look, 183
Loose, 227
Loss leader pricing, 9, 16, 217, 227
Loss prevention
product and, 213
source tagging, 213
Ludacris, 56
Macy, Amy, 267
Madonna, 245
Magazines, advertising and, 182
Main study, gathering data and, 333
Major label tour support, 309–310
Malign Records
2 nd phase marketing posts, 390–392
Lifestyle/Cross-marketing, 385
Phase 1 Marketing Plan, 368–374
Phase 1: Creating the buzz at retail, 382
Phase 2: Visibility, 382
Phase 3: Added Value Promotions, 383
street teams and, 385
Manipulation, Marketing Research and, 339
Margin, 228
Margin and markup, pricing and, 219
Margin of error, research samples and, 328
Market, definition of, 34
Market saturation, 303
Market segmentation, 20–27, 34
Market share, 51
Comparison of all and current albums, 48
consolidation and market share, 204
Market share of major distributors, 204
Market share of the majors, 46–4
Marketing, 16
4 P’s and, 210–225
affiliates and, 298–299
censorship and, 294–295
click-and-mortar retailers, 210
comparison of emerging markets and, 284–285
comparison of top ten markets and, 286–287
consumer behaviors, 28–31
credibility of the sources and, 234
cross-marketing and, 236
cultural restrictions and, 293–294
currency exchange rates and, 292–293
definition of, 1
Distributor One Sheet, 202–203
factors influencing purchases, 233
global market share of majors, 282
grassroots marketing and, 231–239
guerilla marketing and, 237–239
how markets are evaluated, 284
IFPI measures and, 285
international markets and Indie labels, 299
internet marketing and, 241–262
internet marketing and sales, 225–226
Internet sales and distribution, 301
label operations, 53–60
major markets and trends, 287–288
market segmentation, 20–27
marketing recorded music and, 186–191
music retail environment, 209–225
music videos and, 272–273
one-hundred marketing weapons, 238
plan for a holiday release and, 198
power of word of mouth, 231–235
project efficiency and effectiveness and, 70–71
quest for cool and, 26
quotas and, 294
sales trends and, 37–40
satellite radio promotion, 158
seasonality and record sales, 111
street teams, 235–237
target marketing and, 171–175
Universal Buzz case study, 235
Marketing and the music retail environment, 209–221
break-even examples and, 74
list prices and, 74
percentages of, 72
Marketing Information Bank (MIB), 135
Marketing mix, 16
four p’s and, 2
DeMand and, 368–392
departments involved in the marketing plan, 362
timing and, 364–365
Marketing Reports, 91–98
Marketing representatives, 239
Marketing Research
analysis of data and, 333–334
application of research principles and, 335–338
Bounceback card for Geffen Sampler Buy Product, 339
commercial research firms, 342–343
confidence level and margin of error, 335
overview of, 327–33
research sources for record labels, 340–341
Sample consumer survey, 331
samples and, 328
six stages to the research process, 329–334
syndicated vs. custom research, 328
Trade association research services, 342
Triangulation, 332
use of syndicated research and, 340–343
validity of, 334–335
variables and, 339
Marketing strategy, 14–16
Marketing texts, four P’s and, 150
Marketing: Relationships, Quality, Value, 15
MarketWatch, 342
Markup, 228
Maslow’s hierarchy of needs, 32–33
Mass merchants, 121, 206, 225, 228
Matchbox Twenty, 56
Mature market, 303
Maven Strategies, corporate brands in music, 322
Mayer, John, 115
Mayne, Bill, 179
McBride, Martina, 316
McDonald’s, World Children’s Day, 324
McVay Media, web sites, 132
McVay, Mike, 132
Measurable, market segments and, 20
Measurement scales, 344
Media and target examples, 172
Media consultant, 178
hiring of, 170
Media fragmentation, 193
Media Metrix, 342
Media options, advertising and, 182–183
Media partner, definition of, 313
Media relations department, 165
MediaSource, 152
media database management, 166
Message boards, 264
MIDEM conference, 279–280
Millennial generation, 26
Min/max systems, 228
Minimum advertised price (MAP), 10
Moblogs, 239
Mom & Pop retailers, 224
Montreux Jazz Festival, 341
Movie soundtracks, 42
cross-promoting and, 321
evolution of, 320
MPEG, 277
MTV, submitting a video to, 275
Multivariable segmentation, 24
Music
global sales of recorded music, 280
market share of the majors, 46–48
Music delivery systems, 347
Music directories, 254
Music distribution
consolidation and market share, 204
digital distribution and, 205
direct contact concept, 196
distribution pathways and, 197
distribution value and, 206
distribution-centered concept, 196
national retail accounts and, 199
national structure and, 200–201
One sheet and, 202–203
retail-chain home office location, 201
role of, 198–200
sales timetable, 202
supply to retailers and, 197–198
timeline and, 201–202
U.S. map of distributor locations, 20
vertical integration of conglomerates, 196–197
Music Forecasting, 342
Music genre trends, 41–42
Music industry
combined market share of majors, 298
comparison of emerging markets and, 284–285
four major labels and, 282–283
global market share of majors, 282
Licensing and, 292
major markets and trends, 287–288
Top Ten music markets retail value 2003, 288
trade agreements and, 296–29
Music pusher, 178
Music retailers
distribution channels and, 225
fill-in business and, 225
four P’s and, 209
independent music retailers, 224
internet marketing and sales, 225–226
inventory management and, 211–212
Mom & Pop retailers, 224
NARM and, 209–210
placement of product, 221–225
pricing and, 217–221
promotion and, 213–217
purchasing music for the store, 210
retail store layout and, 223
sales forecasting grid, 215
sample distribution pricing schedule, 221
sample Rack Jobber P&P program and costs, 216
sample retail chain P&P costsandprograms, 216
Turns and returns, 212–213
where the money goes, 220
Music videos considerations to making and, 269
creating a budget for, 270
elements of, 269
future of, 276
history of music videos and, 267–268
independent video promotion, 274
label staffing and, 273–274
producing and, 261
sales and, 272–273
shipments of, 272
submitting a video, 275
three functions of, 267
top music video channels, 275
uses for, 271–27
video channels and, 274–275
video production and promotions, 267–276
Music-to-mobile (M2M) market, 353, 359
Music-to-mobile services, 296
MusicDish Industry e-journal, One sheet and, 202
Musiq Soulchild, 322
National Association of Recording Merchandisers (NARM), 209, 228
Research Briefs and, 342
turn rate and, 212
web sites, 210
National retailer, distribution and, 199
National Sales Summary Report, 99
National Security Retail Survey, shoplifting and, 213
Navigation (nav bar), 264
Nazzaro, Mike, 234
Needs and motives, 32–33
Negative consequences, consumer’s level of involvement and, 29
Nelly, 364
Nelson, Kathy, 321
Net Generation, 354
Net sales after return reserve, 65, 75
New Media
attributes of new media, 352
DeMand and, 380
Fixed vs. streaming media, 352
New media concepts, 350–352
New media department, 242
News shows, publicity and, 175–176
News weeklies, 172
Newsgroups, 257
Newspapers
advertising and, 182
shotgun advertising, 189
Nickelodeon, submitting a video to, 275
Night Flight, 268
No Depression rate card, 190
Now! Series, soundtracks and, 321
The NPD Group, 342
O Brother, Where Art Thou?, 42, 310
O’Brien, Conan, 176
Observability, innovation and, 6
Offline retailers, 260
nature of, 280–283
pricing by, 281–282
Olivia-Hendon, Thelma, 380
One sheet, 198, 202–203, 206, 228
Olivia and, 366
One-hundred marketing weapons, 23
Online, 359
Online and offline content, 351
Online retail stores, 248
directing customers to, 259–260
Online services, development of, 350–351
OnStar, 158
Oprah, 271
Opt-in, 264
web pages and, 251
Opt-out, 264
web pages and, 251
Orbison, Roy, 320
OTX, online consumer research, 343
Outlets, 45–46
Overhead, contribution to, 69–70
Ozzfest, 365
P2P (Peer-to-peer), definition of, 51
Parallel imports, 291–292, 304
timing and, 301
PayPal, 248
Peer-to-peer (P2P) file-sharing services, 355
People, 172
Perceived risk, consumer’s level of involvement and, 29
Performance videos, 269
Phat Farm, 322
Philbin, Regis, 176
Phone lines vs. Cable, 351
Photos and video, publicity and, 169
Piracy, 288
anti-piracy efforts, 290
composition of pirated product in 2003, 289
consumption of pirated product, 289
domestic music piracy levels, 285, 290
domestic piracy level, 285
Piracy levels, 287
Pitch kit, 169
Pitch letters, target marketing and, 173
Pittman, Bob, 135
Place, channels of distribution, 11
Placement of product
genre placement, 222
location and visibility, 221
Placement of product, 221–225
Plays, charting and, 147
Podcasting, 138–139
Point-of-purchase (POP) materials, 214, 228
Pollstar, 68
Portable People Meter system, 139
Post-purchase evaluation, decision-making process, 30
Prairie Home Companion, 341
Pre-testing phase, gathering data and, 333
Predictor equation, 72
artist bio and, 168
Press releases, 178
anatomy of, 167–168
Previous experience, consumer’s level of involvement and, 29
Price, Growth-Share Matrix, 8
Price and positioning, 214, 228
Pricing
10% discount to retailer, 221
actual pricing of product, 219
Box lot discount, 217
margin and markup, 219
minimum advertised price (MAP), 10
oligopolies and, 281–282
sample distribution pricing schedule, 221
where the money goes, 21
Pricing and positioning (P&P), 214
Pricing strategies, 49, 184, 228
Prince of Egypt, 41
Print advertising, 214
Private labels, 325
Problem child, Growth-Share Matrix, 7
Problem identification, research and, 329
Problem recognition, decision-making process, 30
Product
actual pricing of product, 219
benefits sought and, 27
characteristics that influence the rate and level, 6
loss prevention and, 213
marketing mix and, 2
placement of product, 221–225
retail considerations and, 210–213
turns and returns, 212–213
user status and, 27–28
Product class, 17
Product configuration, 52
Product development department, 57
Product form, 17
Product life cycle (PLC), 3–4, 17, 112–116, 121
Product usage, 27
Profit & loss (P&L) statements, 55, 63, 75
Good vs. Bad Project, 77–79
predictor equation and, 72
Program director (PD), 140
Promotion
description of, 10
end caps, 214
In-store event, 214
listening stations and, 214
point-of-purchase (POP) materials, 214
pricing and positioning (P&P), 214
print advertising, 214
sales forecasting grid, 215
uses for the music video, 271
Promotion department, 61
organizational chart, 159
Promotional partners, 191
Promotional Touring DeMand, 384
direct financial support for a tour, 308–309
independent label tour support, 310–311
major label tour support, 309–310
payoff for record labels, 312
Tour sponsors, 311
Psychographic segmentation, 24–25, 34
Publicity
artist bio and, 168
Award shows and, 177
budgets for money and time, 173–175
comparing publicity and record promotion, 177
cover letters and, 169
historical perspective of, 164–165
Label publicity and, 163–165
label publicity department, 165–1
Media and target examples, 172
news shows and, 175–176
Staffing the publicity department and, 165–166
talk-entertainment shows, 176
television appearances and, 175–177
Publicity campaigns, evaluation of, 171
Publicity department, 58–61
coordinating with and, 187
Publicity plan goals and, 173
target marketing and, 171–175
Publicity timeline
Indie artist and, 174
major label and, 174
Published price to dealer (PPD), 292
Pull strategy, 17
Purchase, decision-making process, 30
Purchase behavior, research and, 334
Purchasing power parity theory, 293
Push strategy, 17
Push vs. pull marketing strategy, 10–11
Queen, 268
retail exclusives and, 323
Quotas, 294
R.E.M, retail exclusives, 323
Race, personal demographics, 23
Rack jobbers, 198, 206, 215, 228
Radio advertising and, 183
audience shares by radio format, 129
business and, 123–124
distribution of AQH radio listeners, 128
Example Arbitron book, 135
Format clock and, 131
Formats and target demographics, 130
gender formatting and, 131
getting airplay and, 137
How to keep an Arbitron diary, 133
industry revenues and, 125
Internet radio, 138
morning drive time and, 127
new technology and, 137–139
news/talk format, 129
programmers and, 132
programming research and, 135–137
radio broadcasting industry and, 124–126
ratings research and, 132–135
religious broadcasting and, 129
sample Radio buy, 192
Satellite radio, 138
Spanish language formats, 129
statistics and, 123
targets of radio formats, 130–131
time spent listening by age group, 127
time spent listening by season, 126
weekday Listening, AQH Rating, 128
Radio & Records, 68, 116, 143, 146, 186
compiling charts and, 341
impressions and, 149
number one songs and, 155
web sites, 152
Radio formats and impressions, 129–131, 149
Radio promotion, 59–60, 149–155
getting a recording on the radio, 154–155
satellite radio and, 158
Radio station groups, 124
Radio station staffing, 125–126
Rappers 8Ball and MJG, products in music and, 322
Rating, 194
Rating point (a rating of 1%), 194
Ratings research, radio and, 132–135
Reach, 194
advertising and, 184
Reciprocal linking, 254–255, 264
Record promotion
at industry conventions, 156
comparing publicity and record promotion, 177
history of, 153
Record promotion to radio, four questions and, 151–152
The Recording Industry in Numbers, 342
Recording costs, 66–67
Recording Industry
collaborative filtering software, 357
communication flow, 348
consumer interest in 3G uses, 355
development of online services and, 350–351
Digital rights management, 353
future of, 347–3
label partnerships and, 348–350
label/channel relationship model, 350
label/receiver relationship model, 349
new markets and, 354–356
new media concepts and, 350–352
new music model and, 356–357
online and offline content, 351
technology diffusion and convergence, 352–353
universal mobile device, 353–354
Recording Industry of America Association (RIAA)
age and, 42
CD sales and, 38
CD shipments and, 37
genre market share and, 42
top genres and, 41
Total Dollar Value and, 39
Recoupable expense, definition of, 313
Recurrents, 160
Regionals, promoters and, 155
Relative Advantage, rate of adoption and, 6
Rent, profitability and, 222
Repertoire origin, IFPI measures, 285
Replacement cycle, 52
Research and Development (R&D), 3
Research design, 332
Research report, 344
Research sources for record labels, 340–341
ResearchMusic, online music service, 343
Responsiveness, market segments and, 21
Retail marketing, music retail environment, 209–225
Retail considerations
4 P’s and, 210–225
product and, 210–213
Retail exclusives, 322–323
Retail products, 262
Retail-chain home office location, 201
Retailers, 13–14
click-and-mortar retailers, 210
independent music retailers, 224
internet marketing and sales, 225–226
Mom & Pop retailers, 224
placement of product, 221–225
pricing and, 217–221
promotion and, 213–217
Purchasing music for the store, 210
sample Rack Jobber P&P program and costs, 216
sample retail chain P&P costsandprograms 216
Turns and returns, 212–213
where the money goes, 220
Return percentage, 70
Returns reserve opp/(risk), 65, 75
Revenues from a $0.99 download, 205
Rhapsody, 152
downloading services and, 357
Rhymes, Busta, Pass the Courvoisier single, 322
Ringtones, 359
Ringtunes, 359
Robinson-Patman Act (1936), 10, 187
Rogers, Everett, 231
Rolling Stone, 163, 181, 194, 338
Rome, Tony, 322
Rotation, 160
Salamon, Ed, 135
Sales catalog sales, 49–50
combined market share of majors, 298
comparison of emerging markets and, 284–285
comparison of top ten markets and, 286–287
currency exchange rates and, 292–293
DVDs and, 272
global market share of majors, 282
global sales of recorded music, 280
how markets are evaluated, 284
IFPI measures and, 285
industry concentration and, 50
international markets and Indie labels, 299
internet marketing and sales, 225–226
Internet sales and distribution, 301
major markets and trends, 287–288
market share of the majors, 46–48
music videos and, 272–273
outlets and, 45–46
parallel imports, 291–292
payoff for record labels, 312
seasonality and record sales, 111
turns and returns, 212–213
where the money goes, 220
Sales and marketing department, 60–62
Sales Book, 207
Sales Book Copy, 201
Sales by genre, IFPI measures, 285
Sales forecast, 229
Sales forecasting grid, 215
Sales timetable, 202
Sales trends, 37–40
Sample, 343
Sample design, marketing research and, 333
Sampling frame, 333
Satellite radio promotion, 138, 158
Saturday Evening Post, 183
Sauce Boss guest book, 251
Scarpulla, Madelyn
artist & repertoire and, 55
product managers and, 57
Schaidler, Jennifer, 319
Scratch videos, 269
Screenagers, 354
Search engines, 264
most popular and, 253
Seasonality and record sales, 111
Sebastian, John, 135
Secondary research, 343
Secure Sockets Layer (SSL), 248, 264
Security, loss prevention and, 213
Sell Off Percentage, 71
Sell-through, 207
Sellman, Patricia, 315
Serletic, Matt, 56
Share, 140
Sherman Act (1890), 10
Shoplifting, National Security Retail Survey, 213
Shotgun advertising, 189
Shrinkage, 229
Shure Vocal Competition, 341
Simmons, Russell, 322
Simpson, Ashley, 176
Simpson, Jessica, 41
tour sponsorship and, 324
Singles activity for top 5 albums, 365
Sirius Satellite Radio, 138, 158
Situation, consumer’s level of involvement and, 29
Situation analysis, 17
“Six Simple Principles of Viral Marketing”, 256
Slotting allowance, 67
Slotting fees, 14
Slow boil affect, 122
Slug, 178
Snader, Louis, 268
Social visibility, consumer’s level of involvement and, 29
Solicitation page, 201
Solicitation period, 207
Sony BMG, four major labels and, 282–283
Sony Music Entertainment (SME), 52, 283
% Sales by DMA/Genre album, 117
% sales by DMA/genre album, 97
archives and, 90
business climate and predictors, 111–112
Chart History Report, 108–110
charts and, 83–90
deeper look at, 110–119
DMA chart, 89
DMA index, 105
DMA sales and, 102–103
DMAs and market efficiencies, 116–117
DVD sales and, 273
Green Day’s “American Idiot” album, 119–120
Hot 100 Singles chart, 88
impact of advertising and, 186
Index report, 104
jazz sales markets and, 118
label share–units, 92
looking at data and, 83–90
marketing reports and, 91–98
music video sales and, 273
National Sales and, 101
National Sales Summary Report, 99
over-the-counter sales and, 204
share summary–units, 95
store demographics and, 104
Title lookup, 100
Top Current Album chart, 85
Top Current Albums, 90
Top Singles chart, 87
Year-To-Date Album chart, 86
YTD Percentage of Sales by DMA/Genre, 96
YTD Sales by Format/Genre Album, 91
Soundtracks, see Movie soundtracks Source tagging, 213, 229
Special Markets and Products, 315–324
benefits and, 316
compilations and, 319–322
enhancing careers and, 318
lifestyle and, 315–316
product extensions and, 318–319
products in the music, 322
retail exclusives, 322–323
tour sponsorship and, 323–325
Spellman, Peter, 172
Spice Girls, 44
Spins, charting and, 147
Springsteen, Bruce, retail exclusives, 323
Standard Business model vs. Record Label Business model, 9
Standard discount, 75
Starbucks, special products and, 316
StarPolish, touring and, 312
Stars, Growth-Share Matrix, 7
Stewart, Rod, 268
Stoddart, Rich, 318
Store Demo report, 104
Store target market, 222–223
Storyline videos, 269
Strauss, William, 26
Street Attack, web sites, 237
Street date, 364
Street Teams, 235–239
Malign Records, 385
Streetwise Concepts, web sites, 237
Substantiality, market segments and, 20
Suggested retail list price (SRLP), 63, 75, 217
Super audio compact disc (SACD), 304
Super Bowl, censorship and, 294–295
Superior products, 325
Survey questions and research goals, 330
Surveys
research questions and, 337
tossback cards, 338
Swearingen, Inga, 341
Syndicated research, 343
Syndicated vs. custom research, 328
Synergy, 348
Talent bookers, 178
Talk-entertainment shows, 176
Target marketing, 34
budgets for money and time, 173–175
Tastemakers, 359
Taylor, James, 316
Taylor Nelson Sofres, 342
Tear sheets, 178
Technological advancements, 81
Technology diffusion and convergence, 352–353
Telecommunications Act of 1996, radio ownership and, 124
Television appearances, 175–177
advertising and, 182
sample TV advertising buy, 192
Tell-a-friend, Viral marketing and, 249–250
The Future of Music: A Manifesto for the Digital Music Revolution, 354
Theft protection, 229
Third generation (3G) cell phone technology, 353
Thompson, Bill, 354
Thrasher, bounceback cards, 338
Throsby, David, 281
Timberlake, Justin, 324
Time spent shopping (TSS), 222, 229
Timeline, DeMand and, 386–389
Timing, 190–191
Effect of breaking street date on chart position, 364
Marketing Plan and, 364–365
The Tipping Point, 233
Titanic, 42
Title lookup, 100
Title report, artist history and, 106–107
Title report: Store demos, 104
Top music video channels, 275
Tossback cards, 338
Tour manager, definition of, 314
Tour Support definition of, 314
DeMand, 384
direct financial support for a tour, 308–309
independent label tour support, 310–311
major label tour support, 309–310
payoff for record labels, 312
Tour sponsors, 311
Tracking services, 340–341
Trade, 181–182
Trade advertising, 76, 182, 186, 194
Trade association research services, 342
Trade magazines, 143–149
Trade marketing plans, 361
Trade publications, 194
publicity plans and, 171
Trade-Related Aspects of Intellectual Property Rights (TRIPS), 297, 304
Trades, 160
Transshipment, 304
Transshipments/exports, 300–301
Travolta, John, 320
Trialability, innovation and, 6
focus groups and, 336
Trick Pony, Pour Me video, 271
TSL (time spent listening), 133, 140
Turn, 229
turns and returns, 212–213
Twain, Shania, 44
Twista, retail exclusives and, 323
U.S. Census Bureau, marketing strategies and, 340
U.S.map of distributor locations, 200
U2, 245
How to Dismantle an Atomic Bomb release, 319
tour support and, 312
Ultimate band list (IUMA), 254
UNESCO, market power of majors and, 281
Uniform Code Council, 122
web sites and, 83
Uniform resource locator (URL), 243, 265
Units shipped, 52
Universal Buzz case study, 235
Universal Music Group, 52
four major labels and, 282–283
Universal Product Code (UPC), 17, 82, 122, 212, 229
retailing and, 14
SoundScan and, 83
USA Network, Night Flight and, 268
Use, decision-making process, 30
Use clauses, retailers and, 222
Usenet, 265
Validity, 344
research and, 334
VALS2 (values and lifestyles) segmentation, 25
Value-adds, 325
Value-based (consumer-based) pricing, 10
Variables, Marketing Research and, 339
Variety, 68
mobile phones and, 354
soundtracks and, 321
music distribution and, 196
VH1, submitting a video, 275
VHS music videos, 272
Video bloggers, 239
Video channels, 274–275
Video deejay, 277
Video pool, 277
Video production and promotions, 68, 76, 267–276
Videos
music placement in, 357
publicity and, 169
Viral marketing, 249–250, 255–256, 265
Visitor guest book sign in, 252
Visitor registration, 250–251
Visual records, 277
The Waifs, 301
Walker, Jeff, 179
Wallace, Todd, 135
Wangers, Gordan, 318
Warehousing, music products and, 198
Warner Music Group (WMG), 283
four major labels and, 282–283
The Warped Tour, 365
WEA (Warner, Elektra, Atlantic), 52
Web hosting, 244–245
Web sites
Arbitron, 139
domain names and, 243–244
Dr. Tandem, 244
GATT agreements, 297
Guerilla Marketing, 237
Hear Music, 316
I-search Digest, 254
Insite Media, 255
McVay Media, 132
Meta tags, 253–254
most popular search engines and, 253
NARM and, 210
online retail stores, 248
R&R, 152
Street Attack, 237
Streetwise Concepts, 237
Uniform Code Council, 83
VALS2, 25
website as your home base and, 243–252
Weblogs, 239
Website design, 246–247
West, Kayne, 56
Whalley, Tom, 319
White, Erik, 392
Wholesale, 229
Wholesale price, 217
Wi-Fi (wireless fidelity), 359
Willis, Amy, publicity and, 59
Wilson, Ralph F., 256
Word of mouth (WOM), 231–235
Word-of-mouth, credibility of the sources and, 234
World Trade Organization (WTO), 297, 304
XM Satellite Radio, 138, 158, 316
Year-to-date (YTD), 122
YTD Percentage of Sales by DMA/Genre, 96