RPMDA 2007: MILWAUKEE, WIS. | MAY 2-5, 2007
The Best Ideas

Print music retailers don’t balk at the chance to share trade secrets in a public forum. In fact, they pay money to do so.

It’s this type of exchange that’s made the Retail Print Music Dealers Association’s (RPMDA) convention one of the most powerful, if not the largest, peer groups in the music products industry. Take the show’s annual “Best Ideas” session, which lets attendees win the coveted “best idea” designation. Ten bucks buys a two-minute spot at the podium, and retailers dish out cash in hopes their peers will vote for their contribution.

This year’s RPMDA convention, held May 2–5 at Milwaukee’s historic Pfister Hotel, had no shortage of participants for the “Best Ideas” session — 27 in all. But the ideas flowed well beyond the confines of the hour-long contest. A think tank of 320 attendees — print retailer and publisher alike — gathered to share their most effective business strategies via educational sessions, panels and drinks at the Pfister’s 23rd-floor bar. (See page 40 for full coverage of the “Best Ideas” session.)

According to Madeleine Crouch, RPMDA’s executive director, the show also attracted roughly 80 first-time attendees, an impressive turnout compared to previous conventions. In a way, the new blood was symbolic: If this year’s meeting had a focus, it was getting a headstart on the changing times. That, and delivering the usual heap of great business ideas.

“No doubt, the pre-convention day trip to the Hal Leonard facilities was a draw for attendees, particularly for those who did not attend the RPMDA Convention the last time it was in Milwaukee, which was in the early ’90s,” said RPMDA President Becky Lightfoot of Art’s Music. “The increase in new member attendance demonstrates to me the need for more communication, more education and more partnering in our industry for us all to be successful and win at the game of music and retail.”

The Future of Print
Richard Gore of Pender’s Music set the tone for the show with the first session, “The Future of the Print Industry.” He’d surveyed fellow dealers prior to the convention, asking them what they’d do differently if they started over with all the resources they needed. Their comments made up the bulk of his presentation. The following were some standouts.

• “[I would] invest in a POS/inventory system and computer network that would be capable of handling our needs for the next 5–10 years or more.”

• “I would barcode the entire inventory.”

• “[I would] locate my store in a high-traffic area, with easy access from as many roads as possible.”

• “I would attempt to be more direct and proactive in dealing with my suppliers, making my needs and wants more apparent.”

• “[I would] go national in our mailings sooner in our career. Listen to my accountant more closely and close unproductive stores quicker.”

• “The most important thing I would do differently is start a lesson program.”
Multigeneration Management

Consultant Kathy Condon addressed managing different generations of employees. Specifically, she discussed each generation’s values, so managers could better understand how to reward their staff.

Condon mentioned that veterans (those born between 1900 and 1945) are motivated by respect. “They want clear direction,” she said. “They are focused on leaving a legacy.”

Baby boomers (those born between 1946 and 1964) are motivated by appreciation. “They’re very competitive,” Condon said. “Give them a certificate to reward them. It does the trick.”

Generation X (those born between 1965 and 1980) appreciate being treated as individuals, unlike baby boomers who like operating in teams. More important, Gen-Xers believe in a balance between their work and personal life. “To reward them, do not throw an after-work party,” Condon said. “Reward them by having them come in late and/or leave early. They want more time.”

Generation Y (those born between 1981 and 2000) love technology, especially as a reward. “They love gift cards [to technology stores],” she said. “Don’t buy the item for them.”

Growing a Business
In his session, “Getting Outside the Four Walls of Your Business,” veteran retailer Denny Senseney encouraged retailers to grow their market by becoming more community focused.

Senseney said he gets outside his own four walls by cooperating with his local ABC affiliate and the Kansas Music Educators Association to create PSAs on the benefits of music making. His company has also established the Senseney Music Band, a concert band made up of people who “do it because they love to play,” he said. And last year, Senseney Music brought the Sesame Street Music Works program to its store.
At the convention’s closing banquet, Senseney was also presented with the 2007 Dorothy Award, the print music industry’s highest honor.

Additional Learning
Music industry CPA and consultant Alan Friedman tackled retailers’ biggest fear head-on in his session, “Are You the Next Brook Mays?”

Based on the fall of Brook Mays Music last summer, the topical session hit on the catalysts behind the massive music products dealer’s bankruptcy. These were classified as “lessons from Brook Mays” and included: people are your No. 1 asset, be smart and fiscally responsible, and integrate new business systems.

Alta Loma Music’s Pete Gamber hosted a panel discussion on bettering lesson programs. He suggested stores stay open later for customers wishing to take lessons at night. “A lot of stores are only open for lessons until 6 p.m.,” he said.

When hiring teachers, panelist Liane Rockley of Rockley Music said she requires applicants to submit a resume and performance CD. And fellow panelist Myrna Sislen of Middle C Music stressed a simple technique for promoting a lesson program: “There’s a local newspaper, and I have an ad every week,” she said. “It has been very effective.”
The 2008 RPMDA convention will be held April 23–26, 2008 at the Seaport Hotel in Boston.