Saturday afternoon was an action-packed discussion focussing on small independent promoters, and touched on their relationships with bands and artists, as well as how they conduct their work in the ever-changing music business. 

It was clear from the start that it is an entirely different market for small and large festivals; the smaller events offer their shindigs as a platform to meet people and network as well as an exposure to new art and music on many levels. Moderator Howard Monk, of live music promotion The Local, asks if the panel feel that they can deliver a lot of value for small amount of money, especially in relation to bigger festivals. The panel certainly agrees, and enjoy the fact that they can be a little more leftfield or off-the-wall by booking a bunch of artists yet to earn a nationwide audience but who may go on to play bigger stages.

Anna Moulson shares that The Great Escape like to try and support local Brighton acts, and that as Brighton has strong, healthy music scene then the Brighton people appreciate and support that fact. The idea of a local scene that fans embrace is an appealing one, but one that has certainly declined in recent decades, with the UK being a small island and people being able to travel greater distances to concerts with relative ease. I’d be keen to see if this may be a resurgence in certain cities and towns, as it certainly seems strong in Chicago, especially coming from my native but saturated London scene.

The struggle for small promoters is to offer quality artists reasonable fees and minimal demands. Having discussed several ways that less scrupulous promoters will avoid and even exploit such difficulties, my experience of both holding events and looking for gigs in London kicked in, and it occurred to me that promoters wanting credibility and longevity have to stick to their beliefs. This is true even during the tough times when “mr promoter down the road” is pulling in more people and possibly making more money (/breaking even). ‘Paying to play’ and ‘Battle of the Bands’ style events are sometimes a necessary evil for artists, but long-term relationships will not develop, and ultimately no-one becomes a fan of those event brands.

It is a tough call for artists to make when offered gigs with unfair pay and conditions, but one that should be given different conditions each time, re-evaluating their ‘position’ in the market and how much ‘clout’ they have, along with considering any positives or opportunities could come as a result. Secret Garden Party’s Freddie Fellowes offered that boutique festivals can sell tickets based on the strength of their brand value, therefore becoming an attractive prospect for indie and new bands yet to develop a huge following. Not piling on the pressure is a great way to build a relationship with the artists.

Discussing which types of promoting events work, both panel and audience chipped in with stories of posters creating an appealing front, relevance of text messages and success in various online and printed listings. However, the split in the audience response regarding which marketing types attract our attention, say to me that you still have to cover all possible areas in any marketing plan. Supporting any online work with a good offline strategy, be that word of mouth or handing out flyers etc, is a crucial part of developing this all-round attack and improving your chances of reaching your target market. You know how a funny sticker in a venue bathroom attracts your attention and the next day you Google the band? Yep, that’s how it works. Vijay Nair shared that there is an increase in the use of mobile phone permission-based marketing India clubs. Open bluetooth tactics, plus direct visual aids for text services are becoming more popular, as they can then be targeted to specific areas, and several business are looking at how to pull further data from current databases.

We moved on to the subject of secondary ticketing, and whether the promoter panel were developing any new interesting strategies to prevent re-selling (and touting). Jay Taylor describes how he goes to eBay and report sellers charging ridiculous fees for tickets. He also earned applause by stating that he has approached ‘touts’ outside and confronted them during the act of selling, often asking the punter “How much did that tout charge you? 25? i’ll let you in for 20 and buy you a beer”. A great idea, obviously completely impractical, but amusing nonetheless.

On a final note, when asked what was the best ‘item’ for a band to send to various promoters, the panel was a little split, with some people getting so many emails and links that a CD and half decent press pack will gain more attention. Others have cluttered desks and hate the excessive paper and plastic that a physical demo causes, so a personalised email has more value. My final piece of advice here would be that when you approach press / radio / club contacts with your music, you should offer “Would you prefer a CD or a link to an mp3?”, removing the option of a “no, thank you”.

And so, with that information-overload finale, Unconvention Manchester came to an end for me. I had to hop on a train and miss the last few bands performing at the Blueprint Studios that evening, but managed to buy a cake or two on my way out. Similar to supporting new indie artists by buying their CDs and T-shirts, I firmly believe in supporting great events like this by purchasing the BBQ lunches, pies and cakes, alongside several pints of bitter, cider and (predictably), coffee the following morning(s). The team put on such a great event and I am already hoping to return next year. Here’s to Unconvention Manchester 2010 with pies, cakes, and a bright future to offer the independent music industry.

Lee Jarvis.

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If you’re in a band, or a producer, there is always one important question – how am I going to get a record deal?

It used to be a simple formula but things have changed. The onus is now on the band to work it themselves – to come to the label with a finished product. In the past, a band would get signed on a demo and the record company would pay for the band to go into the studio. Not anymore – the music business landscape has evolved so quickly that the industry has struggled to keep up.

(But this is not just a music industry problem. Any industry who experienced such a dramatic shift in the way they do business in such a short period of time would be left playing catch up).

My name is David Silverman and I own one of the leading music PR companies in the UK, Outpost. This isn’t the time or place to go into how I actually came to work in PR, but lets just say it came from being an artist myself – being in a band, a producer, a DJ. I also own a record label and music publishing company, 3 Bar Fire.

I’ve been on the frontline of the industry for the last 10 years and I’ve seen the changes in the industry first hand. I want to share my 13 GOLDEN RULES to make it in the music biz if you’re an up and coming band (or established for that matter!), a manager, distributor, DJ, agent or anyone else that would be interested in knowing how to generate the kind of promotion you need to get noticed…

The number 1 rule. If you haven’t got a great product to sell, then people are unlikely to want to buy. I think the polite phrase is you can’t turn a sow’s ear into a silver purse – or words to that effect. Go away and come back when you have some decent, new, relevant music to play – not a copy of someone else’s and not something that’s dated. Don’t trust what your friends/girlfriends/brother/mother/sister says. You need proper honest feedback.

Just set one up. How? – because I just set up a record label and its called ‘This is My Record Label’. It’s that simple. You get a website saying www.thisismyrecordlabel.com, you get a myspace with the same name. You set a release date and you get 200 promo CDs made up (you can do this yourself, just make sure they look good!). Then you start sending them out (see sections below).

Now instead of being unsigned, you are signed to ‘This Is My Record Label’ or whatever name you choose, and you’ve immediately lost the stigma of ‘unsigned’ which is loaded with negativity.

What tracks do you put on the promo CD? Release a single – one main track plus one other, 2 tracks in total. If you can get any remixes done then do so, no more than 2.

This needs to be 2 MONTHS away (see later for why). Say today is March 1^st, then set your release date for the first Monday in May (records are always released on a Monday, don’t ask why, that’s the way it is).

If you’ve got some music to play, then get some kind of show/live date lined up to play it. Tell people about the dates. Hell you can even sell some of your CD’s from your new record label there. Set the gig up as close to the release date of your single as possible.

If you’re in a band you need to look cool. You’re aspirational, you’re a product and consumers need to believe that what they’re buying into is some way going to rub off on them.

And this isn’t you against a graffiti strewn derelict house/disused railway line. If you can get some great, creative shots done then this is a big advantage – magazines and websites need their pages to look great. If you’ve got great shots…..then you’re doing their job for them.

Pick up the mags that are relevant to you and your music. Pick out the reviews editors, news editors and features editors. Send them the promo CD with a PRESS RELEASE (a one page description of the music with the date it will be released, short background on the track, the band/DJ and anything else that is interesting or newsworthy).

Now, this is the reason you have set your release date 2 MONTHS away – monthly magazines have a minimum 6-8 week leadtime. That is, they need to get your CD, listen to it, send to their reviewers, get the written review back, send to designers, add pictures, get mag signed off, get to printers, get to distributors, get in shops, BEFORE the record is out! That takes about 6-8 weeks. Hence if you send a release to a monthly mag with a release date only 4 weeks away, they probably won’t do it. For a weekly mag, you’re looking at about 4 weeks leadtime, for a daily publication around 3 weeks.

NB – Send CD’s to magazines, not MP3’s. Make sure full details and contacts are on there. Make it stand out from the crowd – make it look like they should listen to it.

You need to listen to the radio and pick out the shows that play your type of music. Then, you need to find out who PRODUCES that show, and send them the CD, not the DJ – the producers decide what gets played. Include your press release as described in point 7 above for press. Lead time here is 4-5 weeks before release date! So send this AFTER you have sent your copies to press.

Goes without saying these days – get your videos/filmed performances up on YouTube and keep your Myspace up to date. Make a ‘Fan’ page on Facebook. Twitter to your friends. Which web magazines do you need to hit? The ones that cover your genre so hit them with your promo CD from your label (with press release). They will take it seriously because it’s not a ‘demo’.

Sell your downloads on your website, Myspace – have a look into digital distribution (sometimes called digital aggregators) to get your music distributed to download stores all over the web.

Flyering. You’ve got to promote your gig and your releases – invest in some help from some friends. Pick gigs of similar artists and flyer outside after the gig. Put in shops and bars. If you don’t market yourselves and don’t have a marketing plan, then no one is going to know about you, simple as that.

Hit them up – not all the time so you annoy them, but maybe once a week or once a fortnight – make sure you have something interesting to say so people want to read it and not just delete it.

Take strategies from the business world and translate them into a musical context. You’re a product – you need to market yourself like the brands market their products. You may not have their budgets, but if you get into this way of thinking, you can find lots of cost effective ways to promote yourself.

What your trying to do is to get everything to happen at the same time. Radio, Press, Online, flyers, e-mails, gigs – you need to CO-ORDINATE your campaign – just as you would if you were running a business. You need everything running in snyc – create a diary, plan it out – and in this way, you will be able to build your profile, develop new and beneficial relationships and get the coverage you want.

Not famous yet? It takes time. You need to do this over a period of years – its rare people just become stars over night – it happens but is the exception rather than the rule. The ones that appear to have come from nowhere have actually been following the above rules for a long time…They’ve paid their dues, nothing comes easy.

David Silverman
www.outpostmedia.co.uk

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So here we have it, the final part of my Berklee assignment a few weeks ago that discussed the good and bad sides of a strong internet identity, based on this article from the NY Times. In this final section we discussed how to apply the lessons learned to your own music career promotion, and I thought these would make good tips for you to follow too. Just in time for the Holidays!

Adhering to learn from this article and the example artists given, I feel revitalised in my Indie stance and very positive about the online marketing possibilities. It reinforces some of what i do already, and has helped me ‘brush up’ on how I can achieve further. I will be careful regarding the personal depth of my blogging, and try and strike the right balance between the ‘exclusive’ information that my fans want, and not ‘ruining the aura’ that an artist should have. I will aim to achieve, as Thomson described one artist’s approach, “a nuanced ability to seem authentic and confessional without spilling over into a Britney Spears level of information overload”.

I like the ideas that both Coulton and OK Go embraced; their ’song a week’ and ‘treadmill-dance video’ respectively. While it would not be good practice to copy these too closely, I feel that what they do preach to me is the importance of how viral the internet can be, and it’s possible subsequent explosion in fan numbers. This is something I aim to use in my career for certain, and i see it as a vital part of a low-budget musician’s armory.

Something else to take away from the article, is when Thompson states that of the artists he interviewed, “many of them also said that staying artistically “pure” now requires the mental discipline of a ninja”. This kind of need for focus and discipline is something I consider myself to be currently good at, maybe even approaching a trainee ninja level, and it is something that I intend to maintain in the future.

One comment that Thompson made really hit home for me; “It seems likely that the artists who forge direct access to their fans have the best chance of figuring out what the new economics of the music business will be”. I see this as ringing very true, as these artists are adapting and evolving with the music industry, and collaborating with new media entrepreneurs and technologies all the time to produce fresh, innovative ideas and business plans. Proof of this is even included later in the article, as it mentions that Coulton has set up deals without any record label contract involved, and “uses a growing array of online tools to sell music directly to fans”. Various online companies offer opportunities to not just distribute the music digitally to popular online stores, but they can also store physical CDs, process credit card payments and then ship the CD out. Interaction between forward-thinking artists and companies like this shows that an online promotional route really can be a successful one for Indie artists.

This new route to success is only achievable when “the artist has the correct emotional tools”; I believe that I have, and I aim to project myself as part of the new breed of empowered independent artists (Lee Jarvis 2.0 ?), fully embracing the new wave of internet consumers and contributors, along with the opportunities that it provides.

Happy Holidays, and check back in the ’09 for more blog posts from the UK Music Jobs team

Lee Jarvis.

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Following on from last week’s post discussing the pros of internet marketing from a NY Times article by Clive Thompson, here are a few of the cons that are worth considering when you promote your music career online…

One of the drawbacks that interested me most from this article, is the fact that artists could be “ruining their own aura by blogging”. I can definitely see the validity of this point – rock stars have often been ‘untouchable’ and the pedestal on which they perform is part of the reason that fans adore them. Remove this, and all of a sudden they are a bit less rock-n-roll and a bit more tea-n-biscuits. One interviewed band member even goes as far to say that “the intimacy of the Internet has made post-show interactions less intimate and more guarded”, speaking after one comment to a fan was later quoted online and spread like wildfire. Being burnt from this interaction, he now keeps his comments muted and possible more ‘banal’.

Obsessing over the numbers after a successful online campaign can drive you crazy. The belief that if 10 people commented on one record and no-one did on the follow-up means that the latter track was a failure can torture an artist. Coulton would “rack his brains trying to figure out why people loved those particular songs so much”, and the pressure of trying to achieve the same numbers would “sort of ruin me for a few weeks” he says. Sticking with Coulton and his promotional peaks, his biggest spike in traffic to his Web site was after he appeared on NPR’s ‘Weekend Edition Sunday’, something that he thinks “proves how powerful old-fashioned media still are”. He has a very good point, old-fashioned media aren’t completely dead, and maybe “there’s no way to use the Internet to vault from the B-list to the A-list. If A-list celebrity status is what you are after, then you could consider this another drawback of online promotion.

A major negative is the “relentless and often boring slog of keyboarding”. Coulton “hunkers down for up to six hours of nonstop and frequently exhausting communion with his virtual crowd” pretty much everyday, and I can certainly relate to that kind of commitment to maintain my online presence, without as big an established crowd (simultaneous yet smaller fan-base DJ / producer / pseudonym producer / remixer / blogger / marketing careers will easily eat up my working week). It certainly is tiresome, but a necessary evil if you will. It could be argued that this keyboarding is taking time away from the artist being creative, and possibly even eating away at their creativity itself. Many would agree that it is “precisely the sort of administrative toil that people join rock bands to avoid”, which voices another well raised point in this article.

Having called it a ‘necessary evil’, it is also addicting in an empowering way. Retaining ultimate control over your career is a strong pull, and as Coulton states “I think I’m addicted to running my own show now.” This addiction could also be seen as a positive or a drawback, depending on how much you enjoy the control / dread the responsibility / what kind of day you have

Finally, next week, I’ll discuss how you can apply the lessons learned by the artists in the article to your music career and develop a strong online strategy ready for success in 2009!

Lee Jarvis.

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Ok, I’m not entirely sure where I’m going with this one, but ride it out with me… Over the last couple of days I have received emails and feeds reminding me to vote in the US Election from people such as MTV, OM Records, and many, many more. In fact, MTV news headlines are dominated by election predictions and results.

What has all this got to do with the changing face of the music industry? Directly… nothing. Indirectly, the thing that has struck me, and that you should really think about too, is that the way that both the political parties and neutral organisations are using the internet and new media to encourage people to vote in incredible numbers. National Geographic have reported that voter turnout could be the highest since 1908!

Yes, the high voting numbers can often be born from times of despair, but I also think that this has something to do with the way that the world communicates today, and how it differs from 8 years ago. A new media marketing success can reach an unbelievable number of consumers, and it often hits a high percentage of young, affluent, responsible US citizens. These are the people who should really be concerned with their vote, and have been missing from previous elections altogether.

Viral videos have been a huge contribution to this, as they can use humour to make their point hit home with great effect.

Wassup 2008

Is viral marketing something that you can tap into for your band promotion / record label / concert venue? I think you should seriously consider the way the world communicates, and how it is evolving. While I do plan to share lot more about the changing music industry over at my personal blog, one guy who really knows what he’s talking about is Bob Baker. Head over to his blog and read a few of his wise words.

Lee.

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Does it still happen? Well, no.

It may SEEM like someone gets a lucky break now and then, but trust me, that particular gig where the (insert national newspaper) reviewer pops along and likes what they hear – that’s because it’s your 1052nd gig and they are there because you’ve contacted them through the whelm of social networking sites. They checked out your UK Music Jobs profile (which is in all your signatures) before replying, which was up to date with info, press shots, new music and carefully crafted branding. Someone in their office had actually heard of you already because you are always chiming in on (insert blog) with insightful comments and linking back to your own regularly updated tour blog. Their friend had won free tickets to your last gig that you’d offered to the local radio station (along with a CD and biog for the specialist genre DJ there).

Here’s the good news, and the bit to focus on. Your career is now in YOUR hands. You don’t have to rely on the top A&R gurus listening to your tape and throwing the other 1,000 away on that particular day.

YOU record your own ideas, dreams and emotions. YOU build your fan base. YOU start your own label and YOU sell the records through YOUR website. YOU do the marketing, publishing, live performances and cost scheduling.

It’s hard, but in today’s model, it’s all very achievable. You may not get it all right first time, and you may need to research for some advice. That’s where I come in

The internet is incredible, and web 2.0 is all about providing free content. There’s hundreds of helpful blogs providing expert help and advice, here’s a few I recommend;

www.leejarvis.blogspot.com (The Digital Revolution, Music 2.0 and tips for Indies and Freelancers; we all get one free plug, don’t we?!)
New music strategies (Does what it says on the tin. Change the way you think if you want to make it in the future music industry)
Berkleemusic (Top US college with some amazing tutors, offering help on all kinds of music careers. Alumi include Quincy Jones and Herbie Hancock)

Now that you have control over you own career, go make it happen! Ooh, but before you go, leave a comment and check back soon

Lee.

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I’ve been thinking some more about my post last week, debating how much you actually earn from selling your music online these days. Coupled with the news that’s been finally weaned from Radiohead’s ‘In Rainbows’ Album and the fact that the more forthcoming Trent Reznor’s figures on Nine Inch Nails’ ‘Ghosts I-IV’ album, I thought I’d blog further on the topic of what you can earn by giving your music away.

Regarding ‘In Rainbows’,”More than three million people acquired the album,” points out Warner Chappell Music senior vice president of International Legal & Business Affairs Jane Dyball, who admits “I had doubts there was money to be made online”. That figure includes downloads sold across various retailers, and physical packages sold online and through brick-n-mortar stores, and Dyball noted that 1.75 million copies of the physical, full-priced release were shifted. The band may have decided to not give out any specific figures on sales, but that hasn’t stopped people from estimating revenue ($10m in the first week?) and average price paid per album ($5? $8?). Other companies are saying that these figures don’t allow for those who paid $0 for the album (ComScore.com), and Radiohead’s representatives then reply that those figures are inaccurate but don’t give us anything solid to go on. Despite the option of a ‘$0’ price on the official website, between October 10 and November 3 2007, ‘In Rainbows’ was still downloaded from Torrent websites to the tune of 2.3m downloads. So just about no-one can figure it all out once the Torrent numbers are thrown into the mix.

So how about Nine Inch Nails? Front man Trent Reznor must have thought it a huge success. Not only having the respect of your loyal fans and the Music Futurists out there… not only giving the old major labels an e-middle-finger… but also pocketing $1.6 million dollars in revenue in the first week. It must have been a success, as they’ve made the follow-up album ‘The Slip’ available for free download in multiple formats, all DRM-free and encourage you to “remix it, post it on your blog, and share it with strangers”. What an amazing attitude; these will surely go down in history as all-embracing album experiments. It should be right there alongside Michael Jackson being the first black artist with a video on MTV (Billie Jean, 1983). (your random fact for the day )

It wasn’t that easy though – Reznor reported earlier this year that in the two months up to January 2nd, his previous collaboration with Saul Williams consisted of 154,449 people downloading a standard quality of ‘NiggyTardust’ and just 28,322 of them paying the $5 for the higher quality version. In his blog, Reznor suggested that he was “disheartened” by the results.

So, it wasn’t the quality which drove people to illegally download via torrents. Reznor went back to the drawing board and tried a slightly different approach. He now understood the need for a physical product to help launch the album, in fact he released several variations for both CD junkies and hard-core NIN fans (the $300 Ultra-Deluxe Limited Edition of Ghosts I-IV immediately sold out its run of 2500).

At 43 years old, technically on the upper end of Generation-Y (if not Generation-X). Reznor is refreshing, and a true pioneer in his actions. Major labels may be starting to offer 360 deals for some artists, but GIVING the music away? That must be a long way off (if at all).

What would you give to have a Reznor in charge of your career? Well, maybe you can… YOU. Maybe Indies are gaining more and more advantages over the majors and you want to choose this path. If so, then this is the place to subscribe – I’ll be talking a lot more about this over the coming months.

Lee.

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The LA Times has reported that an arrest was made by the FBI following a leak of unreleased material from old school rockers Guns n Roses. Kevin Cogill, a Culver City resident known as Skewl online, was arrested on suspicion of violating federal copyright law by posting the nine songs on his blog Antiquiet.

I’m not sure what possesses these people to do it, whether they think they are offering a service to the underground internet-savvy youth who torrent millions of songs every year. Well, unfortunately for them, there’s an internet-savvy federal department after them, and rightly so I say – what the culprits are doing is morally wrong.

With all the new laws coming into effect to give the FBI extra clout, I expect a few more of these stories. Although, I think they were devised with the big-wigs running huge file-sharing sites in mind, as opposed to some dude in suburbia blogging in his basement.

Now, 24 hours and many blog comments later, some people are saying how this smells kinda like a publicity stunt, some say the whole thing was set up to warn people off sharing / downloading illegally hosted music (My GNR forum has plenty of controversial comments to wade through). The fact that Cogill and friends were back on the blog talking about the case the day after the FBI took them in for questioning seems suspect.

I’m sure there’s a whole heap of rights and wrongs and in betweens, so feel free to pick a side and let the slanging begin in the comment section here…(!)

Lee.

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I’ve come across this great talk by a rather clever chap called Gerd Leonhard. Leonhard is a Media Futurist, which basically means he will tell you how sell your album / market your record company / become a top-earning publisher, whilst moving forward, and avoiding becoming extinct or viewed as untrustworthy by your consumers. He was filmed at this Google Tech Talk in London last month, covering topics such as the way that the internet is the biggest change to the music industry since radio, current and future predictions of social trends, and the way music may be sold online in the near future and how it will affect artists.

Anyone serious about the Music Industry really should watch this – It’s bang on the money, with his points regarding the UK Radio industry, the BPI, RIAA and many more. Plus, at just over 60 mins, it will fit nicely into your lunch break

The slideshow is also available here in a larger and clearer form, but i was focussing so much on his theories that i’d rather go out and buy his book

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