The Marketing Team 244 The Marketing Plan 245 The Elements of a Marketing Plan 245 SWOT 245 The Strategy 245 The Concept 246 Radio Promotion 246 The Marketing Team 246 Beyond Terrestrial Radio 247 Publicity 247 The Elements of a Marketing Plan 247 Advertising 248 The Strategy 247 Radio Promotion 248 Digital Marketing 248 Beyond Terrestrial Radio 249 International Promotion 249 Promotions 250 Record Distribution 249 Publicity 250 Digital Distribution 250 Advertising 251 Physical Distribution 250 Digital Marketing 251 Types of Distributors 252 International Marketing 252 Retail Merchandising 253 Record Distribution 252 Mass Merchant Stores 253 Digital Distribution 254 Entertainment Retailers 254 Physical Distribution 255 Cutouts and Repackaging 255 of Distributors 255 Retail Terms and Inducements 255 Retail Merchandising 257 National Association of Recording Mass-Merchant Chain Stores 257 Merchandisers 256 Entertainment Retailers 257 Cutouts and Repackaging 258 15. Marketplace Research 259 Retail Terms and Inducements 259 Understanding the Consumer 259 Music Business Association 260 Research Topics 260 The Charts 260 15. Marketplace Research 263 Demographics 261 Understanding the Consumer 263 Record Categorization 262 Research Topics 266 Stylistic Preferences 262 The Charts 266 Research Revolution 263 Demographics 266 Data Sources 263 Record Categorization 266 Nielsen’s Broadcast Data System 264 Stylistic Preferences 267 Mediabase 24/7 264 Research Revolution 267 Mediaguide 264 Data Sources 268 Xray 264 Nielsen 269 Next Big 265 Mediabase 270 NPD Group 265 MusicWatch 270 Nielsen’s RingScan 265 Music Xray 270 Nielsen’s SoundScan 265 Next Big Sound 271 Pandora AMP 271 PART 5 LIVE MUSIC 269 16. Concert Production 271 PART 5 LIVE PERFORMANCE 273 Concert Promotion 272 Getting Started 272 16. Concert Production 275 The Cost of Business 273 Concert Promotion 276 Booking the Artist 273 Getting Started 277 Finding the Artist 273 The Cost of Doing Business 277 Making an Offer 273 Booking the Artist 277 The Agent 274 Finding the Artist 277 The 275 Making an Offer 277 The Art of the Deal 275 The Agent 278 Negotiating Artists’ Fees 275 Preliminaries 278 Potential Versus Reality 277 The Offer 279 Control Sheets 277 The Art of the Deal 279 Contracts 280 Negotiating Artists’ Fees 279 Marketing 281 Potential Versus Reality 281 Advertising Production 282 Publicity and Public Relations 283 Contracts 281
The Marketing Team 244 The Elements of a Marketing Plan 245 The Strategy 245 Radio Promotion 246 Beyond Terrestrial Radio 247 Publicity 247 Advertising 248 Digital Marketing 248 International Promotion 249 Record Distribution 249 Digital Distribution 250 Physical Distribution 250 Types of Distributors 252 Retail Merchandising 253 Mass Merchant Stores 253 Entertainment Retailers 254 Cutouts and Repackaging 255 Retail Terms and Inducements 255 National Association of Recording Merchandisers 256 15. Marketplace Research 259 Understanding the Consumer 259 Research Topics 260 The Charts 260 Demographics 261 Record Categorization 262 Stylistic Preferences 262 Research Revolution 263 Data Sources 263 Nielsen’s Broadcast Data System 264 Mediabase 24/7 264 Mediaguide 264 Xray 264 Next Big 265 NPD Group 265 Nielsen’s RingScan 265 Nielsen’s SoundScan 265 PART 5 LIVE MUSIC 269 16. Concert Production 271 Concert Promotion 272 Getting Started 272 The Cost of Business 273 Booking the Artist 273 Finding the Artist 273 Making an Offer 273 The Agent 274 The 275 The Art of the Deal 275 Negotiating Artists’ Fees 275 Potential Versus Reality 277 Control Sheets 277 Contracts 280 Marketing 281 Advertising Production 282 Publicity and Public Relations 283 The Marketing Plan 245 SWOT 245 The Concept 246 The Marketing Team 246 The Elements of a Marketing Plan 247 The Strategy 247 Radio Promotion 248 Beyond Terrestrial Radio 249 Promotions 250 Publicity 250 Advertising 251 Digital Marketing 251 International Marketing 252 Record Distribution 252 Digital Distribution 254 Physical Distribution 255 of Distributors 255 Retail Merchandising 257 Mass-Merchant Chain Stores 257 Entertainment Retailers 257 Cutouts and Repackaging 258 Retail Terms and Inducements 259 Music Business Association 260 15. Marketplace Research 263 Understanding the Consumer 263 Research Topics 266 The Charts 266 Demographics 266 Record Categorization 266 Stylistic Preferences 267 Research Revolution 267 Data Sources 268 Nielsen 269 Mediabase 270 MusicWatch 270 Music Xray 270 Next Big Sound 271 Pandora AMP 271 PART 5 LIVE PERFORMANCE 273 16. Concert Production 275 Concert Promotion 276 Getting Started 277 The Cost of Doing Business 277 Booking the Artist 277 Finding the Artist 277 Making an Offer 277 The Agent 278 Preliminaries 278 The Offer 279 The Art of the Deal 279 Negotiating Artists’ Fees 279 Potential Versus Reality 281 Contracts 281
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