Industry Profile: Steve Gerstman

— Jane Cohen and Bob Grossweiner

Concert merchandising veteran Steve Gerstman has worked with some of the biggest names and companies in the business. He learned his craft from industry pioneer Dell Furano at both Furano companies - Winterland and later Sony Signatures. Today, he heads his own boutique licensing and merchandising business, Steve Gerstman Services. Eric Clapton and Celine Dion are among his clients.

SGS provides merchandise management for music artists on tour and/or at retail. Steve arranges for tour merchandising in-house or maximizing deals with the merchandising companies, gets t-shirts and other products to market (with the highest possible royalties and earnings), handles product licensing and deals with foreign territories. He also works with licensees, retailers and manufacturers interested in getting into celebrity licensing or expanding current activities.

Steve's path to concert merchandising was an unusual one, and one that some might consider a bit esoteric. He started working in the record business in the '60s with an idea, as he put its, "that is very … well, '60s." A friend of his had come up with the idea of recording the ocean and selling it. This had never been done before. Why should it have? Once the decision was made that the ocean could and should be recorded they had to think up reasons for people to buy an LP with only some repetitious sounds. Then came the creative part: White noise, meditation, sleeping aid, and so on. And so, the two of them went forward and created environments … and did very well. Sounds of the ocean sold well. Environments was sold to Atlantic Records, and, from that unlikely beginning a whole new category of recorded sound was born that is still with us.

He then went on to distribute records in the Philadelphia/New Jersey/New York tri-state area, until he opened bookstores, Leaves of Grass Books (after Walt Whitman) in Philadelphia, which also specialized in the far-out records with which he now was so familiar.

In 1974, Steve sold his stores and moved to the San Francisco Bay area, where he ran what was at first an offshoot of the stores, Leaves of Grass Press, a book publishing and packaging company, for nearly 10 years. Not surprisingly, Steve's biggest "hit" was a pot grower's handbook written by Mountain Girl, who, at the time, was Jerry Garcia's "old lady," called "The Primo Plant: Growing Sinsemilla Marijuana."

In the early '80s Steve started doing personal management for local San Francisco bands and began a booking and promotional service that evolved into a directory called The California Talent Guide, which melded his interest in music with his publishing experience.

The personal management side of his business grew as well. He eventually went to work for a management company, where his biggest managerial client was Bobby Brown, formerly with New Edition. While representing Brown, Steve met Dell Furano, head of Winterland Productions, the San Francisco concert merchandiser and a leader in its field.

This acquaintance led to an eventual offer from Furano to join the artist relations staff at Winterland, a position he accepted in the mid-'80s. By the early '90s, Winterland was sold and Furano was off starting Sony Signatures.

With this changing of the guard at Winterland, Steve, too, left to work on two major world tours for Brockum -- Pink Floyd's 1994 Division Bell tour and the Rolling Stones' 1994-1995 Voodoo Lounge tour. One of Steve's main responsibilities on these tours was to create and implement a catalog and mail order program which were very successful; it was the first time that significant incremental merchandising revenues were realized from live concert tours.

Following those tours, Steve rejoined Furano, this time at Sony Signatures, where his most significant contributions were signing Britney Spears and Aaron Carter to their first merchandising deals.

By 1999, Steve was once again back at the re-activated Winterland to head up its artist relations division. Under his guidance several important new merchandising acts were added to its roster, growing the rock roster (most prominently Slipknot, Incubus and Matchbox Twenty) as well as re-signing current clients.

By mid-2000, Steve decided to go in business for himself, offering his specialized knowledge to a small roster of clients, both for tour and non-tour licensing and merchandising activities. His first client was Eric Clapton, whose tour was then just coming to North America. After that came Barry Manilow's tour, which is now finishing up and looking like will be the most successful merchandising program for the entertainer yet.

Currently, Steve is working on consulting for an upcoming tour of rock photography, "Rock X-Posed," which is showcasing the Kodak Collection of Rock Photography. This tour is due to open in late fall 2002, and will travel throughout the U.S. for the next two years.

Steve is also acts as Celine Dion's licensing agent on her product licensing activities as she gets ready to open her three-year long Las Vegas show at Caesar's Palace in spring 2003.

Steve's downtime is spent as a painter, and his work has been exhibited in the Bay Area. While he derives great creative satisfaction from this outlet, Steve he likes to think that he also brings an artistic approach to his "day job."

How has the market for tour merchandise changed, if any, over the past five years?
The overall market appears to be stable year after year. As touring goes, so goes tour merchandising, which participates in its ups-and-downs. It's really dependent on who goes out in any given year.

On the industry side of that question, we seem to be in a quiet period, in contrast to times past when we have had two or more major merchandisers wildly competing for artists, resulting in unrealistic advances and very high royalties. Of course, major merchandisers are looking for, and willing to pay top dollar for, established acts, but it doesn't feel like the frenzy of past years, especially for hot new, but unproven, prospects.

At the same time, smaller niche merchandisers and service agencies, like mine, have taken over a larger part of the market. This includes independent operators as well as in-house merchandisers, which constitutes yet another trend. One of the propositions of my business (similar to other "boutique" merchandisers) is that because of our lower overhead and on-the-ground industry expertise, we offer better, more personalized service, higher quality and more customized product than the big merchandisers, resulting in higher satisfaction and bigger profits for the artist.

One of the reasons for this is that higher overheads and profit margin requirements of established merchandising companies could cause them to do things that are not always in the interest of the artist. While some of this is transparent to the fans, they might notice a drop in product quality or higher pricing - less "fan friendly" changes.

How do you deal with steep venue commissions for merchandising?
Simply put, higher hall fees result in higher prices. We all need to make sure the venues understand that there are diminishing returns on hall fees. That is, when they get to be so high that prices go beyond what the public considers reasonable, then overall sales will become smaller. You need to make that type of argument with the venues because basically they are only interested in making as much money as possible.

How high can t-shirts go before the public refuses to buy?
It's not so much a question of how high the price is before they stop buying, but rather two questions: What effect does a $40 or more price for a T-shirt have on the overall revenue? And, secondly, what is the statement that the artist is making to his fan with high prices?

What kinds of artists generate the most merchandise sales?
Two types of artists generate high sales: First, the teen and preteen acts - your prototypical high merchandising act. But also there are established artists who have a special, long-standing and important relationship with their fans through their live performances and, somehow, through they're merchandising. This second group consists of some established artists, like U2, who can do big merchandising numbers. These artists can sell as much merchandise as the N' Syncs of the world, interestingly enough, while other seemingly similar artists (mysteriously) do not.

How has the retail merchandise market expanded/contracted in the past few years?
It is suffering right along with the rest of retail. Everyone is complaining, and, while whining is par for the course in the retail trade, it seems more believable this year. Don't get me wrong, there's still a market out there, but also keep in mind that music related products, even in good times, is still just a modest slice of the whole licensed goods' pie.

How big are Internet sales?
The Internet has had the quality of appearing to be bigger than it really is. (Something I guess people in the stock market found out all about that a couple of years ago.) But "big" is relative. For example, when I set up an Eric Clapton Internet store for his last tour, I projected that we'd do about as much total business in his web store as one of our live shows. That's what it turned out to be. Is that big? We look at it as a service to the fans, and in addition it's turned out to be a good way to sell off some of the unsold product from the tour. It's still ancillary to our main businesses, which are touring and retail licensing, but will grow as the Internet does, I'd think.

Any new types of merchandise catching on?
Not much, but we're always looking. Every year someone brings some specialty type item on tour to "spice up" the product line - it's one way that merchandisers try to distinguish themselves from the competition - but we're basically in a conservative business.

For example, I've been offered an upscale woman's top that uses a panel of screen printed design in it, to which are hand-sewn fasteners, edging, materials, and other frills. The end result is a garment that looks good and is pretty fashionable. I like it and it would be good for some artists, but it needs to carry a pretty high price, and doesn't turn out to be very significant in terms of its overall contribution because of the higher price.

But, that's ok, if it makes the artist and fans happy. I'm always willing to try new items, with the main problem being to find great new products that can meet the difficult margin profile we have, given the hefty royalties and hall fees.

Does an artist ever have too many different items for sale at a concert?
I recently saw a study that concluded that customers actually buy less when facing too many choices. We merchandisers have always known that to be true, but to see it in a study was very interesting. In terms of keeping the product line a reasonable size, I will try to discourage artists, say, from putting out the same design T-shirt in three colors. Not only because we start to see the fans at the stands looking like deer caught in the headlights, but because of production and inventory costs. The merchandising stand is not The Gap. The only "gap" we're concerned about is the precious time before and after the show, when it seems like everyone wants to buy something at the same time.

Then, of course, there is the matter of keeping all those items (in sizes, don't forget) on the road and in stock. But none of this makes a difference to the artist or manager who because of ego or some other motive wants to make sure they have as much (or more!) on offer as the next guy.

Do merchandise companies still seek baby artists or it too costly?
At the moment, we're not seeing the "sweepstakes" type bidding for baby acts; deals have become more realistic. The new and unproven artist (unproven in terms of merchandise sales, that is) has been one of the big problems for merchandising companies over the years. In contrast, when record companies take on baby acts, they generally in return get, among other concessions, a commitment to multiple records. But the only way that a merchandiser can get a long, commitment from a baby band is by giving them lots of money, putting the artist in a seriously unrecouped position and the company as an unsecured creditor.

This, as it turns out, is not good for the merchandiser (and has had the result of causing many millions of dollars written off and untold interest payments), and actually often is not all that good for the artist. I've seen situations where a deeply unrecouped artist gets less service as the merchandiser develops an attitude of not "throwing good money after bad." Relationships can sour quickly in such circumstances.

Investment dollars are limited after all, as it turns out, and if one band takes a million of them and goes away, this means that the resources for any number of other baby bands will not be there. (The need for large advances that go south plus narrow margins are the reasons that names like Winterland, Brockum, Niceman, and Great Southern are now consigned to rock history.) But bands (and their lawyers and managers) are not particularly known for thinking about the next guy, so that there are not many who would turn down the big check - or commission.

But, as I said before, the big merchandisers are, by and large, not writing the huge advance checks as much these days for new acts. And then there are managers who take a more long-range view of their client's career, rather than the quick check. I'm not faulting advances, by the way, when they are reasonable. They can play an important function, especially when starting up a tour. I'm really talking about those huge advances that mortgage the artist over several tours and tie up merchandiser capital in a non-productive and risk filled way.

First industry job
Traveling across the country by train, finding record distribution for a "psycho-acoustic nature recording" - not the easiest sell!

Career highlights
Signing Britney Spears to her first merchandising deal, and the success of the Voodoo Lounge catalog program.

Career disappointment
Watching Winterland go down the tubes (twice!)

Greatest challenge
Handling last minute problems that suddenly threaten to undo months of good work - an occupational hazard! For example, an artist not liking any pictures of himself, for no apparent REASON to the rest of us, and withholding approvals on the products just before the tour starts.

Best business decision
Go into business for myself

Best advice you received
Got much over the years. Afraid I ignored it all.

Most memorable industry experiences
Nirvana opening for Dinosaur Jr. at the Warfield… Bill Graham complaining about The Rolling Stones on a late New York evening … Bob Dylan glaring at me backstage … Eric Clapton hitting the opening notes of "Bell Bottom Blues" night after night.

Office paraphernalia
Too much! As a friend of mine said, "You're only as good as your technology these days." For example, I recently tried to figure out how to get my email received on a desktop in my office in addition to my laptop (which is where I do most of my business). I don't think it can be done, at least not without adding more gizmos, so I just gave up trying. I have a PDA, but find I only use it as an address book. I appreciate the convenience that technology brings, but like a new car that can only be worked on using expensive computers, when the machines do break down, things can sure grind to a halt.

If I wasn't doing this, I would be...
Oil painting and drinking lattes.

Industry mentor(s)
That would have to be Dell Furano, the "King of Merchandisers," who introduced me to this zany, zany world of merchandising.

Steve can be reached at 510-420-1611; e-mail: steve@sgerstman.com

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Carel Hoffman, Hilltop Live/Oppikoppi Productions 11/07/12
Ian Hogarth, Songkick 08/09/11
Gene Hollister, Rose Presents 04/08/01
Rusty Hooker, Rock Steady Management Agency 02/16/01
Jake Hooker, Hook Entertainment 05/10/02
Martin Hopewell, Primary Talent International 04/19/02
Tom Hoppa, TKO Booking Agency 09/29/06
Bobbie Horowitz, Times Square Group 01/04/02
Barney Hoskyns, Rock's Backpages 11/01/11
Bruce Houghton, Skyline Music 10/27/00
Bruce Houghton, Skyline Music 01/22/14
Andi Howard, Peak Records and Andi Howard Entertainment 09/02/03
Barbara Hubbard, ACTS 09/12/03
Laurent Hubert, BMG US 11/12/15
Seth Hurwitz, I.M.P. 04/20/09
Ariel Hyatt, Author, and founder of Cyber PR 11/23/16
Mark Hyman, Ashley Talent International 11/09/01
Brett Hyman, Category 5 Entertainment 07/23/04
Bruce Iglauer, Alligator Records 08/17/01
Bruce Iglauer, Alligator Records 05/28/14
Doug Isaac, Super Bowl Concert Series Producer (EXI) 08/24/01
David Israelite, National Music Publishers' Association 11/29/08
Tom Jackson, Tom Jackson Productions 02/06/13
Jay Jacobs, Parc Landon 09/21/07
Larry Jacobson, World Audience 09/17/04
Audra Jaeger, The Management Trust 05/09/03
Ralph James, The Agency Group 01/31/11
Jeffrey Jampol, Jampol Artist Management 07/18/12
Jean Michel Jarre, International Confederation of Societies of Authors and Composers (CISAC) 06/19/13
Michael Jaworek, The Birchmere 05/08/09
Peter Jesperson, New West Records 11/03/06
John Jeter, The Handlebar 08/15/12
Mike Johnson, Groundrush Media 02/17/06
Mike Gormley & Jolene Pellant, Yes, Dear Entertainment 04/23/10
Susan Joseph, Justice Entertainment Group 02/21/11
Darren Julien, Julien's Auctions 10/25/10
Henry Juszkiewicz, Gibson Guitars 09/28/10
Justin Kalifowitz, Downtown Publishing 04/20/17
Leonard Kalikow, Music Business Reference, Inc. 06/26/08
Craig Kallman, Atlantic Records 03/20/09
Steve Kane, Warner Music Canada 02/09/17
Danny Kapilian, Independent Producer 07/12/02
Mike Kappus, The Rosebud Agency 10/26/09
Andy Kaufman, Birdland 05/17/02
Wendy Kay, Mars Talent Agency 03/09/01
Lucas Keller, The Collective 03/22/11
Marty Kern, Clemson University 07/07/01
Carlos Keyes, Red Entertainment 10/08/04
Golnar Khosrowshahi, Reservoir Media Management 10/24/12
Martin Kierszenbaum, Interscope/Cherrytree Records 09/06/09
Barney Kilpatrick, Rattlesby Records 10/28/05
John Kinsner, The Walnut Room 03/28/08
Doug Kirby, LiveTourArtists 10/24/03
Steve Kirsner, Compaq Center 06/29/01
JoAnne Klabin, Sweet Relief 03/21/03
Andrew Klein, Revolution Marketing 11/05/04
Larry Klein, Producer, bassist, songwriter 03/13/12
Jack Kleinsinger, Highlights in Jazz 04/25/08
Ann Kline, Casa Kline 09/04/14
Brian Knaff, Talent Buyers Network 09/29/01
Kymberlee Knight, IEBA 11/16/00
Mike Kociela, 360 Productions 05/30/08
Stefan Kohlmeyer, Bach Technology 02/08/10
Lily Kohn, Microsoft Corporation 02/14/11
Tim Kolleth, Alligator Records 01/25/08
Al Kooper, Musician/songwriter/producer/author 02/06/14
Mitchell Koulouris, Digital Musicworks International, Inc. 02/11/05
Mark Krantz, John Schreiber Group 06/15/01
Jeff Krasno, Velour Music Group 11/19/07
Jeffrey Kruger, The Kruger Organisation 01/25/02
Harvey Kubernik, Author/historian/music journalist 08/20/15
Ted Kurland, Ted Kurland Associates 01/15/01
Jordan Kurland, Zeitgeist Artist Management 08/23/11
Carianne Laguna, Blackheart Records 03/07/08
Brady Lahr, Kufala Recordings 04/30/04
Ernie Lake, EL Records 01/19/07
Roks Lam, Wolfman Jack Entertainment 12/17/04
Anni Lam, Parc Landon 06/29/07
Gary Lane, CenterLane Attractions 10/14/05
Tom LaPenna, Lucky Man Productions 09/10/04
Camilo Lara, EMI Music Mexico/MIS 08/10/07
Gary Lashinsky, Lipizzaner Tours 05/13/05
Gregg Latterman, Aware Records 12/13/02
Tony Laurenson, Eat to the Beat 02/27/04
Emily Lazar, The Lodge 10/15/15
Bill Leabody, Leabody Systems 06/10/05
Peter Leak, 24-7 Worldwide Management 03/28/12
Steve Leeds, SR. VP/Promotion/Rock Formats at Virgin Records 07/26/02
Elliot Lefko, Goldenvoice 09/21/17
Bob Lefsetz, The Lefsetz Letter 11/14/08
Carl Leighton-Pope, Leighton-Pope Organisation 07/05/09
Steve Lemon, Live 4 Live, Inc. 12/06/02
Randy Lennox, Universal Music Canada 06/24/15
Simma Levine, Disson Furst and Partners 11/10/00
Andy Levine, Sixthman 06/08/07
Rich Levy, Clear Channel Entertainment Properties 06/25/04
Eddie Levy, Chelsea Music Publishing 07/24/14
Myles Lewis, Denise Rich Songs 12/20/10
Adam Lewis, Planetary Group 01/20/16
Terry Lickona, Austin City Limits 03/14/11
Justine Liddelow, Stage and Screen Travel Services 08/31/11
Jim Lidestri, Border City Media 09/03/15
Larry Lieberman, 4EverWild 03/28/03
Eric Lilavois, Crown City Studios, and London Bridge Studio 12/10/14
Miriam Linna, Norton Records 05/18/17
Marc Lipkin, Alligator Records 03/05/05
Tommy LiPuma (Part 1), Verve Records 11/08/10
Tommy LiPuma (Part 2), Verve Records 11/15/10
Alexander Ljung, SoundCloud 10/04/10
Andy Lo Russo, The Singing Chef 12/16/05
Phil Lobel, Lobeline Communications 08/13/04
Paul Lohr, New Frontier Touring 01/21/05
Paul Lohr, New Frontier Touring 05/17/10
Julie Lokin, New Audiences 03/23/01
Dave Lory, Artemis Records 03/30/02
Max Loubiere, Tour Director 04/11/12
Mark Lourie, Skyline Music 03/08/02
Dave Lucas, Live-360 04/28/06
Joe Lucchese, EventJoe 02/23/07
Kevin Lyman, 4 fini 03/30/01
Kevin Lyman, Vans Warped Tour 05/23/12
Bubba Mac, 09/14/07
David Macias, Emergent Music Marketing 06/17/05
Kristen Madsen, Grammy Foundation and MusiCares 11/22/10
Larry Magid, Larry Magid Entertainment 05/04/10
Peter Malkin, PM Management 02/07/03
Toby Mamis, Alive Enterprises 02/12/01
Billy Mann, Green & Bloom | Topl1ne, Manncom 09/18/14
Tasea Margeolas, Multi Entertainment 06/23/06
Tony Margherita, dBpm Records 09/06/11
Bob Roux & Mark Campana, Live Nation 12/20/11
Lee Marshall, Magic Arts & Entertainment 09/13/02
Zach Martin, Radio Producer at New York's WAXQ-FM 08/30/02
Mario Martin, Gorgeous PR 04/27/07
Molly Martinez, Ticket Summit 2008 05/23/08
Paul Mascioli, Mascioli Entertainment 01/14/05
Michael Maska, Big Hassle 01/28/05
Ted Mason, Mi-5 Recordings 11/16/01
Steve Masur, Masur & Associates, LLC 11/21/03
Pam Matthews, The Ryman Auditorium 04/08/05
Terry McBride, Nettwerk Music Group 03/01/10
Michael McCarty, ole 06/20/11
Jim McDonald, McDonald Group 12/19/03
Virginia McEnerney, HeadCount 11/26/07
Doc McGhee, McGhee Entertainment 06/14/10
Camilla McGuinn, Tour Manager 08/24/07
Andy McLean, North By Northeast (NXNE) 04/01/05
Dennis McNally, Grateful Dead historian/publicist 09/06/02
Garry McQuinn, Back Row Productions 06/14/11
Ruthann McTyre, The Rita Benton Music Library; and president of the Music Library Association 08/31/10
Dick McVey, Musician's Referral Service 10/27/07
Katherine McVicker, Music Works International 01/08/15
John Meglen, Concerts West/AEG Live 02/21/13
Mark Meharry, Music Glue 05/28/15
Jorge Mejia, Sony/ATV Music Publishing 09/17/15
Dan Melnick, Festival Productions, Inc. 02/22/02
André Ménard, Festival International de Jazz de Montréal 06/12/09
Bob Merlis, Merlis For Hire/Memphis International Records 01/16/04
Doug Merrick, Cumberland Talent Agency and Merrick Music Group 07/21/06
Louis Messina, The Messina Group 10/22/04
Louis Messina, The Messina Group/AEG Live 07/17/09
Louis Jay Meyers, North American Folk Music and Dance Alliance 03/30/07
Louis Jay Meyers, Folk Alliance International 01/23/09
Todd Miller, House Of Blues - New Orleans 11/14/03
Jeff Miller, Fantasma Productions 03/16/07
Ben Miller, Rock Ridge Music 11/02/07
J. B. Miller, Empire Entertainment 08/22/08
Richard Mills, S.L. Feldman 11/02/09
Marty Monson, Barbershop Harmony Society 07/07/16
Linda Moran, Songwriters Hall of Fame (SHOF) 04/05/09
Jesse Morreale, Nobody In Particular Presents (NIPP) 09/20/02
Chuck Morris, Live Rocky Mountains 09/28/09
Mo Morrison, Independent production 05/24/02
Kevin Morrow, Steel Wool Entertainment 01/25/17
Nick Moss, Blue Bella Records 11/30/07
Jim Musselman, Appleseed Recordings 04/14/06
Natalia Nastaskin, United Talent Agency 04/13/16
Marc Nathan, Flagship Records 07/01/05
David Neilon, Rising Star Promotions 11/30/01
Don Neuen, Star Coaches Inc. 10/10/12
Dennis Newhall, DIG Music 10/07/05
John Nittolo, John Nittolo Productions 04/13/07
Ian Noble, Metropolitan Talent 05/23/03
Fabricio Nobre, A Construtora Música e Cultura 05/04/17
Josh Norek, JN Media, LLC 07/05/02
David Norman, Tour Manager 04/20/07
Mimi Northcott, Canadian Recording Services (CRS) 04/11/08
Bill Nowlin, Rounder Records 01/05/07
John Nugent, NY JAM Inc. 11/08/02
Andy Nulman, Just For Laughs 11/20/13
Sal Nunziato, NYCD 06/01/01
Bob O'Neal, Ryman Auditorium 06/28/02
Andrea Orbeck, Prehab Health and Fitness 03/15/10
Heather Orser, Toad's Place 01/29/01
Janet Oseroff, MultiMediaProperties 11/18/05
Marc Ostrow, Boosey & Hawkes 12/05/08
Riley O’Connor, Live Nation Canada 07/24/09
Jeremy Palmer, Buddy Lee Attractions 11/02/01
John Palmer, Megawave Records 08/31/07
Panos Panay, Sonicbids 12/23/05
Julien Paquin, Paquin Artists Agency 04/30/14
Graham Parker, WQXR-FM 11/26/14
Crispin Parry, British Underground 02/24/08
Donald Passman, Gang, Tyre, Ramer & Brown 04/09/10
Donald S. Passman, Gang, Tyre, Ramer & Brown 01/06/16
Bruce Patron, Overland Entertainment 07/28/06
Alexandra Patsavas, Chop Shop Music 09/27/11
Cheryl Pawelski, Omnivore Entertainment Group 09/26/13
Kerry Peace, Alligator Records 08/18/06
Eric Peltoniemi, Red House Records 12/14/09
Scott Perry, Sperry Media 03/11/05
Lawrence Peryer, Jr., 23 Omnimedia 11/07/08
John Peters, MassConcerts 06/07/11
Holger Petersen, Stony Plain Records 04/15/05
Jon Phillips, Silverback Professional Artist Mgmt/Controlled Substance Sound 08/29/08
Dave Pichilingi, Sound City 03/30/16
Vince Pileggi, Music Inc./Music Inc. Sounds 12/01/06
Eric Pirritt, Endit! Presents / The Fox Theatre 10/17/03
Neil Portnow, The Recording Academy 02/08/11
Louis Posen, Hopeless Records 04/04/11
Stephen Posen, Estate of Glenn Gould 01/23/13
Nadia Prescher, Madison House 06/20/03
Jeff Price, TuneCore 02/28/11
Tom Principato, Powerhouse Records 02/01/08
Roger Probert, Core Records 12/08/06
John "Grinder" Procaccini, JP Squared (JP2) 01/17/03
Mark Pucci, Independent Music Publicist 09/09/05
David Pullman, The Pullman Group 11/03/00
Rod Quinton, Saigon Sound System 04/18/11
Dolphus Ramseur, Ramseur Records 10/19/07
Jack Randall, Ted Kurland Associates 04/05/02
Jack Randall, The Kurland Agency 03/08/17
Debra Rathwell, AEG Live 05/03/13
Jeff Ravitz, Visual Terrain 02/08/08
Paul Reed, Association of Independent Festivals (AIF) 06/14/17
Rich Rees, M.P.I. Talent Agency 09/19/08
John Reese, Freeze Artist Management 08/01/08
Bill Reeves, WRIII, Inc. 10/20/06
Stephen Rehage, Rehage Entertainment 07/30/04
Lisa Reiss, Pearl Productions 08/17/07
Salaam Remi, Composer, producer, musician and label executive. 01/08/14
David Renzer, Universal Music Publishing Group 08/23/09
Alison Richard, Universal Orlando Resort 05/06/05
Kelli Richards, The All Access Group 02/07/12
Gary Richards, HARD Events 08/29/13
Sam Righi, Waterfront Entertainment Group 05/30/03
Jon Rinaldo, Joker Productions 01/02/04
Geary Rindels, Geary Rindels Enterprises, Inc. 12/05/03
Doreen Ringer Ross, BMI 01/18/08
Lisette Rioux, Island Def Jam Music Group 05/16/03
Dave Roberge, Everfine Records & Everfine Artist Management 12/03/04
Sandy Roberton, Worlds End Producer Management 02/20/09
Ty Roberts, Gracenote 01/31/12
Bill Rogers, BRE Presents 07/13/07
Ian Rogers, Topspin Media 06/01/10
Benji Rogers, PledgeMusic 12/19/13
Dave Rose, Deep South Entertainment 09/15/06
Eric Rosen, Ronald S. Bienstock & Associates 05/25/01
Stuart Ross, The Ross Group 02/23/01
David Ross, President IAAM; Director, Show Me Center 09/23/05
Jack Ross, APA Canada 09/07/17
Bobby Rossi, Ruth Eckerd Hall 02/28/03
Michael Rothschild, Landslide Records 04/29/05
Robert Rowland, Red Entertainment 06/13/08
Bill Royston, Mt. Hood Jazz Festival 03/07/03
John Rudolph, Bug Music 05/24/10
Elizabeth Rush, E.R.A. / Elizabeth Rush Agency 08/20/04
Aran Rush, Expo and Foro Imperial 02/16/07
Maurice Russell, Harry Fox Agency 10/21/05
Barron Ruth, Skyline Music 02/14/03
Andrea Sabata, Skyline Music 01/07/05
Numa Saisselin, Count Basie Theatre, Inc. 02/04/05
Ron Sakamoto, Gold & Gold Productions 01/16/10
David Salidor, dis Company 07/20/07
Shaw Saltzberg, S. L. Feldman and Associates 06/21/10
Bruce Allen & Sam Feldman, A&F Music 12/19/08
Mark Samuels, Basin Street Records 06/11/04
Jacqueline Saturn, Harvest Records 01/21/15
Tamara Saviano, American Roots Publishing 07/22/05
Tamara Saviano, Author, journalist, and producer 08/18/16
Michael Scafuto, Mountain High Entertainment 12/07/01
Steve Schankman, Contemporary Productions 12/21/01
Steve Scharf, Carlin America 10/11/02
John Scher, Metropolitan Talent 11/21/08
Al Schmitt, Producer/Engineer 02/13/10
Bobby Schneider, Tour Coordinator, Third Eye Blind 01/31/03
Jake Schneider, Madison House 04/02/14
Steven Schnur, EA Music Group 07/03/13
Elaine Schock, Shock Ink 02/19/10
Stacy Schott, Mad Booking and Events 08/22/03
Daylle Schwartz, Revenge Productions 08/19/05
Dean Sciarra, ItsAboutMusic.com 11/26/04
Joel Selvin, Author and Journalist 08/07/14
Jay Sendyk, Sendyk, Leonard & Company, Inc. 05/03/02
Peter Shapiro, Ideal Entertainment 04/16/04
Seth Sheck, Access Pass & Design 01/03/03
Seth Sheck, ACCESS Event Solutions 06/22/16
Seth Shomes, The Agency Group 11/12/14
Jay Sieleman, The Blues Foundation 07/18/03
Anya Siglin, The Ark 03/05/10
Bill Silva, Bill Silva Entertainment 10/19/10
Tom Silverman, Tommy Boy Entertainment 03/06/12
Steve Simon, Clear Channel Communications 05/14/04
Ralph Simon, Live Earth 07/06/07
Ralph Simon, Mobilium 04/12/11
Michael Simon, The Harry Fox Agency 08/14/13
Ron Simpson, RCS Productions 01/11/08
John Simson, SoundExchange 07/15/05
Dion Singer, Warner Bros. 12/07/09
Gram Slaton, The Community Arts Center 02/25/05
Owen Sloane, Gladstone Michel Weisberg Willner & Sloane 10/11/10
Peter Smidt, Eurosonic Noorderslag & manager Buma Cultuur 07/17/13
Garrison Snell, Gyrosity Projects 02/23/17
Mike Snider, Paradigm Talent Agency Nashville 05/17/11
Andrew Snowhite, Musictoday 05/04/01
Bruce Solar, The Agency Group 05/14/14
Nikki Solgot, Circle Talent Agency 02/18/15
Michael Solomon, Brick Wall Management 05/25/07
Mark Sonder, Mark Sonder Productions 07/25/08
Steve Sonnier, UIC Pavilion at the University of Illinois, Chicago 09/03/04
Kathy Spanberger, peermusic 06/20/12
Carolyn Specht, CIE USA Entertainment Inc. and OCESA PRESENTS Inc. 03/26/04
David Spelman, New York Guitar Festival 10/01/04
Jason Spiewak, Rock Ridge Music 04/07/06
Dan Steinberg, Square Peg Concerts 11/29/12
Dan Steinberg, Square Peg Concerts 02/18/05
Jeremy Stephan, Ventures, LLC 04/23/04
Walter Stewart, Mars Talent Agency 02/21/03
Gail Stocker, Gail Stocker Presents 11/12/04
Jon Stoll, Fantasma Productions 10/13/00
Jesse Stoll, AEG 06/27/09
Henry Stone, Henry Stone Music 06/24/05
Jason Stone, Live Nation New York 03/31/06
Howard Stovall, Resource Entertainment Group 05/28/04
Cameron Strang, New West Records 10/18/02
Don Strasburg, AEG Live Rocky Mountains 02/27/09
Barbara Strauss, Sovereign Ventures 05/12/06
Richard Stumpf, Cherry Lane Publishing 08/07/06
Deb Suckling, SUGARRUSH Music 07/27/17
Patrick Sullivan, RightsFlow 10/25/11
Bernie Swain & Harry Rhodes, Jr., Washington Speakers Bureau 12/07/00
Dean Swett, Paramour Group 06/14/02
Jake Szufnarowski, Rocks Off 05/02/08
Marc Tanner, Chime Entertainment 12/22/06
Donald Tarlton, The Donald K Donald Group 04/12/02
Tess Taylor, Los Angeles Music Network 08/09/02
Race Taylor, WPLJ - New York 10/27/06
Race Taylor, WPLJ - New York 10/27/06
Chris Taylor, Taylor 03/15/09
Peter Tempkins, DeWitt Stern Group 03/16/01
Peter Tempkins, Momentous Insurance Brokerage 03/27/09
Lisa Tenner, Tenner & Associates (EAT'M) 08/06/01
Jeremy Tepper, Diesel Only Records 10/10/03
Allan Tepper, Bicycle Music Company 09/28/07
Martin Terefe, Kensaltown Studios 05/31/11
Milun Tesovic, MetroLeap Media 10/18/09
Mandar Thakur, Times Music 08/06/15
Jerry Thompson, Promoter Line Inc. 03/05/04
Jose Tillan, MTV Networks Latin America 12/02/05
Jon Tiven, Hormone Studios 08/05/05
Adam Tobey, Concert Ideas 08/24/17
Rob Tonkin, Marketing Factory 12/17/15
John "J.T." Toomey, 25/8 Management 11/15/11
Livia Tortella, Warner Bros. Records 01/10/12
Phil Tripp, IMMEDIA! 01/19/06
Claudio Trotta, Barley Arts Promotion 11/26/01
Chris Tsakalakis, StubHub 01/11/10
Ben Turner, Graphite Media 05/10/10
Steve Vai, Favored Nations Entertainment 04/26/02
John Valentino, Fantasma Productions 04/18/03
John Valentino, AEG Live SE 11/01/10
Don Van Cleave, Coalition of Independent Music Stores 04/09/04
Casey Verbeck, Partners in Music 06/06/03
David "Boche" Viecelli, The Billions Corporation 04/18/10
Marsha Vlasic, Artist Group International 05/31/17
Mat Vlasic, Bravado 06/28/17
Ray Waddell, Billboard Magazine 08/27/04
Rob Waggener, Foundations Recovery Network 03/07/11
Jim Walczak, Racine Civic Centre 06/03/05
Jeff Walker, The AristoMedia Group 08/16/10
Carla Wallace, Big Yellow Dog Music 11/04/05
Russell Wallach, Live Nation Network 03/20/12
Steve Walter, The Cutting Room 10/24/08
Neil Warnock, The Agency Group 05/02/09
Diane Warren, Realsongs 08/14/09
Butch Waugh, RCA Label Group Nashville 01/10/03
Lauren Wayne, The State Theatre 05/09/12
Kirt Webster, Webster PR 02/03/16
Ken Weinstein, Big Hassle Media 04/22/05
Bruce Weinstein, Bethel Woods Center for the Arts 02/15/08
Larry Weintraub, Fanscape 05/18/01
Pam Weiser, Momentous Insurance Brokerage 10/11/11
Kevin Welk, Welk Music Group 01/24/12
D-J Wendt, Dmand Management 05/09/08
Alison Wenham, Worldwide Independent Network 02/13/09
Bill Werde, Billboard 08/03/11
Joel Whitburn, Record Research 11/13/09
Judd White, Tour Manager/Accountant 02/13/04
Jeff White, In Ticketing 12/16/06
Adam White, Author 09/14/16
Lisa White, Pearl Street Warehouse 10/04/17
Adam Wilkes, AEG Live Asia 10/13/16
Fenton Williams, 04/04/08
Del Williams, Right Arm Entertainment 04/18/08
Bryan "Birdman" Williams, Cash Money Records 09/13/11
Paul Williams, ASCAP 10/19/11
J.P. Williams, Parallel Entertainment 10/03/12
Kurt Willms, Green Room Productions 09/20/03
Chris Wilson, Heartbeat Records 03/02/07
Tony Wilson, Factory Records/In The City 06/01/07
Tom Windish, The Windish Agency 07/26/10
John Wiseman, XL Touring Video 05/05/06
Thom Wolke, Twincloud.com 02/08/02
Michael Wood, City Lights Entertainment 08/08/08
Keith Wortman, Blackbird Presents 03/22/17
Nigel Wright, Independant Record Producer 11/07/03
Dusty Wright, CultureCatch.com 07/27/07
Jeremiah “Ice” Younossi, A-List Talent 09/20/09
Gail Zappa, The Zappa Family Trust 10/02/14
Kevin 'Chief' Zaruk, Chief Music Management 06/10/15
Ron Zeelens, RAZco Visas 04/20/01
Rick Zeiler, Sidney Frank Importing Company 06/04/04
Danny Zelisko, Live Nation 06/19/09
Hillary Zuckerberg, Brick Wall Management. 07/09/04
Steve Zuckerman, Global Entertainment and Media Summit 03/22/02
Paul Zullo, Muze 01/23/04
Nanette Zumwalt, Hired Power 02/03/06

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