Part 4: Producing, Performing, and Merchandising

Chapter 16

Start Thinking... Brainstorm all the factors you believe contribute to a successful, well-planned concert.

Chapter Goals Gain awareness of alternative ways concerts may be sponsored, financed. Learn realistic concert budgeting. Acquire understanding of how contracts may be negotiated with artists, talent agents, venue managers, and service companies. Discover effective concert promotion techniques. Learn production planning and methods of back- timing.

Concert Production Enjoying growth Can’t be pirated Boost record sales Increase demand for merchandise

Concert Promoters National promoters coordinate tours need local promoters negotiate share of net receipts Local promoters recommend venues, seating arrangements, promotional tie-ins Key responsibilities of promoters

Getting Started Room for small start-up venture The cost of doing business initial cash investment business registration and fees

Booking the Artist Finding the artist listening observing developing relationships Assessing the artists’ draw charts versus personal preference

Making an Offer The agent who represents whom? preliminaries what are artists’ fees and available dates? what are possible venues? what does the venue offer? what is the venue’s potential? The offer

Seven Types of Concert Venues 1. Stadiums 2. Amphitheaters 3. Festival sites 4. Arenas 5. Theaters 6. Mid-sized music venues 7. Small-sized music venues

The Art of the Deal Negotiating artists’ fees split point preliminary budgets Potential versus reality net potential = gross potential – unsold/free tickets written agreements Control sheets see Table 12.4 on page 232 of textbook for an example of how to back-time tasks

Contracts Face page Technical rider deal breaker finer points open to negotiation

Marketing Multimedia marketing print media radio and television direct mail and Advertising production ad mats national touring acts

Publicity and Public Relations Web sites Foreign interest Press releases Publicists

Sponsorships Record company sponsorships Local radio station sponsorships Venue and corporate sponsorships College sponsorships National Association for Campus Activities

Ticketing Purchasing Terms Ticket scalping

Licensed Music Merchandise Innovations more than T-shirts + posters now leading fashion brands + fragrances Royalties 360 deals

For Further Thought... What is a split point and how does it affect a promoter? What possible complications could arise from venue or corporate sponsorships? What forms of unpaid marketing can promote a concert?