1. Part 4: Producing, Performing, and Merchandising

2. Chapter 16

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

4. 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.

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

6. 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

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

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

9. 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

10. 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

11. 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

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

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

14. Publicity and Public Relations Web sites Foreign interest Press releases Publicists

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

16. Ticketing Purchasing Terms Ticket scalping

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

18. 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?