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| Acknowledgments | |
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| Notes on the New Edition | |
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| Preface | |
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| Overview of the Contents | |
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| Selling Music in the New Entertainment Marketplace | |
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| Music Marketing and Promotion Defined | |
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| The Current Marketplace | |
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| The Market-Aware Music Seller | |
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| The Independent Musician's Challenge | |
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| The Music Marketer's Advantage | |
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| Charting the Corporate Hitmaking Process | |
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| The Record Company Marketing Process | |
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| The Music Publisher's Marketing Process | |
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| Previewing the Total Marketing Program | |
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| You, the Marketer | |
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| The Need for a Plan and a Program | |
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| The Four P's of Marketing | |
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| Beyond the Four P's: The Finer Points of Marketing Music | |
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| Components of a Music Marketing Program | |
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| Defining the Basic Product and Its Audience | |
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| The Core Product | |
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| Choosing Product Formats | |
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| Identifying the Product's Appeal | |
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| Identifying the Audience | |
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| Building a Mailing List | |
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| Building Bonds with Your Audience | |
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| Packaging the Product | |
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| The Package as Marketing Tool | |
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| Key Factors in Packaging Design | |
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| Visual Branding | |
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| Steps in Package Creation | |
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| Pricing, Payouts, and Profits | |
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| Price | |
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| Cost | |
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| Competition | |
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| Consumer | |
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| Calculating Profitability | |
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| Additional Factors Affecting Price | |
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| Distributing Through Stores and Their Suppliers | |
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| Types of Retail Outlets | |
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| Getting Product to the Retail Outlets | |
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| Types of Distributors | |
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| Services Provided by Distributors | |
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| What Kind of Distributor is Right for You? | |
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| How to Find a Distributor | |
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| How to Approach a Distributor | |
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| Financial Arrangements with Distributors | |
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| What You Need to Provide to the Distributor | |
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| Securing Prime Retail Display Space | |
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| Supporting the Distributor's Efforts | |
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| Other Distribution Arrangements | |
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| Direct Marketing and Non-Store Sales Methods | |
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| Direct Marketing | |
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| Catalog Marketing Through other Companies | |
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| Licensing to Record Clubs | |
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| Selling Recordings at Live Shows | |
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| Distributing over the Internet | |
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| Getting Music to Fans the Way They Want It | |
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| Overview of Internet Distribution | |
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| Options for Online Transactions and Purchases | |
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| Types of Internet Sales Outlets | |
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| Promoting the Product: Publicity | |
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| Publicity: Free Advertising | |
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| The Media and Its Participants | |
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| Types of Media Coverage | |
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| Tools of the Publicity Seeker | |
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| Publicity Tactics and Techniques | |
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| Independent Publicists | |
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| Promoting the Product: Online Techniques | |
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| Using Your Own Web Site as a Promotional Tool | |
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| Using E-mail to Promote Your Music | |
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| Promotion Using Established Multi-Artist Web Sites | |
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| Promotion Using Mainstream Retail Music Sites | |
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| Promoting the Product: Radio, Video, and Television | |
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| Radio Promotion | |
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| Video and Television as Promotional Tools | |
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| Promoting the Product: Sales Incentives, Live Shows, and Other Methods | |
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| Sales Promotion | |
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| Live Performance as Promotion | |
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| Cross-Promotion | |
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| Advertising | |
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| Trade Shows and Conferences | |
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| Sample Promotion Strategies | |
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| Working the Live Performance Market | |
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| New or Local Artists and Live Performing | |
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| Middle-Level Artists and Live Performing | |
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| National Headliners and Live Performing | |
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| Corporate Sponsorships | |
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| Expanding the Marketing Program | |
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| DVD and VIDEO | |
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| Television | |
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| Movies | |
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| Commercials | |
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| Compilation Albums | |
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| Custom Albums | |
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| Non-Music Merchandise | |
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| Generating Revenue from Writing and Publishing | |
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| What is Music Publishing? | |
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| Mechanical Licensing Fees | |
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| Synchronization Licensing Fees | |
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| Commercial Advertising Licensing Fees | |
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| Background-Music Revenue Sources | |
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| Performance Licensing Fees | |
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| Marketing and Promoting in the Music Publishing Environment | |
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| Theater Music | |
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| Printed Music | |
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| Marketing and Promoting Music in Foreign Countries | |
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| Establishing an International Presence Online and Off-Line | |
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| Foreign Distribution and Sale of Music Products | |
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| Foreign Earnings for Writers and Publishers | |
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| International Touring and Live Performance | |
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| Monitoring and Managing the Marketing Program | |
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| The Marketing Management Master List | |
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| Navigating the Shifting Currents of the Music Marketplace | |
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| Twenty Profile-Building Ideas to Use Right Now | |
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| Talking Shop: Interviews | |
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| Marketing Yourself as an Independent Musician | |
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| A Marketer's Advice for Emerging Artists | |
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| Tactics Used in Marketing | |
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| Getting Music on Radio | |
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| Licensing Music to Television and Film | |
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| Getting Coverage in the Media | |
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| Marketing and Promotion Resources | |
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| Index | |