Music Biz 101 & More is the only FREE advice talk show in America that focuses on the business side of the music & entertainment worlds. Hosted by William Paterson University’s Dr. Stephen Marcone & Professor David Philp, the show airs each Wednesday at 8pm on WPSC-FM, Brave New Radio.
Music Biz 101 & More: The Podcast With Special Guest Performing Arts Presenter Jane Stein
In this episode, Jane Stein, Executive Director, William Paterson University Performing Arts, talks about how she became an arts presenter and, more specifically, what the heck an “arts presenter” is. She talks about booking artists, competition for shows, and how to get in to this side of the music & entertainment business.
You can check out the performances that Jane books HERE.
If you want to skip right to the podcast, scroll all the way to the bottom of the page.
At the start of the podcast, we discuss the guest list for the 2014/2015 Music Biz 101 & More season. Jane Stein’s first grandson, Wesley, had also been born just two hours before her appearance. She explains how awesome the world has become because of that.
At around 13:00, you hear the big announcement of the Music Biz 101 & More Theme Song Contest.
At 16:30, we get into how Jane Stein got into the “wonderful business” of Arts Presenting.
At 18:25, Jane explains the difference between a concert promoter and an arts presenter. She discusses the risk taken on by promoters and a “co-pro,” or co-promotion deal she had coming up with Sean Gilday of Blue Raven Entertainment. He was given a small guarantee but he assumed most of the financial risk.
An Arts Presenter books touring artists generally for one venue, or a number of venues in one place.
Arts Presenters minimize the financial risk. How? She explains at 20:05.
“The mission is the music,” she says. She also explains the cash cows vs. the loss leaders in reference to what she books.
At 22:13, she talks about how Arts Presenters need “diversified revenue streams.” She also talks about how hard it is to raise money for the arts.
Marcone asks about new ticket sales models around 23:00 in. Stein explains how those models don’t work as well in the arts presenting field, especially when working with non-household name artists.
Jane talks about trust with ticket buyers at 26:00 and the intense competition between arts presenters in the NJ/Metropolitan area. In that case, Marcone asks about Radius Clauses in the Contract Rider. Jane explains her Radius Clause is 90 days and 50 miles. She also explains how several arts presenters can communicate with each other to work these deals out. Or they can “block book” where presenters can put together a number of dates for an artist. She explains this at 29:00.
Questions via listener tweet start up around 31:00. The first question: How does Jane know who to book? She explains the questions she asks herself so she books a profitable show.
At 34:00, Jane talks about the economics of a show she booked for Jazz artist Gregory Porter and her post-show discussion with Porter’s agent.
At 34:40, Marcone asks how she negotiates with agents over the fees paid/guaranteed to artists. She talks “back end” and “split point” in addition to more discussion of financial risk.
At 42:00 in, Jane Stein talks about blanket liquor licenses for universities and how those arrangements work.
At 47:00, student co-host Kari Keller asks how Stein deals with Rider requests, especially if an arts institution may be at a disadvantage. Stein talks about how Riders are negotiable and what she looks to strike from what artists (and their agents) may request.
At 54:00, Stein is asked via tweet if artist revenue streams are related to the price of the ticket. Good discussion here about back-end deals.
At 55:00, Stein explains to DIY artists about their bands getting into a venue that arts presenters book. From opening for a headliner to playing in the lobby, artists are told to be creative and pitch an idea that may be non-tradition or line up well with the shows booked for a particular season.
Then the show is over. It’s as simple as that.
- Steve Leeds – Sirius/XM Radio
- Karl Guthrie – Entertainment Attorney Extraordinaire
- Dr. Rob Quicke – Founder of World College Radio Day
- Dr. E. Michael Harrington – Copyright/Intellectual Property Expert
- George Dassinger – PR Guru (that means Expert)
- Aaron Van Duyne – Business Manager for KISS, Dave Matthews Band, and more
- Harvey Leeds – Personal Manager for Southside Johnny
- Tom Hefter – Marketing Specialist at TicketMaster
- Elena Lanza – Independent Dance Radio Consultant
- Dr. Dave Demsey – Coordinator Jazz Studies Program, William Paterson University
- Paul Sinclair – Head of Digital Strategy, Marketing, eCommerce, and Product Development at Atlantic Records
Thanks for listening and, as always, Adios!