Here are some thoughts from artists and industry professionals to help explain the world of artist endorsement deals and help you figure out which options are best for you
Visit any music store and you can’t miss the posters — “Rock Star X proudly plays Company Y’s guitars.” Or crack nearly any music trade magazine and you’ll see ads with well-known keyboardists, horn players, producers, and beyond singing the praises of the instruments and tools of their choosing.
Such are the most visible manifestations of sponsorships and artist endorsement deals, symbiotic relationships between companies and music creators who use, and help promote, their products. And while many endorsement deals may seem like the stuff of high-visibility, world-touring acts, they can be helpful tools for a wide range of indie musicians as well.
Here are some thoughts from artists and industry professionals to help demystify the world of artist endorsement deals and help you figure out which options, if any, are best for you and your music.
Know the nature of the deal
An endorsement deal is a partnership, plain and simple, where each party does certain things to help the other — and themselves.
In an endorsement relationship, artists often receive goods for free or reduced price, as well as “promotion for benefit of the artist’s career and the stature of the manufacturer,” says Randy Fuchs, who coordinates endorsement relationships for brands like Nord, Kurzweil, PreSonus, and many others through his company Artist Relations.
“Our relationship with Steinway is simple and straightforward,” says Elizabeth Joy Roe, one half of the virtuosic Anderson and Roe piano duo, which has an endorsement relationship with the revered piano maker. “We show our commitment to Steinway by performing on their beautiful pianos, and Steinway provides pianos for our use — concerts, recordings, etc. — whenever possible.”
In short, an endorsement relationship should feel like a win for all involved. Speaking of which…
Love the products and the company you endorse
Fuchs warns that you should only endorse a product that you know well, use regularly, and absolutely adore. “Companies don’t want musicians looking to chalk up another endorsement,” he says. “They’re looking for advocates who love and use their products, people who will go out and proselytize for their brands.”
For Anderson and Roe, the artist endorsement relationship with Steinway stemmed from just that sort of love of the instrument. “We don’t view our relationship with Steinway as ‘corporate’ because it feels like the most natural and sincere choice to use Steinway pianos,” says Roe. “Both of us have a deep personal connection to these instruments, and we are proud to be associated with such an iconic brand.”
Roe points out that the downsides to artist endorsement relationships often come when the company lacks ethical standards, or if the artist doesn’t have “an authentic conviction in the value of the brand.”
“Thankfully, this has not been the case for us,” she continues. “Steinway creates pianos of superlative craftsmanship, which allows us to channel our artistry to the fullest.”
In his own work, Fuchs walks a similar walk, encouraging his artists to do the same. “I love the brands we work for, and we’ll spend time with people who don’t know those brands so they get to love our gear, too,” he says. “I believe that Nord and Kurzweil make amazing keyboards, that Seymour Duncan makes great pickups, and that all the other brands that I work for are truly outstanding. I’m proud and honored to work with them — and I’d sincerely hope that any artist embarking on an endorsement deal feels the same way.”
Greg Anderson, Roe’s duo partner, further recommends that you make sure that you and any company you partner with see eye to eye when it comes to musical and business goals. “In an endorsement relationship, make certain your priorities are aligned,” he says. “In our situation, we as artists want to sound our best, and Steinway, as an instrument manufacturer, wants their pianos to sound excellent. The alignment of priorities means we’re naturally helping one another.”
According to Anderson, anything short of true fandom towards the company you partner with can have negative effects. “Audiences can sense insincerity in a heartbeat, and endorsing a product for the wrong reasons will destroy your artistic credibility,” he says. “You don’t want your listeners distracted by any lack of integrity. You want them focused on your performance!”
Know what companies are looking for
“An endorsement deal is not an artist getting a product without responsibilities in return,” says Fuchs. “When you distill it all down, the ultimate purpose of an endorsement is to help grow a brand. If the artist doesn’t qualify to help grow the brand, then the manufacturer wants that non-qualifying musician to purchase his or her gear from a local dealer or favorite Internet dealer. What they do want is to have an endorser promote their brand such that a weekend warrior would want to go to their retailer and purchase their products.”
Fuchs sometimes gets endorsement inquiry phone calls from artists who may be amazing musicians indeed, but haven’t yet attained the career momentum necessary to fulfill their end of an endorsement relationship — a.k.a., bringing visibility and prestige to the company in a meaningful way.
“Even if someone is a brilliant songwriter or player,” says Fuchs, “if he only has 200 views on YouTube and doesn’t play any live shows, he’s not going to help a company sell their product,” says Fuchs. “If that same player joined a band, started playing gigs, and started to build a following — or even put together something wonderfully unique online that people could gather around — that’s far more compelling. If he’s able to get people to love what he does, that’s a powerful message.
“It’s more important to build your career and fan base than to spend energy at the beginning of your career seeking an endorsement. I am the guy who always likes to say ‘yes’ but I need to have a compelling reason to do so.”
Do you feel like your band is in the right position to get an endorsement relationship rolling? “The next step is to reach out to the company and ask for somebody in artist relations,” says Fuchs. “The dialog can begin from there.” Similarly, if you attend NAMM, AES, Musicmesse, or other music manufacturer trade shows, showing up in person at a company’s booth and introducing yourself never hurts; even if you won’t be ready to approach the manufacturer of your dreams for another several years, having a friendly face within the organization can be a great boon when it comes time to talk business.
Don’t be pushy
Just like many aspects of the music business, landing and maintaining a strong endorsement relationship has a lot to do with good will, positive energy, and enthusiasm. In other words, don’t be a jerk.
“I’ve seen some guys say things like, ‘If you don’t give me an endorsement, I’ll go with your competitor,’” says Fuchs. “Blackmail and threats don’t work. Ultimatums like that tell me that you don’t care about my company’s product, and that’s not what a company is looking for.” Fuchs likens approaching a company to forge an endorsement relationship to trying to find a date. “If you tell a girl that if she doesn’t date you, you’re going to date the girl next to her, chances are it’s not going to work,” he says, laughing. A better approach? “Find a potential partner that you’re really drawn to and want to be with, start talking, and build the relationship from there.”
Negotiate specifics that work for you
Not every endorsement relationship will look the same, Fuchs advises, so be sure to review each agreement carefully. “In addition to using the manufacturer’s goods, an artist will generally be responsible for providing a photo and a quote or some kind of testimonial about the instrument or product,” he says. “There might be video involved and working with social media to spread the word, or there might be the requirement to include a logo on your website, invite a dealer backstage, or possibly do an in-store clinic or two, depending on the band.”
According to Roe, her duo’s arrangement with Steinway entails the usage of Steinway pianos at their concerts and appearances in master classes at Steinway dealerships around the country (when schedules allow). “Steinway is basically responsible for providing instruments at our concerts,” she continues — though beyond that, the company has made its historic Queens, New York factory available to the duo for a music video shoot as well.
One area worth particular attention is anything that specifies which instruments from competing companies the musician can and cannot use in public. “I would never tell a painter to only use one paintbrush,” says Fuchs. “I believe that an artist has a right to use multiple brands, as long as they’re using my keyboard, for example, for the majority of gigs, and they do not appear in the ad of a competitor.” Not all companies will necessarily feel the same way, though, so be sure to check the fine print before signing anything, and make sure that whatever you agree to does not compromise your ability to deliver the best music possible.
At the end of any discussion, a written agreement, lasting either one or two years or in perpetuity, will likely be involved, says Fuchs. Whatever the term, be ready to review carefully — and consider showing the document to a lawyer as well.
Watch what you say
“While it should be obvious to anyone in an endorsement relationship to watch one’s words and avoid competitor’s products, extra care must be made in today’s hyperactive social media landscape,” says Anderson. “You never know when a ‘mistake’ will go viral.”
If there’s ever a moment where you’re unsure about how to proceed — a certain venue only has a competitor’s instrument or amp, for example, and the gig is being streamed live on the Web — your contact at the endorsing company should be able to help you figure things out. And if worse comes to worse, review your original written agreement for clarification.
Anderson further warns that, while it’s important to speak positively about an instrument or company that you endorse, don’t go overboard. “We do our best to truly champion the product at hand as often as feels natural,” he says.
Build your career and let the endorsement deals come
According to Fuchs, the best way to attract endorsement relationships is to build the most vibrant, robust, and exciting career possible. “Sometimes artists will spend a lot of energy trying to get an endorsement when they should be spending that time putting together a street team, handling social media, rehearsing, making connections, playing gigs that they have to travel for, working on performance and composing skills, and so on. If you get popular, endorsements will come.”
Fuchs affirms that his company forges endorsement relationships with plenty of up-and-coming artists — yet regardless of whether a band is selling out small clubs or packing stadiums, a true dedication to one’s career is a must, he says.
Look beyond music companies
While many endorsement opportunities exist with music manufacturers, artists of all genres and levels of popularity continue to partner with beverage and snack food manufacturers, restaurant chains, shoe and clothing companies, and beyond — often in highly creative ways.
Electronic artist Moldover, for example, has brought his interactive Octamasher music installation to numerous events sponsored by Red Bull energy drink. “They were looking for innovative and interesting ways to promote their products,” he says. “They wanted current, forward-thinking art, so it was a good match. They helped me develop the Octamasher, share it with new audiences, and earn money doing it. In return, they got to be part of something completely new. They won cool points.”
Regardless of whether the company you want to work with sells energy drinks or hacky sacks, the advice listed above still applies. “Find a brand that stands for something you can get behind, or a company with a philosophy that resonates with you,” says Moldover. “Every company has, somewhere within it, a one-paragraph summary about who they are and what they do. If you read it and identify with it, that’s what you’re looking for.”
Moldover also advises seeking out individuals at your target company who see eye to eye with you and can advocate for you and your music. “If you don’t have a personal connection as well as a philosophical one, it’s hard to get anywhere,” he says.
Disc Makers’ regular contributor Michael Gallant’s debut trio album Completely received a four-star review from DownBeat magazine and a five-star review from Critical Jazz, which stated: “This, my friends, is the future of jazz. Fresh, invigorating, progressive – there are simply not enough positive adjectives to list here.” Learn more, download through iTunes, jam along with the new JamBandit app, or purchase through CD Baby. Follow Michael on Twitter at @Michael_Gallant or on Facebook.
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14 thoughts on “Artist Endorsement Deals – dos and don’ts”
Thanks for the information. My Wife and I are a year into business and working to make her dream a reality with In The Light Artistry. I work the website along with setting up the YouTube channel and Google listing and Social Media. It can be challenging and very time consuming when you first start out. Getting involved with the local Chamber to help get your name out is also good along with joining any local B2B groups that may be free. If you don’t have any local B2B groups in your area then start your own to help bring business together and market to each other. The other business owners grow your network outreach. You can also do direct mail campaigns to help if you have professional brochures describing your work. Most of all you are working to grow your following so you can be the expert and reach more customers for your sponsors. Hope I have been some help with some tips that have helped us as we get started on the journey. Richard and Wendy Burnham – In The Light Artistry – Painting Memories Together!
Absolutely sound advice. In fact, we use this article to make sure the artists and our company are on the same page. And it tends, in many ways, to be the standard by which we operate. It’s interesting how many artists still don’t “get it” and are simply looking for exposure or free product. It also becomes very evident that’s the case when an artist makes no attempt to invest in the relationship with the sponsoring company and most emails from the artist are, “Can I get new stuff?”. In addition, there is a big difference between pay to demo and an endorsement too! The article expresses it best by saying there is a strong desire to grow the brand and not at the expense of being exposed along side competitors. Any exposure is not good, the exposure must be professional and intentional without being in-natural or pushy. Thank you again for a great article.
This is some awesome info… You guys are fantastic…thanks so much ***
More than a few of our artists in the Western Music Association have received sponsorships from guitar and clothing companies as well as luthiers that make great instruments. It’s nice when they think enough of your art to make these offers and we are certainly grateful for their support.
Thank you for the article it is a nice insight.
Thanks for the insightful post! There’s a lot of great information here. I think it’s also important to emphasize that (as much as playing and profile are huge factors) these deals come down to not only personal relationships between players and companies but personal relationships with specific people at companies.
My endorsement with FnH guitars (http://fnhguitars.com) came out of years of working with (and around) owners John Harper and Chris Fitzpatrick. Both of them were real champions of what I did as a musician, and when they started the company, they continued that support.
I continue it by having that be my only electric 6 string and having people say, “That’s really cool. What’s that guitar you’re playing?” at ever gig and session I play. I love their guitars (and the fact that they are a hand made (rather than just hand assembled) thing of beauty), and I give mine maximum visibility in whatever I do.
The playing level and the profile has to be there, but without John and Chris being familiar with me and my playing that deal never would have happened.
It’s like any relationship. It needs to be sincere, it needs to be mutually beneficial and it needs to evolve over time.
Agreed with Perfessor Eddy. No one wants to work with a jerk (in any business for that matter). This was a great article, which gives some great insight to those jaded.
I enjoy playing Clayton Guitar Picks, and got turned on to Cleartone Guitar Strings at NAMM earlier this year. The result….I am now endorsed by Clayton (self-managed) and Cleartone (through Artist Relations, might I add). Great company with awesome people!
I am the furthest from a salesman, but if I absolutely enjoy a product and want the world to know my opinion, just like that jalepeno burger which almost killed me last night on Twitter, or an instagram picture of the new Red Bull Zero I downed in 10 seconds that saved my life…I am promoting that product. Win-Win.
Dear Red Bull, I’m waiting on that sponsorship! 😉
Don’t waste anyone’s time. You are a musician, who I’m sure is passionate, driven, hard-working and dedicated to your craft. Find a product that helps you do those things and everything will fall into place.
~ Jarod “JemTone” Woznik
Excellent advice. Don’t be a jerk.
I e-mailed Black Diamond stings once to tell them how much I liked them. I used about 4 dozen sets of their strings throughout the course of a year. They told me I could get strings from them directly at 10% off of retail which was at about 11bucks a set. I wasn’t impressed. I was buying them retail from a catalogue at $5.25. I told the guy that he was the best advertisement for GHS strings I had ever seen. I’ve never bought BD strings again.
You’re a fucking idiot.
Having slaved away for a Mackie endorsement for years and finally landing the deal the photographer we hired decided to antagonize the Mackie rep. Not good! Lessons learned … don’t let your contractors deal directly with your endorsement contacts. Personal biases and jealousy and ego get the better of these folks … you are better off acting as the buffer …. or your competent manager.