PEARL JAM
CASE STUDY
TARGET / PEARL JAM CASE STUDY
Services Utilized:
- Brand Management
- Business Development
- Marketing
- White Label Distribution
The Project:
Tsunami enjoyed a long term consulting arrangement with the Target Corporation, advising them on matters pertaining to their music business. Part of that brief was to retool the retail direct model, where the retailer gained exclusive rights to release the artist's products, including albums and DVDs. Tsunami was the first to create an innovative joint venture model, where the Artist, and retailer would share in both the risk and reward. This structure was successfully deployed at Target with artists such as Bon Jovi, Collective Soul, Ziggy Marley, but most notably with Pearl Jam.
Our Role:
- Negotiated with Pearl Jam's management and legal representatives for the right to release Pearl Jam's Backspacer album exclusively through Target and the Target Store at iTunes
- Developed a mutually agreed P&L, providing for proposed sales projections, production and marketing costs and estimated Artist profit share
- Assembled an entirely outsourced 'virtual' label team, including production, PR, radio and video promotion, product management, online and sales admin
- Delivered Target incremental marketing support, including POS (Channel Red, FSD's, end caps etc), marketing (circulars, press) and media (national TV and radio buys)
- Managed the entire Project in conjunction with Pearl Jam management and marketing personnel
- Album debuted at No. 1 on Billboard and out-sold the prior Sony release, which was available at all retail stores
Following its innovative work at Target, Tsunami was engaged by Tesco Stores in the UK to source and manage it's music exclusives program. Tsunami's UK office had success with releases from Faithless, Simply Red, Status Quo, the cast of Coronation St, Nadine etc
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