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In LA – Merch & Endorsement Deal Mock Negotiation

You are cordially invited to NARIP’s

Mock Negotiation of Merchandise, Sponsorship & Endorsement Deals

Part of NARIP’s Art of the Music Deal series

on Thursday, September 30, 2010

in Los Angeles

With declining record sales, the focus on monetizing other aspects of the artist’s career is increasingly important. Merchandising, sponsorships and endorsements are areas in which artists and their teams can find support to build the artist’s career. Who does these deals, and how are they done? In this program we invite top experts to discuss just that, and to face off in a live negotiation of key deal points and contractual issues in merchandise, sponsorship and endorsement agreements.

We will also discuss how to identify and approach the best brands that are most consistent with the artist, his image and goals, and how to shape and create win-win deals for both artists and brands.

These experts come together to give you the inside track on major deal points, what they mean and what leverage you have to negotiate the best possible deal.

Most people think they can just hand a negotiation to a lawyer, and leave it at that. But as a professional, you need to be aware of the process and deal points, too, and what the implications to your artists’ careers may be.

Most importantly, you will see HOW a merchandise, sponsorship and an endorsement deal are negotiated and be involved in the process.

Get educated about the art of deal-making!


The right time to make a deal.

Major areas of negotiation, including:


GUEST SPEAKERS (scroll down for speaker profiles):

Kenneth Burry, Esq., Greenberg Traurig

Dell Furano, head of Live Nation’s merchandising division *JUST ADDED*

Steve Rennie, President, REN Management (Incubus) *JUST ADDED*


Thursday, September 30, 2010

6:00 p.m. – Registration and networking

7:00 p.m. – Program begins

8:15 p.m. – Break

9:30 p.m. – Program ends


Artist Managers, Producers & Artist Reps

Business Affairs and Music Attorneys

Record & Music Publishing Executives

Licensing & Brand Professionals

Anyone seeking to create or enhance revenue from merch and endorsement deals.


SAE Institute
6565 Sunset Boulevard
Los Angeles, CA 90028
(across from Cat & Fiddle, between Highland & Vine)

Click here for map.
Major cross streets: Sunset & Cahuenga


$20: NARIP Members

$40: Non-members

$75 for lawyers who wish to receive MCLE credit

Attention attorneys: receive 2.5 MCLE credits for attending this program for only $75. Select Premium Ticket option below.



1. Online: (just scroll down)

2. Phone: 818-769-7007 begin_of_the_skype_highlighting              818-769-7007      end_of_the_skype_highlighting

3. Walk-up (if space permits)

Advance RSVP encouraged.

Pre-paid admission guarantees seating.

No refunds.

We appreciate your cooperation.


Call us at 818-769-7007 or email


Kenneth Burry, Esq.

Greenberg Traurig

A shareholder in Greenberg Traurig’s Media and Entertainment Practice Group, Ken Burry represents both established and emerging artists in all aspects of the music and entertainment industry as well as institutional clients. His work cuts
across the industry and involves music within television, motion picture and video games. Established artist clients include Katy Perry, Josh Groban, Baz Luhrmann, Sofia Coppola, Sheryl Crow and the Rolling Stones. Ken navigates the changing and
dynamic marketplace as media platforms and attendant deal structures evolve more rapidly than ever. This includes reclaiming copyrights, renegotiating of recording contracts, dealing with record label personalities and capturing new revenue streams in areas such as electronic gaming. Emerging artist clients with new deals, or those searching out their first opportunity turn to Ken’s experience to guide them through increasingly difficult
terrain as they tackle intimidating 360º deals and work to build and leverage a credible presence on the Internet. Institutional clients face their own challenges. Yamaha, for example, has turned to Ken to help guide them through complex copyright issues relating to its electronic musical instrument-based product line. Motion picture studios regularly look to Ken to handle their film music work, soundtrack album deals and music publishing catalogue sales. Viacom hired Ken in connection with the sale
of its Famous Music catalogue to Sony ATV and its film studio, Paramount Pictures, relied on him to handle all music aspects of the 50 Cent movie, “Get Rich Or Die Tryin.” Ken was the entertainment specialist in connection with Robert F. X. Sillerman’s acquisition of the Elvis Presley estate assets. He also handled the sale by V2 of its U.S. record label. KCRW, a southern California public radio station, has turned to Ken in evaluating copyright regulations as it takes its programming online. Ken also has developed a unique practice and expertise in global media events. He quarterbacked the legal work for the Live Earth world wide concerts supported by Al Gore to promote awareness of global climate change, and the Live 8 and NetAid events championed by Bono before that.

Dell Furano

Head of Live Nation’s Merchandising Division

Bio forthcoming.

Steve Rennie


REN Management

Steve Rennie represents rock artist Incubus. Prior to this, he was President of the Ultimate Band List and partner in ArtistDirect online music company. From 1994 to 1998, Rennie was Senior Vice President and General Manager of Epic Records, West Coast where he worked closely with artists Korn, Celine Dion, Ozzy Osbourne and Incubus. He supervised day-to-day operations of Epic’s West Coast offices and was responsible for the label’s West Coast A&R activities and marketing campaigns while functioning as liaison with artists, managers and the entertainment community. Rennie joined Epic after five years as president of REN Management, representing Dramarama, Wonder Stuff, Ned’s Atomic Dustbin, Primal Scream, The The, and Stabbing Westward. He began his career in music in 1979 as president of Steve Rennie Presents while attending college. He then spent eight years at Avalon Attractions (now part of Clear Channel Entertainment) as Executive Vice President where he promoted live concerts by most of the biggest touring attractions in the music industry.


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Date Sep 30, 2010
Event In LA - Merch, Sponsorship & Endorsement Deal Mock Negotiation
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Non-Member Tickets: @ $ 40.00
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Non-Member Premium Tickets: @ $ 75.00
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