The percussion market is filled with a variety of products available to millions of percussionists around the world. Percussion products can be divided into four industry markets: drum kits, ethnic percussion, mallet percussion and accessories. The focus os this paper is the accessories market. Two leading accessory manufacturers, Regal Tip and Pro-Mark, realized early on the potential demand for percussion accessories. Brushes are one accessory which have stood the test of time for both manufacturers, and have remained popular implements for the professional set-player.

Brushes are a percussion accessory designed in 1913 by two co-inventors, Alliston and Weinstein. "Their invention was called the 'Fly Killer' which was used to kill flies and looked very much like current brush models." (Ludwig). There is no available information on the first set-player to incorporate them as a drum set implement.

Brushes are used in a variety of playing situations to offer the set-player a unique sound. Brushes produce a soft "scratchy" sound on the snare drum and a light "tingy" sound on the cymbals that can be incorporated into many different music styles. The main music style for brushes is jazz because this music style offers the set-player a wide range of musical opportunities.

The Regal Tip brush (il. 1) was designed over 30 years ago and has not received any major alterations to its design since. This brush remains the standard in the industry, and retails for $18. Illustration 1a represents a prototype brush which I hope to introduce as NUbrush. The NUbrush offers innovations, such as the locking end piece and a slender modern design.

The recent trends in the accessories market are brighter colors and new product developments. The color of a set player's drums is as important to his character as the color of a consumer's new car. Considering almost all current brush models are black, I would like to offer NUbrush in a variety of colors. including black. Accessories manufacturers are currently introducing a host of new innovative products. Before the market is completely flooded with new products, NUbrush should be offered as the "first innovative brush for professional set-players".

The market for brushes can be categorized in two marketing segments. The first segment is the professional set-players that range in age from eighteen to sixty years old. The second segment consists of beginning students and non-professional musicians that range in age from eight to sixty years old "However, the age group that is contributing most to percussion sales is young males age thirteen through seventeen" (Music Trades, 1989, pg.58). Illustration 2 is a representation of the total projected male population for this age group up to the year 2000. It is interesting to note, "this age group will climb faster than the population as a whole during the 1990's" (Ambry, 1991, pg. 19). Due to this potential growth in the teenage population, the industry can hope to see continued sales increases.

To make NUbrush a successful product, its target market(s) must be determined. For penetrating one specific segment of the market, a concentrated marketing strategy could be used to target professional set-players. One thing that remains steadfast for set-players is that they like to experiment with new products. Offering NUbrush to set-players, by advertising its advantages, may initiate or speed up the buying process.

On the other hand, targeting the entire market by using undifferentiated market strategy could be more effective. With this strategy, offering a variety of colors, including black would give the set-player a chance to distinguish themselves from others.

A final alternative could be a differentiated marketing strategy. With this strategy, professional set-players and beginner students could each be targeted differently. Offering a cassette tape and book for the beginner could attract the beginner market segment.

With any of these three approaches a questionnaire could be sent to a small random sample from each specific market segment. Other important data could be gained by sending a questionnaire to the largest drum shops around the country.