What is *Hit Men* by Fredric Dannen about?

*Hit Men* exposes the corrupt underbelly of the 1970s–1980s music industry, detailing how record labels, independent promoters, and organized crime colluded to control radio airplay and profits. Fredric Dannen investigates payola schemes, ruthless executives like CBS Records’ Walter Yetnikoff, and the "Network" of promoters tied to the mafia. The book blends investigative journalism with insider accounts to reveal systemic greed and power struggles.

Who should read *Hit Men*?

Music enthusiasts, industry professionals, and pop culture historians will find *Hit Men* compelling. It appeals to readers interested in corporate corruption, the intersection of crime and entertainment, or the business dynamics behind iconic artists like Michael Jackson and Billy Joel. Critics praise its depth, though some note its focus on specific executives.

Is *Hit Men* worth reading?

Yes. Dannen’s meticulous research and gripping storytelling make *Hit Men* a seminal work on music industry machinations. It ranked #2 on Billboard’s "100 Greatest Music Books" and remains relevant for its insights into payola and corporate excess. The 2010 epilogue updates the narrative for the digital age, though some readers find sections overly detailed.

How does *Hit Men* explore music industry corruption?

The book reveals how labels paid independent promoters (the "Network") to bribe radio stations for airplay, often using mob connections. Dannen ties these practices to declining artistic integrity and inflated chart success, highlighting figures like promoter Joe Isgro and Columbia Records’ Yetnikoff, who leveraged payola to dominate Billboard rankings.

What role did independent promoters play in *Hit Men*?

Independent promoters acted as middlemen between labels and radio, using cash, drugs, and mob ties to secure airplay. Dannen dubs them the "Network," showcasing their stranglehold on Top 40 radio and their role in perpetuating payola. Their influence waned after 1980s federal investigations.

Who is Walter Yetnikoff in *Hit Men*?

Yetnikoff, CEO of CBS Records, epitomized 1980s excess. Dannen portrays him as a brash, alcoholic power broker who used threats and payoffs to dominate the industry, signing stars like Bruce Springsteen. His eventual downfall mirrors the industry’s shift from analog-era corruption to corporate consolidation.

Does *Hit Men* cover organized crime’s influence on the music industry?

Yes. Dannen traces mob ties to independent promoters, detailing how crime families like the Gambinos profited from payola. The book also links Columbia Records to dubious financial dealings, showing how labels turned a blind eye to criminality for commercial gain.

What are the main criticisms of *Hit Men*?

Some readers argue Dannen overemphasizes CBS Records and Yetnikoff, neglecting other labels. Others find the organized crime sections tangential or the financial details dry. Despite this, most praise its exhaustive research and narrative pace.

히트 맨

음악 산업 내부의 파워 브로커들과 빠른 돈들

프레드릭 대넌

3.95(959 Reviews)

히트 맨 개요

빌보드 선정 역대 최고의 음악 도서 2위에 빛나는 "Hit Men"과 함께 음악 산업의 어두운 이면을 파헤쳐 보세요. 대넌(Dannen)의 수상 경력에 빛나는 이 폭로서는 권력자들이 어떻게 라디오 재생 목록을 조작하고, 복수와 뇌물, 그리고 치열한 야망을 통해 제국을 건설했는지 밝혀냅니다. 그들이 결코 출판되기를 원치 않았던 비공식 역사입니다.

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1장

The Shadow Empire: Power, Payola, and the Music Business Mafia

What happens when the music stops and the deals begin? Fredric Dannen's explosive expose "Hit Men" pulls back the curtain on the recording industry's darkest corners, revealing a world where organized crime meets corporate boardrooms, where hits are bought rather than earned, and where power players build empires through intimidation rather than innovation. Published in 1990 and named one of the year's ten best books by Entertainment Weekly, this investigative masterpiece became required reading for anyone seeking to understand the music business's true power dynamics. With characters as compelling as any found in "The Godfather" and revelations that shocked even industry insiders, Dannen's work remains the definitive account of how the business of music really operates-a world far removed from the creative artistry we celebrate on stage.

2장

The Network: How Independent Promoters Hijacked the Music Industry

In February 1980, Dick Asher, deputy president of CBS Records, witnessed something that confirmed his worst fears about the music business. The Network-an informal alliance of independent record promoters-demonstrated their extraordinary power by blocking Pink Floyd's "Another Brick in the Wall" from major Los Angeles radio stations until CBS hired them. This wasn't just promotion; it was extortion. The Network had formed around 1978, with key figures like Joseph Isgro, Fred DiSipio, Gary Bird, and others controlling territories across America. Though loosely organized, they functioned as a team, subcontracting to each other to deliver national airplay. Isgro emerged as particularly intimidating-jewelry-laden, surrounded by bodyguards, driving a Rolls-Royce-claiming influence over stations nationwide despite his L.A. base. DiSipio, older and more polished but equally menacing, operated near Philadelphia with his own security detail. This system represented "institutionalized payola" at an unprecedented scale. By 1985, the industry was spending $60-80 million annually on indie promotion. Network members routinely bribed program directors with cash, cocaine, and gifts, often delivering payoffs in birthday cards or record sleeves. What began as a way for major labels to squeeze out smaller competitors became a financial crisis as labels bid against each other, spending nearly 30% of the industry's pretax profits on promotion that couldn't guarantee hits but could certainly prevent them. The relationship between CBS Records' top executives highlighted the industry's divided response to this system. Walter Yetnikoff, who had transformed from shy attorney to wild, menacing personality upon becoming "king of the grooves" in 1975, emerged as one of indie promotion's staunchest advocates, explaining simply: "They get results. The indies are mensches, you understand?" Meanwhile, Dick Asher questioned whether CBS was adequately protected if independent promotion proved to be a front for bribery. The billing system troubled him-promoters would send invoices with tear-off receipts for each radio station that were discarded after verification, leaving no paper trail connecting payments to specific stations. Though Asher admitted his knowledge of organized crime was "somewhat less than my knowledge of Buddhism," he feared mob involvement in the multimillion-dollar promotion industry. This fundamental disagreement about the ethics and legality of independent promotion would eventually lead to one of the most dramatic power struggles in music industry history-with consequences that would reshape the entire business.

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3장

The Godfather: Morris Levy and the Mob's Music Business Connections

Rock historians tend to romanticize the pioneers who recognized rock and roll when major labels like RCA Victor and Columbia failed to do so. While these independent businessmen deserve praise for their foresight, many were crooks who exploited poor black artists, often paying them with Cadillacs worth a fraction of what they were owed. Among these early "characters"-tough, shrewd, flashy street hustlers-Morris Levy reigned supreme. Dubbed the "Octopus" by Variety in 1957 and later the "Godfather" of American music, Levy built his power through copyrights, understanding that hit songs generated perpetual income. By the 1980s, his $75 million empire included a 30,000-copyright publishing company, a $15 million horse farm, and the Strawberries record store chain. Less quantifiable but equally important was his lifelong association with the Mafia, particularly the Genovese family. Though never a made member, Levy did business with several crime families while publicly denying mob involvement. The industry, which knew him as Moishe, revered him not just for his philanthropy but because he embodied the business's street mythos. Walter Yetnikoff became particularly close to Levy, often calling him after difficult days to unload his troubles, with Morris once charging him three dollars for "psychiatric consultation." Morris's colorful career began at age 16 working in nightclub checkrooms before serving in the navy. After establishing the Royal Roost and later Birdland in 1949, he discovered music publishing after an ASCAP representative demanded payment for music played in his club. This led him to create Patricia Music, whose first copyright was "Lullaby of Birdland." His mob connections were extensive. New York police believed Morris and his brother Irving took over Birdland from mobster Joseph Cataldo. His ties to the Mafia dated back to age fourteen when he befriended Tommy Eboli, future Genovese family head. For thirty years, he did business with Gaetano "Corky" Vastola, nephew of Genovese soldier Dominick "Swats" Ciaffone. Vincent "the Chin" Gigante, who would eventually become family boss after the imprisonment of Anthony "Fat Tony" Salerno, was Morris's boyhood friend from the Bronx. Morris partnered with George Goldner, one of rock and roll's greatest A&R men who discovered acts like Frankie Lymon and the Teenagers. A compulsive gambler, Goldner repeatedly sold his labels to Morris for cash. Their partnership began when Morris helped promote "Gee!" by the Crows, using his extensive payola system developed through jazz concert tours. Alan Freed, the pioneering DJ who popularized R&B to white audiences, became another key figure in Morris's empire. Morris managed Freed's concerts and gave him 25% of Roulette Records stock when the label formed in 1956. The 1960 payola scandal destroyed Freed's career when he was indicted for taking bribes to play records, though Morris successfully evaded similar charges despite government investigation. Morris's contempt for authority was legendary. After a teacher humiliated him about being on welfare, he poured an inkwell on her bald head, replaced her wig, and walked out, effectively ending his formal education. His street ethics included putting his name on others' songs and appropriating John Lennon's unfinished oldies album after Lennon had settled a plagiarism suit. Despite his 1988 conviction on extortion charges, the industry remained loyal to Morris. He died of cancer in 1990 before serving any time, having sold his music holdings for over $55 million. While Morris represented the street-tough approach to the record business, his contemporary Goddard Lieberson at CBS Records embodied a vanishing breed of genteel music executives whose approach would eventually be eclipsed in the rock era.

4장

The Fall of Clive Davis: Scandal, Corruption, and Resurrection

Success was going to Clive Davis's head. As president of Columbia Records, he surrounded himself with sycophants and displayed growing insensitivity, keeping fifteen European label heads waiting three hours while he arrived in a stretch limousine. Despite generating tens of millions in profits, Davis felt underpaid at $140,000 in 1970, resenting that he earned less than Capitol Records' president. The fall came suddenly. On May 29, 1973, Davis was fired in a two-minute meeting, served with a civil complaint, and escorted from the building by security. CBS accused him of misappropriating $94,000 through phony invoices, including $53,700 for apartment renovations and $20,000 for his son's bar mitzvah at the Plaza Hotel. The charges emerged during a wider investigation by the U.S. Attorney's Office in Newark called Project Sound, which uncovered allegations of CBS Records bribing black radio stations and dealing with organized crime. Though Davis would eventually be convicted only of tax evasion, not payola, the investigation devastated CBS Records. The aftermath created a paranoid atmosphere at CBS, with employees fearing their phones were bugged and facing harassment from federal investigators. CBS News compounded the humiliation by airing "The Trouble with Rock," a special focusing on the scandal that infuriated Walter Yetnikoff. Throughout this period, Goddard Lieberson worked to erase Davis's legacy from company history, removing him from promotional materials and liner notes. Davis later wrote that "watching this from the sidelines was sometimes amusing, but mostly very sad. Was this the company I'd given so much of my life to?" Despite his legal troubles, Davis managed to rebuild his career, becoming president of Columbia Pictures' record division, which he renamed Arista. He found immediate success with Barry Manilow and secured lucrative deals. By 1980, he was even named "Humanitarian of the Year" by a music industry charity. Yet according to those close to him, Davis never fully recovered from his firing. Elliot Goldman observed that Clive was "permanently damaged" and "constantly writing his obituary" to counteract the stain on his reputation. Dick Asher noticed physical changes-the once-unflappable Davis now had shaking hands and a quavering voice when they met months after his termination. When reflecting on the scandal, Davis remained defiant, portraying himself as a martyr who "had to bear that, in effect, for the industry." He blamed his assistant David Wynshaw for the investigation and CBS for needing "some person to take the rap," while maintaining his own innocence. The ultimate vindication for Davis came in April 1983 when he signed 19-year-old Whitney Houston to Arista Records. She would become the most successful female recording star in history, with her debut album selling close to 20 million copies. This cemented Clive's resurrection a decade after his dismissal from CBS, proving that in the music industry, success is the ultimate redemption.

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5장

Walter's War: The Superpowers of the Music Industry

After Clive Davis's departure, Irwin Segelstein-a middle-aged executive with no music background-unexpectedly became one of the most powerful figures in the record business. Though CBS Records remained a juggernaut with nearly double the market share of nearest competitor RCA, Segelstein inherited significant management problems. Davis's autocratic leadership had created a vacuum at the top. He had refused to appoint a Columbia president while serving as group president, wanting to reserve artist-signing power for himself. This left Segelstein as de facto Columbia president without creative leadership. Meanwhile, Warner's decentralized structure with multiple executives having checkbook power-including Mo Ostin, Joe Smith, Ahmet Ertegun, Jerry Wexler, Jac Holzman, and David Geffen-positioned them perfectly to exploit Davis's downfall. By the late 1970s, the record industry had consolidated into six major labels controlling nearly all distribution, with CBS and Warner emerging as the dominant "superpowers" controlling a third of the $6 billion market. As Segelstein struggled with his new role, he increasingly turned to Walter Yetnikoff, head of CBS Records International. When Goddard Lieberson decided to step down as group president in early 1975, Arthur Taylor chose Walter as his replacement. Walter had doubts about his qualifications but took the position in May 1975. The industry initially embraced him for his humility-a stark contrast to the typical record executive's swagger. Walter's first major appointment was naming Dick Asher to his former position as head of CBS Records International. Though Walter and Dick had worked well together for years, their first serious argument came when Dick wrote a testimonial letter for Clive Davis. Walter's animosity toward Clive was clear, and he deliberately started a war with Warner Bros. Records to establish his own leadership style. Walter's War escalated when he signed James Taylor from Warner Bros. for an unprecedented sum. Mo Ostin retaliated by signing Paul Simon from Columbia, leading to bitter feelings. Simon later portrayed Walter as a demonic record executive named Walter Fox in his film "One Trick Pony," where the protagonist seduces Fox's wife as revenge. The war proved costly for both companies. Warner renewed Rod Stewart for a fortune based on false information about CBS interest, while CBS made expensive acquisitions that bombed, including Paul McCartney and the Beach Boys. For McCartney, CBS gave away Frank Music, which held Frank Loesser's valuable song catalog worth millions in annual royalties. While CBS focused on buying rather than discovering talent, Warner inherited the A&R mantle, developing acts like Prince, Madonna, and Talking Heads. Walter's War permanently changed the industry by dramatically raising the cost of talent, making the business driven by bigger deals and dealmakers rather than music men like Lieberson.

6장

The Power Troika: Yetnikoff, Geffen, and Azoff

By the mid-1980s, three men had emerged as the most powerful figures in the music industry: Walter Yetnikoff at CBS Records, David Geffen of Geffen Records, and Irving Azoff at MCA Records. Each controlled vast resources and wielded extraordinary influence, often clashing in spectacular power struggles. David Geffen had diversified into film production with Geffen Films, creating hits like Risky Business and Beetlejuice distributed by Warner Bros. He also invested in theater, co-producing Dreamgirls and financing the hugely successful Cats. By the late 1980s, Geffen Records had hit the jackpot with heavy metal acts like Guns N' Roses, doubling revenues to an estimated $175 million in 1989. Though his market share wasn't large, Geffen had become one of the most powerful figures in entertainment. Working from a desk-free office that was "so informal that the effect was oddly intimidating," Geffen boasted of starting successful record companies twice when everyone said it couldn't be done, saying "I'm basically in the David Geffen business." Irving Azoff, standing just 5'3", was notoriously volatile-once tearing a TV from a hotel wall, setting a menu on fire in a restaurant, and sending a live boa constrictor to an enemy's birthday party with a card reading "Now you have two of them!" insulting both the manager and his wife. Despite his ruthlessness, Azoff was beloved by his artists, masterfully creating problems with record companies just so he could heroically solve them. Described as a "telephone virtuoso" with remarkable retention and schmoozing abilities, Azoff could "have someone locked up in fifteen minutes." In 1983, Azoff took over the struggling MCA Records (nicknamed "Music Cemetery of America"), quickly firing most artists and securing distribution rights for Motown. Unlike most executives, he maintained his management company Front Line and his Warner custom label while running MCA. In 1986, he sold his companies to MCA for $15.7 million despite the conflict of interest in a label owning a management firm. The rivalry between these three power brokers played out dramatically in the Boston affair. When CBS sued Tom Scholz for breach of contract, Scholz's attorney Don Engel shopped the band's nearly-completed third album to other labels. Yetnikoff warned the industry not to sign Boston until the lawsuit settled, offering to let another company release the album for $900,000 plus royalties. Exploiting the hatred between Geffen and Azoff, Engel leaked to MCA that he was about to sign with Geffen. Believing he'd been double-crossed, Azoff immediately offered a deal. Yetnikoff went "berserk," declaring "war" and filing suit against MCA, Scholz, and even Engel himself. Boston's "Third Stage" was released on MCA in 1986, selling 4 million copies. This power struggle exemplified how the industry had evolved from being artist-centered to executive-driven, with ego battles between these titans often overshadowing the music itself.

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7장

The Legal Labyrinth: Allen Grubman and the Art of the Deal

The record industry's power dynamics favored label bosses over artist representatives, whose influence remained tenuous as artists could fall from popularity or fire them at any time. Labels exploited this insecurity by cultivating cozy relationships with attorneys and managers. Most prominent music lawyers did legal work for labels, creating conflicts of interest that would scandalize other industries. Few attorneys dared sue labels, knowing it could damage their careers permanently. Standard recording contracts were deliberately onerous, making most costs "recoupable" against artist royalties rather than gross receipts. This system ensured labels profited while artists remained in debt, as exemplified by Patty Smyth's group Scandal, who earned just $100,000 from a million-selling album. Labels also routinely underpaid royalties, with one former audit manager admitting he'd never seen an audit where an artist was overpaid. In this environment, attorney Allen Grubman built an unprecedented legal practice representing over 30% of CBS Records' pop roster. His client list included superstars like Bruce Springsteen, Billy Joel, Madonna, and Sting, plus film stars like Robert De Niro. Beyond artists, he represented major labels, executives, and producers, with particularly close ties to David Geffen, Irving Azoff, and especially Walter Yetnikoff. Growing up poor in Brooklyn, Grubman had gotten his first taste of luxury as a boy soprano on NBC's "Horn & Hardart Children's Hour." After Brooklyn Law School, Grubman worked for music lawyer Walter Hofer before starting his own practice in 1974. Despite finishing near the bottom of his law class and openly disliking rock music, Grubman possessed exceptional dealmaking skills. He was warm, personable, and willing to do anything to close a deal-bowing, kneeling, even begging when necessary. Grubman's Madison Avenue office resembled a tchotchke museum rather than a law library, and his "instinctive billing" method made him America's fourth highest-paid corporate lawyer at $3 million annually. Despite potential conflicts representing both artists and labels, Grubman maintained his practice through a non-confrontational approach: "The way I protect my clients is ingratiate myself and have the people I'm doing business with like me." Walter Yetnikoff, Tommy Mottola and Allen Grubman formed a tight threesome. Grubman's relationship with Walter was unusually close but subservient-once getting on his knees during a Billy Joel negotiation while Walter ripped his shirt to shreds. Walter steered clients to Grubman and helped build his practice, knowing Allen would be less troublesome than other attorneys. Despite Grubman's anxiety and Walter's occasional bullying (once making Allen "take three Valiums" after yelling at him), their relationship was mutually beneficial. Walter got deals done with minimal resistance, while Grubman gained access to the industry's most powerful figures. Grubman's breakthrough came when he acquired Billy Joel as a client in 1980, after Walter Yetnikoff suggested to Joel's manager that he'd get a better deal without Mike Tannen representing him. This marked the turning point for Grubman's "legitimate" practice, with Tannen's business declining while Grubman's became the "hot" firm. Grubman soon added David Geffen and Bruce Springsteen to his client roster, both connections facilitated by Yetnikoff. By 1988, Grubman was instrumental in MCA's purchase of Winterland from CBS, collecting $1 million in fees as an "investment banker" rather than attorney-a testament to how far he had come from his humble Brooklyn beginnings.

8장

Casablanca and the Disco Disaster: When Excess Became the Business Model

Neil Bogart embodied the worst excesses of the disco era through his label Casablanca Records. After his success with bubblegum pop at Buddah Records with acts like Ohio Express and the 1910 Fruitgum Company, Bogart established himself as a promotion maniac willing to do anything to get airplay. When Buddah's parent company Viewlex acquired the label, Bogart left to start Casablanca with Warner Bros backing in 1973, taking his aggressive promotional style to California where he embraced the fast life and cocaine. After breaking from Warner, Casablanca nearly went bankrupt until Donna Summer's extended version of "Love to Love You Baby" became a disco sensation. By 1976, with Summer, Kiss, and Parliament all successful, Casablanca was generating $55 million in revenue. PolyGram paid $10 million for half ownership in 1977, seeing it as a bargain. Casablanca's offices on Sunset Boulevard became legendary for their excess-decorated like Rick's Cafe from the movie Casablanca, with blaring music, 200 employees (many Bogart relatives), and rampant drug use. Former employee Danny Davis called it "the worst experience of my life," describing how drugs were openly ordered, consumed in meetings, and how desks were literally set on fire during phone calls. The company embodied the "Whatever It Takes" mentality that would eventually lead to its collapse. PolyGram was Casablanca's corporate opposite-a stodgy European classical music company formed in 1962 through a partnership between Siemens AG and Philips. Seeking to enter the American pop market, PolyGram acquired Mercury Records, Spring Records, MGM Records, Verve, and United Artists' distribution system. Their 1977 purchase of half of Casablanca represented their aggressive expansion strategy. The Dutch and German executives running PolyGram fundamentally misunderstood the American market, expecting European acts like thirteen-year-old Dutch singer Heintje to succeed in the US. The company lacked clear leadership and market vision, operating more like a traditional European corporation where everyone worked for salaries and retirement rather than ownership stakes. 1978 was PolyGram's annus mirabilis. RSO's Saturday Night Fever and Grease each grossed over $100 million at the box office with soundtrack albums selling an unprecedented 30 million copies worldwide. Casablanca scored with Thank God It's Friday and Midnight Express while selling millions of records by Donna Summer, Kiss, and the Village People. PolyGram's recorded music sales hit $1.2 billion-the first record company ever to top a billion-and market share jumped from 5% to 20%. But beneath the celebration lurked disaster. Despite enormous gross revenues, profit margins were alarmingly thin. Casablanca was out of control, shipping far more records than could sell-like releasing four Kiss solo albums simultaneously and pressing millions more than needed. RSO's Sgt. Pepper film bombed spectacularly, selling 3 million soundtracks but shipping 8 million. PolyGram misread this temporary success as permanent status, building massive automated distribution centers in California, New Jersey and Indianapolis. When 1979 arrived without another Fever or Grease, these facilities hemorrhaged an estimated $7 million monthly. As one executive lamented, "We built a six-inch pipeline to find out later that we could only fill it with two inches of product." The crash of 1979 exposed the record industry's fatal flaw-unlimited returns from retailers with no inventory risk. While the market shrank, Casablanca continued signing new acts by the score, eventually contracting over 100 pop artists-more than CBS Records. Each signing cost around $100,000 before promotion expenses. By 1979, Casablanca was losing tens of millions annually. The Village People faded, Kiss lost popularity, and Donna Summer prepared to leave. PolyGram tried installing financial officers to control Bogart, but they were invariably charmed and co-opted. In February 1980, Summer sued Bogart for $10 million, claiming financial fraud through conflicts of interest. That same month, PolyGram bought the remaining 50% of Casablanca and forced Bogart out with a $15 million buyout. Neil Bogart died of cancer in May 1982, with Donna Summer singing at his funeral despite ongoing litigation. Though Bogart became an industry legend for his hustler lifestyle and personal wealth, his legacy of losses far outweighed his artistic contributions. PolyGram didn't return to profitability until 1985, after losing more than $220 million in the U.S., with Casablanca responsible for a substantial portion of these losses.

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9장

The Payola Wars: NBC's Expose and the Industry's Failed Reform

The independent promotion crisis reached its breaking point in February 1986 when NBC Nightly News aired "The New Payola," an expose that opened with footage connecting the Gambino family to independent promoter Joseph Isgro. The report captured Isgro and Fred DiSipio at the Rock and Roll Hall of Fame dinner, identified them as "top men in the Network," and featured Miami DJ Don Cox demonstrating how promoters offered cocaine and cash for airplay. Most dramatically, NBC journalists Brian Ross and Silverman had accidentally witnessed a mob summit at the Helmsley Palace hotel, where they observed Gambino boss John Gotti, consigliere Joseph Gallo, and underboss Frank DeCicco meeting with Isgro and Joseph "Joe Piney" Armone. The cameras captured DiSipio and his entourage at the hotel, and later showed Isgro retrieving what appeared to be a package of cash from the hotel safe. Ross concluded his report by connecting the mob meeting directly to the music industry, noting that "One hour after meeting top people in the American Mafia, Isgro and DiSipio were at the Waldorf, taking their places among the top people in the American music business." Though publicly outraged, much of the record industry privately rejoiced at NBC's expose, which gave them cover to end the expensive indie promotion system they'd created. Within days, Capitol, MCA, Warner, RCA, and Arista dropped all indie promoters, followed by PolyGram, Chrysalis, A&M and CBS. Meanwhile, a federal grand jury began investigating indie promotion, spurred by the broadcast. This was not the industry's first attempt to break free from the Network's grip. In late 1980, David Horowitz of Warner Communications had made a pivotal decision to suspend Warner's use of independent promoters-primarily for financial reasons amid industry-wide sales declines. Dick Asher convinced Walter Yetnikoff and Bruce Lundvall that CBS should join Warner's boycott, arguing that reducing promotion expenses was crucial during the market downturn. By early 1981, CBS officially joined the boycott, hoping other companies would follow suit. The "Network" of independent promoters retaliated swiftly. They targeted Loverboy, a Canadian band Asher had championed, causing their single "Turn Me Loose" to plummet from #37 on Billboard's Hot 100 despite strong momentum. Warner suffered similar punishment when the Who's "You Better You Bet" peaked at #18 before suddenly falling off the charts. Despite Asher's commitment, the 1981 boycott was doomed from the start. Within weeks, he discovered Yetnikoff and Lundvall were paying advances to Columbia artists who then spent the money on independent promotion. Epic abandoned the boycott even sooner, disguising promotion payments as "tour support." Asher felt betrayed and became known as "Dr. No" while other executives quietly undermined him. The moment of truth had come when Yetnikoff undercut the boycott-had he held firm, the industry might have followed. Asher's despair peaked during a conversation with Maurice White of Earth, Wind & Fire, whom he idolized. When Asher suggested it was demeaning for White to need payoffs to get airplay, the artist replied simply: "Look, man, I only have one career. So don't make me your crusade." Similarly, the 1986 industry-wide boycott following NBC's expose proved short-lived. The indies quickly demonstrated their power by helping small independent label Profile Records get airplay for acts like Boys Don't Cry when major labels couldn't use promotion services. Within a year, Isgro was back in business, though earning about one-tenth of his previous income. The industry found hypocritical workarounds to continue indie promotion while technically maintaining the ban-the most significant being that promotion costs were now "recoupable" against artist royalties. As Isgro noted: "The labels still had indie promotion, but now the artists had to pay for it."

10장

The Fall of Walter Yetnikoff: From King of Records to Industry Outcast

After firing Dick Asher in 1983, Walter Yetnikoff's power at CBS Records reached new heights. He negotiated an astonishing $28 million deal to sign the aging Rolling Stones from Atlantic Records-double what Ahmet Ertegun had offered. By late 1983, CBS Records was posting record profits-up 600 percent over 1982 with only a 6 percent increase in sales, largely due to Asher's cost-cutting measures. Michael Jackson's Thriller became an unprecedented phenomenon, selling 38.5 million copies worldwide with 20 million in the US alone-reaching one in every 4.25 American households. Seven of the album's nine tracks went top ten, with "Billie Jean" staying at number one for seven weeks. After Jackson won seven Grammy Awards in February 1984, he brought Walter on stage, cementing Yetnikoff's position as Jackson's "rabbi." Walter's personal life, however, was unraveling. After 25 years of marriage to June Horowitz, Walter began an affair with his secretary Debbie Federoff. When June discovered the relationship, the Yetnikoffs soon separated. Shortly after, Walter became involved with Lynda "Boom-Boom" Emon, a 31-year-old blonde introduced to him by his publicist. By 1985, Walter was so powerful that when he threatened to leave for Warner Bros., CBS offered him an unprecedented contract with a $250,000 signing bonus, $475,000 base salary, and a clause allowing him to spend 10% of his time producing films. Despite his success, Walter obsessed over his compensation, envying entrepreneurs like David Geffen and Irving Azoff. "I want to get richer," he told Federoff, perhaps driven by what he called "the immigrant fear" that "we're all going to go back and live under the subway tracks in Brooklyn." When billionaire Larry Tisch acquired 25% of CBS through his Loews Corporation in 1986, Walter initially saw him as a natural ally. Tisch, a militant Jew who wore a Magen David in his lapel, seemed compatible with Walter's ethnic pride. But their relationship quickly soured as Tisch proved immune to Walter's tantrums. The frugal Tisch eliminated the corporate jet, closed Walter's private dining room, and was appalled by Walter's profane Esquire profile where he called indie promoters "mensches." Despite their growing animosity, Tisch presented Walter with an opportunity for his long-desired "big score" when he indicated CBS Records could be sold. Walter orchestrated a deal with Sony, securing himself a $10 million bonus plus equity. After the October 1987 stock market crash eliminated Tisch's alternative plan of a public offering, he became eager to secure Sony's cash offer. The deal brought Walter over $20 million, plus $30 million in bonuses for hundreds of employees. With his newfound power, Walter orchestrated the removal of CBS Records U.S. head Al Teller, replacing him with Tommy Mottola-Walter's close friend and a client of Allen Grubman. Walter's feud with Tisch intensified into open warfare, culminating in dueling lawsuits and a dramatic walkout at the May 1988 CBS shareholders meeting where Walter called Tisch "cheap" and claimed he had threatened him with physical violence. By mid-1989, Walter's alcoholism had reached a breaking point. In August, he checked into the Hazelden Clinic. Though he emerged sober in September claiming spiritual renewal, he was actually more unstable than before. He began destroying relationships he had carefully cultivated for years-attacking Bruce Springsteen for participating in an Amnesty International tour and making vulgar remarks about his divorce. Walter also alienated attorney Allen Grubman, whom he had once "created." Most disastrously, he enraged David Geffen by refusing to release a Michael Jackson track for Geffen's "Days of Thunder" soundtrack, making crude homophobic remarks in the process. Geffen, who had served as an unpaid business adviser to Jackson for years, began undermining Yetnikoff's relationship with the star. By August 1990, The Wall Street Journal reported that Yetnikoff's relationships with key artists had soured and that he would gradually phase out his duties. Though Walter attempted damage control, Sony president Norio Ohga flew to New York for an intense meeting with Yetnikoff, warning him that his crude behavior and vendettas must stop immediately. But insiders believed this was merely procedural-Ohga had already decided to force Walter out. On September 4, 1990, Sony announced Yetnikoff's departure after fifteen years leading CBS Records. David Geffen reportedly called Irving Azoff saying, "Ding dong the witch is dead," later summarizing: "Walter slit his own throat." Yetnikoff received about $25 million in severance, doubling his net worth, and started a new company called Velvel Musical Industries. On January 1, 1991, CBS Records officially became Sony Music Entertainment, marking the final transformation of Goddard Lieberson's once-venerable company. The rise and fall of Walter Yetnikoff perfectly encapsulates the music industry's evolution from the 1970s through the 1990s-a business that became increasingly driven by ego, excess, and deal-making rather than artist development and musical innovation. While Walter had won his personal battle with Larry Tisch by orchestrating the Sony sale, his leadership had severely damaged CBS Records. By 1989, Warner's share of top pop albums exceeded 40% compared to CBS's 16%, exposing Walter's A&R weaknesses. The industry he helped create-one that prioritized power over artistry-ultimately consumed him, just as it had consumed so many others before him.

★★★★★

히트 맨 완독을 축하합니다

100만 명 이상의 학습자가 사랑합니다

“23일째 매일 사용하고 있어요. 이제 제 일상의 한 부분이 되었습니다.”

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히트 맨의 핵심 주제

independent radio promotion
institutionalized payola
organized crime influence
music industry corruption
corporate extortion

히트 맨의 명언

This wasn't just promotion; it was extortion.
The indies are mensches, you understand?
Rock historians tend to romanticize the pioneers.
Success was going to Clive Davis's head.
Morris's contempt for authority was legendary.

히트 맨의 등장인물

Fredric DannenAuthor and investigative journalist
Walter YetnikoffPresident of CBS Records and industry power player
Morris LevyMusic mogul with extensive organized crime ties
Dick AsherDeputy president of CBS Records who opposed payola
Joseph IsgroKey figure in the Network of independent promoters

저자 소개

음악 산업 내부의 권력 브로커와 검은 돈의 실체를 다룬 베스트셀러, Hit Men: Power Brokers and Fast Money Inside the Music Business의 저자이자 저명한 조사 전문 기자인 프레드릭 단넨(Fredric Dannen)은 음악 산업, 기업 권력, 그리고 조직범죄가 맞물린 어두운 이면을 폭로한 것으로 명성이 높습니다.

*배니티 페어(Vanity Fair)*의 기고 편집자이자 오버시즈 프레스 클럽(Overseas Press Club)의 모턴 프랭크 어워드(Morton Frank Award) 수상자인 단넨은 뉴요커(The New Yorker), 뉴욕 타임스(The New York Times), 롤링 스톤(Rolling Stone) 등에서 획기적인 보도를 이어왔습니다. 시스템적 부패를 파헤치는 그의 전문성은 수십 년간의 세밀한 조사에서 비롯되었으며, 그 정점인 Hit Men은 월터 예트니코프(Walter Yetnikoff)와 같은 1970~80년대 음반사 경영진들의 충격적인 실상을 기록하여 빌보드 선정 역대 최고의 음악 도서 2위에 오르기도 했습니다.

배리 롱(Barry Long)과 공저한 Hong Kong Babylon을 포함한 단넨의 저작들은 조사 보도의 엄격함과 영화적 스토리텔링을 결합하여 글로벌 서브컬처를 깊이 있게 파고듭니다. 아시아계 미국인 갱단에 관한 그의 뉴요커 기사는 마틴 스코세이지(Martin Scorsese)가 제작한 영화 *리벤지 오브 더 그린 드래곤(Revenge of the Green Dragons)*의 영감이 되었습니다.

저널리즘의 정밀함과 특정 계층을 넘어 대중의 공감을 불러일으키는 서사적 재능을 겸비한 단넨의 글은 엔터테인먼트 산업의 암투에 대한 대중의 이해를 형성해 왔습니다. Hit Men은 뉴욕 타임스 베스트셀러 목록에 한 달간 머물렀으며, 업계 내부자들에 대한 독보적인 접근 방식과 빠른 돈이 지배하는 세상의 과잉된 민낯을 생생하게 묘사하여 음악 비즈니스 문헌의 초석으로 남아 있습니다.

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히트 맨의 명언

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이 책에 대한 FAQ

What is Hit Men by Fredric Dannen about?

Who should read Hit Men?

Is Hit Men worth reading?

How does Hit Men explore music industry corruption?

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