Interview with Universal Records Exec Marc Nathan


On the rap tip, I was aware of a label out of New Orleans called Cash Money Records. Each one of their local releases had sold over 25,000 copies in a market where a big rap record may only sell 15,000. So, we offered Cash Money Records a "P&D" deal (pressing and distribution) and now we are reaping the rewards with the platinum album from Juvenile, and a top ten debut from B.G.

We receive alot of "unsolicited packages" with tapes and CDs and unfortunately many of them do not get listened to. One reason is the sheer volume, and the other reason is that when something is sent in "unsolicited" there are copyright issues that we have to protect ourselves over. Generally a tape or a CD of a brand new artist should be presented to a major label by a manager, or a lawyer so that it can be properly evaluated. This is not really part of my specific job, but we do have a department of anywhere from 6-10 people at the label that are actively listening to new music.

What is the process of getting an artist signed to your label?

MN: There is probably an analogy to winning the lottery here. It is very difficult to make it to the major leagues, and as I said earlier, it SHOULD start with proper representation. Once something has caught the ear of one A&R person at a label, it will generally have to be approved by a few other people within the department, as well as of course, a business affairs person who has to work with the artist's lawyer or agent to make sure the deal is economically feasible. It's one thing for an artist to be excited about the prospect of signing a recording contract, but it's another to realize the economic goals of a major label. We have over 100 employees, and we need to keep our lights on, our phones on, our computers on, our marketing dollars available, our promotion people on the road, etc. It's not just "here's a bunch of money, you're a star".

With the advent of the internet and MP3s, do you foresee a change in the role of an A&R rep?

MN: Not really. I still think a great singer, a great song, a great track is going to be something that you will need radio (and to some extent-- video) to

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