The Japanese pop outfit to most rely on fans buying multiple copies of the same single also happens to be the best-selling group in the country today. AKB48, a peppy-sounding collection of 88 young women divided into smaller teams, dominates the nation’s Oricon Charts. Their latest single, “Koi Suru Fortune Cookie,” sold more than a million copies, becoming AKB’s 13th consecutive single to do that. This feat has only been accomplished by one other Japanese act—rock band B’z—and earlier this year AKB48 became the No. 1 female artist in Japanese history when it comes to sales of singles.
Their ability to coax fans into repeatedly buying the same song explains these record-breaking sales numbers. It's an ability that comes out of one of the central fantasies of AKB48: That they are “idols you can meet.” CDs often come with some sort of physical bonus item, like a trading card or photo of a random member, which in itself encourages fans to stockpile singles. Add in the fact that discs sometimes include a ticket for a special handshake event, where fans can briefly meet singers, and the appeal of shelling out for dozens of the copies of the same song becomes irresistible for the band's many diehards.
AKB’s cleverest promotion is an annual election, held in June every year to determine the most popular member of the group. It has become a big deal in Japan, with the results show broadcast live on TV and on YouTube. Fans vote, but ballots only come alongside whatever single the group releases the month before. In this pop democracy, the fans purchasing more copies of the same song get more votes. In 2011, one listener bought more than 5,000 CDs before the election, costing an estimated $109,000.
Spurred by AKB48’s success, most pop performers in Japan now turn to similar tactics to move units, and it’s not just similarly constructed idol groups doing it. TV actors and Korean artists trying to cross over into the Japanese market arrange these types of meet and greets as well. In Bloomberg Businessweek recently, Mariko Yasu wrote that AKB48 and the various other artists who have copied their tactics have helped push the Japanese music market to $4.3 billion in sales last year, eclipsing the U.S. total for the first time.
One reason this strategy works so well in Japan is because it also happens to be a country where physical music still make up the bulk of sales: 80 percent of the Japanese music market compared to 34 percent in America. Whether due to Japanese consumers preferring to own actual objects or because a harsh anti-downloading law passed late last year scared off those who pirate music, CDs dominate the Japanese market while they’ve joined the floppy disc and the VHS tape as technologic punch lines.
Well, mostly joined. Western record labels routinely release “deluxe editions” of albums, usually tacking on some bonus tracks or alternate takes and releasing that as a way to extend the record’s shelf life (Lady Gaga did this with 2011’s Born This Way). Still, physical sales in the US lag behind digital downloads; digital music revenue in 2012 surpassed four billion dollars for the first time ever. These shifts in how people consume music prompted Billboard to start counting YouTube views to their ranking metric—the reason Gaga Tweeted out a link that would inflate her video views.