Mike Weiss and David Melhado like to tell the story of when they first met. It was 2019, and UnitedMasters artist NLE Choppa had just released “Shotta Flow,” which would eventually become a top 40 hit on the Billboard Hot 100, and Weiss, UM’s head of A&R, was interviewing Melhado for the company’s head of artist marketing position.

For the meeting, Melhado “had put together a web chart that had ‘artist’s vision’ at the center, and then webbed out A&R, PR, marketing, digital and brands that started from the basis of understanding who the artist is, what their objectives are, what their core audience is and then [how] everything has to tie back to that,” Weiss recalls in a listening room at UM’s Brooklyn offices. “That was my playbook, and I had not seen anybody else draw it in the exact same way.”

Weiss, 34, and Melhado, 41, come from different backgrounds: Weiss is third-generation music business, after his father Barry and his grandfather Hy, and was effectively raised in the industry; Melhado got his start working for Jermaine Dupri‘s dad Michael Mauldin, building out the mid-2000s staple Scream Tour with artists like Bow Wow and Omarion. But they share a professional background in artist management — Weiss with Noah Cyrus and Labrinth; Melhado with Verse Simmonds and the producer Sak Pase — that has given them both a 360 worldview when it comes to artists’ careers, emphasizing building a brand and a catalog over chasing hits.

And at UnitedMasters — founded by veteran exec Steve Stoute, who runs the brand agency Translation, was an artist manager himself with Nas in the 1990s, and wrote the industry tome The Tanning of America in 2011 — the two are dedicated to doing just that. “We never made decisions based off, ‘This has to be a top 10 record, or we have to go to radio because we look to market share,’” Melhado says. “Because we’ve been consistent in our approach and made decisions that were best for the artists’ business, we’ve been able to see success and growth. We build brick by brick.”

UnitedMasters launched in 2017, in the midst of the distribution craze that exploded to serve the vast pipeline of artists that emerged in the DIY artistry world made possible by the streaming era and bedroom production tools. Many of those companies focused on scale and technology, mimicking the one-size-fits-all model developed by companies like TuneCore and Distrokid, which allowed anyone to upload and distribute an album for a set fee per year. Weiss and Melhado wanted to do something different.

“There hasn’t been a lot of [artist] development over the past 5-10 years,” Weiss says. “So we said, if everyone is going to be focused heavily on the A&R research teams, we’re going to find artists that we believe in and can develop. That was going to be our competitive edge.”

Now, that focus is paying off, particularly after the two built a label business as the peak of a pyramid that encompasses DIY distribution at the base and a premium services tier in between, which has become the blueprint for the modern record company. Texas rapper BigXThaPlug‘s foray into country music was a massive success this year, yielding a top 5 Hot 100 single (“All The Way” feat. Bailey Zimmerman) and a top 10 Billboard 200 album; Floyymenor‘s “Gata Only” feat. Cris MJ won a Billboard Music Award for Top Latin Song of the Year in 2024; and partnerships with African super-producer Sarz and indie R&B singer and songwriter Brent Faiyaz have expanded their purview.

And now, as newly-minted co-heads of music at the company, Weiss and Melhado are leading the charge for all of it, staying ahead of the competition as the industry shifts towards their model. “It’s our job to always be changing and evolving,” says Weiss. “If the broader industry is doing what we set out to do, then that’s just validation that we’re on the right path.”

What was Steve Stoute doing at UnitedMasters that drew you to the company?

David Melhado: For me, it was new and he was bridging the gap between the brand world. When we came here it was very much a startup and the idea of being able to support artists at scale was attractive, but we knew it was going to be a challenge. He’s given us the space to fail fast and then pivot and try and take shots.

Mike Weiss: I was looking to be entrepreneurial and go somewhere where I could really help shape a business and touch everything. At that time, there were a number of key executives that were rolling out of the major systems and starting their own businesses that were having some early success. Making that bet on Steve that he was one of those people was a no brainer. But it also was the tech side of things I found really interesting as well, building a future of independence.

Why did you want to build a label on top of the distribution business?

Melhado: We were doing these premium distribution deals, but labels were cherry picking all our acts. Lil Tecca, NLE Choppa, J.I. the Prince — as soon as they started to have a little bit of momentum the labels would come in because we didn’t have long term rights or a team that could really support them. So, that was the part of the argument to Steve: we have to change the way that we’re doing our deals. We have to really invest in the artists, and you’ve got to give us the ability to build the team. That was the turning point for us.

Weiss: We got to a point where we were saying, “We can identify talent and be successful with that talent, but what’s going to differentiate us from the majors if we don’t have the staff to really support that and take it to the next level?” A lot of companies in those early days of distribution were coming across that same problem — what’s the value of finding an amazing artist that’s going to develop into a superstar if you can’t be there when they’re a superstar? We said, Let’s build a label business and a team that can be competitive in terms of resources with the majors, but with the artist friendly deals of the distros. It was never a question of being the best distributor. It was, “Let’s be competitive with majors, and do it in a way that’s fair to artists.”

You guys had an advantage in being able to build a record label for this new era from scratch. How did you do it differently than what you would have seen at a traditional major?

Weiss: We said, what does development look like in the 2020s? Development is public, development is in the perspective of the fans. It’s similar in many ways to building a startup, which we have experience with now. You want to pivot quickly, you want to see what people are reacting to, you want to fail fast. You want to know what people are going to respond to and you want to start raw and authentic. And so we built A&R teams that could really get in the mix with artists. There are no longer gatekeepers that are going to press a button and all of a sudden your music is going to be everywhere and you’re going to be a breakout star. So we needed to put a team together that was wholly committed towards building something brick by brick from the ground up. And with that came the focus of constant progress, of being better today than we were yesterday, and making sure that whatever steps were taken were not in the pursuit of a hit record, but the pursuit of building an artist that has a foundation, a fan base, an audience that everything else can live within.

One of your big success stories has been BigXThaPlug. How have you developed him through the years?

Melhado: When we first partnered with BigX in October 2021 he had 500 monthly listeners on Spotify. We took a really regional approach, working records in the clubs and trying to create an early groundswell, and did that same thing from a digital vantage point as well. We would release singles and then package them as an EP. Release more singles and then package it as an album. And we kept replicating that same process.

Weiss: The whole approach was consistency. The content mixed with the consistency just brought more and more eyeballs. You paired that with the localized approach to it and building a groundswell first that everything could rely on. For us, first week sales is not the barometer for anything. We’re not looking at the biggest moment and impact that we can possibly have week one that will jeopardize week 20. We’re focused on building an artist holistically and building that catalog.

Artists also need global reach. How did you guys approach that?

Weiss: The majors have companies in every territory. We’ve seen over the past two years that shift from a positive to a negative for the labels and a negative to a positive for us in that we have the ability to bring on whichever partner we want in whatever region. The team we would use in Germany for an Ekkstacy record would not be the same team that we should use for BigXThaPlug or FloyyMenor. So, we’re able to just bring in the independent partners within those specific regions that work directly for that specific artist. The approach has allowed us to have flexibility and bring in the right partners wherever it is internationally. Then as it came to finding international artists, the approach was similar — we just followed the talent. FloyyMenor, he was not a huge success at that point, but he was just buzzing in the scene. We saw a community being built around him and that real groundswell, which played into the way in which we already see and focus on developing acts.

The culture of the business in Nashville is different than everywhere else. How did you guys move into the Nashville world for the BigXThaPlug album?

Weiss: The Red Sea parted for us on that. When we put out the “Texas” record, because it’s a country/hip-hop record already, we started hearing that Luke Combs and Morgan Wallen and Post Malone were fans. When he was still relatively unknown, the country community was actually the one community that was behind him. They welcomed him in with open arms. Dave and I went and sat with Charlie Handsome and talked about this idea of doing a country collaboration EP and he was down to give it a try. Then BigX posted an Instagram clip of “All The Way” with Bailey — people just went crazy. So the team went down to Nashville and met with every writer and producer. They all loved BigX because the artists loved BigX.

You share an office with Translation. How does that give you an advantage?

Melhado: Working with brands has been embedded in the DNA of UnitedMasters from the beginning. The early partnerships with the NBA and NBA 2K soundtrack; sync has been a part of the ways that we work with brands from day one. For an artist like BigX that has been very much a part of his story. One of the early brand deals that he got was creating the theme song for the XFL. I think it’s safe to say that we’re the only creative solutions company and creative agency that has a full blown music company and record label. That’s an important ingredient in the artist development story for us.

What does success look like for you guys?

Weiss: Success is when you see an artist that’s continuing to grow week over week, month over month, year over year. And the best way to do that is by building catalog rather than having peaks and spikes that are here today and gone tomorrow and then don’t really last the test of time in the digital era. Everyone talks nowadays about how catalog is the thing that is keeping the majors afloat. We don’t have a catalog to rely on and our goal is to build that.